Your Chiro Coach: Recent Episodes
Laurence Tham
This show coaches you with the NOW, NEW, and NEXT of Chiropractic in terms of Mindset, Strategies, and Tactics. Helping you grow personally and professionally towards a PROFIT and FREEDOM Practice.
Over the next few episodes, I will share some of the most common traits I see in “Successful” Chiropractors. Some of them are obvious, but my reasoning for them might surprise you. To start this series, I would need to DEFINE what “successful” means to me and share with you ONE of the most essential traits I feel that ALL “successful” Chiropractors embody… Hint: it is NOT their philosophy or their skills. Listen to this episode and let me know if you agree… #LaurenceTham #YourChiroCoach #DriveYourPractice
We all want a more BALANCED life between our personal and professional lives. When you are at work and worried that you are not spending enough time at home… Or when you are at home and worried that you are not spending enough time on your business… We are trapped in the GREY ZONE. The Grey Zone creates a level of guilt for not doing enough in either area of our lives. It creates resentment, frustrations, and consequently a lack of growth. What most of us crave is GROWTH personally and professionally. But that doesn’t happen when you strive for balance while standing STILL. Take Stand Up Paddleboarding (SUP)… I find it much harder trying to gain my balance standing still in the water than if I was actually paddling and MOVING. Movement is what creates balance. Movement in life is any activity that helps you get closer to the ultimate vision or outcome. Without movement - you are STUCK (under the influence of your circumstances or environment). Life can either be BY CIRCUMSTANCE or BY DESIGN. You get to choose. Decide wisely. #LaurenceTham #YourChiroCoach #DriveYourPractice
In any business, being GREAT at something that is expected is NOT good enough. A dentist is supposed to be great at dealing with your teeth, A podiatrist is supposed to be great at dealing with your feet, A Chiropractor is no different… they are supposed to be great adjusters. Being a great adjuster is a minimum requirement but is not the difference-maker in your practice. If you want to stand out, have raving fans and have a practice filled with REFERRALS… You will need to do more. In this episode, I am at Taronga Zoo in Sydney and demonstrate how you can STAND OUT in business. #LaurenceTham #YourChiroCoach #DriveYourPractice
So I am not sure if you have heard... but Covid has been affecting businesses, supply chains and economies worldwide... for almost 2 years. Yet, I am surprised that Chiropractors and business owners are ill-prepared to deal, cope and handle the current circumstances. With patients cancelling, staff not being able to work, or doctors not being able to practice. Is it challenging to PLAN your goals and objectives in 2022? Only if your outcomes rely on circumstances that are outside of your control. There are plenty of things that you can action and do that are WITHIN your control. This is when you either PREPARE or face to experience PANIC when this hits your business. This episode is a PSA to help you PREPARE you, your team and your business for the inevitable. Waiting is not an option. #LaurenceTham #DriveYourPractice #YourChiroCoach
The Sydney Opera House is an icon. It represent Sydney for Australians. And it represents Australia to the world. This icon means something. It stands for something. It represents something. BUT how Australia is perceived is NOT always what Australia wants it to be. You or your business is like the Sydney Opera House. It is a BRAND. Your brand is a shortcut to what you embody and believe. And how others FEEL about you. It means something. It stands for something. It represents something. But like the Australian icon… it is influenced by three factors. 1. What you want it to mean (what you are in control of) 2. What OTHERS perceive it to mean (which is not in your control) 3. What your ACTIONS / BEHAVIOURS dictate it to be (within your control) If you ALIGN your ACTIONS with your VALUES and be CONSISTENT with your behaviours… you could establish a strong BRAND presence that represents a meaning to your community. But that assumes that you have established a VISION and a set of VALUES you choose to live by. #LaurenceTham #YourChiroCoach #DriveYourPractice
Have you ever reached a point in the year where you can't wait to take a BREAK? You are physically done, mentally drained and emotionally spent. Most people fail to PLAN their breaks... instead, they wait too long to take them. Let me share with you how you can redesign your calendar year, so you don't BURNOUT... and more importantly, how to OVERCOME the ONE thing that stops you from creating the life you want. #LaurenceTham #DriveYourPractice #YourChiroCoach
Before you START planning for the next month, quarter or year... you need to make a FUNDAMENTAL decision.
And this decision will ultimately shape the actions you take and determine whether you will get to your goals.
Assuming that you want more tremendous success in business and/or practice... expecting a straight path to success is the quickest way to failure.
You have to know what to focus on.
Not what you want to focus on... but what you NEED to focus on.
At any given period (month or quarter), you have to decide on ONE of two things...
Are you preparing to SCALE or STABILISE?
Let me explain...
