Dr. Jeremy Brubaker

We are no longer in the age where the doctor knows best, is a family friend and never questioned. So the question is, what type of business are we in and how do we function in it.  Be honest, most of us are not naturally business minded, we are more mission minded and health conscience.  That’s why you’re in chiropractic school and why we become chiropractors.  As you are well aware, most chiropractic colleges cannot give us the business education we need, and honestly they shouldn’t.  They are not business colleges, they are chiropractic colleges.  It would be like going to your cardiologist for an atlas adjustment, it just doesn’t make sense.  First off, as chiropractic students and doctors we are inundated with management and consulting companies trying to give us business help.  What I’m going to say next may shock you, especially those of you who knew me in school.  I say thank goodness and thank God for some of them that help us become successful.  Now be careful who you deal with, just like anything in life, but don’t rule out all of the folks out there to help you based on a couple knuckle heads.

We’ve been blessed to have a great experience when it comes to getting help in practice and we were taught by one of my mentors the essence of the business we are in.

To quote Dr. Tom Owen, he told me “You’re in the People Business Buddy”.  That has always stuck with me and has kept me grounded even when the success came.  If you plan to be in the chiropractic business long term, you must realize that the management and structure of your practice are vital to success. But without remaining focused on why you are there, and who you are there for, you’ll struggle even if you’re bringing home a decent living.  That may sound counter intuitive, but there are way too many burnt out frustrated chiropractors out there that have profitable practices.  Knowing that as you begin your career may help you avoid that type of situation.  Even if you’re one of those frustrated docs, take some time today and look back at the enthusiasm you had as a fledgling doctor and get it back!

Question: What lights your chiropractic fire?  Protect that flame with your life.

Would you like to perform at peak levels of efficiency and productivity with the highest clinical standard possible? If you answered anything but #@%% yes, you should seriously consider why you are putting all your efforts into opening your chiropractic office.

What if I told you that in your practice, you will use very little if any of the protocols and procedures you’ve studied and used in the student or outpatient clinics at your school. Somehow, I bet you’re not surprised at all.  So if you don’t use the protocols you’ve learned in school, what are you going to use?

Are you going to wing it? Shoot from the hip?  Then hope for the best?

With anywhere from one to two hundred thousand of student loans to repay, not to mention thirty to one hundred thousand or more in additional capital invested for start up, are you truly willing to risk all you have invested and your future, just winging it?

This week, take some time and ask yourself, do I currently have a system in place to achieve and exceed my goals for a long term self sustaining practice?

Question:  Are you’re office protocols time tested and proven to deliver outstanding results?

Have you been watching the winter Olympics this year?  I’m from the northeast and my wife is from Minnesota. We’re no strangers to the snow, and love the winter games. What a display of talent and execution!  As I’m watching the technical aspects of each event, I’m in awe how precise the athletes are in all aspects of their sport.  They are true professionals.

Just recently we were on a short ski trip with some friends.  Their two kids had never been on skis, while our son has been on skis every winter since he could stand.  Watching these six and seven year olds struggling to grasp this new concept then negotiate with their muscles to stop and turn on the snow was quite a scene. Our son was zipping around them trying to show them what to do, and it occurred to me how ineffective he was at helping them.

When my wife, a former downhill racer and ski instructor, started guiding them through the basic principles, the light bulbs began to come on.

Now what was the difference?  My wife and son both could ski, but only my wife owns, understands and can communicate the principles needed to ski properly.  As you can guess her approach, with expertise, was much more effective than my six year old saying,  hey watch me.

Why is it that when we come out of school with our chiropractic degree we automatically assuming we are Olympians? Experts in all aspects of opening and running a successful practice.  There’s no doubt that as clinicians we’re prepared to treat patients exiting school.  But come on, we haven’t been training intensely for years to market and manage a business, staff and office procedures?  No wonder the success rate of new Chiropractors is atrocious, and student loan defaults rank among the worst of any profession.  To be the Olympian in your new chiropractic office, you need to train in all aspects of the business.  Operating at peak performance in all aspects of your trade consistently.  That’s the definition of a true professional, and leads to ultra success!

As you start preparing for your new chiropractic practice, take a moment and ask yourself, where do I stand?   Am I seasoned professional, able to execute turns, moguls, jumps and ski through the trees?

More likely there are many aspects of your business that need studied and perfected before heading down the black diamond into your chiropractic practice.

Question:  What are your weak areas, and how do you plan to overcome them?

There it is, the burning question that most chiropractic students and doctors wanting to open a practice are asking themselves. The answer my friend may surprise most of you.

In this economic climate, it is impossible to secure financing for your new practice.

That is completely true, if you choose to believe it.

