April 27, 2025 • 28 mins
Welcome to the KC CHIROpulse Podcast.
This week’s topic: The Law of Attraction in the Chiropractic Practice
The KC CHIROpulse Podcast is designed for Chiropractic professionals ready to elevate their practice to new heights, and is hosted by Kats Consultants coaches Dr Michael Perusich and Dr Troy Fox. Michael and Troy are both seasoned experts in Chiropractic business development. This podcast provides invaluable insights and actionable strategies to help you create a flourishing and sustainable Chiropractic business.
In this episode, we discuss:
- What the Law of Attraction is all about
- Why this law can be so important to practice success
- How attracting the right patients to your practice is important
- Why the wrong types of patients can limit your profitability
- …and so much more…
In each episode of KC CHIROpulse, we delve into crucial aspects of building a successful Chiropractic practice, covering topics such as establishing a strong foundation, adopting a patient-centric approach, mastering marketing techniques, achieving financial fitness, fostering effective team building and leadership, integrating technology and innovation, and navigating common challenges in the field.
Whether you're a seasoned chiropractor or just starting your practice, the KC CHIROpulse Podcast offers a wealth of knowledge and personalized practical advice to help you navigate the intricate world of Chiropractic business. Join us on this journey as we explore proven strategies, share success stories, and connect with industry experts to empower you in your pursuit of building a thriving Chiropractic practice.
Don't miss out on the latest insights and expert guidance. Subscribe now and unlock the secrets to taking your Chiropractic practice to the next level. Your success is our priority at Kats Chiropractic Business Advisors.
DISCLAIMER: The information presented in this broadcast is for educational purposes only and is not intended to offer legal, investment, accounting, or medical advice, and represents the opinions of the speakers. Seek the consultation of a professional for advice in those areas. And remember…your results using this information may be different than described.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Dr. Michael Perusich (00:09):
Doctors, are you attractive to your
patients?
Hi everybody.
Welcome to the KC ChiroPulsePodcast, brought to you by Kats
Consultants and Chiro Health,USA.
Your hosts today are Dr.
Troy Fox.
Troy, good to see you andmyself, Dr.
Michael Perusich.
Troy you brought this up prestudio today about this whole
idea that the kinds of patientsthat we bring into the practice,
(00:32):
and I'm gonna let you expound onit here in a second, but the
kind of patients that we bringinto our practice are the kinds
of patients that are attractedto us.
Not because we're good looking,but we are.
But anyway it's that law ofattraction that we all know
about and, whatever you put outin the universe is what you
attract back in.
It's really a cool phenomenon.
So tell every, tell everybodywhat Bridget told you today.
Dr. Troy Fox (00:55):
Yeah.
First thing's first.
Bridget's always right abouteverything.
And so first thing Bridget saidis every chiropractor out there
needs to shave their head baldand by some self.
Tanner, I.
To look more like me.
No.
So here's what Bridget said.
She said, you need to quitdwelling on those patients that
quit you because sometimes theyquit you for a very good reason.
(01:16):
Yeah, they weren't a good fitfor you in your practice.
So you may have a practice wheremaybe you're doing insurance and
maybe you spend a ton of timewith adjustments, soft tissue
treatment.
Rehab, maybe you're doing allthat stuff and you've got a high
value per visit client base, ormaybe you're like me and you're
(01:37):
a cash practice, which we have alow value per patient base, but
we see more patients in an hour.
And the type of patients thatare attracted to me are twofold.
Number one, those thatunderstand why they're getting
chiropractic care.
Number two, those that valuetime.
Rather than my time.
(01:58):
In other words, they value theirtime in getting an adjustment
and getting out the door to geton with their day.
And they're actually verythankful that I'm on time and
that I only take a few minutesto adjust'em.
They don't wanna be in there for30 minutes with me because
that's the type of patient I'veattracted.
So I attract that time of typeof patient into my practice and
as a result, I run a little bithigher volume, but I run a lower
(02:22):
cost per patient.
And so the value is the same asif I spent 30 minutes with the
patient.
And and so patients tend toattract to that kind of thing if
that's what they want.
Now, I had a patient the otherday quit me, and this is how
this discussion started.
Why did they quit me?
She said she's a female.
(02:43):
And she felt like she was notheard.
And I laughed because I waslike, I remember the visit.
I remember her talking to me andit going on forever.
It was not about chiropractic,it wasn't about anything
important, and it was the samething she does every time she
comes in, strikes up aconversation and wants to have
(03:04):
an in-depth conversation aboutsomething that I can't, I have
no marketable service to her.
I'm just giving free advice.
And.
I don't have time for that, andso I tried to be cordial, but at
the same time, I'm not gonnaentertain a 15 or 20 minute
conversation.
So what happened was, is Iprobably stood the table up and
(03:25):
stood beside the table andwaited for her to get on said
table so I could lay her down orat least hit the button so it
would start down, so I couldopen her note and get going and
what she saw it as, I don't feelheard.
He's ignoring me.
He just wants me to get on thetable.
You know what?
There's some truth to that.
(03:46):
And so I did not attract her.
I repelled her.
So that's my story.
And there's a lot like that.
I have patients that absolutelylove me because of the way that
I practice.
And there are patients that youcould pull the town that I'm in,
and there are patients thatwould say, I'd never go to that
guy.
Sure.
Dr. Michael Perusich (04:04):
I figured maybe you would, you sent her on
her way because you didn't useyourself Tanner that day.
Dr. Troy Fox (04:09):
Exactly.
My head
Dr. Michael Perusich (04:10):
was too wide.
No.
And this happens to all of us,and in the beginning of
practice, you want every spineyou can get coming in the door.
But as time goes by, after ayear or two, you should be
really.
Zeroing in on who is my clientbase, who's my patient base?
Yeah.
Who do I wanna attract?
And you always want to try toattract like-minded people.
(04:32):
And you just touched on it, inyour practice you wanna attract
people who find time to be avaluable commodity and they
don't want to come in for a 30minute visit.
They want to come in for a 10minute visit.
And that's great.
And my practice was the same wayand I.
So I didn't attract that patientthat wanted an hour long session
(04:52):
either.
Just didn't happen.
And, every once in a while you'dget one and you can just feel
it.
Oh yeah.
And try as you might, you'renever gonna develop a good
relationship with that person.
And so Bridget's you're betteroff to let that patient go.
Allow them to find the placewhere they are attracted to,
where they are magnetized torather than being repelled in
(05:15):
our business.
Dr. Troy Fox (05:16):
Yeah, and a lot of you guys are in metropolitan
areas and the type of patientthat we're attracting in our
practice is ex, they're yourcorporate get go-getter types.
Yeah.
Fast movers.
And I love fast movers.
They're also very smart.
They make educated decisionsquickly and they're like, let's
go.
Money is usually not the object.
Time is the object.
(05:37):
And that's the type of patient Ilike to have in my practice.
And you'd be amazed how manywomen are patients of mine
because there are so many womenin corporate America that are
such really good decisionmakers.
Sorry guys.
But I honestly think women do abetter job in a lot of cases.
Way better.
Men learn to be communicatorsand decision makers, but women
(05:59):
are born with it.
Dr. Michael Perusich (06:00):
Yeah, they really are.
They're born leaders.
They really are.
But, and the flip of this istrue as well.
