Chiropractic’s Top Business Owners – UAC

The Story Behind the UAC Logo Redesign with Rhonda Priestley

The Growth Move That Took One Clinic to Nearly 100

The Practice Culture Play That Turns Patients Into Raving Fans

The Chiropractic Growth Move Nobody Talks About

Leadership at Scale: What Chiropractors Can Learn From Leading 60,000 People

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