High Ticket Offers vs. Walmart Model

Welcome to Pelby biz podcast. I'm Dr. Kelly Alhui. I have grown and established brick and mortar practice in Northern Virginia called Ortho Pelvic Physical Therapy and also founded Pelvibiz, which is an online business consulting company that helps healthcare providers make more money and be healthy while doing it, especially in the pelvic health realm. Let's get into today's episode. Today I'm going to talk about why you all should be doing high ticket offers. And I'm going to get into what that means, what that looks like, why ticket. High ticket offers typically always win versus low ticket. And we're going to go through the process of that. So here we go, let's get into it. So number one, selling to rich people. And I'm putting quotation marks around rich, okay, selling, selling to rich people so that you can help poor people. And I'm putting quotations around poor people. What do I mean by that? I'm defining rich as in a teacher that understands that she has a problem and really wants help with it. I'm defining poor as someone that doesn't have the mindset to invest and they're more of a coupon person that is going to be the poor person. So when I talk about rich people and poor people, I'm not directly saying they have to be rich or poor. I'm indirectly saying the rich people and poor people in quotation marks. Okay? So you got to remember that for those people that are like, Kelly, I really want to, you know, help the underserved out. That is so amazing. But what you're going to have to do first is you're going to have to sell to the rich people to get the profit to then work with the poor people. Okay? So going off of that, the only way you are going to make money selling to the poor people is that the demand of your product or service has to be so, so high that you have lines and lines and lines for that product and service. And here's the thing, you're going to have so much competition in the marketplace that how are you going to actually attract attention to yourself so that you do have that line so that you actually can help the poor people. I take this example as the Walmart. The Walmart is attracting every single person and the mother and what they're competing against is themselves and other store brands that are at their same level. And the fact that the only way you win with a Walmart model is you're competing to get to the bottom of the totem. Pole at who can actually take that product and drop it to the lowest price point. That's what you're competing as. So if that's the game that you want to play, then please, by all means be the Walmart and have lots of people in your ecosystem and charge very little for it. I personally don't want to play that game. I want to play the luxury, unique, different. This is like one of a kind type of thing. That's the game I want to play. And so I have less people in my ecosystem, which means I don't have to hire as many people. When you're the Walmart, you got to hire also tons of people to help fulfill that. And that's also a big, you know, take on when you're, when you're really, you know, have lots and lots of demand. So you got to know three things. The three things are, what do rich people actually want? Rich people want, number one, they want speed. They want things to take less time and get the same outcome. So let me give you an example for those therapists out there that say, hey, I, Kelly, I have to have a 90 minute evaluation. I don't argue with you guys because you guys are very persistent about it. So I just say, okay, but hear me out on it. When you have a 90 minute eval, you are now, instead of doing it for 60 minutes, you are now having more time with that client. The client has things to do. They want to go somewhere, they want to go hang out with their kid. They have to pay, potentially pay for a babysitter for 90 minutes instead of 60 minutes. Do you think clients want to hang out with you for 90 minutes or 60 minutes and get the same result? Which one? They would prefer 60 minutes. So if you're trying to target the rich people, you have got to make sure that your product or service is actually taking less of their time. If you take more of their time, they're not going to value it as much. That's huge. Number two on this, what the rich people want, they want a guarantee. So they want you to basically say, hey, Kelly, if I give you $2,000 that you basically are guaranteeing me to get the outcome that I want. Now, I know most of you all are thinking, kelly, I cannot guarantee that I'm going to 100% make them better. I'm not asking you to do that. But what I am asking you to do is explaining the path of how they're going to get from point A to point B and how they're actually going to get the results. And you've got to lay that out, especially over the phone. Most of us. What happens when you call the insurance route, which is the Walmart version? Okay, when you call them, what do they do? They say your name, email or. Yeah, name, email, what day, what time? Okay, yeah, I got Blue Cross, Blue Shield. Great. Okay, we'll see you. Sally, do they ever tell you how they're going to help you? They do not. And so why are we giving them money? Really? Why are we giving them money? When they call a clinic like mine at Orthopelvic, we