Dr. Aaron Webb 0:00
Have something that’s patient centered. I tell all my patients when you come into the office, I want you to feel like you’re coming to see a family member or friend. I don’t want it to feel like a sterile cold environment.
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Jordan Ostroff 1:09
Hello, and welcome to Let’s Get Up To Business with Jordan Law. Joining me today is Dr. Aaron Webb. So happy to have you.
Dr. Aaron Webb 1:15
I am happy to be here as well, Jordan,
Jordan Ostroff 1:17
And I’m kind of going to geek out on this one. You know usually we focus on business providers or we focus on people with a really good story of their business Aaron’s gonna get actually get both of those. He runs very nice medical practice as well as being able to do some interesting things for business people prior to employment.
Dr. Aaron Webb 1:34
Yep, exactly. comprehensive health Orlando. I have four locations here in Central Florida, preparing to open a fifth so.
Jordan Ostroff 1:43
And so what sort of clients or patients are you looking for?
Dr. Aaron Webb 1:48
Yeah, welcome patients. So for us, really, it’s a large dichotomy. So our offices Comprehensive Health the name really spells out what we do. So we’re we’re an integrated facility, meaning we have multiple providers with different specialties. So we have family medicine doctors, we have chiropractors, physical therapists, massage therapists, nutritionists. What we want to do is take a comprehensive approach to people’s health. Good patients that we tend to have in the clinic; there really isn’t one set model that we seek after but we have a number of patients who are injured either playing sports or in a car accident or slip and fall or, or just in the game of life, you know, arthritis and things or joints break down. We have patients who come in for medical weight loss. We have grandma coming in for diabetes medication and grandpa for height for his hypertension pills. Little Susie’s back to school, physical Tommy’s stitches, you know, x-rays, EKGs, all the kind of things that you would generally get from your family medicine physician, but much more in my opinion.
Jordan Ostroff 3:00
So if somebody’s having listened to this knows they need your help. What’s the best way for them to get in touch with you?
Dr. Aaron Webb 3:04
So it is 1-877-MD-CHIRO. So we are 1-877-MD-CHIRO that is the on call number for a physician. We have physicians on call 24 seven for those who are injured if they are injured an automobile accident. If you call the 1-877-MD-CHIRO it will ring to our first clinic, the Ocoee office, if it’s after hours, it will ring to one of the doctors on call. And depending on where you’re at in the city, they’ll be able to funnel you to the nearest clinic.
Jordan Ostroff 3:38
And I love the fact that you guys have kind of staggered some hours across the clinic. Is that right?
Dr. Aaron Webb 3:42
Yeah, so I mean, here’s the thing about healthcare, healthcare for years has been very, very doctor centric, and not patient centric. And the business model, because healthcare is a business has needed to have some reform and be more customer service based in my opinion. So with that being said, I have patients so for example, someone’s injured an automobile accident, and they need to see me maybe a few times a week, and they come to me and they’re like, hey, Dr. Webb, I love you, I love this clinic. I know I need this treatment. But I also need to feed my family and I have rent or car payment, you know, life. I’m living paycheck to paycheck, I can’t come in here a couple times a week to get treatment. So now I’m not going to get better. What can we do about that? So my downtown office is open to 9pm. Also open on weekends. Kissimmee location is opened 8pm, two days a week, Winter Park location is 7pm daily, also open on the weekends. And Ocoee is also open to 7pm daily and on the weekends. And for me, I feel like that is the thing that healthcare should be gravitating towards. I meet doctors that are like, you know, I only want to do a half day on Tuesday, and then half day on Friday. And I’d like to have every Thursday off. So I’ll see patients on Mondays from 10 to two. Like I’m like, This is crazy. Like, how can anyone get into see you? You know, how can you help your community with hours that are just not fair to a normal working person?
Jordan Ostroff 5:19
And it’s definitely the same thing for lawyers we have so many clients are like, Oh, you know, I you were able to meet with us at six o’clock at night. So I can get off work beforehand. And we’re sitting there like, yeah, they know, the whole point of this is that you can still have a job, you know, you don’t have to lose it because the accident or a criminal case or whatnot. So I appreciate that. So 1-877-MD-CHIRO.
Dr. Aaron Webb 5:39
Yep, yeah, hundred percent. Or you can google search, you know, Comprehensive Health Orlando, or if you want a Google search, like Orlando’s best facility or clinic for healthcare, all of those things will just pop us up number one.
Jordan Ostroff 5:51
I like that. So Google best clinic. That’s quite the quite the way to find you.
Dr. Aaron Webb 5:57
Yeah, thank you.
Jordan Ostroff 5:59
So one of the things you and I talked about that I’m just so interested in, it doesn’t really apply to my profession. But I know you do a lot of pre employment screenings.
Dr. Aaron Webb 6:07
Yes. So as a employer, when you bring in an employee, they’re essentially representing you and your company. And you want to make sure that the person that is coming in as a person that’s presented to you, so you may have gone on a first date with someone and you’re like, Man, this girl is awesome, or this guy is awesome. And then you begin to spend more time with them. And you’re like, yeah, they’re crazy. Sometimes that can happen to employers where someone comes in, they can present themselves nicely, and you don’t understand or know that they have a drug addiction, or they have some serious limitations and their physical capabilities.
