dan yachterchiromarketing2.s3.amazonaws.com/pdf/dan-yachter.pdf · was young, he is 69 years of age...

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Matt Prados/Dr. Dan Yachter Interview © 2010 Chirop racticMarketers.com

Dan Yachter

Transcript

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0:00:01.3 MATT PRADOS: Alright, hello everyone and welcome to

today’s training. This is Matt Prados, CEO of Chir o Traffic, and I am very excited today for this particular call. This is a very interesting individual who has one of, if not the largest, practice that I have ever heard of in this country and it is just absolutely crushing it with numbers that most docs see in a year. He is seeing in a month s o without any further introduction, I would like to welcome Dr. Dan Yachter to the call. Dr. Dan welco me.

0:00:34.3 DR. DAN YACHTER: Thank you so much, Matt, I

appreciate your having me on the call. MATT PRADOS: Absolutely, and obviously you are doing

some spectacular things in your community. You are serving tremendous numbers of people. Why don’t yo u tell everybody a little bit about your background a nd how you got to where you are today?

00:00:54.3 DR. DAN YACHTER: Well, my background is

interesting. I actually watched my father recover, heal, from crippling health problems, particularly, migraine headaches. As the story goes, when my fat her was young, he is 69 years of age right now, when he was 7 years old, he was playing in a lake one summe r, and he went down a slide into the lake and someone happened to push a cast iron bathtub underneath the slide, submerged underneath the water that he had n ot seen, and when he came down at the bottom of the sl ide he struck his head, straight direct hit, onto the c ast iron bath tub, split his head wide open and was knocked out cold and almost drowned laid at the bot tom of the lake until a lifeguard saved him.

0:01:35.8 My father for the next forty years of his life ended

up suffering with crippling, intensive migraine headaches. Times where possible vision would blur, couldn’t be around noise, light, was literally crippled when he got these headaches. That is how intense they were, and because of that, he had to t ake multiple medications.

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0:01:56.3 Other organs went bad. Thyroids, he was on thyroid

medication. Painkillers, lots of medications, lots of medical procedures through the years, started developing kidney problems because of all of the drugs. He also ended up passing kidney stones.

0:02:12.5 So he had a lot of medical problems becau se of that

one injury, and it wasn’t until my brother David Yachter, Dr. David Yachter, who practices in South Florida in Plantation, who is a tremendous chiropractor, as well, got into a car accident at t he University of Florida which led him to a chiropract ic office where he regained full health and function, healing without drugs, surgery, which the doctors t old him he was going to need surgery and drugs, and in his third month from school, he decided to go off to chiropractic school after that happened.

0:02:42.9 He was so fascinated with how he healed t hrough

chiropractic adjustments alone that he went off to school and after three months of being in chiroprac tic school, Life University, he came home on break, and he found my father lying in the dark quite bedroom wit h a pillow over his head writhing in pain and crying ou t to God for an answer, like he had done for forty years, to his suffering and his agony and his miser y, and my brother walked into the room and ends up adjusting my father.

0:03:08.6 He does, I guess at that time, three mont hs of school,

probably looked like something like a cross between an occiput lift and an atlas adjustment. Not sure exactly what it was but after that had happened my brother went back to school and my brother received a call from my father, and my father basically told h im, “David since you started adjusting me, I have not h ad one of those headaches,” and so 19 years later to t his day, my father has not had one of his headaches.

0:03:37.3 His kidney and liver have finally cleared up. They

healed. No more kidney stones. He is no longer on

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Synthroid for his thyroid after 34 years. The doct or said he would have to be on it for the rest of his life because his thyroid didn’t work. He is no lon ger on any medications at all. He is back to his norma l weight of probably 50 years ago.

0:03:55.1 He has got more energy, more life, more b etter quality

of life than he has ever had his entire life and at the age of 69, I called him last Sunday on his 69 th birthday, he was doing 150 pushups that day, and so his health, vitality life was restored, and I saw that.

0:04:09.8 I saw that in front of my very eyes happe n. How

adjustments, just the power of healing that can be released from a chiropractic adjustment that can really literally bring a body a mind a life back to life, restore health, vitality was just amazing to me, and I was always on a path to go to medical school, and I always was so fascinated with that.

0:04:35.2 I had worked in hospitals in high school and college,

and I always wanted to go in that direction, but af ter seeing that I knew that I was missing the boat and I wanted to learn more about it. My brother nurtured me, and he helped me, guided me, mentored me, and helped me to find my way to chiropractic school, an d there I continued to go to Dynamic Essentials.

0:04:54.4 The whole time I was in school I was a bi g DE fan, and

I went every single quarter, and so I really got a solid foundation and base in my understanding of th e principal philosophy of chiropractic, always from t he green, because I was always going to clubs, so when I came out I never lost that passion for what I had s een happen to my father, and that is really what I practice, what is inside of me every day is that I feel like nobody should have to wait forty long yea rs for the answer that my father had to wait for.

0:05:22.6 He suffered for no reason other than some one not

telling him about the message. He suffered for no

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other reason for him just not being able to hear th e life saving, transforming, saving, changing message that we know of in chiropractic. No one got to him fast enough, that is one of the things that drives me every single day, and I know that is something that you are passionate about as well, Matt.

0:05:43.2 And that is the message we need to get ou t to the

world quickly because there are too many moms and d ads and babies and children out there that just don’t understand the one simple concept that I was able t o understand after I watched what happened to my fath er is that we do understand that and this is the thing that is the foundation, I believe, the principle of chiropractic, of chiropracty the profession, is tha t we acknowledge that power that healing power that i s in the body.

