Episode #18: Warren Phillips: Scale Like A Pro (Part 5 of 5)

Published: March 24, 2020

https://youtu.be/wiys3dTKlRc

Show Notes:

Speaker 1: (00:00)
Welcome innovators, the simplified integration podcast. This is Dr. Andrew Wells and welcome to episode number 18 scale like a pro with special guests, Warren Phillips,

Speaker 2: (00:12)
Leonardo da Vinci once said that simplicity is the ultimate sophistication and I agree. You see the problem with the way that most consulting groups approach medical integration is anything but simple. In fact, it's the exact opposite. It's expensive, it's complicated and quite frankly it's exhausting. Enough is enough. There are far too many amazing integrated clinics that are struggling. Well, I'm on a mission to change that. What I've come to find from over five years working with integrative practices is that simplicity really is the secret. The old saying of less is more is true. Through a streamlined approach, I was able to create multiple successful seven-figure integrated clinics and now I'm going to show you how you can do the same. Join me as I share with you the secrets to successful medical integration and practice growth. Join me on a journey to greater sophistication through innovation. I'm Dr. Andrew Wells and welcome to the simplified integration podcast.

Speaker 1: (01:10)
All right, welcome back everybody. First of all, I want to give a special thank you to my guest, Warren Phillips. Warren, welcome to the simplified integration podcast. Um, first of all, thank you cause I know you're a super busy guy and so I appreciate you taking the time to be on here and share, uh, your brain with us. And I'm really excited because I know that you have an awesome mind for business and also for marketing and I really appreciate you spending this time to, to help other doctors. So if you don't mind, can you give me a little bit of background about who you are and what you do?

Speaker 3: (01:42)
Well, Andrew, first of all, it's my honor to be here. My heart is, has always been to see other people become successful. And the most, the people that I believe should be the most successful people in the world are practitioners who put their hearts on the line every day and exchange a lot of value sometimes for not adjust, reward, um, all the time. And I like to see that as well, like them to have that great value exchange. And so, you know, my, my background, uh, you know, it's kind of an interesting one. I've been in the coaching, uh, functional medicine, functional nutrition space since 2005 teaching seminars and educating practitioners on systems supplementation, business marketing. This has definitely been my passion for a very long time. And since then, obviously my entrepreneur, entrepreneurial mind has definitely expanded into many other areas in the health and wellness space.

Speaker 3: (02:35)
But my heart always has been and always will be for the practitioner. So how did that happen and why is that? Well, pretty simply I got very sick cleaning up hazardous waste for living as an environmental consultant in Missoula, Montana, where I didn't have any answers. And back then there wasn't the internet, there wasn't the summits, they wasn't, there wasn't podcasts. None of this. Everything was still on tape, you know, or you had to get it from a university. And the universities really even weren't, didn't exist either. So I was very sick. I had to sell everything. I had moved back into my parents' basement, riddled with chronic fatigue, fibromyalgia, sleeplessness, gut issues, weight gain. I was 210 pounds. Oh my hopes and dreams of getting married and having a family and living that American dream were taken from me. And, but I was a scientist, right?

Speaker 3: (03:20)
Mass degree published scientists. I'm like, there's gotta be a cause. So, you know, 50 diff, different doctor visits, later, psychologists, medical doctors, designed Tris, physical therapists, you name it. Uh, I was there and the best they could offer me was Effexor and pain meds for the chronic pain, wearing a whiplash donut to bed, um, yelling at God, saying what the F, you know, what's going on with my life? Why is this happening to me? And then later, you know, through research and connecting with great practitioners, I was able to, in the functional medicine space, able to find out that it was the heavy metals, in fact. And it was kind of my gut, but there was no research on it. It was the heavy metals that was making me sick. So once I tested that, and literally even when I did my first urine toxic heavy metal challenge test, I sent a split test to my analytical lab in Idaho that I use for a sample analysis for hazardous waste cleanup and identification just to prove to me that this was real cause I thought the labs were lying to me. So I sent a split sample of my urine. So I was a huge skeptic. And then I became a massive believer. I had a conversion experience, if you will. And I went nuts. I decided, man, we have to take this information to the world. People are suffering and doctors need to be empowered all over the world with this information. And that's how I landed in this space. And then what I found my niche was, was the marketing side and the business side of growing organizations.

Speaker 1: (04:51)
Well, thank you. You know, I had a chance to meet you, um, in November at your last live it to lead an event. And I actually went there for two reasons. Number one is I had heard of, uh, I know you worked with dr Pompa pretty closely and I had heard of him for a long time and I knew he had did great work but I just didn't know like what I didn't know too much about functional medicine or the or the protocols he was using with his doctors and patients. And so I went there for that reason. But I also, uh, heard about you and half the reason I went because I heard of this guy named Warren Phillips and the way that you're described to me was he's kind of like the, like the wizard of Oz, this guy that works sort of behind the scenes that helps these practices and doctors get these principles out to other people as I'm like, I got to meet this guy and it's, you know, it's amazing.

