Episode 58: How to Get the Booked Out Practice of Your Dreams with Dr. Karly Abel Kantarevic

Molly Cahill

Welcome to holistic marketing simplified a podcast for health and wellness professionals looking to simplify their marketing. I'm your host, Molly Cahill. And this podcast is brought to you by my marketing roadmap, which is a five episode private audio training that's kind of like this podcast, but not exactly because it's not available to the general public when you search on your podcast feed. So the great thing about consuming free content like this for me or on my Instagram or my blogs, or whatever, is that yes, you will learn a lot but you kind of have to go searching for what it is exactly you're looking for. This five episode private podcast is broken down in a logical step by step order. That's why it's called a roadmap. If you're ready to get started on your Instagram marketing journey, or if you already are started and you're just feel like you're kind of like overwhelmed with all of the different free information. This is a super clear roadmap with lots of tangible step by step action items that will get you from point A to point B for just $27. So all you have to do is head to Molly cahill.com/private training, and based on the reviews I've had so far, I know you won't be disappointed

Caitlin Ross

Hi, I'm Caitlin Ross, a virtual counselor based in Rock Hill, South Carolina. And I love listening to the holistic marketing simplified podcast.

Molly Cahill

All right, Dr. Carly, thank you so much for being on the show. And thanks for being flexible with my neighborhoods. Quote plan power outage which is so annoying.

Dr. Karly Abel Kantarevic

Absolutely. Thank you for having me.

Molly Cahill

Yes, yes. We literally we we've been recording for like Well luckily not that long. When I was in the park and he said our power supposed to go out but it this morning, but it didn't. And then by Dr. Carly, computer shut off. So thank you. And being able to chat with me, but I've already done your more like formal intro, but tell everybody just like the more casual version of who you are and actually, Carly, and what you do and about what your program is and all that jazz. Okay,

Dr. Karly Abel Kantarevic

yes. So I've been in practice for eight years in Cedar Rapids, Iowa. And really, I focus on empowering families, through experienced care and transformative education in my space. The practice that I'm in today is really about providing intentional healing for them. So the whole community I view myself as the community wise woman, right? Yes. And then I have really a lot of students were coming to me, Doc's were coming to me. And so I also help other chiropractors in establishing their dream practice as well through a self paced curriculum as well as a mastermind.

Molly Cahill

Yeah, cuz you have a way your practice was on a waitlist? Was it just you or do you have an associate? I can't remember. So

Dr. Karly Abel Kantarevic

right now it is me, I am looking for the perfect fit. But it is just me it is a year long waitlist for new patients to come in.

Molly Cahill

Oh, my gosh, year long waitlist. So how do you make that work with your current patients and like, get making sure. Wow. Like, that's just crazy to me. And like, This is so amazing.

Dr. Karly Abel Kantarevic

It is amazing. There's a couple thoughts that come to mind with it. First is even that waitlist, they wait happily on it, which is interesting, because I thought oh, no, I'm so sorry. I actually don't have space to take you on right now. And they started saying me on a waitlist. And when we call, let's say month nine, like Buddha spots open, they literally all say, good. I can't wait like, Wow, that's amazing. This is great. Like, what's what's in that? What is the attraction point? What is so exciting for you? And that's a huge compliment. But then also for my current patients. I call it the experience like the white glove service, they are treated so well. So they are always prioritized.

Molly Cahill

Yeah, absolutely. I get that. And then I just saw, you know, the doctor who's doing the crack addict show on TLC?

Dr. Karly Abel Kantarevic

Oh, yes. I don't know her her name either. But yes, I didn't. Okay,

Molly Cahill

so I saw on her Instagram where she now has opened up this like, secret phone number just for current patients. Because her show made her so popular that like, it was hard for her to be able to accommodate her current patients. And so, yeah, I think that's really that's really cool that you do that. And the fact that what what really intrigued me about you when we first chatted was that you are an applied kinesiology doc, which, at the time I had a client who did applied kinesiology and his appointments are like 45 minutes long. And so I was like, wow, how do you have this like I booked out, you know, I guess I was like, how do you marry these really long visits with this like waitlist. And anyway, you said you've you've kind of found a way to where they still get the full the full service, but it's not a 45 minute long appointment, I guess. No, you

Dr. Karly Abel Kantarevic

know, I I'm so lucky to have had my mentor, he just retired after 40 years. And so he was able to construct how he structured the the services in seven to 10 minute time period, but how it is purposeful, how you are listening to them, how you are what I call the three C's connecting with them, communicating with them and caring for them. In those seven to 10 minutes feel expansive for both you and the patient. And you could get a lot done. I mean, nearly everything that you need to for that day. And so yes, longer appointments actually do patients do requests them? We do do them but majority are shorter.

Molly Cahill

So tell me that about your like our patients on care plans at your office at all? Or do you not follow that model?

Dr. Karly Abel Kantarevic

I don't do care plans. No other rhyme or reason aside from how I was taught with my mentor, I like said 40 years in practice. So I've had to adapt, restructure, modernize some of those right? And that's all okay, that is more than okay, so I liked how he did it, though. His practice and then what I have for me, it's balanced. So I don't I don't see right now care plans fit in for me. That doesn't mean they're bad. It just, I don't need them. Yeah, I'm feel we feel good.

Molly Cahill

Yeah. And you're so funny. That's how I feel about Instagram and Facebook ads. I'm like, you know, I wish I was someone who could run Instagram. I've dabbled in themselves. There's nothing wrong with them. It's just, I don't know. It's just something right now. I'm like,

Dr. Karly Abel Kantarevic

I just don't feel like she's so needed right now. And that? Well,

Molly Cahill

maybe that's not a great analogy, because I probably couldn't grow faster if I did use them. But I'm just like, You know what, I like doing these collaborations. And so like, maybe maybe I'll dabble dabble in it one day when you first started out like so how long have you been in practice? Eight years? Eight years? Oh, wow. So not even. Okay, before that. Were you an associate somewhere else? Are you? Okay?

