Cash Based Practices | Where Cash Based Practice Owners Waste Their Marketing Budget

What's up, everybody? Welcome in. Can you guys hear me okay?

Yes.

Okay. Alright, in the chat bar where we're waiting for people to get in here, go ahead and put where you are joining in from. Let us know what area, what state, what city. Greenfield. Stephanie, I know I say this probably every time, but South Carolina is my favorite state, or every time I see that on here from you, I'm obsessed. I mean, you can come visit anytime. Illinois, that's close by. Oh, sorry, say that one more time. So you can come visit anytime you want. We'll be out in South Carolina in August, but in the Hilton Head area. You let me know what day, because I'm gonna be in Hilton Head in August for my birthday too. What, what week? The week of the 15th. Oh, we might be, we might be crisscrossing. I'll be home the 10th through the 16th. We go out, we'll be down there the, yeah, 12th through the 19th. Okay, I'm definitely reaching out.

Okay.

Please do.

What's up, Stephanie? What's up, Paula? How are you?

Anyone else that just jumped on, please join in the chat bar. Let us know where you're coming from. Derby, Kansas. Haven't been there. I don't— I'm sure we're close by. I'm gonna have to look that one up, too.

How is everyone? Good. Oh, it's not what you want to see. I don't know what that's doing. Okay, let's get it together over here. Let's see what's happening.

Well, thank you guys for taking time out of your Tuesday to join us for this 3rd webinar. We appreciate it.

There we go. Oh, can you guys see our screen here? Can you see?

Yes, you, you see me?

You can't see it. What the heck is happening? Hold on.

It was there the first time.

Okay, we're good now, correct?

Yes.

Awesome. Thanks guys for the thumbs up. All right, let's get into it. Why not? So who else do we have on? What's up, Kristen? What's up, Chelsea? Sarah, what's up? Natasha, what's up? Katie. All right, let's get right into it. So today we're going to go over how to talk to your audience. Hopefully you guys have a pen and paper ready to go because we're going to deep dive. We're going to break things down a little bit more today. Really, we're going to have a lot of interaction happening. So get ready to have some fun and start the process. Also, Jane has chimed in and they are also giving you guys a free month of Jane. So for those people that don't know Jane, it's an EMR system. It allows you to do scheduling, it does super bills, you can pay through there, you can hold credit cards on file. And like if someone has like a late cancel fee, you can also, you know, charge them because you have their card on file. So just so many different things that it can help you, especially when you're starting out your business. I'll put the code in the chat, but it's PELVIBIZ1MO, and they will give you a free month to try them out, uh, to help get your practice up and going. So it's very nice of them. They don't do this often. So, um, thanks, Jane. We appreciate it. All right, so let's get right into it. So who here is an introvert? Raise your hand. Come on, introverts. Who here is an introvert? See Kristen. Who else? Okay, I yeah, I love it. The introverts are like this, and the extroverts are like this. I love that. So the introverts that are doing this, okay, isn't it hard to talk to people? Like how do we talk to people, right? That's what you most of you guys are thinking. Who on here thinks or feels that they're overwhelmed? Anyone overwhelmed? Introverts, come on, you can do it. Ariel, I see you. A little bit, kind of. Okay, well, today we're going to really break things down and hopefully help prevent some of that overwhelm. And definitely for the introverts and extroverts, be able to better communicate to your audience because that's what marketing is, is really trying to figure out who you're actually speaking to and be very clear on that because a clear The more clear you are on that, the more people that are gonna be attracted to you because they're gonna go, that's me. So that's what we're gonna deep dive into today.

Okay, so when we made this slide initially, we, we were thinking like, who are our people? Well, they're people. But then I got to thinking, Kelly and I both know a PT where there, it wasn't people, it was dogs. And maybe yours is dogs. So really kind of finding tune, like if it's people, that's a category. If it's dogs, that's a category. If it's a horse, Equine therapy, that's a category. But we really want to break that down today. So types of populations, and we're gonna ask you guys to participate in this too. But we have broken it down to what we've seen with you guys. Like you guys have said, postpartum moms. Well, like, break that down a little bit further. What are your postpartum moms doing? Are they postpartum moms who are participating in stroller walks? Are they postpartum moms who are going to Mommy and Me yoga? Are they postpartum moms who are back at the CrossFit box? Is it chronic pelvic pain? Do these chronic pelvic pain patients have vaginismus? Do they have endo? Do they have PCOS? Have you broken it down, niched it down even further than just if you're in pelvic health, pelvic health, just in lymphatics as lymphatics, just in dietitians? Like, we want you to keep coming out of that family tree. Okay, CrossFitters, if that's your target audience, Are they male and female? Are they just male? Are they just female? Are they moms? Are they CrossFitters who have competed in competitions? Are they people dealing with pressure, leakage, lack of nutrients? If we're on the dietitian side, athletes who deal with leakage, what— when are they having their leakage? Are these runners? Like, could it go into the orthopedic side? Are they dealing with it on the leakage or on the— I'm sorry, triathlete side, Ironman side, kind of moving that into the orthopedics as well? Cyclist, limbs and oncology. Are we dealing with just breast cancer, dealing with tummy tucks, lipo? I know Amber Carden can break that down even further. And even I think she's figured as she's gotten into her business, it's even niched down even further and further into it. And with that as well, with the dietitians, Alexis, like she's very strong on PCOS and endo. Could you go a little bit deeper on that too? Do you wanna break it down a little bit deeper? Fitness instructors, yoga, wellness providers, massage therapists, that kind of stuff. So somebody go ahead and just tell us like who your niched audience is and Kelly and I'll go through that with you. I see that some of you guys are putting them into the chat bar. That's awesome. Does anybody feel comfortable enough to Share it out loud.

Don't all jump at once.

Paula, let's hear from you, girl. All right. Hi, can you hear me? Sure can.

Yes.

So I'm a personal trainer and I, my target audience is women and I want to make women feel more confident to be able to exercise without judging themselves.