Speaker 1: (05:34)
You tell me that story about how you were sick and didn't have energy and your health was failing. Cause when I saw you at that event, dude, you're like bouncing off the walls. I was like, man, like this guy's got a ton of energy. And I remember thinking like, I want that because at that time I didn't tell you this, but when I went to that event, like I had, I was struggling with chronic fatigue, brain fog, not a lot of energy. And I was using a caffeine, try to prop myself up for the day and at that event and listening to dr [inaudible], immediately at that event, I started fasting, which I had never done before. And I'd kind of experimented with intermit intermittent fasting, but didn't really know how it worked and all. So all of these pieces came together. And at that event I started fasting. I read that, um, beyond fastening book that, uh, dr Pompa wrote. And man, I, I, it's amazing man. My energy levels and my clarity, my mental clarity are through the roof. Like, I don't remember being, feeling this good in a long, long time. So I know what you guys do works. Obviously it's worked for you. It's working for me. I still haven't done the five day fast yet. I'm, I've chickened out every time I lead into it.

Speaker 3: (06:34)
Yeah, it's more of a mental game, but you're getting fat adapted. You know, your, your cells are turning over. They're dying and rebuilding beautiful cells and you're repeating those cells. So you're, you're going to get there. But, uh, the, there is a fear factor there but it's a good one, right? Yeah. My fear factor of my daughter is getting her thumb out of her mouth. You know, yours is going to be a little bit on the fasting and so we all have her down.

Speaker 1: (06:57)
I'm working on that thumb thing with my son right now. He's three and a half years old. He refuses to get rid of it. But uh, yeah man. So thank you. First of all, thanks for like, I wouldn't have known about this. I wouldn't feel as good as I do right now if not for you guys in the work that you do. And so this, um, this podcast is a, is part five and a five part series and the purpose of this series is for doctors to understand that when they're thinking about integration that there is not this one size fits all solution for integration. And I sent out a survey to my list just a few weeks ago and it was a, it was a two part survey. One survey was a question for doctors who have yet to integrate. And, and by the way like this, this, you can plug in integration, you can plug in functional medicine, you can plug in high volume chiropractic, whatever, like service.

Speaker 1: (07:43)
You can plug it into this, the survey. And my question was, if you haven't integrated already, why not? And the number one response by far, I think the statute like 87% was doctors were afraid, uh, for financial reasons. It's too expensive to get in. It's too expensive to run and it's not profitable anymore. So that was the number one response. The second row, the second survey I sent out at the same time was for doctors who are already integrated. What is the biggest challenge that you're finding? And the response was different. The response was all across the board. Doctors were saying, um, it's expensive. It's a, it's a beast to run. So it's incredibly bloated. It's complicated. Uh, doctors have a tough time wrapping their minds around how third, third payers work. Medicare and private insurance, they struggle with that. They struggle with leading a big team.

Speaker 1: (08:32)
And so they've, you know, these doctors decide to integrate and, but they don't realize how challenging it can be when you bring something like that into your practice. So these were things that I had known and suspected, but it was nice to hear from doctors who have, who've actually done it. So, um, what I want to do today is talk about, um, number one what it means to integrate, but also if you're only back up a minute there, when I talk about integration, this is what doctors don't understand is that there are really like three different paths to integration. And so sometimes when doctors say integration is, they have this idea of what it is in their mind. So it's kind of like this. I, I was, uh, over the summer I was helping a friend, um, build a porch on his house and he had this really bad headache.

Speaker 1: (09:14)
And I said, dude, let me adjust you. I can help you with your headache. And this guy is, he's kind of a conservative guy. He's like, ah. He's like, I'm not, I'm not into chiropractic, no offense. But he's like, I tried it once. Bad experience. Uh, I don't really think that's appropriate. And I said, okay, well Jay just let you just think about this. I said, I've adjusted tens of thousands of people, I help people with headaches all the time. Uh, it's super simple and really safe. So if you, if you change your mind, let me know. I think I can help you with that headache. And he said, okay, I appreciate that. And so like an hour later we're hammering nails in the house and he goes, you know what, I can't stand this headache anymore. I don't want to take medicine. He goes, just do what you do.

Speaker 1: (09:51)
Give me an adjustment. So I laid him down on a piece of plywood in his backyard and I felt his neck gave him an adjustment and he's like, all right, let me know when you're going to do it. Cause he was nervous and I said, it's done already. This lay down for, you know, get up when you're ready. He goes, what do you mean it's done? I said, it's done. You're adjusted. And he goes, that's it. I'm like, yeah, that's it. And so he stands up, he goes, he goes, wow. He goes, my headaches gone. And I'm like, really? Are you just saying that to make me feel good or is your headache gone? He goes, no, it's completely gone. He's like, that's freaking amazing. He goes, I didn't know that's what it was. And I'm like, yeah, that's, that's chiropractic. So he didn't, he didn't know what he didn't know.

Speaker 1: (10:25)
He had this bad experience years ago. I did, would never do chiropractic again. And then this one adjustment fixed it. And this guy is like a big mountain biker. Whenever he falls off his bike, he comes to my house, I adjust him and he feels better. So the same thing is true with integration. You know, you hear stories of people who have been ruined in practice with integration. They struggle with it. They're losing money, they go bankrupt. And I'm like, I don't want that for myself and my practice. But a lot of doctors don't realize there's all kinds of different niches with integration. So the first path, and this is kind of if you, if you're jumping on this podcast, on episode 18 this episode, go back and listen to the previous four episodes. So the first path and integration is what I call the simplified integration.

