Health of Business, Business of Health

                                         People Are Assets To Your Business

Look at a set of financial statements.  Where is payroll? Is it under Assets (items that produce)? Is it under Cost of Revenue (direct cost that create revenue)? No, more often than not, it is located under Overhead. It costs us, the business owner, to have people work for us. It is often the highest amount, and other than our direct cost of revenue, the greatest impact. Owners often grumble and complain how they themselves don’t receive fair compensation for their energy and effort and when attempting to adjust their costs payroll is often the one area SLASHED first.   

We have never felt comfortable with staff being overhead.  People are not overhead; they either make money (operations) or save money (administration). Yet, why is it whenever a company gets into trouble, the people are first to go? Because they are the biggest figure on the statement.  It is often believed that by eliminating the biggest overhead number (payroll) the problem is gone. WRONG. Eliminate the payroll and the solution is gone!

People are assets, not liabilities or overhead.  People should be identified as Assets on the financial statements. They increase the worth of the company. And more importantly, unlike Fixed Assets, which depreciate in time, they appreciate. The more investment in training, coaching and motivating, the more valuable an asset an individual becomes.

Numbers represent only a series of events, not true value. Yet we look at people as overhead, as costing us money. Nay, we say before you rid yourself of the solution; take a look at the other assets first. The system, the machinery, the process, all of which (erroneously) are believed more valuable than a person.

Granted there are times, when a person is not an asset, but unlike any other asset, if it doesn’t produce effectively and efficiently enough it should be replaced. When you are going through any crisis, it is the people, your team that gets you out, not a machine, or a system.

Redefine your Financial Statement, Identify your team as assets, for they truly are assets. Take the time, energy and resources to allow the greatest asset of any company to develop. Through doing this you create a win-win environment.

Dick Thom
Andy Bealnger

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The Principle of the Ladder

I (Andy) would like to share a story with you.  This story is one that changed my life, and I know it can have a tremendous impact for you if you truly ponder what it says.  In the early days, while working on the H.E.R.O.’s project with my father, he and I often disagreed and heated debates usually ensued.  During one of our numerous sessions, my father looked at me and interrupted my tirade by asking, “Why do you want to argue with me all the time?”  I cannot recall my exact response, but looking back, I can ensure intelligence was not included. 

What he said profoundly affected me. “Life is like a ladder and through time we attain experiences and wisdom which move us up that ladder.  Why do you want to climb the same ladder I have climbed?  Why don’t you take what I know and start your ladder from where I am and take it to a much higher level? That is what entrepreneurship is all about.”  He became silent waiting for my comment.  I did not have one. 

He was 100% right.  It is an important step in succeeding as an entrepreneur.   It is written in many ways, in many books; but too often, we are too busy struggling with climbing our ladders that we rarely see the gift that truly surrounds us.  The both of us at HBBH have continually learned from others who are at a higher level on a ladder in their field than we are. Think about this and really ponder it.  Success is traditionally explained as you alone with a survival of the fittest philosophy; nothing could be farther from the truth. We encourage you to surround yourself with as many experts and mentors as possible so you will be able to acquire the knowledge and success you would not be able to achieve in 10 lifetimes.

This gift is the foundation of our journey.   It is our gift to you. Take what we share and propel yourself to greater heights.

In the spirit of our HBBH mission, share this gift with as many of your clients and colleagues as possible, for it will truly make the world a more successful place to live.

Andy and Dick

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Needs. vs.  Wants

After years of frustration, we have come to understand with regard to marketing ourselves, there are two specific issues to be looked at after ensuring the human element is addressed.  Every marketing strategy must deal with two important concepts. 

                                                                    Needs                                               Wants  

Many have argued that they are the same and can be interchanged.  We agree to a point. Let's examine the two from a HBBH perspective. One of the more common mistakes when developing a marketing strategy is our assumption to address what people need vs. what they truly want.  We do a demographic study, identify population dynamics, do a financial feasibility study and voila, think we have the answer.  All the proof in positioning the business can then scientifically justified.  This is a serious error with many marketing strategies, as it doesn’t provide a complete understanding of the market.   Just because the data states scientific potentiality for possible business success, doesn't mean it will.   People’s mindsets and beliefs (often influenced by trends) is the foundation in deciding whether to buy something or not. 

People purchase based on perceived wants, and many of us market based on perceived needs.  We need to change our focus, find out what people want, what they are willing to spend their money on.  It often doesn't matter what you feel or sense they need, a person usually purchases based on a current desire, or want. 

