The #1 Mistake Healthcare Leaders Make—And How to Fix It with Lance Gross

WEBVTT
00:00:03.629 --> 00:00:04.431
Hello and welcome back.
00:00:04.431 --> 00:00:04.812
Rock stars.
00:00:04.812 --> 00:00:08.730
So grateful to have you tuning in today's special episode with Lance Gross.
00:00:08.730 --> 00:00:12.230
Lance Gross is a master physical therapy practice owner.
00:00:12.230 --> 00:00:18.353
He went from one location to 20 locations in seven years and he's opening four more in the next year.
00:00:18.519 --> 00:00:24.512
So we're going to talk about recruiting and retaining at a level that is going to be mind blowing.
00:00:24.512 --> 00:00:27.746
What's really cool about this episode is that it's very simple.
00:00:27.746 --> 00:00:37.886
When you hear how he grows, it's going to release stress from you, because I think oftentimes we end up holding tightly these things because they are so hard and all these things.
00:00:37.886 --> 00:00:44.908
You're going to hear how Lance has very simply addressed these issues through a mindset shift that anyone can make.
00:00:44.908 --> 00:00:55.070
So, whether you have one location or 50 locations, this episode is going to be essential to help you not only just recruit and retain better, but it's going to help you shift the way you see your business.
00:00:55.070 --> 00:00:56.280
Enjoy the show.
00:00:56.280 --> 00:00:58.265
Okay.
00:00:58.265 --> 00:01:01.612
So, lance, you started your first practice six and a half years ago.
00:01:01.612 --> 00:01:03.783
You have 20 today.
00:01:03.783 --> 00:01:10.727
I'm sure that, along with that type of rapid growth, there's been some incredible shifts in your mindset.
00:01:10.727 --> 00:01:13.641
What are some of those mindsets Like?
00:01:13.641 --> 00:01:16.626
What's a mindset shift that has occurred for you and your team.
00:01:16.626 --> 00:01:19.561
That has been evident in your growth.
00:01:20.242 --> 00:01:31.546
I would say, when we first started our first clinic six and a half years ago, we were obviously thinking we're going to build this clinic, we're going to make lots of money, we're going to serve patients, we're going to take care of these patients, we're going to make all the patients super happy.
00:01:31.546 --> 00:01:35.284
And over time you realize that's not the case From one practice.
00:01:35.284 --> 00:01:36.106
You don't make a ton of money.
00:01:36.106 --> 00:01:37.621
You don't make every patient happy.
00:01:37.621 --> 00:01:40.867
Sometimes your team members aren't as happy.
00:01:40.867 --> 00:01:52.186
So as we've grown and moved along and added more things, it's become, especially the last two years, a huge shift in our mindset.
00:01:52.186 --> 00:01:57.671
Where we were at first we were worried about making every patient happy, patient satisfaction all the same, and not really taking care of our team so much, not really taking care of our team members.
00:01:57.671 --> 00:02:01.123
So they were kind of getting, you know, work harder, work harder, work harder.
00:02:01.123 --> 00:02:07.295
You know, not a lot of positive energy feedback to them, not a bunch of negative either, but not a lot of you know, not a lot of pats on the back going around.
00:02:08.721 --> 00:02:19.503
So over the last couple of years we've changed our mindset to more mentorship and more education and more leadership training for our team members and not really worried about the patient so much, because if our team is happy, the patients are happy.
00:02:19.503 --> 00:02:27.134
So if they're smiling faces, they're energetic, they're enthused to be there, the patients pick up on that and they all stay happy.
00:02:27.134 --> 00:02:30.325
So we really strive to make.
00:02:30.325 --> 00:02:33.853
I tell our team all the time I want this to be your favorite place to work.
00:02:33.853 --> 00:02:38.848
So we want to make sure that you want to work here forever, Like this is your career, not just a job hopping.
00:02:38.848 --> 00:02:41.423
This is where I want to stay forever, because I'm happy doing what I'm doing.
00:02:41.943 --> 00:02:50.276
Lance, I think what's so powerful about that is that when I coach across the country, most of my clients get super stuck around one area and that's recruiting.
00:02:50.276 --> 00:02:57.788
So it's interesting that for a guy in Arkansas, there's not like a billion PT schools floating around out there.
00:02:57.788 --> 00:02:59.343
It's not like you have.
00:02:59.343 --> 00:03:03.259
For you to grow, you have to have a unique strategy.
00:03:03.259 --> 00:03:12.854
That is not really something of a strategy, as much as just a mindset shift, which is that you're not so hyper-focused on just patient care being the primaries.
00:03:12.854 --> 00:03:14.546
And again, it's not that you're neglecting that.
00:03:14.546 --> 00:03:21.372
You're saying my team is my focus, building an experience for employees that makes them super happy to come to work every day.
00:03:21.372 --> 00:03:24.296
Like you said, you want them to wake up every day happy to come to work every day.
00:03:24.296 --> 00:03:28.348
Like you said, you want them to wake up every day excited to come to your company.
00:03:28.348 --> 00:03:30.822
How did you discover that mindset shift?
00:03:30.822 --> 00:03:32.145
What occurred for you around that?
00:03:32.606 --> 00:03:33.789
You know it's a multitude of things.
00:03:33.789 --> 00:03:38.430
So I you know I plug into some things that you talk about and other folks talk about.
00:03:38.430 --> 00:03:46.265
I think it was just a conglomerate of all that stuff and kind of sitting back and looking and, to be honest, the first week when you have multiple clinics, we had the first four or five.
00:03:46.265 --> 00:03:54.330
Managing five clinics is very difficult because they really have to be efficient and have to be generating revenue in order to keep things going.
00:03:54.330 --> 00:04:01.181
But once you get more than that, it becomes a little easier because each clinic doesn't have to be they don't have to be the breadwinner, they just got to be a little successful.
00:04:01.181 --> 00:04:09.086
And as long as they're a little successful, people that work at that clinic are happy, and I'm not, you know, you're not so demanding on them, I guess, as to be productive, if that makes sense.
00:04:09.506 --> 00:04:11.986
There's not so much pressure, like I hear what you're saying.
00:04:11.986 --> 00:04:21.673
See, I never had more than five and I remember those days of like everyone's got to pull, we've got to maximize profitability at do it right, because there was no middle ground.
00:04:21.673 --> 00:04:26.357
It was like either we were maximally productive and profitable or not at all.
00:04:26.357 --> 00:04:34.812
This whole thing about when you have five locations the profitability expectations are so big it makes you put pressure on the team almost because you have no choice.
00:04:34.812 --> 00:04:44.108
But when you're getting bigger you get past that because you get the accumulation of marginal gains that start to allow you to focus on the team and not worry so much about the minor ebbs and flows of profitability.
00:04:44.127 --> 00:04:55.564
That that's correct and it's no doubt I was telling someone the other day because we were we have the 20 clinics now and we're opening four more within the next three or four weeks depending, depending on when the construction gets done.
00:04:55.564 --> 00:04:56.086
You know how it goes.
00:04:56.086 --> 00:05:01.446
We're remodeling, we're at the mercy of contractors at the moment, but so sometime before the end of february we'll have four more.
00:05:01.446 --> 00:05:03.269
And someone asked me the other day, like how do you do that?
00:05:03.269 --> 00:05:05.812
I said actually it's, it's become easy now, like it's easier.
00:05:05.812 --> 00:05:09.886
It's way easier to open clinics now than it was five, six years ago.
00:05:09.886 --> 00:05:11.288
We have a system in place.
00:05:11.288 --> 00:05:12.512
We go over that way.
00:05:12.512 --> 00:05:18.687
We know how to set the equipment up, we know how to get the place set up and the team members are the important part.
00:05:19.168 --> 00:05:21.891
So we don't ever we've never something unique about us.
00:05:21.891 --> 00:05:25.235
We've never opened a clinic and then tried to find team members.
00:05:25.235 --> 00:05:26.927
We have the team members first before we open the clinic.
00:05:26.927 --> 00:05:41.788
So we have team members, a therapist that comes and works for us for a year or two years and starts expressing management opportunities and exemplifies the leadership skills, and we kind of mentor them and say, okay, where would you if you had your own clinic?
00:05:41.788 --> 00:05:49.425
Where would you want to put it and they say, oh, I don't want to put it here, and then we go look in there, then we put them a clinic there and then they take off and manage that clinic.
00:05:49.425 --> 00:05:49.726
Amazing.
00:05:49.726 --> 00:05:51.831
So all of our clinics have grown from inside and out.
00:05:51.831 --> 00:05:54.762
So we haven't ever gone out and put a clinic in and had to hire someone to fill it.
00:05:55.021 --> 00:05:59.987
Guys okay, rock stars, this is mind-blowing Pay very close attention to the brilliance of what you.
00:05:59.987 --> 00:06:05.651
So Dan Sullivan said it in a different way in a book called who, not how, we grow around who.
