Chiropractic’s Top Business Owners – UAC

The Truth About Scaling Chiropractic Clinics Without Losing Everything!

The Why Behind Your Success: How High Performers Create Clarity and Impact - Featured Beverly Hills Speaker

How Smart Clinics Scale Faster With AI

The Real Playbook for Scaling Upper Cervical Clinics Nationwide

The Patient Retention Breakthrough Every Chiropractor Misses

The Energy Strategy Every Chiropractic Leader Needs to Hear

The Hidden Math of Chiropractic Profitability

How Building Brilliant Brains Became a Global Movement for Moms

The Smartest Growth Strategy Most Chiropractors Miss

Leading a Practice That Thrives When You’re Away

The Power of the Re-Exam

Dr. Brian Capra (00:01.448)Hey everyone, welcome to Ultimate Achievers Club best practices podcast where we bring a member from UAC and they share some best practices in business and or in life and something you can take and implement into your life or your business, your practice and get some real results from somebody who's done it successfully before. I'm here with my co-host, Dr. Alan Minor, who will take it away and introduce our special guest who I've known for a very long time.UAC Chiropractic (00:28.717)I've always called you J Mac. don't know why Jonathan McAleese is a good friend. We've been in UAC together a long time Jonathan. I've been in accountability groups together and Jonathan you always have a great perspective on things. I met you through your work at Fortis, know doing reoccurring payments is how I always thought of that merchant account stuff. You're now on to your next act with a group called P3 doing Wellness Clinics will touch on butJonathan McAlees(00:29.092)andDr. Brian Capra (00:33.989)Cool.Jonathan McAlees(00:46.988)Yeah.Dr. Allen Miner (00:58.121)Also, P3 does work with membership models. I think, you know, of your many levels of genius, you have an intimate insight into, you know, just because you have to see the data of many thousands of clinics for many years, you know, what makes that work? What's the pitfalls of reoccurring revenue? What are the benefits of it? So I want to take the time to go there with you. So welcome in, doctors.It's not dr. J. I always come to you your brother and your dad. I love it YeahJonathan McAlees(01:27.819)No, I'm one of the few non-doctors in the family.Dr. Brian Capra (01:31.688)But he's from a big family of chiropractors. He's more chiropractor than some chiropractor.Jonathan McAlees(01:36.057)Yeah, both sides of the family. I'm the black sheep that did go to college.Dr. Brian Capra (01:40.23)Yeah.Dr. Allen Miner (01:40.429)It's funny you've had so much work though for your dad being a Cairo and your brother and everybody else in your family.Jonathan McAlees(01:47.726)Yeah, my grandfather's brother was a founding member of life and I still didn't make my way there.UAC Chiropractic (01:53.324)Probably saved a lot of money in scar tissue maybe by going here. So talk to us about membership model. Let's start with what are you doing now? Because it's not a chiropractic clinic, but it's in the wellness space, but it's still related to this membership model that chiropractors use.Dr. Brian Capra (01:58.472)We did a lot for the profession, though, I can tell you that.Jonathan McAlees(02:12.899)Yeah, so P3 Recovery was a franchise started out of Australia. There's four magnesium infused pools. it's an ice, a cold, a warm and a hot bath. They can fit about 12 people in it. Traditional and infrared saunas, red light beds, hyperbaric oxygen therapy, IV, light compression, breathwork meditation. So it's kind of like this recovery for the body. So we've got12 facilities open in Australia. We'll probably have close to 20 by the end of the year. We've sold a total of 30. We're in New Zealand. And now we're opening our first US location in Encinitas, California. And we'll start franchising Q4 of this year in the US. you know, prepare, prevent, prevent and perform. So it's tell the athletes, everyday people kind of.Dr. Brian Capra (02:56.636)What's the three?Jonathan McAlees(03:05.892)work on the body. It's almost like going to a spa, but something you can do every day. And the whole model is really based around recurring membership. So it makes it, you know, affordable. It makes it easy to get to a lot of places today are charging, you know, you'll, you'll pay 70 bucks to go sit in a sauna and you'll pay less than that for a week of unlimited services in our facility. So it's much more affordable. We're a much bigger facility. Our facilities tend to be around 5,000 square feet.and but it allows for a lot of people to be in the facility and so everyday person can come into a P3 and experience it without paying you know 70 bucks just to go sit in a sauna for 45 minutes or you know a few hundred bucks to go to a nice spa and get a massage.Dr. Brian Capra (03:54.088)I'm so curious. I don't know if we want to go down the rabbit hole, like it's the the baths are those they're not 12 person like hot tubs that you're just jumping in with other people or are they? Okay.Jonathan McAlees(04:05.922)Yeah, yeah, they are. They're self-cleaning. It's really cool. They self-regulate like all the equipment keeps it nice and clean. But it's very community driven. So people actually like it. We get a lot of sports teams that come in and