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Dr. Joseph Esposito: Hello, welcome to this edition of The Align your practice podcast is Dr. Joe Esposito. And I have a guest today Dr. Raymond Nichols. How're you doing? Doc?

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Dr. Raymond Nichols: Doing? Well, Doc, thanks for having me.

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Dr. Joseph Esposito: You're welcome. You're welcome. Excited for this topic. We're gonna talk a lot about mindset and, and integration of systems. Is it more important to have the right mindset? Or is it more important to have the right system? Which one do you need your big mindset guy like me? I think both of us are not Mr. Systems. I created a system you run a system so it's it'd be a good dialogue. So let's let's dive in. So let's start mindset. When I met you, at life University, walk into the halls, I know you were going to you said you hey, you're gonna work with chlorine. I'm like, really awesome. I'm gonna do an internship or something. We were like dialogue and and just your presence, your energy showed me a mindset of like, positivity and intention. That's just what I picked up immediately, like, first impression. But carry me through your mindset from a kid to now? Is it evolving consciousness? Or were you just one way from sports? Like, how did you get to where you are?

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Dr. Raymond Nichols: Oh, yeah, I think that's a perfect place to start at. So I grew up in Mississippi. So come from a more of a poverty mindset, actually. But it's kind of weird, because like, you know, it when you live in that way, like, no, that's, that's all you know. So it just it is what it is, right? And so you don't know, you don't know any other life or anything like that. So I think like, coming from that mindset. I thought that, you know, I couldn't I could only get this far. And like that was a Silla. But like going to I think, really, like my thing was I wanted to play college football. And like, I had the mindset from the beginning that like, and I didn't, like, you know, it's I didn't know like to how to put this in words, but I just knew that, hey, I want to get out alarm, Mississippi, and I want to play college football in another state. And that's all like, it was on my mind from the beginning of like, how do I get to this place, and like sports was my like, No, get out, I guess, per se. And so I just put everything I had into my sports and to my grades. And I had to make sure I had the grades to get into college. And so I ended up getting a scholarship to Nicholls State University in Louisiana. And so I think when I got there, that's when like, my world just started to open up because it's like, whoa, like, I get to meet these people from these people from this culture. And I get to see these guys and be around the successful people. And like, okay, there is another like level that I didn't know of. And I think that's the beginning of it. But I think that's where like the shift started to happen for me, just being able to get out of my own environment, and get to get out of my own way. And just to see what was possible. Because at first I didn't know what was possible, I just knew that there had to be a different way.

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Dr. Joseph Esposito: So you did have a fire from the beginning. But it's interesting if going back to childhood, because and the reason I like dissecting this is all of us live in inside of our limiting beliefs, which are built by stories that we tell ourselves, they're just fabricated stories that dictate the lens in which we view the world and the journey we take in life is built by the stories, right? You know, that, you know, back as a child, when you grow up in poverty? Did you grow up in poverty with the frustration inside the culture, the family that we don't have? Or did you go with love and like, hey, great life like labia positivity? Because there's two different sides of poverty that I've seen is Gotcha. We need that. Like, why don't we have that like, or just just love and like, this is great. We have a great life, like, how did it it was the upbringing,

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Dr. Raymond Nichols: I guess I would say might have been a combination of it. I would say, in the early years, I would say a lot of like, just love and like just being grateful. But then there were times where I see I may see someone another kid at school and they may have this or like, they may drive this car. And that thing, that piece where it comes in like ah me like, no, why can I have that? Or what can I do that? And just trying to find a way like I kind of get money to be able to buy this

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Dr. Joseph Esposito: but that was created by you not the family you weren't. The family wasn't like we gotta get that car. They weren't that way.

Unknown: 00:04:33

It was your Yeah, it was Yeah. Yes. So to me

Unknown: 00:04:37

Dr. Joseph Esposito: that's healthier if I like look at things because if if you're in if the family is that way it sounds like your family wasn't you just open your eyes to things in the world. Yeah. Because if the families that we should wait and you grew up at 2345 I think that instills victimhood, like we'll never have you open your consciousness of like, I kind of like that. Oh, like Yeah, you know what I mean? So I think that's positive in a way to strive and see what's out there for us as human to reach our potential in your way. So I it's interesting, really interesting. So, okay, so you get to college and now your your consciousness expands of like, wow. And then you know how you control that mindset and direct it you decide to become a chiropractor at some point, but carry that mindset through all the way to becoming a Cairo or going to school and then like, opening the practice as it was it, that positive mindset just carry you through and as roses the whole way. And I'm Raymond Nichols. Everything's easy, like how did how was that second part of life for you?

