Latest / Networking Unleashed: Building Profitable Connections / Networking Unleashed: S1E37 An Interview with Dr Mandee Hollem and Michael A Forman

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Networking Unleashed: S1E37 An Interview with Dr Mandee Hollem and Michael A Forman · Networking Unleashed: Building Profitable Connections

0:13
Hello, and welcome to Networking Unleashed, Building
0:17
Profitable Connections. Welcome back to the show,
0:20
folks. I'm your host, Michael Foreman, and you're
0:23
listening to the podcast where networking is
0:26
more than just awkward handshakes and bad coffee.
0:29
It's an art and a talent. But here's the twist.
0:32
It's an art and talent you can actually learn.
0:36
Yes, even if you're the person hiding in the
0:38
corner at every event pretending to check emails.
0:42
Networking isn't just a nice skill to have. It's
0:45
a game changer. When you get good at it, you'll
0:48
wonder why you didn't start sooner. More connections,
0:51
more opportunities, more profits. It's like unlocking
0:55
a cheat code for life. So whether you're the
0:58
life of the party or the just let me stay at
1:00
home and text type, we've got something for you.
1:03
So stick around. Let's turn those awkward small
1:06
talk moments into big wins. I have today Dr.
1:11
Mandy Holland, and she's a chiropractor in Johns
1:15
Creek, Georgia, and she was born and raised in
1:18
Clearwater, Florida. She received her bachelor's
1:21
degree from Limestone College in Gaffney, South
1:25
Carolina, where she also played NCAA soccer for
1:30
all four years. Now, before I butcher her background
1:34
even more, let me introduce you to Dr. Mandy
1:37
Holland and let her fill you in. So welcome to
1:41
the show. Thanks for having me. Yeah, so I did
1:45
my undergrad at Langston College and then went
1:48
to Life University in Marietta, Georgia. That's
1:52
where I met and fell in love with my husband
1:53
and we started our own practice. Nothing too
1:57
exciting after that. If I remember correctly,
1:59
you started up under a different name and you
2:02
changed it? Yes. So we started up under a franchise.
2:05
Okay. That's what I thought. And then you just
2:08
moved it to your own and things have been, I'll
2:11
say, wonderful ever since. Yes, absolutely. Okay.
2:15
So let's go right into my networking questions.
2:20
How has networking played a role in growing your
2:25
chiropractic practice and spreading the vision
2:28
of a drug -free healthcare? So networking has
2:32
always been a very big and vital role to our
2:36
practice. We actually chose the location based
2:40
off of my husband's Business Networking International.
2:45
What got us over here? He was an independent
2:47
contractor originally before we opened up our
2:51
own practice. And he loved his B &I group so
2:54
much that he found a spot that was close enough
2:58
to where that would still work for him because
2:59
he still had clients. So they just transferred
3:02
over when we opened our doors. And that's how
3:05
we picked it. And then as soon as we opened,
3:08
we became a member of Chamber. And so that kind
3:12
of became my thing. And BNI was his thing. And
3:15
it has been fantastic and helped us grow. And
3:19
we always try and keep our networking up. And
3:22
obviously, with those networking meetings for
3:26
the chamber, half the people there have either
3:29
come to see you or have people come to see you.
3:32
So again, you must be doing something right.
3:36
Okay. In a field where people often see conventional
3:40
medical treatments, how do you use networking
3:43
to build trust and credibility for chiropractic
3:46
care? So it's a lot of just being really consistent
3:50
with networking is the biggest way that I build
3:53
trust, especially with Chamber. I've seen chiropractors
3:57
come and go. I've seen medical professionals
3:59
come and go from Chamber. And they're like, that
4:01
didn't really work for me. Great. I saw you like.