Dr. Karly Abel Kantarevic

No. Interestingly enough, I thought anybody who opened their own practice was crazy. I was like they it is so much work. How can they do it? I'm never doing that. And then I went to look at all these associate opportunities actually, around the country. And then some I was like, oh, go international. And honestly, there's two things with it. One, I never found a place that was my home. I never fell on the offer. That was a heck yes. But what I the other part is, is that a part of my heart? Kept saying you need to open your own. Yeah. And you're going to open it in your hometown. And other chiropractors around here said, You're crazy. Nobody's going to love what you do. And I was like, oh, but there's this part. It's so heavy on my heart. Like, I'm supposed to do this. So I did. And I decided that eight weeks before I graduated.

Molly Cahill

Oh my gosh, that's crazy. Yeah. So it was

Dr. Karly Abel Kantarevic

fast and furious. I'm

Molly Cahill

asking these questions, because I'm trying to kind of like paint the picture before we get into more of like the nitty gritty about, like, how you got waitlisted, all that kind of stuff like that. I'm trying to like kind of like, set the scene, if you will. So let's just talk about the fact that you're in Iowa. I mean, as somebody who's from Alabama, which I know Iowa and Alabama are very different in many ways, but also, I would venture to guess, having never been there. It's not like we're in you know, like Monterey or somewhere where or like Oregon, where, you know, it's like, we're gonna go drink our sodas, and we're gonna, you know, I don't know, just like, know, this stuff that you do.

Dr. Karly Abel Kantarevic

That is a really good analogy. And so honestly, with those other chiropractors who were trying to help me, but that they were like, nobody's gonna like this. Mm hmm. Okay, I understand or they're like, it's gonna be an uphill battle. But what I found in that could be the explosion of the waitlist. For example, what I found is, yeah, do you know what they do? Tell me I'm their witch doctor on their voodoo doctor then because they can't fully explain it, but that helps them. Yeah. And so bringing them in it really, they really do use those words. So it wasn't bringing them in and then educating them and empowering them but also, like my mentor, use the words, removing the crutch as fast as possible, helping their complaint. Their main complaint quickly. Boom, refer 20 other people. Uh huh. Uh huh. So that's why people drive from everywhere. Several hours to get care regularly some people fly into. But

Molly Cahill

gosh, that's amazing. Do you use then the muscle testing techniques with at every visit? I do. Yes. That's, that's so cool. I've had I've only had it done. Once I had one chiropractor who kind of dabbled in it, she would just do it for fun, sometimes not for fun, not the really the right word. But like, if I was ever like brought in supplements or something that I was like, hey, like, I'm not quite sure. But it wasn't her main bread and butter. And then I had another very gifted chiropractor, Dr. Tara Carlson's her name, she's actually coming to my retreat in Charleston. That's awesome. Yeah, she just had me in her her hotel room, I was at his chiropractic conference. And she kind of reminds me of you just like, not that I've ever had care from you. But she just has that intuitive. Like, she just kind of like knew and like, how do you know, she's like, I don't know, it's a gift. I can't explain it. I just, I'm just like, that is so cool. To me. It is

Dr. Karly Abel Kantarevic

so cool. You know, we're healers, right? And then we can tap into that. Yeah, like you said, the patient feels it. How did you know? What do you do? It starts becoming almost like remarkable, right? Like, let's how this is awesome. I mean, to tell our people, yeah.

Molly Cahill

And, you know, I think just, it's important to pause right here, just say, no matter how many amazing business coaches you go to, or marketing, you know, or you could have the perfect location or whatever. But if you're not providing top notch care, well,

Dr. Karly Abel Kantarevic

well, really, that's why I will say for the patient retention, it is in the communication connection in the care. How are you providing good care? Yes,

Molly Cahill

yeah. Yeah. Because I feel like a lot of times, just in my experience, and I feel like one reason I'm so qualified, obviously, to talk about this topic is because we were military. We've moved a lot. And so I've been, I've probably been adjusted by like, 20, something different chiropractors. And so I know, like, I know, like, I've seen what it's like to be like, Oh, they really explained everything on that first visit. And then after that, well, it seemed like nobody really asked me questions after that, or like, did any follow up? You know what I mean? Like, it's just so funny to see. And not out of like being, you know, malicious. I don't mean it, like it was like a bat, like just kind of like, Oh, you just, you put all of that emphasis in, and like love and care on that first visit or like acquiring the patient. And it's like, okay, well, then don't forget about them. Because no, like, exactly you think they have on your roster? It's way more cost effective than having someone new, right.

