In this interview-style YouTube video, Jeff Langmaid and two experts discuss practical sales strategies for doctors and clinic owners. The conversation emphasizes the critical importance of recording and auditing every sales conversation—whether online or in‑person—and using those recordings for detailed debriefs and role‑play to master objection handling. They stress that sales training must be niche‑specific, continuous, and focused on the exact language and psychology that converts prospects. The experts also outline a disciplined growth framework for adding hybrid online programs to a brick‑and‑mortar practice: first dominate the local market and hit a $1 million revenue target before expanding nationally or internationally. By leveraging hybrid offerings, practices can serve distant or infrequent patients at premium price points, removing geographic and scheduling barriers. The overall message is to avoid trying to grow multiple revenue streams simultaneously; instead, master one high‑margin offering, scale it, then add additional layers of growth.
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Let's talk sales again a little bit. So docs that are getting at-bats but not able to get patients to yes, what's the number one thing that you would say or tip you'd recommend?
Oh, so if you're doing online sales, you can get recordings of those, right? If you're doing in-person sales, I mean, sometimes you need to throw your phone on record in your pocket and you need to be able to dissect it afterwards. You need some form of audit on yourself and you need sales training. You cannot get enough sales training. I made 8 figures doing sales and I still do sales training. It is incredibly important. So knowing the effectiveness of that for your office and knowing that sales is literally everything, like if you don't close a deal, you don't make money. Yep. Like what is the number one revenue generating task? Taking someone's money.
Right. Yeah, yeah, yeah. Getting revenue.
Literally. Yeah, yeah. So knowing the importance of that, having an effective sales training program to go through, one that's niche specific, that's what we do. Yeah. And not just a general, you know, sales training program is huge and can do absolute wonders. And knowing the psychology of it and how to say things certain ways. Remember, it's not what you say, it's how you say it. Yeah, I mean, how to say yes. Going beyond that, I would have to know, well, what's the objection? And then I could give someone a framework for that exact objection, which is a bunch of fun. But what I would say is if there's someone who's like really struggling, it's record the conversation. Let's dissect the conversation. That could be more impactful than anything else. And then going over, well, here's where you went wrong. Here's the objection you were able to overcome. So now we're going to role play that objection with the right framework, drill it down. Great, you have it. Now next time that comes across, you know exactly how to handle it. And you just do that over and over and over for every objection you get stuck on. And then now you've been drilled on the right pattern for every objection. And now there's literally nothing that's going to be thrown at you that you're not prepared for.
That's a great tip. With content production, docs, I'm adding a hybrid online program into my brick and mortar practice, let's say. Am I focusing my ads and my reach still to my circle of practice? Am I going full country? Am I going international? How's that work?
Well, you, you can do both. Our recommendation is, well, what's the goal? What's the focus? Because you do not— like, the worst thing you can do as a coach and also as a business owner is like, I wanna do all these things at once. Bad idea. Like, you should start making $1 million doing one thing before you think about doing anything else. So if they have a brick and mortar, they want the brick and mortar to make more money, and we're helping them progress and use hybrid components, we're focusing on your community first.
Yep.
Master that, scale that, at least get you making a million a year. And then now if you're like, hey, I have way more free time, I have these online programs, I'd like to sell them internationally or nationally. Okay, sweet, we can do that now. Or here's a good one. Are you the type of office where someone's driving an hour to get to you? or they can only come to you once a month because there's schedule limitations, whatever, and you're struggling to both help them but also monetize that because you're only getting paid for your time. Well, if you have an online program, now those limitations and those barriers are gone.
Yep.
So that patient that's an hour away, you can service them to the capacity you desire and still charge your full $5K price point. For that patient that can only come in once a month, you can still charge your $5K price point through hybrid programming and having a way to serve them outside of the office.
Yep. Thanks so much for checking out that interview. If you liked it, we have plenty more available. You can check out the next interview right here.