A drug screening, and they just want to make sure that this person is healthy enough to, you know, sit in a desk, but then I have other employers who one in particular here in town owns HVAC company. And those guys have a relatively physical job. And they have to carry workers comp insurance, and they have to protect themselves with this insurance. Well, what happens if someone comes in and they’re they’re in the company, two or three weeks, and suddenly they’re they’re low back is a, you know, they’ve injured it? Well,
Jordan Ostroff 7:31
Just long enough for them to get your workers comp claim?
Dr. Aaron Webb 7:34
Yeah, just long enough, or remarkably, a number of workers comp claims happen Monday morning. So like, you know, Saturday night, you’re doing something stupid. And then Monday morning, you’re, you’re at work claiming that you hurt your back. So what we do is we do an orthopedic exam, we have any, that I would say we should take an X ray and take a look at, we’re going to take an X ray, we’re going to take a look at it. And we’re going to be honest and objective and document those things. So that if you the employer can find out like, Hey, Mr. Jones has a history of discriminations in his low back. This is what his x rays are showing me this is what orthopedic exam is showing me. This is what his drug test says, This is the muscular strength tests, and I’m getting back neurological feedback, yes, I can hang my hat on saying he can complete your work. And it’s safe to do it. Or I say, you know, he should be wearing a lumbar support brace if he’s lifting beyond 35 pounds.
Jordan Ostroff 8:33
Dr. Aaron Webb 8:34
And that can protect the employee from getting injured and the employer.
Jordan Ostroff 8:39
So I know I’m to call back to one of our prior episodes, if you have a drug testing procedure in place, you can save money on workers comp insurance. Do you know if it’s a similar for doing the pre employment screenings? Or,
Dr. Aaron Webb 8:50
You know, I don’t, I don’t know if that even affects their rate. But I know the employers that I’ve dealt with in the past, it helps them determine hiring
Jordan Ostroff 9:02
Well, and he’ll certainly help from a legal standpoint, they get sued for workers comp, and they can show this person already had that injury. Yep. So that I mean, that could save them thousands of dollars over the course of you know, any, any increase in their rates or any other requirements that they get placed on them.
Dr. Aaron Webb 9:15
And the other thing that it’s going to do, as you know, is let’s say this person came into me, and they got that physical, and they didn’t have any pre existing conditions, they didn’t have anything wrong with them, they were a healthy individual, they got a job. And they were put in a dangerous position, or they just by freak accident hurt themselves. Now, it’s documented that those things just weren’t there prior. And and that can be a godsend to in the case of a medical legal situation. I’m not an attorney, but I know a good one. Right, and I’m looking at him. So yeah, that that would be something that I’m sure would be beneficial to you, if Hey, six months before he injured himself on the job, he saw Dr. Webb, they took x rays, they didn’t exam they said he was good to go
Jordan Ostroff 10:01
Well, or even get into a car accident. And I can pull the data, you know that you looked at three months earlier, having nothing to do with the job. I mean, I’m salivating thinking about that case, coming into Dover, where you just did the employment screening on him, and now they’re injured in the car accident, we can definitely say it wasn’t a pre existing issue.
Dr. Aaron Webb 10:16
Yeah, and on that same grounds, all have patients that come in, and let’s say, you know, they’ll say, Oh, it’s just a minor accident, it was a fender bender, you know, I don’t really, I don’t really want to get hurt, or I don’t want to get any treatment, or I don’t want to get checked out, I always tell people come in and get checked. Now, if you’re in an accident down the road, heaven forbid, and you were an accident a year prior, and you’re hit by semi truck, and you didn’t get any treatment, they’re going to say that any of your injuries are most likely pre existing from the prior accident. So I’ve had a number of patients that have come in, and they said, Hey, can you just do an exam, I just want to see what’s going on, I’ll do the exam. And I’ll tell them, You have minor soft tissue injuries, it’s going to be limiting, and it will resolve within two to four weeks, we can do a few treatments with you. And then afterwards, I’m going to write the total resolution of those injuries. So that down the road, if they are in an accident, that isn’t something that comes up to harm them. If it’s the case,
Jordan Ostroff 11:24
So what’s the approximate cost for somebody to get that check out? You know, to make sure everything’s okay.
Dr. Aaron Webb 11:29
Well, you mean after an accident, right. So after an automobile accident, it would just be the the fee schedule set by PIP and the State of Florida. So we would, because it’s an injury that’s involved in an automobile accident, it would be depending on the level of the exam. So not to get too technical, but you have you know, CPT codes, you have the codes that physicians use for their services, so depending on the time, and the technicality of the exams that the patient user needs to receive, but majority the time it’s something that your automobile insurance is, is going to cover,
Jordan Ostroff 12:05
Even to tell them just soft tissue, they’ll be fine in a couple weeks,
Dr. Aaron Webb 12:08
Yeah, hundred percent. Because our effect, if you bring your car into the mechanic, and the check engine light is on, he’s just not going to fix it. He’s gonna like, well, he’s got to do an exam of some sort, he’s got to figure out if there is really a problem, or if it’s just a light bulb is malfunctioning. So if you come in after a car accident, and you say, I just want to see and make sure I’m okay, I don’t see why an insurance company wouldn’t be alright with that. I don’t
Jordan Ostroff 12:34
You’d ever know when it comes to the insurance company, right?
Dr. Aaron Webb 12:37
I’ve never had to fight fight one on it. So and I’ve had quite a few.
Jordan Ostroff 12:41
And so I’m for the employment screenings, what I’m assuming the employer is going to pay the cost.
