79.Our Biggest Lessons of 2024
Yo, yo, yo, everybody. What is up? Welcome back to another episode of the What Now podcast. We got Spencer and Zach today. I'm really excited about this episode.
Spencer:Honestly, it's been a while since we've had our dolocast and That's been a bit. Yeah. It's been a while since we've done a dolocast and a lot of our feedback is everybody really likes our dolocast. Thanks for listening to us yap. But what's up, Zach?
Spencer:The yap. The yap duo. Yes. The Yap Attack. Yeah.
Spencer:Where we just talk about, like, white monster and in
Zach:the gym. What's up, bro? How are you? Good to see you. I'm good, man.
Zach:I apologize to anyone listening. I decided to run-in the 30 degree weather this morning in Texas, and the lungs were not ready for that. So my
Spencer:voice is raspy. As of today, December 3rd. 3rd, 2024. How time has flown. It's crazy, bro.
Zach:It's crazy.
Spencer:I can't believe that, like, it really is. Like, 2024 is already almost done in our office. You know, we're taking a week and a half ish off for Christmas slash New Year's because everyone is gone. Everyone is booked up for the holiday, and, honestly, you deserve it. I think that your practice members slash patients, whatever you wanna call them, will appreciate it.
Spencer:Like, they understand that, you know, you deserve a break as well. And so, you know, we really only have 2 weeks left of our year. Zach, what are some things, we were just talking about this, but, like, what are some things that you, are doing as you're wrapping up the year? And then, really, I think my other question that we were talking about before we record was, you know, what are some
Zach:of the things that you're gonna change slash look to implement in that the new year? Yep. Which is super important. I do like what Austin Cohen said in our is on our latest episode about, like, how there should be more of a conversation in October. But a few things I don't know if we're necessarily changing, but we're definitely implementing because I'm taking a kinda, like, 3 pronged approach to the infrastructure of the practice, if you will.
Zach:So what I mean by that is, like, external marketing wise, we're I'm really doubling down on Donald Miller and, like, the StoryBrand and implementing a lot of what he talks about on how to grow your small business, And I love that. And then from an internal marketing approach, really implementing Joey Coleman, I think is the author of Never Lose a Customer Again. I've been really working on retention. And then from, like, a systems and infrastructure approach, really, we've kinda like, for lack of better words, like half assed our way through like attraction EOS type business model. And so now, like, I'm just kinda like, yeah, we have rocks and we have level 10 weekly meetings and then on level 10, look through.
Zach:And so really doubling down on that. So those are the big three things that I'm looking to implement and I'm already starting to to add in. One thing we did, like, from an internal retention, we were only open the Monday of Thanksgiving then went on an awesome vacation. But that Monday, saw a little over, like, 70 patients, and we gave all of them all of
Spencer:them the pumpkin pie. Dang. Yeah. That's a lot
Zach:of pause. So we gave out I don't think I think we gave out, like, 65 pause just because the the few families we take care of. But it was awesome. I mean, Costco pumpkin pie, we threw our threw our sticker on it, and they loved it. They all came in this week, and they've been like, man, that pie was
Spencer:so good. That's good.
Zach:That's great. So Yeah. I think small things like that. Yeah.
Spencer:I think it's really interesting, like, whenever you say that. I mean, those are, like, really we're about to have our we're about to have our yearly planning meeting, and Caitlin and I are going on our couples' planning meeting, like, where we're gonna go and sit down and talk as a family and stuff and say like, hey, this is what we're trying to work for and, you know, since we work together, you know, this is our plan for our business as well. And, you know, do we really like taking kind of that same 3 pronged approach? I mean, I think that, you know, you don't have to think about it of internal, external marketing. You can think of, you know, my brand, my customer service, and my systems, right?
Spencer:I mean like dude, that's everything, and, yeah. I'm a huge, huge fan of Building a Story Brand by Donald Miller. I love all Donald Miller's stuff. It helps he was a Christian author before, which is crazy, but I love Donald Miller and all of his things. I think he makes everything really simple.
Spencer:That's why his company is called Made Simple. Yeah. And, and so he does business made simple, marketing made simple, all that stuff. Building a story brand is, like,
Zach:a phenomenal book. Love it. Yeah. And I love what he like, very open. I I know I've said this quote before, but, like, in the opening of how to grow your small business, he's like, one day I woke up in real and someone asked me, like, how's your business going?
