[00:00:00] Austin: You're listening to the body beauty show, a podcast brought to you by Artimus your partner in aesthetics and wellness. My name is Austin Evans, and I am your host.
[00:00:42] Today's guest is Dr. David Littman, the owner of physical evidence chiropractic in Boca, Raton, Florida, and all in today's episode, we discuss three things. Primarily. Number one. Exponential bio preservation, a derivative of this [00:01:00] notion of biohacking is creative ways to do that. Number two, the necessity of innovation and how product stacking can exponentiate positive patient outcomes, which of course always proceed profitability.
[00:01:12] And lastly, along those lines, the key to practice. Profitability today's episode is a fascinating one. Dr. Litman has a heck of a story coming from a position where he was on the brink of nearly giving up his chiropractic career to where now he is having such success that he's giving his accountant nightmares, stay tuned for this episode.
[00:01:33] And we hope you enjoy. Dr. Litman, probably the only chiropractic physician out there in the universe with what seems to be a million five-star reviews. He's an absolute legend and I'm excited to have him on the show today, Dr. Lubin, how are you?
[00:01:51] Dr. David: Uh, really quite outstanding things to us. And thanks for asking you how you doing.
[00:01:55] Austin: A life is good. I had another chili day out in Denver, but life is good. [00:02:00] And again, I'm excited to have you on. So, uh, for the sake of time, I know we have a tight window here. I want to get this thing started. So I figured as a starting point as a way of getting into your story a bit differently, uh, I'd ask you this opening question, which is what is not being talked about in the universe of all things chiropractic that deserves more attention.
[00:02:23] Dr. David: Oh, that's a really good question. And, um, because my industry is sort of broad in the sense that you can go to 10, 20 different physicians and have 10 or 20 different philosophies on, you know, what's going to be the best way to address what your needs might be. And, um, as a result, it's a little difficult sometimes for the public to see a consistency in chiropractic as a field, in a profession because of.
[00:02:52] You know that difference in lack of standardization, I'll call it. But at the same time, it does allow somebody [00:03:00] like myself to become more individualized as a practitioner. And because it gives me a lot of flexibility to not just be in one cookie cutter type, um, practice style. And it's enabled me to integrate a lot of things over time, which now.
[00:03:18] Created that, um, ability to really service people in a, you know, higher and higher level each time. Um, I integrate something new and, and partly, and maybe completely responsible for all those reviews that you see because I'm constantly trying to upgrade and do better what I do. So, I mean, that's, I think innovation is probably the key, um, and not the same old, same
[00:03:42] Austin: old.
[00:03:43] Yeah. Innovation innovation. So how do you then pursue. Innovation, of course, you know, the, the first step seemingly is, well, go to Google, look for the hottest trends in chiropractic, and then bolt that on. But I'd imagine that there's some risk in [00:04:00] becoming boiler plated or cookie cutter, AKA undifferentiated from the rest of the 40, 50, 60 plus thousand chiropractors in the states.
[00:04:10] How do you innovate while differentiating? Is there something of a strategy to that?
[00:04:16] Dr. David: Yeah, well, it's, it's, it's a couple of fold. First of all. Fortunately, my lifestyle pursuits involve seeking out things technologies. Different services that are built to tap into the body's own healing abilities. Um, you know, the way I see it, you know, since I'm 60 now and growing up, you know, in the 1960s and thereafter, the food was better, the hair was cleaner.
[00:04:43] And, you know, unfortunately, as we've gotten to this point in time, we have a lot in the invite. That's working against us. And, um, you know, I always tell my patients, we're at war with the environment every day and we have to fortify ourselves every day to meet that [00:05:00] battle, so to speak and to, um, you know, fortify ourselves to, to be able to not succumb to all those environmental factors that are working against our bodies.
[00:05:09] And, you know, it usually means that we have to remove obstacles or four to five deficiencies that we might have. So nutrition. And even beyond that. So I'm always as an individual looking to do that for myself. And the cool part is, is that many people that come to see me as, as a chiropractic physician are also interested in that proactive piece of lifestyle.
[00:05:31] And, um, they're willing to invest in themselves because, you know, Austin, you're the one walking around in that body every day you can come in here once or twice a week, whatever for an adjustment, but I can't possibly affect you. The way you can affect you and the things that you decide to do or not do and invest in.
[00:05:49] And, um, so that's part of my lifestyle. So I've taken the things that have worked personally for me, and I've integrated them into the practice. And, um, so I, I share [00:06:00] them, you know, as a work style or a business style, starting from the lifestyle that I'm utilizing. To, you know, to build for myself and to help me be pain-free functional, energetic, try to slow the aging clock from a hundred miles an hour to maybe only five, you know?
[00:06:14] So, um, being able to do that already differentiates me, cause most guys, especially down in south Florida, don't do that because the business model has largely been based on personal and. And personal injury really involves, you know, billing insurance companies for, you know, passive therapies. So people tend to spend, you know, the first 20, 30 minutes in an office on some passive therapies and doc comes in at the end three minute adjustment, you're out the door.
[00:06:42] So there's not a lot of interaction, but the business model has been built around seeing six, eight people an hour, you know, for profit. And you can't really affect somebody in a positive way with that. So I don't take. And it's enabled me to be able to be much more creative and innovative in the treatment and to be able to be [00:07:00] results oriented, not worrying about what insurance is going to pay.
[00:07:03] So.