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I talk with chiropractic students and doctors from all over the country looking to open their offices. Without fail there are always a couple of questions they always asked about how to get their financing:

• What kind of business plan do I need?
• Where do I find financing?

Now, two or three years ago the economic climate was significantly different than today.  So, my recommendations on this subject have evolved and changed accordingly.

What kind of business plan do I need?

It’s simple, a great one. In years past, a good credit score and a logical plan was enough.  Today traditional lenders have changed the rules.  No longer does a good credit score account for much, even a better than average score doesn’t pull the weight it use to.  As a rule, chiropractic students coming out of school are over leveraged and undercapitalized which makes it challenging to get any kind traditional financing.  In order to have a shot with a lender today, you must take your business plan very seriously.  It’s going to take more than the mock one you put together in your stellar business class in Chiropractic College.  One surprising source for small businesses is actually the SBA, there are templates and some great information there for you.  Your business plan must be professional and presented that way, or lenders stop listening very quickly.

Where do I find financing?

The true answer is anywhere you can!  If you picked up the tone from the last question, it’s very difficult to secure traditional financing for a small business start up, let alone a chiropractic practice.  Now is the time to start thinking of other sources for your startup capital.  As students it means minimizing expense increasing savings, part time jobs, conserving those student loans, family contacts, building equity in homes, etc.  If you put together a proper business plan it then becomes much easier to go to non-traditional lenders.  With a thorough plan,  asking friends or family for financing becomes much easier.  Believe it or not, there is still plenty of dollars out there to get your chiropractic office open, it just takes more effort , determination and a don’t quit attitude.

Recently I heard the story of the publishing of Chicken Soup for the Soul.  Jack Canfield went to 35 or so publishers, who said no, but it only took one to say yes, and you know the rest of the story.

Don’t Ever Quit!

Question:  Are you a currently working on your plan to finance your dream?

“If you do what you ought to do when you ought to do it, there will come a time when you can do what you want to do when you want to do it” – Zig Ziggler

Making your way through Chiropractic College, the furthest any of us typically see ahead of us is tomorrow. Our thoughts are constantly, what do I need to study, which tests are coming up and how am I going to stay awake during microbiology. Although there are always a few exceptions, most early quarter/tri chiropractic students are all thinking the same type things. I’m ashamed to say, I too was busy memorizing and regurgitating facts and physiological functions and not asking the right questions. During college there will always be guest speakers coming on campus, preaching this and selling that. There’s one or two that years later I still remember. Dr. Guy Riekeman, now the president of Life was talking about knowing what you know, knowing what you don’t know, and not even knowing that you don’t know. Love or hate Dr. Riekeman, the man makes you think and ask questions. Therein lies one of the greatest pieces of advice I was given as a chiropractic students…Ask questions.

Don’t act like you know it all when you don’t!

My favorite book often speaks about the power of humility and the knowledge that follows. That’s a tough sell for educated and motivated new Doctors. Not even knowing that you don’t know is what us as students should be most ashamed of. It’s typically not until after graduation and staring student loan repayments in the eye that the real questions start to fly:

* Is a strip mall next to chucky cheese a good location for a chiropractic practice?
* Why is a commercial lease so expensive?
* Can lottery winnings be used as start up cash?
* Where’s the express Medicare application?
* Is a NIP Number important?
* And the most important question, should I wear sneakers or sandals in the office?

Now if haven’t begun asking yourself these sort of things, well…It’s time to expand those concepts and jump out of your box of knowledge into another realm.

Oh, by the way…the answers.

* No, not a good idea next to Chucky
* EVERYTHING commercial is ridiculously expensive
* Yes, you can use lottery winnings as start up cash (But you’ll need to be struck by lightning 7times before that happens)
* There’s NOTHING express when dealing with Medicare
* Yes, it’s important and it’s a NPI number (not NIP, that’s something completely different)
* Neither, I find Bass Shoes the most comfortable and cost effective dress shoes (clearance rack of course).

Whew, glad we got that straight!

It would be great to say that chiropractic students looking to start a chiropractic practice are asking even silly questions like these early in Chiropractic College. Reality is that it’s fast and furious, by the seat of your pants toward and after graduation (At least it was for me). By the time that last quarter/tri rolls around most students are too ashamed to admit that the need help and to fearful to ask dumb questions. For me, I didn’t know who to trust.

The greatest thing about this blog is… who cares if it’s a dumb question; Lord knows I should have asked a heap of them prior to signing the lease for my chiropractic practice. If you agree to be honest with yourself and not kid yourself, I’ll agree to field your concerns, fears and questions with real life success. Now let’s have it.

Question: What are you scared or embarrassed ask?

“Your potential greatly exceeds your concepts of today” – Thomas A. Owen III