105. How to know if you are the problem in your business.
Spencer Dupre (00:00.846)
Yo, yo, yo everybody. What is up? Welcome back to a another episode of the what now podcast Spencer and Zach are back. We're here. Zach is becoming a really good golfer.
ZT (00:13.848)
I don't know about really good.
Spencer Dupre (00:15.206)
I mean better. You're getting better. I'm also getting better, actually. I'm not gonna say that I'm not. I'm getting better.
ZT (00:16.92)
Definitely better.
ZT (00:21.644)
You are, you are. I mean, to go from March when you shot maybe 150 and, didn't know. mean, yeah. to, mean, breaking a hundred. Yeah. Is, is really impressive. That's not, it's not, I mean, they say the average golfer will maybe break a hundred once in their life. So
Spencer Dupre (00:29.084)
Hey, I did. Yeah. 91 in the 90s. Yeah, consistently in the low 90s.
Spencer Dupre (00:50.32)
Really? Break a hundred? I feel like breaking a hundred, it's not that hard to do. Breaking a hundred is like you can't, you just don't lose a ball on every hole. Yeah, I guess it does count.
ZT (00:51.374)
Yeah, it's a pretty crazy start.
ZT (00:57.816)
But it is.
ZT (01:01.634)
which is hard for a lot of people. I mean, most people never don't play Slice.
ZT (01:10.03)
Yeah. Um, but no, and I'm, and I'm playing on, I'm playing on 14 year old irons. So life's about to change forever. Come two weeks from now. Yeah. Yeah. Plan on flex flex shaft, which is not great for a big boy.
Spencer Dupre (01:13.21)
That's good. It's good. I mean
Spencer Dupre (01:20.22)
My arms are 10 years old. 11 years old.
Spencer Dupre (01:30.172)
Yeah, you'd be swinging hard. You'd be swinging hard. Well, that's the thing, dude, is I feel like I'm not trying to swing that hard. And I find that I do. I need new grips. yeah, dude, I mean, I think what's the stat, too? Like how many chiropractic offices break 20K a month? Are they not very many either? I think so, dude. I think that's like the stat. Like, I the average chiropractic office like won't. I know like the average chiropractic office doesn't make it five years. Just average business in general.
ZT (01:32.003)
Yeah.
ZT (01:36.142)
Mm-hmm.
ZT (01:45.07)
Is that real?
ZT (01:54.752)
average business deal.
Spencer Dupre (01:57.03)
Let's see.
ZT (01:58.584)
What does perplexity say? What does perplexity say?
Spencer Dupre (02:00.592)
Yeah, that's...
That's good, let me see. got this new, Perplexity launched their new web browser called Comet. And it's basically like, it's just a web browser based around Perplexity. It's pretty good. What is the average top line?
ZT (02:11.822)
Okay.
ZT (02:17.421)
to.
Spencer Dupre (02:28.216)
average top line revenue for small businesses in the United States.
ZT (02:32.888)
That might be tough because like, they're.
Spencer Dupre (02:34.716)
Nah, dude, listen, listen, the average gross revenue for a small business in the United States, depending on industry, but especially those with no employees, generate about $47,000 to $49,000 per year top line revenue.
ZT (02:50.478)
That's crazy.
Spencer Dupre (02:51.132)
Yes, the average small business with 1 to 4 employees averages $387,000 per year.
ZT (03:00.802)
which is about.
Spencer Dupre (03:00.892)
which would be around $32,000 a year a month, top line. So if you're making $33,000 a month collections or more, you're above average.
ZT (03:04.354)
a month.
ZT (03:12.162)
Nice.
Spencer Dupre (03:13.222)
You're above average. So I mean, yeah, that's a crazy stat. Just like you say, the average golfer never breaks 100 or only breaks 100 once in their life. know, mean, average small business owner. And this goes across the board. Like this is like in all of your, everybody in your B and I, you know, making 30 K a month.
ZT (03:15.608)
That is a crazy stuff.
Yeah.
