Designing A Practice That Actually Makes Money: What if the reason your profit feels tight has nothing to do with your effort and everything to do with your model?

Dr. Stephen and Dr. Pete challenge the inherited chiropractic business structure and expose why it works for the owner operator but collapses under scale. They unpack the critical difference between your practice model and your financial model and explain why adding associates or growing volume without understanding gross profit only magnifies the problem. This conversation walks you through the core financial mechanics that drive sustainable profitability and shows you how to reverse engineer your numbers, so you lead as an intentional CEO. When you understand the math behind your business, you stop reacting to leftovers and start designing predictable profit.

In This Episode You Will:

• Understand why many inherited business structures fail under growth
• Learn the difference between your practice model and financial model
• Discover how gross profit and cost structure determine sustainability
• Clarify what scaling actually requires financially
• See how to reverse engineer revenue to create intentional profitability

Episode Highlights

02:39 - A deeper motivation behind impact and scale is revealed, reframing business growth as a responsibility rather than a personal ambition.

06:25 - A bold claim challenges the inherited chiropractic business model and surfaces the hidden flaw that appears when complexity increases.

07:16 - The owner operator structure is examined, exposing why it feels stable at first but begins to fracture when additional providers are added.

12:46 - The illusion that effort and hustle can compensate for structural financial problems is dismantled with direct clarity.

13:45 - Scaling is redefined as preserving or increasing profitability, separating true growth from simply doing more.

16:23 - The concept of reverse engineering profit introduces a proactive approach to financial leadership instead of reacting to year end leftovers.

22:41 - Breakthrough is framed as impossible inside a broken model, emphasizing the necessity of repair before expansion.

27:50 - Accounting is positioned as the language of business, elevating financial literacy from optional to essential.

30:54 - Clear gross profit margin benchmarks are established, providing a measurable standard for financial health and scalability.

33:30 - Dr. Chris is joined by Success Partner, Dr. David Fletcher of CLA to explore how neurocentric scanning technology transforms chiropractic communication and practice growth. They discuss using objective nervous system data to improve retention, scale with team leverage, increase PVA, and strengthen certainty in care planning. CLA’s technology enhances attraction, conversion, collections, and long-term scalability.

Resources Mentioned

Learn more about the TRP Remarkable Business Immersion on March 20 - 21, 2026 in Brisbane, AUS - https://theremarkablepractice.com/upcoming-events/

To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo

For more information about CLA please visit: https://insightcla.com/

Book a Strategy Session with Dr. Pete - https://go.oncehub.com/PodcastPC

Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1

To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.

How to Align Your Financial Model with Your Practice Philosophy: Building Recurring Revenue Through Cultural Alignment

If you want to understand the true culture of a practice, follow the money. Show me how the money works in a business and I will show you the culture of that business. Dr. Stephen and Dr. Pete unpack a powerful truth: your financial model is a direct reflection of your philosophy, and any misalignment creates friction that limits growth, retention, and impact. They break down the three primary barriers to long-term patient success—time, convenience, and money—and reveal how mapping, efficiency, and recurring revenue models eliminate friction while reinforcing a wellness-based vision. When your payment structure aligns with your clinical recommendations and your belief about lifetime care, you create a culture where patients stay, teams are energized, and predictable revenue fuels sustainable growth.

In This Episode You Will:

• Rethink how your financial structure quietly shapes the culture and retention inside your practice
• Break down the three hidden friction points that prevent patients from committing long term
• Explore how mapping, block scheduling, and operational efficiency protect lifetime care
• Examine the strategic difference between reoccurring revenue and true recurring revenue
• Walk away with a clearer blueprint for building a membership model that aligns with your philosophy

Episode Highlights

01:07 – A deeper look at why the way money moves through a practice quietly reveals what the business truly stands for.

03:25 – The moment retention shifts from a metric to a responsibility rooted in long-term patient outcomes.

05:31 – Where patient consistency really begins to break down and the subtle friction most practices overlook.

06:47 – The leadership habit that keeps vision alive inside the team instead of slowly fading into the background.

10:35 – What full congruency actually looks like when philosophy shows up in every corner of the practice.

11:35 – Why pre-mapping patient visits changes the entire retention conversation before problems start.

13:08 – The mindset shift that reframes what patients are truly paying for in modern chiropractic care.

14:17 – The quiet power of separating clinical commitment from financial commitment.

18:51 – What starts to break down operationally when friction builds inside long-term patient experiences.

