Academy Business Workshop

Hello, everyone. Welcome, welcome. Look, we're so excited. Hopefully you're just as excited as us. If not, you can pretend. All right, this is great. What a wonderful beginning. We've got lots of people here, so we are right on. 9:30. I will. Rebecca has lots of content and she's kind of squished a much longer session into this. So I think we will kick off and I'll introduce you, Rebecca, and then you can say hello to everyone. For those of you that don't know Rebecca, this is Rebecca Jones. So Rebecca is a once upon a time dietitian. Still a dietitian.

Still registered.

Still registered, yes, still registered. And actually has a genuine interest to keep seeing patients and clients as well. So she hasn't fully stepped out of that. But her role these days, predominant role, is really supporting practitioners. I call her a business coach. I think she has a fancier name.

Is it strategic? No, we can stick with that. We've gone back to basics.

At one point it was a very fancy strategic something something. But she basically helps practitioners change the way they do business. Sorry, I'm just letting a few people in here so that it works better for the client and patient. Like that's number one. As practitioners, what we want is great results for our clients. At the end of the day, that's what fuels us. You know, when we are getting our patients well or they're achieving their health goals, you know, that's what keeps us going. Because sometimes it's really hard being a practitioner, you know, it requires a lot of energy and after hours work sometimes. But when your clients are getting those results, it's what fuels you. But it's taking it to the next level of not just getting these fantastic results, but also designing a business that works for us so that we don't burn out, so that we are also getting fantastic results with our, with our health, our physical health, our mental health, but our financial and our business health as well. So I first MET Rebecca in 2023, I would say 2023, is that right, Rebecca?

Yeah, I had to, yeah, think about that for a second.

But yeah, because it would mean the beginning of last year that I sort of put together my DNA connection package and I think we'd been speaking into the year before that. So I saw Rebecca on LinkedIn. I don't know how she got into my inbox. I am notorious for signing up for things and looking at things. So next thing she was in my inbox and I read an email and I was like, I might go along to this Workshop. I'm definitely not signing up to anything. I'd signed up to so many things, but I really liked what she had to say. She was a real person. She met with me and she works with you one on one. And a bit like us in the academy, you actually get to speak to me, a real person. I get to know you. So I really like that approach. And very quickly, we changed the way I was doing business. Don't get me wrong, I still do one on ones. I've been doing this for over a decade. It takes a bit of time to come out of that. I've got lots of patience that are just used to working with me that way. It's a bit of a transition, but definitely just opened my eyes to what we can do and I think more importantly, what I wanted to do as a practitioner. And I would say that was probably one of the most powerful things, working with you initially, Rebecca, is you just said to me, you know, if I could choose the way I worked with patients or clients, what would I do? And I was like, oh, well, that's easy. I'll do all the testing. I love. I'll do stool, I'll do Dutch, I'll do genetics, I'll do this. She said, so do all that.

And I was like, oh, no, no.

No, no, no, no. People couldn't afford that. And she's like, but you said, that's what you want. You think that'll get them the best results. Why wouldn't you do it? I said, people won't be able to afford it. She's like, you've got no idea what people are paying out there. She said, if that's what you think is the best thing, that's what you want to do. It'll come across anyway. Sara, I'm so happy you're here. Sarah, I wasn't planning on asking you anything, but maybe, if you don't mind, just to validate what I'm saying, Rebecca said all of this and before I'd even put it together. I'm guessing. I'm not sure what she's going to show you in this, but if she shows you what she shared with me, she has a structure for those of you who like being all organized. You'll love it. She has a real system. I'm going to be completely honest with you. I didn't put all the system in place. I didn't work out all the bells and whistles. Sara appeared. I hadn't taken on a new client. Sara appeared and I said to her, oh, You're a new patient. I haven't had a new patient for a while. And we found out she'd bought a package a while ago and they'd been traveling. And I said to her, I have this new way of working, you know, doing all of the testing. Da, da, da, da. Gave her the spiel. And, Sara, I think your question was. I was so nervous to say the price, and I think your only question was, does it include gst? Sara, do you want to talk about your experience of that first time when I never even discussed this new package, what it was like for you? Sorry, I know you didn't know that I was going to say that. It's okay. Yeah. Well, the thing about it was I really was excited about the opportunity to do so much testing because I was so into finding the root cause for things and, you know, going back to first principles and. And I thought that was for me because I love data as well. That was absolutely the best thing I've ever heard. I was like, yes, let's do all the tests, and then I'll find out everything, and then we can put it all together and, you know, I can be, you know, a new person. I can find out exactly how my body works, what's been going wrong with it, why I can't lose weight, how I'm going to minimize the risk of Alzheimer's, all that stuff. And in a really holistic way. And for me, it was just, you know, music to my ears. It was what I really wanted to do. And having not found anybody who, I mean, I'd been to see, like, functional doctors, holistic doctors, all that sort of stuff, and they sort of looked at things in the round, but they still didn't have that absolute back to basics, right? What do your genes say? And all of that sort of stuff. And then all of the other testing, the oat test, the Dutch test, I can't remember what else we did. We did lots of things. We even did your biological age. Biological age. We did the epigenetic stuff. And so nobody had gone that far. And. And it was just brilliant. And it was, you know, exactly what I was looking for. And hopefully that validated to you that there were people out there who wanted to do that. And then you. I know you found some other people. And the only reason I asked the question, does it include gst? Was because Steve, my husband, was sitting next to me and he wrote down, does it include gst? I didn't know the answer, by the way. This is just to give you a real Life indication of how it worked for me. Some of you won't work like that. Some of you will do what Rebecca does. Maybe she can give you insight to different practitioners where they will follow her structure and map it all out and do whatever. But Rebecca, with Sara, it just felt like the universe had delivered her. I know that's not very sciency, but I knew I wanted to work that way. I knew I wanted to do things differently. I knew I wanted to not charge one on one in that way because I wasn't sort of getting ahead in that sense. But also what Sara told me when I looked through her history is she was interested in, you know, nutrition. She said she tried every diet and hadn't been able to lose weight. She was very happy. She said she has a family history of Alzheimer's. You know, all of these things. I was like, tick, tick, tick. This is my ideal client. I can help you personalize your diet. I can help you understand your risk of Alzheimer's and dementia. And Sara does have the ApoE4 allele like I do, you know, all of the things she wanted. I was like, I can do this, and I can do this with the testing I have and give you all this information. So it just, in that moment, it felt right. So I had the courage to. To. And I think I'm trying to remember, did I charge you six and a half thousand? Maybe I did it less than that because you were. I don't think I had the confidence. Maybe. Did I say it might have been six? I think I said six. Yeah. And then I went to six and a half. The next person I had six. And I had six people come to me in a really short space of time. Everyone as well. So this is how it happened. All of a sudden some people came, were interested, it was a referral, and I suggested it and they said yes. Then I had to stop because I almost burnt out because I then took on too many with my current workload. But it definitely proved that people were in my world that wanted this, this way. So that wasn't initially planned to tell you the start of all that.

