They throw more money at marketing.

Yeah, that's exactly right.

Yeah, I just want to reiterate that is a big one.

People are throwing more money at marketing, increasing their marketing spend when they already have a leaky bucket.

Another mistake that they make is they literally have no idea how to analyze their retention numbers.

There are specific reports that you should be able to run in your practice out of your PM system where you know exactly what's happening with your patients.

What is the distribution of patient discharge? Are they...

What's the one question I should have asked you that we could give right ready to the audience today?

That's not a small thing to bite off.

Yeah, that's a great question.

I love speaking.

I get the opportunity to speak on stages around the world, which is a blast for me because I love chiropractic and I love talking about the things that interest us and help to move the profession forward.

And I was at a Salesforce conference, Alan.

And I don't know if you guys ever been to a Salesforce conference, but it's insane.

I mean, the energy at this conference is just incredible.

And I think it's really important that they start to understand that.

So tell our listeners what RTM is.

So RTM is remote therapeutic monitoring.

And As a service to the patient, it's really all about strengthening the connection between the patient and the provider.

When the patient is no longer in the clinic, they're not in the clinic because they're there three days a week or two days a week or whatever it is or for maintenance patients.

But there's this gap.

There's this timeframe where patients are not in front of the provider.

And so remote therapeutic monitoring is literally using digital tools, software, to monitor the patient's progress when they're not in the clinic.

Do you ever see it evolving into a wearable?

Can you talk to me about the early days? What was it like compared to what it's like now?

Man, the early days were exciting.

You know, first I got out of school and I ended up being an associate for a year out in California and was able to be mentored by a great chiropractor, Dr. Jan Corwin, who also introduced me to a bunch of other sports chiros that are just legends like Tom Hyde and other folks.

And it was a great experience associating, but I knew I wanted to come back home and start my own practice, which I did.

And it was hard.

I learned a lot, but it was exciting because, you know, we're helping people and the practice was growing.

What was really interesting is that I had no idea what I was doing running a business.

How did you come up with it and how did you start it?

what's the biggest shift in healthcare and how do you think chiropractors should think differently about

engagement? Again, how much time do we have? That's a big question.

The biggest shift in healthcare is what's going on in the world today.

And that's AI and digital health.

You know, AI is changing the world that we live in for everybody, not just chiropractors and their patients, like changing the world exponentially fast and chiropractors.

You know, we've seen it this weekend and we've seen it in other events that we've done.

Like they are just not engaging at a rate in which they need to in order to even attempt to keep up with the changes that are taking place.

What do you say to them and where's the real opportunity they're missing?

Absolutely.

Um, several years ago back in 2019, we were looking at our chiropractic practices and we were going through a rebrand, ultimately became Kaizo, and the, our tagline was, "Rethink.

Rebuild.

Restart." And so I said to my team, "You know, it's one thing to have, like, a really cool logo and a new name, but if we're really gonna preach this rethink, rebuild, restart thing, why don't we look at our own business first?" And so what we identified was gaps, you know, areas where patients were not completing their care.

We call these self-discharges, and we have lo- we had lots of data around that.

We use ClinicMind as our EHR, and they have great reporting around, um, you know, self-discharges, doctor discharges, so discharge by reason, discharge by visit.

We have really strong data.

... realize like, "Ah, th- I'll, I'll never go back," 'cause it was so much pain, you know?