Dr. AJ Rubano from Total Vitality Medical Group Featured on The Business Happy Hour

Dr. AJ Rubano from Total Vitality Medical Group Featured on The Business Happy Hour



let's get started here today's model see many of you may have gone to college and uh maybe you went to a state school you went to an Ivy League school and let's say you came out and you're a doctor or a lawyer or you hold some other high level professional degree you decide to join the work force you have to decide where are you going to work are you gonna get a job with a big firm you're gonna get a job in a hospital are you gonna think about going out on your own and starting something all by yourself how many people have asked themselves this question how many of you are sitting in your office right now holding these degrees but wondering why are you not as successful as the next guy you know my parents told me when I went to college that I should become a doctor become a lawyer because that's where the money was that's that's what I had to do but how come you're sitting in your office right now and you just don't feel like you've taken it to the next level you don't feel like you've accomplished everything that you thought you could how many of you look back at your parents and say man I wish I had gone into sales or or something else my buddies over here selling uh viagra and he's making millions of dollars I'm and I'm sitting in the in the office you know running reports for the big dogs and the big partners well our guest on today's show he told me something during our interview that he received some advice many many years ago it really really resonated with me and I'm probably gonna butcher it but he don't let him fix it but he told me that when he was going through I think school or shortly afterwards he had someone that he looked at as a mentor tell him you said you know when you get out and you have this degree when you become a doctor you have to remember you're not just a doctor you're also a marketer you're also a businessman you're in business for yourself in order to take it to the next level you have to understand that you're not just holding that license you're also a Salesman and with that said I'm gonna tell you who our guest is today it is none other than dr. AJ robot oh how are you doing AJ hey I'm great this morning Frank how are you doing great doing great thank you for coming on on the show we were introduced to dr. Roboto here by Rick and dr. Roboto he's you are way more than just the doc than just a chiropractor he has 14 offices across nine counties here in the state of Florida that right that's correct yeah most of more here in the in kind of the Tampa Bay tri-county area the tri-county area which I rock that's the area that aren't that are broadcast it's is the strike County area and dr. Ravon oh he impressed me you know when we first talked on the phone you know I thought I was just honestly I thought I was just talking to a regular chiropractor you know just just a guy that's all you did was crack backs but when we started talking business I found out dr. Romano has written a couple books which we were going to get to later in the show I haven't even had a chance to read over what they are yet but we're going to talk about the books and we're gonna talk about your story how you got into what you're doing right now on the screen if you guys are watching leave it looks like it's your entire staff we've got on here all the different chiropractors I imagine throughout the different office is important right absolutely yeah you can't do what we do without a great team of people you know both from the doctors side and back end you know we have a tremendous team that allows us to do what we're best at doing great great all right well we're gonna we're gonna get right into that and make sure my clocks are working up here today yes so where did you uh where was your first office so I actually started practice in 1993 I know I look like I'm 12 years old but 1993 back in New Jersey about hours practice was in Monmouth County New Jersey actually practiced with the guy who was my chiropractor when I was in high school and when I graduated from chiropractic school he took me on as a partner Wow and then when you came down to Florida where was your first practice in your office there sure so I started in Florida I got tired of the cold up north I had to come down here I could play some golf and be around people that were maybe a little bit more energetic and positive so I went down to this Southwest Florida I started in Fort Myers nice okay tell yes tell us your story how did you how did you decide to be a chiropractor and what you know what brought you into it I mean obviously the warm brought you to Florida which is great Fort Myers is a great area to start in but give us a little background what made you do what you do absolutely so you know I'm totally passionate about what I do and I've been practicing 26 years down it feels like I've been practicing two weeks when I was a sophomore in high school baseball player suffered some injuries and I had a had a condition where I would throw me about an inning two innings my right hand would go numb so the traditional methods that the athletic training staff sent me to involve cortisone injections and maybe even potential surgery my father actually was a school teacher and he met a chiropractor at a job fair in his school he introduced me to the chiropractor he adjusts me a couple of times the numbness stopped and I was able to continue my baseball career so I realized if I wasn't going to