#LaurenceTham #DriveYourPractice #YourChiroCoach
If all we need to do is have a GOAL, we would all be successful. It doesn't work like that. How many times have you set the SAME goal over and over again? The exact target every single year? Have you ever asked yourself what's missing? Is it the goal? Is it me? Most people never achieve their goal because they FAIL at asking ONE QUESTION. Let me share with you what this is on this episode. P.S. We have a couple of spots opened up in Nitro. If you want to discuss how we might help you achieve a FREEDOM Practice in 2022 and beyond... send me a message. Your Chiro Coach, Laurence #LaurenceTham #DriveYourPractice #YourChiroCoach
Do you ever have patients leave before your recommendations? Do you struggle to understand why patients don't follow thru with their care plans? A few things can quickly improve your PVAs and/or retention of clients without being "salesy" or pushy. In fact, in this episode, I will share ONE QUESTION you can ask yourself that will help you quickly double (or even triple) your retention in your practice. But you have to be HONEST with yourself. When they say the "truth will set you free",... this is it. Are you being truthful with your patients? Are you telling them what they NEED to hear, or are you telling what you think they WANT to hear? #LaurenceTham #DriveYourPractice #YourChiroCoach
New Patient Strategies is an essential element for any business or practice. But most chiropractors spend too much time, money and emphasis on relying on NPs strategies, marketing and social media Ads. Practice building relies on sustainable and predictable growth. And chasing after NPs is one of the strategies but NOT the most important. In this episode, I will show you why CONVERTING your clients is far more important than chasing after NPs if you want to grow a sustainable and profitable practice. If you are interested, check out: www.conversionmasteryprogram.com
Many of you had to or were about to make tough decisions this week. I can't tell you what to do or what I would do - because you are not me. BUT... here is a framework I want to share with you to help shut out the NOISE in your head and dig deep to listen to the RIGHT voice inside of you. Too many EXPECTATIONS have been put upon us that are creating unhealthy bias and cloud our judgements and decision process. Learn to shut these down and make a decision based on your own principles, values, and circumstances. #LaurenceTham #DriveYourPractice #YourChiroCoach
I recently completed a challenge called 75 HARD. It was a mental challenge that I needed to help me get through the months of lockdown in Sydney. What is 75 Hard? It is a mental challenge to complete a list of tasks every day for 75 days straight. Miss one of these on any given day... you go back to the start at Day 1. Here are the daily tasks: 2x 45 mins workouts of your choice (one must be done outdoors) Choose a diet and stick with it Take a progress photo each day Drink 4L of water each day No alcohol or cheat meals Read 10 pages of a non-fiction book Sounds easy for 1 day. But doing this for 75 days in a row is a challenge. Here are the lessons I learned from attempting the 75 Hard Challenge: 1. Win the Day 2. 3 Progress Phases 3. Details and Accountability #LaurenceTham #DriveYourPractice #YourChiroCoach
What are you doing this all for? Being a practitioner or owning a practice is fulfilling... but have you asked a more profound question of WHAT IS ALL FOR? Seeing patients, serving clients, and impacting the community are all immediate benefits of the NOW. But where are you directing your business, practice or life? Do you have a clear EXIT strategy? This episode will provide 3 potential directions that a practitioner can head towards (if they want to). One is not better than another. They are just different from each other and provide you with another purpose. I hope this gives you an idea to start thinking about the future and potentially steer your practice in the right direction. Hence, you have some purpose in your actions each day. #LaurenceTham #DriveYourPractice #YourChiroCoach
As each day passes, there seems to be more and more rough waters ahead of us in our professions.
Here are some frameworks and thoughts that might help you navigate these difficult times ahead and how to make better decisions.
Note: these are just my streams of consciousness and I hope it is helpful to you in some way.
For more information about CDC: https://www.defendchiropractic.org
#LaurenceTham #DriveYourPractice #YourChiroCoach
Inevitably as a Chiropractor, a patient will ask: "Are you vaccinated?"
This can be very difficult for anyone to respond. You are torn between telling the patient that this is none of your business and not wanting to lose them.
So how would you answer this question without losing your cool, respect and possibly educate someone?
In this episode, I will share the ONE response you can use to help you respond respectfully and responsibly to someone who asks this question.
Watch the FULL VIDEO VERSION of this episode on Facebook and Youtube.
#LaurenceTham #DriveYourPractice #YourChiroCoach
You always have a choice...
You get to choose the fight you want to fight.
You get to choose the cause you want to support.
You get to choose the values that you align with...
In a world with increased tension, fear and anger... it is easy to hide and avoid confrontation.
Or even feel compelled or pulled in your own beliefs.
But it is in these moments where you need self-reflection.
Deciding what you stand for or against.
Not what your neighbours or colleges expect of you...
But what do you expect from yourself.
Then STEP IN.
Step IN to share your message.
Step IN to help others.
Step IN to lead others to a better life.
We all have it in us.
But we do need to choose.
#LaurenceTham #DriveYourPractice #YourChiroCoach
Have you ever wonder who makes it to become a Navy Seal and who doesn't? Well, I did... and I had the opportunity to ask a former Navy Seal sniper once, and his answer blew my mind! The answer is not the strongest, toughest and bravest. This ONE common thread is the ONE thing that will get you out of a rut, help you shape your practice and, more importantly, could bring this profession together. If you are ready to hear it... listen to this episode. #LaurenceTham #DriveYourPractice #YourChiroCoach
No matter where you are in the world, the topic of COVID is bound to come up in practice. Whether it be about the ongoing lockdowns, whether to vaccinate or just dealing with media etc. I think this is a GOLDEN opportunity to position yourself as a Trusted Advisor and influence them towards taking ACTIONS to live a better life. Let me break down the framework first and then explain how I would approach this conversation. #LaurenceTham #DriveYourPractice #YourChiroCoach
Training new team members are challenging. You are not only training them on things they need to learn and do… but you also need to help them integrated into your culture and engaged them in your vision. The biggest mistake that most people make when we train our team members are only teaching HOW to do things. Teaching the HOW is essential, but it is only half of what they need to know. You have to understand that even if they did exactly what they have been told… They will never do it as you do. They will never do it with the same enthusiasm. They will never do it and get the same result. WHY? Well, the reason is simple… they don’t have CONTEXT. When you train your associates or CAs or anyone, the most critical element is to explain WHY they are doing this action or saying “x”. The WHY helps them understand the INTENTION of the action. The intention gives them the power to modify and adapt the action to do it better. If the goal is simply to get them to do it like you… then just teach them the HOW. But you want them to make your practice BETTER… then teach them the WHY before the HOW. #LaurenceTham #DriveYourPractice #YourChiroCoach
Referrals are a crucial factor in creating a successful, reliable and robust practice. Referrals are the best new patients you can have. They are pre-motivated, pre-interested and pre-qualified. When I was in practice, 94.7% of my NPs were from referrals. Which meant I didn't have to do any "marketing",... well, not in the traditional sense. You don't get referrals just because you are good at what you do or deliver outstanding results. That is the MINIMUM standard of any practice! You have to actively DESIGN for it. There are 3 ways to get referrals. Some methods are more challenging than others. Let me show you WHY.