Unknown: 00:05:48

Dr. Raymond Nichols: I would say, I think the mindset is everything. I'm glad we talked about this, because I think that really what, what, what, what takes me to where I am today, as well, but like, has gotten me through like these, the ebbs and flows of life, they have some flows of school of practice. And so like, I think, having the mindset of essentially, like, in my, in my mindset, it's just like, there's, you either sink or you swim. And that's like, the mindset like I've always had, like, again, I was telling you, like, I wanted to get out alar, Mississippi, it was like, I'm gonna get out, I don't know how but like, I'm gonna do my very, very best to find a way to do it. And that was my I was affirming that as as, as kind of looking back on, I was affirming that and they came, it came true. And I put the work in, obviously, and that's the same thing I'd take today is that I want I'm put the work in, and like, I'm not going to sink, I'm going to like I'm going to swim. Right and that's and that's the only option that I give myself. Because that's the only option there is to me. And I do do it in a positive light. And obviously, like you just say like the the thing that picked up the most was like no positivity. And that's just who I am as a person. And I can't just have a quick story here, but my growing up my grandmother I obviously she loves me and I aspect. But I think and maybe she was she was just trying to protect me. But so a lot of times like I would do things for people. Like you know, I'll give someone my shirt off my back. I'm just like a serving person. But like she was just saying like her saying was hey, hey boy, he's so green behind the ears. Like you haven't right essentially basically what that means. And like she was always say she like he always given you always doing this, like you can't do that for everybody. You can't do that you need to stop doing that. Just trying to like really trying to like shut me down a little bit. But as I got older, I'm like, Man, I think that's my superpower. And like as I'm serving people into it right now, and there's in this moment, I think that's a superpower that was strengthened along the way. Because I mean, I'm a server I love to serve people. But again, so I just wanted to share it is it just hey, yeah,

Unknown: 00:08:10

Dr. Joseph Esposito: it's great three universe has always balanced and when we give and give and give and we give to the point that we're losing ourselves, your grandmother's message comes in your mind and be like, You know what, let me keep in somewhat exchange whether it be practice relationship, right? Grandma's message does help us things a little bit imbalanced, right, but it is the superpower the way the way you give and that's why I think you're such a good servant to your community and how you got your scale. When you open practice without any business knowledge in any like, there wasn't one unknown or two unknowns. You had massive unknowns everywhere. But you stay positive you face humility. You didn't try to know it all. You leaned on great people, you built relationships like that the mindset carry through that because it appears to me that's what you leaned on through so many points of unknowns or stresses. I mean, yeah, family. And you may say all you got to do is marry a beautiful, brilliant, because you did. But yeah, you know, to the minds that carry because there are tough times. I don't want to I don't want people to see Raymond Nichols and be like, Oh, he's that social media Cairo that can do a vertical jump. I don't know. Was it 70 feet? I don't want them thinking that you're Mr. Superman. It's like going through stuff right. And it's when you it's funny Bill Gates says overnight success never took so long. It's like the things people went through and they get to the top it's not I walk in a park it's yeah, it's three things. I think mindset we talked about. The second thing is the drive you have says I will leave but I don't know how. When I started lying life. People said You're so dumb, you're gonna start a franchise and you're going to build a nutrient like cost To formulate, how are you going to do that? Like, I don't know, you don't have enough money I know. But I believe quality product, amazing Chiropractic and a system. I just believe, I don't know how I'll do it. But if I fail, I'll fail forward faster, and keep going, like, I won't stop. Right? I mean, that's the drive that I think some people are missing their mindset and systems and they don't like burn the boat and say, Yeah, I'm leaving.