actually explain where they're at right now and how we have a three step method that we're going to get the outcome that they actually want. And we're basically stating to them we're not guaranteeing that they're never going to have this pain again. But what we are guaranteeing is whatever they are feeling right now, they will not feel that after they've done completing our method. So that is what we can do to kind of guarantee what, what they want and get them comfortable to say, hey, here's my money. I understand where you take people and I want in on that. Okay, Number three of what rich people want, they want the least amount of effort on their part. So what does that mean? That means that they want you to put all the pieces of the puzzle together for them and that's why they'll pay you big bucks. They will pay you big bucks because maybe you have a library of exercises that's like day one, do this, day two, do this, day three, do this, day four, do this, they will pay you for that. Maybe you organize all the doctors that they need to be seen in like the whole team. So maybe you put a licensed psychologist on board, maybe you put a pelvic floor therapist on board and maybe you put a nutritionist on board. And just because you organize their whole ecosystem and they will pay you lots of money. Okay, maybe another example of this is like maybe you don't give them any exercises and you say, hey, let me audit your whole day to day routine. I want to see every single thing that you do. And we're going to actually incorporate exercises into your routine. They're going to pay a lot of money for that. If you are still, and you're a rehab provider and you're still just giving out exercises to just give out exercises, you are the Walmart. Just, I'm just letting you know you are the Walmart. If you're doing that. Okay, you cannot do that. You've Got to figure out ways to be unique, different, and stand out so that people pay you a lot of money. So rich people want to be sold on time. They do not want to be sold on a discount. We do not care about a discount. I care personally. I care about, can you take less of my time with the same result. That's all I care about. And that's why people pay coaches. That's why I pay for a coaching program, for multiple coaching programs, because those people will basically guarantee that I get the results that I'm looking for in less time, with less headaches. So of course I'm going to pay them. And that's what you got to do for your clients. So I want to keep it simple here. For those that, you know, kind of are new to my world, or maybe you've been in my world. I have two companies. One company is an online business coaching, which is Pelvibiz, and I help pelvic health therapists, you know, make more money and be healthy while doing it. That's online and in person. And then I have orthopelvic physical therapy, where I have a brick and mortar practice in Sterling, Virginia. Okay. So I have two companies, and what I do with those companies is I keep it super, super, super simple, and I study what my ideal client wants. So at Orthopelvic, my ideal client is postpartum moms that typically have leakage and pain with intercourse between the ages of 25, and I would say 45, and they're active moms that are trying to get back to different activities. For pelvi biz, my target audience is female entrepreneurs that don't know that they're entrepreneur that really want something different. They want more time with their kids, they want more time for their self, they want more time to travel, and they want to make more money and condense the time that they have to work. And they want to be healthy while doing it. It's my mission because for me, I wasn't healthy. And having my own business has made me be able to take care of my health better. And that's what is the mission behind Pelvis. Okay, so going off of that again, I have two different offers. I'm going to explain the two different offers that I have for both companies. So for Pelvibiz, I only have two programs. CAP program with this client accelerator program. It's a 3K offer, and I have a mastermind that's $25,000. Mastermind. Okay. CAP program is for people that are just starting out and they want to take their company in three months to be able to go from nothing to. We have people that go from nothing to 5 to 11k in three months. And so people pay for that because they want to have speed in a game and they want to be able to go from here to here. Mastermind. $25,000 mastermind. The reason why it's that is because the results that we get, people come into our world and, and we have stats on this. Within two years they are making 40, 50 and 60k months, uh, and go. That's from going from zero, from starting at zero. So that is life changing. And it's a completely different level than most of them ever thought that they would be at. Okay. And they get time back, they get to hang out with their kids. That's what I teach them. It's not pelvi job, it's pelvi biz. Because I teach you actually how to create a business that runs independently of yourself. And then I have Pelvibiz event which is just a $500 event. And it's amazing. It's for all pelvic health therapists, chiropractors, massage therapists, anyone that's in the pelvic health world and we all come together and