Zach:And it was the first time I realized, like, I was just kinda just doing a business and, like, working a job, and it was time to take it professional. And that's very much how I feel, like, leading into 2025. It's time to get professional.
Spencer:Yeah. I, yeah. Totally. I think that, you know, in terms of customer service, you know, how you're doing, you know, never lose a customer again, we're really implementing a lot of the theories and concepts from unreasonable hospitality. I love that.
Spencer:And if you guys haven't taken Callan's AI course, 1, go listen to our episode with Callan on how to use AI for your business. But 2, it's really cool because in Callan's AI for chiropractor, she has, like, a consultant that you can build, and I uploaded our customer service consultant with a copy of Unreasonable Hospitality. And so then based off of that, I just talk back and forth with the chatbot and it's saying, okay, well, based off of what you're saying, you know, you want your strategy to be around hospitality, you know, all these books. This is how you can implement a lot of these things. And then same thing with StoryBrand.
Spencer:We have one for that, and then I have an attraction copy uploaded in that, and then it's like our EOS business coach. So we talk about our systems, we talk about our meetings, And all those things. And it's really cool. It's like, that's a great program. And so for all you guys who aren't listening or who are listening and haven't implemented a lot of this AI stuff, you I highly recommend it because it just takes a lot of the thinking and a lot of the, it just, like, works out all the kinks for you, dude.
Spencer:Like, why would you not just wanna get answers and actionable steps, like, right away and, you know, instead of having them all over it, like, for 3 weeks? But what I'd wanna get to, Zach, is what we were talking about before we hit record. What is the one thing that you are subtracting from your office? You know, I think it was great, what you said about your practice. But I think Antonio from the GFG Solutions team, I follow him.
Spencer:He has a podcast called Consistency Wins. It's about finance and tax strategy and stuff. And he posted a thing, it was, like, reposted a thing or whatever, but it just said subtraction is the art of the successful. Mhmm. And so it's, like, actually becoming successful is doing less of different things and just doing the one thing or the few things that are truly impactful, like, really well.
Spencer:So but anyway, talk to everybody about you, what you said, about your practice, like, what you're changing going forward. Yeah.
Zach:And I think it's something, you know, we've talked in length a couple times on our Dola cast or maybe not. I don't know. I gotta go back to this.
Spencer:Think we just kinda mentioned
Zach:it. But we're we're stepping away from the discounted practice. So, like, a big thing in this year or, like, end of 2023 that we implemented was for a long time, and I did not recommend this at all. But for, like, our first several probably, like, the first 9 to 12 months we were open for say, Spencer, you came into our practice and started care, your wife, Caitlin, will get 50% off her care plan and quickly realized that was not great. And but we continue doing our Facebook ads, which I think there's a way to do Facebook ads without doing the discount.
Zach:But we were still doing, like, $29, $35, $47 for our initial exam, and we just stopped in November. And our plan is to really just embrace full price exam adjustment fees, raising fees in some some instances, and no longer being that, like,
Spencer:I don't think we're looked
Zach:at as the discounted office in Colleyville, but really taking that as, like, the, okay, people get really great results here, and they pay the price for
Spencer:it. Yeah. I mean, I think the biggest thing when you start that conversation is you have to identify where on the pricing spectrum are you going to fall. And this is, like, one of the first concepts in $100,000,000 offers by Alex Formosi. And you you can be you can be the cheapest, you can be the middle, and you can be the premium.
Spencer:And, I forget like where somebody said something, like who said it or whatever, but there's a quote floating in the ether somewhere out there that just says like, death happens in the middle. Because, like, if you're not the most expensive, then you're not the most valuable. And if you're not the cheapest, then you're too expensive to be the cheapest. Like, you're just, like, in this, like, weird middle ground. And you have to figure out, like, where's your demographic at?
Spencer:Mhmm. Are you going to be, you know, and it's depending on, like, what you charge and everything, and, like, you know, we really said that. Like, I had to come to terms with the fact that, like, dude, we are not the office for everyone. Like, think about that, like, really, really, really hard, and it's, like, a thing I think that we have to, as practitioners, we have to wrestle with because, you know, we wanna serve everyone. Like, give, love, serve, and, you know, as chiropractors, we want anyone with a spine to get adjusted and stuff.
