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Heart-Led Healing Redefined with Edward Feldman · The Heart-Led Business Show

• 0:01
  Speaker: Welcome to the Heart-Led Business Show, where compassion meets commerce and leaders lead with love.
• 0:09
  Speaker: Join your host, Tom Jackobs, as he delves into the insightful conversations with visionary business leaders who defy the status quo, putting humanity first and profit second.
• 0:20
  Speaker: From heartfelt strategies to inspiring stories, this podcast is your compass in the world of conscious capitalism.
• 0:29
  Speaker: So buckle up and let's go.
• 0:31
  Speaker: Let your heart guide your business journey.
• 0:36
  Tom: Get ready to elevate your enthusiasm.
• 0:38
  Tom: Folks, today on the heart-led business show, we're welcoming the wonderful Edward Feldman, an alchemist of alignment, with decades of dedication and chiropractic care, and a heart centered on holistic healing.
• 0:52
  Tom: Edward's journey from Feldenkrais to cranial sacral biodynamics is nothing short of inspiring.
• 0:58
  Tom: So join us as we explore his heart-led business.
• 1:00
  Tom: Welcome to the show, Edward.
• 1:02
  Edward Feldman: Thanks, Tom.
• 1:02
  Edward Feldman: Thanks for inviting me.
• 1:03
  Tom: Great to have you here.
• 1:04
  Tom: And I always love to speak with chiropractors on the heart-led business show'cause there's a really nice dynamic between heart-led and profit led in that industry.
• 1:13
  Tom: And we can definitely dive a little bit into that.
• 1:15
  Tom: The first question I always ask on the show is, what's your definition of a heart-led business?
• 1:22
  Edward Feldman: What comes to mind that is really leading with your heart, and what does that mean?
• 1:25
  Edward Feldman: It means coming into your own authenticity coming into your own body being real and authentic with your clients.
• 1:34
  Edward Feldman: So if you're present, that is most important factor I find above any technique, is just being present with the person so that the person, the client, they feel witnessed, they feel received.
• 1:46
  Edward Feldman: And when that happens, you don't have to worry about technique that, believe me, I studied every technique in the book.
• 1:51
  Edward Feldman: And the more I came into myself, the way I just described it, the more I became successful.
• 1:57
  Edward Feldman: I never had to think worry about getting patients or retaining patients.
• 2:01
  Edward Feldman: They just came back and back because of that.
• 2:04
  Edward Feldman: So that would be my definition.
• 2:06
  Tom: Oh, that's great.
• 2:07
  Tom: I've not heard that definition before.
• 2:09
  Tom: That is a great definition too, by the way.
• 2:12
  Tom: Yeah.
• 2:12
  Tom: I just again, putting those, the people first, but also making sure that you're authentic and you're making sure that they're being heard and understood.
• 2:22
  Tom: Especially in the medical profession, you don't hear of that too often.
• 2:26
  Tom: Especially with medical doctors who have to see 50 patients a day and you just don't get heard or understood.
• 2:32
  Tom: How have you been able to balance that with your practice?
• 2:34
  Edward Feldman: I just want to add on to what I said is that, there's, I practice some a method called the biodynamic craniosacral therapy, which is all about working with this inner, energetic rhythm.
• 2:47
  Edward Feldman: We call it the tide.
• 2:48
  Edward Feldman: It's the same really energy force.
• 2:52
  Edward Feldman: Biodynamic energy force that's in the universe that gives life to, in the spring to all the plants and shrubs that's within us.
• 2:58
  Edward Feldman: And that's what the health is.
• 3:00
  Edward Feldman: So you trust what we call trusting the tide to do the work.
• 3:04
  Edward Feldman: So that's a big, that's a big jump, right?
• 3:07
  Edward Feldman: Instead of thinking you have to make the perfect adjustment or fix the person, right?
• 3:13
  Edward Feldman: If you're totally hung up on fixing the person, you're not allowing the own, the person's own inherent healing forces to come through.
• 3:20
  Edward Feldman: So the more I get out of the way not just physically, but intentionally, when I get outta the way and trust is tied to do the work, is then I, the results are astounding.
• 3:31
  Edward Feldman: That's what the universe is based on this, the, this energy that pervades the universe.
• 3:36
  Tom: Yeah.
• 3:37
  Tom: Yeah.
