FAST TRACK CLANN PODCAST TRANSCRIPT ESP:024
SUMMARY KEYWORDS
business, people, patient, talking, chapter, exercise, book, coach, values, wrote, bit, define, client, practice, life, numbers, working, yesterday, checking, vision
SPEAKERS
Dave James, Celia Champion, Justin Blake, Kate Markland
Justin Blake
So we touched on your dad's point was working really hard and making lots of money if he was worse, and I was talking to somebody yesterday, in the southwest of England working really hard and making no money, that's even worse. And they couldn't be talked to about a mindset. They couldn't be haven't put up their fees. With come to my area, lose all my business if I do it, meaning making working really hard and making no dough. That's the worst scenario.
Dave James
But let me say it's gonna it's going back and it's having that conversation. I mean, you know, we talk about mindset a lot. And yeah, mindset mindsets a big thing, but some people are not ready to be told that their mindset isn't right. And it's, you know, it's like non Newtonian, it's like non Newtonian polymers, you know, you walk across a swimming pool full of custard, because you're applying a high force, you don't sink into it. As soon as you you stop and wait, very gently stand on it, you sink into it. And that's probably what you need to do with that person is actually don't look at it hard way of saying, put your face up do this do that it's actually kind of sit down with them and really, very gently understand what the problem is, and, and help them to get past that.
Justin Blake
This is the Justin Blake podcast experience for health professionals mean business. So wherever you are in the world, listeners, we discuss everything you need for you and your health business to survive and thrive. Thanks for listening. Good morning, everybody. at seven o'clock again, on Wednesday. I booked up the feed. So here comes Dave and fems. No, sorry about that. I'm here. Go skip. Here. Come see. Sorry. I'm sorry. It was mercy late. Sorry about that. When I checked in about 10 minutes ago, it hadn't actually gone on Facebook. thing. And so then I tried it. And then added a new one. There we go. So here we are everybody back again. Thank you. You made it back just before locked on.
Kate Markland
I say it's I'd say it's about 40 hours, 72 hours, something like that. Come back, we didn't have to do crazy. You know,
Justin Blake
I have friends who drove down last Tuesday to near breathe that then have to send the kids back on Friday, early that cost 1200 euros. At two kids, Tom and Isabella came back on their own. So they didn't have to get logged on. And lots of that expense. All I gave him are still out there. So didn't want the kids to miss school. Yeah, quite an expensive trip. So how's everybody?
Dave James
Oh, goodness.
Celia Champion
Yes. Thank you. Does
Justin Blake
anybody have any idea what we're going to have a chat about today?
Celia Champion
So, yeah, Chapter One of the actors. Oh, got them. Yeah. Well, the PDF versions. And well, I think we wrote the book quite a while ago. And then we wrote another one a few years ago, just updating it. So they both are similar, but the pain is Seven Pillars of pennis business is a little bit updated. But chapter one remains completely the same. And whenever someone asks me, what is the most important chapter of my book, I always say the first chapter, I think it's really, really important to understand what you want, overall in life. And before you start creating your practice, because your practice will contribute to whatever success is you want in all the different aspects of your life, whether it's time, energy or money, you've got to think of those three elements and how your growth of your practice impacts those three elements. And then how they then contribute to what you want, overall enough. So the way the book is written, is we give you kind of hints and tips, and we give you frameworks to work out what you want for your practice. So it's not about us telling you this is a blueprint of a perfect practice. It's actually a, it's a platform to guide you through creating the practice that you really, really want. So the book is kind of formed with a whole lot of exercises, which results so Ken has this gorgeous piece on the first page of the first chapter from Alice in Wonderland. Yes. Gorgeous.
Yeah. Hmm.
Dave James
It is an absolutely valid point, though, isn't it that that you. There's so many people who who advise other people on their businesses who too Random. So you should be doing this in this way. And it's, it's great advice, if that's what you want, if they have the kind of business or they're advising you on how to create a business which you want, then it's fantastic advice, follow it and you're going to be successful. But most people will go, Well, I want to do that, because they look like they're having fun, or it looks like the kind of business they they're enjoying it. And I want some of that enjoyment. And if I, if I mimic that and reproduce that, it's going to get me there. And it's, it's not it worked out what you want. First, the bit in there, which I really enjoyed was, was the values exercise I love, I love a good values exercise, because things pop up, you'll get the honesty, the integrity, and all of those kind of cheesy stuff out of the way. When you really delve down into your into your true values. And you use them as a, as a lens to view the world and a way of communicating to the world. It's powerful stuff. Your list is a little bit short. I mean, the list I use about 500. But but I'm pretty sure, you can't have too many in there. But the values exercise is something I advise everybody to spend time doing.
