WEBVTT 00:00:13.800 --> 00:00:17.640 Hello, and welcome to Networking Unleashed, Building 00:00:17.640 --> 00:00:20.679 Profitable Connections. Welcome back to the show, 00:00:20.760 --> 00:00:23.679 folks. I'm your host, Michael Foreman, and you're 00:00:23.679 --> 00:00:26.219 listening to the podcast where networking is 00:00:26.219 --> 00:00:28.980 more than just awkward handshakes and bad coffee. 00:00:29.160 --> 00:00:32.579 It's an art and a talent. But here's the twist. 00:00:32.799 --> 00:00:35.859 It's an art and talent you can actually learn. 00:00:36.240 --> 00:00:38.619 Yes, even if you're the person hiding in the 00:00:38.619 --> 00:00:41.880 corner at every event pretending to check emails. 00:00:42.900 --> 00:00:45.679 Networking isn't just a nice skill to have. It's 00:00:45.679 --> 00:00:48.520 a game changer. When you get good at it, you'll 00:00:48.520 --> 00:00:51.380 wonder why you didn't start sooner. More connections, 00:00:51.640 --> 00:00:55.579 more opportunities, more profits. It's like unlocking 00:00:55.579 --> 00:00:58.399 a cheat code for life. So whether you're the 00:00:58.399 --> 00:01:00.960 life of the party or the just let me stay at 00:01:00.960 --> 00:01:03.460 home and text type, we've got something for you. 00:01:03.600 --> 00:01:06.560 So stick around. Let's turn those awkward small 00:01:06.560 --> 00:01:11.400 talk moments into big wins. I have today Dr. 00:01:11.620 --> 00:01:15.379 Mandy Holland, and she's a chiropractor in Johns 00:01:15.379 --> 00:01:18.579 Creek, Georgia, and she was born and raised in 00:01:18.579 --> 00:01:21.640 Clearwater, Florida. She received her bachelor's 00:01:21.640 --> 00:01:25.760 degree from Limestone College in Gaffney, South 00:01:25.760 --> 00:01:30.040 Carolina, where she also played NCAA soccer for 00:01:30.040 --> 00:01:34.349 all four years. Now, before I butcher her background 00:01:34.349 --> 00:01:37.989 even more, let me introduce you to Dr. Mandy 00:01:37.989 --> 00:01:41.109 Holland and let her fill you in. So welcome to 00:01:41.109 --> 00:01:45.069 the show. Thanks for having me. Yeah, so I did 00:01:45.069 --> 00:01:48.409 my undergrad at Langston College and then went 00:01:48.409 --> 00:01:52.349 to Life University in Marietta, Georgia. That's 00:01:52.349 --> 00:01:53.829 where I met and fell in love with my husband 00:01:53.829 --> 00:01:57.370 and we started our own practice. Nothing too 00:01:57.370 --> 00:01:59.799 exciting after that. If I remember correctly, 00:01:59.980 --> 00:02:02.180 you started up under a different name and you 00:02:02.180 --> 00:02:04.939 changed it? Yes. So we started up under a franchise. 00:02:05.640 --> 00:02:08.580 Okay. That's what I thought. And then you just 00:02:08.580 --> 00:02:11.919 moved it to your own and things have been, I'll 00:02:11.919 --> 00:02:15.379 say, wonderful ever since. Yes, absolutely. Okay. 00:02:15.659 --> 00:02:19.000 So let's go right into my networking questions. 00:02:20.469 --> 00:02:25.490 How has networking played a role in growing your 00:02:25.490 --> 00:02:28.409 chiropractic practice and spreading the vision 00:02:28.409 --> 00:02:32.810 of a drug -free healthcare? So networking has 00:02:32.810 --> 00:02:36.289 always been a very big and vital role to our 00:02:36.289 --> 00:02:40.009 practice. We actually chose the location based 00:02:40.009 --> 00:02:42.669 off of my husband's Business Networking International. 00:02:45.129 --> 00:02:47.590 What got us over here? He was an independent 00:02:47.590 --> 00:02:51.009 contractor originally before we opened up our 00:02:51.009 --> 00:02:54.810 own practice. And he loved his B &I group so 00:02:54.810 --> 00:02:58.030 much that he found a spot that was close enough 00:02:58.030 --> 00:02:59.669 to where that would still work for him because 00:02:59.669 --> 00:03:02.250 he still had clients. So they just transferred 00:03:02.250 --> 00:03:05.990 over when we opened our doors. And that's how 00:03:05.990 --> 00:03:08.030 we picked it. And then as soon as we opened, 00:03:08.169 --> 00:03:12.449 we became a member of Chamber. And so that kind 00:03:12.449 --> 00:03:15.810 of became my thing. And BNI was his thing. And 00:03:15.810 --> 00:03:19.289 it has been fantastic and helped us grow. And 00:03:19.289 --> 00:03:22.650 we always try and keep our networking up. And 00:03:22.650 --> 00:03:26.870 obviously, with those networking meetings for 00:03:26.870 --> 00:03:29.849 the chamber, half the people there have either 00:03:29.849 --> 00:03:32.490 come to see you or have people come to see you. 00:03:32.610 --> 00:03:35.389 So again, you must be doing something right. 