0:06:10.7 And we as chiros get to release interfere nce, remove

interference that releases that power out to the bo dy. That literally regenerates, resurrects, renews, and restores health and vitality to the human body. Th at is our focus. That is my focus as a principal chiropractor. That is what we get to do. That is how powerful it is in terms of what we get to do on a daily basis. That is exciting.

0:06:35.1 That drive’s passion, drives enthusiasm, and allows

you to get up every day to be thankful for what you do and also to be excited day in and day out, going on my thirteenth year of doing this. It just gets better every week, every month, and every year.

0:06:50.2 MATT PRADOS: Wow, that is definitely a powerful

story, and absolutely incredible that your father h as had that kind of recovery. I am sure he is incredi bly thankful for his sons and what they do. So that is the pulse that drives you on a daily basis to do wh at you do, but now from our earlier conversation, you are doing some things that nobody else is doing. How i n the world did you go from fresh out of school to wh ere you are today?

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0:07:20.9 What were some of the, did you just open up practice

and this particular story that you just told was ju st so influential that you just kept running and runni ng and never looked back or was there struggles along the way? How did your career evolve to where it is tod ay?

0:07:34.9 DR. DAN YACHTER: Well, when I was in school, like I

had mentioned, I was going to Dynamic Essentials, s o I always surrounded myself with the right people, because obviously the most important critical thing you can do in terms of success, more important than reading a book or listening to a tape, watching a tape, watching a DVD, listening to a call, even buy ing a product, more important than that is even getting around the right people and you become, five years from now, everything is going to be the same for yo u me and everybody else who is listening to this, exc ept for the people that you are around and the books an d tapes and CDs that you submerge yourself in.

0:08:11.7 So, it is critical, number 1, is, those a re the things

that change you five years from now, so it is criti cal that you get yourself around the right people. I started with Dynamic Essentials and Life University . Dee, Syd Williams, got around the right people and then when I got out I mentored with the right perso n and so I knew where I wanted to go, I had a vision ever since I had started school of what I wanted, a nd it was a high volume office.

0:08:37.8 It was an office that didn’t care for one or two

people or a few people here and there. It was an office that was going to make an amazing spectacula r impact on the town and leave a legacy and reach out to all of the people out there like my dad, and that i s really the blessing I have today is that I get to s ee the same miracles happening in people’s lives that happened to my dad’s life.

0:09:01.9 So that was driving me from and early tim e in my

chiropractic career, but I knew in order to fulfill

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the vision of really taking care of a large amount of families and impacting my town, leaving a legacy, I needed to first and foremost get out and get around the right people as well.

0:09:18.4 No only in school at DE but also once I g ot out into

the field and I interned with a gentlemen by the na me of Dr. Ben Lerner, I worked at his office, family based, principle based, large volume, making a mass ive impact on his town, changing an extraordinarily lar ge amount of lives. Just a great guy, and just really taught me a massive amount.

0:09:41.0 Then following that was in about two year s, I had an

opportunity to open my own office, and of course, there were struggles. There have always been lots of mistakes as trial and error, but I always had that vision, always had that passion in me to do what I had just said. Just see a lot of lives transformed and changed, and I didn’t want to let go of that, and I was not going to compromise.

0:10:01.4 And so, I know there was again getting ri ght around

the right people, but at the same time, even with t he right people, even with the right resources there w as just some trial and error, and I went through it an d over the last nine years, I just completed nine yea rs in my own practice. This is maybe about, yes, I opened in November of 2000. So I just passed the n ine year mark, and it has been great.

0:10:25.1 Again, a lot of trial and error a lot of figuring

things out, a lot of making money, a lot of losing money. A lot of clinical experience along the way, but all and all it has been great. The things that have helped me the most, again, have been getting around the right people, getting the right products , listening and training on my own, listening to mentors, training with other chiropractors who are on higher levels.

0:10:49.7 That is really the key is getting around people who

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are buying products from people who are on a higher level or doing things that you want to do but don’t know how to do yet, and you need instructions from these people, because if they have been down the pa th before, these are the ones that know how to get the re.

0:11:06.5 Why not learn from other people’s experie nce, OPE, and

so it has been great where we are at today. This i s just exactly, what I envisioned when I was in schoo l and that is really the most fulfilling thing. Know ing that I have not deviated from it and seeing what I had already always envisioned, just a pure practice.

0:11:25.7 I own a 100% cash based practice. There is no

insurance. There is nothing at all. There is no personal injury. It is 100% cash. That really is just my vision. Everybody has their own personal preference, and I don’t judge, it was just that my vision was to have a 100% cash practice. We went pretty lien, lien overhead. We have a good size cr ew in there.

0:11:49.8 Everybody pulls their weight, and it is a family based

philosophically principally based practice. Everyb ody in there understands the principle. Everybody understands that it is the power that made their bo dy that heals their body, very, very strong practice, very committed practice, very high retention, very, very high PVA, very happy, healthy drug free, surge ry free people, who are living the principled life sty le, the above down inside out lifestyle, and it is happening. It is a possibility.

0:12:21.0 So for a lot of the chiropractors who are out there

that are listening who always envisioned it, but di d not think it would be possible, it certainly is, an d, again, very fulfilling to see your vision of decade s come to fulfillment and come to fruition.

0:12:35.9 MATT PRADOS: Absolutely, so the key here surrounding

yourself with like-minded positive individuals and having the right vision to get where you are going.

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Now why don’t you tell the listeners besides having a 100% cash practice, what kind of numbers are you putting on the board to fulfill this vision?

