The CEObrief eLetter: shared by: Lawton_Howell@mail.vresp.com Welcome to the CEObrief eLetter, the only newsletter dedicated to Chiropreneurs who want to build a business and not just grow a practice. In this issue of the CEObrief eLetter we will continue working on Developing Your Give2Get Marketing Plan an important step for Masterful Marketing for Chiropreneurs! Our focus will be Testing the Pieces of Your Plan. But, there's more! Last week we published our annual New Year's Resolution for Chiropreneurs. In this issue, we expand this to focus on New Year's Resolutions for Chiropreneurs with an emphasis on the financial component of building a business. But, there's more! Grab your green or herbal tea, a snack, sit back and enjoy this week's issue of the CEObrief eLetter. Testing the Elements of Your Give2Get Marketing Plan Your Give2Get Marketing Plan must identify the opportunities in your marketplace and you must plan a number of components that will ensure the success of your plan. There are five "Critical" Give2Get Marketing components which are vital to generating maximum results from each of your lists. Here is a quicklist for Testing the Elements of Your Plan: 1. Prospex a. Must have a problem. There must be enough people who have the Problem your brand of chiropractic solves. b. Must want a solution. There must be enough of those people who have not already found a solution or are unhappy with the current Solutions they are using. c. Must want information. There must be enough of those people who actually "wan" free information about possible solutions to their problem. d. Must be willing to pay your fee. There must be enough of those people who are willing and able to pay the fee you need for your solution. e. Must be each to reach. There must be a way to reach these people who are willing and able to pay the fee you need for your solution. 2. Your Brand of Chiropractic a. Must provide solution. Your brand of chiropractic must provide a solution that your Prospex want and will be happy with. b. Must have an acceptable fee. Your brand of chiropractic must have a fee that your Prospex are willing to pay. Note: Often Chiropreneurs interpret this to mean free, cheap or low cost. Nothing could be further from the truth. Your cannot deliver exceptional patient care for free or cheap. An acceptable fee is based on the perceived value of the standards of excellence you desire to offer. Your fee should be based on your brand of chiropractic, not what everyone else charges. Your facility, the level of talent you have on your T.E.A.M., equipment, services...in other words, what does it COST you to deliver your brand of chiropractic and do your patients and the people in your marketplace perceive that you deliver exceptional value for the fee charged? KEY POINT: FREE, low cost, unlimited care plans communicate an unstated message, which impacts how your brand of chiropractic is perceived by those who can afford your brand of chiropractic. Think about it for a moment. c. Must have back-end sales. Your brand of chiropractic should be one that can be purchased repeatedly by each of your Patients, or you must have additional related products/services that your Patients will purchase, i.e., rehabilitation, massage, nutrition, and/or back care products. d. Must be profitably delivered. Your brand of chiropractic must be easily and profitably provided to your Patients. You must know what your direct cost are for each office visit and then compare this to your Average Visit Income to determine if your collected fees provide the resources needed to have the kind of business you deserve. In other words, what business model do you want for your brand of chiropractic, how do you want to be perceived in your marketplace: Wal-Mart or Nordstrom? 3. Offer a. Must be simple. It must be simple and easy to understand. KISS! Keep it simple, stupid! b. Must be specifically targeted. It must be targeted specifically to your Prospex or Patients so they know it's for them. c. Must be compelling. It must be "an offer they can't refuse." In other words, what offer would you be compelled to respond to? Yes, the offer must be one that gets the reader to say....WOW, I have to get that! d. Must be appropriate to List used. Each OFFER must be specifically designed to generate Prospex, New Patients or Lifetime Care. e. Must be related to your brand of chiropractic. When using an Offer to generate Prospex, it must be directly related to your brand of chiropractic. f. Must be effective. Your OFFERS for each of your lists must be "tested" and proven effective in generating the desired results. By the way...this is not about Quantity, but Quality of the results. In other words, you could have an offer that generates a lot of inquiries but a low conversion rate to Lifetime Patients. Conversely, you could have an offer that generates a high-conversion rate of lifetime patients. Do the math and see which strategy is best for your brand of chiropractic. 4. Call to Action a. Must clearly tell what they will receive. Your Call to Action should repeat your Offer so your Prospex/Patients will know what they will receive by responding to your offer. b. Must clearly tell how to respond. Your Call to Action must tell your Prospex/Patients exactly what to do to get your Offer. c. Should provide more than one way to respond. Your Call to Action should provide more than one means for your Prospex/Patients to respond, i.e., telephone, mail, fax, email, website, at the office, etc. d. Must make it easy to respond. Your Call to Action should make it extremely easy for your Prospex/Patients to respond, i.e., toll free number (yes, even for local calls!), business reply card, fax-back form, online form, etc. e. Should generate quick response. Your Call to Action should include a Sense of Urgency to overcome natural procrastination and to encourage immediate action. 