Dr. Aaron Webb 12:46
Yeah, that’s that would also depend, it’s usually about $250. And that includes drug test. It also includes any x rays that needs to take place. And then we have the employee, they sign a release that the information that we collect can be given to their employer. And then we share a copy of the report with the employee and the employer. And we share copy the drug test, and we’re fairly open and honest about the entire process with both the employee and the employer.
Jordan Ostroff 13:21
What’s the approximate turnaround time on that
Dr. Aaron Webb 13:23
Within a week, I mean, if you call today, and you said you wanted to get on the schedule, if you weren’t picking on location, we could probably get you in today with one of our medical doctors and one of the four clinics to get that process started. The rate limiting factor here is going to be getting the blood work done,
Jordan Ostroff 13:40
Dr. Aaron Webb 13:40
and getting a urine analysis done. Because you’re going to have to go to a lab core or a quest type of facility to get the type of testing done that we want done. And you might call them and they might not have an appointment open for you till tomorrow or next week. Or, you know, what, you might just decide you didn’t want to go because you’re like, man, I don’t think I want this
Jordan Ostroff 14:06
27 days ago.
Dr. Aaron Webb 14:08
Yeah, exactly. When I was in Colorado a couple weeks ago. So yeah, and we’ve had a couple of those for sure.
Jordan Ostroff 14:17
So what um, when it comes to those pre employment screenings, what are the professions you would recommend utilize those?
Dr. Aaron Webb 14:27
Well, I would definitely say anyone that is in the labor or trades or has a more physical type of job. That would be a great starting point. And, and even outside of the the employment screening side of it. If you’re going to be doing a physical job, it’s going to put a toll on your body. So my, my patients who are carpenters, they come in with wrist and elbow pain from swinging a hammer. My patients at late carpet they come in with knee pain from I don’t know if you ever seen that little thing that they kick underneath the the kickboards of your house, like when you kind of tuck in a carpet in the carpet layers us or the guys that do tile, they’re underneath all the time. Towel guys, carpet guys. osteoarthritis, and the knees, knee pain, those kind of things. And guys that sit at a desk, low back pain, upper back pain, arthritis in those joints will occur
Jordan Ostroff 15:27
and the medical weight loss you do as well, I’m sure
Dr. Aaron Webb 15:31
yeah, medical weight loss. Definitely a
Jordan Ostroff 15:33
lot of us in our sedentary death life.
Dr. Aaron Webb 15:35
Well, this is like a buzzkill. Sorry, but you know, sitting is the new smoking. As far as health correlation goes, the more time you spend sitting, the more likely you are to have a poor quality of health as time goes on. So you got to get up and get moving. So if you got a physical job, regardless, you should come in and just get checked out to see how you’re doing and what’s going on with your body. If, for example, you’re an employer, you’re going to be hiring a, let’s say a high dollar professional. One of the things that we also offer which is much higher than the much higher than the pre employment physical is an executive physical. So let’s say you’re going to bring in, you know, a new attorney, and you’re going to be investing a lot of time, energy, money, resources, advertising dollars, all those things into this attorney, and you want to know that he or she is actually healthy. So or you’re going to be opening a life insurance policy or something like that, oftentimes, a CEO of a major company will have what’s called executive physical before their employment. And what we do in executive physical is so much more if you allow me to go into it.
Jordan Ostroff 16:50
Yeah, of course.
Dr. Aaron Webb 16:51
So we have an executive physical, we do an ultrasound of all the arteries and all the organs. So we’re going to do an echocardiogram of the heart, we’re going to look for any blockages in the heart, we’re going to an ultrasound of all the major arteries, we’re going to look for any type of atherosclerosis plaquing that’s occurring. And then looking at the major organ systems to see if there’s any abnormal growth to see if something’s going on, on with your kidney or liver that you otherwise don’t know about. The last symptom to arrive and the disease process is pain. And the first symptom to leave in the healing process is pain. So people often think, lack of pain, I must be fine. Oh, wait. Now I have pancreatic cancer, and I have three or four weeks to live. That’s a very rude awakening. So we do an ultrasound of all the arteries, all the organs. We do an EKG a test of the heart. We do spirometry, which is a lung function test. We do audiology a hearing test, we do a vision tests, a dermatological exam, looking at your skin, head to toe, we take a chest X ray, we do blood work, we do uranalysis. And then we do review of past medical history with you. And and we also the piece de resistance is a cardiac stress test. So we get you on a treadmill and we test your heart and see how it is. So at the end of that we can rule out a lot of major pathologies that could be going on cancers, tumors, things that wouldn’t even appear in your life for a decade or more. So that is our executive physical. And we have patients that come in just for that they don’t want anything else. They just want to get the physical and move on.
Jordan Ostroff 18:33
Well, we’ll we’ll know if my wife Listen to this. Because if social Sign me up for the hearing test, at least that part. Yeah. So Alright, so let’s get into your story. I mean, I I’m always blown away by how far you’ve come you you started your first clinic four years ago?
Dr. Aaron Webb 18:49
Two and a half,
Jordan Ostroff 18:50
Two and a half years ago, even better? Yeah. And so four clinics, you’re more on the way coming down the pipe.
Dr. Aaron Webb 18:57
Yeah. So I have this fundamental belief that you should grow, that life is about progression. And if you have something that’s truly good, then why not share it more? My whole goal when I opened up Comprehensive Health Orlando, our first clinic and actually was open five clinics in five years. And what I wanted was to have this integrated model, just like I talked about to have something that’s patient centered. I tell all my patients, when you come into the office, I want you to feel like you’re coming to see a family member or friend, I don’t want it to feel like a sterile, cold environment. You know, Jordan, you do very well to make yourself appealing just in the way that you dress. Sometimes a suit and tie can make people feel a little standoffish or unapproachable.