0:12:55.3 DR. DAN YACHTER: Well, we have, it is over a 2000

patient visits per week practice. Really, what is more important than that, what we measure is, we do n’t necessarily measure the patient visit per week? Wh at I try to do is I try to measure as a statistic individuals per week that we are taking care of, an d from what I know, and I understand, the way it is measured, you probably take care of literally, from the larger practices I know of, probably more individuals per week than just about any other practice on the planet.

0:13:26.9 Probably different individuals coming thr ough the door

it is up to 1700, 1800 individuals, and that equate s up to over 2000 visits per week, so there is a rang e in there obviously once per week, three times per week, up to once every few months, once every six months, it depends.

0:13:42.6 People travel from different states and d ifferent

countries so the frequencies vary, but we measured individuals. Individual lives changed, and that is a very important number to me because that is really the impact that we are making, so traditionally chiropractic measures patient visits per week, but that doesn’t really necessarily give you the whole picture.

0:14:02.8 So individuals per week, we are up there in numbers,

and then cash collections we are somewhere between months $200,000 and $300,000 cash, $250,000. I believe last month it was somewhere between $250,00 0 - $300,000 somewhere like that starting off the month , and so with a cash practice, with a very strong education system, with a very strong automated marketing system that we have in place.

0:14:32.9 With the system, the process, procedures and protocols

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properly positioned then it is pretty much automati c every month, and really what it enables you to do i s create your own economy. If you educate well and teach about the gift that we have as chiropractors, people will pay.

0:14:51.8 They will pay for the services and they w ill pay cash

for the services, and they will pay large amounts o f cash for the services. So last month in January, w e had, January 2010, we had 454 new patients come through the door, actually walk through the door. Our largest new patient month ever in 9 years. We usua lly range, we average between 200 and 250 new patients per month.

0:15:21.0 Lower months would be 130, 140, 150 new p atients,

somewhere around there. So the numbers are large a nd I think it is simply just a reflection. It is not numbers for the sake of having numbers, it is just something that we can’t stop control or contain because it is a reflection. It is a reflection of our vision.

0:15:40.1 It is an extension of our passion, our dr ive and our

energy and our focus, directed into saving lives, a nd it is manifested in the way of larger numbers, the larger the vision, the larger the practice, the lar ger individuals you will be serving. It is just the natural outflow.

0:15:57.7 That is what I believe. It just naturall y manifests.

When that is really, when things are in alignment, when everything in your life, and in your practice are congruent, and they are lined up at one target, all of the people in your practice are lined up at one target, then if that is the sole intention then it will manifest, and that is what really has happened in our practice and in our town.

0:16:21.6 MATT PRADOS: That’s incredible. Now, that is a

great point, having everything in alignment, and I think everybody kind of knows that is something tha t

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you should do, but what are some things that you actually did to make that a reality? How did you g et your practice in alignment?

0:16:37.6 DR. DAN YACHTER: I think for me, and again, I don’t

want this call to be a judgment call for anybody wh o is not practicing like I practice, I just practice this way because it was what I felt was most congru ent for me. So if someone is doing a personal injury practice or a workers’ compensation practice or any other kind of practice, if that is what they feel i s right for them, then that is what is right for them .

0:16:59.7 And I think that is the most important fa ctor, you

have to figure out what is right for you, and nobod y can tell you until you feel in your heart it is not the right thing. They can’t tell you it is not the right thing, but I think for me, years ago, about s ix years ago, seven years ago, I just didn’t feel righ t based on what was in my heart, how I wanted to serv e, the message I was communicating, what I was reading in the green books, what I was reading in the bible, a ll of the different things that were part of my life, to me the insurance, the whole what I felt were games, I didn’t feel congruent with.

0:17:38.8 And it ate me up, and I am someone who re ally, I am

like this perfectionist. I have a lot of trouble w ith incongruencies in my life, so it really stressed me out. I didn’t want to do it. I didn’t feel comfortable I didn’t understand insurance. It real ly was a large of anxiety and apprehension formed beca use I didn’t understand it, and I was playing a game th at I didn’t understand.

0:17:58.8 So all it did was to create anxiety, and so I decided

how am I going to do this? How am I going to chang e? What is the transition, and I figured the only way to do it was to rip the band-aid off? I couldn’t just take it off slowly, I just needed to rip it off, an d that is pretty much, what I did.

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0:18:17.6 About 7 years ago, I just basically pulle d the plug on insurance overnight. My practice dropped from a 15 00 patient per week practice to about a 600 or 700, 80 0 patient visits per week practice. It was a house o f cards, because that is what people were coming for, to use their insurance, and so it just kind of collaps ed.

0:18:38.5 Then we rebuilt. We got congruent. The message was

congruent. We still give to people if they want to pay cash. We hand them bills for their insurance a nd they can submit that, but we don’t have a billing department, that everything is paid full cash up front.

0:18:52.4 And so the message is congruent I am cong ruent. I am

letting people know that our office is a solution insurance is a problem. Insurance gets you into medications, into surgeries that are trauma. We te ach people what insurance is really designed for, which is urgent or relief care, really in most cases. So no w I just teach really, from what I feel is from my hear t, and what we are trying to deliver.

0:19:20.5 So that was one area of alignment that ne eded to

happen. That was a subluxation in the office, ther e was also with the team. The way I communicated wit h my team. My own life, I needed to be congruent, bo dy, mind and spirit congruent with my office, with what I was communicating, being the same person in and out of my office, not changing.