00:06:05.651 --> 00:06:06.451
You love that book?
00:06:06.451 --> 00:06:07.293
Yeah, it's great, it's.
00:06:07.894 --> 00:06:11.956
For me, that was transitional because, like normally as an entrepreneur, I get like the shiny object syndrome.
00:06:11.956 --> 00:06:19.264
I want to go build all these ideas, but the truth is I want to build people and the people become the determinants of what the strategy is.
00:06:19.264 --> 00:06:22.406
So, like you know, obviously there's some limitations.
00:06:22.406 --> 00:06:28.088
Like you wouldn't go nurture an engineer at this point, you would stay in the physical therapy realm, since that's your business.
00:06:28.088 --> 00:06:37.252
But, guys, rock stars, this idea about like growing around who, not how, here's one thing I want you to hear is that Lance is able to recruit powerfully because he's not needy.
00:06:37.252 --> 00:06:55.146
He has this success that has accumulated over time In my mind the thought I have Lance is slow, is fast and fast is slow Because if you had started saying I'm going to open 20 clinics this year and then try to recruit for that, it would have gone much slower, more painful.
00:06:55.187 --> 00:07:02.048
But what you did was like let's just go one clinic at a time, let's focus on the team above the patient, as you've realized that.
00:07:02.048 --> 00:07:04.221
And then you attract better people who grow.
00:07:04.221 --> 00:07:09.987
And, as you've realized that, and then you attract better people who grow, and then, when they're ready, you start more locations and it's this exponential compounding effect of growth.
00:07:09.987 --> 00:07:17.233
So, because most of the people, lance, I work with, they're so desperate for PTs yesterday or they want to sell because they're so done.
00:07:17.233 --> 00:07:26.055
They've been treating for 40 years and they just want out but they've never recognized and, by the way, don't feel bad if that's you listeners, rock stars, don't feel bad.
00:07:26.096 --> 00:07:26.540
That was me for years.
00:07:26.540 --> 00:07:28.588
I didn't do 20 clicks in that timeframe.
00:07:28.588 --> 00:07:30.928
It took me 15 years to get to my five.
00:07:30.928 --> 00:07:34.329
So it's not the age, it's the stage of learning.
00:07:34.329 --> 00:07:40.067
So now that we've learned this concept, let's really drive that in of building around the right who's.
00:07:40.067 --> 00:07:45.314
Because, yeah, lance, what I would love to hear from you a little bit now is, like, what do you guys do for recruiting?
00:07:45.314 --> 00:07:47.560
Like, how does that work?
00:07:47.581 --> 00:07:48.901
for your company, so we recruit from.
00:07:48.901 --> 00:08:05.293
We have five physical therapy schools in Arkansas, so we recruit from them, of course, but most of our recruiting comes from word of mouth, honestly, from someone that works with us knows someone else that works somewhere else and they say, hey, this is a pretty good gig over here, this state trade is pretty good.
00:08:05.293 --> 00:08:09.269
I would say 99% of our recruiting comes from our own team members recruiting someone else to come work for us.
00:08:09.620 --> 00:08:12.547
And do they come from out of state or is it mostly from Arkansas, mostly from?
00:08:12.586 --> 00:08:13.762
Arkansas, yeah.
00:08:13.762 --> 00:08:19.903
So we try our best and I don't think we've ever I don't think we've ever recruited someone from out of state.
00:08:19.903 --> 00:08:23.812
For us is local, which is another kind of beauty that works with our.
00:08:23.812 --> 00:08:32.144
So someone that is from, let's say, smithville, that works for us.
00:08:32.144 --> 00:08:38.942
They grew up in Smithville and they work for us for a year or two and say, hey, I'd like to put a clinic of my own in Smithville, then that's the perfect fit, because that person is from there, they have roots there and that's their clinic in their town.
00:08:38.942 --> 00:08:40.586
So that's that's.
00:08:40.586 --> 00:08:42.051
That's the whole gist of what we've done.
00:08:45.940 --> 00:08:47.448
Well, I love this conversation because the next questions are going to be.
00:08:47.448 --> 00:08:48.937
I can hear my audience like well, what does he do to take care of his team?
00:08:48.937 --> 00:08:49.399
So we'll get into that.
00:08:49.399 --> 00:09:02.590
But here's what's funny, lance, is I've coached people in Arkansas in recruiting specifically, and it's such an amazing difference what mindset makes, because I've heard the same facts that you just mentioned as reasons why they can't recruit.
00:09:02.590 --> 00:09:13.889
They're like well, I can't recruit unless they're from Arkansas and it's this tiny little state and there's only five schools and, frankly, they just start listing all the same things that you just said how you recruit.
00:09:13.889 --> 00:09:17.938
Well, are the reasons why other companies I know have told me why they can't recruit.
00:09:17.979 --> 00:09:25.032
Well, it's just, this idea of focusing on team has put you guys in a position to where it started to snowball.
00:09:25.032 --> 00:09:29.548
Your brand has started to compound as you've made impacts.
00:09:29.548 --> 00:09:35.669
So that would be a great tool for all the listeners is what are you doing with your people?
00:09:35.669 --> 00:09:39.924
Your mindset is focused on helping them get excited about coming to work every day.
00:09:39.924 --> 00:09:45.043
What do you do with your teams so that they do wake up excited to come to work every day?
00:09:45.043 --> 00:09:47.368
And then, you know, down the road, tell their friends to come work for you?
00:09:48.159 --> 00:09:50.024
Not to get too far into depth of that, but we do.
00:09:50.024 --> 00:09:50.868
We do pay very well.
00:09:51.570 --> 00:09:51.971
Yeah, yeah, yeah.
00:09:52.681 --> 00:09:53.043
So that makes it.
00:09:53.043 --> 00:09:53.485
That makes it.
00:09:53.485 --> 00:09:54.447
That makes a difference, for sure.
00:09:54.447 --> 00:09:58.947
But we also our leadership, mentorship training.
00:09:58.947 --> 00:10:01.673
We have unlimited access to continue education.
00:10:01.673 --> 00:10:06.879
So we have no limit on CEUs or further education or certification.
00:10:06.879 --> 00:10:13.471
So anybody that works for us that comes to us and says I want to get certified in this or training this, we pay for it.
00:10:13.471 --> 00:10:22.860
And unless they come and say, hey, I want to do this three week course in Hawaii, we're not, you know, we're not doing that, but within reason, within reasons that we do that, and yes, I don't.
00:10:22.860 --> 00:10:30.143
And yes, there's no telling how many certifications we paid for this past year and how many CEU hours our staff earned.
00:10:30.143 --> 00:10:35.164
Most of them did well over 30 or 40 continuing education hours this past year.
00:10:35.164 --> 00:10:36.965
Whoa, I paid for best.
00:10:37.205 --> 00:10:41.466
So that Con Ed is really big for students in particular because they're coming out and they're looking for leadership.
00:10:41.466 --> 00:10:42.547
But it's not just the Con Ed.
00:10:42.547 --> 00:10:45.768
I think that's a cool, attractive thing.
00:10:45.768 --> 00:10:49.269
But I think, lance, it's this leadership program as well.
00:10:49.269 --> 00:10:53.269
Like it sounds like you're giving them a path to the future of what that is.
00:10:53.269 --> 00:10:57.331
So is that like when you say leadership, is that like directorship, or is it more just general leadership?
00:10:57.831 --> 00:10:58.851
So a little bit of both.
00:10:58.851 --> 00:11:00.212
So we do a general leadership.
00:11:00.212 --> 00:11:01.533
We have a leaders group.
00:11:01.533 --> 00:11:04.114
So the managers are all our leaders.
00:11:04.114 --> 00:11:05.234
We call them our leaders group.
00:11:05.234 --> 00:11:06.634
They're all the leaders.
00:11:06.634 --> 00:11:08.434
We do a once-a-week meeting with them.
00:11:08.434 --> 00:11:09.895
It's a Zoom meeting.
00:11:09.895 --> 00:11:13.236
It just lasts 45 minutes to an hour each week.
00:11:13.236 --> 00:11:16.217
We talk about topics of the week, what's been going on in the clinics.
00:11:16.217 --> 00:11:18.359
We also do a leadership.
00:11:18.359 --> 00:11:19.578
We call it our book club.
00:11:19.578 --> 00:11:24.302
We read the same book and then we are talking about it.
00:11:24.302 --> 00:11:27.328
So right now we're working through, we're working through a John Maxwell's 21 irrefutable laws.
00:11:27.328 --> 00:11:28.230
So we're working once a week.
00:11:28.230 --> 00:11:30.114
We do one law a week, kind of go over that.
00:11:30.114 --> 00:11:31.948
And then we've done a couple of other books.
00:11:31.948 --> 00:11:41.145
So and we'll do that in the future, so anyway, then they take that training and take it back to their local team at their clinic and then they implement.
