Welcome to More Patients, More Impact, More Income. The podcast for real holistic medical practitioners who want to grow their high impact, high income practice without selling out. Now, here's your host, Chris Axelrad.
What's up? So, I'm in Amsterdam. This probably, whoever is going to be watching this, you're either like up way too early or you're in Europe because it's, what, 12:30 here, so that's 5:30 a.m. in Houston, 3:30 a.m. in California, 6:30 in Eastern, so anyways, let me just get to this topic. Before I do, let me make sure and remind you - my name's Chris Alexrad. I run a program where I teach high impact healers, people who really want to have an impact in their world and on their community, how to do that with integrity, authenticity, and marketing that runs itself so, you don’t have to sit here and worry about marketing. [0:01:09.6]
We get to focus on the part we love the most, which is what? Helping people. Helping people heal. Then we can build teams and we can build real companies, "practices," where we have staff and we have help and we can do things like, for instance, take a one-week vacation to London and Amsterdam, like I am right now, and have amazing people - by the way shout out to my people - shout out to my people who are back in Houston taking care of the patients, taking care of the business while I get to do this. It's a beautiful thing to know that you guys are doing such a great there, so thank you. Of course, you're probably not watching this, so it doesn’t matter. But anyway, and if you want to join my program, I'm closing it down at the end of the year, December 31st - just letting you know for at least three months so that I can shift gears and get my clinical training up and online and really rocking, which is Five Element Functional Medicine - a whole different topic. [0:02:05.9]
I'll tell you more about that another time. So let's get into this topic here. The exponential momentum multiplier. So here's the key: Any kind of progress that we make (What's up, Joe - good to see you. What's up, Jeff? Always good to see both you guys; two of my War Room people). It's funny how, you know, when I do free trainings and when I do stuff like this, the most of the people who are on these are people who, and I'm giving this away for free, right, to everybody. I share. I like to share. I like to give. But it's funny because the people who mostly take advantage of it are people who are paying for my program. It just goes to show you the mindset, the mindset of people who understand the value of the investment and understand the value of, and really want the result, you know. It's like that mindset was there before they joined my War Room Program, and it just continues and actually becomes amplified once they're in my program, which is what I want to talk about right now. [0:03:03.9]
The momentum of, exponential momentum multiplier - first of all, you have to become a relentless problem solver, okay. We can't expect to be really high impact in our profession and really high impact in our lives. The momentum multiplier is we have to become relentless problem solvers and that means we stop seeing ourselves as service providers. We stop seeing ourselves as a convenience or an accessory or luxury thing or a side thing. We see ourselves as people who can truly solve problems for people who already are looking for help. We have got to do that. We have got to do that. Okay? And momentum is all about doing the same things that give us motion, doing the same things that get something moving in a certain direction and doing it over and over and over until that momentum starts to build. [0:04:06.1]
So the analogy I always like to use is a bicycle wheel and if you flip a bicycle over, and here in Amsterdam, man, there are a million fucking bicycles, so this is a great analogy to be using while you're in Amsterdam. They have a bicycle park. They have a place… they have a parking garage for bicycles, okay, over by the Central Station and 10,000 bicycles are parked there every day. That's ridiculous. Okay? This is so different from the United States. Like, we have parking garages for cars. They have parking garages for bicycles. Anyway, my point is, so you flip a bicycle over and you start to push the wheel, right, and it starts to go and if you stop pushing it, it's going to keep going for a little while, then it's going to slow down. It's going to slow down and it's probably going to stop. Well if we want to build momentum in our practice, we have to really focus on solving problems, and in my opinion, we have to decide we are going to solve very specific problems. Right? [0:05:07.8]
Very specific problems. Because by staying focused on certain problems, we build more momentum because we're pushing that wheel, but we get better and better and better at it and we stay focused on that, and the wheel starts going faster and faster and faster, okay. And it starts to build its own momentum, then we let it go, it's going to keep going and keep going for a much longer period of time, and all we have to do is every once in a while, you just have to push it, just give it a little push, just give it a little push, just give it a little push and it just keeps going, keeps going and keeps going. Now, the process of getting the wheel going can be a little bit of a grind. Okay? It can be a little bit of a grind. In fact, what I'll tell you is that we run into a lot of problems, again, going back to being a relentless problem solver - we're going to run into and need to solve a lot of problems that have nothing to do, nothing to do with the clinic, nothing to do with which herbal medicine are we going to use, which this are we going to do, which that are we going to do. [0:06:14.4]
It's going to be a situation where the problems are going to be varied and multifaceted and not all about just doing clinic. So, but here's the thing - the mindset of solving problems, the thought process of being a very skilled problem solver is a meta mindset - in other words, the same skills of solving a complicated math problem are the same sort of logical, very step-by-step, very analytical, rational thought processes that you need to solve, let's say, a logistical problem with your travel, because you're going to need to assess the options, figure out, okay, which option is going to cost more, which option is going to cost less, which option might cost more but actually be a better option based on efficiency, blah, blah, blah…[0:07:16.7]