[00:07:04] Austin: Hmm. So as you then seek out new innovations, presumably you're looking for modalities that are cash based. Yes. One of the, one of the chief gripes, I hear every chiropractor, uh, touch on is insurance companies, the bane of my existence. So what's the answer. Well it's to use SERP and circumvent them, uh, in a sense that you're, you're not leaning on that as a, a reliable revenue stream stuff.
[00:07:33] Again, cash based modalities is the focus. Uh, so I guess I'd be curious to hear your thinking on. Directionality or narrative selection as it pertains to innovation selection. And here's what I mean specifically. So it would be one thing to just go, I don't know, pick up an aesthetic guide or a wellness God on latest, hottest trends in chiropractic and wellness, et cetera, and just all the carte choose [00:08:00] devices because you've built a really robust portfolio.
[00:08:02] And you're unique in that sense that. Chiropractics, as you said are crack the back off you go turn and burn 60 patients a day. I mean, I have some, uh, chiropractic friends that are seeing, I don't know, about 60 necessarily every day, but they're very, very cattle for me in our three minutes of the doc off you go a hundred bucks from the insurance company.
[00:08:24] Maybe you get 50, 60, 70 to that. Underpaid, what, from what your, your action. So is it important to think about a direction you wanted to. Th the practice in terms of what you select innovation wise. In other words, is it important to think about, Hey, I want to be the recovery guy. So every device I add needs to be in that swim lane, or how do you think about that as you built out your portfolio of modalities that you offer?
[00:08:56] Dr. David: That's a great question. So it's funny because. I [00:09:00] started with whole body cryotherapy. About five years ago, there were no recovery places, um, at that time. And, um, integrated other things like the hyperized percussion instruments, like the hyper bolt, um, the Viper, which is, uh, uh, vibrating, a foam roller, some of those tools and, um, Then the con the NormaTec compression sleeves and things like that.
[00:09:24] And last well, two years ago now I'm not a mile away from my office. Uh, recovery place, uh, opened up, uh, has all those things that I've had, including, you know, whole body cryotherapy, the things I mentioned, we have mobile, um, IV drips coming in and we have cryo scans. And industry is which we can talk about in a little bit, but they, as a corporate entity and franchise, a licensee, whatever they are, have all those same things except they don't have chiropractic.
[00:09:54] And, um, so it's interesting because. We have what [00:10:00] our recovery places now evolved and became, but we started at as a healthcare provider, providing those things, um, for both patient treatment and proactive health care. So, um, I happened to know the guys and I actually go and use the aircraft from time to time when I don't have someone to run me on my own.
[00:10:16] Um, they happen to be nice. I I've gotten some patients from their facility too, so we have a good relationship. Um, there's plenty of people that go around to, to use all their stuff and all our stuff, but, um, It's it's funny because we've all. Really created a new, um, genre of, again, I'll call it proactive healthcare.
[00:10:36] That includes the things that are now becoming a w you know, bringing public awareness to these things because of these recovery places in the marketing. They're doing Chris. When I first got here. Nobody heard of cryotherapy. Nobody heard of any of these modalities. So the good part about these places coming around is bringing more community awareness to them.
[00:10:54] But again, people accessing us for the chiropractic portion and then they see all these other things that we [00:11:00] have now, the superhuman protocol. Is another, um, really hot item that we have that have already like from the gate where we're already, you know, we're already packed with people that are using it.
[00:11:10] I've used it myself for the last two weeks. And I have to tell you it's been a game changer. I feel like I've only been, you know, running on three or four of my eight cylinders compared to how I feel these last two. But, um, anyway, again, it's, it's both the personal and the professional pursuit of putting this thing together as a, I don't want to say wellness because it's been overused as a word for too many years.
[00:11:33] Um, you know, prevention, proactive health care. Um, pursuing youthful aging, you know, is biohacking. You know, all those things are buzzwords. These days that people are starting to pick up on. Unfortunately, we're in an area where a lot of people are really starting to invest in that because you know, down in south Florida, it's 12 months, a year, bikini weather people are more active as a, as a lifestyle.
[00:11:57] Um, which is why a lot of people live down. [00:12:00] And they want to, don't just say, don't want to just be alive at 60, 70, 80, 90. They want to thrive. They want to continue to go see him, play pickle ball and golf and tennis and all these things. And they do, but they have to invest in the things that we provide here in the office to be able to fortify themselves and keep the resilience in their body to be able to continue with all that.
[00:12:20] You know, nobody dies a bull J age anymore, Austin, that the dying of, you know, Lou Gehrig's disease or, um, um, Parkinson's or, you know, some of these other degenerative metabolic or autoimmune diseases, but that's just been a victim of the environment. And I'm not saying that I guarantee anybody that walks in here and invest in what we do is going to save that stuff off.
[00:12:40] But I think it's going to give us the best shot. I'm certainly hoping. So for myself,
[00:12:46] Austin: It was no question. We are waging a war against things like gravity. For example, as John Mayer says gravity, and then nevermind all the pollutants in the air, the poor diabetes, insane amounts of carbohydrates with jammed or mouth [00:13:00] holes, daily, et cetera, et cetera.
[00:13:02] So really, as, as I'm hearing you talk here, I can't help. But think the shift is a way from perhaps conventional. Well, let's see, how would I bring this? And we'll say, conventionality, let's just say conventional wisdom, AKA let's run towards the scalpel. Let's run towards big pharma and pharmaceuticals and whatever pain opioid.