0:19:44.7 It is like Sigafuse, Dr. Sigafuse always says, “You

don’t go to the office and love and hug your patien ts and then you go home and kick the dog and yell at y our wife.” So for me there were like these incongruenc ies there and maybe these conveniences that were in my life these little security blankets that I needed t o get rid of to really make myself personally as congruent and as powerful as I could when I stood u p in front of people to speak and talk about chiropractic and talk about the power of healing th at was inside of the human body.

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0:20:17.0 There was so many things that I needed to get lined

up, but just from a professional standpoint, the insurance issue was a very, very large one, and it just really freed me up to communicate things the w ay I wanted to, and it also freed me up to take care o f a larger amount of families, create affordable fees f or people to come in, and people pay.

0:20:37.5 There is a very, very great, stare exchan ge. This

great value that the patients place on the care, an d obviously, clearing for $200,000 to $300,000 cash collections, the patients are not paying me peanuts , or they are not putting gum wrappers in a box on th e wall. These people are actually paying for their c are

0:20:58.0 So it is just telling them the message, k eeping it

clean and getting that subluxation out of the way, it really opened the capacity to serve more and more people, being out of the insurance system, not worrying about filling out forms and slips every da y, really being able to focus on what was important wh ich was really ultimately at the end of the day, moving bones, letting the body heal and loving your patien ts, serving them and being the best you can for them.

0:21:27.4 And that is really what it is all about, getting down

to the core essence of what it is to be a great doctor, and because you become the better doctor wi th less incongruencies you attract more people. So ne w patients, money, all these different things that we are talking about, volume, new patients, all these things they don’t come to you, they come from you.

0:21:52.0 And that just is a manifestation of who y ou are as you

go forth, and I need a lot of work. I work on myse lf everyday in every category I possibly can. There i s always work to do for all of us, but the best place we can start is examining and being true to ourselves and our practices. Where are those subluxations not in the spine, but in our lives? What is subluxated?

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0:22:13.8 Remove them and when it is removed that p ower of manifestation can occur, when his power can come to our lives in a clearer way.

0:22:21:9 MATT PRADOS: Absolutely, some of the most powerful

words that have been spoken in this series right there. You definitely have got to align your life that you can accomplish these goals. Now let’s say somebody gets these things figured out. They know what they want. They have got their vision, what i s right for them they get their life aligned. What a re some of the tactical things that you do to generate the volume of new patients that you do?

0:22.49.7 DR. DAN YACHTER: We do a whole bunch of things.

One of the things that I am a big fan of is stackin g your market. We have many, many, many different systems that are working synergistically together a t the same time. We have a dinner at least once per month. Sometimes weekly, where we gather up names of new patients to actually invite. We tell people at the new patient orientation.

0:23:13.0 So we have a new patient exam and then al l of the new

patients come back to an orientation and at the end of that orientation, they have already learned about subluxation, they have learned about the healing po wer of the body. They have learned about all of the different miracles that are happening in the office and in the community because of our office.

0:23:30.7 We get them excited about the vision and the mission

and recruit them to go out and tell others, and par t of telling others is bringing others to a dinner, s o we ask them to write their names down. So every we ek, at least once per month we are having them bring th eir guests to a dinner where we are telling the chiropractic story.

0:23:44.8 Another is workshops. At least once per month we do a

workshop on a different health topic. We get them to bring their guest there as well, and there we give

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them an opportunity to get their spines checked, th eir neurosystems checked. So those two areas are a ver y big source of new patients. Radio is a big one as well. One of the things that we have found that ha s worked better than just a simple radio program is actually running radio spots.

0:24:08.6 Running a minute, up to three-minute spot s maybe two

three times per week announcing events, announcing a workshop or announcing a dinner. There are differe nt things that can be talked about there as well. Our doc support really is the most powerful thing that we do each week. That is the orientation.

024:25.9 That is where we are actually telling peop le about our

vision and our mission and mainly getting their families checked immediately. That is the most important thing right there. That is probably the foundational, if you want to call it marketing syst em that we have and that alone generates 20, maybe 30 new patients by itself each week, just out of that and so how does that happen?

0:24:48.2 How do you create that? It is being very clear in

your communication, unwatered, and unfiltered. Jus t taking the lid off and letting them feel your passi on for saving lives and changing lives and teaching an d preaching the principle of chiropractic. They have to feel your passion.

0:25:05.7 Passion is what moves them, and that is w hat really is

the backbone of all marketing and all different marketing activity and marketing systems. So we ha ve the dinner, the workshops, patient appreciation day s where that is also another day we open up the offic e, and we let people come in, and they can bring frien ds and family at no charge for an evaluation into the office one day per month.

025:26.6 And then we have larger events. We have f our to six

week events where we do a series of workshops in a row. Some of these workshops we call them extreme

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makeovers, and they can come and sign up and go through a series of workshops where there is a transformation. We teach many different things, ma ny different topics during that time.

0:25:47.1 We teach on nutrition and detoxification, we teach on

the neurosystem, fitness, stress and time and peace management through a series of weeks, and always th e backbone of those workshops is the nerve system, subluxation interference, and every workshop brings them back to the core message above, down, and insi de out, and the healing that happens that God placed i n the body that courses through the nerve system.

0:26:11.8 And we continue to bring them back and te ach them and

strengthen and reinforce their understanding about the principal of chiropractic, and so it is the dinners , the , the workshops. Those are the main ones. Som e radio, here and there and that is really the core o f what we do.

0:26:27.6 We also have an ambassador program where we take our

top patients, and we do very, very special things w ith our top patients, where we take them out for specia l dinners, and there are special things that we do fo r those ambassadors and, of course, the time worn marketing system of spinal screening. We do screenings. We usually have multiple locations.