All of these things are facets of solving problems whether we're solving them in our business or we're solving them for our patients or we're solving them in our personal life. So by becoming a relentless problem solver, that's step one of building that exponential massive momentum and multiplying that momentum. And there's something that you have to do in order to do that, which is if you really want to be good at solving problems, you have to learn how to stay focused on solving the problem. I know this is like, this sounds almost too obvious to me, like for me to be talking about it. (What's up, Lea? Good to see you. You just popped in here.) But there are so many people, and I see this all the time, people who are brilliant, brilliant people, I mean just the smartest people you'd ever meet, but they spend more time, more time thinking up new problems, okay, and imagining problems that don’t exist or getting ahead of themselves and thinking about problems they don’t have yet and then they're not focusing on solving the problems that they have now. [0:08:28.6]
And when they lose that focus on the present problem and start to leak into the future and think about future problems and/or start to literally invent problems that don’t exist - in other words, taking something that happens that isn't really a problem and making it into a big problem and wasting a lot of time and wasting a lot of energy solving what's pretty much a nonexistent problem. Now granted, you're using the same time and you're using the same energy either way. You're using the same mind resources either way, but what happens is, those resources are diverted away, away from solving the actual problems that are right in front of you. [0:09:18.2]
So, the exponential momentum multiplier is this: Become a relentless problem solver who does not create problems out of things that aren’t problems. Okay? Again: Become a relentless problem solver, not a continual problem creator. And when you can master that mindset, it will take you very, very far. And it takes a lot of honestly humility, to master that mindset because we have to be able to admit to ourselves and laugh at ourselves when are making a mountain out of a molehill, so to speak. Right? When somebody says something to us and we get upset and we go down a big rabbit hole, respect and authority and all this kind of stuff that's totally irrelevant to the problem at hand, it takes some humility for us to take a step back, reflect, and go you know, I'm kind of being an asshole. [0:10:21.2]
I just need to chill out. And we need to do that on our own, right. Or when we are looking at certain issue, like maybe, I don't know, a patient who didn't show for their appointment and maybe they're a chronic no-show patient or something, and then we spend an hour or two hours a day, weeks, being pissed and upset about why don’t patients always show up, why am I not respected, blah, blah, blah, blah… Why won't they pay me for the time? Why don’t people… Okay, rather than, rather than, just take a step back and go, okay, first of all - the patient didn't show up but I still am going to eat today and I still live in a climate controlled house or apartment and I still get to do what I love every day. [0:11:08.7]
So this is not a huge problem, per se. This is not something for me to spend a lot of time like haggling and you know, thinking about. Why don’t I just solve the problem right now? So you know what we do? And this is a little tip for you guys. When we have patients that no show chronically, well the first time they no show, we're going to give them the benefit of the doubt - maybe they forgot or they chronically cancel at the last minute, like they always have a meeting come up, or they're always stuck in traffic or whatever it is. We'll let it slide for like the first time, okay, and we'll just kind of let them know that, you know, we'll say, "Hey, thanks for letting us know and see you at your next visit." Because we never have people book for less than one visit unless they're graduating or unless they tell us they don’t want to come anymore; that's fine. But after the second time that they no show, we will cancel all their appointments and we will just send them a message saying, "We canceled all your appointments. Let us know when you would like to reschedule them." [0:12:09.5]
And I would say 80% of the time, we never hear from them again, and that's fine. See, that's solving the problem. It's that simple. You just say, "Okay, good. You know what? By not showing up two weeks in a row, two appointments in a row, you're basically telling us you don’t want it, and that's fine because we got, we have got other things to do." Right? We got other things to do. So that's a quick way to solve the problem, and you're not investing a ton of time and energy and emotion into just focusing on the problem, thinking about the problem, and then making other problems happen. Because like if you come at somebody and then you turn it into an argument or you start trying to collect money, and then it becomes contentious. You're just creating more problems, but in the end, probably aren’t even worth it. Probably isn't even worth solving. Like, one no show is $85. Right? For us. But see the other thing is - if you're focusing on solving the right problems ahead of that. So you know, the fact that we have solved a problem, in my clinic, I have solved a problem and as a clinic as a whole, we have solved a problem. [0:13:16.9]
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If you focus enough time on relentlessly solving the problems you do have, like for instance, you want to make sure that you have patients coming in all the time, like you never have to worry about whether you're going to have new patients contacting you, that problem for us is solved. Like we, we never worry about that shit. We get eight to ten new patients every single week, like clockwork. So that's problem's been solved. The problem of how do we talk to the patients to get them to really commit, not from a place of fear and scarcity by saying hey, we're going to give you this big discount if you buy 30 sessions right now, but get them to commit from a place of yeah, I really want help and I really trust you and I really like you and I believe you and I want to work with you. [0:14:17.1]