00:03:36.110 --> 00:03:40.500 Okay. In a field where people often see conventional 00:03:40.500 --> 00:03:43.280 medical treatments, how do you use networking 00:03:43.280 --> 00:03:46.780 to build trust and credibility for chiropractic 00:03:46.780 --> 00:03:50.319 care? So it's a lot of just being really consistent 00:03:50.319 --> 00:03:53.860 with networking is the biggest way that I build 00:03:53.860 --> 00:03:57.180 trust, especially with Chamber. I've seen chiropractors 00:03:57.180 --> 00:03:59.719 come and go. I've seen medical professionals 00:03:59.719 --> 00:04:01.639 come and go from Chamber. And they're like, that 00:04:01.639 --> 00:04:03.539 didn't really work for me. Great. I saw you like. 00:04:03.919 --> 00:04:06.180 A handful of times, no one could really predict 00:04:06.180 --> 00:04:08.560 when you were going to be there. And so I would 00:04:08.560 --> 00:04:11.879 say that consistency has really helped us. That 00:04:11.879 --> 00:04:14.120 and just talking to people. People will start 00:04:14.120 --> 00:04:16.360 talking to you about their medical issues and 00:04:16.360 --> 00:04:18.899 just giving them slight suggestions on maybe 00:04:18.899 --> 00:04:20.899 adding a supplement. And then that works for 00:04:20.899 --> 00:04:22.660 them. And so then they come back to you for more 00:04:22.660 --> 00:04:24.899 advice. And then eventually it becomes they're 00:04:24.899 --> 00:04:28.000 a new patient and they trust you with what's 00:04:28.000 --> 00:04:31.750 going on. That's true. And back to the chamber, 00:04:31.970 --> 00:04:35.990 consistency is the key. Consistency, because 00:04:35.990 --> 00:04:38.990 as long as I've known the chamber, you've always 00:04:38.990 --> 00:04:42.610 been there. And it's just a matter of me going 00:04:42.610 --> 00:04:45.250 every single week. Now, I wasn't there today, 00:04:45.370 --> 00:04:49.319 but consistency is the key. And that's true with 00:04:49.319 --> 00:04:52.660 any networking event because the more people 00:04:52.660 --> 00:04:56.180 see you, the more that they will trust you. And 00:04:56.180 --> 00:04:59.660 as I've said before, over and over again, trust 00:04:59.660 --> 00:05:04.800 is that crucial part of networking. What strategies 00:05:04.800 --> 00:05:08.240 have you used to educate people about the benefits 00:05:08.240 --> 00:05:13.079 of chiropractic care through networking? So we 00:05:13.079 --> 00:05:16.819 have always done. like wine and wellnesses with 00:05:16.819 --> 00:05:19.240 our office. We used to do those a long time ago. 00:05:19.300 --> 00:05:22.300 We're looking at adding those back in where we 00:05:22.300 --> 00:05:25.000 have educational sessions or workshops where 00:05:25.000 --> 00:05:27.439 people can come in and learn on different topics. 00:05:27.759 --> 00:05:30.720 I always try to make sure that I have a learning 00:05:30.720 --> 00:05:33.920 component to whatever I'm talking about at chamber 00:05:33.920 --> 00:05:37.600 or wherever I might be. I am, we are very big 00:05:37.600 --> 00:05:40.199 in education. So we are always constantly like 00:05:40.199 --> 00:05:43.980 this morning is national nutritional month. And 00:05:43.980 --> 00:05:48.720 so I gave four tips on how to better your diet 00:05:48.720 --> 00:05:52.240 and to make that a healthier consistency for 00:05:52.240 --> 00:05:56.079 you. So always educating. I'll tell you one thing 00:05:56.079 --> 00:06:00.100 that I believe sets you apart from other chiropractors 00:06:00.100 --> 00:06:03.579 that I've known is your educational segments, 00:06:03.800 --> 00:06:06.420 because you're always trying to educate. You're 00:06:06.420 --> 00:06:09.019 never trying to push somebody, but you're always 00:06:09.019 --> 00:06:12.720 educating them. And I think that also helps you 00:06:12.720 --> 00:06:15.769 with the trust factor. And that helps you in 00:06:15.769 --> 00:06:18.290 the networking and so on and so forth. So that's 00:06:18.290 --> 00:06:21.990 very good. What types of professionals or industries 00:06:21.990 --> 00:06:27.370 have been your most valuable networking connections 00:06:27.370 --> 00:06:32.930 and how they help your business grow? I would 00:06:32.930 --> 00:06:37.670 probably say. It's a very wide variety. You would 00:06:37.670 --> 00:06:39.569 think that it'd be more so the medical community, 00:06:39.829 --> 00:06:42.910 but it's probably more labor intensive jobs. 00:06:43.870 --> 00:06:47.870 People that are in the fields of heavy labor, 00:06:48.050 --> 00:06:50.610 they typically are going to need more care and 00:06:50.610 --> 00:06:53.970 more prevention. And so they are more apt to 00:06:53.970 --> 00:06:56.750 want to come in. The medical community usually 00:06:56.750 --> 00:06:58.970 doesn't like to play nice a lot of the times 00:06:58.970 --> 00:07:00.610 because they're like, I can do that for you. 00:07:00.670 --> 00:07:02.529 You don't need to go see someone else. And we 00:07:02.529 --> 00:07:05.680 have big heads. think that we can fix every single 00:07:05.680 --> 00:07:09.220 patient. So referring them out to another, it 00:07:09.220 --> 00:07:12.079 doesn't work as well as a lot of people think, 00:07:12.199 --> 00:07:15.079 but we do have a little bit of that as well, 00:07:15.120 --> 00:07:21.040 but mainly the labor intensive jobs. I agree 00:07:21.040 --> 00:07:23.720 with that wholeheartedly. And I would add on 00:07:23.720 --> 00:07:25.620 to that, but that's going to leak into my next 00:07:25.620 --> 00:07:28.319 question. So this is really going to play into 00:07:28.319 --> 00:07:31.899 it. Chiropractic care often thrives on referrals. 