5. Media a. Must reach your Prospex/Patients. Your marketing media, i.e., advertisements, direct mail, television, radio, etc., must be proven- effective in reaching significant numbers of your Prospex/Patients. b. Must get their attention. Your marketing media must be proven- effective in getting the attention of significant numbers of your Prospex/Patients. In other words, you must "stand-out" from all of the other media messages competing with yours. The average consumer, your Patients and Prospex will be hit with several hundreds messages DAILY. What you do, must stand out! c. Must deliver your Offer. Your marketing media must spotlight your OFFER to ensure that it is clearly and effectively delivered to your Prospex/Patients. d. Must be cost-effective. Your marketing media must be cost- effective in delivering your Offers. Note: This does not mean that the best media is cheap media. You can waste tons of marketing resources on media that is low-cost or even no-cost and not get the results you seek. On the other hand, some media can just be too costly and ineffective for the results you desire. Your maximize your results when you carefully plan each of the five critical components in your marketing plan. Review: The Five Critical Components * Are there enough Prospex who want the solution your brand of chiropractic offers? * Can you provide the solution at a fee they're willing to pay? * Can you maximize your Lifetime Value of a Patient with repeat and back-end sales? In other words, each potential patient should be worth much more than the initial case average. * Can you get their attention and interest with an "offer they can't refuse?" This is the MAGNET to your marketing communications. It must be a powerful magnet to pull them into the office! * Can you get them to respond immediately with your Call to Action? * Can you deliver your OFFERS to your Lists cost-effectively with an appropriate ROI, return on investment. Next week, we will provide you with worksheets for generating Awareness with your List of Strangers, Prospex and Patients. Lawton W. Howell, Sr. Call me toll free at 877 WELNES1 ceo@wellnessone.net By the way....click the link below to download a model marketing plan: WellnessOne Marketing Plan [WO.MktgPlan] $37.00 This is the actual marketing plan developed for the WellnessOne National Alliance Members. You can use this model template to quickly and easily develop your own marketing plan using Microsoft Word and Excel to modify, change, add, cut and paste as needed. It will save you tons of time in writing a marketing plan and will provide some insight into the marketing strategies and tactics employed by the leading chiropractic offices in America who are building multi-million dollar businesses. Use this plan in conjunction with the Urbrand Business Plan to communicate vision and goals with potential investors or other interested parties. File is a Microsoft Word file that can be used with Microsoft Word and most other word processing software. Link file is a spreadsheet created in Microsoft Excel. 2005 Financial Chiropreneur New Year Resolutions Last week you received the 2005 Chiropreneur New Year Resolutions that we thought your should consider this year. That edition served to merely identify the resolution categories and their line items, not to discuss why they're important, or how to accomplish them. Since we donšt want to recommend something without helping you accomplish it, this article is the first in a series where we'll cover the hows and the whys of the 2005 resolutions in each of the seven categories. Remember, Išm not so naive as to think youšll implement all of these. My goal is to identify areas to be considered in hopes that youšll be motivated to work on some of them. Good luck and let the excellence begin. Resolution One: I resolve to focus more on financial operating fundamentals. Chiropreneurs must always be diligent in the financial management of their business. There are too many financial operating fundamentals to list all of them, but here are a few critical examples: - Understanding of the difference between cash flow and accounting. - Stay closer to your Accounts Receivable aging report. - Become one with your expense management and Accounts Payable. - Learn how to calculate your A/R days and A/P days, understand their relationship to each other, and how that relationship affects your cash and capitalization requirements. If you need help with this, let me know. - Track your income-to-expense ratios as the fiscal year progresses, so you know if, when, and how much you should adjust spending. - Stay close to the quantities, line distribution, and age of your inventory. Even if you've hired someone to manage these areas on a daily basis, remember this: You cannot delegate the ultimate responsibility for your business's financial performance. The financial łbuck˛ stops at your desk. Resolution Two: I resolve to do a better job of managing my company financially with regular and accurate financial statements. One of the most dangerous conditions in the marketplace is how few