Fact is, most live for today, and purchase accordingly.  What can you do for someone today, should be your first question requiring marketing attention.  By addressing today's want, allows for you to nurture tomorrow's needs. 

We have heard the "I know what they need" from many struggling entrepreneurs. The problem is, it usually is your belief of what someone else needs, not necessarily the community.  Before any business begins or wishes to increase current sales, engage in a very clear want survey.  Find out what people want and see if your business service or products deliver this want.  If not, it will be necessary to adjust quickly.

Andy and Dick

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4 Models to Help Maximize Your Practice

While everyone may be very aware of their weaknesses, (whether they admit it or not), success in any business will be enhanced by focusing on your strengths.  One of your greatest strengths can be your critical assessment of your business using these four key components.

1. 5 Stage clinic flowchart –  An overview  model that identifies the 5 critical phases of patient flow
2. Areas and Themes -  The physical clinic layout and structure and purpose of each area
3. Key Success tasks – The 5 most important tasks for each “role” within the clinic model
4. Systems – Various clinic operating procedures.

These four areas encompass the “operations” fluidity of any practice and they require ongoing attention in order to maximize efficiency, patient and team satisfaction and profit.  Each component is a critical part of your business operations manual. 

To operate a successful business, it needs to be set up logistically.  This means that there are REASONS for every component of your model. When you are setting up your model, you MUST take YOURSELF out of the equation.  Too often we have seen the “I” approach (I like it there, I like it this way, I like the color, etc.) be the barrier of a potential successful venture.  In logistical modelling, you use the “it” approach.  Everything is set up to maximize the BUSINESS and not any person’s personal likes or dislikes. 

5 stage flow chart

There is very simple organization model not familiar to many entrepreneurs in practice today. There are five stages necessary to develop and maintain a life long relationship with a patient: first contact/coming to, waiting, treatment, leaving, and at home.  Fact: YOUR business (and you) are judged by the experience a person has within any of these stages of this flowchart. While many believe that most negative comments are a result of an unsatisfactory experience during the treatment step, it has been shown that this is not true. A long wait, no parking, overwhelming to do lists, etc, far out number the challenges in the treatment room.   Map out your business using the five stages, and list critical issues that must be addressed in each to assure efficient operations and fantastic customer experience.

Areas and themes

It is crucial when setting up an area (waiting, reception, inventory, washroom, etc.) that you establish a theme first and foremost.  A theme provides the foundation for everything that is incorporated in that area. For example, no one likes to wait, so why do we have a waiting room?  You need an education area and by having this as your theme, you choose colors, décor, educational tools, specific music, type of chair, paintings, etc. that prepare a “mood” for treatment area. This same rule must be applied to every area (room) in your clinic.

Key success Tasks    

Over the years we have been able to challenge job descriptions as one of the most ineffective  logistical management tools incorporated in any business.  While job descriptions are helpful, we have found it is MUCH more important that any staff member KNOW the 5 most important tasks of their position. This is also an excellent tool in helping people succeed.  People want to be the best of the best, so why not provide them with a map that ensures they can succeed.  This map should be used for anyone affiliated with your business, be it staff or associates, subcontractors,  insurance agents, accountants and even your banker.  They all work for your business.

Systems

 Systemize ALL aspects of your business.  Each and every routine should be systemized, with the most important to include a new client, return client, financial, scheduling and if you have one, inventory management.  Whenever a new routine is incorporated in your business, a system model should be mapped out and put in your operations manual. 

By incorporating these four components in your operations, you will maximize your business’s efficiency and provide a foundation for steady growth and success.

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Five Steps To Operating A Successful Practice

1. Maximize Solutions by eliminating the Negatives.  Why do people spend so much energy worrying about problems and so little energy solving them?  Continually thinking about problems doesn't necessitate a solution, but rather just irritates the problem, which solves nothing. Do yourself a favor and TOTALLY ELIMINATE NEGATIVES!

Maximize solutions!  If there is a problem, solve it.  As a society, we tend to overindulge in apathy and problems.  Instead of complaining, see how you can achieve a solution to whatever challenge you are facing.  Identify the problem.  Then spend your positive energy to analyze and more importantly, SOLVE it.  This serves a healthier purpose, achieves winning results while developing a winning atmosphere.  There is no greater feeling than freedom.  Freedom from problems is something we all strive for.  The only way to achieve freedom is through the ability to solve problems.

