Simplified Integration

Show Notes: Speaker 1: (00:00) Welcome to the simplified integration podcast. This is episode number 35, how to replace your Facebook ad agency. Speaker 2: (00:10) Leonardo DaVinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling well. I'm on a mission to change that what I've come to find from over five years, working with integrative practices is that simplicity really is the secret. The old saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) Welcome back doc to the simplified integration podcast. It's great to have you here today. So today we have a special guest. Uh, usually these podcasts are just me spouting some, some knowledge and, and, uh, things I know about integration, but I'm really happy to have Sam Carlson on today. Uh, Sam has been a buddy of mine for about a year and a half, and, uh, the title of the podcast is how to replace your Facebook ad agency. And ironically, Sam has been my Facebook ad agency. Speaker 2: (01:39) That is a little ironic. I didn't even think about that one. Speaker 1: (01:43) True. And this is not a Donald Trump moment where I'm going to say you're fired, but, but I get a ton of questions from doctors on, Hey, who do you use for your Facebook ad agency? And, uh, and so Sam has, has changed and is starting to change the landscape for Facebook adage ad agencies. And I want to get into that in just a minute, but I wanted to. So looking back, um, I just thought of this late, uh, we're, we're recording this podcast in September of 20, 20 labor day just came and went. And we actually opened our practice eight years ago on labor day on Monday. And it, it, it brought back a lot of like, like painful moments in opening a practice. And when we first started, like we had a small, I got a small loan from my dad to, to like get the office built out. And he gave me 50,000 bucks and he said, here's, this is all you're getting and you better use it wisely. And hopefully it'll get some patients. And by the way, this, all this my dad said, uh, my dad was one of those guys that just didn't believe in chiropractic. Anyhow, he goes, and he goes, Andrew, listen, wherever. Right when I open the off, he goes, listen, just make sure when your patients come in, like help, don't completely fix it. So we have to keep coming back over. Speaker 1: (03:04) And that was my dad's strategy to a successful chiropractor business. So, so we had this like money to play with, to open our office. And we didn't have a ton of money for advertising. And, and, uh, like we couldn't, like we didn't have a ton of money. So we had to, we had to go out in the community and find patients. And it was really nerve wracking to me. It was like, we went from like 90 days opening and 60 days and 30 days. And I'm like, Oh my gosh, like we've got to get patients in the door. And so the weekend, that holiday weekend of labor day, we got permission from a, from a health food store to do screenings at the store. And they had two offices, one in the North side of the city, one in the South side. And so on Saturday, I went to one location. Speaker 1: (03:46) My wife went to the other one and we screened for eight hours, which is exhausting. And then, and then the day after that, we had a screening set up at Walmart that we like finagled our way in and two hours into the screening that the manager came up and she's like, yeah, you guys can't do that here. Like you gotta leap. So I kicked out, we got kicked out of our Walmart screening and, uh, we did a craft fair that weekend. So we screamed like, hell, it was like 30 some hours over that weekend. And thank God we had, we had 23 patients signed up new patients, signed up on the books for that week. And we converted like half of those. And so all of a sudden we had new patients, we had revenue. And, um, and I remember in the beginning, like that was like screening was really painful for us. Speaker 1: (04:35) I always felt awkward doing it. I didn't mind going through that pain. Um, cause I knew we would get patients out of it, but it was a lot of work. And for the first two years, we were always doing screening events and live events and talks, wherever we could talk about chiropractic, I would show up and I would get patients from it. And that was actually really good at screening. I just hated it. And for a long time for like, especially the first six months, that's all we did on weekends. We got, um, we got time off on Sunday. We'd go to church, we'd spend the rest of the, you know, the rest of our Sundays, just relaxing and preparing for the week. But we worked Monday, Monday through Friday, Friday afternoons, we were screening. And then Saturday, all Saturday we were doing screenings and events. Speaker 1: (05:15) And when Facebook came along, like Holy cow, we had our weekends back put like weeks instead of doing like six screenings a week, we would do, uh, or a month we would do maybe one or two. And it completely like Facebook completely changed my life in a really good way. And so my wife and I were able to take like short trips and we were able to, you know, kind of pull ourselves away from our, from our practice. And it was like, it was a game changing thing because, because with Facebook, what I realized that if you had really good Facebook ads, it was kind of like doing 24 seven screenings, right. If you had the right ad and, and so that's where, um, you know, where good ad agencies and good copy and offers come in. And so I just wanted to start with that story. Speaker 1: (06:03) And, um, if you could maybe just give us a little bit of a background on what you do and, um, and I'll preface it a little bit. I met you a year and a half ago. I, um, I was, uh, been reading through a bunch of Russell Brunson books and this name kept coming up. He's like, I worked with this chiropractor and this chiropractor ran these funnels and did really well. And I'm like, who the heck is this chiropractor? And then finally he said, one of his books, it's like the chiropractor, dr. Woolner. I'm like, ah, dr. Woolner. So I typed, I typed in dr. Vulner. I'm like this guy has got to know something he's working with Russell Brunson. And I, and I realized I actually been following him for awhile and then signed up for his map event, went up to Idaho. And that's where I met you, uh, dr. Wallner's event. So maybe if you can give us a kind of, a little bit of a background on, on what you do. Speaker 3: (06:52) Yeah. So, uh, you're a good storyteller buddy, by the way. That's a, Speaker 4: (06:57) I, I, you know, I get a visual Speaker 3: (07:00) Of watching you go and do those screenings. And it's really interesting because when I got into the chiropractic niche, I was actually a consultant. Um, I've, I've only, it's a long story. I'll keep it very short, but I've only been an entrepreneur. And so I've owned a lot of businesses and back in like 2000 and I don't know, 2014, 15, somewhere in that 15, I think in that time range, I was thinking about going and doing some consulting and a good friend of mine, Sonny who, dr. Sonic, Gail, who you've met. Um, I was at a birthday party and I said, Hey, I think we're going to go start a business consulting gig. And he said, no, don't do that. I said, well, we didn't know each other that, well, I was like, what are you talking about, man? And he goes, no, come work with me. Speaker 3: (07:47) I do consulting. And so I decided to do that. And I start in working with him. I started to learn how chiropractic works, how your businesses are structured, how to systemize them and, and, you know, just everything it takes to be successful. And one of the things that five years ago, we were teaching folks to do were screenings, and I know the [inaudible] and the anxiety and the stress and all those things that come along with, you know, with doing those. They're very, they're very effective, you know, there's no arguing that, but yeah, with the advent of Facebook and marketing funnels and just different things like that, there's, there's more options for docs to, to grow their practice. So, uh, yeah, we met at the, uh, at, at dr. Wallner's map event and, uh, I've known dr. Woolner for several years. I actually bought his program when I was consulting. Speaker 3: (08:46) Okay. Is his funnel program. And so it's, again, a lot of these little, you know, this spider web of, of people that you meet and, and then what you decide to do with it. And for me, um, I have, uh, you know, the sales and marketing background that I have created over years of being an entrepreneur were pretty extensive. And so I started helping our clients that we were consulting. I started helping them run their ads. And then before very long, I got really good at it. And I started just doing that. And long story short, I teamed up with my partner who is now Jacob, um, Jacob Morris, he and I, um, we're running an agency called twenty-fifth West. And we were doing a very traditional agency model where we would take clients, we would run their Facebook and Google ads. In most cases, those were the two platforms we were offering and we would create campaigns for them. Speaker 3: (09:44) And, uh, so that was kind of, you know, the, the long drawn out version. But today we've kind of, I mean, I'm, I'm, I think that you should always be looking for the future. What's next? What is the, um, you know, what is, what is the future of what you're trying to do? And sometimes that future comes a lot faster than others because, you know, because of events and we had in March, April timeframe, we had a pretty severe event, you know, hit the, hit the world with coronavirus and with coronavirus, we were forced to do something different. Okay. And basically what we ended up doing was innovating ourselves out of a job. Right. Speaker 1: (10:31) Are we get into that? Like, I think I want to, I just want to talk about where I think most doctors are right now with their Facebook ad agencies. And this is, um, this may be my own experience, but maybe you can tell me if this is right or not. So we had a Facebook ad ad agency, and, and like I said, like, I changed our life and we had patients coming in and we have to do any work. And, um, and then after a while, like we noticed that we had less and less leads coming in. And then we would like call her at eight. We would call an agency and say, Hey, it's not like we had 30 yet leads last month. We only had 15 and now we only have five. And so there was like this continual cycle of, um, of like ups and downs with Facebook. Speaker 1: (11:11) And I never knew, I never gave it much thought, but I never knew like, what w why that happened? Was it, was it ad fatigue? Was it Facebook changing their algorithm? Or were we not putting enough? Like, sometimes the solution was, we'll just put more money behind your ad budget and you'll get more people. Yeah. But, but it's like, well, for 500 bucks last month, we got this money. Why can't we get the same people for 500 bucks this month? And so I didn't, I didn't know, like, uh, if there was some like secret sauce or something on the backend that agencies were using to, to create good ads for people. And so I think what some doctors are doing now is they're seeing, you know, when their ads fatigue is that they start jumping around at different ad agencies, which I did like, I'm like, Oh, maybe, maybe this agency, but they'll have a really snappy ad or whatever. And I'd see it. I'm like, well, maybe we'll try this one for, for a few months and see how they do it. And then the same thing would happen. It'd be great for a couple of weeks. And then it would fatigue. And then, and then, and sometimes, and here's a D does that make sense? Speaker 3: (12:12) Yeah. Yes. You're, you're relaying the experience of 90% of the, of the clinics out there. Yes, this is true. Speaker 1: (12:21) And I remember what was frustrating for us was that we really felt like we had a really good dialed in front desk, and we were really quick at responding to ads. And when the ads started to fatigue, more than several times, we had agencies say, well, well, it's probably your front desk. That's why you're not, that's why you're not converting it. I'm like, nah, it's the same looks at the same people. And it's like, well, maybe you're not answering ads quick enough. And it's like, what, what ads would start to fatigue? I would notice agencies start to like, like the low hanging fruit is like, well, blame the client. It's like, if you're irritating and I understand that they were probably working with a lot of clients that had awful front desk and they weren't trained. And they didn't, you know, they answer ads a day late and stuff, but it was frustrating for us. And so that was one of the reasons why we were sort of agency hopping to find like, you know, we were trying to find the magic pill to keep this never ending stream of patients coming in and not have to worry about it. And, um, yeah, so that was, I think a lot of docs are stuck in that because, and that's why they're asking like, Hey, what's what, who are you using for Facebook ads? Cause they're, you know, they have those, those frustrations and pain points. Speaker 3: (13:37) We did a training last week. You and I, and one of the, one of the things that I shared in that training was a 100% true story. And I don't need to throw out names in such a public way right now, but there was a marketer, a digital marketer that created a course that basically sold the idea that, Hey, chiropractors are easy to sell. Okay. And if you just use these ads and these funnels you'll get leads, and then you can just go party. That was, I mean, that was the pitch. And Speaker 1: (14:09) That's a pretty good pitch, you know, Hey, easy money, Speaker 3: (14:14) Party lifestyle. That's a pretty good pitch, but it's not authentic and it's not true. Right. Right. And what you're talking about is, I mean, uh, marketing and, and working with, uh, working with online, working with a client and an agency is a dance and you're right. Not all front desks are created equal the same way that not all agencies are created equal, right. Because when it comes to turning an ad on and, and, you know, turning a funnel on pretty much, I mean, a lot of them will get really good success during that initial, you know, honeymoon phase. Right? The problem is, is the real work starts when you have, you know, a lot of, and there's a lot of different things. It can, it can be ad fatigue and B audience fatigue. It can be just complete neglect, you know, so there's a lot of things that can happen, but it's really the agency's job to deconstruct the problem and say, Hey, well, the problem is, is maybe, um, in fact, we had a problem this week where somebody had been posting a lot of content on their Facebook page about a certain, you know, coven thing that they shouldn't have been. Speaker 3: (15:35) And because of that, their, their account got flagged. And that was their business page. Their business page got flagged what gets flagged with your business page, all of your ad accounts that are connected to that business page. And so obviously this is going to con uh, this is going to affect their performance. So there is that dance, but just to kind of get back to the root cause, you know, there's a lot of, not all of them. I got friends that are in there in this business that are good people doing a good job. Um, but unfortunately there's just, there are because of that one event, that one person, that one digital company there does seem to be a lot of folks in this space that just kind of, you know, they pray on and it's, and docs are getting very wise to, to what's happening. And they may not know where it came from, but they recognize the symptomology. I'm telling you, it came from this one course creator. Uh, he did a very good job of selling this course. So, um, yeah. That's kind of the inception of that cycle that you are discussing. Speaker 1: (16:42) Yeah. Yeah. Like I've had a, you know, we've, we've been through a lot of ad agencies and I noticed that there are agencies that do a great job, especially on like the back end stuff and training offered resources and scripting, and like all the things that it takes to, to have a lead come into your office and kind of come into fruition. And then some agencies that were just awful, like no leads from the beginning, no leads in the end and nothing in between. And one thing I wanted to ask you, do you, and I hear this from doctors occasionally. And it's one concern that I have is like, do you think that Facebook is going to even be relevant in terms of advertising in the near future? Like, is that platform going to be around? Is it going to be, can you still use it effectively for leads? Is it, are we going to have to shift to another platform? Um, and particularly with, um, I've seen some, uh, some issues with docs being able to advertise for regenerative medicine, um, and, and maybe even like tightening down on a certain claims, um, weight, like weight loss as an example as well. What is Speaker 3: (17:50) Your take on that? Well, so there's two questions. So I, the first one is, is Facebook relevant and will it continue to be relevant? So really what we're talking about is where's the attention. Okay. You've got platforms, you've got snap, Snapchat, tick talk, uh, Reddit, uh, Twitter, Facebook, Google ad words. You know, you've got all these different platforms. And when you look at Facebook, Facebook, uh, the, the level of reach you have to understand, it's not just Facebook, it's also Instagram. It's also like different articles, different places throughout the, uh, throughout the internet. There's a lot of places where Facebook's ad platform gets reach. Okay. And the number of active monthly users I still think is, I mean, I think they have like 2.2 billion active monthly users. So I think, I think it's still relevant now what the future looks like. I mean, guaranteed, you know, tick talk has definitely made a surge in the last, um, in the last year, you know, you didn't hear much about ticktock before a year ago, but now it's making a surge. Speaker 3: (19:01) And so I'm sure, you know, that's, that's the cool part about living in a venture capitalist economy is there's always new things coming and whether or not Facebook is relevant three, four or five years from now, doesn't really matter so long as you understand what we're going after. And that is attention, right? What is, what is the best way to, to get attention and then to, and I would say Facebook is relevant as it's ever been, if not more. So, especially with the audiences that we're seeing. Cause cause the audience, the, the 35 to 65 seven, you know, the older audiences, they're not going on to Snapchat, they're not, they're staying put on these platforms. Um, so relevance, I think definitely it's, it's relevant. It will continue to be as far as terms and policies and just what will be allowed. That is a moving target. Speaker 3: (20:00) Right. Uh, but you know, so there's some things that they're never going to really want you to do. They're never going to want it to seem spammy. One of the problems that there's a, that there's issues with weight loss is because the history of weight loss, marketing, you know, it's very spammy. It's very, everything is before and after everything is very, Hey, you're going to be losing a hundred pounds in seven days. So there's a lot of hype behind these things. And so really at the end of the day, there's not a condition that we don't Mark it. It's just, you have to understand the approach to take, right? So for example, you talk about weight loss. We don't promote weight loss in the typical sense of, uh, you know, these, you know, crazy results with, in fact, we don't even hardly talk about results. Speaker 3: (20:52) We talk, we, we lead with new technology. A lot of times when we're talking about weight loss stuff, we talk about red light therapy or a true like body contouring or things along those lines. So what new technological advances are there available to users? That's going to hook them, right? Cause you got to hook their attention with something. And um, so long as it's not the same thing, then, then you'll be okay. Right. So, um, I do think that even though they do tighten down on what you can and cannot say, and even like, if you put an ad in that gets approved in one market, it might get disapproved in the exact same market, but at a different clinic, this is just part of scalability. This is how big the platform is. And we see ads that get disapproved and we just hit manual requests, you know, and they'll get approved five minutes later because they're like, okay, we just want to test you, make sure a person's there. So I think definitely, I mean, marketing for chronic pain conditions, uh, doesn't seem to have gotten any more difficult. Um, I think we've been pretty much in the same place for several years that we have been, you know, that we will be, I don't see anything changing there either. Speaker 1: (22:09) No, I know like sometimes doctors tend to focus on like the platform itself, like the algorithms and picking the right demographics and those things I know are really important, but I think even more important than that are just the fundamentals of sales. Yes. This is like, this is what initially attracted me to you. Was that was that you weren't talking about like the technology, not, I don't mean offer technology, but like the technology of how you're delivering your message, you were talking on the message. And I w I wanted you to, I think this is like, forget all like the platforms and patients, dream and agencies and all that. This is what I think really makes you unique in your space is, well, first of all, I, you understand our industry really well. The psychology of it, what patients are looking for, what doctors are looking for. But I want you to talk for a minute, if you will, about just good old fashioned salesmanship. If you look at old ads, like looking at an old ad for knee, like knee pain, like from 50 years ago, it's not that much different than an ad today. Cause it's like people have knee pain and they want to get rid of it. But I wanted you to maybe like talk about like what copywriting is, what sales is and what maybe the differences between that and it, and an offer in the clinic. And like how, like what some of the psychology that you use that goes into to your ads. Speaker 3: (23:35) Yeah. A ship and just the communication part of advertising. That is thing that I love most about everything, you know, coming up with concepts and angles is really important. But I think just, I mean, let's frame this around a problem that is very common. And so w I'll I'll have from time to time, people come and say, Hey, I want to promote, I was giving you an example. I want to promote leaky gut. Right. We were talking about this briefly before, uh, the podcast had a CA a client say, Hey, I would really like to focus on leaky gut and do you have something you can do for that? And I understand then the, the motivation of the question, but it is the source of all advertising problems, which is it's an inward looking out and stuff, have an outward looking in. And what I mean by that, that is stop thinking about what your, what you want. Speaker 3: (24:33) Like, I want leaky gut. So maybe I want, you know, autoimmune patients, you know, I want to get a lot of autoimmune patients stuff, thinking about what you want and stop, start thinking about the audience and what they want. Okay. So my question, my response back to my doctor was what is the condition that we're marketing? What are we going out? As soon as you start to identify and deconstruct that problem, then you can really start to frame that the conversation around providing new solutions. So I like, I like to make sure that we're focusing on a problem okay. That we have some kind of actual solution. And then when you're talking about, um, copywriting, you know, the more I learn about copywriting, the more I learn, the more I, I understand that copywriting is just about like unique ideas. Can you put it an idea in somebody's head that they'll say, Oh, I hadn't considered that before. Speaker 3: (25:35) Right. Um, I was, uh, I was writing an ad the other day and I don't have, I have, I have notes around my desk and w we were talking about level light therapy and in the context of helping people with neuropathy, and there was a couple of interesting facts, like, uh, I don't know if you knew this, but low level light therapy has been proven to help, uh, in about 97% of neuropathy cases in like dramatically reducing, um, symptomology. Right. I didn't know. Uh, and so that's, that's a pretty interesting data point, but then we got to start framing that around an idea. So if we hook them with that, we've got to say, well, well, what makes, what makes LLT low light therapy? What makes that so powerful? Like, what is, what is the concept? What is the idea, right. This whole idea of increasing blood flow or, um, you know, is it, uh, I, when I'm in deep co you know, copywriting phase, I'll get angiogenesis, is that right? Speaker 1: (26:47) Yeah. Making new blood vessels look at that Speaker 3: (26:50) Angiogenesis. And so, and what angiogenesis then leads to. And so if you take people down to these like Speaker 1: (26:57) Root solutions, then they'll extrapolate on their own Speaker 3: (27:02) And say, Oh, that's how you solve my neuropathy. And then all of a sudden, in their mind, you gave a visual possibility, right? So when you're talking about ads, you want to have something that hooks their attention. You want to have an idea. It's not about the individual words. It's about the idea that you frame that's different than what everybody else is doing. Okay. This is another reason why I'm in weight loss. If you talk about weight loss, okay. Just eat less. Or, you know, once an idea gets popular, like intermittent fasting is very popular right now. You're not going to become the intermittent fasting guy anymore. That that concept has sailed, right. Speaker 1: (27:46) Whoever created, who created that, by the way, um, do you know? No. Do you, Speaker 3: (27:52) No, I don't. I mean, the same thing with Kito, you know, it's like, uh, there was a guy, uh, there was a guy in Joe Rogan's podcast that was a KIDO guy, and that was a very novel. So these are all concepts and ideas they're going after the same result. Right. So when it comes to copywriting, copywriting is more of a creative, internal thought process where you look at a, at a audiences problem and find a way to just say, Hey, here's a solution you've never considered before. Right. And what, how can you package it to where they'll, they'll, uh, you know, they'll, they'll believe you and they'll want to take the net or they'll want to learn more. Speaker 1: (28:35) So that that'll make sense. So how do you, how are you taking that knowledge that you have on, on salesmanship and then actually making that work for, for doctors? So obviously, I mean, you're, you're, you see clients all across the country. I think you have a really good because of the position you're in. Do you have a really good idea of what types of services docs are offering? Um, what type of, of ads work and what, how they, and if they don't work, but how are you, like, how are you taking that and putting it into a doc, seeing more, more patients in their clinic every week? Speaker 3: (29:09) Yeah, that's a good question. So, um, so I'll give you an example. Um, about two and a half, three years ago, we were having just, I mean, marketing for STEM cells was so easy. Cause in and of itself was a unique and novel idea that was like, Oh cool. STEM cells. Yeah. Replace know that whole Speaker 1: (29:30) Sold itself. Yeah. Speaker 3: (29:32) But the old phrase, a tactic known as a tactic blown. So everybody comes in and now you're just, like you said, it's red ocean. You're a, me too. Yeah. Speaker 1: (29:42) You're, you're now an intermittent fasting world. Speaker 3: (29:44) That's exactly right. And so what do you do? Well, I had a, I had a client that we were doing a web call like this, and he had in the background, he had like a neon track. You know, what a neon track is. Yeah. Speaker 1: (29:57) Yeah. We have clients that use those they're also. Yes. Speaker 3: (30:00) So he had a neon track. I'm like, Hey, what is that thing? And he goes, Oh, that's called a neon track. Any, any had like, I'm a nurse, not a nurse, but you know, an assistant sit down in it. And I was, I knew immediately what it was. She sat down in it strapped her knee and I'm like, Oh, that pulls the knee apart. I didn't necessarily know how that, you know, help people with me knee pain, but I'm like, dude, I can Mark it that I know I can market that because it was a unique approach. So I'm always on the lookout for things like that. Okay. Um, whether that's, uh, you know, contour, light, pulse wave therapy, um, Oh, to therapy, different things like this, things that it just, when you look at him, you're like, Oh, it's curious. There's some curiosity there. And when you frame it right around a problem, it really has pole. Right. And so I've, I've become really, I hate to say I've become really good because that sounds conceited. He's conceited. Speaker 1: (31:01) I forgive you arrogance. Exactly. You know, Speaker 3: (31:05) I just, I feel like maybe I'm not the best at it, but I feel like when I, when I see something like that, like the neon track or something akin to that, I can create a framework that will get attention and make people want to take action. And so I've just taken that to anywhere in the chronic pain space, uh, the, the wellness community. And I'm always looking for little, little things like that and, you know, create more offers, test them. And they tend inside of that framework. They tend to work pretty well. Speaker 1: (31:40) We need to get neon track to sponsor this podcast. Speaker 3: (31:43) Those guys are awesome. Ergo flex. Uh, they, they did, they did what we should. Uh, but, uh, they're awesome. Their products are awesome. Their owners are awesome. They're just good people. So I can't say enough good things about that company. Speaker 1: (31:57) Interesting. You bring that up. I was just talking to a client this morning and he uses a neon track, knee compression in his therapy, and we've positioned it. Here's one of our tricks by the way, docs we've, we've positioned this machine. What a knee pain patient comes in. They go through an exam, they see the nurse practitioner. And then before they leave, we put them on knee decompression. And I was going over stats with a Dr. Day. He goes, he goes, you know what? He goes, I might hit, I don't know if I want to use this need on track machine anymore because I put patients on and on day one, Speaker 3: (32:27) They feel like Speaker 1: (32:29) Completely corrected their problem. They don't come back anymore. It's drawing is day one to day two conversions because this neon track was like, quote, fixing the knee problem. And, uh, I'm like, well, you know, he, he wasn't pre-framing it at all, but, but the machine works like I've. Yeah. He's, he's, he's ruined a couple of patients that way. Speaker 3: (32:50) What's cool about that is like, if you give somebody an experience, as long as, like you said, you have to frame out, Hey, what's happening. This is where education comes in. You know what I mean? Um, Dan Kennedy, uh, the late Dan Kennedy, he talked about, he actually consulted a lot with chiropractors. I don't know if you knew that I did it. Yeah. Yeah. Um, he, um, he talked basically education is the key to closing, right? Like, like the right type of education. And so I found that again, like if you're doing the neon track, just tell people what's happening. Right. If you educate them and then they match their subjective experience with the education you're giving, Speaker 1: (33:30) They're going to convert. I'm going to say yes, that doctor is telling me the truth. It's a tool. Speaker 3: (33:35) Oh man. If you do it right, it can be a huge tool. Speaker 1: (33:38) Yeah. I actually just, this morning created a script for that. Like how to, how to, cause we didn't have it. And I realized that like, some people just do it naturally, like, alright, you get on the machine and here's, what's going to do, here's what you should expect from the machine. And some doctors is like putting them on and not really explaining it. And then they would, you know, the patient had a bad result or like, Oh, that didn't work. I'm not coming back. Or they have a good result. Wow. That worked. I fixed that. They fixed me. I don't need to come back. But they were doing, they weren't, like you said, they weren't doing education. They weren't pre-framing. And um, that's yeah, that was a problem. I gotta call ergo flex and podcast sponsorships. They're great. People like, yeah, that's cool. I've sold a lot of their machines, their clients. Speaker 1: (34:19) So I'm like, dude, I don't care. They're great. They're helping me help people. It's a win win. Yeah, for sure. For sure. So I want to get into, now we talked about this a little bit in the beginning of the podcast on, on what you're doing to really, to change the Facebook ad agency business. I mean, when you, when you first told me this concept about patients Treme and explaining what it did, I'm like, man, you're going to like, you're going to put a lot of Facebook ad agencies out of business because you don't need them anymore. And maybe, and maybe I'm like overstepping that maybe that's an exaggeration, but, um, if you would just walk through like what you've been up to and on the, on the platform side and what, and like what you've been up to in the last few months or years, or however long this has taken you imagine it's been a bear to create, but what, what are you doing to change the Facebook ad agency business? Yeah. Um, yeah, Speaker 3: (35:19) So it it's interesting. I was a, at the beginning of the podcast, I said, we kind of have innovated ourselves out of a job. Right. And that's very true. I mean, we, we had, we had clients that were in this in one, you know, we're in the traditional agency side and now they're, they've kind of into this automated side. And so what happened was, I mean, my, my company's dynamic is I focus, like you said, I really focus on the messaging on the concepts, on the ideas that I feel if presented to the right people will convert them. Okay. And that's what I've been doing for years. So several years. And then Jacob is more of the, you know, he's a lot better at talking to computers than he is to talking to people. And so we're very yin yang and, and he'd been consulting with a development company and they had been working on these different ideas and platforms. Speaker 3: (36:18) And one of the things that they came up with was how to basically launch and manage campaigns without a person having to get involved so long as you had a couple of ingredients, right? It's not like, Hey, it's just gonna, it's not AI per se. Right. You had to give it proven ads and then proven marketing funnels. As long as you have those two elements, it could launch those in a strategic way. And then it could manage performance on the back end. And it just so happens. We had that right. We had those, we had those ingredients. And so we actually teamed up with this company and, and we changed the entire way of, of managing campaigns to where we uploaded stuff. We know, work into our new software. And now it basically does the job of an agencies. And it does have a couple of drawbacks. Speaker 3: (37:13) I mean, it's awesome. It's amazing. Uh, it makes it so you can launch your own ads and we say doing just three clicks and it really is, you know, there's three different clicks. You click what condition you want to market. You click, uh, what your daily budget is. And then you click publish campaign. And that's crazy. There's no getting in Facebook, there's no choosing or, or writing ad copy. And you know, there's, there's no, it's just all done for you. Right. And so we created this thing now. It doesn't. So the limitations are, I mean, custom, you know, so there is space always. I don't have a beef against agencies. I think there's some that do not need to be in the agency, in the agency business a hundred percent, you know, but I've got some good friends that I think are great. People offer a good service. Speaker 3: (38:08) And when they have a good fit with a client, it works and they do a good job. And when it comes to like custom, you know, custom stuff, whatever it is, you know, we, we now are able to offer what we're doing at a really low cost, but you're using basically templates campaigns. Okay. And so they're done for you. You, don't got to think about, and you just got to think, Hey, what is, I want knee decompression patients. We've been talking about, you know, the neon track. I want knee decompression patients, you choose needy compression patients. You tell your daily budget and click publish, and then boom, it'll go out and start advertising and, uh, you know, generating new leads. So it's kind of hard to, it feels like it's, I feel like sometimes when I articulate, I try to explain it to people. They're like, wait a minute. So it sounds too good to be true. Like you, listen, it's not, it's not all sunshine. And, and uh, you know, what does it sunshine and lollipops or what Speaker 1: (39:11) Sunshine, rainbows unicorns. One of those. Speaker 3: (39:13) Yeah. It's not all that. I mean, there's some down again, you know, we, we, uh, we're, we don't do custom campaigns. And so, uh, if you want to change the offer from $47 for this thing to $97, that's not something we can do. Um, but it's offering, I mean, it's, it's growing quickly, which we're excited about. And, um, it's offering a really unique solution. And I guess the crux of it is it puts the power in the control of your advertising back in your hands. You choose when you run ads, you choose. If you want to turn them off, if you want to switch from needy compression to spinal decompression, you choose to do that. So I don't know. I don't know if, if that, if, if I left any holes, but that's kind of the gist of what it's doing. Speaker 1: (39:58) I like that. Cause what I think what it allows doctors to do is say, all right. Yeah. Like let's, let's pick a condition, whether it's back pain or knee pain or regenerative medicine. And Hey, Mary, at the front desk, let's do a Facebook ad this week. Let's put 300 bucks behind it and see how it does. I like the fact that you can delegate that to somebody without having to call up an agency, tweak things. There's some, let some time lag there, but also you can delegate that to your staff to do for you. And the other thing I didn't think about, I just kind of crossed my mind is that also there's some, I think when you have a doctor or an office app actually going in and clicking the buttons at hitting, like start on a campaign, there's a little bit more ownership over that campaign that, alright, we just move some money over and we hit go. Speaker 1: (40:43) And I think there's a little bit more, um, maybe willingness to track their stats. Cause I know I'm guilty that guys, like we've had ed ad agencies and we just give them a monthly ad agent, a monthly ad budget and their agency fee. And we just let it go. And we're not like really tracking our, your ad spend and our cost per our cost per lead. And I think by doing this, it may actually get doctors to actually do their stats and figure out like, well, we spent 600 bucks this month. How many new patients did we get in from that ad and start to play with their ad numbers. So I liked it. I liked getting the doctor involved with it without having to know how to run a Facebook ad. Speaker 3: (41:21) Yeah. Right. And the cool thing about it is, you know, you have that there's so patient stream really is two macro components. One is lead gen lead, lead generation, and then the other is lead management. So the lead gen is a proprietary tool. We created it. It's ours, it's nobody else has it. And then the lead management tool is, you know, there's a lot of lead management tools out there and things that our people are using. Um, but what we've been able to do with our lead management tool is we've been able to plug the two of them together. So they become basically one. And so when your campaigns start running, they plug into prebuilt followup campaigns, you know, and, uh, we had one user, um, Michelle Sims, hi Michelle, if you're listening, I love Michelle. Since she, she and her husband, Scott they're out of Nacadocious Texas say that one, that's kind of a mouthful, but, uh, she came on, she was one of our first pilot users and she's super smart, really good. Speaker 3: (42:25) And she started using the platform immediately. She's a sharp lady and she knew what she was doing because she had used other products like it before. And she went from spending three hours a day in lead chasing a reactivation efforts and all those things to spending less than an hour in a day and booking their calendar out for like during the whole COVID thing, it's still kind of happening for three weeks and they're booked out three weeks that had never happened to them. And that was happening in the midst of COVID. And that's just because she understood that it, it's not just about lead generation. There's also a lot to management side, but management is hard. It's a lot of work, you know? I mean, when you guys first started doing Facebook ads, I'm guessing you got like a spreadsheet of ads or maybe just a single notifications. Is that how you guys did it? Speaker 1: (43:24) Yeah. Yeah. Very manual, very manual. And it's a pain in the butt. It is not only to keep up with and be, have the discipline to keep up with it, but then also to follow up, to follow up with it. And then how do you follow up with it? The numbers. Yeah, that's the, that's the hard part. And that's, I know from experience and working with lots and lots of docs, that's what they're not doing. Either don't know how to do it. Or, um, they, they just, they get tied up with other things. Speaker 3: (43:53) It's the habits, you know, it's our habits, our habits are okay. I know I got a new lead. I know I got to call it, but 48% of leads never get called the first time. So 48%. Okay. And then this is the scarier stat, 80% of your sales come between the fifth to the 12th contact. So if you start doing some math, think about the amount of leads you're going to have to generate to get one patient. If you're not willing to do the followup, you know, the math starts to get really, really scary. But if you, Speaker 1: (44:28) I have a tool that will help you in that, that we'll do a lot of it for you manage it, reach out to him, Speaker 3: (44:35) People and people are now reaching out to you. You can take a job, that's a full time position and reduce it to again, you know, less than an hour a day, if done well, if done properly, Speaker 1: (44:46) Man, that's crazy. That's solving such a huge issue for clamp, for offices, for clinics. Yeah. That's amazing. We're excited about it. You know, I mean, we've gotten Speaker 3: (44:58) This whole thing started in, um, you know, right around the beginning of the whole Corona nonsense, nonsense. I don't know if anybody is taking offense to nonsense, but a little bit of nonsense. Okay. I think we can all agree. Yeah. Speaker 1: (45:12) You're talking to chiropractors mainly, so. Okay. Very good. Speaker 3: (45:16) Um, and I mean, we've got now about 100, not about, I think we're at 99 users today. And so, you know, maybe tomorrow, maybe by then today we'll be at 100, who knows, but it's growing really fast. We really care about our users. Um, and that's not a sales pitch. I mean, I've got a, a Facebook group and I go in there every single day and I'm either posting or I'm seeing if people have questions and we've got awesome support. Speaker 1: (45:45) Um, it's really Speaker 3: (45:46) Exciting. It's a lot of fun. Um, and I think, you know, I think it's only gonna get better. And again, we're adding, like you said, so we, we do a lot of conditions. I love going after the ad angles. That's what I mean. I like helping people and talking, but if you think in the, in the creative space, what do I enjoy doing is coming up with new offers. I enjoy coming up with new offers. And so, um, that's, that's kinda my role and we've got a bunch of, you know, different conditions that people can target immediately just by, just by plugging into it. So we're excited, you know, to, Speaker 1: (46:25) So I know that, you know, with anybody, like there are certain clients that, that you're like, Oh yeah, I can really help this doctor. And there are certain doctors like, yeah, this probably isn't for you. Like, if you can speak to the doctors listening to this right now, like who is your ideal client? So if someone calls you and says, Hey Sam, can you help me with XYZ? And you're like, check, check, check. Like what, what would that, like, what are your kind of ideal clients that are like sort of home run clients? Yeah. So, um, you know, Speaker 3: (46:52) There's, there's always the business owner that wants, um, wants to save money and saving money. Isn't the best reason to do things, right? You, you need to have a fit and we're not a fit for everybody. When you, when you speak, we've actually, we had a, some new members sign on within the last two Speaker 1: (47:12) Weeks and then cancel. And he said, Oh, I thought this was more, um, Speaker 3: (47:17) You know, more hands on and hands on from a perspective of, we were going to get in and click, you know, launch campaign. Speaker 1: (47:24) I thought we made it easy enough, but you know, some people, they, they just want it done for, they really want to pay the Speaker 3: (47:30) Money and just have it done. Okay. There is, there's definitely space for agencies to get in and do that service. We are not an agency. We are a software. So you need to log in. You need, well, you need to turn your computer on. You need to log in and you need to, you know, be willing to get your hands into the system, right. You need to be willing to, you know, if somebody is, is texting, Hey, can I learn more about your neuropathy program, answer them, you know, so that's a, that's a big piece to this. Um, and then the other thing is we are somewhat limited by, um, varying our offers. You know, we want offers that go into patient stream. We want them to be proven, okay. So if you say, Hey, can we try and offer that this, that, and the other, first of all, if it's not a good offer, we're not going to try it. Speaker 3: (48:25) You know, and we have kind of a track record of knowing what will work and what doesn't work. Um, if it is a good offer and you have a track record of it running in, you know, in your clinic and, you know, I'm always excited and willing to look at that type of thing. Okay. So, because we're limited by, you know, just time and the amount of people we have that create creating an offer that works is an art. Okay. It's not something I can delegate to somebody it's something that me and my team we have to do. And so we are, um, you know, some of the functional space, so diabetes and thyroid conditions, um, those were kind of more difficult because there's so many varies varying approaches to solving those problems, right? If there's uniformity, we can create an offer that works, um, you know, event marketing is great for, um, for diabetes and thyroid conditions, autoimmune conditions, things like that. Speaker 3: (49:25) And I think once things start to open up for events, again, that those will be a bigger part of the platform. Um, but anyways, so we are limited by some conditions. We've got a lot of great ones. If you're a chiropractor, we've got plenty of stuff for you. If you're an integrated clinic, we've got plenty of joint conditions, um, you know, um, body contouring, things like that and neuropathy, um, things along those lines. So it's not a, you know, it's not a silver bullet. We didn't create a magical wand that we're just giving to everybody there is work involved. Um, we want you to get in and get educated, get involved with our group and with our community. We want you to get some marketing and sales skills and, uh, we give you a lot of training. And I mean, we do three trainings every single week, uh, between me and the staff. That's a weekly basis. And we're, we're doing that because there's a machine that runs people's ads. So instead of focusing on that, we can focus on the people and just really see, Hey, anybody who's willing, we can bring your game up and we can do it quick. So basically, yeah, Speaker 1: (50:32) You have this computer running everything, and now you've got to get out of the house and find something to do. So you're just training the heck out of doctors, right? Yeah, man, Speaker 3: (50:40) You know, it's funny cause um, we do three trainings. Two of them are pretty much, um, my, uh, my, our trainer, Heather, I'm sure she gets bored, but they're the same training almost every week. And they're just making sure that people have foundational, um, understanding and utility of the platform, uh, different things. And then mine is, you know, whatever I want it to be. And it's usually marketing and sales tactics and, or funnel tactics or whatever it is. Uh, so I enjoy doing it. It's, it's, it's a lot of fun. So it's fun. Yeah. I mean, I get to get out of the house and not focus on the stuff that is no fun. And I get to focus on the stuff that is fun. Speaker 1: (51:19) That's awesome, man. That's awesome. Well, yeah, you're, uh, you're, you're combining like really good, I think offers an ad's and, and really good technology. And I think, yeah, man, I'm really curious to see how this is going to play out in the Facebook ad sphere in chiropractic, because it's so much the wild West right now. And you have, you don't really know. I think docs have a tough time, um, knowing who's doing who's good and who's bad and they hop around and, and hopefully this will give some kind of, uh, some continuity to what, what doctors perceive as a highly variable form of advertising. And I'm excited for you. I'm excited for your clients, uh, to be able to sort of somewhat automate their ads and, and, uh, and do it in a way that, uh, you know, it doesn't break the bank and not having to spend, you know, two, three, four, $8,000 in Facebook ads, ad agency fees and get some more money in their pocket at the end of the day, which is important. Speaker 3: (52:17) That's very important. Yeah, no, we're excited. I think some, like I said, I'm not against the agencies and I think by us offering the service, well, what will happen is some, you know, some innovation on their part, you know, some, some new solutions to different things. You know, I mean, how many people are focusing on, on physical mail anymore or, Speaker 1: (52:38) Or YouTube ads, there's hardly any, Speaker 3: (52:39) Anybody focusing on these things, you know, um, and doctors need them, you know what I mean, doctors need these, these different avenues for attention. So I, I think it's going to be, um, even if we were to take a huge swath, which we're not trying to ruin anybody's business, we're trying to help. Uh, and, but I think what it will do is just elevate everybody else's game. And if we can help your business get more, uh, you know, have, uh, get more new patients and grow and do it at a lower cost. I think that's a good thing to do. Yeah. Yeah. Speaker 1: (53:16) I mean, it's just a natural progression of technology and, and, and services advancing and becoming more efficient and better at what you do. And yeah. Yeah. That's awesome, man. Well, thank you for your, for your time. And you know, I was really excited to have you on the podcast. I don't have a whole lot of guests come on. Um, but I wanted to have you come on, first of all, so people can see how great of a bald head you have. Uh, you have like the perfect bald head. There's no debts. My wife told me other day, she's like, you better not lose your hair cause you would not look good. And maybe while I'm growing my hair out, like you never know until you actually do it. It's a gamble. It is a gamble. I remember when I first did it, I was like, Oh boy, but it worked out. Speaker 1: (54:06) So yeah, no, but I have my hair massive. I have ears that stick out to call me elf. I got, I'm still self conscious about yours. So if I go bulk, Oh boy, what a bunch of jerks. Those people were. I'm sure. You'll look great. Bald. If you ever come onto the team, I'll stick with hair for now. And if I have to work when it happens, there you go. Awesome, man. Well, Sam, thank you so much. Oh, and by the way, if people listening, if you want to know more about patient stream, what it can do, if this makes sense to you, what is your, what's the best way to connect with you? Yeah. So Speaker 2: (54:48) Just go to our website, which is my patient story. Speaker 1: (54:50) I mean.com, check it out. I mean, we've got, you know, we've got a trace and video of kind of how it works with that emotion on it. Um, if you go to the top, there's a pricing button. You can kind of dive more into the pricing and stuff, but yeah, my patients stream.com. Awesome. We'll go check it out. Docs my patient stream.com. Sam, thanks so much for being on here today and giving us your, uh, your knowledge and your time. I really appreciate it. And uh, yeah. Thanks man. Uh, and thanks guys for tuning into another episode of the simplified integration podcast. We hope you found this beneficial and we'll see you on the next episode. Adios. Speaker 2: (55:30) Hey innovators, thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey innovators. This is dr. Andrew Wells. Welcome to this simplified integration podcast. This is number episode number 34 is your coach coaching. Leonardo de Vinci. Once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling. I'm on a mission to change that when I've come to find from over five years, working with integrative practices is that simplicity really is the secret deal saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:10) Hey doc, great to have you on the podcast today. So I'm not a huge sports fan, but the one thing I like about sports, like whether it's professional baseball, basketball, football, soccer, is that it's extremely democratic in the fact that if you're, if you do well in the sport, you stick around and you make a lot of money. If you don't do well, you're out really quickly. So it doesn't matter what your education is. It doesn't matter what your, the color of your skin is, your religion, your personal beliefs, either you perform or you get the heck out. And I love that about sports. It's just, it's very black and white. And, um, and I just think that that is the appeal to me about sports is that it's set up that way. Now, I had an interesting call with a doctor, uh, two days ago, and he, we were talking about integration and we're talking about the concept of paying consulting groups, upfront fees. Speaker 1: (02:05) And this episode sort of dovetails with my last episode and how I really urge doctors not to pay big upfront fees. There's a lot of reasons for that, but he, um, the doctor, I was speaking to over the phone, integrated through one of the big integration companies, pay them a bunch of money. And he said within two months he was like two or three months. I think he had learned everything that he could learn from this integration company and was left to figure out a lot of the details on his own. And he's done okay with integration. He's still integrated. It's been six years. And he did. Okay. So now, uh, he said one of his friends called him and was also interested in integration and he was also going to go through the same company and he said, listen, you're gonna, you know, you're going to pay them a lot of money up front, but within five months, you're going to learn everything that you can learn from this group. Speaker 1: (02:50) And they're not gonna be able to teach you anything else. It's very basic. So a lot of the advanced skills and the advanced knowledge, you're not going to get. And so their friends, Oh, okay. Whatever. And, and sure enough, the guy integrated through the same company, this guy got the call from his friend and said, you know what? You're right. Five months in. I can't learn anything else from this group. Now the problem with this is that. And I talked about this on the last podcast episode, is that the problem with paying consulting groups upfront is there is no motivation for them to teach you how to get to the next level or to teach you some of the nuances and advanced administrative and management and leadership skills that you need to really make an integration office work. And when you have the problem is also when you have 300, 400, 600 different clients, who's teaching the doctor, how to I run an integrated practice. Speaker 1: (03:43) I can almost guarantee you, it's not somebody who's ever run a successful integrative practice. And that's the problem. So when you jumped on board with these companies, oftentimes you're given a manual that spells out like how to run an office. But oftentimes you have to read in between the lines and this like, sort of templated way to integrate. Doesn't always work for everybody. And the reality is as unique need a coach, you need a, a man like a consultant or a management group to walk you through. Not just how to start the company, but how to build it and scale it effectively. And that's what doc like most doctors are expecting. They're going to get when they integrate, but they just never get. And so when it comes to integration that easy part, this is what I really like. I really try to instill in doctors and, and most doctors believe it. Speaker 1: (04:32) When I, when I, when I say this and I say it multiple times to doctors, the easy part is getting started. It doesn't take a lot of work to set up a medical entity, to find a medical doctor, to find a nurse practitioner, to get credentialed. In fact, you hire people to do those things for you. It doesn't cost a lot. That's where most integration companies get you. They, they give you like the therapies to bill. They help get you set up. That is the easy work. It doesn't take a lot of knowledge and skill to do that. The hard work starts once you're open. What happens when a new patient walks through the door? What therapies do you offer? How do you build care plans? How do you bill insurance, compliantly, what therapies should you be offering? How should you do your advertising? So there's all kinds of nuances and skills that you have to learn. Speaker 1: (05:21) Like how do you train a front desk staff to do their job effectively? How do you train a case manager? How do you eventually step out of your role as the provider and run an office as an owner and a business manager? That's the stuff that takes months, two years to learn. You can't learn it in a couple of months. So where most doctors run into a wall as they they're integrated and they have the services they want to offer, but they can't figure out how to make it run effectively. They can't make it learn how to make it run cost efficiently. So maybe they're barely, barely making a profit or just breaking even. And if you're integrating and you're just breaking, even like, it's a lot of work to do that. So it's not even worth it. Uh, Mo a lot of doctors, I recommend not even integrating because they have a false expectation of what integrations all about. Speaker 1: (06:02) But what I'm trying to say is that running a successful office takes years to develop effectively. So if you think you're going to learn it in six months and be a pro at it and make a ton of money, it's a lot harder than you may think. And so my question is, and who is coaching you through that process? Do you have somebody that you can call or text or email that will answer the phone and be able to walk you through that process based on experience. And so just like in sports, like if you're, if you're a coach, isn't doing their job, they're going to get fired. If they don't produce a winning team, they get fired and they get replaced. So what happens when your office isn't thriving? Can you fire your management company? Can you get your money back? Chances are you can't, which is again, why I say don't pay big upfront consulting fees, because if your office isn't running the way you're expecting it to you, can't really fire the consulting group when they've, you've already paid them the full amount of money that they're asking for. Speaker 1: (06:58) And so the way we've structured our business is like a true, almost like a sports company. So we get paid as coaches and consultants based on how well your office produces. So if you have a really successful office and it's screaming and doing really well and profitable, like we win in that and we make a lot of money doing it, doing, uh, doing that. However, if your office flops or you're not making money and it's not successful, then we don't make money on that. It's a, it's a failure for us as well. So we've set up our consulting business, uh, so that we have skin in the game. Right. Then the nice thing about that is it's, it's almost like a true partnership where we're not, we don't own the office, but we're in it with you. So it's in our best interest to make sure that we're coaching you and developing you and developing your team and your staff and giving you smart strategies, things that have worked for us and other offices that we've worked with. Speaker 1: (07:49) And so we're in the same boat and we, our job is to coach you through that. So there are a lot of benefits to that, which means that we have to be accessible. So I'm known as the doctor, like if you text me at 10 o'clock at night, if I'm still awake, I'll text you back that night to give you answers to questions that you have, uh, when you first launch your business in most cases, uh, we're there, when you physically in your office helping coach you and your team through the launch and startup phase of your practice. Uh, so we actually show up on your front door and get into the nitty gritty details of your office and how to launch successfully. Uh, we're on the phone with you. We do zoom calls, uh, we're very accessible. So we have the, you know, we have the binder of information on here's, how to integrate your office. Speaker 1: (08:32) But the most important part is that you have access to doctors who are in the trenches, who know the pitfalls and the failures, and also know the successes and what it takes to run an office like that. So we've, we've structured our business, just like, again, like a sports team, we're incentive if you win. And so if you don't do well, we don't do well either. So we think that's the way to operate a consulting and a management group. That's how we've set up our business. It wasn't always that way. I used to charge upfront fees because I just thought that was the way that you do it, because that's the way that other companies did it. Uh, but I realized that it's a lot smarter to do it, um, uh, uh, to have skin in the game. So that's my take on coaching. Um, I hope, uh, you know, if this is something that resonates with you and make sense to you, and if it's something that if integration is something that you're considering, uh, I'd love to talk with you, give me a call. Speaker 1: (09:24) Uh, you can, uh, you can email me@awatsimplifiedintegration.com. That's a w@simplifiedintegration.com. And I'd love to have a chat with you about either fixing your integrated company, your integrated office, or if you're new to integration, I'd love to walk you through the, the steps and the processes and how to get started. So, thanks for joining me today on a simplified integration podcast. I hope you have a fantastic day and we'll see you on the next episode. Hey innovators, thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode, be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to the simplified integration podcast. This is episode number 33, stop paying for consulting upfront. Leonardo de Vinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling. I'm on a mission to change that when I've come to find from over five years, working with integrative practices is that simplicity really is the secret deal saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) What's going on doc. It's great to have you here on the simplified integration podcast. Thanks for joining me here for another episode. So today we're gonna talk about the concept of paying for consulting fees or management fees upfront. And just so, just so we're clear, I have flip-flopped on this issue and I'll explain why I've done that and, and why I do things the way we do now. But I want to, one of the things that really there's two things actually that brought this to my attention. Um, and I want to start off with a story recently. Uh, if you look across my, um, our street, our neighbor decided last winter to build an in ground pool. He has a bunch of grandkids, he and she, and they, they like the grandkids to come over and they wanted a pool for them to swim in. Speaker 1: (01:57) So the guy, um, hired a pool contractor and a company to come out and they paid him some money to build an in ground pool. Now, this was last November of 2019, and I'm currently recording this podcast in September of 2020. So pay them some money. Contractor came out, Doug, uh, dug a big hole in his yard and, um, started the whole process in November of building the pool. Well, December came and the contractors weren't there. He just had a hole in the ground, uh, January, February comes and there's still no progress on the pool. And my neighbor's like, Hey, I know I keep calling this pool contractor and he's not showing up. I really want this pool to be ready in the springtime. So my grandkids can swim and we can have a good time while spring comes around and still like no sign of the contractor. Speaker 1: (02:43) And then finally, one day this pool truck shows up. They drop off a bunch of supplies that they leave, and then they didn't hear from the pool contractor again for another couple of months. So winter has come and gone. Spring has come and gone. Summer is finally here. I go to my neighbor and I'm like, Joel, where does this pool company? Like, you should have your pool by now. And he was like, he's a super nice guy. And he was like, he was pissed. He was like, man, he goes, I don't know what to do. I can't get ahold of them. They keep saying, they're going to show up, but they always have an excuse, like it's bad weather. Or, uh, one of the employees quit or like, there's always something going on. And I said, well, like, hope you haven't paid him for this. Like, why don't you just fire them and hire a new company? And he goes, well, that's a problem. He said, I paid the whole thing upfront because they gave me a discount and I'm like, Oh man. So the problem is this. Guy's got like the pool company has all his money and they have zero motivation now to deliver on the things that they promise. Speaker 2: (03:42) And so this guy is stuck. Speaker 1: (03:43) You know, he, he can like, he can Sue the company, but then he's got to pay attorney fees and all that. He's like, he's like, you know what? I just have to be patient. I realize I'm not getting this pool by summertime. And it's just a huge mess. And so I feel really bad for the guy. And so alternatively, so we have a pool as well. And this spring, we took the cover off the pool and we looked in there and there's a huge crack of the bottom of the pool. And the pool is like 20, almost 20 years old. It's getting pretty old. And we called the pool contractor and he goes, you know what? Uh, by the way, we had the same problem last year that we patched the crack and patch the hole. And it was okay for a year, but it happened again. Speaker 1: (04:20) And the pool guy is like, he goes, listen, this is going to keep happening unless you completely resurface the pool. So we had to bite the bullet, um, hired this company to completely resurface the pool. So they took all the old, like concrete and material out and they were going to come in and retail it and resurface the whole pool. So the difference between how we approach that with our pool company is that we agreed on an, um, a contract that we only pay the contractor for, um, a percentage of the contract based on what work they complete. So for example, if they completed 25% of the pool, we give them 25% of the fee. So we didn't pay anything upfront. We just paid as we went and typical with pool companies is that these guys, you know, they're, they're working on multiple pools in different States and it was tough to get these guys to show up. Speaker 1: (05:10) And, uh, and we, so we had, we had to stay on them. We even like enticed them with, with lunch. Like, Hey, if you guys come out today, my wife's gonna make you guys a lunch and we have drinks and coffee and all that for you guys. And, uh, and so the guys came out and, you know, they did a really good job. And the funny thing is here, here's the deal. The pool company completed 95% of the work. They still haven't. This is spring, it's now fall. They still haven't put in the railing and they were supposed to change the light that's in underneath the pool. And they still haven't done that. So guess what? They haven't received their last check. And so until they complete the job, we're not paying them in full, but we still have full use of our pool it's they actually did a really good job. Speaker 1: (05:48) We're swimming in it. It's really nice. Um, but the difference is we didn't pay him up front. And so they still had skin in the game to complete the job. And although they haven't finished, we can still use it and we're not hassling them. Cause we still owe them several thousand dollars to put in the railing and the light. Um, but for the most part, that thing is done. So the huge diff the only difference is, uh, the different companies, but the only difference is how we paid the contractor to do the work. Now, the problem with healthcare and the problem with consulting in any field, whether it's healthcare, business, whatever is that the contractor has to have some skin in the game. And here's the problem I'm seeing with, with healthcare integration or medical integration, is that you have several what I call big box management companies that charge a really steep upfront fee to teach you how to integrate and to teach you all the protocols and how to run an integrated office. Speaker 1: (06:41) And that's all fine. And well, but what's happening is, is that clients and chiropractors are paying 40, 50, 60, 80, over six figures, a lot of money to contract and companies upfront with the expectation that they're going to deliver a really quality and high level of service to their doctors. And more times than not, that's not happening. And the reason I know this is I talk to doctors every single week. Over the last year, I tallied up the number of, um, docs I talked to who integrated, who paid a really high upfront fee, and then felt like the service that was delivered afterward, didn't meet expectations. And a lot of these doctors were, um, successful people, but they either struggled with their, with their integration. They gave up on it, they went bankrupt, or I just kind of limping along and barely getting by. And the management company or consulting group was like, Hey, we gave you the protocol. Speaker 1: (07:40) We gave you the system. It's, it's your fault. Like you're not doing a good job or, or here's the other thing is, well, it seems like you're struggling. Maybe you should come to our next live event at the live event. You go, you know, you go to the seminars and basically it's just a huge sales pitch for all these vendors that are supposed to help you fix your problem, or they have a solution to the problem that you're dealing with, whether it's a staffing problem or a billing problem, or a therapy problem, like there's always an upsell. There's always something that they can sell you on. And the reason they have to do that is because they didn't deliver a high quality of service upfront and why should they, you've already paid them all their money. Like there's no incentive for them to help you be successful or help grow your practice or increase revenue or streamline your expenses. Speaker 1: (08:26) There's no motivation for that. And so one thing that I would highly encourage you to do is look for, look for groups who, um, and by the way, let me back up for a minute. When I first started consulting, that's the way I did it. If you wanted to learn our systems, you gotta pay a chunk of money. And that's how we operated. And the more I talked to doctors, and the more I realized what the real pain points are for doctors, the more I realized like that system actually doesn't make a lot of sense. In fact, it makes doctors really nervous and scared to come on as a client because they're worried that that's going to happen with their office is that there's going to pay me a bunch of money, and I'm just going to hop to the next client and then hop to the next client, never really delivering a good, a good value for clients. Speaker 1: (09:08) And so I really, you know, after this pool incident, and then after, you know, after looking at, at what doctors are really needing and what they're wanting, we changed our system. So now, if we teach