Entries in Dr. Chris Tomshack (24)

Jul 20 2015

Building Your Dream Lifestyle in 30 Days - DAY 6

Are you gettinf repore with your patients? Are you findin gout their key value?

Want more tips on how to run a successful chiropractic practice? Get my latest book, The Ultimate Practice Adjustment, for FREE. Just visitwww.TheUltimatePracticeAdjustment.com

Jul 17 2015

Ted: The FINAL Chapter

Things are cooking. Ted has a new found passion and zest, both for his business and his family. As he builds his business, he is systematically creating more money and TIME for his family. He does this by implementing our non-personality dependent business techniques: by recreating himself in others, in other words, leverage.

The first week of July found Ted in this scenario: 6 more new clients (his goal used to be 5 a MONTH), launching a new reactivation campaign for females only, hanging dry erase boards to list goals, chart progress toward them, and list team celebrations, he’s drinking 3 green drinks a day now in addition to green tea, and he’s conceptualized his Christmas in July promotion. This was a huge week.

7月第二周看到Ted 6更多新的clients yet again. Remember, he’s probably the most expensive trainer in Ohio. He’s looking for another trainer to facilitate more growth and ensure he does not have to train new clients, and he’s down to training about 4 clients a week himself. He is meeting with the direct mail company RSVP to do a direct mail campaign. This is similar to Val-Pak but much higher end (we’re working on this right now too). He bought a house for his Dad to rent from him and he paid cash for it (his idea, not mine. I would have counseled not to use cash). He started working on a direct mail campaign to attract attorneys as clients and he sent out another batch of reactivation letters. Another week in the books and he crushed it. His trend is skyrocketing after 5.5 months of blocking and tackling implementation, which means implementing correctly the fundamentals of business growth.

I sincerely hope you have enjoyed reading about Ted’s journey. All the lessons and the activities for growth are directly transferable to your practice, albeit with some tweaking. The great news is that in HealthSource, we have all these already done and ready for you to implement. So I ask you, why wait? Why not do things vastly differently from this day forward and construct, from embryonic stage forward, the practice and lifestyle of your dreams. Nothing is stopping you but you, and you can evolve.

Questions? Shoot me an email. No one is destined for mediocrity. Choose greatness!!

All the best to you!

Chris Tomshack DC
HealthSource Chiropractic, Progressive Rehab & Wellness

Get my latest book, The Ultimate Practice Adjustment, for FREE plus S&H. Just visitwww.TheUltimatePracticeAdjustment.com

Jul 10 2015

Chapter #3: The Ted Story

Ted and I had 2 conversations in April and 2 in May. It went like this: “Dr. T., I’m starting to see some light. You’ve got me crazy busy and we’re starting to really get momentum.The cash flow problem hasn’t eased up yet, though I know it will because all in all, our schedule is getting busier. My three trainers aren’t close to being packed yet, but client visits are rising and so are new clients. I’m a little tired from the one-hour drive both to and from work, but I can listen to the books you’re telling me to read so it’s productive. I’m feeling hopeful and jazzed! My challenge is thatsummer is always the slowest time of the yearfor my business and this really worries me a lot.”

So I’m thinking, “man, Ted sounds just like a lot of chiropractors. If I can keep himmotivated to continue implementing, Ted’s going to start living his vision.”

Here’s what I had him work on in the 2nd half of April and into May.

  1. Design and write a client reactivation direct mail campaign.Segment his entire list of clients, going all the way back to when he opened his business 7 years ago, into 3 lists. We’ll mail first to the oldest list. The following weeks we’ll mail to the middle and newest list. Yes, we sent the reactivation campaign to his ENTIRE list. We also followed up each direct mail piece with a simple email.
  2. Design a full-page ad to go into a Money Saver-like direct mail piece. It should drop the first week of June if possible.
  3. Repurpose this piece to go into the Cleveland Women’s Journal, which is a magazine mailed monthly. This should drop in the end of June.
  4. Buy and listen to Tony Robbins “Live With Passion” CD serieson his way to and from work, everyday, no exceptions.
  5. Send newsletters to his entire list of clients, active and inactive, monthly, no exceptions.
  6. Have a fully completed and executed marketing calendarat all times. He has just finished his first version and I told him it was anemic. He immediately implemented a much better and fuller calendar.
  7. Hold a 25%-off nutrition sale on all the nutritionhe carries. Why? To motivate his clients to at least try the nutrition. The first step is to get them to at least try the nutrition, and to accomplish that at break-even is a HUGE win.
  8. Schedule a talkwith a financial planner at the Cleveland Yacht Club.
  9. Start to fund an IRA.
  10. Start a gratitude journaland use it daily.
  11. Continue reading 2 books a month.
  12. Post a large ‘rate card’, similar to how it’s done on our MVP Wellness Clubat the front desk, poster size.

You’re thinking, ‘this is one long list. How is he supposed to get it all done and continue working?’ Well, it’s all about a burning desire to not accept mediocrity, and Ted possesses that trait.He desperately wants to be successful.He wants to earn a lot more so his wife, a successful attorney, can quit her job and work with him in operations. She hates her work. He wants to be successful so he can spend more time with his family, to travel, or to just hang by the pool. He wants a better life and is willing to accept coaching to get there. We started the relationship off by me telling him,“我该死的忙。我带你,你必须ag)ree right here and now to do what I recommend, even if you disagree. If you can’t accept that, I’m out.”He accepted the One Rule.