[00:13:27] And instead what's fine ways to perhaps this is a new trend that I'm about to set. We'll see, probably not. We'll see though, something like expedite exponential bio preservation. And what I mean by that is. You you've alluded to biohacking. And I think, you know, I'm tempted to drop in a little bit here, which is, this is my ticks off the rails, but I've been really into the knees over tow guy as of late because I'm suffering.
[00:13:55] Yeah. He's a great guy, Ben, and, and the reason he's so fascinating [00:14:00] is he completely. He stands in contrary position to the conventional wisdom of don't bring your knees over your toes. And that turns out. Uh, supposition is correct or assumption, rather that study that came out from, I believe duke university in 1973, which then set the entire athletic world on this course of no news over your toes.
[00:14:24] But it turns out that actually produces a weak chain or weak link in the chain of the body. And so you had these big Olympic athletes that can squat a thousand pounds, but you put them on a basketball court and you have them rapidly decelerate and their patellar. Constructs structures, et cetera, just explode, ACL, MCL, whatever.
[00:14:44] So not to go down that path necessarily, but it seems like you have taking, taken a different turn where instead of, instead of leaning into the conventional. Approach of chiropractic [00:15:00] care. Okay. Bring them in, get them adjustments. What's, uh, attack the subluxations and their cervical spine because they have four neck chicken neck syndrome from being at a desk all day long as an example instead it's okay.
[00:15:11] What technology can we turn to? That will augment the body. Beautiful ability to self heal, but as often stifled because of gravity, pollutants, bad dieting, et cetera, et cetera. Continue to under the lane of innovation, or I think there's something interesting here when it comes to building out the portfolio, the tools, your weaponry let's call it poor phrasiology here.
[00:15:39] Uh, but the tools and modalities that you've selected, how did you go about deciding and selecting what to add when to add, how to add, and maybe give us a glimpse into your head in terms of how you approach that. Sure.
[00:15:53] Dr. David: Well, each year we, um, we have conventions where we're supposed to take continuing [00:16:00] education credits.
[00:16:01] Uh, you know, we need 40 hours every two years. So usually going to two major conventions that are either state or national level. And with that comes a lot of people that at the trade show that bring in new innovation, whether it's just modalities for chiropractic. Or some of the things that even go back into more of a wellness, more rounded.
[00:16:20] Um, so we're getting exposure through those things. And we have publications and emails that come through the state association where people are advertising these types of things. So I always have my eyes open. And so actually being like a kid in a candy store, going to the convention sometimes, um, because I always love trying out some of these new things and even it just, this most recent one, I decided to invest.
[00:16:42] And two new pieces of equipment that I didn't have and already are seeing results that I couldn't produce with the things I had up to that point. So I realized, you know, strongly on that, but I also, I listened to some of the, you know, the bio hackers out there and I'm, I'm on different news lists or [00:17:00] newsletter lists that I'm getting things.
[00:17:01] So on a daily basis, I'm seeing something. And I, and I really use my gut a lot Austin, as to like something that's going to lead me to, to further find out the information. Um, you know, why, how is it working? Why is it helping us? You know, what is it taking the place of? Like w what is it doing to, you know, to help shield us against, you know, harmful.
[00:17:22] What is it giving us to restore res or, or, you know, the Earth's electromagnetic pulse that we're not getting, which is causing better iron transport in ourselves and things like that. So, you know, when there's good science behind it simplified because most everything, these days comes down to making sure that the body is functioning optimally at the cellular level.
[00:17:42] So there's either things that are preventing that from happening or as an obstacle or deficiencies that need to be four to five. To help that work better. And I'm, so I'm always looking for what's the next thing that's being shown in a professional world that can [00:18:00] be, you know, not only adapted from a chiropractic standpoint, but from a, you know, proactive healthcare, you know, helping us to, and I liked what you used, uh, the, the, what was the phrase that you said, um,
[00:18:13] Austin: Exponential bio
[00:18:15] Dr. David: preservation, exponential bio preservation.
[00:18:18] So I think that's a great description of what my pursuits are, you know, as a 60 year old guy that you know, wants to continue to, um, youthfully age. And that means that we've got to look at the basic level of functioning and that's the cell to look at things that are affecting us at that level. Um, to be able to, you know, have that exponential bio preservation.
[00:18:41] And I, you know, my, my messaging when I was young and I started exercising when I was 10. So at a time I was a 15 or 16 year old kid. I was in pretty good shape. And my dad and his friends, they were in their forties at the time. And they say things to me like, oh, I used to look like you when I was your age.
[00:18:57] Um, you know, and I would be like the way I look like you, when I'm [00:19:00] your age or, you know, after 40 it's old downhill, I didn't want to buy into that. And so it's really been a lifelong pursuit not to. And at 60 now I'm able to see that, you know, what, I'm stronger and more fit than I was 10 years ago. And I was pretty fit and strong in my fifth.
[00:19:15] But it's even better now. So you can age youthfully. You can get better as you go along, but it's an investment it's not going to happen naturally will naturally degenerate, especially as the things that we rely on in this world to help us are actually working against us. So I think, you know, that's, that's really where my greatest motivation is to find these things out with us, through my professional industry.
[00:19:39] And those avenues are, you know,
[00:19:47] Austin: Have you found that the addition of device, a device B et cetera, has proven to be along the lines of expiration? Has proven to be exponential [00:20:00] in terms of results, not just from a revenue perspective, because I'm of the academies that if you're optimizing just for revenue, you're making a horrific error because you're forgetting about the patient.