use the facility because it's really contrast therapy. You really feel a difference. Like if you jump in a cold plunge and then go sit in a sauna, which I both of those in my home, it'll take you about 40 minutes to warm up from the cold plunge at like 40 degrees. You go from a 40 degree, you know, cold plungeDr. Brian Capra (04:12.22)Okay.Jonathan McAlees(04:35.265)to 102 degree basically hot bath, like you will warm up in less than a minute. And so it's really interesting the difference in the contrast therapy there and there's a lot of science behind it and things like that that I am not the best person to speak to.UAC Chiropractic (04:50.727)Let's talk about the on the membership there. You know, in a chiro clinic, a lot of times it's a two day process, a one day process, a three day process. You're taking an exam, preparing findings, presenting those, presenting some kind of a care plan. How's that? I'd like you to speak into the model you're in now with this, because I'm guessing it's a lot more simple. It's probably a menu of services people pick.But then talk about, you know, what are some of the best practices on the membership side of things and reoccurring revenue?Jonathan McAlees(05:24.148)Yeah, so we focus on memberships. The majority, 75 % plus of the revenue comes in through the membership model. About 25 % comes through one-time visitors and we get a ton of those, but it's not really our focus. The focus is the membership because it allows us to have a set number of people that we take care of and they come in on a regular basis, use the facility. It also allows us to keep the cost down, right? Because it's an efficiency.standpoint like we can have a lot more people coming in and out of the facility. We're not having to explain to them how to use the modalities, where to go, what to utilize, how to use it. And so really everyone wins because we get to keep our costs down so we don't charge as much and they get much more, you know, affordable version of P3. And so I would say when you look at a chiropractic office, you know, the most successful offices that we saw were doing care plans and membership.And even one of the things we constantly talked about was don't even do one year care plans, right? Do lifetime care plans. Like why would you, why would you set a patient up and then have to talk to them about money again a year later? Yeah, like why do a renewal? Like, so think about our business. Like someone signed up for a membership. We never talk about money with them ever again, right? Unless they're wanting to cancel, unless they don't show up and you know, we do no show calls.Dr. Brian Capra (06:31.248)Renew it, yeah.Jonathan McAlees(06:46.284)We have some AI that we're testing to make those calls that's really good as well. So we're kind of mixing humans and AI to work on some of that for us. like we check on someone if they're not coming to our facility.Dr. Brian Capra (06:55.82)Yeah. I remember when you started with Fortis and of course your brother and your brother was a customer really young. We all were much younger at the time. But I remember your brother's practice and just freaking crushing it once he transitioned from that one model year care plans into. Yeah, this is just forever. So just do that. And I rememberUAC Chiropractic (07:22.346)youDr. Brian Capra (07:24.892)just astronomical numbers in his practice. I'm curious, and especially with your experience and our experience together, technology, we know recurring revenue has a valuation of multiple, And now you're going into it, you're transitioning into a healthcare space more or less, right? How does that change and more similar to an actual chiropractic practice with a recurring revenue thanJonathan McAlees(07:28.117)Yeah.Jonathan McAlees(07:39.926)Yep.Jonathan McAlees(07:46.763)Yep.Dr. Brian Capra (07:53.478)your other business was. how does that multiple change? How much more valuable is it even in just that type of business, the specific one you're in, had you been charging, you know, per visit or packages or something like that, as opposed to just a recurring model when it comes to a valuation for a business like that, what's the difference? How big of a difference is it?Jonathan McAlees(08:17.269)know that anyone would be interested in us if we weren't doing procurring. Right. So from a long term valuation standpoint, would gosh, I don't know that a buyer would come in and look at us one day if we were charging one off visits because it's revenue that you have no guarantee of. And so it is, you know, we are a franchise model. So there's value there. Right. Because we are getting like from aTopco standpoint, we're getting a percentage of the revenue from each location. But if the locations weren't doing that guaranteed consistent revenue, that would be tough. it's already a struggle for franchisees don't love doing sales, right? They're not as adept to it. Now, once the locations are open, like when we do pre-sales, we really help them with that because it's something new for a lot of people, right? You might be able to run a business, but selling something.is new, so we really assist with that. We teach them the membership models. We teach them why that's important. And then as you're talking to customers too, everything is a membership. So you can do k