Chiropreneurs fail to produce regular (preferably weekly, but at least monthly) cash flow, income statements and balance sheets. If youšve just been indicted as a member of this imperiled group, and if the only financial reports you have are the records you get once a year with your businessš tax return, then managing your business with that information is like making a salad with 15- month old lettuce. In either case, what you're working with is rotten. There is NO EXCUSE for EVERY Chiropreneur not to be producing and managing with current NUMB3RS. These programs cost as little as the price of a dinner for two and anyone can learn how to use them. The direct benefit is the ability to manage your business with fresh NUMB3RS. The indirect benefit is youšll slowly but surely become a more professional, effective and successful Chiropreneur. A Chiropreneur who doesn't use electronic capability to collect, track and manage his or her business's financial information is like someone eating a meal with their fingers when they know that knives and forks have been invented. Resolution Three: I resolve to learn more about what my financial records are telling me and, armed with that valuable information, lead my business more effectively. Remember what the dog said after he chased the car and caught it? "Now that I've got it, what do I do with it?" Now that you've made a commitment to manage with current financial information, and have created your financial records, what do you do with them? If you're worried that accomplishing this resolution means you have to become a bookkeeper or accountant, stop worrying - it doesn't. But successful Chiropreneurs must at least understand the flow of the financial components of their business, and their relationships to each other. I chiropractic business failures could easily be cut in half if anyone wanting to become a Chiropreneur were required to pass a course that taught the basics of the relationship between cash flow and accounting, and how to read and understand financial statements. If SERVICES are up but you're out of cash, do you know how to find out why? Look on your Balance Sheet at what is probably a steep increase in Accounts Receivable. Do you know where is the first place to get an early tip that inventory may be creeping up? It's likely in your Gross Profit Margin, right there in the middle of your INCOME statement. Do you know where to find why you're not profitable even though you know you're maximizing margins and watching payroll? The answer may be hiding in some of those annoying INCOME line items like "Bank charges" and that insidious "Miscellaneous" account. If you didn't know the answer to these questions, let me tell you how you can solve that problem: Do Financial Resolution Two EVERY month. If you build and use your statements, the understanding -- and the excellence -- will come. Resolution Four: I resolve to establish a budget for every expense line item on my operating statement, and review budget vs. actual at regular intervals. Just as there are many things small businesses could teach big businesses a thing or two about, there are also things we can learn from the big guys. Budgeting is one of those things. Ever wonder how an international conglomerate keeps track of all of its billions of dollars? How do they make sure they know how much to spend in one of their thousands of divisions, departments, and installations? They do it by establishing budgets, giving each unit their pieces of the budgets and requiring them to operate within those parameters. Here's an interesting paradox: Big businesses use budgets because they have so much money and it's the only way to manage all their money efficiently. Chiropreneurs should use budgets because we have so little money, and it's the only way to manage our limited money efficiently. Resolution Five: I resolve to develop a capitalization strategy based more on retained earnings and less on debt. As long as youšre in business, every dollar of retained earnings is making you money because it's working capital that you don't have to borrow from the bank, or dilute your ownership with by taking in investors. How do you retain earnings? It's very simple: Employ a little old fashioned deferred gratification. Donšt take all the profits out of your business for yourself. And, remember every dollar you pay in taxes is one less dollar you can use to build your business. If you pay your business now with retained earnings, it will pay you later by becoming your safety net during the inevitable period(s) of slow sales or other problems that can befall a Chiropreneur. Nothing impresses a banker more than healthy retained earnings when you do need to borrow money. And a healthy debt-to-equity ratio will help you hit a financial homerun when you sell your business. Resolution Six: I resolve to establish a relationship with at least two banks, and make sure at least one of them is an independent community bank. Every Chiropreneur needs to have a relationship with at least two banks. The primary reason is because bankers are just like everyone else -- they get promoted, change jobs, get fired, and yes, sometimes they die. And sometimes banks get sold or merge with other banks. If any one of these things happens to the only banker who knows your story, then you've got a problem until you get another banker trained. And here's where fate rears its ugly head: Those things that happen to your bank or banker will most likely happen when