00:07:35.879 --> 00:07:40.180 What networking strategies have worked best for 00:07:40.180 --> 00:07:44.829 generating high -quality patient referrals? Talking 00:07:44.829 --> 00:07:47.670 about specifics. So a lot of people suffer from 00:07:47.670 --> 00:07:50.110 headaches and migraines are really big in ours. 00:07:50.269 --> 00:07:52.389 But instead of just doing a very generalized 00:07:52.389 --> 00:07:55.730 topic with networking, we always want to try 00:07:55.730 --> 00:07:59.490 and focus our energies and say, do you know someone 00:07:59.490 --> 00:08:01.589 not suffering from headaches or migraines? Most 00:08:01.589 --> 00:08:04.410 people do. It's not just about saying, do you 00:08:04.410 --> 00:08:06.930 have a spine? You should get to check up. It's 00:08:06.930 --> 00:08:09.189 more about the specifics because that's where 00:08:09.189 --> 00:08:12.149 it. It has a light bulb go off for a lot of people. 00:08:12.470 --> 00:08:14.829 And that's when they think, oh, my friend has 00:08:14.829 --> 00:08:18.029 that. I need to give them your card versus, oh, 00:08:18.089 --> 00:08:21.490 I know everyone has a spine. And then it falls 00:08:21.490 --> 00:08:25.170 flat. So I would say more specifics is usually 00:08:25.170 --> 00:08:28.550 more helpful for us to actually turn people into 00:08:28.550 --> 00:08:32.629 referrals. That's great because I, listen, I'm 00:08:32.629 --> 00:08:36.090 the networking guy. Okay. And I always say referrals 00:08:36.090 --> 00:08:40.120 are golden. That's your golden goose for your 00:08:40.120 --> 00:08:44.059 money. And everybody that I know that has met 00:08:44.059 --> 00:08:47.639 you, they've always said, you have to go see 00:08:47.639 --> 00:08:50.720 Dr. Mandy. You have to go because the office 00:08:50.720 --> 00:08:54.899 is so welcoming because everything is customer 00:08:54.899 --> 00:08:58.259 service. So when you go above and beyond customer 00:08:58.259 --> 00:09:01.340 service, that's one thing. But when you have 00:09:01.340 --> 00:09:06.039 good service, as well as good customer service, 00:09:06.139 --> 00:09:09.200 that's a... a combination that you just can't 00:09:09.200 --> 00:09:13.919 beat. Hats off to you. Have you encountered skepticism 00:09:13.919 --> 00:09:17.860 about your approach to healthcare in networking 00:09:17.860 --> 00:09:25.139 circles? Absolutely. We get a lot of people that 00:09:25.139 --> 00:09:27.000 are like, oh, I don't believe in chiropractic 00:09:27.000 --> 00:09:31.070 or everything. Even when I was. going to become 00:09:31.070 --> 00:09:34.649 a chiropractor. I believe it was someone in the 00:09:34.649 --> 00:09:36.330 family that was like, why doesn't she become 00:09:36.330 --> 00:09:38.990 a real doctor? So it just really depends on people's 00:09:38.990 --> 00:09:42.370 views. And you just have to accept it and learn. 00:09:42.710 --> 00:09:45.850 I will say one of my favorite patients that came 00:09:45.850 --> 00:09:48.090 into our practice, I met her through chamber. 00:09:49.009 --> 00:09:51.870 And she immediately told me as soon as I told 00:09:51.870 --> 00:09:53.970 her what I did, she said, Oh, I hate chiropractors. 00:09:54.429 --> 00:09:58.250 And I said, Okay. No problem. And, but we saw 00:09:58.250 --> 00:10:00.429 each other all the time. And then she had a question 00:10:00.429 --> 00:10:02.490 about something that was going on with her. And 00:10:02.490 --> 00:10:05.009 I gave her a supplement recommendation and that 00:10:05.009 --> 00:10:07.370 worked for her. And so she started asking more 00:10:07.370 --> 00:10:10.490 and she is actually one of our biggest raving 00:10:10.490 --> 00:10:14.370 fans. She tells everyone about us and she loves 00:10:14.370 --> 00:10:16.769 chiropractic and she loves coming in and getting 00:10:16.769 --> 00:10:19.190 adjusted so much that she took us to New York 00:10:19.190 --> 00:10:21.889 because we helped her just change her whole life. 00:10:22.129 --> 00:10:26.100 And so she. is a testimony to just being really 00:10:26.100 --> 00:10:28.059 consistent and just being there and meeting people 00:10:28.059 --> 00:10:30.279 where they're at. But yes, we do get a lot of 00:10:30.279 --> 00:10:33.720 that. It's just being steadfast in what you believe 00:10:33.720 --> 00:10:36.419 in and what you know works and people will find 00:10:36.419 --> 00:10:39.320 you and you just have to let some go that just 00:10:39.320 --> 00:10:43.039 don't want to. And you brought up raving fans. 00:10:43.519 --> 00:10:46.139 Do you know of the book Raving Fans by Clint? 