Spencer:And that's true. I do want anyone with a nervous system to be adjusted, but not everyone with a nervous system has to be adjusted by me. Right? And, like wrestling with that, you have to, like, really I think I gained a lot of peace in our practice with actually when we started turning people away. When we started when people were saying, hey, that's too expensive.
Spencer:Your your $200 initial visit is too expensive for us. And we're like, okay, that's good because, like, we it's not that we don't want people to come in but it's like it's better for them if they are turned away by our initial pricing because they're gonna be like well that's too expensive for me to start and so why would I waste 2 days, you know, a day 1 and a day 2, 2 hours with someone or an hour or however long you take? Why would you waste your time with someone who already knows that they're not going to sign up for care? It tanks your team morale. It tanks your like, your morale, and then it tanks their morale too because then they think, okay.
Spencer:Well, I'm trying to get this solution for my back pain or my infertility or my kids' ear infections or whatever, and I went through all of this just to not be able to afford it. And so, like, for people who, like, don't bat an eye at whatever price you put, then, like, okay, that's good. That means that they are in the financial demographic, the socioeconomic category that is going to fit best into your product.
Zach:I think, too, what really, like, stuck out to me was one of the coaching calls with Nikki and Steph, and I don't know which of them said it, but just how it's kinda confusing in, like, the chiropractic world compared to other medical practices or other health professionals. Yeah. The first visit everywhere else is the most expensive. Right? And so it's it's strange that looking back on it's like, oh, yeah.
Zach:Like, come in for $29 and then here's a $1500 care plan. It's like, well, like, I would think from the consumer standpoint, but dang. Okay.
Spencer:No. Like, I think that it's okay to run a special to your email list that has been, like, on your list for forever. Mhmm. Like, okay, it was just Black Friday. How many things did you just buy on Black Friday that mailed you or you saw their Instagram ad for stuff that you, like, never even thought about?
Spencer:Like, you know, like we're getting ads for, like, dude, Black Friday special on a Blender or something like that. It's like, dude, I'm not I don't need a Blender. Like, that's cool that it's off. That's great. But if you give me a coupon for $100 off of a Blender, I'm not gonna go and buy it because I don't act I'm not actively searching for it.
Spencer:Mhmm. Whereas in, Caitlin and I just bought the Freak Athlete bench, like, that turns into the ghd and the lab developer and stuff, and they just ran a special for $400 off. And I'd been looking at getting it, and I got that email that it's, like, hey. Our Black Friday thing, it's $400 off. And I was, like, well, we gotta buy it now because it's $400 off.
Spencer:This is a good deal, which I should have bought it a couple months ago because it's $800 instead of the 1200 that I paid for it, $400 off. Anyway, but, like, that's that prompted me to take action because it's been, like, I've been looking for this and I've been waiting, but I just never pulled the trigger and this incentivizes me. The scarcity of, hey, this is only going on this week, nudged me to pull the trigger on it. So, like, for those kind of things, like, going into your email and saying, like, hey, I have $50 off for Black Friday on initial exams. If you guys have been thinking about getting in, but you haven't taken action, like, we're here to help you out.
Spencer:And so here's $50 off your exam. But instead of posting on social media being, like, $47 new patient holiday special, like, people aren't looking for that on Instagram. People are looking at their family, other kids, they're looking at reels to see, like, like, people saying they're a chill guy. They just wanna eat turkey on Thanksgiving or something like that. You know?
Spencer:We definitely, I would
Zach:say had some success with Facebook ads, and I know there's practices that do really well with it. I just think it got us into a not rough spot by no means, but it just put us in a very interesting position where where I just don't know if the value was kinda equated the same.
Spencer:If I could say that Facebook ads are really great if you have everything else set up. If you have your if you have your internal referrals on lock. Exactly. If you have your organic social media leads and your organic community leads on lock. If you have your Google Ads and your SEO on lock.
Spencer:Like, do you get good traffic to your website? Do you get good Google Ad results? Right? Because, like, Google Ads, those are people, like Jeremy said, that are actively looking for your services.
Zach:Mhmm.
Spencer:Versus, like, a billboard. How many times have you, like, called a number off of a billboard being, like, that's what I need? Yep. Like, I mean, I'm sure someone has, but, like, rarely. Right?
Spencer:Versus how many times did you, like, go to the place that you Googled all the time? Like, we were just looking for a vet and we Googled the vet and it had the best results. It came up first on the SEO and we're like, that's where we're gonna go. So, like, if your Google Ads are unlocked, then I think it's good for you to run Facebook ads because now you're everywhere. You're omnipresent.