• 3:38
  Tom: And so how are you balancing that with, in the healthcare industry, in chiropractic also, it would, a lot of practices have to see so many patients just to make it viable.
• 3:49
  Tom: So how do you balance That in your practice?
• 3:52
  Edward Feldman: That's a really important question to look at.
• 3:54
  Edward Feldman: Really important aspect.
• 3:57
  Edward Feldman: I was fortunate.
• 3:58
  Edward Feldman: I, early on in 1995, I bought a commercial, a residential commercial zone building.
• 4:04
  Edward Feldman: So, a house, right?
• 4:06
  Edward Feldman: So I could practice outta my house, right?
• 4:08
  Edward Feldman: So I wasn't on this under the same constraint that most people are, right?
• 4:12
  Edward Feldman: That most people that you have to knock out 30, 40, 50 people a day easily and just to meet your nut.
• 4:19
  Edward Feldman: So fortunately I could focus on my own.
• 4:23
  Edward Feldman: methods and just, I could get by seeing six, eight people a day, I didn't have to see
• 4:29
  Tom: Wow.
• 4:29
  Edward Feldman: 50 or 60.
• 4:30
  Edward Feldman: It was, it's a different model.
• 4:31
  Edward Feldman: I'll be honest with you, what my practice, if you walked in, you'd say, wow, this doesn't look like a chiropractic office.
• 4:37
  Edward Feldman: Because it's outta my home.
• 4:39
  Edward Feldman: It's much more, relaxed and set up in that manner.
• 4:42
  Edward Feldman: I have to admit it's a different, it's, I've integrated so lemme just be clear.
• 4:46
  Edward Feldman: I've integrated these three body work modalities, chiropractic, non enforce chiropractic, biodynamic, cranial sacral therapy, and the Feldenkrais method.
• 4:56
  Edward Feldman: So search for healing, I realized there's, not one thing is gonna do it, whether it's for myself or for others.
• 5:04
  Edward Feldman: And so I incorporated and integrated these three approaches because some people need movement awareness, the Feldenkrais methods.
• 5:10
  Edward Feldman: Some people have traumas from childhood, from car accidents, from blows to the head.
• 5:14
  Edward Feldman: They need the biodynamic psychotherapy to lift the traumas out of the body.
• 5:19
  Edward Feldman: And of course regular chiropractic is essential in terms of alignment and figuring out where somebody's not aligned properly.
• 5:26
  Edward Feldman: So I've had it took a while, but I've integrated these three approaches into my practice.
• 5:31
  Tom: Yeah.
• 5:32
  Tom: And I can see why you can only see six to eight patients when you're really focusing quite a bit on.
• 5:38
  Tom: On their care and what their body actually needs to heal.
• 5:40
  Edward Feldman: Well the sessions are 45 minutes, you 50.
• 5:42
  Tom: Oh, wow.
• 5:42
  Edward Feldman: They're not 10 minutes, they're not five, they're really being with the client, and that I can't stress that enough.
• 5:48
  Edward Feldman: Literally, when they're, when that person's nervous system felt, feels that you're with them and they, and that system feels witnessed, it, lets go.
• 5:56
  Edward Feldman: It feels safe enough to let go, and then the healing really begins.
• 6:00
  Edward Feldman: It sounds, I don't know if it sounds corny or trite, but that's really where it's at.
• 6:04
  Edward Feldman: That's really where it's.
• 6:05
  Tom: Definitely.
• 6:06
  Tom: It sounds a little woo, but that's cool.
• 6:08
  Tom: If, as long as it's working and the people are benefiting from it, then it's awesome.
• 6:13
  Tom: Right?
• 6:13
  Edward Feldman: You know, I would rather see myself, I would rather, I'm after definitive results, so it's a little bit different.
• 6:19
  Edward Feldman: I don't wanna just give somebody temporary relief and then they come in two days, three days a week, or five days.
• 6:25
  Edward Feldman: I'd rather see really transformative changes where they start to cumulatively integrate and add on the changes week to week, that we do.
• 6:34
  Edward Feldman: And I've got people who've seen me, I see people who've been elsewhere.
• 6:37
  Edward Feldman: They don't come from me to me firsthand.
• 6:40
  Edward Feldman: First shot.
• 6:41
  Edward Feldman: They've been to the other chiros, they've been to acupuncture, they've been to their pain medicine person.
• 6:46
  Edward Feldman: And so they're really coming with a chronic problem.