20:56 – How the membership model begins to relieve pressure while creating more predictable growth.

24:44 - Dr. Rachel Hovey is joined by Dr. Naota Hashimoto to explore how Success Partner, TrackStat helps chiropractic practices operate smarter. From AI-driven workflows and no-show automation to real-time stat tracking and recall prioritization, the platform streamlines operations, strengthens accountability, improves retention, and empowers teams to make confident, data-driven decisions that fuel sustainable growth.

Resources Mentioned

Learn more about the TRP Remarkable Business Immersion March 6 - 7, 2026 in Phoenix, AZ and March 20 - 21, 2026 in Brisbane, AUS - https://theremarkablepractice.com/upcoming-events/  

To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo

For more information about TrackStat please visit: https://www.trackstat.org/

Book a Strategy Session with Dr. Pete - https://go.oncehub.com/PodcastPC

Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1

To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.

Most teams are capable of far more than they are currently giving, but the gap is rarely about effort or attitude. Dr. Stephen and Dr. Pete break down why discretionary energy is the true driver of performance and how leaders unintentionally suppress it by failing to connect people to the business model. When team members understand how their daily work influences revenue, profit, and opportunity, alignment replaces compliance and energy rises naturally. By shifting focus from motivation to measurement, leaders gain a clear framework for evaluating managers, strengthening team capacity, and creating sustainable growth without burnout.

In This Episode You Will:

• Identify where discretionary energy is being lost inside the team
• Recognize which people metrics reveal leadership effectiveness
• See how manager performance shows up through team results
• Evaluate when team capacity is approaching a breaking point
• Apply clearer financial alignment to increase focus and engagement

Episode Highlights

01:33 - Discretionary energy is introduced as the hidden gear inside every team member that leadership either activates through alignment or suppresses through misalignment.

02:19 - Financial alignment is framed as the missing link between daily responsibilities, revenue, profit, and why team members should care about business performance.

03:17 - The four requirements of a world-class team are clarified as right people, right seats, right work, done the right way.

04:46 - Employee stickmo begins, revealing how long A players actually stay and how turnover often exposes management or cultural breakdowns.

06:38 - Employee net promoter score is introduced as a leadership diagnostic measuring whether team members would enthusiastically refer others to work in the organization.

09:39 - Internal patient referrals from staff are positioned as a real-time indicator of engagement, belief, and cultural buy-in.

12:22 - Direct report goals completed is identified as the most powerful KPI for evaluating manager effectiveness and team performance.

13:26 - The 80 percent goal completion standard is defined as the benchmark for healthy management and accountability.

14:43 - Labor cost begins as a COO-owned metric directly tied to profitability, cost of services delivered, and operational stewardship.

17:03 - Revenue per employee is introduced as the key indicator for identifying $250,000 growth breakpoints before capacity strain causes the business to stall or break.

Resources Mentioned

Learn more about the TRP Remarkable Business Immersion March 6 - 7, 2026 in Phoenix, AZ and March 20 - 21, 2026 in Brisbane, AUS - https://theremarkablepractice.com/upcoming-events/  

To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo

Book a Strategy Session with Dr. Pete - https://go.oncehub.com/PodcastPC

Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1

To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.

Most practices track numbers, but very few track the metrics that actually drive growth. Dr. Pete and Dr. Stephen break down the ten measurements that determine whether a practice is building momentum or quietly leaking it. This conversation reframes metrics away from surface-level activity and into leadership tools that reveal retention, stability, and profitability. By clearly separating practice metrics from business metrics, the framework shows how operational performance and financial outcomes are directly connected. The result is clarity and control. When the right metrics are measured consistently, decisions become simpler, leadership becomes stronger, and growth becomes predictable.

In This Episode You Will:

• Understand the10 core metrics that determine retention and long-term growth
• Learn how practice-side metrics and business-side metrics work together
• See why retention begins at conversion and compounds through compliance
• Discover which numbers reveal truth versus vanity
• Clarify how better measurement leads to better leadership decisions

Episode Highlights

06:34 - Dr. Pete frames the series around the two sides of the coin and why commitment is the center that makes both work
08:30 - Dr. Stephen clarifies the three identities required to grow: doctor, operator, and business owner
14:26 - The conversation defines KPIs as the measurement system that organizes focus and exposes what to fix