Spencer:Your brand is everywhere. Right. And I think it's great to do that if you have the extra marketing budget to do it, but I think to, like, start off on Facebook ads, I think it's like putting the cart before the horse. Yeah. Right?
Zach:And that's that's definitely something because I would spend majority of my time because the truth is nowadays with Facebook ads, it's not just like a still picture of you adjusting the thoracic spine. Like, you got you got a really you got a really great copy or content. And so lunch breaks rather than meeting referral partners or, you know, working on the business, it was, okay, we gotta film this new ad because the one we filmed 2 weeks ago sucked. And then there's just, like, this constant hamster wheel. Yeah.
Zach:And and it got really tiring for for me and the staff, and I didn't spend the last year building relationships with strategic partners or community outreach or those type of things?
Spencer:Yeah. I mean, I think that Facebook ads are really the next tool for really well established practices. Like, I think, like, for us, we'll start running Facebook ads when we're, like, 5 years in because, like, we'll have all of the community rep, we'll have a lot of patient testimonials, we'll have a lot of reviews, like a lot more, you know? Like, then like that just kinda like really amplifies everything. Like I think like the Facebook ads are really like the icing on the cake, but like if you have no if you if you ain't bake a cake then like you got nothing to ice, right?
Spencer:And so like you gotta that's the end. That's like the like filling in all the gaps, like coloring in all the little nooks and crannies and stuff, and I think that it just gets really inefficient and really expensive when you're a new practice with no reputation or little reputation and stuff like that. You know what I mean? I think too, like, if you're this is just me, like, putting it out there. I think if you're a new practice and you say, like, oh, dude.
Spencer:I think that I have the best reputation in the world, but you're not getting, like, a 100 leads organically a month, then I Yeah. I really think that you don't have that great of a reputation. Like, I was saying that, like, dude, like, we are the premier pediatric office in this area, and, like, I look at our leads, and, like, we're getting them, like, 30 calls a month. And it's, like, that's cool, but like there's 20,000 people in this town and only 30 of them are calling me a month. Like that's not like I'm not the GOAT.
Spencer:Right. You know? We gotta take a step back and be like, you know, I really do have some work to do. It's great to like kinda like look back and say, like, wow, we've grown so much, and I'm really proud of all these things that we built, but it's also important, I think, to say, like, okay, how much more potential do we have? Like and I think that saying, like, dude, we're the GOAT, and you're gonna start running Facebook ads and stuff, like Yeah.
Spencer:I think that's
Zach:that's something we have found once we implemented. That was a big thing we implemented this year was a weekly newsletter, and I know it's something you have as well. Yeah. I love my newsletter. And so talking with with the team over at Patch, with Jeremy is he foresees and kinda if you at least the way I've kinda consumed social media and, like, the ads that I get, it seems like a lot of people are moving, not a lot, but kind of the the ones I look at are moving towards more of a lead magnet.
Zach:And so we're in the the development of specific lead magnets that will just basically put people on our email and newsletter list. Yeah.
Spencer:Dude, we gotta get people value, bro. Like Yeah. I mean, the whole reason that you're friends with people and you keep people in your life is because they give you value. Right? Like, we talk consistently because, like, we always have something constructive to talk about.
Spencer:Right? And we have the same values and, like but I mean, a lot of times, like, as you're growing up, you're like, dude, why am I still hanging out with this person? So, like, it's the same thing. I, like, scroll through my Instagram all the time and I'm like, why am I still following this person?
Zach:Like, I'm
Spencer:not, like, why am I still following, like, the CrossFit jump rope brand? Like, I don't do I'm not doing CrossFit anymore, and I have a jump rope. So, like, I really don't I don't have any need, like, to do this. So I unfollow them. Right?
Spencer:So it's the same thing, like, with your audience. And, with the newsletter, like, people really just want to get to know you in the newsletter. It's a great way to do that. Like, I write my newsletters to myself in my in my tone of voice and stuff, like, literally just like, yo, this is Spencer. Like, what's up?
Spencer:How's your kid? And everything, like
Zach:His voice gets deeper with the newsletter.