• 6:49
  Edward Feldman: Something hasn't resolved.
• 6:51
  Edward Feldman: So that's the kind of person I'm attracting into my practice.
• 6:54
  Tom: Okay.
• 6:55
  Edward Feldman: Yeah.
• 6:55
  Tom: Wow.
• 6:56
  Tom: So it's kind kinda the last ditch effort almost.
• 6:58
  Tom: So when did you start your practice?
• 7:01
  Edward Feldman: So I actually graduated chiropractic school in 78, 1978.
• 7:06
  Edward Feldman: So this is, I'm approaching what my 47th year now, of
• 7:09
  Tom: Wow.
• 7:10
  Edward Feldman: being in practice.
• 7:11
  Edward Feldman: I also integrate clinical nutrition, so there's four different modalities I use.
• 7:16
  Edward Feldman: But anyway, yeah, I graduated, I worked for other people at first.
• 7:20
  Edward Feldman: I started my own practice and then I'm a New Yorker, so I, I practiced in New York briefly, and then I moved to California.
• 7:26
  Edward Feldman: And to be honest with you, you asked about success and failure.
• 7:29
  Edward Feldman: I failed when I first got out there.
• 7:31
  Edward Feldman: Now, why did I fail?
• 7:32
  Edward Feldman: It wasn't,'cause I still was pretty good clinically, even at that stage, but I just didn't have it together personally.
• 7:38
  Edward Feldman: I admitted I wasn't integrated enough and that's why I say it's such a key component.
• 7:44
  Edward Feldman: You know who you are is gonna come through, not just managing the business, that of course you need those skills, but those skills come from just paying attention to the, to the books and paying attention to your numbers.
• 7:56
  Edward Feldman: But you have to generate the consistency and the, and the wherewithal of being in practice.
• 8:02
  Edward Feldman: That's what a business is, right?
• 8:03
  Edward Feldman: Consistency, showing up every day.
• 8:06
  Edward Feldman: So I wasn't, I was a late bloomer.
• 8:10
  Edward Feldman: I wasn't there yet, and so it took a while.
• 8:14
  Edward Feldman: I moved back to the East coast.
• 8:16
  Edward Feldman: I moved to Boston then even there, I still didn't initially do well.
• 8:22
  Edward Feldman: So it took, I, there were a couple of failures along the way.
• 8:24
  Edward Feldman: I'll admit it.
• 8:25
  Edward Feldman: And then finally.
• 8:26
  Edward Feldman: And this is important to realize that you have to make mistakes.
• 8:30
  Edward Feldman: If you're gonna grow up to be a good person, human being, and you're gonna grow into your own.
• 8:35
  Edward Feldman: See, that's the other thing I wanted to discuss this morning.
• 8:37
  Edward Feldman: You have to be yourself.
• 8:38
  Edward Feldman: You can't just copy someone else.
• 8:40
  Edward Feldman: That works to a degree, but I think personally, if you want sustainability, I could practice, I'm 75, I could practice, I could go another 10.
• 8:50
  Edward Feldman: I could go another 10 years because.
• 8:53
  Edward Feldman: I love what I do.
• 8:54
  Edward Feldman: I'm, I take care of myself.
• 8:56
  Edward Feldman: And so anyway, the point is that when you come into your own who you really are, you can continue to grow, you grow and evolve and be successful.
• 9:07
  Edward Feldman: Again, what's your definition of success?
• 9:09
  Edward Feldman: If you want, a high six figure or seven figure income.
• 9:13
  Edward Feldman: Yeah.
• 9:14
  Edward Feldman: Then this is not your, the discussion you probably wanna be listening to.
• 9:17
  Edward Feldman: This is not, I'm not your guy, obviously, but if you're interested in, enjoying your life and having a balanced life and being sustainable, like I said, for a very long time.
• 9:28
  Edward Feldman: And then, yeah, this, I think this makes sense.
• 9:31
  Edward Feldman: This what I'm saying.
• 9:32
  Tom: Yeah, absolutely.
• 9:34
  Tom: So at what point did you leave working for somebody else and then work for yourself or start your own practice?
• 9:41
  Edward Feldman: So at different junctures.
• 9:42
  Edward Feldman: I was practicing in Boston.
• 9:45
  Edward Feldman: I guess it was in Boston.
• 9:46
  Edward Feldman: I had a relationship that ended after five years, very intense relationship, and I really couldn't even focus on my practice.