Dr. Karly Abel Kantarevic

That's so important of what you just said, though, that you'd notice. And you'd notice as the patient's perspective, oh, this stood out to me, then truly one of the things I just spoke at Palmer College, maybe two weeks ago now, and that's we talked about is think about after the visit, how was the care? Were you still connecting with them? Were you still communicating? It's important that the initial exam, the reported findings, the RE exam, every follow up? And I do hear from a lot of patients, they'll say, I really love how you always check back in and I do think, oh, gosh, someone not checking in with you. Yeah, isn't that why you're here. And

Molly Cahill

again, and it's even something I have to make sure I watch in my own business to go oh, shoot, am I loving on my current people and making sure that they're, you know, getting the maximum amount of support and that all of my energy isn't being spent and acquiring new. And it is hard, right? Because that's like the message I feel like we get it like this new, new new. And that is another reason I love Instagram as a marketing tool is because it really is good for patient retention. Or like even if you're an online health coach or life coach or something, it can be really great for retention and not just for acquiring new people. So I think I just want to I just want to touch on that because it's absolutely. And then one of the things literally so when the power went out, I was sitting there thinking, Alright, so if you're one of my devoted listeners, like seriously, this is not a what is it? Word rhetorical question, please DM me. I'm like, should I start including what you and I talked about Dr. Carly about you can't see her background right now. But her office is so beautiful and call me and like, I have like should I start including like aesthetics and the patient experience because you've got blinking fluorescent lights that are making that age? Like

Dr. Karly Abel Kantarevic

oh, no help us. Oh, I

Molly Cahill

loved one of my chiropractors. This was in Florida. It she she was a In a girly girl at all anyway, so this is just funny and like, she offered acupuncture as well. And I was like, I remember telling her I was like Dr. Sheila, this is the most uncomfortable, like, we were good friends. I was like, this was uncomfortable I've ever been. I was like, you gotta fix this acupuncture area. She's like, I know, girl, I need to I'm like, I'm cold. It is Brighton here. Like, yes,

Dr. Karly Abel Kantarevic

it's that experience. It really is. It's the experience

Molly Cahill

for acupuncture because I was so uncomfortable. I was like, shivering. Yes. I

Dr. Karly Abel Kantarevic

think you know, with experience, we set it up. And maybe, maybe aesthetics isn't a strong suit, but we set it up. But then how often are we going through it from the patient's perspective? Now this might seem silly, but I really do do this will literally walk through from their perspective, I literally will sometimes lay on that table, like what do they see? Sit in the chair? What do they see? Yes. What is it look at it from their perspective. Even when I walk into the office. Oh, gosh, this area looked a little bit more cluttered. From my perspective, it looked fine. But if it's theirs, Oh, hmm. We need to change that the whole experience is so important. And I'm glad and thank you for noting that it's calming. Literally every day, even last night when we closed up. We hear it always smells so good in here. What do you guys do? Oh, we don't like run anything. There say it's always so calming. It's always so peaceful. So beautiful in here and we hear all the time and and that's something that they love. Right? Is that just the calm? It's clean. It's minimal.

Molly Cahill

And if you don't know, like, you don't have to be like an HGTV designer to do this. Just think about your five senses. Like what are is the light too bright. Are there weird sounds is there, you know, one, you know rock music playing in the lobby. But there's classical playing in the, you know, I went to get a massage one time and she was blaring country music. She's like, please turn this off. I was like, Yes, please. Like, yeah, that would be great. Like it but like. And then also, there's been times where you can overdo it. I remember my mom went to one office once she's like, they had that thieves oil go in and it was so strong in my eyes water. Yes.

Dr. Karly Abel Kantarevic

Truly, you know, one thing on the other end of it too? You can one thing I was recommended early on was Yeah, to be careful the scent. And we do have of course, that headache patients sensitivity. So we are careful, even if there are central oils. So I'm just aware of that whole experience for everyone. It's truly Yeah, absolutely

Molly Cahill

love that. And I always tell people lamps are your friend. Lamps are those covers? What are those, you know, is like fluorescent light covers? Have you seen? Yes. Yes. Like I said, it's so funny because it's like not what we meant to talk about today. But it is part of the whole experience of what it is that you're going into this little

Dr. Karly Abel Kantarevic

healing session. Exactly. Yeah.

Molly Cahill

So what do you now that I've kind of set the stage a little Oh, we wouldn't talk about personal you have a toddler as well, which I feel it's very important to this conversation. Yes, she's

Dr. Karly Abel Kantarevic

three. Super smart, super sassy, you know? Yeah,

Molly Cahill

I have one of those. Like, you're like, oh, gosh, yeah, like, take advantage, you know, not at all, but we'll do well in life. Right, exactly.

Dr. Karly Abel Kantarevic

And super fun. She right now wants to be a chiropractor, which is also fun. She has a little toy adjuster, she always if we have any ache or pain, I'll get my adjuster. Oh

Molly Cahill

my gosh, that is precious. Last night with earache. So I just wanted to point out the fact that I know it can be hard and feel isolating. Sometimes when you're like, Well, I'm a chiropractor. Yeah, here my kid has an earache. And you said she wouldn't let you touch her ears. So it's just like, even Dr. Carly with a year long waitlist practice in the Zen Zen background has her. Yes.

Dr. Karly Abel Kantarevic

Yep. You have an all the balance of all of it. Right? Yeah. So we have Ella even at three saying, Oh, I'll help with adjusting. But you're right. She's like, Oh, don't touch me right now. Yeah. Okay. And then you also have been up last night with her in pain. Going to see patients today is of the balance of all of the things. parenthood and practice. Yes,

Molly Cahill

absolutely. So is she in do you have like full time childcare for her or how does that work? She's actually

Dr. Karly Abel Kantarevic

in preschool. Three year old preschool. Yeah. And then they do wraparound care. Yeah. Okay.

Molly Cahill

Yeah, that's what I did for my daughter as well. And I know a lot of moms did like, oh, yeah, I would take my baby to work and all that that would just stress me out. I don't good for people who could make it work. I think that's a very personal decision. But also, just even being an entrepreneur. I was in this mastermind once with women who were starting online businesses and they'd be like, Yeah, I just I don't Don't have any childcare. So I'm trying to work on this during nap times and stuff. And I know for some people, they've made that work, but I don't know. To me that just sounds like the most stressful thing on the planet. Me too.