be good enough to play baseball professionally I needed to do something like that so I knew that's a sophomore in high school believe it or not that's what I wanted to do ah that that's very rare did anybody knows I mean I don't think I knew what I was gonna do until about a junior in college I was way out of their way out of college and even still I never thought I'd be a roofer so but it you know I think it's interesting that I you know when you just basically decide to be a doctor bow and what most people do is they they go and just they they have one office and I think it's tremendous that you viewer you you had the intuition or at least the knowledge or the so I'm pushing you to do multiple offices because that's really hot you know that's how you'd be successful in the world if one office is great but more is better scaling and that's what we want we want to focus on tell tell us a little bit about the person who gave you that advice you told me in the pre-interview who was that person they gave you that advice that I think ultimately led you down your pack sure well actually when I first started practice and I had the the ability to attend some a lot of consider education so I'm in a chiropractor by the name of CJ Mertz and CJ the exact quote was basically you know you are a chiropractor you're not just the chiropractor you're a marketer of chiropractic services if you want to be successful you have to learn how to promote yourself because you could be the best doctor in the world but if nobody's walking through your office you can't help anybody so you can't feel bad about building a business you have to realize that's a part of what you do if you want to be successful so you know I give CJ a lot a lot of credit for that and of course I've had other mentors along the way but that was really the first person that gave me this mindset that I had to look you know forward to doing other things in just adjusting or just manipulating I had to look at the business side a little bit more say I don't think you've read something up Craig because I think that it's one of those things where you did it you know I mean I think it's a lot of people out there sitting in their seat going how do I get bigger how do i scale and you did it I think that's what we need to you know focus on like how did you do it you know what was your key key things that you did that made you become what you are today so what so as soon as we get we're gonna take a break in about a minute as soon as we get back from the break we're gonna go into exactly what Doug same rift we want to find out first you started with one office office obviously right we don't the listeners to know what brought you from that one office to the second to the third and you've told me a little bit about how you guys offer different services not just chiropractic I think that's part of your equation that you figured out a niche that others maybe haven't done but when we get back from the break we're gonna have dr. AJ Romano here telling us how he went from Steph a to step B and ultimately to 14 offices across nine counties here in the state of Florida 26 years and you're right you do look pretty damn yeah you can find them at www.totalperformancept.com today's show we want to talk about scaling dr. Ruben oh you've done something that so many people in business never get a chance to do I mean Doug and I have been in business 20 years now together I mean I now have two offices which i think is amazing but I'd love to be where you are I mean 14 offices nine counties you got some great advice back in the day from CJ right given CJ credit over here another chiropractor that you met telling you that you you are just as much a marketer of your chiropractic services as you are a chiropractor so tell our listeners how did you how did you go from one office and where did it all begin tell us how to start the scaling process sure so I give you a little bit of background so I when I was practicing in in Fort Myers you know always had the kind of really strong work ethic and I always believed my father taught me for me I guess you need to treat people like they've never been treated before you need to create an experience so through that experience actually I had this one hotel that would have business travelers come in and a lot of times I'm gonna get a call eight nine o'clock at night and I would always come in and see those business travellers in the hotel they appreciated that so they actually got a professional baseball player who's just actually gotten elected to the Hall of Fame was a patient in there or was a client in their hotel he says listen I need a great chiropractor as anybody could recommend they call me it was actually the day before my birthday was February 22nd and they called me since we have a guy his name is Jim Thome he wants to know if he'll come in and and you'll see him you know anytime today or tomorrow said tell him to come right in our meeting but the office is about nine o'clock at night so I met him at my office nine o'clock at night Jim and I became great great friends and he actually end up playing an extra year in in Minnesota because the fact he was approaching 600 homers and he said you give me the best chance to get there because of the way you treat me I actually would treat him at like 5:30 a.m. every day during spring training he wanted to be ready before he went to the fist to the to the complex for the twins hat which was right at the street from my office and so when Jim then after you to 600 Homer the twins traded him to the Phillies and I didn't