You get them to commit from that place. Then you've solved the problem of retention because now people aren’t coming just because they're obligated. They're coming because they want to. It's a beautiful thing, man, and you also solve the cash flow problem because at the end of the day, man, I'll tell you and I have heard this from a lot of people - this is one of the reasons why we stopped doing packages, the big packages - because your cash flow gets all screwed up. People who say, okay, it's like you're going to take a $600 payment from somebody and they're going to come in for like, let's say eight sessions, then your cash flow is shot. Right? And it becomes very unpredictable. It becomes very difficult to predict your cash flow. So by not having packages and by having people just pay us as they go, number one they become habituated to paying us every time they're in our office, which is great. [0:15:04.1]
Like they'll walk out of the room and they'll go reach in their wallet to pay us. It's like a habit. So we never worry about like that they feel weird paying us. They like to pay us because they like, they actually enjoy coming in to see us, and we never worry about whether they want to come back. So we have solved that retention problem. We have solved the problem of getting patients in. We have solved the problem of, you know, having good staff so that we don’t have, I don’t have to ever worry about my staff doing stupid shit and you know, pissing patients off or you know, whatever it is or not looking at the calendar because we have a process. We train them. We have training. We have an awesome scripts and everything else to help them, which by the way, if you join my program, you get access to all that shit. I have free stuff that you have too, but the program, man, we have got all the scripts and all the emails and all the texts and all the phone scripts and everything else. [0:16:03.9]
So yeah, we have all these scripts and we have all this other stuff that we give to people, man, because like as you start to grow and you start to get more and more patients, you can't just be sitting there trying to think of what to say every time, right. And not only that, but if you want to be able to train somebody to do what you do, whether you're solo right now and you're answering your own phone and doing all that shit or whether you're, you have a group practice. If you want to train people to do what you do so they do it really well, you need to have all that shit ready so that they can refer to it and they can actually do it and they can do a good job of it, right.
So the momentum multiplier: Become a problem, a relentless problem solver that does not create more problems. And now I'll tell you what - life become really easy and fun, and clinic becomes really easy and fun and growth becomes almost like automatic because the momentum just keeps building and building and building and trust me, like, there's a breakthrough, like I said, getting the wheel going can be, can take some work, you know, and all the resistance comes from in here, by the way, so if the wheel is not moving and you're having to work really hard to get that wheel moving, don’t look outside yourself to see where you're blocked because it's not out there. [0:17:19.9]
It's here. It's some way that you're thinking about shit that's not correct or not in line with reality. You're expecting automatic shit to happen or you're expecting people to, I don't know, whatever it is. Like if people aren’t listening and really paying attention to your message, it's not them. It's because your message isn't clear. You need to figure out where your message isn't clear. If the process is not working to get people into your office, it's not because of something going on out there. It's because the process isn't right. Like, maybe something in your language isn't right or maybe something in that initial contact isn't correct or whatever and you have to figure that out. You have to figure that out. [0:18:00.8]
But that's the point. As you start to figure out more and more, not only does the wheel start to move faster, but the resistance, the wheel starts to move much more easily, and then there's a breakthrough point, kind of like when a plane breaks the sound barrier, and there's this boom and then it's like, you've broken through to the next level, and that's why you have to keep going. You have to keep going, keep going. Now don’t keep going doing shit that's not working. Don’t just expect if shit isn't working, to just keep going doing that shit and it's eventually going to start working. Like, you should be able to check, you have to take action and then wait for the feedback and see what's happening and then make adjustments. Right? But you have to make adjustments as you go along by paying attention to the feedback you're getting from the actions you're taking, and if that feedback is not clear and you don’t feel like that feedback is in line with what destination you are trying to reach, then make the adjustments, make the adjustments, make the adjustments. [0:19:07.1]
This is the relentless problem solving mindset, in action. Okay? And eventually, what's going to happen is, you know, whereas you may start out and like if you're an airplane and you're kind of all over the place, right, and you're flying through some rough air and then you start to adjust the controls and you reach a certain altitude and then it just starts to smooth out. Right? Just starts to smooth out and things become so much easier. Well, if you don’t keep adjusting your trajectory and you don’t keep moving and holding on and trying to come into alignment with that direction, then you're never going to reach that breakthrough point. You're never going to get the altitude that you're looking for. And that kind of brings me to one final point before I close this down. I think one thing that a lot of people don’t realize is how important it is to know what you're destination is. [0:20:06.2]