• 9:52
  Edward Feldman: I started working for a very high volume pi chiropractic.
• 9:56
  Edward Feldman: So I was seeing, for me it was a lot.
• 9:58
  Edward Feldman: It was like 45 people a day.
• 9:59
  Edward Feldman: I was, that's,
• 10:01
  Tom: wow.
• 10:01
  Edward Feldman: lot.
• 10:02
  Edward Feldman: And I learned to become an excellent adjuster.
• 10:05
  Edward Feldman: That was the good side.
• 10:06
  Edward Feldman: The bad side was this guy was an abuse.
• 10:08
  Edward Feldman: The owner was abusive, but the fact is I learned to really crack backs, crack in the best sense of the word.
• 10:14
  Edward Feldman: I felt I could adjust anyone, after a while, and I did, and I still gave a good service, even though it was a very short service.
• 10:22
  Edward Feldman: It was five minutes, but it was a very, explicitly, done piece of work.
• 10:27
  Edward Feldman: And I worked for him for a year and a half and then I left and then I, eventually moved out to New Jersey and started my own pre, actually I worked for two other people when I first moved to Jersey had similar experiences and it's, I believe failure along the way is essential to becoming your own person,'cause I'll tell you something, I'll share something personal.
• 10:47
  Edward Feldman: My dad during the eighties was looking at my best friend and my first cousin's husband, who I both turned on to chiropractic and they became outrageously successful.
• 10:57
  Edward Feldman: They were practicing Connecticut, which was the first, the best state to practice in the eighties in terms of insurance.
• 11:03
  Edward Feldman: They made like high six figure incomes, it was, they were saying 60, 80 people a day, and my dad would turn to me and says what's your story?
• 11:12
  Edward Feldman: Why don't you just crack some backs and make some money?
• 11:15
  Edward Feldman: This is ridiculous.
• 11:16
  Edward Feldman: So I said, I just said okay.
• 11:18
  Edward Feldman: And I still had an interest in these other things, these other modalities, because that's where my heart was, and so it wasn't until early two thousands and beyond that, those other modalities, I came in, or I could really rely on them and execute them well.
• 11:33
  Edward Feldman: And so then I had the kind of practice I always dreamed of, a lot of chiropractors dream.
• 11:38
  Edward Feldman: They say, when I make enough money, I'm gonna have this type of practice.
• 11:40
  Edward Feldman: Because they have to make money.
• 11:42
  Edward Feldman: They have a family, they have a wife and kids, so they always feel constrained yeah, of course I need to produce X number of, there's gonna be a percentage of people out there chiros.
• 11:51
  Edward Feldman: Who are gonna say, you know what, this was really my dream to practice this way and get definitive results, get really great results.
• 11:59
  Edward Feldman: And so I hung in there with that dream, even though the numbers at first were terrible they weren't good.
• 12:07
  Edward Feldman: But eventually it paid off where I could keep practicing in a viable way, a very viable way.
• 12:13
  Edward Feldman: And be happy with it, I don't know.
• 12:14
  Edward Feldman: To me that really important.
• 12:16
  Tom: Do you think the experiences that you had working for the other high volume clinics shaped how you wanted to practice when you started your own practice?
• 12:26
  Edward Feldman: Yeah, definitely.
• 12:28
  Edward Feldman: Like I said, I wanted more definitive results, right?
• 12:31
  Edward Feldman: Even in my first couple years as a chiropractor, I used to see the same problems come back every three days, right?
• 12:36
  Edward Feldman: Somebody would have the same sacred iliac.
• 12:39
  Edward Feldman: That was out of alignment or, and I'd do the same adjustment and they'd be back and I said, this is crazy.
• 12:44
  Edward Feldman: Why would I want to keep doing the same thing over and over?
• 12:48
  Edward Feldman: Now a lot of people, some people don't think that way.
• 12:50
  Edward Feldman: They don't think to even say that.
• 12:52
  Edward Feldman: But to me, that didn't make sense.
• 12:54
  Edward Feldman: So I wanted something that would stick, because by the way, the bones are supported by the soft tissue, right?
• 13:00
  Edward Feldman: The fascia, the connective tissue the muscles, the ligaments.
• 13:04
  Edward Feldman: It's not just.
• 13:05
  Edward Feldman: Even the best, chiropractic manipulation is, needs the supporting structure to be on board, right?