4:03
A handful of times, no one could really predict
4:06
when you were going to be there. And so I would
4:08
say that consistency has really helped us. That
4:11
and just talking to people. People will start
4:14
talking to you about their medical issues and
4:16
just giving them slight suggestions on maybe
4:18
adding a supplement. And then that works for
4:20
them. And so then they come back to you for more
4:22
advice. And then eventually it becomes they're
4:24
a new patient and they trust you with what's
4:28
going on. That's true. And back to the chamber,
4:31
consistency is the key. Consistency, because
4:35
as long as I've known the chamber, you've always
4:38
been there. And it's just a matter of me going
4:42
every single week. Now, I wasn't there today,
4:45
but consistency is the key. And that's true with
4:49
any networking event because the more people
4:52
see you, the more that they will trust you. And
4:56
as I've said before, over and over again, trust
4:59
is that crucial part of networking. What strategies
5:04
have you used to educate people about the benefits
5:08
of chiropractic care through networking? So we
5:13
have always done. like wine and wellnesses with
5:16
our office. We used to do those a long time ago.
5:19
We're looking at adding those back in where we
5:22
have educational sessions or workshops where
5:25
people can come in and learn on different topics.
5:27
I always try to make sure that I have a learning
5:30
component to whatever I'm talking about at chamber
5:33
or wherever I might be. I am, we are very big
5:37
in education. So we are always constantly like
5:40
this morning is national nutritional month. And
5:43
so I gave four tips on how to better your diet
5:48
and to make that a healthier consistency for
5:52
you. So always educating. I'll tell you one thing
5:56
that I believe sets you apart from other chiropractors
6:00
that I've known is your educational segments,
6:03
because you're always trying to educate. You're
6:06
never trying to push somebody, but you're always
6:09
educating them. And I think that also helps you
6:12
with the trust factor. And that helps you in
6:15
the networking and so on and so forth. So that's
6:18
very good. What types of professionals or industries
6:21
have been your most valuable networking connections
6:27
and how they help your business grow? I would
6:32
probably say. It's a very wide variety. You would
6:37
think that it'd be more so the medical community,
6:39
but it's probably more labor intensive jobs.
6:43
People that are in the fields of heavy labor,
6:48
they typically are going to need more care and
6:50
more prevention. And so they are more apt to
6:53
want to come in. The medical community usually
6:56
doesn't like to play nice a lot of the times
6:58
because they're like, I can do that for you.
7:00
You don't need to go see someone else. And we
7:02
have big heads. think that we can fix every single
7:05
patient. So referring them out to another, it
7:09
doesn't work as well as a lot of people think,
7:12
but we do have a little bit of that as well,
7:15
but mainly the labor intensive jobs. I agree
7:21
with that wholeheartedly. And I would add on
7:23
to that, but that's going to leak into my next
7:25
question. So this is really going to play into
7:28
it. Chiropractic care often thrives on referrals.
7:35
What networking strategies have worked best for
7:40
generating high -quality patient referrals? Talking
7:44
about specifics. So a lot of people suffer from
7:47
headaches and migraines are really big in ours.
7:50
But instead of just doing a very generalized
7:52
topic with networking, we always want to try
7:55
and focus our energies and say, do you know someone
7:59
not suffering from headaches or migraines? Most
8:01
people do. It's not just about saying, do you
8:04
have a spine? You should get to check up. It's
8:06
more about the specifics because that's where
8:09
it. It has a light bulb go off for a lot of people.
8:12
And that's when they think, oh, my friend has
8:14
that. I need to give them your card versus, oh,
8:18
I know everyone has a spine. And then it falls
8:21
flat. So I would say more specifics is usually
8:25
more helpful for us to actually turn people into
8:28
referrals. That's great because I, listen, I'm
8:32
the networking guy. Okay. And I always say referrals
8:36
are golden. That's your golden goose for your
8:40
money. And everybody that I know that has met
8:44
you, they've always said, you have to go see
8:47
Dr. Mandy. You have to go because the office
8:50
is so welcoming because everything is customer
8:54
service. So when you go above and beyond customer
8:58
service, that's one thing. But when you have
9:01
good service, as well as good customer service,
9:06
that's a... a combination that you just can't
9:09
beat. Hats off to you. Have you encountered skepticism
9:13
about your approach to healthcare in networking
9:17
circles? Absolutely. We get a lot of people that
9:25
are like, oh, I don't believe in chiropractic
9:27
or everything. Even when I was. going to become
9:31
a chiropractor. I believe it was someone in the
9:34
family that was like, why doesn't she become
9:36
a real doctor? So it just really depends on people's
9:38
views. And you just have to accept it and learn.
9:42
I will say one of my favorite patients that came
9:45
into our practice, I met her through chamber.