you integration, we don't charge these big upfront fees anymore. We actually don't charge anything upfront. And so we take you through, we take you through the integration process. We onboard you. We help you launch your practice. We help develop your practice, but we get paid on the backend. So if you do well, if your clinic does well, guess what we do well, also, if your clinic flops, then we flop right alongside you. We don't make any money. And so we actually have real skin in the game to deliver on the promises that we've talked about upfront, because you all have expectations, doctors, you know, they want to integrate because they want to make more money. Speaker 1: (09:55) They want to help more patients. They want to have a sellable asset later in their practice. And so if we can't deliver on that, then what's the use. And so many doctors have jumped into integration because they were promised the world and they just couldn't figure out how to make it run. And the problem with integration is integrated offices. They're difficult to run. They're not easy. And people say, well, your company is called simplified integration. And the reason it's called that as we do make it easier, but it's not easy by any stretch of the imagination. So if you're walking into integration and saying, all right, I got my 200 page manual. This is how to do it. I can, I can read and follow instructions and everything will go smoothly. Like you're in for a surprise. That's not how integration works. Integration is, you know, it's, it's a, it's a heady game. Speaker 1: (10:39) You have to roll up your sleeves and get to work, to learn the processes and, and build a good team and make sure that you can, you know, you can take care of your patients at all the little steps that are necessary to run a successful integrated practice. It's a lot. And so we're not a, you know, we're not what we consider a big box management company. We're very selective in the clients we bring on, we don't bring on a ton of clients and we do that. So we can focus on really developing your practice in your clinic to be successful and to reach the goals that you originally set out, uh, when you first integrated. So that is my, uh, position on paying upfront consulting fees. I used to do it the other way. We have switched because we realized that it's a lot more valuable to us and to our clients to do it, um, to do it, uh, in a different way. And so it takes out a lot of the upfront risk. It's a, it's a lot more, um, there's a lot more of a sense of security for clients doing it that way. So that's my take on it. Um, thank you for tuning into the podcast and we hope to see you on the next podcast episode. This is dr. Wells signing out. Have an awesome day. Bye bye. Hey innovators. Thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is Speaker 3: (11:54) Those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode, be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to episode number 32 of the simplified integration podcast. This is dr. Andrew Wells, our niches, the way to go Leonardo de Vinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling. I'm on a mission to change that when I've come to find from over five years, working with integrative practices is that simplicity really is the secret deal saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) Hey, what's going on doc. It's great to have you here on the simplified integration podcast. Thank you for joining today. So today we're gonna talk about niches and I've been in practice for about 10 years, and I've noticed a huge trend in chiropractic, and that is doctors are getting into what we call niches. And if you're not familiar with what niches are, niches are sort of sub health categories, um, and therapies and programs that doctors are offering such as, um, weight loss or neuropathy or functional medicine or, uh, regenerative medicine. Those are all considered niches. And I want to address the topic of why docs, why I think docs get into niches in the first place. And I want to ask you like one big question. If you look at the difference between like, what is the big difference between chiropractors and physical therapists? So if you, if you forget the set aside like philosophical differences for a moment, or whether whatever your opinion is about physical therapists, like set that aside for a second, but what's the big difference. Speaker 1: (02:12) Like we see the same types of patients. We see people who have chronic pain. Um, we see acute injuries. We take both take care of spinal related issues. So there's a lot of crossover between chiropractic and physical physical therapy. What's the, from a practice standpoint or a business standpoint, what do you think the main difference is? And I'll give you my opinion on this. Um, and just observations of our profession and physical therapy over the years. And I think the one major differences is that physical therapists tend to stick with physical therapy. They don't really branch outside of, of that, um, specific type of therapy and what they learned in school. Yes, you see some people that specialize in certain parts of physical therapy, or you have your doctors of physical therapy, but for the most part, most physical stick to physical therapy. Whereas when you look at chiropractors, if you go on most chiropractic websites, chiropractor, don't, don't, you do just practical. Speaker 1: (03:08) A lot of chiropractors specialize in two, three, five, 12 different types of services. And there's a reason for that. So if you look historically at, at, um, insurance reimbursement, that's the big driver between the two. Now, back in, you've heard of the Mercedes eighties back in the seventies, eighties, nineties, there were some pretty decent reimbursement for chiropractors. So if you had patients that came in, you could do an exam, go through a series of adjustments and get paid reasonably well for the services that we provide. However, in 2020, and even over the last five and 10 years, uh, insurance reimbursement for chiropractic has just been slashed or completely eliminated. A lot of offices have gone cash. Some offices do a, you know, majority cash, some insurance, and there are still some States that pay decently for chiropractic, uh, services and adjustments, but that's even going away. Speaker 1: (04:00) Um, comparatively you look at physical therapy, the coding and reimbursement for those codes have stayed relatively consistent. Now, yes, uh, insurance companies are starting to nickel and dime even physical therapists, actually all doctors across the board, but you can still make a decent living doing physical therapy if you're a physical therapist. So because in our profession, we don't have that stable reimbursement, and it's really tough to make the living that most doctors are expecting out of their doctor title or, you know, all the work that we put through and the amazing care that we give to patients, we have a certain level of income expectation, and because we're not getting that through traditional, uh, commercial insurance or Medicare, it's tough to make a living. So chiropractors have had to go outside of our, our standard profession to find supplemental income. And that's where niches come in. Speaker 1: (04:51) So if you look again like 15 years ago, there, there weren't a whole lot of niches in chiropractic. Maybe you're a chiropractor and maybe you did something like, um, nutrition, right? Like 15 or 20 years ago that might've been somewhat kind of like a niche. But now again, if you look at most chiropractic websites, you have doctors doing all kinds of different types of therapies. And so is it a good thing or is it a bad thing? And I will say that it's both, it's good because you know, chiropractors should be able to, to provide, uh, a wide array of services and help patients in a lot of different ways. Like, for example, if you, you know, you talked to a chiropractor who, who does weight loss, the argument could be made that well, weight loss is important to chiropractic because if you have extra weight, it puts stress and, uh, gravity pulls on your joints and it leads to injuries, bad joint, health, pain, subluxation, subluxation pressure on the nerve system. All those things are true. So it should be in a chiropractor's best interest to get weight off their patient. Um, and so, and you can, I guess you could argue for, you know, for the rationale to do all these different types of niches and therapies, but the problem Speaker 2: (05:59) Is that a new name Speaker 1: (06:00) Which will come out and I'll give you an example of this. And, and I think this is a good program, but there's a problem with it is if you look at like the neuropathy niche or neuropathy protocols that are out right now, fantastic protocols, great pro a great system to implement a neuropathy is definitely within the wheelhouse of a, of a chiropractic office. But the problem is, is that when it was first introduced, you know, there are doctors making a ton of money on it because it was new, but the problem is there's a really low barrier of entry. So once doctors figure out that there is a profitable system that they can implement in their practice with the, with, uh, not a whole lot of barrier of entry, then all these doctors jump on board and start doing neuropathy. So for example, where I live, there are like three or four doctors who have these big signs up saying we help with neuropathy patients, and they're all doing the exact same neuropathy program. Speaker 1: (06:50) So what happens is doc start running the same Facebook ads and the same newspaper ads. And they do the same seminars. They do the same programs. And all of a sudden everybody's fighting for this limited, uh, type of patient and your demographic and fighting for the same patients. And if you give that program two or three years or four years, eventually it gets watered down and it gets diluted. And so then what happens, a new niche comes out and then doctors realize, Oh, I can make a lot of money doing, um, doing, uh, a red light weight loss. And so doctors buy these, like these, uh, fat burning, like red light laser machines and put that in their office expecting to make $50,000 a month for the rest of their life. And then all the other doctors jump on board and start doing that program. Speaker 2: (07:36) And so what happens, the problem with niches is that, Speaker 1: (07:39) Especially if it's a low barrier of entry, it's really easy to get into when docs realize that it's profitable. Um, they all jump on board and then it ruins it for everybody. Speaker 2: (07:49) And that's like that. If you look at the Speaker 1: (07:51) Trends in niches, you'll see that doctors, look, if you ever hear testimony, videos from doctors who said, yeah, I tried this program and it was great. My first month I made $80,000 or my first month I made $60,000 ask them what their stats were two years down the road. I can guarantee you, it's not 80 or 70,000. It's not the same stats they were doing the first month. Because again, they have more competition they've eaten through their market. There's only a limited amount of patients that can, that can see those types of, uh, or that have that type of need and are looking for high ticket cash, uh, type of therapies. And so what happens is doctors end up every like two or three years cycling through a new niche and doing a new program and then another new program. Speaker 2: (08:37) And the problem is, is that it distracts, Speaker 1: (08:39) Tracks you from what your primary purpose is being a chiropractor. So all of your energy and your, and your marketing dollars and your efforts and your staff training go into learning these new systems, but then it takes away from chiropractic. And so doctors are really caught in this, like a, it's a double edged sword, right? You can make more money with niches, but you're taking away from your primary source. And then it also leaves you constantly searching for the next type of niche. That's the problem with niches. And so I'm not, um, and I'm not like I've been through. I know because I've done all these things. Like I've tried all these niches and every, every year or two years, I had to find a new niche. And so I'm not saying it's a bad thing, but the problem is, is you're always, flip-flopping from different, uh, different types of therapies, and you're never known in your community for being good. Speaker 1: (09:25) At one thing, you become the person who is always offering the newest gimmick or the newest, like flashy gizmo that you can offer in your practice. So you never become the, uh, like the hallmark place in your town for getting rid of, let's say back pain or, or helping people live healthy lives. Like it's, it's a, it's, it's a confusing message to deliver to your patient base and your community. And so you never become like that. Uh, um, that true, like center of excellence for getting people healthier, that true center of excellence for getting people out of pain. And so if you're looking at, and most of the doctors I talked to are looking for, um, ways to increase their income, they're looking for ways that they can do that without having to do all the legwork or all the physical work, to be able to automate certain processes or delegate certain tasks to their staff. Speaker 1: (10:17) But they also want to save for retirement or maybe create an office that they can sell down the road or pass down to an associate doctor, a cell. And if you're in the niche game, it makes it very hard to do those things because you're always flip-flopping from, from service to service. And so I want to wrap up this podcast with saying like, yeah, you know, if, if you're looking five years down the road, if you're looking 10 years down the road, you should have your eye on the services that aren't trendy, that aren't gimmicky are going to last the stand the test of time. And so, uh, you may know that I'm very much into regenerative medicine and I do medical integration. Even within that realm, there are niching things with integration that I really try to steer doctors away from, but we always angle toward services that offer a good benefit to patients are not niche-y. Speaker 1: (11:07) So you can still rely on them 10 years down the road, and you can also rely on them. So you can build an actually skill, a practice, and actually develop a true business. That's going to stand the test of time. So that's my thought on niches. I hope this provides some perspective on our profession and maybe compare comparing it to other professions and so ways that you can really build, um, on a, on a really solid and reliable platform to build and grow a business. So thanks for tuning in doc, uh, really happy that you joined. I hope you got some valuable information out of this podcast. Hope you have a great day and we'll see you on the next episode of the simplified integration podcast. See ya. Hey innovators, thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode, be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) What's going on innovators. Welcome to the simplified integration podcast. This is episode number 31. What I learned working alongside the world's top neurosurgeons, Leonardo da Vinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling. I'm on a mission to change that when I've come to find from over five years, working with integrative practices, is that simplicity really is the secret feel saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven-figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:11) What's going on guys. Welcome back. It's great to have you here on the podcast. My name is dr. Wells hope you're having a great day today. So before I became a chiropractor, I had a really cool job when I was 25 years old, I worked for a company called brain lab. And my job with brain lab was to go around the country and around the world and work with some of the top neurosurgeons and helping them integrate a cutting edge technology that this company made. So we made a equipment called neurosurgical navigation and what the equipment allowed us to do in the operating room was make a tumor resections and biopsies brain biopsies and brain surgery, a lot safer and a lot easier for the patient and for the surgeon. So the equipment that we were using was very cutting edge. It was extremely expensive. Speaker 1: (01:56) And most of the doctors who are using this were in like your top notch facility. So they were in teaching institutions. Um, these were not like your local, uh, neurosurgery centers. And so because of the level of technology we were working with and because of the cost of the equipment, I got to work with a very, very, uh, elite group of doctors. Now, when you're working with neurosurgeons, they are sort of like the doctor's doctor, like you to become a neurosurgeon. It's incredibly competitive. You have to be incredibly brilliant and talented, and it's a very tough gig to get. And so these doctors I was working with and imagine I'm a 25 year old, like little kid out of college, um, didn't know much about the world at all, but here I was working in the operating room, literally shoulder to shoulder with these neurosurgeon neurosurgeons and helping them implement this technology into their, into their surgical practice. Speaker 1: (02:50) And I got to see some wild stuff. Uh, I remember the first time I saw brain surgery, you know, I walked in, this was part of my training. I walked in the operating room and the doctor knew it was my first surgery. And, you know, he, uh, was taking a, to removing a tumor from the patient's brain. And he, I remember the first time he took the, the skull off part of the skull off. And he had, you know, he had drilled in using like what looked like a power drill from home Depot drilled into the patient's skull, remove the skull cap. And here is he's like, Andrew, check this out, look at the brain, see it, see it pulsing. And you could see, like, I could see the brain, it looked just like it was wild and you could see it like pulsing with every heartbeat. Speaker 1: (03:29) And it was like, it was trippy and really cool to see. And so that was my job for, uh, for a number of years, I went around the country and worked with doctors in the operating room and I learned a lot. And so I noticed some patterns over time and, you know, these patients would have cancer, they'd had tumors and I was always really curious, uh, about, um, why the patient got sick and how they ended up having a tumor and what, you know, what the outcome was going to be and what they're actually going to do in the surgery. And, uh, some of these surgeries lasted a long time and they were really boring and sometimes like, there's a lot of standing around for me. Um, and so I remember particularly working with a doctor, um, outside of Chicago and really bright guy. Uh, they had imported this doctor from Israel, um, like super young, very charismatic, sharp, uh, neurosurgeon. Speaker 1: (04:23) And I, you know, I worked with him for about a month and I had a lot of conversations with him in and out of the operating room and always wanted to know like, why, like, why did this patient get sick? Why do they have a brain tumor what's going to happen to them? And he'd always say the same thing. He was like, well, we don't know where it came from. Um, probably a bunch of different reasons, but, uh, that's not my concern. My concern is that I need to take this tumor out and keep the patient alive. And then I'd ask, well, what's going to, you know, what's going to happen to the patient. And it, um, you know, especially for certain types of brain tumors and cancer, it was oftentimes really grim. And this doctor would usually tell me, well, you know, we're, you know, we're giving him about six months to live. Speaker 1: (05:01) Um, they'll likely have to have another brain surgery, but we don't anticipate that this patient's gonna live for very long. So my question was always, well, why are you doing this major surgery if they're not going to live anyway? And he said, well, maybe we can give them another few months. And maybe if they're really lucky, another extra couple of years of life and maybe give them use of their hands again, or maybe because of the tumor was pressing against the speech center, they couldn't talk. So we could give them the, you know, removing the tumor would help the patient speak again. So there was a quality of life aspect to it, but Speaker 2: (05:30) Mmm, Speaker 1: (05:33) For a lot of these patients, the outcome was really bad. And my thought going into this job was I'll be working with this amazing surgeons and they're going to be performing these miracles and the patient's going to be healthy again. And they're going to remove the tumor and get the patient well, and they'll live, you know, live happily ever after. But what I realized in a lot of cases that we saw as these patients were terminally ill. And when they, when they got the point of seeing these surgeons, usually it was too late. Like they were too far gone and we saw some pretty cool miracles, but for the most case, it was a pretty somber place because we were dealing with terminally ill patients. And it caught me thinking like, so I'm working with some of the top, like the most talented doctors in the world yet they could do very little for the patient. Speaker 1: (06:20) And that always like that always disturbed me. And that made me feel really sad because it's like, well, if they're, if these doctors are so great at what they do, why can't they do get the best outcomes for the patients? And I asked the doctor, this, this doctor I worked with in Chicago. I said, well, you know, you're performing these surgeries, but it sounds like not these patients aren't going to do really well. And they pay you millions of dollars a year. This, this doctor was very, very into what he did. And sometimes he slept at the hospital to take on cases and people that needed help. Like he was very dedicated to his work, but he was also very honest. And that, you know, if you, if you're seeing me, if you're, if you're going under my knife, your chances are it's too late for you. And so I asked him like, why are you doing these surgeries? Like, why do they pay you millions of dollars? Why is the insurance company going to pay $200,000 for a procedure that's going to end eventually in the death of the patient, in the near future. And Speaker 3: (07:15) Like, so w so I kept asking him Speaker 1: (07:18) These questions over and over again. You know, he initially would just kind of shrug off the questions. And I remember finally, one day I'm asking these questions during surgery. And he, I remember he looked up, he looked up at me, which he never did. And it's got a cauterizing tool in one hand and a little sucker tool in the other. And he said, Andrew, he goes, this patient has cancer. Do you really think I can fix the patient with these tools that I'm holding in my hand, a cutter and a sucker. Do you think that's going to make the patient healthy again? And I said, no. He goes, you're absolutely right. He goes, you can't cut a person back into health. And that's what I do. My job is to remove the tumor, help them stay alive as long as possible. But after that, it's, you know, it's up to them. Speaker 1: (08:02) And I was very shocked by that. And I remember after the surgery, I'm like, listen, like, is there really nothing else you can do for the patient? And he looked at me and he said, Andrew, listen. He goes, these people who end up on our table, they have trashed for the most part, had trashed their health, their whole life. He goes, this is offended me as a man, as an American, he goes, you Americans eat fast food. You're stressed out. You work too hard. You smoke, you drink, you don't, you don't exercise. And you wonder why you lose your health. And for some reason, patients come into my operating room and expect that I'm going to give them back their health. After they've destroyed their body for there for an entire lifetime, it doesn't work that way. And he didn't, he knew a little bit about me and my family. Speaker 1: (08:46) Like I told him my family, I come from a really unhealthy family. And he, I remember him telling me, he goes, Andrew, if you, if you live the same way your parents lived and the people around living or living the way most Americans are living, you're going to end up if not on my table, somebody else's table being operated on, is that what you want? And I said, no. And he goes, he goes to use this as a learning lesson live differently than Americans. If you don't want to end up on my operating table. And I'm like, man, that's that made so much sense. And so he, this guy totally blew my world, rocked my world. And I'm like, man, this is, this is nuts. So at the peak of our healthcare system, I realized that we have very few options for patients. And so I went home that night and I thought a lot about what the surgeon had told me. Speaker 1: (09:32) And I started researching what health was, where health came from. You know, my, my thought was, well, health is just genetic either. You're you have good genes or you have bad genes. And that's the way you're, you know, you're, you're doomed to have heart failure or doomed to have cancer, or you're blessed to live a hundred years to live to a hundred without any sickness or disease. And I realized, and just doing my own, um, you know, Google research that health had was a lot more to do than your, a lot more to do with your genetics. At one point, I remember like researching this stuff for like two, three in the morning, and I kept scrolling through, you know, different pages and different pages and different threads. And finally, I ended up on this website and it said that, um, this there's this quote that said, um, you know, the greatest doctor is, is within you. Speaker 1: (10:19) And you have all of the tools that you need for your body to be healthy. You just need to, to remove interference and to give your body what it needs to thrive. And you'll be healthy. I'm like, well, that makes a whole lot of sense. Like, what is this website? And I realized that I'd fallen on a chiropractic website. And at the time I thought chiropractors are quacks. I'm like chiropractic. Like this makes no sense. And then, so I went back to where I was, I was still working with a surgeon and I said, well, what do you think about the chiropractic notion that your body will work just fine, as long as you don't interfere with it. And he looks at me, I'm like, I'm like, do you believe in chiropractic? And he looks at me and goes, he goes, they're dead. Right? He goes, you just need, you just got to stop trashing your body and give it what it needs to be healthy. Speaker 1: (11:00) They're a hundred percent correct. And he goes, in fact, if more people saw chiropractors, less people would be on my table. And I'm like, well, aren't chiropractors quacks. He goes, no, he goes, it makes perfect sense. And they're, they're actually teaching true health. And I'm like, wow. So this guy was from Israel. Like, how does he know this stuff? But he's like, yeah, more, more people should use chiropractic care, um, in order to be healthy. And so I latched onto this idea. I latched onto this philosophy and I'm like, man, so chiropractor, I did some research on chiropractic. I went, uh, one of my best friends visited a chiropractor. I thought he was dumb for doing it. I thought I always told him he was wasting his money going to a chiropractor. So, you know, being curious, I went with him one day and, and I talked to his chiropractor and everything. Speaker 1: (11:43) He said made complete sense. And he showed me what chiropractic was and how it worked and how it affected health and how it kept people from being sick and being diseased. And I'm like this complete sense. And so three days later, I quit my job. I enrolled in chiropractic school and the rest was history. And so I'm telling you guys this, because, um, sometimes, you know, I get flack as a chiropractor for running medical offices. Um, like, like somehow I've sold out on chiropractic and all this nonsense, but, um, I'm a, you know, a firm advocate of chiropractic. I know the benefits it's helped me out tremendously. I've helped thousands and thousands of patients get healthy through chiropractic care. So I know the value there. However, there's also value in the medical world and what we try to do with integration as we try to merge the two in a way that makes sense for chiropractors, but also makes sense from a medical standpoint. Speaker 1: (12:37) And so there's a, you know, I always thought it would be great if you could somehow merge these two worlds in a way that was beneficial for the patient. And it doesn't have to be so black and white, where over here, you have your chiropractor's and over here you have the medical doctors and they can't ever share patients. It's, it's a two diverging, uh, philosophies and it, it, it can't ever coexist. Well, the reality is, is that in almost every area of life, there are shades of gray and there's complimentary crossover between the two and I'm living in a world. And I see a world where chiropractors and medical practitioners actually work really well together. When you drop the ego and drop the, you know, these preconceived notions we have about chiropractic and medicine, you actually find out that we actually want the best things for our patients. Speaker 1: (13:23) And if you're, if you decide to integrate your office and medically integrate, that doesn't mean you have to prescribe medications or give cortisone injections or refer to surgery right away. There's a way to help patients in a conservative way. So, anyway, doc, I hope you found this topic. Uh, interesting. You know, I really had a really amazing, um, an interesting career before I got into chiropractic and I actually found chiropractic through neurosurgery, believe it or not. And so there are a lot of really key lessons I learned from my time with working with some of the best neurosurgeons in the world. Um, not only was it really fascinating, but it taught me a lot about what health is, but more importantly, what health is not. And so we really, we owe it to ourselves as doctors to help our patients avoid those types of those types of scenarios and to help them avoid all the pitfalls of, of modern medicine. Speaker 1: (14:13) And there are a lot of them. And so our job is to keep, uh, educate our patients and keep our patients from ever getting to that point. And so, um, thank you so much for, uh, for tuning in today to the podcasts. Uh, I hope you learned something from this, uh, or at least maybe have a different perspective on our healthcare system or chiropractic the amazing work that we do as chiropractors and, uh, anyway. Great to have you out here today. I'll see you on the next podcast episode. Have a great day. Bye bye. Hey innovators. Thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the innovators. So hope you got a ton of value from what we covered on today's episode, be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey innovators. Welcome to episode number 30 of the simplified integration podcast. Is it time to move away from the mom and pop shop? Leonardo DaVinci once said that simplicity is the ultimate sophistication, and I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling. I'm on a mission to change that when I've come to find from over five years, working with integrative practices is that simplicity really is the secret deal saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven-figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) Hey, what's going on doc. Great to have you back here today. So I want to talk about a struggle that a lot of chiropractors are dealing with in practice and what I call running a mom and pop shop. And there's a lot of different definitions of, of running a mom and pop business. And what I mean by this in the chiropractic sense is a business that you're sort of chained to a business that relies on you personally, to make sure that it operates and chiropractors have to wear a lot of different hats. They have to be the doctor, the exam doctor, the adjusting doc, the, you know, the marketer, the business person, sometimes the front desk person. There's a lot of different hats that we wear. And because of that, it keeps us tied to our office, physically tied to our office. And one of the biggest complaints I hear from chiropractors is, you know, I would love to have a life outside my practice. Speaker 1: (01:54) I would love to be able to take a day off or to go on vacation or not to have to be completely reliant on me, physically being in my practice. And that's a tough thing to break away from as a chiropractor. Uh, for the first couple of years, I had no idea how to do that. And, um, you know, I often, you know, people always ask me like, why did, why our chiropractor is only open Monday through Thursday? Like, I don't know if you guys have noticed this, but a lot of chiropractic offices, like they're open for four days and closed for three days. And I think, I think it's because chiropractic is so dang demanding that sometimes people need a three day weekend to feel normal. Um, but on the flip side of that, as you're also losing a day of production, you're losing a day of revenue. Speaker 1: (02:34) So it can be a really tricky balance in the chiropractic profession to run a profitable, profitable business, but also have a life outside of practice. And I talked to a lot of doctors who have been in practice for 20, 30 years, and they're really like, they're worn out, they're physically worn out. They're mentally worn out. They're spiritually worn out because they've just been giving, giving, giving so much to their patients and their practice. Uh, it can be just such a demanding role on your body. And I know that, um, I had, when I first got into practice, I had some doubt about being a chiropractor because just the, the hustle and the amount of work you had to put in. I'm like, man, I can't see myself doing this for the next 30 years. And this became really clear to me when, um, the, our first full right after our first two years in practice. Speaker 1: (03:22) So my wife and I, uh, got married right after I graduated school. We were working really hard to open our new, our new clinic. And I was never able to take my wife on a honeymoon. And I felt really guilty about that. And in my mind, like I always pictured, I got married and we'd drive to the airport and fly and go somewhere, like going on vacation for two weeks. And that was like, what I had envisioned for my wedding. The problem was this part of our life. We had zero time and we had zero money. We were working six days a week. We were, um, you know, we were making money, but we were plugging it all back into our business. And that's where all of our time and money went. And so sadly, my wife and I were like dying to take this, this honeymoon at the time, we were a part of a coaching group. Speaker 1: (04:06) And I remember one of our coaches like saying like, like really strongly recommending that we didn't take a honeymoon, which made no sense me. He's like, no, you need to plug into your business. You can't take time off you're you're only two years. I would never take, take time off on vacation in my first two years in practice. And I'm like, this sounds just sounds off. Right? And so finally my wife and I were like, all right, we're, we're doing this, we're going on vacation. And we, we set up our honeymoon over Christmas vacation because number one, I felt guilty about leaving my practice behind. And I felt like if I, if I gave up a week or two weeks of actual clinic time that our business was really going to suffer and the truth is it would have suffered, but not too much, like we could have made it happen, but you know, it was important for us to go on a honeymoon and take some time off together and just have a, you know, time for my wife and I to be alone. Speaker 1: (04:58) So we set this honeymoon up over Christmas vacation because that would have the least impact on our business. And we went, we flew to the Caribbean and had an awesome 10 day vacation, 10 day honeymoon. And I remember before I left, I called one of my, one of my coaches. And he's like, what? You're taking 10 days off from your clinic. Like how, like, how can you do that? It's such a bad mistake. I'm like, dude, this is my, this is my honeymoon. Like I owe this to my wife, my wife, and I want to do this. And it's like, well, that's a bad decision. I would never do that. That was the first time I'm like I'm done with his management company. Cause they could give like two craps about me as a person, like a normal person would say, that's exciting. Enjoy your honeymoon. Speaker 1: (05:38) But that was my first. That was like, that was like, yeah, this is probably not the right management group to be a part of. So I left that group. Um, but uh, yeah, I didn't want them making me feel guilty about going on vacation, but he was also right in some degree because as a mom and pop business, it's really tough to be able to take those types of vacations. So again, we did it over Christmas vacation, had the tea, it was, we were there for 10 days. Um, and we wanted to have the least amount of impact on our business. And we were in the Caribbean. Uh, we had an awesome, awesome time. We got to slow down, we got to refocus. Uh, it was great for our relationship. You know, I got to lay in a hammock. I actually got to read a fiction book for the first time in a long time, which I never had time to do. Speaker 1: (06:21) It was really, really, really nice. And it was good in a lot of ways. It was good for our physical, mental, spiritual health. Good for our relationship. I'm really glad we did it, but I also felt guilty because I had to put it off for so long. And so I remember thinking, I remember laying in the hammock on her honeymoon thinking like, how am I ever going to make this happen again? Cause I'm going to go right back to our clinic. It's going to be the same mom and pop operation. It's going to be very tough again to pull myself away from the practice. And I'm like, I really don't want to have to take a vacation every, every Christmas or to have to plan it over these holidays like that. Speaker 2: (06:56) And so this was one of the big, Speaker 1: (06:57) Um, the big things that got me exploring other options, other types of practices, other types of businesses, because I didn't want to be tied again, tied to my business. And so if you're listening to this and that is an issue that you're having, uh, it may be time to look at a different type of business model. And this is one of the things that got me looking into medical integration because, uh, medical integration, you know, the, the big promises are you can make more money and you don't have to be necessarily tied to your practice 24 seven. So that was really attractive to me. I've also talked to hundreds and hundreds of doctors all across the country docs who are new in practice docs who have been in practice for 30 years. And that's one of the struggles a lot of people do deal with. Speaker 1: (07:40) Is that how do you, how do you break away from your practice life and be able to enjoy your life outside of practice without stress or feeling guilty about, you know, doing things on your own time or actually having a life. How about that? Having a life outside of chiropractic? And so this is one of the things that pushed me into integration. And, um, I remember, you know, integration for us when we made the transition. It was tough. It was a ton of work. It was really, really difficult. But I remember the first day that I actually left practice during a work week, this was after we integrated. And I took the day off on Friday to go to a conference. And I remember being there. I was, I showed up to the office on Friday morning and I remember feeling like really scared, really nervous and really guilty about leaving. Speaker 1: (08:24) And it was just going to be for Friday. We had, in fact, we were only open for Friday morning for the Friday morning shift. And I remember my office manager looks at me. She goes like, what's wrong? And I'm like, I'm afraid to leave the practice. And she goes, it's going to be okay. We know what we're doing. So we had everything lined up. We had prepared for it. I had spent a lot of time developing my team and my staff. And they're all like dr. Wells, like, see you later, go away. Like we don't need you here anymore. And I'm like, I'm like really? And I had all these like fears. I used to that. And so, um, I left that morning and it felt so weird to be pulling away from my practice while the clinic was seeing patients and generating income and people were being taken care of and the staff was handling problems and it was amazing. Speaker 1: (09:09) And so I went, I was able to go have a conference over the weekend. I didn't go into the PR. I didn't see patients or help patients that Friday after Friday morning and everything was fine. And so the more I built up my practice and develop my team the more time I had to pull away from the clinic to work on, on the business, not in the business. And that's what so many chiropractors are after is to be able to do that and run your business as a business and not as a mom and pop shop, because once it becomes, once you move away from the Dr. Wells show or the dr. Smith show, whatever your name is, when you get away from that, it allows you to sort of elevate yourself above your clinic to now start developing it as a real business with systems and staff that can, that can run protocols and run programs for you. Speaker 1: (09:54) And it's an incredibly rewarding, it's a lot of work, but it's incredibly rewarding. And so now, you know, I'm in a position where I can, I've opened other businesses and I help other doctors open their businesses. I can do consulting and management work because I have a team that can do a lot of work for me. So, um, I don't know if this resonates with you, uh, if it does, um, you know, if it's something that you're struggling with and want to have a life outside of practice, or just maybe work on other businesses or expanding your business, uh, integration can be an awesome vehicle to do that. Um, it comes with challenges. It comes with risks, but, um, uh, just the nature of, uh, of operating a medical clinic or an integrated clinic, uh, you have to hire people. You have to hire medical, uh, service providers to do a lot of the work for you. Speaker 1: (10:40) So it forces you into moving away from the mom and pop shop. And on the other side of that is, you know, a financial reward and time freedom. Uh, just last year in October, we took a month off and went to Italy. So we were there for over a month. I would never, ever, ever be able to do that if we are in our mom and pop chiropractic shop. So there is all kinds of benefits from moving away from that type of business model. Um, if you're, if you're of that mindset and thinking that way out, highly encourage you to do some research and figure out if it's a right fit for you. If you have any questions or want to bounce some ideas off me or need some advice, I'm happy to help out any way I can. You can always email me@infoatintegrationsecrets.com. Again, that's info@integrationsecrets.com doc. Speaker 1: (11:25) I'm so grateful that you joined me on my podcast today. Thanks for tuning in. I look forward to seeing you on the next podcast episode. Hope you have a great day. God bless. Hey innovators. Thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey innovators. Welcome to the simplified integration podcast. Episode number 29, how I paid off all of my student debt in less than a year, Leonardo de Vinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling. I'm on a mission to change that when I've come to find from over five years, working with integrative practices is that simplicity really is the secret deal saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:10) Hey doc, welcome back. So I want to give you a little bit of insight into the way my brain works. Uh, I'm not very money, uh, oriented, like I'm not a money motivated person. Um, but I don't one thing that motivates me is not having debt. I'm very much like a security person when it comes to finances. Like I, I like to have cushions and security. And one thing that has always bothered me since I was a young guy, was not having a lot of debt. So I've always everything that I've ever purchased has been with cash. So every car purchased purchased with cash. Didn't take out a loan. I don't buy furniture on loan. I don't, you know, I, I always pay my credit cards off every single month. And so I've never bought anything on credit except for three things. I bought a house, uh, my chiropractic exec education. Speaker 1: (01:56) And I also took a small loan from my father to start up my chiropractic business. Those are the only three things I've ever taken loans out on. So when we, um, let me back up a little bit. When I, before enrolling in chiropractic school, I had a really lucrative, lucrative sales job. I was really successful and I was, I wasn't married. I lived by myself. I actually lived in my friend's basement. I paid him 500 bucks in rent and the company I worked for paid for all of my expenses, including food. So for a few years, I was able to save up a ton of money. I was scrolling it away in a bank account because I knew at some point I wanted to go back to school to get a master's degree. And at the time I just didn't know what I wanted to do. Speaker 1: (02:38) And so when I figured out I wanted to be a chiropractor, I enrolled in chiropractic school and for a majority of my chiropractic student profession, I paid my living expenses and my tuition and my books. I just paid cash for all that stuff until I ran out of money. So that big nest egg that I had saved up for my education was gone at some point. And I think it was like the last year or two or a year and a half. I had to take out a student loan in order to pay for, um, for living expenses and for, for tuition at Palmer. And so when I graduated, I had roughly $80,000 in debt. And I know for some of you that may or may not seem like a whole lot, especially if you, if you married somebody who was also in chiropractic school, some I know I've talked to docs who had like four or $500,000 in student loan debt, which is insane. Speaker 1: (03:24) Um, but so I had a measly $80,000, but to me that was a ton of money. And I've always had this like anxiety and fear like this, um, insecurity about having these, these massive financial, uh, obligations. And so I've always tried to pay things off as quick as possible. And when I graduated school, my wife and I, you know, we started our chiropractic business from the ground up where we pumped a lot of money into the business. And fortunately we did really well. We were never in the red every month we profited, um, we were successful. We were insanely successful. And I remember every month our student loan payment would come in and the bank would alert me and say, Hey, Andrew, your student loan payment is coming out tomorrow. It was like, I think it was like $996 every single month. And I looked at my total student loan debt, which was roughly, I think it was like 80,000 or 83,000 bucks, something like that. Speaker 1: (04:19) And I'm like, man, I'm going to be making thousand dollar payments for the next like seven or eight years. And that freaked me out. And I never liked, I never liked making those payments, right. Those are not fun payments to make. But for me it was like the thought of having to pay us every month for eight years. And I wanted to figure out a way to wipe that slate clean. And so I had some options, maybe I work harder in my chiropractic business. Maybe my wife separates from the chiropractic business and does something else does her own has her own career. And at the time we were considering integrating our office and one of the big motivators for integration was it would allow us to increase our revenue and we could start paying some stuff off and make more money. And so we made the plunge in, into integration. Speaker 1: (05:00) And for the first six months, it was really rough. We were providing a lot of services. We were losing money, money was flying out the door. And then finally, we, you know, things started to click. We got our, um, uh, credentialing with Medicare and private insurance and we started getting insurance checks in. And one of the things that made it really successful was that we had a very loyal and very large patient base when we integrated. So a lot of the patients that were our former and current chiropractic patients, we put through this medical model. So we were able to start billing their Medicare insurance and private, private insurance. And so now, you know, we took patients that were worth maybe two, $3,000 on their chiropractic side. And now we're able to offer all these medical services, which increased our patient caseload or P P patient case value by thousands of dollars. And so all of a sudden, I remember it was a, it was like late summer, early fall. Um, we just started getting like bombarded with insurance checks for all the services we had provided for the, you know, the first six months. And so we had months where we were doing multiple hundred thousand, multiple six figure months. And so all of a sudden we, we had all this money coming in and I just started paying off debt left and right. Speaker 2: (06:08) And I remember the day, um, Speaker 1: (06:10) I was sitting with my wife and I was on my phone and I got this, this alert from my bank saying, Hey, your student loan check is, or your student loan payment is coming out tomorrow. This is just a reminder. I remember looking at my bank account, looking at the bills that I had. And I looked at my wife and I said, you know what? I think I'm just going to pay off all of our student debt. We had enough money to do it. We had enough money set aside, not only to pay off our debt, but also to, you know, we had a safety cushion, so cash for living expenses and business expenses and things like that. So my wife looked at me and she goes, are you sure you want to do that? And I said, yeah, I just want, I want this, I want this gone. Speaker 1: (06:44) So I remember on my app, I had three different student loan accounts that I remember hitting pay balance, paid balance, pay balance on my phone. And just like that 70 at the time I had 70, roughly $70,000 in student, uh, student debt, uh, still left and just like that it was gone. And I remember like this huge wave of calm came over me all like all my financial stress and worries. Like there was a huge weight lifted off my shoulder and it felt really good. Now. I'm like, I love extreme sports. I'm like a, an adrenaline junkie and the feeling of paying off my student debt rivals like the best adrenaline rush I've ever gotten in my life. It felt so good. And it was one of those moments where like the sky was blue or, and you could hear the birds singing and everything was like everything lined up just right. Speaker 2: (07:34) And so that, that was like a, Speaker 1: (07:36) A very memorable moment in my life because it took a huge weight off my shoulders, took away a financial burden off my family. And I was really happy for that. And I'm telling the story because medical integration was a vehicle that allowed us to do that. And I'm not saying that medical integration is easy and it's always rewarding. In fact, it's really hard and it took us a lot of growth and a lot of like blood, sweat, and tears, like my wife and I had some rough moments with integration. However, when we were able to pay off our student debt, like the 70, some thousand bucks in one day, like after the first year of integration, it was all worth it. And I never have to worry about another student loan payment again, until my kids maybe get older. And, uh, but that was, um, you know, it was a really rewarding day. Speaker 1: (08:22) So I wanted to share that story with you because it can be very rewarding to do things like integration or to offer a services in your practice that are financially rewarding. And it also helps the patient. And, uh, so I just want to share that story with you. So if you're listening to this and you have still a mountain of student loan debt, or you have, maybe you have a massive amount of credit card debt or other, some other type of debt, I would highly encourage you to look at integration as a vehicle, to, to, uh, financial freedom for you and for your family. And again, like this is not, integration is not right for everybody is right for a certain type of doctor with the right strategy and the right motivations going into it. But again, it can be a very powerful financial strategy to help give you financial freedom. Speaker 1: (09:04) So I hope you found this beneficial. I appreciate you listening to the simplified integration podcast. If you have any questions or you just want to shoot me an email, you can reach me@infoatintegrationsecrets.com that's info@integrationsecrets.com. Thanks for tuning in. I hope you could live a debt free life and can pay off your bills just like I did. And if you have any questions on how to do that, I'm happy to help you walk you through that process. So have a wonderful day. God bless talk to you soon. Bye bye. Hey innovators. Thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) What's up innovators and docs. Welcome to the simplified integration podcast. This is episode number 28 for the money or for the patient Leonardo de Vinci once said that simplicity is the ultimate sophistication. And I agree, you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling well. I'm on a mission to change that when I come to find from over five years, working with integrative practices is that simplicity really is the secret deal saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) Hey doc, welcome back. It's great to have you here. So today I want to touch on a subject that I've wrestled with for years I don't anymore, but for years I had trouble with this topic and I've done a lot of mental gymnastics around this subject, and I hope that some of you can relate to this. So when we first started integrating into the first couple of years, I always had this dilemma of, am I doing this for the patient, or am I doing this for financial gain? And I always like to think I was doing it for both, but in the back of my mind, I always had this, this notion of well, is it truly altruistic? Is it truly the best thing for our patient that we're adding these therapies or these services? And so in the back of my mind, I always had this little, like this question, Mark. Speaker 1: (01:51) And it, it, it bothered me not to a big degree, but it bothered me. And I wanted to have peace that I was operating and directing a clinic and, uh, on the business side, but also doing right by our patients. And, um, so in, in North Carolina, uh, chiropractice cannot own medical entities. So we had our integrated practice was owned a hundred percent by the medical doctor. So every time we added a service, we needed to run it by the medical doctor to make sure that he approved it and we wrote out protocols. And so we had his blessing on the protocols. And so every time I would go to the doctor to recommend adding a new therapy, I always had a little bit of like fear and trepidation that he would shoot it down. So one day we're, uh, I'm about to have a meeting with the MD. Speaker 1: (02:36) And I think at the time we were adding, like we were considering adding some, some lab testing and blood work and, um, to do some basic functional medicine type stuff. And I had a good relationship with the doctrine and I said, listen, doc, you know, every time I, you know, we had these meetings and I'm about to present a new therapy to you. I always have this fear that you're going to shoot it down for some reason, like either you're not going to approve of the therapy and we're going to have to at something else. And he asked me, he's like, why do you, like, why do you think that, like, what makes you nervous about that? And I said, well, I'm afraid that you're going to think we're doing this purely for the money for the profit and not for the benefit of the patient, or we're going to recommend something that really, um, you know, doesn't align with your philosophy and our philosophy. Speaker 1: (03:18) I just have some, some fear about that. I was really open and honest with the doc. And so he said, well, well, here's how I look at it. And the information that he shared with me completely changed my mindset. And from that point on, I never ever had this, uh, this fear or anxiety or notion of like, are we doing this for the money for the patients? So he solved this problem that day. For me, I've never thought about it since, but if you're listening to this podcast and you maybe you've had those feelings, maybe you, um, you've questioned your, uh, your motivation for integration or your motivating motivation for adding things like injections or STEM cell therapy or rehab, whatever it may be. Maybe you feel like you're selling out on your practice, your patients you're selling, not on our profession. If that's you. Speaker 1: (04:03) I hope that what I'm about to share with you will, will shed some light and make you feel comfortable about the decisions you made because, uh, this completely changed the way I look looked at our practice. So the doc said, Andrew, here's what, when I look at adding therapies to my clinic or to our clinic, I look at three things. Number one, he said, is it, does it benefit the patient? Number two, is it profitable for the clinic? And then number three, is it legal? And they said, so if it checks all three of those boxes, benefits the patient profitable and legal, then I'm all game and you don't have to worry about it. We should move forward with it. And I said, you know, that makes perfect sense. So later that day I thought about that and I said, okay, well what, like what could we add that wouldn't benefit the patient? And I think sometimes in our profession, especially in chiropractic, we add things to the practice, thinking of the monetary gain first and not thinking about the clinical benefit to the patient. And that's where chiropractors get stuck. Speaker 2: (04:59) And as chiropractors is Speaker 1: (05:00) All kinds of gimmicks and gizmos and widgets and strategies, and all kinds of like advertising and promotional strategies that are meant to drive traffic to your practice and build up your patient volume and make more money. And to be honest, I think a lot of it is more marketing than it is clinical benefit. And, um, and you know, you have docs like that in your town. Like, you know, them, they always have like a new niche or a new therapy that they're promoting every like week, month or year. Like they always switch from, from thing to thing. That's because they're not getting good results with their patients. And so they're always having to find new patients. So, you know, if you're thinking about a new therapy, do your research, give it some thought and make sure that there is some, some actual benefit to the patient, whether it's just getting rid of pain or improving their activities of daily living, there are a lot of great therapies that you can add to your practice that will do that aside from just the amazing benefits of chiropractic care. Speaker 1: (05:55) So, number one, does it help the patient number two, is it profitable? And this is I think where a lot of the, the, um, uh, like the hesitation comes in with docs. If, especially if you have any kind of like, uh, hangups about money, I think chiropractors should make a boatload of money because we help patients in amazing ways that other doctors can simply can't do. And so, uh, but it needs to be profitable. Let me give you an example of this, um, things that we've added that we're profitable. Uh, regenerative medicine has been insanely profitable. Uh, chiropractic care has been insanely profitable. Uh, things like decompression have been profitable for us. Neuropathy programs have been profitable. And so we want the practice to make money. I think sometimes we focus on things that don't make us money. Let me give you an example, uh, supplements. Speaker 1: (06:44) So supplements, are they healthy for the patient? Yes. Is it legal to do that in your office in the most case? Most cases, yes. Is it profitable? It can be, but the problem is if you're, if you're spending all of your time explaining the benefits of vitamin D or vitamin C or B vitamins or a whatever supplement is popular, like it takes a lot of time and energy energy to do that in your practice. And if you're looking at your time versus the amount of revenue you're bringing in, in most cases, nutrition doesn't make a whole lot of sense. Now I'm not talking about like, uh, like functional medicine type programs that can be very profitable. I'm talking about like selling vitamins over the counter. It's typically not a very profitable service center. So, uh, things like essential oil, essential oil is great. It's great for the patient. Speaker 1: (07:28) It's legal. We use that stuff in our office, you know, it's great stuff, but if you're, if you're trying to build a business around these things, it usually doesn't make a whole lot of sense, unless you have some kind of like multilevel marketing program that you're like on the top of that just kicking butt. But I see a lot of chiropractors make this mistake is that they focus too much energy on this small, like piddly things that don't make much sense financially. Whereas if they plug their, their efforts into the profit centers and the therapies that made them a lot of money for their, uh, exchange of time, that makes more sense. And so you have to look at this, you know, this time versus money and energy ratio to make sure that it makes sense for your business. So if you're, if your business isn't profitable and you're losing money and you're out of business, then Hey, you can't help patients anyway. Speaker 1: (08:15) So again, you need to be able to help the patient. Is it profitable? And the third thing is illegal. Um, and this seems like a no brainer, but I've seen so many doctors get in trouble for trying therapies that were completely illegal, or they were just going about it the wrong way. So let me give you an example of this. Um, there is a therapy for neuropathy using nerve blocks, nerve blocks, uh, have been used on thousands and thousands of patients. It's totally an acceptable therapy. However, uh, doctors started billing this to insurance when there wasn't any, uh, uh, proper code or LCD or NCD guidelines. So they were billing this stuff to Medicare, making a ton of money, but were billing it illegally. And so it was, did it help? Did it help the patient? Yes. Was it profitable? It was in the beginning until Medicare caught up audited all these doctors and not only the doctors have to pay all that money back, but they had to pay a bunch of civil penalties in some cases, criminal penalties. Speaker 1: (09:10) So it was illegal. And so we see that in regenerative medicine, those types of illegal practices and doctors trying to do things that they shouldn't do in terms of billing or overhyping the benefits of, um, of the therapy in their marketing or their advertising of their patient, patient, patient education. So, yeah, so obviously you have to make sure that it's legal now. How do you make sure that it's legal? And one of the biggest fears I get from doctors are I hear from doctors when I do consultation calls and discovery calls is that they want to integrate, but they have a lot of fear about whether it's legal in their state or how to set up their corporation properly or how to build things properly. And there's a way to do that. And we use attorneys, we use compliance officers. So there's a way to, uh, to essentially self audit your business or have someone, somebody look over your shoulder that is familiar with the law in your state or federal law or billing procedures, compliance and billing. Speaker 1: (10:04) There are people that do this for a living that will look over your shoulder and say, Hey, you're doing things the right way, or no, you're misusing this code or this therapy, you're doing it the wrong way, and it's going to get you in trouble. So you don't have to be when it comes to the legal aspect aspect of it, it's a very serious thing, but you don't have to do it alone. There are experts and professionals in our field that consult and help doctors in a practice management and an integrated offices, uh, that for, for a fee will help to make sure that your office is, uh, is operating legally. And you're not getting sideways with Medicare or private insurance or your patient's state or federal law. So, so those are the three things. So if you're adding a new therapy, so if you're thinking about integrating or thinking about adding a new therapy lead with those three things, does it help the patient? Speaker 1: (10:48) Is it profitable for the clinic and is it legal? So once you check all those three boxes, in my opinion, you're, you know, you're, you're okay to move forward or proceed with that type of practice model or that type of therapy. So that's a, that's how I evaluate therapies before we add them into our offices. That's what I look at as a main sort of framework before moving forward. So I hope you found this topic helpful. I hope you find it beneficial. If you have any questions about anything that I just discussed today on this podcast, you can, you can email me. My email is info@integrationsecrets.com that's info@integrationsecrets.com. Uh, shoot me an email. If you just want to say hello or have a question I'm happy to, uh, uh, to speak with you anyway, have a great day doc, and we'll see you on the next podcast episode. Take care. Bye bye. Hey innovators. Thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a of value from what we Speaker 3: (11:54) Covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome back to the simplified integration podcast. This is episode number 27 regenerative medicine for the spine hips and small joints. Speaker 2: (00:12) Leonardo de Vinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling well. I'm on a mission to change that. What I've come to find from over five years, working with integrative practices is that simplicity really is the secret. The old saying of less is more, is true. Through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:10) All right, doc, I got a doozy for you this time. So here's a nugget and I, uh, I thought everybody knew this, uh, everybody doing regenerative medicine knew this, but I realized that not everybody knows this and the, when you're w if you don't know what I'm about to tell you, um, you're gonna kick yourself for not figuring this out earlier. So I was talking to a friend of mine and he he's been doing regenerative medicine for awhile. And, um, I mentioned to him, we started talking about regenerative medicine for the spine. And he said, well, how are you doing that? I'm like, what do you mean? How am I doing that? He said, well, we just do it for the knees and shoulders. So you're doing it for the spine. I said, yeah, we do it for the spine. We do it for the hips. Speaker 1: (01:49) We do it for wrists, ankles, toes. He goes, well, how does your nurse practitioner know how to do those injections? I'm like, no, we send those injections out. He's like, what the heck are you talking about? So, um, with regenerative medicine, if you're in a typical MD DC practice, and you have a nurse practitioner doing exams and injections, chances are, you're doing basically like two or three types of injections. You're doing knees, you're doing shoulders and you may be doing soft tissue injections in the muscle and ligaments. Uh, however, there is a huge population of patients who want regenerative medicine in areas other than those body parts. So with, with our advertising, what we typically find is that, um, if you're doing like a general regenerative medicine type ad, the people who respond to get about 60% people having trouble with knees, you get about 20 to 25% lower back. Speaker 1: (02:40) And then the rest of the joints to get like a mix of shoulders, hips, wrists, ankles, we've even had thumbs, big toes, um, elbow, occasionally. And so you get a hodgepodge of other types of joints. And so my buddy was turning down all of the spine, hip and small joint patients, because as nurse couldn't do those injections. And, um, so here's what we, here's what we did. Here's how we overcame that, that issue is that for the more complicated injections, we send those out to a pain management clinic, or like an interventional pain doc to do the procedure for us. So everything is the same. We do our advertising, we do our patient education. We do the case management. We collect our office, collects the money, and then everything is the same. We do a diagnosis and the recommendation. So everything is the same as a knee or shoulder patient up until that point. Speaker 1: (03:29) However, once they pay for the injection, instead of doing it in our office, we just pay a pain management doc to do the injection for us. So we'll have the patient go to their office, that doctor MD or Dio, we'll do the injection, and we're done. And we follow up with the patient after that. So if you're turning away those patients, because you can't do those injections in your office, that's how you do it. And so we pay the doctor a pretty nominal fee to do those injections. So it's fair for us. It's very for the doctor, but most pain management docs are more than happy to collect a cash fee. So we pay that office directly, a cash fee to do the actual injection. So we don't want to do for set injections and spine injections and hip injections in our office because those types of injections have to be a lot more accurate. Speaker 1: (04:16) There's a lot more obviously sensitive tissues that you could poke with a needle in your intraarticular hip or in your spine that you just, you don't want to take. In my opinion, don't want to take on that liability. However, if you have like fluoroscopy, if you have an MD, if you have the equipment in your office in case something bad happens, or the, during the injection by all means do those, but it's much, much, much easier to set, to, to start to create a relationship with a pain management doc, refer those patients to them for the procedure, and then pay them a flat fee for each injection. So that's how you do it. So now, if you're, if you've limited yourself to two knees and shoulders, now you can, um, remove those barriers and you can, uh, you can see patients for all types of osteoarthritic, uh, conditions for regenerative medicine. Speaker 1: (05:03) So if you're already doing this good for you, if you're not doing this, um, I'm really happy that you tuned in, uh, when we figured this out, this literally added hundreds of thousands of dollars in revenue to our practice, because we now opened up, uh, the, the scope of practice with regenerative medicine within our office. So, um, I hope I just fed you a nugget that you weren't aware of. If so you're very welcome. That's what you get when you tune into the podcast. So if you have any questions, this is a super short, uh, podcast episode, but I just want to deliver some amazing content and value to you guys. And if you have any questions, want to reach out. Um, my email address is info at integration, secrets.com, uh, info and integration, secrets.com. Thanks so much for tuning in, and we'll see you on the next episode. Bye bye. Hey innovators. Thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like me, someone who loves simplicity Speaker 2: (05:58) and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode, be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to the simplified integration podcast. My name is dr. Andrew Wells. This is episode number 26, compliance, and audits. Woohoo! Speaker 2: (00:12) Leonardo de Vinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling well. I'm on a mission to change that what I've come to find from over five years, working with integrative practices is that simplicity really is the secret. The old saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:10) Hey, what's happening, doc. Great to have you back. So today we're gonna talk about a really exciting topic, compliance and audits. Uh, I hope you can detect my sarcasm. Uh, this is actually a really scary topic for a lot of doctors. And I know when I first integrated years ago, one of my biggest concerns was, uh, are we going to be in compliance? Are we going to be able to follow the rules properly? And medical integration seemed like a really complicated thing when it came to compliance and making sure we're following HIPAA and OIG regulations. And I wanted to, to make this podcast to give you a couple of tips and also some things to be aware of and maybe some things to make sure that you're doing properly. So here's the deal. I am not a compliance officer. I'm not a healthcare attorney. I am a consultant. Speaker 1: (01:53) So what I'm telling you is I'm not an expert in this area, but that doesn't mean that I can't help you in this area. And my biggest suggestion is there are a lot of resources and people that you can use. And