• 13:13
  Edward Feldman: So I believe in order for, in order for the adjustment to truly hold, otherwise it's just gonna be very temporary.
• 13:19
  Edward Feldman: That's my opinion.
• 13:22
  Tom: Yeah, because if the muscle's not in alignment or the fascia or what have you, it's pulling that joint out of alignment.
• 13:28
  Tom: So you have to fix the root cause versus just putting a bandaid on it, which is, just the quick adjustment.
• 13:34
  Edward Feldman: Yeah.
• 13:34
  Edward Feldman: And then nutrition also helped because systemically, if somebody's not doing well systemically, and they have lots of issues, that also supports the adjustment, right?
• 13:44
  Edward Feldman: So you have to make sure that.
• 13:46
  Edward Feldman: That's happening.
• 13:47
  Edward Feldman: Like when I incorporated nutrition into my practice in the early 2010 that made a big difference because people's adjustments would hold longer.
• 13:55
  Edward Feldman: They would definitely, really helped tremendously.
• 13:58
  Tom: Yeah, totally makes sense.
• 14:00
  Tom: So as you were starting your practice what kind of issues came up where you kinda questioned, keeping a heart-led business versus just going back to the mill, the back crack mill so to speak.
• 14:14
  Tom: What, what kept you going?
• 14:16
  Edward Feldman: It's a good question.
• 14:16
  Edward Feldman: I don't know.
• 14:17
  Edward Feldman: I don't know.
• 14:18
  Edward Feldman: Something.
• 14:19
  Edward Feldman: a great question.
• 14:20
  Edward Feldman: Something inside me, said this is.
• 14:23
  Edward Feldman: I felt compelled to practice in a certain way.
• 14:26
  Edward Feldman: Again, I'm gonna say this is not for everyone, you know I didn't have children, so I didn't have the same expenses and the same polls that other people have.
• 14:34
  Edward Feldman: I could devote myself to learning these other modalities.
• 14:37
  Edward Feldman: So I'll admit it.
• 14:38
  Edward Feldman: I had a home office.
• 14:39
  Edward Feldman: I didn't have the same overhead, but I still had to maintain that inner drive to be, first of all, the best I could be in terms of a healing, truly what it means to be a healing practitioner.
• 14:51
  Edward Feldman: That word is thrown around, but really I took it very seriously in terms of seeing definitive results, results that stuck, results that the person would get after months, couple months of care, 3, 4, 5, 6 months of care.
• 15:05
  Edward Feldman: They would be on their own and they'd come back periodically, but it wasn't every couple days or week.
• 15:10
  Edward Feldman: So I felt good about that, that they had, achieved that place.
• 15:13
  Edward Feldman: So I was always driven to.
• 15:16
  Edward Feldman: I dunno what the word is, Excel, it's, again, it's bandied around a lot.
• 15:19
  Edward Feldman: If you look at any of these great athletes, you listen to their stories.
• 15:23
  Edward Feldman: These guys are always practicing endlessly.
• 15:25
  Edward Feldman: The Michael Jordans, they're not, they don't rest on their laurels.
• 15:29
  Edward Feldman: They're constantly improving their game.
• 15:31
  Edward Feldman: It's amazing.
• 15:31
  Edward Feldman: You look at, I felt like that.
• 15:33
  Edward Feldman: I always was like taking seminars, but more than that, also work.
• 15:37
  Edward Feldman: And this is important to mention, you working myself personally, because I feel if you're not facing your demons and your shadow aspects of yourself, you're not, you can't be genuine.
• 15:47
  Edward Feldman: Along the way doing these modalities, the Feldenkrais method and biodynamic cranial circle therapy, you learn to feel what's called the felt sense.
• 15:55
  Edward Feldman: So what's the felt sense?
• 15:56
  Edward Feldman: The Felt sense is the sensations and feeling.
• 16:00
  Edward Feldman: Feeling tones in your body that you can name and you can perceive.
• 16:04
  Edward Feldman: So in other words, the inner and outer is congruent.
• 16:08
  Edward Feldman: You're not just operating from your mind and being analytical.
• 16:12
  Edward Feldman: Yeah, of course you have to do that.
• 16:13
  Edward Feldman: You have to use your educated mind.
• 16:15
  Edward Feldman: But the more you come into this felt sense, the more you can make direct contact with the client.
• 16:20
  Edward Feldman: That's what I was saying earlier.