you need him or her the most. So make sure at least two bankers know all about you and that you're doing some business with both of them. It's not even a bad practice to do business with three banks. The reason I think every Chiropreneur should have at least one of their relationships with an independent community bank is because typically, this type of bank will put more emphasis on your character and not everything on the credit score their computer spits out. Most Chiropreneurs wouldn't make it if someone at a bank didn't give them a way to demonstrate their character and give them credit for it. Only a person can do that. A computer cannot. Resolution Seven: I resolve to find out how my company's financial performance compares with that of my peers. Every industry has its own rules-of-thumb for how much a business in that sector should be spending, and how much profit they should be making, all based on sales volume. There are ratios and percentages, produced by aggregating the financial statements of many businesses in a particular industry, for everything from payroll to payables, from inventory to interest, and from debt to deferred compensation. Industries and financial institutions have been compiling and recording these indicators for so long, in such significant numbers, and at all levels of activity, that they are used every day by sophisticated managers as valid reference points from which to measure their business's performance. If you want to impress bankers and investors, find out how your company's performance stacks up with your industry peers. You can find these publications at your industry trade group, your local Chamber of Commerce, a public library, a Small Business Development Center, or your banker can help you. Write this down 100 times - The more you educate yourself on the financial fundamentals of business, the more you will seek financial excellence for your brand of chiropractic. Along the way, you will become a sophisticated and successful Chiropreneur of your business's financial performance, and you will like the performance trend you see. Rozlynne Rush, D.C. Call me toll free at 877 WELNES1 rush@wellnessone.net P.S. You can download the CEO One Dozen CEO Essential Financial Management Ratios special report when you click the link below: [CM.WP.FINRAT] $7.00 Improve your collection ratio to over 80% and discover how to monitor and inspect what you expect with your business using the dozen essential financial management ratios revealed in this white paper. You do not need to be a CPA to use this report, but you will discover how a "snapshot" of these ratios will enable you to make decisions based on the numbers and not the gut. Immediately download your One Dozen CEO Essential Financial Management Ratio white paper when you click the link below: Who was Reggie (White) - Leader, Teacher, Preacher? How appropriate that the last full week of the year 2004 be filled with so much irony. On the very weekend that thousands of travelers on their divergent ways to be with family and friends were delayed and stranded by inclement weather, baggage handlers at the Philadelphia Airport called in sick, separating their customers from their luggage for days. At the same time, workers from shipping giants UPS, FedEx and DHL showed up at work to fulfill their guarantee that their customers received their packages on time. Is it any wonder that these companies are growing stronger while US Air is on the verge of extinction? Then just days later, a once in a century earthquake rocked the earth and tsunamis followed in the eastern Indian Ocean. At the latest count, it is reported that over 150,000 lives have been lost (and the number climbs with each report.) Over a third of the dead are children. How ironic this occurred the day after millions of Christians throughout the world celebrated one of the most revered and celebrated birthdays on earth. Then the news came that same day that Reggie White was dead at age 43. While his young age pales in comparison to the thousands of children dragged out to sea by the tsunami, White will be sorely missed by the many people he touched - on and off the field. You see, while many quarterbacks will remember Reggie White for the veraciousness of his embrace on Sunday afternoons, most people will remember Reggie White for the lives he touched, his unshakable conviction to use his faith, and how he used his celebrity and power for the greater good. Reggie White lived to understand the spirit within man and turn their hopes into realities. White, tipping the scale at over 300 pounds, was a huge man, surely one to make you think twice before walking down the same street at night. But while he was a fierce competitor, he was a gentle and tender man. But size did not limit his agility. He commanded a presence on the field like no one else and unlike so many athletes who can't separate their roles from their identities, White said more than once, "It isn't about football. It's about the platform." In a sport where size and winning are coveted, he wore his faith as proudly as his jersey. With every other word spoken by many athletes today beginning with "f", just imagine the respect he earned from his teammates when he asked them to take cursing out of the locker room...and instead of telling them to "f--- off", they honored his request. White dominated football for over a decade from his defensive end position. But as good as he was on the field, he was even greater off the