ZT (03:32.0)
I think too, like a crazy thing. like growing up playing golf most of my life, like our goal in high school was to break a hundred. Like we were all like pumped with 98, 99, you know, and that's like kind of been another thing golf has taught me. Like if you play around guys that are just trying to break a hundred, like you're also going to be in that. And so playing with, with like my brother in law, Brett, who's like, like they're good and you get to see kind of their mindset and just.
Spencer Dupre (03:56.188)
Yeah, people who are good.
ZT (04:01.742)
wow. They do get up and down quite a bit like that is possible to do. you should actually take a second to line up your putts, but like we talked about all the time, it's about who you're around. so,
Spencer Dupre (04:14.012)
Yeah, yeah, listen to this. So here's more stats. Non-employer businesses, so businesses with no employees, like like solo dolo practices, or solo dolo businesses in general. Average annual revenue between 44,000 and 49,000. Over 75 % of these solo pernumerate businesses earn less than 50,000 a year. Businesses with one to four employees, 347,000.
to 387,000. So literally, just by having one employee, you can make six times the revenue. That's crazy. Yes. Businesses with five to nine employees average annual revenue approximately 1.8 million. So if you can get to the point where you have enough work for five people or more, then you're statistically almost guaranteed to average $1.8 million. That's crazy.
ZT (04:48.108)
That's also crazy.
ZT (05:00.866)
Mm-hmm.
Spencer Dupre (05:09.316)
And like, well, I can talk about that in a little bit. then 10 to 19 employees average annual revenue about 2.6 million. So, but that's crazy though, that the stat of like going from one to two people is a six X jump, but then going from, you know, four and then going from like one to five people is like a, like a three X jump, but then going from like five to 10 people is only a two X jump.
Right? So that's where you talk about, know, that's where leverage really comes into play. But only 9 % of small businesses bring in more than $1 million annually. Sole proprietors tend to make less, averaging $35,000 a year. Both median and averages are pulled upward by businesses with several employees. That's crazy.
ZT (05:40.108)
Yeah, right.
ZT (05:45.24)
Mm-hmm.
ZT (06:05.966)
Blue is very intrigued by the stats right now. Since we never released video, Blue's like right over my right shoulder. He's very, very invested. That is pretty crazy.
Spencer Dupre (06:11.472)
sub blue
But that's great. Yeah, right. I mean, it's the same thing. let's just talk about scale. It really is like, I'm a numbers guy. Like I've always like, okay, well like if I'm just average, right? Then like, what is the worst that I could do? And then what's my best that I could do, right? Like, what can I expect if I'm just average? It's the same thing with like my golf shot. Like I look at that all the time. It's like, okay, if I'm an average golfer, how far should I like realistically expect to hit my clubs?
ZT (06:17.676)
Yeah. Right.
ZT (06:27.672)
Hmm.
Spencer Dupre (06:44.156)
You know, and it's like the average seven iron, I think is like 135 yards. Average, like the average seven iron distance is 135 yards. like, oh, I hit mine like 160. You know? So it's like, and then I'm like, dang, I'll only hit 160. Like I should be hitting like 180. Right? But then like when you look at the tour, like, okay, this is actually the one that gets me more frustrated. And it's the same thing in chiropractic. And so I'm going to draw an analogy, but.
ZT (06:56.514)
Yeah. Yeah.
Spencer Dupre (07:11.772)
I'm like, dang, my 9 iron should go 150. The average PGA Tour Pro 9 iron distance, 152. And I'm like, I think I should be hitting PGA level distances. For real, the average PGA distance for a 9 iron is between 152 and 160. That's like Scotty's 9 iron. It's like 158. Yeah.
ZT (07:24.148)
Yeah.
ZT (07:35.47)
Scott Scott is hitting nine iron one 61 like stock, which I hate that. know that number off the top of my head, but.
Spencer Dupre (07:40.828)
Like for real though, but like, okay, so then like if you know, you know, like when you see all these chiropractors like talking heads on the internet being like how to have a $10 million business and like whatever, you know, like.