Speaker 1: (11:05)
This is adding for what for most doctors is what is a part time system. So we use regenerative medicine to help people with joint pain without drugs and surgery. It's a system you can run part-time. Doctors can start this program for less than 10,000 bucks. You can get it up and running in less than 90 days. It's super simple. It's a great way to add a high five to low six figure income for most doctors. So that's the simplest way to do it. You don't have to monkey with insurance or anything like that. The second path is when, this is for doctors who want more from their integrated practice. So this is when we strategically add insurance services that make sense. So, not like, you know, a lot of integrated clinics. I've been guilty of this. We had like 25 different therapies we added in her office, like a super complicated system to run.

Speaker 1: (11:49)
It was crazy and you don't have to do that. So you can still a smart integrated practice where you're offering a few insurance services, which helps the patient reduce their costs. It helps build up your revenue and it doesn't have to be a complicated system. So then there's part three and more, and this is why I have you on this podcast. Part three is for doctors who say who are already integrated, or maybe they have the business chops to say, all right, I'm at this level now I want to get to this level. So maybe that means they want to double their practice or they want to open a second, third clinic, they want to make a bunch of money. That's what we want to talk about today on this podcast. So let's talk about first of all, what scaling means and scaling in in my definition, is different than growth.

Speaker 1: (12:31)
So practice growth is when you, let's say for example you're seeing a hundred patient visits a week and you want to grow that to a hundred or a hundred, 175 most doctors can do that with a little, some marketing tweaks, maybe improving their case management, maybe working a little more efficiently or harder. You don't need to scale your practice to do that, but if you want to reach a different level of success, scaling is when you're increasing your output, your sales, your volume, but doing it in a cost effective way and so you're doing it in a way that doesn't blow up your practice or ruin what you owe. It's already working well on your office. Does it, would you say that's a fair description? Worn of, of, of scaling?

Speaker 3: (13:08)
Yeah, I mean scale, you know, scale to me like growth and scale. I mean they kind of go hand in hand. Um, and, and my thought process but you know, it's celebrated. Um, growth can have consequence consequences. You can always grow. But do you have the systems, the staff, the team to handle that growth? Right. I would say scaling is more of a systematic approach where you, like you said, where you're limiting a lot of those pitfalls. I just want to grow. I want to blow up my practice. That's, that's the growth mindset. Um, a scaling mindset to me would be one that's more systematic, uh, a systematic approach so that you, you have a goal you have in mind, uh, of what you want to do, what you want to achieve and then you, you properly staff and integrate the things that you want to go to get there in a systematic way. So scaling is more of a, a systematic growth is more of a um, a mindset.

Speaker 1: (14:06)
Yeah, I totally agree. And when you're adding, so doctors typically will think about that after the fact. So after they've integrated, after they've done functional medicine, it's like, all right, I have all these moving parts. How do I make it, how do I remove the bottlenecks? How do I make this thing actually work in a meaningful way? And so, so for doctors listening to this and they want to scale, like is there a, is there a right time to scale it? And if so, how do you know when it's the right time to scale?

Speaker 3: (14:31)
No, I mean I think everything comes down to mindset and I'm going to keep going back there, right? I think you need to be the type of person that doesn't have fear, right? Because you, you said at the beginning, why don't people, why don't doctors integrate fear? Right. And I've been coaching doctors a long time and some of their, the two biggest things that stop them from scaling or integrating or hiring or you know, all of that, it comes down to ego, right? And the ego, not like I'm, I'm the, I'm the man necessarily, but you know, who's going to take care of my patients as much as well as I can. They, they're only gonna like me. You know, those are just self limiting beliefs. Um, when it comes to, especially chiropractic, I can see that because some are more talented than others and have more experience and I can see that they care for their patients deeply.

Speaker 3: (15:20)
But it really comes down to a growth mindset where you want to train and equip others to be great, not just you be great, right? You just have to shift that. So, um, and you know, so you've got to have not have that, uh, that, that ego or actually, which is in a lot of respects is lack of confidence in yourself, in your, in your ability to lead. And then the other piece to that is fear. So if you're, if you've a fearful mindset and all you're doing is worrying about, so you're in the stock market for instance, for example, I don't invest in stocks. And the reason why is I can't control that. I can control my business output in a lot of other things, but I don't want to be looking and gambling with money. So I have, I have a fear of that.

Speaker 3: (16:08)
So I avoid it. It's not something that's gonna motivate me or give me energy in that moment to do something great. So if you're fearful, um, you have to initially get over that fear. And sometimes that, um, C type personalities, uh, practitioners, they need education. They need to get all their I's dotted and their T's crossed. And then there's the entrepreneurial, uh, practitioner who go all in and sometimes fall flat on their face and go bankrupt. Right? But then they get back up again and do it again and then they integrate correctly instead of quickly. So a lot of people do things quickly instead of correctly because they're, they do have, um, an unlimited, uh, mindset. They've done some personal work or they may be born that way. But in the process, one of those mistakes in a growth mindset versus a scaling mindset is that you do something and you're thinking growth, growth, growth. But you don't have the systems and individuals around you and processes. And then in your growth, you destroy your current team and business. So those are some of the things that I see over and over again. And so, you know, I don't know if that leads you into another question, but that's kind of, you know, where, where I land, um, you know, after 15 years of doing this,

Speaker 1: (17:24)
yeah. You know what you're saying, having the right systems and people around you, you brought up an idea and I've been really lucky in the fact that I've had great people around me for a long time. And, and one of the, um, the keys I think to my success over time is that I'm always plugging into resources. So I always have at least one coach or mentor. I'm always reading at least a couple of books and, and learning new ideas. And what I remember when we went from a cash chiropractic office to a massive, you're, we're running to a seven figure integrated clinics. Had I not had the right people, the right coaches, I'm not only pouring into me, but pointing out all the glaring roadblocks I had. Like I, I didn't know anything about business management, even with a business degree. I had no idea where my blind spots were, where the bottlenecks in my business were.