[00:20:12] And so I'm curious to hear your thoughts on the addition of new devices and does it produce an exponential improvements in outcomes for. The patients,
[00:20:25] Dr. David: um, absolutely. Um, starting right with the whole body cryotherapy. I mean, I've found that when you can reduce inflammation so rapidly, um, again, most people coming in to see me have some level of pain, um, You know, I could get people that might be like an eight or a nine and pain coming into the office.
[00:20:44] And sometimes because of my manual process, I might opt to get them in the cryo first. It'll take them from an eight and nine to like a three it's a lot easier to work on a three manually than it is an eight or nine. And the cool part is. Not only is it immediate with that [00:21:00] inflammation reduction, but if it lasts six or eight hours, so all of a sudden the person that might be here, that's in chronic pain and found me might say, you know, something, I love getting adjusted by you, but I love this cryo thing.
[00:21:13] And I want to start doing it on a regular basis. And people that have begun to do that, that used to be suffers from a chronic standpoint once or twice a week is all they need to maintain that pain-free and functional living. See me once a month for it to maintenance adjusted. And it helps in the ones that are consistent.
[00:21:29] And we have many that are it's, it's a game changer. People that have had rheumatoid arthritis have been suffering, trying to figure out the right medication to make it work. Couldn't do it start using whole body cryotherapy. Same thing happens. It's it's a non-invasive healthy way for them to do what needs to be done in terms of reducing that inflammation.
[00:21:47] So that's, that's been a big. Now I'm going to mention something we haven't really talked about yet, but we have the cryo skin and the atmospheres unit, which crowds skin we've had this three years now. And just for years, we got about [00:22:00] six months ago. Both of these units are from Europe. One's from France.
[00:22:06] And the others from Italy. And when I first heard about the cryo skin, which is really, uh, a device used to, um, reduce fat, which they call slimming, um, tightened skin or toning, or we do cellulite as well. And I kind of vacillated about it at first because I didn't want to get something that was just. So I wasn't seeing the, the, the wellness component from the get-go, but I have to say, number one, I did a demo on myself and I lost two inches from my waist.
[00:22:36] Um, and then someone that eats clean and been working out consistently for so long. And the fact that I was able to do that. I realized that, you know, something having that emotional baggage of, you know, ultimately four and a half inches that I couldn't get rid of, no matter my best efforts, you know, depriving myself, I've beaten things that might've wanted to eat and all of a sudden that happening so quickly and safely and effectively through [00:23:00] freezing the water molecules in my fat cells, bursting them.
[00:23:03] And then seeing my waste go from 37 to 32. Where I can put on my, my teenagers jeans, which I could still three years later, cause it's maintained itself is phenomenal. And I saw it time and time again with that same component. Um, mostly women, some guys that were, you know, working so hard to just reduce and they couldn't with their best efforts and being able to provide that for them, you know, when a single 30 minute sessions where as much as three or five sessions to get them, everything they need.
[00:23:32] And, um, just see the wellness component, cause you don't realize how much of an emotional bag that is to carry around. And for some people it's very significant. The other thing I saw that I didn't anticipate is that, you know, somebody loses an inch or two inches in a 30 minute session and actually stimulated them and motivated them to work out more, to eat cleaner.
[00:23:52] So I saw it come together from both ends. Has that wellness product and then people really, and they come back from [00:24:00] maintenance on it. So life changing for them wearing clothes that they haven't been able to wear years. This, you know, well, it takes all kinds of forms and that's some of the things that I've seen that we've also added and the revenue is there too.
[00:24:12] In fact, I just met with plant accountant yesterday and we have to be some creative stuff because we've had a tremendous year with those two modalities. And, um, so the revenue part is there, but the greatest thing is that. The life-changing portion of those things that I just mentioned and how that affects people in such a positive state, especially after COVID and people getting stuck, not being able to go to the gym and kind of having all that on top of things.
[00:24:36] So, so absolutely we've seen consistently with everything we've brought in here that has added a component that has changed people's lives and, and they, they continue to come and invest in these things because of it.
[00:24:48] Austin: It sounds like this has created a bit of a catalyst for a flywheel, maybe an expected flywheel in that.
[00:24:59] [00:25:00] You're absolutely right. I mean, of course you are, uh, of the two of us, only one has doctor before their name and it's not me. So of course, you're right. But I find it interesting that there's this, um, trifecta that you have. I don't see. Well, leveraged you perhaps tapped into between the physical. You have subluxations, you did a chiropractic, um, program to get you back on your feet, operationalized, et cetera, your mental components.
[00:25:30] So the motivation fuel, let's say to get into gym, to be proactive as the patient, from their perspective to start, uh, combating the degenerative stuff that we face to be age by getting on the treadmill, doing hit, whatever. And then lastly, The retention piece. So I would imagine that this has been contributing to, again, the, the more macro flywheel for the practice in which.
[00:25:55] It's not just about the inch laws, it's about the downstream effects, et cetera, that have had [00:26:00] an impact on the patients. And ultimately that has translated to revenue, which is very exciting. Um, yeah. Cause, you know, as I look at your, look at your menu of services, you know, there's, there's, uh, several that seem obvious chiropractic care, obviously, uh, and all the facets within that should auto accident.