00:11:41.145 --> 00:11:44.211
So I'm helping train the leaders and they're training their teams individually.
00:11:45.131 --> 00:11:45.332
Guys.
00:11:45.332 --> 00:11:47.316
So this has been talking to the Rockstars audience.
00:11:47.316 --> 00:11:51.130
Listen, look how simple that is, but how powerful it is.
00:11:51.130 --> 00:12:00.875
I think where we get overwhelmed sometimes, lance, is this idea that leadership programs need to be super thick and meaty and we have to build them out first.
00:12:00.875 --> 00:12:06.410
It feels like you're building the plane as you're flying it with a leadership program where it's like hey, let's pick, let's pick.
00:12:06.410 --> 00:12:07.653
Why are you laughing?
00:12:08.260 --> 00:12:08.982
That's how I do everything.
00:12:08.982 --> 00:12:10.206
So that's how I do everything.
00:12:10.206 --> 00:12:12.648
Literally, it's like I have this idea and we just do it.
00:12:12.648 --> 00:12:15.220
And my wife, my wife's also a PT, but she doesn't practice anymore.
00:12:15.220 --> 00:12:19.664
She, she actually runs the business part, so she takes care of, you know, all the new clinics.
00:12:19.664 --> 00:12:22.307
And just come on this hair, brain, ideas, and she's like we can't do that.
00:12:22.307 --> 00:12:23.830
I'm like, oh, you probably can, let's do that.
00:12:23.830 --> 00:12:26.592
Yeah, that's.
00:12:26.592 --> 00:12:29.760
And if you're asking me, anybody that's been working for with me for a long time.
00:12:29.760 --> 00:12:34.924
I have several employees that have been with me for 15 or 20 years because we had some other another therapy business before the clinic.
00:12:34.924 --> 00:12:38.643
Anyway, they all know that about me like they've, oh, here's another idea, we're going to do it.
00:12:38.743 --> 00:12:43.510
And sometimes they work out, sometimes they don't but you do it together and you implement quickly.
00:12:43.510 --> 00:12:54.927
And I think what's brilliant about your leadership program, lance and I want the rock stars to pay attention is this idea that you're taking it just something simple, like a book and everyone reads a section of the book and you call it your book club.
00:12:54.927 --> 00:13:05.793
But one of my favorite quotes I ever heard was from a mentor who said that who we are in five years is a combination of what we read and who we associate the most with.
00:13:05.793 --> 00:13:08.248
And it's so true, like the books we read.
00:13:08.248 --> 00:13:13.306
So you're developing this team in a very step-by-step way of like the 21,.
00:13:13.666 --> 00:13:14.326
What was it?
00:13:14.326 --> 00:13:16.431
Irrefutable laws, irrefutable laws.
00:13:16.431 --> 00:13:17.893
I've heard of that book.
00:13:17.893 --> 00:13:27.455
It can never say irrefutable, but like, that week-to-week process is so simple right, it's like, but then how does the big changes occur?
00:13:27.455 --> 00:13:31.051
It's always like these small and simple, but consistent.
00:13:31.051 --> 00:13:34.510
I think the thing I hear in you is consistent changes.
00:13:34.510 --> 00:13:40.865
So, rockstars, as you're listening, what are the things that you could implement that are small but you could do consistently?
00:13:40.865 --> 00:13:44.086
Is it a book club, where you just everyone reads a book and you talk about it?
00:13:44.086 --> 00:13:47.587
Is it something else, like an online program or a training course?
00:13:47.587 --> 00:13:50.182
Is it listening to the same podcasts.
00:13:50.182 --> 00:13:53.308
What is that for you guys, as you're listening For Lance?
00:13:53.308 --> 00:13:55.982
For you, how do you pick your books and stuff?
00:13:55.982 --> 00:13:58.107
How do you determine the book club content?
00:13:58.469 --> 00:14:04.027
Mostly recommendations from guys like you and people I listen to and people I talk to, that I associate with.
00:14:04.027 --> 00:14:07.173
That are other leaders in the therapy world, mostly in the therapy world.
00:14:07.173 --> 00:14:09.280
So it's been recommendations, you know, I think.
00:14:09.280 --> 00:14:10.905
I actually think you gave me the book who, Not how.
00:14:10.905 --> 00:14:12.009
I'm pretty sure you did.
00:14:12.520 --> 00:14:14.327
Oh yeah, I forgot when we first met.
00:14:15.659 --> 00:14:18.825
So I read it, I read it once and I'm actually reading it again right now, the second time through.
00:14:18.825 --> 00:14:21.990
I said, of course it's better than the first time, yeah, yeah.
00:14:22.730 --> 00:14:24.513
Well, and that's why you're such a successful leader.
00:14:24.513 --> 00:14:25.354
You've read the book twice.
00:14:25.354 --> 00:14:28.767
I've only read it once, and I think that's amazing.
00:14:28.807 --> 00:14:32.509
I'm only halfway through the second time, so I haven't quite got it twice yet.
00:14:33.399 --> 00:14:34.765
Man, I love this idea.
00:14:34.765 --> 00:14:37.847
So one thing that you said too, lance, I want to talk.
00:14:37.847 --> 00:14:39.581
I want to hit on really quick.
00:14:39.581 --> 00:14:42.847
People leave our companies.
00:14:42.847 --> 00:14:49.126
According to LinkedIn, over 86% 88% of our people who leave us it's because they don't see a future in it.
00:14:49.126 --> 00:15:12.063
So it feels like between this unlimited con ed concept and this constant leadership development, plus you open clinics, that's the other thing is, if I was working for you, I'm getting paid well, I'm also getting nurtured, I'm getting like this, this idea of like I could go, I could go be a director of a clinic one day and then I get to go join this elite group of cool people.
00:15:12.063 --> 00:15:15.291
So you know, how do you filter out?
00:15:15.291 --> 00:15:16.293
How do you know?
00:15:16.293 --> 00:15:18.864
How do you guys filter out people who aren't a fit for your company?
00:15:18.864 --> 00:15:26.581
How do you recruit or what do you do in a way that prevents people who, who could disrupt that, that beautiful thing that you're building?
00:15:27.404 --> 00:15:36.100
So we've been really lucky, that kind of like I said earlier, most, most everyone all the therapists, clinicians that work with us knew someone that works for us before.
00:15:36.100 --> 00:15:38.909
So they we have already got a relationship, so there's a history, they know.
00:15:38.909 --> 00:15:41.745
They know them personally already before they come on our team.
00:15:41.745 --> 00:15:45.173
So we have very few people that just came to us organically.
00:15:45.173 --> 00:15:46.666
They just applied for the job.
00:15:46.666 --> 00:15:47.804
We have very few of those.
00:15:47.804 --> 00:15:49.125
Most of them we knew ahead of time.
00:15:49.125 --> 00:15:49.947
We've had this.
00:15:49.947 --> 00:15:51.652
This will blow your mind and it blows everybody's mind.
00:15:51.652 --> 00:15:52.102
I'm telling this.
00:15:52.102 --> 00:15:55.846
Since the last six and a half years, we've only had one clinician leave us.
00:15:56.740 --> 00:15:57.562
I have to sit down.
00:15:57.961 --> 00:15:59.365
Right, right Is that and it was.
00:15:59.365 --> 00:15:59.865
It was one of those.
00:15:59.865 --> 00:16:08.027
Yeah, but only one is left.
00:16:08.027 --> 00:16:09.124
Clinician has left us.
00:16:09.124 --> 00:16:12.903
We, of course, we lose, you know, ancillary staff that come and go.
00:16:13.346 --> 00:16:18.470
Yeah, but the core team, the core PTs, all those people you've lost one person in six and a half years, right?
00:16:25.019 --> 00:16:25.780
What would for retention would be then.
00:16:25.780 --> 00:16:26.743
So, like I mentioned, most of our team are local.
00:16:26.743 --> 00:16:29.347
Whatever town they work in, whether clinic is, that's where they grew up and they live and they have roots there.
00:16:29.347 --> 00:16:35.827
Their husband's there, their family's there, their wife is there, their parents are there, so they have no reason to leave.
00:16:35.827 --> 00:16:39.961
And then the incentives that we have as far as pay goes, and then the education we give them.
00:16:39.961 --> 00:16:43.964
If they're going to be a therapist, there's no better place to be a therapist, and that's kind of that's what we want.
00:16:43.964 --> 00:16:44.404
We want to.
00:16:44.404 --> 00:16:50.509
If you're going to practice physical or occupational therapy in Arkansas, the only best place to be is a GTS.
00:16:50.509 --> 00:16:51.669
That's the best place you could do it at.
00:16:51.669 --> 00:16:53.491
So that's, that's what we really strive for.
00:16:54.293 --> 00:16:54.753
Amazing.
00:16:54.753 --> 00:16:55.352
Do you?
00:16:55.352 --> 00:16:58.035
Have you worked with any coaches along this journey for you?