Speaker 1: (18:09)
And to be honest, it would have, if I had figured it out, it would have taken me a long, long time to do it. And so very true. Very true. And it's like, I like Tony Robinson. He's like, he's, he always says, you know, I've been a butcher his quote, but don't reinvent the wheel if someone's done it before you just copy what they're doing. And that's, that's always been my mindset. I just, all right, someone's done it better than I could probably do it. I want to copy what they're doing. And so I think doctors who are planning on scaling, I think that's just a critical part of their approach to it is not only having, okay, I want to do this functional medicine or this regenerative medicine program, but who's going to help me get to that level? I want to get to a [inaudible]

Speaker 3: (18:47)
I can talk to like I have the, when I'm teaching on organizational growth, I have my forties. Um, you know, and there's more to it than this. I mean there's, there's other technical aspects, but I have the forties talent team, uh, team, actually, sorry, I wrote it down here. Talent, team time, tenacity, and there's teaching spots and all of that scale. So if you are of the, you want to scale your business, you want to add, um, you know, more modalities, more insurance, um, because as soon as you go from a cash integrated clinic to a medical, more of the, the billing side, that's a whole different ballgame you have, you've opened up a lot more liability. There's lots of things that go on. I'm not an expert integrating. You are right. I'm an expert at scaling and growing businesses and marketing, right? And cause I believe marketing is everything.

Speaker 3: (19:38)
Even if you were a, a horrible chiropractor, which nobody on this call is, but even if you were, I could market you and make you successful. I wouldn't feel as good about it. If your heart was right and you weren't the best, I'd be okay with it because it's all about your heart and your intention. Because I believe a lot of being a practitioner and being effective as a practitioner, again, mindset, your intention, your love for that individual, you are the placebo, if you will. You can transform someone's life with your word, with your intentions, with your love, giving them hope. That is the key to a good practitioner. If you're in it for just for the money, it's a little harder, right? And you're really going to have to put those and that's okay. Right? But you have to put those personality types and know the right ones.

Speaker 3: (20:19)
I use ideal ideal coaching. Um, I think, uh, Allen miners group, I really do a personality profiling on the types of people that I hire. Um, even if it's an internal personal assistant to a functional medicine practitioner that we're placing into a clinic, however that is. So it really comes down to, um, you know, those four, in my opinion, when you're building a rock star team to scale, it doesn't, it really has nothing to do with you. Um, it has your all over it, but it's a scaling, a business really scaling, let's say, not just seven figures. You can seven-figure yourself a little bit all by yourself being a decent manager. Um, rewarding your clients well, having a good, um, you know, culture in your office. But you know, let's look at five to $10 million, right? Let's look at a really big functional medicine slash integrated, you know, STEM cell, like big time clinic, right?

Speaker 3: (21:17)
With multiple modalities, multiple practitioners. Let's really get there. How do you go from a million to say, two to 5 million and that really comes down to the team you have around you that are implementing these systems that you're, that you're learning from someone like you or you know, an integrated clinic. You really need to have the forties, you've got to have, you've got to find the right talent. You've got to find the, the, the front desk person that has the right personality, that's smiling and loving on people instead of yelling at them because they missed their appointment, right? You guys know this stuff, but you really have to have the right talent. You need to hire and find that talent and not hire your friends, not your family members that really hire the positions that you need within your organization to help you scale in. The more you hire the right people and the more you're removed from that organizational structure where you're the base, they're the top your doctors, the people serving the front lines and your marketing team.

Speaker 3: (22:17)
And as you go down, you're at the bottom. Really, you're just, the scaling. Scaling is, is looking up, looking and loving. Um, of course it's your end user right there that you're delivering the results that you promised, that they're gonna, that you promise them. So there are the very top, and then you have your administrative staff and it comes down to your executive team and then down to you as the founder, right? So you, you have to have the talent and then you, once you find the right talent space, you want to have a Michael Jordan, you know, practitioner. You want to hire a, um, who I met and I'm spacing his name, who was his protector? Dennis Rodman, right? You're creating this talented team. Then you bring them into a team, you get them working together. Um, say, Hey Dennis, this is your, your spot, Michael.