Celia Champion
Yeah. And I think I mean, you know, we wrote the book so long ago, and my thinking around values have has evolved so much since then, kind of a real fan of Don Miller, and he talks about how businesses, you know, should only have three core values. And because that's all you remember. And it's so true, I did an exercise with a PR company once and we came up with four x four values. And whenever I think about them, I can only remember three, and it's never the same three, but it's always kind of think or what was the fourth one again? And but also think, you know, the next step was, you know, you might come up with these words, but actually, what are those words mean? So, you know, a passionate we, we care about everything we do. But then what does that mean in terms of your behavior? So it's kind of then breaking it down and, and really getting to grips with? What are those venues. And sometimes the values are easier to think about when you think about things that frustrate you. And you know what really irritates you? And then you think, oh, that what value would that be going against the grain for? You know, what is the opposite of that frustration? So, so I think, I mean, if I rewrote the book, I'd probably I'd probably spend the chapter just menus.
Dave James
Yeah, the the interesting one, about passionate, I always get a little bit warmed up by the term passionate, because I think people overuse it. So they like the term authentic, we overuse it. And I mean, if you look at passionate and what it truly means it means suffering. And you know, fancy one of my values has been suffering, but it means it means what it means to you. And as long as you use it powerfully to to communicate with the world really, really well. And you live those values. It doesn't matter what other people think about them. It doesn't matter. That simple bloke on a Wednesday morning thinks that passionate is an overused term and we use it wrong. But that yeah, that crafting of the different words I've got what I got in my mind is love learning freedom and fun. I've got four because I'm being difficult, but I can remember the moment and learning was was one I chose particularly I was looking at education because education is one of my values and study. And then I use learning because learning kind of encompasses not just me kind of bringing stuff into my world so I can get better, but me using that ability to help other people as well. So I can use that learning across the board. So it was quite a wide ranging word to cover a lot of different things. Yeah,
Justin Blake
just a quick shout out to my friend Tiger Tony mama and in in Melbourne watching Melbourne apparently so locked out. I was just talking to him about 15 minutes ago, eight o'clock that night curfew. And then my colleague David Monroe is a physical therapist. They're quite interesting. He's just opposite circus girl, which is a feeder school for Cirque du Soleil, sees loads of jugglers and all sorts of weird and wonderful stuff is a great practice there. And
Dave James
suddenly that is gonna tell us well, that's three values. Drop in the comments we want to know.
Justin Blake
Yeah, what are your three? donate
Celia Champion
when I picked up the book, because I really did fill it in Celia, green pens you probably can't see but I really did fit. Exercise.
Dave James
If you'd like to send it to me, I'll mark it for you in red pen
Celia Champion
70th birthday, what you'd like life to look like. But then identified quite interestingly, I can't remember what year I wrote it and that was a mistake. I was filling in. But I then identified for the second exercise that my 40th birthday which was in 2016. So it was well past exercise. In terms of needs to say the only thing that's occurred is the volume of holiday. I have the volume of holiday that I desired. But other than that I can redo my 50 maybe I hit perfect. Yeah.
Yeah. And I think that's something to be said about planes are not cast in stone. But I think if you do put things down on paper and you you go, it gives you a direction to work towards Yes. laughs gonna, you know, this life happens and, you know, things will happen that you just are completely unexpected and you know, kind of really just can throw all your plans out the window. And but that's fine sit down and reevaluate, or, you know, the plans that you made for your 40 years? Are they still valid for your 50 years? Or are they different now? Permission to, to deviate from that plan.
Celia Champion
But I can simplify it actually, of all of those things, I can probably write one word now in each of those boxes, rather than paragraphs I wrote before, but it obviously got me thinking about writing something down, because I did that filled in every single box.