[00:26:18] Chiropractic care and then red light therapy and some of the stuff that it was super eight, uh, superhuman and that protocol. But I found a peculiar that you added what seemed to be aesthetic equipment to the menu. And it seems like this is the reason why is that? It's not just the aesthetic component, it's all the downstream effects that this is having on patients that your.
[00:26:41] Dr. David: Very much so, and again, you know, it comes out because they're investing in this they're, they're taking their eating plan much more seriously, and we're very big on educating people. This, a lot of people just don't know really how to achieve those goals. Um, so we're able to provide that education. In fact, My quail scan and industrious technician has also, uh, has a [00:27:00] nutrition degree.
[00:27:01] She's a nutritional coach. That's her title. She, she got that degree down here in Florida. So she's able to add that because it's essential that the people make those lifestyle changes to, you know, look after their investment that they're spending to, you know, to do this product. And I'm drinking more water and all the other things that contribute to maximizing their success with it, because again, the downline effect of that wellness piece, and it's not just, you know, losing weight.
[00:27:30] Doesn't the wellness components, not just looking at. And the emotional feeling of that is in, you know, in a bathing suit or whatever, but less inflammation in your body, your body working much more effectively from a healthy standpoint. And of course, you know, with the right nutrition, you know, fueling your body with the right things and staving off things that can ultimately happen, like, you know, type two diabetes and some of the.
[00:27:53] Um, autoimmune and metabolic diseases that are really just a result of having too much body fat, not having enough water [00:28:00] and all the other things that, you know, we're educating them about to help them with the success of this program. But every one of them that they have more energy after that they feel better.
[00:28:09] They're happier. Like, you know, it, it, it opens up, you know, different layers of wellness, again, not just, you know, the aesthetic piece. So that's one of the things that really excited me about having made to decision to get.
[00:28:22] Austin: Um, of the two products, obviously I'm biased, um, between Krajewski and industry peers, given that that is our product.
[00:28:32] Of course. I'm naturally curious about that. Um, have, has the addition of, in those fears created again, continue down the tracks of exponentiality has it. Created exponential improvements from a practice perspective with revenue, et cetera, but also patient perspective, because I can, I can imagine that the conjoining of the two, again, somewhat ignoring revenue for [00:29:00] now, but from a patient's perspective, has it been exponential in terms of impact?
[00:29:04] And maybe tell us a bit about what that.
[00:29:07] Dr. David: Yes. Well, it actually has an, you know, the interesting thing about industries with Penn, which I love when I heard it, his daddy was actually developed to, um, improve lymphatic drainage and break up, um, fascial adhesions and sort of the side effect of that process was getting rid of cellulite.
[00:29:23] Um, you know, cause cellulites trapped fat between, you know, with Asians and it impairs lymphatic drainage. And the important thing about lymphatic drainage is it's part of how we detox our body on a daily basis. And if that. That that flow of detoxification is inhibited. That means there's toxins that are not making their way up.
[00:29:40] And you have to realize that as these things build up, they're going to a field affect how you feel each and every day. So what I've found consistently with everybody is that within the first few stages or treatments of industry, people's energy is better. They feel lighter, looser, like that's something that's immediately palpable [00:30:00] to them.
[00:30:00] And that alone has been a great, um, Um, motivated for them to come for their, you know, what, I will not buy a week, like twice a week because they actually look forward to it more about how it makes them feel. They are looking to get the, you know, the slimming effect of, or the reduction of cellulite, which happens towards the end of the package.
[00:30:20] But they're very engaged because of how good it makes them feel. And, um, many people have continued to come for maintenance some once or twice a month. Um, because of that, you know, they, of course they want to maintain. The, the slimming effect that they've got, but they really liked the energy that it's given them because they're simply draining the lymphatic system much better than that, holding on to toxins.
[00:30:42] And that again, very profound and a lot of people didn't even realize, cause they didn't come in here thinking I'm going to drain my lymphatic system. They came in and said, I don't want to lose. And then all of a sudden it became a game changer from just their overall sense of wellbeing because of the way that it works, you know, as the by-product [00:31:00] of, you know, getting rid of cellulite.
[00:31:01] So it absolutely has created a, uh, an influx of people that are being consistent with that. And, um, you know, again, obviously the, the, the revenue from that as also became green, some people combining both industries and cryo Stan, which is getting them even better reasons. Then, you know, the individual ones themselves were where it was appropriate for that particular person.
[00:31:24] Austin: Are there any particular stories, success stories from a customer or patient perspective that you'd be willing to share for the two products they're working together?
[00:31:34] Dr. David: Absolutely. We had a gal early on that was getting married and it was funny. She was borderline on her BMI, um, which is a measure. If somebody is a candidate to even be, uh, be able to use it in expected results.
[00:31:53] And, um, she was, I think she was 35 is the number. I think she was about 37 and we [00:32:00] told her that, but she didn't care. She wanted to try it anyway. And she ended up losing like eight inches. Um, combined between her abdomen and her thigh. And she got into a bride dress that she never imagined she would have gotten into.
[00:32:15] So, um, she was so completely, I mean, she cried a few times, you know, because of, because she like lost almost like we would say lost a person. Um, and, and she really did, but understanding she was so motivated to do the support on the outside to the, to the letter. So she made it happen the way it happened.
[00:32:39] Um, cause she had to do a major lifestyle shift when she was endeavoring for this thing. So she's like one of the first ones that really stick out in my mind is somebody who can just transform themselves. Um, and we've had other people that have had, um, not the extremists of hers, but more, um, you know, somebody that would [00:33:00] never put on a bikini.