Dr. Karly Abel Kantarevic

I, me too. We have had moments of, oh, no, Ella, might be coming today. And like you said, some people are making it work. Amazing. I'm so glad. It would stress me out when I'm here. I, a lot of attention goes here. Right and just does. There's answering questions. Office Manager, there's back and forth as patients getting stuff ordered. I mean, there's a lot that goes in here. I want to then do my best here, focus and on the way home shift out of work, and give my best to be at home with her. But that's what's nice about having what I call my dream practice is that I'm also flexible. Yeah. So today, I can change my hours up. I can get Ella I can take her to dance class. I can. She doesn't have school next week. I can be home with her on Friday. That's what's nice about having that too, so that I can devote my time there with her though. Yep. And I don't feel maybe it reduces the guilt from me. And other people, like you said amazing that they can do it for me. It'd be a bit more stressful. And I feel like I'd be burning the candle at both ends faster.

Molly Cahill

Well, I feel like, yeah, it's hard to ever like I found myself like, Oh, she's home from squash, bring my laptop to the couch and sit with her while she's wet. And I'm just like, it's like, then you're always just half doing two things. And I'm still working on it. I haven't quite figured out Oh, right. Work in progress, make myself have that separation. But I just thought it was important to mention that and then is your husband? Is he involved in your practice at all or No,

Dr. Karly Abel Kantarevic

no, no, he isn't an insurance salesman.

Molly Cahill

Okay. Well, you're all kinds of combinations. Oh, yeah. I'm not sure my husband and I could work together either. I was

Dr. Karly Abel Kantarevic

just gonna say no. I know. We couldn't like he is really gifted at everything he does. I can't I think it's I like my separation. I like to just

Molly Cahill

have them work from home a lot. Like right now he's in the basement working. And like I said, we don't get on each other's nerves. We don't have problems. But like, yes. Yeah, we like genuinely love being around each other, which I'm like, why is that such a rare thing in marriages these days? But I digress. My point is I don't think I could have him. I

Dr. Karly Abel Kantarevic

don't know if it would work or not. But oh, understand it. Let's

Molly Cahill

get to like, like I said, I wanted to like prop up like, Oh, I didn't want anybody to have any like what course she could do this because she blah, blah, blah. And we liked excuses. And I think the first thing we always like to say is well, that wouldn't work for me. So I wanted to try to, like I said, set the stage before I asked you these questions to make sure like the hole that wouldn't work for me kind of gets put to the side. So what would you say is kind of like the magic to getting the waitlisted practice and you say practice of your dreams? So I know we've kind of we've talked about this before have practice of your dreams means that that is not an a one there is no, this is the definition of a practice of your dreams because it's up to you.

Dr. Karly Abel Kantarevic

Yes. And I love what you said of kind of getting some of those things out the way. Yes, I'm human. And I also want to say I'm the first chiropractor and my family, and then the first practice owner. So I didn't really worked through all these things myself. When I was given those opportunities to different positions, and I had to start my own, I realized it wasn't a strong female role model or lead for at that time. And so what is my practice? Like you said, there's a lot of do these things have this but what's the magic literally and having your dream practice? Well, the logic is going to be in having all the systems in place, right? still important, very important. Get new patients in retain patients build trust and authority and then have sustainable practices. So you can do this for years to come. Yeah, but that magic is literally leaning into your passion. What do you do really, really well? What's your genius zone? Not mine, yours will almost comes naturally. What could you do for years to come with you like learning about and when you start to lean into that specializing in that? owning it, literally owning it, someone's going to continuing education for those things, going to seminars and connecting with that like minded groups that way you are so passionate when you come home that your patients feed off of that. Yeah. that magic is really in finding what sparks and ignites you and then being okay that it's different than other people. Yeah, yeah. I love that. Hey, that it's in setting your own hours. Yeah, patients will come. Yeah, they will come so that truly I think the magic is owning your sparkle, owning yourself owning your genius zone and being okay, that it's yours, not anyone elses. So

Molly Cahill

I wanted to Talk. Well, actually, I would have two follow up questions from that. And what is your staff situation look like? You'd mentioned office manager? One? Yes. Yes.

Dr. Karly Abel Kantarevic

So at one point, I had part time staff. And so we were up to about four. Okay, right now, actually, I have one. She's my office manager. And she's full time. She works all the hours and does all the things.

Molly Cahill

So is she physically there in the office too? Or is she Yes.

Dr. Karly Abel Kantarevic

And she also does from home. So actually, this morning, she is from home, rescheduling getting supplements ordered. So it's a mix, actually, which is great. I'm glad she is my one person, but that one person could be split up into few as well if needed. Yeah,

Molly Cahill

I my team is mine is more spread out, which is like good and bad. But also I kind of have like people who have their own little, like you said, like genius, like areas that have to do certain things really well doing those certain things versus kind of having a have the proverbial unicorn who can do everything, but you really can't find those people sometimes. And it's like, hey, you know, but I just wanted to bring that up when you said talking about like that one year not having to be the one who's worrying about all those extra little things, ran to get to focus on patient care.

Dr. Karly Abel Kantarevic

Exactly. Delegating, right, delegating as much as possible, especially things that don't necessarily come natural to you. Sometimes though, as a business, business owner and leader, there's a lot we have to learn and take on that doesn't come naturally. Right? growth happens outside your comfort zone. But ultimately, if you can focus on the patient care, and delegate other things. Yes.

Molly Cahill

I remember reading somewhere, it's like, there's going to be at least 20% of your job that you don't love. And I'm like, I can accept that. 20% Okay. May I'd like it to be closer to 10. But yeah, I'll take

Dr. Karly Abel Kantarevic

that. I like that your glass half full? You're right. 20%. Okay. Okay, we can do it. Yeah.