Unknown: 00:10:27

Dr. Raymond Nichols: Yeah, so. So what comes into my mindset with me, I think is you just kind of you just kind of reiterate that circle back. But basically, almost, I've been thinking about this, but it's almost like it's, it's kind of a superpower to, I want to say to be ignorant, but almost like, maybe I'm ignorant to a point where like, I can't fail, because like, I don't know, like, legit, like you said, like, there's so many unknowns in this and still to this day, they're still unknowns. And like, I still ask the question like, like, how are we doing? Like, serious question, like, how are we doing? Like, because there's still some, like, some ignorant ignorance there. Like, I still know everything. Obviously, I'm learning more and more and more, but I think that piece of it not knowing allows me to, like, continue to venture off into the dark continue to lean on other people. As opposed to like, if I knew all these things that beginning, maybe I wouldn't be here or maybe I don't know, it's just, it's just, it's like, man, like, it's kind of, I guess, rewarding to know that. Okay, I don't know at all, but I'm gonna continue to learn, continue to grow. So like, what what comes up for me is, I think our first year 2019 We first opened in the US, at least hard times. And so I think it was around like, Thanksgiving, especially around holiday time, right, our first first year, first year out of school, first year in practice. So right around holidays, right? So the practice wasn't doing great. All right, I know I you know, the story of the practice and when we got in those aspects, but it wasn't going great. Our investors was like, Hey, guys, you need to bring in I forgot, what's the number was this much before I forgot report before December, I believe, and we were nowhere close from top mountain here. Like, probably 5000 hours out from like, how to hit we're gonna do that. And so we're like, legit freaking out. Like, I'm, like, I saw Lena, my leader, my fraternity brothers. Because just like financially, we're like, trying to pay for brand pay for you know, all the things. I lean on them asking for help. They came in really, really, they came in clutch at a really, really important crucial time. In our life. I'm very, very grateful for them. And, and helping us financially. But also, we had to do more. So like, I got a job at JC Penney for like, just during the holiday season. So JC Penney, you know, like folding clothes, doing whatever they needed me to do. Dr. Mariah, she started doing the delivering groceries. So we did that for like, a month and a half give or take, baby then we did. Yeah, we had, we had one. Yeah, she was like, she was one and a half at that time. But like, we're doing all these things. So it's like, again, like, we're not we're not thinking like we're going to swim. And then just like, literally at the end of the month, like at for that first year of practice, or like really whole year, but the first like eight months. That was the December 2018 was the month that like, we had a record month. And it was just crazy how like, it all worked out. Because we I remember collect, we collect the $13,000 that month in December. And we had never were when I when it close to I think the month before it might have been like, legit probably like 7000 $6,000. So it was just really cool just to see like, these hard times and like the things that we can like, you know, what we can foster up in hard times and like and have humility because literally, I am a Doctor of Chiropractic and like a man, JC Penney, and I see a patient in there. And like I'm like, Oh man, like like, what are they gonna think of me and like, and so like that took it took a lot like seriously, it was a lot of humility there to be in that in that space. Yeah.

Unknown: 00:14:46

Dr. Joseph Esposito: Great story. And people don't hear those stories. I always reflect back to Dr. Sebastian bong and part of Lightlife who when the heart when the hurricane hit and he's the celebrity on TV, everyone knows him and he's sitting there organized He's in carts next door at the grocery store, handing cards to people just seeing if they're joining their day to just connect with humans not knowing what to do, but he can't work is no electricity. It's like, here I am getting bit by mosquitoes, handing cards to people. And it really helps our consciousness. I think I think those moments, Raymond, when you know, you had enough grit at that moment to do that, and have that level of humility. Now that you know you hit in a month was equal to a million dollar practice last month, which so proud of you guys. I think it takes the one to get the two. I think that's just part of it. And I want listeners who are maybe, you know, maybe doing JC Penney right now or maybe struggling to just open in there. I don't want people to think they they are the ship on port is the same power as a ship out to sea in power. It's the same ship, it's just hasn't left the port yet. So whoever's on this podcast, if you're listening, and you have a story in your mind that's holding you where you are, whether you're in not making it in practice, you're just breaking their or you're not at your potential, you got to get the humility to break the story. So you can expand your consciousness. I just love stories like that. Raymond, those are, those are so amazing, I could reflect back to a story of myself, if we're sharing. When we opened the franchise, I had six clinics, I made more money than I knew what to do with. And six years later into the franchise, I put every penny I had sold my condos sold my motorcycle, my jet skis, my boats, my investment accounts, my retirement account, everything to build this nutrient line 100 millions of dollars in this thing, and then this franchise at the same time, to the point that I ran out. So I was at the gas station, I put my debit card in, and I couldn't get gas, oh, 15 years in BRAC, as a doctor built six amazing clinics hit the top and then spent every single penny on the dream that I didn't have enough money for gas. And and I remember telling myself years earlier, I said are you willing to give everything for this vision? And I said yes. I think it was subconsciously me saying to myself, prove it. And I think I created that reality just to prove to my Excel. I don't know of man. But it changed at that point. But wasn't that a turning point for you? Like at that lowest point, the JC Penney point that December and then did it really break is Do you feel that that's what we need as people to get that adversity sometimes to challenge your, your inside your grip? I don't know. What do you think?