Your productivity each day is determined by the level of FOCUS you have. As a practice owner, hundreds of things are vying for your attention on any given day. And to get any traction in your business, it requires you to decide on what areas you should be focusing on. In this episode, I will show you a diagram that will change how you consider where to put your energy and focus on any given moment. These are: 1. Circle of Non-Control 2. Circle of Influence 3. Circle of Control 4. Circle of Concerns Understanding the relationship between these 4 circles will help you decide each moment what you should be: - AWARE of - ADVANCE towards - ACTION on Listen to this episode to help you boost your productivity. #LaurenceTham #YourChiroCoach #DriveYourPractice SHOW LESS
We set goals in practice.
We set a plan in place.
We work hard at achieving them.
But to think once you achieve this goal is like winning the Gold Medal in the Olympics is the one thing that prevents you from reaching it in the first place!
Your goals are not the endpoint. It's not the final destination. It is merely a milestone that you are trying to achieve en route to achieving your ultimate objective.
This slight shift in your thinking will completely change how you prepare and execute each day in practice.
In this episode, I will provide two steps you need to take to achieve these goals.
#LaurenceTham #YourChiroCoach #DriveYourPractice
We have been living under lockdown restrictions on and off for 18 months. And depending on where you live in the world, it has impacted your practice differently. But how you handle the situation can make all the difference on whether you come out of it smoothly and successfully. Every practice deploys some strategies. But after reviewing what some are doing… I think the “thinking” behind their plans mislead them into taking the wrong actions. So I thought I would share with you HOW to think about the situation and then decide on the best strategies if you are ever in a lockdown situation. HINT: This type of thinking is the same strategy you should be doing in your practice regardless if you are in lockdown or not #LaurenceTham #YourChiroCoach #DriveYourPractice -- Watch the full video version of this episode on Youtube and Facebook.
Whether you are interviewing for a position for a Chiropractic Associate or a CA, there is ONE thing I want to know from that person. How they answer this question will explain how they might handle themselves under pressure if they are hired. You want to know how adaptable or resilient they are when put into a stressful situation. Knowing they can handle themselves in this way would give me greater confidence to take on this person. This episode will benefit you even if you are not the one doing the hiring! You would learn HOW to improve your resilience and improve your chances in your next job interview. #LaurenceTham #DriveYourPractice #YourChiroCoach -- Watch the full video version of this episode on Youtube and Facebook.
Most of your patients/clients initially come to you because of what Chiropractic has to offer them. But in my experience, people stay NOT solely because of Chiropractic.
I am not suggesting that people won’t stay because of what you do or once you have educated someone on the benefits of Chiropractic.
What I am saying is, most people stay in your sphere beyond that.
They stay because of WHO you are and what you stand for.
In this episode, I will explain the power of your personal brand and why you need to consider showing up more for your community.
--
Watch the full video version of this episode on Youtube and Facebook.
#LaurenceTham #DriveYourPractice #YourChiroCoach
Solving your problems in practice is as simple as solving a Rubik's Cube.
There is a trick.
My son Christian is 10 years old. A few months ago, he purchased a book called "How to solve a Rubik's Cube".
He then spends the next 3 weeks studying the book intensely in every waking moment. He memorised and decoded the Rubik's Cube pattern. Then he spent the next few weeks perfecting his moves and solved hundreds of cubes.
His classmates would then bring all their unsolved Rubik's Cube from home for Christian to solve.
The lessons from this are simple...
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Everything has a pattern (you just need to know the "code")
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Specific practice makes perfect (not RANDOM practice and hoping for the best)
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Find a guide/mentor to help you achieve greatness (without the book - he would have given up because he would have randomly solved something that would seem impossible).
In this episode, you will see Christian solve the Rubik's Cube in less time than I could tell you 3 key "codes" that would help you reach Profit and Freedom Practice sooner.
--
Watch the full video version of this episode on Youtube and Facebook.
#LaurenceTham #DriveYourPractice #YourChiroCoach
You always have a CHOICE. You have to decide at any given moment what you can CONTROL. Wasting precious time being a victim doesn’t serve anyone…including yourself. Control what you can control. -- Watch the video version of this episode on Facebook and Youtube.
“Wow… that’s expensive!” How often have you heard a prospect or patient say something like this when you present them with your recommendations? And how do you react or respond??? Most people hate this perception about their services… so to avoid any further confrontations like this - they fundamentally change how they present their recommendations. They might offer something less superior, less frequency or for a lower price. And if you do this….ultimately, you are presenting an inferior recommendation to avoid the “perception”. But what about the patient? Is this what is best for them? Is that recommendation give them the best hope and chance to achieve their goals? Or help them have the best potential, function, and mobility or LIFE??? If you ever had any DOUBT about giving your recommendations… you need to watch this video. It will change your perception of what you OFFER. I will share with you in this episode where I paid $150 for a service person to tighten a SCREW. Yes, that’s all they did. But let me explain why I wasn’t bothered by it… --
Watch the video version of this episode on Facebook and Youtube.
Do you want your practice to be filled with patients or clients? Distinguishing the difference between them will CHANGE how you and your team run your practice. Let me explain this concept in 90 secs while I head into Hospital Emergency. -- Watch the video version of this episode on Facebook and Youtube.