Speaker 3: (23:01)
This is what you do. Um, you know, Michael Piffen, this is what, I don't know if it's Michael Pippin or whatever, you know, you do this, this is your job. This is your, this is your lane. And, and put them in a box that they can Excel in that don't give them a job or a, or a position in which they're not going to be successful. Because the bottom line is everyone wants to be successful. Everyone wants to add value. That's why they're working for you because they want security. It's not normally money. You have to pay a good compensation, but they want to be successful. What they want to do, they want to add value. They want to be brilliant, and you have to provide environment for them. So the failure of a, of, of your talent is really back down to you as the leadership role. Are you giving them the resources, training, and coaching that they need to be successful in their position? And are you putting the right people to create this team that wants to win the Superbowl, right? Are you creating an environment in which they're brilliant and they can be positive, positive, amazing environment where they can make mistakes and learn and grow like a child. Um, if they've never done this before. Right? So

Speaker 1: (24:05)
that's a really good point. Like that that I think is a huge, huge, huge point that you're bringing up as you like. I think everyone can hire people like talent that they think will, will do a good job and you don't know until they actually do it. But then it's up to us to make sure that we'd give them the right expectations and to make sure that if they make a mistake, they know what the mistake was and how to correct it. And so one, one thing that I didn't know when we integrated was, um, I, I never knew what a policy was like a written policy or I, I had no idea what a, like an employee manual was. Cause we, I always like lead and manage from the seat of my pants. And if you hear me say it enough times, like you'll also repeat what I'm saying.

Speaker 1: (24:41)
But when we integrated, I couldn't do that cause we had 12 employees and I couldn't micromanage each and every employee. So, uh, one of the systems I learned was everything that you want your employee to do, it should be written down. So for example, if you have that front desk staff that you mentioned and they're bubbly and warm and nice, they have the right character, well what do you want them to say when they answer the phone? Because that's going to affect your conversions. And so we would write a script for that. And so when we'd hired that person, it's like, here's the script, follow the script, um, be yourself, but this is what we want you to say. And then to that, uh, that post, we would add a statistic and that we would track those statistics. So how do you measure it? So you're taking these like intangible things and things you want your staff to do, but how do you make it measurable so you can see it on a piece of paper?

Speaker 1: (25:25)
And so for example, when we'd have uh, um, uh, new leads calling in, let's say we had a hundred leads calling in a month, we would want 70% of those leads to convert into a patient appointment. So if it was 40% or 50%, or like, okay, what's going on with Mary this week, our stats are way down. She must be going off the script. And sure enough like that's, she was saying something different or having having a bad week or there's something that we could help coach her through or lead her through. And so, um, that was, uh, so that that concept of policies and written scripts and having an employee handbook, they can actually reference saying, okay, this is what Dr. Wells wants me to do. It's right here on a piece of paper and we can always reference that. So it took some of the ambiguity out of, all right, we're going to be a great team, but how do you actually, like what, what does that look like?

Speaker 3: (26:09)
Yeah. That, that's the, that's the classic like entrepreneurial mindset, right? If you're an entrepreneurial practitioner, and many of you are that there's been an entrepreneur and a business owner, but if it's not measurable, it's not real, right? And accomplishment is a big deal in an organizational structure. You want them to be free thinking, brilliant people, but you want them to accomplish, you want to create a system for their box. So they have measured results because the numbers do not lie, right? So you see this a lot in a structure and they'll see how much money there they're making, right? That you're doing, and they might see your numbers and you're being transparent. I think you should be transparent with your numbers, um, to a degree. And they will think they deserve more. Well, it's not based on what someone deserves. It's based on what they accomplish.

Speaker 3: (26:56)
And if you don't have measurable results in four conversions for these things and you can't manage, um, and then you don't have a group of, uh, team members that will respond properly. So even though I'm not a basketball player, the results remain right? If Michael Jordan, if everybody's doing the right thing, your numbers will be great. Michael will put, you know, points on the board. If Dennis is doing what he's doing and Michael Pippins is doing what he's doing and they're all who's doing the block shots, who's, you know, making sure that this guy isn't scoring like you really need. And that's all essentially script. It's a game plan that you have to happen. It's a measurable number. What is what, how many people did you convert? Well, that's how many, you know, Michael Jordan, you know, or you know, whatever. Right? So that that measurable place takes a lot of the MB and ambiguity. I can't say that word.

Speaker 1: (27:50)
Ambiguity. Yup.

Speaker 3: (27:51)
Ambiguity out of your management, right? Because it's not personal, right? You have a great family, a great culture, and some of these big organizations that I, that I walk into, everything is all numbers. And that's really good. Especially for the new generation. They, the millennials, they love. And that's a lot of your workforce now. They love numbers. They love accountability. They love to do well. They'd love to get rewarded, right? They love, they'd love culture, you know? And that's the businesses that are really skyrocketing today. And you need to build that in. So without that you're, you're managing, uh, your, your manager managing nothing. You're managing emotion and you can't imagine you can't manage emotion.

Speaker 1: (28:30)
Absolutely. Yeah. So that was, so that was the second tee. So you had, you had a talent, the second tea being was at teach.

Speaker 3: (28:37)
Yeah. Talent and teams. So you're getting your team together and then you have, it takes time. Right. So, so if you're integrating, for example, you have to be patient with this award winning team, you have to give them time to win. And one of the mistakes that people say, you know, is right, right out of the gate. They don't take self responsibility for the team and giving them time to learn and love and appreciate each other and to learn their positions. And they just fire them and they say they're not any good. Right. No self responsibilities from the business owner. Is there any good they're not doing, I tell them to do. They're bad, right? No self responsibility. No, you didn't train them correctly. You don't have the right systems to them. Right. You didn't take, you didn't give them time to learn, right? Because when you build a super bowl winning team, or if you're going to win the NBA finals, right?