know anybody in clear weather Jim says I need you to send me to somebody and clear weather who practices like you and as a result of that I referred him to total vitality medical at the time total vitality had four offices I referred the total vitality I became great friends with one of the one of the partners one of the owners whose Axia another mentor is my best friend his name is dr. Brian Wolstein and so dr. Wolfe soon I became great friends and as we talked more and more we realized he had strengths and I had different strengths if we put those strengths together we could open up many more offices than we had so Brian invited me out in 2015 to come up and to revamp his tamp office which was kind of struggling had been there about six years and he said listen can you come and infuse your energy and what you do into our Tampa office and perhaps doing that you know we can then start to scale out so the tamp office we took from the year before I got there grossed about 160,000 last year we grossed over a million dollars and what we did the following year as we saw that the the processes we had in Tampa that we were putting in place we then said you know what there's an opportunity in Sun City let's look at Sun City so we found a physical therapist and that's really our models to find different practitioners within our field so we're multi-disciplined we do chiropractic physical therapy and medicine within our four walls and so we found the physical therapists who you know was struggling in her practice we brought in our model myself as a Cairo we brought in an MD and then we took that office and then built that office up in about three months time it was profitable and then from there we had another young associate that said listen I'd like to do something so we then opened Wesley Chapel and then we opened Lutz and then we went out to Orlando and open one in downtown Orlando and then st. cloud and and so we've progressed Springhill all those areas since then but it was really once we saw that our model worked and we could streamline the process we could actually Lily open up an office in about two weeks July let's break that because I think a lot of business owners don't understand streamlining the process what type of steps did you guys do in order to do I think II things that I took away from that and what our listeners need to take away from them as well is that you know and I have central for longest times customer experience customer service do to say say what you do I mean that's so key in any business and you know I don't want to say Florida's lacking it but I find a lot of business in Florida don't do that I mean you just showed a my wife and I email a company to try to get quote it's been five days we haven't on the quote it's like it's so simple just to just do it you're supposed to do and you be successful most people would be successful they just do it the same say what they do yeah that's what they say that's huge so it sort of takes a taking that you guys obviously you focus on customer service and in doing this and did you crazy you guys sit down and put together a business plan and say this is how it's gonna go these are the employees we need give us give us some of the elementary steps could you guys stop sure absolutely and just to hit on what Doug said yeah you know our our thought process is that our culture always supersedes the systems in other words the culture that we have is a practice deaths are our underlying genetic code of what I think makes us successful so we can you know we look for people who match or line up with our culture you know you could always find great practitioners or great front desk people that may have great skills but if their their attitudes and mindsets don't lap with our culture we don't hire them because we find that in that customer service experience we have to have people who who are true to their word who are extremely caring and who are always willing not this they go the extra mile but I always say go the extra inch you know what just that extra inch doing that one extra step that helps things you know work out in the benefit of the person that you're working with so it's a habit that that that I've actually learned from from a group that I'm a part of called BNI it's called givers game you know when you give to others they're going to want to give back to you when you make that first step it's the law of reciprocity so that's the underlying I would say aspect of our culture so with that in mind we go into a situation or a practice situation say okay so these are what we need to and that will take that Sun City example we had a physical therapist we had a great physical therapist we needed we needed a chiropractic physician we needed a medical physician and then we needed support staff so immediately we we are in line to find all those different components and then put them in place and because we know you know how quickly we can bring in business you know our big thing is we never go to an area where we only have one or two referral sources we need to have three four five six referral sources plus some of our own ways of generating businesses just off of our own attributes you scoping out the area first much like a restaurant would go and do market research to find out if people are gonna eat that hamburger yeah you have to have your your figure in that okay absolutely and I would say in some degree we have an unfair advantage because a lot of times before we go to an error we already have strategic partners of ours saying do you have an office here do you have