third party companies and attorneys, you can hire to make sure that you're doing all of the, all of these things correctly. The medical playing field is extremely complicated. There's a lot of rules. There's a lot of regulations. There's a lot of red tape. So if you're thinking about integrating, I really encourage you to take what I'm saying to really seriously. And if you're already integrated and you you're listening to this podcast, my hope is that you'll take some of this information and resources. I'm going to give you today and implement these in your practice as soon as possible. Now, um, the, the thing about compliance is you, you don't know what you don't know what you don't know, and this is why when we run practices and open offices, we always bring on a compliance team to make sure that they're looking over our shoulder to make sure that we're doing things properly. Speaker 1: (02:49) So I want to read off of a list of things that I'm, that chiropractic integrated offices, medical, integrated offices are, um, getting some scrutiny over and getting in trouble for. So I want to make sure that these are not things that you're having issues with or don't have issues within the future. So number one, making sure that you're, you're keeping, um, you're keeping up corporate record keeping. So every year, and this may depend on what state you live in, but you need to, uh, keep track of corporate meetings. You have to have an annual meeting, you have to, um, uh, document that you had this meeting and make sure that all the members of your entity, um, are, are a part of this meeting. Um, if you're not sure how to, how to do a corporate meeting or keep these records, there's all kinds of resources, resources online that you can use. Speaker 1: (03:34) Um, and I'll give you some resources at the end. Uh, issue. Number two is, um, billing for things that are not medically necessary. Now you probably already realize this, but as a chiropractor, you, you can't, uh, diagnose people or make recommendations for people for medical issues. So in other words, let's say, um, you think that a patient needs a knee brace or a back brace. Well, as a chiropractor, if you're going to build that under their medical insurance or Medicare, you ha you can't be the one making the diagnosis and making recommendations. So instead you have to have a medical practitioner doing that. So that could be a nurse practitioner or physician assistant medical doctor DEO, uh, any medical provider. And also you need to make sure that you document that it was medically necessary for the patient. And how do you do that? So you, obviously, you need to do an exam for, if you're doing using it for orthopedic purposes, you may want to have an X Ray to back up your claim of medical necessity. Speaker 1: (04:32) And you also need your provider to fill out a form that says I'm prescribing this brace or this service for the patient, because we deem it medically necessary. And the key here is that if you don't, if it's not documented, it didn't happen. So we're doctors get in trouble, is it, let's say you get an audit. And Medicare says, Hey, who, uh, who authorized all these, uh, knee braces that you build? And the nurse practitioner who's already long gone or on a different job said, Nope, I didn't do that. I didn't recommend those. And so if you don't have this documented on a piece of paper, then it never happened. And then it makes you as a clinic director of the chiropractor look really bad and it can set you up for all kinds of legal and compliance issues. Um, so you need to make sure that you're documenting medical necessity from your medical provider, billing and coding. Speaker 1: (05:16) This is one where a lot of ducks get in trouble. So there's two things you can do here to make sure that you're, um, that you're setting yourself up for success. Number one is make sure that you're hiring a certified medical biller and coder. There are a finite, uh, number of codes that you can bill for, and you want to make sure that you're applying the right bill for the right therapy that you're providing the patient. And I wouldn't, um, you know, this is a, uh, uh, certified, like you have to have a degree in a certification to become a certified medical biller and coder, not a degree, but you have to have a certification because it's complicated. So instead, my recommendation is instead of having like one of your front desk staff members or someone in your office, uh, try to learn medical billing and coding and compliance, hire that out to a third party company. Speaker 1: (06:02) Who's trained and certified in that because they know and should know how to build properly. However, I wouldn't just trust a certified biller and coder just because they have that certification. So the second layer of protection is you always want to have someone looking over your shoulder to make sure that the biller is billing appropriately. So the way you can do that is you can hire a healthcare attorney. You can hire a compliance auditor, and there are all kinds of third party compliance organizations that will do what they call a baseline audit. And what a baseline audit is, is a team will come into your office or do it virtually they'll look at your patient files and your diagnosis codes and your therapy codes. And they'll match that up to what codes you're billing for and to look for any kind of irregularities. So this is a great, they'll give you a roadmap on what you're doing well, what they suggest you change, and maybe what some of the red flags are. Speaker 1: (06:53) Um, and this is really important because, and it's important to do early on in your practice, because if you're making mistakes, you need to correct those mistakes. If you're, if you keep making the mistakes over and over again, um, and you can't just claim, Oh, I just, uh, I was ignorant, right? So if Medicare comes in or blue cross blue shield comes and they do an audit and they find out that you've been billing and properly for years, um, not only do you have to pay all that money back, but there's also all kinds of fines and penalties and potential criminal exposure to you and your office. So this is like, um, this is a biggie here is I don't overlook and always have someone checking, uh, whether or not you're billing properly. Um, so let's, uh, Oh, and then I also want to talk about, um, when it comes to, I talk a lot about regenerative medicine and there's been a lot of chatter about, um, using certain Q codes, billing, Medicare and insurance Q codes for regenerative medicine, and I'm there. Speaker 3: (07:49) Hmm. Speaker 1: (07:49) Most of the codes that are available for regenerative medicine are for wound care. So wound care being, uh, for people who have, um, diabetic ulcers or burn victims, those kinds of patients, and it's not approved for orthopedic purposes. So like for the same reason you would use hyaluronic acid or Supartz, or Jenn Vickery, all these other products for osteoarthritis in the knee, um, you can't use those same procedure codes for regenerative medicine as of yet, uh, some management companies and groups will tell you, you can do that. So if you want to follow their advice, I would just urge you to make sure that you're vetting these codes through a healthcare attorney and get a healthcare attorney's opinion first, before you start using those codes. So here's the deal about consultants and management groups. I'm a consultant don't trust consultants when it comes to billing. Speaker 1: (08:37) All right. So just because someone said, Oh yeah, you can make a ton of money building this code, great. Vet it through a healthcare attorney to make sure that it's legal and compliant. So don't take my word for it. Don't take some other consultant or management group's word for it, always vet these codes through, uh, through a compliance organization or attorney to make sure that they're not just blowing smoke. And by the way, I know a lot of chiropractors and consults consultants, they blow a lot of smoke and they get a ton of doctors in trouble. Uh, they make their money up front and then you get screwed in the end. So just don't be a victim to that. And that's happened to me by the way before. So, uh, that's why I get pretty irritated when I, when I talk about it. Alright, so number four, um, self-referral restriction. Speaker 1: (09:20) So this is, this is key. If you're doing things like, uh, DME rehab, physical therapy in your office, you want to make sure that, uh, you're not getting in trouble with, uh, stark law and stark regulations. And this is a, this comes into play when you're receiving compensation for referrals. So if you're a chiropractor referring patients to a medical office or a medical office, or Frank patients to a chiropractic office, you need to make sure that the way you're referring patients and the way you get compensated for those patients is compliant in your state. Each state has different laws and regulations, and you also have the federal laws and regulations. So this is another area where you want to make sure, um, it's a great thing to do a baseline audit to make sure that these referral relationships don't violate any stark rules. And then we have a supervision and scope of practice. Speaker 1: (10:08) So with, with this, um, this subject where a lot of doctors get hung up on and get in trouble with is not billing properly under the provider that provided the care. So here's where this comes in play. Let's say you're doing physical therapy and you have a physical therapy assistant in your office. If the physical therapist isn't present and actually doing the work in your office in most States, you can't bill under their license. You have to bill under a PTA license. And so the, and this is another thing that you want to make sure you have an attorney or a compliance organization look at to make sure that you're, um, you're not billing improperly for what's called incident two billing. So in most cases you have to bill under the provider that actually provided the hands on service with the patient. I know a lot of chiropractors that I've gotten in trouble with billing under the provider, that wasn't actually in the office and making those mistakes. Speaker 1: (10:57) So make sure that you're paying attention to that and you know, the rules and regulations in your state. Um, so we also have a, this is, this happens a lot I know in chiropractic offices, but it's really important that you're not, um, waiving deductibles and patients copay. So it's, this is a, this is a law. So if a patient comes in and they have a $30 copay, you have to make sure that you charge the patient that $30 copay. You can't just wave it. Even if they have a financial hardship, like if they're, they just lost their job or they don't, they have a really fixed income. Um, just because you want to help the patient got a pain or help them from a clinical standpoint. And you have a big heart. That doesn't mean that you can't just avoid collecting a copay that's against the law. Speaker 1: (11:40) In most cases. Now there are some instances where you can do a financial hardship, but you have to document for that and make sure that it's truly a financial hardship. Um, so I want to talk about, so we talked a little bit about insurance based cash based services are not immune. I've heard this from quite a few chiropractors and they say, Oh, I don't have to worry about compliance. I don't bill Medicare. I don't build third party insurance. I just do cash. Well, that's great. But you also need to make sure that your fault there's, there's compliance also for cash based services, not just for HIPAA compliance, but also there's a lot of ducks get in trouble for, um, false advertising or deceptive marketing practices, or they get in trouble for the type of marketing they're doing in their state. So those are just because you run a cash practice does not mean you don't have to pay attention to compliance and state and federal federal regulations. Speaker 1: (12:32) Uh, and then lastly, so this is coming down the pike here later this year in 2020, the FDA is going to be cracking down on offices and labs that produce regenerative medicine and STEM cell products to make sure that they're following the regulations under, under section three 61 of health services, the health services act. So there are a where this applies to you is that if you're using like, um, a STEM cell based product, the lab that you get your products from has to be following FDA guidelines. If they're not, they're going to get wiped off the face of the earth. And it also could expose you to potential liability. If you're using a product has not been approved under section three 61. So this is really easy to, to verify, um, the lab that you get yourselves from can provide you with a certificate that says they have this, um, the certification of this documentation, they, that they follow those guidelines. Speaker 1: (13:27) Um, so a couple of things you can do here. So those are all the things I wanna address. Those are some of the common issues that are affecting chiropractic medical, integrated offices, or MD DC offices. So here's the deal. Uh, if you, there, there's two ways you can go about this two general ways. Number one is you can hire a healthcare attorney to do a baseline audit and healthcare attorneys will go through your office and go through your files, your private pay insurance, Medicare insurance, and they'll make sure that you're following a guidelines appropriately. And it also gives you recommendations on things to change, to tighten up your compliance. So if you need some recommendations on who you can use for that, um, email me@infoatintegrationsecrets.com. And I can provide you with some resources on that. Also, there are third party compliance organizations that do, um, uh, not just one attorney or a couple of attorneys working together, but they do a HIPAA compliance. Speaker 1: (14:18) They do OIG compliance, they do billing compliance. And so they can potentially help you in other ways that, uh, uh, that your office may need help. So again, you don't know what you don't know what you don't know. So we always hire these professionals to look at our office and look over our shoulder, to make sure that we're doing things properly. It's going to cost you some money. And that's where doctor is like, ah, I don't want to spend a thousand bucks or 5,000 bucks doing this, but if you don't do it up front and you're not having someone check your compliance, you're going to pay it down the road in fines and penalties. And I can promise you one thing, it's going to be exponentially more expensive to pay it after the fact, back to the government or back to private insurance, because you made mistakes that you weren't aware of. Speaker 1: (15:02) So, uh, to doctors who are concerned, and I talked, I speak to doctors who are concerned about, um, getting into medical integration because of the compliance issue or potential compliance issues. And here's what I'll tell you is that there are tens of thousands of medical offices every day that are billing for medical services. And there's no reason why you can't run an MDC, prep, practice, and bill for insurance based therapies or cash based therapies. But most medical offices, I know have a compliance team and they have attorneys and a third party companies that are making sure they're doing it appropriately. So if you're going to get into the medical realm, hire this out to somebody, I would hire them out. At least in the first six months, you know, preferably day one, the day you start seeing patients as a day, you should start, um, with a, with an auditor, a baseline, a baseline check on your practice, but there is a way to do it appropriately. Speaker 1: (15:55) There's a way to do it the wrong way. So if you want to be able to sleep at night and you don't have to, you don't have to worry about when your next audit is going to come up and how that's going to go. Um, do your due diligence and invest in your office, investing compliance, because not only will it save you money in the long run, but it'll help, uh, keep you away from a liability and potential exposure to things like fraud and criminal issues and all the clawbacks that I'm sure you've heard of in the integration business. So, uh, that is my 2 cents. Again, I am not a compliance officer. I'm not an attorney. I don't do that stuff. But what I'll tell you is that I think you should hire that out to a third party company, make sure you're safe. Uh, I hope you found this, uh, topic valuable. Um, and I hope this surgery clinic well, and look forward to seeing you on the next podcast episode. Great to have you on here at doc and we'll talk to you soon. Bye bye. Speaker 2: (16:46) Hey innovators. Thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hello, doctors and innovators. Welcome to the simplified integration podcast. This is episode number 25, The Top Four Ways To Know If You Are Ready To Integrate Speaker 2: (00:14) Leonardo DaVinci. Once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling well. I'm on a mission to change that. What I've come to find from over five years, working with integrative practices is that simplicity really is the secret. The old saying of less is more, is true. Through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:13) Hey doc. Welcome. It's so nice to have you back. So today I'm going to address this, uh, this episode is addressed to doctors who are considering integrating, and they're not quite sure if they're ready to do it, or if they're the right person to do it. And if you're, if you had that question, first of all, my head is off to you. Cause you're, you're thinking the right way. Integration is not for everybody. And one of the things that really things that really irritates me about the, the consulting and practice management industry is that so often groups will present integration as a turnkey solution. So integration integration is not easy by any stretch of the imagination. So if anyone is saying, Oh, we have a turnkey solution for you to integrate like run in the other direction because it's not true. The fact of the matter is integration can be complex. Speaker 1: (01:58) It's hard. It's not easy. You have to learn how to do new things. And so there's no, um, there's no easy way to integrate. And you might say, well, Hey, the name of your podcast and the name of your company, dr. Wells has simplified integration. And yes, I have simplified the process and made it easier for doctors to do, but I don't want to give anyone the false impression that integration is easy. So you heard it from the horse's mouth. Uh, there is no such thing as turnkey integration. It is a lot of work. You have to roll up your sleeves. There's a lot of new processes and procedures to learn before you can become a successful integrated office. My job is just help fast forward that process and help you from making common mistakes. So how do you know if you're ready to integrate? Speaker 1: (02:39) Now? When I was a little kid, my dad was really big into horse racing. He loved race horses. He used to own a few race horses, and we grew up not too far away from a racetrack in Chicago where I'm from. And so on the weekends as a little guy, I used to spend time with my dad at the racetrack and we'd, we'd hang out in a stables. So in the stables, they had race horses and jockeys and trainers. And this is a cool place to hang out if you're a little kid. Well, I always wanted to ride on the race horses. You know, my dad would, would never let me get on the horses. And, uh, there was one horse in the stable that I always got to ride. Uh, his name was, uh, patchy and Apache was like a hundred years old. He was like the most lame tame horse you've ever seen. Speaker 1: (03:20) And that's the horse that I got to ride, which was still cool, but still a bummer. Cause I was a little kid, like I want to ride the fastest horse possible. And you know, I didn't understand what I didn't understand as a kid was my dad wouldn't let me on there because he knew that I would get bucked off and would get killed or maimed or paralyzed or whatever. And I never thought that was fair because looking at it from a child's perspective, the guys riding the horses, the jockeys were like my size, right. They were short a I'm like, well, if they could do it, I could do it. But I didn't understand like how like strong jockeys were and how athletic they were. Um, so I just, I didn't see it as a fair thing. I never understood it when I was a kid, but I knew, you know, later on in life that like horse race horses are incredibly strong, powerful animals. Speaker 1: (04:03) And thank God my dad never let me get on him. Cause I probably wouldn't be here today. And the same thing is true with integration. As doctors look at integration as this like sexy way to grow your practice and make more money and bill insurance. And um, and one of the worst things you can do is integrate because of those things when you're not ready because of this also just as it is good. The other aspect of it is that it can kill your practice and ruin you financially faster than anything else in chiropractic. There are some huge risks. And so I wanted to talk about this because there is a time and a place for integration. And I get calls every week. Lots of calls from doctors who are considering an integration. And one of my first jobs as a consultant is to figure out if you're even right for integration. Speaker 1: (04:48) So there's a series of questions I go through with doctors and there are really four things that I look for. Um, and, and sometimes doctors get irritated with me because I'm like I say, you know, he's telling me now is not the right time to integrate. Um, and I do that. Not because I don't want to work with you is just because you're not ready. And sometimes I'll have you focus on your chiropractic business or something else before you're ready to move into an integration. So here are the four things that I look for and four things to know if you're ready to integrate. Number one is, have you had a fair amount of success already? Now success can mean different things for success. Some for some doctors that means running a thousand a week chiropractic business for some doctors that means having a stable practice of a hundred visits per week. Speaker 1: (05:29) Um, maybe, maybe it's a dollar amount. That's, uh, that is your definition of success, but you should have some really key in it. Like your business should be stable. You should be making money consistently month after month. You shouldn't have a new patient issue. Like those are all signs of a healthy practice. So if you're not there yet, um, integration will not fix that problem. So I get doctors who are like, Hey, listen, I'm struggling with chiropractic. I'm not making any money. I'm losing money. I want to integrate because I think this'll be like a, uh, um, a good solution for me. So please hear this integration is not a life raft. Like it's the, if you're not, if you're struggling in chiropractic, it will not fix your chiropractic business. Uh don't if that's you, don't integrate just double down your efforts on learning how to be in front of and running an effective chiropractic business. Speaker 1: (06:20) So that's number one. Number two. Are you a good leader? Now? This is a tricky question to ask yourself because unless you're like some doctors, I know like aren't very self aware and I know a lot of doctors who have massive egos and they're complete douchebags. And if you ask them, Hey, are you a good leader? They're the first ones to say, yeah, I'm an awesome leader. Like I have a great team. Like those are the, those are the people. Some of them are good, uh, run, good integrated offices, some are complete miserable failures. And so a couple of things to look for, like, so how do you know if you're a good leader or not? There are seven things you can look at and, and in general leaders have followers. So that could be patients like patients who will follow you. Maybe they they've been with your practice for five, 10 years. Speaker 1: (07:07) They come in for wellness adjustments or their whole family comes in to see you. Like, that's a good sign of a leader. Also. Has your team been with you for a while or do you cycle through staff every six months? So if you're like burning through staff and your patients never want to see you again, chances are, you're not a very good leader, but here are seven attributes. What I think are good attributes. And I pulled all these off of the web. So number one, do you have a positive attitude? And having a good attitude is so critical because you're going to have highs and lows in your business and your attitude trickles down to your patients. It trickles down to your team. It trickles down to everything in your, in your practice. And so if you don't have a positive attitude, it's really tough to, uh, to run a successful integrative practice. Speaker 1: (07:47) You also have to have confidence. So as an example, I'm a leader with confidence would be someone like Elon Musk. So Elon Musk has an incredible amount of confidence and some people think some people think he has way too much confidence. So look, the guy started a, a car company, which is starting a new car company is one of the riskiest things you can do in business. It's incredibly difficult. He starting a space exploration business and a rocket business and a tunnel boring company. Like all those things are incredibly difficult things to do, but he also executes on those things. So he's not just like this, aren't just pipe dreams for him. And he's actually doing these things, but has a really high level of confidence. Uh, even though he has a lot of people who hate him and don't believe in what he's doing. Speaker 1: (08:29) So positive attitude, confidence. The next thing is a sense of humor. Now, whether or not you like this guy politically or not, it's totally up to you. But, uh, Barack Obama, as a president, I would say had a really good sense of humor. So he always laced in the sense of humor, he was known for dad jokes. And again, whether you liked him as a president or not people, he had a huge following because people really appreciated the way he communicated in his use of sense of humor. He did. I think it is a great job of that as and sweet. A lot of people liked him. Um, even like bill Clinton was really good. He had a good like self deprecating humor. Um, and he used that to connect with people. So do you have a sense of humor? Number four, do you have the ability to race embrace failure when you're running any business you're going to have, you're going to fail. Speaker 1: (09:13) You're going to things aren't going to go the right way, but do you have the ability to learn from your failures number one, and then to be able to adapt your procedures and your behavior and the ways of doing business so that you can overcome those failures in the future. Are you a good listener? So are you good with listening and feedback someone who's great at this as the Dalai Lama, one of the most influential spiritual leaders in the world. And if you, if you ever follow him or like look at, or watch his interviews, he doesn't talk a whole lot. He listens a whole lot, and he's been very vocal about this. He listens because he wants to understand what people are saying and understand situations so we can react accordingly. Number six is knowing how, and when to delegate, when you're integrating, you're going to have more things going on in your office. Speaker 1: (09:57) And there's a time to do those things like roll up your sleeves and do the work. And there's also a time to delegate those tasks. And this is a really a cliche, but Steve jobs is used a lot in this example, as a, as a, a good leader on knowing when to delegate and when not to. So he was known for, um, obsessing over the smallest details and having his hands in some of those smallest, most minute details of Apple, but he was also a good delegator. I mean, the guy managed thousands of and thousands of very high achieving people, all working to, to produce the same goal. And then number seven, do you have a growth mindset and by growth mindset, I don't mean that you want to earn another million dollars a year or grow by 300 patient visits. What I mean is that, are you committed to the learning process to growing your mind, to expanding your skillset, to learning new things? Speaker 1: (10:48) If you're sort of stuck, if you're kind of like these guys, like, Hey, I'm kind of stuck in my ways and I don't see myself changing that much over the, over the future. Chances are, you're not going to do really well with integration because it requires a good deal of growth and expansion mentally in your skill skillsets. So those are the seven attributes of being a good leader. So, so far we've covered. Um, have you had success already in practice? Are you a good leader? Number three, is, are you ready for a challenge? And this goes back to that turnkey myth. Like there's, there's no like easy plug and play solution with integration. You are going to have to learn new skills there. Um, especially like for the first three to six months, you're going to be spending a lot of time focusing on your practice and making sure it's going right, uh, training your team to be able to delegate and just have a really good handle over all the processes in your office. Speaker 1: (11:35) And all of that is, is challenging. Uh, I like working with, um, doctors who, um, put themselves in challenges. Like, so if you have a history of competitive sports, that can be a really good indicator of success. Um, do you like, are you competitive, are ready to like, are you ready to take on new things? Like all those are, are things that I look for when bringing on clients, um, and helping people with the integration process, then number four, do you have money? So if your, if your bank account is, you know, you're down to your last 500 bucks in your bank account, don't integrate like save up some money. Integration costs money. I'm a big fan of starting businesses without having to use debt or without having to go to a bank. And those aren't bad things, but if you don't have the ability to invest in your business and invest in equipment and marketing and consulting advice and attorney advice, um, then it's just not, not the right time to integrate. Speaker 1: (12:32) And my advice to you is if you want to integrate and you have all these skills, but you're short on money, that's not a problem. Just grow your chiropractic business, see more new patients, um, get good at chiropractic, save up your money until you have a comfortable cushion financial cushion to be able to integrate. So in wrapping up this concept, just know that integration is a, it's a stressor, it's a stressor on your business. And that putting stress on your business will do, uh, one of two things either. Uh, when you put this pressure on your system, the system grows stronger to be able to adapt to the new pressure or your office and your staff will crumble under the pressure. One of two things will happen. And so my job as a consultant is to make sure that, that, you know, you're successful and you have the ability to grow and adapt to that stress of integration and not let it, let it kill you. Speaker 1: (13:23) So, so again, doc, I just want you to, you know, if you're listening to this and you're, you're wondering whether or not integration is right for you. Um, my whole purpose in doing this podcast, this episode of the podcast is just to give you a realistic expectation of what integration looks like. Um, one of the scary things about my job is I, I talked to lots of chiropractors on a weekly basis is a lot of the people that contact me, um, are contacting me because they need help with their integrated office. And they're six months into integration a year, two years in, and they're struggling. And they're like, you know, it wasn't as easy as I thought it was going to be. It's more expensive than I thought it was going to be. It's not as profitable as I thought it was going to be. Speaker 1: (14:03) And oftentimes it's because we're sold the dream, but we're not actually given the realistic expectation of what it looks like to achieve that dream. So integration can be the best thing for your office. It can be the worst thing for your office, but number one, it should be something that you should like, you should be able to understand what it looks like. And if you're able to, um, to implement an install, the integration programs, to get you to where you want to go with your personal and your practice goals. So doc, I hope you found this helpful. It's great to have you on here. I really appreciate you following my podcast. If you have any questions or want to reach out, you can always reach me@infoatintegrationsecrets.com. So email me at info at integration integration, secrets.com, and I'd love to help you in any way possible. Thanks so much for tuning in today and hope you have a great day. Bye bye. Hey innovators. Speaker 2: (14:52) Thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to the simplified integration podcast, episode number 24, How Not To Become a STEM Cell Timeshare Salesperson. Speaker 2: (00:08) [inaudible] Speaker 3: (00:11) Leonardo de Vinci once said that simplicity is the ultimate sophistication. And I agree you see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated. And quite frankly, it's exhausting enough is enough. There are far too many amazing integrated clinics that are struggling well. I'm on a mission to change that. What I've come to find from over five years, working with integrative practices is that simplicity really is the secret. The old saying of less is more, is true through a streamlined approach. I was able to create multiple successful seven figure integrated clinics. And now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:10) Hey doc, great to have you here. So today on this episode, we're going to talk about how not to become a timeshare salesperson. When it comes to presenting cash services like STEM cell therapy, regenerative medicine, and it's even applies to things like decompression or functional medicine or whatever cash service you, uh, you're offering in your office. And this, the reason I'm talking about this is because this is a topic that's coming up more and more now, as chiropractors have gotten into regenerative medicine, we're seeing now the longterm results of, uh, of this therapy on practices. And one of the concerns that doctors are having is they don't want to offer this and then have it end up ruining the relationship. And the reason doctors are talking about this is a lot of chiropractors have adopted what I consider timeshare sales tactics to sell more regenerative medicine. Speaker 1: (01:56) Now here's the thing about timeshares. So as STEM cell therapy, for this matter, most doctors who are using this in their office, like you, you go through, like, we have a, um, you know, live lecture that could be in like a hotel conference room or a dinner event where you're educating patients on regenerative medicine. And in the past, I've been accused by other chiropractors and patients as being a timeshare salesperson. So people will say dr. Wells, this is just one of those timeshare presentations, which is totally an insult. And I didn't really, I knew what that meant, but I'd never been through a timeshare sales process. And I was always curious about it. And the reason I was curious is I like sales processes. I like to be sold on stuff. And so I wanted to know actually what, what the timeshare sales process looked like. Speaker 1: (02:42) And one day I got that opportunity. So it was, this was years ago, my wife and I were just brand new in practice. And we were working really hard and we hadn't taken a vacation a long time. So we planned on a one Memorial day taking extended weekend and going to Charleston, South Carolina, uh, Charleston's an amazing place. And we're, so we're walking around the city, going to restaurants and, um, just having fun. And as we were walking back and forth between our hotel and, and around the city, this guy was standing on the street and he kept trying to offer us free tickets for things. And, and so one time we pass him and I said, listen, like why, why do you keep trying to offer us free tickets for stuff? And he said, well, we're actually a timeshare company. And if you sit through an hour long presentation on our timeshare, we'll give you two free tickets for a carriage ride and for a boat tour and for these other activities. Speaker 1: (03:31) And I'm like, you know what, sign me up. Like, I want to do that. And my wife is pulling out my arm. She's like, we're not going to go do that. We're on vacation right now. And I don't want to sit through a timeshare presentation. And I'm like, I know, I know, but I've never done this. I want to see what it's like. And my curiosity, this is where my curiosity came from is that it's tough to sell a timeshare. And I'm not saying anything bad about timeshares, but the reality is, is they're very expensive. They have a lot of hidden fees and like upkeep fees. And in fact, there's an entire industry of companies and lawyers. Their whole purpose is to try to legally get their clients out of longterm timeshare commitments. And the general public knows this, but every year thousands of people buy timeshares. Speaker 1: (04:14) So I was like curious about how they actually did this. So we went to the presentation and we're in a room of about 20 people. And it's set up just like, if you're going to do a regenerative medicine lecture for, for potential patients and the lady leading the presentation was very charismatic. And the first thing that she said when we're all sitting down was, um, raise your hand. If you're here to buy a timeshare and one guy raised his hand, but I think he was joking. And she said, I realized that no one is here to buy a timeshare. In fact, you're probably here because we offered you tickets for a carriage ride, right. And everyone starts laughing. And she said, my goal today is to sell you a timeshare because I think that they're worth it. In fact, about half the room here at the end of this hour will be convinced that a timeshare is the right thing for their family. Speaker 1: (04:59) And I'm like, man, that's a pretty bold claim. And so as she went through her presentation, she was really interactive. And she, she, she went around the room and asked the couples two things. She wanted to know when their last vacation was and when their next vacation was. And so she finally got to my wife and I, and she said, so mr. Wells, when was your last vacation? And I said, well, actually this is our first vacation. We haven't been on a vacation in a long, long time. We just opened a business. We've been working really hard and she looks at me and she goes, wow, that's really sad. I'm like, wow, thanks. And then she said, so when is your next plan vacation? And I said, we have no plan vacations, uh, on the books. And she looks at my wife, she looks at me and she goes, well, don't you think that your wife deserves a vacation since you guys are working so hard? Speaker 1: (05:43) And I'm like, damn like knife to the heart. Right. And the whole room started laughing, but it's funny. Like, I, I wasn't offended because I knew the sales process, but the, like that herd mentality, like actually made me feel like kind of a crappy, like, yeah, my wife does deserve vacations. And, um, so anyway, we went, we went through the process, uh, and then we went back after the presentation was over. We went back to their headquarters and we sat down in front of the closer. And so this guy's job was to ask really emotionally manipulative Mo manipulative questions. And he said, listen, I know you guys, aren't interested in buying a timeshare, but what do you think will happen if you work too hard and never go on vacations, what will happen to your relationship? I'm like, damn, like, that's a really personal question. Speaker 1: (06:27) And he kept asking these questions like, uh, like, do you enjoy vacations? Why have you taken a vacation? What, like, kind of get all my objections, right? Classic sales process at the end of his spiel, he said, here's what we're offering. It's XYZ. It's cost this much money. Are you interested? And I said, no, thank you. And, but thanks for the presentation and the offer. And he said, hold on one minute, I'll be right back. He left. And then instead of coming back, he sent back the real closer. So this other lady came up and said, listen, I know you're not interested in buying a time share, but I just have one final offer for you. And this offer is good for the next 15 minutes. And I'm like, man, this better be good. And so she said, not only are we going to provide you with XYZ, we're also going to give you this and this and this. Speaker 1: (07:11) And we're also going to reduce the price by 50%. So drop the price by half immediately. And for a split second, I'm like, man, that's actually a really good deal. And then, then my brain snapped back to reality. I'm like, no, I'm not buying a timeshare. And, uh, but it was a really, like, they ask a lot of, um, really targeted questions and their goal, um, as emotionally manipulative as it is, their goal is to remove all of your objections and get you to part with a lot of money for a longterm relationship on a, on a timeshare. And they're very good at it. And they're very manipulative. And the problem with this is that it works. And the funny thing is a lot of people in our group who had not planned on buying a timeshare, like people started, like I could see people signing, signing on the dotted line and I'm like, man, people are actually buying timeshares. Speaker 1: (07:57) I was amazed by it. So the thing is, it works. It absolutely works. But here's the problem. If you were to ask a hundred people, what do you think about timeshare salespeople? Do you think they're highly ethical and have a lot of integrity or do you think it's kind of like a, um, like a sleazy, like sleazy type used car salesman type person, and most people would say the latter, it's like a sleazy process. Now we as doctors and chiropractors, a lot of doctors implement the exact same strategies in their STEM cell program because it works. But the problem is the more you use these types of sales tactics, the worse it affects your relationship. And it will absolutely work for the first few months and years. But eventually if you keep doing using those kinds of sales tactics, it affects how your community and how your town perceives your clinic. Speaker 1: (08:45) Now the, uh, and so what, uh, the types of, of strategies that we use sometimes as chiropractors and I've used them before, um, are the same emotionally manipulative sales tactics that people use in timeshare. So for example, a patient comes into your office and you're doing a consultation. What a lot of docs are trained to do is to paint the patient into a corner where the only option and the best option for them is STEM cell therapy. When that may not be the truth. And so these are questions that I hear doctors asking in consultations is look, um, I've seen, uh, you've had mrs. Jones. You've had knee pain now for 15 years. That sounds awful. Tell me about that. And the patient talks about how bad their knee pain is, and then they look to the husband. Uh, how does, how do you think that knee pain affects your husband? Speaker 1: (09:33) Well, he has to do more work around the house. And, uh, do you think it affects your relationship? Yeah. Yeah, it definitely does affect my relationships. So what happens if you don't get this fixed? What will happen in the next five years or 10 years? Well, I'll probably be worse off or, uh, you know, it's going to be really bad. So chiropractors try to get patients to paint this doom and gloom picture, right? Like they don't get their knee fixed or if they don't get their back face, it's going to be awful on their relationship. It's going to be awful for their health. It's going to affect their quality of life and all those things are true. Right? All those things are true and they're relevant questions. But the problem is, is that patients who are aware of that sales process will instantly be triggered and like, ah, this is a timeshare, a sales process. Speaker 1: (10:14) It's going to offend them. It's going to piss them off and it's going to affect your, your, uh, your reputation. And then finally, so you, you paint the doom and gloom picture then finally. All right. So it sounds like you want to get this fixed. Is that correct? Mrs. Jones? Yeah. I definitely want to get it fixed. That's why I'm here. Okay. So let's talk, let's talk about regenerative medicine. And then you paint this glorious picture of regenerative medicine and how it's going to solve all your problems and it'll fix your knee and it will do the dishes for you and all these things. And while regenerative medicine is fantastic, oftentimes doctors will overstate the benefits of the therapy to get patients to realize how valuable it is. So there's this value proposition because you're charging four or five, six, 10, $15,000 for a series of injection or injections. Speaker 1: (10:59) You're trying to get the patient to realize that this is a very valuable thing, and it's going to have a tremendous impact on your life. And it does. But so often we crossed the line and here's some things here's some ways that doctor has crossed the line is that we say, uh, you know, this, this product has millions of live STEM cells. Well, if you are doing regenerative medicine, chances are, you're doing amniotic tissue or Wharton, Shelly, or PRP or exit poems. None of those things have live STEM cells, doctors and labs will claim that and reps will claim that, but it's not true. So we're putting this type of therapy in the wrong class, and that's not, it's not a live STEM cell product. Um, sometimes we tell doctors or patients will, if you have this injection, you will be able to cancel your surgery or your knee replacement, or you'll never, you'll have to have one injection and that'll fix you for the rest of your life. Speaker 1: (11:49) Uh, we've had patients that had one injection and they were good for years and never saw that person ever again. They did really well, or we saw them on re-examine and they, you know, they were doing great. Um, we've also had patients that didn't get any results. They got really bad results. And that stinks when it happens. Cause the patient's disappointed. They've spent money on it. We're disappointed because the patient we want the patient to do well. But when we're saying that, like, you know, almost like almost like guaranteeing results, patients are aware that that's like, that's a sales tactic and it comes off the wrong way. Um, so that's one way you can ruin your reputation, then painting the patient into a corner and saying, this is your only option. You've tried cortisone. You've tried. Anti-inflammatories you've had arthroscopic surgery. The only thing left for you to do the last option is regenerative medicine. Speaker 1: (12:34) Uh, when that's not always the reality, you could always do physical therapy, chiropractic laser therapy, knee decompression. Uh, you could do PRP instead of amnio. So there's all kinds of different options. But when you're attempting to paint a patient into a corner, if that patient, like, if you're trying to say, listen, your only option to have a good quality of life and to make your wife happiest, to do a timeshare, like this is gonna piss me off, right? It's a, it's not a good sales tactic. The same thing is true with regenerative medicine. If you tell me, listen, the only thing that's going to work for your knee, the only option left is regenerative medicine. I will walk out the door because you're not being honest with me when there are other options. So understand like your patients aren't stupid. They, they will recognize that this is a sales process, many of them. Speaker 1: (13:19) And if they do, it's going to affect not only your sales, your cash sales and your regenerative medicine sales, but again, affects your reputation. Uh, here's another one, uh, uh, this promotion is only good for today. So if you sign up today, this is the, this is the price. If you come back tomorrow, the price is something different. Uh, well, that's a really good sales tactic. Um, the reality is some patients don't want to make a decision that day. And the reality is, if you let the patient walk out the door, they're probably never going to come back. And that's something that you had to contend with, but there's a way to present that that's honest and ethical and there's a way to present it. That puts a lot of it can be very heavy handed with your patients with that kind of strategy and will, it will come back to bite you. Speaker 1: (14:03) And then finally, uh, oftentimes doctors will start like discounting the cost of their care plan. We had a patient one time, she came to us and said, Hey, I went to that office down the road and I didn't want to do regenerative medicine there. And I said, well, why not? And she said, well, I went through the lecture and I went through their office and they presented me with a care plan. And it was like 5,000 bucks. And she said, I thought that was a little bit expensive. And so then what happened was the doctor, the doctor who is offering this to her said, uh, yeah, I understand that's expensive, but this is the price. And she said, well, I don't, I don't think I could afford that. So he said, hold on one minute, he left the office, came back a minute later and said, I talked to our clinic director. Speaker 1: (14:43) And instead of being $5,000, we're going to do it for 50% less today. It's only going to be 2,500 bucks, but you have to make a decision today. And she's like, that was like she said, that was a really strange thing to just discount it by 50% and like the first three minutes. And she goes, it really came off as a salesy type process to me. And I lost all like, lost all trust for that doctor. And so that's why I'm here. And she said, I want to do regenerative medicine. It's going to be a stretch for me financially. So we had to help her figure out that financial part, but we charged our full rate and we were way more expensive than this other doctor, but she was willing to pay that because we were very honest in our sales practices with, uh, with the patient. Speaker 1: (15:24) So, um, so I hope this makes sense. So there, there are, uh, I'm not saying that you should not use sales tactics. You absolutely need a sales tactic, but your sales tactic needs to be, in my opinion, more on the more distant from the timeshare, heavy handed, emotionally manipulative sales tactics that are used in other industries like the timeshare industry. So the thing here is that you can use regenerative medicine as a fantastic tool. It's great for patients without harming your reputation, um, without losing referrals from other patients, um, without running the risk of going into compliance issues by overstating the benefits of regenerative medicine. Um, so you can do this in a very ethical way that makes money for your practice helps your patients is a fantastic tool, but I would steer you away from using these, these kinds of emotionally manipulative tactics, because it'll, it'll work for you for a period of time, but eventually over weeks, over months to years, patients will realize that, and they're not going to want to come to your office because they'll see you as the timeshare office of your community. So I hope you found this beneficial doc. I hope you resonate with this approach. If you have any questions about this or have any concerns or want to, or want to tell me something about your sales process, uh, shoot me an email info@integrationsecrets.com that's info@integrationsecrets.com. Thanks for tuning in today. I hope you enjoyed this podcast episode and we'll see you next time. Have a great day. Bye bye. Speaker 3: (16:54) Hey innovators. Thanks for listening to the simplified integration podcast fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email@infoatintegrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to the simplified integration podcast. This is episode number 23 being authentic. Speaker 2: (00:08) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:06) Welcome back. This is episode number 23 being authentic. It's great to have you back here, doc. So if you listen to my podcast, I may sound a little bit different today. That's because I'm not in my normal podcast studio. I'm recording this during the, the Corona virus epidemic. And we're actually here at our Lake house in Lake lure in North Carolina. This is one of my favorite places in the entire world. Uh, we have a little pontoon boat, um, that we come out and cruise around the Lake on and relax. And I thought this would be an awesome place to have my podcast studio this week. So I usually record my podcast in like in blocks, so I'll record like four or five at a time. And so I'm out here today recording. I'm recording my podcasts and it's just a, I'm not here to avoid the virus. I'm just here because this is a really, um, cool place to relax and, uh, and get through this really, um, crazy and obnoxious time right now in history. Speaker 1: (01:58) And, uh, yeah, so I wanted to, I wanted to share this, uh, this spot with you guys. So if you're listening to this on audio, you're obviously not going to see what I'm seeing. But please check out my YouTube video. I have all my podcasts on YouTube. I'd love for you to check out, um, to, to subscribe to that. Uh, number one, you'll get updates as soon as we release new podcast episodes. But also you can see this amazing place. If you guys are ever in the Northwestern North Carolina area, please look me up. If you want to come visit, I'd be happy to give you a tour of, uh, my hometown, uh, where I live, not my hometown, but where I live. I'm, uh, this is one of my favorite places in the world. I'd be happy to show you around anytime. So I want to talk to you today about the, um, the topic of being authentic. Speaker 1: (02:41) And when I, when I was first in practice, I was an idiot and I didn't really know how to communicate chiropractic that well. And so what I would do is like I would, when I w I was like desperate for patients, so we ran a mostly cash based practice. And so we ate what we in practice and we were, my wife and I started off from scratch. We had as zero patient base. We just opened this office. I'm borrowed money from my family to get this practice going. And so I really wanted to get it going as quickly as possible. And I did all right. We were successful. But in the beginning my desperation came off. It was pretty obvious, I think to patients because, um, as I think sometimes people tend to do if you want something you can sometimes, and I did this, I, I overstated the, the expected results. Speaker 1: (03:30) So when patients would ask me, like, they would come in with scoliosis or a back problem, I would be so emphatic like, yeah, I can help you and I can fix your scoliosis and I can definitely help you with your back pain. I'm going to fix you back up to a hundred percent, no problem. And, uh, what I learned and I realized was that my skills weren't actually that good. I was a decent adjuster and chiropractor, but I wasn't always getting my patients 100% better despite the fact that I was telling them that. And I, you know, I wasn't like, and I wasn't converting as many patients as I thought I would do to my, in my inflated confidence. And what I found as I got more mature and more self aware as I got through practice is that the more brutally honest I was with patients, the higher my conversions were and the better I did as a chiropractor for a lot of reasons. Speaker 1: (04:19) So I didn't have that. Like once I finally gotten, uh, established in practice and didn't have to worry about paying rent and paying overhead and all that stuff, and I sort of chilled out a little bit and became more relaxed on it, that my desperation didn't come off, it wasn't as obvious. And I really, uh, I started to, to, um, to practice being my authentic self, whatever that means. I was more truthful in my communication with patients. I was more truthful in what I expected in terms of outcomes. And I think patients really keyed in on that. And as I went through practice as my, my, my, uh, authenticity grew up, my confidence grew. I was able to convert patients a lot easier with a lot less skepticism, a lot less patients quitting care. Because here's the deal. It's like patients didn't expect me to perform miracles. Speaker 1: (05:06) They expected me to help them, but they didn't always expect me to get them a hundred percent better. My scoliosis, patients didn't expect me to completely straighten out their spine to the point where they didn't have scoliosis anymore. Um, and so, uh, so what I'm saying is that like, let me apply this to regenerative medicine because what I'm seeing right now in regenerative medicine is this is doctor is doing the same thing that I did early on in practice. And what I mean by that is when a patient comes in, they're saying, Oh, you've got phase three degeneration in your back. If you have this STEM cell injection, this is going to fix your back completely. You won't have to have surgery. And you'll feel good for another, for the rest of your life. This will outlive you. Or do you have a bad knee? You take an X Ray and they have very little joint space left in their knee and you tell the patient, yep, this is going to regrow the cartilage in your knee. Speaker 1: (05:55) You'll be able to avoid surgery and you'll be able to go back to your normal daily activities just like you'd never had any knee problems to begin with. So that's what I mean by like overstating claims and not being authentic. Now some doctors do that because they just, they don't know what to expect with regenerative medicine. And so they're expecting those, those kinds of outcomes. But that's not realistic. And, um, and I, I tended to do that initially when I first started regenerative medicine as well because I was modeling this off of somebody else who did that and it just wasn't true. And, um, I, I've shared this story with you before on a podcast, but I'll share it again cause I think it's so relevant. Um, we had a patient come in and she was very overweight. She was in a motorized scooter and she had horrible, horrible bone on bone degeneration in both knees. Speaker 1: (06:41) It was so bad that she couldn't, she couldn't stand up to do dishes. She couldn't do any chores around the house. She felt miserable 24, seven even when she slept and she was putting a lot of, she was upset because she was putting a lot of this stress on her husband who was also elderly. And she felt really bad about that and she was in a really bad spot and her knees were awful. And I remember taking next raise of her knees and I said, listen, uh, I don't think regenerative medicine is going to help you. I think you really need to have knee surgery and have your knees replaced. And she's like, well, that's what my doctor told me. But the problem is I can't have knee surgery. Um, the doctor is because of the medications I'm on. I'm a huge health risk and I can't have surgery, so I have no options. Speaker 1: (07:25) And I said, well, listen, this is not like, this is not an ideal option for you. Um, I don't think it's going to work. And she said, well, if I had the injections, how much would it help? And I said, at a, at a maximum, I think it'll help you 5%. And she started crying and she said, well, she goes, you know, I, I think I want to, I want to do this. And I said, well, why are you crying? And he said, well, I can't afford it. She's a sub. And it was for both to have both of her knees done. It was like 7,200 bucks. And I said, well, I understand that's a lot of money. And that's, that's why I'm saying I don't think you should do this, cause you're not gonna get most, you get 5% benefit, but it's gonna cost you 7,200 bucks. Speaker 1: (08:07) And she goes, well, I still want to do it. She said, it will be a financial stress, but if, if it'll give me a fraction, if it make you feel just a little bit better, I'm in. And so very cautiously, like I talked, they'll say for half an hour like trying to talk her out of it and she wasn't having it. And so I'm like, I'm trying to push her away from it. And she's like, no, no, no, I want it. And um, and so we ended up doing it and you were very transparent with her and like, look, we are not expecting great results. So she came in like three months later for her for her reevaluation and she came in and I'm like, ah, like, like she's gonna yell at me cause he didn't get any results. And when she came in the room, I came in the room and she, she teared up and I said, well, how are you doing? Speaker 1: (08:45) And she started crying and I'm like, Oh no, this is going to be a really uncomfortable conversation. And she said, you know what? She goes, I'm so happy I did this. And I said, well, tell me about it. You know, you're obviously still in your motorized wheelchair, like what's happened? And she goes, she goes, you said at Mozu I would get 5% better. I'd say I'm 10% better, but that 10% is absolutely saved my life. She said, I don't feel like I want to go to sleep and die anymore. I can, I can do some chores around the house. I'm not in constant excruciating pain so I'm still in pain but it's not unbearable. And she goes, if I hadn't done this injection in my knees, I don't know where I'd be right now. And she goes, thank you. Thank you, thank you for allowing me to do this. And you know, I think, um, and that was, you know, that is by far my most memorable regenerative medicine story. Not because we had like this fantastic clinical outcome because reality, it wasn't like it didn't help her that much, but for her that much was the world. It meant everything to her. And I remember like, like tearing up in the room with her cause it made such a difference in her life and I was really happy for her. I'm going to pause this for a minute cause there's a boat, a boat going by. Speaker 1: (09:56) I hope you can, I don't know if you can hear this over the, over the boat engine, but, um, my point in saying this is, is that you don't have to overstate the benefits of a therapy to get a patient to commit to care. That was a mistake I made for years. But the minute I started being truthful, authentic, and brutally honest, is the moment when my stats went up. My office grew, we were, you know, profitable. And so you don't have to, like, you don't have to be like this snake oil salesman to sell regenerative medicine. And I, I, I know a lot of doctors do it that way because they were taught that way or they think you have to do it that way. And I'm here to tell you, you can run a successful chiropractic business, regenerative medicine, business, weight loss, business, functional medicine business just by being brutally honest. Speaker 1: (10:42) Patients want that. They expect it. You know, as a healthcare provider, you should be doing that. We have an ethical responsibility to be honest to our patients, uh, without having to, you know, be connected to the outcome, the financial outcome of it. So I just want to share that story with you, um, simply because like I wasn't always truthful and honest, um, in the way I practice because I thought I had to be that way. I thought I had to oversell and under deliver even though it, uh, intuitively, intellectually I knew that that was not right. But out of, you know, out of a sense of desperation for being in practice, being new in practice, I thought that that would help me somehow. And I just realized over time that that was not helpful. It was actually quite hurtful, uh, hurtful to not only my patients but me. Speaker 1: (11:25) And so that this is me being very vulnerable. And I, I, you know, I hope by sharing this story that you can learn from it as well. So if you're thinking about tackling integration or STEM cell therapy, regenerative medicine, I just would urge you to be honest with your patients and that will, um, that will, uh, pay dividends in a lot of different ways that you may not expect. And so I hope you can take this with 'em. Um, just knowing that I've learned from learn from a lot hardship and trial and error. And so I hope, uh, I hope that you know that you can run a regenerative medicine clinic that is not in, um, in contrast to your ethics, your morals in the way that you should practice. So, um, I hope you found this, this lesson, my story valuable to you. Um, if you have any questions about integration or how a regenerative medicine works, shoot me an email@infoatintegrationsecrets.com. Make sure to subscribe to this podcast. That way you'll get an email notification every time a new podcast episode comes out. But thanks for listening. Thanks for joining me right now during this coronavirus epidemic. Hope you check out my YouTube channel so you can see this awesome place I get to do my podcast record, my podcast on. So a doc. Hope you're having a great day. God bless. Talk to you soon. Bye bye. Speaker 2: (12:40) Hey, innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to episode number 22 of the simplified integration podcast, the turnkey myth, Speaker 2: (00:09) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics, and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:06) Hey, what's going on, doc? This is Dr. Andrew Wells. Welcome to the simplified integration podcast. So today we're going to talk about this myth of the turnkey solution to integration. And I want to break this down for you because, uh, because I think there, when, when consulting groups and management groups are saying that there is a turnkey solution integration, I think that that is very misleading. So I want to break down what I think they mean by by that and also what you need to be aware of. So this podcast is geared to doctors who are considering integration, but they haven't quite done it yet. If you've already integrated and you were told this was going to be a turnkey solution, you know exactly what I'm talking about. Um, so if you want to listen to this episode, uh, if it doesn't piss you off too much, you please by all means listen. Speaker 1: (01:53) Um, but I think you'll be able to relate to what I'm talking about now. Um, integrating your office is one thing. Being successful and integration is a completely different thing. And what I think a lot of docs, a lot of companies do, and they say, we provide you a turnkey solution with integration. What they're really saying is we will get your office integrated. That's it, and I'm here to tell you that's actually a really easy thing to do. It doesn't take a lot of uh, knowledge to hire a healthcare attorney, set up a new LLC, get a, get a medical entity, started, find a medical doctor and a nurse practitioner who want to work with you in your office. Like if you can do that, then you can create an integrated office that's not very hard to do. It doesn't take a lot of money to do that. Speaker 1: (02:38) It doesn't take a lot of time to do that. In fact, I teach docs how to do that in less than 90 days for less than 10,000 bucks. Like that's the simple part. Now, sometimes I think groups pray on chiropractors who think that that part is difficult to do and I'm here to tell you that part's the easy part. Finding your MD, getting your business set up, all that stuff, like hire someone to do all that stuff. It's not very expensive. Again, it doesn't take very long to do. And while, ah, you're integrated, the question then becomes, okay, now what do I do with that? And so here's the problem that a lot of docs run into is they integrate. And these consulting groups say, okay, now you can do trigger point injections in DME and regenerative medicine and all these other different therapies, rehab, uh, use this equipment. Speaker 1: (03:22) And so doctors are left to try to juggle 15 to 20 different therapies and how to run a medical office with new protocols and new paperwork and new, um, new compliance rules. It's a lot, a lot to go over. Then you have to figure out the marketing, how to do case management, who does case management, how to fill out the notes. So you have this, all of a sudden you've integrated and then you have this insanely complex business model to try to run while carrying this massively high overhead, which is why so many doctors who integrate go out of business the first year because they got this turnkey solution. Um, and yes, they, they were integrated but they had no idea how to run it. And, and that like, that really bothers me because I'm lumped into that group of consultants and management groups that, that teach integration. Speaker 1: (04:10) Um, but there are a lot of people I really offer very, very little value for what they're charging. And so I, I find issue with that, you know, the, the hard work starts, once you integrate, that's when the hard work starts. And here's the, here's how the game has played in so many different consulting groups do this, is they get a doc integrated, they start seeing medical patients and then they realize they have no clue what they're doing. They don't know how to maximize insurance reimbursement. They don't know what services offer. They don't know when to offer them. So they call up their management company and say, Hey, I'm lost. Like I'm having trouble figuring it out. And what does a management company do? Oh, you need help with case management. Come to our case management workshop. That's $5,000 or a, yeah, I'm not really sure how to sell high ticket, uh, regenerative medicine. Speaker 1: (04:55) I don't know how to charge for that. I don't know how to sell it. Oh, you need help with, um, uh, selling high ticket, uh, care plans come to my $7,000 workshop that we're having next month and we'll teach how to do that. So all of a sudden, like when docs start struggling, these consulting groups, their answer is, well, give me some more money and I'll show you how to do that. And so that whole concept of turning a turnkey solution was total BS. And that's why doctors get so fed up with, with integrations because they didn't realize like it wasn't turnkey to begin with. It was actually really difficult. And then they get milked for all this extra money on the backend because they just don't know how to make the office run. And I can tell you from experience, like they're super complicated. If you're not an expert in marketing and expert in sales and expert in business administration and management, you're going to struggle and you're going to suffer. Speaker 1: (05:43) And I've known some really intelligent doctors, very smart, successful doctors who have struggled going out of business when bankrupt lost a bunch of money because again, that turnkey solution really didn't work. And it turned out not to be turnkey in the end. And so, um, and by the way, like if you, uh, if you've ever had the unique opportunity to go to like a consulting group seminar, like a lot of the big box consulting groups will have like mastermind groups or seminars that you can attend. Here's what happens. You go to the event, they sit you down and it's a parade of vendors, one after another vendor after vendor, after vendor, after vendor trying to sell you on their service, their program, their therapy, their case management solution, their front desk solution. So you buy all these different programs and then six months later, the same group has the exact same seminar with a whole new parade of vendors. Speaker 1: (06:34) It's this vendor, that vendor, that vendor. And the question is, well, which of these things do I do and where do the vendors go that were here last six months ago? So it's like revolving door of, of uh, of selling that happens once you integrate. And that's like the dirty little secret of integration that the companies don't like you to tell. I don't want to tell you up front and to hope that you don't figure out upfront because if you did, you would never integrate in the first place cause it would be an a, it's an insane decision to do it the way most consulting groups teach it. And so that's like, and this is like, this is why doctors now are, are like really cautious of integrating and they're skeptical because you've probably heard the stories. You've, you've seen doctors try it and struggle with it. Speaker 1: (07:17) And so I think doctors are a lot smarter now. And so if you, if you've listened to any of the stuff I talk about, you know, I don't talk about turnkey solutions because if you integrate or if you do, if you do one of my programs, like it's going to be work. It's hard work. There's learning involved. There is, there are skills that you need to learn. And I think my job as a, as a consultant is to teach you those skills. Um, and, and so it's not, again, a not a turnkey solution. There's work involved, like, like starting any new venture or any new type of therapy or anything in your life. It's going to take some hard work. It's going to take, there's a learning curve to it, but there is a way to do it. And so on the flip side of that, there are integrated offices that are very successful, that run very smoothly, that don't take up a lot of the doctor's time, um, that are profitable. Speaker 1: (08:02) They're