collaborate. Now at Orthopelvic I have just, I sell visits, I sell, I solve, I solve people's problems. And a visit is 230 at Orthopelvic. And then we have upsells for, you know, products that are $10 to $45. That's it. Very, very simple models. Okay? Now that being said, I'm a very premium person, okay? And both companies are premium. I'm personally premium and I'm going to tell you how to become premium. So let's just define premium first. Premium is the level of customer service extends beyond basic activities, which means I am not the therapist that is just going to give you exercises like I said at the beginning and say bye bye, here's your home exercise program. That's not how we work at Orthopelvic. We are so unique and so different. And if you're just prescribing exercises, you are the Walmart. And I want everyone not to be the Walmart. Also, what premium means, it means that you get the best results for your clients. I can honestly tell you in Northern Virginia, we have the best results for our clients that they get that they walk away feeling super, super confident that, wow, I've now been able to get back to running a marathon without leakage amazing. Okay. We take everything to the next level. From the experience of when they walk in to even on the phone to the visits to after the fact, to our community events. We take everything to the next level. Even for Pelviz, I don't know if you guys just saw recently had a pelvibiz event. I don't know, a couple months ago it was a next level event. I've never even seen something like that in the healthcare world. Pelvibiz is next level. There's a reason why. Because I have high standards and anyone that I work with, I really want to take them to the extreme and take them to the highest level that they could possibly ever want to achieve. I always say basic equals boring. I really, truly believe that. Let's not be basic. Let's take it up a notch and be premium. So premium. Setting high standards for yourself, what does that mean? I'm personally consistently auditing myself. What are my weaknesses? What do I need to improve upon? I'm studying my weaknesses and then going and acting and improving upon that so I can immediately make a change. I'm not waiting for a year from now to a decade from now. I'm making a change right away and I'm pivoting. Setting high standards for your company, Are you consistently progressing and moving your company forward? Are you doing that? What about your staff? Are you very clear on expectations up front? So you only attract, I say A players. I don't want B players. I want A players that really have a mission as well and they want to move the mission forward to help pelvic health people and be able to take things to the next level. Also, do not compromise on your standards. I think that's very important. You have to be the best version of you so that you'll attract the best version around you. And then I think I also, well, I know I also pay premium prices for every single thing I do. I pay premium prices and I'm not afraid to sell premium because I actually pay the price because I understand the value. This past year I paid over $200,000 in mentorship. I do that because I want to grow and learn and be on top of what the market is doing so I can bring it back to my people that are in my mastermind and my CAT program and then they pay a fraction of the price of it and get the same kind of education and value. And I kind of am the one that just says, you know what, let me kind of sacrifice and let me put on these amazing Events let me do all this investigating so that it makes it easier for my people to. And they get the information in a shorter period of time and condensed and then they can go out and implement it and take their businesses from here to here. So I think that is huge, is that you have got to be, you've got to act premium. Now, most of you, like Kelly, I don't know how to act premium. All right, well, how you act premium is. I always use the airplane for an example because I think it's a really good. You know, everyone can, can understand this. When you get on an airplane, there's the seats in the back by the bathroom. That's where I used to sit five years ago, right by the bathroom, right? With all the screaming kids. And I would just be hanging out there miserable, saying, when is this flight going to be over? And I started to realize, wow, there's then what else? So that was just basic economy. Then you have, I think premium economy and then you have first class, right? And so it's like, okay, today, can you think about, is there any way that you can just upgrade to premier economy or premium economy or whatever they call it? Can you do that in your life? So on the airplane se, it'd be premium economy. So can you move up to behind first class, but you're still sitting kind of in the back. That alone is an upgraded experience because they actually will offer you drinks first. They actually will maybe be nicer to you and talk to you compared to when you're sitting by the bathroom in the back with the screaming kids. Then you can upgrade to first class. And first class. Wow. You even get a drink before you even the airplane takes off. They talk nicer to you. Trust me, this has happened to me many times. They will help you with your bag