You are either training your CAs (and other team members) for their role... or you are teaching them to let them SHINE inside your business. If I had a choice, I rather have team members who take ownership of their roles and responsibilities rather than creating RULES for them to follow. I want my team members to have the autonomy to make decisions that are best for the business rather than follow a set of "systems" that restrict them. It is easy to SAY... harder to CREATE. To create it - you need to hire and train your CAs with the purpose of CULTURE. Culture dictates the values (the container) while allowing the flexibility for them to function within it. In this episode, I will explain this concept of "Flexibility within a Values Container" that you might want to adopt to create a high performing team in your practice. -- Watch the full video version of this episode on Youtube and Facebook. #LaurenceTham #DriveYourPractice #YourChiroCoach
Our mentality to GROW past a "plateau" is usually focused on doing MORE.
Work longer.
Try harder.
See more NPs.
But what stops us is something called "The Ceiling of Complexity".
Getting to your next goal is not always LINEAR.
Meaning you can't always just ADD +1 and expect you will grow at the same rate.
Adding more to your workload adds more complexity.
The magic is to create "simplicity" instead.
I can't just keep adding weights to my barbell in my workouts and expect that is the only way to get stronger.
Sooner or later, I am going to hit a plateau.
And for me to move beyond this, I need to embrace an entirely different "mindset".
And this mindset will require me to:
Strengthen my Core competencies
Improve my Efficiency function
Gain Perspective
When you can embrace this new mindset, you will have the capability to push past your plateau and ease into your NEW NORMAL.
In this episode, I will discuss the 3 elements of HOW you can break through these barriers.
#LaurenceTham #DriveYourPractice #YourChiroCoach
Watch the full video version of this episode on Facebook and Youtube.
My son recently received a 1000 piece Mandalorian jigsaw puzzle for his birthday. He started by placing all the pieces on the kitchen table. But after connecting a few pieces... that is as far as he got.
After a week or so of walking by it, I decided to take a stab at it.
I don’t believe I have ever done a jigsaw puzzle in my life (even as a kid).
Well, except for helping the kids on the simple ones when they were babies.
And after a few days, the puzzle began to take shape...
And even though I am only 15% done... I already see 3 critical lessons that you can learn for your life and business.
In this video, I share with you these 3 lessons that I believe can shape your life and business:
- Know your boundaries
- Success leaves clues
- Piece by piece
Hope you enjoy this... and wish me luck in completing it!
#LaurenceTham #DriveYourPractice #YourChiroCoach
Watch the full video version of this episode on Facebook and Youtube.
It is easy to copy someone and think it will create success. It is easy to do what others do and think you will get the same results. It is harder to dig deep to find out WHO you are and WHAT you want. ... and build something that defines you.
Building YOUR ideal practice requires quieting the voices of judgement and opinions of others. And the resistance to emulate others. It takes courage to find out WHO you are and create an environment that will make you feel in FLOW.
This video will help you find a path to clearing the "noise" and steps to create your ideal practice/business/career.
#LaurenceTham #DriveYourPractice #YourChiroCoach
Watch the full video version of this episode on Facebook and Youtube.
We all know the role of Social Media Marketing in 2021 regarding growing and sustaining your practice.
Many chiropractors feel LEFT BEHIND if they are not using it. And then when they do try to use it... they fail miserably. And eventually, end up where they started.
So is FB Marketing a valuable and helpful strategy when it comes to growing your practice???
Well, that answer depends on your situation and what you are using it for.
In this episode, I will walk you through: WHEN is it appropriate to use FB Marketing and WHEN is a terrible idea to use it.
Watch the full video version of this episode on Facebook and Youtube.
"I wish my associate would... "
"If only my associate would..."
"Why can't they just..."
If you have ever had thoughts like this about your associates or one of your CAs... then you would have asked yourself, "how do I motivate them???"
The answer to this is quite simple...
But it is NOT the answer you want to hear.
This episode will break down why it is challenging to MOTIVATE your associate (or CAs) and why you might be wasting your time.
And show you 3 specific elements that you need to have to build a solid and effective team.
Watch the full video version of this episode on Youtube and Facebook.
We all have been there, right? I know I have.
When we feel like no matter what we do, nothing really changes.
It's not like we are not trying.
It's not like we don't care.
But it does feel like we are failing at the ONE thing that is supposed to be good at.
Life can be tricky when you are overwhelmed with those thoughts.
You are in the best frame of mind to take any productive action.
And inspiration at this point is perishable.
So what do you do?
In this episode, I share with you HOW and WHY you need to stay ON THE LINE.
Hope this video helps when you need it the most.
Watch the full video version of the episode on Facebook and Youtube.
Leadership is not talked about enough when it comes to running a practice. We often believe being a LEADER is inborn and can't be learned. And so we don't spend a great deal of time learning to improve on it. However, leadership filters top-down into every part of the business. This includes the culture, systems and dynamics of the team. Poor leadership leads to a dysfunctional team and workplace. Where outstanding leadership creates the desired place to work and creates exponential growth. In practice, I often see two leadership styles that many chiropractors adopt: The Micro-Manager or The Visionary. Each of these styles has its strengths... but it comes with its downfalls as well. In this episode, I want to share how to avoid these two leadership styles and present a THIRD option. I will share with you how to use to leadership style effectively to create more significant team dynamics. -- Watch the full video version of this episode on Facebook and Youtube.
We all know BRANDING is an essential part of your business. But "branding" is not what most people think it is. It is not your logo. It is not what colours you use. It is not what font you choose.
Chiropractors spend too much time and money hiring marketing companies to perfect their logo designs and creative business assets. They waste thousands of dollars and months hoping that a better-looking LOGO will make their business more profitable. The reality is BRANDING is not in the logo. Branding is earned.
In this episode, I will show you:
- What a LOGO really does
- How to create a BRAND people CARE about
- Where you should spend time and energy on when it comes to branding
Watch the full video version of this episode on Facebook and Youtube.