0:26:48.4 We have a screening team, five up to ten people on our

screening team at a time, and every week those peop le go out and they screen. We have different location s, Wal-Mart, Kmart. We have art fairs, art festivals. We have different events at the the mall. We set u p a table a booth, and that is really the pillars, the four pillars of our practice, that we have going on constantly, week in and week out, layering these.

0:27:19.4 And as they say in the book Good to Great, you keep

turning the fly wheel, turning the fly wheel, I hav e been doing this since the day that I opened my door , have never stopped, and it is really in the

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consistency of these programs that creates the monstrosity of the marketing machine that it can become.

0:27:33.0 It is the four pillars which are the dinn er, the

workshops, the spinal screenings and the ambassador program where we actually nurture and nourish and really pay very close attention to the top patients in our office and certainly the ones who would qualify would certainly be the ones that are referring the most, for the most active, the most engaged who are doing the most, who are also coming to our run/walk club every Saturday.

0:27:59:5 We have a run/walk club where I meet my p atients at

6:45 on Saturday in the morning, and we go down thi s beautify trail, and I teach them about the nerve system, I talk about testimonials, I tell them abou t events that are coming up, and it is just a wonderf ul time to fellowship, but that whole time I am reinforcing their understanding of what they are do ing in the office.

0:28:19.4 We are creating this culture in the offic e that they

are living in. There is constant activity. Consta nt activity. If we are going to change them, because the world is about drugs and surgery and about about reactive care, about emergency care. That is all t he world is. It is about fear.

0:28:30.7 We want to teach them life without fear, and we are

trying to educate them and build a culture around t hem in which they can live, a whole different culture t han what the world is showing them. It is a principle of the above, down and inside out culture, and the onl y way to do that is to create a miniature society for them inside of your practice, and what you do is yo u have constant activity stacked one on the top of th e other.

0:28:54.5 Right now in my office, it is Saturday af ternoon, I am

talking to you right now. Right now in my office is

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a guy who takes 18 of my best patients and he is do ing these interval classes, 30 minute interval classes, working my patients out, the top patients in there, and they get a chance to enroll. It gives them special rates, and so they are in the office right now.

0:29:11.7 I am not even over there, and they just g o in there

and they learn. But the four pillars, again, that we constantly have going, returning that flywheel, lik e in Good to Great, you just keep turning that flywheel which are our dinners, we talked about radio, but i t is the dinners, the workshops, the spinal screening s and the ambassador program that we run all year lon g and never stop.

0:29:34.2 MATT PRADOS: Wow. You definitely run year round and

don’t stop. You have got it going on. You are talking a mile a minute with absolutely incredible ideas and powerful concepts that everybody can appl y. Now let’s take this down and scale it back because I think we can both agree that 90% of the chiropracto rs out there just aren’t going to want to see this typ e of volume.

0:29:56.0 They have got families, they have got ot her things

that won’t allow them to align with this type of wo rk. What would you say to those people as to what you j ust said and what you are doing and how they could take that and adapt parts of this lifestyle to align the ir practice to what they want to increase, their numbe rs and have the success that they want to have.

0:30:16.2 DR. DAN YACTER: Sure, and I have a family, and I

understand that it is a little scary hearing maybe some of the numbers and some of the things we are doing, and for me at first it is growing pains and then you work through it and the key to it all alwa ys, of course, in any organization as you scale up is delegation. Is having people do this for you. So during the week I just basically show up for a lot of the different things that I do.

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0:30:36.7 So I have, for example, I have people tha t I have

outsourced my dinners. People who create the dinne rs, where I just walk out of my office after adjusting at 6:30 at night. I go to a restaurant, I walk in, th ere are fifty people sitting there. I speak for 45 minutes. It is like 50 people. It is like a 45-minute screening with 50 people sitting in front of you.

0:30:56.9 I screen them I close it for appointments , and I walk

out of the door, and I am home by 8:00, 8:15 and th en that is it. I didn’t have to do anything to set it up. I don’t have to do anything to break it down. If you have the right people, you have great people around you, who are on a mission with you, who you take good care of.

0:31:12.4 They take good care of you, you take good care of

them, you could build up, and you could, again, hav e multiple things going on at one time. Same thing w ith like, for example, the outside workshop program tha t I have. I have someone who actually calls out to businesses and churches, synagogues, schools, and s ets talks up for me, and I just show up, and I am just there.

0:31:30.7 So, if you want to do it on a very large scale, and

you have a family, and you still want to have balan ce, it is a very easy thing to balance out. It just se ems intimidating hearing about it, but it is very easy to balance out if you have the right tools and you kno w how to implement them properly and you know how ove r time you have to implement them first and then afte r a while you can delegate them over.

0:31:51.1 Whether it is the screenings, which I don ’t do, I have

an amazing team that goes out and does the screenin gs. I have a team that sets up the dinners. I have a t eam that actually does the ambassador program. There a re people in place that are the workshops the screenin gs, the dinners. All of that is automated.

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0:32:07.7 So that is really the key is having mento rs or

products that will show you how to automate these systems and get them in place. No if it is just someone just starting off, and all of this is just really overwhelming you don’t have the support staf f necessarily. You don’t have someone you could delegate it out to, what you do is you probably wan t to pick probably the two most powerful things that you can do in terms of most effective and efficient utilization of your time and energy and resources. It would be the dinners.