Everyone.

But hopefully that helps you understand how I transitioned into doing these packages and hopefully gives you the confidence that you can do things the way you want to as well. When you really believe that's what's going to work for you, that's what's going to help your clients and that you can deliver that information and that, that kind of testing. So, okay, Rebecca, now I really am going to introduce you again. Thank you. Sara for sharing. And by the way, Sara had fantastic results. So that was the other thing as well. Still fantastic result. You want to make one comment about your results, then people know that it works. Well, my epigenetic testing the, the pace of aging was 0.67, I think, wasn't it? Which really slow pace of aging everyone. Yeah. And since I met up with Denise and just to one other thing, I had an interest in epigenetics. I've been reading all sorts of books. I've done some like food as medicine courses, that sort of thing. So I was coming into this knowing that it was the sort of approach I wanted to take. But since I started consulting with Denise, I have lost about 16 kilos, I think 15 or 16, which has been amazing because honestly, I have never managed to do that before in my entire life. And it really is because of the depth of knowledge that I've got about how my body works and what it likes and doesn't like. And you know, I have to have a low fat diet. I've got about nine snips that predispose me towards obesity and, you know, not dealing with fats and that sort of thing. And you know, once you know all this, you suddenly realize it doesn't matter what you read or what you listen to, it's just about you and how your body is. And there's no point in following generic instructions that other people give you or social media or whatever. You really need to know about yourself. And that's why personalizations. Anyway, I'm going to stop now. Yeah, I am. So I thought we should add that in. Thank you for saying. Because obviously you've continued working with me. Obviously Sara is also involved in this area. She's done so many courses around nutrition and so she was a mathematician, a partner at KPMG and then has really gotten into the health space. But yeah, I just wanted to, to share all that. And just before we introduce Rebecca and she can kick off, if you have any questions, want to say anything, pop it in the chat. Rebecca, you can let me know after you say hello to everyone if you want me to manage the chat and ask you questions in real time or if we leave it to the end. But hopefully that was an unexpected, impromptu, great introduction into offering packages and programs that you think will work for you and your client and patient, depending on the area you want to work in, handing over to you, Rebecca.

Okay. Hello. Hello. So I thank you so much for sharing. I think that's so fantastic because I do talk about, you know, Strategy and structure and business and numbers and money and that sort of stuff. But at the end of the day, and one of the reasons I am still a registered health practitioner and you work with health practitioners is because underneath it all, the reason I'm pushing these, I suppose, other ways of working is to create that win win. It's not, it's. It's structured, but it's not cookie cutter. Right. It has to be a win win, meaning really support the practitioners. They can have their own oxygen mask on first and also for the patient. So we're not about to putting something, something together and putting a high price tag on it. We're about thinking, hey, what is actually going to get your patients and clients the best results? Just like in that example there was just brilliant. So thank you so much for being so open. I think it'll give people a lot of confidence too. So it's great to see so many of you here today. I'm really stoked.

Now.

I sort of timed my session out exactly, so that was fantastic. But if I go over time, I would just like it on record, record that it's because of Denise's 14 minute introduction, not myself, thank you very much. Okay, I'm gonna share my.

Sorry, put myself on mute. I realize I'm laughing.

I wouldn't expect anything less. So, Dr. Lucy, can you give me a wave? Can you see that screen? Okay, I can just see you there. Give me a thumbs up if that's awesome. Okay, cool. So thank you everyone who filled out the questionnaire and the survey and sent me questions and all those sorts of things too. I'm more than happy to stick around at the end or you know, message you privately. And I think a few of you have a few one on one sessions as well, so organize that afterwards. But yeah, it's been a pleasure working with Denise. We've put together multiple programs now, both practitioner to client and patient, and also practitioner to practitioner. So we actually do that with a lot of people as well in this space. So it's a really fun space. So let me see if I can see you guys at the same time. I'll put you up here. There we go. So welcome to the Premium Private Practice Program Creation Workshop. Yeah, I really didn't work on that name very well. Doesn't roll off the tongue, but it's great to have you here. And one, I suppose the reason we're here is because of this we combination. So you're here because. And I suppose why Denise invited me here is because just like you I'm a practitioner, but I'm also very much in the business space. And specifically what we're learning in the DNA academy is just such incredible science.

Right?

