Dr. Mark Mouw: How to Seamlessly Transition from Adjusting to Working ON Your Business: 5 Key Steps to Achieve Time Freedom

Dr. Allen Miner: Hey, Dr. Mark, how's it going?Dr. Mark Mouw: Doing great. How about yourself, man?Dr. Allen Miner: Doing good. I'll just start before we get into this master class. You're looking fit and trim. What you been doing?Dr. Mark Mouw: Yeah. So, Lynne and I started a 90-day reset about 14 days ago. Eric and Shannon Kowalke had one last year. Just wasn't right timing for us, but we said I'm 50 this year and our daughter is a senior and she's going off to school so it's no better time than to get back to being healthy. So, we started 14 days ago on a crazy cleanse. It's been fairly easy for me to be honest but working in between that and then we go into a 75 day, what they call reset with macros and tracking and workouts. So, it's been good, but it has been really good.Dr. Allen Miner: Cool. Right on. Good work, man. Well, what I want to talk about is I think very pertinent to a lot of UAC members in who are either wanting to go through this or have just come through it. But after 20 plus years in practice, you just stepped out from being the adjusting doc one, you have three other associates but you're still, you were very much to the heart of that practice and now you're no longer adjusting. And at Chiro Match Makers we see that work well, not very often. And I think you've done it expertly and I think maybe due to some of the other clinics we've gotten to watch inside of Chiro Match Makers and how they, how successful clinics handle this transition where a founder of a clinic who's adjusted for 20 something years. It's a big thousand-week clinic. How did, how you. That's what I want to talk about today. How did you find somebody? What was the process to successfully remove yourself, so the practice didn't take a dip. So now you bought back your time freedom. Working on the practice now, not in the practice. Although I think you love sales. I know. So, you're still doing a lot of the initial, you know, consult report stuff. But let's talk about that today. So, let's just start with how long have you been in practice? Give a little history on the practice and then how it transpired.Dr. Mark Mouw: That'd be awesome. So, we just had our 20th anniversary January 5th. So, we had a big celebration in our office actually last week. So, it was fun. We had five days tons of energy giving out T shirts of 10, 15, 20 years of healthy adjusting to our patients. It was so fun to see that we gave out hundreds of those T shirts over the last couple of weeks. That's been great. Yeah. So, everybody, you know Lynne. Lynne's a chiropractor as well. We started as a mom-and-pop shop was her and I opened the doors, and we were just hoping to be successful enough to pay off our loans, make a great living. But we had a big goal of to build a beautiful practice. And within our first couple years, we brought our first associate in, opened a second office, sold that office to a couple of associates we have and had 14 associates over the last 20 years. We currently have three associates before I brought my replacement in.Dr. Allen Miner: That was a separate. You had a separate clinic? Bought it, put some in it, sold that off. You've always had this original core practice.Dr. Mark Mouw: Yes, that was our core practice for 20 years. We started another one from scratch 17 years ago, owned it for three years and had a sellout to our associates that were in it, which was what was planned from the beginning. I was never a person who wanted to have multiple practices. To me, it's always easier to manage one big practice. Being able to see it instead of 6, 7, 8, 9, 10 of them. I love the docs that are out there doing that. I know you've done that, Allen, and I can appreciate that. But I've never really wanted that inside of our practice. And I always thought it's really easy to have one overhead with multiple people instead of multiple overheads spread out. So, it's been good for us to have this one large, big practice. So Dr. Amber's been with us for 14 years. Dr. Andrew's been with us for 10 years. Lucky enough, my son went to chiropractic school. So, Dr. Jordan's been with us for seven years now, which is crazy. It's gone so fast. And then we got to the point we launched a second clinic within our clinic call the Nerve and Disc Centers of the Midwest.Dr. Mark Mouw: And we did that two years ago with the intent to have more complicated cases that came into our office. So we add decompression, we added neuropathy. And it's been really good in growth to our practice. Been able to see some really awesome results, saving tons of people from surgeries and so forth. But at that point, for the last seven, eight years, I've only been adjusting and in my office on Mondays and Wednesdays because I work in Chiro Match Makers Tuesdays, Thursdays and Fridays. And also, was