• 16:22
  Edward Feldman: And the client perceives it and their nervous system perceives it.
• 16:25
  Edward Feldman: And so your, their, your touch is then perceived in a way that it really registers a change in the person.
• 16:32
  Edward Feldman: It really makes a change.
• 16:33
  Edward Feldman: It's not, it just, it's not just superficial, and the other thing is people, a lot of my clients would come back.
• 16:41
  Edward Feldman: And I would do different things each time.
• 16:43
  Edward Feldman: I didn't do the same old every time.
• 16:45
  Edward Feldman: That's crazy.
• 16:47
  Edward Feldman: I have to admit, everything I'm saying is not your business led approach to having a successful practice.
• 16:53
  Edward Feldman: That it's not just because some practice management guru says these are the numbers.
• 16:57
  Edward Feldman: You really have to produce X, Y, Z.
• 17:00
  Edward Feldman: No, it makes sense to you.
• 17:01
  Edward Feldman: You have to live with yourself, right?
• 17:03
  Edward Feldman: You have to live with your wife.
• 17:04
  Edward Feldman: Have to live with in the mirror and say, this make, I'm happy.
• 17:07
  Edward Feldman: This is the kind of, and that's what's enabled me to keep practicing now into my 47th year.
• 17:12
  Edward Feldman: That's remarkable.
• 17:13
  Edward Feldman: My friends are retired.
• 17:15
  Tom: Yeah, of course.
• 17:16
  Tom: Now, Edward you've obviously spent a lot of time educating on the different modalities.
• 17:21
  Tom: What have you done to educate on the business side of running a small business?
• 17:26
  Edward Feldman: That's another good question.
• 17:28
  Edward Feldman: I've taken my seminars, my share of business related seminars, of course, I got to a model or a place that feels comfortable to me, right?
• 17:36
  Edward Feldman: First of all, you have to again, tune into the person.
• 17:39
  Edward Feldman: And see when they're, from the very start, from the very first phone conversation to the very, I give a free 15 minute, offering.
• 17:46
  Edward Feldman: And then they usually come in and then we have our first session.
• 17:49
  Edward Feldman: I spend a good chunk of time, really asking them six, six or so eight questions about them, about their problem and what they've done for it.
• 17:58
  Edward Feldman: Moreover, how it affects them.
• 18:01
  Edward Feldman: What do they really want?
• 18:02
  Edward Feldman: Of course everybody wants to be out of pain, that's a given.
• 18:06
  Edward Feldman: But moreover, you know what else?
• 18:08
  Edward Feldman: Oh yeah.
• 18:08
  Edward Feldman: I want to play with my grandkids.
• 18:10
  Edward Feldman: I want to be able to do X, Y, Z.
• 18:11
  Edward Feldman: I wanna travel, I wanna be able to travel with my partner.
• 18:14
  Edward Feldman: I want to get up without any pain.
• 18:15
  Edward Feldman: I want to just go about my business.
• 18:17
  Edward Feldman: In other words, they want to be able to do their life without even thinking about their problem.
• 18:21
  Edward Feldman: They just wanna do their life.
• 18:23
  Edward Feldman: They feel like, yeah, I made the right decision coming to this guy.
• 18:25
  Edward Feldman: He's, he really gets what I'm saying.
• 18:27
  Edward Feldman: He's not I'm just not checking off back, back pain or neck pain, right?
• 18:31
  Edward Feldman: Then I give them an a first session, which Inc includes an exam, but it also includes a treatment.
• 18:36
  Edward Feldman: Now that's supposed to be taboo, in the world of healing chiropractic.
• 18:40
  Edward Feldman: But to me, I wanna have the person register and experience because this is outside the box.
• 18:45
  Edward Feldman: So at that point, I can then suggest, based on my clinical observation, that you need 8, 10, 12, 15, 20, sessions to, for us to go ahead.
• 18:56
  Edward Feldman: They're ready to buy a package at that point.
• 18:59
  Edward Feldman: Now, why are they ready to buy a package A, they felt heard.
• 19:02
  Edward Feldman: B, they had an experience of the work that was radically different than anything else.
• 19:07
  Edward Feldman: This is, I think, a good point for your listeners.
• 19:09
  Edward Feldman: They'd have an experience that's radically different.
• 19:11
  Edward Feldman: It really impacted them.
• 19:13
  Edward Feldman: And by the way, you know when you said, talk about success and failures along the way.