The fact that we've shown, it's been shown that we can reverse our biological age with as little and in as little, sorry as 8 to 12 weeks with the right interventions and personalize your nutrition and your lifestyle to your genome and get results just like Sara has talked about this morning. It's just incredible. Like, what a time to be alive. But where I want to talk about today is this other side of the puzzle, which is the business, business skills as well. Because if we don't get this sort of dialed in, then we've got amazing skills and all of you might be sitting hidden in your clinics where you can actually provide people with exceptional results, but we need to tailor in the business skills too because it's this gap in the middle here where a thriving private practice wins, where we can really have a win win for practitioners and patients. So I'd love to see in the chat, I think I know quite a few of you now, which is fantastic. But where are you dialing in from today? Like city as opposed to my couch would be preferable. And what kind of practitioner are you? I know we've got geneticists, naturopaths, nutritionists, we've got functional doctors. So let me know who we've just got live in the room today as well. That'd be fantastic. Chiropractor. Oh, awesome. But I didn't know that. Functional doctor, Clinical nutrient Noosa. Oh, so jealous. Oh, we've got some Kiwis. Awesome. Alison. Great. Yes. So I talk quite quickly and I've got the Kiwi twang. I'm from New Zealand originally, but living here in Sydney. So if I say anything and it doesn't sound like what you think it should sound like, go with the one that you think it should be. I'm a Kiwi. Kiwi. Just living in Brisbane. Awesome. Yeah, we're all over in Australia. Great. So fantastic. Hey, Megan, lovely to have you here. Okay, cool. So you're here to kind of bridge that gap between clinical skills and business skills. And again, thank you all for filling out the survey. And because what I kind of noticed from that survey is that you've noticed a lot of you are already in business. This isn't a business one on one training. But what you've noticed is that that traditional way of working, which I typically describe as hourly rate back to back consults with the initial and the Follow up has its place in time. Absolutely. I'm not against it, but it has its limits. When you start practicing in this way, it gets to a point where there's a bottleneck for either you or your patients. So that traditional way of focusing on more and more clients, doing a lot of functional testing, so DNA, Dutch, gut testing, providing email support for free, and doing all of this despite only getting paid one hour isn't always going to provide you with the business that you need. Already put a me in the chat if you feel like you charge one hour, but you do, like four hours of prep time around that. Yes. The face, I can feel it. Yeah, absolutely. So that's why we're here. So the traditional way has its place in time, but what we've noticed. The other thing that I've noticed that you've noticed from the survey is that there are other ways of practicing as well. And most of you are actually aware of these other ways, programs, packages, whatever you want to call it. And you've actually seen other practitioners like Dr. Gabrielle Lyon, Dr. Peter Attia, our very own hostess with the most Dr. Denise Furness, working and thriving in other ways. But a lot of you are asking the question, how do I actually do this ethically in a way that's going to suit me and my patients? So today, that's what I really want to start to bridge that gap for you. So put a yes in the chat if that sounds like a bit like you always. Yes, yes, yes, yes. Awesome. And feel free to unmute yourself, guys, along the way. So I'm not just lecturing if you have any questions as well. 100%. Awesome. Okay. So the other thing I noticed from the survey is that most of you know, although you're running a business just fine, if you keep relying on these traditional strategies, you'll likely start to as private practice online, especially with digital tools and AI and the rise of function and health and superpower.com and WHOOP coaches on everyone's wrists is that it's more likely that you'll start to either become more invisible online and struggle to attract aligned clients. Maybe you're starting to question your value. Even though your work gets incredible results, a lot of practitioners fall into more and more upskilling, but never feeling like they're able to provide the value that they truly can. Maybe it's more like when I started, when we Met Denise in 2023, as you were working long, long, long, long hours without necessarily the income to match the years of experience and time you've Put into professional development, like attending the DNA Academy to match those long, long hours. Maybe you feel like you're getting starting to be buried in admin and those manual tasks that don't really move the needle forwards a lot. So you're doing a lot, a lot of busy work every day, your calendar's full, but the business isn't necessarily shifting dramatically. Or maybe you might start to feel like you keep offering great care in a model that just doesn't reward it and put a me in the chat. I'll say. As a practitioner, there have been times where I've felt almost resentful towards patients or clients or maybe if someone cancels, it has that sense of like, oh, I actually could do with a cancel client today because I am on the brink of burnout. Put a me in the chat if you felt that. Now, it's not all bad at the end of the day because what I also saw. Me, me, me. Awesome. What I also saw from the survey and something that I have had the pleasure of learning from all practitioners, speaking with some of you individually as well, is that the universal theme is not that we want to leave this industry. We actually love being health practition. We love doing this personalized nutrition and lifestyle guidelines. We love seeing people make a shift in their health and their lifestyle. And the fruits of this labor just goes into so many years in the future for these people. It's not what you do, you love what you do, it's just how you do it for many of you just isn't hitting the right mark. So the next step is, what we're going to talk about today is really packaging and delivering your expertise that you've learned in the DNA Academy and in your other extensive years of working in private practice as a health professional into a scalable digital and premium program. And as I mentioned at the start, that creates a win win. This is really, really important to me. It has to benefit both, both parties. However, the questions that might come up, even though you might have thought that you've wanted to do this already, are questions like who would even buy something of that price? Which is Denise's. What goes into a program of that much? Like, what logistically goes in it? Like, I get the idea, but how do I make it work? And then number three is what would this look like in flow with my business and my patients and clients specifically? So really tailoring it to you. So that's what we're going to do today is try and answer these questions. Because although this strategy and structure like I said it shouldn't be cookie cutter and it needs to match each of you. Awesome. So as I go into this again, what I noticed from the survey and just knowing a few of you individually as well, is that I know we've got a range of practitioners not only in modality, but of stage of expertise and business as well. We're just all on different journeys. So for example, I know Di really well who already does incredible programs. It's more about what happens after the program or adding another tier or another level to that. And others of you who are still doing or solely relying on more the traditional way of working and are just thinking about that first, first program that you might create. So to, I just want to acknowledge that in the room and this presentation today, I'm trying to sort of encompass what's going to help the most of you who haven't got programs yet. So I want to bring your attention to the four types of learning. So number one, the first type of learning today for you to get the most out of this session is what I like to call just in time learning. So you might hear something on today's presentation and think, oh my gosh, this is exactly what I need right now. I've been thinking about this all week and I can implement it in my business and that's fantastic. A second type of learning that might happen on this training is more reminder or confirmation type learning. So like Di, if you've been working in programs, maybe there's something that comes up today that you already knew, but you needed a bit of a reminder to really implement it