Unknown: 00:17:48

Dr. Raymond Nichols: I do I do. I believe that we we need that. And maybe some may disagree. But I believe we need it. Because the reason why I say that, because so me and Dr. Ryan, we come from two different worlds, like two completely different worlds. And so I think it was important for me to come from where I was from, and also from her come from where she's from, because we're going through that tough time. Like I could tell like it was it was hard on her. And as getting her partner, I gotta make sure that like, you know that, hey, we're gonna be good. And so I let her know, like, just like, hey, things are gonna turn like we are in the we're in the valley right now. But there are mountains, right? And we're at kind of the bottom, we're at the bottom. But I've been like I've been there before. So like it's so familiar. So I'm not afraid to be there. But I don't want to stay there. Right. I've been there. And so I'm like, Okay, we're good. And we're going to we're going to get out of this hole. And so we made a way to do it. And I think we all need that piece of it. Because again, I feel like if she didn't have that then it might have it might have maybe broke her maybe because it can break people. If you've never had adversity in your life or you don't know how to respond to it, you'll know how to adapt to it. Right? So I think it's I think adversity is amazing. So like, give me some adversity. That's why I tried to do some harm every single day. Because I think that is what's going to allow us to be able to adapt to things that life this the right way that we didn't know. So I think if someone could do some harm every single day, whereas having a hard conversation or putting your body through something physical something it just builds your your capacity to be able to adapt better to like,

Unknown: 00:19:38

Dr. Joseph Esposito: I think society is has gotten soft and this is a whole nother podcast but like we're physically weaker, we're mentally less challenge because we were giving so much in this world lately. So I do think humanity in my opinion, I know this, but I think we're not we need to challenge ourselves. physically mentally, like you're saying, I like that daily, like push yourself physically a little bit today push yourself mentally a little, like, Let's challenge the system to make it grow. You know, you're stressed a muscle it grows, right? Yeah. Yeah. After bone, it gets more dense. Like, I think we need more. That's what I liked what you said, because if we grow up without adversity and a hits, we think it's down the world. And you're like, No, no, this is just what we need right now. Right? Yeah. Ahead of the line life play a role like during some of these adversities. Like the system aspect, give me some scoop on that, going from that level to where you are now. Give me a little bit of juice. Yeah.

Unknown: 00:20:39

Dr. Raymond Nichols: So crucial with without law life. And I'm not saying it's just because you're Dr. Joe, that live life seriously. We wouldn't be where we're at. Because having a lot of life having to like have a lot of life, the coaches to lean on. They allowed us to get out of our own way. Because that was that was the problem at the beginning, was that we were just getting our own way with our mindset, if people were going to staff and care and those things and so like, they helped us like, yeah, it's helped us put things into perspective, because obviously, you've been there. And so like it was a lot less to Calico a post, like going through the same things for years and years. And like, Hey, okay, I've kind of finally figured out after 10 years, so opposed to now this is a year and we like okay, we got we got over that hump. So now the next thing so a lot of life definitely offer their systems. Like you mentioned beginning, I am not a system guy. But it is so weird, though, because I like I like I'm all about the system when it comes to business. And it's nothing weird. I just I just kind of fear about myself is that like, so I'm not I'm not a good, not a good cook. I can follow directions. Great though. Right? So like, if you give, if you give me a recipe, like I'm going to follow to a tee. So Dr. Y always like, you don't have to measure that. Like he just just pour it in there. Like no, you can't do that. It says one teaspoon of this. So I'm gonna put that one teaspoon in. So I just, it's weird. Like, again, I say I'm not a systems guy. But there are some some things in life, I do use them because it, it makes it easier. It makes it consistent. I think consistency is what that is what I'm looking for. And then also, I think it gives you freedom as well. So the systems had been amazing, especially with the point we have now like going to like more scaling the practice. So leaning on those systems to make sure that our team knows how to do these things. Because eventually want to be able to take a vacation, and then I won't have to shut that office down. Like it continues to run, it continues to serve the community. Or maybe if something happens, and like you know, I can't practice for a minute, whatever it may look like but like, it continues to serve the community. And that's what the business is there for it to do that.