2. Establish good business habits.  As we all know, it is easy to establish bad habits.  It is easier and more convenient to eat fast food than to eat a well-balanced meal.  It is easier to start smoking than to quit.  With that in mind, it's also easier to develop bad business habits, as opposed to good ones. Good habits are established through the practice of good business methods. Examples of these methods include: working with a budget; monitoring client trends, motivating client interaction, working with goals, analyzing job maps; etc.  Good habits will produce results while bad habits will create problems.  Consciously and continually strive for excellence.  Do everything to the best of your ability.  Bad habits have created the failure of many good businesses, before they even had a chance to reach their goals.

3. Utilize skilled people, directly as employees or indirectly through your Network.  Use your Lawyer, Bank Manager, Accountant, Insurance Agent, and Business Advisor etc., to create a knowledgeable team that is invaluable.  Without quality people, even with all the high tech equipment available, businesses often fail.  A computer is only as good as its user.  Obsolete products and equipment are not the cause of business failures, inadequate capital, etc.  Poor Management is most often responsible for over 80% of the failures.  To express it in even simpler terms, it would be fair to say it is  'poor performance' in the management of the business.  People perform and when performance increases, so too does success.

Good people increase morale, enthusiasm, and spirit.  This in turn improves performance, productivity, action, and progress.  When it comes to the people in your business, develop their full potential.  Most people are underutilized and different surveys have revealed that many businesses utilize only about one fifth of their employee’s abilities.  Good management recognizes this as an opportunity.  Having good procedures in place brings forth talents in people that even they may not be aware of.  Everyone on your team is valuable, beginning with the cleaning contractor and carrying on through to the President of the corporation.

4. Grow incorporating Strategic Plans. Planning is a process of setting actions in motion.  Actions assist in problem solving, as well as goals.  Planning eliminates wasted time, resources and energy.  Strategic Plans always address the fulfillment of your goals. Positive Planning enables a company to evaluate strengths, weakness, opportunities, and threats.

5. Finally, and perhaps most importantly, is to maximize Winning.  "Work for Today, Plan for Tomorrow, Using Yesterday as a guide."  Believe it, understand it, follow it.  Operating a business successfully is the challenge so take the challenge and win, not just in financial terms but in longevity terms.  Be one of the 2% that stick around 15 years and longer.  These are the ones that produce the greatest results, help the most people and change paradigms.  Be a winner by Succeeding in your venture.

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                                             K.I.S.S. YOUR BUSINESS SUCCESS

K.I.S.S. - You have undoubtedly heard this somewhere along the way.  It is a simple acronym that has been used as a foundation to clarify something such as direction, methodology, etc..   It has been used for educating people on numerous topics such as the  “……for DUMMIES”.  

We have never been comfortable with this perspective on the statement although we do understand it is not meant to intentionally belittle anyone. In fact we believe strongly in the acronym….but with a very important modification. 

As it is presently known:       Keep It Simple Stupid

As we see it:                          Keep it Simple Smart

It can be argued it’s just a play on words, but has the same implications.  We strongly believe that simplicity in managing the four areas of a practice (administration, operation, marketing, leadership) will allow excellence to prevail.   We believe the most successful businesses are those that have the easiest systems.  This concept has been proven worldwide by every “speed driven “ business (fast food chains best exemplifies this).  It has the highest staff turnover and generates billions annually.  That is not STUPID, it is very SMART. 

Let’s shift the paradigm in this area, so that when we K.I.S.S. our strategies, it is because we are smart.  With that being stated, every successful business requires “systems” in order to function effectively and efficiently.  In order to maximize customer satisfaction and maximize all your resources (staff, technology, etc.) it is CRITICAL that all the systems run smoothly, as each time there is a problem it often affects the client, and most always impacts the bottom line!

The SIMPLIEST and SMARTEST way to organize your systems is by organizing them into activities (financial, patient, inventory, communication, etc.), provide a heading (such as a new patient system), and create a step by step flowchart with checklists in each step of actions, tools, communications that have to be addressed.

When there is a bottleneck,  you can then immediately go to the activity that is providing the bottleneck, go to the specific step, and note which action or tool needs to be addressed and resolve it.  It’s a very specific activity in a very specific area, and they cost businesses tens of thousands in lost time/revenue daily! 

Keep It Simple Smart, means developing all your clinical models in very simple, straight forward flowcharts and checklists.  Now that is worthy of a K.I.S.S.