00:10:46.220 --> 00:10:49.620 Absolutely. Okay. We have all of our new hires 00:10:49.620 --> 00:10:53.009 read it. Okay, perfect. When I was in the mortgage 00:10:53.009 --> 00:10:56.809 industry, I used to give that book to every realtor 00:10:56.809 --> 00:11:01.149 that I became associated with. And they said, 00:11:01.210 --> 00:11:04.590 it's a little book. What do you mean? That book 00:11:04.590 --> 00:11:07.970 is so jam -packed and it's spaced so much. I'm 00:11:07.970 --> 00:11:10.629 like, this is like a 10 -minute read. Just read 00:11:10.629 --> 00:11:13.110 it. Read the book because it tells you all about 00:11:13.110 --> 00:11:16.450 customer service and just the fact that you have 00:11:16.450 --> 00:11:20.149 all your new hires read. raving fans that makes 00:11:20.149 --> 00:11:23.990 me a raving fan okay so that's beautiful how 00:11:23.990 --> 00:11:28.669 do you handle the skepticism how do you turn 00:11:28.669 --> 00:11:35.789 it into an opportunity for you for me i just 00:11:35.789 --> 00:11:38.870 try to be nice to a lot of people i always i 00:11:38.870 --> 00:11:41.549 used to get really upset over it like when we 00:11:41.549 --> 00:11:45.090 would go do a an event and we had a table we 00:11:45.090 --> 00:11:47.429 literally had people come up to our table and 00:11:47.429 --> 00:11:50.909 they'd say I don't believe in that or, and I'm 00:11:50.909 --> 00:11:53.970 like, okay, thanks. You came up to me, but all 00:11:53.970 --> 00:11:56.210 right. And it used to upset me, but honestly. 00:11:57.309 --> 00:11:59.470 It's more about trying to meet people where they're 00:11:59.470 --> 00:12:02.450 at, just giving them little tidbits like I did 00:12:02.450 --> 00:12:05.029 this morning, talking about little tips that 00:12:05.029 --> 00:12:09.850 you can do to improve your health. And they were 00:12:09.850 --> 00:12:11.769 very simple things from our dietician saying 00:12:11.769 --> 00:12:15.909 30 to 40 grams of protein per meal and making 00:12:15.909 --> 00:12:17.590 sure that you're getting at least 80 ounces of 00:12:17.590 --> 00:12:20.870 water per day, less than 30 grams of sugar and 00:12:20.870 --> 00:12:24.570 averaging two cups of coffee or less per day. 00:12:24.850 --> 00:12:26.919 And then when people start to implement it, that's 00:12:26.919 --> 00:12:28.960 when that trust begins, but you can't really 00:12:28.960 --> 00:12:31.620 force it. You just have to keep giving them different 00:12:31.620 --> 00:12:34.379 things. And when they hear, as you've been to 00:12:34.379 --> 00:12:36.539 chamber, I do tend to get a lot of shout outs. 00:12:36.539 --> 00:12:38.860 And so when they hear other people shouting out, 00:12:38.940 --> 00:12:41.720 then they start to trust more and they go, okay, 00:12:41.759 --> 00:12:44.039 maybe there's something to this. So it's just 00:12:44.039 --> 00:12:45.860 a matter of trying to meet people where they're 00:12:45.860 --> 00:12:48.940 at. All right. Very good. You hit something. 00:12:49.820 --> 00:12:53.559 It's real. And so it's so important about a networking 00:12:53.559 --> 00:12:57.759 event. OK, you have to always look to give, not 00:12:57.759 --> 00:13:00.940 receive. And that's what it seems like that you 00:13:00.940 --> 00:13:03.899 based your whole business on, that if you give 00:13:03.899 --> 00:13:06.139 enough, you're going to receive just as much. 00:13:06.179 --> 00:13:09.580 What goes around does come around. But you have 00:13:09.580 --> 00:13:13.759 to realize that you have to just look at it as 00:13:13.759 --> 00:13:18.480 giving and not receiving. Here's a famous little 00:13:18.480 --> 00:13:22.690 line. People love to buy, but they hate to be 00:13:22.690 --> 00:13:26.809 sold to. So you know what? If you keep that in 00:13:26.809 --> 00:13:30.289 mind, and if you're always giving and not receiving, 00:13:30.450 --> 00:13:34.350 then all of that will work for you. Okay. How 00:13:34.350 --> 00:13:38.409 has public speaking, workshops, or online networking 00:13:38.409 --> 00:13:41.850 helped you position yourself as a thought leader 00:13:41.850 --> 00:13:46.809 in chiropractic care? I would say it has helped 00:13:46.809 --> 00:13:51.970 me to come out of my shell. I am actually more 00:13:51.970 --> 00:13:55.759 of an introverted person. And I never enjoyed 00:13:55.759 --> 00:13:59.460 speaking in front of people. Now, since being 00:13:59.460 --> 00:14:02.440 in chamber, since doing doctor talks, I forced 00:14:02.440 --> 00:14:04.460 myself to start actually while I was still in 00:14:04.460 --> 00:14:08.919 school. My mom was doing a program with high 00:14:08.919 --> 00:14:12.399 school students that have never been to college 00:14:12.399 --> 00:14:14.279 or no one in their family has been to college. 00:14:14.419 --> 00:14:17.320 They'd be first generation and they would do 00:14:17.320 --> 00:14:21.220 classes. And so she would have me do health talks. 00:14:21.340 --> 00:14:23.240 And that's where I started. it was just a lot 00:14:23.240 --> 00:14:26.360 of practicing and just really getting confident 00:14:26.360 --> 00:14:29.659 in speaking in front of people has made a huge 00:14:29.659 --> 00:14:34.159 difference in how I hold myself how I present 00:14:34.159 --> 00:14:36.919 myself and I've learned to just have fun with 00:14:36.919 --> 00:14:40.220 it and just let my personality come out and if 00:14:40.220 --> 00:14:44.179 people like that personality then they will come 00:14:44.179 --> 00:14:47.299 to you because the tracks like and so we tend 00:14:47.299 --> 00:14:50.700 to find a lot of people that are very similar 00:14:50.700 --> 00:14:53.519 minded and want to have fun in our office. We 00:14:53.519 --> 00:14:57.399 are joking all the time. We never take ourselves 00:14:57.399 --> 00:14:59.519 seriously, but we always take our work seriously. 