helping lots of patients, but there's a path to that. There's a way to do that. And I'm here to tell you that there is no such thing as a plug and play system that you can put in your office and it magically runs all by itself. And if you're thinking about integration, you want to, you want to be asking these questions like, what do you, what do you provide me for my money in terms of, um, case management, help front desk, help scripting. Like, are these programs included in your program or I'm going to have to learn them on my own or pay extra money for them. Those are all the questions that you need to ask if you're considering integration. So my whole course is called simplified integration for one reason is that we've removed a lot of that BS that comes with traditional integration. Speaker 1: (08:44) We've truly removed a lot of it. And my job is to help you Wade through the, the difficulty of, of integration once you've, once you've integrated again, the beginning is the easy part. The hard part comes once you actually start seeing patients and doing marketing and are trying to grow your practice, that's where the work actually starts. Um, so if you're interested in integration, if you're interested in resources on what it actually looks like, um, please hit me up on my email. It's info@integrationsecrets.com. Uh, go back and listen to previous podcast episodes. I've got some awesome, uh, skills and wisdom I've learned over the years of running integrated offices, successful integrated offices. And I would love to share that with you for the very, at the very least, to give you a realistic expectation of what integration actually looks like. So doc, thanks for listening. I hope this helps you. If you're considering integration, hope that gives you maybe a clearer picture of what to expect. You know, again, it's not like a like a get rich quick overnight type of type of scenario and I hope you understand that and that's why I did this episode. So I hope you found this content valuable. Hope you can use it to help grow your practice and do things the smarter and simpler way. So doc, thanks for being out here. I look forward to seeing you on the next episode. God bless. Take care. Bye bye. Speaker 2: (09:59) Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to the simplified integration podcast. This is episode number 21 how regenerative medicine fixed my Knee. Speaker 2: (00:09) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:07) Hey, what's going on, doc? Welcome back. It's great to have you here on the simplified integration podcast. My name is Dr. Andrew Wells. If I sound a little bit different on this podcast, it's because I'm not in my normal podcast studio. I'm actually on a pontoon boat in the middle of Lake lure in North Carolina. And uh, I'm here, uh, because, um, it's actually the mid, I'm recording this in the middle of the Corona virus epidemic. Uh, my wife and I both work from home, so we decided to come out to the Lake and spend our time here, um, because it's a much nicer place to spend, a lot of time being quarantined, uh, rather than being at home. And we're very fortunate, fortunate enough to be able to work from home and, and be in this amazing spot, uh, during this really crazy time in, uh, in history here. Speaker 1: (01:50) So, um, so if I sound a little different, that's why if you've never listened or watched this podcast on YouTube, check out my YouTube channel. You can actually see where I'm sitting right now. It's a really cool view. I'd love to share this special place that, uh, I get to call a vacation home with you guys to show you where I go, to have fun and go to relax. And this is a really, really fun place to record a podcast. I'm just really lucky and blessed to be out here. I hope you can hear me okay. There is a pontoon boat, another pontoon boat actually cruise and buy right now. So you may hear some boat traffic in the background. There's not a whole lot of boats out here today, but anyway, I want to share with you the story of how regenerative medicine fixed my knee. Speaker 1: (02:28) So I've been a a long-distance runner for a long time. I started when I was 10 years old. Um, I just turned 40 years old, so I've been running long distance for about 30 years. So that's 30 years of hard impact on my joints. So about four, maybe it's five years ago now. Um, I was working out in our office and we used to do these Wednesday night workouts where we'd have patients come into the office every Wednesday night and we'd work out together. I'm going to pause here for just a minute cause there is a, a ski boat going by right now. It might be hard to hear me. I dunno how much that, uh, that vote traffic noise is coming through the microphone, but I'll, I'll wait. Speaker 1: (03:10) All right, cool. Anyway, it is a gorgeous day. It's sunny. It's about, it's the end of March and it's about 80 degrees here on the Lake, so it's a really fun, a nice time to be here. But anyway, uh, I was working out in the office, I was jumping up and down and doing burpees. I landed on the ground. I felt a pop in my left knee, didn't really hurt so much, but my concern was, Oh shoot, I just tore my meniscus. And so I didn't think much of it. I was hoping it would, the pain would go away and it would heal. I had like a dull pain in my left knee. Um, after the act, after that injury, I couldn't quite flex my knee all the way and um, but it wasn't really painful. I can still work out, I could still run, but it was just a nagging pain that was there and it never resolved itself. Speaker 1: (03:51) So this was around the same time we started. Uh, we introduced regenerative medicine into our clinic and I'd always wanted to do it and I never got around to actually doing it. So, um, you know, we had helped a lot of patients with their joint pain. And then one day, uh, I got a call from, from our doctor and he was getting ready to inject the STEM cells into our, into one of our patient's joints. And so he had all, he had the, the, uh, amniotic tissue thought out it was Ray to inject and he was looking back at the patient's information and he said, uh, on his information he had listed that he, he took us a turmeric supplement and the doc said, well, how much turmeric are you taking? And he goes, Oh, I take a lot. And it was actually like a therapeutic dose of turmeric. Speaker 1: (04:37) So he's taking these really, really high levels of turmeric, which you probably know is an anti-inflammatory. And when you're doing regenerative medicine, you want to be off of your anti-inflammatory medications because you need inflammation to help your body heal. And so right before the doc was going to do the injection, he's like, Nope, we can't do it. You need to be off your turmeric before we do this injection so that you get the best results. So here's the patient sitting here, totally bummed out because he couldn't have his injection. And we have this like this vial of cells ready to be injected. And the doc's like, well, we can do two things. We can either throw these out or we can use them on ourselves. And so, so I raised my hand, I said, yep, put those cells in me, doc. And so he did the injection in my left knee. Speaker 1: (05:18) I didn't feel a whole lot of change in the beginning. Um, it did feel like there was a little bit less inflammation, but, um, a couple days went by and no real change. A couple of weeks went by and maybe it felt a little bit better. And then about four weeks in, I remember like, I wasn't really paying attention, but I remember working on, I'm like, man, I don't feel any stiffness in my knee. I could completely bend my knees full range of motion, no tightness, no pain, no inflammation. It was completely fixed. And, um, I never had any knee pain after that. So I went back to running. I went back to, uh, working out. Uh, everything was fine. So one of the, one of the questions I get from patients is how long does this injection lasts? Will it permanently fix my, uh, what should I expect? Speaker 1: (05:59) And of course, as a doctor, like we never want to be, uh, you know, you never really, in my opinion, you want to give, um, like pin yourself down to a time and a date. Like, you don't want to say, Oh yeah, this is going to fix your knee forever. You're never going to have knee pain ever again. When the reality is is that may or may not be true. And there's a lot of factors that affected your weight, affects it, your activity levels affected your nutrition, how much sleep you get affects your results just like any other, um, uh, any other, uh, health care therapy. And so for four years I felt great. And um, and so I w uh, I started running again and actually got back into doing ultra marathons and, uh, it was about a year ago. Um, I did this race as a 51 mile race on the beach and I was a grueling race. Speaker 1: (06:46) It was really tough. I really hadn't trained a lot for it. I wasn't really prepared for it. And I ran the race and like a three court, like mile 30 or 35, my knees start, I started to feel a lot of pain in my left knee. And I'm like, Oh, that's just like, this is not good. I hope this goes away. Maybe it's just race day related, it's just I'm running, you know, running 50 miles. So after the race I was totally wrecked. My body was destroyed. This is the first time I ever felt old if my life and uh, you know, my whole body was sore and stiff, including my both of my knees. I remember hoping and praying that, you know, once I recovered from the race that the knee pain would get better. Uh, and it didn't, it actually my left knee went back to feeling like it did before I had the injection. Speaker 1: (07:28) And so knowing that my, a torn meniscus had probably, it was just probably acting up again. Um, I had another regenerative medicine injection and now my knee pain again is completely gone. And so for me, it lasted four years. And the thing that set it off again was a 51 mile race. Now most of your patients are not going to be doing ultra marathons like that, but some of your patients may be overweight, they may be inactive, they may be putting stress on their joints that that will aggravate their issue. But for me, I got four years of great activity in my knee without having to do steroid injections, without having to do antiinflammatory drugs, without having to do arthroscopic surgery. So all of the procedures and therapies that your patients are used to are probably gotten already. And so, um, for me, I, you know, you know the injection if you're, if you're paying cash for this type of injection, sometimes it's hard for a patient to say, you know, 4,000 bucks seems like a lot for one joint injection. Speaker 1: (08:23) However, for me it gave me, you know, a huge boost in the quality of my life. I didn't have to worry about my knee. It felt great. It was functioning fine and I did for four years. So whatever it did, whether it regrew cartilage repaired, cartilage, reduced inflammation, it worked and it worked really well. And so you can't really put a price tag on that time that you know, your, your body's working, uh, working properly. And I know as if you're a chiropractor listening to this, I know you know the value of health because we teach that and we preach that everyday in our practices. So you can't put a dollar amount on it. But, um, I can tell you from experience, from someone who not only teaches this, but also as a patient, I had amazing results with regenerative medicine. It's going to be a part of my lifestyle choices till the time I die. Speaker 1: (09:11) Uh, some of you know, I was also in a really bad car accident, so I have, uh, had three fractures in my neck and unfortunately had to have, uh, two levels of my neck fused, um, for instability issues. And so as of now, I'm 40 years old, my neck, you know, to roughly two years after the surgery. My neck is fine. I don't have any pain, I have no stiffness, a little bit of loss of range of motion, obviously. But right now my neck is doing really well and I want it to stay that way. So as part of my plan, as I get older, I will absolutely be doing regenerative medicine. To make sure that my next days, like it does, it gets better and doesn't get worse over time. Cause I really, I don't want to be like all the hundreds of patients I've seen with neck fusions that are in pain have numbness and tingling and neuropathy down their arms and hands. Speaker 1: (09:56) So, um, so anyway, I guys, I want to share that story with you. Um, as a, as a practitioner, as a patient, as a STEM cell advocate and regenerative medicine advocate, uh, it absolutely works. It's life changing stuff. And uh, so if you're listening to this and you have a joint issue, you should really look into it for yourself and to, and for offering this to your patients because, uh, it works. It's a fantastic therapy and I hope that you and your patients can benefit from it. So hope you're having a great day. Uh, I hope this by the time you're listening to this, the Corona virus epidemic and scare has, uh, has passed and we're back to life as normal. But if you're, if we're still in the middle of it, keep your head up doc. Uh, keep moving forward. And God bless. Talk to you soon. Bye. Bye. Speaker 2: (10:39) Hey, innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey, Welcome back doc. This is episode number 20 don't be one of the last Mohicans, Speaker 2: (00:08) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrated practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:05) Well, what's going on doc. It's great to have you back. So if you're listening to this, and I sound a little different than some of my other podcasts because I'm not in my normal podcast studio, I'm recording this during the Corona virus epidemic and I'm away from my podcast studio, but I'm actually, um, I'm sitting in the middle of a place called Lake lure in North Carolina. I'm in my pontoon boat. Uh, there's no one around me. There's a couple of fishing boats, a cruise and by once in a while, so you may hear some, boat engines in the background, but, um, I came here to try to make the best of a really weird situation that we're in right now and I thought this would be a really cool place to record some podcasts. Now, I had a different podcast topic in mind for this next episode, but, um, my location actually got me thinking about a really cool topic now, right behind me. Speaker 1: (01:51) Um, is if you get, if you're not watching this on YouTube, which you can, um, please go to YouTube and watch this episode cause the, the visual is amazingly stunning, but right behind me these mountains are where the final scenes of the movie last of the Mohicans was filmed. Um, a huge last Mohicans fan. Uh, I love that movie. I love one of my favorite movie scenes of all time is the final scene which happened to right up there and those mountains. And this movie was filmed during an early interesting time in the U S so a lot of, um, a lot of Wars happening and the British were fighting the French and American colonialism was at its peak. And the victim in those Wars in that expansion were the native Americans. People that have been here for centuries, they were killed in mass, lost all of their lands. Speaker 1: (02:37) And it's actually a really tragic story. And the movie centers around, uh, these two characters, a father and son who are the last of this tribe of Mohican Indians. And, um, so really if you have never seen that movie, go watch it. It's amazingly powerful. But that got me thinking about, um, you know, are there like, so that that tribe was completely obliterated and wiped off the map. And the same thing is happening right now in the STEM cell therapy world. Now, the way it's been taught, as you probably know, and the way it's been operated for the last a decade or so, is doctors offering it as a cash service. However, that market it's got, it has become incredibly competitive. Um, it's, there are a lot of bad actors in those industries and a lot of doctors that have spoiled it for other physicians, but mainly it's becoming really tough to compete. Speaker 1: (03:30) And so doctors who have been offering this as a cash service are starting to go out of business. They're losing money, they're not making money, or they're having to turn to other types of therapies to, to stay in practice just because that model doesn't exist. So here's the problem with that model is that there's only a certain percentage of people in your town who are looking for and are willing to pay several thousand dollars for this type of injection. And so, uh, so what I, what I say don't be one of the last Mohicans. What I mean by that is if you're not adapting and changing that business model, you're not going to be in that business model. Uh, not too long from now. There's another factor that's working against the Mohicans or that what I call the LA, you know, the STEM cell cash STEM cell doctors, is that insurance is very likely going to start covering this in the very near future. Speaker 1: (04:19) Now, if Medicare covers it and blue cross blue shield covers it, they're not going to be reimbursing you $5,000 per injection. Maybe they reimbursed 500 bucks or 800 bucks or 300 bucks. And as you well know, if you're a chiropractor in an integrated practice, that's not enough to pay your MD and your overhead and your nurse practitioner. It just doesn't make economic sense to do that. So that that business model, although it's still taught, um, I still teach it in some areas where I think it's appropriate in the U S but eventually that business model is going to die off. So unless you have some other way to supplement that business from a revenue standpoint, you're not going to be able to do it. And eventually it's gonna fall into the hands of the medical doctors when it's covered by insurance and people are going to go see the orthopedic doctor for that type of injection rather than seeing an integrated chiropractor to do it. Speaker 1: (05:06) However, there are strategies that you can implement now that we've already implemented, that we're already teaching and putting into action that will still keep you relevant, not only this year, but the year is following. And the way we do that is by capitalizing on a patient's insurance benefits. So insurance is not going anywhere and Medicare is not going anywhere. Medicaid is not going anywhere. And so patients have insurance reimbursement to help them when they have health issues. And there are ways to use a patient's insurance to not only help help them get better, but also make regenerative medicine a lot more affordable. And so we've completely pivoted our business model from the way we were operating a year ago to allow patients to be able to afford afford regenerative medicine, but also to keep your revenue levels in your case value high so you can remain financially relevant moving forward. Speaker 1: (05:56) And so if you have any about how this works, I did a whole series on this. If you go back and look at the five part series I did and I'm on the changes and integration of the three paths of integration details. This goes over this in a lot more detail. If you're running a regenerative medicine practice and you're already experiencing pain and you know you need to change, uh, shoot me an email, I'll send you some resources that you can use to get an idea of what the future of regenerative medicine looks like. You can email me@infoatintegrationsecrets.com that's info@integrationsecrets.com but I just wanted to, this is a really quick episode. I wanted to talk about this because um, there is, there is a point when cash regenerative medicine is going to be irrelevant just like the last Mohicans in that movie. So I don't want you to become that. Speaker 1: (06:41) I don't want you to get slaughtered or thrown off the cliff. Uh, I don't want that for you. It doesn't have to be that way. And again, if you have any questions or need some, some answers or need some resources to help you along that path, I'm happy to help you. If you're brand new to integration and you're thinking about getting into regenerative medicine, I caution you before you jump off that cliff, at least at the very least, talk to me first so I can give you some tips on what's relevant in your area, your demographic, and how you can become successful with an integrated office and regenerative medicine. So hope you found this successful. If you get nothing out of this, go watch the movie. Last of the Mohicans and uh, you can see where that was filmed right behind me on these cliffs in Lake Lewer, um, and chimney rock North Carolina. So I hope you found this entertaining. If you're listening to this, go check out this episode on YouTube. Uh, you will, I think you'll like the view and, uh, hope you enjoy this episode. Doc. I hope you're having a great day and we'll talk to you soon. God bless. Speaker 2: (07:38) Hey, innovators. Thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace Empliciti are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com. That's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome to the simplified integration podcast. My name is Dr. Andrew Wells. This is episode number 19 what Bruce Lee can teach you about integration. Speaker 2: (00:11) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:08) Hey, what's going on, doc? It's great to have you back. Welcome to episode number 19. So if I sound a little bit different, if you're listening to this, um, just the audio of this podcast is because I'm not in my normal podcast studio. I'm recording this during the Corona virus, a quarantine. So I'm actually, I'm practicing social distancing. I'm in the middle of a Lake, uh, on a pontoon boat, and I'm trying to take advantage of, uh, of the whole social distancing thing. So if I sound a little bit different, um, you'll know why. Uh, if you're watching this on YouTube, I know some, uh, listeners watch this on YouTube. Um, I hope you enjoy the view. This is a, a place called Lake lure North Carolina. This is one of my favorite places in the world. This is where I go to relax, um, and also occasionally work. Speaker 1: (01:51) So welcome to my, uh, welcome to my, uh, my fun spot. So I want to, um, you know, this is a really weird time. Again, if you're listening to this, uh, this is recorded during the, the whole Corona virus or coven 19 outbreak. And there are a lot of doctors who are panicking. They're uncertain about their practices, uncertain about their future. Um, there's a lot of economic uncertainty for everybody right now. And, um, this, this keeps bringing me back to this concept I've talked about before. Um, which is, uh, this quote, it's actually a quote from Bruce Lee and I want to read you the quote and I want to just go over how this applies to all of us today. So, uh, Bruce Lee says to be like water. He says, empty your mind. Be formless, shapeless, like water. Now you put water in a cup, it becomes a cup. Speaker 1: (02:41) You put water in a bottle, it becomes the bottle. You put it in a teapot, it becomes the teapot. Now water can flow or it can crash. Be water. My friend and I love this quote, uh, simply because of, I think it really applies to at least my interpretation of is applies to adaptability and perseverance. And we really need a whole lot of that right now. And I think in, in our, in our profession, chiropractors in general are really, really good at this. So, for example, if you look back in the 1980s, which docs call if you're practicing the 80s, I wasn't, but docs called it the Mercedes eighties, where insurance would pay for everything. You could bill 60, 70, 80 vis 80 visits to insurance, no questions asked, very little documentation. And that was sort of like easy going for chiropractors. It was like the golden years is, is uh, I've heard it described that's not true anymore. Speaker 1: (03:35) And as most of you know, chiropractic insurance benefits aren't that great anymore. In fact, most practices you can't rely on insurance. So that change in our profession has caused us to, to branch out and do a lot of other things. And chiropractor is typically are the leaders when it comes to things like regenerative medicine or functional medicine or weight loss or the wellness type practice. I think we're really, really good at being adaptable. And, uh, what, what spurred this, um, this thought was, I was in the grocery store yesterday, um, like stocking up on food and supplies and all that stuff. And I passed by, um, one of those red box DVD rental, um, stands in a kiosks in the grocery store and occasionally like we might rent from that like once or twice a year if we see a movie that's not on like Netflix or Amazon or something like that. Speaker 1: (04:24) But I'm like, you don't see a whole lot of people renting from those anymore. And it got me thinking about like how we actually consume, uh, movies and television and TV shows today. And the big giant of course right now is Netflix and Netflix, uh, started in 1997 and they actually started, um, if you remember this as they used to, they used to mail DVDs to your house, you'd watch them and mail them back, which when that first came out, I'm like, this is ridiculous. Like, why would people do that? You could just go to blockbuster and pick up a movie and you can look at all, you know, that's, I was used to going to blockbuster to rent DVDs just like our movies, just like anybody else was used to doing. And I remember like in the early two thousands when Netflix started streaming, I think they started streaming in 2001 where you could actually go online and streaming movie just like most people do today. Speaker 1: (05:11) At the time that was going on, I actually had a roommate who worked at blockbuster and like super cool guy and I remember telling him like, man, have you heard about the streaming thing? He's like, yeah, I've heard all about it. I'm like, man, this is really going to start competing with blockbuster at some time. And he and what, what the, like the business journals and business magazines were saying is that eventually the streaming model is going to replace the brick and mortar stores and renting movies. And I, I, I asked my roommate what he thought about that and he's like, Oh, that's ridiculous. He goes, blockbuster is the giant. They always will be the giant and that's never going to change. And sure enough, that's changed. Like as we speak today, 2020 I don't think there are any blockbuster stores left. I think they're completely out of business. Speaker 1: (05:55) So maybe like one store somewhere in Oregon or something, but they're done. And blockbuster has completely taken over that, that industry because they were adaptable. And I, I remember hearing like a quote from the, uh, from the CEO of Netflix and it really innovative guy and he was obviously the disruptor in this industry, but he, he said, uh, he said, fail quickly and scale. I think he said fail, fail quickly and scale fast. And that's what Netflix did. It completely changed that. Um, uh, that whole industry. And I think there are some lessons to be learned, uh, with Netflix is adaptability that we can apply toward our chiropractic businesses and the healthcare industry in general. Now, a lot of docs right now are panicking and they're scrambling and, and the reality is, is this is going to pass. And so we don't really know when it's going to pass, but we know it is going to pass. Speaker 1: (06:46) This is not going to be a permanent thing and life is going to go back to normal as you know, as usual. However, I think the, the entire healthcare structure is going to change a little bit. And what I mean by that is that, you know, right now the patients aren't going to spend thousands of dollars for out-of-pocket elective services. So if you're in the business of cosmetic weight loss or anything cosmetic related, your business is going to probably suffer for a little bit if you're in the weight loss business in general. Uh, I don't, I don't see a lot of people spending a ton of money, uh, or cash on weight loss. Same thing for regenerative medicine and STEM cell therapy, which has traditionally been a cash service. Uh, those businesses are going to suffer because docs don't have the money to do the advertising and the patients don't have the money to spend on these types of services. Speaker 1: (07:35) And even if they do, they're going to hold onto it for now. And so what we need to do is, as a profession, as doctors is use all the resources you have to adapt to this situation. And, um, and, and right now I'm talking to a lot of my friends and a lot of my colleagues and people that I admire and look up to and respect and they're all working really hard to create the next phase in their business. And they're adapting to it. They're changing, they're learning, they're growing. I also talked to a lot of chiropractors who are scared out of their mind and it's causing them to retreat temporarily shut down their offices. They're in fear, they're in panic mode. And I think that that's not the best place to pivot your business. And so if you're listening to this, I would really encourage you to, to start reaching out to other doctors, other people, you know, ask questions, start learning new approaches, start learning new philosophies that you can add to your clinic to be more relevant this year and next year and the year after. Speaker 1: (08:29) And you know, while this Corona virus thing will pass, I think it will definitely leave a permanent stamp on the healthcare, uh, on healthcare world and how we practice as doctors. And so I just, uh, I wanted this message to be one of, of positivity and I want you to be encouraged by that and just know that this'll, you know, this is going to pass, but I really encourage you to start thinking about what you can do to become and stay relevant in today's environment. And um, uh, yeah, so, uh, so don't panic talk if you're listening to this, there's always a way, uh, there's always a way to grow. There's always a way to change. There's still a way to be profitable. There's still a way to see patients, but it might not be the same way that you've been doing it for the last year, five years or 10 years. Speaker 1: (09:13) So be like Bruce Lee, be adaptable. Be like water. Go with the flow, be open to change, be open to learning, be open to growth because on the other side of this, if you can do that on the other side of this, you're going to find yourself in a very, very good position. And I think during these times, as scary as they are, there's always good that comes out of it. If you have the right mindset, if you'd be like Bruce Lee and adapt yourself and become like water. So doc, I hope you found this encouraging. I hope you find it helpful, maybe gave you some perspective on this crazy situation that we find ourselves in. Um, but I'm here to help so if you have any questions or you need resources, I'm happy to plug you into whatever resources I have at my disposal to help you. If you are interested, shoot me an email@infoatintegrationsecrets.com and I will be happy to do whatever I can to help you, uh, during these times in this situation. So doc, be blessed. Uh, hope you have a great day and we'll talk to you soon. Bye. Bye. Speaker 2: (10:09) Hey innovators. Thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome innovators, the simplified integration podcast. This is Dr. Andrew Wells and welcome to episode number 18 scale like a pro with special guests, Warren Phillips, Speaker 2: (00:12) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:10) All right, welcome back everybody. First of all, I want to give a special thank you to my guest, Warren Phillips. Warren, welcome to the simplified integration podcast. Um, first of all, thank you cause I know you're a super busy guy and so I appreciate you taking the time to be on here and share, uh, your brain with us. And I'm really excited because I know that you have an awesome mind for business and also for marketing and I really appreciate you spending this time to, to help other doctors. So if you don't mind, can you give me a little bit of background about who you are and what you do? Speaker 3: (01:42) Well, Andrew, first of all, it's my honor to be here. My heart is, has always been to see other people become successful. And the most, the people that I believe should be the most successful people in the world are practitioners who put their hearts on the line every day and exchange a lot of value sometimes for not adjust, reward, um, all the time. And I like to see that as well, like them to have that great value exchange. And so, you know, my, my background, uh, you know, it's kind of an interesting one. I've been in the coaching, uh, functional medicine, functional nutrition space since 2005 teaching seminars and educating practitioners on systems supplementation, business marketing. This has definitely been my passion for a very long time. And since then, obviously my entrepreneur, entrepreneurial mind has definitely expanded into many other areas in the health and wellness space. Speaker 3: (02:35) But my heart always has been and always will be for the practitioner. So how did that happen and why is that? Well, pretty simply I got very sick cleaning up hazardous waste for living as an environmental consultant in Missoula, Montana, where I didn't have any answers. And back then there wasn't the internet, there wasn't the summits, they wasn't, there wasn't podcasts. None of this. Everything was still on tape, you know, or you had to get it from a university. And the universities really even weren't, didn't exist either. So I was very sick. I had to sell everything. I had moved back into my parents' basement, riddled with chronic fatigue, fibromyalgia, sleeplessness, gut issues, weight gain. I was 210 pounds. Oh my hopes and dreams of getting married and having a family and living that American dream were taken from me. And, but I was a scientist, right? Speaker 3: (03:20) Mass degree published scientists. I'm like, there's gotta be a cause. So, you know, 50 diff, different doctor visits, later, psychologists, medical doctors, designed Tris, physical therapists, you name it. Uh, I was there and the best they could offer me was Effexor and pain meds for the chronic pain, wearing a whiplash donut to bed, um, yelling at God, saying what the F, you know, what's going on with my life? Why is this happening to me? And then later, you know, through research and connecting with great practitioners, I was able to, in the functional medicine space, able to find out that it was the heavy metals, in fact. And it was kind of my gut, but there was no research on it. It was the heavy metals that was making me sick. So once I tested that, and literally even when I did my first urine toxic heavy metal challenge test, I sent a split test to my analytical lab in Idaho that I use for a sample analysis for hazardous waste cleanup and identification just to prove to me that this was real cause I thought the labs were lying to me. So I sent a split sample of my urine. So I was a huge skeptic. And then I became a massive believer. I had a conversion experience, if you will. And I went nuts. I decided, man, we have to take this information to the world. People are suffering and doctors need to be empowered all over the world with this information. And that's how I landed in this space. And then what I found my niche was, was the marketing side and the business side of growing organizations. Speaker 1: (04:51) Well, thank you. You know, I had a chance to meet you, um, in November at your last live it to lead an event. And I actually went there for two reasons. Number one is I had heard of, uh, I know you worked with dr Pompa pretty closely and I had heard of him for a long time and I knew he had did great work but I just didn't know like what I didn't know too much about functional medicine or the or the protocols he was using with his doctors and patients. And so I went there for that reason. But I also, uh, heard about you and half the reason I went because I heard of this guy named Warren Phillips and the way that you're described to me was he's kind of like the, like the wizard of Oz, this guy that works sort of behind the scenes that helps these practices and doctors get these principles out to other people as I'm like, I got to meet this guy and it's, you know, it's amazing. Speaker 1: (05:34) You tell me that story about how you were sick and didn't have energy and your health was failing. Cause when I saw you at that event, dude, you're like bouncing off the walls. I was like, man, like this guy's got a ton of energy. And I remember thinking like, I want that because at that time I didn't tell you this, but when I went to that event, like I had, I was struggling with chronic fatigue, brain fog, not a lot of energy. And I was using a caffeine, try to prop myself up for the day and at that event and listening to dr [inaudible], immediately at that event, I started fasting, which I had never done before. And I'd kind of experimented with intermit intermittent fasting, but didn't really know how it worked and all. So all of these pieces came together. And at that event I started fasting. I read that, um, beyond fastening book that, uh, dr Pompa wrote. And man, I, I, it's amazing man. My energy levels and my clarity, my mental clarity are through the roof. Like, I don't remember being, feeling this good in a long, long time. So I know what you guys do works. Obviously it's worked for you. It's working for me. I still haven't done the five day fast yet. I'm, I've chickened out every time I lead into it. Speaker 3: (06:34) Yeah, it's more of a mental game, but you're getting fat adapted. You know, your, your cells are turning over. They're dying and rebuilding beautiful cells and you're repeating those cells. So you're, you're going to get there. But, uh, the, there is a fear factor there but it's a good one, right? Yeah. My fear factor of my daughter is getting her thumb out of her mouth. You know, yours is going to be a little bit on the fasting and so we all have her down. Speaker 1: (06:57) I'm working on that thumb thing with my son right now. He's three and a half years old. He refuses to get rid of it. But uh, yeah man. So thank you. First of all, thanks for like, I wouldn't have known about this. I wouldn't feel as good as I do right now if not for you guys in the work that you do. And so this, um, this podcast is a, is part five and a five part series and the purpose of this series is for doctors to understand that when they're thinking about integration that there is not this one size fits all solution for integration. And I sent out a survey to my list just a few weeks ago and it was a, it was a two part survey. One survey was a question for doctors who have yet to integrate. And, and by the way like this, this, you can plug in integration, you can plug in functional medicine, you can plug in high volume chiropractic, whatever, like service. Speaker 1: (07:43) You can plug it into this, the survey. And my question was, if you haven't integrated already, why not? And the number one response by far, I think the statute like 87% was doctors were afraid, uh, for financial reasons. It's too expensive to get in. It's too expensive to run and it's not profitable anymore. So that was the number one response. The second row, the second survey I sent out at the same time was for doctors who are already integrated. What is the biggest challenge that you're finding? And the response was different. The response was all across the board. Doctors were saying, um, it's expensive. It's a, it's a beast to run. So it's incredibly bloated. It's complicated. Uh, doctors have a tough time wrapping their minds around how third, third payers work. Medicare and private insurance, they struggle with that. They struggle with leading a big team. Speaker 1: (08:32) And so they've, you know, these doctors decide to integrate and, but they don't realize how challenging it can be when you bring something like that into your practice. So these were things that I had known and suspected, but it was nice to hear from doctors who have, who've actually done it. So, um, what I want to do today is talk about, um, number one what it means to integrate, but also if you're only back up a minute there, when I talk about integration, this is what doctors don't understand is that there are really like three different paths to integration. And so sometimes when doctors say integration is, they have this idea of what it is in their mind. So it's kind of like this. I, I was, uh, over the summer I was helping a friend, um, build a porch on his house and he had this really bad headache. Speaker 1: (09:14) And I said, dude, let me adjust you. I can help you with your headache. And this guy is, he's kind of a conservative guy. He's like, ah. He's like, I'm not, I'm not into chiropractic, no offense. But he's like, I tried it once. Bad experience. Uh, I don't really think that's appropriate. And I said, okay, well Jay just let you just think about this. I said, I've adjusted tens of thousands of people, I help people with headaches all the time. Uh, it's super simple and really safe. So if you, if you change your mind, let me know. I think I can help you with that headache. And he said, okay, I appreciate that. And so like an hour later we're hammering nails in the house and he goes, you know what, I can't stand this headache anymore. I don't want to take medicine. He goes, just do what you do. Speaker 1: (09:51) Give me an adjustment. So I laid him down on a piece of plywood in his backyard and I felt his neck gave him an adjustment and he's like, all right, let me know when you're going to do it. Cause he was nervous and I said, it's done already. This lay down for, you know, get up when you're ready. He goes, what do you mean it's done? I said, it's done. You're adjusted. And he goes, that's it. I'm like, yeah, that's it. And so he stands up, he goes, he goes, wow. He goes, my headaches gone. And I'm like, really? Are you just saying that to make me feel good or is your headache gone? He goes, no, it's completely gone. He's like, that's freaking amazing. He goes, I didn't know that's what it was. And I'm like, yeah, that's, that's chiropractic. So he didn't, he didn't know what he didn't know. Speaker 1: (10:25) He had this bad experience years ago. I did, would never do chiropractic again. And then this one adjustment fixed it. And this guy is like a big mountain biker. Whenever he falls off his bike, he comes to my house, I adjust him and he feels better. So the same thing is true with integration. You know, you hear stories of people who have been ruined in practice with integration. They struggle with it. They're losing money, they go bankrupt. And I'm like, I don't want that for myself and my practice. But a lot of doctors don't realize there's all kinds of different niches with integration. So the first path, and this is kind of if you, if you're jumping on this podcast, on episode 18 this episode, go back and listen to the previous four episodes. So the first path and integration is what I call the simplified integration. Speaker 1: (11:05) This is adding for what for most doctors is what is a part time system. So we use regenerative medicine to help people with joint pain without drugs and surgery. It's a system you can run part-time. Doctors can start this program for less than 10,000 bucks. You can get it up and running in less than 90 days. It's super simple. It's a great way to add a high five to low six figure income for most doctors. So that's the simplest way to do it. You don't have to monkey with insurance or anything like that. The second path is when, this is for doctors who want more from their integrated practice. So this is when we strategically add insurance services that make sense. So, not like, you know, a lot of integrated clinics. I've been guilty of this. We had like 25 different therapies we added in her office, like a super complicated system to run. Speaker 1: (11:49) It was crazy and you don't have to do that. So you can still a smart integrated practice where you're offering a few insurance services, which helps the patient reduce their costs. It helps build up your revenue and it doesn't have to be a complicated system. So then there's part three and more, and this is why I have you on this podcast. Part three is for doctors who say who are already integrated, or maybe they have the business chops to say, all right, I'm at this level now I want to get to this level. So maybe that means they want to double their practice or they want to open a second, third clinic, they want to make a bunch of money. That's what we want to talk about today on this podcast. So let's talk about first of all, what scaling means and scaling in in my definition, is different than growth. Speaker 1: (12:31) So practice growth is when you, let's say for example you're seeing a hundred patient visits a week and you want to grow that to a hundred or a hundred, 175 most doctors can do that with a little, some marketing tweaks, maybe improving their case management, maybe working a little more efficiently or harder. You don't need to scale your practice to do that, but if you want to reach a different level of success, scaling is when you're increasing your output, your sales, your volume, but doing it in a cost effective way and so you're doing it in a way that doesn't blow up your practice or ruin what you owe. It's already working well on your office. Does it, would you say that's a fair description? Worn of, of, of scaling? Speaker 3: (13:08) Yeah, I mean scale, you know, scale to me like growth and scale. I mean they kind of go hand in hand. Um, and, and my thought process but you know, it's celebrated. Um, growth can have consequence consequences. You can always grow. But do you have the systems, the staff, the team to handle that growth? Right. I would say scaling is more of a systematic approach where you, like you said, where you're limiting a lot of those pitfalls. I just want to grow. I want to blow up my practice. That's, that's the growth mindset. Um, a scaling mindset to me would be one that's more systematic, uh, a systematic approach so that you, you have a goal you have in mind, uh, of what you want to do, what you want to achieve and then you, you properly staff and integrate the things that you want to go to get there in a systematic way. So scaling is more of a, a systematic growth is more of a um, a mindset. Speaker 1: (14:06) Yeah, I totally agree. And when you're adding, so doctors typically will think about that after the fact. So after they've integrated, after they've done functional medicine, it's like, all right, I have all these moving parts. How do I make it, how do I remove the bottlenecks? How do I make this thing actually work in a meaningful way? And so, so for doctors listening to this and they want to scale, like is there a, is there a right time to scale it? And if so, how do you know when it's the right time to scale? Speaker 3: (14:31) No, I mean I think everything comes down to mindset and I'm going to keep going back there, right? I think you need to be the type of person that doesn't have fear, right? Because you, you said at the beginning, why don't people, why don't doctors integrate fear? Right. And I've been coaching doctors a long time and some of their, the two biggest things that stop them from scaling or integrating or hiring or you know, all of that, it comes down to ego, right? And the ego, not like I'm, I'm the, I'm the man necessarily, but you know, who's going to take care of my patients as much as well as I can. They, they're only gonna like me. You know, those are just self limiting beliefs. Um, when it comes to, especially chiropractic, I can see that because some are more talented than others and have more experience and I can see that they care for their patients deeply. Speaker 3: (15:20) But it really comes down to a growth mindset where you want to train and equip others to be great, not just you be great, right? You just have to shift that. So, um, and you know, so you've got to have not have that, uh, that, that ego or actually, which is in a lot of respects is lack of confidence in yourself, in your, in your ability to lead. And then the other piece to that is fear. So if you're, if you've a fearful mindset and all you're doing is worrying about, so you're in the stock market for instance, for example, I don't invest in stocks. And the reason why is I can't control that. I can control my business output in a lot of other things, but I don't want to be looking and gambling with money. So I have, I have a fear of that. Speaker 3: (16:08) So I avoid it. It's not something that's gonna motivate me or give me energy in that moment to do something great. So if you're fearful, um, you have to initially get over that fear. And sometimes that, um, C type personalities, uh, practitioners, they need education. They need to get all their I's dotted and their T's crossed. And then there's the entrepreneurial, uh, practitioner who go all in and sometimes fall flat on their face and go bankrupt. Right? But then they get back up again and do it again and then they integrate correctly instead of quickly. So a lot of people do things quickly instead of correctly because they're, they do have, um, an unlimited, uh, mindset. They've done some personal work or they may be born that way. But in the process, one of those mistakes in a growth mindset versus a scaling mindset is that you do something and you're thinking growth, growth, growth. But you don't have the systems and individuals around you and processes. And then in your growth, you destroy your current team and business. So those are some of the things that I see over and over again. And so, you know, I don't know if that leads you into another question, but that's kind of, you know, where, where I land, um, you know, after 15 years of doing this, Speaker 1: (17:24) yeah. You know what you're saying, having the right systems and people around you, you brought up an idea and I've been really lucky in the fact that I've had great people around me for a long time. And, and one of the, um, the keys I think to my success over time is that I'm always plugging into resources. So I always have at least one coach or mentor. I'm always reading at least a couple of books and, and learning new ideas. And what I remember when we went from a cash chiropractic office to a massive, you're, we're running to a seven figure integrated clinics. Had I not had the right people, the right coaches, I'm not only pouring into me, but pointing out all the glaring roadblocks I had. Like I, I didn't know anything about business management, even with a business degree. I had no idea where my blind spots were, where the bottlenecks in my business were. Speaker 1: (18:09) And to be honest, it would have, if I had figured it out, it would have taken me a long, long time to do it. And so very true. Very true. And it's like, I like Tony Robinson. He's like, he's, he always says, you know, I've been a butcher his quote, but don't reinvent the wheel if someone's done it before you just copy what they're doing. And that's, that's always been my mindset. I just, all right, someone's done it better than I could probably do it. I want to copy what they're doing. And so I think doctors who are planning on scaling, I think that's just a critical part of their approach to it is not only having, okay, I want to do this functional medicine or this regenerative medicine program, but who's going to help me get to that level? I want to get to a [inaudible] Speaker 3: (18:47) I can talk to like I have the, when I'm teaching on organizational growth, I have my forties. Um, you know, and there's more to it than this. I mean there's, there's other technical aspects, but I have the forties talent team, uh, team, actually, sorry, I wrote it down here. Talent, team time, tenacity, and there's teaching spots and all of that scale. So if you are of the, you want to scale your business, you want to add, um, you know, more modalities, more insurance, um, because as soon as you go from a cash integrated clinic to a medical, more of the, the billing side, that's a whole different ballgame you have, you've opened up a lot more liability. There's lots of things that go on. I'm not an expert integrating. You are right. I'm an expert at scaling and growing businesses and marketing, right? And cause I believe marketing is everything. Speaker 3: (19:38) Even if you were a, a horrible chiropractor, which nobody on this call is, but even if you were, I could market you and make you successful. I wouldn't feel as good about it. If your heart was right and you weren't the best, I'd be okay with it because it's all about your heart and your intention. Because I believe a lot of being a practitioner and being effective as a practitioner, again, mindset, your intention, your love for that individual, you are the placebo, if you will. You can transform someone's life with your word, with your intentions, with your love, giving them hope. That is the key to a good practitioner. If you're in it for just for the money, it's a little harder, right? And you're really going to have to put those and that's okay. Right? But you have to put those personality types and know the right ones. Speaker 3: (20:19) I use ideal ideal coaching. Um, I think, uh, Allen miners group, I really do a personality profiling on the types of people that I hire. Um, even if it's an internal personal assistant to a functional medicine practitioner that we're placing into a clinic, however that is. So it really comes down to, um, you know, those four, in my opinion, when you're building a rock star team to scale, it doesn't, it really has nothing to do with you. Um, it has your all over it, but it's a scaling, a business really scaling, let's say, not just seven figures. You can seven-figure yourself a little bit all by yourself being a decent manager. Um, rewarding your clients well, having a good, um, you know, culture in your office. But you know, let's look at five to $10 million, right? Let's look at a really big functional medicine slash integrated, you know, STEM cell, like big time clinic, right? Speaker 3: (21:17) With multiple modalities, multiple practitioners. Let's really get there. How do you go from a million to say, two to 5 million and that really comes down to the team you have around you that are implementing these systems that you're, that you're learning from someone like you or you know, an integrated clinic. You really need to have the forties, you've got to have, you've got to find the right talent. You've got to find the, the, the front desk person that has the right personality, that's smiling and loving on people instead of yelling at them because they missed their appointment, right? You guys know this stuff, but you really have to have the right talent. You need to hire and find that talent and not hire your friends, not your family members that really hire the positions that you need within your organization to help you scale in. The more you hire the right people and the more you're removed from that organizational structure where you're the base, they're the top your doctors, the people serving the front lines and your marketing team. Speaker 3: (22:17) And as you go down, you're at the bottom. Really, you're just, the scaling. Scaling is, is looking up, looking and loving. Um, of course it's your end user right there that you're delivering the results that you promised, that they're gonna, that you promise them. So there are the very top, and then you have your administrative staff and it comes down to your executive team and then down to you as the founder, right? So you, you have to have the talent and then you, once you find the right talent space, you want to have a Michael Jordan, you know, practitioner. You want to hire a, um, who I met and I'm spacing his name, who was his protector? Dennis Rodman, right? You're creating this talented team. Then you bring them into a team, you get them working together. Um, say, Hey Dennis, this is your, your spot, Michael. Speaker 3: (23:01) This is what you do. Um, you know, Michael Piffen, this is what, I don't know if it's Michael Pippin or whatever, you know, you do this, this is your job. This is your, this is your lane. And, and put them in a box that they can Excel in that don't give them a job or a, or a position in which they're not going to be successful. Because the bottom line is everyone wants to be successful. Everyone wants to add value. That's why they're working for you because they want security. It's not normally money. You have to pay a good compensation, but they want to be successful. What they want to do, they want to add value. They want to be brilliant, and you have to provide environment for them. So the failure of a, of, of your talent is really back down to you as the leadership role. Are you giving them the resources, training, and coaching that they need to be successful in their position? And are you putting the right people to create this team that wants to win the Superbowl, right? Are you creating an environment in which they're brilliant and they can be positive, positive, amazing environment where they can make mistakes and learn and grow like a child. Um, if they've never done this before. Right? So Speaker 1: (24:05) that's a really good point. Like that that I think is a huge, huge, huge point that you're bringing up as you like. I think everyone can hire people like talent that they think will, will do a good job and you don't know until they actually do it. But then it's up to us to make sure that we'd give them the right expectations and to make sure that if they make a mistake, they know what the mistake was and how to correct it. And so one, one thing that I didn't know when we integrated was, um, I, I never knew what a policy was like a written policy or I, I had no idea what a, like an employee manual was. Cause we, I always like lead and manage from the seat of my pants. And if you hear me say it enough times, like you'll also repeat what I'm saying. Speaker 1: (24:41) But when we integrated, I couldn't do that cause we had 12 employees and I couldn't micromanage each and every employee. So, uh, one of the systems I learned was everything that you want your employee to do, it should be written down. So for example, if you have that front desk staff that you mentioned and they're bubbly and warm and nice, they have the right character, well what do you want them to say when they answer the phone? Because that's going to affect your conversions. And so we would write a script for that. And so when we'd hired that person, it's like, here's the script, follow the script, um, be yourself, but this is what we want you to say. And then to that, uh, that post, we would add a statistic and that we would track those statistics. So how do you measure it? So you're taking these like intangible things and things you want your staff to do, but how do you make it measurable so you can see it on a piece of paper? Speaker 1: (25:25) And so for example, when we'd have uh, um, uh, new leads calling in, let's say we had a hundred leads calling in a month, we would want 70% of those leads to convert into a patient appointment. So if it was 40% or 50%, or like, okay, what's going on with Mary this week, our stats are way down. She must be going off the script. And sure enough like that's, she was saying something different or having having a bad week or there's something that we could help coach her through or lead her through. And so, um, that was, uh, so that that concept of policies and written scripts and having an employee handbook, they can actually reference saying, okay, this is what Dr. Wells wants me to do. It's right here on a piece of paper and we can always reference that. So it took some of the ambiguity out of, all right, we're going to be a great team, but how do you actually, like what, what does that look like? Speaker 3: (26:09) Yeah. That, that's the, that's the classic like entrepreneurial mindset, right? If you're an entrepreneurial practitioner, and many of you are that there's been an entrepreneur and a business owner, but if it's not measurable, it's not real, right? And accomplishment is a big deal in an organizational structure. You want them to be free thinking, brilliant people, but you want them to accomplish, you want to create a system for their box. So they have measured results because the numbers do not lie, right? So you see this a lot in a structure and they'll see how much money there they're making, right? That you're doing, and they might see your numbers and you're being transparent. I think you should be transparent with your numbers, um, to a degree. And they will think they deserve more. Well, it's not based on what someone deserves. It's based on what they accomplish. Speaker 3: (26:56) And if you don't have measurable results in four conversions for these things and you can't manage, um, and then you don't have a group of, uh, team members that will respond properly. So even though I'm not a basketball player, the results remain right? If Michael Jordan, if everybody's doing the right thing, your numbers will be great. Michael will put, you know, points on the board. If Dennis is doing what he's doing and Michael Pippins is doing what he's doing and they're all who's doing the block shots, who's, you know, making sure that this guy isn't scoring like you really need. And that's all essentially script. It's a game plan that you have to happen. It's a measurable number. What is what, how many people did you convert? Well, that's how many, you know, Michael Jordan, you know, or you know, whatever. Right? So that that measurable place takes a lot of the MB and ambiguity. I can't say that word. Speaker 1: (27:50) Ambiguity. Yup. Speaker 3: (27:51) Ambiguity out of your management, right? Because it's not personal, right? You have a great family, a great culture, and some of these big organizations that I, that I walk into, everything is all numbers. And that's really good. Especially for the new generation. They, the millennials, they love. And that's a lot of your workforce now. They love numbers. They love accountability. They love to do well. They'd love to get rewarded, right? They love, they'd love culture, you know? And that's the businesses that are really skyrocketing today. And you need to build that in. So without that you're, you're managing, uh, your, your manager managing nothing. You're managing emotion and you can't imagine you can't manage emotion. Speaker 1: (28:30) Absolutely. Yeah. So that was, so that was the second tee. So you had, you had a talent, the second tea being was at teach. Speaker 3: (28:37) Yeah. Talent and teams. So you're getting your team together and then you have, it takes time. Right. So, so if you're integrating, for example, you have to be patient with this award winning team, you have to give them time to win. And one of the mistakes that people say, you know, is right, right out of the gate. They don't take self responsibility for the team and giving them time to learn and love and appreciate each other and to learn their positions. And they just fire them and they say they're not any good. Right. No self responsibilities from the business owner. Is there any good they're not doing, I tell them to do. They're bad, right? No self responsibility. No, you didn't train them correctly. You don't have the right systems to them. Right. You didn't take, you didn't give them time to learn, right? Because when you build a super bowl winning team, or if you're going to win the NBA finals, right? Speaker 3: (29:26) It doesn't happen overnight. It's intended. It's a longterm play, right? You're not thinking six months out, you're thinking three, four years out to win, right? And you communicate that to your team. We're going to win. We're going to be $5 million integrated clinic four years from now, and this is how we're going to get here. Here's the team you, you project and you create systems to get there. It doesn't happen overnight. So you have to have that, that time factor. And then the last T, which is the most important T out of any T that you ever have in your life, even better than green tea, is tenacity. Um, all research shows that if you want to win at anything in life, if you want to be super successful, if you want to have impact and disrupt, uh, anything, you know, whether it's the healthcare system, whether, you know, I love being disrupted and you have to be tenacious. Speaker 3: (30:21) You have to have a tenacious attitude that you are going to win eventually, that you're not going to give up the first year, that your numbers aren't as good as they are. You're always shifting, educating and working and thinking in a positive way that we are going to win. We are going to win the Superbowl and nothing's going to stop. You have to have that as as a leader underneath you are speaking that into existence and you have to be tenacious no matter what happens cause you can make mistakes. As a matter of fact, you're going to make a lot of mistakes in your practice. Sometimes it may almost cost you your business sometimes. Sometimes it will, sometimes it won't. But if you react to that as a learning opportunity, what did I do wrong? How can I integrate that now into my life and how can I use this learning integrated force. Speaker 3: (31:11) I'm Tony beets from gold rush. You know I love this quote because lessons cost good lessons costs lots. So the more it costs you, it sometimes the better it is for your life and effects. What this mindset, when you can overcome things like a muscle and train it, it becomes integrated into your neurology. And you could go to that next level like, so when I'm building businesses, it was like the, the, the, the star, right? That everyone says seven-figure practice, right? I like the burst their bubble and say the local Starbucks is having a bigger effect on your community than you at seven figures quit that think four, five figures. Think five years out. Think scale. How am I going to get there? Who do I need to hire? How can I get myself out of the road? What can I do to empower more people in leadership? Speaker 3: (32:03) What can I do for my team? It's going to give them the tools that they need to win the super bowl of my community that I can impact this community with today's functional medicine integrative strategy. This stuff works. I'm using it, right? Um, and I'm coaching, uh, like Harry Adelson's going big, right? He's an integrated, uh, naturopathic doctor. I'm helping him with his, uh, premier release of his documentary. He's going big. He's not just thinking small, he's thinking big. He's thinking global. He's doing a huge documentary and book release. That could be some of you listening to this, right? But you have to start somewhere before you get there, right? But you'd have to think longterm, what is my longterm goals and strategies? And are you tenacious enough to get there? So it comes right back to your mindset, right? Do you have a coach that's going to give you the strength that you need, that you may not have yourself? You may not have those skills, but how do you get them? Well, you can read a book, but more importantly, have someone to guide you through someone to be your Sherpa. If you will, do climb that mountain so that you don't die, that you don't bankrupt your business, that you don't, uh, make a billing mistake that puts you at liability. You don't want to do that on your own, right? You do want to have a guide so that you know, part of the answer, Speaker 1: (33:18) I love it, man. [inaudible] or do you have any like resources, uh, on how to do that? Cause I think that's a, that's a very vague question. But that fourth tee that you just talked about, tenacity. I think that a lot of doctors want that, but they don't know what it is, how do identify it or how to get after it. And, and my answer to that would be, I, you know, I think you needed some solid people around you to help either tease that out and then to help drive you through that, those, uh, those tough periods in your business. But what, what would you suggest to a doctor who like, yeah, I want that. I know it's within me, but I don't really know what that is at this point. Speaker 3: (33:54) Yeah. You know, it's tough. You know, you can have conversations with a lot of dots and sometimes it's quite frustrating because you try to bring them to that realization of self responsibility. You try to ask them questions and really have to listen to their answers to see if they're, if they are ready. So, uh, cause a lot of the times it's more, yeah, I can do this. I'm the best I can, I can scale. But the word I is really the, the most dangerous thing if it's coming out of your mouth. Um, if they have an I mindset, that's a big red flag for yourself. So look and say, why am I saying I, you know, why am I not saying we? Why am I not, um, um, elevating others over myself? What is it within me? What happened? You know, what's broken within me? Speaker 3: (34:41) Not to think in a way to get there, right? And to have a, not just a tenacious heart, but a loving, tenacious heart, right? I mean, you can, you can win just with tenacity. Don't get me wrong. You know, you really can Senate tenacity. Angela Duckworth, you can read the book, her book on grit. Uh, that's a really, really good resource to understand that. And it really shows, it doesn't, it's not, it's not how talented or smart you are, uh, necessarily. Um, to when it really comes down to that, to that, um, tenacious mindset. I think a lot of that is, um, it can be grown in cultured, um, through removing limiting beliefs through removing, uh, understanding that you're all brilliant. Like that's another thing that I can speak to everyone listening today. It's like you're thinking brilliant, not in an egotistical way, but you are right and you need to realize that you are, you need to realize how gifted and talented you are. Speaker 3: (35:33) You have to realize that you work really thinking hard to be here, you know, to spend the time listening to this podcast. But so has the people around you, they're also equally as brilliant. They equally need the same love and you know, accolades that you do to get out of, out of the bed every day. But if you're tenacious, you really don't need as much, right? Because you have a goal in mind and you want to win. You know, some of the resources, you know, you just got to get personal work done. You know, you really got to go and find, get to a place where you don't have those limiting beliefs that you know you can get somewhere and you know it's going to be hard. Like marriage for example, right? If you go into marriage, and a lot of us have done this, I did not. Speaker 3: (36:18) You know, fortunately you go into marriage thinking it's going to be easy and fun and you look at it for something to help you be happier. But it's quite the opposite. It's a reflection to make you better, right? It's an opportunity for you to change and adapt and grow and become tenacious, right? And if you go into it with that aspect, you have a beautiful marriage that improves. And it's what can I do? How can I change the language I'm using with my wife? How can I be stronger? How can I change how I'm acting? Who cares what she does? But when you do that, your family grows, right? But it takes hard work and tenacity and self-responsibility. So if you don't have self-responsibility, you think it's all about you, you know? And that's normal. Just don't get me wrong. I still think that right? Speaker 3: (37:04) On a daily basis, I'm evolving just like everyone else in the year, but from a principal standpoint, that's the stuff that escalates your life and your business. It really starts with you and I and a tenacious, loving, kind accepting you, and that is in your marketing. Oh my gosh. It comes from me. You know, at the end of the day that love that attention, you have to have that I believe, to really scale and grow a large business because otherwise you're going to have problems. If your team doesn't like you, you're going to get in trouble with them, right? They're going to come back and become your predators. So here's a big, here's a big deal. As you scale and grow, you talked about policies. Let me just wrap a bow around that because that's a big thing. Don't expect your employees always to behave if you don't have an employee policy. Speaker 3: (37:54) If you don't have non-disclosures, and I've, I've made millions and millions of dollars in mistakes. I've had employees come back and try to blackmail, you know me out of money reporting lies and doing all the crazy stuff. Why? Because I trusted them to be always good and kind. And the reality is not everyone is good and kind. Most are, but you've got to play the game. Like there is going to be a black sheep in the family of your organization that some point that's coming in and once your power, right, if you don't have an personality profile can, can fix that, right? You can find those people, right? And not hire them. They're more of a you and they're going to want to be you and you. You don't want that, right? There's only not to say that you're the, you know, the end all Beto but you really are the, the controller of the organizational structure and you want to create a culture. Speaker 3: (38:46) So long story short, make sure you get non-disclosures. Make sure you use attorneys, you know, do all