The $5M Practice Playbook: Systems, Certainty & Scaling Without Losing Your Core

Dr. Brian Capra (00:01.735)Hey everyone, welcome to the Ultimate Achievers Club Best Practices podcast. What we hope for you is that you hear from one of our real live members at the Ultimate Achievers Club. A little nugget, little piece of information, best practices, how they're running their practice, something they're doing in their life that's getting great results, something that you can grab onto and implement and get some similar results in your life or practice. Here with my co-host, Dr. Allen Miner. Doc, you want to take it away?Dr. Allen Miner (00:30.712)Hey, thanks, Dr. Brian and we've got Dr. Scott Gamm with us today Dr. Scott I've known he was in UAC many years ago and then and then kind of upgraded his life and came back into UAC and Scott of all the people we talked to and in UAC I do think you have one of the most Unique practices out there and I know there's a lot we can share that willBless anybody listening. You're out of Decorah, Iowa, which is the northeast corner. You're kind of tucked up, not far from Minneapolis, Wisconsin. Largely an upper cervical kind of emphasis practice and you're in a community. I found this interesting. A town of 1700 people and there's 14 chiropractors.Scott Gamm D.C. (01:17.549)There's about 7,000 people, but 14 chiropractors. And there's in every little town around here that are even the towns of 500 people still have a chiropractor. It's kind of the nature of it. Yeah, it's amazing.Dr. Allen Miner (01:20.788)7,000 subsDr. Allen Miner (01:27.444)So I love it. You're in the middle of an Amish community. Am I saying that right? it Amish is the...Scott Gamm D.C. (01:35.501)Yeah, so we have a huge Amish practice. I'm just going to tell the story of how that happened because they're not that close either. That's the unique thing is that we started, it all started with we had a midwife come in and she delivered over a thousand Amish babies. And the very first referral we got that was Amish was three years ago. And they brought in this baby and this baby's name was Rebecca and she was purple and she never stopped screaming. And she had this, face,Dr. Allen Miner (01:39.656)Please, take away. okay.Scott Gamm D.C. (02:04.301)was doing this, so it was twitching, and the opposite leg was shaking violently. They'd been to a medical doctor, a medical doctor neurologist, a chiropractor, a chiropractic neurologist, all within one month. This is how bad this baby was. And from the moment she woke up to the moment she went, she was bright purple and she screamed. And I've adjusted a few children. I've always had kind of a family practice, but I've never had a little kid come in like this.Dr. Brian Capra (02:20.881)orDr. Allen Miner (02:26.323)Hmm.Scott Gamm D.C. (02:35.297)That's the moment that I want everyone listening to this to really understand is that you are not in charge of that moment and God puts those people in front of you in that exact moment so that you can step into that moment and it's just to have that faith that Chiropractic we stand on the shoulders the giants who came before me. I don't have to create upper cervical chiropractic I don't have to create the concept of innate intelligence, but I have to be so good at honoring it and being so present with itWhen I laid my hands on that little girl, I knew her atlas was severely subluxated. I laid my hands on her, I did an upper cervical adjustment, and I let her go. And it was about a 30 second thing and my ears were ringing, she screamed so loud. I said, bring her back next week. They brought her back next week. She was pretty much a normal color. Her face had had no more twitching. Her leg was just doing a little bit of that. Adjusted her again. I said, bring her back in two weeks. Brought her back in two weeks, normal baby.Dr. Allen Miner (03:33.564)Great.Scott Gamm D.C. (03:34.379)Three years, 2,500 referrals later.Dr. Brian Capra (03:37.971)Dr. Allen Miner (03:38.514)And that's just because of the midwife who's part of the Amish community then became your champion.Scott Gamm D.C. (03:43.595)Correct, yes. so, you know, when you talk about a referral basis, and now the Amish have a saying that an Amish mother will go to the moon to find a good chiropractor. Okay, and what that means is that they have been to every single chiropractor in the area. They don't, someone new comes out, they talk about things, they all kind of, one or two will go in there, they'll check them out, and if they get really good results, they agree with the philosophy, they'll start referring.Dr. Allen Miner (03:54.962)Interesting.Scott Gamm D.C. (04:13.334)But it's very, very sporadic. so when we were just honestly so far advanced in our understanding of the upper cervical philosophy, and when these patients are coming in, they don't come into you because my neck hurt, maybe I had a headache or something like that. They come in you because you all of a sudden had become their primary form of