In this episode of the Chiro Hustle Podcast, James Chester welcomes back a long-time friend and guest, Dr Larry Goodman, for his third appearance on the show. With nearly five decades in chiropractic and over 30 years as a coach, Dr Goodman opens up about personal transformation, the importance of coaching in the profession, and how removing interference; whether structural, emotional, or mental can change lives. Together, he and James explore the evolution of chiropractic, the realities facing new graduates, and why protecting freedom of speech and medical freedom is critical to the future of health care.

· How a childhood battle with asthma and allergies led Dr Goodman to chiropractic and ultimately transformed his life.

· The priceless mentorship lessons that shaped his career, including a powerful challenge from Dr Miles O’Reilly: “Now go out and heal the world.”

· The financial reality for today’s chiropractic graduates, and how debt is shaping their career choices.

· Why Dr Goodman sees himself as an “attitudinal and emotional chiropractor” who clears interference in the mind as well as the body.

· The neuro-emotional technique (NET) approach and how it helps uncover hidden belief systems that keep people stuck.

· The role of alcohol as a neurotoxin, and why his 23 years of sobriety have been life-changing both personally and professionally.

· Why the breakdown of professional silos between chiropractic, medicine, and other disciplines is a positive sign for the future of patient care.

In this episode of the Chiro Hustle Podcast, host James Chester welcomes Hugh Liddle, known as Your Chiropractic Sales Wizard at Red Cap Sales Coaching and Elite Sales Academy.

With over 54 years of in-the-field sales and management experience, Hugh shares how chiropractors can remove the “icky and scary” from sales, engage more meaningfully with prospects, and convert at a much higher rate; all while protecting the freedom to practice on their own terms.

This conversation goes beyond typical sales talk. It’s about communicating in a way that honors your values, preserves patient trust, and invites people into chiropractic care for life.

Highlights

● Why “you statements” are one of the fastest ways to shift a sales conversation into a patient’s world.

● The three essential qualifications every new practice member should meet before beginning care.

● How asking better, open-ended questions can uncover a patient’s true motivations.

● The impact of scripting and role-playing on conversion rates (including one practice that jumped from 32% to 83% in just two months).

● Why chiropractic is the “Rolex of healthcare” and how to help the public see it that way.

● The evolution of sales in the digital age and how chiropractors should adapt.

● The freedom that comes from working only with people who truly value your care.

About Hugh Liddle

Hugh Liddle is Your Chiropractic Sales Wizard at Red Cap Sales Coaching and Elite Sales Academy, where chiropractors learn to make selling easy, fun, and profitable. Drawing on more than five decades of real-world sales experience, Hugh’s approach is rooted in authentic connection and proven strategies that work in today’s environment. Based in Sebring, Florida, Hugh is also an author, speaker, and musician.

Diving Into…

Mastering “You Statements” in Patient Conversations

Most chiropractors love to educate, and that’s a good thing. But Hugh points out that the sales conversation isn’t the time for “we do this” or “I do that.” Instead, shift the focus with statements like “You can have,” “You can enjoy,” or “You can get back to.” Patients care most about what’s in it for them, so speak directly to their desired outcomes.

Qualifying for Care

Not everyone is ready to become a long-term practice member. Hugh explains the three must-haves:

1. The desire and ability to get well.

2. The resources to invest in care.

3. Openness to following recommendations.

Without these, a patient is unlikely to commit, and that can harm both their results and your reputation.

Why Sales is a Form of Freedom

Sales done right aren't pushy or manipulative. It’s an invitation for people to choose a healthcare path rooted in personal choice and responsibility, free from overreach or dependency on systems that limit options. In an age where medical freedom is a growing concern, knowing how to communicate your value clearly is more important than ever.

From Skeptic to Advocate

Hugh candidly shares his own shift from “I’ll come in when I hurt” to fully embracing regular chiropractic care. This change didn’t happen until a chiropractor explained the long-term benefits in a way that connected with him personally, a reminder that education works best when the timing is right.

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In this fast-paced episode of the Chiro Hustle Podcast, host James Chester sits down with branding powerhouse Isaac Mashman. Isaac, a business strategist and founder of Mashman Consulting Group, joins the conversation to unpack the untapped power of personal branding, reputation management, and digital visibility for chiropractors. If you’re a chiropractor looking to rise above the noise and become the go-to practitioner in your city, this episode is a game-changer.

HIGHLIGHTS

· Why personal branding starts at birth and how to harness it with intention

· The real difference between your personal brand and your practice brand

· How reputation management can fuel referrals and retention

· Tactical ways to boost Google reviews without breaking FTC rules

· Why podcasting and public speaking are reputation accelerators

· What Isaac calls the four reasons people engage with content (and how to use them to dominate locally)

· Practical tips for becoming a subject matter expert that patients trust

“You already have a personal brand. The question is: are you controlling the narrative or letting it run wild?”

ABOUT ISAAC MASHMAN

Isaac Mashman, businessman and founder of Mashman Consulting Group based in Little Rock, Arkansas, specializes in personal branding and reputation management. He is also an author, podcast host, private investor, and speaker known for helping individuals and businesses grow their digital presence with purpose.

DIVING INTO PERSONAL VS. PRACTICE BRANDING

Isaac makes it clear: your personal brand isn’t something you build, it’s something you reveal and refine. From your name to your beliefs, your brand began at birth. But many chiropractors miss the opportunity to intentionally shape it. When you understand that your practice brand is merely an extension of your personal brand, your messaging becomes more powerful and more human. This alignment leads to trust, visibility, and stronger community positioning.

REPUTATION MANAGEMENT THAT BUILDS TRUST

Reputation isn’t what you say about yourself—it’s what others say about you. Isaac breaks down how chiropractors can improve their online reputation ethically and effectively. Simple actions like responding to reviews and consolidating them on Google can exponentially boost your credibility. He also outlines a compliant way to generate more reviews and referrals without violating FTC guidelines.

USING CONTENT TO WARM UP YOUR MARKET

When prospective patients walk into your practice, would you rather they be cold or already warmed up and ready to engage? Isaac walks listeners through a powerful framework for creating content that informs, connects, entertains, and motivates. From back-crack videos to educational clips about pillows and posture, your content strategy can help close the gap between stranger and loyal patient.

PODCASTING, PUBLIC SPEAKING, AND POSITIONING

Isaac emphasizes that hosting or guesting on podcasts, speaking on stages, and writing articles are not vanity plays. They are branding assets. They speed up trust-building, demonstrate authority, and draw opportunities toward you. Chiropractors who step onto stages, digital or physical, accelerate their reach and become magnets for referrals, media, and new patients.

CLOSING THOUGHT

Branding isn’t a trend—it’s the foundation of your influence. Isaac Mashman delivers a wealth of strategic value that chiropractors can implement immediately to rise above obscurity and position themselves as leaders in their communities.

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HASHTAGS

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