If you're a practitioner whodoes a 30 minute session or an
hour long session with patients,we're not telling you one is
better than the other.
Just'cause we practice one way.
It doesn't mean you can't makeit work another way.
That's great.
So if you're that.
Practitioner that does 30 minuteappointments, you're not going
(06:22):
to want to try to attract theperson that wants to come in,
get adjusted and is right backin their car in five minutes.
That's not going to be a goodfit for you.
And there's other things.
There's not just time, there'sconditions.
What conditions do you not liketreating?
Because if you're trying totreat something, mine was knees,
for whatever reason.
I just never, like knees.
(06:43):
I'm not sure what God wasthinking when he stuck two bones
together.
Said, let's put all your weighton it and we're gonna hold it
together by four rubber bands.
I don't know.
Just doesn't make sense.
But thank
Dr. Troy Fox (06:51):
God, thank God it wasn't spines that you don't
like
Dr. Michael Perusich (06:54):
treating.
That would, that might've beenan issue.
Yeah, that might've been anissue.
For, so most of my knees, Irefer to other providers.
Because I learned early on thatbecause I didn't like them, I
wasn't doing a good job.
And so I was literally repellingthose patients away from the
practice.
And what happens when you repelsomebody?
Oftentimes they might go out andthey might say some bad things
(07:14):
about you.
They might, they're probably notgonna have good press about you.
So we wanna make sure that we'reconstantly thinking about what
could this patient be sayingabout me?
I'm a public, and if we're notattracting the right person, the
right condition, whatever itmight be, then we're going to be
creating a lot of repellent andit's gonna get out in the
(07:37):
community and you're gonna loseyour reputation.
Dr. Troy Fox (07:40):
Now you're always gonna have a few people, so
don't always, don't freak outbecause you're gonna have a few
people that are, and I will saythey are vehement detractors.
There will be a few that arevehement detractors.
Dr. Michael Perusich (07:51):
Yeah.
Dr. Troy Fox (07:52):
And they will tell everyone within reach, don't use
this guy or gal.
Yeah.
It happens.
It's painful.
And the problem is, I know whomy detractor is, and that person
is responsible for where theyare at.
But they wanna lay the blame onme.
And the problem is when you'rediabetic, you're overweight, you
(08:15):
have bad knees, you think thatyou can hand yourself to me like
a VCR and I'm gonna fix youbecause that's how old this
person is their VCR Age.
They're old enough that, butthey're also old enough and
smart enough to realize it'stheir body and they have to take
some responsibility for it.
But.
That didn't seem to matter inthis case, so guess what?
(08:35):
I'm stuck with it.
Yeah, I'm stuck with it.
And they are where they're at.
So sometimes as a repellent.
But here's the thing, realizethis.
If you repel one or two peoplethat s squawk really loud about
you, they're probably squawkingreally loud about their least
favorite fast food restaurant.
Their least favorite dentist,their least favorite
(08:56):
optometrist, and some people
Dr. Michael Perusich (08:58):
are just that way.
Dr. Troy Fox (08:59):
And the pastor of the church that they go to, and
everybody hears it and goes, ohmy gosh, they're at it again.
Yeah.
And guess what?
The people that heard them saythat go, oh.
Fox.
Oh, I'll give him a call thenonce they hear.
Yeah.
Literally.
So that has the opposite effect.
I've had people say, oh, I go tochurch with so and that's that
(09:19):
person.
Yeah.
And I'm like, whoa.
So it's any, when they say anypress is good press,
Dr. Michael Perusich (09:25):
right.
Dr. Troy Fox (09:26):
Sometimes that's very true.
Even though this person'stalking smack on Facebook in a
in a group.
The thing is within that whenshe says, I.
Hey, I wouldn't use thisindividual.
Unfortunately, the people thatgo to her church are hearing my
name and they're calling me.
Dr. Michael Perusich (09:44):
Yeah.
Hey, we gotta take a quickbreak.
Excuse me.
We gotta take a quick break,hear a word from our sponsors.
We'll be right back.
But I'm gonna tell a couple ofstories when we come back, so
we'll be right back.
Hang in there.
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Dr. Michael Perusich (10:58):
All right everybody.
Welcome back to the KCChiroPulse Podcast.
We're talking about the law ofattraction in your practice, and
we're talking about the factthat sometimes we can actually
repel people out of the practiceand not be very attractive to
some people, and there aredifferent reasons for that.
But you mentioned something thatjogged my memory.
You said, don't worry about it.
(11:20):
We are going to repel somepeople.
So yeah, I had a boss one time.
This is back in my investmentbanking days.
I had a boss who always said, ifyou're not making somebody mad,
I.
You're not doing your job.
Yep.
And all he meant by that, hedidn't mean go out and make
everybody mad.
He meant you gotta always bepushing the envelope just a
little bit.
And we talk about that sometimesyou gotta push that envelope a
(11:41):
little bit.
And so I had a patient one time.
I thought she was gonna be thissweet little old lady, but man,
when she opened her mouth, itwas like nails and barbs and
darts and things that came outof her mouth.
She was just meaner and a wetsnake.
Dr. Troy Fox (11:55):
Right.
Dr. Michael Perusich (11:58):
One day.
She called me a used carsalesman, and she caught me so
off guard and I was like, Idon't even know what to think
about that.
And I thought about it theentire rest of the day, and I
guarantee you it affected everypatient encounter I had for the
rest of the day.
So somebody says something sillyto you like that, don't wear it
around all day or all week.
(12:20):
But I went home that night andI'm like, all right, she's
coming back in tomorrow.
I'm gonna approach thisdifferently.
I started talking and my usualtable talk and I started
talking.
She said, Nope, there it isagain.
You're just a used car salesman.
And I said, okay, time out.
Why are you calling me a usedcar salesman?
Because I came in here to getadjusted.
(12:41):
And all you wanna do is talkabout getting adjusted.
Okay.
Okay.
Word to the wise, sometimes wehave to learn who our patients
are before we know if we'regoing to be attractive to them.
Dr. Troy Fox (12:55):
Yeah.
And you, at times when you'retrying to talk the talk will, I
had a patient look at me and hegoes, literally the sa almost
the same type of thing.
Yeah.
So he can call me a used careersalesman, but he said I came in
here today and I'm reallyhurting.
Could you quit talking and justadjust me?
And here I am trying to convincethe guy about what kind of care
(13:15):
that he needs and what he reallyneeds is for me to adjust him
because he's hurting.
Dr. Michael Perusich (13:20):
Right.
Dr. Troy Fox (13:20):
And I didn't read the signals right.
So now I righted the ship onthat one and everything was
good.
Here's one I didn't write theship on, and you've heard this
one before.
So I had a gal that came in lowback pain.
She's been to a couple otherchiropractors not gotten any
results.
Can you help me?
We can try.
I'm gonna put you on a shorttreatment schedule and we're
gonna start working with you.
I do.
She starts improving.
(13:41):
I'm like, fantastic.
I'm thinking I'm a rockstar,right?
Because where other peoplefailed, I succeeded not to
trample the heads of any otherchiropractor.
'cause guess what?
There have been people that havesucceeded where I've failed at
times too.
We all adjust a little bitdifferently and thank God what I
did was helpful.
So I and hey,
Dr. Michael Perusich (13:59):
In your own clinic, you're the best.
Dr. Troy Fox (14:01):
Yeah, absolutely.