that stuff. And if you can't afford that, then you know, start saving up, right? Because you and you can write, there's all kinds of ways to get money. I was talking to a business owner the other day, they're like, I can't afford a conventional loan to buy out. You know, this other partner in a business, but they have no foresight to say there's like 10 different other ways for you to funded by that business. You know, through a conventional loan in a bank, right? So there's lots of ways to get there. So the tenacity person would say, I need this much money. I need a hundred grand to start this, this integrated, you know, this next movement I want to get, you know, make sure my billing and all that stuff that's going to cost you like a hundred grand, right? Speaker 3: (39:29) Where are you going to get that money? You can sell fund. Usually you can, if you have a successful clinic, don't. If you want to grow, you know, don't invest into lifestyle, invest back into your business. A hundred grand should be nothing for you. But say you don't, right? Where do you get it? There's lots of ways to get at a tenacious person. We'll find the money to meet the goal. And I also believe that, you know, from a, from a spiritual standpoint, if you're going to do good in the world, I believe God in the universe will bring you the right people and the resources to do that. So that intention, that love and heart man, really important, um, for resources and that energy that you have, that you put out into the world to attract the people into your team, into your world, they're going to help you do something really big, really scaling, beating the crap out of Starbucks. You know, you're going to be, you know, 10 X would have Starbucks can be in your community, right? And thinking much bigger and longterm. Speaker 1: (40:21) Man, I don't know if it was the, uh, the thing that brought manager levels up or just being around you guys. Just it. Dude, it's amazing just to connect with you on this podcast. It's just listening to you and listening to these principles that you're teaching and that you've learned over the years. And in some of these I've learned, um, are so true and so helpful and so needed in our profession. Um, and I, and to wrap this podcast up or, and I'm just really, really grateful for you to be on here. And, um, one of the things, if you're listening, one of the things Warren said, I asked him before this podcast, I said, well, what do you want to do? You have something you want to promote? And Warren said, no, I'm not here to promote. I just wanna help doctors. But I do want you to promote what you do because I think doctors need to be plugged in to the work that you're doing and the services that you guys offer our profession because they're incredibly valuable. Speaker 1: (41:06) And I, again, I came to your seminar for personal reasons. I wanted to get healthier, I wanted more energy. I thought maybe you guys could provide that. But also I just wanted to be around people that, um, put these, these principles that we just talked about into practice because it's, it's uplifting. Um, this last half hour of you and I talking is like, I'm way up here now. My energy levels are way up here, so thank you for that. Um, and so what are, uh, what are some ways that doctors can connect with you guys and the health centers of future, um, maybe just coming out to a limit to lead an event. Can you maybe talk about that? Speaker 3: (41:39) Yeah, I mean, w we've been coaching, uh, practitioners and we're getting more into the integrated space as well. We have, um, you know, we have some resources on sourcing, on really good exosomes and things like that, that I've told you about. So some of the new things that we're doing with, with dr Raffi, so we're getting into the integrated space, but our, our seminars, uh, you know, are, are more functional medicine in nature, business marketing, teaching the fasting principles, the things that, that really move the needle in, in people's health, you know. So that's, that's first and foremost is what our events are about is like what's going to really get people well, what's going to compliment your integrative practice, uh, you know, post, you know, STEM cell treatment, how can you get a topic G naturally so that you get better clinical results. And that's a big thing. Speaker 3: (42:21) You can measure that right, that's measurable and integrate about how much they come back in. And then you can add some of the diet, the fasting, some supplements, um, that we have for, you know, STEM cell production and autophagy. And adding that in and seeing how it changes, you know, uh, the results in your clinic. And we have other regenerative clinics do that with us. So on my one of our, you know, sites you could go to and there's a free, uh, somewhere on the site. I think it's a bar, um, right down below, um, the website for the free just to get an idea of what our seminars look like and the energy that we bring. It's HCF instant access. Um, dot com I believe is the link that I gave you, but you can go to HCF, H H as in Harry, Charlie, Frank HCF, seminars.com. Speaker 3: (43:10) And you can also, there's a probably a green like bar that they can click on and it has, you know, Joseph Macola is on there and a few other practitioners that have brought the heat, um, you know, on different, different topics and you can see us and what we're doing and with clinics and you know, uh, what this energy is all about and we're, you know, it's definitely a movement for us, right? It's definitely, we want to not just empower every practitioner but the, the right practitioner that has a similar heart because congruency is key with everything that you do. So the doctors that we attract really have to be congruent and crazy like we are in this area. Right? Um, I wouldn't say we're the crazy integrated, you know, opposites. We have an integrated office, um, that we, um, one I wanted to launch with you actually I was thinking about because I don't want to reinvent the wheel, you know, a heck of a lot more about integration than we do. Speaker 3: (44:01) But we do have one. Um, we're launching in California, we're adding, you know, a lot of the modalities like the pulse and the, you know, the STEM cell machine and a lot of these different, you know, cash, uh, cash cows if you will. And they work and they help people. So we, we do a little bit of that. So they have those vendors and things that are events. But at the end of the day, guys, what I shared with you really just comes down to you and your mindset and where you're at personally. That's the foundation of all your success in life, in business. And until you get there, I really, you gotta have those, those, those moments in time where there's a major shift, everyone needs to shift. You've got to take a big shift, right? You have to shift your mindset. You have to ship from a growth to upscale mindset, something that's sustainable. Speaker 3: (44:51) You really got to get wrap your head around that. And what does that look like and who are you going to find to help you get there? Right? So that's, that's my end game. Yeah. You can come to one of our events. That would be awesome. Our next one, um, we actually put off a really trying to, we used to do two a year and we're, we're putting off the next one probably till nine months, but the end of the day there's a lot of work that you can do personal, right? Podcasts, you can listen to coaches, you can hire, you can work with, uh, you know, dr Andrew here. There's so many ways for you to find a path to greatness. Cause all of you want to be great. You all want to have success in life but don't, it takes work and tenacity doesn't have to be hard. You can glide through your circumstances. You don't have to strive, you know, you can glide through life. But that, that's right up here guys. It's right between your right between your eyes. And that's where I, at the end of the day, if I could say anything to inspire you guys is work on you and then everything else will flow out of that and your own health. Speaker 1: (45:48) Absolutely. Yeah. So as we wrap up here, docs, if you're, if you're considering scaling, if you're maybe in the scaling process and realize, Holy cow, I didn't know what I was getting into and you need help with these things at any point, please reach out to me if you need help. And that's um, info@integrationsecrets.com, um, our email addresses on our website. And if I'm not the person to help you, I will be happy to refer you out to other people who can help coach you, mentor you, uh, help you through not only the mind, some for some of you, it's the mindset stuff. For some of you just need the tactical part. What are the steps to, to scale properly. And if you need that help, I'll be happy to point you in the right direction. So, uh, Warren Phillips, thank you so much again for being on. I really appreciate you. You're awesome man. You have a great heart. You're one of the smartest people I think I've ever met in our profession. I really appreciate you sharing this time and your knowledge with us. So thanks everybody and Oh, go ahead, Speaker 3: (46:37) owner's mind. Speaker 1: (46:38) Thanks man. And we'll look forward to seeing you guys on the next episode. Bye bye. Speaker 2: (46:43) Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity. And the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value. From what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (47:19) that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey doc, welcome to the simplified integration podcast. You're listening to episode number 17, integration path number three. I'm a scaling operator. Speaker 2: (00:12) Leonardo da Vinci once said that simplicity is the ultimate sophistication, and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated, and quite frankly, it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more, is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics, and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) Well, it's going on DACA. Hope you're having a great day to day. Uh, welcome back to part four and a five part series. And in this series to recap, we're talking about the three different pads of integration and today we're going to be talking about path number three, how to scale and grow your operation. So just as a little recap, um, to go back, this is a, there are three paths in integration and the reason we talk about the three paths is because this old conventional way of doing integration doesn't make sense anymore. And what I mean by that is what some of like the big box management groups, um, are the way they're teaching integration as a very large, complicated, expensive, risky operation. And that model is dead. And what a lot of doctors are realizing that there are, there's not just one way to integrate. Speaker 1: (01:50) There are several ways and we've broken them down into three different steps. The first step being offering a, a niche cash based service like regenerative medicine to help grow your practice and run right alongside your chiropractic business. So it's a great way to get started in integration. It doesn't cost a lot of money. In fact, you can do it in less than 10,000 bucks. You can get it started in less than 90 days. So it's a super simple way to get into integration if that's something you're considering. The second path being a, what we call a growth coordinator, and this is when you strategically implement certain insurance based therapies to help grow your revenue, help make care more affordable to patients. And it's a great way to start using third party payers without having this big bloated system. And again, this is a system you can run full time or part time or whatever you want it to be. Speaker 1: (02:35) And that's the beauty of simplified integration. It's the when, uh, when clients come on, they call me. My first question for them is what, what is your goal? What is your goal professionally? What is your goal personally? And we match you with what path works best for you and your goals. So instead of saying, Hey, I'm interested about, I'm interested in integration, it's like, all right, here you go. Here's this massive system, implement this, and this'll get you to your goals. Like it doesn't work, that they're there, another there that doesn't work well that way I should say. There are different flavors of integration, if you will, for what you're looking to get out of your practice. And then finally, uh, today we're talking about path number three, being a scaling operator. And we're going to talk about this topic over the next two episodes. Speaker 1: (03:16) I'm going to introduce this idea and then on the next episode I have a special guest. The same as Warren Phillips. Uh, Warren is a fantastic guy. He's an expert in this area. Uh, he's been in the health field and helping chiropractors for, for over a decade. And he's a really not only a successful guy, super smart, one of the smartest guys I know in our profession. And he's a, he's going to help walk us through what it means to scale a business. So let's talk, let's break this down. So path number three, this path is, is probably the one that most, uh, most doctors are not going to apply to their practice, but I think that they should in certain, um, with certain elements of it. So what I mean by being a scaling operator is how to grow your business and expand your business using smart systems. Speaker 1: (04:01) And the reason this is important is because I see this happen a lot with integration, is doctors they buy into a program and then they have all these systems they have to implement, but they get so overwhelmed with just running integration that they never get a chance to look to look inward and be able to create systems like Ben management systems and business systems that help you run your practice in a smooth, efficient way. So it's one thing to have certain protocols in your office. It's a completely separate thing to have business structure. And what happens when you add business structure and organization to your business is you're able to start, um, getting your staff to do what you want them to do without having to micromanage each step of the process. And this applies to your front desk staff. This applies for your chiropractor or your medical staff. Speaker 1: (04:49) It applies to all the other people in your office. So it's getting, it's, it's creating systems that allow you to run your business in an economical way without, without this. So common doctor burnout, where the doctor's doing everything. And I, I see this happen a lot, is that the doctor, the chiropractor ends up being the chiropractor, the business director, the case manager, the salesperson, the marketer. They're doing all these different things in their business for two reasons. Number one is they think that no one else can do it as good as they can, or they just don't know how to teach other people to do those things at a high level. So in order to, to, so if you want it like scale your grow, grow your practice or open multiple locations, you have to have these things in place in order to do that. Speaker 1: (05:32) And, and I'll add on top of that. You should have those things in place for your organization right now. And this is what a lot of chiropractic offices integrated offices just don't have. And, um, this is the stuff that doesn't sometimes come natural when you're talking about [inaudible] about business organization. There are some, these, these, uh, strategies apply not only to like mom and pop type offices, but they also apply in fortune 500 companies. So in every successful business you'll see these elements of organization and structure. But the problem is doctors don't know, sometimes don't know they exist and if they do know they exist, they rent, not really sure how to implement them and how to, how to take these, um, uh, these concepts and theories into actual tangible practice. And that's what we help our clients with. So at some point, if you integrate, the question then becomes, all right, I've got these protocols in place, I have my staff in place, we're, we're having success with our therapies. Speaker 1: (06:25) Then the next question is how do I, how do I make that run smoother? And maybe that means you just want to make your office run smoother, your single office or maybe just grow, have more patients come in and make more money without blowing up your bank account on. There are some ways to do that. And or, or, or your the doctor who says, all right, I've got this down now. How do I do it a second time and a third time and a fourth time. So having run multiple clinics and multiple, multiple businesses at the same time, I've recognized and implemented these strategies to make it work so that I'm not like the one doing all the, all the little work and the minutia and the details and the business. So, um, so I hope that makes sense. So what we're talking about here is, is not the, the clinical part. Speaker 1: (07:07) We're talking about the business part. So this is sort of the next path. And this is not for everybody. So some doctors are really, really happy just running their one clinic and they're happy that they can make it like be a busier if they want or they can slow it down if they want, but they don't have to have this really, um, like super dialed in business. They can make it run and they're happy doing that. But for other doctors, they want more. So what we're talking about with path three is that, uh, this is for doctors who want to open multiple locations. They want to dramatically increase the volume in their practice. Um, and what we're, what we help you with is developing reproducible systems. So really what we're looking at is all the bottlenecks in your practice and how to remove the bottlenecks so that you can expand. Speaker 1: (07:47) Because if you don't remove the bottlenecks, either you're going to get burnt out, you're going to piss off your staff, everyone's going to quit and leave and you have to hire new staff. And that cycle happens over and over again. I know because we've done it that way. And also we're going to focus on business growth and growth strategy. So do you have the right systems and protocols and therapies in place in order to make that happen? So in other words, if you're banking on the fact that um, you're going to use a fad, if you're, if your, if your office is built off of fads, so something that's not going to be popular. You know, a year from now I'm talking about like weight loss type stuff is really common. Or like all these different fads pop up in chiropractic. Like that may not be a, that's not as a a a therapy that you can build and scale and grow on longterm. Speaker 1: (08:30) So we want to make sure you have the right right therapies and protocols in place first and then once you get to that point, how do we get to a seven figure and larger revenue stream? Maybe you can do it in one office, some doctors can do that, maybe you do it over two or three different offices. So there are different strategies to do that. Uh, and they all really very independ on what you want to get out of your practice. And then finally, so a lot of doctors thought about this before, but we want to do is create a sellable asset. So if you have these systems in place and your office is growing and you have a healthy revenue stream, you're keeping your costs down, but also you have some sort of automation built in that practice then becomes a very, very attractive asset that you can potentially sell. Speaker 1: (09:15) People want to buy those types of businesses. The problem with trying to sell a chiropractic business is that typically the doctor is the one running [inaudible] like they're running the show. It's Dr. Wells is show or Dr. Smith show. It's hard to sell that because once the doctor leaves the practice implodes. Well that's not true when you're running a, um, a well-run integrated clinic, you don't have to, the chiropractor isn't a part of that, right? They are a part of it, but they're not, they're not a crucial linchpin in that, in that system. So you can remove the chiropractor and replace a business manager or a business owner and they can run this exact same practice. So when you start to scale and start to implement these systems, you now have a very attractive cell blast set so that, so listen to, if you're like 55 years old or 60 years old and you're like, yeah, I would really like to retire in a couple of years, this is a great way to do it. Speaker 1: (10:01) Or if you're 35 or 40 years old and say, Hey, I want to, you know, I want to be able to retire or sell my business in five or 10 years from now, you actually have, we can provide a roadmap of how to do that. And um, so if you haven't thought about that yet, like I hope that I'm just wanting to plant a seed, but if you're already there and you're saying, Hey, I would love to be able to expand my practice, I would love to get systems that I can implement today that can start to streamline my office and scale and grow the practice. Uh, we can provide you with that. So I'm not going to go into all the details. I want to save the next episode with doctor. Uh, I'm sorry with Warren Phillips. Um, we're going to go over some of the details on how to do that, but I just want to plant that seed. I want to let you know that we do have a path for you if you want to scale and grow your business. And in the next episode we'll dive a little bit deeper into what that actually looks like, what some of the bottlenecks are in most offices and how to overcome them. So DACA is great to have you on here today and we look forward to having you on part five of our five part series with Warren Phillips in the next episode. Hope you have a great day. Take care, and God bless. Speaker 2: (11:01) Hey innovators, thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (11:37) info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey doc, welcome back. This is Dr. Andrew Wells with a simplified integration podcast. This is episode number 16 the integration path number two, I'm the growth coordinator. Speaker 2: (00:13) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:11) Hey doc, it's good to have you back. I'm very excited for this episode. This is a part three and a five part series and this is what we call the second path of integration. And this is the one I get the most excited about because it's the one that is really changing regenerative medicine today as it currently stands. And you know, we got back into regenerative medicine back in 2015 I believe. And at the time we didn't have a whole lot of competition, nobody was doing it. And we found this really hungry market for nonsurgical, non-pharmaceutical approaches to joint joint pain. And so when we first started doing seminars and advertising for our, our regenerative medicine program, we got a ton of patients through the door. We converted a lot of them. Uh, it was really financially rewarding. We helped a lot of people and it was, um, it was amazing. Speaker 1: (02:01) And so people caught onto that and so more doctors started doing it. We had, um, you know, funny story, I talked to a medical doctor in town, uh, years ago about our program and she was, uh, she was super skeptical about it. I didn't have a lot of good things to say about it. She's like, ah, it's kind of experimental. She got, I don't know, insurance doesn't cover it, like not really, like it wasn't too enthused about it. And then, um, in fact she really criticized our program. And then low and behold, two years later, guests, you still in regenerative medicine, this doc. And so everybody's like, everybody jumped on board. And it's funny as that doctor that, uh, who I just mentioned started doing her own seminars and I was laughing because she was like doing it all wrong and she wasn't getting any attendance to her, uh, any guests who her seminars, cause she didn't know how to market for it, but she was also really late to the game because we had already like flooded our area with advert. Speaker 1: (02:56) Like everybody knew that we were the people to go to for regenerative medicine. So she was this late and I talked to so many chiropractors, they're like, man, I would love to do regenerative medicine, but I just, I think I may have had, I may be too late. And that's true and not true in some respects. If you're going to do it the way most people are doing it, where you're doing it as a, as a cash program, uh, you're doing, uh, you're, uh, you're advertising for a seminar in a newspaper or Facebook. If you're in like a big populated area with lots of competition, like that strategy is probably not going to be the right fit for you. So things have changed a little bit. However, there is a, there's a shift happening right now and we're, we're real really leading that shift to, um, a new way, a new approach to regenerative medicine. Speaker 1: (03:38) And this approach is, the beauty of it is it makes it affordable to patients, but also it's really profitable on our end, on your end. And so this is where this path number two fits into the three paths of integration and this path is becoming more and more popular, but also they're not. Here's the, here's the deal as we're recording this now, this is in February of 2020. There are not a lot of docs doing this. So if you're like, if you're like waiting for a good time to integrate, now is a good time to do it. If this is the right path for you. So let me explain how this path works. So let me, let me, let me, uh, kind of re recap what we went over the last, uh, two episodes. So there are three paths. Integration, the first path being a streamlined innovator. Speaker 1: (04:21) That is the approach where you're using, uh, regenerative medicine as a cash service. You can run this as a part time sort of side hustle or a side niche in your practice. It runs right along your chiropractic business. It's part time medical staff. You're seeing anywhere from 10 to 1520 patients a month. This is where, you know, if you want to collect 20 to 40 K a month in cash collections, that's a great way to do it. Especially good in areas though that are not super, super competitive. So if you're in a rural area, if you're in an area where no one's doing regenerative medicine, that's an awesome approach. Path number two is what we're going to talk about today. So this is when, um, this is where we're starting to strategically add certain insurance based therapies. Now before I go any further, I want to address this, this issue that people have with integration. Speaker 1: (05:08) This issue I had with integration is when you do it conventionally, when you can eventually integrate or you go to like these big box companies that teach integration, they're going to throw like 20 different therapies at you and add this therapy, add that therapy and this therapy and like, yeah, there's a really like complicated burdensome approach to regenerative medicine. And that approach is really, it's like trying to get insurance, like it's trying to use it, use an insurance, a patient's insurance for like as much as you can. So you just bill a bunch of stuff to insurance and hope that that crap sticks. That was like the old approach to integration and it doesn't really work anymore. It gets you a lot in a lot of trouble with Medicare and insurance companies and audits and all that. It's just a dumb approach. It's an outdated approach. Speaker 1: (05:55) And so what we're doing here is we're looking at strategic insurance-based therapies that still pay really well, that are stable and not going to go away next year to help support your program. Um, support your program and the fact that it helps the patient, it's good for reimbursement and also it gives you, um, it gives you a healthy stream of revenue. So here's what I'm, I want to give you a little like behind the scenes look at conventional integration. Like if you, if you integrate most of these, like big box integration companies have seminars and you go to a seminar like every six months. And the sad thing about these seminars is you go there and it's, it's like a, it's like a vendor merry-go-round. So you go to the seminar or two day seminar, you sit down and they parade one vendor after another after another after another. Speaker 1: (06:40) And so you're sitting there as a doctor and it's like, all right, implement this service and implement this service and implement this service. And like you try all these vendors and then all that stuff doesn't work. And then you'd go to the same seminar six months later and guess what? It's a whole new parade of different vendors and it's like, Hey doc, try this service or try that product or try this approach. And it's the same thing every six months. It's a new merry-go-round to vendors. Like if you've been in integration, you know exactly what I'm talking about. It's like a shameless, it's a shameless promotion for these products and the, and the consulting and management groups get a kickback on all the vendors that you use. That's how the game works by the way. And so that is a not a smart, like most doctors are aware, like that's okay, that's not going to work longterm. Speaker 1: (07:25) And so when we're talking about maximizing profitability with insurance based services, I'm talking about services that have been around for 20, 30, 40 years that still have good reimbursement, that still make sense to the patient. That's not this reimbursement dumpster diving that most doctors get trapped in when they integrate. So what we're doing is we're actually combining, uh, uh, three insurance-based services. So it's a combination of three services that you can use to make, uh, uh, regenerative medicine a lot more affordable and to help people with joint pain. And maybe you don't do regenerative medicine, but my point is, is that you're, instead of just offering a cash based service, you're implementing these insurance-based services to grow your practice to see more patients. But the beauty is it helps the patient because you're using a patient's insurance. It makes it a lot more affordable for the patient. Speaker 1: (08:12) So let me give you an idea how, uh, more, more of a clear example of how this works. I got a call from a doctor in, uh, on the West coast and he was panicking and he said, Hey, uh, Dr. Wells, I, I need your help. I've been doing regenerative medicine for years now and, uh, and it's not going well. And I said, well, what's, what's going on? He goes, there's this guy down the road from me, he's charging 500 bucks for regenerative medicine. And I'm like, well, he must be doing PRP. And I said, no, he's not. He's doing regenerative medicine. And I said, well, like what is he, what proxies? He's using amnio, he's using Wharton's jelly, he's using exosomes. It's not PRP. I'm like, wow. Um, so I looked up the clinic and this doctor was doing this exact strategy, what I'm talking about. Speaker 1: (08:57) And so this doctor who called me, he's like, Hey. He's like, how am I going? What are you charging for regenerative medicine? He said, I'm charging what everyone else charges four or five, $6,000 an injection. And I'm like, well, either you switch to this strategy, this path number two, or you should give up your program because it's, this guy's going to outcompete you. He's, he's out pays, undercharging. He, he's what sick. I'm like 300% less than what you're charging your patients. It's not gonna work. So either you switch strategies or you give up regenerative medicine. And that's what's happening right now in these competitive markets. So unless you have a better strategy, it's not going to work. And the strategy is brilliant because if you're, let's say you use these, a combination of three therapies, right? What we're seeing back in reimbursement, and this is nationwide. Speaker 1: (09:44) This is not just in certain pockets, but these three insurance spaced therapies, or we're getting back anywhere from 3,500 to $5,000 per patient. That's with insurance. So the all the patient has to do is pay their copay, they're getting this amazing therapy and they're getting great results, and the doctor's making a bunch of money, so it's profitable. Then on the backend, we're adding regenerative medicine. And at that point, since you've already made your money on the patient, you can charge whatever you want. You can charge 500 bucks, 1000 bucks, 2000 bucks for regenerative medicine. So you're still collecting cash and you're still increasing your revenue, but you're making it affordable to patients. If you use that strategy, you can use that strategy anywhere across the U S right now, and it's killing it. You can, it's like, it's like doing regenerative medicine back in 2015 2016 because no one else is doing this right now. Speaker 1: (10:32) So that's in a nutshell, like that's what this path number two is, um, is becoming what we call a growth coordinator. So we're maximizing collections. We're making, uh, we're using predictable insurance-based therapies and we're not using 20 different therapies. We're using three. So the billing is actually very streamlined. This is a program where if you're looking to collect anywhere from 40 to a hundred thousand bucks a month in revenue, this is a great strategy. So again, that like path number two is when we talked about before, this is great for if you want to collect anywhere from 20 to 40 K in cash. Path number two is if you want to bump that up. So if you're looking to create a high six figure, even a seven figure business, this is an incredible strategy to, to implement. Um, and again, because it's, we're using a broader range of therapies, it's great for competitive markets. Speaker 1: (11:20) Uh, and also this is the nice thing about this, this, um, strategy is because we're using insurance. And I hope that you understand this. Doctors who have done regenerative medicine, uh, for any amount of time we'll get this because we're using an insurance. There is almost no case management, uh, system in place. So in other words, when the patient comes in, there is no high ticket selling. There is no complicated sales process. The patient comes in, they see your medical provider, the medical provider determines whether or not they need help. And if they do a yes, we can help. Here's what we're going to do today. And the patient starts care because they don't have to shell out five, six, 10,000 bucks, that all that's gone. So because this is based on insurance, there is no case management, there is no sales process, there's no lengthy consultations. Speaker 1: (12:07) Your medical staff can run this program. It's just like if you go to your primary care doctor or an orthopedic doc or any other like medical doctor in your town, they don't have a complicated sales process because all their stuff is covered by insurance either. The question is, can you help me? The patients want to know two things. Can you help me? And then your medical staff can answer that question. And number two, how much does it cost? Well, Hey, great news is covered by your insurance done, right? So they start care. So this is a staff-driven protocol. So you don't have to, you know, the chiropractor typically has to be like the salesperson and do the exam and like all this stuff, you don't have to do that anymore. It's a staff-driven. So what it allows you to do is focus on other things. Speaker 1: (12:49) So this is where you can truly become the manager and oversee the business operation, the management of this, uh, of this type of therapy, and then allows you to do a lot of different things. So you have more free time. You can invest that back in your business. You can maybe work on expanding your office. Maybe that means that you can spend more time outside of your office either like, uh, being able to go to the gym again or spending time with your family or going on long overdue vacation. It's like all those things are possible when you're, um, when your system is staff-driven. So this is, this gets rid of that like classic doctor burnout that so many doctors go through when they do conventional integration because conventional integration is so complicated to run and confusing and exhausting. It's not, that's not this. And so this allows you a lot more, it's what doctors are looking for. Speaker 1: (13:34) Doctors want, most doctors want some free time outside their practice. They want to be able to make a comfortable income to buy houses, cars, vacations, that kind of thing and save for retirement. Um, and it's, um, it's just much easier to run. It's a much streamlined, simpler way to do integration. So this system, by the way, uh, you're not, this is not a high volume system. If you're seeing 20 patients a month, that is it massively successful practice. So if you can see 25 patients a month using this protocol, like doc, you're doing it really, really well. If you're seeing 10 patients, 10 to 12 patients a month, you're still doing well. So this is not a high volume system. I hope you understand that you're not trying to get to 300 patient visits a week. You're hoping to get a handful of patient visits a week. Speaker 1: (14:19) Amazing, right? So imagine how much easier that is to run than conventional integration or doing some high volume type system. So this is path number two and you can run up full time. Most doctors, most doctors will run this full time or they have a full time medical staff. You can also run a part time. So if you started with path number one, you're doing just cash, part-time cash, regenerative medicine, you can plug the system directly into your office and do it part time and it works just fine like that. So, um, I'm super excited about this path. This is what most doctors are starting to, um, shift to now because they understand the, with regenerative medicine in competitive areas, but also the challenges with integration in general. So this is a much, much more streamlined way to do it. Um, I hope you're excited about this. Speaker 1: (15:02) If you have any questions about this path and you're like, Hey, I'm really interested in this, uh, shoot me an email@infoatintegrationsecrets.com. That's info integration secrets.com and I'll send you a, um, a training that I recorded just based on this path and how it works. I'll break it down for you. So I'm DACA. Hope you found this beneficial. Great to have you on the podcast today. And I look forward to having you on the next episode, which is part four in the five part series where we'll talk about how to scale and grow your operation. So if you have a great day and we'll talk to you soon. Speaker 2: (15:37) Hey innovators, thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (16:13) that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey, welcome back innovators. This is Dr. Andrew Wells with a simplified integration podcast and you're listening to episode number 15 the integration path number one, I'm a streamlined innovator. Speaker 1: (00:14) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:12) Hey doc, it's great to have you back. This is episode number 15 in F. it's this part two and a five part series. And if you haven't listened to the first part, please go back and listen to the first one. Uh, episode number 14. And this five part series focuses along around a theme that integration is not a one size fits all solution for everybody and for every clinic. And so in this episode we're going to focus on integration path number one. So let me define that. So we have our three different paths of integration path. One path to path three. Path one is what we call a streamlined innovator. So let me, uh, talk about what this means. So when I first, when a doctor is first contact me, so I get a lot of calls from doctors who are interested in integrating or want to integrate and they want to do it in a simplified way. Speaker 1: (01:55) The first question I have for doctors, okay, great. What is your goal? So what do you want to get out of integration from a professional standpoint? And what do you want to get out of this from a personal standpoint? The reason I ask this question is because of the fact that integration is, again, not a one size fits all solution for everybody. So let me, um, I want to go over a call. I had recently with a doctor. He's, um, he called me up and he was kind of panicked and he said, listen, uh, I just found out about you. I listened to, um, two webinar you recently did. And he goes, the reason I'm calling is I just integrated. And he said, I didn't realize what I signed up for at the time. But once I started getting into it, I'm like, Whoa. He's like, Holy cow, I didn't realize this is not what I wanted. Speaker 1: (02:42) And this guy had just signed like a big time contract, um, is going to owe this consulting group a lot of money. And he said, all I wanted to do was do regenerative medicine. And he goes, I don't want to do DME. I don't want to do trigger point injections. I don't want to lost equipment. All I want to do is regenerative medicine and I thought I to integrate to do that and I said, well you do have to integrate but you don't need all that other stuff. And he's like, shoot. Like. He's like, I didn't realize that. I'm like, Oh, I don't know what to tell you. I'm really sorry that we didn't connect earlier because I have a, like I have a program for that. For doctors who just want to do regenerative medicine. And this is important because as this doctor realized, you don't need a lot of stuff to do regenerative medicine. Speaker 1: (03:24) Right? And the reason doctors get into regenerative medicine in the first place is because they want to help. This is really rich. I don't know. Medicine is great for patients who have osteoarthritis, let's say they have like a worn out knee or a worn out hip or they've lost a joint space in their shoulder or their neck back. It's a great solution for patients who are trying to avoid surgery and cortisone injections and antiinflammatory drugs and you don't need a whole lot to do that. In fact, these kinds of programs, if you see 10, 15 patients a month, like that's a busy practice. So you don't need a full time medical doctor. You don't need a full time nurse practitioner. You don't need all this space and equipment, all this stuff did to do that. And um, you know, I was really upset when I talked to this doctor because I'm like, man, I had to have a perfect plan for you. Speaker 1: (04:06) But this guy had already committed to read, not real. He didn't realize it. He signed up for this big like consulting program. It's going to cost him hundreds and hundreds of thousands of dollars. I know. Um, and he just, he just, he didn't know that there was another way. So that's why I'm doing this podcast right now to tell you like, yes, there is another way. So the other, so there's a lot of great things about this path and this path is great for some doctors as just a standalone system, a great way to do sort of what I call niche, uh, integration where you're doing one cash therapy. It's has great results with patients. And that's all doctors want to do. But it's also a good stepping stone into more advanced integration where you may be you're adding insurance services or doing some other therapies that will boost up your insurance collections and cash collections. Speaker 1: (04:55) But this is a great, great, great starter. Now, this system does not work for everybody for every goal and every situation. So let me give you, let me tell you when this solution would not work. So let's say you want to make 100000 bucks a month through integration and you live in a major city, so you live in Chicago or Houston or um, Atlanta or, uh, New York like these, uh, Seattle where you already have a bunch of doctors doing integration and regenerative medicine. So if you're not aware, like if, if you have a lot of doctors doing STEM cell therapy type programs or regenerative medicine, they're already marketing the heck out of Facebook and newspaper ads and daily, likeF , like mailers into, into the mailbox, like all kinds of advertising. So it's becoming really, really, really tough to advertise for a cash only regenerative medicine type practice. Speaker 1: (05:50) So this, this type of solution is not great for a doctor who really wants to make a lot of money, help a lot of patients, and dramatically boost your revenue. It's not going to work. However, if you're in a rural area. So I have a doctor right now, he's in a, um, he's in a rural area of, uh, Utah. There's not a whole lot of, uh, other people around him doing this type of therapy, but he still wants to make a lot of money doing it. This is the perfect solution because he has zero competition. This kind of program would work amazing in his, in his, uh, in his city. But we're going to save him a bunch of money because it's not going to cost a lot to get that thing started. So it's great. So it's cash based therapy. This type of system is 90% less startup costs and traditional integration. Speaker 1: (06:32) In fact, you can get integrated on this type of system for less than 10,000 bucks. It costs anywhere from about five to 10 K to get an integrated program just like this started. So it doesn't have to break the bank. And when I tell doctors that they're like most of my system, most doctors, it's like what? Like less than $10,000. I thought I was gonna have to like take a second mortgage on my house or like sell off my first born child. It doesn't have to be that way. Integration can be, that's why we call it simplified integration. We get rid of all the crap that you don't need. So you can integrate for less than 10,000 bucks, less than 90% of the startup costs of traditional integration. Uh, this is also a low overhead system. So one of the quickest things that will kill your business and integration is having a high overhead. Speaker 1: (07:11) So what causes a high overhead? Uh, paying your medical staff too much. If you're running a cash based regenerative medicine practice, you don't need a full time nurse practitioner. I meet so many doctors who are like, yeah, I've got this nurse practitioner and most of the day I have no work for her. Right? Cause I see 15 to 20 regenerative medicine patients a month. That doesn't take a lot of time, but they have, they have these medical folks sitting around in their office doing nothing because they can't do volume doesn't justify it. So hire those people part time. If you're running a system like this, it's very easy to find a part time nurse practitioner and pay them hourly. Um, also you don't have to spend, you should not be spending a huge, huge amount of money on your staff. Like you, most chiropractors can run this kind of program by themselves. Speaker 1: (07:54) Maybe they hire a case manager or someone else in their office to handle the financial part, but you really don't need a huge staff. And then a lot of doctors also wasted money on advertising. So there is a correct rate way to advertise those types of service and some strategies that don't work. And again, if you're in a crowded market where everyone's doing regenerative medicine, this is not the net of the strategy for you is the next one, which we'll talk about on the next episode. But this is not great for really competitive markets. And then, um, you should be able to integrate in less than 90 days. And here's why. You don't need to do credentialing because this is a cash based service. You don't have to get credentialed with Medicare, blue cross blue shield United. That process can take anywhere from like three to nine months. Speaker 1: (08:37) I've had doctors that took it over a year to get credentialed with Medicare. So because this is a cash based system, you hire an attorney, you get your LLC set up, make sure you're following state guidelines, you have the right contracts in place and you can get this thing rolling very, very quickly. Um, so this is a great program if you're, so in terms of revenue expectations, so doctors always want to, well, what can I make with this type of program? On average, you're looking at about 20 to $40,000 in collections. So this is very easily a mid to high six figure system. We know doctors that have done a seven figure business with a program just like this. Um, so yeah, you can, you can make a lot of money with it. But the key again is keeping your overhead low. So this is not typically not your seven figure type office system. Speaker 1: (09:16) This is more of a mid to high six figure stream of revenue with a big chunk of that you can take home if you're keeping your overhead low. And then here's what we do. This is a, this is a plug for my system and I can do that cause this is my podcast. But what we offer is a 90 day money back guarantee. And the reason we do that, and we're the only group that I'm aware of that does this, but the reason we do it is because a lot of doctors have, uh, are afraid of integration because they're afraid of losing their butt. They're afraid of like going bankrupt or spending a lot of money on a system that doesn't work. So all of the things that I just mentioned in this podcast that we do and we help our clients with, if we can't do that for you, then you don't owe us anything. Speaker 1: (09:56) And we, we like that guarantee because it takes all the risk off the table. And that's like the biggest hesitation doctors have as well. Like, can I trust Dr. Wells? I don't know who he is. Like is he really like, is this stuff really legitimate? And so you'll know on the first three months of working, working with us if we're full of crap or we're actually going to show you what we've promised. And so that's why we offer this 90 to 90 day money back guarantee. Like if we're not following through with our end of the deal and you don't owe us anything, like how fair is that? Right? I think that's, I think all groups should operate that way, but that's why we have this 90 day money back guarantee. So you can, it allows doctors to move forward with confidence knowing that we're going to follow through and help you achieve your goals. Speaker 1: (10:37) And um, so yeah, and I remember when I first integrated, I had a lot of questions, I had a lot of concerns, um, and they're all warranted and I didn't have any, like, I didn't have any money back guarantee if it didn't work for me, I was screwed. We made it work. But we really want to make this something that's affordable, something that's attainable for most doctors. And the biggest thing is again, the financial part of it is having enough money to integrate, which we've taken care of. And the second problem being like if this is like not legitimate, I want to be able to like to make it go away and we offer that as well. So I hope this gives you an idea of of what simplified integration is and what we call being a streamlined innovator. So this is a very like niche way to integrate your office without blowing the bank and something that you can run right alongside your existing chiropractic practice on really a part time basis. Speaker 1: (11:25) Because again, remember if you're seeing 15 patients a month, number one, you're bringing in a ton of revenue, but you don't have to spend a bunch of time managing this service or managing your patients. So I hope you found this beneficial. This is the path, one of three paths of integration. And by the way, I wanted to mention to you before I sign off here is that the reason we don't call it a level, like there's not level one, level two, level three, it's path one, path two and path three because every path is different. Not every chiropractor wants a multimillion dollar integrated clinic. Some chiropractors are happy just doing this and this is enough. This is what exactly what they're looking for. So we offer a solution for you if that's you. So thank you for being on here. I hope you found this insightful. I hope you learned that there are other ways to integrate than conventional integration and uh, and we have a path for you if a, if you so choose. Speaker 1: (12:14) So, um, great to have you on here. I look forward to having you on the next episode. We'll work, we'll cover what path to of integration looks like. Have a great day. Talk to you soon. God bless. Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity. And the truth is, those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome back to the simplified integration podcast. Innovators. It's great to have you on for episode number 14 integration is not a one size fits all solution. Speaker 2: (00:13) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:11) Hey doc, great to have you back on. So I'm really excited to launch this five part series. This is part one and this is a topic on the fact that integration is not a one size fits all solution for doctors and for clinics. And this whole topic came about because I sent out a recent survey to the people that follow me and it was a, it was a two-part survey. The first part was for doctors who are not yet integrated but maybe tossed around the idea or curious about it. And my question for those people was, why have you integrated yet? Like what are your concerns? What are your hesitations? Why haven't you jumped into that, uh, to integration? The second part of the survey was for those doctors who are integrated, what are your biggest frustrations with the integrated model now? Um, some of the responses I got back were pretty predictable. Speaker 1: (01:57) Some nut, uh, were not what I expected. But for the group who is not yet integrated, almost all the responses were the same. So again, the question was, if you, if you're not integrated yet, why haven't you? And almost every it was like 87%. I think of the people who responded, said, I haven't integrated because of financial concerns. So that would be either, um, I don't have the startup capital to integrate or I'm concerned about how much money it costs to run integration or they're just concerned because of the, just the overall financial risk of running a program like that. And, um, those people are right. And I'll also, those people are wrong and I don't mean that in a bad way, but there's two sides to that story. So, uh, the other, and I'll talk about that in just a minute. The other side of the group, so for doctors who have already integrated, the responses were all across the board. Speaker 1: (02:46) So it was frustrations with, uh, not making enough money. Uh, some doctors had gone belly up and got bankrupt from their integrated practice. Some doctors were having a really tough time navigating a third party payer. They are struggling understanding how Medicare reimbursed or private insurance or how to add therapies that added value, financial value to their practice. Some doctors were frustrated with the, um, just the complexity of integration, uh, having to run and manage a huge team of people having to juggle all these different types of therapies in the office. And also one of the big ones was the uncertainty of the future of integration. So I got all kinds of different answers from the folks who have already integrated. So this series is focused on one main theme and this theme is that integration is there. There are different flavors, there is different levels, different paths of integration. Speaker 1: (03:37) So there's not a one size cookie cutter fits all solution for your office. So when I ask a doctor, Hey, what do you like w how would you define integration? What does that look like to you? So if I were to ask you doc, like what w w if you picture your office as an integrated office, what does that look like? And here's how most people define it. It's the way that most like the big management groups and practice consulting groups teach integration, which is a big hairy, bloated beast of a system to run where you have lots of staff, you have full time medical staff, you have lots of different in insurance and cash based therapies. You have complex care plans, you're very, very insurance reliant. And you're also, um, while you're also a cash reliant, right? Because these days you can't rely strictly on insurance. Speaker 1: (04:22) And so that's what I call typical like integration. And when most doctors think, well, in order to do that, I would need at least a hundred thousand dollars to get started. And then you're looking at an overhead of anywhere from 60 to 110, $120,000 per month. That is what I call conventional integration. That's what most doctors have in their minds eye of what that model looks like. However, a lot of doctors don't realize is there are so many different other iterations of integration and in fact, you can make integration, whatever you want to make it. So I've been, uh, integrated for, uh, shoot seven years now. And I've helped dozens and dozens of practices integrate. And the funny thing is is that every doctor, each actor wants something different from integration. And what we found over the years in our own practices and coaching other doctors is that there's really three paths. There's three main paths when it comes to integration. Speaker 1: (05:11) And I'm going to start somebody switch this slide. I hope you can see this on the back. So we have path one, path two and path three. And when we first came up with this concept of paths, I originally came up with idea of levels. So you have level one, integration level two and level three. But we scrapped that idea because what we realized is that level one makes it sound like, well, if you're down here, you're just a beginner in integration and you're not, you should be up here at level three. But that's not true. In fact, a lot of doctors choose path one or the first level of integration because that's really what they want out of their practice. They're not aspiring to have four or five, six, seven, eight different offices. They want one. Um, sort of niche integrated practice that can run right alongside their chiropractic practice. Speaker 1: (05:52) I'll break that down in a minute. Then we have path two, which is just a different flavor, so to speak of integration and then, and then a path three. So I've named them streamlined innovator and that's path one. Path two would be a growth coordinator. And path three being a scaling operator, each path is a completely distinct form of doing integration. So let me break down each path for you. And over the course of this next five part series, I'm going to break down path one, path two and path three for you in more depth. Uh, for the sake of this episode, I want to give you just a big overall picture of these different paths of integration, um, so that you can identify, potentially identify with one, but also know that it's not like, alright, here's your integration program. This is how it's done. Here's how he teach it and this is how you need to do it. Speaker 1: (06:36) That you don't need to do it that way. So, um, let me, let me break down each of these paths for you. So path one is what we call a streamlined being, a streamlined innovator. So this type of integration is where we typically lead with regenerative medicine. So regenerative medicine is a cash based service. We don't bill it to insurance. It's a, um, it's just a cash pay type service. And this is a program that you can get started for 90% less costs than traditional integration. So remember just a few minutes ago, I said, typically it takes about a hundred thousand dollars on the low end to integrate your practice. That would include legal fees, your business set up, uh, that includes, uh, includes equipment costs, uh, coaching fees, hiring your medical staff, hiring your nurse practitioner, getting a chiropractor on board, buying a bunch of equipment. So it's very, very costly to get a conventional integrated office off the ground. Speaker 1: (07:24) However, if you're doing a niche type integration where you're doing regenerative medicine, you can get that practice up and running for less than $10,000. And when I tell chiropractors that I'm like, they're like, Hey, I'd love to integrate. I just don't have the money to do it. Well, I'm like, well, what number did you have in mind? Like, wow, I think I need to at least 60 70 80 K to get started. I'm like, no, no, no, no, no, no, no. It depends on what you want to do. So first let's, let's define why you want to integrate what your goal is and then we'll figure out which path is the right one for you. And a lot of doctors choose this path because it fits their budget, it fits the goal, what they want to get out of their clinic and they don't, but they don't realize it doesn't actually cost a lot of money. Speaker 1: (08:01) There are doctors who will charge you a bunch of money to do an integration that's not necessary. You can get an office like this running with less than 10 in less with less than $10,000 you can get it started in under 90 days. So it doesn't have to be this big complicated system that you have to like, you know, overwhelm your office and your staff with an over overwhelm yourself with. So this is a low overhead system. What are the biggest issues with conventional integration? Is this massively high overhead? To give you an idea, when we were conventionally integrated, our overhead was anywhere from a hundred you know, nine 80 90 a hundred we had $110,000 per month overhead. So you've got to see a ton of patients for that and you got to build a ton of insurance for that. That's not what everyone wants out of integration. Speaker 1: (08:41) So what we teach in this model at path number one is a low overhead system so you can keep most of what you collect. So it's profitable at the end of the day. And then we teach how to integrate in less than 90 days. So if you're not running this through private insurance and Medicare and third party payers, you can get a system like this running in really two months. You can do it way in much less than 90 days. And this is a system, so you're not going to, with this type of system, some doctors may may collect more, but this is a system that generally brings in about 20 to $40,000 in revenue per month, right? So it's a, it can be a, a mid, a low mid or even high six figure revenue, gender generator for your office. And if you can keep your overhead low, which is what we teach, you should be able to take home a big chunk of that in terms of of uh, pay that you bring home at the end of the day. Speaker 1: (09:26) So this is a really streamlined system. A lot of doctors will run this, this path, one integration on a part time basis. So they're running their full time chiropractic job and they're using this type of therapy and integration for certain patients in their clinic. Uh, regenerative medicine is great for people who have knee pain, hip arthritis, lower back and neck arthritis. It's a great thing to add to your chiropractic clinic, gets great results. Um, and one of the things that we do with this system is that it's, you know, I've taught this system over and over and over again. We've got it down to a science. So we're the only group that I know of in our profession that offers a 90 day money back guarantee. And this is big for doctors because one of the biggest hesitations for docs, like yeah, I would love to integrate but I'm, I'm worried about the risk. Speaker 1: (10:07) I'm worried about like the, the liability and the overhead, all that stuff. They have all these concerns. Well if we can't get you to what we've just told you on this page, like you don't pay us anything. So it allows you this opportunity to like to taste, get a taste for what integration looks like and regenerative medicine looks like. And if like at the end of 90 days you're like, man, this was not what I thought it was or Dr. Wells, you're full of crap. We just give you your money back. You don't owe us anything. So this is a great way. We're just trying to take as much risk off the table for doctors so they can actually feel comfortable taking a step forward and integrating their practice without having to worry about the money and the finances and the overhead. We've figured all this stuff out for you. Speaker 1: (10:45) So if you, if you've ever been on the fence, and this is a totally a plug for my program, but if you're sitting on the fence and you're considering integration like we've taken, we've made it so, so easy, so affordable to get started in a really simplified way. That's why we call it S uh, being a streamlined innovator. We've streamlined the process. So that would be what we call path one with integration. So path number two, this is what we call a growth coordinator. So this is for doctors who want to get a little bit more out of their practice and just running one or two cash based therapies. So with the growth coordinator, what we're attempting to do here is help as many patients as possible. So you're going to see more patients who are going to maximize your potential revenue. And we do that by strategically adding certain insurance based therapies to your practice to run right alongside your cash based therapies. Speaker 1: (11:32) And these things work very closely hand in hand. And what were the strategy that we use here is we make, we're making regenerative medicine incredibly affordable for patients by using their insurance. And we have a strategy for that. I'm not going to talk about that in this episode, but this is for doctors who say, yeah, I would really like to build a very strong six figure and potentially a seven figure business. You can do that with this program and you can do it without having to, having to have these like 15, 20, 25 different like crazy types of therapies. Um, and just trying to build the heck out of insurance just for the sake of billing purposes. So there's a way to do an insurance and regenerative medicine in a really streamlined way and that is path number two. So this is a system lawyer. Speaker 1: (12:15) You're expected to bring home, uh, bringing in revenue 40 to a hundred thousand dollars plus in revenue. Uh, it's a great system for areas that are competitive. So one of the, one of the, uh, biggest objections I get from people running cash regenerative medicine businesses is that they have a lot of competition, especially if you, if you live in a big city. So if you're in Chicago or Dallas or New York or LA, San Francisco, um, chances are you have a lot of competition with regenerative medicine. So we're using path number two to create a very competitive program that really gets rid of all your competition cause you're making regenerative medicine extremely affordable for patients. So if you want to learn more about path two, I've got a webinar on this, like it's a case study and a training that you can watch that explains in details as path. Speaker 1: (12:58) And I'm also going to go over the path number two in more detail in two more podcasts episodes, which I think is number of 16. And this is also, here's like the biggest, I think one of the biggest selling points to path number two is that it should be staff-driven. So because these are medical services that we're providing patients, your, your medical staff should be able to run the program. And this is a system where you don't have to, there's no like high ticket sales. There's no complicated case management. This is truly, truly a staff-driven system. Once you get it set up, once you get your staff trained, they should be able to handle this type of system with no problems. So it doesn't require a ton of input on your end, which gives you more time to do other things. Which brings me into step or path number three, and this is what we call a scaling operator. Speaker 1: (13:43) So let's say you're integrated, maybe you're on path one, maybe you're on path two and you've got that down. Then the next question then becomes, all right, what do I do now? So for some doctors, that's all they want, right? They want to have a healthy revenue stream. They want to be able to work hard, but also go home to their family, enjoy time outside of work and be able to save up for a houses, cars, retirement, that kind of thing. But some doctors want to go bigger. Some doctors are really ambitious and they have a lot of tenacity and drive and they want to grow their practice. Maybe that means expanding their existing practice. Uh, some doctors I work with have multiple clinics already, but they want to grow two, three, four, five, six, seven different clinics. There is a way to do that. Speaker 1: (14:21) Now when you, when a lot of doctors are first introduced to integration, this is sort of a selling tactic that a lot of different groups use and I don't, I don't like it. Uh, here's what happens. They say, all right here, here's this integration model. You're going to implement this in your clinic. And then within the first couple of years, we're going to go to what's called phase two. And phase two is when we get you out of the business and the practice can run itself. But the problem with that is that these clinics are oftentimes so complicated to run, that it's not realistic for most doctors to ever get to phase two. They sell the dream. But when it comes down to actually doing it, it's very, very, very get very complicated, especially if you don't have the right tools to grow and scale your business. Speaker 1: (15:04) So in episode 18 so three episodes from now actually have a guest, his name is Warren Phillips, one of the smartest guys I know in the chiropractic profession and he's a master. He runs several different successful businesses, super successful guy. And he's gonna give us some tips on what you can do to prepare yourself for scaling a business and what that actually looks like and what like what is a realistic expectation for growing and expanding your practice. So this is the guy that's helped a lot of other doctors do it and I'm really excited to have him on the podcast and I know you're going to get a ton of information. We've actually prerecorded that episode so he's got a ton of ton of amazing information to share with you. But this is like the third path. So the third path, when you get to this point, and if you want to scale your business, we can help you with that as well. Speaker 1: (15:48) And what that involves is, is really, there's four different steps to it. But the first part is just getting the right mindset, establishing a good team, having good management organization and tactics in place so that you can actually grow your practice without imploding your practice. Like so many times I see doctors, like they add, they add a service to their office, whether it's integration or decompression or functional medicine or weight loss. And because they're adding, like they're adding more stress and more responsibility onto their staff, their office implodes. So rather than growing, it shrinks because you got away from, um, what you were good at and just added a bunch of extra burden and bottlenecks into your practice. So there's a way to scale smartly on there some steps that lead up to that, that we help doctors with. So, so I hope you understand, like when you look back at these three different paths, um, one is not better than the other. Speaker 1: (16:38) Some doctors are very, very happy doing path one. Some doctors like I want to do path two and that's all I want to do. I don't want multiple clinics. I don't want to have to run that kind of operation where some doctors, and this has been me, uh, we were really happy running multiple locations. Um, I can tell you it's a lot of work and there's a lot that goes into it, but that's what some doctors aspire to do. And so all three of these different paths have their place in integration. So if you're listening to this and you're like, Hey, you know what, I would love to do just path one, we have a plan for you. Or you're saying, Hey, I would love to do path two. I'm not integrated yet, but path two is exactly, I want a good healthy mix of insurance and cash based services and I want to grow my practice. Speaker 1: (17:16) Like that's the perfect path for you. So, um, I hope this makes sense to you. I hope you can understand too, again, the main theme is that integration is not the same. It's not a one size fits all solution. Um, although some practice groups teach it that way, it is not in reality that way. And I talked to so many doctors, so many doctors, every week they're like, man, I wish I had done a simpler version of integration. I wish I'd done simplified integration. I bought this huge program. I've got this big thick binder and I really don't know how to run my integrated program effectively. So if that's you, we have a plan for you and I really encourage you to listen to the next episodes in the series of five on a path one, path two and path three and scaling your practice. So a doc, I hope you found this helpful and beneficial. I really appreciate you being out here today and look forward to seeing you on the next episode number 15 where we'll discuss more about path number one, have a great day. Take care, and God bless. Bye bye. Speaker 2: (18:10) Hey, innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (18:46) that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey doc, welcome to the simplified integration podcast. My name is Dr. Andrew Wells and this is episode number 13 the future of regenerative medicine, Speaker 2: (00:11) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:08) Welcome back, doc. It's great to have you on this episode. The future of regenerative medicine. And I have two guests on the phone with me right now. I want to welcome Alyssa Flores