Jordan Ostroff 19:48
For those of you who can’t see this, I’m wearing a bright orange Hawaiian shirt. So
Dr. Aaron Webb 19:54
yeah. And, and, and that’s awesome. In my offices on Friday, the doctor staff, we all wear jeans, and we listen to Bob Marley music. It is reggae Friday, every Friday, and our patients come in and they’re like, oh, reggae Friday. All right. I’m like, Yeah, I know, isn’t it great? And we want that kind of continuity. We still do things that other doctors did decades ago that they don’t do now. So we do house calls. Dr. Naughtin, he’s done a number of house calls to patients houses that give them some stitches or?
And that’s something that you generally won’t see. Sorry, I went on a tangent. So my story?
Jordan Ostroff 20:41
Yeah, I mean, yeah, my next question, because I always like talking to people, what sets them apart. And so a lot of it I know, you guys are very client focused. You know, it’s not like you said, a lot of it’s about the doctor who only wants to work certain times for you all too much more about the client?
Dr. Aaron Webb 20:54
Exactly. So one of the biggest characteristics that I have to say, when I sit down with someone, and they’re joining our team, so I don’t have any employees, the only employee I would say, would be myself, because really, I work for the company more than anyone else. Everyone else is a team member, we are on the same team, we all have the same goal, the same objective. And when I meet with a potential team member, I always say, can you be nice to people? Can you open the door? Can you smile? Can you be friendly? Can you have a bad day at home and not have a bad day at work? Because people come into a doctor’s office? Do they want to be there? Generally speaking, no, they’re hurt, they’re in pain, they’re sick, there’s something wrong. Some people do come in for wellness based care, and they do want to be there. And I get that and I’m happy and really appreciative of them. But a lot of people come in because my wife and I were trying home and we were T-boned by a semi truck driver or by someone who was texting, or, you know, this thing happened to us. And now they might not have the sunniest disposition when they’re in our office. And so if if the members of my team can’t be kind, then they can’t be on our team.
Jordan Ostroff 22:20
Yeah, I always tell people that, you know, common sense and common human decency are no longer so common.
Dr. Aaron Webb 22:25
Yeah. human decency. Yes, common sense. abundantly. So Google is kind of helped me out and common sense. So sometimes. Yeah.
Jordan Ostroff 22:35
Well, if if you’re going to Google, you know, best Chiros in Orlando, and you’ll come up, then obviously, Google has common sense,
Dr. Aaron Webb 22:40
Pretty much pretty much unless my ad words run out.
Jordan Ostroff 22:44
There you go.
Dr. Aaron Webb 22:46
Jordan Ostroff 22:46
So talk to me more, how did you go from, I guess, you know, becoming a doctor to now owning so many different offices?
Dr. Aaron Webb 22:55
Well, here’s the thing about me. The thing that I’ve wanted most in life was freedom. I knew the vision of my life, what I wanted it to be, and my life is built around giving, loving and serving others. So before I went into the path of healthcare, I was a full time missionary in the Philippines for two years, and spent two years of my life working, serving and doing things for others. And then I came back and went to college. And I have carried that attitude with me. When I decided I wanted to go into healthcare, one of the big draws was that I could serve my community and provide a good service, and something I’m deeply passionate about, but also provide freedom as far as being a business owner and being able to control my own time and being able to work as hard as I want to work. If that’s what I deem necessary for me, and, you know, I wouldn’t much rather fail on my own accord. And by my own decisions than anywhere else in life, so it was not an easy process, it probably is the most deeply personal thing you will ever go through, I know you experienced that and have experienced starting your own business and, and the fear that can come in and the amount of risk it takes, you know, people don’t recognize this. Sometimes you might see someone who’s successful, and you don’t realize the sacrifices it took to get into that position. And you might just see the end result. And think that that was an easy process, and not really understand what it took. For me opening up my first clinic. I had a job prior, where I had a great income. I had a paid malpractice, this, I had 401k I had kids in a private school and a mortgage. My wife was pregnant at the time with our fourth child. And we’re pregnant right now with the fifth
Jordan Ostroff 25:12
I wasn’t gonna say anything. I wasn’t sure if that was podcast knowledge, it’s out there. Now.
Dr. Aaron Webb 25:16
Yeah, it was a gift from New Zealand just a stow away baby from the last vacation. But
Jordan Ostroff 25:24
You brought home a little extra Kiwi. I did.
Dr. Aaron Webb 25:26
I did a little little boy for November, he’s going to be here. But when I started the first practice, I had to take all my savings, I had to risk my home, I had to take on debt, I had to quit a job that most people in america i don’t think would have quit or walked away from. And with no hope of ever being able to recoup that money again. I mean, there was no, there was hope. But there was no guarantee is what I should say, no guarantee that I’m going to be able to make it. If I fail, I lose my house, I lose everything that I own, you know, I’m still gonna have my family. And I’m probably going to just ruin my credit, declare bankruptcy, lose the house, lose the cards, and, and then I still go to someone else.
Jordan Ostroff 26:17
So for me, it’s a little bit different, because my wife owns the other half of the firm, but from you kind of walk us through that conversation with your wife, that’s like, Hey, you know, we’re, we’re comfortable taking this jump?