healthcare. They're coming in you because subluxation is a real thing to them.When you adjust them, they fully expect their nervous system to get turned on so fully that their body will heal. And if you can't deliver the goods, they'll go find somebody else.Dr. Allen Miner (04:48.69)Scott, what do you see in, from the little bit I know about the Amish, I'd imagine they're in today's world a much less toxic group of people, which probably harkens back to maybe a hundred years ago, the kinds of people chiropractors got to adjust. There isn't the world today. Can you speak to that a little bit? What is it like taking care of people who don't have the technology and the toxicity that most of us live with?Scott Gamm D.C. (05:08.021)Sure.Scott Gamm D.C. (05:12.202)Yep. It's fascinating because they have the same toxicity of the foods. They do tend to grow their own foods. They grow them healthier and more naturally, but they still have airplanes flying over, dropping crap on us. Right? I mean, we still have, you know, glyphosate. We still have herbicides. We still have, they have tons of gut problems. They have major sugar problems. They have just as many problems with gluten, but they also go milk their own cow.Dr. Brian Capra (05:40.243)All right.Scott Gamm D.C. (05:40.595)So the dairy that they're getting is so much better than we can hardly ever process. And the fascinating thing is, is we had to modify our care schedule because we do 100 % cash, 100 % care plans. It's a million dollar clinic. It's a very busy place. And what we found is they have to go and get a driver. They load up the whole family. Like earlier today, we had two different van loads of people who come in. One came from four hours away. The other one came from two and a half hours away. Another group came up from about six hours away.Dr. Allen Miner (05:40.657)Yeah.Scott Gamm D.C. (06:09.427)And that was our morning shift. And these people are coming in and we had a little girl and they go, do you remember her? And I was like, no, I don't. Because we see so many of them, I don't remember a of the names. And we take care of kids about once a month until they get neurologically sound and then once a quarter for the rest of their life. That's what I tell them. And she goes, she was the one who had the facial, the Bell's policy. She couldn't smile. And she's like, smile at him. And she's like, she smiled, her face actually rose up. And I saw her one time a month ago.Dr. Allen Miner (06:12.146)Have fun.Dr. Allen Miner (06:25.627)Mm-hmm.Dr. Allen Miner (06:31.04)wow.Scott Gamm D.C. (06:37.739)And she'd had this from the time she was born. And she got an upper cervical adjustment, all of sudden she's able to smile. And I had another little girl, they come in and they go, I go anything change with her? And they go, well, we went out to eat right after the adjustment last time, last month. And she was at the restaurant and she goes, there's only one person. And they go, what do you mean? She goes, well, I've always seen two people.Dr. Allen Miner (06:40.015)Wow, that's awesome.Dr. Brian Capra (07:04.742)double vision. Holy cow. So best practices open near Amish communities and just save one life.Scott Gamm D.C. (07:05.995)She had double vision and they couldn't figure it out and she got adjusted and it became one.Dr. Allen Miner (07:06.289)Well, that was fun.Scott Gamm D.C. (07:15.506)Not at all. Not at all. Because unless you're so good, they will blow by you. That's the thing about Amish. I'm surrounded by car drivers, don't see hardly a single Amish person. Yeah, so the best secret...Dr. Allen Miner (07:16.922)Ha ha ha ha ha!Dr. Brian Capra (07:23.729)Yeah, but they come in under the radar, you don't even know, you know.Scott Gamm D.C. (07:28.456)Right, the best secret is to be so present and have so much actual true faith in the adjustment and that I believe that we should be that first person they ever go see is we all believe as chiropractors and yet within, we call them English and Amish at this point because we have so many different, when people come in it's about 50 % Amish, 50 % English. And so when the English come in, they have a largely different perception of what you're going to do.Even though it's the same conversation, it's the same x-ray, it's the same everything. And the reason the Amish heal faster is because they're so good at community. That's why they heal faster. It's because people have their back and they're willing to say this is the best practice. And I think that's why I love UAC so much is because it's the same thing. It's not a competition out here. Everybody here is successful. Everybody here gets great results. They all have their miracle stories. The difference in why I invite anybody who evercomes into there is because you're surrounding yourself with a group of family, people who've been through the hard knocks and they're not in competition, they're just willing to share. Here's the best practice, what are you struggling with? And it's not like I'm tr