So I I'm working with her.
She's getting better.
It's great.
I'm on like visit three or four.
Next thing I know, phone call.
And this is like my fourth yearin practice.
I hadn't been at it very long,but I was seeing a large volume
of patients.
Thought I was somewhatimportant, right?
Phone call I'm not coming backin there, she says, and our
(14:21):
staff is but are what's going onare, is there something that
we've done wrong?
No, I'm just I have a friendthat told me that if I get
adjusted more than one time,that whoever's adjusting me is
basically a shyster, that's notthe word she used.
And my staff goes, weren't yougetting better?
And you didn't get better withthe other chiropractors?
Yeah, but my friend says that Ionly need to be adjusted one
(14:44):
time.
So literally this turns intokind of a, she brings a check in
because the girls finally said,this is back when we still.
Carried people's balances.
The girl said you need to bringus money then.
You need to pay off our account.
So what she does is she bringsher money in and she writes in
the memo Con job.
So I do remember the story.
(15:06):
I wasn't in the mood for it, soI said, give that check.
So I walked back to my officeand I called her directly and
basically told her, I said, Hey,I got your check today.
Appreciate it, but that won't benecessary.
And I start tearing it up overthe phone.
She's what are you doing?
I said, you wrote con job on thememo.
I said, I don't need your money.
I was trying to get you betterand I was trying to help you.
(15:27):
And regardless of the fact thatyour friend thinks I only, so
here's the moral of the story.
You're gonna have people thatare going to listen to their
friend that knows one, 1000000thof what you do about how the
human nervous system works, andthey're gonna believe them.
Yep.
Relatability.
And they're close to'em, right?
You're not gonna win thatbattle.
(15:47):
So when that happens, guesswhat?
The laws of attraction just flewby like a seagull and pooped on
you.
It's gonna happen, I dunno ifany of you has any, have you
ever been pooped on by a bird?
Dr. Michael Perusich (15:59):
A actually, yes.
I got a great story about that.
Dr. Troy Fox (16:01):
Okay.
So I have too, I was driving,this bird nailed me while I was
going 30 miles an hour with myarm hanging out the window and
pooped on my elbow.
What an accurate pooper.
But anyway.
How cool is that, that he hit mefrom a hundred foot in the air
with me going 30 miles an hour?
Dr. Michael Perusich (16:16):
It's law of attraction.
The bird was attracted to you.
Dr. Troy Fox (16:18):
It is.
He was attracted and other timesyou attract just poop, right?
And that one was just poop andit wasn't gonna turn out any
better than it did.
And quite frankly, me tearing upher check probably mitigated her
talking a bunch of trash on me.
But it didn't stop the situationfrom being one where I gave away
free services because I tore acheckup and basically gave her
(16:41):
free care.
You gotta make your decision anddraw your battle line.
So let's hear your bird poopstory first.
Dr. Michael Perusich (16:47):
Okay.
So I was speaking at a bigchiropractic event in Vancouver,
and this is Jo was with me, soit was a long time ago.
I, it was like an a CA event orsomething.
And anyway.
Yeah.
They oftentimes take thespeakers and the dignitaries out
to dinner.
And we were at this beautifulseafood restaurant,
Dr. Troy Fox (17:05):
Uhhuh
Dr. Michael Perusich (17:05):
on the right on the edge of the wharf.
So we're sitting out over thewater.
It's Vancouver, it's chilly atnight.
Yeah.
And so they had all the big, thebig umbrella heaters out there
and
Dr. Troy Fox (17:14):
Yeah.
Dr. Michael Perusich (17:15):
And there were seagulls flying around.
Dr. Troy Fox (17:17):
Right.
Dr. Michael Perusich (17:18):
And all of a sudden I'm watching the
seagull out of the corner of myeye and he goes to land on one
of the heaters, Uhhuh, and nomore than his poor feet touched
that.
And he starts squawking.
Dr. Troy Fox (17:32):
Oh no.
Dr. Michael Perusich (17:33):
And let go of everything he had in him.
All over me, all over Jo.
All over dinner.
Oh, no.
And apparently it must havehappened.
It must happen a lot because thethe wait staff comes running
over, the manager comes runningover.
They're cleaning everything upimmediately, paid to have my
(17:54):
suit dry cleaned and oh my God,it was all good.
But it was, it was definitelywasn't hungry after that.
Dr. Troy Fox (18:01):
I have nothing to even come close to rivaling.
That could be the best storybecause I could visualize the
bird's sizzle on his little feetand then, and you heard
Dr. Michael Perusich (18:09):
them sizzle.
Dr. Troy Fox (18:12):
It was really traumatic and we think our lives
really, it was
Dr. Michael Perusich (18:16):
traumatic, right?
It was.
Dr. Troy Fox (18:18):
Stuck when we lose a patient, that bird burnt his
feet off.
Dr. Michael Perusich (18:21):
Yeah.
And so you're gonna have, inpractice, I'm gonna draw an
analogy here.
You're gonna have, in practice,you're gonna have seagulls fly
in thinking that you're theplace to land and they're just
gonna wind up, possibly justpooping all over you.
And so we have to try toidentify those situations as
quickly as we can.
(18:42):
And you'll have other scenarios,like I have this one patient.
Love her to death.
She was a sweet person.
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Dr. Michael Perusich (19:06):
But wow.
Could she talk and, like you,I've got this very fast paced
practice and I've got sixminutes to turn this patient.
Yep.
But she wants to talk for 20.
So I had to train my staff I'llgive Marissa credit here.
Marissa trained our staff tointerject When I had a patient
(19:27):
like that with, Hey Doc, I havean emergency.
I need you to take care of.
Hey Doc, there's a radiologiston the telephone.
I need you to take this callreal quick.
Or, something to disengage mefrom the patient.
And so by, by good fortune, thisis a patient that would come in
every week, and I, she reallyprobably shouldn't have been
(19:49):
part of the practice because shewasn't our kind of patient.
But she was so nice and she cameevery week, and I don't think
she ever caught onto the factthat we were actually dragging
me out of the room every timeshe came in.
Dr. Troy Fox (20:03):
Hey.
And if she doesn't figure thatout, then she could be a fit for
the practice.
You ought to mix it up everyonce in a while and say the
POTUS is on the phone.
Yeah.
Every once in a while can't be aradiologist every time, or she's
gonna start worrying that eitheryou have cancer or every patient
of yours has cancer
Dr. Michael Perusich (20:18):
Or doctors, restaurant in Vancouver
on the phone, they have aquestion about a seagull.
Dr. Troy Fox (20:24):
There you go.
Definitely this is a topic thatI think hits most chiropractic
families,
Dr. Michael Perusich (20:30):
It does.
And I want to we definitely needto take another break, but I
want to come back and I wannatalk a little bit about how you
create this and how that law ofattraction really can play to
your benefit in your practice.
So we're gonna take a quickbreak.
We'll be right back.
Everybody, we are back.
You're listening to the KCChiroPulse podcast.
(20:52):
We're talking about the law ofattraction, how it affects the
chiropractic practice, and Troy,I may have cut you off, so if I
did jump in there with whateveryou, I was just
Dr. Troy Fox (21:00):
gonna say, this affects families as well, so if
you guys, it does.
To this today, guys or gals, andyou're listening to this today,
I think this is a good one foryour spouse or your family
members to listen to as well, togain a greater understanding of
where your head space is.