00:16:58.475 --> 00:16:59.716
Nope, no coaches.
00:17:01.461 --> 00:17:05.127
Okay, so you're probably listening going Will you say all the time that you should always have a coach.
00:17:05.127 --> 00:17:12.794
Well, listen, I will tell you this organically when it comes to leadership, there are natural-born leaders and there's everybody else.
00:17:12.794 --> 00:17:18.060
The natural-borns are very few and far between, and, lance, I'm going to make you feel bad, but you're one of those natural-born leaders.
00:17:18.060 --> 00:17:20.964
You're one of those that my brother-in-law is the same way.
00:17:20.964 --> 00:17:22.827
He's this guy who dropped out of college.
00:17:22.827 --> 00:17:27.316
He's never had a coach, and he has the third largest pest control company in the country.
00:17:27.316 --> 00:17:29.358
It's massive.
00:17:29.398 --> 00:17:33.849
I was a keynote speaker at his internal event for two years in a row.
00:17:33.849 --> 00:17:39.522
There's hundreds of people at his own company event that are just the leaders.
00:17:39.522 --> 00:17:40.385
They're not the employees.
00:17:40.385 --> 00:17:44.987
It's the local clinic director types for his pest control company, and there's just people who kind of see it.
00:17:44.987 --> 00:17:45.153
What's like?
00:17:45.153 --> 00:17:47.128
The local clinic director types for his pest control company, and there's just people who kind of see it.
00:17:47.609 --> 00:17:57.267
What's fun about talking to natural leaders like you, though, lance, is this idea that you just see it so simply that you spell it out really cleanly, this idea of what's the secret to retention.
00:17:57.267 --> 00:18:02.488
Well, there's no real secret when you're building around the right people, because the right people attract the right people.
00:18:02.488 --> 00:18:03.691
So what's your secret for recruiting?
00:18:03.691 --> 00:18:14.989
Well, we started with the right people and we incentivize them, so we love on them so well, we nurture them so well that they tell their friends, and so it's created this snowball effect.
00:18:14.989 --> 00:18:16.767
So guys like me, we might.
00:18:16.767 --> 00:18:19.828
We just we have to grind a little bit harder to figure that out.
00:18:19.828 --> 00:18:22.229
But that's what's beautiful, is that anyone can do it.
00:18:22.229 --> 00:18:27.303
So I want rock stars who are listening that to feel intimidated, because that is not a that's not a typical path.
00:18:27.303 --> 00:18:31.673
But you, you've also put your whole heart and focus on this, and I think that's what's beautiful.
00:18:31.673 --> 00:18:34.148
It's not just because it was natural for you Doesn't mean it's been easy.
00:18:34.148 --> 00:18:36.247
You've gone through some really challenging times, I'm sure.
00:18:36.247 --> 00:18:36.969
Yes.
00:18:37.210 --> 00:18:47.214
Oh yeah, Of course there's but it is interesting because you're in the top 1% of all the people I've met and I think that's what's great, for my audience is to hear this.
00:18:47.214 --> 00:18:51.017
So what are some of those challenges that you've overcome In the growth of going from?
00:18:51.017 --> 00:18:58.991
That is super fast, going from zero to 20 in seven years really seven, probably 24 in seven years.
00:18:58.991 --> 00:19:02.884
What are some of the key challenges that you've experienced along that way?
00:19:03.705 --> 00:19:08.835
So I think just the knowledge, maybe the knowledge base, of how to actually run an outpatient therapy clinic.
00:19:08.835 --> 00:19:10.246
I didn't really know how to do that.
00:19:10.246 --> 00:19:28.063
You know, I'd been a therapist for 28 years now, so 20 something years when we opened our first clinic never had an app and never had a clinic before ever, and just the ins and outs of actually how to do that, how to actually run a clinic with the credentialing and the hiring and insurance and just all those things we had to learn at first.
00:19:28.063 --> 00:19:28.986
And it was a struggle.
00:19:28.986 --> 00:19:31.222
We had five clinics we had open.
00:19:31.222 --> 00:19:34.365
We went five clinics the first year and they all opened within like six months of each other.
00:19:35.226 --> 00:19:44.310
So we had a core of five clinics for about two years and for that two years it was a struggle, like mental, financial, everything.
00:19:44.310 --> 00:19:49.817
There was no, there was no money being made, there was no, we were just pouring money out doing this and finally it started.
00:19:49.817 --> 00:19:56.680
Everything started clicking and then since then it's been much, much easier and that a lot of it was my personal growth.
00:19:56.680 --> 00:20:02.200
I just I just didn't know how to handle all that at first Much better not great at it yet, but much better than I was then.
00:20:03.976 --> 00:20:08.864
Hey, rockstars, are you having a challenging time recruiting, retaining or training your people?
00:20:08.864 --> 00:20:12.842
Then, man, am I excited to tell you about the Rockstar Summit.
00:20:12.842 --> 00:20:17.523
Guys, this is my personal event that we are launching on March 1st and 2nd.
00:20:17.523 --> 00:20:26.430
It is going to be two full days of nothing but workshops on how to solve recruiting, training and retaining problems.
00:20:26.430 --> 00:20:28.363
It's very heavy on the recruiting side.
00:20:28.363 --> 00:20:37.970
We're going to show you where to find candidates that no one else is accessing, so that you can get a leg up in the industry and grow the business that you deserve.
00:20:37.970 --> 00:20:39.875
So again, that's March 1st and 2nd.
00:20:39.875 --> 00:20:46.709
Please go to wwwrockstar-summitcom to learn all about the details.
00:20:46.709 --> 00:20:52.160
I will be there in person teaching some of the classes, but we have experts from across the country coming as well.
00:20:52.160 --> 00:20:53.736
You do not want to miss it.
00:20:53.736 --> 00:20:55.076
I hope to see you there.
00:20:56.498 --> 00:21:00.820
As you're talking, lance, what's clear for me is the difference between mindset and skill set.
00:21:00.820 --> 00:21:07.945
I think one thing that, as we're talking about, I feel like I'm embarrassing you Like this natural leadership you have is mostly tied to your mindset.
00:21:07.945 --> 00:21:23.340
I think that's what makes you powerful is this idea that you have a natural way of just seeing things from an optimistic, growth-minded set, but you still hit limitations on your skillset and that's the thing.
00:21:23.340 --> 00:21:24.688
Like there are ways that we there are things that we have to learn.
00:21:24.688 --> 00:21:25.391
So even you, you have to read books.
00:21:25.391 --> 00:21:28.882
You know you go to conferences like everybody else and that's where you learned your.
00:21:28.882 --> 00:21:34.221
Actually I'm putting words in your mouth when did you learn the skillset when you were at that level, when you were stuck with your five locations?
00:21:34.221 --> 00:21:36.806
Where did you go to learn what you needed to learn?
00:21:40.055 --> 00:21:41.673
Just plugged into a couple of conferences and groups and things.
00:21:41.673 --> 00:21:44.143
I'm not going to name names or not, but I did that.
00:21:44.414 --> 00:21:44.896
Oh, go for it.
00:21:44.896 --> 00:21:47.711
Mention names Plug anything that these people can hear and go.
00:21:47.711 --> 00:21:48.698
Why should join those groups?
00:21:49.019 --> 00:21:49.240
Right.
00:21:49.240 --> 00:21:53.400
So the first one was plugged into Breakthrough with Chad Madden and his group.
00:21:53.400 --> 00:21:59.136
Love that guy, Love that group.
00:21:59.136 --> 00:22:03.498
And I've been three years now with them and I've only missed one conference because my wife would let me go at wedding anniversary.
00:22:03.498 --> 00:22:04.278
She's like no, you're not going.
00:22:04.278 --> 00:22:06.301
I'm like okay, so you know how that goes.
00:22:06.321 --> 00:22:08.404
Wedding anniversary Smart woman.
00:22:08.925 --> 00:22:14.355
Right, so smart guy, I just got to stay at home, so maybe I'm just kidding, but anyway I've missed one of those.
00:22:14.355 --> 00:22:21.819
I've done some other reading, listened to you talk and talked to you not enough times but several times, and it's helped tremendously.
00:22:22.080 --> 00:22:23.164
Well, I've learned a lot from you too.
00:22:23.164 --> 00:22:25.083
I think that's the cool thing about leadership journeys.
00:22:25.083 --> 00:22:33.442
It's kind of like your team, right, your team is in there reading books together and learning together, and everyone brings something special and different to the table that they can grow from.
00:22:33.442 --> 00:22:38.380
And that's my favorite part of this journey.
00:22:38.380 --> 00:22:39.704
For me is being able to rub elbows with guys like you, like truly.
00:22:39.704 --> 00:22:43.257
When we met it was like wow, he's accomplished something in your space.
00:22:43.257 --> 00:22:44.319
I was in your space.