Molly Cahill

I hate logging in every month. And because all my contractors are different, like their hourly and kind of, it's not like it's a set like, oh, just pay everybody. So, you know, I'm always like logging in and doing but I don't want to delegate that because I like to see how many hours they worked and what they were working on. And, you know, it's hopefully I don't

Dr. Karly Abel Kantarevic

have to do the same.

Molly Cahill

I'm not delegating that task. So no. And

Dr. Karly Abel Kantarevic

another one similar, like counting stuff is like closing up for the end of the month expenses that could be delegated. I don't love all parts of it. But I like then knowing and having a pulse on how the practice is doing myself. I then like doing it, although it's tedious.

Molly Cahill

Yeah, I get that. And so then the next question is, and this, isn't it, I hope I'm not like throwing you a curveball. But I think niche is such a buzzword. And I also think sometimes it can be missed defined. As I see pregnant women like, it doesn't have to be yes, that is it. That's definitely a niche. But you can also have a niche where it's just like, people who are naturally going to flock to Dr. Carly's energy, like that's a nice thing. I know that sounds silly. You can't mark it with that people like don't take. It's not a good news. But if you can find a way to put that to words in a way that like, then it it doesn't have to be as specific as the actual like demographic. Does

Dr. Karly Abel Kantarevic

that make sense? Yes, it does. It makes a lot of sense. Actually, I was thinking about this yesterday. I'm actually glad you brought this up. Because there I would say at least in town here that chiropractors have attracted patients that are that like their energy. They might even be similar to that chiropractor. Yeah, yeah. There's the similarity. You're like, oh, my gosh, yes. It makes sense. You love him. It makes sense. You love her. Like that. You guys aren't there's a similarity in it. So I agree. It's hard. Like you said, you can't just take that and market it. But that's how I think that's part of that magic. That's how it spreads. That's how they then share. I don't know what she does. But you have to go I think you'd like it to Yeah. And then they come in and that energy match or not, right? Maybe they're not retained for years, right? They're not retained for years. They they like maybe the technique, but maybe the energy is just a little off. It does happen. Right? So I like that a lot. It's hard like I said to mark it, but that's when So somebody said for an Instagram bio which help help with this write. Somebody said like type it up, make it logical, but then like use your like, let's say sparkly use your most sparkly, wild, fiery self and edit it. Yeah, I was like What's that even mean? So that's why on the Instagram bio for the clinic it actually says after chiropractor but it says community wise woman. No, not that's an energy thing.

Molly Cahill

Oh, I love that though. But that that is that is a niche like

Dr. Karly Abel Kantarevic

that. Race. Right?

Molly Cahill

So I've I've had on my, my content ideas. It's not fully baked though. So I haven't like put it out. But it's been something I've been ruminating on my own take on how do you explain niching down like, it doesn't have to be the demographic or the psychographic or the like those those things can be a great place to start. I'm always like, Hey, if you're a pediatric Cairo and you want to list out like, you know, colic, and, you know, constipation, like you want to list those out on your bio, like, I encourage it, I actually think that's a very good thing. Only because pediatric Cairo is so misunderstood that people don't realize those are the types of things that they see, you know, babies for right, so yeah, but it could also be do you know, Dr. Ilona cook. She was on the podcast, too. But she does a lot of law stuff. She's like, Yeah, I like to see the infants and I like to see the 80 year olds. But if you knew Lona, she reminds me of you in a way. It's like, you're either gonna, like, be this be in her wake? Or maybe you're not like so. And that, in and of itself is her niche. And I love that advice you got I don't know who told you that. But it was brilliant about writing it out in a logical way. I just helped one of my holistic marketing hub students workshop, her bio, and she wanted to put something about like women's like menstrual cycles, but she's really funny. And she's in the south. And she's kind of like, you know, she's just like, one of those people who's like, whatever. I was like, why don't you literally write crappy periods? She's like, I love it. I'm like, see, there's gonna be people who see that and be like, That's not professional. I'm not going to her. Cool. You don't want that

Dr. Karly Abel Kantarevic

people? Right? Exactly. Exactly. Yep. Yes.

Molly Cahill

If I saw that, I'd be like, Oh, she's my doctor. I'm going there.

Dr. Karly Abel Kantarevic

Yes. So that that energy piece, which is huge, isn't that huge. I think that in that then hopefully what's coming through in their, through their socials or through any way their marketing through the way they're collaborating through the way they're not meeting up with other providers, they need to bring that energy with them, whatever it is, whatever theirs is my love that

Molly Cahill

it's as you said, community wise, Be wise moment. Okay, sorry, I think also interrupted you. What else did you have to say on the topic of like, so when you're when students are in your mastermind, and if they're trying to figure out their their, quote, niche, like, what is their spark? What is their thing? Is there an exercise you kind of help them walk through?