ZT (07:52.931)
Yeah.
Spencer Dupre (07:57.412)
And you're like, I'm just starting up. Like, you know, you got your little, you got your diploma in your hand. You just walk across the stage and you're like, $10 million, dude. It's like, Hey, I think for me, this weekend in Kansas city with Steph, and the wealthy practitioner crew, the Denise Weber, which we still need to have her on our podcast, but was talking about the difference between operating as a leader between the gap and the gain and like leading from the gap.
ZT (08:18.072)
dashes.
ZT (08:22.286)
Mm.
Spencer Dupre (08:26.264)
is basically measuring yourself against your future that you want to have. So it's like, I'm only at blank. That's kind of what it sounds like. know, I only hit my nine iron a hundred yards or really I'm only collecting 25 KMO, whatever versus operating in the game is saying like, dang dude, like I've only been playing golf a couple of months and I'm shooting in the nineties. Like that's pretty good.
ZT (08:52.92)
Mm-hmm.
Spencer Dupre (08:54.084)
or saying like, man, I've been open for my first year and I can actually pay myself a salary. That's great. Or two months ago, I was averaging 12K and now I'm making 20K. Two months ago, I was seeing 50 visits a week and now I'm seeing 100 visits a week. That's operating from the gain. Looking at the positives, looking at where you've come from, not where you want to be. Because dude, you'll never get there. Everybody always says, when I get there, I'll blah, blah.
ZT (09:23.362)
Mm-hmm.
Spencer Dupre (09:23.792)
but you never get there because then you just move the, you're always chasing a goal post, always chasing. So do you have any areas where you feel like you're always chasing?
ZT (09:35.247)
That's all I do like that's one of my biggest struggles is I'm never Whether it's golf whether it's business high rocks lifting. That's a comparison and Like where I set my sights on has always been a huge huge struggle and Yeah So it's always been a huge area of self work and self reflection And it was interesting like
Spencer Dupre (09:51.61)
Yeah, comparison is scarcity.
Spencer Dupre (10:03.014)
Yeah.
ZT (10:05.024)
working through EMDR, kind of learning where that came from. It was pretty neat. But yeah.
Spencer Dupre (10:14.876)
Yeah, I just got off of my coaching call with Cody Jefferson and we were talking about this verse right here in Genesis 2. Genesis 2.15, the Lord God took man and put him in the garden of Eden to work and take care of it. Right? And we were talking about that. And obviously we're not like, this isn't a Bible podcast, but basically we were talking about like, you get put in situations in life for you to work and take care of the things that you are given.
ZT (10:18.092)
Mm-hmm.
Spencer Dupre (10:43.508)
There's a time for sewing and there is a time for reaping.
But like in Genesis in the fall, it says...
Spencer Dupre (11:05.058)
it basically, it says like, because you didn't listen to what I told you, the ground is cursed because of you and through painful toil, then you will eat from it all the days of your life. And so basically what he's saying is like in the beginning, God says, Hey, I'm going to hear to give you all these things. All you have to do is steward what you're given. The way that you steward things is by working and taking care of what you have. So prepare a place and then let it grow. Prepare a place and let it grow. So and reap.
ZT (11:34.434)
Mm-hmm.
Spencer Dupre (11:34.492)
But because we don't listen to those things, end up getting, we end up sweating, we end up toiling, we end up working so hard. And like, that was like my big takeaway from our time in Kansas city is like, I was on a walk in the morning. I was going to go to the gym and I ran into Colton Neville and we were both going to go to the gym and it was packed. And so we were like, well, we're just going to go outside for a walk. And Colton, he's a big runner.
ZT (11:51.246)
Mm-hmm.
ZT (11:57.42)
Nice.
Spencer Dupre (12:04.828)
currently not in my running era. So I just walk around.
ZT (12:06.958)
It's the ankle, it's the ankle, still, ankle's still healing.
Spencer Dupre (12:10.062)
Nah dude, you don't ever run on the golf course. Right? You practice how you play.