0:32:37.6 Dinners are very powerful, and then of co urse,

workshops. Speaking in front of large groups at a time. If you do one of those per week and you do a dinner every week or just one per month. If you ju st did those two marketing activities and then had a r ock solid procedural system in place for you office tha t educated as they are new patients coming through th e door, brought them back for an orientation and explained and communicated everything properly, you r system and how you do things in your office.

0:33:06.1 An then you had a financial system; you h ad a payment

process, a payment plan. You had everything in position, well structured, really the dinners and t he workshops would be enough to keep that going and ke ep your system going and allow you to build a significantly, a large size practice.

0:33:25.2 But again, the most powerful thing to do is leveraging

your time by getting in front of large groups at a time, whether it is at a dinner or whether it is at a workshop. Two things happen there, number 1; everybody is in front of you at one time. You are not sitting under the screening waiting for people to w alk by, sitting there for five six hours and after six hours you have talked to maybe seven people. You h ave 30, 40, 50, 60, 70, 80, 90, 100 people in front of you either at a workshop or at a dinner.

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0:33:49.0 You speak to them for 30 minutes, 45 minu tes and if you have three kids waiting at home, a wife and thr ee kids waiting at home, you do one of those a week an d one per maybe you will generate an extra 10, 15, 20 new patients. It depends upon how fast and far dow n; you want to put the gas pedal. That is all you nee d.

0:34:07.3 I mean, if you are open Monday through Th ursday,

Monday through Friday, you could build a substantia l practice just doing that and have the weekends off. You don’t have to sit at a fair all weekend. You don’t have to sit at a screening all weekend. You don’t have to sit at the mall all weekend spinal screening.

0:34:20.9 You don’t have to do that if that is not what you want

to do. Ultimately as you grow you bring people in, you get a support team where you can put all of the pillars in position, get them up and running and th en delegate them, but initially the most critical thin g you can do is just get in front of large groups of people.

0:34:36.1 Tell the story, tell the message, and it will easily

get at a bare minimum 10 – 15 new people through yo ur door every single week and allow you to still take the weekends off and relax with your family, have exact ly the amount of time that you want to have with your family and also, again, you always can control the rudder of your practice.

0:34:54.6 You always control your hours and what no t so the most

important thing I could say is not to necessarily b e scarred. It is just get a plan that you feel you c an sustain, you can get off the ground, sustain, a pac e and a routine, and then just go for it. Because action is king.

0:35:10.2 MATT PRADOS: Absolutely, those are all great points.

Now, I can feel the immediate question that most listeners are going to have that are in the beginni ng stages or the lower stages of having time and havin g

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less new patients to get the new patient orientatio ns to get their families to come to these dinners and workshops. Short of having that source of new patients to refer, what is the best way to fill the se dinners and workshops, where do you find the people , how do you get it done?

0:35:42:8 DR. DAN YACHTER: Well, there are multiple ways you

could actually build the dinners. The first way th at you can do it is, well, I mean, if you are just starting off as a new practitioner, there are multi ple ways. It is screening, when people sign up for appointments, you could ask them if they like to b e invited to a dinner, and then also ask them if they could bring guests with them, and you could have a place where they could register for dinners at your spinal screening booth.

0:36:07.1 That is one way to create leads. Another way to

create leads is you could have dinner boxes and you could put these around town, and what you do is you ask restaurants if they are willing to put the boxe s out, and on the box it is for free dinner.

0:36:17.6 Come learn this, this and this. Come lea rn how to

create 300% more energy, how to eliminate the pain from your body, how to do this, that or the other thing, how to whatever. Whatever it is that you wa nt; whatever bullet points and you let the restaurant k now in exchange for putting it out there that you are going to bring 10, 20 people per month to their restaurant or what ever it may be.

0:36:42.7 So you have boxes around town in restaura nts

primarily, wherever you want to put them, you could put them, whatever business are willing to ally wit h you, create a joint alliance with, you could do it that way. You can just put a signup sheet in your office, if you are not doing (sounds like) doc supports if you are not doing anything.

0:37:01.4 If you just make an announcement, you cou ld put a

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flyer out in your office and just say, hey, we are doing these dinners, we would like you to bring guests. Our vision is huge. We want to save more lives and we need your help. We need you to bring people to this; we need you to bring people to our dinner.

0:37:18.4 And so, pretty simple, you can go on the radio, you

could get radio airtime, and you don’t even have to go on the radio. You could have the radio personality at the radio station or the radio manager record the message for you about your dinner, telling you abou t the dinner, and it is a free dinner and come here about how to live an extraordinarily healthy life.

0:37:34.2 How to get 10 more years out of your life . How to

live the later years without pain, without drugs, without sickness and disease, how to increase your immune system 200%. How to increase your energy by 200%. So you have the radio personality make an announcement about your dinners and call this numbe r or go to this website, and you gather up leads, gat her up names and then you as a new practitioner, or you hire a part-time person who could follow up on thes e leads and invite these people to the dinner.

0:38:04.9 And then when these people are called, th en these

people are also parlayed. The people who are being called as leads, you ask these leads to also bring more people with them, so next thing you know, the thing starts multiplying like a rabbit farm on a hormone diet. The thing just starts exponentiating .

0:38:24.7 This person brings this person. It is ve ry easy to

get a lot of people to these dinners; it just has t o be done in a tactical way.

0:38:33.4 MATT PRADOS: Great. That is all very easily doable

thing that people can apply themselves. Those are great, great. Now one question just too back up a little bit. You mentioned your radio spot; you mentioned 1 – 3 minutes, 2 and 3 times a week. Wha t

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type of radio station are you targeting for the mos t part and what is the typical cost for somebody? Wh at is that going to be?