overhead. You get services like food on the front of the plane compared to when you're on the back of the plane. You have your own private bathroom for just first class people, right? This is an example of the service that increases when you upgrade. And you are, and you're embodying premium. When you're premium, you have different perspectives. You are holding yourself accountable to higher standards. You're also going to save energy and time because you're also attracting the right people into your world that embody what you actually want for yourself. And so you're not going to waste time on the Walmart people. The Walmart people want your soul. They want your arm, they want your leg and your toe. They want everything. Because if they feel like if they don't get the whole buffet. Then. Then the value wasn't there. Instead, the premium people think, wow, I got one thing from this person, and that's freaking amazing. And that's how premium people think. And that one thing will take my business from zero to a million. You have to be able to learn how to expand your knowledge. You have to learn to be able to give to yourself. And if you can't give to yourself, guys, as most of you know, you know, I've been wanting a house of California for the past five years. I would have to sit here at my house with my sound machine on, drinking my kombucha with a plant over my head and sitting by my fireplace, envisioning that the fire from my fireplace was the sun in California, envisioning that my sound machine of ocean waves was the waves, and I was sitting on a beach. But I was literally just sitting in my living room because I didn't have money. I didn't have, like, I had to build up to that. The first year I went there, I went to San Diego for, like a. A day, and I came back. The second year, I remember, I went for, like, three days, and then I came back. The third year, I was gifted from my coach a vacation to San Diego for, I think, four or five days, and he paid for everything, which is amazing. The fourth year, I took my mastermind out there and rented an Airbnb house. And then now the fifth year, I actually was able to buy a place there. It doesn't happen overnight, but you have to start taking baby steps to truly get what you want if you want to go on a vacation. Last year, I was able to go to Switzerland. That's not an ex. That's not an inexpensive trip. It's an expensive trip. And, you know, we dreamed of mountains and lakes and all that kind of stuff, and that was a premium trip. And so I expect premium stuff. When you're looking at trying to buy the best car or whatever else, you know, you don't start with that. I started with a Honda. You know, actually, I started with Tahoe, which was actually a very nice Tahoe. And then, you know, I went to Honda. And you build up from there, and you. And you start to say, you know what? Okay, what's my next investment? But you don't start at the top, but you have to slowly learn how to become premium. And when you become premium, you're going to attract more qualified clients, and they understand that the value is there and that they're worth it. Your Business will be more joyful because you're actually working with the people that you want to be associated with. Your brand is going to be associated with a higher being in the fact of you'll be the Louis Vuitton brand that stands out compared to the, I don't know, coach. Coach is a little lower level. It's not too lower, but, you know, it's a little bit lower. So what standard are you even attracting for your brand? And more than likely, if you attract the right clients, then your clients are going to speak really, really highly of you. And then guess what's gonna happen? They're going to refer other clients to you. At Orthopelvic, you know, we have over 100 five star reviews. That's amazing. And most of those reviews, what they say is, wow, I've been to many other clinics and this clinic goes over and beyond. And that tells me that we're hitting and we're meeting the brand expectation. So why do you want to choose premium clients? Well, like I said, it's going to. They're going to understand the worth and the value. They're going to understand that the price is equally level to the service that they receive. They will pay more for a higher experience. It's quality over quantity. They desire speed. They desire quicker results from us. They don't want to have to go to a clinic two to three times a week. They want to go once because that's one babysitter that they have to get. That's one day off of work that they have to have. So this is the insurance model versus the cash model. The, the insurance model is actually going to be the Walmart like I was saying. And the cash model is going to be premium. That doesn't mean you only treat rich people. That means you treat the people that have the mindset for the moment until you're able to get them to see the light on the other side. So what does a premium offer look like in a brick and mortar practice? I want to go over that for us, when someone walks in, we are going to show them around the clinic. We are going to coach them and tell them on. Hey, we would love you to leave us a review. Hey, these are the events that are coming up. Hey, by the way, here's a booty mug that we're going to give you for just coming