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The River of Health^TM

At the source of a river there is sparkling, crystal clear water that has vitality.  The plant and animal life is thriving and there is a balance in nature.  Further along the river, the water begins to change. It starts to become a little murky and the plant and animal life becomes less evident.  The changing plant and animal life is an early warning sign that is all too often not recognized or perhaps ignored.   As one continues further down the river, it is now evident that the water is becoming contaminated and polluted.  The vitality of the living system is declining. Near the bottom of the river, the plant and animal life has become choked off and may become virtually nonexistent.  It is going to take a great deal of work, direction, and assistance to clean it up.  At this point, help is very expensive, as well as very time consuming.

Our entrepreneurship journey is very much like a river.  Where do you want to be in the river?  Where are you now?  Why are you there?  When our bodies become polluted, viruses, parasites, bacteria, and fungus thrive. The same principle applies to any venture.  Unfortunately, when this happens there is no harmony and disease sets in.  In business, crises occur, goals are not attained, and dreams die.  In this condition, there is no clarity in the river and it becomes increasingly difficult to know what to do, even where to look for help.  When the body is physically unhealthy, our mental, emotional and spiritual conditions are also affected.   At this point, negative cycles accelerate.  We exercise less, we consume junk food, we take on the habit of blame, and we adopt addictions. In business we go deeper in debt, blame others, refinance, and try to “wing” solutions.   All of this occurs because we subconsciously know our energy level is low and we seek a fast pickup.   But this leads to quick crashes and we are left deeper in the polluted waters where the cycles continue. In business, this is what  leads to bankruptcy.

Some businesses do attempt random solutions.  However, not knowing what is actually needed, the course taken is very similar to that of the shotgun approach. Most in business don’t understand the problem so they often can’t address the solutions effectively.  This is not unlike looking for direction, a way out of the polluted water; and it is done without the slightest sense or inkling as to which way to go.  When clarity is not accessible or there is no map to guide you, the situation becomes frustrating, depressing, and exhausting.

It is at this time when the lighthouses, lifeguards and coaches come in.  What is so badly needed is the guidance of people who know the river, someone who knows where the undertows and rocks are and who knows the direction, the path that will lead back upstream to the clear and healthy waters. As in health, your business is on the river and how you address your challenges will define the business journey.

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Helping Everyone Realize Opportunities

Our personal perspective has little to do with this concept but we feel everyone needs to understand what its essence means.  For us, H.E.R.O.’s represents our combined passion, part of our belief as to why we are here to serve.  We continue to learn and grow to deepen our insight and to listen and develop a greater understanding.  We continue to live with all the challenges that surround the choices that we have made, working through each one, knowing they are all part of the process. We continue to err, for that is part of being human, and we must never forget that for it is what we are and will always be. 

As events are unfolding, we are all part of a destiny that is underway and H.E.RO.’s is a part of that. We are committed to H.E.R.O.’s ultimate goal.

What is H.E.R.O.’s?

A connection to those of like mind and spirit.  It is a gathering place for those that see something far greater within their purpose other than the traditional.  It is a reconnection of wanderers, those who feel they have something to offer and need a starting place, those that truly care without conditions.

Who Is H.E.R.O.’s?

All those that have a kin to its purpose and mission.  H.E.R.O.’s does not belong to anyone; it is a gift that is meant to be shared.  H.E.R.O.’s is everyone who wants to be one, everyone who dreams they are one, everyone who wishes to become one. 

Why H.E.R.O.’s?

It is an acronym, not a word.  It does not reflect a journey and attention given to the traditional hero.  It is not one person but a belief and way of living ones’ life.  Helping Everyone Realize Opportunities is the gift.  H.E.R.O.’s is the definitive balance.  It is a seed, a thought that represents the whole. The struggle and challenge is creating ways that everyone and everything is equally balanced.  The greatest gift we inherited from the supreme power is CHOICE.  H.E.R.O.’s is creating choices so that harmony is constant.  A world filled with H.E.R.O.’s is a world that will help not hurt.

When will H.E.R.O.’s be realized?

It is already happening as the seed has been planted. It needs its platform to share and begin uniting those that share the vision to be connected.  It is being realized with each group created, with each message shared, and with each person it has attracted. 

Where is H.E.R.O.’s going?

Its’ end is not to be predicted, it cannot be. Its’ journey is not to be mapped out.  It will go where it is meant to go if we believe in the law of neutrality. We will listen, learn and live the journey that H.E.R.O.’s is evolving into.  We are committed to the process that we agreed to undertake and will follow its path and accept all that will come with it, without prejudice, without judgment, without regrets.