Dr. Allen Miner (00:00.962)Hey everybody, welcome into the UAC Best Practice Podcast. Been a shit show today getting this thing going. hopefully we got one here.Dr Pompa (00:10.554)By the way, this is the hundred and second podcastDr. Brian Capra (00:13.539)No, this is 100 take 5.Dr. Allen Miner (00:15.214)So this is supposed to be our 100th episode, but it's actually like our 103rd now, because we keep trying to take another stab at this. Dr. Brian, take it away. Introduce Dr. Pompa for us.Dr. Brian Capra (00:25.619)Dan, everybody knows you. So just go. No, I'm tired of introducing you, man. It's been, I don't even know what to say anymore. Dr. Dan Pampa, one of my best friends in the world. I'm sure you've heard of him. I've, I've known Dan such a long time. I've seen him through all phases of his life and practice and career and, watched him succeed at every level and now just skyrocketing, in his business today.Dr Pompa (00:29.495)HA!Dr. Brian Capra (00:53.183)UAC, what we're trying to do here is Ultimate Achievers Club, right? It's a group that we all get together four times a year at least, and just share ideas. It's high achieving chiropractors in practice, in business serving chiropractic, whatever it might be. And, you know, the idea is that we get to be together, but there's so much information in that room, in those minds in the room. We like to do the podcast so that we can share it with others and also attract other people to the other people to the group that might want to join and add value to it to further our profession and each other. So, but Dr. Dan, brother, it is great to see you again. We just spoke earlier today. It is. It's like I just saw you.Dr Pompa (01:35.205)Yeah, good to be here for the third time in 20 minutes. Listen, I love the UAC, man. I've been a member for, I don't even know how long, guys. How long has it been now?Dr. Brian Capra (01:50.179)Almost as long as right after I joined, think. And it's been, I don't remember how many years, it's over 10, I think. But we got a good.Dr Pompa (01:55.439)Yeah.Dr. Allen Miner (01:55.501)I think you're getting close to 14, 15, something like that for us all.Dr Pompa (01:58.894)Yeah, I, you know, it's just, I love it. I mean, it's all of the seminars, the trips we just look forward to every time. I look, I always tell people, know, you put yourself in the right rooms. That's how you grow. And I say that to people I'm coaching. Why do I keep freezing like that? That's the weirdest thing. Anyways, we're just going to keep going this time, but, and,Dr. Brian Capra (01:59.671)Wow. Shit.Dr. Brian Capra (02:09.645)So.Dr. Brian Capra (02:21.837)Grandma.Dr. Brian Capra (02:26.285)young pupils.Dr Pompa (02:26.766)Fact is, is that I choose to put myself in this room for sure.Dr. Brian Capra (02:31.213)Danny, think about your Kairos out there in the world. You've been through tons of experience. What's one thing you think of that maybe is working for you right now or top of mind that would help impact a lot of docs in practice? A little nugget, that's what we like to give is something practical that they can take and implement and make an impact.Dr Pompa (02:55.844)Yeah, you guys can hear me right even though I'm frozen on my video. Okay, good. All right. Yeah, you know, one of the things you know, I recently just had a conversation with a chiropractor who said he was struggling. And first thing I asked was, know, well, you know, what are you doing to educate your community, right? And it wasDr. Allen Miner (02:58.11)Yeah, a lot of them clear.Dr. Brian Capra (02:58.509)We can hear you.Dr. Brian Capra (03:22.326)No way.Dr. Brian Capra (03:26.435)That is a cliffhanger. That's a cliffhanger though. I really want to know what you're going to say there.Dr. Allen Miner (03:28.556)Call it.Yeah, I don't know what happened but...Dr Pompa (03:33.191)I don't know what happened.This is insane. I don't know what's... It's actually still recording, so they might be able to edit it. Yeah, okay, good. All right, we'll edit it out. Anyways, I asked him then, you know, how he was ranked on Google, and the fact was he wasn't, right? So the easiest way to do that is just doing some videos, right? Just putting information out there. And I think that that's what people don't understand is today, if you're going to find a chiropractor in your area,Dr. Brian Capra (03:38.635)Is this common?Dr. Allen Miner (03:38.796)It's actually still recording, so they might be able to edit it.Dr Pompa (04:05.799)You know, you're going to Google it. You're not going to go to the Yellow Pages, right? And back in the day, I built my practice by doing two lectures a month on topics that my patients wanted to hear about. Then they would bring their friends to these topics. And what would happen then is thatknow, people feel comfortable coming into a community of learning and they become a patient. The moment they have, you know, anything that they think you can help, they're showing up and they're referring their friends to it. So that was back then. Now today, you can do the same thing, become that knowledge base in your community by doing videos. And that puts you on the map, right? People are going to look at you as the expert because you're out there, they see your face.And when they Google you, you start the rank the more videos you do. It's not hard, and yet most people don't do it because they're afraid or they think it's very difficult and complicated to do it. Simple as that.Dr. Allen Miner (05:07.947)Dan, I have a question for you. The Echo is back, but we'll roll with it.Dr Pompa (05:14.567)Sounds all right. All right, good. Dan, of all the people I think in UAC, you probably do the best job of staying in your wheelhouse. My perception is you spend your days.Dr. Allen Miner (05:15.628)All right, good. Dan, of all the people I think in UAC, you probably do the best job of staying in your wheelhouse. My perception is you spend your days.acting and serving in your God-given, real-house strength of blessing. I think you brilliantly brought in your family to take care of the marketing, the team, sales. I know you to study, lay down content, educate, get the word out. Better than I think anybody in UAC. And I think that correlates with your success.Dr Pompa (05:31.127)Acting and serving in your God-given real-house strength a blessing I Think you've brilliantly brought in your family to take care of the marketing. Mm-hmm the team sales I know you to study lay down content educate Get the word out Better than I think anybody in UAC and I think that correlates with your successDr. Allen Miner (05:58.709)Can you speak a little bit about that? You inevitably didn't get to spend your days doing exactly what you do every day. There were times you were wearing other hats. Speak, how does a small practice owner who's got this gift, they gotta do all the other things, how'd you slowly over the decades move to where, and I think this correlates to the success of your company, to where you get to operate in your zone of genius day in, day out?Dr Pompa (05:58.855)Can you speak a little bit about that? You never really didn't get to spend your days doing exactly what you do every day. There were times you were wearing other hats. Speak, how does a small practice owner who's got this gift, they got to all the other things, how'd you slowly over the decades move to where, and I think this correlates to the success of your company, to where you get to operate in your zone of genius day in, out?Yeah, there's a lot to the answer to that, right? That it's not so simple, right? First of all, there was a calling on my life, whole story there. You know, when I was sick, Mary Lee literally on her knees crying out for an answer for me, for her family, which she probably did many, many times. This particular time, God spoke to her heart that not only was he going to get me well, but I'm going to take a message to the world. And when she would tell me that, I definitely didn't want to hear that. However,That is what God did. So I was called to it. I didn't choose it. That said, I wasn't entering that, right? I was in a place where, to your point, I was doing a lot of things outside that identity of a guy who's called to a mission to take a message to the world. Stepping into that, I literally took my own mastermind seminar on identity and, you know,was like an eye-opening experience of that calling again. You know, to your point, look, you know, I was a, I'm dyslexic. I couldn't read to the seventh grade. I always say every bad behavior, every insecurity I have as an adult came out of that. You think you're dumb, but it is also the superpower that I have to step in to that very purpose of educating people, right? And teaching and teaching with passion and also a mind thatEven though I'm a slow reader, I remember everything I read and able to categorize those things, right? So I was able to develop certain protocols for such a time as this. And everything that I teach today came out of what I put together, discovered to get myself well, and now thousands of others. So, Alan, honestly, it's understanding what you're called to. It's understanding your identity and stepping into that. And then there's a business component to that because fact is, is you start toDr Pompa (08:23.213)serve in too many places. So even though that calling was on my life, I was still doing too many things. I was still doing things over here, over here. was adjusting, I was this, I was that. And God had to take me through this process of narrowing it down to that one thing. And that's what you're describing. That one message that I've been saying for how many years. The closer I got to just delivering that message, whether it be video, whether it be seminars, whether it be webinars, the more that we went up.as a team, the more I let go of, the better and the higher it was able to rise. So that is the answer to the question. I don't even