Love it.

It's amazing.

That's really, really good because we're going to get into that. So that's really, really good. Yeah, Paula was able to hop on a call with us guys because she's coming to the live event. And so last time she took us up on it and, uh, she was able to— we helped her with this and it looks phenomenal, Paula. That's awesome. It looks really good.

Anybody else want to share? Alexis? Oh, you got your mouth full. I'm sorry. Sorry, you guys, I'm actually eating lunch at the same time, but, um, my bad. I'm on the West Coast, so it's, it's lunch-ish time. Um, but, um, so I'm, I'm a women's health dietitian, and I specialize in women with, with fibroids, PCOS, and endo. So more so like period health and Treating hormonal imbalances. Amazing. That's great. Thank you for sharing. We got one more or move on? Kristen?

Yeah, I can kind of share. So I am a physical therapist and I'm mobile and I specialize currently with Working with high-intensity interval training athletes. And I don't quite have like enough experience yet to say I'm a pelvic expert. I'm working to get there, but that's what I eventually want to niche into.

Very cool.

You're an expert, by the way. You're an expert. You're, you're good.

You know more than you think you know.

Yeah. You know more than you think. All right guys. So this is going to be really important. So hopefully you have a pen and paper. We're going to write this down. And per your niche, so I want you to create four titles. So on your piece of paper, I want you to put pains and frustration. I want you to put fear, anything that's in yellow, goals and desires, and dreams and aspiration. Okay, so I'm going to do this for someone that has a mom pooch or a DRA. Or if I was Paula and I'm the trainer, like I wanna get people's abs back 'cause that's what they really want. Like if that's what they're going for, especially like postpartum moms, they really want people to evaluate their abs, okay? This wording is very important for us to understand. So the pain and frustration, if you're thinking of a postpartum mom, what is her pain and frustration? What's the biggest pain and what is that frustration? It is that typically she's self— she doesn't want people to look at her belly. She's like, ugh, I don't really want this belly. How do I get rid of this belly? So maybe in someone like Alexis with the dietitian and like with the period thing, what's the pain and frustration of someone having irregular periods? What is that? The pain and frustration may be, I can't move out of my bed because I'm in so much freaking pain. That I gotta lie here all day and it's ruining my whole quality of life. Like, that's it. Or in Paula's case, for a personal trainer, like, this is probably going to be actually it, where they're— where they really don't like the way their abdominals look and they want to change that. Okay, um, and now let's move on to their— and you know what, why don't you put it in the chat section so we can see, because I really want to help you out with this. What is the Pain and frustration. I want you guys to think, what is it? Go ahead and put it in the chat section for me of whatever you're niching down to. And if this doesn't make sense, please ask me a question. So Sarah said embarrassment. Okay, embarrassment with leakage and running. Yeah, with running exercises. Leakage every time you do something you want. Yeah, that's painful. They're frustrated with that. Okay, which we'll get into leakage in a second.

Okay.

Pain with daily tasks with kids. Yes. Breast cancer, not able to do old hobbies. Yeah, that's so true. Debilitating pain, fatigue, infertility. Yes. Mental health therapist and minus pain-consuming life. Great, fantastic, guys. This is perfect. Okay, we're all on the right track. So remember that because this is going to be very— what's up, Emily? Um, back pain that limits them from being active. Yeah, she treats a lot of back pain. Okay, so this is gonna be very important in our messaging. Now, unable to run with back pain. Yes, Chelsea. Okay, now what's the fear? Why do our patients call us? So when you get on the phone with someone and they're like, hi, I'm calling because, um, you know, I just want to try to get better at my abs back. They're not calling because they're just trying to get their abs back. They're calling because they're embarrassed that their abs look a certain way and they're trying to get that fixed. So you have to understand their deeper why, and this is what we're getting into today. To be able to communicate for all those introverts, to be able to communicate better so that you feel them, you understand them, they get you is very important. So let's move on to now fear. I'm a postpartum mom. I'm not, but like if I was in this example, okay? I'm a postpartum mom. What is my fear? My fear is that I'm never ever going to be able to get rid of my belly. And guess what? I'm gonna have to go up in sizes, or my pelvis is, you know, expanded. Now I have to go up in sizes. Okay, more often than not— and most people potentially you may not even care, and that's cool too— but more often than not, people are calling because they think that they have to fit this mold and this size or whatever else. And this is typically what drives them to call us, is because they are fearful that this belly is not going to go back to what it once was. Okay, so can you guys put in the chat now what is the fear of your actual clientele? What is that fear? For Alexis, I'm just doing examples. For Alexis, the fear of her clients may be, I may not be able to move out of this bed, or I may never be able to have a baby. Okay. For yeah, for breast cancer, never never getting back to being healthy again. That's true. That's a big one. Mm-hmm. For Emily, that's back pain. She's like she treats a lot of athletes with back pain. Her her the fear of her clients are they're never going to be able to be active again. That's a big one. Okay, also never be able to enjoy life again. That's correct. So when you guys, Stephanie says, may never feel themselves again. Yes, when you guys are talking to your clients, this is important, but you have got to understand their deepest fear. This is major because if you don't know this and you just stay superficial with them, And just say, "Hey Sally, let's just talk about your leakage today." They're gonna go, "Eh, I don't want to come see you. I'm gonna go to a place down there that takes my insurance." That's what they'll do. But if you can understand truly why they're calling, this is how you change the game. This is how you communicate better. And so you gotta dive into the fear of what is it that they want. That's why they actually call them. Fear and pain move people to actually call you. If they're all good and they're all happy, they're not going to call you. They're calling you because they're frustrated. They have pain. They have fear. And that's why they're calling. You got to speak to that. So this is really good. Everyone's getting it. Not connecting with partner. Yes. Not being able to provide family. Yeah. Okay. So now let's move to goals and desires. Of your population goals and desires. So if I was a postpartum mom and I felt my abs weren't where I wanted them to be, what do I want? I want my abs to look good. I want to get rid of my pooch. I want to get rid of this extra fat that I have here. Okay, that's the goal and desire. So now, can you guys in the chat, so I can see that we're all on the same page here, What is the goal and desire that your specific population— what do they want? So for Emily and her back pain athlete population, they're going to want to be able to run a marathon. They're going to be able to want to bike, whatever it may be, like to reach that fitness goal. Okay, if someone had pain with intercourse, their goal and desire is actually to connect with their partner. It's not to have pain-free intercourse. It's going to maybe be shocking to you, but that's not it. They actually want to connect with their partner. So Chelsea says run a race, 100%. Want to stop judging themselves. Yep, Paul, you got it. Their goal and desire is to be able to play with their kids without pain or without difficulty. Doesn't necessarily have to be pain, right? What else? What are goals and desires that we have? Live without period on the front of them. Yeah, yeah. Not always think about, oh my God, when my period coming and planning everything around their period. That's a big one. Be able to enjoy life again. Yes, I would be a little bit more specific with that. Be able to return to what niche even more? I would niche that down like weekend warrior or Biking or something that's more nichey. That way they can see the phrase and be like, oh, that's me. I can relate. Amber said breast cancer. Attend family functions without pain. Yeah, being able to handle that, that whole environment. Great guys. Okay, so now last one. Let's move on to dreams and aspirations here. Okay, the main goal. That this lady is calling me for is this right here. So yes, we went over goals. She wants flat abs, but what is she dreaming about? What is she envisioning? She's envisioning her putting on a pair of pants and it just fitting like a glove, and she feels comfortable and confident that she can go out and freaking conquer the world. That's what she's envisioning. So when you guys think about your population, what is like the most massive thing that they could achieve? Or like, what is the dream that they want? Do they wanna hit a PR? If you work with CrossFitters and imagine them lifting stuff overhead and them not having leakage, like what is that? So can you guys put that in the chat as well? Like, what are— what is the goal? What do they want? The dream. What's the dream? Carefree, stress-free exercise, particularly in class. Yes, but here's the dream, Natasha. Also, this is the dream. They want to be able to go to class and they want to go there So that they can socialize, but that they also don't gain weight. Most of them wanna go to exercise class, not just to exercise. Let's go deeper than that. And they wanna go because they don't wanna feel that they're going to gain weight, and they also go for the social aspect. And when they can't go to workout class because there's like, they have period pain or whatever else, that actually hinders them mentally.