00:14:59.679 --> 00:15:04.320 So we always want to make sure that we are pulling 00:15:04.320 --> 00:15:08.559 in those, that same kind of energy. Not standing. 00:15:08.820 --> 00:15:11.639 Okay. So now one thing, now what I got out of 00:15:11.639 --> 00:15:16.090 that was repetition. Because once you know your 00:15:16.090 --> 00:15:19.629 stuff, as I'm sure you do, you know your stuff. 00:15:19.830 --> 00:15:22.490 But the more that you talk about it, the more 00:15:22.490 --> 00:15:25.049 that you repeat it, the more comfortable you 00:15:25.049 --> 00:15:29.210 are in repeating it. And every time you say something, 00:15:29.409 --> 00:15:32.409 or if you gave the same speech to somebody four 00:15:32.409 --> 00:15:36.450 different times, by the fourth time, you would 00:15:36.450 --> 00:15:38.590 be so good at it, you wouldn't have to think 00:15:38.590 --> 00:15:41.490 about it, but it's repetition. And that I think 00:15:41.490 --> 00:15:45.039 is the most important factor. Okay, with the 00:15:45.039 --> 00:15:48.799 rise of digital platforms, what balance do you 00:15:48.799 --> 00:15:51.960 strike between online networking, social media, 00:15:52.139 --> 00:15:55.100 webinars, so on and so forth, and in -person 00:15:55.100 --> 00:16:00.840 networking events? I have not found a great balance 00:16:00.840 --> 00:16:05.720 on that yet. Social media is a thorn in my side. 00:16:06.279 --> 00:16:09.100 I am really good in person. I love in -person 00:16:09.100 --> 00:16:12.740 networking. That is always my favorite. Online, 00:16:13.019 --> 00:16:15.279 you put a camera in my face and all of a sudden 00:16:15.279 --> 00:16:17.720 I can't talk. I'm trying to get better at that. 00:16:17.820 --> 00:16:20.480 We have gotten it to where we are constantly 00:16:20.480 --> 00:16:24.220 trying to do social media posts and videos. We're 00:16:24.220 --> 00:16:27.360 getting back into educational videos in our practice. 00:16:27.740 --> 00:16:29.820 We used to do them all the time. We're trying 00:16:29.820 --> 00:16:32.480 to do fun videos to show our personality because 00:16:32.480 --> 00:16:34.379 that's what people, and I think that's why I 00:16:34.379 --> 00:16:36.759 like in -person. Cause I feel like my personality 00:16:36.759 --> 00:16:39.379 comes out better, but just like we were talking 00:16:39.379 --> 00:16:41.919 about before, it's all about practice. So getting 00:16:41.919 --> 00:16:44.820 in front of cameras and being comfortable in 00:16:44.820 --> 00:16:47.259 front of them is going to be really key for us 00:16:47.259 --> 00:16:49.620 to implement that as well. But we do a lot of 00:16:49.620 --> 00:16:52.559 blogs now and we're getting that back up as well. 00:16:53.379 --> 00:16:55.399 Okay. Now, would you mind a little advice for 00:16:55.399 --> 00:16:59.960 me? Yes. A little bit. Okay. Start with just 00:16:59.960 --> 00:17:04.039 a minute or two, a video. Okay. And call it. 00:17:04.349 --> 00:17:07.690 Dr. Mandy speaks, Dr. Mandy talks or something 00:17:07.690 --> 00:17:10.230 like that. And those, let's say those four things 00:17:10.230 --> 00:17:13.490 that you brought up today, pick one and just 00:17:13.490 --> 00:17:15.890 talk about it for a minute, just for a minute. 00:17:16.089 --> 00:17:20.569 And that's it. And do that three times a week. 00:17:20.950 --> 00:17:24.930 Okay. So that one talk you had today could take 00:17:24.930 --> 00:17:28.650 you literally for almost two weeks. So if you 00:17:28.650 --> 00:17:31.980 were to do that, do a simple. One minute, one 00:17:31.980 --> 00:17:35.299 and a half minute video. Dr. Mandy speaks, come 00:17:35.299 --> 00:17:38.440 up with some graphic or something, and you can 00:17:38.440 --> 00:17:41.859 just be yourself. That's the whole key to networking 00:17:41.859 --> 00:17:45.200 is to just be yourself. And when you have those 00:17:45.200 --> 00:17:49.279 reels, you never know who's going to see it because 00:17:49.279 --> 00:17:51.619 every time they see it, oh, look, I have to, 00:17:51.619 --> 00:17:53.500 oh, I have to tell someone they're going to share 00:17:53.500 --> 00:17:57.779 it. Now, Facebook is good. You can. Put it on 00:17:57.779 --> 00:18:01.220 all your platforms. But Instagram is good for 00:18:01.220 --> 00:18:04.359 those reels. So if you want to do Instagram and 00:18:04.359 --> 00:18:08.039 Facebook, that's all right too. I personally 00:18:08.039 --> 00:18:13.740 use LinkedIn as a business platform. Every podcast 00:18:13.740 --> 00:18:18.339 that I either go on or I'm a guest on or I host, 00:18:18.519 --> 00:18:21.799 I have a piece of software called Otis Clips. 00:18:22.099 --> 00:18:25.450 And it divides it up into... 100 different clips. 00:18:25.809 --> 00:18:31.529 And I post two to four clips per day on all the 00:18:31.529 --> 00:18:36.789 platforms. It takes me three minutes. Awesome. 