Dr. Allen Miner (00:01.302)Everyone, Dr. Allen Miner from UAC with our month's master class. And we're going to be talking to Dr. Josiah Fitzsimmons today here in just a minute. But we got some housekeeping first to take care of. First, next month here in September, we have our New York event, Ultimate Intention coming up. It's our biggest event of the year. think we're just about sold out on our room block. We have Gary Vaynerchuk'sCOO is speaking to the group along with some awesome presentations from people inside the group and also our board has come up with a mastermind, a workshop we're going through in the theme of the event that is really going to be phenomenal. also Friday night we're actually rented a beautiful space and looking over the city.where we're going to do the event that night into a cocktail hour jazz band. So, and then the next day, Saturday, we're overlooking Central Park from the hotel. It's going to be, I think, our best event in a while. So, first, before we get in with Josiah, our sponsor for today's masterclass is Aspen Laser and Theralite. You guys all know Mark, Mark Murdock. Here's the commercial. Is your current laser falling short and treating tough patient issues? Aspen Laser and Theralite. Have the solutions you need for quicker, longer lasting results.Guys, here's what I like about Mark. He offers a no risk complimentary demo. So he says, line up 10 or 15 of your toughest cases. He flies out, he pays for it, he sees them, treats them. And if you're not wowed, then they actually pay you 500 bucks. But that's how he sells this. mean, people see the results and they buy his product. And to me, it's like the marketer who doesn't charge you to the people are in the door. I love that way of doing it. So if you want more info, reach out to Mark Murdock, 214-641.Dr. Josiah Fitzsimmons (01:32.172)youDr. Allen Miner (01:52.887)1827. All right, Dr. Josiah, know, you're a, I love you, man, because you've been in UAC for as long as I can remember. You don't always come to a lot of stuff. And interestingly enough to me, you kind of reinvent yourself and then pop up. And then I don't see Josiah for a while. And then he reinvents himself and reinvents not quite the right word because you're still doing all the things you were doing before. But you know, you're growing your empire.And so Josiah, know, UAC, think the people we attract the most are, you're a great example of this. They're people who show up who've built a successful clinic. They've hired coaches. They figured out what they want to do and they've accomplished that. And now they're kind of looking around saying, well, now what? So many people come into UAC at that point, like, all right, I built a successful clinic. What's next? Do I build it even bigger? Do I do other clinics? Do I do something else?And I've watched you evolve Josiah through building, you know, a massive clinic and then evolving into Lucro, which is this really interesting accounting business that you do, we can get into. now the last one you've gotten into real estate and some investment on that side of things, sort of as a syndicate kind of a thing. So we'll get into that. The theme of New York and where you're going to tee this up, Josiah isIt's ultimate intention, but it's around the intention of innovation. And so where I really want to dive into you today is areas in any of these businesses where you've really gone out of the box and innovated something. And I know a lot of times I've seen you do both. I've seen you follow other people's blueprint and learn and apply that. But I also know at the level of success you've had Josiah, you don't just stay in that lane. You tend to then probably pivot a little bit, innovate.I mean, I don't remember every time the number's bigger if your clinic's at five million or eight million. I always hear some large number. You know, that's not what you're learning from those coaching groups. I had a similar thing back in my day. I grew to a thousand a week and all the coaching I had kind of really fell apart at a thousand a week. And that's how I ended up in UAC. I was trying to find a group of people and I knew it really wasn't coaching. So innovation, that's what we're drilling down into New York.Dr. Allen Miner (04:13.634)What's the first thing that popped in your mind in your empire when I talk about like really your best innovation story where you just did something different and it really worked out well?Dr. Josiah Fitzsimmons (04:23.348)man, yeah, that's a great question. You brought real estate up. For me, that was a big revelation of not paying taxes. I haven't paid taxes in quite a few years. I don't remember the last time I paid taxes, maybe 2018, maybe my second year in practice.And so yeah, that's that there's definitely evolutions and innovations along the way. And I think that's something that I've always tried to figure out. What is that next number one thing? The one I really want to focus on for today's call, I think is going to ring home the most for everybody listening is what I call I call it the number one stat in the entire chiropractic profession that no one tracks. And this was a revelation for me in my own clinic, you know, because I'm trying toDr. Allen Miner (05:09.39)ThankDr. Josiah Fitzsimmons (05:14.146)the most out of my team members and I'm trying to fill their schedule up and team members that I had at the time were coming back and saying we can't keep up you know like you're you're putting more on the schedule than we can do you know and I'm like I was just like you know like you came Dr. Allen from a high-volume you know clinic and I was like I'm like what are you talking about you know there's no way I was like I want you to go back and I want you to report back to me you know I would say how long does each appointment takeDr. Allen Miner (05:28.883)Okay.Dr. Allen Miner (05:36.204).Dr. Josiah Fitzsimmons (05:43.968)You know how many hours are you working? How many hours are you available of your working for seeing patients? And then like I said for each of the different appointment types that you see how long should those take?So I had them all do this process where they calculated how many of every appointment type, you know, they could see you know, how long each appointment type took and then how many available hours they had and so I came up when I coined it the percentage of what is your percentage of schedule that's filled and so to my disdain and horror I realized we're only about 40 % filledand my team members thought they were 200 % filled. And so.Dr. Allen Miner (06:28.845)I've had that same issue. It's gut wrenching as an owner, isn't it? And like, I'm so busy and you're like going through your lens, you're not even starting to get a little bit busy. But that happens a lot. I don't think you're touching on something. If anybody's had associates, you know, I was the guy bent over adjusting 750 while my associates were seeing 250, 300. And back then I thought I'm going to show them how by outworking them. And then you realize they never.They probably just went, look at this sucker, we're going to sit back. He does all, but I remember having that frustration. that's interesting. I don't know if I've ever really heard anybody put a number or quantify that.Dr. Josiah Fitzsimmons (07:09.612)Yeah, so now it's actually one of the number one, if potentially maybe, I would say the number one stat in our clinic that we report on on a weekly basis. So we call it percentage of schedule filled. And so first of all, what you do need to do is calculate what your capacity is first. And so this is where everyone listening to this right now, I would say pull out a pen, pull out a piece of paper, like let's do the work right now so you can have some immediate action.Dr. Allen Miner (07:34.573)Do you break it into categories? Because right away we have adjustment, we know our adjusting volume, we know our new patient volume. I'd imagine if you had complexity like other therapies that you might have some layers to this.Dr. Josiah Fitzsimmons (07:47.982)Exactly. Every appointment type should have its own capacity. so capacity is really coming down to the length of the time for that appointment, the team members available, the rooms available, and then potentially any equipment that might be necessary or hours that your office is open. So you have these different bottlenecks or parameters. So the easiest way, I always say is just like, don't change anything. Don't change your team members, your hours, your space, your equipment, anything right now. All we need to do is just figure out your baseline. What are you currently doing?the easiest one for most doctors is new patients. So that's what I would say. Let's just start with that one. You know, for example, you know, most doctors I say, well, hey, how first of all, how long does it take to see a new patient? You know, most doctors are going to say 30 minutes up to 60 minutes, you know, depending on the office. And so let's just make it easy math. You know, they're open 20 hours a week. They can see one new patient an hour, you know, 20 new patients a week, you know, would be the weeklyCapacity for new patients, know in this in this example and so there's 4.3 weeks in a month 20 times 4.3 is 86 so that's the new patients, you know capacity is 86 new patients a month and so then I would say well What are you currently averaging number of new patients per month? You know overlook at last 6 to 12 months. And so we I've done this calculation now with all of our clientsDr. Allen Miner (08:49.036)youDr. Josiah Fitzsimmons (09:14.67)on multiple webinars probably over a thousand doctors that have done this calculation across all appointment types the average we found in the chiropractic profession is 20 % filled and So in that example right there, like I said, let's say there have 20 new patients a month. Well, their capacity is 86 20 divided by 86 is 23 p