You know, not something vague like "I want to be an acupuncturist and I want to see 40 patients a week." That's too vague. That's too vague. Or "I want to see 100 patients a week" or whatever; great. I mean, it's good to have at least that much of a goal, but we need to be a lot more specific about our destination. It would be like if I had decided that I was going to take this trip over here. Right? Because I'm on vacation right now and I'm in Amsterdam, and if I had said, "I'm going to go to Europe; that's what I'm going to do. I want to go to Europe." Okay, where? "I don't know; I'm just going to go to Europe." Okay, how am I going to buy a plane ticket? How am I going to decide what my exact, like what I want to see, types of food I want to eat, whatever if all I'm saying is "I want to go to Europe." It's too vague. Have to be very specific. Learn how to create very clear vision in your mind of what things look like. [0:21:03.4]
Don’t be afraid to envision and use this amazing tool that we have called our imagination, which is the thing that gives us all our power, is our imagination. Don’t be afraid to imagine the future that you want for yourself, and really crystallize that vision. Now, it may not come true exactly like you visualize it, but by having that clear vision, you will have a compass and you will have a GPS as you navigate through the turbulence and you start to get altitude. Because again, when you take off in a plane, all the fuel, most of the fuel actually for a plane flight, is burned on takeoff because of all of the force and acceleration that has to take place. So, the energy and the momentum that you need to generate at the beginning is going to take the most energy. Okay? It's going to take the most effort, is what I meant to say. So, don’t go into that effort without a clear destination. Don’t just take off into the air and then go, uh, okay, where am I going now because taking off into the air, you need to at least have an idea of where you want to end up. Have a mission in mind. [0:22:23.6]
Alright? I'm out. By the way, if you're thinking about I can help you, I've got a program that like already dozens of people in my program have doubled and tripled their numbers, their practice, their patient numbers and actually in the process, become happier people because my program is not just about practice growth. It's about personal growth, which by the way, if you want to grow your practice, you're going to have to be a different person by the time you get to where your practice grows. It's not going to be the person you are today that grows your practice to where you want it to be. It's going to be the person you will become that grows your practice to where you want to be, and by the time you reach that goal, you will be a different person. [0:23:09.1]
So there's a lot of personal development stuff in my program, as well as, as well as man, like ads - how to advertise, how to write copy, how to hire people, all the scripts and everything, how to talk to patients and help them to understand the value of what you give. Actually, a lot of the program too is to really help you define for yourself the special unique value that you are able to deliver that sets you apart from everyone else, which is really the key multiplier for marketing. The momentum multiplier for the marketing side is for you to really be able to articulate your message in a way that stands out, that is unique, and that also really clearly conveys the unique value that you provide to a very specific person with a very specific problem. When you have all that together, process in your clinic, that truly works to get people into your ecosystem, have them commit to care and stick around, then guess what - you are going to be able to write your own ticket. [0:24:17.1]
You're going to be able to create the life of your dreams, but not by selling out, not by making some kind of, you know, pact with the Devil to just make it all about money or whatever you want to call it - by actually helping people and doing amazing work and changing people's lives and actually getting paid a good amount of money to do it and it's just, it's just a beautiful place to be. It's, it's... yeah, that's all I can say. And I can help you get there. I can teach you how to get there because I only teach what's worked for me, and not only that, but in the program, you get one-on-one coaching from me and you get a whole year of support, a whole year, you know, a year, 12 months. Some people come in, man, and they're like this close and they come in and within like two months or a month, they have this massive breakthrough and their practice just takes off. [0:25:09.3]
Other people, sometimes it takes them, you know, more, like six months, seven months, eight months. That's fine. That's why the program is 12 months. That's why the program is 12 months because we're there for you and we're there to support you and the group is an amazing group of people. Anybody who is in there will tell you that. It's a really amazing group of people who are all rallying around a common point of growing their practice with authenticity and using as much low effort, high return marketing strategies as possible to do it. And I'm telling you, it's a beautiful thing when we see people hit that breakthrough point and they break that sound barrier, so to speak, and then they're like free, man, and they just start to, it just starts to multiply on them. It's a beautiful thing to watch and yeah, anyway… if you're interested in doing it, I just want to remind you that, you know, I'm closing down enrollment for at least three months. That's the plan, as of now. It might not be three months. [0:26:05.4]
It depends on how fast I can get Five Element Functional Medicine Clinical training all outlined and ramped up and see who's approved and everything recorded, but I'm definitely going to be shifting my focus to that and making sure that I can also deliver high quality mentorship and coaching to the people who are already in the program. So, December 31 is the cutoff. If you're on the fence, get off the fence and make a decision. There's also a ton of case studies that you can check out and you can see the results for yourself. Okay? I love this program. I’m on that page. And then decide if you want to apply. Like I said, we have limited spots available and we're closing it down the 31st. So don't wait. So, alright guys. I'm out. Later.
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