Practice Metrics

19:14 - Stick rate defines how long people stay under care and where retention breaks down by visits, months, or milestones
22:32 - Kept visit average (KVA) is introduced as the daily retention signal showing how consistently people show up as scheduled
25:24 - Compliance percentage is established as the core retention driver indicating whether patients follow care recommendations
26:37 - Inactives and churn rate expose how many people are silently leaving and why defining “active” matters
31:30 - Total active patients reframes growth away from visits per week and toward the size of the active care base

Business Metrics

33:29 - Collection visit average (CVA) measures what the practice collects per visit and can be segmented by stage of care
35:06 - Lifetime value (LTV) connects retention to economics by combining patient visit average with collection visit average
39:49 - Total revenue is tied back to retention through volume of visits driven by people staying in care
40:29 - Monthly recurring revenue (MRR) and annual recurring revenue (ARR) are positioned as the stability engine of the model
41:51 - Retained revenue measures the durability of the recurring model by showing how much revenue stays after churn

Resources Mentioned

Learn more about the TRP Remarkable Business Immersion March 6 - 7, 2026 in Phoenix, AZ and March 20 - 21, 2026 in Brisbane, AUS - https://theremarkablepractice.com/upcoming-events/  

To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo

Book a Strategy Session with Dr. Pete - https://go.oncehub.com/PodcastPC

Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1

To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.

Growth does not break down because chiropractors lack passion. It breaks down because conversion systems and metrics are either unclear, slow, or unmanaged. Dr. Pete and Dr. Stephen break down the exact conversion and sales metrics that separate busy offices from scalable, profitable businesses, and why mastering them is no longer optional in 2026. They unpack how speed, clarity, and conviction drive patient commitment, how operational KPIs translate into real revenue, and why recurring metrics reveal the true health of your business. This conversation reframes conversion as belief transformation, sales as service, and growth as a measurable, repeatable outcome.

In This Episode You Will:

• Break down which conversion numbers actually matter and which ones are noise
• Walk through the five KPIs that determine whether patients commit or disappear
• Understand why speed, timing, and follow-up now decide conversion outcomes
• See how recurring revenue reveals the true health of your business
• Identify the knowledge gaps that quietly cap your growth

Episode Highlights

01:15 – Why this episode marks the shift from marketing conversations into conversion and sales as the next growth constraint

08:09 – How ROI should be evaluated through lifetime value, not short-term expense

09:33 – The financial reality of stagnation and why not growing creates compounding problems

10:26 – Redefining success benchmarks and why three million has become the new one million

14:37 – The core truth that frames the episode: you can only help the people you convert

15:02 – Reframing sales as care, conviction, and responsibility rather than persuasion

18:05 – Breaking down attraction, conversion, and retention as a sequential operational system

25:28 – Introducing the Rule of 72 and how speed now determines conversion outcomes

30:14 – What actually drives Day One to Day Two follow-through and patient commitment

36:15 – Translating conversion into business health through recurring and reactivated revenue

Resources Mentioned

Learn more about the TRP Remarkable Business Immersion March 6 - 7, 2026 in Phoenix, AZ and March 20 - 21, 2026 in Brisbane, AUS - https://theremarkablepractice.com/upcoming-events/

Golden Ticket Giveaway to the Upcoming Immersion - DM the words ‘Podcast Business Immersion’ on The TRP Instagram page - https://www.instagram.com/theremarkablepractice/

To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo

Book a Strategy Session with Dr. Pete - https://go.oncehub.com/PodcastPC

Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1

To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.

The PRACTICE is the Clinical Entity that exists to deliver better health outcomes for the PATIENT.

The BUSINESS is the Economic Engine that exists to drive Profit for the Owners and the Team.

Dr. Stephen and Dr. Pete kick off a powerful five-part series that reframes growth through a clear distinction most owners struggle with: the difference between a remarkable practice and a remarkable business. And this struggle is costing them in terms of impact, income - and sleep!

Using MARKETING data, KPIs, and real-world examples, they unpack how your practice ATTRACTION operations drive patient impact while your business’s MARKETING metrics determine sustainability, profitability, and freedom.

This MARKETING conversation sets the foundation for 2026 by showing how aligning teams not just with purpose, but with financial clarity, becomes the true growth accelerator. When the practice and business work together, momentum follows.

In This Episode You Will:

• Understand the difference between a remarkable practice and a remarkable business
• Learn why practice success does not automatically create business health
• See how KPIs clarify accountability on both sides of the coin
• Discover why teams must understand profit, not just purpose
• Clarify how practice metrics and business metrics drive different outcomes

Episode Highlights

00:57 – Learn why this episode serves as the foundation for a five-part series separating the responsibilities of the practice from the realities of the business.