0:38:55.1 DR. DAN YACTER: It all depends upon the region.

It depends upon the, really the biggest factor is h ow many people they are reaching with the radio statio n, how many watts it is. Obviously, the stronger the signal the more it is going to cost. For example, in my town what we do, it is about $1,000.00 per month , and we run anywhere from three to five three minute slots per week, sometimes more than that.

0:39:21.9 That is every single week, and it is actu ally run a

couple of times per day so the main thing that we a re doing right now with our slot is promoting our big workshop events. There is a whole sequence of them . Them is actually six in a row, and we are promoting that with our radio spot so we change the message every month.

0:39:45.9 I record new messages, and depending upon what I want

to promote. If I want to promote workshops, it wil l be a workshop message. If I want to promote the dinners, it will be a dinner message, but probably looking at somewhere between, in order to do this, somewhere between like $500.00 per month, maybe up to a couple of grand.

0:40:05.6 But this has actually worked with most do ctors that I

have spoke with around the world, different countri es around the world, this actually works pretty well a nd sometimes even better than the radio programs that people have and it is certainly a lot less expensiv e.

0:40:19.4 MATT PRADOS: Great, very good point and very much

time is of the essence for a lot of guys so recordi ng a one to two minutes message is a lot easier than doing a whole show.

0:40:30.9 DR. DAN YACHTER: Yes, I went to the radio station

about three weeks ago. I recorded probably, I thin k

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it was for about an hour, recorded about twelve slo ts, twelve three-minute slots and then I was out of the re. I don’t have to spend any more time at the radio fo r the rest of the month, and they just keep rolling. They just keep going and they cut them, they edit them.

0:40:56.8 They get them polished up and then on top of that,

what I do is we take them, and I take them and I tu rn them into a CD, and office CD, and audio CD and I actually give those, they are health tips. So it i s a health tip, and at the end of the health tip there is a call to action.

0:41:10.6 So what we do is we cut off the call to a ction, the

call to action is cut off at the end and we just ta ke all twelve of those and cut them into a thirty minu te or like a 25 minute health tip, burn it onto an aud io CD and then we give it out over the front desk to k eep our patients engaged and continue to education them through the month. So there are multiple usages of that as well.

0:41:32.4 MATT PRADOS: That is incredible and definitely very,

very powerful things going on here with your strategies you’re stacking, your marketing is solid . So I heard you say that you hand the CDs out. What other types of patient education do you have stacke d into this marketing plan, if you will?

0:41:56.3 DR. DAN YACHTER: Well, we are constantly on the, we

are online offline, and we are handing out newsletters, hard copies at the front desk. Every Monday I write a newsletter every Sunday night, so I put myself into my practice, I don’t like using somebody else’s newsletter, so I just write my own newsletters.

0:42:09.6 I like to put myself into it. I like to write about

things that I have seen during the week. I like to put my heart into my newsletters so the patients ca n really feel me, so I talk about patients. I talk

26


about events; I talk about what is going on in the practice. I talk about the ethos of the practice. What is the environment like?

0:42:28.2 It allows me to keep my finger on the pul se. It

allows me to really keep myself submerged in the practice without losing focus. Anyway, I write a newsletter, give that out, we do it offline, online , we blast it into our e-mail database. Every week w e e-mail audio tips as well. We have podcasting goin g on.

0:42.49.5 There are several different things. Ther e is constant

education playing on the TVs in our office. There are banners put up regarding upcoming events, newslette rs, there are flyers that are posted around the office announcing what events are coming up whether it is a dinner or a workshop.

0:43:06.8 Whatever place we are going to if we are doing a

workshop or some kind of large event. There is a banner up at that facility, that location. There a re flyers going out. Like I am going to be starting a big workshop series this Monday night, and the chur ch that I am doing it at, they hand flyers out. They had flyers in the bulletin.

043:25.0 There are posters up. There are all kinds of

announcements there. Everything is very visible. We have pulled up posters on the sidewalk outside of o ut office announcing what we do, what events are comin g up. My staff is always announcing it. This is constant, constant education, again online and offl ine and we have websites. We have videos playing on th e websites.

0:43:43.8 One of the things that we are very heavy into is the

usage of video testimonials, not just written testimonials, which we have up in the office on the walls, but we record every patient. Every time tha t we open up a dinner we have two or three patients g et up and tell their story before I start my dinner,

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before I start speaking at my dinner. They give th eir testimonials.

0:44:03.0 When I do a workshop, we have two, or thr ee patients

get up and talk about their experience at the offic e, anytime I do any type of public speaking. Any time I do any type of event, any time I go out, even on my radio programs, I bring patients so they can tell their story, but at the dinners or the workshop events, we record people as they are giving their story.

0:44:24.2 We have them go off into a separate room, a private

room, a quiet room and we record their amazing transformations as they are happening in our office and we get their permission, and we put them on YouTube. So people can watch going to our website. They can watch stories about how people healed. Th eir bodies healed of cancer, how their bodies healed of thyroid problems, diabetes, breathing issues.

0:44:46.1 They healed of heart disease. They heale d of

headaches, multiple sclerosis, skin disorders, arthritis, lupus, rheumatoid arthritis, they healed of chronic fatigue. They healed of sinus problems, asthma, allergies, all of that stuff is on there so the patients can go and watch real life situations that have changed and transformed.

0:45:05.7 MATT PRADOS: That is incredible. I mean you

definitely have built an absolute machine here. Th ere is no hole anywhere in this thing from new patient generation to patient retention to having this enti re thing align. Earlier in the conversation when we w ere talking about what the exchange rate was and the ca sh collection. What type of staff load do you have? How many people are a part of this team that delivers t his incredible volume of service?