Dr. Karly Abel Kantarevic

That's a good question. A lot of times it's in, I was also thinking about that this morning, too, because there's not a specific exercise, at least yet. What it is, is, I feel like they everyone knows a little bit already, even if it feels confusing, even if it feels like I don't really know. And it's in hearing them talk through, maybe they can try to figure out how to word this better. It's like part of them lights up around a type of person or round a type of technique or around something they're not even doing right now. Because a lot of sometimes it's actually Have you ever even considered this? And they say, No, I haven't heard about that. That's you. It's finding almost who they really are. Yeah, so it's not a it's not an exercise. It's almost leaning back into themselves and, and just be starting become aware of what, what do I like to do? It's, it is time for reflection? Because they feel that having somebody on your part? Yeah, there is. There really is. I was thinking about that this morning, though, of like, what, how else? What is it? Sometimes we know, and we can move ourselves through it? Sometimes we do need assistance in somebody, just even recognizing, recognizing that spark within us and illuminating it. Yeah. You know, the here. What about this, and that just makes me so happy when all of a sudden, oh my gosh, that is I'm gonna dive in there. And then you start seeing that change in their marketing colors, and in their verbiage. And in there, they move different. So sometimes it's having someone help you illuminate your spark. But I do think everybody knows a little bit. I've heard some people say, I really don't I have no spark. I have no passion. I don't know you talk about these things. And I just don't have it. There's something there. There's in maybe you just need help moving through it. Maybe you know more. Maybe it's just not what you're doing right now. Maybe you're trying to be somebody or not actually, maybe you're trying to have cookie cutter stuff and you're like well, this worked for them and I just had no spark for me. Yeah, because it's not for you. It's okay to pivot. That's what I learned for myself. Like I I took all that in, but I've made my own practice then. There's a lot of things I had to say no Oh to say, what's a better way an easier way? What's a more fun way to do this? I don't want to burn out. I don't want to be hurting my body. I don't. I want to prioritize my family. So what's what is it for me?

Molly Cahill

Yeah. Oh, gosh, I love that. That was there's so much wisdom, just writing that answer right there. So what practices do you do to prevent burnout and make your practice sustainable and fun? I love that you say yes, I

Dr. Karly Abel Kantarevic

guess I was almost talking about some of them. Practice to me, I really enjoy practice a lot. So eight years, I had so much freedom and flexibility in that, that when chiropractor started asking for help, I was like, let's do this, too. Yeah, because I'm having so much fun over here. So practices that I do, I make sure that I am prioritizing myself. And that comes through setting my hours and having no apology with that might be a strong way to say it. But what I hear a lot in our industry is I want to go grab my children, a lot of grandkids, which is fine. I want to go grab my children, but I should stay this long to see people. Yeah, come, they'll come. I think it's okay to know, at least if you're hitting a certain income that you can use it your hours and prioritize yourself. You take a lunch I have shadowed chiropractors are gone throughout this and they're not eating what we have to walk the talk, eat go the bathroom. Drink water.

Molly Cahill

Cheese. So did you do that? From the beginning? Did you have that? Like the hours you want from the very I

Dr. Karly Abel Kantarevic

started changing it. So that's when I realized, you know, you're taking what you learn. And you're like, Okay, this is what I have to do to be successful. And then yeah, part of you goes, No, yeah, I'm, I will be miserable doing that. Or I'm already burning out doing that. It's like you're one. And so no, I had to start figuring out what's doable. And by the way, there was a lot of backlash, maybe even from myself, but not so much as other people saying, You can't do that. You should be open this long. You should see people later you need to be open on weekends. And I was like, no. Yeah, period. Yes, I'm gonna do what I want to do, because I know that they'll be there. 100%

Molly Cahill

Yeah. So what kind of hours? Are you working marriages are different every week or? So

Dr. Karly Abel Kantarevic

I do Monday, Tuesday and Thursday, our nine to five with an hour and a half lunch?

Molly Cahill

Yeah, that's all one day this still. Yep. So those are

Dr. Karly Abel Kantarevic

four and then Fridays are off. They can be self care days. They can be like CEO days accounting, you know, things like that, right? And then Wednesdays are half days. So we do go later on that day, we go till 530. It's 130 to 530.

Molly Cahill

Okay. Yeah, that's awesome. What am I clients, she takes off every day from 12 to three. And she's like, I either go take a nap or go to the gym. I you know, she's like, 12 to three. And someone commented on her post how that is on the Chinese body clock, like supposed to be the time for I was like, well, maybe I should, uh, maybe I should implement that. No, just kidding. But I just thought that was so cool. She was like, yeah, 12 to three, I don't work. It's just like what works for me. And I was like, again, it's just really good work for someone else they might that might be the time they're the most energized. You know what I mean? But for her, that's what works. So I just, I was

Dr. Karly Abel Kantarevic

doing a two and a half hour lunch for a while. And I would go and workout during that time patient notes. I loved it. I just chose to keep the same amount of patience, but shorten my days by a little bit. So I love that. And actually a therapist came in yesterday. And she said she does like to do 12 to three, it's like 11 to two or 12 to three. And that's what she does, period. And again, it works for her. She loves it. And she goes back and sees everybody energized. Instead of burnt out.

Molly Cahill

Yeah, yeah. I love that. I did have a Cairo once. It was like, Yeah, I haven't had time to get adjusted. It's been months. And I'm like, that gives me zero confidence in

Dr. Karly Abel Kantarevic

it. How you prioritize getting yourself. That's a big one and setting boundaries around it, you know?

Molly Cahill

Right? Like, if you're supposed to be touting the benefits, you're not doing it yourself. Like, don't you think all your patients are also busy? Yeah, they're making time to come see you. So I found that interesting. So what advice would you give a provider who wants to be booked out and thriving, but it's not really sure where to start? And I like that you said thriving because there's a difference in just being booked out for booked out, right?

Dr. Karly Abel Kantarevic

Yes, there is some yes, we want to be thriving when we're having fun and practice. The biggest thing is to start somewhere. You got to start somewhere, anywhere that is and sometimes that takes kind of like finding your genius down, that could take time for reflection that takes time of really understanding what your overall vision is. Vision doesn't have to be attainable, but just like, what's your big arching goal? I want to heal the community? I don't know, whatever it is, right? Yeah. And then from there, what's your mission? How are you going to reach that vision? And I'm starting to do it. Oh, if that is opening the practice, that is asking the questions that that is figuring out how you're going to do this, if that is changing your hours. And then from there, how are you building your community, it really is in putting yourself out there and in starting, and then from there, seeing where you need help.