ZT (12:17.582)
I gotta get those steps up.
Spencer Dupre (12:18.908)
That's right, gotta my steps up. Anyway, no, was just walking around in Kansas City, just kinda looking around, seeing what's up. Dude, it was like 60 degrees in the morning. And I was like, dang. It was like in Dallas, like, it's 100 degrees. 9 a.m., 100 degrees.
ZT (12:33.336)
Yeah. My, my run this morning at six 15 was 82.
Spencer Dupre (12:38.32)
Yeah, for real bro. So it was like 60 degrees and I was thinking, was like, man, not everywhere is like the environment that I'm in. Things are different. There are places in the world where things are different. And there's a place in the world where building a practice doesn't have to be hard. There's a place in the world where everybody wants to pay for chiropractic all the time. There's a place in the world where pediatricians refer to chiropractors. Just like those kinds of things. was like, man, just because like...
ZT (12:46.466)
Mm-hmm.
Spencer Dupre (13:06.812)
my circumstances, like the life that I'm living is my circumstance doesn't mean that that's true everywhere. And all you have to do is change your scenery, right? So was like, man, I'm really like trying to build versus trying to sew and trying to prepare. And so that's the same thing with my golf swing, dude. It's like, dude, I hit the ball and I hit it 160 yards. I'm like, all right, got to swing harder to hit 170.
ZT (13:35.374)
Yeah.
Spencer Dupre (13:35.772)
Like, no, dude, just be happy. Like, just let it go. Like, that's just how far you hit it right now. Like, and then eventually I'll get better.
ZT (13:40.12)
Sometimes I mean, when you swing too hard, lose your ball. It's an extra stroke.
Spencer Dupre (13:44.124)
Dude, exactly though. It's the same thing in your practice, dude. When you try to go too hard, you stress out your team. When you try go too hard, your patients know that you need to close this deal to pay your rent. When you're talking to people and you're trying to be like, have you heard the benefits of chiropractic? You just get desperate, dude. You're trying to earn. We don't have to earn. We have to tend.
ZT (13:56.547)
Mm-hmm.
ZT (14:08.995)
Right. Right. Right.
Spencer Dupre (14:11.932)
That's been my big takeaway.
ZT (14:14.037)
So like stemming off that, obviously this was two days ago, but in that change of scenery standpoint, like, what do you think you have to do from senior? Is it the people you're around? Is it, you know, the content you're consuming?
Spencer Dupre (14:29.07)
see, that's the thing though. That's the thing is we're always saying, hey, I just need to allow. And then the question is, what do need to do to allow? And those are opposite. That's conflicting idea. We say, hey, I'm going to allow. And then we say, what do need to do? That's not allowing, that's force. When you ask, what do need to do? Or this is what I am doing? That's force. Power versus force. And so it's just what I need to tend to. What do I need to continue to steward?
ZT (14:37.399)
Mm. That's true.
ZT (14:44.591)
Yeah.
ZT (14:52.303)
Mm-hmm.
Mm.
Spencer Dupre (14:57.114)
And right now, dude, I just need to steward my team. I need to, that's really it, dude. Like we have strategically placed everything in our office for growth, for sustainability, and I just need to steward our sustainability. Meaning I don't need to go and do anything else because like we're in a stable place. I just need to like, like just let it cook, like let it sit, like, right? You know, it's like saying like, okay, I got this plant. you know.
ZT (15:09.987)
Hmm.
ZT (15:18.829)
That'll be our name.
Spencer Dupre (15:23.632)
got a pot, I put the seed in the soil and I watered it and it's sitting right in front of the window. Right? We just need to like let it sprout, like let it do its thing. But we sit there and we look one day say, okay, well what do need to do? What do need to do? It's the same thing with my golf swing, bro. I hit a great shot, okay, what do need to do to get better? All I need to do is just do it again. All I need to do is just like, don't tweet. And, but.
ZT (15:28.591)
Mm-hmm.
ZT (15:36.323)
Right.