Mm-hmm.

Because now they're not surrounded by their social environment, and that social environment is actually very important, just as important as the exercise. So that's their goal and dreams and aspirations. They want to be surrounded by people, do all the exercises, no modifications, and they want to feel confident walking in and out of that place. That's the goal. That's the dream. Yeah, not planning a vacation around their periods. Getting pregnant—that's the massive dream right there. Yes, this is really good, guys. All right, cool. So I also just did—I'll go through this one quicker. I also did a leakage example. So here's—I'm gonna break this down a little bit more. Okay, my population is postpartum moms. What do postpartum moms? One of the top three problems that postpartum moms. Face. You guys can put it in the chat. Take a guess. Top three problems that most postpartum moms face. Put it in the chat. Leakage, prolapse, and DRA. Yeah, I would say yeah, that's that's it. I don't have stats on it, but I would say pain with intercourse, leakage, and DRA, which prolapse can also be included in that as well. Okay, so in your population. I need you to break down certain tasks, or not tasks, but certain diagnoses in that population. So with Alexis, you can say like period pain, and then PCOS, and then I don't know, give me another one, something else. And then you do pain and frustration, goals and desires, fear, and dreams and aspirations. You would break those down in every single category. Okay, so you can be super confident. Paula, like in your case, yeah, your, your thing is going to be like, it's going to be like a category would be something of like Paula's case is like where she wants a gym that everyone feels comfortable, not like the muscle gyms. Like she really wants people to fit in, right? And so Your thing, you can break it down by I want to fit in more, or I want to like whatever the issues are that you're hearing because you also treat chronic pelvic pain. So that would be one of your titles as well, and you would break it down into these four categories. Okay, so with leakage, I'm going to give you an example of this for those that treat a lot of leakage. The pains and frustration of leakage—they're embarrassed. About leaking. So when they're calling your office and they say, hey guys, I got leakage, can you help me? Yes, but why does that matter that you have leakage? That's where you guys got to get to. Why is it important that you solve for this? Why is it important that today you want to try to get rid of this or help, help you with this issue? Why? It's because they're embarrassed that they have leakage. So that's the pain and frustration. Doesn't know if she can go to a public gym. It's holding her back because she's like, oh my God, am I gonna have to wear my black pants? So that's the pain and frustration. Okay, now let's go to the fear. I'm gonna go down, so I switch this around.

So fear.