Molly Cahill

You mentioned when you and I chatted the first time that in your mastermind, you have some people who are like just starting out, like right out of school, and you also have some seasoned practitioners to see that there's like a big difference between the two when you're coaching.

Dr. Karly Abel Kantarevic

That's a great question. Of course. So there's, there's a couple differences. The, when they're wanting to establish a practice or like coming to South, they are really gung ho, unlike tell me all things. Okay, tell me all things. I'm ready. Let's do this. Although at the same time, they're very overwhelmed. They're like, but I don't know how. Okay, that's okay. And so it's a lot of questions. When we have somebody who's wanting to elevate their current practice, they, they tend to be a bit more burnt out at that time. So instead of telling me all things, it's like, okay, well, I guess what could we do to help this? So we did get their spark back, you know, maybe take some things off their plate, or what I like to say, like simplify things to amplify them. Yeah, maybe they're just doing too much. And with them, it's higher level conversation. So it's still questions, still still the logic and strategy, but we are really then diving into how are they going to share their gifts? Unapologetically with the world? Yeah. So that would be one kind of bright eyed and bushy tailed and like, tell me all things, I'm ready to do it. I'm overwhelmed. I'm a little nervous, but like, I'll do it. And other ones, like, feel like I've been doing it. Yeah. And I'm just like losing my spark. And I need help with Spark.

Molly Cahill

And obviously, I still have a little bit of faith that this can work. But I'm kind of skeptical. So yes, yes. So

Dr. Karly Abel Kantarevic

that's, those are the differences. It's been nice in the mastermind to have actually both, because it's that community. So we have me answering questions, but then they're also supporting each other. It's, yeah,

Molly Cahill

that's like a cool little ecosystem. You got no, one? No, I just want to go back to we'll wrap up, but I just wanted to go back to the retention piece. Do you actively do other than obviously, just providing like amazing care? Do you actively do anything else for retention? Like our referrals? Or? Yeah,

Dr. Karly Abel Kantarevic

yeah, I would say overall, for retention. There's a few parts, and really, like actively, so I'm gonna start with all of them, we'll go small to like, least invasive to most, of course, starts with like you said, the care and educating and empowering them, especially sharing how we're part of the care team, meaning if they need to have surgery, if they are taking a prescription, if they are like how what to my services do? How am I part of that? That's been a really big one. So like they they know, let's say they get surgery, they know when they're coming back to me and how to use me. That's patient retention. So it's not just like, oh, this didn't work. Oh, this didn't help. So education and empowerment. Right. And then from there, yes, they do get referral credits referral fees, too. As a huge thank you is ongoing. So we have people refer numerous times they will continually get discounts. That's amazing. Yeah, yes. And then of course with that, like I said, white glove service so they get Oh, my mind is missing out on the word but the concept of like, sympathy cards, thank you cards, congratulation cards, us reaching out to them. That access to us as a clinic. Those would be the biggest pieces. Truly. I'm trying to think of anything else really stands out.

Molly Cahill

Just a personal touch.

Dr. Karly Abel Kantarevic

Yes, thank you. That's the word. Absolute personal touch.

Molly Cahill

Yeah, like your high touch points. Yeah. That I guess my last question would be like, if you were to leave somebody with just like a more like, practical, tangible tip. What would that be for? Like, for any piece of it? Right, like just becoming that go to becoming the go to community wise woman wise?

Dr. Karly Abel Kantarevic

Yes, I think to me, really usable tips that can be done. Truly starting today. One, the first one is asking for referrals. Yeah. So especially when somebody is very excited, and they're like headaches, this changed my life, they're gone, or I no longer have cramping with my period. And they're excited. It doesn't matter if you've heard it for the 100th time, getting excited with them. Like I know, this is why I love this. And I would really appreciate if a friend or family member that you think would be a good fit, if you will refer them. And it almost nine times out of 10, you'll hear Yeah, I've been talking to Suzy about you, oh, I should tell him about you. Right. And when you start hearing that you're like, great, I have paired that with a discount as well at times, and like made it a campaign boom, goes to the clinic. So you're that way you're going to somebody who loves your services, they've had a huge change already. And they're normally going to tell people who are similar and starts building that booked out. But in that thriving that dream way that dream clientele way? So that'd be a big one. Yeah,

Molly Cahill

definitely. I feel I find that our referrals are Oh, and actually, we're like 90 something percent referral based. And there's just the best. There's just Yes, really? Yeah. I mean, they already kind of know what you're about. I got on a discovery call just about a month ago. And the first the first thing the person said was, I just have to tell you, I'm really skeptical about this

Dr. Karly Abel Kantarevic

understanding.

Molly Cahill

I almost said, I don't need your business, we'll just move on. Because I'm just like, I can't I can't work in that energy. Like, that's just not I'm like, I'm not here trying to like, prove, you know what I mean? I don't know. It's like, I took a deep breath. I was like, Okay, well, this isn't gonna work unless you can trust me. So,

Dr. Karly Abel Kantarevic

in response,

Molly Cahill

like I said, it was just it was just funny, because like, like I said that that call was not from a referral. It's funny how you get that I'm like, go look at my testimonials go through later, we have a really high retention rate, like, people trust us for a reason. You know, I don't like I just I was just such a such like a off putting way to start a discovery call. Just really skeptical about this. And

Dr. Karly Abel Kantarevic

like you said, it wasn't from a referral. I think that happens. I'm always a little surprised when somebody is do like, it's like, 95% referral base for us. So I'm always surprised, oh, they found me online. And they are a little like, who are you? What do you actually do? Can I trust you, you know, to build that instead of that being like smoking hot lead, like it's gonna be like, you I can't

Molly Cahill

wait, you know, not funny. Because yes, it's kind of like, that's why I love doing collaborations and referrals in my business, because you kind of get to bypass that whole a whole like, no, like trust, because it's like, oh, well, I trust my friend, and she trusts you. So yeah, here we go. Yes.