00:22:44.319 --> 00:22:53.277
I never got to that level, so you have this like influence as well, so we can all just take what we've come from with our own specialties and rock stars.
00:22:53.317 --> 00:22:55.944
As you're listening, you might be thinking oh, I don't have anything, bull crap.
00:22:55.944 --> 00:23:01.135
I've met.
00:23:01.135 --> 00:23:04.115
Some of the most powerful leaders I've met are actually guys and girls who've only had one location for 40 years, who just have felt stuck.
00:23:04.115 --> 00:23:09.507
Now they haven't realized the same profits and there's some unlocks that could really help them.
00:23:09.507 --> 00:23:15.268
But I kid you, not one of my favorite leaders of all time I won't call him by name, but he is in Arkansas.
00:23:15.268 --> 00:23:22.548
He's had this one practice pretty much his whole career, but he has influenced the industry 100%.
00:23:22.568 --> 00:23:23.212
I know who you're talking about?
00:23:23.232 --> 00:23:26.182
Yeah, yeah, yeah, tremendous person, tremendous, one of my favorite humans.
00:23:26.182 --> 00:23:26.983
I'm just going to mention him.
00:23:26.983 --> 00:23:27.967
His name is Seth Coulter.
00:23:27.967 --> 00:23:29.982
He is one of my favorite people on the planet.
00:23:29.982 --> 00:23:37.214
He's had one location, but he's helped build this network in Arkansas.
00:23:37.214 --> 00:23:41.414
That, I believe, is the model for how the whole industry should be organized.
00:23:41.414 --> 00:23:49.545
To fix the industry, like if you're basing it off of like number of locations or money or growth, like that's just one way to measure impact.
00:23:49.545 --> 00:23:50.980
There's multiple ways to measure it.
00:23:50.980 --> 00:24:09.506
So, rockstars, as you're listening, just take what you can from Lance and recognize that, like, everyone has something very special and I really believe that, lance and clearly you do too, because you have this team of people that are growing you would have to believe in each person's ability to contribute, otherwise you would never grow.
00:24:10.166 --> 00:24:10.327
True.
00:24:10.327 --> 00:24:15.287
Yeah, I truly let them do their own thing if that makes sense.
00:24:15.287 --> 00:24:18.415
So I give a little bit of advice and then let them do it.
00:24:18.415 --> 00:24:22.125
So I have whatever those locations we have.
00:24:22.125 --> 00:24:23.576
There's a few that I haven't been to in over a year.
00:24:23.576 --> 00:24:24.742
Honestly, I haven't even visited them.
00:24:24.742 --> 00:24:25.829
I haven't even been there to see them.
00:24:25.829 --> 00:24:27.056
I've talked to them on the phone.
00:24:27.056 --> 00:24:29.218
We do a Zoom meeting once a week, but I actually step my foot in the clinic.
00:24:29.218 --> 00:24:30.960
I have not even been there.
00:24:30.960 --> 00:24:34.363
I don't typically do much treatment in the clinics.
00:24:34.363 --> 00:24:36.384
I do one of the clinics that's close to my house.
00:24:36.384 --> 00:24:38.607
I do a couple evaluations a week there.
00:24:38.607 --> 00:24:40.229
I do some home visits still home health stuff.
00:24:40.229 --> 00:24:41.530
I'm practicing.
00:24:41.530 --> 00:24:42.271
So I practice every day.
00:24:42.271 --> 00:24:46.680
I see patients every day, but not like near like I used to, of course.
00:24:47.320 --> 00:24:47.902
I love that.
00:24:47.902 --> 00:24:48.383
You said that.
00:24:48.383 --> 00:25:02.268
By the way, that was in your intake bio for the podcast, and I wanted to hit on that because I've been guilty of saying, you know, kind of overemphasizing the need to get out of treating because it's like this.
00:25:02.268 --> 00:25:14.556
But I think what we're trying to say when I say that is that it's not a matter of stop treating, it's a matter of start leading so that, you know, people get so wrapped up in their identity as providers that they get stuck.
00:25:14.556 --> 00:25:20.718
And that's something that we see commonly is like stop looking for the cookies at the end of the treatment sessions and start looking for the team that you can build.
00:25:20.718 --> 00:25:29.036
But what's cool about what you've done is that you've been able to build your company to where you do what you want and you still care, as a therapist, to develop those skill sets.
00:25:29.036 --> 00:25:33.643
So you keep that as a part of your routine, but it's not at the sacrifice of your company's needs.
00:25:34.423 --> 00:25:34.604
Right.
00:25:34.604 --> 00:25:40.643
That's probably been the hardest thing for me personally is to try to step away from treating patients Like it's.
00:25:40.643 --> 00:25:41.900
I know I need to.
00:25:41.900 --> 00:25:45.484
I know I need to more because I right now, right now, I probably do oh, I know I do, I do.
00:25:45.484 --> 00:25:47.118
I do 15 to 20 evaluations a week.
00:25:47.118 --> 00:25:53.269
Wow, right, so that's what, that's what I, between home health, typically do it a week.
00:25:53.269 --> 00:25:55.349
But I need to get away from that more.
00:25:55.349 --> 00:26:00.173
I really need to get away so I have more time to manage, because it would give me more time to manage the business.
00:26:00.914 --> 00:26:06.423
Yeah, I think you're at that stage where need is maybe not the right word only because you're creating it so intentionally.
00:26:06.423 --> 00:26:08.431
Does your team look at that positively?
00:26:08.431 --> 00:26:11.280
Does that influence your team in a way where they see you as a provider?
00:26:11.280 --> 00:26:13.595
Oh, he still treats he's one of us, or?
00:26:13.795 --> 00:26:14.215
is that kind of?
00:26:14.256 --> 00:26:14.896
irrelevant to them.
00:26:15.558 --> 00:26:16.640
It's important to some of them, I think.
00:26:16.640 --> 00:26:17.642
I think it's part of them.
00:26:17.642 --> 00:26:18.523
Part of them give me.
00:26:18.523 --> 00:26:21.910
I get more respect from them and other people because I still treat patients, I think.
00:26:21.910 --> 00:26:26.767
And then there's part of them that's worked for me for a long time that are like stop treating patients, you need to stop.
00:26:26.767 --> 00:26:30.125
They're telling me to back up some and not do so much of this.
00:26:31.757 --> 00:26:41.025
So yeah, I can see it because I think the ones who know you know you understand your impact on them, Because when you're not treating, who are you thinking, who are you working for?
00:26:41.025 --> 00:26:44.144
You're really impacting the team more than the patients if you're not treating.
00:26:44.144 --> 00:26:53.656
So I can see them the people who really know you are like hey, this is great, but when you're over here in leadership, my life keeps getting better and I want my life to get better, so maybe you should stop treating.
00:26:53.817 --> 00:26:55.460
Probably exactly they, so maybe you should stop trading.
00:26:55.460 --> 00:26:55.960
That's probably exactly.
00:26:55.960 --> 00:26:57.803
They would probably agree with that statement, I think.
00:26:58.544 --> 00:27:00.047
Oh, that's great, Well, okay.
00:27:00.047 --> 00:27:02.369
Well, listen you're, I don't know.
00:27:02.369 --> 00:27:13.684
You feel to me like this guy who's been able to do what very few have because of your team, and I want to make sure that, as your team is listening to this, that this is a complete your company experience.
00:27:13.684 --> 00:27:15.497
Where are you guys going?
00:27:15.497 --> 00:27:21.268
Like, 20 locations in seven years, 24 locations in seven years is so phenomenal.
00:27:21.268 --> 00:27:26.361
Do you guys have aspirations of being a multi-state business or are you just kind of like figuring it out?
00:27:26.361 --> 00:27:28.288
Are you still building the plane as you're flying it kind of thing?
00:27:28.528 --> 00:27:29.090
One of our clinic.
00:27:29.090 --> 00:27:32.243
We're opening a clinic in Missouri this month, february.
00:27:32.243 --> 00:27:36.278
So we're multi-state, I guess going to be multi-state, so we're multi-state, I guess going to be multi-state, so right.
00:27:36.278 --> 00:27:40.303
Which has turned into a whole bigger nightmare as far as insurance credentialing than we realized it was going to be.
00:27:40.303 --> 00:27:42.444
But that's the other thing.
00:27:42.444 --> 00:27:43.086
So I don't really know.
00:27:43.086 --> 00:27:45.208
People ask that all the time.
00:27:45.208 --> 00:27:46.828
When we first started this I didn't envision 20.
00:27:46.828 --> 00:27:49.372
I didn't think six years ago we were going to have 24 clinics.
00:27:49.372 --> 00:27:51.717
That wasn't even my idea.
00:27:51.717 --> 00:27:54.241
I thought we'd have four or five and we'd be happy and that'd be fine.
00:27:54.241 --> 00:28:01.460
But as our leaders keep growing inside our group and they're saying I want to have my own clinic, that's how it all just happened.