UAC Chiropractic (00:02.83)Hey everyone, welcome into the UAC Best Practices podcast. I'm Dr. Alan Miner and I'm here today with my co-host, Dr. Brian Capra. you know, Brian and have interviewed close to a hundred people now at this point. But today we thought we'd actually never interviewed each other. So I'm gonna interview Brian. He'll interview me sometime in the near future. So Dr. Brian, welcome.Dr. Brian Capra (00:29.311)Thank you.UAC Chiropractic (00:29.388)You've been in UAC as long as I was early from the early days. You were just launching. just stepped out of your practice and were ramping up. I remember with Maximized Living Docs were kind of your initial niche as you're starting the software program. you started your own practice working out of a gym and then you met some patients and that was the early seed of what became Genesis Software. Take us through, particularly here's why.Dr. Brian Capra (00:33.362)I don't know how many years. Yeah, it's a long time.UAC Chiropractic (00:59.31)The average person in UAC is attracted, you know, UAC to be really clear is not coaching. It's a group of chiropractors who are thinking really big. There's a lot of people, people to come into UAC, you've got to have a successful clinic because the minimum revenue is a million dollars. And you don't even have to be a chiropractor to be in UAC. You have to have a business that serves chiropractors. But most people come in, they are serving, you know, in their practice, but they're wanting to go bigger.Dr. Brian Capra (01:04.969)Wait.UAC Chiropractic (01:29.774)And whether that's starting a software company or a staffing company or opening multiple clinics or maybe even just growing their clinic as big as they can, it's where you've evolved past coaching. You've kind of figured out your core chiropractic business and now there's something else. So how did you evolve through that? You're cranking, you're in a gym, you're growing and all of a sudden something starts to creep in where you somehow now you've been running a software company formore than well more than a decade so take us through that journey.Dr. Brian Capra (02:01.34)Okay, yeah, it's kind of just a serendipity. Just a lot of things just kind of fell into place. One was I felt a real big desire to solve a big problem that I felt existed. Didn't have a solution for it, but that problem was that the technology for me that existed at the time wasn't helping me proactively identify attrition.risks patients that were behaving in a way that was showing us that they were going to leave and we kind of do those things we did them when we had paper we did them you know things got better with more automation and the software at the time but for example a patient that leaves without a future appointment for me or misses an appointmentand doesn't proactively reach out to your practice to reschedule it. It's a big giant red flag, right? Like, wait a minute, you didn't come. And like the analogy I always used in the past when I would do the, the on stage or whatever is they never miss their chemotherapy appointment and forget to reschedule it. Right. And that's poison. So what are they telling you is they forgot the value of your care? most likely.UAC Chiropractic (03:10.822)Yeah.Dr. Brian Capra (03:22.75)Things happen, people get busy, then maybe they call you the next day, my god, I can't, but if they ghost, it's a big problem. So what would typically have to happen in another software would be, you know, you run your missed appointment, you know, report, and maybe you call them, and maybe your staff calls them, and then if you don't reschedule them, you know, pretty quickly, they go into a black hole. And you know, you lose them until you remember.at some point later, you you wake up in the morning, like whatever happened to so and so and you go back to the office and we, you know, they missed a visit. They never came back in. They, didn't present the new care plan with 10,000 different reasons why you find that problem and you address that problem through training your team and your huddles and your whatever. And they get better at that one thing until another procedure falls down.UAC Chiropractic (04:16.236)Yeah.Dr. Brian Capra (04:18.12)because they can't do everything, right? So usually it's kind of like a management by fire methodology. it's ironically in the past, practice management technology I felt was built that didn't actually help you manage your practice. It helped you do some things better. You know, check in people and see their x-rays on the screen and that was all better. It was definitely better. But so I'm in practice and I...Long story short is I got introduced to two guys that were building technology for medical billing. That's even longer story, but that's the short of it. And what I realized with the technology is, well, first of all, I became their first customer because I had the same billing company as my coach that, you know, who was very well known and they sucked. They were awful.I couldn't collect. I didn't know what I was collecting, what I built. was a disaster. So I implemented this technology, methodology really, it's people, process and technology. And my collections went up by 40%. And the secret was automated workflow, artificial intelligence, not like we think about it today, but the rudimentary form of AI and automated workflow and identification straight through processing of claims and identification ofUAC Chiropractic (05:33.28)Now.Dr. Brian Capra (05:41.042)what claims need to actually be followed up on today before the end of the day to get me paid, everything I deserve. And transparent, online, in the cloud, 20 plus years ago, right? So I saw that workflow methodology and how that would apply to my patients, my retention or my patient relationships. And my collections went up. So I said to them, hey guys, you know, this is really awesome. I know a lot of docs that need it.And we formed a partnership. So our first hack at this was actually called Billing Precision because it was the only billing service at the time. But my vision was if we can both build on top of that a full practice management platform, we'd have something completely unique and different in the cloud using AI 20 plus years ago, But before I met them,UAC Chiropractic (06:20.247)Yeah.Dr. Brian Capra (06:39.472)I was gonna franchise practices in gyms. That was my big vision, right? When I saw this, I knew I could make a bigger impact on the profession and patients ultimately. So we went for it and you're young and you just go for it.UAC Chiropractic (06:52.064)How long did you how long did you? Yeah, how long was that period where you were now doing billing precision and then Genesis but still in practice? How long did you do both?Dr. Brian Capra (07:02.666)That was only a couple of years. I had only been in practice. I graduated 2002. We started in 2004. That's how fast it was. And then within a couple of years, I was completely out of practice, just too busy with with billing precision at the time. And it evolved from there. Yeah.UAC Chiropractic (07:11.06)Wow.UAC Chiropractic (07:21.29)Yeah, that's awesome. So, um, what have you learned along the way? I mean, you're a business to business person, you know, selling to chiropractors, which is different than business to consumer B2C where you're selling to patients. Uh, how did you evolve? I call it like your, your CEO, you know, almost your PhD as a CEO, you know, it takes some time. You're, you're a practitioner.who is still pretty new and running that business now. You're literally a CEO of a software company. There's an identity shift that has to happen there. There's a knowledge base that has to happen there. mean, you know, can you talk just a little bit about what helped you make that transition or some of the stumbles or pitfalls you made that would help somebody else avoid that transition or people or books you've read that had influence that also made that easier forDr. Brian Capra (07:55.647)Yes.Dr. Brian Capra (07:59.741)Yeah.Dr. Brian Capra (08:14.6)Yeah, well, a lot of it was just by necessity. you just, you have this great idea and you're, you know, luckily one of my business partners was a CIO at Lehman Brothers before he left Lehman and started to develop a software company, ultimately became, initially the software was actually built for hedge fund trading.UAC Chiropractic (08:37.482)Mm.Dr. Brian Capra (08:38.484)Then it evolved into medical billing. Then I came into the picture, but he had a ton of corporate experience. So one of the things was I learned a lot from him, just understanding the nature of business, how it actually is run with quantifying work, delegating work, verifying it's completed. It's actually built into the methodology. A lot of it though is like you said, you just kind of got a...read a lot of books, talk to a lot of people. What can I tell people to, it's, I don't know, to be perfectly honest with you, what I can tell people is, at the end of the day, every business is three things. It's people, process, and technology. Over and over and over and over, and you continue to iterate, you continue to measure your results, and adapt and adopt and scale.You gotta focus on process, standard, all those things. Like if you ever read, one of the books I read very early on that has helped me to this day was the E-Myth. A lot of people have read it, but I think what's interesting is the bigger your company gets, the more important you see the principles in that book are. It's like when you have a big practice, right? The things that you're getting away with at 200 visits a week.UAC Chiropractic (09:56.585)Yeah.Dr. Brian Capra (10:03.018)really become big problems at four and five. Forget a thousand, right? When you're growing a business, you just start to see those little things really come to the surface. And then you have problems that that creates a problem that you have to