really effectively or bring you back to your true values and goals and plans. Number three is called in line learning. So there might be some of you who are not quite there yet. I'm going to be talking about 1, 3, 5, 10, 15, $20,000 health care programs on this course. So inline learning is, I'm not quite there yet, but how good if I know where I want to go, I can actually reverse engineer my plans even if I don't implement it today. And then the fourth type of learning is it's just not for me. And this is just as important. One of my original business coaches who I invested in in my first year of being registered as a health practitioner, hey, I think he was living in la, but he was very southern and he always used to say to me, he was like, rebecca, you need to take the chicken and leave the bone. And at first I really didn't understand what he was talking about, but what he meant is Just take what you like and leave what you don't. So this isn't prescriptive. The way I work is coaching and making it work for each of you. So take what you like and leave what you don't. And that's absolutely fine as well. It needs to fit with you. But even if you don't like it, even if it's not right, keep listening, because something might spark in you and there might just be a little nugget here and there during the presentation. Put a yes in the chat if that's all good with you. See if I can see more of you. There we go. Awesome. Cool. Okay, thanks, guys. Yay. It's nice having interaction and a smiley face. Fantastic. That's what I needed. So just a little quick blurb about who I am. Denise has given me a little bit of an introduction, but I think it's quite important to know who you're learning from to decide whether you should take their advice or not as well. So, like I said, just like you guys, I'm a health practitioner by trade. I actually started very much in the clinical setting. So I was in medical wards. I specialized in renal health care, and I actually worked as a practitioner in a psychiatric prison, helping the inmates there as well. So it was a fantastic time. But what I always knew when I first started was that private practice was where I wanted, wanted to go. But I only had one day a week and the weekends and after work. So I started seeing lots of patients and clients, trying to build it up. And my first goal was just to meet the, or I suppose raise the income that I was getting from working for other clinics and in my hospital job so that I could replace that income and actually start to wean off. But really quickly, as you can imagine, the number of patients and clients, like after doing the maths, the number of patients and clients I would have to see on the weekends and after hours to allow me to have that income. It just didn't make sense. I was going to have to work until midnight, never mind the admin. So really, really quickly I invested in outside support. I couldn't find anything in the healthcare industry at that time. The world has changed, change, thank goodness. But I invested in business mentorship and my goal was to bring the healthcare world and the business world together. And so I quickly moved into creating programs. So this is a little screenshot here of one of my first programs ever. I hosted it on Teachable. I had one on one sessions. I had an online course and it was called Health Not Diet So I was very much in the intuitive eating sort of non diet way of working and in my second year registered as a health practitioner at the time in New Zealand. I started selling it for $3,000 and because I just had to, it worked really well. And straight away the maths changed from me needing to see four or five additional patients a day after my full time job to needing four or five patients a month in order to hit those income goals. So it was basically in seven months that I was able to actually wean off working for other people. And then I had my full time practice as a clinician working in this space. And one of my goals was actually to travel more. So this is me and my partner traveling around the south island of New Zealand in a van. I was still able to deliver my program and to my clients, especially in the non diet space. And a lot of them had a lot of binge eating. I knew I couldn't undo 10 years of binge eating in a one hour consult. So it actually allowed me to work with them in a far deeper way as well, which was fantastic. But I was able to travel around with him. And then back in 2021, you can see my color scheme was very like purple and stars back then. Pretty cool. I actually started helping my peers just because people were asking me. And now as Denise said, I spend about 80, 90% of my time helping other practitioners and only about 10 to 20% actually practicing as a clinician. And that's mostly in the corporate program premium space as you might have heard me talking about in this training. So that's a little bit about me. And just to make sure that you know this works, just I think it's quite nice to know that it does work and it works for all modalities if you choose to add this kind of thing to your business. It works for naturopaths, integrative GPs, nutritionists, osteopaths, health coaches, dietitians of course. And I like to share just a few little results here quickly because I really want you all to move away from the mindset of can I do this? To how can I make this work for me if I choose to? Because if these guys can do it, so can you. Erin is a binge eating dietitian. She had 12 years of clinical experience but she was burnt out. She now sells $3,000 programs and is now living spends a lot of time in Bali. Rebecca is an occupational therapist working in New Zealand. She sells a $2,500 pediatric feeding program. Really hands on stuff that We've transferred online as well and she has actually received funding through an innovation fund to put patients and families through this program because it was so ethical. Obviously Denise, we've done more that we've done practitioner programs and we've done patient and client programs. And Simon, he's actually exercise physiologist specializing in rehab and he actually helps other physios and exercise physiologists with the rehab space as well. So all different types. Now just to put this into context, this here, this little diagram, this is the four step scalable practice framework. So this is typically how I actually help my clients in terms of practitioners get results. So as you can see here, it's broken down into four sections. Connect, Convert, Digitize and container. So the connect section here is all about marketing. So how do we get our messaging sorted, how do we identify our ideal client, how do we generate leads, how do we create content and how do we set up funnels for the marketing side of things to attract people to us? The convert section is, now that I've got leads, how do I ethically, in a way that feels aligned with me, actually turn them into paying clients? So ethical sales, one to many setting and objections, then we've got digitize, compliance and security is big to me. How do we set up digital systems to automate and streamline your business? And obviously digital business foundations. And then we've got the container section over here, which is, which is how do we actually, what are we actually delivering to our patients and clients? So how do we package your expertise, how do we leverage your time? And then how do we add retention offers to which I saw your question die so we can have a chat about that later as well. So it's these four categories that we focus on to actually get practitioners to six figure practice with only sort of, you know, four to five clients a month. But what we're actually going to and for the purpose of today is we're going to zoom into this container section here. And even more specifically we're going to go into just this package section within container. Because what I saw from the survey is that's what most of you were asking questions about is how do I take my expertise from this DNA academy, all this amazing training that Denise is giving us actually put it into something that someone can deliver. So that's what we're going to go through for the rest of today is three core sections. Number one is actually planning really getting clear on your business model. So we've got three categories that we're going to go through for that. Number two is actually package. How do we turn your expertise into a scalable program? And then number three is we're going to touch on streamlining, so really leveraging your time by changing your inclusions. And we'll touch on digital and AI inclusions as well. So give me a thumbs up. I'll see if I can see you guys. Oh, you've gone. There we go. Give me a thumbs up if this is sounding like you're in the right room here today. Awesome.