Spencer:Yeah. And, I mean, dude, we I get a lot of surprisingly, and it always makes me feel good when I get people that reply to my email. Like, that's always the coolest feeling. Mhmm. And now we're starting to have people sign up for the newsletter that aren't our patients, and then they whenever they do eventually come in, they're like, oh, yeah.
Spencer:I was reading your newsletter, and I was like, that's when I need to I was like, I need that. And we're like, oh, okay. Good. Like, that's cool. So all that to say, I think that's definitely the best way at this point in our stage of practice, like, where you're gonna get the most leverage for the best efficient use of your dollars.
Spencer:Whereas running a $47 new patient special to try to get people who really don't care about your stuff and they just signed up because it was cheap, onto your thing. You know? Like, it's a good way to generate leads and interest and stuff, but I think, like, $47 and a free back pain exercise guide is just as valuable, if not more.
Zach:Yeah. And I think it's it's funny looking back, like, the exhilaration because I'd get, like, a text of, like, new lead, new lead, and, like, when we were running ads, and I would go, like, 2 days without getting a new lead. I'm like, shit. Like like, our our new ad sucks or whatever. And so it's just, like, from a mental capacity,
Spencer:it's helped immensely as well. Yeah, dude. Consistency wins, bro. And, like, I mean, I think for the mindset part 2, bro, like, if you're processing all of these people and everybody is saying, it's too expensive, it's too expensive, or they no show because they're, like, I really didn't care that much. What that does to your mental state and, like, your mindset is what that tells you is that people are not willing to commit to me, and I'm not people don't think that I'm valuable enough.
Spencer:It's not that it's not that you're not valuable and people aren't willing to commit to you, it's that you're asking the wrong people to come in and you're, placing improper ex like, expectations on people. Right? So I would rather have one person that's willing to pay $200 for an exam than 4 people that are willing to pay $50 for the exam. Because the odds of that one person signing on the care and valuing what I do and then referring their friends in is way higher than those 4 people for $50. Yep.
Spencer:And,
Zach:kind of move full circle, like, starting in. We've already started, but, well, like, be full time, no more discounted.
Spencer:Well, you you So you won't offer any discount? Nothing?
Zach:I mean, maybe, like, a a special time, like, maybe 50% off. Now we do, and I I stole this from a friend of mine, but we send a thank you card. I've been sending thank you cards to every new patient that signs on since we basically started. And, again, super discounted. I would send a free voucher for a new patient exam.
Zach:I'd send 2 of them, and there was no expiration date. So, like, we'd have someone come in, like, a year later, and they're like, I got my free voucher. And I'm like, okay. Nice. But now we're we send out, like, 40% off their initial exam, and expires in 21 days.
Zach:So and we're already starting to see that start to roll into, which has been great. But so I guess that's the only discount we'll have. Nice. Yeah.
Spencer:I think the only thing that we ever discount is if, like, a family is, like, say, bringing in 5 people, we've had this a lot recently. We'll just do, hey, the last got, the last person, like, we'll charge them for 4 full price exams, and we'll, like, hey, as a gift to you, we're gonna do the 5th one for half off. Nice. And, like, just unexpectedly, we won't tell them and stuff, and they're like, oh, that's really nice. Right.
Spencer:Or, like, if it's been, like, this one kid who's been, like, really consistently under care and their parents are like, hey. I wanna book. And they book a visit. We do the whole shebang and stuff like that. When they go to pay for their initial visit, we'll just be, like, hey.
Spencer:Like, we've loved taking care of you. We're just gonna charge you for the stands today. And, like, we'll just randomly throw that out, and we won't tell them about it. And that, I feel, like, generates a lot of goodwill toward people. People are always really appreciative of it, and you already know that they're, like, great clients of yours and you love taking care of them.
Spencer:And so the odds of them signing on to care is a lot higher anyway, and then it's just, like, another, like, nice little thing. But I think instead of discounting what's like, the mindset that we took around, like, discounting our practice versus charging a premium is that when we charge a premium, we have more of a profit margin. And with that profit margin, what we can do is then give that money back to our people by hosting cool events, like, all those kind of things. When I was doing a really big discount because I used to do that too. My first family member pays if you pay in full, you get 20% off.