9:49
And she immediately told me as soon as I told
9:51
her what I did, she said, Oh, I hate chiropractors.
9:54
And I said, Okay. No problem. And, but we saw
9:58
each other all the time. And then she had a question
10:00
about something that was going on with her. And
10:02
I gave her a supplement recommendation and that
10:05
worked for her. And so she started asking more
10:07
and she is actually one of our biggest raving
10:10
fans. She tells everyone about us and she loves
10:14
chiropractic and she loves coming in and getting
10:16
adjusted so much that she took us to New York
10:19
because we helped her just change her whole life.
10:22
And so she. is a testimony to just being really
10:26
consistent and just being there and meeting people
10:28
where they're at. But yes, we do get a lot of
10:30
that. It's just being steadfast in what you believe
10:33
in and what you know works and people will find
10:36
you and you just have to let some go that just
10:39
don't want to. And you brought up raving fans.
10:43
Do you know of the book Raving Fans by Clint?
10:46
Absolutely. Okay. We have all of our new hires
10:49
read it. Okay, perfect. When I was in the mortgage
10:53
industry, I used to give that book to every realtor
10:56
that I became associated with. And they said,
11:01
it's a little book. What do you mean? That book
11:04
is so jam -packed and it's spaced so much. I'm
11:07
like, this is like a 10 -minute read. Just read
11:10
it. Read the book because it tells you all about
11:13
customer service and just the fact that you have
11:16
all your new hires read. raving fans that makes
11:20
me a raving fan okay so that's beautiful how
11:23
do you handle the skepticism how do you turn
11:28
it into an opportunity for you for me i just
11:35
try to be nice to a lot of people i always i
11:38
used to get really upset over it like when we
11:41
would go do a an event and we had a table we
11:45
literally had people come up to our table and
11:47
they'd say I don't believe in that or, and I'm
11:50
like, okay, thanks. You came up to me, but all
11:53
right. And it used to upset me, but honestly.
11:57
It's more about trying to meet people where they're
11:59
at, just giving them little tidbits like I did
12:02
this morning, talking about little tips that
12:05
you can do to improve your health. And they were
12:09
very simple things from our dietician saying
12:11
30 to 40 grams of protein per meal and making
12:15
sure that you're getting at least 80 ounces of
12:17
water per day, less than 30 grams of sugar and
12:20
averaging two cups of coffee or less per day.
12:24
And then when people start to implement it, that's
12:26
when that trust begins, but you can't really
12:28
force it. You just have to keep giving them different
12:31
things. And when they hear, as you've been to
12:34
chamber, I do tend to get a lot of shout outs.
12:36
And so when they hear other people shouting out,
12:38
then they start to trust more and they go, okay,
12:41
maybe there's something to this. So it's just
12:44
a matter of trying to meet people where they're
12:45
at. All right. Very good. You hit something.
12:49
It's real. And so it's so important about a networking
12:53
event. OK, you have to always look to give, not
12:57
receive. And that's what it seems like that you
13:00
based your whole business on, that if you give
13:03
enough, you're going to receive just as much.
13:06
What goes around does come around. But you have
13:09
to realize that you have to just look at it as
13:13
giving and not receiving. Here's a famous little
13:18
line. People love to buy, but they hate to be
13:22
sold to. So you know what? If you keep that in
13:26
mind, and if you're always giving and not receiving,
13:30
then all of that will work for you. Okay. How
13:34
has public speaking, workshops, or online networking
13:38
helped you position yourself as a thought leader
13:41
in chiropractic care? I would say it has helped
13:46
me to come out of my shell. I am actually more
13:51
of an introverted person. And I never enjoyed
13:55
speaking in front of people. Now, since being
13:59
in chamber, since doing doctor talks, I forced
14:02
myself to start actually while I was still in
14:04
school. My mom was doing a program with high
14:08
school students that have never been to college
14:12
or no one in their family has been to college.
14:14
They'd be first generation and they would do
14:17
classes. And so she would have me do health talks.