ZT (15:41.729)
Mm-hmm. Yeah.
Which I mean, I know like that's another, another area that I had and something I've been proud of myself last three months, but I can very much. And I think I've talked about this a little bit on the podcast and I know you I've had this conversation, but, I know I'm not the only entrepreneur that does this, but as soon as things get good is typically when I am like, Oh, things are good. I need to go shake things up. I need to go change this, change that. I'm going to start doing this.
Spencer Dupre (16:11.708)
Dude, things are good, so I should work harder. Because if it's good, then if I do more, then it'll be great. False. False.
ZT (16:19.555)
Yeah. Yep.
Spencer Dupre (16:24.656)
You know, like it's like when you're driving in the car, you're like, Hey, I'm on, I'm on the right path. I got my route written down, you know, and put into the GPS, whatever you want to say, you know, I'm on the road that I need to be on. And what do we do? You just wait till you get there. You literally just hold the wheel. You don't even like, you just set it on cruise. You hold the wheel and just kind of let it go. Right. And then you just kind of respond to like what's needed instead. Like, you know,
ZT (16:34.894)
Mm-hmm.
ZT (16:42.531)
Yeah.
ZT (16:48.238)
Yeah.
Spencer Dupre (16:53.658)
saying like, I'm on the right route. What do need to do now? Is like, you're swerving all over the road, taking back roads. You're like doing all this stuff, right? And what it does is you actually get there slower. You end up working harder to get to the same place. If you had to just put it on cruise and don't change lanes, then, you know, it would be a lot easier.
ZT (16:56.697)
Mm-hmm.
ZT (17:06.467)
Mm-hmm.
ZT (17:14.349)
Yep.
Yeah. Right.
Spencer Dupre (17:19.558)
Big Trusts.
ZT (17:21.101)
Big dress.
Spencer Dupre (17:22.584)
Hey, speaking of the big trust of my fantasy football team this year.
ZT (17:28.751)
Who's that? Why can't I remember? Oh, yeah, that's terrible. I'm a Ravens guy. Man.
Spencer Dupre (17:29.744)
Lamar Jackson.
Come on dude, you're the Ravens guy.
Your ball marker is a Ravens ball marker and you don't know the big truss. Woo woo. That's Mark. Yeah, that's my guy bro. He's a saint. He retired a saint. Saint Mark.
ZT (17:40.697)
Big trust will, will, technically it's Mark Ingram. He is a saint. Yeah.
I feel decent about the Ravens here.
Spencer Dupre (17:52.25)
Hey, but this is the thing though, is like, the reason I bring up fantasy football too is because I, when I first opened the practice, dude, I love fantasy football, bro. Love fantasy football because I like to be my friends at things and I like to have my friends over, host them for wings and chips and guac at the house and then watch them lose to me. That's, that's so fun.
ZT (17:59.022)
Right.
Mm-hmm.
ZT (18:09.411)
Yeah.
ZT (18:13.123)
Yes.
Spencer Dupre (18:16.464)
And when I started the practice, I said, nah, I have no room in my life for fun. I only have room in my life for work. And so I'm going to say no thanks to fantasy football. And that was good for a season because it really did allow me to focus and the saints suck. then like, I didn't lose a fantasy football and the saints suck, but like this year I was like, dude, I need to start having more fun. Like, because I'm working and I'm working, I'm working, I'm working, I'm working, I'm operating from the gap and I'm working so hard. That's why I took up golf. Cause
ZT (18:22.532)
Yep.
ZT (18:28.932)
Mm-hmm.
ZT (18:42.393)
Mm-hmm.
Spencer Dupre (18:45.828)
Like we went golf with Shannon and I had the best time, it was so fun. And I was like, dang dude, I more fun in my life. So I took up golf and I was like, you know what else is fun for me? Fantasy football. So this year I was like, I'm playing fantasy football again. Just one league, not like all six like I used to be in, just one league. But yeah, dude, you gotta have more fun. Like we gotta like do things. And if you're in the season where you're starting up, where you're trying to build, yeah, maybe like you have to.