00:18:37.190 --> 00:18:40.869 Okay. But that keeps my face, as much as they 00:18:40.869 --> 00:18:43.970 may not want to see it, it keeps my face in front 00:18:43.970 --> 00:18:48.210 of them. And pretty soon, the algorithms for 00:18:48.210 --> 00:18:51.289 all of these platforms will say, oh, look, Mandy's 00:18:51.289 --> 00:18:54.289 posting. every day or every other day. Let's 00:18:54.289 --> 00:18:58.009 expand her a little bit. They will do it on their 00:18:58.009 --> 00:19:01.410 own. If you just, consistency is the key. You 00:19:01.410 --> 00:19:04.569 have to do a consistency consistently. So that's 00:19:04.569 --> 00:19:09.069 my only piece of advice. Okay. So what advice 00:19:09.069 --> 00:19:11.990 would you give to other healthcare professionals 00:19:11.990 --> 00:19:15.049 who want to build a referral -based business 00:19:15.049 --> 00:19:20.710 through strategic networking? I would say one 00:19:20.710 --> 00:19:27.589 is to be very truthful and make sure that you're 00:19:27.589 --> 00:19:29.829 presenting yourself the way that you are. Otherwise, 00:19:29.869 --> 00:19:34.329 it can come off as that's not really you. And 00:19:34.329 --> 00:19:36.730 then that actually goes against you on that trust 00:19:36.730 --> 00:19:40.829 factor. That and I can't say it enough, but consistency. 00:19:41.819 --> 00:19:45.160 Plan around the marketing as well, because and 00:19:45.160 --> 00:19:47.339 that's where we fall short on like the social 00:19:47.339 --> 00:19:49.839 media is that we don't have set days and times 00:19:49.839 --> 00:19:54.599 to do those versus I have set out and I blocked 00:19:54.599 --> 00:19:59.190 my schedule for chamber. My husband has blocked 00:19:59.190 --> 00:20:02.670 his schedule for BNI, but making sure that you 00:20:02.670 --> 00:20:06.150 block those times and don't let anything encroach 00:20:06.150 --> 00:20:09.230 on that. So that time management to make sure 00:20:09.230 --> 00:20:11.109 that you're staying up on your marketing, to 00:20:11.109 --> 00:20:15.990 stay up on your networking is really key. I try 00:20:15.990 --> 00:20:19.470 to look at the chamber website about a month 00:20:19.470 --> 00:20:21.710 in advance and see when the different events 00:20:21.710 --> 00:20:23.930 are. And I go in and I try and block my schedule 00:20:23.930 --> 00:20:26.089 right then and there so that I can make as many 00:20:26.089 --> 00:20:28.910 events as I can. can. Patients can schedule around 00:20:28.910 --> 00:20:31.250 that and that's perfectly fine. We have a little 00:20:31.250 --> 00:20:33.170 bit more of an advantage because there's two 00:20:33.170 --> 00:20:36.150 of us. So Dr. Austin can stay here and run the 00:20:36.150 --> 00:20:38.210 practice while I go out and market. And that's 00:20:38.210 --> 00:20:41.309 how we've set up our office. But even if it's 00:20:41.309 --> 00:20:43.849 a front staff member that's going to the marketing, 00:20:43.990 --> 00:20:46.809 block out their schedule to where maybe if they're 00:20:46.809 --> 00:20:48.869 the ones that do the new patients, then you're 00:20:48.869 --> 00:20:51.309 sending them to go market. But being consistent 00:20:51.309 --> 00:20:54.759 is about making sure that you work it into your 00:20:54.759 --> 00:20:58.660 schedule consistently. That's great. And that 00:20:58.660 --> 00:21:03.180 falls into, I always say, there's a networking 00:21:03.180 --> 00:21:06.559 mantra. If they know you, if they like you and 00:21:06.559 --> 00:21:09.339 trust you, they'll do business with you. And 00:21:09.339 --> 00:21:11.599 by you going out, blocking out your time and 00:21:11.599 --> 00:21:13.680 going to all these events, they're going to know 00:21:13.680 --> 00:21:16.279 you. They're going to say, oh, I know her. That's 00:21:16.279 --> 00:21:19.619 Dr. Mandy. I've seen her before. So everybody 00:21:19.619 --> 00:21:23.539 will know you. Like you will. That narrows the 00:21:23.539 --> 00:21:26.240 field down because, listen, everybody's not going 00:21:26.240 --> 00:21:29.440 to like you for whatever reason, right? But know 00:21:29.440 --> 00:21:31.579 you, like you, and then trust you. That trust 00:21:31.579 --> 00:21:35.420 factor, again, is so crucial and critical. That's 00:21:35.420 --> 00:21:37.720 what you're building. And through consistency, 00:21:38.059 --> 00:21:41.319 you're building that trust factor. Even without 00:21:41.319 --> 00:21:43.339 you knowing it, even without them being your 00:21:43.339 --> 00:21:47.289 client, you're building that trust factor. Okay, 00:21:47.349 --> 00:21:49.690 let me say, how do you see networking shaping 00:21:49.690 --> 00:21:52.609 the future of drug -free healthcare and what 00:21:52.609 --> 00:21:57.150 role do you want to play in that movement? I 00:21:57.150 --> 00:22:02.089 see it getting more information out to just the 00:22:02.089 --> 00:22:05.529 general population. A lot of chiropractors do 00:22:05.529 --> 00:22:08.690 a lot of educational workshops that other people 00:22:08.690 --> 00:22:12.349 aren't doing. This morning, networking, I had 00:22:12.349 --> 00:22:14.960 shared in our two -minute breakout. that not 00:22:14.960 --> 00:22:18.079 a whole lot of MDs, DOs, they don't get a whole 00:22:18.079 --> 00:22:20.579 lot of nutrition. Since it's National Nutritional 00:22:20.579 --> 00:22:22.259 Month, that's what I was talking about. They 00:22:22.259 --> 00:22:23.819 don't get a whole lot of nutritional education. 