Dave James
I'm just wanting to get to 40. And then I can make these I can make these decisions. So
Justin Blake
it's a continual process, especially recently, I mean, I mean, used to, you know, go on a course and do these evaluations, and then put it away in the bottom drawer and you never looked at it again. fooling around. Well, especially now, as you said, with things are changing. Things have certainly changed a lot in the last few months since we've been talking. For all of us. It's a it's a continual sort of process. You know, take an inventory every day, one of the 12 steps take a model inventory of yourself every day.
Celia Champion
When it says putting it together, the other side I've written down how many hours a week working, I'm actually working less hours a week than I have been doing for quite some time. So that's good. So I've got my working hours. My holiday in line with what I wished myself when I can finish your book and the concept of outsourcing and not doing everything myself I have been placed.
Dave James
If you truly want it sighs
Celia Champion
check this out the summary the summary of chapter one. I need to know my numbers better.
And you are the queen of numbers now. So
Dave James
she's she's like, she's like the riddle of it for numbers. We need to get you a suit with numbers on the way and things like the Fibonacci sequence. I'm just
I wrote this, but sorry.
Justin Blake
What are your five most important? Yeah, go ahead. First, outline the five most important numbers, these
Celia Champion
numbers better? progress is not fast enough. So yeah, the impatience. It's still a bit. And I read something about competence at the moment in financial management, quality control and training and my word. Oh, my goodness me. Ready to move forwards? Well, I certainly got better at number
Justin Blake
five, the five most important numbers are
Dave James
measurements inside leg measurements. colors. Well, if you go for shirts, sorry, is it that is the wrong disaronno? Sorry, I saw I thought
Justin Blake
it was a patient lifetime value. Is it a patient retention? Is that? What's the numbers get?
Celia Champion
client acquisition lifetime. We need to know the profit on every single appointment. Yeah, I think you also need a metric on how many new clients your conditions are attracting as well. So you've got a sales and marketing metric, then,
Justin Blake
yeah, new patient acquisition costs. They guys used to think pieces of hair and a puff of smoke. We talked about Jerry with Jerry Durham about three or four months ago, I must get these podcasts sorted out. And you know, my guys were like sort of thought that the patient just arrived and there was no cost at all. I think we were averaging a cost of about 65 for some patients at one stage 65 euros. So if they didn't go on to any further treatments, and it was probably a negative cost. Our initial fee at some places was 95 years in Dublin so you're making 30 euros they all thought you're making the 95 dose fish people just think yeah, there's Google AdWords costs, your you know, your email marketing, all those things are in for the patient to be sitting in the chair. And if they leave the clinic without any further appointments, that's not good. So that's where your your patient retention, you're then into programs of packages of care. All those stats are really important. Because everybody's just walking out without any further visits, and can be quite an expensive exercise, kind of
Celia Champion
going back to this first chapter of seniors, what I think is really interesting when I read it as a clinician, rather than the business owner, is you that you get you to get what you want, you must first define it. Now, with every client, that's what you're going to do, what is it that you want? Why are you here? What's the purpose of this appointment? How can I best help you? Why do we need to resolve your back pain, we're trying to get you back to tennis, we're trying to get back to Golf. We're trying to get you back to gardening. What are we trying to get you back to? And I think especially at the moments where people are rehabilitating their clinics, and to get their businesses back on their feet, it's remembering to ask and take the time to listen to the answer to that question, in exactly the same way as you would do a patient because you weren't treating a patient until you understand where the destination now the first session, they might touch acute pain, that you've just got to do what you need to do to. But once people are getting on the road to recovery, you can take more time, because there's different things you can begin to do if they're an eight year old lady wants to be able to get on the floor to play with their granddaughter, compared to if it's a an elite tennis player. So just applying those same principles apply to a client to self in your business, I think is critical because it could take you in completely different tragic trajectories. Which is exactly the point of the comment that you have in there about Alice talking to the cat, that if the cat asks Alice whether she wants to go and if she doesn't mind where she wants to go, Well, she's gonna take a long time around to get nowhere.