Dr. Aaron Webb 26:27
Well, it wasn’t really that kind of a conversation like the I knew I could do it, I just needed a chance. And I think many people in this country and in, in this society, the success that they’re hungry for is on the other side of fear. And you have to get over that fear. And I knew that I could do it, my wife knew that I could do it. I just needed that opportunity. And so I told my wife, I said, You know what, this isn’t working out where I’m at. And I want to go out and do this on my and I want to have control of the situation and the narrative that’s written for my patients. So I have patients who come into my clinic that routinely I do not charge them, because I know they can’t afford my care, but they need my care. When I work for someone else. I couldn’t walk them up to the front desk and say, there’s no charge today for Mrs. Jones. Miss Jones, have a good day. That would get Dr. Webb in trouble. Now Dr. Webb walks up to the front desk yesterday, Just in my Ocoee clinic twice today, I walked with the front desk and said, Hey, no charge for today. Thank you very much. And that’s the person that I would want to be remembered for. And that’s who I want to be and I couldn’t be that person working for someone else. So my wife hundred percent on board. She’s never doubted me. Yeah, she as soon as I told her this, what I’m going to do, she said, well do it.
Jordan Ostroff 27:51
Great. So so that got you the first clinic out in a Ocoee?
Dr. Aaron Webb 27:57
Jordan Ostroff 27:58
Then kind of walk me through know how you made the decision over the next one, how you find staff like how you, what’s your focus as you’re growing?
Dr. Aaron Webb 28:06
Sure. So my goal was always five clinics and five years, which this morning, I actually just was looking at the fifth office space. And yesterday, we had the doctor that will be in the fifth office, join our team and start in our Kissimmee location training and really excited to have Dr. Vargas and his family join our team. But when I opened the first clinic, I had the end in sight. And my end game was always in my mind to do five clinics in five years, that was my goal. And I wanted clinics that would encompass Central Florida, that would have a certain dynamic to them, that would be a good model for the citizens of this area. So any choice I made in the company, it had to go back to that root core goal is this bringing me to that goal or not? One of the things that I did early on, I didn’t pay myself, the first year that I was working over 200 days, that first year, I had paid staff members, I paid, you know, the bills and the lights and everything else. But I wasn’t paying me and my family, because I wanted to reinvest that money into the business to grow it. And And that, to me was probably the thing that catapulted us the most,
Jordan Ostroff 29:28
Because it just gave you so much more capital to continue to use?
Dr. Aaron Webb 29:32
Yeah, it gave us the ability to continue to invest in and good people and team members and, and, and those kind of things and, and bringing in new staff.
Jordan Ostroff 29:43
And I’m sure it keeps you very hungry and not paying yourself the this this has to work.
Dr. Aaron Webb 29:47
Well believe me it did. And my wife will tell you that she will never let me do that. Again, it was the most stressful time. It was the best of times. And looking back on it, you can kind of remember romanticize, is that a little bit, but it was very, very stressful. And, and some of it was self imposed. Because I made that decision. And you know, I made this choice, I quit my job. I’m doing this project. This is the consequences of your choices.
Jordan Ostroff 30:18
So where’s the fifth office going to be located?
Dr. Aaron Webb 30:21
Um in Claremont.
Yeah. And, yeah, I’m excited. It’s a growing area. And we have a number of patients that are actually commuting from there already to our Ocoee relocation over 30 minutes. And finally, it just came to a point where it made sense.
Jordan Ostroff 30:39
That’s wonderful. So how do you I mean, so most businesses, you know, growth isn’t necessarily that hard, growing correctly as the problem. So what advice you have for those business owners how to grow, expand, but still keep that same A-plus service the whole way through?
Dr. Aaron Webb 30:57
Well, one thing I definitely says you have to avoid debt, you have to avoid the the overhead increase, the lower your overhead is in your business, no matter what your businesses, the more likely you are to survive, because floating a business can be very expensive. And so the first clinic we opened with a kind of hybrid of my home and my savings and some debt, but the second, third and fourth, and now the fifth will all be opened, self funded without any debt. And so if I lost, I wasn’t going to have a creditor, you know, if the clinic didn’t make it, my second office didn’t make it, I wasn’t having a credit or knocking on my door, or something like that. It would just be my own money that was gone. So that would be one of my first advice would be avoid debt, try to keep the overhead low. Second question you had.
Jordan Ostroff 32:00
So just the How do you maintain that A-plus service as you continue to expand?
Dr. Aaron Webb 32:04
Oh, right. So that’s the hard part. So one of the things that I have done from day one is the people who join our team, they have to have kind of that heart of a servant. I 100%, across the board, want the doctors to spend as much time as they need with a patient. We don’t have any type of quota. And sometimes in health care, and especially in primary care offices, the primary care physician might have eight minutes to spend with a patient or 12 minutes to spend with the patient. I was speaking with one primary care physician that they they clocked him from the time he went into the office into the room with the patient to the time that he left
Jordan Ostroff 32:48
Who is they?,
Dr. Aaron Webb 32:49
and I don’t want to suddenly this appear. Right?
Jordan Ostroff 33:01
Dr. Aaron Webb 33:03
And they would, they would record time in time out average time spent with the patient. If he was under a certain time he would get a bonus.
Jordan Ostroff 33:14
And so they’re going that far as to incentivize.
Dr. Aaron Webb 33:17
Yeah. And that, to me felt like completely wrong. And so that’s why sometimes you go into a facility and there they’ll tell you like we only address one complaint. So if you have a shoulder problem and neck problem and diabetes, which one would you like to talk about today, diabetes, or the neck or their shoulder? Come back for two more appointments.