a location here or do you know somebody you can refer me to out there so after I start to get that four or five or six times you know we're saying why are we referring when we could just open up and that's that's our spot they already know how we're going to handle people and how we're going to treat people so they're much more comfortable with working with us God guys guys that's dr. Ajay Roboto Ruben oh talking to us about scaling the business and the unfair advantage which is true but that's not necessarily an unfair advantage it's it's just good business you're thinking ahead and knowing that there's an opportunity here we're gonna take a quick break here on the business happy hour don't forget if you guys want to call in well you're welcome to any time during this show and when we get back we're gonna talk scaling your business with dr. AJ Roboto in studio we have dr. AJ Romano and we are talking all kinds of things we're about to get into scaling that your businesses dr. Romano came down from the north the cold north into a sunny Florida actually because he had met a baseball player right and the baseball player needed he came down here got traded and needed some help in you you got you referred him to someone and the rest was history you guys now have 14 offices across across nine counties here in the state yeah I think one of the you know things your lesson you talked about was you know processing culture I think that's something a lot of people don't think about as much as they should you do have you know you have people working closely together so you have to have a new culture but you also have a good process to I mean your business can't run and function properly about that so so Doug of all the guests we've had on I feel like that's a repeating theme culture culture remember Chris Ariel yes Oh restaurants are huge with culture oh yeah but even process I know a lot of people on businesses don't even have a process right you know it's just why I buy I see their pants and that's when you as you scale that process is you so you should have a process but if you don't have a culture and that everybody doesn't buy into then the process won't work and I wanted to ask dr. vato you know what happens as a business owner or have you experienced this as a business owner you know you've got the process everything's perfect you've got that really hard worker but he's just not buying into the culture he's not going like you said the extra inch we always say the extra mile but even an inch goes a long way what do you do with that employee do you keep them do you move them or if they're not in the culture is it just that you can't have so you know in my experience it's it's it's unusual it's rare to get somebody who's not buying into suddenly buy-in I mean I'm always the you know type of person who believes you know second third opportunities so you always do your best to try to bring your person you know around to your way of thinking the company's way of doing things but ultimately you know if somebody's there you know you know I it's like a good sports team right if you have somebody on that team who's a cancer you know you could be the greatest ball player but if you don't have that synergy you're not gonna win a championship so I don't want to finish just in first place I want to win championships you know lives depend on what we do you know people's health depends what we do so ultimately if they're not buying in and relatively short you can you can usually tell pretty quickly it's a lot easier to teach people the processes that it is to teach that they were change their attitudes sometimes it's just ingrained yeah it's funny you bring out the sports analogy because my business partner and I we always talked about our team you know we have a team and like so right now we have you know a bunch of crews and we have one crew that just just not they're not on they don't feel like they're on the same team so we're eventually unfortunately on the last job now we're gonna let them go because they're just our team isn't working well together it's not one of those are hard workers yeah they get it done exactly but that doesn't always matter right right that's a great point it's just so fun I never would've guessed in a million years that dr. Romano would have brought up culture yeah everything we talked about but that seems to be a common denominator amongst every successful business and I love the analogy I think you were thinking about the lightening when you said that analogy I know I was you said you could be number one but not win a championship yeah you gotta win the championship finishing first doesn't matter if you don't win the championship you know that's what that's what it's what it's all about you know I mean I will say you know it's interesting that you asked that question because I had brought I brought on a new staff member about seven months ago and I had a young lady who was there before her who-who was excellent at the nuts and bolts of the job but when it came down to how she treated people and her general attitude it never lined up with our philosophy you know me I'll stay in the office till midnight I can't have employees who want to run out at 5:00 p.m. right now if we if if there's an emergency we stay over we stay late or not and I'm gonna give a just give a kudos to my my office manager Lucia who is has really helped transform our office and I've literally seen us go from seeing on average between 30 to 40 patients per day – seeing yesterday I saw 73 Wow and the great news is nobody waited because of