That they will be working out and they have to stop. And that's scary to them because they don't know if they do one wrong lift, all of a sudden they're going to have leakage. Like, that's going to be super embarrassing. And they're embarrassed about urine stains on their pants. That's why most of them wear black pants. Okay. The goals and desires— what does someone that has leakage, what do they want? They want to just be able to sneeze. Without having leakage. That's it. That's what they want. They want to be able to go to the gym and be a part of a community without the embarrassment, uh, and be able to work out without that leakage. That's what they want. In their dreams, what do they want? They just want to do a workout without having to think, oh my gosh, am I going to leak when I do this one lift or when I do this one thing? Like, am I gonna have to worry about that? And what they aspire to be like is they wanna be able to go to the gym and never have to change their clothes again. Never have to change their clothes again. So with this, guys, this is very, very important. Take 3 major things of your niche, put it at the top like this, put all these little subtitles, And start creating. And you can even use some what's in this chat. What's in this chat is money right here. Okay, start creating different topics of how you're going to actually talk to these people. And that's actually going to get you customers because now you're actually speaking to them and you're not staying superficial. You're diving in deep. And that's where we got to go when it comes to marketing. You got to dive in deep. So now we're gonna make up a statement. So for those people that have one, maybe don't have one, we're gonna walk you through this. So remember, my population is postpartum moms. So here it is. I help— what is your subcategory right here? I help who? Who do you help? Not pelvic health therapists, not people with leakage. Like, well, it can be. You can put leakage there, by the way. Not pelvic health people. I put postpartum mamas. That's what I put. So I help subcategory postpartum mamas. You change yours to whatever it may be. Then I added improve, or you can add achieve. Doesn't matter. Okay. Improve athletic activities. So our target is postpartum moms that do typically CrossFit. That is our target of who we're trying to target. So that's why we put athletic activities, because they don't have to be. You can put Weekend Warrior in that position. You can put an Orangetheory goer. You can put a yogi. Whatever your vibe is, you can put that there. Okay. Or you can do achieve. What do they want to achieve? Put that here. And/or you can put decrease pain and frustration. To regain confidence. Remember how we just used that in the, in the statements prior? To regain confidence to be able to return to sports without difficulty. So subcategory here, who you help. Then what do you want them to achieve, and/or what pain point do you want to decrease? That's where you're going to go back to your pain and frustration. We just— oh, hold on, let me try to go back. Pain and frustration. You would take this, guys, whoop, you would copy, paste it. Decrease the pain and frustration. You could put it right here, or You can increase the goal and desire. So I'd go back here. What's the goal and desire with someone that has leakage? To be able to sneeze without leakage. Or be able to go to the gym. So I'd go here and I'd put, to be able to go to the gym without what? What's their biggest fear? Leaking. Is it an embarrassment? Fear. Embarrassed. So I would put that here. Okay. Without embarrassment so that they can run the 5K that they want to run, complete the marathon, be able to ride the bike that they want to ride, be able to not have to worry about when their period comes. Be able to whatever their biggest dream is, you're going to put here. Okay, so one more time for you guys: I help subcategory postpartum moms, CrossFitters. So we're going to go back to this list just to make sure everyone's on the same page. I help what? Pick something off this list, and if it's not on there, create your own. Postpartum mom, chronic pelvic pain, CrossFitters, orthopedics, lymph, whatever it may be, fitness. I help. Fitness people, whatever. Okay, then what do you help them do? You achieve or you decrease pain, whatever one you want to pick. So achieve means improve also. Okay, improve their athletic activities. Put that there. To be able to— what's their goal and desire? You go back. Ah, sorry. Goal and desire: to be able to go to the gym, to be able to sneeze. Okay, to do that without biggest fear. Biggest fear is to stop embarrassment, typically. And even on mom pooch, the biggest fear as well is that they're never going to So that they can be able to put on their clothes and feel confident. Something like that would be the biggest fear if you want to really target mom pooch. Okay? Just to give you another example, so that they can do what? So that they can feel— if I talk about mom pooch, so that they can feel confident when going out with friends, or so that they can feel confident in any activity that they're wanting to do, whatever that may be. Okay, but this is massively important. And we really wanted to break this down so that it's like, oh, okay, I got it. Like, this is who I'm talking to. Because this can be very hard. So now we're on to the 10-second pitch. And the 1-minute pitch shouldn't really take you 1 minute, but it's okay. I broke it down to different layers. So in 10 seconds, when someone says to you guys, Hey, hey, Kristen. What do you do? You know what, Kristen, I'm gonna ask you, what do you do, Kristen? I help F45ers stay in the gym and out of the OR. Great. That was 10 seconds or less. Natasha, what do you do? You gotta unmute yourself. Yeah.

Like, do you want me to make a different one? Like, specifically with that?

Whatever, whoever you treat.

Oh, I help weekend warrior moms get back to their favorite activities without pain.

Okay, do you see, guys, how this is quick? Okay, so I help postpartum moms. Thank you guys for sharing. I help postpartum moms Gain confidence without having leakage with jumping so that they can return back to the activities they love. And you guys can use these wordplay and like, you know, if you're like, huh, I actually like that better, you can switch it up a little bit. That's cool. You can change your statement. It's all good. Okay, now here's the 1-minute-long pitch that's a little bit longer. I may use this 1-minute-long pitch more on my website. Versus like on a business card or like the postcards that I hand out, it may be more like the 10-second pitch because I want it short, quick, easy, people can relate. So I help postpartum moms regain confidence without having leakage with running so that they can return back to jogging via our 6-step method or 6-step process to live the life without meds or surgery. So this is the reason why I put the 6-step process or method in there is because this would be something that I would have on my website that shows that this is why we are actually different. Because we have a process unlike most people that are in network. No offense, but like they just are seeing people, right? So we are different because we have a proven method based on these populations that we see that actually has been proven. So that's why I'll add that little Nugget in there. Okay. So, and this is ours, um, that I did put on my postcard: empowering through education to help active men and women get rid of bladder leakage, pelvic pain, pain with intercourse— this is a little long, but this is what we've used— pelvic, uh, pain with intercourse, low back pain, and hip pain, and gain confidence in their body to get back to the activities and workouts they love. Okay, so that's what we've done, and this is how we position it on a card. It's right there, we see it, it's very clear. You'll notice it's also kind of in like the bold, like this boldness here. It's clear on what we do. Okay, so hopefully that's— that was helpful.

All right, so we're gonna move this on to social media. So if you guys are not joining the Zoom on your phone, let's grab our phones out and we're gonna Get this tailored down on your Instagram profile. We're gonna go Instagram, because that's where— that's my jam. It's where I live. And if you guys want to do this on Facebook, you can. If you want to do it on TikTok, go for it. YouTube, you know what? Try it out. So on your Instagram profile, I want it— can I share this? Let me see. We want to look at your name first. See if this works.

So we're kind of just going over what you want in person, and now, like, of what your, like, vibe is, of, like, what your statement is. And now we're going over what it needs to look like online when you're presenting.