'cause sometimes.
Spouses get it.
Sometimes they're like, I don'tlike to see my husband or wife
(21:22):
talk badly about and other timesif they're not involved in the
practice, they just wonder whyyou're grouchy or sad when you
came home.
Sometimes you carry things outtathere.
So I think it's a good one forfamilies to listen to as well
because it impacts the attitudein the whole household.
Dr. Michael Perusich (21:38):
Yeah.
You know what Jo's response waswhen I told her the patient
called me used car salesman,
Dr. Troy Fox (21:42):
right?
Dr. Michael Perusich (21:43):
She said quit acting like one.
Dr. Troy Fox (21:46):
Exactly.
There you go.
Dr. Michael Perusich (21:48):
Thanks.
That's spousal support.
That's right.
So if you guys out there, ifyou're familiar with the law of
attraction, if you're notthere's some great videos and
things out there about it Ihighly recommend that you watch
it'cause it's really aninteresting concept and whether
it's metaphysical or God-given,whatever it is, it works and.
Law of attraction only works foryou though if you're thinking
(22:10):
about it in a positive way.
So you have to know, again, Isaid this earlier, you have to
know who you want to attract.
You have to know what kind ofconditions you want to attract.
If you're a pediatric practice,you probably don't want a bunch
of retired people coming intothe practice.
That's just not the rightapproach.
So you have to really drill downand then.
(22:32):
You have to really know yourdirection.
You have to think about it, andyou have to think daily about
the kind of patient you want.
And so how do we figure thatout?
Part of it's just our personalchoice of the kinds of patients
we wanna work with, but we haveto put that energy out into the
universe.
And so I'll charge you with theidea of thinking about every
(22:54):
patient that comes in.
Think about who are they.
Why are they in your practice?
Why are they attracted to youand why are you attracted to
them?
What do they like about yourpractice?
And when you get some of thoseideas in your mind about why
current patients are coming inand why they're great patients,
then you will start attractingthose same kind of patients.
Dr. Troy Fox (23:16):
I think in addition to that as well,
there's another component we addinto this.
Once you've sat down and donethis yourself, the next staff
meeting, I challenge you to act,ask acts, ask your staff.
Ask your staff.
During the staff meeting, we're,
Dr. Michael Perusich (23:32):
we're not telling you to be violent,
Dr. Troy Fox (23:34):
right?
Ask your staff at the next staffmeeting, what type of patient
you guys attract into thepractice and why?
Yeah.
Get them involved, absolutely.
And what are we and what are wetrying to attract as a group?
Because as a group, if you guysare focused on that, when you
have that minute in the morningwhere you have a little pow wow
in the morning, in theafternoon, it's always good to
(23:55):
remember.
Hey, this is the type of peoplewe're trying to attract today.
Or, what's going on with thispatient?
Okay, this patient I think maynot be a fit for our practice
and here's why.
Let's keep an eye on this.
So you have to know what type ofpatient you wanna attract, but I
think you also wanna involveyour staff in that as well in
the long run.
Now, initially you may wanna sitdown and think your way through
(24:15):
it,
Dr. Michael Perusich (24:16):
right?
Dr. Troy Fox (24:16):
But eventually you want to get staff involved.
Dr. Michael Perusich (24:19):
Yeah, I think that's a great point
because our staff a lot of timessees things that we don't see,
and I can promise you from hereto zero that they're gonna have
some great ideas about that.
And they're part of the reasonwhy patients are attracted to
your practice
Dr. Troy Fox (24:34):
a hundred percent.
Because there may be a dualcomponent.
You may be running a really fastregimen in adjustment, but you
may have a sweet as honeytherapist.
That is talking to the patientsand just killing'em with
kindness on their way intotherapy.
Yeah.
And she's with them for 15minutes.
Dr. Michael Perusich (24:55):
Right.
Dr. Troy Fox (24:55):
And you're only with them for six.
Yeah.
So you may find that that, thatrest of your team actually is
the reason patients come and hasnothing or very little to do
with you.
Sometimes that's true.
Sorry to tell you that guys andgals, but it is true.
Dr. Michael Perusich (25:10):
I think that was true in my practice,
yeah.
I, my staff built amazingrelationships, lifelong
relationships with patients, andwhen I sold the practice and
moved outta town, patients werestill calling my, my staff and
asking'em questions and things.
We have to give our staff a lotof credit for how great our
practices are.
Dr. Troy Fox (25:28):
Because they're,
Dr. Michael Perusich (25:29):
They're a big reason for that.
Yeah.
So utilize that law ofattraction in your practice and,
believe in it and take action onit.
'cause it does require action.
And, you can use the law ofattraction on a whole bunch of
different things.
Reactivations is a great one.
When you go and you run thatreport of who hasn't been in for
a while and you're going throughit, be intentional.
Sit down with your staff and beintentional.
(25:50):
Stop on.
Every single patient name, say'em out loud, get that energy
out in the universe.
And it's weird, and I know youguys know this out there, when
you do that, sometimes they'llthe patient will pick up the
phone and call you.
Dr. Troy Fox (26:03):
We just did that this week.
Dr. Michael Perusich (26:05):
Yeah, it's crazy.
Dr. Troy Fox (26:06):
It's amazing.
Like I'm get I, like we justwent through all of our list and
we called the list to see ifthere's anybody we need to put
in active, who had we missed onthat thing.
And then we went through and weactually were done doing a
little reactivation drive andI'll be darned.
If we're not getting quite a fewphone calls, phone's been
(26:26):
lighting up all morning long.
Bridget just told me thismorning, and this is no joke,
but it's all people that we justwent through on the list.
Dr. Michael Perusich (26:34):
Yeah.
Dr. Troy Fox (26:35):
It's, isn't that crazy?
Insane.
It blows my mind how thisuniverse works.
Sometimes it doesn't makelogical sense, but it works the
same every single time.
Yep.
So you understand it, believeit.
You're intentional about whatyou're doing when you're going
through your list.
Yep.
For some reason it just happensand I don't know why and I can't
(26:56):
answer that question, but I knowthat if you want some reacts, go
through your list of patientsthat you haven't seen in a while
and watch what happens.
Dr. Michael Perusich (27:02):
Yeah.
It's crazy.
Dr. Troy Fox (27:04):
Yeah.
Dr. Michael Perusich (27:04):
So you can use the law of attraction for
your patients.
You can use it for differentconditions that you wanna see.
Maybe you wanna build yoursports rehab side of your
practice.
Start thinking about sportsrehab and it'll happen.
You can.
Maybe you have a goal toincrease your collections this
year.
Put that out in the universe.
Use that law of attraction forit so you can use it for
(27:25):
anything.
Maybe you're looking for a newstaff member or an associate
doctor.
Put that energy out there so youget the right one.
So you can use that law ofattraction in a lot of ways to
really help grow your practice.
Dr. Troy Fox (27:37):
Yeah, and you really don't have to shave your
head bald, but it helps.
Dr. Michael Perusich (27:42):
I didn't do that.
All right everybody.
Thanks for tuning in today.
Be sure to check usout@Katsconsultants.com.
See all the great things thatwe're doing for doctors to help
them find success and use theirpractices to build wealth and
profit into their lives.
Go check us out.
There's some free things outthere if you want to jump on a
call with this.