Are keeping STATS vital? Absolutely. The problem in most practices is the focus on STATS is distracting them from GROWTH. Measuring, tracking, and reviewing STATS are useful and essential to measure growth. But only if you use it appropriately. Most chiropractors that I observe are clouded by their stats and ultimately control their emotional state and wellbeing. In this episode, I share how STATS destroyed my weekends and how I would use them to create healthy business growth now. Watch the full video version of this episode on Youtube and Facebook.
One of the most common struggles that I see my clients deal with is TEAM TRAINING.
How do I inspire my team?
How do I get my team to do their job (better)?
How do I be more self-efficient without micromanaging?
These are common frustrations that most Practice owners deal with regularly... and they never seem to find the right solution for it.
The answer is in the questions they ask.
It is always about the "HOW".
In my opinion, they are focused on the wrong thing.
They are looking for ways to TRAIN them rather than putting together a team to WORK together.
In this episode, I will show the concept of "WHY not HOW."
Watch the full video version of this episode on Facebook and Youtube.
There is NO magic bullet to success in practice.
There are so many ways to achieve it. But you can divide these methods into HARD or EASY. PUSH or PULL. Life Draining or Life Fulfilling.
There is always a better way to accelerate your growth without sacrificing your values or your dreams.
Here is a simple way to help you Align, Amplify and Accelerate your brand.
Watch the full video version of this episode on Facebook and Youtube.
"Lessons that come easy are not lessons at all. They are gracious acts of luck. Yet lessons learned the hard way are lessons never forgotten." - Don Williams, Jr. This is the gift of 2020... if you choose to see it. If you woke up to 2021, hoping that everything would be different and that 2020 would be a fading memory... you would have realised by now, that was just a dream. 2020 was a pivotal year for everyone. I am not sure about you, but the holiday break was a much-needed recovery time physically, mentally, and emotionally. As I reflected back on 2020 and speaking to all my clients and other chiropractors in the past few weeks, I can see a distinctive difference in those who created success in 2020 and those who didn't. And it was evident to me that 5 specific LESSONS separate them from the rest. Here are 5 key lessons you should have learned in 2020... and in case you missed it - you can know it now! Watch the full video version on Facebook.
When you ADAPT, we can thrive. When you don’t... you die.
This is also true when it comes to running a business.
Nicholas Kusmich is a marketing expert who is behind some of the world’s highest ROIs ads on Facebook. He has helped individual entrepreneurs, brands, and companies scaled their revenue exponentially using FB marketing. He uses the unique blend of direct marketing knowledge along with human psychology to help position proper brand positioning for his clients.
In this episode, Nicholas describes how 2020 has changed marketing for Chiropractors and how to adapt businesses to be successful in 2021. We will also discuss how we can compete in marketing against other brands with much larger budgets at their disposal.
Check out the full video version of this episode on Youtube and Facebook.
What is common between Tiger Woods, Bono (U2), Dave Asprey (Bulletproof) and Gold Medal Olympians?
They know what it really takes to reach your peak performance as an athlete, a performer and/or an entrepreneur.
And they have all been coached by Jeff Spencer.
Jeff Spencer has coached more than 40+ world champions and top athletes from around the world and was a former olympian himself along with being a successful chiropractor.
In this episode, Jeff joins me to discuss the difference between the Human mindset and the Champion Mindset and how you can learn to activate for yourself to create success.
Watch the Full Video Version of this episode on Youtube and Facebook.
Most of us became Chiropractors because we want to SERVE others.
Most of us got into this profession because we wanted to HELP others.
But for some reason, we feel that we are selling our souls if we make a profit while doing both.
The reality is you can’t SERVE or HELP your clients without having a business.
We are all striving to create FULFILLMENTS in our lives.
Whether it is in relationships, financial, spiritual, or in contributions… we are all striving to reach our potential in these areas.
But we don’t have to achieve ONE by sacrificing another.
What we should be trying to achieve is how do we accomplish ALL of the above without compromising ourselves or our values.
But it does require you to KNOW what you want in the first place!
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Watch the Full Video Version of this episode on Facebook and Youtube.
Whenever we are in crisis, we feel overwhelmed, and kick us into action. But when things are going well, we tend to dial down the urgency and slow down.
We tend to forget that what got us here is the work we did previously to this point in time vs the work we are currently doing. This is called "Lag Time".
That power of Lag Time is it takes time for results to come to flourish or for poor outcomes to happen. To achieve any success in practice, it requires the ability to create URGENCY in the right areas so that you are always focused on producing rather than procrastinating.
Understanding the Eisenhower Matrix will help you create the necessary urgency (or lack of it) to achieve greater success.
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Watch the Full Video Version of this episode on Facebook and Youtube.
When you experience a crisis, we can focus on negativity and its impact. But one of the best things it can show us is our vulnerabilities. When everything is going well, or when things are comfortable, we focus on stability or growth. And we sometimes struggle to push ourselves to gain that growth even when we appear to try hard or do hard work. Business is like health. We often don’t do what’s necessary until we are in trouble or in a crisis situation. Whether it is a diagnosis, condition or something that impacts our “normal” comfortable life... this is usually the moment when we WAKE up. In 2020, a pandemic did that. It exposed many practitioners some of the vulnerabilities in their businesses and their personal lives. The question is... what did you learn about you, your team, and your business? And what have you done since to correct this? In this video, I am going to share with you a list of questions that you should ask yourself when it comes to achieving Profit Practice... -- Check out the Full Video Version on Facebook and Youtube.
When it comes to health, we know what we put in our bodies ultimately shapes our bodies to thrive or suffer. This fact holds true when it comes to our mindset and business practices. GIGO - Garbage In, Garbage Out. Here are the most common areas in your life and business that impacts our inability to grow. 1. Mindset 2. Team 3. Practice -- Watch the Full Video Version of this episode on Youtube and Facebook.