Perfect.

Okay, let's go. Move your face. This again. And a thumbs up in the chat. Lovely. Okay, so plan. The first part of Plan is, like I said, really getting clear on your business model. So I'm going to touch on a really simplified way of thinking about business, which is the six ways to grow a business. Because I think before we kind of take action, because a lot of us are really, really busy, give me a wave. If you're just like busy, like the calendar is full but you're juggling family work. Yeah. There's not extra hours. Right. So I think it's really important to. Yeah, I think it's important to zoom out for a, for a second before we go into strategy and actually think about this question. How do you grow a business before we decide on the actions we're going to take? So what I'd love to see in the chat right now or unmute yourself and there's no right or wrong answers here. What activities are you all doing right now in your business to grow? For example, it might be I'm starting to post more on social media to attract leads. Put in the chat what you're currently doing in your business to grow. What are some activities?

And if anyone wants to make a quick comment or take their microphone off, you can do that as well. As Rebecca just said, shy, you can make the most of this. I mean, at the end there'll also be a Q and A where you can come off the mute as well, but if you want to feel free.

Awesome. So social media. Social media, Social media. Yep. Couldn't say that three times quickly. Awesome. Networking. I love networking. New associates, social media, collecting resources, updating my website, newsletter. Love that. Masterclasses, networking, podcasts, presentations, giving talks, but then struggle to have time for new patients. Oh, my gosh. Yes. Put me in the chat. If you kind of work on marketing and then you get some clients and then it kind of goes down and it's sort of this roller coaster working with other clinics. Yes. Awesome. Perfect. All of these are great guys. So all of these are activities to grow a business, and I think it's fantastic that you're working all of these. But when we ask questions, it's like when you put rubbish in, you get rubbish out. If you've been working with ChatGPT, you know how important prompts out, right? Sometimes we need to dive a bit deeper when it comes to growing a business. And I think from the survey, what I realized is that the real question we should be asking is, yes, how do I grow my private practice business, but more specifically, how do I grow it in a way that's ethical, in a way that still gets clients and patients gold standard results without necessarily hiring or managing a huge team faster? So I can grow really quickly rather than it taking another 10 years and while maximizing freedom. Give me a wave if that sounds like more like the question that you want to focus on there rather than just growing a business. Yeah. Awesome. Thanks. And thanks, Gina. So when it comes to growing a business, everything you guys have put in the chat is right. But if I was to sort of outline the six ways to grow a business, all of the answers you have just put in the chat tend to fall into one of these six categories. And I think it's nice to be mindful of them so that we can make sure that we actually are focusing on the right things in order for us to get to our goals. So, for example, number one, volume. What some of you put, for example, Amanda and Jenna and Allison and Denise put like social media marketing presentations. Fantastic. Most of these are I would put into the volume category because what are these actions doing? They're trying to get more and more patients and clients into your realm, which is fantastic. The downside of this is that if you've got a traditional way of working, you're going to hit a bottleneck with your time or your availability, even though we focus on volume. The second category is sales conversion. Now, this is something I work with my clients on so much because if you have, say, five inquiries this week or this month and you're able to increase your skillset from converting one or two of those inquiries into paying patients and clients and you're able to increase your skillset, sorry, to then being able to convert four of those patients and clients, you have just doubled your business with no new marketing. And for an era where we're so sick of having to post on social media all the time, that is a skill set that should not be sort of push to a side, but it's a big variable. But it does take a bit of time to develop that skill. The third one here is the model or what I like to call the container. The how you're actually delivering services. So how you deliver services is going to change the game forever. Right? Because if everything currently relies on you, the volume is going to hit that ceiling quite quickly. And if you stop, the business stops. For example, if you go on holiday, there's no more income coming in. The fourth one here is frequency. So this is how often or how many times sorry, someone purchases from you. Lifetime value of the customer is very similar, but it's more about those retention offers. So they might work with you in this category or in a program up here and then what happens to them after that? Because we know it's something like 30%. I forget the number off the top of my head. 30% cheaper to sign on existing clients and patients than it is to find new ones through marketing. And the last one here is price. So this is all about if you are selling, you can take on five clients this week and you're selling a package for $1,000 and you now have $2,000 program again, you have just doubled your income and potentially halved the number of the caseload. If you want to meet that, reach that same income, go. So these are the six categories where most of our actions that we take day today really can be categorized into. So I want to ask in the chat here and Maria, I see your question. I can come back to that soon. Thank you for that. If you were to put, put 1, 2, 3, 4, 5 and or 6. You can put multiple if you want. If we go back to this question, how do you grow a business ethically with gold standard patient results without a huge team faster. And while maximizing freedom, which of these six would you guys say put one to six in the chat do you think we should be focusing on in order to really have that outcome? 2, 5, 6. 2, 3. All of them. Yeah. That's a lot. 5, 2, 5. Awesome. 3, 5.

Yeah.