[00:33:01] And finally, you know, losing that baby pouch that they've had for years and couldn't get rid of since their twenties and now they're in their forties and it just won't be. So self-conscious, you know, game changer to be able to really feel good about oneself and feel good about going out to the beach, which, you know, you think that's kind of superficial, that shouldn't matter, but it does matter to people and, and it reflects.
[00:33:25] Th the lack of that success reflects in many emotional ways, depression, sometimes anxiety, which, you know, you look at like, you know, how could it be depressed about that? But I mean, nobody could tell anybody how to feel about anything like this. And so, you know, those things and, and again, I think that the bigger blanket is the people that have just adopting that cleaner and healthier lifestyle as a person.
[00:33:48] Which in many cases, they've chosen to use some of the other services that we offer here, because now they're starting to think like a wellness minded person, not just someone that came in to lose inches to look [00:34:00] better and, you know, address or bikini or whatever it might be. And they really start to adopt, you know, the things that we do here.
[00:34:07] More as a lifestyle and investment for themselves. Cause they love the way they're starting to feel. And they haven't felt this way in such a long time. And so again, that's a lot of the success that we have with all these things, because they're all integrated under this one roof. And um, many people are, you know, going from entering, you know, accessing from cryo Skinner, Indus fears, and then starting to take advantage of some of the other things too, that, you know, just kind of build on.
[00:34:34] So, um, uh, saying that, you know, we do, we do see exponential growth, um, within the facility from a service standpoint and utilization. But I would like to say for people as individuals where those changes have happened and it's helped them kind of have a place of support and a vehicle to, to kind of continue to pursue those things and better lifestyles and feeling better, all that.[00:35:00]
[00:35:00] Austin: Wow. Eight
[00:35:01] Dr. David: inches. Yeah. I was surprised too. It was crazy. And, um, you know, again, I wasn't even sure. I was like, I felt like I didn't even want to take the girls money in the beginning, but she was motivated and she, she stuck with it, man. She just, she, she blew it off. You know, she, she just like blew it out.
[00:35:18] The door, just did her part. And also she responded very well to treatment where. You know, and, um, unfortunately she's probably young enough too, that it really worked well for her. Cause, you know, as you get older, you know, you deal with other things like, you know, skin tone and things like that. She, she was able to have a youthfully.
[00:35:38] She was, I think 28 or 29, um, to really, you know, get such a great result with that. But yeah, that was eight inches. That was, that was our biggest. Thus far, I will, will average about four to five in, in most gals between size and abdomen. Um, And it happens quickly too. And, and they're, they're always, they come in smiling.
[00:35:59] No, the first [00:36:00] time there, you know, they're a little standoffish to not show if they, this is gonna work, you know, you have a lot of questions is doubt and you should see their personalities change. And, and just the smiles that happen, you know, second, third visit. And, uh, you know, life-changing, I love seeing that stuff cause you know, I I'm, I like to feel that I'm a part of that.
[00:36:19] In the sense that I'm providing a facility that offers that even though I'm not the one, that's actually the technician on it, but I'm providing something that, you know, keeps people smiling. And if they leave a little happy, then when they come in here.
[00:36:32] Austin: And I think that very fact, even though this is something that wasn't explicitly stated by you is the fact that when you optimize for positive life changing patient outcomes over.
[00:36:47] Profit always falls revenue always follows. And I think a lot of people get that backwards. They want to optimize the wrong thing. When the truth is find a way to deliver the outcomes the patient wants the revenue [00:37:00] or in the words of Patty wrote the book, the score takes care of itself, I believe is the book title.
[00:37:05] Um, but similarly revenue will take care of itself. If you focus on patient outcomes and the delivery thereof, that's why. Hmm. Well, I'm inclined ask a nosy question. However, I'm resistant to do that because of how nosy it is. So I won't ask you about revenue figures because that is too nosy, unless you want to share it's up to you, but I think it would be helpful for the.
[00:37:32] The listeners, um, is, you know, maybe we switch gears a little bit, unless there's any other notes you wanted to add there. Uh, but if we do change gears, I think it'd be interesting to hear your thoughts. I were to be, let's say hypothetically, either a new chiropractor or a struggling chiropractor, who's woken up and realized, you know what?
[00:37:54] Okay, I've got to change gears. I'm facing burnout. I'm sick of insurance [00:38:00] companies. Practice profitability is no desire. What the hell do I do? Where do I even start? And maybe talk us through
[00:38:08] Dr. David: that. So that's a great question. That was me. 10 years ago, I had in the nineties, I was in a practice in Fairfield, Connecticut.
[00:38:18] I had a partner, we went to school together and we had a giant wellness center. We had about a 4,000 square foot. Attached to about a 15,000 square foot Gold's gym. And in Fairfield, Connecticut, it was very like a white collar business kind of clientele, not like muscle heads. And not that that's a bad thing.
[00:38:37] It was just very sort of an upscale. Cause the town is more like that in Connecticut. It's more conservative. It's the way. And, um, anyway, we had an amazing wellness based practice is all about patients that we'd work on would also go out to the gym. And we would, we had about six trainers working for us.
[00:38:53] This was before personal training was even a business and we would have them supervise by us. To [00:39:00] take each individual out there, work on their weaknesses, imbalances to reinforce what we were trying to make changes with chiropractically and we had just an amazing, amazing facility with a physical therapist.