Everyone is always looking for the NEXT winning strategy that will help them grow to the next level.
The problem with that “strategy” is choosing the wrong strategy will cost you time, money, and wasted energy.
Fundamentally, this is the wrong FOCUS.
The strategy works ONLY if the strategy is ALIGNED with what you are trying to achieve.
If you simply COPY a strategy because it sounds good, sexy or it’s the next best thing... it will COST more than just time.
In this episode, let me walk you through a roadmap on how you choose the RIGHT strategy for your circumstance.
The pandemic is far from over, and people are coping and dealing with it in different ways.
Over the past few months, I have observed how my Nitro clients have done during this crisis. Comparing their success and failures to others in our profession.
When this first hit in March, I had a moment of panic and fear for how my clients would adapt to the situation. How they will handle themselves and how they would be able to survive and thrive past this.
I appreciate that this is far from over, but what I can share is the lessons I have learned so far in the past 5 months.
Because the results even surprised me. And we are still counting them... But so far...
78% of them are doing BETTER than before the pandemic in terms of revenue, patients visits, and profit approximately 20% are working fewer hours to achieve the above results they are more confident, happier, and better mindsets than before the pandemic greater team synergy, systems and service
increase a sense of purpose and passion
So how did this happen through a pandemic that seems to have crippled the world? When you look past the numbers and dive deeper into the commonality of my Nitro clients and their practices... here are 5 key lessons that I took away from this pandemic:
- The Reaction Awareness
- Comfort if the enemy of Growth
- Practice DEPTH Indicator
- Finding your WHY, WHAT and WHO
- Health Care thrives after a crisis
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At a recent conference (just before COVID hit…), I was asked a question by a student concerning my thoughts on Philosophy and Chiropractic.
In this episode, I discuss my thoughts on Philosophy, its impact on our worldview while recognising the TRAP that it can place on you as a chiropractor.
Understanding how this plays out in your communications, decisions, and practice management allows you to make a more definite decision on what might be holding you back in practice.
NB: This video was filmed in London in Feb 2020 at the UCA Spring Conference.
If you feel that your practice is stuck, it’s time to join the Practice Bootcamp. Early bird registrations are closing soon! Don’t miss out on this once in a lifetime opportunity.
Register for the Bootcamp 👉 https://laurencetham.com/bootcamp
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Most chiropractors or practitioners HATE to sell. It feels forced, awkward, and unauthentic.
What if there is a better way?
What if you never have to SELL yourself, your service, or business ever again? Instead, you ENROLL your prospects and patients to help them achieve results.
In this episode, I interview the Founder of Campfire Effects(TM) Chris Smith who will teach you the POWER to leverage your personal story to enroll your clients and promote your BRAND.
We discuss:
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Why we are telling the WRONG stories
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The biggest mistakes practitioners make when it comes to marketing and branding
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How we get in our own way when we are "selling" ourselves
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Deep questions to start asking yourself to find the stories that people care about
Join us for this great conversation with Chris Smith (www.campfireeffect.com)
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As a Chiropractor, it can be frustrating and challenging to build, motivate, and mentor your associates.
We don’t understand why they can’t seem to work, grow, or build a practice as you have.
Over time, you begin to build resentment and begin to create BLAME and focus on their failures.
In the meantime, the associates are feeling the exact same thing - but in opposing directions.
This leads to further distancing in the relationship and creates havoc and turmoil in the team culture.
Having the right intention of an associate isn’t enough to fix the problem.
In this episode, I am going to show you why this might be occurring and how to fix it.
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Your ability to communicate Chiropractic to your patients is the SINGLE most crucial skill you need to master.
And the most critical time that this skill needs to SHINE is at the Report of Findings (ROF).
This is the moment where your explanation and recommendations need to LAND in a way that patients understand.
Now that you know this is the most critical moment - how much time have you spent in your professional career MASTERING this moment?
More time than you spend on trying to get NPs?
More time than trying to run marketing campaigns?
More time than you do spend on Facebook, YouTube, Instagram or Netflix?
From thousands of ROF I have done, and coached chiropractors on... these are the 3 BIGGEST mistakes that you and I have made at one point or another…
- Preach vs. Teach
- Tell Long Sell Short
- Robotic Prescription
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This year marks 18 years since I graduated as a chiropractor from CMCC. And as I reflect back on these 18 years, there are not many moments that I would ever change... but there are a few things I wish I learned a lot earlier in my career. Everything is always a lot easier with hindsight. And when you are younger, you “hear” the advice from experienced chiropractors but you don’t really “listen” to them. But I hope that these 5 lessons I wish I learned when I started early in my career will help some of you achieve greater success sooner. Let’s jump into it... --- Check out the Full Video Version of this episode on Facebook and Youtube.
The majority of Chiropractors want more new patients. It is the number one thing they feel is missing in their practice. They will spend more money, time, and energy on trying to GET MORE NEW PATIENTS than anything in their practice. The fact is that every business requires new customers to survive. Some more than others as it depends on the type of business you are in. For example, PRODUCT based business tend to need more new customers to buy their products than SERVICE based businesses. This is because SERVICE based companies rely on “repeat” customers who become clients. In Chiropractic, some practices require a high volume of new patients to survive while others rely on a small but steady stream of “ideal” clients. So what kind of practice are you building? If you are NOT intentional about the TYPE of new patients you are targeting, you will end up being frustrated about the quality of the patients that keep entering your practice. If you are sick of tired of patients who waste your time, patients who just want a deal, or patients who want a miracle... You might consider a different strategy. Ideal patients that are pre-qualified, pre-interested, and pre-motivated will give you less stress and greater fulfillment. Here are 3 simple methods that help you achieve this. It is also a much better way to create a more sustainable, robust practice. -- Check out the Full Video Version of this episode on Facebook and Youtube.