So absolutely. And there should be lots of different answers in the room because you're all in different places. But if I was to go purely on fastest, I would focus on model and price. The reason being is no matter how much we focus on volume and sales conversion, if we're selling into a model that that is reliant on our one on one time, or we can only have 10 patients at one time instead of a thousand, all our efforts are going to always come into that bottleneck. Does that make sense? Yeah. The Second thing is price. So again, we're not just slapping a high price tag onto the same sort of thing. We're actually thinking, how can I get my clients and patients the best results, how can I make this really, really high quality, but prices so quickly? Because if you guys can build that, and I'm going to help you do that today and create something that maybe doesn't stop you doing from the current work you're doing, but it's just an additional option in your business to offer to the clients who can ethically, financially, clinically fit into that way of working. Then boom, you can actually say you add a $5,000 program, your monthly goal is 10k, you've just hit half of it and potentially halved the caseload from your one on one clients or hourly. Right. Clients that you have to say. So just to double down on this idea, this is called the value triangle. So if I want to, if I just want to reiterate this point, focusing on model and price into a visual, because I think what we're taught in health care a lot, or this is what I was taught anyway, is that we are taught to start at the low tier here. So low ticket might be ebooks, hourly rate, consults at the bottom of the triangle, really low price. And then we're taught to then work our way up, potentially like upselling people into bigger programs. What I like to teach is actually flipping it on its head and actually starting up here with your highest tier program that's designed for the top 1 to 10% of your market. So like Denise said at the start, what is the best thing? Like if it was like $100,000 program, if you could give your clients everything they could possibly need to get the best health outcomes they could have, what would that look like? And actually focusing most of your energy and your marketing and your time on here. And then if a patient or a client isn't clinically, ethically or financially appropriate for it, then we can downsell into this stuff down here that you already know how to, how to do, all of you know how to do. Not a problem, right? Because I would say that selling this stuff and selling this stuff kind of takes the same amount of energy, but this, you just have to sell so many more and you kind of have to become a marketing whiz when you do really low test stuff because of the volume model. So the reason I want to show you this is because I want to challenge each of you here today. We're going to do a few little interactive activities as well, to really think about. So for adding. If I was to go back to this triangle here, adding a tier on top of your triangle, no matter what your existing highest offer is. So if your existing highest offer is an hourly rate consult or maybe a package of consults, a lot of you might have, you can keep that. Absolutely. But think about just for today, while we're in this room, what could you add to the top here and have it built? Because I want all of you do to do. Where's my next slide? There we go. I suppose the truth is the offer you don't make is the offer they can't take. Just like D put in the chat there. I think before that, she basically asked Denise to do all this stuff and Denise said no because she was worried about pricing.

I was about to mention that and thank you, guy. I didn't open the chat until later. So D saw me a long time ago. I worked with D for about seven years. I think most of you know D's history, you know, successful graphic designer, but all sorts of chronic illnesses, chronic fatigue, just weird autoimmune stuff. She had a lot. And obviously now naturopath. But she came to see me and wanted all of that and I didn't offer it because I didn't have the confidence to say to someone. And by the way, since seeing Sara my first, I've obviously put the price up, you know, a few times, and I need to still probably put it up more. It does require the testing costs a bit. But it wasn't just you die. Like when I stop and sit back. I had so many people that wanted all of that, but I just thought, oh, that's so much work for me to put all those tests. I can't do all that in one consult. And when I look back, there are people that have actually done all that testing with me just over, over time. And I just didn't have a model to put it together. So, yeah, validating that.

Absolutely. And that's what I want for all of you, is even if you just. Even if you don't offer it today, I want all of you to have something built in, in your back pocket so that when someone comes along, you don't have that scenario that Denise has had for probably years and years, right, where it's like, oh, they come along. Oh, my gosh, it's the CEO of Anz. Oh, my gosh, they want to reverse their biological age. Oh, my gosh, Money's not an issue. I've only got an hourly right. Consult to offer Them because I just haven't built it. I want you to have that built so that when that person comes along you can be like, well actually here's my blah blah blah program name.

So I want to make one more comment. I think before you have these conversations though, you just don't even see it's possible. I mean now it, now it makes sense to me. I can offer this and I can say I've got a package and it does all of this testing and this is. And if you're interested, great. And if you're not, that's fine. Like someone mentioned before about sales, I can sort of make some comments too later when that comes up because I definitely don't think I'm great at sales, even with the academy at the moment. You probably look at some of my messages Rebecca and be like, oh my God, I just send them a message and say here you go, there's a registration page. If you've got questions, let me know. Like I'm pretty basic. There's no sale. You're genuinely interested, you're interested. But I think once you start having these thoughts and conversations you're like, wow, people are open to that and that does work for me and I can offer that. But even though people might want it, you just don't think it could happen. You don't know that people are out there spending 10, 20. I mean you work with clients, Rebecca, that you know, charge a lot. Huge packages, you know, people really do hand over it. Gary Brecker, if you believe him, you know, if you go and do a 30 minute group session with him, he tells you he charges $50,000. I mean obviously he's in a different level but that's what he tells people. He charges like as if anyone charges $50,000. There are some people out there. Gary Brecker by the way, is a someone who talks about MTHFR and health and all that kind of stuff. You don't know who, you don't know who it is. Peter, you put him up. I mean Peter T is great. I respect him and I love what he does, but he charges a lot.

This is 100,000 USD annually on subscription. So you know, just to put things in perspective out there. It's quite interesting. But yeah, Denise, I love that point. We can just make the invitation and Maria, to your point and we can, we can talk about this later as well. But selling without being salesy, something I'm really passionate about, I think it's because I'm a health practitioner is intentional clinical design. So it's just about making an invitation and a clinical recommendation. So it's not like, here's the program we're trying to shove people in. It's actually saying, hey, this is what I genuinely clinically think would help you get from where you are now to the results that you want. And you can just make the invitation and then we can downsell to other options that are a win win for both of you from. From there. Yeah.

If I may say, sorry to interrupt.

But let's go for it.