• 19:17
  Edward Feldman: I used to at first, just copy other people's adjustments.
• 19:22
  Edward Feldman: Like you'd see a great chiropractor, you'd see a great and you'd try to do emulate or imitate them.
• 19:27
  Edward Feldman: But again, you have to come into your own so that you can really meet the person where they're and deliver that kind of, service.
• 19:34
  Edward Feldman: So when the person.
• 19:37
  Edward Feldman: Has all of what I just described, right?
• 19:40
  Edward Feldman: They're ready to buy.
• 19:41
  Edward Feldman: That's pretty remarkable.
• 19:42
  Edward Feldman: They're ready to spend 2000, two 20,$2,300, right?
• 19:46
  Edward Feldman: That's pretty remarkable because most people don't, can't or won't do that because they feel it's too, too much I'm saying the customer is ready because I've given them a very level-headed.
• 19:59
  Edward Feldman: I would do that if somebody treated me the way that I just the way I just suggested, I would say, yeah.
• 20:05
  Edward Feldman: Okay.
• 20:05
  Edward Feldman: It's more than I thought it would be, but fine.
• 20:08
  Edward Feldman: And by the way, I don't do insurance.
• 20:10
  Edward Feldman: I submit for people I'll submit for their insurance, but really it's a cash practice in that sense they're paying me directly because why?
• 20:16
  Edward Feldman: Because my kind of practice is so outside the box in terms of what insurance is gonna pay$45.
• 20:22
  Edward Feldman: Whether you spend an hour or spend two, two seconds to let alone two minutes, they could care less, they could care less about the person's healing.
• 20:30
  Edward Feldman: Is that helpful?
• 20:31
  Edward Feldman: What I just said is that mix?
• 20:32
  Tom: Absolutely.
• 20:33
  Tom: One of the key points here that you brought up is that experience.
• 20:37
  Tom: 'cause I obviously do a lot of reading business books and things like that, and that there's a quote that people don't care what you know until they know how much you care.
• 20:47
  Tom: I don't know who said that, but it always stuck with me because.
• 20:50
  Tom: That's the experience you want to give people, and that's when people feel cared for, they're gonna come back for that, especially in an industry where they don't get that on a regular basis.
• 21:00
  Tom: And so you stand out.
• 21:02
  Edward Feldman: My brother, who was a dentist who still practice one day, where he covers some other, another person, he's actually two years older than me.
• 21:08
  Edward Feldman: Even in dentistry, which a pretty, hardcore black and white thing.
• 21:13
  Edward Feldman: It's that's the number one thing.
• 21:15
  Edward Feldman: So yeah, of course in this profession you have to demonstrate that they have to feel, gotten, so to speak, attuned to.
• 21:22
  Edward Feldman: I tell people when I do my cranial biodynamic cranial work, they say what's this?
• 21:26
  Edward Feldman: I don't even feel you're doing anything.
• 21:28
  Edward Feldman: You know what?
• 21:29
  Edward Feldman: I actually had this woman, this Jewish woman once say to me, can my husband do this?
• 21:33
  Edward Feldman: I said, yeah, sure.
• 21:34
  Edward Feldman: What does he do?
• 21:35
  Edward Feldman: Root canal, or for you as well?
• 21:38
  Edward Feldman: It was like, unbelievable.
• 21:39
  Edward Feldman: She said that, but they have to, feel gotten, they really have to feel that you're getting them in a deep way.
• 21:45
  Tom: Oh yeah.
• 21:46
  Tom: You just, when you experience it yourself with any business and I think this is for any business, it could be making widgets or providing a service.
• 21:55
  Tom: You still have to make that customer feel heard and understood and appreciated people like that appreciation.
• 22:02
  Tom: And so I think that's a really great point that you bring up.
• 22:04
  Edward Feldman: And they stick with you.
• 22:05
  Edward Feldman: For 20, 25, 30 years, they stick with you because of that.
• 22:09
  Edward Feldman: They don't go elsewhere.
• 22:10
  Edward Feldman: They come back and when, with new injuries, new complaints, new issues.
• 22:13
  Tom: Yeah.
• 22:14
  Tom: And I've also found that even if you've made small mistakes along the way.
• 22:18
  Tom: Maybe it's a billion error or something like that.
• 22:21
  Tom: If they have a great experience with you, they're a lot more forgiving, a lot more accepting.