Using videos to market your practice is one of the most engaging and compelling ways to market your practice. But videos are challenging and scary for most people. You know the benefits and power of video... but you are scared to engage in it. The majority of the time, you are scared because: * You think you look and sound terrible * You don’t feel like you have something worth to say * You don’t know what the best equipment to use In this episode, I am going to show you 5 simple steps to help you create videos with more confidence and certainty. 1. Know. Trust. Like. 2. Path to 52. 3. The Expert Advantage 4. Lose the scripts. 5. Flip the spotlight. Let’s get into it! -- Check the Full Video Version of this episode on Facebook and Youtube.
Training your team is one of the most essential processes in every practice. But most chiropractors have never been TRAINED to TRAIN the CAs. We often fall into the following traps of training: * Tell them once and expect it done * Think they can read your mind * Train them only on the process and not the WHY These fundamental mistakes of training leave you both frustrated. You are frustrated that they are not “getting it”. They are frustrated because they don’t understand it. Training any team members will vary based on personality, the difficulty of the tasks, and the method of training you use. Here are 3 simple steps to help you train any system or skill to any team members, so they GET it, USE it, and TRAIN others with it. -- Check out the Full Video Version of this episode on Facebook and Youtube.
Most of us are always looking for ways to upgrade our business or our life. We are continually seeking NEW and INNOVATIVE ways to improve our skills, marketing or experience. We often look beyond the obvious. Or we WAIT for the most convenient time to UPGRADE. So we wait… and wait. Years pass by, and the constant YEARN for things to be BETTER stays consistent. And so does the results of what you crave for too. Upgrading your practice doesn’t always involve “adding” something. Sometimes - it is about what you have to “let go” first. -- Check out the Full Video Version of this episode on Youtube and Facebook.
The most significant mental shift you can make in practice is to “Be the Prize”.
Have you ever chased after new patients, or ever compromised your recommendations? (I have.) I was chasing the prize.
When you are chasing the prize, you lose the most crucial ASSET you have: IDENTITY.
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A few weeks ago, I received a great question from a new grad Chiropractor in the US, and she asked me this…
“When should I hire a coach?”
In my experience, what she is really asking is…
“I want a coach… but not sure I can afford one. What should I do?”
It’s a great question.
I am biased being a coach… but I do believe that we should always be investing in ourselves no matter what stage of life or career we are in.
IF…
The top athletes in the world (in any sport) have coaches (strengthening coach, nutritional coaches, skill coaches, and team coaches)…
The top musicians in the world have coaches (singing coaches, voice coaches, business coaches, etc.)…
The top executives in the business world have coaches (mindset coaches, life coaches, strategy coaches, etc.)…
And assuming you are a person who wants to become one of the best in your field… you should have a coach at some point in your career.
Personally, I have 3 coaches.
1 in mindset.
1 in business.
1 in strategy.
Why three? Because each of them provides me with a different perspective in my life and business that I strongly VALUE.
But what if I can’t afford one?
Investing isn’t always about money.
Investing in coaching requires three things:
1. Time
2. Energy
3. Money
In this episode, I am going to breakdown how you INVEST the most appropriate ASSETS that you currently have into receiving the highest VALUE of coaching that is available to you. And I will show the steps on how to approach what type of coach you need right now.
PS. If you are a new grad, student, or a chiropractor who wants to grow from Zero to 100 patients/wk in the next 90 days. I am putting together a free 90 academy LIVE for you. No charge. No catches. Just providing free training to help you.
You can register here: www.laurencetham.com/academy
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Difficult conversations are hard.
Because it usually starts with a conversation with yourself.
It's hard work.
It's challenging to consider that you "may" be wrong.
It's challenging to consider that your thoughts may have a hidden bias.
It's difficult to accept that how you see the world is NOT the way others see it.
That's what I have been trying to understand.
Seeing how I can do better in LISTENING.
Before we can truly understand or judge another, we need to first walk in their shoes.
See the world in their eyes...
Through their filters.
Otherwise, you are judging based on your own filters, experiences, and bias.
In the recent weeks concerning Black Lives Matter Protests that have swept across the world…
I have felt helpless, scared, and not sure what to do.
What is appropriate, what to say or not to say.
It's easier to hide.
It's easier to just ignore (and wait for the next news cycle).
It's easier to just pretend that everything is ok….
because it DOESN'T affect me.
That's the luxury that most of us have.
We can choose to look away.
Walk out of the room and pretend that's happening somewhere else but not where I live.
Walk away knowing that there are bad people in the world, but I know I am not.
That's comfortable.
But for me, I feel a bit different about it.
I feel compelled to do something different.
To do what is HARD instead.
But that means I have to start with LISTENING…
and try to understand.
So I decided to reach out.
Reach out to friends in the profession.
And ask them to share on my platform with you.
To walk for a moment in their shoes and try to see the world in their perspective.
This is not a Chiropractic issue (or is it?)
But I wanted to share their message so that our profession can maybe learn that it just might be.
I am so grateful for Sophie McDermott, Shara Fergus Neufeldt and Dean Blackstock...
for their courage to speak up
for their willingness to share
and for being honest with their emotions and thoughts during this time.
I hope you enjoy this entire conversation. It's a meaningful conversation for us to listen to.
The title of this episode was inspired by a blog post by Seth Godin:
Listening is difficult
"Hearing happens when we're able to recognize a sound.
Listening happens when we put in the effort to understand what it means.
It not only requires focus, but it also requires a commitment to encountering the experience, intent and emotion behind the words. And that commitment can be scary. Because if we're exposed to that emotion and those ideas, we discover things we might be avoiding."
Seth Godin
Thank-you Seth for summing up this so beautifully.