0:45:37.2 DR. DAN YACHTER: We have, right now six. There are

a couple of different roles that each one has, but six primary and then we have one associate doctor with me

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and two intern doctors and then there is also a doc tor that helps on the nutritional side of things as wel l.

0:45:55.4 That is the main staff, the primary staff . The

secondary staff involves about four or five spinal screeners that screen for us on the weekends, but t he main staff, the main front desk staff is a team of six.

0:46:08.9 MATT PRADOS: So six staff, four doctors besides

yourself. 0:46:12.0 DR. DAN YACHTER: That is right and I am the main

adjusting doctor in the office typically I am the o ne who is doing the adjusting while the other doctors are supporting their, processing new patients exams, re -exams, x-rays. Really, they are an amazing group o f people, and they really allow, they free me up quit e a bit.

0:46:30.7 MATT PRADOS: Wow. This is definitely an incredible

volume for such a small number of people which I th ink will be very eye opening and really shows that if y ou do surround yourself with the right people and you do have a positive message and you do decide that you want to do big things that it is very, very achieva ble while at the same time keeping it very manageable a nd obviously with this few staff, very profitable.

DR. DAN YACHTER: Yes.

0:46:58:2 MATT PRADOS: Awesome. Well this has been an

incredible, eye opening adventure as to what is actually possible out there. What other words of wisdom would you give to our listeners who have jus t heard this and obviously, there is a lot of information to digest. There is a lot to figure ou t. What would be maybe the tactical next four things t hat you would tell them to do to get on this path to delivering what they really want to deliver the way you have been able to?

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0:47:29.5 DR. DAN YACHTER: Well, I would say the first and

foremost, I would say just first starting off recognizing the amazing gift that we have that we a ll have that you have as a chiropractor and the fact t hat how much hope we offer to the community and never apologizing and never being ashamed of who you are as a chiropractor.

047:48.0 We are offering the world hope. Hope for conditions

where medicine has left them on the roadside, and w e have an amazing gift that we can give to our communities and never apologizing for that gift, an d knowing that we have the ability and capacity to change million and millions, hundreds of millions, billions of lives and so going forth very confident ly and boldly.

0:48:11.1 And doing everything you can to maximize your ability

to reach as many lives as you possibly can, and so the steps to do that is really making sure like we talk ed about earlier. You are doing the, one of the best steps you are taking is that you have gotten involv ed with this program and you are listening to the lead ers that are on this program. It is certainly going to give you ideas, it is going to fertilize your mind and your chiropractic sole, and it will allow you to st art thinking in a different way and start thinking in a bigger way.

0:48:37.0 So you have already made one-step there. Getting more

information as well. There is a website that you c an go to where you can actually see these products. Every single thing in my office, every process, procedure and protocol, marketing system, has been codified into product.

0:48:51.1 I have created products out of every sing le thing that

we do in our office. These products are on a websi te. You can go to highperformancepractice.com, highperformancepractice.com, and if you go there yo u can find everything from A-Z nuts and bolts in term s of soup and nuts, every single thing that we do in our

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practice, and mainly the marketing systems that we have there, and you also, if you go to that site, y ou will have a free 30 minute training video on there. That is a great place to start as well. Maybe not trying to digest the whole elephant at one shot, bu t maybe take bits and pieces and see how it can apply to your practice to help you function on a higher leve l and to change and save more lives and get to those people that need you so desperately and really get around people who are doing it bigger, better and m ore successfully than you, and that is the most importa nt thing.

0:49:45.7 You have to get around people who are alr eady out

there doing it who have broken through their fear, who don’t necessarily don’t have fear, but who are able to break through their fears and elevate to a level th at really allows them to fulfill their purpose as a chiropractor and also achieve their unit potential.

0:50:02.2 Get around the people who are potentiatin g their life,

who are doing things on the highest level possible. 0:50:08.7 MATT PRADOS: So true so powerful and those are four

very easy steps to take for all you listeners. The link to that website will be on the side of this au dio so you can just click on it right there, get some m ore information, find out about some of these systems t hat have absolutely transformed Dr. Dan’s community int o a wealth orientated chiropractic receiving community. No doubt about it. These numbers are incredible.

0:50:35.0 Dr. Dan, thank you so much for joining us . I think

you have shared a tremendous wealth of information that can be instantly applied to, number 1, create enthusiasm again and some of our listeners who may have been beat down by society a little bit and allowed them to surround themselves with you throug h this audio tape and so supper job, love what you ar e doing. Thanks so much for being on the call. Any last words of wisdom?

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0:51:02.8 DR. DAN YACHTER: Again, I would say my biggest

prayer is for everybody on the line, everybody who is listening to this recording is again you have such a gift; give it out with no apologies. Give it out f ull force. You only have one life to live and don’t hi de that gift under a bushel. Get it out there communicate the power. God has given us a gift, th e above, down and inside out principle is it is the m ost powerful healing principle on the planet. Give it out powerfully, strongly, get your hands on the resourc es that are necessary to help you develop into the chiropractor that you know you need to become, that you want to become, and you will live a very, very fulfilled life.

0:51:46.8 MATT PRADOS: Incredible. Dr. Dan, once again,

thanks you so much for joining us and looks forward to speaking to you again. I am sure that our paths wi ll cross, and we will ask you to share with our listen ers again in the near future.

0:51:58.1 DR. DAN YACHTER: I would love to, thank you so

much, Matt. ***END OF AUDIO***

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