00:22:24.299 --> 00:22:26.720 And sharing that piece of advice gets people 00:22:26.720 --> 00:22:29.220 to start looking into it themselves because they 00:22:29.220 --> 00:22:31.619 think, oh, if my doctor's not looking at it, 00:22:31.640 --> 00:22:34.400 maybe I need to. So it at least gets people a 00:22:34.400 --> 00:22:37.460 little bit more curious. So I think that's going 00:22:37.460 --> 00:22:41.160 to help people take a little bit more empowering 00:22:41.160 --> 00:22:44.019 them to take control of their own health. There's 00:22:44.019 --> 00:22:46.339 a lot of information going out there. Those quick 00:22:46.339 --> 00:22:48.500 videos that you're talking about that I need 00:22:48.500 --> 00:22:50.819 to get better at, those are going to be really 00:22:50.819 --> 00:22:52.980 awesome because we can get even more information 00:22:52.980 --> 00:22:56.400 out. I remember when we first opened, man, we 00:22:56.400 --> 00:22:58.519 had to set up tables everywhere and it was awful. 00:22:58.700 --> 00:23:00.700 4 .30 in the morning, we were at Orange Theory, 00:23:00.920 --> 00:23:02.720 just trying to talk to people while they're doing 00:23:02.720 --> 00:23:05.019 their five o 'clock class. catching people in 00:23:05.019 --> 00:23:07.380 between and having a two second conversation 00:23:07.380 --> 00:23:10.299 versus now we have platforms where we can actually 00:23:10.299 --> 00:23:12.900 get that information out to other people on a 00:23:12.900 --> 00:23:16.380 consistent basis or in chamber like I've done. 00:23:17.309 --> 00:23:20.170 a spinal talk on how to keep your spine healthy 00:23:20.170 --> 00:23:22.970 and things like that. There's different avenues 00:23:22.970 --> 00:23:25.190 for that. Lunch and Learns with other businesses 00:23:25.190 --> 00:23:27.690 when you meet them and say, hey, can I come talk 00:23:27.690 --> 00:23:30.589 to your employees and I'll teach them things 00:23:30.589 --> 00:23:32.890 that they can do to keep a healthier spine so 00:23:32.890 --> 00:23:36.789 that way they're healthier. That's exactly right. 00:23:37.150 --> 00:23:43.269 Do you see these workshops, these educational... 00:23:43.830 --> 00:23:46.349 summits or I'll call it. Do you see them going 00:23:46.349 --> 00:23:52.170 on video or in person? I prefer in person still. 00:23:52.289 --> 00:23:54.670 My husband is the one that kind of takes over 00:23:54.670 --> 00:23:59.289 the social and digital platforms. So he's the 00:23:59.289 --> 00:24:01.289 one that is way more comfortable in front of 00:24:01.289 --> 00:24:05.230 a camera. And he is the one that can talk a little 00:24:05.230 --> 00:24:09.849 bit longer as well on each topic. You have to 00:24:09.849 --> 00:24:13.019 decide. which one of you will do these minute 00:24:13.019 --> 00:24:16.839 long reels? But my suggestion is to do it and 00:24:16.839 --> 00:24:20.220 do it like within like soon so that people get 00:24:20.220 --> 00:24:22.680 used to seeing it. So saying, Oh, I wonder what 00:24:22.680 --> 00:24:25.680 they have to tell me today and look forward to 00:24:25.680 --> 00:24:28.519 it. And as my last question, which I'd love to 00:24:28.519 --> 00:24:35.259 ask is you are successful now. Okay. But I'm 00:24:35.259 --> 00:24:38.299 sure getting to this point, you made a few mistakes. 00:24:39.180 --> 00:24:42.819 Just give me a mistake that you made and how 00:24:42.819 --> 00:24:48.200 you overcame it. I'd say in business in general 00:24:48.200 --> 00:24:51.440 is putting maybe a little bit too much trust 00:24:51.440 --> 00:24:55.799 in some people as well. Not knowing in the back 00:24:55.799 --> 00:24:59.440 of my head, I don't really know about this and 00:24:59.440 --> 00:25:04.319 not speaking about it. And again, that's that 00:25:04.319 --> 00:25:08.410 comfortability. So speaking up now, I'm way more 00:25:08.410 --> 00:25:10.609 comfortable about being like, I don't know that 00:25:10.609 --> 00:25:13.210 this is a great fit for us because not everything's 00:25:13.210 --> 00:25:15.930 going to be a great fit. So being able to speak 00:25:15.930 --> 00:25:19.829 up about different things like that has really 00:25:19.829 --> 00:25:21.750 helped because I would say that's probably the 00:25:21.750 --> 00:25:23.769 biggest downfall that my husband and I both had 00:25:23.769 --> 00:25:25.609 is we were like, we don't know. So we're just 00:25:25.609 --> 00:25:28.349 going to trust you blindly thing. And now we 00:25:28.349 --> 00:25:30.609 do a little bit more research into things before 00:25:30.609 --> 00:25:36.119 we just blindly trust completely. And as a last 00:25:36.119 --> 00:25:38.559 question, I know I said that before, but one 00:25:38.559 --> 00:25:41.720 more question. Can you give me one tip that you 00:25:41.720 --> 00:25:44.319 would give for any of my listeners that let's 00:25:44.319 --> 00:25:46.160 say that they are just starting, whether it's 00:25:46.160 --> 00:25:48.460 a chiropractor or not, they're just starting 00:25:48.460 --> 00:25:51.700 in business. What's one networking tip that you 00:25:51.700 --> 00:25:57.460 