Can you see that?

We cannot see it.

Okay, well, It's blocking out. Can you see it now? It's showing on my end on my computer.

We don't see it. No, I just see your head.

I wonder if I need to share screen.

Yeah, share, share screen, and it should be attached to your— yeah. Let's do that.

So with your name, you— it irks me when people don't have their name on their profile. Like, if your name is Paula, put your name on your profile. Okay, can you guys see that?

Now it says Zoom Amanda's— some— now we can see it, Amanda. You're good now.

Okay. So for instance, we're gonna start with name underneath my profile picture. I wanna know who you are. Paula, Kelly, Kristen, first name, last name. If you have credentials, personally, nobody knows them besides the people in your industry. So it's up to you if you wanna list it out as DPT, PCES, PR, whatever, ABCDEFG. Like everybody's got so many credentials on there. If you're a PT, you know what they are. If I'm not not a PT, I have no effing clue what's on there or what that means. And to me it just takes up space. So I would rather have your name, put a dash down the center, a line, straight up line, whatever that line is called. I am not techie savvy on what these things are called. And then put your little SEO words with it. Okay. For myself, I work with pelvic floor patients. Our clinic is a pelvic floor physical therapy clinic. Pelvic floor is my SEO words that I want in the bolded name. Okay, if yours are— you just went all through this with Kelly, so niche down and put that in here. Profile pic. Sorry.

Yes, you might add something. Okay, so guys, it's actually very important when I was looking up SEO a lot for this stuff that you put pelvic floor Instead of pelvic health, it's interesting. Pelvic floor has more SEO clout with actually people that are going to be your niche if you're pelvic floor rather than pelvic health. So just FYI, do what Amanda is telling you because pelvic floor is actually going to pop up more than pelvic health.

Yep. Your profile picture, you want it. simple branded. A lot of people can have their colors behind them. So I think I saw Kelly had just changed hers to like hot pink. That's very eye-catching, popping. It catches my attention. Ours is blue. I have a pelvis in my picture. If we can zoom in there further, you could see the pelvis. These are so small, but now Instagram has it too. If you go over top of that profile picture, it's able to blow up and you're able to see who the person is. I want to see the picture of who someone is and the name, because I feel like they're a real person that I can connect with straight off the bat, that if I go to talk to somebody or message them about working with them or working with their population, if I can't find their name, I don't have the time to scroll through somebody's Instagram page and their stories to find out who they are. So this makes it simple, nice and easy. And again, the SEO-friendly. Now, the pains and frustrations, whether it's pain or pleasure, Have those in like the bio. You want it simple. Who you are, what you do, what you can help them with. So for me, I want to help keep people's pants dry. I want to help them have pain-free sex. Sex is one that gets messed around on the Instagram. So we have an E or a 3 there. You can do segs. You can put sex if you're okay. Just shut my Instagram down for a while. So We are in the S3 era. Reduce C-section pain. And then who am I at the bottom? A pelvic floor PT. Physical therapist would not fit with the lettering down here. So this is why it's PT for me. You want a free download. For us, the free C-section went with April C-section Awareness Month, and then you can put a link In your link options down here in the link under the profile. So we'll open this up for a second. So if you're looking at your edit the profile, edit profile in your phone, this is where you wanna change your bio, the links. You have more options now to have a couple different links on here to connect with people. So we have our website, we also have a Linktree. There's other, other things out there that you can sort in exactly what you want them to go to. In our Linktree, we've had free downloads. We've got YouTube. That's not gonna show it. We've got our— I don't know, anything that's really going on around that time. My biggest thing on this section too, if you guys are in the edit profile, if you go down, so this page area, it's connected to my Facebook. Highly recommend that if you guys have a business Facebook page. and you have your page, go and connect them. It takes time out of your busy schedule where it'll just automatically upload to the Facebook side, which is nice. I find that very helpful. And then the category here for me, I think everybody who's in business should be an entrepreneur. So instead of the fitness industry, instead of a teacher or health coach, Put in entrepreneur. Now, why do we wanna do that? If you've noticed over the last couple weeks, Kelly and I have been collaborating on business things, and this allows me, if I'm making a video or I'm doing a story or something that has music, number one, category— categorizing yourself as an entrepreneur gives you access to more music opportunities for reels and stories and posts. Okay? It gives you that portion. But then if I want to create a video or do a reel and co-collaborate with Kelly— is everybody still on the same page with me here? I can show you where that's at too. But if I want to co-collaborate with Kelly, it will not allow me to do that if we are not in the entrepreneur category. Okay, so if one of us is not, it means she doesn't have access to music, or I don't have access to the music that lets us connect. And then what type of profile is another question, and I'll show that collaboration here in a second. The what type of profile should I be? Business? Should I be professional? Should I be creator? I personally like to be a creator, and that's usually under your settings and account information up in the hamburger. I call it a hamburger, 3 lines. Under the settings. Mine did not show this last time, but we found it on— so I'm currently in the creator category. This got updated last week. If you scroll all the way down to the bottom, and mine did not show this this past week, but it should say, do you wanna switch your account to professional, switch it to business, or switch it to creator? And that should give you the option to upgrade. I'm a creator, and then I have my category as entrepreneur. I just think it gives us more options. To be able to do more things creatively on Instagram with that. So if I was going to create a reel, let's say, and I know there's something of Kelly and I in here. So here's an option of Kelly and I shooting a reel together that I have in draft section ready to go. Under here you can hit the tag people. Does everybody see this tag people here? And we have the option to either add a tag with somebody or invite a collaborator. You want to do this to help grow and be on both platforms. So this allows me, when this video goes up and it uploads, now it shows on my profile. And because Kelly and I are both entrepreneur categories, we both have access to music. It's gonna show up on her profile as well. So that video is gonna get double the shows, double the likes, double the comments. Anytime somebody does like, comment, it lets both of us know. Does that make sense? So it's like a double whammy. Did you wanna say something on that, Kelly?