[00:39:11] And I said, we had six trainers with three girls working in the office. Two of them. Um, we had all the municipalities in Fairfield in Bridgeport, Connecticut, like the police, the fire departments, the teachers, a union. We had Sikorsky aircraft Teamsters that were building a Tomahawk and black Hawk helicopters, the next town over.
[00:39:29] So we just had a, an amazing, amazing practice or wellness space. We had a couple of corporations that were paying for their executives to come in, you know, checking their cholesterol and their blood levels at getting mom programs to get them healthy. And it was amazing, but the problem was, it was all insurance space and literally overnight.
[00:39:48] Every carrier that we were working with at that time completely went to managed care or HMO style. And it like overnight, completely like just decimated up practice because we [00:40:00] had a high, high revenue in a high overhead. And, you know, it never occurred to me that that rug can be pulled out from underneath us.
[00:40:09] And, um, we ended up closing the practice because we would've just spent all the money that was coming in and we had an asset just to pay people enough to, you know, to keep it going. But it was never, we can never maintain that. You know, output anyway, it really hit me then and realized that when a third-party decides how you get paid, it's never been worked out in your favor.
[00:40:30] And I got kind of resentful. In fact, I practiced a few more years by myself. I was, uh, started a personal training business myself as a chiropractor. I did this. And then we moved to Florida 16 years ago. And when I got here, I decided, cause I had to take a lot of exams, like five exams to get licensed. And I said, you know, something I'm done with this.
[00:40:50] I don't want to be a chiropractor anymore. I'm going to find something else to do because this, this business model is not for me. I've put so much of myself into what I dedicated myself to [00:41:00] the patients. Very service-oriented always put them first and their needs and you know, turning around and you can't make a living because you know, the business model of this kind of slapped you.
[00:41:10] So I got here and I started doing things and I started to consult. I was doing some other things that ultimately never were mean. And none of these, none of these things panned out. And I found about six years into it that they changed the law here. I could take one exam and be licensed down. And this was the whole business model on personal injury.
[00:41:33] So I said to myself, if I'm going to do this, I am not going into that business model because sooner or later, they're going to pull that personal injury in that that golden nugget is going to be gone. And as a matter of fact, this past year, if governor DeSantis did not view. They would have dropped the whole pit thing and people would have been out of business because their whole business model is, is wrapped around it.
[00:41:54] So I decided when I went back to this practice 10 years ago that I wasn't going to take insurance [00:42:00] and I was going to have to find a way to be innovative and to offer things that were going to provide value and results to people above and beyond what they were used to getting a, you know, $25 copayments.
[00:42:10] We're not having to pay anything to say a personal injury insurance. And that's really what spurred me on to. And find what I have now created over these 10 years, integrating all these other things that are cash based and, um, provide value that nobody else around here as a carpet practice physician does.
[00:42:29] So I would give anybody advice. That's either where I was or starting at. To become very innovated, innovative and put value to what they're doing as a service above and beyond what their colleagues are doing in town. I mean, that's, that's my, my best advice.
[00:42:48] Austin: Do you have a best of innovations? If, if we were to go to WW dot consumer reports or something, best of something like that, but you're the author of the [00:43:00] site.
[00:43:00] What would those innovations be that have had the biggest impact in practice?
[00:43:03] Dr. David: Well, um, you know, I would go if we look at the individual modalities technologies, um, from a business standpoint, having cryo skin and industry peers is a big one. Um, first of all, it doesn't require my time and effort. I have a technician that works.
[00:43:18] And it does a great job it's therapist driven and the therapist needs to be really adept at it to get good results. Although the technology itself, again does work, but because it's, hands-on, you know, that, that, that individual needs to be really good. And I've been fortunate. I've had that. So that's been a hands-off revenue producer for me that, um, again, without giving you the non.
[00:43:40] As, you know, caused concern for my accountant as we just met with yesterday. So it's significant and it continues to grow. We've had, um, our best year yet, um, in the three years that we've had it it's grown each year, but this one's kind of exponential from the previous two part of this cause we edited into sphere.
[00:43:57] Um, but part of it is because, um, we just had. [00:44:00] Um, I guess filled the reputation here in town. Cause a lot of referrals we get as well as doing some Facebook marketing. So those two were definitely something that could be a game changer where a chiropractor doesn't have to be as concerned about how many patients are coming in on a given day.
[00:44:15] You know, that they're seeing, um, that being said, I only see about. 13 to 15 patients a day. I won't see any more than that because they spend a lot of time with the individuals. So I'm not going for 60 people a day where I'm doing a three minute adjustment. I'm much more hands-on and providing a value service that goes beyond what they're going to get anywhere else because of the.
[00:44:35] That I integrate in that process. So as a chiropractor, the things that I integrate on modality wise, whether it's deep tissue, laser, the shockwave, we have, um, mechanical motion therapy. Um, you know, these things are the things that are standing, helping me stand apart as a chiropractor, I'm getting really good results quickly.
[00:44:54] So. That's another thing. Um, the whole body cryotherapy, um, it took a little bit of a [00:45:00] slow start because people in south Florida, the idea of being cold, they don't like it. But once they come out of their first session and get that rush, which makes them feel like they were shot with an energy drink and a happy pill.
