Chiropraxis skalieren: Wann Tempo halten, wann pushen

0:00Unternehmer/Gast Hey, Alex. How you doing? >> What's up, man? All right, talk to me. >> What's up, man? Dude, this is uh Sonia. This is Dr. Sonia Deservich. Man, I'm a chiropractor. Been two years in so far. Seven years as a total chiropractor. >> And um yeah, man. I'm just trying to figure out like, okay, when I build momentum this year, and it's like, okay, how do I know when to keep going for more? How do I know when to just keep the momentum that I'm at, not overstretch? because I made a mistake earlier this year and I'm just writing the lows ever since.

0:31Alex >> Like when do you >> What was the mistake? >> Yeah, >> I started diving into mentors, sales coaching, uh marketing on Facebook. I'm just getting in all these expenses just trying to grow from the revenue I got. >> Okay. Well, I wouldn't Well, first off, I'll say this. >> If you pay one-time expenses in order for you to learn, I wouldn't see those as losses unless you learn nothing. If you learn things that are just you need to put into place in the business and they haven't fully come to fruition yet, I just see that as an investment. So, I just wouldn't frame it that way. Like thing one.

1:00>> Okay. >> Um, second thing, uh, are you at full capacity at your existing location? >> Uh, no. I was at I'm not. No. >> Okay. Got it. So, do you know how to advertise to get leads? >> I've had some help from other marketing companies. >> Okay. Um, I think it's worth you learning for yourself if you want to like if you want to be in this in the because like the transition that you have to make right now and this is a bit of a decision for you which is like do I want to be an artist or do I want to be a businessman and there's nothing wrong with either of those but you have to make a choice.

1:37>> Okay, >> it's let me give you let me give you a totally different example but it'll it'll illustrate the point. So let's say that you're really good at making leather wallets. All right, and let's say you're a craftsman and so you make these leather wallets, people start wanting them. You keep making more leather wallets. Um, there's two success paths. Success path one is like you just love making wallets, but you have more demand than you have time. And so you keep doing a good job and people keep wanting them. And so you can only make 10 wallets a day or whatever your, you know, your math is. And then all you do is you keep raising the price because you have more demand than you can than you can handle. Keep raising the price.

2:08And that is to me the path of the technician is the path of the artist. The other path, and there's nothing wrong with that, and you can make a ton of money doing that. The other path is the path of businessman. He says, "Okay, uh, you know, I I have these these leather leather wallets. Um, I can hire other people to make these wallets for me. I'm going to train them up or I can build machines that can do this with automation. I'm going to build a manufacturing line that can make these wallets even better than I could at, you know, a faster rate. And I can do it because I'm buying in bulk. I can buy, you know, materials for half the price.

2:40And then all of a sudden, he becomes a businessman, right? But all of a sudden, you're like, "Wait, I was a wallet guy. Why do I have to learn manufacturing and supply and and all this other stuff? It's like, well, it's because it's a different game. And so, I think for you as a chiropractor, you have to make the call. Do I want to be a businessman or do I want to be a chiropractor? Do I want to be a technician or do I want to be in the game? >> I think I've been I went from being the artist to let me switch to businessman.

3:07And then I'm like learning the hard way. And I'm like, I think I want to go back to being artist. >> The hard way is the only way, >> dude. It's the only way. How long did it take you to learn to be a chiropractor? >> Yeah. >> Uh, breaking up a bit. Say it again. >> I said, how long did it take to learn for you to learn to be a chiropractor? >> I seven and a half years. >> Right. And business isn't any different. If anything, there's more stuff. >> True. I'm only two years in, so I'm waiting for that third year to five.

3:35>> Yeah. I promise you I prom I'll promise you this, and I I hope we have a great call back. So, I'll see if we put a note a note on this. I promise you that when you're five years in, if you keep at it, that's the big caveat. If you keep at it, you'll grow >> if that's what you want. >> If you keep at it, >> all the money I had from all my gyms went to zero after five years. >> So like the only thing that's the outcome of this is your skills. That's all. And you're used to investing in education. So I don't think there's anything wrong with that.

4:03>> Okay, cool, man. >> But with regards to like all we have to do for your business, though, like like let me zoom all the way out for like how do you make this thing successful? >> Yeah. the the end state of what this looks like for you is that you nail your individual model um with a way to have very sticky customers, option one, or option two, you find a way to charge as much as humanly possible. I've really rarely seen chiropractors who succeed um in any other way. They either have a very very good recurring model that people don't stop or they charge five $10,000 for more specialized you know neuropathy blah blah blah you know that kind of stuff. Um and they sub specialize in the things that people are willing to pay a ton of money for

4:47Alex >> and they sell you know year-long service packages with supplements and things like that. So those are the it's like either ultra high ticket or you build something that has really high stick. Once you nail that model, >> then like I'm telling you the skills that you're gonna have to learn. That's thing one. Thing two is and in learning that you'll have to learn how to generate leads and sell them, right? Um after you've done that part, then uh you're going to have to learn the game of attracting talent and you'll probably have to give up, call it 10%ish, maybe 20, uh of the single location to get another chiropractor in there who's motivated enough to continue to work as hard as you will to make sure that the service quality is high. And then at that point you'll ascend into the M&A game which is either and I would recommend given the nature of the business that you're in I would probably go via the M&A route rather than build.

5:32So I'd rather just buy just f it's so easy to find chiropractors that are you know that will sell their businesses for basically zero. Um that it's easier to just retrofit them. Um and then that would be once you're in the game game. But that might take five to seven years and that's okay. >> I'm being real. >> There's a joke there's a joke I made. Once you're done with medical school, you what? Get paid the big bucks like what? 10 years later. So I'm like what? Two years away from that. Three years.

5:59>> Yeah. You make the big bucks a decade later. Yeah. >> Yeah. Yeah. Same. Same. No, >> man. Got it, man. I'll stay in the game. I'll do my best. >> All right. I appreciate you, man. Thanks for calling in. >> Yeah. Thank you. Thank you.