00:28:01.460 --> 00:28:03.065
So I haven't really sought after it.
00:28:03.065 --> 00:28:04.576
I haven't said, hey, let's open a clinic in this town.
00:28:04.576 --> 00:28:06.897
Someone came to me and said let's open a clinic in this town.
00:28:07.239 --> 00:28:17.106
I'm like, okay, let's do that, yeah, and isn't that so much easier to just going to be more intuitive with what's already happening versus like, okay guys, we're going to be 80 clinics in five years?
00:28:18.088 --> 00:28:22.377
Yeah, no, my wife would kill me if we did that.
00:28:22.397 --> 00:28:39.990
I'd be on the front porch, so yeah, oh man, yeah, I really feel that it's interesting because in my journey when I had those five locations, I got that team dialed in to where I was working only in recruiting and some high-level leadership for about 20 hours a week and I was busy building that merger exit thing that I created.
00:28:39.990 --> 00:28:45.862
But my team was like, hey, let's go open 20 more clinics, and they were the ones who was driving it.
00:28:45.862 --> 00:28:51.106
I think that's when you know you've crossed that line of reactive to proactive.
00:28:51.106 --> 00:28:54.525
Growth is when your team is telling you where they want to go.
00:28:54.525 --> 00:29:09.846
And that's when I tapped out actually it's funny, lance, because I wanted to do something more for the industry kind of facing the industry and that was when I was like, okay, this is going beyond what works for me, but it sounds like for you you'd be open to whatever it needs to look like.
00:29:09.846 --> 00:29:12.220
So if it's a few more great.
00:29:12.259 --> 00:29:13.522
If it's 80, more great.
00:29:13.522 --> 00:29:14.326
You're just kind of open.
00:29:14.747 --> 00:29:19.352
Yep, yeah, if it's no more, great, but I don't think it'll be that.
00:29:19.352 --> 00:29:22.656
I mean these four we're opening next month or next, whatever there's going to be.
00:29:22.656 --> 00:29:25.044
All those just came from one meeting.
00:29:25.044 --> 00:29:27.001
One day I said anybody want to have another clinic?
00:29:27.001 --> 00:29:28.365
And they're like yes, yes, yes, I do.
00:29:36.426 --> 00:29:37.468
Yes, I do these four.
00:29:37.468 --> 00:29:38.328
You already have the who's.
00:29:38.328 --> 00:29:42.971
Yes, so how do you, since you're so Rockstars as you're listening?
00:29:42.971 --> 00:29:45.903
I think the key takeaway with what we're talking about right now is about being open.
00:29:45.903 --> 00:30:03.299
You know, there's a balance, I think a dance that exists behind having an intentional focus for growth but also being open to what is, and so maybe there's kind of some letting go, Like, once we create a vision for the future, which I still think is valuable, what can we let go of?
00:30:03.299 --> 00:30:07.523
And just be open to what's and paying attention closely to what's already happening around us.
00:30:07.523 --> 00:30:15.986
So, Lance, since your vision is pretty open, how do you define success for you and your business?
00:30:15.986 --> 00:30:20.605
What is the criteria that you use to determine what success looks like?
00:30:21.315 --> 00:30:30.626
I think just honestly at this point in time, if my team is happy, that kind of sounds cliche but I think if they're happy and we're not losing money, then that's successful.
00:30:30.626 --> 00:30:37.175
So our brand in North Arkansas has become kind of I mean, we're kind of known for the therapy in North Arkansas.
00:30:37.175 --> 00:30:37.653
There's other great providers, of course.
00:30:37.653 --> 00:30:37.749
I mean we're kind of known for the therapy in North Arkansas.
00:30:37.749 --> 00:30:39.518
There's other great providers of course here.
00:30:39.518 --> 00:30:41.722
But we're kind of known as a therapy place.
00:30:41.722 --> 00:31:07.096
Because we're drafting North Arkansas, you're going to see one of our clinics in every town almost no-transcript, and they're happy working there.
00:31:07.096 --> 00:31:09.281
Honestly, that's it.
00:31:09.962 --> 00:31:15.121
What if all of our criteria for success was just this balance of happiness?
00:31:15.121 --> 00:31:26.482
Right, you know, instead of like my sons, I have four boys like as a parent, I could destroy my peace and my happiness by having expectations of them to being like professional athletes or whatever.
00:31:26.482 --> 00:31:30.583
And again, I do think there's something about having some standards and expectations.
00:31:30.583 --> 00:31:36.959
I don't think that's like saying that we get rid of those, but what if it was a matter of like supporting people in their journey to be happy and successful?
00:31:36.959 --> 00:31:41.137
And as long as they're doing well in a team sense, then we're all doing well.
00:31:41.137 --> 00:31:43.941
And, like you said, there's criteria profitability, it's not like that.
00:31:43.941 --> 00:31:45.420
You don't look at stats or anything.
00:31:46.355 --> 00:31:46.917
That's constant.
00:31:46.917 --> 00:31:49.337
I mean I'm a whatever a numbers freak-o.
00:31:49.337 --> 00:31:55.221
I look at every day I'm a much more metrics every single day, just to kind of see where we're flowing and ebbing at and make sure we're still just on track.
00:31:55.221 --> 00:31:59.327
But it's not the driving force that makes us successful.
00:32:01.109 --> 00:32:08.580
Yeah, it's how people feel, and if your team is happy and feeling nurtured, the stats just kind of take care of themselves.
00:32:08.580 --> 00:32:08.922
Yeah, like.
00:32:09.383 --> 00:32:16.403
I said at the first, when you first question you asked I think it's that if the team is happy working where they're working, everything else falls into place.
00:32:16.403 --> 00:32:17.767
Everything else just works great.
00:32:17.767 --> 00:32:24.161
So as long as they're happy where they're working at, and happy with their job, happy with their performance, happy with me, everything else takes care of itself.
00:32:24.161 --> 00:32:24.943
It really does.
00:32:26.759 --> 00:32:31.480
It's hard for me to not have these discussions and take what I learn and apply them to other groups.
00:32:31.480 --> 00:32:36.578
What I mean by that is organizational health is something that applies to all organizations.
00:32:36.578 --> 00:32:52.486
So when we're talking about your company, lance, I think about my family, I think about my church organization, I think about any group of people that are coming together to form a team, and as you're talking about happy team, it reminds me of that phrase happy wife, happy life.
00:32:52.486 --> 00:32:54.489
And it's true.
00:32:54.489 --> 00:33:05.441
I think one thing that I have paralleled with you is that I've been very blessed to have a marriage that I feel very content in and very happy in, and my wife tells me the same and I don't have any reason to disbelieve her.
00:33:05.441 --> 00:33:11.864
But I think it's because there's this balance that I see that's the one place in my world where I see a parallel.
00:33:11.864 --> 00:33:14.438
I have this marriage where we really do.
00:33:14.438 --> 00:33:23.660
As long as I'm taking care of her and helping her be nurtured, she takes care of me, and it's just this beautiful, like back and forth relationship behind that.
00:33:24.080 --> 00:33:24.803
So we didn't talk about that.
00:33:24.803 --> 00:33:25.845
But we're the same way.
00:33:25.845 --> 00:33:26.948
My wife and I we're the same.
00:33:26.948 --> 00:33:34.403
We were high school, sweethearts, college, like we're the same, like we're the same person, and that's probably huge, probably more benefit than we realize it is.
00:33:34.403 --> 00:33:41.511
It's probably helps us more growing up doing the things we do, that we have the support from them and we think the same and have the same ideals.
00:33:41.511 --> 00:33:46.319
I joke about her getting overwhelmed, but she's fantastic so I couldn't do this without her.
00:33:46.319 --> 00:33:46.761
There's no way.
00:33:47.315 --> 00:33:50.900
Yeah, I think and, by the way, I think this is an important lesson to hit for the rock stars as well.
00:33:50.900 --> 00:34:04.545
I think there's this concept, concept, so part of like your natural, like you know leadership we've talked about and again I want to give your full team credit because I recognize that you are a reflection of these great people that you've taken care of but they've taken great care of you back.
00:34:04.545 --> 00:34:06.861
So you have this wonderful symbiotic relationship.
00:34:06.861 --> 00:34:08.105
But it started in the home.
00:34:08.105 --> 00:34:25.443
I from when there's problems in the home, it's really hard to be a powerful leader at work, even if someone's a natural leader, because that domain, that innermost, tightest domain, if it's being Think about it like this the smallest personal domain is our health.
00:34:25.443 --> 00:34:33.784
If someone is super sick physically, they can't show up powerfully at home, they can't show up powerfully at work and it continues to compound.
00:34:33.784 --> 00:34:45.360
So I think what's cool is just how you've been able to identify this balance and synergy you get in your home world and how that's kind of radiated outward into your teams and it compounds.