Justin Blake
This morning on his Can you see this? It's it says, Can you read it, read it for you, at everybody just wants to be liked and accepted except tall. Don doesn't give a shit. He's talking about your patients He's like, and not every patient that walks in here. But agribusiness is going to be latitude to like, be like calm. Morning, I
Dave James
saw that as well. It's interesting to go back to what you're saying about you getting clear on what people want from life, we're talking about patients getting clear what they actually want from from their consultation with you and actually spending the time to examine that and listening. There was a great post on Instagram by in Griffis sports part who actually talks about history taking and his his technique, which he's talked about before, he's brilliant, you ask a question, what, what can I do for you today, and you sit back and you shut up. And you don't say anything until they finish talking? There's some great stats you put on here that, you know, on average, a person brings 1.2 3.9 concerns to a consultation, which which is quite a lot. And he was talking about the fact that they people don't present what they want in the order they want. And this is, you know, thinking about it from the perspective of what do you want to be business, you might say at the beginning, I want more money to do X, Y and Zed. But actually, when you've given yourself time to explore it further, the real reason or the real thing you want is much much further in that conversation. If you stop it too soon, you lose that, that a bit of that, that option or that chance to do so if you interrupt people a bit too soon, it can ruin it. But it was saying said, Hey, you know what your clinician takes 18 to 23 seconds on average to interrupt a patient, but, but most of them speak for about 52 was it 60 to 150 seconds. So if you can sit back and wait for three minutes. It's amazing. It's amazing what comes out as part of that consultation. But you're going back to this chapter, knowing what you want and giving yourself space and time to be clear on what you want. And give yourself the space to actually to think about it long enough. So you truly know what you want is really, really important.
Yeah, I think it's really, it's, you know, that's what I read in the beginning of the chapter, we talk about that it's your practice and it's for you and it's not about coming up with what you what you think you should be doing. It's about coming up with what you want to do. And, and it is really hard because you've got so many influences that surround you that you know, your parents, your colleagues, your patients even you know you've got so many different influences that you think oh I should be doing this for the image should be doing that I shouldn't be doing it exactly like this down the road. And, and and so you've got to get beyond that and really just give yourself permission to dream and really clarify what it is that you want. Because if you're building a business that's based on what do you think you should be doing your enthusiasm for it is going to wane quite soon.
Dave James
And the resentment which comes with massive, massive resentment when you're fighting tears down the line, and maybe your own Good money, but businesses rolling. Yeah, not not the other way round. You actually one of the things in your chapter, which I really liked was the 70 year old exercise the the 70s birthday party exercise. I really like that the fact that you are, you know, okay for some, for some people in the call of 70s, a little bit closer, not looking at any one particular cake, but you know, it's that one, but it's thinking that far ahead and thinking about it. So we're going to start it with a microphone and do a speech with you about your 70th birthday, what are they going to say about it? And I love that idea. And I had a very similar exercise I did 2018, which is probably part of why I sold my business. Because I looked forward, I think it was at 80 or 90, I looked at and it was kind of, you know, what are you going to be? What are you going to be what are you going to be doing and what's going to be kind of your source of income in your life and your life going to be like, and then you track it back every 15 years or so until you get to the point you're at now. And I realized that a clinical podiatry business wasn't anywhere on that track. And I kind of sat there and when all that's quite telling, and it was it was having the time to explore that kind of brought out truly where I wanted to be going with with direction. And that stuff's really quite powerful to those exercises. So even if you just take time on exit on chapter one of your book, you're going to get some really good stuff out of it.
Yeah, I just think it's using, it's using all the exercises in combination, I remember reading an article in the Harvard Business Review years ago, and it was all about how they, it was a kind of this whole thing about how they felt that there was a lack of lack of planning, in in degrees, and, and things like that, because, you know, people go to Harvard, and they really successful and they, you know, they're very career orientated, and they get up to the top of the game. And, and unfortunately, a lot of the, you know, a lot of the time when people just focus on their careers, they get to the top of the game, and then they kind of look back and think, Oh, you know, that either unhappily married or not married or lonely or have dysfunctional relationships with their children, or, you know, they're just, they've achieved their financial goal, their status in their career, the rest of the stuff. So in the 2020 vision, where you choose a date, in the future, you think, Well, what do you want to be true about your finances, your, your environment, your your health, your relationships,
Justin Blake
all that kind of people nearly at this time, you know, again, it's 23 minutes past seven, though, how many people are hitting the snooze button or pulling or do they over? Do not want to get out of bed to go to the job they hit? We talked about making 1718, which dictates the rest of their life? How many people you've heard from me who actually love what they're doing? You know, it's
Dave James
not me, I'm wondering, I'm wondering how many people as well are actually gonna turn around and not call it 2020 vision anymore? Because if you think about 2020 vision, it probably involves COVID. And we don't want to think about that.