On our website, there's a buttonat the very top.
It says, let's chat.
(28:03):
You can jump on my calendar orMarissa's calendar and let's
just talk about your practice.
Let's find out if we can helpyou in some way.
Dr. Troy Fox (28:10):
Yeah, and if you have any questions or you want a
question answered or we, there'sa topic you'd like us to
discuss,troy@katsconsultants.com.
Troy Kats consultants.com.
Get ahold of us.
Dr. Michael Perusich (28:23):
Please do.
Alright, everybody like andsubscribe.
Thanks for tuning into the KCChiroPulse podcast.
It's because of you guyslistening every week that we're
growing like crazy.
So keep it up.
We appreciate all of you.
All right, from all of us hereat Kats Consultants, we'll see
you next time.
Dr. Troy Fox (28:37):
See ya.
Doctors, are you attractive to your
patients?
Hi everybody.
Welcome to the KC ChiroPulsePodcast, brought to you by Kats
Consultants and Chiro Health,USA.
Your hosts today are Dr.
Troy Fox.
Troy, good to see you andmyself, Dr.
Michael Perusich.
Troy you brought this up prestudio today about this whole
idea that the kinds of patientsthat we bring into the practice,
(00:32):
and I'm gonna let you expound onit here in a second, but the
kind of patients that we bringinto our practice are the kinds
of patients that are attractedto us.
Not because we're good looking,but we are.
But anyway it's that law ofattraction that we all know
about and, whatever you put outin the universe is what you
attract back in.
It's really a cool phenomenon.
So tell every, tell everybodywhat Bridget told you today.
Dr. Troy Fox (00:55):
Yeah.
First thing's first.
Bridget's always right abouteverything.
And so first thing Bridget saidis every chiropractor out there
needs to shave their head baldand by some self.
Tanner, I.
To look more like me.
No.
So here's what Bridget said.
She said, you need to quitdwelling on those patients that
quit you because sometimes theyquit you for a very good reason.
(01:16):
Yeah, they weren't a good fitfor you in your practice.
So you may have a practice wheremaybe you're doing insurance and
maybe you spend a ton of timewith adjustments, soft tissue
treatment.
Rehab, maybe you're doing allthat stuff and you've got a high
value per visit client base, ormaybe you're like me and you're
(01:37):
a cash practice, which we have alow value per patient base, but
we see more patients in an hour.
And the type of patients thatare attracted to me are twofold.
Number one, those thatunderstand why they're getting
chiropractic care.
Number two, those that valuetime.
Rather than my time.
(01:58):
In other words, they value theirtime in getting an adjustment
and getting out the door to geton with their day.
And they're actually verythankful that I'm on time and
that I only take a few minutesto adjust'em.
They don't wanna be in there for30 minutes with me because
that's the type of patient I'veattracted.
So I attract that time of typeof patient into my practice and
as a result, I run a little bithigher volume, but I run a lower
(02:22):
cost per patient.
And so the value is the same asif I spent 30 minutes with the
patient.
And and so patients tend toattract to that kind of thing if
that's what they want.
Now, I had a patient the otherday quit me, and this is how
this discussion started.
Why did they quit me?
She said she's a female.
(02:43):
And she felt like she was notheard.
And I laughed because I waslike, I remember the visit.
I remember her talking to me andit going on forever.
It was not about chiropractic,it wasn't about anything
important, and it was the samething she does every time she
comes in, strikes up aconversation and wants to have
(03:04):
an in-depth conversation aboutsomething that I can't, I have
no marketable service to her.
I'm just giving free advice.
And.
I don't have time for that, andso I tried to be cordial, but at
the same time, I'm not gonnaentertain a 15 or 20 minute
conversation.
So what happened was, is Iprobably stood the table up and
(03:25):
stood beside the table andwaited for her to get on said
table so I could lay her down orat least hit the button so it
would start down, so I couldopen her note and get going and
what she saw it as, I don't feelheard.
He's ignoring me.
He just wants me to get on thetable.
You know what?
There's some truth to that.
(03:46):
And so I did not attract her.
I repelled her.
So that's my story.
And there's a lot like that.
I have patients that absolutelylove me because of the way that
I practice.
And there are patients that youcould pull the town that I'm in,
and there are patients thatwould say, I'd never go to that
guy.
Sure.
Dr. Michael Perusich (04:04):
I figured maybe you would, you sent her on
her way because you didn't useyourself Tanner that day.
Dr. Troy Fox (04:09):
Exactly.
My head
Dr. Michael Perusich (04:10):
was too wide.
No.
And this happens to all of us,and in the beginning of
practice, you want every spineyou can get coming in the door.
But as time goes by, after ayear or two, you should be
really.
Zeroing in on who is my clientbase, who's my patient base?
Yeah.
Who do I wanna attract?
And you always want to try toattract like-minded people.
(04:32):
And you just touched on it, inyour practice you wanna attract
people who find time to be avaluable commodity and they
don't want to come in for a 30minute visit.
They want to come in for a 10minute visit.
And that's great.
And my practice was the same wayand I.
So I didn't attract that patientthat wanted an hour long session
(04:52):
either.
Just didn't happen.
And, every once in a while you'dget one and you can just feel
it.
Oh yeah.
And try as you might, you'renever gonna develop a good
relationship with that person.
And so Bridget's you're betteroff to let that patient go.
Allow them to find the placewhere they are attracted to,
where they are magnetized torather than being repelled in
(05:15):
our business.
Dr. Troy Fox (05:16):
Yeah, and a lot of you guys are in metropolitan
areas and the type of patientthat we're attracting in our
practice is ex, they're yourcorporate get go-getter types.
Yeah.
Fast movers.
And I love fast movers.
They're also very smart.
They make educated decisionsquickly and they're like, let's
go.
Money is usually not the object.
Time is the object.
(05:37):
And that's the type of patient Ilike to have in my practice.
And you'd be amazed how manywomen are patients of mine
because there are so many womenin corporate America that are
such really good decisionmakers.
Sorry guys.
But I honestly think women do abetter job in a lot of cases.
Way better.
Men learn to be communicatorsand decision makers, but women
(05:59):
are born with it.
Dr. Michael Perusich (06:00):
Yeah, they really are.
They're born leaders.
They really are.
But, and the flip of this istrue as well.
If you're a practitioner whodoes a 30 minute session or an
hour long session with patients,we're not telling you one is
better than the other.
Just'cause we practice one way.
It doesn't mean you can't makeit work another way.
That's great.
So if you're that.
Practitioner that does 30 minuteappointments, you're not going
(06:22):
to want to try to attract theperson that wants to come in,
get adjusted and is right backin their car in five minutes.
That's not going to be a goodfit for you.
And there's other things.
There's not just time, there'sconditions.
What conditions do you not liketreating?
Because if you're trying totreat something, mine was knees,
for whatever reason.
I just never, like knees.
(06:43):
I'm not sure what God wasthinking when he stuck two bones
together.
Said, let's put all your weighton it and we're gonna hold it
together by four rubber bands.
I don't know.
Just doesn't make sense.
But thank
Dr. Troy Fox (06:51):
God, thank God it wasn't spines that you don't
like
Dr. Michael Perusich (06:54):
treating.
That would, that might've beenan issue.
Yeah, that might've been anissue.
For, so most of my knees, Irefer to other providers.