00:34:45.360 --> 00:34:53.567
And so the rockstar's reason I say all this is because, as you were going through places of being stuck, you might want to look outside your company.
00:34:53.567 --> 00:34:57.306
Sometimes people get really focused on, like why am I stuck at the five locations?
00:34:57.306 --> 00:35:01.440
Well, maybe it's something they don't know that they don't know, so they could use coaching or whatever.
00:35:01.440 --> 00:35:08.567
But maybe there's something internal, in their home environment or even in their personal world, mentally, that needs to get addressed.
00:35:10.315 --> 00:35:21.755
I went through EMDR therapy it's like a psychology kind of thing once and I helped overcome some mental trauma that occurred to me when I was in high school Fell off a mountain, rock climbing, broke my arms and legs.
00:35:21.755 --> 00:35:37.802
I talk about it all the time, but I remember when there was a shift in there and I remember feeling this release and then when I had my PT practices the next week, all my stats started going up, everything started getting better and I was like, oh, there's no way, there's not.
00:35:37.802 --> 00:35:38.483
That's a correlation.
00:35:38.483 --> 00:35:44.110
It was like because I started to pace the leader, pace the pack, like how the leader shows up is how everyone shows up.
00:35:44.110 --> 00:35:52.474
So if we can take care of ourselves, we are able and our families and our families are taking care of us we can continue to radiate outward.
00:35:52.474 --> 00:35:55.518
What do you do to take care of yourself, lance?
00:35:55.518 --> 00:35:58.541
Are there any things you do mentally, physically?
00:35:58.541 --> 00:36:01.987
No, there's no way.
00:36:01.987 --> 00:36:02.726
That's a no.
00:36:02.726 --> 00:36:05.411
Do you exercise or eat clean or any of that?
00:36:13.295 --> 00:36:13.516
I eat clean.
00:36:13.516 --> 00:36:13.577
I do.
00:36:13.577 --> 00:36:13.679
I eat clean.
00:36:13.679 --> 00:36:13.778
I don't.
00:36:13.778 --> 00:36:16.489
Yeah, I eat super clean, like everything's healthy.
00:36:16.489 --> 00:36:16.813
I don't eat any dairy, I don't eat.
00:36:16.813 --> 00:36:17.420
You know, I don't drink like water is all I drink, that's it.
00:36:17.420 --> 00:36:17.545
I don't drink any sodas or caffeine or nothing.
00:36:17.545 --> 00:36:17.527
I don't eat any dairy.
00:36:17.527 --> 00:36:17.630
I don't drink.
00:36:17.630 --> 00:36:18.032
Water is all I drink, that's it.
00:36:18.032 --> 00:36:19.822
I don't drink any sodas or caffeine or nothing.
00:36:19.822 --> 00:36:21.838
I used to drink caffeine like crazy.
00:36:21.838 --> 00:36:27.461
I mean, I used to drink, like A couple years ago, 12-pack of Diet Mountain Dew a day.
00:36:27.461 --> 00:36:31.181
Was pretty easy for me, diet Mountain Dew, right.
00:36:31.181 --> 00:36:31.943
So I quit all that.
00:36:34.996 --> 00:36:37.639
So you were hitting the caffeine, but you eat clean, do you exercise?
00:36:37.639 --> 00:36:40.360
You read books, read books and self-care.
00:36:40.559 --> 00:36:41.362
I read books a little bit.
00:36:41.362 --> 00:36:41.835
I don't.
00:36:41.835 --> 00:36:43.360
I don't exercise very much, I really don't.
00:36:43.360 --> 00:36:44.021
I do a little bit.
00:36:44.021 --> 00:36:44.523
I should do more.
00:36:44.523 --> 00:36:46.206
Yeah, I do a little.
00:36:46.715 --> 00:36:48.402
I'm trying to take care of myself a little bit more.
00:36:48.894 --> 00:37:00.978
You know, I'm 53 years old, so it's time to start doing a little something to maintain my health I guess a little better.
00:37:00.978 --> 00:37:01.719
So I probably need to start that.
00:37:01.719 --> 00:37:02.360
Maybe I'll start tomorrow.
00:37:02.360 --> 00:37:03.121
It's so fun to talk to you too.
00:37:03.121 --> 00:37:17.606
I've been in a business networking group for 20 years called EO, and there's these hyper achievers and these are guys and girls that run triathlons and they run their multi-billion dollar business and they're like you know, it's just like it's so, it's so overwhelming and it's not who I am.
00:37:17.606 --> 00:37:23.981
I want to be more like a Lance Gross, where I'm just like, yeah, I just do some things and I just care, and as long as everyone's happy, we're making money.
00:37:23.981 --> 00:37:24.596
I think that's.
00:37:24.596 --> 00:37:31.123
There's an ease of life around that that helps us enjoy the here and now, because what's the point if we're just constantly trying to push for the next success?
00:37:32.025 --> 00:37:32.166
Yep.
00:37:32.166 --> 00:37:43.795
So yeah, I've never raised my voice at a single person that works for us.
00:37:43.795 --> 00:37:44.677
I've never had.
00:37:44.677 --> 00:37:45.059
I don't.
00:37:45.059 --> 00:37:46.722
I don't lose my temper, I don't do that.
00:37:46.722 --> 00:37:49.217
I'm very like just even keel all the time.
00:37:49.217 --> 00:37:57.838
Maybe it's to a fault so much People can't read my emotions Some cause I'm just like you're happy or you said we can't tell you're a good day or a bad day.
00:37:57.838 --> 00:38:01.155
What is it a great day?
00:38:01.155 --> 00:38:02.257
They're like we couldn't tell.
00:38:02.257 --> 00:38:06.264
I'm like well, it is, and that's the truth.
00:38:06.264 --> 00:38:07.875
I can do better than that.
00:38:07.875 --> 00:38:08.356
I can do better.
00:38:08.356 --> 00:38:09.735
I can give people a high five.
00:38:09.735 --> 00:38:14.436
I do that when I walk into clinics hey, how's it going today, how's the wife and kids doing?
00:38:15.152 --> 00:38:22.275
I'm not really that, I'm just by the way, I see, truly the most successful leaders I've met are ones who are even keel.
00:38:22.275 --> 00:38:23.358
My wife is even keel.
00:38:23.358 --> 00:38:23.938
I am not.
00:38:23.938 --> 00:38:28.876
What's hard about me is that I'll go into my team and I'll be like your favorite person.
00:38:28.876 --> 00:38:30.000
I'm like dude, let's going to do this.
00:38:30.000 --> 00:38:32.797
We're going to take over the world and we're going to be billionaires and save the world.
00:38:32.797 --> 00:38:40.840
And the next day I'm having an average day and people are like dude Will's pissed, like no.
00:38:40.840 --> 00:38:41.842
I'm just not as hyped as.
00:38:41.842 --> 00:38:45.304
I think there's another lesson in leadership about trying to provide consistency around that.
00:38:45.304 --> 00:38:52.121
What would you say your team would say are the best qualities of your business?
00:38:52.121 --> 00:38:57.018
What would you say that your team would say is the best few items?
00:38:57.018 --> 00:38:58.494
That they would say are the best parts of your company?
00:38:58.494 --> 00:38:59.538
Stability.
00:39:00.690 --> 00:39:15.318
I think the stability of it and the fact that they know that I've got their back, no matter what in in situations People that have been with her a long time know that say no, I'm, I'm a hundred percent pro them and going to take care of them for whatever.
00:39:15.318 --> 00:39:23.233
Whatever situation they're in, whether it's work life or personal life, I'm going to try to help them get get through that or give them the time or space to get through that or whatever I need to do.
00:39:23.233 --> 00:39:25.215
But I think the stability of it.
00:39:25.215 --> 00:39:31.681
They just know it's a stable place and they feel like I'm a stable person, that I'm not going to lead them off a cliff.
00:39:31.681 --> 00:39:35.384
I mean, there's a joke all the time that they're going to follow me off a cliff if I go off a cliff.
00:39:35.664 --> 00:39:44.559
So we were in Orlando at a conference a while back and there were several of us 12 of us at a conference and we went to walk to dinner one night and I said well, I know where we're going, we'll go.
00:39:44.559 --> 00:39:47.568
Well, I took a wrong turn and they just followed me just down the road.
00:39:47.568 --> 00:39:49.114
That's something like a standing joke.
00:39:49.114 --> 00:39:51.550
We just followed you the wrong direction and half of them were like no, it's over here.
00:39:51.550 --> 00:39:53.492
I'm like nope, he must know let's follow him.
00:39:53.492 --> 00:39:56.934
So yeah, so it's only my fault.
00:39:56.934 --> 00:39:58.974
So we ended up having to Uber from where we're instead of walking.
00:39:58.974 --> 00:40:03.137
But yeah, so that's been a long joke with us for a couple of years now.
00:40:03.878 --> 00:40:09.782
Yeah, it's interesting that you would say that they would say you have their back, and what does that result in?