Unknown: 00:23:01

Dr. Joseph Esposito: That's awesome. That's such great insight. I like what you said, and this is something you want to tattoo on your arm is the system creates freedom. Because a lot of us are not systems people think systems are controlling. And Raymond just said systems creates freedom and great meals by the way.

Unknown: 00:23:21

Dr. Raymond Nichols: Let me in and just think of the Freedom piece of and this is coming from somewhere like my core value is freedom. Right? My core value is freedom. So like, for a long time I was like contradicting myself though, because I'm like, if I'm organized if I have these systems and like they're just going to restrict me I won't have my freedom. But Dr. Kristina is the one who actually like flipped the flip the perspective with me and the mindset and I was like, like holy cow been contradicting myself for a long time.

Unknown: 00:23:54

Dr. Joseph Esposito: Yeah, I want to give a shout out to those people. I it's really commendable. Having four partners to open a clinic The only thing that would happen usually and that is it falls apart. Too many people too much energy too many leaders. The fact that that group of people climbed out of it with success and you and your family having an asset of practice. It was just a beautiful thing to see. Not that it was it's perfect but you have something like Sebastian bond and with the mindset like always, yeah, you got Joe Clarino a lover tough love. You know, he's a rock and you know, he's there you got Chris Pina Bob's gonna show up down the road. Hey, if you need some for the kids unit, you know, Chris has got your back and you got Christina like a soldier of process like just follow the process, right? So each one carried something. And then you had your brilliant wife right next to you who would embrace the system. So sometimes it takes us an army like the reading a line life. I don't I'm not good at a lot of things that as our team grows, and we have Eric now on board, I'm just blessed on my side and I see the blessings that you add on your So I just want to take a moment and say, you know, it's just beautiful that growing through these things with the tribe and a team.

Unknown: 00:25:07

Dr. Raymond Nichols: Yes, that was beautiful. And they Yeah, exactly right. Because we, we know exactly what to call for, for certain things. But you know, like, like a nutrient, right? Like a supplement. It's like, hey, if I need that, I'm gonna go to that stuff, Nick, because I need that in my body. So it's the same concept.

Unknown: 00:25:24

Dr. Joseph Esposito: That's awesome. Well, in closing up, I just want to say that my advice to you is just keep your humility. That's a tool for you. I love the way you use it. I love humility, with conviction and confidence. And that's what you have, you know, where you, you know, your genius and you're not afraid to step it up, get in the game, play the game, win the game. But you also have humility as you scale to where you are now and I see a doubling in the next year, I really do. You're, you're now in lane, you're in state. As Tony Robbins says, you're in state now. Now. It's now you're going to move I see it, keep the humility because it's served us so well. And it's going to be hard. It's going to be hard as you come to this level of elite experience in this beautiful profession. Keep that humility that served you through the time and and I just appreciate that. And my commitment to you is we're I'm committed to scaling along life at this point with the team we built. I'm ready. I'm looking for people like Raymond Nichols that has the heart has the hands needs little business help. But I love seeing you reach your potential. What I see is more doctors in your clinic, I see multiple clinics, ICU, as becoming a refined entrepreneur serving this profession in what you do on your social, what you do in your clinics up. I'm really honored to have you part of this organization and be a brother in his profession with you. So congrats for all you've done. And

Unknown: 00:26:51

Dr. Raymond Nichols: thank you so much for what you create it to allow space for someone like me and other future doctors to be able to step in and do that. So I appreciate that.

Unknown: 00:27:03

Dr. Joseph Esposito: Awesome, man. All right, man. Well, you have a great day and we'll talk to you soon. Right