No, I think it's great. I'm just answering questions here on, oh, do you— should I do Linktree? And is it a separate? And then yes, it's a separate it's a separate thing. But right now Instagram is now allowing you, like Amanda said, to have 2 different links in there. Before it didn't allow, you just had one link. So some people are saying, hey, only use Instagram and use the 2 options for the link. Because if you have too many links on there, people are gonna be like, I don't know what to click on, I'm so confused. So you really just want to kind of narrow it down and guide them to like one thing. So if you're like promoting C-section Awareness Month, and you have a group that you want to promote to, change it like 2 seconds, change that link so that they can click on it. And then next month you want to change it, no problem, change it again to like maybe there's an ebook you're selling. So then that way people know like you got to go to click here to get more information about what my, what my thing is.

It's a great place to have your call to action. You want a simple call to action. For your followers to go to. And guys, like every month, every day is some kind of new national day, right? National Coffee Day, National Hot Dog Day, Bladder Week. There's so much. Fertility Awareness Week, I think, was this week, or maybe it was last week. Like those are options that if like we have those things and even blogs that you can post a blog there so they can go and check out your blog. That then maybe links to something else to give them more feedback. Anyway, the way it used to be taught is like you want them to click where they're getting a freebie, but then they're clicking on it to get the information and they're either going to your website to kick up your SEO or you're giving them an option where you can get their name and email, give them their free option, and then keep them on your blog or email list and keep giving them the value that they need to keep them as a follower. So keep it simple, keep it digestible. All the pains and frustrations you just broke down, put it there. But again, short and sweet where people, oh yeah, I get that, I got that. Cool. Moving on. And they'll wanna follow. Okay.

It's great. It's a great breakdown of in-person and online, and they need to kind of like really represent each other. So this is, this is fa— fabulous. Yeah. Okay. You want me to go back to the PowerPoint here? Yeah. Okay, let's go to—

Oh, and if you guys need help on that category stuff, just shoot us a message. We're more than happy to help, because it was, it was kind of challenging to find in the beginning for, for newbies when they updated it. We talked a little bit about this last time, but making sure that if you guys have a booth and you guys are going out in public and really promoting yourself as a business, Talk to them about your pains and frustrations there as well. And this one we were really thinking about, like, where could we have our booths at? And then what kind of stuff would you have on the booth table? That was correct, right, Kelly?

Yep, exactly. Yep.

So if you're at the fitness studio or the CrossFit competition, like so often some people's booths are just overflow filled with objects that I personally don't think that we need, but you definitely want like a sign at your booth? What's the name of your company? What's your business? Do you have a sign from Canva? Do you have a tablecloth? Is there something that we can have down low that easy access to know who you are and what you are? We personally went on Canva. You can make a banner on there for like less than $100 that folds up into a little circle. Prop it open if you want with your name and information on it. We have a QR code on there too. that goes to, to get their name and email address that gives them a freebie. We also have ones on our tables that if we're going to— like this weekend, our crew's going to a fitness studio, and we're going to a mommy stroller playdate. And so one of the girls will be taking that flyer. The other ones are going to have it on the table with the QR codes of where we want them to go. We tailor ours Our freebies to our fitness studios with a piece of paper with exercises that they can do a QR code and then get a video of us walking them through the exercises. But they put in their information to get that. Same with the farmer's market. Like, we have tailored back from probably what I used to do was trying to take all of the wands and all of the lube. I don't do that anymore. Kelly, you can chime in and say it really depends on where we're going, I guess.

Yeah.

But like to the farmer's market, I'm not taking all of those objects out there. I'm trying to keep it simple. What can I do to help with the moms and the kids that are out there?

Yeah, I think the biggest thing is, is having a sign that says, do you have leakage with running? Again, it's all about wording. Okay, that's gonna be eye-catching and have like a stop. So you have leakage with running, you can have like a big stop sign. And on the stop sign, you could have like, literally, that's, that's a hook. Like, just like we're talking about, like hooks online, this is hooks in person, because that stop sign is gonna be like, what, what do you want me to stop for? And then like, even with these booths, I like doing competitions in front of the booth. So have people do like a plank challenge, because when you have a booth, the last thing you want to do is stand behind it. Because no one's gonna come. But if everyone's at your booth on the floor at your booth, do you think people are gonna be paying attention to you? Yes, they are. They're gonna be like, why are people on the floor? So do a plank challenge. Do like, can you hold your leg in tabletop position for a minute without coning? Like, is your abs firing? Like, do something that's going to be like, wow, why is everyone at that booth? And then that's going to get everyone to come over there, and then they can scan the QR code like Amanda said. Get their name, email, phone number. It's the biggest thing. And then now you just grew your email list to where you can keep nurturing these people, and they can actually become paying customers.