00:40:09.782 --> 00:40:11.463
It has them having your back.
00:40:11.463 --> 00:40:14.766
It's funny how, when we commit to people, how they just would follow.
00:40:14.766 --> 00:40:23.052
Following is more about committing to them, but I think there's also something.
00:40:23.052 --> 00:40:23.414
This is something.
00:40:23.434 --> 00:40:27.211
I think there's a balancing counterpoint to this is that I've been so employee-focused that I've put their needs above the company.
00:40:27.211 --> 00:40:42.367
I've done that by accident, where I'm like, well, they're working hard, I'm going to give them more money and I don't know my numbers and I actually take us into an unprofitable state because I'm trying to be in that decision matrix.
00:40:42.367 --> 00:40:43.713
I'm putting them above the company.
00:40:43.713 --> 00:40:53.717
So I think part of the stability that you create is that the priority is that what's best for the company than the employees, because those things have to be done in that order.
00:40:53.717 --> 00:40:55.637
So I think that's interesting that they would say that.
00:40:55.637 --> 00:41:01.242
What would you say are your favorite aspects of your team?
00:41:01.242 --> 00:41:05.833
What would you say that you love most about the people and the leaders that you get to work with?
00:41:06.416 --> 00:41:13.494
I think it's just their willingness to not follow, but willingness to all right my ideas and things, their willingness to jump on board and go.
00:41:13.494 --> 00:41:17.213
So as we're rowing the boat, they're all rowing the same direction, if that makes sense.
00:41:17.213 --> 00:41:17.934
So that's.
00:41:17.934 --> 00:41:20.481
I think that's a big one for me.
00:41:20.481 --> 00:41:20.971
They're all in.
00:41:20.971 --> 00:41:24.097
It sounds like they're all in Pretty much as far as I know.
00:41:24.097 --> 00:41:26.422
Maybe somebody's not all in, but I think they're all in.
00:41:26.422 --> 00:41:27.023
So you know.
00:41:28.871 --> 00:41:31.219
They've convinced you if they're not, they've got me fooled.
00:41:32.070 --> 00:41:37.302
And what really matters at that point, because if they've convinced you and you feel that that's great because that says a lot about them.
00:41:37.302 --> 00:41:49.233
That says a lot about them that they are the type of people who are willing to put their shoulder to the wheel and push and just make it happen, that's amazing.
00:41:49.233 --> 00:41:50.054
Yep, yeah, well, I love it.
00:41:50.054 --> 00:41:52.476
Well, listen, lance, it has been a joy to be with you.
00:41:52.476 --> 00:41:56.380
This episode has covered so many wonderful aspects of leadership.
00:41:56.380 --> 00:42:00.304
What would be some top book recommendations you would make for our audience?
00:42:01.545 --> 00:42:04.873
So who, not how, who not how for sure.
00:42:04.873 --> 00:42:09.452
And that's going to coveruts not only in your work, that's going to cover gamuts in your personal life and all kinds of things.
00:42:09.452 --> 00:42:11.759
I mean from your lawnmower to your and all that stuff.
00:42:11.759 --> 00:42:13.793
I'm serious, so that's a great one.
00:42:13.793 --> 00:42:17.161
Um, the one minute manager is good.
00:42:17.161 --> 00:42:20.384
If you ever read that one, that's a great book.
00:42:20.384 --> 00:42:21.985
Um, simplifies things down.
00:42:21.985 --> 00:42:33.592
That one probably impacted our leadership group a lot and they all took away from that and started implementing those things in their own clinics and it's, yeah, that's a good one.
00:42:33.592 --> 00:42:34.735
So that's I would.
00:42:34.735 --> 00:42:36.722
Let's go with those two for now for sure.
00:42:36.722 --> 00:42:39.682
One Minute Manager and who, not how for sure.
00:42:39.682 --> 00:42:44.880
For those there's some other financial books that are real boring, but I recommend but yeah, and then 21,.
00:42:50.710 --> 00:42:52.353
If you're a John Maxwell fan or not, the 21 Irrefutable Laws of Leadership.
00:42:52.353 --> 00:42:53.235
That's probably a little sidebar here.
00:42:53.235 --> 00:42:58.793
If you guys, I got a second, that's probably that's the very first leadership book I ever read in my life, and that was.
00:42:58.793 --> 00:43:08.235
I read that probably 20 years ago now because I was a young, new graduate, got out of school looking for something to do, looking for ways to make money, and I got involved with Amway.
00:43:08.235 --> 00:43:10.597
So no way right.
00:43:10.597 --> 00:43:17.197
So I never made any money with Amway at all, but the leadership stuff they taught me probably propelled me to where I'm at now.
00:43:17.197 --> 00:43:19.157
So that was kind of the start and foundation.
00:43:19.157 --> 00:43:27.514
So that was one of the first books I ever read for leadership and I've read it like four times since then.
00:43:27.514 --> 00:43:29.324
So people that are watching this are thinking do you think I'm an avid reader?
00:43:29.324 --> 00:43:30.349
Not avid reader, I'm a good listener.
00:43:30.349 --> 00:43:34.710
I like to do most of my stuff on Audible so I don't want to sit down with a paper book using read too much.
00:43:35.233 --> 00:43:42.215
Yeah, it's funny how people I think that's a key thing, rockstars, I want you to hear this is that people forget that everyone learns differently.
00:43:42.215 --> 00:43:45.699
There's a guy by the name of Gary Vaynerchuk, gary V.
00:43:45.699 --> 00:43:48.824
He's a huge, successful influencer business.
00:43:48.824 --> 00:43:50.876
His big thing is social media and marketing.
00:43:50.876 --> 00:43:53.619
He's like the world's greatest at it and he was on stage.
00:43:53.619 --> 00:43:54.916
He's written like all these bestsellers.
00:43:54.916 --> 00:43:56.135
He's like I wouldn't read my own books.
00:43:56.135 --> 00:43:56.737
I don't read books.
00:43:56.737 --> 00:44:01.956
I don't even think he listens to Audible, but it's like there's people who have to read the books.
00:44:01.956 --> 00:44:03.476
There's people who read and listen.
00:44:03.476 --> 00:44:10.945
There's people who watch videos, there's podcasts it doesn't matter, but the idea is to just be doing something there.
00:44:10.945 --> 00:44:33.800
As a side note, people who probably don't know what Amway is Amway was the mother of all multi-level marketing schemes and I once sat on a plane, lance, where the guy next to me had jewelry on his hands, like he was like an old king from old England, like he just had these giant and every finger and stuff.
00:44:34.351 --> 00:44:35.594
And he was an older guy at the time.
00:44:35.594 --> 00:44:43.940
For me I was probably in my 30s, he was probably only in his 60s, but he felt older to me and he just had all this jewelry like almost like so pimped out.
00:44:43.940 --> 00:44:44.481
It was crazy.
00:44:44.481 --> 00:44:47.998
And he just started talking to me and I was like, so what do you do?
00:44:47.998 --> 00:44:54.851
And he's like I just get degrees, I have five doctorates and I'm like really, he's like, yeah, I was one of the third guys and one of the first guys in Amway.
00:44:54.851 --> 00:44:56.911
Yeah, he just made so much money.
00:44:56.911 --> 00:45:06.521
But anyway, like that's kind of a worthless story, but the idea being that, like you, you took those 21 principles and have been applying them and growing them, so I think that's an incredibly useful tool.
00:45:06.521 --> 00:45:09.063
It sounds like it really impacted you For sure.
00:45:09.885 --> 00:45:10.045
Yeah.
00:45:10.824 --> 00:45:11.085
All right.
00:45:11.085 --> 00:45:12.507
Well, dude, thank you so much for being on the show.
00:45:12.507 --> 00:45:16.599
We're definitely gonna have to have you back and do an update on these new locations that you're building out.
00:45:16.599 --> 00:45:19.458
And yeah, man, thank you so much for being on the show.
00:45:19.458 --> 00:45:20.121
Thanks, Will.
00:45:20.923 --> 00:45:21.326
Appreciate it.
00:45:21.550 --> 00:45:22.653
Appreciate it.
00:45:22.653 --> 00:45:23.898
Thank you for listening, Rockstars.
00:45:23.898 --> 00:45:37.735
And if you're one of the many medical professionals and leaders who have had it dealing with the drama of hiring and training people that you think are overpriced, then let's think about how virtual assistants can offload you to do what you love, which is changing people's lives.
00:45:37.735 --> 00:45:41.563
In the show notes there's a link to jump on our calendar so that we can show you why.
00:45:41.563 --> 00:45:46.579
Linkedin shows that virtual assistants is the second fastest growing trend in healthcare, next to artificial intelligence.
00:45:46.579 --> 00:45:49.434
At no obligation, we'll see if this is a fit for you.
00:45:49.434 --> 00:45:50.898
I hope to talk to you soon.