in the TRP coaching system as well, coaching clients. So, we were able to run a very successful practice. Lynne has an adjustment since our daughter was born, and she's almost 18, so she runs part of the front of the house for the last, you know, multiple years.Dr. Mark Mouw: She's only there 10 hours a week. So, we do have a COO and an office manager. So, we've pulled Lynne really out of that over the last three years. I know, Allen, you've seen that. And the next iteration was to get me out of the adjustatorium. And believe me, I love adjusting patients. But that next iteration to grow the practice was to pull me out, let the practice run, and that was to bring in a fourth doctor to see the patients I was seeing and me to go into not only the CEO role, which I was already running, but also, I'm just. I'm doing day ones and day twos on Monday, Wednesdays, yet mostly day twos on our complicated cases and then handing off to our doctors. And it's been super successful, and it's been really fun to see that iteration in our practice.Dr. Allen Miner: You mind sharing numbers? This stays inside of UAC. So, volume, collections, where's the practice going to be at this year? Like, what do you guys do on a weekly basis? And for annually, what are you projecting for this year?Dr. Mark Mouw: So, we're anywhere between 925 and 1025 visits per week. Our annual projection for this year is to push 3 million. We were at about 2.6 last year. We grew this. You know, the chiropractic practice there. Nerve and Disc is a DBA because of Star Clause. It's inside of our clinic. So literally we have two front doors. We have a sign for each business over those doors. But I moved into that Nerve and Disc Centers because once again, as we all come out of school 20 years ago, we name it after ourselves. So, I named it Mouw Family Chiropractic. Right. So, all of a sudden, you know, with still the negative equity we have, we put Nerve and Disc Centers up as a DBA, but it really runs as a separate business in our office. Different colored files, all of our spreadsheets are calculated separately. We know exactly what our CVA is on both businesses. Expenses on both businesses. There’re two credit cards. You know, it really runs as two separate businesses even though it's under the same roof. So, our chiropractic practice last year was 2.2. And then our Nerve and Disc after two years was at 400,000. And I do believe that can push to around seven this year. Six is our projection. So, 2.4 in the chiropractic and then six inside of the Nerve and Disc Center.Dr. Allen Miner: So, we've set the stage. You've built a successful clinic. You have unwound your wife. I mean, I've been in that position too. I've been on vacation with you, and you guys were having to answer phones because you didn't have the right people in place, which I think was what put you guys over the line. Like, we got to systemize this. So, I watched you put a leadership team in place. And so, then the last thing is you still are. We're adjusting. I think maybe the majority of people, or at least percentage wise, on Mondays.Dr. Mark Mouw: I was seeing about 25. So, Monday, Wednesdays I was seeing 250, and we were at a thousand. So, my other docs were each seeing around 250. So, it was really split up evenly in there, which is good. So, I run more of a solid line model, which would mean that each one of my associates see and convert their own patients, so they have their own practice within my clinic, even though they're still an employee.Dr. Allen Miner: So, then you decide, all right, I'm going to step out. So, talk about how you approached it and why it's been successful.Dr. Mark Mouw: What's been. I think the knowledge behind what we've done in Chiro Match Makers had allowed me to do this the right way. And knowing that there's two types of associates. There are business builders and there are caregivers. And when we approach that process and understanding what's successful in our practice, what I needed is I didn't need somebody else doing a day one, day two closing care plans, because I already have three doctors doing that. I needed a doctor that would want to come in and just see patients because I'm still doing day ones and day twos. The next iteration is to free up Dr. Jordan because Dr. Jordan could go into that role. So that's the next two to three years. Just long-term play for where he'll be. He'll replace himself next. But inside of that process, what I wanted to do is I wanted to find a caregiver. And I knew the best place to do that was we went through Chiro Match Makers, obviously, is what we're going to use. And I was sent a doctor from over in Omaha who was in his mid-60s. And I interviewed him. 41 years of experience, heart of gold.Dr. Mark Mouw: Was retired for six months. Worked in a pain practice the last time. Freaking hated it. Life grad way back when, was in the military, flies airplanes. I mean, ...