Spencer:And then if you sign on another family member, then they get 20% off plus another 30% off for being which is a total of, like, 50% off. And I was doing everything, like, at cost. And I was like, man, I have no money and I'm stressed. Versus when we said, okay, like, we're not going to discount anymore. What we started doing is we say, okay, we're gonna charge everybody full price, but now everybody gets a card whenever they sign on for care, everybody gets a cookie for whenever whenever it's their birthday month, anybody that leaves a review gets a free t shirt, we just get random stuff at the office all the time, we'll get Element Pat like an extra box of element or we'll get, like, some new protein powder that everybody's asking us about, and we'll just buy a bunch of those and give those out for free, quote us samples.
Spencer:And then, you know, we will open up a coffee shop tab for, like, 3 or $500 and say, hey, everybody, If you follow us, go to the coffee shop. Get a coffee on us. You know, we paid for the police station, their whole the whole police station to do pictures with Santa with their kids. And so, like but that comes with charging a premium. And you get to do all those cool things whenever you actually have the money to do it.
Spencer:So like making more money does not mean that you are taking more money from people. It's that you're saying, hey, I'm gonna I'm gonna use these dollars to give back to you and to create an awesome experience, not just crack your back, but also, you know, make your life better. Mhmm. So, yeah. I mean, I think that charging full price is the way to go, and full price doesn't need to be dollars on your I mean, I guess it depends on your market and stuff, but I think that you need to calculate your stop cost stop loss and say, like, what's the minimum that I need to charge and charge at least double that.
Zach:Percent. I think you're spot on. What are you planning to do at the Dude, I think we are going to actually,
Spencer:I've only talked to Steph about this, but so I guess now everyone in the world will hear it, but, I think we're gonna start moving toward the one day report where no more day twos because we're running into capacity issues, and so we can't hire another doctor, and we have to turn a lot of people away, or they have to wait for a really long time to get in. That's because, like, it takes people 2 days to get in. Right? So, like, one new patient takes up 2 hours out of our schedule in the week, and I don't wanna cut down it was either take out a day or shorten those visits a lot. And I like the committed focused time that I have with someone that I don't have to worry about, like, oh, I have to get out of here and adjust somebody because I only have 15 minutes with you or 20 minutes with you.
Spencer:I like to really sit down and be able to, like, really answer everyone's questions and connect with them. And so I didn't wanna shorten our new patient process from the hour that we do to 20 minutes or something like that. Mhmm. And so we have to figure out a way how to how can we see people more efficiently, and that was that would be either to hire another doctor, but right now we're really struggling to find a bigger space to house another doctor Right. Or, yeah, take out a day.
Spencer:And so right now the answer is to take out a day. And so that is a big workshop job because, I don't know how we're gonna do that, but we're gonna figure it out.
Zach:Yeah. I know. I mean, being in in that wealthy practitioner space, it seems like people that have switched love it. I know Morgan and Hannah, when they made the switch, it was really great for them. I I don't know.
Zach:I've had a tough time thinking of moving to
Spencer:a day. I mean,
Zach:you you you do doing
Spencer:doing back pain and athletes and stuff, you can that was it's way easier to do it like that.
Zach:Like, I mean No. For sure. For sure. Just, like, conceptualizing it in my head because I know, like, the biggest thing is a, like, 15 minute discovery call. So that's Right.
Spencer:Which is that? That's, like, the hardest part. And so we, yeah. I don't know. We'll we'll have to see.
Spencer:It what we've come to realize is that it's gonna take a full team effort. Like, everyone has to be on board. Yeah. Like, it can't be, like, right now, the way our office works is, like, our front office staff is, like, our they're just there to check people in, work on the billing, take phone calls, and be, like, a hospitality kinda thing. And then once, people are with doctor, like, we'll just take care of everything else.
Spencer:And so we have kinda, like, a two sided practice, which, that's actually a really big concept in unreasonable hospitality is how, like, both halves of the restaurant, the kitchen and the dining room work together, and so we're really trying to figure out how we can do that because it's kinda hard when you have a 20 year old that is answering the phone that knows nothing about spinal anatomy to say, like, hey, put this at l one and make sure that you're getting, yeah, like, slides it to their spine and stuff like that.
Zach:Yeah. We've been training we've been training Rachel on she's doing HRV now, which has been huge because that's the one that's the one is the easiest, but it's the one that, like, from a connection standpoint, it could take 2 seconds to connect, and then there'd be days where it just I'm sitting there for 5 minutes. And so end of this month, she'll be doing EMG scans as well, which is great. So I think we'll definitely be able to transition to a day one process. Yeah.
Zach:What do you feel like?