Because I learned early on thatbecause I didn't like them, I
wasn't doing a good job.
And so I was literally repellingthose patients away from the
practice.
And what happens when you repelsomebody?
Oftentimes they might go out andthey might say some bad things
(07:14):
about you.
They might, they're probably notgonna have good press about you.
So we wanna make sure that we'reconstantly thinking about what
could this patient be sayingabout me?
I'm a public, and if we're notattracting the right person, the
right condition, whatever itmight be, then we're going to be
creating a lot of repellent andit's gonna get out in the
(07:37):
community and you're gonna loseyour reputation.
Dr. Troy Fox (07:40):
Now you're always gonna have a few people, so
don't always, don't freak outbecause you're gonna have a few
people that are, and I will saythey are vehement detractors.
There will be a few that arevehement detractors.
Dr. Michael Perusich (07:51):
Yeah.
Dr. Troy Fox (07:52):
And they will tell everyone within reach, don't use
this guy or gal.
Yeah.
It happens.
It's painful.
And the problem is, I know whomy detractor is, and that person
is responsible for where theyare at.
But they wanna lay the blame onme.
And the problem is when you'rediabetic, you're overweight, you
(08:15):
have bad knees, you think thatyou can hand yourself to me like
a VCR and I'm gonna fix youbecause that's how old this
person is their VCR Age.
They're old enough that, butthey're also old enough and
smart enough to realize it'stheir body and they have to take
some responsibility for it.
But.
That didn't seem to matter inthis case, so guess what?
(08:35):
I'm stuck with it.
Yeah, I'm stuck with it.
And they are where they're at.
So sometimes as a repellent.
But here's the thing, realizethis.
If you repel one or two peoplethat s squawk really loud about
you, they're probably squawkingreally loud about their least
favorite fast food restaurant.
Their least favorite dentist,their least favorite
(08:56):
optometrist, and some people
Dr. Michael Perusich (08:58):
are just that way.
Dr. Troy Fox (08:59):
And the pastor of the church that they go to, and
everybody hears it and goes, ohmy gosh, they're at it again.
Yeah.
And guess what?
The people that heard them saythat go, oh.
Fox.
Oh, I'll give him a call thenonce they hear.
Yeah.
Literally.
So that has the opposite effect.
I've had people say, oh, I go tochurch with so and that's that
(09:19):
person.
Yeah.
And I'm like, whoa.
So it's any, when they say anypress is good press,
Dr. Michael Perusich (09:25):
right.
Dr. Troy Fox (09:26):
Sometimes that's very true.
Even though this person'stalking smack on Facebook in a
in a group.
The thing is within that whenshe says, I.
Hey, I wouldn't use thisindividual.
Unfortunately, the people thatgo to her church are hearing my
name and they're calling me.
Dr. Michael Perusich (09:44):
Yeah.
Hey, we gotta take a quickbreak.
Excuse me.
We gotta take a quick break,hear a word from our sponsors.
We'll be right back.
But I'm gonna tell a couple ofstories when we come back, so
we'll be right back.
Hang in there.
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Dr. Michael Perusich (10:58):
All right everybody.
Welcome back to the KCChiroPulse Podcast.
We're talking about the law ofattraction in your practice, and
we're talking about the factthat sometimes we can actually
repel people out of the practiceand not be very attractive to
some people, and there aredifferent reasons for that.
But you mentioned something thatjogged my memory.
You said, don't worry about it.
(11:20):
We are going to repel somepeople.
So yeah, I had a boss one time.
This is back in my investmentbanking days.
I had a boss who always said, ifyou're not making somebody mad,
I.
You're not doing your job.
Yep.
And all he meant by that, hedidn't mean go out and make
everybody mad.
He meant you gotta always bepushing the envelope just a
little bit.
And we talk about that sometimesyou gotta push that envelope a
(11:41):
little bit.
And so I had a patient one time.
I thought she was gonna be thissweet little old lady, but man,
when she opened her mouth, itwas like nails and barbs and
darts and things that came outof her mouth.
She was just meaner and a wetsnake.
Dr. Troy Fox (11:55):
Right.
Dr. Michael Perusich (11:58):
One day.
She called me a used carsalesman, and she caught me so
off guard and I was like, Idon't even know what to think
about that.
And I thought about it theentire rest of the day, and I
guarantee you it affected everypatient encounter I had for the
rest of the day.
So somebody says something sillyto you like that, don't wear it
around all day or all week.
(12:20):
But I went home that night andI'm like, all right, she's
coming back in tomorrow.
I'm gonna approach thisdifferently.
I started talking and my usualtable talk and I started
talking.
She said, Nope, there it isagain.
You're just a used car salesman.
And I said, okay, time out.
Why are you calling me a usedcar salesman?
Because I came in here to getadjusted.
(12:41):
And all you wanna do is talkabout getting adjusted.
Okay.
Okay.
Word to the wise, sometimes wehave to learn who our patients
are before we know if we'regoing to be attractive to them.
Dr. Troy Fox (12:55):
Yeah.
And you, at times when you'retrying to talk the talk will, I
had a patient look at me and hegoes, literally the sa almost
the same type of thing.
Yeah.
So he can call me a used careersalesman, but he said I came in
here today and I'm reallyhurting.
Could you quit talking and justadjust me?
And here I am trying to convincethe guy about what kind of care
(13:15):
that he needs and what he reallyneeds is for me to adjust him
because he's hurting.
Dr. Michael Perusich (13:20):
Right.
Dr. Troy Fox (13:20):
And I didn't read the signals right.
So now I righted the ship onthat one and everything was
good.
Here's one I didn't write theship on, and you've heard this
one before.
So I had a gal that came in lowback pain.
She's been to a couple otherchiropractors not gotten any
results.
Can you help me?
We can try.
I'm gonna put you on a shorttreatment schedule and we're
gonna start working with you.
I do.
She starts improving.
(13:41):
I'm like, fantastic.
I'm thinking I'm a rockstar,right?
Because where other peoplefailed, I succeeded not to
trample the heads of any otherchiropractor.
'cause guess what?
There have been people that havesucceeded where I've failed at
times too.
We all adjust a little bitdifferently and thank God what I
did was helpful.
So I and hey,
Dr. Michael Perusich (13:59):
In your own clinic, you're the best.
Dr. Troy Fox (14:01):
Yeah, absolutely.
So I I'm working with her.
She's getting better.
It's great.
I'm on like visit three or four.
Next thing I know, phone call.
And this is like my fourth yearin practice.
I hadn't been at it very long,but I was seeing a large volume
of patients.
Thought I was somewhatimportant, right?
Phone call I'm not coming backin there, she says, and our
(14:21):
staff is but are what's going onare, is there something that
we've done wrong?
No, I'm just I have a friendthat told me that if I get
adjusted more than one time,that whoever's adjusting me is
basically a shyster, that's notthe word she used.
And my staff goes, weren't yougetting better?
And you didn't get better withthe other chiropractors?
Yeah, but my friend says that Ionly need to be adjusted one
(14:44):
time.
So literally this turns intokind of a, she brings a check in
because the girls finally said,this is back when we still.
Carried people's balances.
The girl said you need to bringus money then.
You need to pay off our account.
So what she does is she bringsher money in and she writes in
the memo Con job.
So I do remember the story.
(15:06):
I wasn't in the mood for it, soI said, give that check.