those systems and processes we have in place so you're not waiting for hours and hours now the typical doctor's office waiting you know hour and a half later yeah yeah you know my dad always told me he says you know you reap what you sow I hate waiting in doctors office I won't wait for a haircut I'm not no so I hate waiting doctor's office I don't think my employee or excuse me of my patients deserve to wait because their time is just as valuable as mine yeah they've got to go to it to the to their job why is my job any more important than theirs I can't say many times I have water in a pediatrician office I have a pediatrician office with two other people up in Dade City and I insisted that we hire a an office girl I was like one of my biggest things that I pushed I'm like we need somebody only only six patients right now I don't care if you have to get on 200 you gotta have somebody to greet them somebody do the paperwork and somebody to get a movement but now we have we're number one in the UH previews we're number one on the Facebook review and we've only been open a month and we're great so it was something that I really put some money I actually talked to Frank about it I talked to talk about it about it and Punky about it but yeah I know it's you especially in the doctor's office yeah this pediatrician I can't tell you how many times I've walked out of the doctor's office well I've done it all right now I'm usually when you get to Val about 3045 minutes okay well I'm just as important as you I got to go but Lucia and I know exactly what you're saying because when you go into and forget doctor's office a lawyer or whatever it is mortgage company if the person upfront is not positive and doesn't give off a good vibe you just don't want to come back I think more doctors lose patients because of what happens when they're not in the room with him than when they're in the room with them yeah oh now I'd agree yeah cuz I mean look when the docs in the room the doctors doing his job you know you're gonna trust him whatever but it's how you're treated by everybody else do you want to come back and stay with any business buying a car going to eat matter of fact it's totally a slight side topic here we went to a we went to go to a breakfast restaurant on John's past last week they're supposed to be the best breakfast on the pass and I had never tried this little tiny place and we walked in with a party of 10 and lady was just rude to us wait outside tables not ready in my kids and all wanted to stand in the air conditions who understand their respectfully she's like I thought I told you to wait outside we're like see ya and you know I never write bad reviews I never have time for that crap but I got down and sat down at the next restaurant and wrote a bad review good I mean it's it's terrible you know you can't treat somebody like that after that and expect them to come back especially something simple as practice so stick with the treated people right culture can't agree with you more on culture that's something I've been trying to institute in my business and watching out for the virus I love that you use that term as well business owners need to understand what that means that that means someone who does not follow your mentality doesn't matter how good of a job they do if they don't follow your mentality Sarat viruses cancer cancer cancer spreads it's very very hard to to fix that in business unless you literally cut it right out so dr. bono you guys did this I was going to ask you if there's ever a right time for business owners to scale I feel like your answer was you recognized the right times by the people asking you is that right absolutely yeah I mean ultimately you know I've always wanted to be more than just one office but timing is everything certainly and understanding you know you don't want to just do it without a plan in place I think I think he also said you know one thing I take away is that it's a you have them a well-oiled machine right or you can replicate it you know if you don't have well machine if you're having issues the here and there I mean it's hard to replicate that because you're gonna have the same issues when you go to the next one but when you have one office versus 14 offices you better have a very well annoyance you have the exact same process throughout all the offices yes every office is you know I mean we're not a franchise you know we're all you know corporately owned you know with multiple partners so but ultimately we go to it with that franchise model in mind you know if somebody walks in you know we have systems in place so if I walk into my Wesley Chapel office which I haven't treated a patient at Wesley Chapel since we first opened it you know we got that run in my partner dr. J Laurie Ensor was an amazing doctor runs that office and has it going so well but if I walked in tomorrow and J was sick I could literally pick up the charts and treat and just walk in and handle that office as if I handle my tampons which I'm at you know three days a week so absolutely having those processes in place makes it easy just to do the next one and we train our doctors in that you know we get under the wing when we open up a new facility I'll use you go there and I'll be with them for a couple of months or my partner dr. wolves team will go there and we will really mentor them I mean I think mentorship I can't even even remark on that enough how big that is because I still have a mentor and it's helpful for me to have a mentor but it's also helpful for me to mentor somebody else because it helps