Social media, that I guess is new. I haven't even. When they always say you have to do call of action, I'm like, my call of action is not like come and sign with me. It's just come and join me, my journey or because I'm a cancer driver myself. So it's just that I find it very tough for me as a person to invite people to join my programs. I haven't even talked about programs yet. I want people to establish the trust, but how long does. Is it gonna take before. Yeah, I started com. Like converting in cells? Yeah.

Yeah. Oh, fantastic question. And I think the first key and why I was really excited to talk about, if you remember my four pillars in that circle, talking about package first is first making sure that you've got the thing that you think would be fantastic to offer people into. Because a lot of the practitioners I work with, if they're not quite sold on their own program or they feel like it's a bit. It's just not quite right or they don't want to offer it, that's the biggest issue. So we want to create something that you're just like, this is incredible and this is what everyone should be doing, where it'll help you talk about it and then we can talk about this maybe on another day, is that other side, which is the sales thing, which on social media, typically it's not the first place people buy. And we do want to have that nurture element there, but we won't go into too much of that today. But you're asking the right questions. But if we can get you really confident on the program and then you can just make the offer more often. I usually do it on emails and calls behind the scenes rather than making offers to programs on social media. So it's more like a shop front versus the back end conversations, if that makes sense. But let's get you dialed in today and then we can have that conversation later. The other thing I want to say, and when I started talking to Denise about this too. And Marie, I think it's really topical with your niche as well, is that we do all want to help people as health professionals. And especially like myself, I came from a hospital background. We didn't even have to talk about money, never mind set a price. People were just put in front of us. So having conversations about money, we're kind of taught that it's mutually exclusive. Like, you've got to. Either you can either make millions in your life, or you can really help people and go full Mother Teresa. And I don't know about you guys, like, give me a thumbs up in the camera. Now, if you felt like you're taught one or the other, it's, you gotta. You can make money or you can help people. Yeah. Even when I went to the hospital, one of the first sentences someone said to me was like, welcome. Just. Just reminder you're not here to make money. And it's like, well, it's kind of a job as well. Like, it's a. It's a little bit uneasy. But at the end of the day, even Mother Teresa, back in her day, raised millions of dollars. So with inflation and, you know, these days, that would be billions of dollars. Right. Because she knew if she had more resources, she was actually able to make a bigger impact in the world. So if Mother Teresa is allowed to ask for more than you guys are as well, that's who I. I put myself against. Awesome. Or you guys. Okay, so six ways to grow a business. Now that we're dialing in on the, I suppose the strategies or the groups of categories that we want to focus on for our exact goals, rather than just growing a business in general, the next thing I want to do is touch on a money map. So when we actually talk about planning, I was always told, don't start with a plan, start with a goal, then make the plan to get you towards that goal. So that's what I want to do with you guys today. What is a money map and why does it matter? You can call it money map, a business map, whatever you want to do. I'm just trying to normalize. Talking about money in the healthcare industry is what. The reason I want to bring your attention to it is because what most health practitioner practitioners do when they set their prices and decide on what their programs look like and set their hours is they typically look at others in the market, and then they kind of take an average, and they might then adjust it depending on their level of experience and how many years they've been working. And then they Fill their calendar to the brim of that and then they focus on chasing more clients all the time. Putting me in the chat, if this is kind of hitting, hitting home a little bit. So what I want you to do, this is quite typical. Yep, yep. Lol. Yes, lol, indeed. But if the math doesn't work in your business, the business won't work full stop. So what we want to do is instead define your ideal timetable from the get go and really zoom out. And I think at the start of your business you didn't need to do this. It was just about gaining experience, it was just about getting patients and clients through the door. But now we want to think what does your ideal timetable look like? And then what does your specific income targets look like and what are your specific impact goals? Like Denise told me when we first started working together she wanted to set up a free Alzheimer's clinic. Fantastic. I'm all for this. I think pro bono work has a great space and for oncology there's probably people who can't afford these programs. But before we do that, we need to think, how are we going to get that in place? We need your oxygen mask on first because you don't have any time currently to create a free Alzheimer's clinic if you are just going, you know, day to day within the business. But once we've set your goals, then we can reverse engineer your offers and your pricing based off of those and you can actually get clear on how many clients you actually need each month, week, year, as opposed to just focusing on like more, more, more all the time. So how do we create a money map in a really simplified term up here on the screen is simply just by asking ourselves a whole bunch of questions. Now I'm going to give you a slightly more in depth version of this soon, but just to walk through the basic concept of this is just to zoom out and ask yourself, what is your current highest offer? It might be an hourly rate, you might have ebooks, you might have a package. You might already have a like dai really big program already. What is your current highest one? Because remember, we want to add another tier to that triangle and maybe your current highest one can now be the middle of that triangle instead of the top. Another question, how many hours do you actually want to work per week or per year on the business or in the business, I should say, and on the business. So for example, one of my clients, Pru, we created her program but she has kids and she wanted all of the school holidays off, right? So we created A program to only run within school terms and so that she could still make the school pickup. I think this is really, really important to now to figure out from the get go, then what is your monthly or annual revenue goal? And we'll do revenue rather than profit because we won't get into too nitty gritty today and in say, 12 months from now. And then if you could create an irresistible offer and you could charge it at what you would love to charge it at, what would that number be? And then from this, how many clients per month could you actually like to work with? And then once you figure these out, everyone's going to have slightly different priorities in terms of their number because it might be more lifestyle based for some of you, it might be more impact based on. Based for some of you. It might be more income based for some of you, which is fine. I came out of university with a hundred thousand dollars student loan. I had to focus on price from the get go, which is probably why I've been forced to do this. Right. But then we want to figure out now, does that number light you up and does it fit into your plan? So what I'm actually going to do is if I can find it, I'm going to drop a we just a Google document in the chat. Well, I'm going to try and I'm going to give you guys a couple of minutes to answer these questions for you. I'm going to give you a slightly more in depth one. There we go. She says she lies.