Yeah. And, you know, when we wrote the book, it was kind of, obviously the 2020 vision is that you can see clearly but but actually, 2020 was a date quite, quite well in the future. And, you know, now it's kind of actually next talk about 2030 or 2050, or something. I don't know.
Dave James
I'm still I'm still waiting on hoverboards at the moment, and I'm massively disappointed we haven't talked about as of the 1980s For God's sake, we haven't scientists pull your finger out, stop looking for it. Stop looking for a COVID thing and start finding me a hoverboard.
talking yesterday, we we can't believe that we haven't got a golf ball that you can bet will whistle to you when it's in the ref so that you can find it all yesterday but
Justin Blake
other friend who's got a pet and dog and a bit but it's really difficult to put a tracker and inside the golf ball, because it compresses everything in the slow motion has been the ball just compresses. So you can't really do it. Yeah. So yeah, if you're like me when you play golf, especially in Bali lifting and we just talked about a couple of holes, so maybe I must be doing something right, a little play golf,
Dave James
you use an external system for it. So if you instead of, instead of putting something in the ball, which is going to get damaged, and that's costly and expensive, what you do instead is you have a system set up on the golf course which can track an object in three dimensions as it moves through it and you just make the ball. So it shows up on that system a bit like pins you use for biomechanical assessments, 3d analysis, and then you can as long as you can pick up some of that trajectory, you can get an idea of where the balls gonna land. And I don't even plan on him play golf, I played I played the first nine and a whole course down in Gloucestershire after after a stag do back in 2014. And I was I was craps. I just went you Get in the clubhouse and fell asleep and add some food and let everyone else play otherwise I still would have been playing now.
The thing is, if that's, you know, you know, what do you have? What do you want your golf to be like in five years time or you know, so I know it's not relevant for the top half of the screen
Justin Blake
in about six months time, that's what I'm doing. Less than later on this week, one of the local coaches here he is that john mcgahern unbelievable. His top 800 in the world. He lives five minutes out the road ahead of the Cavaliers Davis Davis Cup team and they get his Federation cup deep torches all the kids all right here. Come believe it. So I'm serving the other day. I was like totally cold, but then got a job. Yeah, top 100 in the world. I've got to get
Dave James
a new top top 20 in the world I'm sure you could do you could find someone who's doing top 20 and get to get them down to teach you.
Justin Blake
Well, though, he's the easiest like top in the UK and Ireland. This property is probably at the top like 20 or 30. But the top 100 in the world 746 or something?
Dave James
7 billion people so that's not bad.
Justin Blake
Come over. I'll be ballboy the same teacher school. Yes. Sir, other day and I couldn't get I got warmer racket. Come solo and bounces so little girl kept hitting the bottom of the frame. Yeah, amazing. So that's my, that's what I'm doing at the moment. And probably my backhand. The thing is, so we've touched on Dan's point was working really hard and making lots of money if he was worse. And I was talking to somebody yesterday, in the southwest of England working really hard and making no money. That's even worse. And they couldn't be talked to about a mindset they couldn't be haven't put up their fees. Welcome to my Aria lose on the business if I do it, meaning making working really hard and making no dough. That's the worst scenario.