Jordan Ostroff 33:37
Oh, my God. And it’s like, pick which of your kids you get to save.
Dr. Aaron Webb 33:42
Exactly. And so so and I don’t want anyone to feel jaded. And there are great doctors out there and there are abundance of them. And, but sometimes in healthcare, some of that personal touch has been lost. And for me, I want everyone to feel at home in our clinics, and we make them feel at home, we get to know their names and their families. And, you know, I want to watch these people’s children grow up and I want to be a part of their healthcare team. So I don’t treat people I don’t monetize my patients. And I see good service, good services is the goal. And if we end up being paid along the way, and we can keep the lights on, and that makes me happy. But if you focus on money as a business owner, no matter what your businesses, you’re doomed to fail, because you’ll make poor decisions because you’ll make decisions that are only about money, and not about people and that will drive people away.
Jordan Ostroff 34:43
Right? I have to think that those couple people you walk up and you know don’t charge them that day, are going to go way out of their way to send you somebody else to come back to leave good reviews to you know that goodwill. Just
Dr. Aaron Webb 34:54
Sure, sure, if you put on if you google search conference health Orlando, and you google search co location, Kissimmee downtown Winter Park, and you read our Google reviews, we’ve never had anything below a five star review. And when you read them, oftentimes, like if I’m having a bad day, this might sound cheesy, but I’ll click on Google, and I’ll read some of our reviews, and read the things that people say about our team and about our doctors. And I’m like, man, today might have sucked, but we’re doing something good here.
Jordan Ostroff 35:29
Dr. Aaron Webb 35:30
You know, I might be at the office till 11 o’clock at night, doing notes or working on things that I would generally rather be asleep at that point in time. But knowing at the end, at the end of the day, that you’re providing a service that is meaningful to other people, and impacting their life is, is probably the best payment.
Jordan Ostroff 35:47
Well, a lot of times law and medicine go hand in hand, because you’re dealing with people at probably the worst time of their life, you know, Something terrible has happened. And that’s why they’re here.
Dr. Aaron Webb 35:56
Yeah, exactly. And that’s kind of the double edged sword. Because in school, you’re almost taught to not want to be paid for your service. You know, you do take an oath that your to care for these people. And you as a physician, you have a fiduciary responsibility to your patient first, just like you, as an attorney, have a fiduciary responsibility to your client. And so I’ve had patients that have come in, that I knew 100% can afford my care, but they need my care and my treatment. And, and they’ve received it. And the the thing that you mentioned I do quite often is I say, hey, if you ever know someone who needs my treatment, or if something ever happens in your life, that you need me, or someone you know needs me, please let them know who we are. And a lot of our businesses, self referrals.
Jordan Ostroff 36:51
Well, and I love you take a step farther than that. I know, we’ve talked about how you’ll actually try and help send business to other clients of yours as well.
Dr. Aaron Webb 36:59
Yeah, if I have a patient that comes into my office, and they own an HVAC company, if I need something done with h back the person I’m calling
Jordan Ostroff 37:08
to this, this just happened with the Orlando office, right?
Dr. Aaron Webb 37:10
Yeah, my downtown office, English air, the expert’s expert will do a shameless plug there. Yeah. They replaced our AC unit in our downtown office
Jordan Ostroff 37:20
in the middle of summer as quickly as possible.
Dr. Aaron Webb 37:22
Yeah, it was a nightmare for the for the AC guys in the attic of that office at 200 degrees or whatever it is up there. But yeah.
Jordan Ostroff 37:33
So all right, you got these giant corporations, which their bonus structure is based upon, I guess how quickly you can mill through clients?
Dr. Aaron Webb 37:41
Jordan Ostroff 37:42
Do you guys have a comparable bonus structure based upon Google reviews? based upon good feedback? I mean, something like that.
Dr. Aaron Webb 37:49
No, I mean, I’ve done contest. So I mean, with the staff, I’ve done contest aware, if there’s 20, Google reviews that mentioned your name, I’ll give you a bonus. But most of the time, when I incentivize people, I like to do it after the fact to be quite honest. So I’ll have a employee that I know is having something going on in their personal life. And they could use extra finances. And I’ll say, hey, you have a bonus coming this, you know, this, this pay cycle. And this is what it’s for. Thank you for doing such a great job. And being such a good team member. We love having you here. And we don’t want you to stress about a down payment on a house or paying your lease or getting your car out from a towing company or something. So yeah, we I do that regularly. regularly, my Delsa who was in my office, she would clean the office every morning before patients came in, you know, she would take out the trash and wipe down desk. And sometimes I would have charts and notes all over my desk, and at night. And then the next morning, I come in, they’d all be organized. And after a couple days of that, how grateful I felt to her. I started hiding money. And I told her I’m like, if you ever find money on my desk, it is yours. And I would put $20s $50s, I would just put money couple times in a month with a little note that said, Hey, thank you. And that those kind of things, when that’s happening inside of an office, those kind of things transition to your patients, to your clients, to them being happy. Because if you go to a place and everybody’s unhappy to be in there, what kind of mood is that going to rub off on you, you’re going to be unhappy?
Jordan Ostroff 39:46
I had we had this discussion last night on a lawyer Facebook page about having employees lock their cell phones when they showed up to work. And somebody was like, oh, that increased productivity by X percent. And I was like, Yeah, but like, how are you defining productivity over happiness, it’s, you know, these people are getting all this stuff done with a frown on their face as quickly as possible, because they want to get the heck out. As opposed to I can imagine, you know, the holding the door, open that extra smile, you know, whatever it is, you’re going to get that or the employee who’s happy.