Speaker 3: (29:26)
It doesn't happen overnight. It's intended. It's a longterm play, right? You're not thinking six months out, you're thinking three, four years out to win, right? And you communicate that to your team. We're going to win. We're going to be $5 million integrated clinic four years from now, and this is how we're going to get here. Here's the team you, you project and you create systems to get there. It doesn't happen overnight. So you have to have that, that time factor. And then the last T, which is the most important T out of any T that you ever have in your life, even better than green tea, is tenacity. Um, all research shows that if you want to win at anything in life, if you want to be super successful, if you want to have impact and disrupt, uh, anything, you know, whether it's the healthcare system, whether, you know, I love being disrupted and you have to be tenacious.

Speaker 3: (30:21)
You have to have a tenacious attitude that you are going to win eventually, that you're not going to give up the first year, that your numbers aren't as good as they are. You're always shifting, educating and working and thinking in a positive way that we are going to win. We are going to win the Superbowl and nothing's going to stop. You have to have that as as a leader underneath you are speaking that into existence and you have to be tenacious no matter what happens cause you can make mistakes. As a matter of fact, you're going to make a lot of mistakes in your practice. Sometimes it may almost cost you your business sometimes. Sometimes it will, sometimes it won't. But if you react to that as a learning opportunity, what did I do wrong? How can I integrate that now into my life and how can I use this learning integrated force.

Speaker 3: (31:11)
I'm Tony beets from gold rush. You know I love this quote because lessons cost good lessons costs lots. So the more it costs you, it sometimes the better it is for your life and effects. What this mindset, when you can overcome things like a muscle and train it, it becomes integrated into your neurology. And you could go to that next level like, so when I'm building businesses, it was like the, the, the, the star, right? That everyone says seven-figure practice, right? I like the burst their bubble and say the local Starbucks is having a bigger effect on your community than you at seven figures quit that think four, five figures. Think five years out. Think scale. How am I going to get there? Who do I need to hire? How can I get myself out of the road? What can I do to empower more people in leadership?

Speaker 3: (32:03)
What can I do for my team? It's going to give them the tools that they need to win the super bowl of my community that I can impact this community with today's functional medicine integrative strategy. This stuff works. I'm using it, right? Um, and I'm coaching, uh, like Harry Adelson's going big, right? He's an integrated, uh, naturopathic doctor. I'm helping him with his, uh, premier release of his documentary. He's going big. He's not just thinking small, he's thinking big. He's thinking global. He's doing a huge documentary and book release. That could be some of you listening to this, right? But you have to start somewhere before you get there, right? But you'd have to think longterm, what is my longterm goals and strategies? And are you tenacious enough to get there? So it comes right back to your mindset, right? Do you have a coach that's going to give you the strength that you need, that you may not have yourself? You may not have those skills, but how do you get them? Well, you can read a book, but more importantly, have someone to guide you through someone to be your Sherpa. If you will, do climb that mountain so that you don't die, that you don't bankrupt your business, that you don't, uh, make a billing mistake that puts you at liability. You don't want to do that on your own, right? You do want to have a guide so that you know, part of the answer,

Speaker 1: (33:18)
I love it, man. [inaudible] or do you have any like resources, uh, on how to do that? Cause I think that's a, that's a very vague question. But that fourth tee that you just talked about, tenacity. I think that a lot of doctors want that, but they don't know what it is, how do identify it or how to get after it. And, and my answer to that would be, I, you know, I think you needed some solid people around you to help either tease that out and then to help drive you through that, those, uh, those tough periods in your business. But what, what would you suggest to a doctor who like, yeah, I want that. I know it's within me, but I don't really know what that is at this point.

Speaker 3: (33:54)
Yeah. You know, it's tough. You know, you can have conversations with a lot of dots and sometimes it's quite frustrating because you try to bring them to that realization of self responsibility. You try to ask them questions and really have to listen to their answers to see if they're, if they are ready. So, uh, cause a lot of the times it's more, yeah, I can do this. I'm the best I can, I can scale. But the word I is really the, the most dangerous thing if it's coming out of your mouth. Um, if they have an I mindset, that's a big red flag for yourself. So look and say, why am I saying I, you know, why am I not saying we? Why am I not, um, um, elevating others over myself? What is it within me? What happened? You know, what's broken within me?

Speaker 3: (34:41)
Not to think in a way to get there, right? And to have a, not just a tenacious heart, but a loving, tenacious heart, right? I mean, you can, you can win just with tenacity. Don't get me wrong. You know, you really can Senate tenacity. Angela Duckworth, you can read the book, her book on grit. Uh, that's a really, really good resource to understand that. And it really shows, it doesn't, it's not, it's not how talented or smart you are, uh, necessarily. Um, to when it really comes down to that, to that, um, tenacious mindset. I think a lot of that is, um, it can be grown in cultured, um, through removing limiting beliefs through removing, uh, understanding that you're all brilliant. Like that's another thing that I can speak to everyone listening today. It's like you're thinking brilliant, not in an egotistical way, but you are right and you need to realize that you are, you need to realize how gifted and talented you are.