me even fully more ingrain that process into myself so we passed that on so now dr. Laurie ends my mentored he mentored our doctor in Orlando when we started that practice so it's kind of a continuing think we're passing the torch so having those key people are essential as well you can never do something like this on your own you need to really understand those other key components know now would you say your process is ever-changing or is it you know it's pretty much you've perfected now or if you already constant Charlie vamp it that's a great question you know when Brian and I started our first entity together because we failed to mention we attempted to start a practice in Orlando we did it with a medical doctor who hadn't who had did that physical therapist in F Cairo and was was only making about $4,000 a month actually losing money we went in and we took that practice from about $4,000 a month to over 50,000 a month in four months the only problem we did is we didn't we didn't have the process correct and she actually embezzled the money and we were out so but what we learned from that is okay we need to make sure we have all of our bill owns all of our systems so we control the whole process every step of the way now so absolutely we we're you know if we find something that works we stick with it if we find something that doesn't work we dump it and we say okay what can we do that's a better solution for this so you actually you know you're always in flux you have to always be looking to change you know what you're doing if it's not working great point for all the business owners if you missed what he said number one as successful as they are they still come through a trial and tribulation some sort of failure it's what you learn from that that makes you the better business owner there was a quote I thought recently it was a bad times make strong men good times make weak men and that can be translated to business if you don't fail you'll never know what it's like just truly succeed so great great quote there how much time do we have before our next segment for 30 seconds alright just double check in here so when we get back we're gonna do the business tip of the week here with dr. AJ Roboto and don't forget if you guys want to find him it's act 2 act dr. AJ are on Facebook Twitter and Instagram or the website total vitality medical calm and don't forget if you're looking for a good photographer Ric visuals calm that's riptile SATA we'll be back with a business happy hour in just a minute hey guys welcome back to the business fer here on nine seven so i remember too much bought in studio with dr. AJ Ravana you can find him at total vitality medical or at doctor a junior that spelled out doctor a.j are on Facebook Twitter or Instagram guys it is that time we are in the final segment the show is going extremely fast here on the business happy hour we are going to do the business tip of the week and in true fashion we're going to let our in-studio guests give the business tip of the week this week so let's listen to dr. AJ rubato so my business tip of the week is this you know we've always been taught that we need to have people like us or to be interesting but I found out that if you let people know that you like them that you're my most likely to be successful so make sure that your customers your clients your patients know that you genuinely care about them and when they know that you generally care about them they'll trust you not only with their health with their body but with their business that is a great point it's like we talked about it's like having two years in one mouth so you don't want to listen listen is the key I mean most people wanna just talk talk talk but you really need to listen to your clients I haven't heard that since I was 10 years old my dad used to say that you have to I think I think too many people in this world when I when you meet them first they all you want to talk about themselves right I think that you know you Colette you want to I like to hear people have to say you I don't like just talking talking talking so it's two main narcissist in this world it's just better just to listen sometimes so yeah in a business especially I love that business tip of the week so you guys heard here that's a dr. Ajay robando telling you listen well as a salesperson I mean you've technically want to listen to what your clients want and what they need so I mean that's just that's just key to being a salesperson in general that's a good point and I'm one of the listeners to take away from this if you're a professional out there if you're holding back doctors license or legal license a law degree something like that and and you're sitting there working for somebody you you have oh guys you can you can get out you can do it on your own you have to take the advice that CJ gave to dr. Ruben oh I got to meet this guy but it said that you are a marketer of your services you're a marketer of your services you're a Salesman you're not just a license holder and if you want to be a license holder then you're never going to be successful in business speaking of success this happens it happens so often when we have successful guests on the show you guys bring books and I had no idea in all of our pre-interview is that you're a published author and I just got a chance to learn about the books here recently you've got two of them and you brought them in and put them on the screen here Oh Gary's already got him on the screen matter of fact you can buy it on the Amazon right now through Gary's Lake it's the first