Spencer:This is, like, on the spot, but what do you feel like is the biggest lesson or the biggest hurdle that you have conquered this year or, like, in this past couple months? In 2024, what was your biggest shift slash change slash you know what I'm saying?
Zach:I would say and I I know I can continue to work on this, but really embracing that, like, leader and CEO. I think for a long time, it was just kinda like we're doing this together. Let's have a good time. Blah blah blah. We're now, it's like, no, we have to implement these systems.
Zach:And the reason we do that isn't for me, it's not for you. It's for our patients. And if we wanna grow and, you know, live out our vision and our mission, then that's what's required of us. And so there's a lot I've had to change in myself and just kind of accepting that radical responsibility. And there's still tons I can work on, but that's been a big one that's kinda shown through over the last several weeks is that radical responsibility.
Zach:And if it takes, you know, getting an office an hour early or, you know, working after dinner, then that's what it's gonna take.
Spencer:Yep. How about you? Dude, I was well, I knew you were gonna ask it back, and when I asked you the question I don't know. But, as you were as you were saying that, I think the biggest one because, you know, got married this year, bought a house this year, hired a bunch of people this year, grew the practice a lot this year. So just a lot more people like in my life.
Spencer:And, I think the biggest thing that I have learned this year as a business owner, yes, is the leadership, but in, like, a subset of that is that honest communication is always the right thing to do. And, like, it's always better to be completely transparently honest with someone, whether you're telling them, I don't know what to do with your child's case, or I understand that this is expensive. And from a business perspective, I cannot give you 50% off. Like, I've had to have that conversation with somebody. Somebody's like, yeah.
Spencer:Like, can you just, like, give us, like, a thing? Blah blah blah. And I was like, I like, listen. We totally could, but that's not fair to the families that do pay full price to give you half off. It's not fair.
Spencer:We have a lot of, like so we can help you make the payments, but to give you half off because you're saying that you can't afford it when transparently you drive a new truck, like, it's always the case. Yeah. It and, like, you have to, like, just be really honest with people, like, it's just not fair to everyone else that pays full price to give you half off just because you're just because you're asking, you know? And, like, that's a hard thing to do, like and then same thing, like, with your employees and your leadership. It's just saying, like, being able to go to someone and say, hey.
Spencer:I don't think that you're playing at your fullest potential, and how do we what do we need to have a conversation around, to help you get there? Like, that's a really hard thing to do, like, especially as, like, someone who's young and, like, you're figuring it out and a couple months ago, you literally couldn't pay your own bills, and now you have people working underneath you. And Mhmm. Like, that's a really tough place to be. And so, like, to have to say, like, hey.
Spencer:I don't think that you're doing the best job. And but then I think the thing that, like, really helps you grow in that is when you have that honest conversation and people are grateful for it.
Zach:Like, you're
Spencer:saying, like, hey. Thanks. Like, I am having a rough time, and so I'm glad that you brought it up, but I wasn't trying not to disappoint you. Or when people say, like, I appreciate you telling me that I can't have a discount because, like, that just, you know, you care about everybody else here. It just shows that you care.
Spencer:You know, or same thing, you know, when you're married and stuff, just saying like, hey, like, I think that we need to do this, or like just being honest with people. I think it's really, like, honesty really is the best policy, like Mhmm. In terms of leadership and self development. So that's probably the biggest thing that I've learned so far. And same thing with, like, our coach, like, and stuff.
Spencer:You know? Like, when we're talking with Steph and everything, like, I think it's really easy to fudge your numbers or, you know, when we're talking, like, me and you when we're talking, like, I, like, I appreciate our friendship a lot because, like, we I don't feel like there's any sort of, like, competition that like, I you know, I think that we both wanna elevate each other and we both wanna do well, but I don't think that it's like, oh, dude. I have to crush Zach or, like, whatever, you know, or, like, feel bad for the wild, dude. Zach got 60 leads from this event and, like, I didn't And all those kind of things. And so I think it's good, like, just be honest about your numbers.
Spencer:Like, hey, dude. We're having a down week. Or, hey. We're having a hard crushing it. You know?
Spencer:Or, hey. Like, I'm really having trouble with that. Like, being honest with yourself and the people who are around you, really let them kinda pour back into you. So I think that's really been the biggest lesson I think I've learned this year. That's great.