would give them? I would say find a chamber and 00:25:57.460 --> 00:26:02.480 go all in. I've had people tell me before, don't 00:26:02.480 --> 00:26:05.039 worry about going all in for chamber. It might 00:26:05.039 --> 00:26:08.359 not help you that much. It is our second highest 00:26:08.359 --> 00:26:12.220 referral source in our office. And had I just 00:26:12.220 --> 00:26:15.119 dabbled, I don't know that it would be. Finding 00:26:15.119 --> 00:26:19.759 that networking source and just give yourself 00:26:19.759 --> 00:26:22.740 to it. Go support other chamber members. I know 00:26:22.740 --> 00:26:27.789 I saw you at the Maximize Living. or that's not 00:26:27.789 --> 00:26:30.430 what it's called we did that event yes yes with 00:26:30.430 --> 00:26:33.109 greg and just going to support other members 00:26:33.109 --> 00:26:36.829 in things that you can your support builds that 00:26:36.829 --> 00:26:40.789 trust as well so build up others to build yourself 00:26:40.789 --> 00:26:43.829 up as well givers gain right that's bni that's 00:26:43.829 --> 00:26:47.069 it that's it i never stop learning i never stop 00:26:47.069 --> 00:26:51.089 reading i never stop trying to i never i always 00:26:51.089 --> 00:26:54.539 try to finish I always try to hone my craft. 00:26:54.839 --> 00:26:58.019 And because I never think it's perfect, people 00:26:58.019 --> 00:27:01.279 call me an expert in networking. And I always 00:27:01.279 --> 00:27:04.019 say, please, just try to refrain from using that 00:27:04.019 --> 00:27:07.779 word because I'm always getting better. I'm always 00:27:07.779 --> 00:27:10.160 finding something that I did wrong or that I 00:27:10.160 --> 00:27:12.160 can do better and right. I'm good at networking. 00:27:12.319 --> 00:27:15.380 I'm your networking guy. But you know what? I'm 00:27:15.380 --> 00:27:17.700 learning. I'm getting better. So that's the only 00:27:17.700 --> 00:27:21.440 thing that I would say. Yeah. Okay. So listen. 00:27:22.039 --> 00:27:25.079 If somebody wanted to get hold of you, how would 00:27:25.079 --> 00:27:27.900 they get hold of you? Now, they may want chiropractic 00:27:27.900 --> 00:27:30.559 care. They may want some health information, 00:27:30.859 --> 00:27:33.980 some supplement information, whatever. What's 00:27:33.980 --> 00:27:36.539 the best way for them to get hold of you? You 00:27:36.539 --> 00:27:39.700 can either call my office or send me an email. 00:27:40.259 --> 00:27:42.900 Email I do really well at or the office because 00:27:42.900 --> 00:27:45.180 my cell phone is typically somewhere where I 00:27:45.180 --> 00:27:47.259 don't remember where I put it because I'm all 00:27:47.259 --> 00:27:51.450 in on something else. What is your website? It 00:27:51.450 --> 00:27:56.670 is Cairo at the creek .com. Okay. Listen, Mandy, 00:27:56.809 --> 00:28:01.109 this was a great, I had a great time. Okay. And 00:28:01.109 --> 00:28:04.069 I look forward to seeing you again soon. Yeah, 00:28:04.150 --> 00:28:07.529 absolutely. Next week at chamber. Well, hold 00:28:07.529 --> 00:28:10.410 on folks. Don't go anywhere. Let me just read 00:28:10.410 --> 00:28:13.230 a few of our sponsors that we have struggling 00:28:13.230 --> 00:28:16.890 to reach success. Maybe it's time to quit in, 00:28:16.950 --> 00:28:20.700 quit your way to success. by Rodney Davis. 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Revved Up Kids is 00:29:01.559 --> 00:29:04.980 on a mission to protect children and teens from 00:29:04.980 --> 00:29:07.839 sexual abuse, exploitation, and trafficking. 00:29:08.079 --> 00:29:10.740 They provide prevention training programs for 00:29:10.740 --> 00:29:14.410 children. teens, and adults. To learn more, go 00:29:14.410 --> 00:29:19.250 to revvedupkids .org. That's R -E -V -V -E -D 00:29:19.250 --> 00:29:26.450 -U -P -K -I -D -S .org. Well, that's a wrap, 00:29:26.549 --> 00:29:29.390 folks. A huge thank you to our special guests 00:29:29.390 --> 00:29:32.730 for sharing such incredible insights today. And 00:29:32.730 --> 00:29:36.109 of course, a big shout out to you, our amazing 00:29:36.109 --> 00:29:39.049 listeners, for tuning in and spending your time 00:29:39.049 --> 00:29:42.920 with us. Remember, networking isn't about being 00:29:42.920 --> 00:29:46.259 perfect. It's about being present. So take what 00:29:46.259 --> 00:29:48.839 you've learned today, get out there and make 00:29:48.839 --> 00:29:51.839 some meaningful connections. If you enjoyed this 00:29:51.839 --> 00:29:54.819 episode, don't forget to subscribe, leave us 00:29:54.819 --> 00:29:57.440 a review and share it with someone who could 00:29:57.440 --> 00:30:00.759 use a little networking inspiration. Let's keep 00:30:00.759 --> 00:30:04.440 the conversation going. You can find me on Apple, 00:30:04.579 --> 00:30:09.230 Spotify, YouTube or my website. Michael A. Foreman, 00:30:09.250 --> 00:30:13.210 remember, until next time, keep practicing, keep 00:30:13.210 --> 00:30:15.769 connecting, and keep building those relationships. 00:30:16.210 --> 00:30:19.349 This is Michael A. Foreman signing off. Take 00:30:19.349 --> 00:30:20.990 care and happy networking.