Dave James
But let me say it's gonna it's going back and it's having that conversation. I
mean, you know, we
Dave James
talk about mindset a lot. And yeah, mindset mindsets a big thing, but some people are not ready to be told that their mindset isn't right. And it's, you know, it's like non Newtonian. It's like non Newtonian polymers, you know, you walk across a swimming pool full of custard because you're applying a high force, you don't sink into it. As soon as you you stop and wait very gently stand on it, you sink into it. And that's probably what you need to do with that person is actually don't look at it hard way of saying put your face up do this do that it's actually kind of sit down with them and really, very gently understand what the problem is, and, and help them
Justin Blake
to get past that. Because when she came on the call, I've asked her to watch a couple of videos that I've done over the last couple of months. too busy to do it. Right. So again, we had a five minute conversation and I went and played tennis because I told her to watch we talked about this live make live call yesterday. I mentioned her in it and that whole mindset of Dr. Qian and TJ on specializes in minimally invasive surgery. I mean he was like the guys he works with and areas that aren't in big cities. Well the patients there have actually got lower living costs and stuff so they can actually afford more. Well if you're in a rural area rather than living in a big city that was his point of view leave is all about the mindset change. So this person on the on the list in the southwest of England has got this fixation in her head that it's you know, a per area remember like there's so many of the room charging double what you are but 20 miles away, and I caught her short yesterday I was like what's the art 20 minutes to Dr. TJ yesterday and then if you want to talk then and he actually couldn't be bothered to watch it because you're wasting my time I'm off to play tennis though did color short? Or give her half an hour two weeks before his haven't bothered watching the bloody videos? Anyway,
so this is all about
Justin Blake
me hard love not pussyfooting around the different different level. You know,
Dave James
if you if you if you okay as an example, when when I when I started looking at coaching for for my business being coached. I had a coach who was an absolutely amazing coach. But sadly their approach didn't suit me they were very much a you must do this. Get down give me 20 do this now do it in this way. And I don't respond to that. I do not respond to that. I just bounces off man. I'm just like me and whatever. The coach I had after that was a coach who was actually someone who's more gentle, someone who was was more into kind of, I suppose you could almost say woowoo Time stuff, the changes which went on in my business and the increase in turnover, once I've started working with that person was monumentally different. Now that's not saying that the coach number one was crap, because they weren't quite to the point. So understanding it was understanding the approach to me. And it was understanding what was going to work for me. And I think, I mean, when, when people tell me what to do and tell me, I've got to do something, it's just like, I'm not
Justin Blake
sure I would have been nicer yesterday, she could have been bothered over the last two weeks, just spend a lot an hour watching a couple of videos that I pointed out to her job and done her homework. You know, me? And my coach, so does my business coach Paul, right. Yeah, righty. I always got worried about Saturday, you still have a cold Monday evening, when the Tuesday morning his time. He was always checking homework, checking the to do list checking your email, not checking any new patient registered, it was always a thing that you weren't, didn't have your eye on. But he would actually sort of check that week. You need accountability. They need somebody checking the numbers, you know, because what's the point? What's the point of doing? what's what's the point of that somebody's spending money with you. Because they're wasting their time, I will walk right? So they don't want to take so like I said, this card isn't yet a coaching client. I said, if you were a coaching client, I'll be bidding you and giving your dough back. I don't want to work with you. If you're going to be like, why would you? Why would you want to waste their time, their effort and their money with you. They weren't going to implement and do the things that you help that you could know that will really dramatically change their business.
Dave James
So if we, if we go if we go back and say COVID, you know, Chapter One of a sales book, and we look at what their their vision is, and we understand where where they are at the moment, for example, which is not a she's got a vision she has already put into place. But then but then there's there's certain things I mean, okay, from a coaching perspective, it's it's challenging that vision asking the question is, is it truly what they want? And is it true? Are they willing to do the things to get there, but it's understanding exactly where they are, at that point,
Justin Blake
Our vision is to employ another podiatrist and utilizer free clinical space and that sort of stuff. But it was like, Well, you know, she did actually say, I'll put the put as she goes, I'll tell you what, I'll put it by fees up 25%. And I was like, work, but a week to 20 grand She goes, but I'll have to spend that on the receptionist. Okay, I will let them 35% and then you will have a little bit of money. It wasn't happening.
Dave James
It's complex. And and you know, it comes down to it's not, it's not just necessarily about the functions of the business. It's a it's about understanding the person who is running the business and is about making sure that they're very clear on who they are before. They look at. You know, you talk about Paul, right, your you know, your coach, your coach was very much he suited your style. And that's really, really powerful. You know, my experiences when I've had coaches don't say my style, I don't see their style. It's not powerful at all. It's, it's, it's, it doesn't work in the least. But you have to experience as a three.
Justin Blake
Yeah, I have a three or four different coaches. But I'm worried it seems like what if I put up our prices who are going to be closed by September, I was like, you don't put up your prices, you're going to be closed, but you're going to be closed by December. That's what's happening. 30 pounds for routine treatment, 35 pounds for a dog day.
Dave James
And maybe they want to be closed by December.
Justin Blake
Okay. Judy bought the practice borrowed money to buy it, I think about 30 or 40 grand. turned up, of course, all the patient lists that were there by I mean for years, and all these patients that have been pre booked in for like, you know, for the whole year, they haven't turned up yet, because the whole closed on. She's gone bust.