field. White served as a role model and a leader You didn't have to agree with White's views or even share his faith, but you do have to admire White for his passion, conviction, and leadership. We lost a lot of innocent lives this past weekend. US Air workers lost the last vestiges of respect (and baggage). And we lost a rare leader who had a vision for the world, one who looked at the whole world as a human family, one who led by example, one who lived his life to be your friend, mentor, coach. As we turn the page onto a new chapter of our lives this weekend, what mark will you leave on your family, workplace, community? What is your vision for the future? What are your passions? Come alive in 2005 - call us today and turn your hopes and dreams into reality. Call us toll free at 877 WELNES1 ceo@wellnessone.net Subject: Atrocious Advertising Example! Recently I was thumbing through an edition of Inc. Magazine. For those of you who don't know what Inc. Magazine is, it's a magazine here in the states that targets small business owners and entrepreneurs. Well, at the back of the magazine I ran across a page full of ads for business coaching and consulting. This section is entirely devoted to advertising for coaches and consultants. After reviewing all the ads I just shook my head. They were atrocious! I mean they were TERRIBLE. The Yellow Pages Syndrome Revealed Every ad looked like it was straight out of the yellow pages. You've seen those yellow page ads that make all the wrong mistakes like.... 1. Using your business name as your headline. 2. Not addressing the wants of your market. 3. No call to action. 4. Prominently displaying your logo (a waste of space). 5. Displaying unprofessional photos of yourself. 6. Never giving a "reason why" to contact you. 7. Trying to squeeze in your entire message in a tiny little ad. 8. Not including an eye-stopping headline. I could go on...but I won't. Nearly every single coaching ad committed all these deadly mistakes. In retrospect, it's not really the advertisers fault. Heck, what do they know about advertising, they're just business coaches. They probably just looked at all the other ads and did the same thing every one else was doing. I call this the yellow pages syndrome. Every time someone does a yellow page ad, they look at what every one else is doing in their section and just do the same thing. Would You Like to See the Ad? Here's the ad that I'm talking about. (It's a pdf file) Just click the link below to automatically download the file to your computer. I urge you to take the time to PRINT OUT the pdf document and read my comments. I've numbered each of the ads because I want to make some comments about them. They are very enlightening! Comment on Ad # 1 At first glance this ad looks like it's from two real estate agents. Notice that they put their logo at the top of the ad. What a waste of valuable advertising real estate. I can barely, barely, barely read their email addresses. I need a freak'in microscope to read them. They cite that they can help executives "broaden their perspective," "enhance communication," and "increase executive presence." Are those the things that entrepreneur executives really want? Really? I am both a corporate executive and I am now an entrepreneur executive and I couldn't care less about "broadening my perspective" or "increasing my executive presence." Heck, I'd rather have someone help me to decrease my perspective by helping me get a laser-like focus on the 20% of my business that brings in 80% of the results. Comment on Ad # 2 Here's another company that uses their logo and the name of their company as their headline. Excuse me while I Y - A - W - N ! Now I do like their "Your Challenge" -> "Your Answer" message. In fact, the "Your Challenge" copy is quite good. It centers on what really ales entrepreneurs... ...time management. Unfortunately, this ad kind of peters out at the end. It talks about having "Ph.D. psychologists" as coaches. Hey, I don't know about you, but the last thing I want is a psychologist as a business coach. I want someone who's "been there and done that" to coach me. And the last line that says, "For a confidential response, contact..." What response? They haven't asked me to do anything! That's a weak ending to what could have been a decent ad. Comment on Ad # 3 Hello.....! Where's the ad copy? Is this ad supposed to motivate me to run to their website? Who is this ad talking to? And what is a "sherpa?" (Most people don't know what a sherpa is...and if you don't believe me, ask the next person that walks your way.) Nuf said. Comment on Ad # 4 Once again, this company uses their logo as their headline. Another dumb yellow pages syndrome mistake. Now what I do like about this ad is that it gives you a reason to go to their website. You get to "Ask the Coach" a question. In fact, the whole objective of her ad is to get people to go to her website. That's smart. But unfortunately, you can barely even see her website address. If it's the sole aim of her ad to get people to go to her website, her URL should be in BIG BOLD letters. Again, a good ad that peters out at the end. Comment on Ad # 5 Oh gosh, not another ad that uses their logo as a headline! Okay, let's look past that for a moment and focus on her message on the left. It states, "Wish you could get confidential advice from someone dedicated to your career success?" I like that this person asks a question. Asking questions in ads automatically gets people thinking