Speaker 3: (35:33)
You have to realize that you work really thinking hard to be here, you know, to spend the time listening to this podcast. But so has the people around you, they're also equally as brilliant. They equally need the same love and you know, accolades that you do to get out of, out of the bed every day. But if you're tenacious, you really don't need as much, right? Because you have a goal in mind and you want to win. You know, some of the resources, you know, you just got to get personal work done. You know, you really got to go and find, get to a place where you don't have those limiting beliefs that you know you can get somewhere and you know it's going to be hard. Like marriage for example, right? If you go into marriage, and a lot of us have done this, I did not.

Speaker 3: (36:18)
You know, fortunately you go into marriage thinking it's going to be easy and fun and you look at it for something to help you be happier. But it's quite the opposite. It's a reflection to make you better, right? It's an opportunity for you to change and adapt and grow and become tenacious, right? And if you go into it with that aspect, you have a beautiful marriage that improves. And it's what can I do? How can I change the language I'm using with my wife? How can I be stronger? How can I change how I'm acting? Who cares what she does? But when you do that, your family grows, right? But it takes hard work and tenacity and self-responsibility. So if you don't have self-responsibility, you think it's all about you, you know? And that's normal. Just don't get me wrong. I still think that right?

Speaker 3: (37:04)
On a daily basis, I'm evolving just like everyone else in the year, but from a principal standpoint, that's the stuff that escalates your life and your business. It really starts with you and I and a tenacious, loving, kind accepting you, and that is in your marketing. Oh my gosh. It comes from me. You know, at the end of the day that love that attention, you have to have that I believe, to really scale and grow a large business because otherwise you're going to have problems. If your team doesn't like you, you're going to get in trouble with them, right? They're going to come back and become your predators. So here's a big, here's a big deal. As you scale and grow, you talked about policies. Let me just wrap a bow around that because that's a big thing. Don't expect your employees always to behave if you don't have an employee policy.

Speaker 3: (37:54)
If you don't have non-disclosures, and I've, I've made millions and millions of dollars in mistakes. I've had employees come back and try to blackmail, you know me out of money reporting lies and doing all the crazy stuff. Why? Because I trusted them to be always good and kind. And the reality is not everyone is good and kind. Most are, but you've got to play the game. Like there is going to be a black sheep in the family of your organization that some point that's coming in and once your power, right, if you don't have an personality profile can, can fix that, right? You can find those people, right? And not hire them. They're more of a you and they're going to want to be you and you. You don't want that, right? There's only not to say that you're the, you know, the end all Beto but you really are the, the controller of the organizational structure and you want to create a culture.

Speaker 3: (38:46)
So long story short, make sure you get non-disclosures. Make sure you use attorneys, you know, do all that stuff. And if you can't afford that, then you know, start saving up, right? Because you and you can write, there's all kinds of ways to get money. I was talking to a business owner the other day, they're like, I can't afford a conventional loan to buy out. You know, this other partner in a business, but they have no foresight to say there's like 10 different other ways for you to funded by that business. You know, through a conventional loan in a bank, right? So there's lots of ways to get there. So the tenacity person would say, I need this much money. I need a hundred grand to start this, this integrated, you know, this next movement I want to get, you know, make sure my billing and all that stuff that's going to cost you like a hundred grand, right?

Speaker 3: (39:29)
Where are you going to get that money? You can sell fund. Usually you can, if you have a successful clinic, don't. If you want to grow, you know, don't invest into lifestyle, invest back into your business. A hundred grand should be nothing for you. But say you don't, right? Where do you get it? There's lots of ways to get at a tenacious person. We'll find the money to meet the goal. And I also believe that, you know, from a, from a spiritual standpoint, if you're going to do good in the world, I believe God in the universe will bring you the right people and the resources to do that. So that intention, that love and heart man, really important, um, for resources and that energy that you have, that you put out into the world to attract the people into your team, into your world, they're going to help you do something really big, really scaling, beating the crap out of Starbucks. You know, you're going to be, you know, 10 X would have Starbucks can be in your community, right? And thinking much bigger and longterm.

Speaker 1: (40:21)
Man, I don't know if it was the, uh, the thing that brought manager levels up or just being around you guys. Just it. Dude, it's amazing just to connect with you on this podcast. It's just listening to you and listening to these principles that you're teaching and that you've learned over the years. And in some of these I've learned, um, are so true and so helpful and so needed in our profession. Um, and I, and to wrap this podcast up or, and I'm just really, really grateful for you to be on here. And, um, one of the things, if you're listening, one of the things Warren said, I asked him before this podcast, I said, well, what do you want to do? You have something you want to promote? And Warren said, no, I'm not here to promote. I just wanna help doctors. But I do want you to promote what you do because I think doctors need to be plugged in to the work that you're doing and the services that you guys offer our profession because they're incredibly valuable.

Speaker 1: (41:06)
And I, again, I came to your seminar for personal reasons. I wanted to get healthier, I wanted more energy. I thought maybe you guys could provide that. But also I just wanted to be around people that, um, put these, these principles that we just talked about into practice because it's, it's uplifting. Um, this last half hour of you and I talking is like, I'm way up here now. My energy levels are way up here, so thank you for that. Um, and so what are, uh, what are some ways that doctors can connect with you guys and the health centers of future, um, maybe just coming out to a limit to lead an event. Can you maybe talk about that?