Celia Champion
So again, coming back to this, concluding this first chapter, and how I view it as a clinician is that again, this is about structure and function. So if you're going back to going back to those basic principles of Wolf's law, you need to define what the function of the business is to make sure that you create the right structure. And this first chapter in his book is all about describing functions of the business for your personal life. And what I really liked is at the end of each chapter, it directs you from the back of the book to page 110, where you start to put in the summary of each chapter to build your own business plan. And it starts very, very much the summary is having defined your personal vision, what are the key elements of that? So you're creating the function, you're defining the function before you start building the structure. Just as a term of words just as an architect word, you're not just creating something from nothing. Now what obviously I've created is different from what I defined previously, but at least that defines something and some other very, very important person. limits in terms of the amount of hours I work, the amount of holiday I have, and the relationships I actually have with my, with my family are defined and are there. So yeah, it's not complete, but you know what termite mound ever is. And so I really appreciate that as a mission, you can relate to what you already know, defining what the function is of the structure you're creating, or just as a client, when they first come into the treatment room, you really listen, what is it they want out of this, so you make sure that you design your treatment plan to meet their needs, rather than just a generic template of success that you think you should be doing.
We want to do
Justin Blake
I was talking to somebody in Barcelona last night, so maybe your practice is like this. Me and Barcelona, which is still unfinished after 400 years, it will process so what's everybody there's no tennis we're going fishing. My uncle's coming down. We're going fishing. Because it's raining. He's coming down high tides, the top and the top 12. Everybody wants to pop down we'll be over green or touching macro. So flick, flick,
Dave James
can you not use tennis racket to to launch the bait into the sea?
Justin Blake
Possibly a good a good big beach caster. So it's a you know, a pretty good my uncle Jeff, is that you think I'm intense? Oh, my God. Retired retired general surgeon. He's retired general surgeon. Yeah, very focused, to be quite entertaining afternoon, he's coming down about half 10 we're gonna grab a cup of coffee here and then go fishing. Because it's quite damp. Anyway, so.
Celia Champion
I mean, I read it as a clinician in terms of you can really think about that first chapter in the way you talk to clients, and just talk to yourself in the same way to get the definition of what the purpose is that you're trying to create. And remember, with your client, what is a successful outcome for them, it's all different. Mary, you see, 109 wants something completely different to Tom, that you seen at 10 o'clock. Success for you as a clinic owner will be completely different compared to the chap down the road, appearing as a competitor, you probably want entirely different things. And that's fine. Just take the time to define what it is you want what the function is of the business for you personally. So you start to create the right structure. And yes, of course, your numbers after staff will come on to that and then two chapters.
structure and the next chapter in purpose, which is all about making sure that you really understand what the patient wants. And yeah
Justin Blake
it's the it's that's the question, What do you want from this consultation today? What do you want from today? What can I do for you today? And then what
Dave James
you want to know is what you want to know and what you want further down the line. But yeah, that's gonna be conversation another day What I will say about about your boatload, Celia is that it is it is, I really like the writing style, because it's very easy to read. And it's very conversational. Which which I, which I really enjoy that. It's not it's not too technical. It's very easy to access. So if anyone hasn't got it, go get it because we're
Justin Blake
working people who are watching get a copy of your book
on my website, so www painless. practice.com. I beg your pardon.
Justin Blake
You get it on Amazon as well.
That can be better to get it off
Dave James
to the source, isn't it?
Justin Blake
Yeah. She was the front cover of the book please. The panelists
Dave James
say that you can assign copies to people as well if they if they quote they were on this call. We can do
it. My school
Justin Blake
at us until the same time next week. Thank you very much for watching fo forgotten feet again forgotten feet.org charity doing starting work. Next year. sponsors are John's endogenous growth cycle and sale break if your sponsorship and save.
Dave James
We have as well for health over in bhambri. Kiran and his team are doing I think between the 11th and 13th of September, they're actually putting on an online sort of kind of online education over three evenings which is with proceeds going to forgotten fate. So if you're going to check out full health online Save can find the link for that as well. So I'll show you murkier on last week about that or forgotten to fade all the way that's not it's not on the website for forgotten feet. Yeah, but if you go and check out foot health orthotics down in bhambri, then they will have some details about the course on there.
Justin Blake
Cool. Okay, thanks very much, everybody. Thank you.