and involved. But again, if this person uses 1/4 of the ad to ask a question with big fonts, it better be a question that hones in on something that their market really is struggling with. If not, you've wasted a lot of space. Moving down to the bottom of the ad, this person gives no reason whatsoever to pick up the phone and call. Marketing is all about giving a REASON WHY. * A reason why to visit your office. * A reason why to call your office. * A reason why to act today instead of tomorrow. * A reason why to pick your brand of chiropractic over the competition. Your ads MUST give a reason why. Comment on Ad # 6 Oh I love this ad. Poor Linda O'Connor. Here photo looks like a police mug shot. Either that, or she took the photo at home in her living room. It detracts from the entire ad and actually works against her instead of for her. And her credentials are...well...who knows what they are. "Emotional Intelligence Coach" What the heck is that and why should I care? Only a coach would know what an "Emotional Intelligence Coach" is. (But I'm a coach and I don't even know what it is.) The one little thing I do like about her copy is that she says that she coaches, "newly-promoted executives." That's a hot market for coaching. Comment on Ad # 7 This ad is so bad is makes me want to puke right here all over my computer screen. :-O This company must be doing well because to spend their money on an ad that only has their logo on it...well, they must have cash to burn. "Building Legacy Leaders" Doesn't that just make you want to jump up and call them? Comment on Ad # 8 Someone needs to tell Priscilla to get a new photo. The one she uses is so dark that you would think she took it in the back of some swanky bar. Please, if you're going to use a photo in an ad make sure that... 1. It's a good photo of you. 2. You're decent looking. 3. It's a professional photo. 4. You're wearing professional business attire. 5. You're smiling. And another thing. Please...someone help Priscilla with her copy. What does this mean... "Start with what you can't live without, add what you covet, and call us!" Ugh! ? Comment on Ad # 9 This ad makes the deadly mistake of placing their "Mission Statement" front and center. You know what mission statements are? They are statements about ME, ME, ME, ME. Who cares about your mission. I want to know how you're going to solve my problems. Tell me how you're going to SOLVE MY PROBLEMS! Comment on Ad # 10 This ad tries to get cute. Be careful about using "cute" slogans or copy. It could end up working against you. But actually, I have to admit, I like the overall message of this ad. Unfortunately, it doesn't say a thing about what "results" I'm going to get. And the only reason they give me to call them is because their clients call them a "Secret Weapon" and that I can "Stand Out" with their coaching program. They do have a half-hearted attempt at a call to action. It's the little "Start Today" callout at the bottom. Weak. Some Overall Thoughts On Marketing Your Brand of Chiropractic Marketing is a tricky thing. Even the best, most experienced marketers can get lousy marketing results sometimes. But there are some tried and true marketing principles that, if you follow them, will give you your best shot at a good response. 1. Design you MARCOM so that it does ONE thing ONLY. 2. Always, always, always have a compelling headline. 3. Know the triggers words that motivate your market and use them. 4. Offer benefits that your market cares about and desperately wants. 5. Offer proof of your claims (if you have room). 6. Give a reason why your readers should do "right now" what you're asking them to do. 7. Close with exact and specific instructions on what to do next. There are other elements of a winning ad, but these are the most important ones. Jon Poulson Call me toll free at 877 WELNES1 poulson@wellnessone.net Click Here: Download the INC Magazine Ads! **************************************************** *********************** Double, Triple or Quadruple Your Business in 2005! **************************************************** *********************** P.S. What could exceptional marketing strategies and tactics do for your business? Well, click the link below and you'll find several marketing resources that can propel your business in 2005. Most can be downloaded immediately after you place your order. Marketing resources starting at just one dollar! Click the link now to pick the resource you need to grow your business 100, 200, 300 or 400% or more! The CEObrief eLetter is published weekly and distributed to over 5,000 Chiropreneurs...with our compliments! Although your subscription is FREE, the information is invaluable. Your CEObrief T.E.A.M. contribute a little over 12 hours each week to create each issue of the CEObrief. And, what they really love is hearing your success stories! So, as long as we hear from you, we are motivated to publish the CEObrief every week with our compliments. So, if you haven't wrote to us about your success, now would be a good time.! Your CEObrief T.E.A.M. You can call us toll free at 877 WELNES1 Or email our leader at ceo@wellnessone.net Lawton W. Howell, Sr. Founder, Chairman and Chief Executive Officer WellnessOne Corporation 3960 Howard Hughes Parkway, 5th Floor Las Vegas, NV 89109-5988 Toll Free Voice & Fax: 877 WELNES1 ceo@wellnessone.net www.chiroelite.com www.wellnessone.net www.ceotrax.net www.ceopracticetrax.com www.milliondollarpractices.com www.chiromarketing.net