Spencer:It's really good. See, there goes my cold weather voice. You know, people don't expect you to have it all together. You know? People expect you to kinda have an answer, but I think that the biggest thing is that people don't expect you to have it all together.
Spencer:People just expect you to give try your best. And, you don't have to give the perfect answer, but you just have to give them the answer that you think is best or, you know, answer that you would give your friends and
Zach:family and stuff, you know. So, yeah, what is one thing that you're excited for in this next year? One thing I'm excited for, I would say the biggest thing that I'm excited for is really just, like, a full year of focus. And I loved our wedding. I loved getting married.
Zach:I loved all of that, and I'm really excited. This feels like I'm going into the 1st year where there's not, like, a big life event. Like, there was engagement the year before and all of that. And so it's like, okay. Stable at I, like, know where I live.
Zach:Like, it's crazy to think, like, I've moved 5 times in the last 5 years. It's like it's like, oh, nice. Like, now I live somewhere. So I think that's that's, like, the biggest thing. I don't know if, like, stability is my word of the year, but just, like, looking at the calendar and they're like, there's open weekends.
Zach:Yeah. It's really awesome.
Spencer:Yeah. We'll see. I'm excited. I think that, who knows, dude, what's gonna happen in 2025 because, one, right now, like, I mean, you still have a whole month. Like, it's only December 3rd, like, so you can completely change the momentum and the direction in which you head into the New Year, so don't write off December.
Spencer:That's a big thing that Steph has been preaching.
Zach:It's actually one thing I was gonna like, how you you shared about, like, taking a week and a half off for Christmas. I am actually taking a different route because we've taken so much time off, and we're gonna be here. Like, my family's here. Morgan's family's here. And so I'm like, if I'm gonna be here, just sitting around at home, like, what am I gonna be doing?
Zach:Like, I've already planned, like, q 1. We've already done the yearly meeting, so I'm like, alright. So we're gonna be open 23rd, 26th, 27th, and not, like, full hours, but I'm like, I'm not gonna, you know, write off another month. And so that's, like, kinda my thing. It was, like, or been my mantra.
Zach:It's, like, December's gonna be our best month of the year, and there's no reason it shouldn't be.
Spencer:Yeah. Shouldn't. Right? I mean, that's what Steph says, dude, why everybody is slowing down. Like, you have the perfect opportunity to speed back up.
Spencer:And, yeah. I mean, that's something that we've been going over too. Like, so we'll be open a couple days, like, right after New Year's and everything where we could take off that whole week. But it's like, dude, we'll be here. Why like, we're just gonna be chilling at home.
Spencer:Like, why would we not? Like, you know, we're taking a week off to go back to Louisiana with my family, and so we're like, there's no reason that, people can't come in. People who come in once a week can't come twice a week, that Monday or Thursday in these 2 weeks in December. Like, so, let's get them in. But, yeah, dude.
Spencer:I think that it's gonna be crazy in 2025. Who 2024 is just a huge massive year of change, and, there's, like, only way up. Right? Like, I really don't think that, I really don't know if it's gonna be stable for any of us. Like, I think it's crazy also true because, like, dude, it's just like it's just gonna be the Wild West, like, because, I mean, dude, in 1 year, right, our 2nd year in practice, look how much has changed, like, what's happened in the 3rd year, what's gonna happen?
Spencer:Sure. This just means that we're gonna have, like, kids or something like that in 20 25 or something like who knows?
Zach:I mean This is where Morgan this is where Morgan should turn off the podcast. No. I'm kidding. I would love
Spencer:to kid. I think it would be great, but who knows? Who knows, bro? We'll see. But I'm excited.
Spencer:The podcast, I'm super excited for too. I really wanna lean in to the podcast. I think it's been really good.
Zach:Yep. And this is the year we go pro on the podcast.
Spencer:Yeah. Zach and I have a lot planned for the podcast. So thanks to you guys who've been listening to us from day 1. We really appreciate that. That's really cool of you, and it doesn't go unnoticed.
Spencer:And we have a lot of things planned for the 1 hour podcast to give you guys access to a lot of the things that we're talking about. I'm trying to give you guys some of the resources, like our those kind of things, and then we're really trying to partner with a lot of people who we've had on to get you guys access to a lot of their programs, specifically if you're a listener to podcasts. We'll see. That's all I got. Peace.
Spencer:Alright. Thanks for listening to the 1 Now podcast guide. Peace.