14:21
And that's where I started. it was just a lot
14:23
of practicing and just really getting confident
14:26
in speaking in front of people has made a huge
14:29
difference in how I hold myself how I present
14:34
myself and I've learned to just have fun with
14:36
it and just let my personality come out and if
14:40
people like that personality then they will come
14:44
to you because the tracks like and so we tend
14:47
to find a lot of people that are very similar
14:50
minded and want to have fun in our office. We
14:53
are joking all the time. We never take ourselves
14:57
seriously, but we always take our work seriously.
14:59
So we always want to make sure that we are pulling
15:04
in those, that same kind of energy. Not standing.
15:08
Okay. So now one thing, now what I got out of
15:11
that was repetition. Because once you know your
15:16
stuff, as I'm sure you do, you know your stuff.
15:19
But the more that you talk about it, the more
15:22
that you repeat it, the more comfortable you
15:25
are in repeating it. And every time you say something,
15:29
or if you gave the same speech to somebody four
15:32
different times, by the fourth time, you would
15:36
be so good at it, you wouldn't have to think
15:38
about it, but it's repetition. And that I think
15:41
is the most important factor. Okay, with the
15:45
rise of digital platforms, what balance do you
15:48
strike between online networking, social media,
15:52
webinars, so on and so forth, and in -person
15:55
networking events? I have not found a great balance
16:00
on that yet. Social media is a thorn in my side.
16:06
I am really good in person. I love in -person
16:09
networking. That is always my favorite. Online,
16:13
you put a camera in my face and all of a sudden
16:15
I can't talk. I'm trying to get better at that.
16:17
We have gotten it to where we are constantly
16:20
trying to do social media posts and videos. We're
16:24
getting back into educational videos in our practice.
16:27
We used to do them all the time. We're trying
16:29
to do fun videos to show our personality because
16:32
that's what people, and I think that's why I
16:34
like in -person. Cause I feel like my personality
16:36
comes out better, but just like we were talking
16:39
about before, it's all about practice. So getting
16:41
in front of cameras and being comfortable in
16:44
front of them is going to be really key for us
16:47
to implement that as well. But we do a lot of
16:49
blogs now and we're getting that back up as well.
16:53
Okay. Now, would you mind a little advice for
16:55
me? Yes. A little bit. Okay. Start with just
16:59
a minute or two, a video. Okay. And call it.
17:04
Dr. Mandy speaks, Dr. Mandy talks or something
17:07
like that. And those, let's say those four things
17:10
that you brought up today, pick one and just
17:13
talk about it for a minute, just for a minute.
17:16
And that's it. And do that three times a week.
17:20
Okay. So that one talk you had today could take
17:24
you literally for almost two weeks. So if you
17:28
were to do that, do a simple. One minute, one
17:31
and a half minute video. Dr. Mandy speaks, come
17:35
up with some graphic or something, and you can
17:38
just be yourself. That's the whole key to networking
17:41
is to just be yourself. And when you have those
17:45
reels, you never know who's going to see it because
17:49
every time they see it, oh, look, I have to,
17:51
oh, I have to tell someone they're going to share
17:53
it. Now, Facebook is good. You can. Put it on
17:57
all your platforms. But Instagram is good for
18:01
those reels. So if you want to do Instagram and
18:04
Facebook, that's all right too. I personally
18:08
use LinkedIn as a business platform. Every podcast
18:13
that I either go on or I'm a guest on or I host,
18:18
I have a piece of software called Otis Clips.
18:22
And it divides it up into... 100 different clips.
18:25
And I post two to four clips per day on all the
18:31
platforms. It takes me three minutes. Awesome.
18:37
Okay. But that keeps my face, as much as they
18:40
may not want to see it, it keeps my face in front
18:43
of them. And pretty soon, the algorithms for
18:48
all of these platforms will say, oh, look, Mandy's
18:51
posting. every day or every other day. Let's
18:54
expand her a little bit. They will do it on their
18:58
own. If you just, consistency is the key. You
19:01
have to do a consistency consistently. So that's
19:04
my only piece of advice. Okay. So what advice
19:09
would you give to other healthcare professionals
19:11
who want to build a referral -based business
19:15
through strategic networking? I would say one
19:20
is to be very truthful and make sure that you're
19:27
presenting yourself the way that you are. Otherwise,
19:29
it can come off as that's not really you. And
19:34
then that actually goes against you on that trust
19:36
factor. That and I can't say it enough, but consistency.