and Paul Clemons. Welcome very much. Thank you for having us. Yeah, it's great to have you on here. So, um, the reason this is a continuation of the last podcast, episode number 12, which is the future of regenerative medicine. And, um, I want, uh, I wanna I want docs to recognize that there's a transition happening right now in regenerative medicine. So if you listen to the last episode in the last five years, most doctors have been, uh, mainly doing what I call sort of the hit and run approach to regenerative medicine. Meaning they do some advertising, they have a patient come in and they do a seminar and then convert that patient into a paying cash patient. Speaker 1: (01:55) So that strategy has worked really, really well for the last five, 10 years. But the issue that's coming up right now is a couple things. Number one is that regenerative medicine is getting a lot more competitive. So, um, Alyssa, do you mind muting your phone for just a second? It's a little bit loud on your end if you don't mind. Thank you. Cool. So regenerative medicine is getting very, very competitive. So if you're in a major market like Chicago, Dallas, Houston, Nashville, New York, LA, there are dozens and dozens of doctors who have gotten on board with regenerative medicine, which is great because it's a fantastic therapy. But the problem is doctors are now finding it harder and harder to compete, compete for that limited patient who is looking for alternative, uh, alternative therapies to surgery and cortisone. And, uh, so it's been getting more and more competitive. Speaker 1: (02:42) The ad costs have gotten a lot higher. And that model, by the way, still works in a lot of areas. So if you're in a smaller area, a rural area, I know lots of docs who are doing really, really well with the cash regenerative medicine model. However, again, as more and more docs enter this space, it's getting more competitive. So about a year ago, um, uh, Alyssa actually reached out to me and saw me on Facebook and, uh, we connected and she presented a really, really innovative approach to regenerative medicine that I wanted to share with you guys today. And, um, I was unaware that this, this strategy and this system actually existed. However, I knew of other docs that were doing something like it. I just didn't know what it was. And so let me give you an example. I talked to a doctor not too long ago and he called me up and he was really frustrated with his regenerative medicine program. Speaker 1: (03:27) He said, listen, I'm, I've got a guy right down the road from me. He's charging 500 bucks per injection. And I'm like, well, what is he, what is he doing? He's like, it's a re, it's, it's STEM cell therapy. And I'm like, no, it's not STEM cell therapies probably doing PRP. And he said, no, no, no. He's doing, he's doing regenerative medicine. It's not, it's not PRP. It's not, it's, it's STEM cell. And like, there's no way he can charge 500 bucks for regenerative medicine or a STEM cell injection. And he, like, he insisted that that's what he was doing. So what I came to find out was he was using a completely different strategy, this doc than all the other docs in his town. And he was kind of putting everyone else on a business. And what I discovered was he was using this exact strategy that we're going to talk about today. And so that's why I have Alyssa and Paul on the line to sort of explain where this, uh, where the strategy came into play and how it's going to help doctors, not only now, but in the future to come if you want to be relevant in the regenerative medicine game. So, um, so listen, Paul, if you don't mind, thanks again for being on, if you don't mind sort of explaining where this, where this concept and the strategy came about. Speaker 3: (04:28) Absolutely. I'll talk first and then Paul kind of chime in and I'll introduce myself. Alyssa Flores. Um, I own a couple of different companies here in Arizona and uh, been in the regenerative medicine and biological space for quite some time. Really studying the trends of regenerative medicine and what the FDA is doing, what the claims are, and really just studying what not only the FDA's doing but what our physicians are making claims of. So it's oftentimes that I come into clinic and speak with doctors that they assume that they're doing STEM cells when you're not going to get STEM cells in a bottle. For the most part. We teach them and we educate them on our products. Um, we have a few different options and we have passed play as a vertical in what we offer today. And then we have a Q code for insurance reimbursement. So I'm going to go ahead and pass the concept. Paul Clemen handles all of our doctor meetings and closing and he will go into more detail about our program. And Andrew. Um, so yeah, so basically what I started, I'm a practice consultant, but I started seeing a transition when I'm talking to, I would go and talk to clinics and find out what they're doing for a different therapies and other joint issues, talk to independent practices, talk to dog, uh, kinda factors as well. And so Speaker 4: (05:58) we found that when talking to more and more practices, I found there's a transition to where independent practices, medical doctors are struggling in their business and they don't want to, but they don't want to join some type of a hospital network. So they're looking to do something different. And then I talked to chiropractors that are in a sense struggling with reimbursements in the chiropractic side. And so I, I started realizing that there was a niche out there to where chiropractors and doctors can start working together and, and work on integrating practices. And now, you know, we're seeing kind of a transition where, uh, that starting to happen more and more. We're, we're seeing doctor or chiropractor start to partner up maybe and start to maybe get credentialed in order to be able to do, uh, more programs. And more sources for their patients and in doing so they're able to start billing for insurance in and I started when I was talking to the chiropractors and people that are in the cast. Speaker 4: (06:58) For some reason there was this thought that they have to be scared to go Medicare because of their all these rules and what you'll find if you do it right. Medicare is actually a great source for for income and so when they started showing the doctors and chiropractors how you could take our programs like our OEI program where we're doing disco supplementation and combining that with regenerative medicine is a great combination because it allows you to not only treat those patients that maybe don't have insurance and they are looking more for cash, but your mom had a Medicare patient that you were turning away because they didn't have the cash. You can now boot do both and so that's why we kind of really started developing this program to show doctors, help them integrate. We can help them with their billing, the whole nine yards and be able to start doing and showing them this really new program. Speaker 4: (07:51) Using a guided arthroscopy. So you have a guided disco supplementation or short term pain to eliminate, um, you know, to just get rid of the swelling and inflammation that's in the knee. Bring that back to you, know that the integrity back to that joint, but then also introduce, you know, high amniotic fluid. And then again, that's also either cash or that's also billable that has a Q code. You start going [inaudible]. So the program is amazing and we're really seeing a lot more reception to it and a lot more doctors and chiropractors are wanting to start to integrate. So for these chiropractors that I don't, you know, I don't know where to start. I don't know how to do this. We can help you with that. But trust me, when I say there's lots of NPS nurse practitioners and MDs out there that are looking for something like this, they're looking for these chiropractors that are wanting to integrate because they do not want to get into the AMA protocol, standard hospitals, stuff that really limits their abilities and actually their tag. So Rams. Great. You Speaker 1: (08:56) bring up a really good point and just speak to chiropractor. Is there a sort of two groups right now that are interested in this? One group are the chiropractors who have done regenerative medicine and they're finding it harder and harder to get patients in their practice. The other group are chiropractors who have now seen regenerative medicine. They know it's real. They know it's not like a flash in the pan. It's not going away and they're trying to get into it. And one of the biggest struggles that chiropractors are having with these programs is they just, you know, they're, they're hidden. They're banging their head against the wall because these patients are coming in and they want help and they don't want cortisone, they don't want surgery, they want alternative therapies for joint pain. But then when you present them with a four or five, six, $10,000 cash care plan, they're like, Holy cow, I can't afford that. Speaker 1: (09:37) So in the past we've had, we've been turning away hundreds and hundreds and hundreds of patients that really want help. And one of the things that I, I didn't really understand at first was that the patient really doesn't care what the therapy is. They just want to, they want to know two things. They want to know will this help me and how much does it cost? And when I say they not gonna they don't care what is, what the actual therapy is yet of course they do, but they want to make sure a lot of patients want to make sure that it's not dangerous or invasive and they, they're trying to stay away from surgery. So they want to know two things is, is this going to help me with my joint pain and what does it cost? And with regenerative medicine and a lot of patients, we felt really confident and yes this will help you. Speaker 1: (10:15) But it was the money barrier. That was the thing that kept, that kept patients away. And so the clever thing that Paul and Alyssa have done now is they've taken away that that cost concern because like Paul just mentioned it, you don't have to be there. There are things that Medicare will reimburse for. There are things that private insurance will reimburse for that doesn't have to be risky. That doesn't have to be a huge compliance risk. Right. And what I mean by risky and compliance risk, because there are so many consultants and management groups that will teach you what I call, it's a phrase you've probably heard before. I call reimbursement dumpster diving, which is a go out and find any old crap that they think insurance will reimburse for. And they teach chiropractors how to bill for it, which is completely insane. Like it's not, it's not patient first, it's not patient forward. Speaker 1: (10:58) It's, it's fine. It's finances first. And so a lot of chiropractors who have been integrated for years will know what I'm talking about when I say, uh, reimbursement, dumpster diving. There's looking for any old thing that insurance will, will pay for to keep their office overhead paid and to pay their doctors and to take home some income. And so what Paul is mentioning here is that there are some great therapies and things that insurance and Medicare will reimburse for that aren't wacky and crazy. They're, you know, uh, it's, it's a standard of care. And so, um, and so when I first heard of this strategy, I'm like, wow, so you're actually eliminating a lot of the, the barriers that patients are coming up against, which is the cost barrier. And I was thinking like, we, we've turned away hundreds and hundreds and hundreds of patients that really wanted help. They just couldn't afford it. So from a business standpoint, we wasted, I don't know, like how many hundreds of thousands of dollars because we just didn't have a, we didn't have a therapy to offer our patients when, when now we do. So, um, yeah. So does that, uh, Paul, is that an inaccurate description of what you're finding as well? Speaker 4: (12:00) Yeah, I mean, so I, it's almost a fear. So I spoke to a group of 50 chiropractors a few months ago and, um, you know, the consensus was, you know, they were all, but now most of these doctors are in a room. We're looking to now start to integrate their practice to try to find an NP or an MD that they could partner with in and get into it because they're starting to realize there's a novel out of alternatives. There's only so many or so many, so many places that a doc, a chiropractor can go, you know, and in, so when you start getting squeezed, there's not a lot of other things to do and now you add a laser or something like that, but you're still struggling. So, so they realize they have to do something different. So not sharing insurance in Medicare and especially when we have the ability to show you how to set it up and the right programs because Medicare laws, disco supplementation, it keeps people from, you know, those particular patients from Atlanta actually going in to get, um, I me replacement, I mean you're talking 40, 50, 60, $70,000 knee replacement that Medicare is just getting killed on. Speaker 4: (13:04) So to be able to pay for a fiscal supplementation program laid out there to, there's not an issue when you start talking about this cost supplementation. So to be able to, to introduce both a short term, uh, um, if you will, treatment to be able to, to address that, that inflammation and then more of a longterm approach as far as the regenerative side to help rebuild that cartilage. It's a good termination, but now you can, you're not sending these patients away. You have something that you're going to be able to treat every patient that walks in the door. And so obviously that's going to affect your bottom line. You're going to see revenue generation like never seen before. Not only that, but it's going to bring those Medicare patients and patients that have not gone to you. They're going to start to come to you now because you can service them a lot better. So it's going to separate you from the other 30 chiropractors that might be in town that aren't doing this. Speaker 1: (13:56) Yeah, that's so smart. And would you do me a favor and kind of break down what the, Oh, so there's, we're talking about two different things here. We're talking about OAI the [inaudible] program and then also regenerative medicine. So can you kind of break down in a nutshell, like what, what is the OAA program consist of? Speaker 4: (14:14) Well, so the only pro right now, this was supplementation has been thrown around quite, it's been around for a long time. Uh, there are so many desperate protocols for, for viscosupplementation, there's using Synvisc for a one injection. There's, there's three and five injection protocols. There's just, there's, there's palpation, there is using ultrasound cities using fluoroscope. So there's a number of different ways. So what we try to do is tighten it up and have one standardized way to do it. And we know when we're working with Medicare, it's best to have as much documentation as you can. So palpation and ultrasound are fine, but when it starts, when you start having issues, when you're document documenting a procedure that you're now going to tell Medicare, you better have all your T's crossed. So by using, you know, our program where you're using a guided flow scope, it not only is it going to help and be more precise when you're doing the injection, but you're also going to be able to take pictures and document those injections and you're also going to be able to immediately when that patient comes in and you're going to be able to take an extra day and find out for sure and verify that they do have osteoarthritis before you line them up on the protocol. Speaker 4: (15:26) And then the protocol, depending if you're doing a five injection and working with Medicare and you now are able to bill in a series of, uh, different, uh, codes that are, are very lucrative. And so not only are you helping the patient a short and long term, you can now have a very good revenue stream because you're able to build for 40 use of fluoroscope area, heavily use on the use of hydrotic acid that goes into that knee and you're billing for x-rays and new bracing and things like that that are in the protocol. So, uh, it's just a great program that's going to bring in, you know, two, three, four, five, $6,000 worth of, uh, revenue on that one patient depending on, on what parts of the program, on our program that you can, that you can implement in your, in your business as you, as you start to ramp up, um, doing the fiscal program. Speaker 1: (16:24) Yes. I just want to make sure that doc's heard that. So you're using tried and true therapies for joint pain like viscosupplementation, but you're also getting several thousand dollars in revenue for the per joint, is that correct? Speaker 4: (16:36) Yes. And then, and then the nice thing is, is that again, that's not only are you do that if we can show you how to maybe add or, uh, DME credentialing and you can now start to bill for a brace that you definitely want to be using on that patient because it helps offload, um, and take more weight off that knee to allow it to heal even more. So when you can start to be able to add that to your practice, uh, and tear your revenue, that really starts to take it from not only just charging for the, uh, the fiscal injections itself. You're are able to now start billing for the knee bracing. And if you can do physical therapy, that's the other step. That's the final step in the fiscal program that allows you to maximize revenue generation because you can treat that patient from start to finish. Otherwise, if you're, if you can't really just physical therapy and your process, then you were sorting that out. But it's a way to now refer those patients that need physical therapy to the PT and get them to maybe refer new patients back to you to do the Vesco on or the regenerative physical therapy program therapy. We have a better outcome for everybody. Speaker 4: (17:50) Yeah. So basically what's happening, you went to physical therapy depending on the practice. Um, if you're able to do physical therapy on site, obviously it's a, it's an integral part of the, the final step in, um, helping that knee. Um, you know, completely where we're now when we started this disco supplementation, adding lubrication to that joint now starts to loosen it up where they can start to have better movement. Uh, you put the knee brace on until we offload that pain to help, uh, get a little more inflammation gone and now you've, the final step is getting it to a PT to where they now start to build, build this strength, strengthen that muscle, that little muscles around that knee joint and able to get them back walking if they're, if they're struggling with that. So the physical therapy is a big part of this protocol. Speaker 4: (18:39) And so if you can do it, great, because it does reimburse financially reimburse very well. If you're not in a position to be able to do that at your practice, then that's fine. Then you can roll it. Then you can actually refer those patients to physical therapy. But again, what's going to happen once you create that relationship with that physical therapy, they're going to do that practice. You're going to be able to work something out. What they're going to send you some patients back to be able to, you know, do the first two things, work on the uh, you know, do the uh, joint injections, you know, knee pacing and then again rotate them over back to the therapy. So, and it definitely is a very lucrative part to that get very lucrative parts about getting ready to close the deal and how can you better your relationship with your doctor. Speaker 1: (19:53) Yeah. And there's a, there's a few different ways that you can run this strategy that makes sense for you, the doctor and also makes sense for other relationships and people you work with in your town, but mostly for the patient. And so if you've been paying attention to this podcast, I hope what you're hearing is that you're now eliminating that high ticket sales process you have to go through, you're eliminating a patient barrier in the fact that they can't pay for it anymore. Now they can use their insurance to get help, the help that they need and so on. Also as it from a doctor, from a business standpoint, it's lucrative for you because you're able to collect, uh, on services like fiscal supplementation and fluoroscope guided injections and physical therapy if you can do that in your state. So it's a win win for the doctor. Speaker 1: (20:31) It's a win win for the, you know, it's a win for the patient. And so it's a really, it's a very, very clever and unique approach to modern day regenerative medicine. And that's something the one part we didn't talk about yet is the regenerative medicine component. So let's say that you're getting three K, four K, fiveK per joint on the [inaudible], the viscosupplementation side, right? So that's a, that's a very profitable patient. I'd take that patient all day long and let's say they still need help or they still want regenerative medicine. Now you can still offer that to a patient on a cash basis basis, but you can charge whatever you want for that. So if you want to be, um, if you want to be a really kind of the patient in charge of 500 bucks for that, you can do that because you've already made your money, so to speak, on the, on the insurance side, if you want to charge 1000 bucks, 2000 bucks, you can do that because you've now made your money on that patient and you can still pay your marketing and your overhead on the insurance side. Speaker 1: (21:22) So this was that strategy I mentioned on the beginning of this call. This was a strategy that this doctor was using and putting everyone else, all the other chiropractors out of business. He was charging 500 bucks per joint, but he was also collecting a bunch of insurance on the front end. So that was the business strategy that he used, uh, to attract more patients and to help more patients. And so maybe if you guys don't mind if you can talk a little bit about the regenerative medicine side and how that, uh, how you can implement that into this program either, um, right alongside the OAI program or just a standalone cash service, Speaker 3: (21:56) if you don't mind Paul, start with that. So as a distributor for this industry and the regenerative medicine space, my job has always been to look for the best of breed products, um, in the industry. And um, we have a product today that I think is the best. It's priced well and um, it's recognized to have great outcomes provider feedback. With that said, our verticals today cause the regenerative medicine side is trashedK and or Q codes for those that are not familiar with to code, that's the ability to have insurance reimbursed. So it gives our doctors the option to play on both sides. When they order, they just let us know which side they want to plan and then we send them the appropriate product. This gives the doctors the option to not turn away patients today that can't necessarily afford the cash side. Maybe that's all they can afford is to submit their insurance and see where it goes. We do have a full billing platform that we can help our doctors to be able to navigate through the billing cycle. We also offer a billing platform to help them do their billing if that's something that they're interested in doing with us. And then I'm going to let Paul talk a little bit about the properties of our regenerative medicine and how it does benefit our practices today. Speaker 3: (23:18) So we're talking about with regards to the properties, um, with regards to regenerative medicine, we offer HPRP option because we see the value in here. We see the value in therapy when the patient is healthy and the patient is in optimal position to receive their own fives. And we can get into all of that. When dr free chocolates, we also carry amniotic fluid. Amniotic fluid has been probably the lowest on the radar for the FDA as far as how st claims of live STEM cell counts. We don't claim to be a lifetime product. We don't ever claim to be a product that has multiple cells in it. If the million and above. As a matter of fact, we're educated to understand that there are no lifestyles in a bottle. So we treat every single provider that we deal with as if they don't understand regenerative medicine and we give them education, they bring on our medical provider. Speaker 3: (24:27) We talk about the different modalities. We talk about the science. For us, amniotic fluids, pure amnio fluid has been heaven sent because it's priced properly. The effectiveness has been amazing and the areas in which that you can provide this for the patient in the joint side has been wonderful as far as reducing inflammation, which reduces the pain. So pain doctor for plugged it chiropractors, integrated tire practice have loved it. Our physical integrated therapy has loved it. Naturopathic doctors love it. Our MDs are loving, their PA's are loving it. Our MAs are loving it, they're all loving it. Every state is different. So if you can legally soft tissue inject, this is a product you want to look at. When we discussed this with chiropractors, they are absolutely on board and they want to know more about it. So once you become a client, we host a one hour seminar call with regards to everything about our products and science to use cost, everything you need to know, we give you the facts, we educate you, and we want you to be educated prior to using the product. Because if you're not as dictated, we're not doing our job. So that's what I can say about our regenerative medicine. Andrew and I can just tell you that you know, we can pick any product in the market today, no matter what it is. We choose these products because they're safe, effective price properly. And we can have two verticals for our doctors. They can go cash or they can go insurance. And there's not products on the market today that I know of where a lot of them that offer these these points that I've just made. Speaker 1: (26:03) Awesome. Alyssa, you know, doc, if you're listening to this podcast, I really, really hope that you're understanding the strategy behind this approach, through the OEI approach and through the regenerative medicine approach. And so this is, this is a really an overview and I want to wrap up this podcast, but the, uh, if you want more information on what the details of this system are and how to implement this in your practice, we've actually created a webinar for this. So if you want more information, just shoot me an email@infoatintegrationsecrets.com and I'll make sure you get a copy of that webinar so you can learn more about the details of the program and how you, your office and your and your patients can benefit from it. So, um, Alyssa Paul, thank you so much for being on the podcast today. I really appreciate it. Uh, docs, I hope that you found this information beneficial and I hope you can use this information to help reach your practice goals this year. So I just want to sign off. Thanks again guys for being on. I really appreciate it and we'll see you on the next episode. Bye bye. Speaker 2: (26:57) Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity. And the truth is, those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info at integration secrets, Speaker 1: (27:32) [inaudible] dot com that's info@integrationsecrets.com.

Speaker 1: (00:00) Hey innovators. Welcome back to the simplified integration podcast. My name is Dr. Andrew Wells and this is episode number 12 the future of regenerative medicine. Speaker 2: (00:12) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrated practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) Welcome back, doc. It's great to have you here. Now. I want to talk about this topic of the future of regenerative medicine because I get this question a lot from doctors, from clients, and I've also been planning for the future for a while now. And before we get into the future, what it looks like, I want to dive into the past and the current conditions on running a regenerative medicine practice. So some of, so if you're already doing regenerative medicine or you're integrated, this is going to make complete sense to you. This next little part, however, I also get a lot of docs who are new to this and are not familiar with integration and regenerative medicine. So let me get you caught up. So in the last five years, regenerative medicine has really become popular in chiropractic integrated type offices. Now, regenerative medicine isn't new, it's been around for decades, but it's finally become mainstream for a lot of good reasons. Speaker 1: (01:59) It's an incredibly effective, uh, tool that you can use to help your patients get better, especially suffering from your patients with suffering from osteoarthritic conditions. Now in the last five years, the way the business model works is it's been all cash. So the way it works is you do some advertising, you have patients come to a live seminar or to a consultation in your office. You teach them and educate them about what regenerative medicine is and if they can afford it and they want it, then they have the injection and they go home. So that has been the business model in the last five years. It's been an incredibly successful business model. I've been doing this for like pretty much since it became, sorry to be actually before it was popular with chiropractors and I can tell you like we did really well from a business standpoint, charging cash for this type of service. Speaker 1: (02:48) And the reason we could charge four or five, $6,000 for injections because no one else was doing it. It was a really in demand therapy and um, and it helped patients. So it was worth it from the patient standpoint and it was worth it for us to do it as a business. Now, as I record this podcast, we're in early 2020 and everybody knows about regenerative medicine. It's become very popular. The problem in most cities is that it's become very competitive. So not only do you have a, if, especially if you're in, um, you know, a city of 100,000 people or greater chances are you have two or three other chiropractors and even now MDs that are competing for the same patient base. So what used to be really easy to market for is now become a lot more difficult just because it's more competitive, more doctors are offering it and now because there's more competition, doctors are starting to charge less and less and less for that service. Speaker 1: (03:38) So that's one problem in the future of, of this type of therapy. The other problem is, is this is going to be covered by insurance relatively soon. And I don't know if that's going to happen in the next year or the next two years. Uh, this, this discussion has gone on for the last like 10 years. Like when is insurance going to cover it? And there are docs on one side that say all the drug companies will never allow this there to be therapy to be covered because it works to keep people off medication and surgery. And then there's this other group that's growing in popularity and that's the group that says, yes, this is very soon going to be covered by Medicare and private insurance. And I used to be on this side. Now I'm way over here. And because of the research, because of the new technology, the therapy gets more effective every single week and month. Speaker 1: (04:23) It's only inevitable that insurance will start covering this. And you can look at other areas in healthcare where, um, in surgical procedures, it's covered by insurance for wound care, it's covered by insurance. So for orthopedic purposes, it's just a matter of time before it becomes covered by insurance. So not only has it become more competitive, now this insurance component is going to completely change the model. Now the way, I don't know, I don't have a crystal ball, but this is my guess how it's going to work, is that insurance is going to treat it like a drug, a kind of like a hyleronic acid injection or a Supartz injection where they'll cover one or a series of several injections. Uh, my guesses are probably gonna reimburse a few hundred dollars for that type of product. So it's not something that if insurance covers it, you're not going to be getting three, four, five, $6,000 per injection because I don't think that economics work that way. Speaker 1: (05:13) So it's going to be kind of lumped in as this regenerative product like PRP and exosomes and, uh, amniotic tissue and Wharton's jelly. It's going to be covered by insurance, but you're not going to be making six, $7,000 per case, uh, from what I can tell. But that doesn't, so what, when I first like thought about this and I'm like, Oh crap, this is going to completely destroy this model, but it's not in. The good news is, is that, um, you know, it's, it's beneficial to the patient. So as long as it helps the patient solve an issue, there's always a way to make it make sense from a business standpoint. Right? So even if insurance said, Hey, we're just going to cover, it's gonna, we're going to reimburse 100 bucks per injection. Well that stinks, but there are other ways that you can charge for that type of product. Speaker 1: (05:55) So for example, he could show, you could still charge cash for it. Maybe you charge 500 bucks for it or 1000 bucks per injection. That may make sense. But there are also other types of therapies that you can add in addition to regenerative medicine injections that'll make it make sense and help the patient recover a lot faster. So let me, um, talk about what I mean by that. So a patient comes in and they need help. You can still bill insurance for the exam. You can bill an injection code, right? You can build ultrasound guided injections, you can build, um, fluoroscopy gut guided injections. If someone's coming in for a knee problem, maybe they need a knee brace. That's something that Medicare and insurance will reimburse for. Maybe the patient needs chiropractic care. So if you look at, and I've seen thousands of regenerative medicine medicine patients over the years, every single one of these people have really poor biomechanical issues. Speaker 1: (06:44) So their hips are off and their shoulders are off. It's why their joints are wearing out. We know this, uh, because of our chiropractic background. So maybe we can build them for adjustments or for rehab or for home care, like all these things that we've always reimbursed for still applied to regenerative medicine medicine patients cause it gets them better faster and it keeps them better longer. So just because you're giving them a rent regenerative medicine injection doesn't mean that instantly. It's like waving a magic wand. They're going to get better and they're going to stay better. That's not true. There are other things that you can do as a chiropractor that's going to support them in their care. That may be nutrition, that could be a physical therapy, physiotherapy. So there are so many things that you can do, supporting type of care that still helps your patient, that's still profitable and still allows you to pay not only for your overhead and pay for your medical doctor and nurse practitioner and your marketing, but still allows you to build your practice and make a decent income while using this amazing therapy. Speaker 1: (07:39) So it's not dead, it's not going away. Um, we are however going to have to shift the way we approach regenerative medicine if we're going to be in practice a year and two years down the road. So, um, and some, some docs still like, Hey, like I, uh, I'm still making a lot of money charging cash for it. And that may be true and there are still a lot of areas in the country where there's not a lot of competition, especially if you're in a rural area. And there are still some cities where it's just not being marketed to death. And so if you're listening to this, you still may be in a, in a Mark, in a city like that where this, where the old cash model is still makes a whole lot of sense. But what I'm saying is at some point you're going to have to shift your strategy to make room for this as a covered Medicare and insurance covered type therapy. Speaker 1: (08:21) Um, so that's why, and I've been working really hard to make sure that I have an approach for my clients and for people who still want to offer this therapy and still be relevant a year or two years down the road. So this is just going to, it's just a matter of being resourceful and just changing the strategy from the old strategy, which is market and charge cash and market and charge cash that that model is for the most part dead in the U S I still teach that to clients because again, it is relevant in some cases, but for the most part, if you want to be competitive and you want to grow your practice, you're just going to have to shift the way you approach it. And so just know that if, um, you know, not this therapy is not going away. In fact, it's just growing bigger and bigger every day. Speaker 1: (08:59) The market is exploding and so there's always going to be an opportunity to integrate this somehow in your practice that makes sense for the patient. It makes sense for your business. So I just wanted to address that. I'll probably be going over some of these strategies like each individual strategy at a, on future episodes of the podcast. So just know that I'm not going to leave you hanging. I will have a strategy for you now and for the future, but that's why I do this podcast and that's why I hope that you're tuning in so you can learn these strategies. So doc, thanks for being on here today. I really appreciate your time intention. I hope this helps you, um, at least plant a seed for your practice in the future and what this actually looks like. So, uh, again, I hope this is helpful. Speaker 1: (09:36) I hope you have a great day and we'll talk to you soon. Bye. Bye. Hey innovators, thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey doc, welcome to the simplified integration podcast. This is episode number 11 how to get more high-quality patients through effective online funnels. Speaker 2: (00:12) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) Alright, innovators, welcome back. I'm so excited today to have my first celebrity guest, Dr Chad Woolner of Cairo funnel secrets. Dr Woolner, welcome. Great to have you on. Thanks man. I'm excited to be here. So I want to give you a background on how I met dr Woolner. Um, and this actually started, um, the story starts when we first started our chiropractic office. Uh, my wife and I opened a practice from scratch and, um, we knew how to get patients in three ways. This was a little bit like just before Facebook became a thing. And so we spent most of our weekends, at least every Saturday doing spinal screenings. Uh, we did a screening almost every weekend for the first year that we were open. And we did well with that. Like we got new patients, we grew our office pretty quickly. It was effective, but the problem was it was absolutely exhausting. Speaker 1: (01:59) And I remember talking to my wife, I'm like, if we need to do, if we have to do one more, um, uh, screening, like there's no way I can, I can I keep this up, I'm not screening for the rest of my career. And we also did tons of like lunch and learns, tons of live events. We did, um, like patient appreciation days where we would have patients bring their friends and family and we got patients that way. But it was to be honest, like a really, really exhausting way to get new patients. And um, and then once Facebook started to like was a thing, we started throwing money at doing digital ads. Like we gave uh, some marketing companies, some money to advertise on Google search engine optimization. We gave some people some money to do Facebook ads and nothing really worked. I remember we did our first Facebook campaign, we tried to do it ourselves, we spent some money on ads, we got zero patients from that. Speaker 1: (02:46) So we failed miserably. And then we hired a, a an outside company and they brought us like they got us like 50 some leads. And I remember I was so excited when we get all these leads, but two of those people showed up and we had zero patients signups from that. So my first experience in doing like online type work and, and like crude funnels was a complete failure. So I remember going to, uh, going to an event, um, I heard of this guy named Russell Brunson and Russell Brunson's claim was he could help get more new clients or new patients through effective online funnels. And I'm like, Oh, this sounds great. I need to learn this skill. So I went to one of their live events. It completely made sense to me. I'm like, I need to learn this skill. So I signed up in his program, I got click funnels, which is this online platform. Speaker 1: (03:31) And I remember going home and I, I got on the computer, open my click funnels account and I stared at the screen for like two hours cause I had no idea what the heck I was doing. I just didn't know how to create a funnel. And so I remember Russell Brunson talking about this chiropractor that he worked with and this he, you know, he helped show this chiropractor how to get a bunch of new patients into his office. And I heard it in his books. I heard it as live event. I'm like, I wonder if he's talking about the same chiropractor. Like I got to find out who this guy is. So I did a bunch of research and I finally figured out that the guy Russell Brunson was talking about was actually a friend of his. And that's dr Chad Woolner. And I'm like, all right, I gotta, I gotta reach out to this dr Wallner guy. Speaker 1: (04:10) He, he knows what I need to know. And so long story short, that's how I met dr Woolner. And over the last, almost the last year that we've been working together, I've learned an amazing amount of information about funnels, about marketing, about messaging to your patients. And I, so dr Wilner, welcome. It's great to have you on here. Um, so first of all, if you can just kind of explain, I know some of the people listening may know what a funnel is already, but also I know chiropractors have sometimes a, a wrong view of funnels or maybe a distorted view of what a funnel actually is. But could you start off by just explaining what is a funnel and what a chiropractors need? One? Speaker 3: (04:51) Yeah, absolutely. Um, first off, thanks for having me on the podcast, man. I'm excited. Uh, I am likewise honored to be the inaugural, uh, celebrity guest, if that's what you want to call me. Um, but, uh, excited to be on. Um, so yeah, as far as funnels go, um, I think funnel can oftentimes be, uh, over complicated, uh, can sometimes get, uh, misconstrued as to what they are or what they're intended for. And I think the most common mistake that I see is that, um, funnels are often viewed in a very myopic mindset or mentality. You know, because so much of the funnel that are being used along with the Facebook ads and things like that are very templated copy and paste, one size fits all approach. And most docs who have even looked into funnels have seen these types of funnels before. It's the, you know, they're, they're a deal based fall. Speaker 3: (05:52) You know, you could either call them the crazy deal funnels or the voucher funnel or the special $21 offer, a $27 offer, whatever you want to call it. But ultimately it's the same formula and it's been done to death. And so that's one of the reasons why a lot of docs have, uh, such a similar experience to you in your experience there is because, uh, those, that type of funnel, while I will argue there, there is a time and a place for using that type of approach. It's been done to death. And it's not the only way to use funnels. There are so many different ways that can be used. Uh, funnels can be used, but that that way in particular, most docs have seen, there's usually some type of a Facebook ad saying, Hey, uh, you know, insert your community. Hey boy. Hey Los Angeles. Hey Cincinnati, uh, my name's dr Woolner and I'm a chiropractor and we're running a special, crazy offer this voucher for $21. You can get this, this, this, click here. You only have seven available or whatever. They click the ad to the landing page says the same thing in a really simple way and maybe shows a map of where your clinic is located. Click the button to claim your voucher name, email, phone number, they put it in, and then from there, thanks. Somebody from our team is going to be getting a hold of you, right? Speaker 1: (07:16) Yeah. I love, I love in the auto industry, it's the example of that is we have the greatest inventory at the lowest prices. Everybody says the exact same thing. I'm like, how can you, Hey, he's got the same thing you have. You have the best prices and also the greatest inventory. It's the same thing in chiropractic. I see that I'll all over the place. Speaker 3: (07:35) Oh, all the time. All the time. And the thing that's funny about these, a lot of times these marketing agencies, they don't care if they're running the same ads for chiropractors that are literally right down the street from each other. And you might find some agencies that do their due diligence and are and have the ethics to be able to say, okay, yeah, we're going to separate these guys or whenever we're work to run a different deal or whatever. But you see that a lot. And so unfortunately what that does is it's a very similar effect for when, uh, someone in your community, let's say, has a poor example for experience with a chiropractor. And yet they want to paint all chiropractic under that same, you know, brush. And that's not necessarily fair either. And so understand that if you've had a bad experience, you can funnel. Speaker 3: (08:25) Uh, it's not that funnels don't work, can't work or won't work. It's that you've probably had a bad experience for reasons that funnel or that strategy of that approach was effective. And there are so many different ways you can use funnels. And so to explain what a funnel is, the most simple way that I can put it is a funnel is a systemized way to communicate with your audience in a meaningful way to help them take the next logical step closer towards doing business with you. And see, that's one of the, one of the things that I think, uh, doxing understand is that there is a buyer spectrum, right? We'll call it a to Z or whatever. A representing a cold audience that has no clue about your solution, no clue at all, no clue who you are. No clue even about the solution, right? Speaker 3: (09:15) It's as cold as cold seem get. And then C is not only do they know about our practice, uh, and or that they believe that chiropractic may just be the solution for them, but they're also familiar with your clinic, where you're located. They, they read your online reviews. Uh, they're on the verge of, you know, doing business with you. They just need a little bit of a nudge there, right? That would be like X, Y, or Z in terms of that spectrum. And so the thing you have to understand in terms of funnels is a good funnel should be able to help walk people through that spectrum, right? That's what a funnel's job is, is to help and we do that through communication through an effective means or method of communication. And the funny thing is you talked about spinal screenings and we're in person kind of events that you do. Speaker 3: (10:06) These are, believe it or not, these are examples of kind of in person offline funnel. It's a funnel, it's a process of communicating, right? And there's a, there's a very simple framework but yet very effective framework that if docs understood would allow them to get far greater results with their funnels. And I call it ACDC and we'll unpack that in just a minute, but we're not talking about the rock band ACDC. ACDC is a, an acronym stands for attention, context, desire and call to action. And we'll break down each one of those before that. Any questions so far about anything that we've talked about or discussed so far? How are we doing? Speaker 1: (10:47) No. Doing perfect. And I, I think what you're about to describe is, is the fundamental of every good sales process. So I took a, I took a sales and marketing class in undergrad and it was like sales one Oh one and they, they didn't call it ACDC, but they also had a four step process of taking, taking a customer or a client or in this case a patient through a sales process. And that's exactly what I think you about to describe. Speaker 3: (11:12) Yeah. And that's the thing. You might have heard other similar things like this. This is just kinda my own version of it. And it's not the only like right way to do it, but you'll see fairly universal principles. It starts with a tension because if you don't have people's attention, you can't take things anywhere, you really can't. Um, and then so, so once we have attention, context is the vehicle or the means with which we are able to help people establish value. The value is subjective. It's entirely subjective. It is based on perception. And so my dad said years ago it was a kid growing up and this is something that's always stuck with me. For whatever reason, he said something is only worth as much as someone is willing to pay for it. Right? So I could say this water bottle here is worth $5 million. Right? And is it really worth that much if somebody gave me $5 million for this water bottle, that sure is right. But, but the thing is, this is right here. This water bottle alone has no context to you other than it being a water bottle. And so the context you have with this water bottle, a water bottle here, what's the value of this water bottle? Just tell me based off of the context that you know, Speaker 1: (12:34) Oh, it's worth five five bucks. Speaker 3: (12:37) Right? And, and, and how do you know that? Because right now we could hop on to amazon.com Speaker 1: (12:41) I had that exact same one in my, in my house I paid five. But I know I actually had, that goes for free. I think I got a free one of those. Yeah. But I, I pay five bucks for it if I needed one. Speaker 3: (12:54) Yeah. So I mean, and that's the thing, but all of a sudden contextually, let's just say, I don't know, I'm going to use something ridiculous here. Let's say that this water bottle used to belong to and it was the, the water bottle he used right before his last mega concert that he gave blah, blah, blah, blah blah, whatever. You know, I mean I'm being ridiculous, but you get the point. All of a sudden the context has changed completely. It's no longer on ordinary water bottle that you can get off of amazon.com or let's just say that, you know, there's some special magical thing that this water bottle does Speaker 1: (13:32) like at pure pure purifies water automatically and removes 99.9% of all chemicals, toxins, whatever. All you have to do is put water in it. Yeah, Speaker 3: (13:43) yup. Yeah, exactly. So you get the idea of the context. Next is changed. Therefore the value associated with said water bottle or whatever has changed as well. Right? The perception has changed and so we can influence value by context. But the problem is again, is that most docs don't bother to figure out a way to create sufficient context. And it's not that creating context requires some hour long video that you have to do. Not at all. There's simple ways that you can influence context very quickly. One of the fastest, easiest ways that you can establish value through context. It's by telling a quick story. Stories are the way we are biologically designed to not only absorb information but remember it and retain it. We're, we're, it's like hardwired into us. People are fascinated by story. And so if you can tell stories about, uh, you know, whatever it is you're offering to create that context, all of a sudden now perceived value will very likely go higher as a result of the story. Speaker 3: (14:48) And the problem is that what lot of docs will do to tell the story is they will inundate their listeners with features. Let's say that they've got some new fancy pants, piece of equipment, um, that they're promoting. And let's, let's back up real quick for just a second in terms of creating attention. One of the simplest ways that you can create attention is to speak specifically to a niche audience. And I'm not just talking about neck or back pain. Well those are pretty poor examples because most everybody has some type of neck or back pain out there. Let's just face it, right? So, uh, we can talk to people struggling with neuropathy. We can talk to people struggling with thyroid problems. We can talk to people struggling with type two diabetes. We talked to people with digestive problems. We can talk to people with adrenal problems. Speaker 3: (15:35) We can talk to people with plantar fasciitis, exhausted people with knee problems, right? So these are highly specific niches. And so in terms of creating attention, one of the simplest ways to do it is to just niche down and call that audience out. You know, and again, there are, uh, I'm not going to get into the rules in terms of advertising on Facebook. Uh, you can't call out people directly and say, Hey, do you struggle with neuropathy? Um, you know, there are ways to go about doing it, but that's not the way to do it. So I'm not like a Facebook ad compliance expert, um, to talk to whoever you're going to talk to in terms of that. But if even just in terms of using the term, uh, people that have that w will hear it, right? It'll stand out as opposed to the typical way that most of these Facebook ads are done is, Hey, everyone in my community, right? Speaker 3: (16:28) And there's this thing in marketing, uh, when you market to everyone, you market to no one, right? And so we capture the attention, we create context by telling a story which is going to allow them to create a higher level of perceived value. See, there's a saying from a great book by Harry Beckwith called selling the invisible, and I've said this countless times, but he said in the absence of value, cost is the only consideration. So the problem is what most docs think in terms of creating an offer, they don't really create an offer. What they do is they just provide some sort of a, a deal or a discount is really what they're doing. And the problem is, is that it's that classic example and the absence of value costs is the only consideration. Whereas what I'm trying to do to help docs is help them understand the kind of art and science of crafting offers the right way. Speaker 3: (17:20) And it all hinges on your ability to establish sufficient context, right? That was that value. So, uh, in terms of let's say this water bottle again, we'll just stick to this as our hypothetical example. If this is what we were selling, you know, uh, and I'm just going to be ridiculous here. I'm just off the top of my head. Uh, in my funnel I would say, Hey, uh, are people struggling your attention? People who struggle with neuropathy, there's a breakthrough solution and it's something as simple as this water bottle in my hand. Now all of a sudden they have, okay, you got my attention. I've gotten her off at Athey. There's a breakthrough solution to it and it's, it's this simple little thing here. Okay, I'm listening. So years ago I was hiking in uh, Germany, you know, and while we were hiking, uh, I had a friend of mine and he had this water bottle and he said, I don't go anywhere without this water bottle. Speaker 3: (18:20) And I'm like, why just looks like a normal water bottle to me. Well, yeah. Well a year ago I had neuropathy and a friend of mine gave me this water bottle. It's built out of this nanotechnology stuff, these fibers that filter water in such a way that it charges it and it helps boost circulation in the body. And that's what fixed mine off. I know that's like totally crazy, but just can suspend reality for a minute. We're just talking, I'm just making this up off the top of my head and I know it sounds ludicrous, but the point is is now all of a sudden we've got a story that creates context about this and what happened now is that the perceived value of this thing has gone up. If for no other reason that it is created Cheerios city and entry. Like that's interesting. Wow. I've gotten her off of me and something as simple as a water bottle. Speaker 3: (19:07) And so then now we've, we've established context and the idea is to elevate desire such that now there's a simple call to action. Call to action would be, Hey, if you're dealing with neuropathy, we'd like to give you one of these for free. Um, just come into our clinic, let's do an initial evaluation. You cover that. It turns out that we can help you. We have an incredible program that'll help you, but as our free gift to you, we're going to give you, get our special nano tech neuropathy, wet water bottles, whatever. You know what I mean? Um, but the idea is that we go through those steps because what that does again is it gives a much better way for people to establish the value of what you're providing them so that you don't have to resort to the discounts. You don't have your expertise, but rather you can maintain the integrity of your positioning and your expertise by, uh, creating sufficient context with, with what you're [inaudible]. Speaker 1: (20:14) Yeah, and I think a really good example of this, if you guys want to see this in action, it doesn't always have to be a Facebook funnel. It doesn't have to be necessarily like external advertising. So if you go to dr Wallner's website, you'll actually see what a funnel looks like on a passive website, right? So if you go on his website, what is your website? Align, Speaker 3: (20:34) align Meridian, Speaker 1: (20:35) align meridian.com and go on dr Wilmer's website. And what you'll see is a bunch of really well made videos where the patient is going through their story and at the end of the story, Hey Dave, you know that dr can help you to click this button. So it's actually a funnel on his website that's super effective. Um, the message is really clear. You're hearing it from the patient, um, so provides context and you hear their story and you hear all their objections and why they came in, but also you hear the outcome. And so a patient can then put themselves in that shoe like, Oh wow, I'm just like that person. Um, maybe he could help me to, okay, click the button to find out. And then that's the, that's the funnel. So your funnel could be on a, on a website. Um, so there's all kinds of different ways that you can plug these strategies in and all your different messaging. Speaker 1: (21:20) Um, the same thing is true by the way, if you're doing a live talk. So even if you're doing a talk in front of 20 people, that talk is essentially a funnel. You're taking them through a story, you're taking them through a sales process with this exact same messaging, the same ACDC principles apply in every way you communicate to your patients. So yeah, dr Woolner, I think that makes a ton of sense. So what if you, so if you're a doctor listening and you know that you want to learn how to create effective funnels, are you want to create more funnels for your office? Um, like if you want to make a neuropathy, uh, a funnel or a chiropractic funnel, a regenerative medicine funnel, what is the easiest way to get started? Because when I first started, all this made sense to me and I knew it intellectually, but I just didn't know how to do it when I actually put pen to paper. So, um, obviously you're the expert in this area. I don't know anyone in our profession who does it better than you do. So what resources do you have to help doctors if they really want to get, um, uh, create amazing funnels? Speaker 3: (22:20) Yeah. Um, you know, I understand, uh, how that can sometimes be a little daunting, you know, when you're looking at a blank canvas and, and the thing that I would simply say is, uh, you know, Tony Robbins said one of the fastest ways if you're looking to accelerate or, or speed up the implementation of things, one of the fastest ways to get things done is through modeling. Right? And, uh, and so I always, you know, I'll shamelessly plug my program ChiroThin will secrets university because that's precisely what we provide docs with is a simple and very effective way to model a, a series of proven funnels that we've done over the years that we've learned, that we've perfected, that we've proven, um, and, and whether you use them accurately as is or you take that and use that as a springboard to create spinoffs or other types of funnels, uh, it's totally up to you, but at least what that does that gives you a really solid foundation. Um, and we go pretty deep in the course in terms of teaching docs, uh, the essentials of what they need to know to be good at building funnels, whether that's you or somebody on your team or somebody that you're going to outsource to. Um, it gives you at least, again, that kind of solid primer, um, to, to, to learn what you need to learn for, for being good with funnels. Speaker 1: (23:40) Yeah, I remember, you know, my own experience sitting down in front of my click funnels account, not knowing where, start. And then I got dr Wallner's program and within like two hours, I had my first funnel, I had the framework, I had the content, it wasn't polished, but I had my first funnel. Um, and that took me like, I was like pulling my hair out, trying to figure it out. So the nice thing about dr Wallner's, uh, program is he gives you the tactical stuff. Like click this button, click that button, next, go here. But also, uh, it gives you a lot of inspiration on how to come up with creative funnels of your own that are unique to you and your office and what you offer to your patients. So now dr Woolner does not pay me for this. Um, but how can they get your, your program? Speaker 3: (24:21) All right, go to www.cairofunnelsecrets.com forward slash go and that'll give you a replay of one of our webinars so you can see exactly how the program works, what's all entailed in it, what's included in it. And that'll give you everything you need to know. Speaker 1: (24:37) Yeah, that's a no brainer and it's like ridiculously priced. So it's super affordable. If it gets you one patient, it pays for itself like several times over. So if you're looking for an awesome marketing resource that will boost your, your quality patients this year, that is like one of the top things that you can do. So, uh, dr Wallner, thank you so much for being on. Thank you for your expertise. Every time I talked to you I learned something, uh, something new and something great. So I really appreciate you being on. Um, check out Cairo funnel secrets.com and uh, doc, thanks for being on. Hope you have a great day, dr Wilner. Thank you again for being on Speaker 3: (25:09) my friend. Great grid being here. Speaker 1: (25:10) Take care. Bye bye. Speaker 2: (25:12) Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (25:48) that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey, welcome back innovators to the simplified integration podcast. Episode number 10 Google has banned STEM cell ads. What do we do now? Speaker 2: (00:12) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. [inaudible] Speaker 1: (01:09) Hey doc, welcome back. It's great to have you here. So in late 2019 I've got a bunch of emails and calls from clients and other doctors about the fact that Google has banned the use of STEM cell therapy in advertising. And I had already seen the articles and when I first saw the headline and read a little about the article, I was a, my knee jerk reaction was, Oh crap, this is not good. Google is getting rid of STEM cell therapy. And the more that I read about it and understood what Google's position was on the subject, I actually felt really good about it. Now there's, I'm kind of pissed about this and I'm kind of thinking this is a great opportunity as well for two different reasons. So number one, the reason this makes me angry is that I view Google kind of like a utility. Speaker 1: (01:55) They're, they're a publicly traded company, however everybody uses them. It's kinda like, you know, like a phone company or a water company or electric company. Like it's like we depend on this company to function every day. Yes, there are other search platforms with Google as the biggest one. And so what Google is doing now is they're becoming sort of like a regulator on controlling what content goes on their platform and what doesn't. And the other, they're the ones who decide. Now, if you look at Google, there is some awful, awful crap that they promote and have on their platform, right? Like you can find some bizarre stuff is stuff that he'd probably never want to see on your computer screen. However, they're taking this really aggressive stance towards alternative medicine. For example, if you look at a dr Mercola, I love dr Mercola has some great content, great articles, uh, they've almost completely eliminated his traffic to his site because they don't, for whatever reason, but I think it's because they don't agree with his alternative stance on medicine, right? Speaker 1: (02:55) So it's just a big companies attacking alternative medicine. This isn't new news. So I have a huge problem with that and that pisses me off that Google is saying, well, you're not going to, we're not going to promote your STEM cell therapy to the public. So I don't think that's a good idea. However, I understand why they're doing that. Because when you have a therapy like STEM cell therapy, you're always going to have bad actors. And there are lots of doctors who are making incredible false claims and taking advantage of desperate patients. And they cited in this article that doctors were claiming that it's going to help STEM cell therapy will help their macular degeneration. So people who are blind can now see it's going to cure their ALS, their cancer. Um, it's going to reverse their, their chronic lung disease and all these kinds of claims that aren't substantiated. Speaker 1: (03:40) And the FDA doesn't want you to say, now, can STEM cell therapy help with those things? Yeah, probably. But as a doctor and advertising this to your community, you can't say those things. And there are a lot of bad doctors who will take some somebody's money and a lot of money and uh, and will make, you know, bold face lies to the patients saying that they're going to cure some kind of chronic disease. And that I have a problem with. Those guys should definitely be shut down. But the problem is it hurt. The good thing is it hurts the bad actors. But the bad thing is it also hurts the good actors. And there are so many doctors that are providing great therapy and regenerative medicine and helping patients with chronic illnesses, and they're doing good work and they're helping people and they're doing it honestly and ethically, and those people are being hurt. Speaker 1: (04:25) So when I, when I thought about this, I'm like, well, what? What does Google not want you to do? Well, they're, they're batting the word STEM cell therapy. They're bending the word gene therapy and they're banning the word cell therapy. Okay? So I looked back at our, at our like years and years of doing regenerative medicine, and I'm like, Holy cow, you know what? We actually haven't even spent a dollar marketing on Google's platform. Like, seriously, we've never run a Google ad. We've never done paid traffic through Google. All of our advertising has actually been done outside of Google. So I'm like, yeah, this is actually isn't a big deal. We never used Google to begin with. So, so that's good news, right? There are so many different ways to advertise for regenerative medicine. You can do it for the newspaper, Facebook, you can do it through Bing, Yahoo, uh, radio, TV, postcards, word of mouth. Speaker 1: (05:12) Referrals are so many different ways that you can advertise. Google is not just the only way to do that. In fact, we've never used Google, so it wasn't really a big deal. So here's some recommendations. And I am not a an attorney healthcare attorney. I don't work for the FDA. I'm not a compliance officer. So do your own research. But here are some suggestions that I think are pretty common sense. Number one, if you're a chiropractor and you're doing regenerative medicine, stop calling it STEM cell therapy. Uh, you're not doing STEM cell therapy by the way. And I get doctors who are like, yeah, so I am doing stuff. No you're not. So if you're using PRP exosomes, Wharton's jelly, umbilical cord cells, um, placental cells, those things are not STEM cell therapy and the FDA doesn't want you to call them that cause they're not alive. Speaker 1: (05:57) STEM cell product. Are there markers for mesenchymal STEM cells? Yes. But are there any live STEM cells in these products? If there are, you still can't Mark it that way. Okay. So, uh, and some doctors get pretty, like they get pretty um, defensive about that. And I used to call regenerative medicine STEM cell therapy just because I got bad advice from a bad consultant and bad management groups. And there are still so many consulting and management groups that still call it STEM cell therapy. And I'm like, geez, like if, so if you're listening to this and you're like thinking about doing regenerative medicine and your consultant is calling it STEM cell therapy, stop the conversation and go work with somebody else. Cause that's not there. They're walking you down a bad path. So don't call it STEM cell therapy when it's not. Um, here's the other deal is that don't over exaggerate the benefits of regenerative medicine. Speaker 1: (06:49) So what I mean by that is don't tell a patient if you have a worn out bone on bone knee, we can regenerate the cartilage in your knee. Probably it's probably not a good idea, right? However, can you help with pain? Can you help with inflammation? Can you help with, um, mobility? Can you help them avoid using medications and avoid or delay having to have a joint replacement surgery or some kind of invasive procedure? Yeah, you know, you can do that. And those are some of the expected benefits of regenerative medicine. So regenerative medicine, by the way, has been around for decades. It's done in almost every hospital in the U S it's not illegal to do regenerative medicine, but just don't make inflated claims. Don't, don't tell a patient is going to do something that it's not. Um, now if you still like are hard set about advertising on Google, you can still do that. Speaker 1: (07:40) Google is not going to stop you from putting up an ad that says we have a nonsurgical solution to joint pain. Click here. So the patient clicks on your ad. That doesn't say anything about STEM cell therapy, but it brings them to maybe your email list or maybe you have a funnel which educates the patient on what regenerative medicine is. All that stuff you can still do. So this is not like a bad thing. It doesn't mean that you can't advertise online anymore. You can still do it. But sometimes you have to think outside the box. Now the benefit of this is twofold. Number one, it gets rid of a lot of people, a bad actors. And if you're in a major metropolitan area like Chicago, New York, Dallas, Houston, LA, San Francisco, like these cities could maybe use a few less regenerative medicine doctors. The market is getting saturated. Speaker 1: (08:26) So a few lost doctors is not going to hurt anybody. But also it requires that you become a better marketer. So you have to not only be a been a marketer, but you have to be more honest in your ads, which is a good thing. It's going to help your credibility, but it also requires you to study different ways of marketing and different avenues that you can use, different modalities and platforms you can use to promote your program. So there's never going to be a complete ban on regenerative medicine. But again, if you're doing things the right way, trying to help patients following the rules of the FDA has set out, you won't have a problem. And even, you know, this is a, these articles came out like six months ago. I'm recording this right now in, in, uh, January of 2020. And even after the Google ban, there are still doctors all across the country that are absolutely killing it with their regenerative medicine programs. Speaker 1: (09:15) They're helping patients, they're doing things the right way, and I don't see that changing anytime in the near future. So remember, regulation is a good thing. It protects you as a doctor. It protects your patients, it gets rid of all the numbskulls doing things the wrong way. So if you, if you had this concern or you, I don't know if you've read these articles, um, I just wanted to give my opinion on it and uh, help you understand a little bit more about why this is happening. So I hope you found this episode helpful. A doc Colby. Have a great day and we'll talk to you soon. Bye. Bye. Speaker 2: (09:44) Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity. And the truth is, those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (10:20) that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome back innovators to episode number nine of the simplified integration podcast, starting integration. What would my patients think? Speaker 2: (00:11) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) I wanted to make this episode because I remember when I first integrated, I had a lot of like fear and worry about what my patients would think. It's funny when I introduced the title of this podcast, um, I almost said, what would my