So I walked back to my officeand I called her directly and
basically told her, I said, Hey,I got your check today.
Appreciate it, but that won't benecessary.
And I start tearing it up overthe phone.
She's what are you doing?
I said, you wrote con job on thememo.
I said, I don't need your money.
I was trying to get you betterand I was trying to help you.
(15:27):
And regardless of the fact thatyour friend thinks I only, so
here's the moral of the story.
You're gonna have people thatare going to listen to their
friend that knows one, 1000000thof what you do about how the
human nervous system works, andthey're gonna believe them.
Yep.
Relatability.
And they're close to'em, right?
You're not gonna win thatbattle.
(15:47):
So when that happens, guesswhat?
The laws of attraction just flewby like a seagull and pooped on
you.
It's gonna happen, I dunno ifany of you has any, have you
ever been pooped on by a bird?
Dr. Michael Perusich (15:59):
A actually, yes.
I got a great story about that.
Dr. Troy Fox (16:01):
Okay.
So I have too, I was driving,this bird nailed me while I was
going 30 miles an hour with myarm hanging out the window and
pooped on my elbow.
What an accurate pooper.
But anyway.
How cool is that, that he hit mefrom a hundred foot in the air
with me going 30 miles an hour?
Dr. Michael Perusich (16:16):
It's law of attraction.
The bird was attracted to you.
Dr. Troy Fox (16:18):
It is.
He was attracted and other timesyou attract just poop, right?
And that one was just poop andit wasn't gonna turn out any
better than it did.
And quite frankly, me tearing upher check probably mitigated her
talking a bunch of trash on me.
But it didn't stop the situationfrom being one where I gave away
free services because I tore acheckup and basically gave her
(16:41):
free care.
You gotta make your decision anddraw your battle line.
So let's hear your bird poopstory first.
Dr. Michael Perusich (16:47):
Okay.
So I was speaking at a bigchiropractic event in Vancouver,
and this is Jo was with me, soit was a long time ago.
I, it was like an a CA event orsomething.
And anyway.
Yeah.
They oftentimes take thespeakers and the dignitaries out
to dinner.
And we were at this beautifulseafood restaurant,
Dr. Troy Fox (17:05):
Uhhuh
Dr. Michael Perusich (17:05):
on the right on the edge of the wharf.
So we're sitting out over thewater.
It's Vancouver, it's chilly atnight.
Yeah.
And so they had all the big, thebig umbrella heaters out there
and
Dr. Troy Fox (17:14):
Yeah.
Dr. Michael Perusich (17:15):
And there were seagulls flying around.
Dr. Troy Fox (17:17):
Right.
Dr. Michael Perusich (17:18):
And all of a sudden I'm watching the
seagull out of the corner of myeye and he goes to land on one
of the heaters, Uhhuh, and nomore than his poor feet touched
that.
And he starts squawking.
Dr. Troy Fox (17:32):
Oh no.
Dr. Michael Perusich (17:33):
And let go of everything he had in him.
All over me, all over Jo.
All over dinner.
Oh, no.
And apparently it must havehappened.
It must happen a lot because thethe wait staff comes running
over, the manager comes runningover.
They're cleaning everything upimmediately, paid to have my
(17:54):
suit dry cleaned and oh my God,it was all good.
But it was, it was definitelywasn't hungry after that.
Dr. Troy Fox (18:01):
I have nothing to even come close to rivaling.
That could be the best storybecause I could visualize the
bird's sizzle on his little feetand then, and you heard
Dr. Michael Perusich (18:09):
them sizzle.
Dr. Troy Fox (18:12):
It was really traumatic and we think our lives
really, it was
Dr. Michael Perusich (18:16):
traumatic, right?
It was.
Dr. Troy Fox (18:18):
Stuck when we lose a patient, that bird burnt his
feet off.
Dr. Michael Perusich (18:21):
Yeah.
And so you're gonna have, inpractice, I'm gonna draw an
analogy here.
You're gonna have, in practice,you're gonna have seagulls fly
in thinking that you're theplace to land and they're just
gonna wind up, possibly justpooping all over you.
And so we have to try toidentify those situations as
quickly as we can.
(18:42):
And you'll have other scenarios,like I have this one patient.
Love her to death.
She was a sweet person.
Kats Consultants (18:48):
Kats Chiropractic consultants, your
partner in chiropractic success.
We are dedicated with one-on-oneguidance to bring you all your
practice management needs.
Let's supercharge your practice.
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Dr. Michael Perusich (19:06):
But wow.
Could she talk and, like you,I've got this very fast paced
practice and I've got sixminutes to turn this patient.
Yep.
But she wants to talk for 20.
So I had to train my staff I'llgive Marissa credit here.
Marissa trained our staff tointerject When I had a patient
(19:27):
like that with, Hey Doc, I havean emergency.
I need you to take care of.
Hey Doc, there's a radiologiston the telephone.
I need you to take this callreal quick.
Or, something to disengage mefrom the patient.
And so by, by good fortune, thisis a patient that would come in
every week, and I, she reallyprobably shouldn't have been
(19:49):
part of the practice because shewasn't our kind of patient.
But she was so nice and she cameevery week, and I don't think
she ever caught onto the factthat we were actually dragging
me out of the room every timeshe came in.
Dr. Troy Fox (20:03):
Hey.
And if she doesn't figure thatout, then she could be a fit for
the practice.
You ought to mix it up everyonce in a while and say the
POTUS is on the phone.
Yeah.
Every once in a while can't be aradiologist every time, or she's
gonna start worrying that eitheryou have cancer or every patient
of yours has cancer
Dr. Michael Perusich (20:18):
Or doctors, restaurant in Vancouver
on the phone, they have aquestion about a seagull.
Dr. Troy Fox (20:24):
There you go.
Definitely this is a topic thatI think hits most chiropractic
families,
Dr. Michael Perusich (20:30):
It does.
And I want to we definitely needto take another break, but I
want to come back and I wannatalk a little bit about how you
create this and how that law ofattraction really can play to
your benefit in your practice.
So we're gonna take a quickbreak.
We'll be right back.
Everybody, we are back.
You're listening to the KCChiroPulse podcast.
(20:52):
We're talking about the law ofattraction, how it affects the
chiropractic practice, and Troy,I may have cut you off, so if I
did jump in there with whateveryou, I was just
Dr. Troy Fox (21:00):
gonna say, this affects families as well, so if
you guys, it does.
To this today, guys or gals, andyou're listening to this today,
I think this is a good one foryour spouse or your family
members to listen to as well, togain a greater understanding of
where your head space is.
'cause sometimes.
Spouses get it.
Sometimes they're like, I don'tlike to see my husband or wife
(21:22):
talk badly about and other timesif they're not involved in the
practice, they just wonder whyyou're grouchy or sad when you
came home.
Sometimes you carry things outtathere.
So I think it's a good one forfamilies to listen to as well
because it impacts the attitudein the whole household.
Dr. Michael Perusich (21:38):
Yeah.
You know what Jo's response waswhen I told her the patient
called me used car salesman,
Dr. Troy Fox (21:42):
right?
Dr. Michael Perusich (21:43):
She said quit acting like one.
Dr. Troy Fox (21:46):
Exactly.
There you go.
Dr. Michael Perusich (21:48):
Thanks.
That's spousal support.