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There is plenty of advice on how to grow your practice... but does it APPLY to you?
The key to any advice is CONTEXT.
If you apply an idea that is too advance or too basic for what you need, you will waste valuable time and energy (and money).
As you strive to become more successful in practice and as a practitioner...
You need to remember what got you to where you are today won’t necessarily help you get to where you want to go next.
You need to seek to understand:
1. where you are
2. where you want to go
3. and what stands in your way
Let me share with you the 4 Stages of Practice growth:
1. The Start-Up Practice
2. The Plateau Practice
3. The Profit Practice
4. The Freedom Practice
Once you understand where you are on this path, you will begin to search for the right strategies to help you get your desire stage faster.
And if you are looking for help to get to Profit or Freedom Practice... PM me.
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Ineffective Leadership leads to chaos and disharmony.
It leads to distrust and mismanagement.
And ultimately leads to uncomfortable conversations and decisions.
Leadership requires more than strength or maintaining relationships.
It requires a lot of courage and focus.
And healthy, decisive actions and sacrifice.
It’s never easy to be a leader.
Every action, decision, and behaviours are open to criticism.
Some choose to be leaders, while others are thrust upon it.
And sometimes we don’t have a choice.
As a practice owner or a chiropractor, you are stepped into a role as a leader.
A leader in your business,
A leader in your community,
A leader in your profession.
Whether you want to or not, you have a responsibility to effectively LEARN to be a better leader.
Because when you learn to lead, you create an opportunity to create the IMPACT you desire.
But you must first learn to LEAD yourself.
Here is a Leadership Model that you can consider.
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Winners fail often.
But they also know HOW to fail.
It’s not just about learning or dealing with failure.
It’s just as important to understand the TYPE of failures to RISK.
They never risk failures that will take them out completely.
Winners play to WIN another day.
Here is the Winner’s Mindset:
1. Fail Fast.
2. Fail Forward.
3. Fail Firm.
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“Profit” is essential for every business.
Profit allows YOU to advance your purpose, mission, and just cause.
Without it, you have no business and therefore will never create the IMPACT you desire.
“Profit is NOT the mission. It is fuel FOR the mission.” - Jame Tonn
So how do you create a “PROFIT PRACTICE”?
In this episode, I want to simplify the steps and thinking about what a Profit Practice is and the shortest path to get there.
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Have you ever wondered if what you do makes any difference to the world?
Most have an internal drive to make an IMPACT in some capacity.
Large or small.
However, over time, we start to divert ourselves from this initial purpose.
We start to chase money because of necessity or desire.
To pay bills, staff and to live life.
The stress of maintaining and running a business often pushes our altruistic goals further down our value systems.
We begin to compromise.
Compromise our care plans and recommendations.
Compromise our standards on staff hiring and training.
Compromise our own happiness and fulfillment.
We begin to lose sight of Vision and Purpose.
You can’t fix this with a Vision, Mission Statement, or a Statement of Purpose.
Personally, I find 95% of these statements are words that don’t mean much. They use words that sound empowering, and you would never be able to tell the difference between one business from another.
They become “Words without action”.
This is how I felt when I was in practice.
Lost.
Confused.
And Lacked direction and clarity.
I began asking questions...
“What is my responsibility as a practice owner?”
“What is my responsibility as a Chiropractor?”
“What is my responsibility as a human being?”
During this journey of discovery, I began to see where my responsibilities lied.
As a business. As a practitioner. As a leader in my community.
And I saw there are 3 primary responsibilities in any business.
In this episode, I will show you how to make better business decisions and create greater clarity once you understand these 3 primary objectives:
- Primal Purpose
- Develop People
- Generate Profit
It will help you create a BALANCE of priorities and give you a clear path to make a better practice and business for you and your family (without compromising any of your values).
This is where Leaders lead...
Know your responsibilities.
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When we graduate, you are filled with hope and aspirations.
You are fueled with passion and hunger to pursue the career you have been studying for. You are excited to finally get out there in the REAL world to make all of those sleepless nights worth something.
You jump at the opportunity to go after your dream...
Sacrificing to pursue success...
Thinking to yourself - that this feeling will never end!
“I will be adjusting to the day I die!”
That was me. (And this could be you too).
That feeling didn’t last.
Fast forward a few years... that fire , that hunger, that drive... has dwindled into a simple flame on a match stick. Barely lit and ready to be blown out entirely with a simple gist of wind.
This is the GRIND.
The grind of doing the same thing every day, and not sure if you were really meant for it.
You have lost that initial spark, that passion in you.
You think you are hiding it well from your patients and everyone around you...
But the truth is - everyone feels how miserable you are.
This is when practice becomes a JOB.
A job that pays the bills.
A job that makes sense.
A job that still helps people... right???
Is there a better way?
Can I do something different?
In my experience, it is easy to feel this way when things are not going right. But you can quickly feel like this when everything in practice is going WELL too.
This is irrelevant to the “success” that you may or may not have.
This is about finding that SPARK again.
If you have felt this way... this video is dedicated to you.
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In the past couple of months, businesses in all industries have been rocked by heavily.
The major fear that most chiropractors have is in the “unknown”.
Not knowing when patients will come back.
Not knowing if practices will go back to normal capacity.
Not knowing how patients will respond in the new normal.
Rebuilding a business is a very challenging and daunting climb.
It will require you to find mental and emotional strengths to overcome those fears.
The opportunity that we all have is REBUILDING a practice that is better and more ALIGNED with what’s important to us.
The more chiropractors I meet and coach, I start to see that most chiropractors are not always looking for more growth and scale. It is more about ALIGNMENT and FREEDOM. They are looking to working smarter not harder.
Here are the “ABC” concepts to ensure a successful rebuild…
Align your Results
Be Responsive
Connect the Process
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