Speaker 3: (41:39)
Yeah, I mean, w we've been coaching, uh, practitioners and we're getting more into the integrated space as well. We have, um, you know, we have some resources on sourcing, on really good exosomes and things like that, that I've told you about. So some of the new things that we're doing with, with dr Raffi, so we're getting into the integrated space, but our, our seminars, uh, you know, are, are more functional medicine in nature, business marketing, teaching the fasting principles, the things that, that really move the needle in, in people's health, you know. So that's, that's first and foremost is what our events are about is like what's going to really get people well, what's going to compliment your integrative practice, uh, you know, post, you know, STEM cell treatment, how can you get a topic G naturally so that you get better clinical results. And that's a big thing.

Speaker 3: (42:21)
You can measure that right, that's measurable and integrate about how much they come back in. And then you can add some of the diet, the fasting, some supplements, um, that we have for, you know, STEM cell production and autophagy. And adding that in and seeing how it changes, you know, uh, the results in your clinic. And we have other regenerative clinics do that with us. So on my one of our, you know, sites you could go to and there's a free, uh, somewhere on the site. I think it's a bar, um, right down below, um, the website for the free just to get an idea of what our seminars look like and the energy that we bring. It's HCF instant access. Um, dot com I believe is the link that I gave you, but you can go to HCF, H H as in Harry, Charlie, Frank HCF, seminars.com.

Speaker 3: (43:10)
And you can also, there's a probably a green like bar that they can click on and it has, you know, Joseph Macola is on there and a few other practitioners that have brought the heat, um, you know, on different, different topics and you can see us and what we're doing and with clinics and you know, uh, what this energy is all about and we're, you know, it's definitely a movement for us, right? It's definitely, we want to not just empower every practitioner but the, the right practitioner that has a similar heart because congruency is key with everything that you do. So the doctors that we attract really have to be congruent and crazy like we are in this area. Right? Um, I wouldn't say we're the crazy integrated, you know, opposites. We have an integrated office, um, that we, um, one I wanted to launch with you actually I was thinking about because I don't want to reinvent the wheel, you know, a heck of a lot more about integration than we do.

Speaker 3: (44:01)
But we do have one. Um, we're launching in California, we're adding, you know, a lot of the modalities like the pulse and the, you know, the STEM cell machine and a lot of these different, you know, cash, uh, cash cows if you will. And they work and they help people. So we, we do a little bit of that. So they have those vendors and things that are events. But at the end of the day, guys, what I shared with you really just comes down to you and your mindset and where you're at personally. That's the foundation of all your success in life, in business. And until you get there, I really, you gotta have those, those, those moments in time where there's a major shift, everyone needs to shift. You've got to take a big shift, right? You have to shift your mindset. You have to ship from a growth to upscale mindset, something that's sustainable.

Speaker 3: (44:51)
You really got to get wrap your head around that. And what does that look like and who are you going to find to help you get there? Right? So that's, that's my end game. Yeah. You can come to one of our events. That would be awesome. Our next one, um, we actually put off a really trying to, we used to do two a year and we're, we're putting off the next one probably till nine months, but the end of the day there's a lot of work that you can do personal, right? Podcasts, you can listen to coaches, you can hire, you can work with, uh, you know, dr Andrew here. There's so many ways for you to find a path to greatness. Cause all of you want to be great. You all want to have success in life but don't, it takes work and tenacity doesn't have to be hard. You can glide through your circumstances. You don't have to strive, you know, you can glide through life. But that, that's right up here guys. It's right between your right between your eyes. And that's where I, at the end of the day, if I could say anything to inspire you guys is work on you and then everything else will flow out of that and your own health.

Speaker 1: (45:48)
Absolutely. Yeah. So as we wrap up here, docs, if you're, if you're considering scaling, if you're maybe in the scaling process and realize, Holy cow, I didn't know what I was getting into and you need help with these things at any point, please reach out to me if you need help. And that's um, info@simplifiedintegration.com, um, our email addresses on our website. And if I'm not the person to help you, I will be happy to refer you out to other people who can help coach you, mentor you, uh, help you through not only the mind, some for some of you, it's the mindset stuff. For some of you just need the tactical part. What are the steps to, to scale properly. And if you need that help, I'll be happy to point you in the right direction. So, uh, Warren Phillips, thank you so much again for being on. I really appreciate you. You're awesome man. You have a great heart. You're one of the smartest people I think I've ever met in our profession. I really appreciate you sharing this time and your knowledge with us. So thanks everybody and Oh, go ahead,

Speaker 3: (46:37)
owner's mind.

Speaker 1: (46:38)
Thanks man. And we'll look forward to seeing you guys on the next episode. Bye bye.

Speaker 2: (46:43)
Hey innovators. Thanks for listening to the simplified integration podcast. Fact that you're listening tells me that you're like me, someone who loves simplicity. And the truth is those who embrace simplicity are some of the greatest innovators. So hope you got a ton of value. From what we covered on today's episode. Be sure to subscribe and share with other docs that you feel could benefit from greater sophistication through simplification and innovation. If you've got specific questions that you'd like answered on this podcast or you've got specific topics that you'd like me to discuss, just shoot me an email at info@simplifiedintegration.com

Speaker 1: (47:19)
that's info@simplifiedintegration.com.

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