That's right.
So if you guys out there, ifyou're familiar with the law of
attraction, if you're notthere's some great videos and
things out there about it Ihighly recommend that you watch
it'cause it's really aninteresting concept and whether
it's metaphysical or God-given,whatever it is, it works and.
Law of attraction only works foryou though if you're thinking
(22:10):
about it in a positive way.
So you have to know, again, Isaid this earlier, you have to
know who you want to attract.
You have to know what kind ofconditions you want to attract.
If you're a pediatric practice,you probably don't want a bunch
of retired people coming intothe practice.
That's just not the rightapproach.
So you have to really drill downand then.
(22:32):
You have to really know yourdirection.
You have to think about it, andyou have to think daily about
the kind of patient you want.
And so how do we figure thatout?
Part of it's just our personalchoice of the kinds of patients
we wanna work with, but we haveto put that energy out into the
universe.
And so I'll charge you with theidea of thinking about every
(22:54):
patient that comes in.
Think about who are they.
Why are they in your practice?
Why are they attracted to youand why are you attracted to
them?
What do they like about yourpractice?
And when you get some of thoseideas in your mind about why
current patients are coming inand why they're great patients,
then you will start attractingthose same kind of patients.
Dr. Troy Fox (23:16):
I think in addition to that as well,
there's another component we addinto this.
Once you've sat down and donethis yourself, the next staff
meeting, I challenge you to act,ask acts, ask your staff.
Ask your staff.
During the staff meeting, we're,
Dr. Michael Perusich (23:32):
we're not telling you to be violent,
Dr. Troy Fox (23:34):
right?
Ask your staff at the next staffmeeting, what type of patient
you guys attract into thepractice and why?
Yeah.
Get them involved, absolutely.
And what are we and what are wetrying to attract as a group?
Because as a group, if you guysare focused on that, when you
have that minute in the morningwhere you have a little pow wow
in the morning, in theafternoon, it's always good to
(23:55):
remember.
Hey, this is the type of peoplewe're trying to attract today.
Or, what's going on with thispatient?
Okay, this patient I think maynot be a fit for our practice
and here's why.
Let's keep an eye on this.
So you have to know what type ofpatient you wanna attract, but I
think you also wanna involveyour staff in that as well in
the long run.
Now, initially you may wanna sitdown and think your way through
(24:15):
it,
Dr. Michael Perusich (24:16):
right?
Dr. Troy Fox (24:16):
But eventually you want to get staff involved.
Dr. Michael Perusich (24:19):
Yeah, I think that's a great point
because our staff a lot of timessees things that we don't see,
and I can promise you from hereto zero that they're gonna have
some great ideas about that.
And they're part of the reasonwhy patients are attracted to
your practice
Dr. Troy Fox (24:34):
a hundred percent.
Because there may be a dualcomponent.
You may be running a really fastregimen in adjustment, but you
may have a sweet as honeytherapist.
That is talking to the patientsand just killing'em with
kindness on their way intotherapy.
Yeah.
And she's with them for 15minutes.
Dr. Michael Perusich (24:55):
Right.
Dr. Troy Fox (24:55):
And you're only with them for six.
Yeah.
So you may find that that, thatrest of your team actually is
the reason patients come and hasnothing or very little to do
with you.
Sometimes that's true.
Sorry to tell you that guys andgals, but it is true.
Dr. Michael Perusich (25:10):
I think that was true in my practice,
yeah.
I, my staff built amazingrelationships, lifelong
relationships with patients, andwhen I sold the practice and
moved outta town, patients werestill calling my, my staff and
asking'em questions and things.
We have to give our staff a lotof credit for how great our
practices are.
Dr. Troy Fox (25:28):
Because they're,
Dr. Michael Perusich (25:29):
They're a big reason for that.
Yeah.
So utilize that law ofattraction in your practice and,
believe in it and take action onit.
'cause it does require action.
And, you can use the law ofattraction on a whole bunch of
different things.
Reactivations is a great one.
When you go and you run thatreport of who hasn't been in for
a while and you're going throughit, be intentional.
Sit down with your staff and beintentional.
(25:50):
Stop on.
Every single patient name, say'em out loud, get that energy
out in the universe.
And it's weird, and I know youguys know this out there, when
you do that, sometimes they'llthe patient will pick up the
phone and call you.
Dr. Troy Fox (26:03):
We just did that this week.
Dr. Michael Perusich (26:05):
Yeah, it's crazy.
Dr. Troy Fox (26:06):
It's amazing.
Like I'm get I, like we justwent through all of our list and
we called the list to see ifthere's anybody we need to put
in active, who had we missed onthat thing.
And then we went through and weactually were done doing a
little reactivation drive andI'll be darned.
If we're not getting quite a fewphone calls, phone's been
(26:26):
lighting up all morning long.
Bridget just told me thismorning, and this is no joke,
but it's all people that we justwent through on the list.
Dr. Michael Perusich (26:34):
Yeah.
Dr. Troy Fox (26:35):
It's, isn't that crazy?
Insane.
It blows my mind how thisuniverse works.
Sometimes it doesn't makelogical sense, but it works the
same every single time.
Yep.
So you understand it, believeit.
You're intentional about whatyou're doing when you're going
through your list.
Yep.
For some reason it just happensand I don't know why and I can't
(26:56):
answer that question, but I knowthat if you want some reacts, go
through your list of patientsthat you haven't seen in a while
and watch what happens.
Dr. Michael Perusich (27:02):
Yeah.
It's crazy.
Dr. Troy Fox (27:04):
Yeah.
Dr. Michael Perusich (27:04):
So you can use the law of attraction for
your patients.
You can use it for differentconditions that you wanna see.
Maybe you wanna build yoursports rehab side of your
practice.
Start thinking about sportsrehab and it'll happen.
You can.
Maybe you have a goal toincrease your collections this
year.
Put that out in the universe.
Use that law of attraction forit so you can use it for
(27:25):
anything.
Maybe you're looking for a newstaff member or an associate
doctor.
Put that energy out there so youget the right one.
So you can use that law ofattraction in a lot of ways to
really help grow your practice.
Dr. Troy Fox (27:37):
Yeah, and you really don't have to shave your
head bald, but it helps.
Dr. Michael Perusich (27:42):
I didn't do that.
All right everybody.
Thanks for tuning in today.
Be sure to check usout@Katsconsultants.com.
See all the great things thatwe're doing for doctors to help
them find success and use theirpractices to build wealth and
profit into their lives.
Go check us out.
There's some free things outthere if you want to jump on a
call with this.
On our website, there's a buttonat the very top.
It says, let's chat.
(28:03):
You can jump on my calendar orMarissa's calendar and let's
just talk about your practice.
Let's find out if we can helpyou in some way.
Dr. Troy Fox (28:10):
Yeah, and if you have any questions or you want a
question answered or we, there'sa topic you'd like us to
discuss,troy@katsconsultants.com.
Troy Kats consultants.com.
Get ahold of us.
Dr. Michael Perusich (28:23):
Please do.
Alright, everybody like andsubscribe.
Thanks for tuning into the KCChiroPulse podcast.
It's because of you guyslistening every week that we're
growing like crazy.
So keep it up.
We appreciate all of you.
All right, from all of us hereat Kats Consultants, we'll see
you next time.
Dr. Troy Fox (28:37):
See ya.
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