01:43 – Discover how assigning clear KPIs becomes the fastest path to clarity, accountability, and meaningful traction.

04:32 – Recognize why elevating business understanding across the entire team is essential for the future of chiropractic.

06:37 – Reflect on how leadership is tested when personal loss intersects with professional responsibility and organizational culture.

09:28 – Understand why emotional resilience and relationships are as critical to sustainability as systems and strategy.

14:31 – See the defining distinction between the practice as a clinical entity and the business as an economic engine.

16:44 – Clarify how financial alignment transforms team motivation by connecting effort to shared outcomes.

18:15 – Discover why owning both sides of the practice and the business reshapes leadership and team engagement.

23:57 – Learn how operational systems drive patient outcomes while business systems determine financial performance.

35:20 – Recognize how mastering a small set of business metrics replaces marketing anxiety with confidence and peace of mind.

Resources Mentioned

Learn more about the TRP Remarkable Business Immersion March 6 - 7, 2026 in Phoenix, AZ and March 20 - 21, 2026 in Brisbane, AUS - https://theremarkablepractice.com/upcoming-events/

Golden Ticket Giveaway to the Upcoming Immersion - DM the words ‘Podcast Business Immersion’ on The TRP Instagram page - https://www.instagram.com/theremarkablepractice/

To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo

Book a Strategy Session with Dr. Pete - https://go.oncehub.com/PodcastPC

Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1

To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.

What does the founder of a chiropractic enterprise at the center of a nine-figure exit know about buying and selling practices? A lot.

The difference between a profitable exit and walking away with nothing is not timing - it’s planning. When you plan your exit early, every decision in your practice starts to work differently. Building a practice to sell - with “the end in mind” - is a cultural thing that shapes and improves everything. Production, delivery, systems, team, collections and profit all go up; but so does impact, fulfillment and fun.

Dr. Stephen sits down with Dr. Stuart Bernsen to break down what real exit planning looks like for chiropractic practices today. They unpack the difference between owning a job and building a business, why most practices never sell, and how private equity and rollups are already reshaping chiropractic. You’ll hear how Dr. Stuart scaled Chiro One from a single practice to a multi-state platform, what investors actually look for, and why exit readiness creates freedom long before you ever sell. This conversation reframes exit planning as a growth strategy, not a finish line.

Interested in learning more about corporate roll-ups? Would you like to make a bigger income today - and a sexier exit tomorrow? Want to know how to engineer your own Remarkable Exit? This episode is for you.

In this episode you will
• Understand why most chiropractic practices never sell and what creates real value
• Learn the difference between a Main Street exit and a Wall Street exit
• See how exit readiness improves profit, freedom, and options today
• Discover what investors look for when buying chiropractic businesses
• Learn how to shift from owner-operator to true business owner

Episode Highlights

00:54 – Why exit planning needs to start while you are still actively growing your practice
02:30 – How moving from clinician to CEO is an unavoidable shift as a practice scales
05:12 – Why many chiropractors reach a point where their practice becomes too large to sell
06:36 – How building standardized systems creates leverage beyond the owner
09:17 – Why business breakpoints are a normal part of growth, not a sign of failure
10:55 – How speed of response matters more than avoiding mistakes during breakdowns
12:48 – Why most chiropractors do not realize they already function as shareholders
15:37 – How understanding the three ways owners get paid changes business decisions
19:07 – Why waiting until you feel ready to exit often destroys long-term value
21:21 – How key person risk becomes the biggest concern for buyers
23:59 – Why preparing a practice for sale mirrors preparing a house for market
27:45 – How exit readiness creates flexibility even if you never plan to sell
30:12 – Why optionality becomes the real reward of building a true business
33:39 – What private equity actually looks for in healthcare businesses
37:37 – Why standardization across providers directly increases valuation
40:41 – How consolidation has reshaped other healthcare professions
47:23 – Why chiropractic is still early in the exit and rollup cycle

Resources Mentioned

To learn more about the REM CEO Program, please visit: http://www.theremarkablepractice.com/rem-ceo

Book a Strategy Session with Dr. Pete - https://go.oncehub.com/PodcastPC

Prefer to watch? Catch the podcast on YouTube at: https://www.youtube.com/@TheRemarkablePractice1

To listen to more episodes, visit https://theremarkablepractice.com/podcast or follow on your favorite podcast app.