Kelly likes to do a unicorn balloon as well, because that's eye-catching for the kids. So that gets the kids to come over and wanna like take a picture with the unicorn or see the unicorn. So that's an option as well. You can set up these events too, guys, with local yoga studios or Lululemon. They like have to have, I think, so many events there a month or per year. So those are great options to connect with. Corporate events, like my hubby works for a huge civil engineering company here in town. They do corporate events where they have like family fun days, family picnic days. So connecting, we have connected with them to do little events to help them out, especially getting into their maternity leave. So reach out to the big clinics too. Big corporations too, because you can connect with their HR. They're usually female, and they want to keep their employees in the business as much as we do want to keep them healthy. Fit for Moms outside— these ladies love people to come and talk about healing and recovery. They want it all. So you could do like one topic a week for a month if you wanted, or come in one week a month and be like, today we're going to talk about abs. Next week, let's go talk about leakage. Let's talk about how to push a stroller with proper posture. I mean, the list goes on and on with these ladies and walk them through. Like Kelly said, like that would be a perfect opportunity for some kind of competition or walk around and assess their diastasis. Let's see how they're firing tissue. It's really amazing. They're very, and they're usually some kind of out here for where we are in Kansas City. The ones that own them are usually, or own that chapter, are usually an OT, PT, or some type of personal trainer that have a little bit of fitness background too. So they're very open to this, to you coming in and talking. And then stroller walks. So we used to have these when I was having my first baby, and they have really shut down since COVID And then there was a mom here in Kansas City that started a KC Moms Club. Kid you not, in one week got 2,500 people on social media to be a part of this because she was tailoring her stroller walks to be sponsored by a small business once a month. Well, if you think about the 2,500 people that joined her, only 12 people get to sponsor a walk per month. So I reached out and said, hey, are you gonna have other chapters with this that people along different other areas of Kansas City who aren't gonna travel across an hour to go walk? that we can help sponsor. Well, she wasn't into it. So now guess what we do— are doing in our local parks? We are doing a stroller walk once a month with public health education. Very simple, very easy. Get to the point. It allows us to get in front of our moms in the area. So here's some more options breaking it down to what we definitely want at the booths. And this was exactly our lunch topic today in our office because we've got 2 of them coming up this weekend. So the logo, logo, logo, name, visible and legible text that people can read it, not the swirly, swirly stuff that you can't read. Like my logo, we don't— we have the logo, but the name is very bold. Empower Your Pelvis, straight to the point to catch their attention. And it's big sign-up sheets. I wanna know everyone who comes by the table if they're going to get the QR code. We have a paper sign-up sheet for them to sign up to win a Squatty Potty usually. Or a 15-minute free consultation with one of our docs in the office. That one goes over really well. We have way more signups for that. We also have a QR code for the exercises and a few exercises on a video. The raffle is usually our Squatty Potty where they can win something tangible to take home. But while they're there at the table, we're walking them through why is it important, why would they want it. If they have a Squatty Potty, then we always have either the travel or a BeanBoo with us. Like, do you have You sign up for the upgrade. You can have the upgrade competitions. This is what Kelly does at hers, where she has them really test it out and makes it a fun situation for them to be there. And then props. We always have a pelvis, and then depending on where we're going, what else we have with us. But like, I'm not—we're not going to take lube to the mommy sidewalk sale that we've got this weekend because that just. We'll have little samples with us, but I don't need the kids squeezing out slippery stuff all over the sidewalk there and painting, you know, who knows what with it. So we're being very select on what we're taking there. For us, it's more made-good bars. They're food allergy friendly that the little kids might want after they get done playing, or the moms might want if they're nursing. Thinking outside the box and the healthy, healthier side too. And then wear your shirts. Wear your logos. Our girls have Empower Your Pelvis logos or Adore Your Pelvic Floor shirts. We wear them, um, on each shirt. We have information on the back where they can catch us too. Um, some of our shirts even say, like, if we were going to be at a race or a fitness studio, um, like, keep your pants dry with, with our business name. Something silly and catchy so they know exactly what we do.

Perfect. Yeah, and on those bars, you can even create stickers on Canva, have them printed, and put your sticker on the bar. So when the moms have to open it because the kid's like, hey, open this for me, they— it's a reminder, hey, go see them. Um, all right, cool. So now I like to do collaborations with tons of businesses. Uh, hair salons, I think, are highly underrated that no one's doing And I think if you can really do this and have the confidence to do this, you could, you could really grow your clinic quickly. So, and even online, like whatever you're trying to grow here. So hair salon, personally what I would do is walk into a hair salon and go, hey guys, I know that most of your therapists, most of your stylists, not therapists, stylists probably have some issues going on with their elbow, their neck, their shoulders. I would love to offer 3 people a chance for a free treatment from me. How does that sound? Would you guys be willing to give me or pick 3 names and send them my way?

Sure.

And that's of the stylist. I'm trying to target the stylist because what mom— again, I'm going back to postpartum moms because that's my target— what mom doesn't get their hair done? Everyone has to get a haircut. And typically these salons, that's where all these moms are. So the, the principle behind this is I want to get the hairstylist to actually be on my table. So that way, when they're cutting the people's hair, they're having 7, 8, 9, 10 conversations a day with these people. And because they've had an experience with me, the likelihood of them actually telling the clients about them is extremely high. Especially if I'm making them feel better, because people are going to remember experiences over you just chatting with them. So if I'm just chatting with someone being like, cool, I can help solve your leakage, they're not going to remember that. What they will remember is how you actually made them feel. That's very important, how you made them feel. And when you touch someone and you make them feel better, they're going to— it's an emotional memory. They're going to remember that. So the likelihood of them saying something to these clients is very high. So that's what I would do. I would just go in there, ask the front desk, hey, you know, have 3 time slots open or have 3 available slots. Here's your little coupons. I would love it if you would, you know, any of that. I would love to offer any of the hairstylists a spot. Please let me know. Is there anyone you have in mind? Okay, great. Can I have their name, their phone number and email? Okay, great. And then I'll go ahead and call them and we'll get it scheduled. Thanks. And then ta-da. So it's another way to spread the word of mouth quickly for your business.