Dr. Aaron Webb 40:15
Yep. And we have a cell phone policy that I don’t want patients to see staff on their phone. But I don’t care that you send a text during work hours, or that you’re, you know, doing something like that, as long as you’re getting the work done, right, not impacting the patients that are there. So a number of moms work in our facility, we’ve had a number of single moms work in our facility, they need to have access to their kids and their kids need to have access to them. And there’s the dream world that Dr. Webb would live in, where you show up at nine o’clock, and you lock your cell phone away, and you leave in the nighttime and you unlock it and and during the day, you’re 100% you know, focused and in tune to what we’re doing, you know, dream world that sorry, that doesn’t happen. Real World is you’re going to get a texting, and grandma’s having a problem with your son who she’s babies right? Now he’s sick, and he needs to go to an appointment. And I as the team member who’s in charge of those decisions need to say, yeah, go take care of your kid. I understand that.
Jordan Ostroff 41:23
I think a lot of that comes back to that hiring the right people at the beginning, you know, the people who aren’t going to take advantage of that stuff that are going to appreciate it. And then you get into that two way street of you know, you hiding money for the employee who’s going to clean?
Dr. Aaron Webb 41:36
Yeah, 100%. And then we have employees, Amanda, in particular, in our Kissimmee office. Jimena came to the office when we were just doing the build out and came and dropped off her resume, and was like I she met with Dr. Cavalier down there. And then she met with myself. And she’s like, I want to work with you guys. And I want to work here. We hadn’t had, we hadn’t even posted the job yet for the office manager position. And we ended up interviewing her hiring her. And she goes above and beyond so much for us that I can’t tell you how many times I’m like, Jimena. Like, what do you mean, you’re at the office at nine o’clock? Well, we had a phone call and there was a family that was in a car accident, and I decided I was going to stay and help Dr. Cavalieri with the paperwork and the process. And she doesn’t have to do that. But she does. And, and that’s really what you want. I wouldn’t feel comfortable. Someone came into one of our facilities. And they were, you know, just watching the clock, right? Because that’s really not the attitude you have.
Jordan Ostroff 42:44
I always you always get that feeling. You go into that restaurant that closes at nine, you show up at eight and everybody’s like, Oh, God, you know, somebody came in there better, better, better be done quickly. You know, I can’t imagine having that experience in a doctor’s office.
Dr. Aaron Webb 42:57
Yeah, one of the things I tell I have a number of interns who come in through our clinics, from UCF, undergrad students, graduate students getting bachelor’s and master’s degree in healthcare administration and, and those kind of things and, and even young doctors that I’ve had in as preceptor and interns and things,
A preceptor is like, like a resident, like, turn like, yeah, a doctor who would be working underneath my license until they have their own board certification licensure from the state \
Jordan Ostroff 43:19
Dr. Aaron Webb 43:31
And I’ll tell them, if you’re the fry, cook McDonald’s, be the best fry cook McDonald’s has ever seen. Be the best one that is physically possible within your being, you know, if I’m doing the dishes, I want to do the dishes better than anyone else. If I mow my lawn, I want to mow my lawn better than anyone else. Because I know if I cut corners, in one aspect of my life, it will flow over to other aspects of my life, my relationships, and, and even in the way that I treat my patients and my family. So what I like to tell these young people is, yeah, you might be here and you might be doing an internship, but learn that skill and that discipline to be the best at what you can do. And I guarantee you, you will progress in life, no matter what your station is.
Jordan Ostroff 44:21
Well, and then those interns will come back as office managers or doctors or whatever else if they’re if they really put that time and effort into it.
Dr. Aaron Webb 44:28
We’ve hired three.
Jordan Ostroff 44:29
There you go.
Dr. Aaron Webb 44:30
We’ve hired three, we have one doctor who was a intern there originally, Dr. Ray is in our downtown clinic. Holly, she was an intern. And Eliza, she was an intern. Yeah, we’ve had a number of them.
Jordan Ostroff 44:44
How many employees you will have? Sorry? How many team members do you have?
Dr. Aaron Webb 44:48
I think we’re getting close to 40. Also, somewhere somewhere in that range.
Jordan Ostroff 44:55
Alright, so let’s change gears a little bit. I want to talk about marketing. And obviously, it’s going to be a little bit, you know, case by case specific. But What tips do you have for our business owner on how to market their business?