It has three principles to adhere by: Help, Humanity, Hope. 

What will H.E.R.O.’s look like when completed?

It will look like nothing, as it is a mindset, a way of making choices. 

 Andy and Dick

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It is time to tackle your patient and practice management head-on employing your two most critical tools – time to put on both your financial and therapeutic hats ...at the same time.

• Would you like to understand how to quickly read a financial statement?
• Do see a benefit in managing your finances so they don't manage you?
• How would you like to easily establish an internal admin system that will help you pro-actively deal with challenges before they become problems?  Be in control of your money to free you up for more patient visits and building your business?

We have an exciting announcement about The 365 Day Manager™ and how there has never been a better time to expand your skills and learn the basics of money management 25% off the regular cost.  Call 888.894.9193 today.  Skills are power!

Here is what GC - a Chiropractor said about this program...  "Awesome!  Already having QuickBooks done, I think I can add the next financial layer & focus on fine-tuning.  Really great job.  Exciting.  Thank you, Dick and Andy!  I get it now and expect great things to come!!!"

Bonus Tips: 

• Take advantage of HBBH's 25%-off Coupon today! 
• September Special - 2 for the price of 1!
• Discounts on QuickBooks through HBBH. 

Learn more by calling us today at 888.894.9193.  Skill-Building is power!

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When was the last time you had a staff meeting?  Served a light, healthy lunch and delivered a positive message as part of staff training for personal growth?

Below please find what we call an HBBH Presentation-To-Go.  Ready for you to deliver at your next staff meeting to one of your most important targets in your sphere of influence. Your Team!  Plan on 30 minutes including Q&A...

Thank you for joining me for lunch today!

Today we are going to discus how... Attitude is everything. Yes, Everything.

It is more vital than events. It's more important than what's happened. Because attitude determines whether we are happy or unhappy, fulfilled or empty, the positive perspective assures us that we can never fail.

A hopeful attitude guarantees internal success. Attitude determines whether we fly high or low, crash or soar, glide or slide.

Anybody can have a positive attitude when things are going well. What really matters is its how you act when things are going badly that determines the strength of your character. An appropriate attitude means feeling hopeful in challenging times. Stop yourself. Count your blessings. Look for the good. Here are the magnificent 7 ways to improve your attitude:

1. Choose to be Enthusiastic

Corporate presidents voted it the most valuable personality trait. It's the biggest single factor in successful selling. Think enthusiastically. Talk enthusiastically. Become enthusiastic by acting enthusiastic. Your thoughts and actions establish your level of enthusiasm.

2. Be Alive to Everything You Do

Walk fast. Put a bounce in your step. A vigorous, hearty handshake indicates you are glad to be alive and happy to be with the other person. A good smile radiates enthusiasm. Put spirit into your speech by varying the tempo, raising and lowering the pitch, changing the tone and modulation. Force yourself to act with enthusiasm, and soon you will feel enthusiastic.

3. Broadcast Good News

No one ever made a friend or accomplished anything worthwhile by transmitting bad news. Good news, on the other hand, promotes good will and spreads enthusiasm. The message, "Hey! I've got good news" gets the attention of everyone. Take sunshine to school or work. Always aim to make the person you talk to feel better than they otherwise would.

4. The Power of Visualization

Imagination powerfully influences successful outcomes. When imagination and willpower compete, the imagination always wins. Force of will never keeps you striving for success, but proper visualization will. All peak performers visualize success. Before you try to do anything, close your eyes and visualize yourself doing it well.

5. Positive Self-Talk

What did you say to yourself today? Did you moan and groan about everyone at school or work? Did you complain about your spouse or parents to your best friend? What we think, is 100% reflected in how we feel. If all we think about is negative thoughts, our actions will be negative. Remember "I'm a 10! I'm Healthy! Wealthy! Happy! I do what I ought to do, when I ought to do it, whether I want to or not! No Debate! I love me!"

6. Love Others

How can we become more loving? By bringing encouragement, optimism, and hope to all that we meet. By helping others feel comfortable in our presence. By spreading joy and goodwill.  By being concerned about the wishes and desires of others. By understanding, caring, accepting, and forgiving. By becoming more concerned about helping others achieve their individual desires.

7. Never Miss 1 to 6 Above

Learn more by calling us today at 888.894.9193.  Attitude is power!

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