All right. 2 of my favorite places to go to, to market our business is chiropractors and massage therapists. We— this is on our Big 45. If you guys haven't listened to that, definitely go back to webinar number 1 if you've got the recording. Because Kelly and I dove down into who you are going to market to. Chiro are top of the list. If we have an opening in our schedule where we're going, we want to go in person and get to know them. I we for our business because we're prenatal postpartum pelvic floor blah blah blah. We find the chiro in the area that also treats similar patients to us and go and meet them in person. We get to know like the one we've got recently from this week. She is eight months postpartum. So we went in, told them what we did. Oh my gosh, you are! Congratulations! We knew that because we follow her on social. I know she had a baby. I know how her pregnancy went if she posted about it and made it look so beautiful. But I'm going to go in there and act like I haven't found you on social. When I get in there, we get to talking and I offer her for her to come in for a free evaluation so she can see what we do, especially 8 months postpartum, wanting to know like, oh, are you having any issues? Oh, you said you're having back pain and some pelvic pressure still. Great. Let's get in. Let's see you. And we can get you in next week. And then following them on social afterwards with a picture, like, let's take a picture together and let's meet up for coffee sometime if you want to. And usually at that coffee meeting for us, we're scheduling time to do some kind of workshop, podcast, live, something where we co-collaborate. Something else we do in our clinic, we give out prenatal boxes to our women once they hit around 34 weeks during pregnancy. In our prenatal box, depending on which clinic they're in for us, it is filled of information. Number one, that I want them to go home with that I felt like the hospitals kind of missed on the the postpartum side. But like what to do for those last couple weeks during pregnancy, what to immediately do following postpartum. But then I have local businesses like our local chiros, our local pedia PTs, peds PTs, peds OTs, lactation, all that fun stuff in these boxes. So I always bring it up to these people too, like, oh my God, I just, I love what you're doing with your company. Do you have anything that you could offer our moms when we hand out these boxes? Do you have any postcards or anything that would be beneficial for a prenatal or postpartum mom? Most of these places have some kind of discount or coupon, and they're like, absolutely, here, hand these out. We would love it for them to come in for a prenatal massage. a postpartum massage, a postpartum adjustment, or that her baby's gonna need the adjustment. I'm like, sweet, we would love to have that in our box. And so we have those at our office ready to go, built out in boxes. And people will ask, like, if we have multiple chiros, how do you do that? Well, we have different ones in the box that go to different specialties, and we make sure that that is well known on their postcards or business cards as well. But yeah, that is something that we do with our chiro and massage people. I feel like we kind of hit this one already.

Yeah, this is examples of different places you guys can go. And then what we did is, what is the gaps to this? So like, if you're at a burn boot camp, then Pressure control and abs are typically what you're going to hit. So we're trying to give you examples because some of you guys were having questions of like, hey, Kelly and Amanda, what do I do when I try to approach these gyms? I'm just confused of how to approach them. So here we're breaking it down based on the gyms and what you can actually do when going to the gyms. So Orangetheory, you can talk about leakage with running, you can do a mobility workshop with them. A yoga studio. Yoga studios can be a little different because it's, it's depending on their vibes. You really want to know that. But maybe down training with props. Pilates studios, you're going to talk about their abs. That's why they go to Pilates is because they want abs. Barre studios, they want abs and maybe positioning. They want good form.

And this is usually like for our clinic where we're coming up with the thing that's sitting on the table with the QR code for something free. Like where we're getting their— they'll scan the QR code, we get their name and contact information, and then they're getting this information from us. That's how we do it. We're also discussing and talking it too, especially if we get to talk. We're walking them through patient to pay— or I'm sorry, clients, client that's in there, and showing them how to do things. We always like to go with 3 options, no more than 3 things that tailor with their clinic or with the gym and getting them to just have 3 small wins, like 3 small hanging fruits that we can help improve upon. And that's where, like the Orangetheory, they're not doing a lot of mobility. So how can we help improve that? Giving them mobility workouts, giving them mobility exercises, personal training. A lot of those people might be lifting and leaking, giving them options to help improve that. So the cycle gyms, we usually see a lot of pudendal issues, pudendal nerve issues, pelvic pain. So giving them options on the stretches to— and mobility exercises to do prior or after. Stretch Labs, those people might be having low back or hip pain. So giving them some options to improve upon with that as well. And then Hotworx, as you walk in and go, exercise on the go, have our stuff available for them too because those people are busy. And how can we help them out? So—

Perfect. All right, guys. This is really kind of the last call. We, as most of you know, June 1st to the 4th, Amanda and I are doing an amazing marketing event down in Clearwater, Florida. And today we're gonna give $200 off your ticket to attend. You're also going to get access to Smart Success Healthcare Live with our coach Greg Todd. So it's gonna be a whole weekend of events, June 1st to the 4th. Some of you guys on this call are actually coming. If you're not coming, honestly, I really wouldn't miss it. This event changed my life, changed Amanda's life. It gives you so much energy to get your business going. So if you're on here and you're like, man, I'm struggling to get patients and like I just try to figure it out. When you surround yourself with, I call it epic people, you are like, oh my gosh, I never even knew this was possible because you can start to talk to these people at these events. And you can be like, oh, I never knew that. That's an amazing idea. So if you're like really kind of on the fence to coming, we are literally giving you $200 off a ticket. And what you're going to get out of it is amazing people, you're going to get so much information, you're going to learn how to market times 10. And I'm also going to hit sales. So we're going to hit sales as well, okay, on how to actually convert them. So for those people that are having a hard time handling objections, especially when it comes to cash. I'm going to really go in on that. Okay. And Amanda is really going to hit social media really hard too. And in person, we're going to, we're going to combine it all. You got 8 hours with us. There's a lot to learn. And we're going to really kind of break it down simply for you guys. So we're super pumped about it. We really hope that you can join us. And Amanda, I think, do you mind putting that link in the chat? I don't know if you did already. But If you guys have questions about it, we would be happy to jump on a call with you guys too to talk more about it. But we just are super excited and it's really inspired us to help you guys understand more of how to market and how to get clients. It's amazing. So hopefully you guys have enjoyed this and let us know if you have any questions.

Any questions before we head out?

Yeah, Kristen's coming to Florida. That's awesome, awesome, awesome. Super well, Stephanie. So good to see you. Yes, awesome. Glad you guys are liking it.

We have Kristen coming to Florida, Paula coming to Florida, Amber coming to Florida, Alexis. Am I missing anybody else?

I was closer. Yeah, you were closer. You can come closer. Just take a flight. Awesome. All right, cool, guys. Well, it's been so much fun. If you guys have questions, please feel free to reach out. Yeah, that's that's a far distance. That's a while. Okay, well, we'll give you a pass. Okay, we will give you a pass. So, but other than that, it's been so fun. Thanks, guys.

Thank you, guys.

Bye.