Dr. Karly Abel Kantarevic

I think the other one, though, that somebody you could start today is, I call it fine tuning your flow to kind of always said with this static, but literally walking in front to your front door, and moving through the office like a patient would and then like a staff member would and then how you do because that's to work for you too. This is something we do do in the mastermind I literally have them video. So I know like they're walking through their office like a patient and seeing it seeing aesthetically, but then also, what are you saying to them? Are you saying you can work on the room on the right side? And then are you helping them through that? Like what is the flow for them? And then how does your staff get to work with that? And how do you get to work with that? So it's a whole big thing. That is something that's tangible you can do today that would absolutely elevate your practice I

Molly Cahill

would add go back to even the appointment booking process and like yeah, how easy is that? You know, receptionist or if you do have someone who's answering the phone or if they're booking online like are they feeling Are they not? Yeah, Truly this

Dr. Karly Abel Kantarevic

is really Yes, from the moment they're looking you up online what is that whole experience? And yes, it takes a moment but it's also fun that this is something that it should be done often let's say like once a quarter because things change or all of a sudden you find the link was down. link all of a sudden didn't work. Oh, shoot. Good thing I looked

Molly Cahill

Yeah, I have my virtual assistant answer recurring task every month she goes through and does a test purchase. Yes. Because I want to make sure that you know the right pages are popping up and you get your login information and that the email is still accurate that even comes like because that changed things a lot and yes, yeah, it's it's it's so funny to me too, that even little things like if you have an online business I've noticed certain online schedulers will put the appointment on your calendar but not like the Zoom Like, so then you have to go back to your email to find the Zoom link. And I'm like, that's just one little tiny thing. But exactly, yeah, like it's just that smooth customer journey, like, start to finish. Yeah, I just I absolutely love

Dr. Karly Abel Kantarevic

those would be the two, like tangible. Like you could do them today. And I know they would elevate your practice. I know they would.

Molly Cahill

Yeah, absolutely. Well, these are great tips to tell everybody how they can work with you. Yes,

Dr. Karly Abel Kantarevic

currently, there are two ways that we can work together. One I'm currently researching and compiling and creating. I'm revamping the curriculum, it is a self paced course, for establishing and elevating your dream practice. So this would be for the person who wants the logic and strategy of okay, new patients in the door patient retention, but building your community deepening and learning more about your own goals, vision, niche, your own purpose. The other is expanding on that. So the thriving practice mastermind is a small mastermind, but it's with like minded professional community. And with that we take as we kind of mentioned throughout, but we take those concepts and we say, okay, how do we deepen your mastery? How do you elevate truly your practice? And like we said, share gifts, unapologetically with the world?

Molly Cahill

Yeah, and that's ongoing enrollment, right? Yes, yeah. And then what does that look like structure wise? Like, do you How often do y'all meet? Or for

Dr. Karly Abel Kantarevic

the mastermind? Yes, we have currently we meet once a week, and is one hour and then we do a 60 minute onboarding. So really setting up that person's booked out blueprint plan, like what do they need? What is their focus? And then also 60 minutes, like a re exam type? How's it going, which we shift and focus on during that hour as a group, everybody has time to speak. And there's also time to learn. So it's a men is definitely a mentorship. Yeah,

Molly Cahill

I love that. Well, we will put links in the show notes for all of Dr. Carly's programs and ways to work with her. But yeah, I've just enjoyed it soon as we connect it. I just really love you and your energy. And I've enjoyed this conversation, and y'all should check her out.

Dr. Karly Abel Kantarevic

Thank you so much for having me, Molly.

Molly Cahill

Thank you for listening to holistic marketing simplified. This podcast is brought to you by my marketing roadmap, which is a five episode private audio training that's kind of like this podcast, but not exactly because it's not available to the general public when you search on your podcast feed. So the great thing about consuming free content like this for me or on my Instagram or my blogs, or whatever, is that yes, you will learn a lot but you kind of have to go searching for what it is exactly you're looking for. This five episode private podcast is broken down in a logical step by step order. That's why it's called a roadmap. So you're ready to get started on your Instagram marketing journey. Or if you already are started and you're just feel like you're kind of like overwhelmed with all of the different free information. This is a super clear roadmap with lots of tangible step by step action items that will get you from point A to point B for just $27 So all you have to do is head to Mollie cahill.com/private training and based on the reviews I've had too far I know you won't be disappointed. I'm really proud of this training and I know personally I've bought 2737 $17 products before and felt like I really didn't get that much out of it. I guarantee you you will learn something from this five episode private audio feed. So again, it's just Molokini hilltop comm slash private training, and it'll also be linked below in the show notes. I cannot wait to hear what you think. And hey, you know how every podcaster at the very end of their episode asks you to rate and review their podcast. Well, that's because it's super important. These podcasts take a lot of time and heart and effort to produce to bring you free information. So in order for me to be able to continue doing that we need more people to find out about the show. So if you could please just take like two minutes out of your very busy day to leave me a rating and share this on your Instagram stories and tag at Molly a K Hill. That's c h i ll I would greatly greatly appreciate your support. I truly appreciate you so much. I know your time is valuable and I can't wait to see you in the next episode.

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