19:41
Plan around the marketing as well, because and
19:45
that's where we fall short on like the social
19:47
media is that we don't have set days and times
19:49
to do those versus I have set out and I blocked
19:54
my schedule for chamber. My husband has blocked
19:59
his schedule for BNI, but making sure that you
20:02
block those times and don't let anything encroach
20:06
on that. So that time management to make sure
20:09
that you're staying up on your marketing, to
20:11
stay up on your networking is really key. I try
20:15
to look at the chamber website about a month
20:19
in advance and see when the different events
20:21
are. And I go in and I try and block my schedule
20:23
right then and there so that I can make as many
20:26
events as I can. can. Patients can schedule around
20:28
that and that's perfectly fine. We have a little
20:31
bit more of an advantage because there's two
20:33
of us. So Dr. Austin can stay here and run the
20:36
practice while I go out and market. And that's
20:38
how we've set up our office. But even if it's
20:41
a front staff member that's going to the marketing,
20:43
block out their schedule to where maybe if they're
20:46
the ones that do the new patients, then you're
20:48
sending them to go market. But being consistent
20:51
is about making sure that you work it into your
20:54
schedule consistently. That's great. And that
20:58
falls into, I always say, there's a networking
21:03
mantra. If they know you, if they like you and
21:06
trust you, they'll do business with you. And
21:09
by you going out, blocking out your time and
21:11
going to all these events, they're going to know
21:13
you. They're going to say, oh, I know her. That's
21:16
Dr. Mandy. I've seen her before. So everybody
21:19
will know you. Like you will. That narrows the
21:23
field down because, listen, everybody's not going
21:26
to like you for whatever reason, right? But know
21:29
you, like you, and then trust you. That trust
21:31
factor, again, is so crucial and critical. That's
21:35
what you're building. And through consistency,
21:38
you're building that trust factor. Even without
21:41
you knowing it, even without them being your
21:43
client, you're building that trust factor. Okay,
21:47
let me say, how do you see networking shaping
21:49
the future of drug -free healthcare and what
21:52
role do you want to play in that movement? I
21:57
see it getting more information out to just the
22:02
general population. A lot of chiropractors do
22:05
a lot of educational workshops that other people
22:08
aren't doing. This morning, networking, I had
22:12
shared in our two -minute breakout. that not
22:14
a whole lot of MDs, DOs, they don't get a whole
22:18
lot of nutrition. Since it's National Nutritional
22:20
Month, that's what I was talking about. They
22:22
don't get a whole lot of nutritional education.
22:24
And sharing that piece of advice gets people
22:26
to start looking into it themselves because they
22:29
think, oh, if my doctor's not looking at it,
22:31
maybe I need to. So it at least gets people a
22:34
little bit more curious. So I think that's going
22:37
to help people take a little bit more empowering
22:41
them to take control of their own health. There's
22:44
a lot of information going out there. Those quick
22:46
videos that you're talking about that I need
22:48
to get better at, those are going to be really
22:50
awesome because we can get even more information
22:52
out. I remember when we first opened, man, we
22:56
had to set up tables everywhere and it was awful.
22:58
4 .30 in the morning, we were at Orange Theory,
23:00
just trying to talk to people while they're doing
23:02
their five o 'clock class. catching people in
23:05
between and having a two second conversation
23:07
versus now we have platforms where we can actually
23:10
get that information out to other people on a
23:12
consistent basis or in chamber like I've done.
23:17
a spinal talk on how to keep your spine healthy
23:20
and things like that. There's different avenues
23:22
for that. Lunch and Learns with other businesses
23:25
when you meet them and say, hey, can I come talk
23:27
to your employees and I'll teach them things
23:30
that they can do to keep a healthier spine so
23:32
that way they're healthier. That's exactly right.
23:37
Do you see these workshops, these educational...
23:43
summits or I'll call it. Do you see them going
23:46
on video or in person? I prefer in person still.