[00:45:10] It's definitely something that a lot of people have found life-changing for themselves and are addicted to it the way I am and come in almost daily they're on unlimited packages and things like that. So again, um, that's one for me and now I see now, The superhuman protocol that we just got. Um, we just have a, an abundance of people here in the practice that want to be superhuman.
[00:45:34] They want to feel like better than they have in years. I have a 67 year old guy that started doing it. Um, he's like he's out of his mind. Unbelievably happy about it. He, he did his fourth session yesterday, went out for a seven mile run yesterday and ended up running 10 miles because he felt so good.
[00:45:50] Came in today, all geared up again. And he's like, this is he's like, I thought this was a placebo effect, but he's like, I can't tell you how good I feel. And he's an active guy. And again, like I mentioned [00:46:00] earlier, he wants to slow that aging pace from a hundred miles an hour down to like, And so he, he invests and I mean, the, this, these are items that, you know, costs money, um, but provide value in a way that, again, you know, nobody else around here has something like this.
[00:46:16] So again, things like this that most people never heard of in the beginning, those are seem to be the best things to do, because there's a curiosity, um, which is. Not knowing what it is. We have to also be burdened with educating people about the fact that it even exists much less. Why would they be wanting to, you know, invest in do it.
[00:46:35] So, but anyway, I, I, I don't want to go too far with this, but, um, I have to say that I'm very, very pleased and grateful. That the things that I've chosen to do when I decided not to take insurance, go back to this profession, which I swore I'd never do again. And the outcome that I've seen as a result of thinking innovatively, being blessed, that there are [00:47:00] innovations out there that integrate and help people in the way that.
[00:47:05] And from a business standpoint, actually seeing it come to fruition where the growth is happening. Um, largely now without my hands on, which was always the way it had to be. So now where there's other things going on here that provide significant revenue, but also provide results. And an awareness to wellness and tell change people's lives and provide them a place where they can come.
[00:47:28] That's friendly, that's community oriented and, um, really there where they feel like they're the most important person coming in. And everybody that's here is here to serve them.
[00:47:42] Austin: Well, I, you know, I could I get a T to close this show out with some, uh, pseudo Shakespearian poetry as it pertains to the universe of chiropractic care, but I think it would be a disaster. So I think what we'll do instead is give you the final word here. Any, any last [00:48:00] closing thoughts, pro tips for other aspiring, uh, chiropractors that want to share the same degree of success that you've had or anything in between here as we close the show out.
[00:48:10] Dr. David: Yeah, again, and this was all from my perspective. Um, and you, you, you have to, you know, live the lifestyle, be the lifestyle, represent the lifestyle to be able to do it. And, um, you, you, and again, I'm taking my lifestyle and I brought it into the office. So I think it's given me a certain amount of credibility and, um, belief in integrity because I'm walking away.
[00:48:34] Um, so I've become credible when I'm saying these things to people and I've had a lot of injuries. I broke my neck when I was 50 in a motorcycle accident. Um, I ruptured a disc in my spine 12 years ago and lost function in my right leg. Um, dislocated my left shoulder when I was five. And I've had problems with these things, but I'm pain-free and functional, never had surgery in any of these things.
[00:48:52] So I'm a product of my product and services here as an individual. And so when people hear [00:49:00] that, it kind of gives me a certain credibility. So I think. Anybody that wants to do something like this. They have to live it and they have to use all these things. I've never brought anything into this office that I didn't use first and, and feel that was a value to me.
[00:49:14] So I think it has to be authentic in that way. And you have to believe in everything that you have and you have to do it and invest in it on a regular basis to make it work for you the way you're trying to have people make it work for them and do that with integrity and authenticity.
[00:49:33] Austin: Words of wisdom.
[00:49:35] Well, as a final question here, how can the listeners that want to connect with you and inter the, uh, the gravity well of Dr. Litman? How can they find you?
[00:49:46] Dr. David: Well, physical evidence chiropractic is the name of the practice. And, um, we have, again, a listing of all our services on the website. We and feel free to, um, put this out there.
[00:49:58] We have a, a [00:50:00] cell phone we use as the office phone, which is (561) 674-1217. I'm always happy to speak to people. And I've done this before. I've spoken to doctors outside of the state. Who've called and asked me about some of these things that we have cryo skin industry is, would even some of the other modalities.
[00:50:17] And I'm always happy to share that before. It's no good. If I keep it all here to myself. Cause there's a lot of people out there that can benefit and I can't possibly help them all. So I'm very open in that way. And um, so I'm happy to have anybody reach out that has specific questions, even from a business standpoint or from the wellness standpoint on how some of these things that we've experienced, um, you know, have worked out for us and if there's anybody out there and it has something that I don't have.
[00:50:43] That I'd be interested in. Please get in touch with me because I'm always looking for news. Uh, oh, here
[00:50:48] Austin: comes the cold calls. Well, don't heckle him with a late night. Cat means at 2:00 AM. He will blacklist you if that's you. So anyhow, well, Hey look, I've, I've enjoyed the hell out of our time [00:51:00] today. You are an absolute legend and, uh, again, thanks for being on the show today.
[00:51:05] Dr. David: It's my pleasure. Thanks so much for having me. I enjoyed speaking with you as well.
[00:51:08] Austin: Likewise, you take care. If you're looking for the latest in aesthetics and wellness equipment, check out Artimus dot C O to learn more about how we're helping beauty and wellness business owners take their business to the next level, without the costs and commitments of other products in the market.
[00:51:26] Connect with us again@artemis.co. Thanks for listening.