in today because we with your name and personalized on it and we want to welcome you to the clinic. That's a premium experience. What doctor's office is giving something to someone when they walk in, we're going to show them how organized our gym is and how organized our rooms are and how clean everything is and how everything has a nice little place. It's a completely different experience. What a premium offer looks like online. It's going to have uniqueness. It's going to have a different ideas, it's going to be very accessible. It's going to be able to be the first of its kind. It's going to be the, the ideas that are coming out are quick speed, okay? It's going to provide massive value that blows everyone's expectations out of the water. The service on the online is going to be office or is going to be off the charts. Hey, like you're going to quickly reply to emails if a customer has a problem. We're going to also get the best results. That's what makes a premium offer amazing. Like I said for my masterminds, we're taking people from 0 to 40, 50, $60,000 a month in two years. I don't know many other programs, guys that are doing that, let alone in the pelvic health space. And we're actually, it's not even just about the money. We're actually getting you to be able to pull out of your company and be able to have time for your kids and go on vacation while your clinic or your online business runs. So again, back to online. What does a premium online mastermind look like? It means that we go to La Jolla beaches and hang out in Mastermind. We come to Virginia, here to my house and we Mastermind. We go hiking, we go to Florida, we put on Volvo outfits and we, you know, dance around. We go to all these different places and we come together to collaborate and communicate on what are people doing? And all of our minds come together so that we have a leg up. Because when all of us can communicate and collaborate, that just elevates every single person in the group and there's really no one, you know, left behind. A premium offer again online looks like Pelvibiz event. I don't know if you guys saw that, but that thing was freaking epic. I mean I had yoga mats that were printed out with Pelvibiz. I had a pink carpet. The venue was a wedding venue in San Diego. I mean it was the umph level of, I mean it was just amazing with the food there. It wasn't like you're getting Kentucky Fried Chicken. You were getting premium quality food, gluten free. Like you were at a spa and a resort that is the theme that I wanted it to feel like. We, you know, had an event Friday night too, so everyone can mingle. We then had interactions and guest speakers that were coming on that were telling us what's happening in the marketplace and how are we going to improve upon it and what's, what are we going to do to move our business forward. And we also had, like I said, movement yoga. I mean just the environment was amazing. That's a premium event. So what has to happen is change has to happen. Change is necessary. If you really want what it takes to be premium, you have to get very uncomfortable. And what I suggest is you have to be willing to change fast. And to do that and for it's not to be painful is you got to get a mentor that's actually going to be able to show you the path and so that you don't make the same mistakes. And you also have to start investing in yourself and start buying premium. Even if it's just a one upgrade here and there, you've got to start to do that. So here's my takeaways. Takeaways is invest in yourself and do it your own way. Along the way, be mindful of the people that are that you're setting your standards high and that say that you also cost too much because you don't cost too much and keep setting your standards high. Know your worth and that the people will come as long as they see the value. And you gotta be able to learn how to communicate the value to your clients, find the gaps in the marketplace and be unique so that you stand out like a Chanel purse. Last thing, you must invest in yourself today. And today you also must live the life that you want. Hopefully you guys enjoyed this on why you should be doing high ticket offers whether or not you're online or have a brick and mortar practice because it truly will change your life, it will change your client's life and it will give you exactly what you want. Bye guys. Thank you guys so much for listening to the podcast. This podcast is sponsored by Jane. They are the people that are going to have amazing scheduling system for your patients. They're going to provide you with a super bill, they're going to make templates for you. They're going to provide you with the best customer service and because of that they allowed us to to have a code for one free month. For those that are wanting to try Jane, where they're scheduling, checking out super bills, telehealth, all the different options, that code is pelvibiz1mo. We'll put in the show notes, but pelvibiz1mo that is the code for Jane. And thank you so much Jane for sponsoring this podcast. If you guys want more information and want to learn how that you can keep bettering yourselves, go ahead, click the link down below and make sure that you book a call. And we love to provide any clarity questions on any follow ups. Bye guys.