23:52
My husband is the one that kind of takes over
23:54
the social and digital platforms. So he's the
23:59
one that is way more comfortable in front of
24:01
a camera. And he is the one that can talk a little
24:05
bit longer as well on each topic. You have to
24:09
decide. which one of you will do these minute
24:13
long reels? But my suggestion is to do it and
24:16
do it like within like soon so that people get
24:20
used to seeing it. So saying, Oh, I wonder what
24:22
they have to tell me today and look forward to
24:25
it. And as my last question, which I'd love to
24:28
ask is you are successful now. Okay. But I'm
24:35
sure getting to this point, you made a few mistakes.
24:39
Just give me a mistake that you made and how
24:42
you overcame it. I'd say in business in general
24:48
is putting maybe a little bit too much trust
24:51
in some people as well. Not knowing in the back
24:55
of my head, I don't really know about this and
24:59
not speaking about it. And again, that's that
25:04
comfortability. So speaking up now, I'm way more
25:08
comfortable about being like, I don't know that
25:10
this is a great fit for us because not everything's
25:13
going to be a great fit. So being able to speak
25:15
up about different things like that has really
25:19
helped because I would say that's probably the
25:21
biggest downfall that my husband and I both had
25:23
is we were like, we don't know. So we're just
25:25
going to trust you blindly thing. And now we
25:28
do a little bit more research into things before
25:30
we just blindly trust completely. And as a last
25:36
question, I know I said that before, but one
25:38
more question. Can you give me one tip that you
25:41
would give for any of my listeners that let's
25:44
say that they are just starting, whether it's
25:46
a chiropractor or not, they're just starting
25:48
in business. What's one networking tip that you
25:51
would give them? I would say find a chamber and
25:57
go all in. I've had people tell me before, don't
26:02
worry about going all in for chamber. It might
26:05
not help you that much. It is our second highest
26:08
referral source in our office. And had I just
26:12
dabbled, I don't know that it would be. Finding
26:15
that networking source and just give yourself
26:19
to it. Go support other chamber members. I know
26:22
I saw you at the Maximize Living. or that's not
26:27
what it's called we did that event yes yes with
26:30
greg and just going to support other members
26:33
in things that you can your support builds that
26:36
trust as well so build up others to build yourself
26:40
up as well givers gain right that's bni that's
26:43
it that's it i never stop learning i never stop
26:47
reading i never stop trying to i never i always
26:51
try to finish I always try to hone my craft.
26:54
And because I never think it's perfect, people
26:58
call me an expert in networking. And I always
27:01
say, please, just try to refrain from using that
27:04
word because I'm always getting better. I'm always
27:07
finding something that I did wrong or that I
27:10
can do better and right. I'm good at networking.
27:12
I'm your networking guy. But you know what? I'm
27:15
learning. I'm getting better. So that's the only
27:17
thing that I would say. Yeah. Okay. So listen.
27:22
If somebody wanted to get hold of you, how would
27:25
they get hold of you? Now, they may want chiropractic
27:27
care. They may want some health information,
27:30
some supplement information, whatever. What's
27:33
the best way for them to get hold of you? You
27:36
can either call my office or send me an email.
27:40
Email I do really well at or the office because
27:42
my cell phone is typically somewhere where I
27:45
don't remember where I put it because I'm all
27:47
in on something else. What is your website? It
27:51
is Cairo at the creek .com. Okay. Listen, Mandy,
27:56
this was a great, I had a great time. Okay. And
28:01
I look forward to seeing you again soon. Yeah,
28:04
absolutely. Next week at chamber. Well, hold
28:07
on folks. Don't go anywhere. Let me just read
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-U -P -K -I -D -S .org. Well, that's a wrap,
29:26
folks. A huge thank you to our special guests
29:29
for sharing such incredible insights today. And
29:32
of course, a big shout out to you, our amazing
29:36
listeners, for tuning in and spending your time
29:39
with us. Remember, networking isn't about being
29:42
perfect. It's about being present. So take what
29:46
you've learned today, get out there and make
29:48
some meaningful connections. If you enjoyed this
29:51
episode, don't forget to subscribe, leave us
29:54
a review and share it with someone who could
29:57
use a little networking inspiration. Let's keep
30:00
the conversation going. You can find me on Apple,
30:04
Spotify, YouTube or my website. Michael A. Foreman,
30:09
remember, until next time, keep practicing, keep
30:13
connecting, and keep building those relationships.
30:16
This is Michael A. Foreman signing off. Take
30:19
care and happy networking.