parents think instead of what my patients think. And by nature I am a people pleaser. That's just part of my, like if you've taken the disc profile, I've taken a couple of like personality profiles. I'm very, very much a people pleaser. I want to make people happy. I don't want to, I don't like to rock the boat too much with others. And so when we, uh, when w when we first made the transition into integration and we started doing regenerative medicine, I had a lot of like fear and doubts about how my patients and really how my community would perceive that. Speaker 1: (01:48) And here's why. When we first started out in practice, I would describe myself as a very like right-wing chiropractic fanatic. I'm maybe a little bit too far to the right. And what I mean by that is that I came out of school, like super amped up about chiropractic, like a lot of new graduates and I was going to save the world and S, you know, save everyone's life with chiropractic care. And I was like really gung ho about it. And uh, and that really, um, it really helped me, especially in the beginning of practice. But I, what I realized is that, um, you know, I didn't have to be that far right. And I say that far right because the left to me was like medicine and uh, I don't, I'm not trying to make this political or anything, but um, for me like medicine was bad and there, I know there like a certain time and a place for medicine, like if you get shot or stabbed or you're in an emergency, like, you know, thank God for medicine. Speaker 1: (02:35) But, um, I wouldn't say I was anti-medicine but I was very like opposed to Western medicine and those are like the, the two ideals I had and it was like very black and white and there was not a whole lot of middle ground for me. And as I started to mature in practice and in my profession and taking care of patients, I realized, okay, medicine isn't all that bad. There's some bad stuff to medicine. Just like there's bad stuff to chiropractic. But I started to, um, to soften a little bit on my, on my hard line approach to chiropractic and I'm like, okay, there are other things out there that could potentially benefit a patient. So for example, if you have an overweight patient, would it not benefit them to lose weight? Absolutely. Um, if you have, you know, a patient on 20 medications and they're diabetic, could they benefit from a nutrition plan or exercise? Speaker 1: (03:16) Of course. So I started to realize, especially in in medicine, there are some really key like key technologies and advancements in medicine that really don't, um, that help the patient but don't have a lot of side effects. And so as I started to realize that there were some potential benefits of, of medically integrating the office, um, the first, like my first, uh, hang up on that was Oh crap. Like what am I patient's gonna think? Cause I had the, like these super loyal patients who are used to me and my philosophy, like I didn't hold anything back and they knew me as like a pretty straight chiropractic guy. And, uh, and so we would, you know, we, we had a pretty loyal following. We had, I had a really high retention rate for wellness patients and we did monthly workshops on everything from exercise, nutrition to healthy living, to detoxifying your home and your body. Speaker 1: (04:04) So like, my, my following, my chiropractic group was used to that. And so, uh, when I started thinking about like, how am I going to introduce medical components to the practice, what of my patient's going to think? And are they going to see me as a fraud? Are they gonna see me as selling out or they're going to see me as like turning my back on all the things that I already taught them. And these are the things that kept me up at night. These are the things I stressed out about. And there was a day on our calendar that I was going to start talking to patients and I dreaded this day cause I'm like, Oh shoot, I don't know how my patients are gonna react. And so when we first launched this, uh, I had a list of like six patients that day I was gonna talk to. Speaker 1: (04:41) And this was before we integrated. So this was like before we actually were still doing just chiropractic, but I wanted to like start informing our patients on the change in the office. And I didn't do that through an email. I didn't do it through flyers. I wanted to have a one on one conversation. And I remember my first patient, I said, Hey, Mrs. Jones, I just want to let you know we're making some really exciting changes in the office. Uh, we've decided to, uh, medically integrate. So we offering some, uh, some new services in our office that we didn't have access to before and we think that we can use these services to help our patients get better faster. And, and I remember the patients saying like, Oh, what kind of stuff were you doing? And I explained to her what integration was and she's like, wow, this is fantastic. Speaker 1: (05:23) Uh, this is gonna really help your patients and practice is really exciting. And each patient I, uh, described this to, they all had really positive feedback. And I remember one couple, these are like my dye, one of my diehard couple patients. And they're like, I remember I told them this and they, they came back the next day and the next week and they brought me like, Hey, can we talk to you? And they brought me into the exam room. Like, what's going on with this change? Like, why are you, why are you doing all these things different? Like if something wrong is something happened and they were all concerned about me in the practice and it was coming out of a praise, a place of love. And they really just wanted to know like bottom line, like what was this all about? And um, so that was the only, if you can call it a negative feedback I got from my patients. Speaker 1: (06:02) So I had all this doubt and all this worry and it was just, it was all in my head. And the reality was even though I had these gungho patients, they were actually really excited about what they saw as forward progression for the practice. And they saw this being things that could not only help our patients and me, but also our, our practice and that and themselves. And I remember, um, specifically one thing that they were really excited about was regenerative medicine when we first introduced that into our practice. I remember, um, so we, we were used to doing workshops and lectures. We did monthly workshops in our office. So we'd invite our patients and we usually get 1520, 25 maybe 30 patients if it was a really exciting topic. And I remember when we did regenerative medicine, this was like double the amount of attendance and signups of any other workshop we'd ever done. Speaker 1: (06:47) I think we had like 55 or 60 people register for this event. And so that we were holding this in our office and we can only hold like 30 people max in our office. So we have these two, we split the seminar up into two groups and we had like two groups of 30 people and the office was like jam packed. So our patients came and they are also, we're bringing like their neighbors or coworkers, people from church, all these people they thought could benefit from regenerative medicine. And it was a huge success when we first launched that. I mean, we, we had tons of patients that signed up for regenerative medicine. So it was a really cool way to, to, um, to launch that, that certain therapy in our office. And, um, but I talk about this because a lot of doctors when you talk about integration, that that is a fear and it's a few, it's not talked about very often and sometimes it's a fear that, that chiropractors don't want to admit to because deep down sometimes when we make changes it's like, Oh my gosh, when patients are gonna think I'm just doing this just for financial purposes or just for my own benefit. Speaker 1: (07:39) When the reality is you're doing it for a couple of reasons, you're doing it. Yes. For the, for the financial benefit of you and your practice. But also it should be, if it's coming from a place of, of love and care for your patients, it should be coming from a place of serving your patients. Do these therapies make sense to you? Does it make sense to your patients to offer these types of services? And for me it was kind of a no brainer, but I always had the hang up. And I remember particularly one, one client I used to work with, um, when he first integrated, he was terrified of telling his patients about this for the same reasons I had those fears and I, Ruby we had talked about it before. This is a like a super smart, really nice doctor and he didn't have these conversations with his patients until the day he actually integrated. Speaker 1: (08:20) So no one knew what to expect. So when his patients are walking in they're like, what the heck? Like what are you, what is, what's going on? Is this the same, same office and this poor doc was hiding in the back like in his closet like in this then like the uh, the janitor's closet cause he was afraid of going out and talking to his patients and he just, he, he didn't do a good job of managing those expectations cause he was afraid of like same for the same reasons. I was afraid of like what the patients are going to think and I'm, I can tell you that uh, the patient's concerns are a lot different than your concerns, right? They all you want to do is they want to make sure they're getting, they're getting out of pain, they're getting healthy. That's why they came to your office. Speaker 1: (08:59) They don't care about all the other stuff that happens. They just want to know that they're being taken care of. And so when you position, here's the cool thing about regenerative medicine is you're positioning yourself as a very cutting edge forward thinking chiropractor. And I'm not saying that if you don't do regenerative medicine that you're like outdated or old school, there's nothing wrong with that. But when you're doing things like regenerative medicine patients, like wow, like my chiropractor does regenerative medicine, like it's a, for what it's worth, at least at the surface level, it sounds advanced and it is. It's a great service. We have fantastic results, but I'm from a patient's perspective, it's a fantastic marketing tool and it positions you differently than other chiropractors in your community. Even if you're not like a super gung ho regenerative medicine clinic and you're just like, like knocking it out of the park. Speaker 1: (09:44) If you even offer that service, that's, that's pretty impressive as well. So I just want to talk about this because it is a real fear. It's a real thing. It's a real hang up that chiropractors have, you know, all the fear and the doubt. How will they be perceived? Do they do, are you gonna feel like you're selling out and you're selling out to medicine or selling out chiropractic? So it's want to talk to you about my experience and some other doctor's experiences and going through this back and tell you if you have that fear, uh, it's all in your head. So I hope this, hope this helps you hope this makes sense. Thanks for joining today doc. Hope you have a great day and we'll talk to you soon. Bye. Bye. Speaker 2: (10:18) Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace Implicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (10:53) it's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey, welcome back innovators to episode number eight part-time integration. Speaker 2: (00:07) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:05) Hey, what's going on doc? So I always wondered, is it possible to do medical integration part time? And the reason I wanted to know that is because if you, if you've listened to me and follow me for a while, you probably know that I'm not a big fan at all of conventional integration for a lot of different reasons. It's complicated, it's risky, it's high overhead. That business model is quite frankly dead. Uh, I know a lot of groups are still selling it and promoting it like it's the greatest thing since sliced bread and it's gonna save healthcare somehow. But that's really not the reality. So my question was, is it, is it possible to do integration on a part time or a small scale? So what I did was I set up an office kind of as a proof of a, um, what do you call it? Speaker 1: (01:43) A proof of concept. So I went into another state in nearby state, um, and I opened a practice from the ground up. So this was like a, and it was a regenerative medicine practice. So there were no existing patients. This was a brand new clinic and I wanted to see like if we could do it part time, if it could be run remotely and if, if it could be run truly, truly part time. And so what we did was we opened up this office and we, the office was only open four days per month. That's it. So four days per month. So what we would do is we would do, I'll do a couple seminars on a Tuesday and then on Wednesday, Thursday and Friday of that week, we would do consultations, exams and all the therapies. And so, uh, so here are the results. We were, the first three months we did about $140,000 in revenue. Speaker 1: (02:28) That was all cash, zero insurance. Um, and we saw a total of 18 patients, which, uh, equated to a little less than $8,000 in revenue per patient. And we did that on a $2,500 per month ad budget. So that was, that was a result. Now, the reason we did it out of state was because we were already working in our area. So we knew we could do it in our area. But I wanted to see if we could do it actually like cause it forced us to make it run part time cause we couldn't physically be there to run the practice and lo and it worked. And so yes you can run integration in a part time fashion but here's the secret is that you have to cut out all the fluff and all the BS. So all we did was focus in on regenerative medicine, which is a cash therapy. Speaker 1: (03:11) So it cut out all the insurance, all like the little like ancillary therapies that you have patients do just to like readjust it, increase your insurance reimbursement. We were able to run our staff part-time so our nurse practitioner only worked like a few hours per week cause we only had a couple of patients for her to see. So everything was part time. It was a very low overhead, very low risk, didn't require a lot of risks like overhead and risk and complicated care plans and things on our part. It was um, you know, we saw the patient if they're a candidate, we did an exam diagnosis, they had their injection and that was it. Now, um, that's not an ideal way to run a practice in my opinion, but this is kind of a, a test run for us and we've found out that it actually works. Speaker 1: (03:51) So the reason I wanted to do that was not only to see if we could do it, but also how we could apply this to your practice and your office. So can you run something like a side business or a side therapy in your office? Part time. And the reason I think that's so important is because too often chiropractors will add a therapy or a protocol or a procedure to their office and it totally derails what they're already doing. And it sidetracks them from their core business, which is being a chiropractor. This is a huge, huge issue with the conventional integrated model is doctors take on this business model and all of a sudden it's so all consuming and so complicated to run that doctors very quickly find themselves in over their head, uh, because of the, just the complications that come with integration. So what if there is a way to cut all that crap out and condense it into a way that works for your patients, that works for you and financially make sense? Speaker 1: (04:42) And that's exactly what we did. We proved that that's possible. So you can take something like regenerative medicine, run it four days out of the month, still be profitable, still help patients, but without it creating distractions and clutter and um, and headaches for, for chiropractors. And so, uh, I just want to show you this podcast that that is possible. You can do it. Some of the most successful doctors that I know are running their business and that exact same way they had this sort of what I call a side hustle that compliments all the work that they're doing, complements their revenue. And it makes her a really smart, um, and scalable business model. So, uh, this is a really short podcast episode, but I hope you found this helpful. I hope you find this concept of part time integration helpful and maybe you can see yourself doing this sometime in the future. So a doc, hope you have a great day. Talk to you soon. Bye. Bye. Speaker 2: (05:31) Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace Implicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey, what's going on Doc? Welcome back to episode number seven of the simplified integration podcast. Are you in a bad business model? Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrated practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:08) You can look at this as a blessing or a curse. But chiropractors have such a wide scope of practice. There are chiropractors that just do chiropractic. There are some that specialize in scoliosis or pediatrics. I know chiropractors, all they do is focused on essential oils or regenerative medicine or neuropathy. Like there are so many different things we can do and that's a blessing and a curse. However, there's not a right or wrong to that, right? There are still some like old school chiropractor is like an old school way. I call an old school way of thinking is that all chiropractors are chiropractors and all they should do is adjust. Well, the reality of the matter is there a lot of different ways that you can help patients. Chiropractor's job is to serve and help their patients. So for example, if you have an overweight patient, would it be beneficial to the patient if you can help them with their weight loss? Speaker 1: (01:52) Absolutely. And why shouldn't it chiropractors do that? There can be there. I know chiropractors that are phenomenal at weight loss. Uh, can essential oils help somebody live a healthy lifestyle? For sure. We use those at home. I don't do that in practice, but there's no reason why chiropractors shouldn't or couldn't do that. So there is no like right or wrong on what chiropractors should or shouldn't do in my opinion. But there are within those categories, really poor business models. So there are three bad business models that I see over and over again in our profession. The first one is being too reliant on insurance. Now, if you have insurance reimbursement, great, but the problem is if you're, if you're relying on that to pay your overhead, to pay your bills, to make a living, that can go away overnight because you don't, you don't control insurance companies, you, you don't definitely don't control Medicare and you don't, you don't control what they cover and how much they cover. Speaker 1: (02:40) And this is somewhat old news and chiropractic. There are still some States where chiropractic insurance is really good, but if you live in, for example, I live in North Carolina, insurance reimbursement sucks. Like it's hard to make a good living off of insurance. And the problem is, again, we don't control that. Now one, one area of chiropractic, like one model that's really suffered tremendously as conventional integration. So five years ago, if you looked at a traditional integrated medic, a chiropractic office, medically car and chiropractic office, they're making a fortune, like they're getting paid insane amounts of money from insurance for all of these different therapies that, uh, that, uh, these offices were providing. So these are like trigger point injections and DME and ultrasound guided like all these different things that um, chiropractors were doing, an integrated clinics, however, that business model died, it's completely gone. Speaker 1: (03:32) Uh, they're like that reimbursed. So insurance companies kind of got wise to that business model and they completely wiped it out. So it's really hard. There are still some States and areas where it's still somewhat profitable, but that's like that's a dot. It's dying and dead on the vine. And so chiropractors that I've relied on that business model, I've really suffered and I've had to like do different things in their practice to, to stay afloat. And this is where sometimes you hear me talk about this notion of, of what I call reimbursement dumpster diving. So the problem is when you're relying on insurance to make a living and insurance cuts something out, then all of a sudden these doctors are scrambling to find different things that can add to their practice solely based on what insurance pays. And if you don't believe me, go to like a, like a one of the big integration companies go to one of their seminars, go to one of their conventions. Speaker 1: (04:16) All it is is like a dog and pony show of these different vendors that get onstage and say, Hey, try this product. Hey this reimburses X amount of money. Hey try this. And it's like you have to do that every year because all the stuff that insurance reimbursed for last year, it doesn't pay anymore. So it's like a vicious cycle of adding new things like chiropractors having to go into the dumpster to find what insurance will pay for this year. And so it really just, it's a very quick way to destroy your reputation and your business model. So that's like an old thing and I'm now what? I'm not, I'm not saying that insurance, all insurance is bad. The reality is this, if you live in a state where you get money for insurance, for adjustments or for rehab, use it, right? It's there. It's free money, but don't be dependent on it. Speaker 1: (04:59) So if that went away overnight, you should be able to shift your practice into a cash model to still offer the same services that help patients and also, um, uh, keep your business alive. So if you're relying a hundred percent on insurance, that is a bad, bad, bad business model. All right? So second bad business model is something that I call a trading time for money. You've probably heard of this concept before and this is where, uh, you're in an office and you can't delegate what you do to somebody else. And these are like your traditional like mom and pop offices. And here's the, here's the deal guys. I know some doctors that absolutely love being like a one or two man show. They love interacting with patients. Uh, they love being the only adjuster and like that's their jam. That's what they love to do. Speaker 1: (05:43) I'm not talking about you. Uh, if you love to do that, great. But the problem is the reality is that that that can be a really bad business model. The reason why is you can't grow and expand. So if you, if you really have a heart for helping people and serving your, why would you not want to serve more people and help more people and expand your influence and your scope and your ability to help people. Right? Like that's like, if you can help one Pete, one person, why not help a hundred people? And the problem I see with so many chiropractors is that they're like the, the multipurpose person in the office. They do the adjusting, they do their rehab, they do the consultations, they do their report of findings, they're handling the marketing, they're howling from the sales, they're the business owner. They do all the where all these different hats and they don't have like a structured way to delegate things to other people. Speaker 1: (06:28) Maybe you're the only one who can adjust the way. You can adjust by guarantee. I can find someone who can just almost as good as you can. There are other people in this world that can do case management just as good as you can or perhaps better. There are people that can do your exams and your marketing for you. So if you're in a position where you're doing all of it, it really limits your ability to expand your practice and also have some freedom outside of practice. So many chiropractors I know get burnt out because they're doing all this work and you're working so hard to help people into this huge, like servant's heart and passion for helping people. But they just beat themselves up because they're doing all the work. And I don't know about you, but I'd never like, I never wanted to be that doctor. Speaker 1: (07:07) So if you're, so if you're, if you find yourself in a position where you're just trading your valuable time to do something else, that business model doesn't make sense, especially if you want to grow and expand. Um, and so there, uh, yeah, and there are a lot of examples that I see in the profession, but if you look at doctors who have figured out a way to get out of that and they are good at training and delegating and creating systems, you'll find doctors that not only are very successful, but they're helping a lot of people and they also have a life outside of practice. So trading time for money, not the best business model in my opinion. Third thing. So we have number one, relying on insurance. Second problem is trading time for money. And the third one is, uh, uh, latch, gone to fads and health. Speaker 1: (07:51) I don't know of any other profession that has so many health fads than the healthcare profession. And especially in chiropractic, again, it's a blessing and a curse. We can do so many different things, but so often I see doctors latching onto things just because it's hot and because it's a fad, but it doesn't necessarily have a lot of benefit to the patient. Now, there are all kinds of like categories and subcategories of this. I'll give you an example. Um, weight loss, especially like nutrition and weight loss is absolutely a good thing to offer patients. I always like, I think chiropractors should teach patients about nutrition and how to eat well and how to maintain a healthy weight. But within that weight loss category is you have all kinds of crazy ass feds that doctors latch onto. Not because it helps the patient, but, but because you can collect money for it, right? Speaker 1: (08:41) Like they're, and I don't want to name names and like what those different fads are, but you, you know, what they are is doctors like, Ooh, I can make 10,000 bucks a month or 20,000 bucks a month and all I have to do is implement this one thing and it'll run itself and, and, and you know, it's BS, right? But sometimes doctors are so like desperate to make money and desperate to like, like automate their practice and to become successful that they're skipping the fact that this is a, a BS fad. It's not going to help the patient in any way, shape or form. It's just a money. It's a moneymaking scheme. So weight loss is like that. I also see this in regenerative medicine and I get this comment a lot like, Oh, you just get into regenerative medicine cause you want to make a lot of money. Speaker 1: (09:20) Yeah, I want to make a lot of money and yes, you can do that in regenerative medicine, but there's also a way to serve your patients without making it a sleazy fad. Right, and regenerative medicine is not going to go away. It's being adopted more and more and more, not just in chiropractic but across the medical board worldwide. So it's not a fad, but it can be a fed and how you present it to your patients. If you're presenting it as like a cure all fix-all solution to joint pain, it's you're not going to last. You're going to become a fed because people are going to figure that out in your community. However, if you're, if you're offering it in a way that makes sense and is logical and truthful, ethical to a patient, then you have a business model that sustains itself. And if right now it's mainly a cash service, but if insurance decides to cover it at some point down the road, great. Speaker 1: (10:05) You get insurance reimbursement for regenerative medicine. Um, neuropathy can be the same way, right? You have a, I know a lot of doctors who focus on neuropathy. There is a right and a wrong way to do neuropathy. There are systems that really help patients. Some are reimbursed by insurance, some are cash services, some offer really great ways to automate your practice. So it helps the doctor, it helps the practice and it, it's not a fad, it's not going away. There's always going to be people that need help with neuropathy and their joints and weight loss. So just make sure that you're not latching onto a fad because if you are, it's gonna bite you in the assets some point down the road and you're gonna pay for it. So, uh, those, uh, these are the three top bad business models I see in chiropractic. Number one, reliance on insuring or overreliance on an insurance. Speaker 1: (10:50) Number two is that you're trading your valuable time for your money. So being the one stop shop or mom and pop style office. And then number three, latching onto fads that are going to go away pretty quickly. So I hope you found this beneficial. Great to have you on here, doc. I look forward to seeing you on the next podcast episode. Take care. Have an awesome day. Bye. Hey, innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) What's going on, Doc. Welcome back to the supplied integration podcast. Episode number six, the real regenerative medicine. Speaker 2: (00:10) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrated practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics, and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:08) Hey Doc, welcome back. So this topic is really polarizing in the chiropractic community. And I'm gonna, I want to be talking about regenerative medicine. Now some doctors will call this STEM cell therapy. I'll talk about what that really means. But I wanted to talk about this topic because it is so polarizing and it's also incredibly popular right now in the chiropractic profession and even in the medical profession. So if you're not new, if you don't know anything about regenerative medicine, I want to kind of define it. So regenerative medicine is a, is a particular area in medicine, which with a really, really broad scope. And what it is, is using cells and human cells and different, um, growth factors to help repair damaged tissue. And this can be damaged tissue because of age, degenerative conditions, injuries, you name it. A regenerative medicine helps rebuild the body. Speaker 1: (01:57) So this is the opposite of regenerative medicine. Combat degenerative disease. So you have degenerative disease. Regenerative, regenerative medicine is to combat that. And the nice thing about this is that it doesn't treat symptoms. And chiropractors are all about not treating symptoms. And it's funny that there's kind of a paradox here because this is a part of the medical community who, uh, would you be recognized is mainly about treating symptoms. Not everybody, but a lot of it is just treating symptoms with drugs and masking symptoms where regenerative medicine is getting to the root cause of the problem. So that's why this is particularly interesting to chiropractic because it actually, despite the fact it's a medical procedure, it actually fits our philosophy and, and sometimes people try to debate me on that and I'm not, there's like, we could talk about this all day, but I want to talk about like define what it is and how this applies to healthcare in general. Speaker 1: (02:45) So there are three different parts of regenerative medicine. One part would be tissue engineering. So that's not what chiropractors are doing. Tissue engineering is like what doctors are doing in labs where they're growing heart tissue in lung tissue and like regrowing organs with a STEM cells. So even like with three D printing right now, you can actually three D print organs with STEM cells. It's freaking amazing. Right? And this is like the future of healthcare where if someone needs like a valve replacement in their heart or a new kidney, three D printers are now able to actually reproduce Oregon and cell tissue from a patient's own body. So crazy, crazy stuff. That's like the cutting edge stuff. It's actually been around for a long time. Uh, STEM cell therapy. Uh, so you've heard of STEM cell therapy, 99.9% of chiropractors who do regenerative medicine and are calling it STEM cell therapy aren't really doing STEM cell therapy. Speaker 1: (03:34) So STEM cells are when you're taking a patient's own cells and you're injecting them back in your body, and you can get them from two different places. You can get the, uh, STEM cells from bone marrow and you get them from fat cells. Now the problem with this is that in the U S the FDA does not allow us to reproduce, manipulate, regrow, or culture cells. You can't manipulate cells in any way, shape or form. So, for example, if you take STEM cells, these are the limitations in the U S if you take STEM cells from a, from a 70 year old patient, like from their bone marrow, the problem is those cells are old, they're weak, they're lazy, they don't produce very many viable cells. So most patients seeking STEM cell therapy in the U S aren't doing that because their cells aren't viable. So in order to make that work, he has to go outside of the U S you can go to the Cayman islands, Mexico, Panama, Europe, Asia, and you can do STEM cell therapy with less limitations. Speaker 1: (04:26) So the governments there allow doctors to manipulate, regrow, and culture cells and make it a lot more potent. So this is why you hear of like professional athletes and, and patients going around the world to do STEM cell therapy is because it's a lot more effective than in the U S because they have less restrictions and less regulations. Now in the U S we have a lot of limitations and that's a good and a bad thing. Limitations are great because it protects us as patients. It protects us as doctors, but also the bad side is it can also limit progress. So in the U S when you're, when we're doing, uh, air quotes, uh, STEM cell therapy or regenerative medicine, you're actually using growth factors. So most chiropractors are using things like PRP, uh, amniotic tissue, Wharton, Shelly exosomes, uh, peptides, all these things that help the body repair itself. That's what chiropractors are doing. Speaker 1: (05:13) So, uh, this approach is not new, by the way. I hear this a lot from doctors like, Oh, this is, this is too new. It needs more research. Uh, that's not right. So this has been around for decades. It's not new. Uh, if you're living under a rock, then maybe it may seem new to you. And I don't mean that in a bad way, but this was new to me five years ago. I didn't even know it existed. But regenerative medicine is not new. It's very, very well researched. If you look at almost every major hospital around the world, they are doing regenerative medicine in one way, shape or another. So it's not new. It's not experimental. It's not snake oil. The first time I heard about regenerative medicine, I'm like, Oh, that sounds like too good to be true. Is this like a snake oil thing? Speaker 1: (05:54) It's not. If you go to the Mayo clinic, they're doing regenerative medicine. If you go to the Cleveland clinic, uh, if you go to Stanford, Yale, Harvard, they're all doing regenerative medicine. So it's not new. Um, sometimes in the chiropractic profession we sort of smell a salad as snake oil. And I know a lot of doctors that do that and that's not the way to do it, but it's a very real thing. And so it's not new. Now there are lots of different applications for regenerative medicine. Everything from orthopedic issues, which is the big one too. You can use it for cosmetic reasons. You can use it for a sexual dysfunction. You can use it for uh, immune issues, lung issues, heart issues. But what I want to focus in on today is using a regenerative medicine for orthopedic issues. And this is like the, the, the primary use for regenerative medicine, especially in the U S now this is especially good for patients who have worn out knees, osteoarthritic Kips, um, a really worn out neck and back joints. Speaker 1: (06:48) Uh, you can use it for basically any joint in the body. So if a patient has an osteoarthritic joint, they could be a potentially a good candidate for regenerative medicine. It also helps with soft tissue injury. So if you've torn your meniscus or you have a rotator cuff tear, these are common applications for regenerative medicine. Now, can chiropractors do regenerative medicine? No, it's a medical procedure. And so if you want to do this within your, the four walls of your clinic, you need to hire a medical doctor, have a medical entity. Each state is a little bit different. So there are legal ways to do it and ethical ways to do it. But a chiropractor cannot do, uh, the diagnosis, the recommendation or the injections for regenerative medicine, that it's not within our scope. Um, the, our chiropractor is well suited to do regenerative medicine or, or to integrate this into their practice. Speaker 1: (07:34) I think absolutely. So there are two, uh, there are two really main categories of physicians that are doing this or are promoting it. You have the MDs and you have chiropractors. Now, the good news for chiropractors is that traditionally MDs are very awful at doing regenerative medicine because it involves a sales process. For the most part. This is not covered by insurance. So there's typically an out of pocket costs for patients. So MDs are not used to eating what they kill right there. They roll out an insurance reimbursement. They rely on these large patient basis and just putting people through the insurance system so they've never had to sell out of pocket cash services. Whereas chiropractors, because of the nature of our profession, most chiropractors have had to learn really good sales skills and how to present care plans and how to, um, how to make it work for patients and their lifestyle and their budget. Speaker 1: (08:24) So from a, from a business standpoint, from a financial standpoint, chiropractors are very, very well suited to implement this into their practice because we have the, the sales chops to make that possible. Now. Um, the other, the other reason I think chiropractors, all chiropractors should do regenerative medicine is because it fits our, our patient base. So the nice thing about regenerative medicine, it's not a drug, it's not synthetic. It's using cells, human cells and cells to help the body repair itself. And if you look at all healthcare professionals around the world who specializes in helping patients get out of joint pain, uh, musculoskeletal issues without invasive procedures, it's chiropractors. This is like our specialty. Yes, we do other things. But most people go to chiropractors because they have joint pain. Now, if someone has a worn out Lex, let's say of a worn out knee or an osteoarthritic hip, or they have like a worn out wrist or they have carpal tunnel syndrome, chiropractic can help those patients. Speaker 1: (09:19) Absolutely. But is it going to reverse their condition? Like absolutely not. And this is where regenerative medicine fits in. So take, if you go, if you put yourself in the position of a patient, let's say that you have a worn out almost bone on bone knee. What are you going to do? So first you go to your primary care doctor and maybe they'll give you some anti-inflammatories, but likely they'll refer you out to an orthopedic specialist. So the orthopedic doc is going to do one of two things. Either they're going to give you antiinflammatory medication or they're going to give you a cortisone injection. Some docs are doing like a hyaluronic acid injections, which is great, but it doesn't like it only lasts for a certain period of time. So it's not fixing the problem. Now the orthopedic doctor makes their money doing surgery, so they're not going to want the patient to be on a cortisone injections for the rest of the life. Speaker 1: (10:07) They want to get them in the operating room so they can make a living. And if you doubt that, like that's just reality, that's, that's how he drive their fancy cars. I make a bunch of money. That's okay. That's the orthopedic docs make their living. And so when you, um, so from a patient standpoint, like if you want a non drug noninvasive procedure, you're not going to get that from your orthopedic doc. That's not their bread and butter. However, if you want a nonsurgical, noninvasive approach to knee pain, you should go see a chiropractor or maybe a physical therapist. So this is why, like these are the patients that we're seeing day in and day out. In fact, if I walked into your clinic today, I could find dozens of patients who would like gladly raise their hand and say, yeah, I would love a nonsurgical, non-pharmaceutical approach to joint pain. Speaker 1: (10:52) And so these are the patients you're already seeing. So the question then becomes, if you're not doing the injection, who's going to do it? The answer is the MD or it's not going to get done at all. Um, one story like, uh, my dad passed away about five or six years ago and he, um, he had knee pain and uh, he took the traditional approach. He went to this orthopedic doctor, he was on like rounds of cortisone injections that didn't work. And eventually they said, well, you need surgery. And they didn't do a, a knee replacement on my dad. They did arthroscopic surgery. And so my dad at the time was 69 years old, was on a bunch of medication. Uh, they did the arthroscopic surgery and, um, he didn't get any better. And I'm like, that's funny. So they waited a few days, week turn days, turn into weeks and they realize that my dad had acquired an infection obviously from the surgery. Speaker 1: (11:37) And because he was like so sick and on so many medications, his body, his immune system was lower. He, his body couldn't heal. And after like, so he never got, never recovered from the new surgery. And to make a long story short, my dad eventually passed away from complications from not only his health but his knee operation. And um, at the time I had no idea what regenerative medicine was. No idea. My dad had no idea and his doctor gave him two options after the cortisone injections were up. You can either live with the pain or you can have surgery and we can fix the problem. Which one do you want? Of course my dad picked fix the solution. He picked surgery and knowing what we now know, we obviously never would have done that, but there was no other, the doctor gave him no other option, right? Speaker 1: (12:21) It was surgery or nothing. And so had I known about this, this men have had, it had a much bigger impact on my dad's life and my family's life because he would have had another option. And so chiropractor's oftentimes a fit in that area where, where patients don't want that stuff, they want alternatives and we can provide those alternatives to patients. So, um, that's why I think a chiropractors are very, very well suited to run a regenerative medicine program. So, uh, should Kairos get into it? I think so, but if you look at it from like a, from a take the philosophical stuff out of the argument, right? Don't look at it that way. But if you look at it this way, whenever you look at implementing something in your practice, there are always three questions that go through my mind. Number one, does it help the patient? Speaker 1: (13:05) And with regenerative medicine, we get amazing, amazing results. Talk to other doctors who do it. You'll find the same thing. They get good results. It works. So that's number one. Does it help the patient? Number two, is it legal and ethical? So again, chiropractors cannot legally do regenerative medicine, but you can partner with MDs and nurse practitioners to make illegal in your state. But also, here's the ethical thing, like so many times a doctor is spoil things, right? And especially this is especially true with regenerative medicine is doctors will like over the oversell the benefits of regenerative medicine. And here's what I mean by this. Don't make it sleazy. So if a patient comes in and they have true bone on bone degeneration and they can barely walk and there's no cartilage, don't tell them that STEM cell therapy is going to regrow the cartilage in their knee. Speaker 1: (13:49) I hear that from so many doctors like, yep, we're going to make your turn your knee into an 18 year old person's knee. Like that's not true. It's not going to happen. However, if someone comes in with, uh, with like phase two or phase three degeneration, they still have some cartilage left. Again, don't tell them you're gonna like rebuild their knee with STEM cell therapy, but can you help with their inflammation? Can he help with their, with the pain? Can you help them with their mobility and their quality of life? Can you help them push surgery off a later down the road if necessary? Absolutely. That's what STEM cell therapy therapy can help with. So don't like, don't oversell it. Don't over-hype it. Be honest with patients. So that's number two. Like is it legal and ethical? Absolutely. So as long as you're not like, you know, selling snake oil and yes, um, this fits that category and the number three is a profitable, I have never known anything to be more profitable than regenerative medicine. Speaker 1: (14:38) And again, like I've tried everything in chiropractic, functional medicine, weight loss, uh, traditional conventional medical integration, like all the decompression, all these different things and nothing was more profitable than regenerative medicine. And you ask doctors who have been in this long enough, like it's massively profitable. That's why it's become so popular in chiropractic for most people. Is it, it, it allows you to generate a ton of income, cash, income in your practice. So, um, that is, so this is regenerative medicine in a nutshell. Um, if you don't, if you didn't know what regenerative medicine was, I hope this helps sort of put, um, uh, some bookends on it, what it is, what it isn't, how it works in your practice, and let me know your thoughts. So if you, um, if you agree with me, let me know. If you have questions, let me know. Uh, if you totally disagree with what I'm talking about, also let me know. Speaker 1: (15:26) Um, so I don't mind a critical feedback because this is a really a red hot topic and it's also, um, uh, it's polarizing in our profession. So I want to know what your thoughts are, what you think about it. Um, but I also wanted to present this to you and how this is fitting in to the simplified integration lifestyle for chiropractors in their business and their patients. So I hope you found this beneficial dot. Great to have you on here today. I hope you're having a great day. And we'll talk to you soon. Bye. Bye. Speaker 2: (15:53) Hey, innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com Speaker 1: (16:29) that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) What's going on, Doc, welcome to the simplified integration podcast. My name is Dr. Andrew Wells. I'm so excited to have you on today for episode number five, how to make $70,000 in 30 days. Speaker 2: (00:16) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:12) All right doc. So it's great to have you back. So this is part five of five of a series I'm doing called the seven figure shortcut. And my goal with this series is to help catapult your office to uh, to new growth, new profits, more than you've ever had before. And I'm really trying to provide as much value as I can. So not only can you, you can see this for your future and for the future of your practice, but you can actually implement this in a very simple way. If you've listened to my podcast, obviously, you know what I meant to simplicity. I'm into making things as easy as possible for you because that's when it's the most rewarding and you get the best results, frankly. And uh, so part five is how to make $70,000 in 30 days. And you may sound like you think like, wow, that's a ton of money. Speaker 1: (01:54) No one's ever done that, I can't do that. And the reality is, is I've seen offices do this over and over and over and over again. But there's a formula for it. Now, the whole reason, like I'm not a big guy in saying like, Oh yeah, we collect six figures in seven figure offices and all that. Like that's not really me. But numbers, institutes, statistics are important. And I, when you're looking at revenue, obviously for a practice and a business, that's a really important number to look at. Um, so, uh, and also if you've listened to my podcast, obviously you know that I'm into regenerative medicine and simplified ways of doing integration. So I want to tie all this together and show you that this is possible. It's possible to create a multiple six figure and even a seven figure business in a very short amount of time. Speaker 1: (02:39) However, there is a way to do that. It's a simple way to do it. Now, how to do, how do you bring in the $70,000 in 30 days? And, um, I kinda want to quote, uh, dr Sonny Gill on this. He always talks about having gold in your practice. There's gold in your practice. So what I mean by that is let's say you're, you have a brand new therapy, right? And you want to introduce this therapy into your practice. The best way to do that is to market it to your existing patients. And this is, this is so overlooked. It's overlooked oftentimes, like you start a new therapy or a new, a new protocol procedure and the first thing you do is start taking out Facebook ads and doing marketing and doing external marketing when the reality is if you, if you're picking the right therapies, there are probably patients in your office that could benefit from these therapies. Speaker 1: (03:25) So this is how, um, I talked a little bit about this in the last podcast, but this is how we introduced regenerative medicine to our clinic. And this is exactly how I, I recommend doing it in your practice. So you're, you've decided to do regenerative medicine and, uh, you've paid a consulting company, you, you've paid me to show you how to do that and you want to make sure you get a return on your investment as soon as possible. Well, I'm gonna show you how you can get a huge, massive ROI within your first month. And this is really critical and this is really important to me as a consultant, as someone who helps and coaches chiropractors, I always wanted to make sure in whatever I'm uh, creating and the things that I'm teaching to chiropractors, I want to make sure that they can pay for whatever I'm teaching in a really short amount of time. Speaker 1: (04:08) And the reason for that is I've invested hundreds of thousands of dollars, hunt, I don't know, probably close to seven figures in coaching programs, in courses, in books and training programs. And sometimes like sometimes those courses set on a shelf. Sometimes those courses took me years literally to implement or even to understand. And the ones that I liked the best were the ones that I could, I could understand and I could implement and profit from right away. And I'm a, I'm a big advocate of that. So here's how you, here's how you make 70 K in your practice in less than 30 days. So you've decided to do regenerative medicine because of all the benefits. And the fact that it's a high ticket service. So what you want to do is promote this to your office, right? So the way you do that, there's several ways to do it. Speaker 1: (04:54) It's not just putting up flyers in your office. Um, if you've ever put up a flyer in your office, chances already, like for, to promote an event or a seminar, there's a good chance not many people showed up to that, that event. Am I right? So you want to, you want to promote this in multiple different ways in your office. So put up flyers in your office. If you have a TV posts, a promotion posts, a short video that you've made, describing this new service, send out an email blast. But the most powerful thing is one on one conversation between the doctor and the patient. So here's how this goes. Uh, Hey, uh, so Mary Mary comes in for adjustment. Hey, Hey Mary, great to see you today. I'm not sure if you've heard, uh, if you've seen the flyers or have gotten the emails yet. But we're really excited to introduce a brand new therapy into our office called regenerative medicine. Speaker 1: (05:41) And by the way, docs, just to pause, you could insert any new therapy into this script. So whether it's nutrition or functional medicine or lab tests or like whatever that is, you can insert it in this, in this script. So, Hey Mary, I just wanna let you know we have a great new service called regenerative medicine. I know that you're here because you have neck and back pain, but he also mentioned, and I know you've been struggling with some, some shoulder pain, and I th I have a feeling that this new therapy we're offing offering might really help with your shoulder. So what I would love for you to do is come to a, we're, we're hosting a free seminar, uh, this coming Thursday at six o'clock. I would love if you and your husband can come to, uh, this seminar. It's going to be right here in the office. Speaker 1: (06:26) It's free. And where to go in depth about how this amazing new therapy can help with your shoulder. And by the way, it has nothing to do with drugs or surgery or anything like that. In fact, it helps our patients avoid those things. So you don't want to miss it. Uh, we're going to have a bunch of, this is just for our patients. We're not opening this up to the community. This is just an exclusive event for our amazing patients here in our practice. So then, um, wait for a response if Mary says, yeah, that sounds really interesting. Okay, great. Uh, is that something that you think you can attend? Yeah, I think I can do that. We're going to do is you're going on a walk with Mary up to your front desk, um, and tell your front desk staff or your chiropractic assistant, Hey, I'm Mary, uh, seems really interested in the regenerative medicine seminar this Thursday. Speaker 1: (07:10) Would you make sure to give her some information and make sure she signs up? Uh, get her name signed up on the, on the list. So you'll have her sign up on the list, put her name on there, maybe her husband's name, phone number, all that stuff. And just get her committed to showing up. Now if you don't have those conversations with your patients, you're gonna miss out on a bunch of patients, right? Because they'll read the flyer and they won't, you know, they won't know how that applies to them. Or they may misconstrue the idea or they may think that regenerative medicine is something that it's not right. So you want to have a one on one conversation with each of your patients. Now, when I first did this, I had this conversation with every patient. Even people I knew weren't good candidates or wouldn't benefit from it because they may know somebody in their family or friends that could benefit from it, that could, you know, we could invite to a future seminar. Speaker 1: (07:57) So I had a conversation with everybody. And I think that if there are a patient or a practice member in your practice, they, they deserve to know what kind of therapies that you offer. They're, they're your best ambassadors and spoke spokespeople. So that's what we did. We had, um, we limited the event to, I think it was like 30 people. When I say we had a few more people actually show up. Um, by the way, our regenerative medicine seminar was the highest attended seminar internal seminar that we've ever had. We ever had in our office was better than like our holiday events and our potluck dinners and our nutrition events, all those things very well attended because people are looking for these kinds of therapies. So, um, so we, uh, so that Thursday night came and we actually, I think we actually separated into two different seminars. Speaker 1: (08:43) We had an, we had a noon seminar. Uh, sometimes our older patients don't like to come to later events cause it gets dark outside and they're tired. So we split it up. Uh, we, I want to say we had like 1520 patients in the 12 o'clock, then we did a six o'clock seminar with us about the same amount of people. And the reason I think it's really valuable to present this information to your current patient base is because you're going to mess things up along the way, right? So you're not going to have your scripts down. He may fumble up the information, your presentation probably isn't very polished that comes with time. So it's a great audience to practice on because they're so forgiving, right? If they like you and trust you, they're going to be forgiving on, um, you know, if you don't know the answers to certain questions or you make a mistake in your presentation, like they're really forgiving. Speaker 1: (09:27) Um, so it makes it a really easy way to kind of get your feet in the water and, and, and start helping people. So we did our first seminar, uh, it wasn't pretty, but we got the information out and we had a bunch of people sign up for consultations. So we did the seminar the same day. We did consultations right after that. Um, if you didn't listen to the last podcast, episode number four, we had a, we had a ton of patients sign up and our first, so my first patient decided to do a three joints, both of her knees and her shoulder. So that was 9,600 bucks. Our second patient decided to do both of her knees. So I was 7,400 bucks and that pattern went on for like the next, uh, three days. So he did that on Thursday, Friday, and the following Monday. Speaker 1: (10:09) And when we looked back, we got through all of our consultations. We looked back, I don't know the exact, I can't remember the exact figure, but we did something like 60, high sixties, a $70,000 in collections from one internal seminar. That was, I still smile about that, thinking back on that. But that was more money than we typically collected in a month. And we did that in one week. So my mind was blown. Like, we're like, Whoa, Holy cow. This is a, I saw my practice in a very different way. And um, you know, we helped a lot of people with that first run. And so the, the beauty behind this was that, um, it allowed us a, that 70 K we were able to invest back in our business. So we're able to pay consulting fees and we also use that money now to start advertising to our community, right? Speaker 1: (10:56) Cause let's say you're adding a new therapy, like one of the toughest things to do is to, to come up with the money to start advertising promoting this amazing new service. So the 70,000 bucks that we collected, we could now put toward newspaper ads and Facebook ads and radio advertising. With this massive budget, we can spread our message out to our community. And so that one seminar led to a successful second seminar in third seminar in Fort some for seminar. And the success is built on itself. So that's how we were able to, to quickly get our new program off the ground without having to go into the red. We are profitable from day one the first month. So we were able to collect this a really massive amount of money and make sure that our program was successful in the days, weeks, months, and years to come. Speaker 1: (11:39) So, um, that's not unique to our office. I've known a lot of dozens of offices who have done the same thing, but there's a strategy to it, right? There's a way to implement a new service to your practice in a successful way, in a profitable way that's easy for you and your staff to, uh, to take the reigns on. So, uh, doc, I hope this was really successful for you and hope this was great information from you and I just want to give you a picture that yes, you can do this in your practice. You don't have to have a mega practice and make this thing run. There are patients in your office right now that are looking for these types of services and that want what you do and want to buy from you. So hope you found this helpful. This wraps up episode five of five for the seven figure shortcut. Uh, great to have you on here, doc. I can't wait to see you on the next episode. Hope you have a fantastic day. The life. Speaker 2: (12:28) Hey, innovators, thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email@infoatintegrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey, what's up Doc? Welcome back to the simplified integration podcast. My name is Dr. Andrew Wells and this is episode four a high ticket highway. Speaker 2: (00:13) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:09) All right doc. So it's great to have you on this episode. Now this is, this is really fun topic. I want to share a story with you to kind of explain this concept of the high ticket highway. When we first introduced, um, uh, regenerative medicine to our office, what we do, who we launch it to, our existing patient base. So we, we like sent out emails and talked about in the office and we said, Hey, we've got this amazing new therapy called regenerative medicine. It can help you with your knees and hips and back, that kind of stuff. And so we held an internal seminar in her office. I don't want to say we had like maybe 30 to 40 people. I don't remember signed up for the seminar. And, um, we knew it was a, it was actually a packed house. It was the, it was the biggest S uh, show up for an event that we ever did in our office to our existing patients. Speaker 1: (01:53) We had a couple of guests as well. And so we did the, uh, we did the seminar and then we booked consultations right after that. And I remember the first patient I met with, we went back to the consultation room and she's like, wow. She's like, this is amazing. I didn't know this was even possible to use regenerative medicine. And she goes, and I already kind of knew her health history and she said, I really want this for uh, both of my knees and my shoulder. And she goes, how much is that going to cost? And I, we had like a special promotion and stuff. I did the math on my calculator and I said, well, it's about 9,600 bucks. And she goes, can I put that in a credit card? And I said, yeah. And I say, she's like, okay, let's do it. When can I have it done? Speaker 1: (02:32) And I said, well, Hey, tomorrow. So I remember walking out of the room on what was probably a 15 minute consultation and the same day I did this seminar, I remember walking back to the front desk thinking like, I almost felt like something was wrong. Like, Oh my gosh, like we just collected 9,600 bucks for a therapy. That was like a one time therapy patient was super excited about it. And I remember thinking like, wow, like I sometimes like you get in your own head about like what, like what the patient will value for a certain thing, right? Like are they really gonna pay 300 bucks for chiropractic care or 10,000 bucks for regenerative medicine care. And really the value is in the eye of the beholder, so to speak. And this lady was, and her husband was extremely happy to pay 9,600 bucks for a real solution, for a joint pain. Speaker 1: (03:23) And I remember walking to the front desk and I'm like, wow, look, we have, this is so cool. It's so cool for the patient. And it was really excited that we collected 9,600 bucks in 15 minutes. And then I remember, uh, another doc working in my office came up to me and he had done the same day, did another consultation with another patient and she's, he said, yeah, she's doing two joints. So that was 7,000 bucks. So within the scope of like 20 minutes we had collected, what is that like 16,000 bucks. And as a, you know, the course of the week went on. I think we in our first seminar we collected, you know, it was like 60, 70,000 bucks I think with our first, our first seminar that we launched to our existing patients with no ad budget. So this was the first time I really tasted that concept of selling high ticket therapies to our patients in our office. Speaker 1: (04:08) And it was a huge revelation for me. I'm not just the the revenue collection but also um, especially I talked about this on the last, uh, the last episode was how much effort you really have to put into regenerative medicine. Cause remember it's a one time injection. So, um, that really changed my perspective on how I viewed introducing new therapies to the office. The alternative to that would be, so if it's not a high ticket highway, the other thing or high ticket therapy is, well, you know, what else can you offer? You know, you have nutrition plans and you have weight loss options in decompression. And functional medicine, like it takes a, it takes a lot of tickets, so to speak, or smaller tickets to equal one regenerative medicine ticket. So this saves, saves you so much time in. So ma, so many headaches in so many different ways. Speaker 1: (04:57) So for example, when you're, when you're running a, uh, an ad campaign, let's say you do a Facebook ad campaign, like how many ads would you have to put out and how many phone calls would you have to answer for a typical chiropractic patient? Right? It's a lot, right? You have to collect a lot of leads and, and get on a lot of calls and take care of a lot of patients to equal the amount of one regenerative medicine patient. Whereas with regenerative medicine, because it's a small niche therapy and it's a smaller demographic, you don't have to handle as many patients, right? A busy clinic may see five to 10 regenerative medicine patients per month. So let's, let me give you an example of that conservative month. Let's say you're, let's say you see five regenerative medicine patients and let's say on the low end, their case average, you're collect $4,000 per patient. Speaker 1: (05:47) That's $20,000 you made in one month just seeing five patients. That's the beauty of high ticket sales. It's less patients, it's less demand on you, it's less demand on your staff, it's less demand on everything and you benefit the patient benefits. So this is why, uh, I'm really, really passionate about high tickets. You know, high ticket items, and this is the response I get from a lot of doctors is they're, they're very uncomfortable with that. Uh, they don't know if they can sell high ticket therapies. They don't know if there are enough people in their town to make that work. Um, lots of different like, um, objections or kind of hangups people have in their, in their mind. And what I'll tell you is this, like the demand is out there. If you don't believe me, uh, walk into an orthopedic, a surgical clinic, like show up on a Monday morning or Tuesday morning at nine o'clock and, and just look around and see how busy their waiting room is. Speaker 1: (06:42) Like these are, there are, there are, there is an endless supply of patients in your town who are, who have joint pain or back pain and they're looking for solutions other than drugs and surgery. And that's where regenerative medicine fits in, right? Your main demographic is going to be your patient 55 years and older. They have a bad joint. They've already been to the orthopedic surgeon. They're looking at, they're staring down the barrel of surgery. They don't want to do that. They want other options and uh, they will pay for nonsurgical solutions to join pain because what are they getting in return? Right? You're like, well, why would someone pay that much money for one injection? Because what you're giving them in return is their life back. So many times we think of it as, well, it's a little Viola stuff. It's not worth 5,000, 10,000 bucks. Speaker 1: (07:28) Well it is for the patient because now they can, they can, uh, they can garden again. They can play with their grandkids again. They can travel. We had a patient one time, her whole goal was she wanted to be out of pain so she could go to Europe and she wanted to travel for like three months. And then she said, she goes after that. If you can get me out of pain for three months after that, like I'm, I'm good to go. My husband's passed away. I don't like, I don't have any other reason to be on earth anymore. I'll be happy if you can, if you can provide that for me. Um, and we were able to do that. So, um, that was like, she, she would've paid anything to have that experience in her life. I'll give you another example. We had a patient, um, this was a really severe case. Speaker 1: (08:07) It was a lady who came in on a motorized wheelchair and she was overweight. She was diabetic and she had severe, severe knee pain. And I remember this lady because she was like, she was desperate. She was out of options and, um, and she was so unhealthy that her surgeon refused to do a knee replacement on her because they were afraid that she wasn't gonna survive the surgery. And so I said, listen, like you're likely not a candidate, right? Cause you came into, you're not even, you're not, you're not, you're not walking on your own. You're using this motorized wheelchair. And she goes, what? Just if you can get me some relief, I just want some relief. And we x-rayed her knees and her knees look really awful. And I said, listen, regenerative medicine is not, is not going to help you the way that, um, I would like it to. Speaker 1: (08:52) And I said, you're really not a good candidate for this. She said, well, what, what type of relief could I get from this? And I said, you'd be lucky to get 5% relief. And she goes, that's worth it to me. And I said, well, what do you mean by that? She goes, I'm in severe pain. I don't want to live anymore. I can't do surgery. I can't be on these drugs anymore, but I just need to be out of pain. And she was in tears and I was, I was half until like I was tearing up listening to the story and she said, if you can provide me with a 5% relief, I want to do this because that's my only option. And this was like 7,400 bucks I think for both of her knees. And I said, listen, it's 7,400 bucks. Is that a lot of money to you? Speaker 1: (09:30) Like is this going to cut, like keep you from eating and paying your bills? Cause if that's the case that it's not going to be worth it. And she said, listen, we'll find a way to pay our bills. We'll find a way to keep food on the table. Uh, and, and her husband looked at me and said, listen, if you can provide her with some pain relief, we will find a way to make it work. And it was, it was like a lot of money for them to spend. And for me, I'm like, ah, like I had this kind of like moral dilemma, but I was very upfront with her and said, this is not, it's not going to fix your knees, but it may potentially help you get out of pain. So she ended up doing the injection and she came back, um, uh, three months later for like a checkup and she's still in her motorized wheelchair. Speaker 1: (10:09) And I'm like, eh, I was kind of dreading walking into the consultation room cause I, my fear was I kind of slid, let's lay, it didn't get any relief. Like she spent 7,400 bucks. I don't want to like, I don't want to have that conversation. I'd feel really bad if that were the case. And I came in the room and, and I said, you know, I asked her how you doing? And she started crying and I'm like, God, this is not good. And she goes, she goes, you have no idea how much he helped me and I will, what, what do you mean by that? I see you're still in the chair. And she goes, I said, how are you feeling better? She goes, yeah, I feel better. I said, how much? Cause I'm probably 10% better. And I'm like, well that's not a lot. Speaker 1: (10:45) And she said, yeah, but you have no idea. She goes, now I can actually stand up long enough to cook dinner for my husband and I can, I can, it's tough, but I can do dishes again. I can do laundry again, I can help her help out around the house. She goes, those little things have given me my life back. I feel like there's a reason to live. I can, I can take care of my husband, I can even go to the grocery store again. So like in my mind I'm like, Oh, this is not going to be worth it for her. But all she wanted to do was do these little things around the house that gave her value, that was valuable to her. And she and her husband like thanked me profusely because she felt so much better because of the injections. And I'm like, wow. Speaker 1: (11:24) Like I've, I've felt really, really good about that. And she was so happy and less left us a great review on our, on our website. And so like that, like that, that's worth it. Right? And so when you're, when you're thinking about like, will people pay for it? Are there people in my town that want to have this done? They're out there. They're looking for solutions. They're just looking for the right office and the right doctor to provide this therapy for them. So, um, if that's your thought, like you need to like get out of your head, like you put people barriers in, in their, in their brain that aren't really there, this is a real solution. People are looking for these types of results and you just need to connect with these people in your community. So, um, so this is the value of high ticket, the high ticket sales and high ticket highway. Speaker 1: (12:07) Um, I can't say enough about how much value this provides to your community and your office when you don't have to see a thousand patients a week to be profitable in your office. So listen, dog, I hope you found this valuable. This was part four of, uh, of the seven figure shortcut. And make sure to jump on the next podcast, which is, uh, episode number five and we'll cover that on the, um, on the next podcast. So thanks for joining me. I hope you have a great day, doc. Hope you found this valuable and I'll talk to you soon. Bye. Bye. Speaker 2: (12:40) Hey, innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace Implicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast, or you've got specific topics that you'd like me to discuss, just shoot me an email.