one is shake off the snake shake off the snake and this one I'll let you tell us a little bit about this this one is about when you got into business or your beginning your life was overcoming fear and anxiety right correct yeah a lot of people think that you know people are successful they're just born that way and ultimately I found that that you know life comes at you hard and I was 19 I was you know it's already out of my house I was married I had had a little daughter became a single dad about age 20 and had that kind of help raise her you know for about four years and you know it presented a lot of challenges and on top of that you know going through school and I was diagnosed with type 1 diabetes at 21 so all those different things kind of came on and you know what I had so many people saying oh you should do this you should maybe take this medication to do that I said all the way I just had to dig deep within and figure out okay I can overcome this and that's really what that book is about it's about overcoming obstacles overcoming anxiety and fear and even when you're afraid just he'll still take action steps that is that is great advice in the name of the book again is shake off the snake making the shift from where to warrior making the shipping way we're you're the warrior you know when you get weary you know they say don't be weary in well-doing so it's making the shift from weary rewarding weary warriors it's probably better if I read these things before I actually say oh and then we have a second book that you've read now this one is is the culmination of a lot of your knowledge this one is called up be due and have maybe daily attitudes affirmations and actions that lead to uncommon success tell us about this book so you know I learned that that to be successful in life you have to have great fall processes and you also have to have great action you know one or the other you know you're gonna lose incrementally I always like to say that attitude times action equals success so this book really just deals with you know making positive affirmations having positive thoughts but then putting those thoughts into process into practice and that's the only way you're going to ultimately be successful you can think and maybe Grow Rich or you can think be doing half and Grow Rich is really the way I like to put it so there are so many I remember the term we used to use there's so many cow millionaires out there guys who sit down and come up with genius idea and some of them are seriously good ideas but if you don't affirm yourself and then take the action you will never find the success having a positive mentality and being positive all the time is great but like you said if you don't put the action in place right and and by the way if you're a business guy let's say you're busy and you have a you know not a lot of time but you have some really good ideas guys hire somebody find the right person to take these actions for you or find the right group to be involved in right and that's another good things we talk about partnerships in business a lot of times that's a good thing for a partnership it's one guy has the the idea the other guy knows how to implement and that is very important in all aspects of business and life is you have to be able to take the action then the idea without the action is nothing but an idea you don't make any money on it so doctor Roboto it's been a great show having you on today it's been my pleasure being here I'm super excited to be here and hopefully everybody's gotten a lot of value out of what we've to say to it absolutely absolutely I know I have and Doug has as well you know I want to leave all of our listeners with a couple thoughts here and that's you know hiring the right people that having the right culture that's a big thing that dr. Roboto brought up to his culture culture culture that's something that almost every successful business owner that we have on the show likes to emphasize no matter if you're a restaurant tour or a doctor or a roofing company or a mortgage company if you don't have the right culture and you're never going to have success with your employees and you know all of us have that employee that fits the bill and all the aspects but doesn't find the right culture and you have to be able to take the action to do the right thing whether it's keep them or move them some of the other things we talked about was making sure your marketing your own services what was the guy's name again we gotta get CJ Murch CJ Mertz and then how about your in your employee we have a couple extra minutes let's let's give her another shout out because I love it you said you went from 40 custom 40 patients to 70 because of her attitude absolutely well you know she's a big big part of that that's a Lucia Franco Estrada but we also have a great team in my office at Christie currenty Steve Harvey Sonya Seale Ellen Devine Wanda Speer these are all great great part as far as you know that that you know we're a team I don't ever see there's never a boss/employee relationship we're always you know we are team members and teammates we work together to bring people the best experience well thanks again for coming on the show guys if you need to find dr. Ravon oh you can check them out at at dr. AJR and that's going to be a doctor spelled out a gr and Facebook Twitter and Instagram or total vitality medical comm thank you again for coming on the show with us yeah thank you so much absolutely we'll see you guys next week on the business happy

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