• 22:26
  Tom: It's Hey, yeah, everybody makes mistakes versus, yeah, and if you're a very, just okay, this is the rules A, B, and C, come in get adjusted.
• 22:34
  Tom: You're leave.
• 22:36
  Tom: There's no connection.
• 22:36
  Tom: So people are more likely to just like, Hey, really complete.
• 22:41
  Edward Feldman: Again, yeah, sorry to interrupt and my brother used to again say the same thing.
• 22:45
  Edward Feldman: The people who sue you, the people who go after you, right?
• 22:49
  Edward Feldman: They go after you because they don't have that trust.
• 22:51
  Edward Feldman: They don't have that connection with you.
• 22:53
  Edward Feldman: You would ne I don't think it's possible if you have that for the person to sue you.
• 22:57
  Edward Feldman: I don't think that, I don't think that happens, frankly.
• 23:00
  Tom: Yeah.
• 23:02
  Tom: Not at all.
• 23:02
  Tom: Yeah, absolutely.
• 23:04
  Tom: Edward, it's come to that time in the show, unfortunately.
• 23:06
  Tom: This has been a great conversation by the way, but how can people learn more about you and your practice and working with you if they're in the Jersey area?
• 23:15
  Edward Feldman: So the first thing to do is to copy down my website.
• 23:18
  Edward Feldman: It's my last name, Feldman, F-E-L-D-M-A-N, wellness.
• 23:22
  Edward Feldman: So one word, feldmanwellness.com.
• 23:25
  Edward Feldman: this website, believe me, we've crafted, me and my web designer have crafted it for over 15 years now, 15, 16 years.
• 23:32
  Edward Feldman: And yeah, and she's great at, I give her content and she puts it together.
• 23:36
  Edward Feldman: So there's a wealth of information there.
• 23:38
  Edward Feldman: There's a ton of testimonials.
• 23:40
  Edward Feldman: There's a ton of videos, there's a ton of blog posts.
• 23:43
  Edward Feldman: It describes each modality with write-ups and videos.
• 23:47
  Edward Feldman: So you can really get the flavor of the, each technique, each modality I use.
• 23:52
  Edward Feldman: So that's number one.
• 23:53
  Edward Feldman: And I think you can even get a, yeah, you can get a free Feldenkrais awareness through movement lesson, a movement awareness lesson by just submitting your email.
• 24:02
  Edward Feldman: So it's, so that's first and foremost.
• 24:05
  Edward Feldman: I'm on.
• 24:06
  Edward Feldman: I'm on Facebook as well under Feldman Wellness, my first name, and also under Feldman Wellness.
• 24:11
  Edward Feldman: I'm on Instagram, so there's lots of ways, to find me, my number is on my website, but I'll just give it to you.
• 24:19
  Edward Feldman: It's 6 0 9 2 5 2 1 7 6 6 and again, and my email's, my, again, edward.feldman8@verizon.net.
• 24:28
  Edward Feldman: But the easiest is again, is going to feldmanwellness.com.
• 24:32
  Tom: Awesome.
• 24:32
  Tom: Cool.
• 24:33
  Tom: That's awesome that you've put together that resource for people.
• 24:35
  Tom: That's great.
• 24:36
  Tom: Especially around modalities that people might not be really familiar with it's awesome.
• 24:41
  Tom: Edward, thank you so much for being on the show and I certainly appreciate your time today.
• 24:46
  Tom: Thank
• 24:46
  edward-feldman_1_04-09-2025_070127: you very much
• 24:47
  Edward Feldman: for having me, Tom.
• 24:48
  Edward Feldman: I appreciate it.
• 24:48
  Edward Feldman: I really do.
• 24:49
  Tom: And thank you listeners for listening and watching the show today.
• 24:52
  Tom: I certainly appreciate it.
• 24:53
  Tom: I know Edward appreciates it as well.
• 24:55
  Tom: And make sure you're checking out everything that he's doing, and we'll provide all that information into the show notes.
• 25:00
  Tom: So just click down below, look in those show notes, and click away and educate yourself on some of these new modalities as well.
• 25:07
  Tom: And see what a real heart-led business is all about.
• 25:11
  Tom: And until next time, lead with your heart.
• 25:15
  Speaker 2: You've been listening to the heart-led Business Show, hosted by Tom Jackobs.
• 25:20
  Speaker 2: Join us next time for another inspiring journey into the heart of business.