ZT (18:48.484)
Mm-hmm.
ZT (18:53.656)
Yep.
ZT (19:01.903)
Yeah.
It's.
Spencer Dupre (19:13.774)
say they put some things on pause because you're in your sewing season, right?
ZT (19:17.209)
Mm-hmm.
No, I mean, I totally agree. Like, like I've said, like, this has been the most I've played golf since my senior year of college, like from chiropractic school until now, like I was in that sewing season and still in a big part in that sense. But in the last two, three months, things have dramatically changed from a mindset and just overall life satisfaction. And I think a large part of that is golf, which sounds crazy, but I have so much fun playing golf.
Spencer Dupre (19:49.104)
Yeah, it's fun. It's fun. That's what.
ZT (19:50.263)
I think, I think I shared, last week, like my EMDR therapist, she's like, what did you like to do when you were like late middle school or the high school? And it was like, well, play football and golf and fantasy football. And she's like, you're probably not going to go play football anytime soon. Nope. She said you could probably do the other two.
Spencer Dupre (20:08.7)
Dude, have you seen the videos of like the 37U football? Dude, it's awesome.
ZT (20:10.895)
if you're listening and you haven't seen these guys fully padded, running routes, offensive line, everything. It is awesome. Just dudes.
Spencer Dupre (20:25.86)
It's like the LA Fitness pickup, but a football. It's like pickup basketball at LA Fitness, but a football. It's kind of awesome. Good for those guys.
ZT (20:30.967)
Yeah. Yes.
ZT (20:38.76)
like honestly good for them. I couldn't imagine putting pads on right now and going to hitting people.
Spencer Dupre (20:44.112)
Dude, no, I'm just not trying to do that. But like, I mean, that's the same thing, I mean.
ZT (20:47.503)
Like the closest I could, I think I could get would be jujitsu.
Spencer Dupre (20:54.434)
Jujitsu is fun.
ZT (20:54.521)
But even then, I'm like, shoulders have been through it.
Spencer Dupre (21:01.18)
Listen dude, I'm a golfer now dude like that's where I'm at. I'm a golf guy. I'm golf guy. It's relaxing. It's fun. It's challenging. It's a hobby You can do it when you're young. You can do it when you're old
ZT (21:03.47)
Yeah.
ZT (21:06.766)
Yeah.
ZT (21:11.255)
It's I mean, every every shot, it's perfect. It's perfect for men. mean, as men, we love to solve problems. It's all we want to do. And each shot is a new problem.
Spencer Dupre (21:16.892)
You
ZT (21:25.859)
that we have to try to solve. And most often than not, we do not solve it very well.
Spencer Dupre (21:30.492)
We don't I was about to say dude, we try our best try best
ZT (21:35.171)
which is why our wives probably don't want us to try to solve their problems.
Spencer Dupre (21:39.388)
That's a different conversation. But yeah, dude, yeah, so I think I'm gonna have to get reading the gap and the gain again. That's a good one.
ZT (21:49.423)
Yeah, I've never read it. Sounds like it was a hit and just you explaining it. I'm like, that sounds like a necessary read.
Spencer Dupre (21:59.504)
Yeah, it's good. It's good. Yeah, Dan Sullivan and what's the other guy that he writes with? Yes. They write a bunch of books together, but that's those guys. It's those guys. Cool. Well, dude, I think that's a natural stopping place for us right here. It's good. Guys, let us know if you're operating from the gap or the gain. I mean, that's pretty much it, dude. Think about that.
ZT (22:00.866)
Is it dan solven
ZT (22:05.945)
The other guy, Benjamin Hardy. Benjamin Hardy, yeah.
ZT (22:13.475)
Yeah.
ZT (22:21.229)
I think so.
Spencer Dupre (22:28.412)
If you feel like your practice is not growing the way that you want to, maybe you're digging up the roots that you've already planted. Let us know what you think. We'll catch you guys later. Peace.