Jul 29, 2026 · 55 min · 11 segments
Naval Ravikant put it best. If you have to sell, the marketing was bad. If you have to market, the product was bad. Twelve adjustments over six weeks isn't a product stack. It's one product pulled…
And we can go into like the details on that stuff as we go through.
But Nath, in your experience, like you've obviously done a lot of associate training, mentoring.
Sales is always the thing that comes up.
It's always the problem.
What are you seeing? What's the common thought pattern that we're stuck in as chiros that you noticed?
I think it's the idea that you shouldn't have to sell in healthcare.
In fact, I had one of the orthopedic surgeons I looked after the other week saying that doctors shouldn't advertise.
And I thought it was a really interesting thing he was critiquing another orthopaedic surgeon who's very big on social media.
He's like, well, they shouldn't advertise, you know, it's a not, it's a sort of a faux pas thing.
And it reminded me that they're in a system that's never required advertising because we have a Medicare based system in Australia that basically funds everybody in.
And so only people that don't, aren't in private practice or aren't in a system that doesn't require them to advertise shit on advertising right like i think the concept that most allied health practitioners or health practitioners that and this is the same in the us this they have to advertise for everything right because it's all private pay so just different systems different times but One of the things I think people don't get is that realistically, as a health practitioner, you're basically a salesman first, practitioner second.
That is the reality of practice.
You have to be able to sell yourself and your product to someone before you have the chance to even prove that it is clinically worthy.
Everyone wants to just be like, we have this great product.
People should just come and get it.
And it's just not a thing.
People aren't just going to find you.
this isn't that james talk about the mercedes 80s in canada where people were just like the government started funding chiropractic as part of healthcare and their clinics were thriving because they didn't have to market this isn't a thing not here anyway in australia so you have to do this you have to get good at this you just not just you have to get good at actually it's you should want to get good
it
comes back to that idea i think we've spoken about before is like you should be able to be thrown out of an airplane with a parachute anywhere.
And assuming that you can speak the language, you should be able to build your clinic and a successful clinic.
If you have that skill, that ability to market, to know your product, to sell and show value, and get that value exchange, then you'll never feel weird about it.
You'll have thriving practices wherever you go.
And life's pretty sweet.
But people don't seem to want to learn those sides of the skills.
And we can go into like the details on that stuff as we go through.
But Nath, in your experience, like you've obviously done a lot of associate training, mentoring.
Sales is always the thing that comes up.
It's always the problem.
What are you seeing? What's the common thought pattern that we're stuck in as chiros that you noticed?
I think it's the idea that you shouldn't have to sell in healthcare.
In fact, I had one of the orthopedic surgeons I looked after the other week saying that doctors shouldn't advertise.
And I thought it was a really interesting thing he was critiquing another orthopaedic surgeon who's very big on social media.
He's like, well, they shouldn't advertise, you know, it's a not, it's a sort of a faux pas thing.
And it reminded me that they're in a system that's never required advertising because we have a Medicare based system in Australia that basically funds everybody in.
And so only people that don't, aren't in private practice or aren't in a system that doesn't require them to advertise shit on advertising right like i think the concept that most allied health practitioners or health practitioners that and this is the same in the us this they have to advertise for everything right because it's all private pay so just different systems different times but One of the things I think people don't get is that realistically, as a health practitioner, you're basically a salesman first, practitioner second.
That is the reality of practice.
You have to be able to sell yourself and your product to someone before you have the chance to even prove that it is clinically worthy.
Everyone wants to just be like, we have this great product.
People should just come and get it.
And it's just not a thing.
People aren't just going to find you.
this isn't that james talk about the mercedes 80s in canada where people were just like the government started funding chiropractic as part of healthcare and their clinics were thriving because they didn't have to market this isn't a thing not here anyway in australia so you have to do this you have to get good at this you just not just you have to get good at actually it's you should want to get good
it
comes back to that idea i think we've spoken about before is like you should be able to be thrown out of an airplane with a parachute anywhere.
And assuming that you can speak the language, you should be able to build your clinic and a successful clinic.
If you have that skill, that ability to market, to know your product, to sell and show value, and get that value exchange, then you'll never feel weird about it.
You'll have thriving practices wherever you go.
And life's pretty sweet.
But people don't seem to want to learn those sides of the skills.
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