Show Notes: Speaker 1: (00:00) Hello and welcome back innovators to the simplified integration podcast. This is episode number three. The one thing all Chiros should implement in their office, Speaker 2: (00:13) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrated practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Now this is [inaudible] is Speaker 1: (01:08) also a part of a five part series of the seven figure shortcut. And the idea behind this first five episodes is to provide you a ton of actionable content so that you can get up to a seven figure business, uh, very shortly and under 90 days. And I'm gonna show you exactly how I did that and how you can implement these things into your practice. So the, the reason I wanted to do this episode, the number one thing all Kairos should implement stems from this, this a tragedy that had in my car accident and being in the hospital. And the one question I have for you is, and this is the same question I had to ask myself, aside from chiropractic, if there is one thing that you could implement in your practice, like one therapy, one protocol throws one thing other than chiropractic that you could add, what would that thing be? Speaker 1: (01:56) And want you to think about that for a minute. So as chiropractors, this is maybe a blessing or a curse, but because of the scope of our practice, there are so many different things that you can and chiropractors do implement in their practice. So you have your chiropractic office, you have maybe you could add physical therapy, functional medicine, decompression, weight loss, uh, integration, STEM cell therapy. Like there's all these different things you could add to your practice. And some chiropractors add all these things to their practice and it just kinda drowns them. But if you had one thing to choose from, what would that thing be? And so, uh, before now I, I'm a really big advocate and proponent of regenerative medicine for a few different reasons. And so let me explain why. And one thing I want to address, and I usually don't talk about this, but sometimes chiropractors are kind of split. Speaker 1: (02:45) They're like, well, regenerative medicine is a medical procedure. And either they think chiropractors should not be doing that. It's unethical. It's, it's anti chiropractic. Um, they think that way. I used to think that way. I used to be a really like, like straight chiropractor. If it had to do with medical, if it came out of a needle, like I wanted nothing to do with that. But in today's day and age and with the technology we have with cellular medicine, it's a completely different ballgame. Now I know I'm not going to convince some of like the staunch chiropractors that like even what even talk about nutrition in their office. So, but listen, like most chiropractors out there are at least a little bit open minded to even have this discussion. So here's, here's my stance on regenerative medicine. So this is used for patients, by the way, with it, you don't know what it's used for. Speaker 1: (03:33) Um, and what it is. Regenerative medicine is a, it can be an injection, it can be [inaudible] therapy, but it's an, it's using growth factors and cells that help speed up the repair and healing process in the body. So for example, this is not a drug, it's, it's using cells, human cells to help your body repair itself faster. So, for example, you would use this for a patient who came in and has bone on bone degeneration on their knee or somebody who's lost the, uh, the joint space and their shoulder or has a rotator cuff tear. You can use it for hip patients, uh, degenerative changes in the spine, the neck and the lower back. So lots of different applications for arthritis. And that's like 99, 95% of what, what it's used for in medicine. So let's say you have a patient that comes in and they have a worn out knee. Speaker 1: (04:22) Now, if so, let's say they've lost most of the cartilage in their knee, what can you realistically do for that patient? Maybe try some decompression therapy that might give them some relief for a period of time, but it's certainly not going to repair a regrow tissue in their body. Um, you can try adjusting them, but because they have lost the cartilage, that's not going to grow back, right? You know that it's your, your knee doesn't have much of a, uh, of a blood supply. Um, realistically what's going to happen is the patient's gonna get frustrated in your office and they're going to be either referred out or they're going to go on their own to their primary care doctor who's gonna refer them to their orthopedic doctor. And at the orthopedic office, they're going to get three things. They're going to get anti-inflammatory medication, they're going to get cortisone injections, and they're going to be referred to or scheduled for or referred out for at some point in time. Speaker 1: (05:09) A joint replacement or invasive surgery. Those are your three options. It's a medication, steroid injections, joint replacement, and having dealt with, uh, thousands and thousands of patients, I know the protocols, that's what they're doing outside of your office. So unless they have an alternative, that's what they're gonna do. So the question then becomes like, what are there any other options? And there's a massive growing field called regenerative medicine that has offering options for these types of patients, like real options that work that are very well researched, that gives your chiropractic patients a choice. Other than those three things. For example, I had a torn meniscus in my left knee. Uh, being a runner and working out and doing my CrossFit type workouts, I damaged my knee. Now I wasn't gonna go through cortisone shots. I know better than that. I didn't want to have to have surgery. Speaker 1: (05:58) Uh, and so regenerative medicine was an option for me. I had an injection, uh, and within a couple of weeks the problem was completely gone and I can S I can use my knee like it doesn't hurt anymore. I can run on it. I can work out on it. Like it's completely fixed. Through regenerative medicine, chiropractic wouldn't have done that. Nutrition would not have done that. Essential oils are not going to fix that problem. I'm sorry. You can't rub lavender oil on your knee and hope that's going to repair itself. So we now finally have the tools to be able to fix these kinds of problems in a way that also makes sense and is congruent with chiropractic. So, and here's the, here's the reason guys. It's not, it is not an outside in approach. Yes. We're injecting something from the outside in. I understand that, but it's giving your body all the necessary ingredients to fix itself. Speaker 1: (06:44) You could make the same argument that nutrition does the same thing. And I know very few doctors who are against nutrition. So if you look at it like sometimes people have a tough time getting around the needle part and the injection part. So my question for those doctors is this, if you had regenerative medicine in a capsule form and you could ingest it, that would fix a joint, a knee, a hip or back, would that be okay with you philosophically? If that's okay, then it should also be okay if you could inject it or rub a cream on, right? It's not the, it's not the the delivery method, it's what it's actually doing in your body. And this is why I never had any kind of like hang up or qualms about regenerative medicine because it is an inside out approach. It's using human cells, sometimes your own cells to fix your body from the inside out. Speaker 1: (07:28) What could be more chiropractic than that? And funny men, it makes sense to the medical doctors, but sometimes chiropractors have a hangup. So, um, this is really, um, it's a really kinda cool time in medicine where there's this crossover, this bridge between medicine and chiropractic, which I think is always a benefit to your patients and our communities. Right? So the question then becomes, if it doesn't harm the patient, which by the way, there very few known side effects to regenerative medicine other than just having some swelling at the injection site. It doesn't harm the patient. It's beneficial, it's well-researched, it's profitable. So the question then becomes, who's going to do this procedure in your community? Is it going to be the orthopedic doctor or is it going to be you? And I can promise you I've helped so many doctors with this chiropractors are so much better equipped to handle this type of therapy. Speaker 1: (08:18) Then the medical doctors, they fumble, they mess it up. They're not good at the sales process. Chiropractor's are so much better at selling. Uh, you know, I don't want to call it like selling like your, your used car salesman. You were better at selling care. And educating patients and getting them to take action on their health. So that's why I think chiropractors are really well suited. So that is my rant on the philosophy of regenerative medicine. You may agree with me, you may totally disagree with me. That's okay. But that's my stance. And then, so back to the initial question. If you had one therapy that you could offer, what would that therapy be? And I think that regenerative medicine is the best therapy, uh, for a number of reasons. But there is kind of like three categories that I go through when determining if something is appropriate to add to your office. Speaker 1: (09:03) So the first thing, there's three things. Is it legal, does it help the patient? And is it profitable? So I want to start with the legal part first. So is it legal to do STEM cell therapy or regenerative medicine in a chiropractic office? Yes and no. So, so the question I get is, well, how do you know, how do you run this through your chiropractic office? You don't? So the way this works is you set up a, a medical entity. So it's a medical office that shares space typically with your chiropractic office. So in this medical entity, you have a medical doctor, typically a nurse practitioner, and your patients go through the medical entity completely separate from your chiropractic business. That doesn't mean that you can't do the marketing or run the administration or help with the advertising and you can do those things. But all the patients are run through medical staff. Speaker 1: (09:47) So your nurse practitioner is doing the diagnosis, uh, they're recommending regenerative therapy, inappropriate cases, and they're doing the actual injections. So it's completely separate. There's no crossover, there's no worry about, um, scope of a scope of practice because it's not being run through your chiropractic office. That's how every chiropractor, for the most part, runs their regenerative medicine program. So if you're interested in that, that's something I can like, how do you set up like that legal entity? It's relatively simple. I can help you with that process. I've done lots of it. I'm pretty easy to do each state. If you're ever going to do this. By the way, here's my disclaimer. If you ever decide to set up a regenerative medicine clinic, please, please, please, please hire an attorney to help you because every state has different laws and you want to make sure that you do it properly. Speaker 1: (10:31) Sorry, so we covered the legal part. Is it legal? Yes. Asterix. Make sure you do it the right way. A criteria number two and adding a new service. It does it help the patient that's so important. And you should always lead with that, right? Is it, is it beneficial to the patient? So, um, regenerative medicine is not new. It's been around for like 50 years. However, the technology is, especially in the last five years is, is just skyrocketing. We have a much better understanding of how regenerative medicine works, uh, how to make it, um, impactful. And also, um, it's become a lot less expensive. It used to be like 40, 50, 60,000 bucks if you wanted to have this done. That's why like the only people you ever heard of having it done where like the professional athletes and celebrities who would go overseas to have this, these procedures done. Speaker 1: (11:16) But now there's a lot of focus on this therapy. It's a, it's a, it's an incredibly fast growing therapy because number one, it works, but there's a huge, huge, huge demand for it. Patients are looking for alternatives to drugs and surgery. So chiropractors are so well suited to handle this type of therapy. And you can go on Putin pub, med.com, um, all kinds of go on any research site. And if you're curious about the research and if uh, efficacy behind regenerative medicine, uh, there's tons and tons of research articles showing that it is, it is an effective therapy. In fact, um, somebody, I get this from doctors like yeah, I'm kind of waiting to see like if this is beneficial to the patient, like you already missed the boat dock. Cause like if you go to almost every hospital, every teaching institution around the country and even like the world now they're doing regenerative medicine. Speaker 1: (12:06) So it's not like that's kind of like an old thing, like a kind of waiting to see if the technology is there. It is there, it's happening. It's a real, real thing. And then number three, so this is the last thing, uh, this is really important too, is, is it profitable? And when I say profitable, there's lots of different categories, right? There's a, you have to think about, um, your value for your time, your value for the patients, value for money. Are you, is it profitable for you and your clinic? So lots of different things to think about there. And of all the things that I've tried in my office, like weight loss and decompression and functional medicine and, um, like nutritional programs, all of these different things that we've tried, nothing, nothing has been more profitable than regenerative medicine. So the year in the years that we've been doing this, it's very rare. Speaker 1: (12:54) When we went under $30,000 in collections, in a typical month, we'd collect, you know, 30, 40, 50. We even had months where we collected six figures a month in just regenerative medicine. So it's a very, very profitable therapy. Um, it's simple to add to your office. And the, here's the other thing is that this was maybe the money part is important, right? Everybody wants to be profitable. Sure. But it's not the most important thing. If it, for example, if it, if, let's say you could bring in $50,000 a month to your practice, but it required you work 80 hours a week, would it be worth it? Some would say yes. Some would say no. I say no. Right? It has to be worth it for your time and the night. Here's the beauty about regenerative medicine. It's a one time, maybe two, three visit therapy for the patients. Speaker 1: (13:38) So they come in, they're paying you five to $7,000 per injection. They have the injection and then they leave. That's it. Some stick around for chiropractic care. But what my point is that you've delivered five to $7,000 worth of care in one injection. So from a time perspective, it's saving you a massive amount of time for how much money you're collecting. So think of it this way. If a chiropractic patient came in and said, here's $5,000 I want $5,000 worth of chiropractic care would be awesome. Right? Timber really happens. But like how long would that take you to deliver $5,000 worth of chiropractic care? It would take you forever, right? To get long time with regenerative medicine. It takes you a really short amount of time, like you know, one visit typically per patient. So all right docs. So there you have it. Those are the reasons why I think regenerative medicine is the number one thing that chiropractor should implement in their office. Speaker 1: (14:32) Make sure that has done legally and also it's, you know, it's great for the patient and it's also good for your time, profitability, your money profitability. And I hope you find this a blessing and I really hope that you can implement this and make the next year and the year after that, some of the best years in your practice yet. So thanks for joining me. I'm looking forward joining you on the next episode, which is the fourth part of a five part series called the seven figure shortcut. You don't want to miss out on that. Great to have you on here, doc, and we'll talk to you next time. Have a wonderful day. Bye. Speaker 2: (15:04) Hey, innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace Implicity are some of the greatest innovators, so hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email@infoatintegrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey, what's going on Doc? Welcome back to episode two, the simplified integration podcast brought to you by me, Dr. Andrew Wells. The episode two is what I call my near-death experience and how am I near-death experience actually saved my life. Speaker 2: (00:18) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrated practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:14) Now, if you're on the last episode, um, which was, it was just titled, don't be a lemon with integration, why integration fails so many people. I left off with, um, a really bad experience. Uh, we were in the middle of running several integrated offices, um, and then all of a sudden my family and I were in a really bad car wreck. So I was in the hospital and as our integrated business because of insurance stages and all kinds of different issues we had in the practice as our practice started to, to literally go under, I'm sitting there in the hospital bed like wondering how I'm gonna keep this practice afloat and now how I'm going to keep the office and my staff and everybody, like how we're going to keep this whole thing going. And, um, you know, that was a really dark time in my life cause I didn't have the answers, but I just knew that, um, that this was all happening for a reason. Speaker 1: (02:01) So as I'm sitting there, um, and, and uh, you know, eventually got transferred back to my house, uh, to recover and wearing this neck brace. And I just, I was sitting at home, I couldn't, I couldn't do anything. I couldn't work. Uh, I just had to be alone with my thoughts and like day after day it was a pretty miserable experience and I was trying to like figure out a solution for our practice and our business and I just knew that we, the integrated model was not sustainable. And I talked to other people who are also integrated around the country and the exact same thing was happening to them. You know, they were struggling to find a way to pay their bills, to pay for this massive overhead, to find services that actually pay that you can get reimbursed for it. I wasn't the only one struggling and it's not like because I got in this accident that all the bad things happened, the bad things were happening before the accident. Speaker 1: (02:45) The accident was just the icing on the cake. And so as I'm sitting there like looking over like our office records and financial statements and all that stuff, I realized pretty quickly that one of the solutions was just start slashing our overhead. So I'm like, what can we get rid of in our office? And it dawned on me that actually I could actually get rid of, it would be more profitable to get rid of all the insurance junk, all the insurance crap, all the things that we were told would make a great integrated office. I could get rid of why? Because it wasn't reimbursing. I wasn't passionate about it. Even if we got rid of those services, it wasn't going to mean that our patients got like bad results. All of a sudden we got great results with just chiropractic care. So getting rid of all the insurance, once we decided our, we're going to cut the insurance crap, I'm going to go back to what's profitable. Speaker 1: (03:34) All of a sudden this huge weight was lifted off my shoulder. We went from having a hundred $110,000 zero monthly overhead down to like a $30,000 overhead. And that seems like a lot blog. Explain why it went down, why it was at $30,000 to begin with. And all of a sudden, like when we decided to cut out insurance, like this massive weight was lifted and all of a sudden I'm like, okay, we're getting somewhere. And uh, okay, so if we're cutting out insurance reimbursement, like what are we going to keep or what will we add to keep the practice going? We were still doing chiropractic, we were still doing some rehab, like what we're going to keep. And there was one there, there was one therapy or one thing that we did in our, in our office that had been keeping the practice afloat even before all this happened. Speaker 1: (04:18) It was a cash service. We got amazing results. Our patients loved it. I enjoyed doing it and sometimes I'm like kind of thick, like a little thick headed. And sometimes I don't get the answer right away, but I'm like, why did I think about this before? And that one thing in our office, the thing that kept it all afloat was regenerative medicine. And it's what some doctors call STEM cell therapy. You know, if you've heard of STEM cell therapy, regenerative medicine, before you jump to conclusion. Oh, I've heard that's great. Or I heard it's bad. Like you let me explain what it is first. And I'm like, wow, this could actually like this could, this could be something that could really, that could not only keep our practice afloat, but actually something that would help our practice thrive. And so what we did was when we caught the insurance stuff, we cut regenerative medicine. Speaker 1: (05:04) I was actually able to run a very, very successful regenerative medicine program from my house, even from the hospital bed. And the great thing about regenerative medicine was it required very little input from me to make the whole thing run. In fact, we had gotten it to a point in our office where our staff did most of the work and the, you know, one of the nice things I, I, I kind of laugh about this when I think about it and chiropractors asked me like, Hey, you're a chiropractor. Like how do you do regenerative medicine? Isn't that out of our scope of practice. Yes. Like don't think that I'm doing like re like regenerative medicine injections or another chiropractor in her office is doing it. It's totally not within the scope of chiropractic, but it is legal and ethical to run a regenerative medicine program or business out of your chiropractic office. Speaker 1: (05:49) And that's how most chiropractors do it. And because here's a huge advantage because a chiropractor can't do it. You have to outsource those tasks and delegate to other people in your office. So because you're not, you can't be the doctor, you can't be the, uh, the one doing the work. You can do the marketing and the admin and the, and the advertising, all that stuff. But what we found was that when I was recovering from my broken neck, we had, we had a such a high level of automation with our regenerative medicine program that it practically ran itself. So as I'm recovering at home, this is the recovery process was about six months. Our regenerative medicine pro practice still ran. And in fact, it's the very thing that kept us from going bankrupt that whole time. But once we caught all the extra stuff and the insurance crap and all that, all this stuff that makes integration so not worth it and so bad. Speaker 1: (06:40) I, in my opinion, for the chiropractic and if you want me to cut it out, everything seemed to work a whole lot better. We became very profitable again. All the stress in our office was gone and all of a sudden it's like, ah, like there's a huge wave of relief came over me and I knew that that was gonna that would work. And I, during this recovery process time, I got really bored. It really, really bored. So there are times where I would, um, I wish I had, I don't know if I have any pictures of this. I have to go back and look at my phone, but I used to get out of, out of my house, someone would drive me and I would do like a a one hour live seminar on regenerative medicine. And then I would drive back home and go back to bed. Speaker 1: (07:17) So I would do like, Oh, do like one seminar a week or one seminar every other week. And I just, cause I was so bored and wanting to get out of the house. So imagine this, this is like a funny image. Here's Dr. Wells. I'd walk into a seminar with like 30 people in the room, in a neck brace. And people are like, like, is that, is that the doctor like he's going to, is he, he's, he is he the one talking to us about STEM cell therapy and regenerative medicine? And of course the question is always like, eh, did regenerative medicine cause a problem in your neck? So it does have to preface it, will it know this is from a car accident. But um, you know, even in like an even in a neck brace, I was able to make this and go. And so the message I have for you is that, uh, uh, uh, well-run regenerative medicine practice does not take a lot of time, effort, and input in order to be successful and profitable. Speaker 1: (08:03) So if I can do it from my bed at home, if I can do it from a hospital, almost any doctor can make it run. Now there are a lot of people get regenerative medicine wrong. They do it the wrong way because they got bad advice from consulting groups or from marketing groups. And the mistakes that doctors make is that they, um, they hire a full time MD or a full time nurse practitioner. Those guys are expensive, so automatically had this massive overhead. Another mistake chiropractors are making is that they do it for one, two, three months. And like, Holy cow, I'm making 40, $50,000 a month doing this and all of a sudden their focus shifts from their chiropractic business, which is their core to regenerative medicine. Cause like, Oh my gosh, I can make you know, half a million dollars a year, a million, $2 million a year doing just regenerative medicine. Speaker 1: (08:50) And they lose sight of what was really important, which is their core business and taking care of patients. So you can, for as much success as regenerative medicine can bring and as much profit as it can bring to your office, it should never take the place of your core chiropractic philosophies. That's where a lot of chiropractors, uh, go wrong. And they make this part what should be a part time business. They make it into a full time business and all their focus and energy and efforts go into regenerative medicine. They should not be that way. It should be a part time business that runs side-by-side, seamlessly with your chiropractic business. So when you, when you do it that way and trust me, like that's how, that's how we did it successfully. When you run it part time, you can still add a massive amount of cash revenue to your office without doing a ton of extra work, without giving yourself another job to manage. Speaker 1: (09:41) Right. But also you're still taking care of, you haven't lost your soul, you haven't sold out to medicine. Um, you, you can still be the chiropractor that, uh, that you want to be in the, you want to be in the future. So this was this one aha moment, um, in, in, you know, they kind of came in a really tough time in my life and uh, and I knew like I knew I had to make a change and I'm really happy that we stuck with regenerative medicine cause it helped us in the past. It helped us through a really rough time and it's really helped me to develop a, uh, really a business of my dreams where I can still take care of patients, be profitable, but also have time to spend time with my family and go on vacations and not have that constant stress of where's my next patient coming from and will I be able to pay my overhead and can I save money for retirement? Speaker 1: (10:25) Regenerative medicine has afforded us a lot of those freedoms that I know most chiropractors want in practice. And so, listen, I'm going to talk about, um, uh, on the next podcast episode why I think all chiropractors should integrate and do regenerative medicine, but not the conventional way, right? Not the way that most management groups and consulting groups teach it. There's a very simplified, streamlined way to do it. That makes sense. So I hope you found this beneficial. And you know, my big message here was, listen guys, if I can do this from a hospital, uh, you can do this. You can certainly do this in your practice. And I know there's a lot of like chatter and talk about regenerative medicine. It's a very, very hot thing in chiropractic right now. It's actually a very hot thing in medicine right now. It's a very, very big industry. Speaker 1: (11:09) It's growing and growing, growing, but there's a right way to do it and there's a wrong way to do it. So I hope that provides you some value. And by the way, this was a part, this is a second part of a five part series on the seven figure shortcut. My goal in this five part series is to get you to producing massive results in your office in a streamlined, simple way. That makes a sense from a business standpoint, it makes sense to you as a chiropractor. So a doc, I hope you found this helpful. Great to have you on here. And we'll see you on the next episode. Take care. Bye bye. Speaker 2: (11:41) Hey, innovators. Thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like me, someone who loves simplicity, and the truth is those who embrace Implicity, some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email@infoatintegrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Welcome, everybody. This is Dr. Andrew Wells from the simplified integration podcast. It's great to have you here. You're on episode one of one. Don't be a lemming. Why integration fails so many doctors. Speaker 2: (00:17) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrated practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:12) All right doc. So welcome to episode one. This is actually part of a mini series, a five-part mini series called the seven figure shortcut. So this is kind of like a series within a series. And the reason I want to make this five part series is because I wanted to give doctors not only a background on what they should avoid and the common mistakes of chiropractors make, but I also wanted to provide you with an amazing amount of con content that you can use today to start having wins and not just content that you can use. But you know, most doctors when they're, when they're, when they have a vision for what their practice looks like, they don't right away jump into that practice model without doing research, without asking questions, without going through this like battle in your head. And is this good for my practice? Speaker 1: (01:53) Is a good for my business? Is it good for my patients? So what you to learn from my background, I've been doing integration now for five years. I've helped dozens of doctors, uh, have opened several successful businesses. And so I've had all the failures. I've also had a lot of successes. And when I'm, when I'm on this podcast, this is really a platform for me to be very real, very transparent, transparent, very upfront with you because I'm not here to hide anything, uh, because my past is not perfect and I want to use my past so that you guys don't make the same mistakes. And, uh, you know, we've had for as much success as we've had, we've also had some pretty miserable failures. And that's the whole concept and idea of this podcast. So let me dive right in and I want to give you a background on how integration crept into my life now. Speaker 1: (02:41) My wife and I. So we, we found the concept of integration really exciting and really sexy. And we were two years into practice and my wife and I had, we started a practice from scratch and we were working really, really hard to make that thing go. And so we were, you know, we, we grew pretty quickly. We're, uh, you know, anywhere from a 250 to 350 a week office, which I think in two years was pretty good. And to get there we had to do tons of screenings. We did tons of talks. If, if there was an opportunity to talk about chiropractic somewhere in my community, I was there. That means I was there in my lunch breaks in the evenings on the weekends. You know, we typically worked, uh, at bare minimum, you know, a six and a half, uh, six to six and a half a day work week because we were just putting so much effort behind opening our practice and getting it off the ground. Speaker 1: (03:35) And it went really well. And two years into that, you know, this, these thoughts started creeping in my head, I'm like, can I really maintain this level of effort for the next 30 years of practice? And I don't know if you, if you're listening to this, if you've ever had that thought like, can I really sustain? Do I really want to be doing this when I'm 50, 60, maybe even 70 years old? Like, I don't know if I can do that. And at that time, a friend of mine who had a, I didn't know this, but he had integrated about a year before, uh, before we talked. And he approached me and said, Hey, Andrew, uh, it looks like you're doing well in practice. Um, I don't know if you've ever heard of integration, but I found this practice model, it's fantastic. Like it's really great. I think you'd be interested in it. Speaker 1: (04:16) So it was my friend who, who was also a consultant, uh, introduced me to this idea and I thought like, man, it was, this sounded like a really good idea because he, the way he presented it was this, um, integration is, is great because instead of relying on chiropractic re, uh, insurance reimbursement. So by the way, I'm in a state where we get barely any chiropractic reimbursement from insurance. And so we were like an 85, 90% cash practice at the time. And he said, instead of using chiropractic insurance, you can start using their medical insurance benefits. So what that means, it's a lower deductible. It's a lower copay, it's a lower cost per patient, but in return you're getting much higher insurance reimbursement because you're billing for medical services. And I'm like, Oh, that's actually a really good idea. And he said, by the way, on top of that is you're positioning your office as a medical office, not just a chiropractic office. Speaker 1: (05:13) And I don't mean this as like an insult to chiropractors, but you know what I mean. Like if you look at the hierarchy of, uh, of like, um, uh, reputation and esteem and integrity and whatever you want to call it, if you ask like anyone on the street, if you go to the gas station and the grocery store, like who do you, who do you trust and respect more? A medical doctor or a chiropractor, 70, I don't know what the, but most people would say, yeah, I trust a medical doctor more than a chiropractor. As sad as that sounds like, I know it's a lot of BS, but that's really where we are in our culture. And he goes, so when you position yourself as a medical office, when you're integrated, you get rid of a lot of that, like a, that preconceived notion of what chiropractic is and what it isn't. Speaker 1: (05:53) So you're positioning yourself, uh, as a more valuable office when you integrate. And I thought like that. Okay. That made a lot of sense. And uh, and so, and also you said, all right, so now, so you've got those two things. You have higher reimbursement, you have better authority in your practice, but you also have a bunch of other things that you can bill for. So not just adjustment and rehab. You can bill for, you know, trigger point injections and durable medical equipment and ultrasound guided injections and STEM cell therapy and like the NCV test and these, all these different things that you can now tap into as an integrated office. And I remember thinking like, yeah, that's kinda cool from a business standpoint. But that was the, that was the first time. And I remember thinking this, I'm like, yeah, but like, that's not chiropractic. Speaker 1: (06:37) And something like, hit me here. And I'm like, mm. Like, I don't know if I'm going to open that door, right? Like I almost felt like even thinking about it was kind of selling out my practice and my patients and my philosophy on chiropractic. So I was, this was the, this was the argument in my head. I can stay chiropractic and do what I'm doing, which I was doing relatively successfully and do that for the next 30 years. Or my other option was I can integrate and the downs. So the integration would be I make more money, I have more time. And the only bad thing was like, I feel like I'm kind of selling my soul a little bit. And I don't know if that resonates with anybody listening, but that's how I felt that at the time. And I really, really didn't want to be like, look back 20 years from now and feel like I remain kind of this mom and pop shop. Speaker 1: (07:29) Like I didn't reach my full potential. And that was like the turning point in my, in my mind. Like, okay, I need to do integration. And, um, and so those little door, I felt like this little door opened up inside of me that I just kind of opened up Pandora's box. I had the feeling, I didn't know why I felt that way, but I just felt like this could go wrong if I, if I let it go wrong. But I was, I was determined to make it go the right way and to serve my patients the best way possible and also to grow and expand my practice, uh, for, for, for financial reasons to be honest. And so we, we integrated our practice and, uh, we hired a consultant and he told me right out of the gate, this is going to be hard. And I really appreciated his honesty cause it was really hard. Speaker 1: (08:10) And you know, you said it's going to take anywhere from 70,000 to a hundred thousand dollars to get this thing started. So I had this chunk of money saved up for integration. I said, okay, if it's gonna take 70 to a hundred thousand bucks to get started, I better have some cushion in case things go wrong. So I had about 200,000 I doubled that number. Worst case scenario, I had 200K saved up in a bank account to make this new integrated model go smoothly. So we started the process, we integrated and uh, I thought it was going to take about about three to six months to uh, to get credentialed. And this is important because if you're not credentialed with blue cross blue shield and United and Medicare, you're screwed because you've now introduced this really like high overhead model and if you don't have any insurance checks coming in, like you're going to run out of money pretty quickly. Speaker 1: (08:55) And, and that is exactly what happened to us. So we integrated and we were waiting for credentialing. Month one goes by, month two goes by, month three, four, five, six months go by and we're waiting and waiting and waiting for credentialing to happen. And we heard crickets and this was like my wife and I would like, we would like be waiting for the mailman to show up with insurance checks and like calling blue cross blue shield. Like where, where, where are we in the process? And they had no answers for us. And then we were this close, this close to running out of money, like we went through our entire bank account. That 200 K was gone in a really short amount of time. And we're like, what are we going to do? Like we almost shut down the whole operation and then finally answered prayer. Speaker 1: (09:39) We finally got credentialed. So insurance money started coming in. So that was a huge relief. Uh, I think I, I have like five gray hairs. I think Justin, that from that moment alone and then the real work started. So when you integrate, if you're not aware, if you've ever been to an integrated office, you have to hire a medical doctor, nurse practitioner. We hired like three more staff members just to run these new therapies. And so all of a sudden our staff increased, our patient volume, increased, our care plans became a lot more complicated and we're like, so the very thing that we were trying to do and in create like a stable financial business model to have some practice freedom and to make more money and I sort of free ourselves from, from like the day to day to day grind became a lot more complicated. So we were told up front, this is going to be like a turnkey system, just get it up and running, it's going to be successful. Speaker 1: (10:31) But we actually found that our life was a lot simpler when we just did chiropractic. Not only was it a lot simpler, it was actually a lot more profitable. Now there were, there were times or sure we uh, we made a lot of money in integration, but there were also times when we didn't make a lot of money in integration. So about two years into the process, you know, we're cranking for one of the busiest integrated offices in the country. Uh, we started to get letters from blue cross blue shield saying, Hey, you're doing too many trigger point injections. It's abnormal for your office in your area to do, be doing that many that many, uh, trigger point injections. Same thing for durable medical equipment. Same thing for NCV tests. So the big insurance companies started saying, Hey, we're paying these guys way too much money for what they're doing. Speaker 1: (11:16) And they started slashing our reimbursement and in some cases they just cut reimbursement com completely. So what went from a pretty lucrative business model all of a sudden completely out of our control. We lost a lot of that reimbursement. So imagine this, you go from our overhead, by the way, with 80 to $100,000 per month. So every month we had, you know, we're showing out tons of money, but our revenue was really high as well. But all of a sudden our revenue started dropping and dropping and dropping and dropping until a point where we were breaking even. And then we started losing money and integration and the problem, it's not because we had bad marketing or we are bad business people are bad managers. A problem was you had these big insurance companies who are controlling the game. We are a hundred percent insurance dependent and that's not a good business model to be in because you have no control over that. Speaker 1: (12:04) And so what are we going to do? We're going to fight blue cross and blue shield and fight United healthcare. You're not going to win that battle. So I realized like we are, we're just in a, uh, we were in a losing game and it was only a matter of time before we became completely irrelevant. And that took a while for me to sink in. Like I didn't want to, I didn't want to let go of that because we were, by all means successful. But I, I knew intuitively that that was going away. And logically I just didn't know what else to do. And we found ourselves stuck in this really complicated, very expensive, overwhelming and exhausting business model. So this was this huge ride that we took with integration. And I remember having this conversation with my wife, like, should we just quit this? Speaker 1: (12:49) And like we didn't know what else to do. We didn't want to go back to chiropractic only because that kind of left us in the same position, but we really felt stuck. We didn't know where to go. And, uh, I think a lot of doctors I've talked to so many doctors who are in this exact same position, um, you know, they, they started integration for the same reasons I did. They wanted to help more patients, want to make more money, wanting to feel like they were, uh, working on their business and not in their business and the end up, um, no fault of their own. Just as you know, being in the insurance model, being a victim of medical integration. And there's a huge issue right now and this really, really bothers me, uh, is you have these like big management companies who are still 100% promoting that old business model. Speaker 1: (13:38) This, I and I will argue this was a great business model five and 10 years ago and you can find like there are so many docs who made millions of dollars doing this and helped a lot of people. But that business model is dead. And if it's just happening in chiropractic, this is happening in integrated offices. This is also happening in the MD world. Ask your primary care physician if they're making the same money money today as they were 10 years ago. It's just this is nationwide. And as healthcare changes more and more and more, and as insurance companies have a stronger control over this industry, it's the doctors who suffer. And so I, it really bothers me when when management companies are still selling this dream, the dream is dead. And there are so many, I talked, I've talked to so many doctors that are like, yep, you nailed it on the head. Speaker 1: (14:22) I wish, you know, I wish someone had told me that before and this is why we're doing this, this podcast is to, is to show that there are, there are two sides of that story. There's a good side and the bad side. And so as we kind of close up this, this podcast, um, there was a moment in time when we were going through this. I completely changed my life and as all this was, was happening in our offices, um, it was actually the day after Thanksgiving, we woke up, um, it was black Friday. I got the, our car with my family, my two little boys and wife, and we were going to like a, uh, a holiday type event and driving down the road and all of a sudden, bam, we got smashed head-on, going 40 miles an hour. Uh, I broke my neck, broke my shoulder, collapsed lung, broken sternum. Speaker 1: (15:10) All of a sudden like this, my life came to a complete halt. Like everything stopped. And, um, I'm sitting in, I remember waking up in the hospital and, um, not really knowing what happened. And I remember the in my friend said, Oh yeah, the, you know, someone died in the accident. Like you're lucky to be alive. And no idea was going on. My family was okay, thank God. But as I was waking up and recovering, um, and realize what the damage was, all of a sudden it kind of sunk in as I'm thinking about our practice, like, Holy cow, what the heck is going to happen to our practice? And I'm like, sure, 100%. Like we've got to close up shop because I can't run it. My wife can't run it. And I'm looking at six months of recovery, ran with a neck brace the whole bit. Speaker 1: (15:55) And I'm like, Oh, we're totally screwed. Totally screwed. And you know how like I knew like through prayer and there are people praying for us and kind of building me up during that really dark time and I still get emotional talking about it now. And I remember thinking like, something good is going to come out of this. Like, I know this is happening for a reason. I have total faith that like God put me here for a reason. This is something good is going to come out of this. And I just knew it, I knew it. And um, something really good did come out of it. And it's just, uh, you know, it's amazing where sometimes you just like, you're forced to sit back and do nothing and not be able to work and just kind of sit in your thoughts. I haven't done that in a long, long time, but I was forced to do that. Speaker 1: (16:35) And you know, it's funny that you get these ideas and you get these like really, you know, things become really clear and a lot of things became really clear. It became clear that I was, I was on a path that wasn't sustainable. My family was not better off having integrated. I wasn't better off my family. My wife wasn't better off, and it was like it was time for a change. And so, um, uh, on the, on the next, so I'm going to leave you hanging a little bit here. I don't want to tell you exactly what that, uh, aha moment was, but I'm gonna share that with you. But I just want you to think about that. So if you, if you're, um, if you're considering integration, um, and you have some pause about starting that, there's good reason for that. And so, um, yeah. Speaker 1: (17:21) So just so in wrapping this up and the next episode, I'm going to tell you exactly what that aha aha moment was. It's a moment that saved my practice life, made life a lot easier for me, for my patients, for my family, and completely changed everything. And I'm, you know, looking back at it, I'm always glad that all that bad stuff happened because it led me to, to finding that discovery. And so I'm really excited to share that with you and we're going to share that on a next episode. So docs, thank you so much for listening. I hope you found this valuable. I hope you can learn from my story and that you find a benefit from it. So I look forward to seeing you and the next episode. Until then. Bye. Bye. Speaker 2: (18:01) Hey innovators. Thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like me, someone who loves simplicity and the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email@infoatintegrationsecrets.com that's info@integrationsecrets.com.

Show Notes: Speaker 1: (00:00) Hey Doc, welcome to the simplified integration podcast. My name is Dr. Andrew Wells and this is episode zero. There's always a story. Speaker 2: (00:11) Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast. Speaker 1: (01:08) Hey doc. First and foremost, welcome to the simplified integration podcast. I'm thrilled to have you on here and I want to give you a little bit of an introduction on where this podcast came from, why it was created, and most importantly, how you can get value from listening to this podcast. So when my wife and I first opened our practice, we started, we moved to a city in Western North Carolina and we live in the mountains and we moved here specifically to be close to the outdoors. And so I love, I love trail running. I love mountain biking, I just love to be outside. And I remember our first two years in practice, we look back and I can count on one hand the number of times I'd been running and biking and camping and being outside. Like we had literally no life outside of our practice. Speaker 1: (01:49) And really it wasn't just the first two years. The first two years were rough, but it was really the first five years we were so focused on our practice. We had like, we had no friends, we weren't going out on like my wife and I weren't going on dates. Like none of the stuff that we love doing because we're so focused on taking care of our patients and our practice. And that was like, that was number one. And after a couple of years I realized like, I really don't want to do that for the rest of my life. And I knew there had to be a different way. And that's why the simplified integration podcast was born. And so we tried, we tried everything in our practice. We, to give you a little background, like we ran a cash chiropractic office, we did medical integration, we did STEM cell therapy, neuropathy, weight loss. Speaker 1: (02:27) We even tried doing functional medicine. And so we had a lot of success and we grew multiple offices, but we also had a ton of failure. And I really want, the reason for this podcast was I want to share with you my successes and my highs, but also like we had some like bring you to your knees, uh, failures. And so I really want you to be able to learn from my successes and my failures so that you can implement these things simply into your practice, into your home life, to give you a better life. And that's why this podcast was born. Now I really want this to be interactive. So if you're listening, if you have a question, if you have a topic you want me to talk about, I would love to hear from you. Just send me an email@infoatintegrationsecrets.com. So info and integration secrets.com. Speaker 1: (03:09) So if you love me, if you hate me, uh, just let me know what you're thinking. I'd love to be this for this to be a two way street. Now, the format of this podcast, I'm going to be releasing an episode every week. Sometimes it's just going to be me. Sometimes we'll have some guest doctors and some, some thought leaders, uh, on the podcast so that you can, uh, I really want this to be relevant to you today in your practice and personal life. And I try to make these episodes as short as possible. So I'll give you some little bite sized nuggets. Most episodes are about 12 to 15 minutes long, so you can listen to this on your way to work. You can listen to this when you're working out or during your lunch break. So every week I want to provide you some amazing valuable content that you can use to make your life better. Speaker 1: (03:48) Now the first five episodes, uh, in this podcast are, is actually a series called the seven figure shortcut. So wanting to give you the overall arching philosophy and structure behind what we're going to be talking about. Uh, so you can really start implementing this stuff today in your practice. And this is all, this podcast is all about business strategy. So in chiropractic you have your clinical side and you have your business side. I love both, but there also should be a blend of those two. But I really get excited about the business strategy part. So that's primarily what we're gonna be talking about on this podcast moving forward and a little bit more about me. So I, I share with you, I love being outside. Uh, I also have a family. I'm married. I have two young boys. Uh, right now they're three and four years old and they're a blast. Speaker 1: (04:32) I'm a total like family guy. I love spending time with my kids. And that was like a lot of this change happened when my wife and I first had our family. And when I was growing up, like I come from a long line of entrepreneurs and my dad growing up was really never around. And uh, cause he was working, he was running a small business and he was like, he wasn't like a big part of my life growing up. And, uh, I remember I knew why he was doing that. And he, you know, thankfully provided us with, uh, you know, food, shelter, clothing, a good education. But I knew he was working really hard. And when we, when we first had our family, I realized that I didn't, uh, I, I recognize that my dad worked very hard for us, but I didn't want to be, uh, an absentee father. Speaker 1: (05:13) And so I wanted to structure my life where I could be really successful financially and help a lot of people, but also be there for the people who, uh, economy the most, my wife and my kids. And so that's like, that's where my passion comes from. That's really what I want to help you. And maybe you don't have a family. Maybe you do, but these secrets I'm going to share with you will help you in all areas of your life. And that's what I really get geeked up geeked out about. So that's, we're going to be sharing on this podcast. So Hey doc, thank you so much for joining us. I hope you find this valuable, this content very valuable and I look forward to sharing these secrets with you for years to come. Take care of you. See, we'll see you on the next episode. Bye bye. Hey innovators. Thanks for listening to the simplified integration podcast. The fact that you're listening tells me that you're like someone who loves Speaker 2: (05:58) simplicity. And the truth is those who embrace Implicity are some of the greatest innovators. So hope you got a ton of value from what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@integrationsecrets.com that's info@integrationsecrets.com.