Dr. Aaron Webb 45:05
Well, that’s a good question. So if you’re fishing and only one stream, the rate limiting factor is that stream. So you’re going to want to be fishing in multiple streams. And so what I mean by that in marketing is, you know, you might have billboards or radio or TV commercials, but you need to be on the internet. And you also need to be in the church, or in the nightclub, or in these other locations that people can see and interact with your brand. You don’t need a huge marketing budget, we have AdWords, we have billboard, we have full time marketers who go out and do things. But if you would just start with maybe Instagram, every day, do two or three posts, about something that that is innately, you know, intrinsic to your business, and then put a put five hashtags, everyday, don’t do anymore, don’t do any less, do five hashtags, and change those hashtags up so that you’re being exposed to other audiences. And then if you want to boost it and put money behind it, you know, today, I had an award this afternoon. And a luncheon and I got, you know, a plaque or whatever. And
Jordan Ostroff 46:30
Dr. Aaron Webb 46:31
Thank you. Super cool. And I put it on our Instagram page. And you know, I’m hash tagging, like, Orlando, Central Florida show, which is acronym for comprehensive health, Orlando, Family Medicine, you know, those kind of things. And then maybe the next time I put up a post, or one of the marketers put up a post, they’re going to change those hashtags up so that you can get, you know, exposure. I don’t think in this day and age that you need to compete with billboards and TV commercials if you are using the internet wisely. There’s a lot of people using digital media that I think is very cost effective. And and I love radio, and I love TV. I’ve done TV commercials, and you know, I’m on a billboard and stuff like that. But I think when people interact with with you, that’s best. One marketing tip I would say is you need to humanize yourself and your business. So put a post up of you and what you like to do on Friday afternoons like, Hey, this is Jordan, hanging out, playing cornhole with the kids like, what are you getting into this Friday afternoon? If you need a criminal defense attorney, let me know,
Jordan Ostroff 47:53
Especially at cornhole,
Dr. Aaron Webb 47:54
Yeah, cornhole can get pretty violent in the state of Florida.
Jordan Ostroff 47:57
And usually there’s alcohol involved.
Dr. Aaron Webb 47:59
Exactly. And heat. So humanize yourself and your business. That is one thing that I think a lot of people can connect to and relate to. One of the things I say, and I don’t want to drop all my pearls. But one of the things I say that I deeply believe, and I think it does reach someone on a personal level. When I asked someone to leave a review for our company, I tell them, Hey, this is how I feed my family. And your review means a lot to me and my family, because that’s how other people know about us and our services and what we do. So if you could leave us a review, I would greatly appreciate it. And they don’t expect that coming from their doctor. And sometimes they might see you on a different plane. And not really as a human being who at the end of the day still has the same life as they do the same stresses the same things. So when I mentioned that when I say this is how I feed my family, that kind of is a wake up call to a lot of people. And if someone came to me and was like, hey, Dr. Webb, this is how I feed my family. I mow lawns, could I mow your lawn? Yeah, let’s talk about that. Let’s see how you do.
Jordan Ostroff 49:21
Alright, so I’m going to ask for one more pearl of wisdom from you. I won’t we only more than that, though.
Dr. Aaron Webb 49:27
Okay, let’s do it.
Jordan Ostroff 49:28
So we end all these podcasts the same way? Take all the time you need to answer this question. We can cut them in a dead time afterwards. What is the one piece of advice you want to make sure if our listeners don’t remember anything else from this, what’s that one piece of advice you want to make sure they take?
Dr. Aaron Webb 49:45
You know what I would completely tell someone that they should chase after their dreams, whatever it is. Every single day of your life, there will be people that might try to put you down or push you away from what your dream is or what your goal is. And even sometimes you can have negative self talk or maybe your brain inside your head is saying, hey, Jordan, man, I don’t think you can do this. Hey, I don’t think you can get through law school. Have you heard that board exam? Is it easy? Do you know how much time it’s going to take to go through this process like there’s going to be those negative Nancys in your life. And you need to find a way to silence that. And the first person to believe in me was me. You have to believe in yourself first, and then other people will generally believe in you as well. And so if someone was listening to this, and they had a dream or a goal, or something that they wanted to achieve, whether it was opening five clinics, whether it was opening a, you know, preschool, or whether they wanted to go back to school to become an attorney, chase after those dreams, this life is admit one, folks, there’s not another go round on this carousel. So you come in, and you go out, and I would rather live my life to the fullest. There’s a quote my favorite quote. It’s called the man in the arena. And it’s by Teddy Roosevelt. And he talks about it’s not the door. It’s not the critic who counts, it’s the doer of deeds. And it talks about the man in the arena, and how he would rather be the man in the arena, who knows at the highest victory and triumph, and at the lowest defeat, then be the man in the stands watching and criticizing him. And that’s the way I live my life. I’ve failed at a number of things. And I would much rather be the man in the arena trying and striving as hard as I can. And failing if that’s going to be my outcome. Then just sitting there timidly on the sidelines waiting and criticizing others.
Jordan Ostroff 52:00
And so not to end this on a overly humorous No, but along the same lines. I always tell people somewhere out there was somebody who pitched a movie about a tornado full of sharks. Yeah.
Dr. Aaron Webb 52:09
And and the room went nuts.
Jordan Ostroff 52:10
Yeah, like do lists and it worked. Yep. Yeah. Or to be less funny about it. Uber, you know, you spend your entire life don’t get in cars with strangers. And now I can open up my phone and get in the car with a stranger
Dr. Aaron Webb 52:20
100% It’s a crazy world out there.
Jordan Ostroff 52:23
All right. So if anybody on the path to their to achieving their dream gets injured, or just needs a doctor or something along those lines, 1-877-MD-CHIRO,
Dr. Aaron Webb 52:33
Jordan Ostroff 52:33
And if they want to look you up online, what’s the URL?
Dr. Aaron Webb 52:37
Jordan Ostroff 52:40
All right, thank you so much for being with us today. Thank you had a lot of fun.
Picture a world where costs down, profits are up, and customers are clamoring at your door you’re listening to. Let’s get up to business from Jordan law and order interviews with business owners, service providers and area experts can teach you how to create a world of success and profitability. If you’re looking for an attorney to assist in your business formation, employment agreements, or other legal business needs, contact Jordan at 407-906-5529 You can also reach us on the web at Jordan law fl.com Jordan law we protect you and your business
Transcribed by https://otter.ai