Results: His weekly average of clients is now up to 162, up about 25 from when we started. Not huge, but it’s a start. And if you’ll re-read the action list, you’ll see where we’re headed: building massive momentum going into his slow season. Let’s see what happens in June, his slow season, next time.

Jun 30 2015

From Broke to Cash Flush in 4.5 Months

Back in January I was contacted by the owner of a high-end personal training gym nearby. By high end, I mean that he charges from $65 - $45 for a 20-minute training session and clients train twice a week. So that’s $130 - $90 a week, or $520 - $360 a month. Only 2-3 people can train at the same time. This is an expensive training program for people with money to spare. It’s certainly not for the Planet Fitness crowd. The owner, we’ll call him Ted, had met me at a function and begged me to coach him. I have never coached anyone outside of HealthSource and certainly not in a different industry.

And hey, what do I know about the gym business…..darn near nothing, other than I’ve been training at them since I was 14. But as I was taught by many mentors, business is business. I thought about it some and discussed it with one of my mentors, Rob Berkley. Rob said “go ahead and coach him for a couple hours a month. I think you’ll find it not only interesting, but it’ll make you more creative with HealthSource so you can help your docs grow faster.” So even though what I know about building a gym business is nonexistent, I decided to give it a go as long as I felt it was helping the gym owner AND sparking creativity on my part that could be used in HealthSource.

Here’s what I learned on the first call: the gym was barely making any money. In fact, it recently lost $9,500 in a single month. New clients were in the dumper, with his monthly goal being just 5 new clients, which he wasn’t achieving. He had no marketing calendar to speak of due to ‘finances’. So I’m depressingly thinking, ‘what did I get myself into? This is going to be a time vampire and I’m not exactly brimming with free time right now.’

The owner, Ted, had a clearly undefined vision for himself and for the gym. He did say that he wanted to franchise his concept in the future and open up a second location. When he told me that all I could think was “franchise what? There is no business here. And going from one barely alive business to two is akin to stupidity.’ His #1 issue according to Ted? Cash flow. I resisted the temptation to correct him on this on the very first phone call. I’d think about it a bit and talk to him the next week.

What do you think his #1 issue really is? How about #2? Is this guy, I mean business, fixable?


Chris Tomshack, DC


May 08 2015

Simple Takeaways

Good Afternoon to You!

All I can say is ‘WOW’. Last week we held our national convention, which we call SuperCamp. We had about 700 people all together, learning and celebrating. It was simply an awesome experience. The mood was higher than ever before, the excitement was at an all time stratospheric level, and our new membership model MVP Wellness Club was received with massive energy and optimism, especially when the math was explained. The new treatment protocols were greeted and accepted with resounding applause. The protocols show you how to simply and easily take your patients through their entire primary care plan while decreasing your overhead in the process. It’s the first time ‘best practices’ has ever been released in chiropractic on any scale whatsoever. Amazing. Then, your patient is ready to join the MVP Wellness Club.

Success routinely leaves clues. And remember, the successful do what the unsuccessful refuse to do. If you’re not hitting your goals, reread that last sentence please.

Case in point: Dr. Jeff Koepfler, from HealthSource of Toledo Southwest, and I had a really good discussion about 2 months ago at the local HealthSource mastermind. We hold these all over America every 4 months. Dr. Jeff has great energy but was seemingly stuck seeing about 130 patients per week. He wasn’t happy at that number. He developed an action plan. Better, he implemented it.

And then about 3 weeks ago he emails to tell me he not only blew past 130 PV’s, he also broke 200, hitting 203 PV’s in a week, a mere 5 weeks after he implemented his action plan. Success leaves clues.

Ok, one more: Dr. Sean Neaubaur, HS of Chanhassen, texted me Friday before SuperCamp. He told me he’s heard of docs taking their focus off the practice before leaving for events and we wasn’t going to let that happen to his office, which has only been open 1.75 years….not even 2 years old. Instead, he stuck to his action plan, kept implementing and also broke a record the week before SC. He and his team served 278 patient visits that week, in a practice open not even 2 years.

Simple takeaways

1.健康现在是一个3.4万亿美元的产业。Learn how to provide real wellness care in your office. Hint: maintenance care is not wellness care. They are related, but definitely not one and the same. Wellness is more.

2. Ensure you have treatment protocols that you adhere to on most occasions. Patients are demanding better care. Be that doctor in your community. Provide the very best, not e-stim, roller tables, ultrasound, etc. Be better than that.

3. Recognize that success leaves clues. Not hitting your goals? Then do what successful docs do, like Drs. Jeff and Sean. Get with your mentor and construct your action plan. Mentor? Yep. It’s darn near impossible for the person or team that created a problem to fix it with the same level of thinking. You NEED a mentor.

4. Email me personally if taking you and your practice to the very best is what you desire. Mediocrity is a wasted life. Be what you were born to be. Maximize your skills and talents. Simply reply to this email and I’ll get back to you. Let’s explode this summer, have a blast, really grow your practice AND take a fantastic 2 week vacation.

It’s 80 degrees in Ohio. I hope you all have a phenomenal weekend. Unplug. Don’t check email once the entire weekend. Stop surfing social media this weekend and live in the present! (BTW, the creator of Facebook, Mark Zuckerburg, doesn’t even use Fb. That may tell you something.) Up the fun factor this weekend!!

All the best,

Chris Tomshack DC
HealthSource Chiropractic, Inc.

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