Corporate Wellness Made Simple: How Chiropractors Can Land Profitable Contracts With Local Businesses

Hey everyone, welcome into the UAC Best Practices podcast. We're really focused on this podcast for chiropractors looking for best practices to grow their clinics. UAC is a group of close to 100 docs who do over $400 million annually in revenue. And there's a lot of wisdom that comes from that, a lot of genius and a lot of scar tissue. And so we can tap into that so you learn something. We know you're gonna be better off for it and quite frankly. We're all better off for it, too So with that said I'm gonna introduce my co-host Dr. Brian Capra take it away cap Dr. Brian Capra (00:35.026) Thanks, Alan. Yeah, we have a great guest today. It's a long time friend of mine, somebody I pulled into UAC and I'm sure the group is really happy to have him and he's also super excited to be here. Yeah, so we want to, again, share some things that you can learn and implement, but maybe probably as we've been going on today, some of the you can learn and help avoid big mistakes. Right? So it could be just as valuable if not more so. But today... Dr. Jay | CEO EMBODI | Co Host (00:53.945) you UAC Chiropractic (01:02.373) Yeah. Hey, Brian, I have to say something that you probably don't know, Jay, but for it was probably three or four years, Brian kept saying, I got to get my friend Jay into UAC. And I was like, I don't know who Jay is. And you got to know Jay. Jay, you don't know Jay? You got to meet Jay. I heard your name, Jay, for four years before you ever came around. And then you came in and you're easy guy to love. You just slid right in and brought your energy to the whole group. Dr. Jay | CEO EMBODI | Co Host (01:30.713) Thanks brother. UAC Chiropractic (01:30.765) It was funny, I was thinking today, like, Cap was telling me about Jay for so long before we ever got to meet, and Jay and I are now in an accountability group together, full disclosure, so. Anyway, sorry, I didn't mean to cut you off, but I had to slip that story in. I'd never told you that, Jay, yeah. Dr. Brian Capra (01:35.26) That's right. Dr. Jay | CEO EMBODI | Co Host (01:40.663) Yes. That's awesome. Yeah. Dr. Brian Capra (01:44.469) no, that's awesome. I had a strong arm into the group. Anyway, his name is Dr. J. Greenstein. didn't get that and say that. And I was like, you have to join. We were at dinner. He's like, fine, you got to join something. And I joined and I never went. But not because I don't want to. Anyway, Dr. J, thanks for joining. It's great to see you again. I'll see you in two minutes because we're staying in the same hotel actually having a meeting today. UAC Chiropractic (01:59.244) Ha Dr. Jay | CEO EMBODI | Co Host (02:09.995) Yeah, exactly. Dr. Brian Capra (02:13.48) So, you know, again, we want to share some things that can help out docs, some best practices. What do you got working right now? What's something that comes to your mind that's made big impact on your business and your life and your practice? Dr. Jay | CEO EMBODI | Co Host (02:27.289) I mean, I think the main thing for me is AI. We have got to get our profession engaged with AI. We say learn, play, and implement because those that do actually win. Dr. Brian Capra (02:29.884) Yeah. Dr. Jay | CEO EMBODI | Co Host (02:38.147) People are afraid of it. They're like, I don't know what to do with it. Like if you don't know what to do with it, just ask it what to do with it. Like it literally is that simple. Like don't overthink it. There are so many different tools out there now. There new tools coming out every day. There are so many different use cases. And typically, and I can ramble on about this for a long time guys, so cut me off whenever you need to. But like I think about the four different use cases. I think about talent management. I think about marketing. I think about operations related to patient experience. Dr. Brian Capra (02:45.576) Yeah. Dr. Jay | CEO EMBODI | Co Host (03:08.191) and retention and then I think about revenue growth and so how do we use those different elements of our businesses and apply AI appropriately and you know again if you've never started out with AI you should know a couple of things the first thing that you should know is that there's different types of AI there's generative AI which is the chat GPTs of the world Gemini, Claude, GammaApp, HeyGen they're all creating content based on a prompt that you give it there are custom UAC Chiropractic (03:09.292) you Dr. Jay | CEO EMBODI | Co Host (03:38.191) that you can make where you actually set up the GPT or the AI to actually provide a certain result for a repeated job task that you need to do over and over and over again. And then there's agentic AI where you're actually leveraging an AI tool or AI technology where that agent gets smarter over time. It literally will learn over time. And I think, you know, the leaders in our profession, the people who are in UAC, because we have our accountability group that Alan mentioned, and like we're talking about this on a regular basis are implementing all of these types of AI in their practices to create leverage. know, again, really important for the chiropractic profession and individual docs to start using these tools but also start training your team to use these tools as well. Dr. Brian Capra (04:26.288) Yeah, Alan, you and I spoke about this. last week i think it was like i got this contract i gotta read this contract what if i miss something so and i'll just set something like why didn't i think of that and it's been like that more just because just give it to the chat gbtc would say and you know what it found a lot of mistakes actually that i was completely missing it had the wrong entity in there like in different places and all kinds of weird stuff and somehow i picked that up but yeah there's there's these things that um yeah i think yesterday or monday or like i UAC Chiropractic (04:29.941) Mm-hmm. Dr. Brian Capra (04:58.332) I got to create this presentation and rather than write the whole damn thing out, I just gave it some in uploaded some content and some things and said, this is what I'm trying to do. And boom, like way better than I could have done. And in five seconds. and then you told me about what was the presentation gamma or Gemma? Yeah. Spit out my presentation branded perfectly. Literally minutes. Like it was done. Dr. Jay | CEO EMBODI | Co Host (05:17.453) Yep, Gamma, Gamma app. Gamma.app, yep. Dr. Jay | CEO EMBODI | Co Host (05:26.295) These are incredible tools and I say this all the time when I'm talking about AI, it's it's never gonna get worse than it is today because tomorrow it's gonna be even better and the day after that it's gonna be even better. And I just, want docs, especially in our profession, to not be afraid. They just need to try it, play with it as if they're playing with Lincoln Logs when they were a kid. You know, if something fell down, they would just pick up the logs and do it all over again. They would just play. And I think the more they experiment, the more they're gonna just get used to using it, and the more they use it, the more they understand how it's gonna create leverage in their business. UAC Chiropractic (05:56.629) Jay, what's in, so those listening don't know, Jay owns several clinics in the Washington DC area. So like most people in UAC, you're not just sitting here talking to us from theory. This is very practical. I mean, you're looking every day, how can I use this to save money, get time back, get better patient outcomes? What's the most basic place you're seeing your doctors or your CAs or your clinics? Can you just give a real like, Dr. Jay | CEO EMBODI | Co Host (06:09.823) yeah. UAC Chiropractic (06:25.514) Where are people actually using it in your businesses right now? Dr. Jay | CEO EMBODI | Co Host (06:30.069) Absolutely, I'll give a couple different use cases. So the first use case is going to be like recruiting and talent management. So like we had, we created a new position in our organization, someone who was going to be in the clinics, helping out with our ops team, because our ops team is completely remote. We don't have front desk CAs anymore. Everybody in the clinic produces revenue, but this one person is like the liaison between centralized ops in the clinics and we needed a job ad. And so we went to chat, GBT, my director of ops went to chat, GBT, put a prompt in that included our website, our core values, our mission statement. and took job descriptions from a couple of different sources from Indeed, created this job description and did within two weeks we hired this A player because we had written it in a way that matched the psychographics of the type of person that we wanted. So there's one example. Another example is for our clinic directors and our CAs, you we've got KPIs, we've got a scorecard, we've got specific goals and metrics. So how do we create tactics around goals and KPIs that will help us achieve those goals? How do we reverse engineer it in a way UAC Chiropractic (07:12.862) Yeah. Dr. Jay | CEO EMBODI | Co Host (07:29.913) makes sense that we can leverage AI to help us with that reverse engineering. So we use it for goals and KPIs as well. Things that maybe we've never thought of before, like we're at 80 % of goal with this particular target, at 90%, we want to get to 100. What are the things that we need to do differently in order to achieve these goals? And so my team is using ChatDBT to help us get to our goals. So that's another use case. then lastly, marketing, just creating content from marketing is UAC Chiropractic (07:55.082) Now. Dr. Jay | CEO EMBODI | Co Host (07:59.823) just unbelievable. there's, there's you know our email campaigns have gotten better, our blog posts have gotten better, our social media organic posts have gotten better, our content calendar that's been created by these tools has gotten so much better, and of course it's about speed. Like Kat mentioned, like these things ha

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