My annual ritual to make sure my practice is built to win.

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Every year, right around the time people are lined up outside Best Buy waiting for a TV that’ll break in two years… I do something a little different.

I sit down—2 to 3 hours—and I audit my practice. All of it. Every system. Every number. Every part of the airplane.

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Why?

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Because Black Friday isn’t just about discounts.

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It’s about reviewing the year and preparing to dominate the next one.

I’ve done this for years. It’s one of the reasons my practice stayed strong when others stalled. It’s why we hit growth spurts when most chiropractors flatlined. It’s why I sleep well at night—not because everything is perfect, but because I know exactly where to improve and what to do next.

Today, I’m giving you the full breakdown.

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Here’s how I run my Black Friday Practice Audit—and how you can do it too.

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1. The Cockpit — Leadership & Vision

Your cockpit is who’s steering the plane and where the plane is actually going.

What I Audit

• Did I cast clear vision for the team in 2025?
• Did I grow as a leader this year?
• Did I honor the mission, values, and culture of our clinic?
• Did I lead with conviction, or did I drift into management?
• Did I handle conflict with clarity and courage?

How I Grade

A = Clear direction, strong meetings, team aligned behind the mission
B = Vision mostly clear but inconsistent follow-through
C = Reactive leadership, too much putting out fires
D = Team unclear, goals unclear
F = No real leadership rhythm at all

My 2025 Score Example: B+
We executed well. Culture is strong. But I drifted into busyness too often. I want to be more intentional in 2026.

How YOU Can Audit

Ask yourself:

• Did I know where I wanted to take this practice this year?
• Did my team know?
• Did I communicate, reinforce, and protect our standards?

If your cockpit is foggy, your whole plane flies blind.

2. The Right Engine — Marketing

Your right engine feeds the practice. No fuel, no flight.

What I Audit

• Monthly new patient average
• Source of each new patient
• ROI on every campaign (internal, digital, external)
• Whether my marketing message was clear or all over the place
• Consistency of content
• Community presence
• Reviews and reputation

My 2025 Score Example: A-

Shockwave campaign crushed. Golf content performed. But I could have tightened up FB/IG retargeting.

How YOU Can Audit

Pull these numbers:

• How many new patients per month?
• What’s your top source?
• What marketing actually made money?
• What was a waste of time?
• Did you get at least 10–15 reviews monthly?
• Was your message clear and consistent?

Marketing isn’t about being everywhere.
It’s about doing the right things consistently.

3. The Left Engine — Sales & Patient Experience

This is where most chiropractors lose altitude.

What I Audit

• Conversion rate from Day 1 → Day 2
• ROF process
• Case acceptance %
• PVA
• Referrals
• Financial clarity
• Lay lecture effectiveness
• Whether patients are following through
• Whether team is clear on scripts and expectations

My 2025 Score Example: B

We did well. But whenever volume spikes, the ROF process tightens or loosens depending on team rhythm. This will be a 2026 focus.

How YOU Can Audit

• How many Day 1s actually show up for Day 2?
• How many accept recommended care?
• Are you presenting confidently or “hoping” they say yes?
• Does your team reinforce your standards?
• Are patients understanding chiropractic or just tolerating it?

Sales isn’t pressure.
Sales is clarity, leadership, and conviction.

4. The Wings — Products & Services

You can only fly as far as your services allow.

What I Audit

• Are my offerings profitable?
• Are they simplified and clear?
• Did we add anything this year that diluted focus?
• Did our premium services (shockwave, decompression, massage, laser) grow?
• What needs to be upgraded, packaged, or cut?

My 2025 Score Example: A

Shockwave expanded. Decompression optimized. No unnecessary add-ons.

How YOU Can Audit

• Do your products/services help or confuse?
• What is your top revenue generator?
• What is your biggest time-waster?
• What needs to improve or evolve in 2026?

If you do not have a simple, profitable service menu…
you’re carrying unnecessary drag.

5. The Body — Operations

Systems, team, onboarding, scheduling, communication, chaos.

What I Audit

• Front desk systems
• CA training
• Scheduling efficiency
• Billing accuracy
• Daily huddles
• Checklists
• ChiroTouch usage
• Team morale and performance
• Cleanliness, order, and workflow

My 2025 Score Example: B-

We had some turnover in mid-year. Good recovery. Needs more systemization in January.

How YOU Can Audit

Answer honestly:

• Do you run the system… or does the system run you?
• Are you still putting out fires you should never be near?
• Is there a clear standard for every role?

Operations are either your multiplier or your bottleneck.

6. The Fuel — Cash Flow & Finances

The most avoided part… and the one that matters most.

What I Audit

• Monthly collections
• Profit margin
• Overhead %
• Tax strategy
• Cash reserves
• KPI dashboard
• Debt
• Personal vs practice spending
• 50/25/25 allocation
• Investment strategy

My 2025 Score Example: A-

Clean books. Clear reserves. Tight cash flow. I’ll be refining KPIs for 2026.

How YOU Can Audit

• Are you profitable or surviving?
• Do you know your numbers weekly?
• Are you overspending emotionally?
• Do you have a personal plan AND a practice plan?
• Are you building wealth or just owning a job?

Money reveals the truth you don’t want to look at.

7. The People System — Team, Culture, & Accountability

A plane can have every part perfect… but the crew determines the outcome.

What I Audit

• Team alignment
• Team skill level
• Communication
• Accountability
• Trust
• Hiring needs
• Firing decisions I avoided
• Training gaps
• Bonus structure
• Celebrations
• Burnout level

My 2025 Score Example: B+

Good team. Solid rhythm. I need to improve leadership meetings and individual check-ins.

How YOU Can Audit

Ask yourself:

• Do I have the right people in the right seats?
• Are there people I’ve been tolerating instead of leading?
• Does my team feel valued and supported?
• Do they know exactly what winning looks like?

Culture doesn’t happen by accident.
You build it. Daily.

The Final Scorecard

After I grade each section, I average the entire plane.

This year’s score:
B+

Not perfect. But honest.
And honesty gives you power heading into a new year.

Then I choose 3 big moves for the next 90 days.

Not 20.
Not “fix everything.”
Not emotional changes.
Just three things that move the needle.

Why You Need to Do This Too

If you’re heading into 2026 without a clear understanding of:

• what’s working
• what’s broken
• what’s missing
• what needs attention
• and where your biggest opportunity is…

…then you’re not flying your plane.
You’re hoping it stays in the air.

Hope is not a strategy.
Leadership is.

YOUR CALL TO ACTION

If you do this audit and realize your practice is not where you want it to be…

If you’re tired of guessing…
If you’re tired of doing it alone…
If you want 2026 to be the year you finally run your business instead of your business running you…

Schedule a call with me.

Let’s walk through your airplane together.
Let’s fix what’s broken.
Let’s build what’s missing.
Let’s create a clear plan that honors you, your mission, your values, and your future.

You don’t need to “try harder.”
You need a blueprint.
And I promise you — this next year can be different.

Only if you choose to fly the plane.

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