There we go. Okay.

Does that come through on the chat there for everyone? Cool. So that there is a slightly more in depth version. So it's going to be broken into two sections on the left. Your ideal timetable. So this is all about those lifestyle things, like my example with Prue, who wanted her program to only work within the school term. And then we've got the math side, which is more about the money and the hours. So I'm just going to give you a couple of minutes to go through that. Does anyone have any questions about how to do that for themselves or are we all happy jammies? Yeah. Cool. I need some elevator music or something. What I would do is you can just do file make a copy in the document. Sorry, I should have said that earlier. And then that's how you can just edit it directly file, make a copy.

While everyone's answering, I will utilize your time because you know what I find interesting and possibly lots of other practitioners here will say the same thing is. So I'm not going to lie everyone. It's not like I'm out of the woods, even though I am definitely earning more money and this has taken me to a different place. And I really appreciate you talking about me wanting to set up the Alzheimer's clinic and having this sort of free service because I do have big goals. But, you know, I still am working a lot of hours and I do, to be. To be completely honest, you know, work most weekends, I'm busy all the time. But I'm very lucky. I have a husband at home that takes the load. So that is my role. I am. I am the provider. But what I find is that I underestimate how long everything takes. So even when I think I'm starting to get there and I'm mapping things out, everything just takes me twice as long. And as I say this out loud, this is why these kind of workshops are good. I think from now on, I just have to go. Okay, I need to put these slides together for a talk. It's going to take me longer or I need to, whatever it may be, review a transcript for the academy. Like, I put things in and just everything just. And that's all the. It's all the things that I'm not planning for. The email about this, the patient who wants to know this, this supplement is now out of stock. What is my alternative? You know, it's that stuff that you just almost can't plan for. And as someone that does have a busy clinic and does a lot of international work, the amount of things that come at me that are not even planned is actually sometimes crazy. Like I can just spend hours just catching up on stuff that doesn't actually come into any of the charged time.

Oh, huge. And for a lot of practitioners, simply one big shift is just charging for all the stuff that you're already doing. There's so much free time and hours that go into this, it's massive. While you're filling those out, I just want to bring your attention because I again know there's a range of practitioners in the room. Just to give you an idea, if your current price is, say, $180 an hour, most of you should be much higher than that if you want to hit. All of these are based off that elusive 10k month, right? So for some of you will be getting to that 10k month, and some of you, you will be adding another 10k per month. Say whatever your goal is. If you keep your hourly rate here, that's 56 hours per month of just client facing time. So exactly what you were just saying, Denise, it's all like, it's like we planned this. Ridiculous. All of those little things that happen around it aren't taken into consideration. So when you want to grow your business, it becomes really important. Especially when you're doing stuff like genetic testing. There's so many little bits and bobs going on.

Right.

And we'll talk about digital systems and AI and all that sort of stuff that can help you. But for those of you who are wanting to say, double your business or add a get to 10k or add an additional 10k when you want to grow, even with a thousand dollar program, you need 10 of those per month. Doubling 20 patients and clients can double your admin and is a bit of a marketing hurdle as well. So as we get up, it's easier and easier to double two, two and a half patients and clients per month than it is 20 patients and clients per month from a marketing point of view. And this is where the maths can really start mapping. For those of you who are in the higher realms, adding just one premium, premium program option, you might just need one of those extra per month to add that to meet that extra goal. And I know there's some people in this room who are going for really like, you know, 30, 40, 50k months in their business and maybe they've got a team. This is sort of the territory where it's much easier to add those in than anything else. And it's 100% possible right now for you as well. And then Denise, I think is a perfect example what you just said of the money map side of things. Because I think your timetable has also shifted a lot in the last even year with so much more travel, so many more speaking gigs that you almost have to come back to this money map. It's not do it once and then let it go. It's actually what's my new timetable look like. So of course my strategy has to change a little bit around that as well. Okay. Put a yes in the chat if you're happy with that one. Any questions about that? We'll keep going. Just to give you an example, you can always pop all your numbers. What I would recommend doing is pop them all into ChatGPT and let it help you figure out, based off your priorities, what your new plan looks like. So, for example, traditional consults say you want to earn $80,000 a year or an additional $80,000 a year. You want eight weeks off. That leaves you 44 working weeks you're currently charging. No one should be doing this, by the way, I shouldn't even use that as an example. $150 per hour and mostly doing one off consults. So in order to make 80,000 a year, you divided by 150. That's 533 consults per year, which makes me like hyperventilate even thinking about it. And that's about 12 consults per week with no drop offs, cancellation or admin time involved there. So remember all those other things that come into business, so now factor in for no shows or gaps between bookings, time spent on marketing, admin and follow up and zero recurring revenue. So starting at zero every month. Even a shift though to a $1,900 program, which as Denise stated before, a lot of your patients and clients will already be spending that money with you. It's just that it's in increments rather than upfront. So that's just the shift that happens there. Your lifestyle goals, you want to earn $95,000 a year. You want 10 weeks off. That leaves you 42 working weeks, so on and so on. This leads us to 50 clients a year, which is 1.2 clients per week. Huge difference. And all of you are capable of doing a program like that straight away. So that's just a wee example. Can I ask for a newbie for programs? Does this normally include testing a certain number of one on ones plus your time to actually analyze? Still practicing hourly rate?

Yes.

We'll go into inclusions soon and hopefully that answers your question and if not, we can come back to it. Sound good? Cool. Fabulous question. What actually goes into it Now? Put a me in the chat if filling out your numbers and maybe putting a price for maybe what your program could look like or maybe a price of a program you'd like to add if any of these sort of three feelings came up. Ick. Eek. Or like a lot of guilt about charging something like that. Yeah, you Mother Teresa's you heart racing. Oh my gosh. We're actually having cortisol spikes. Everyone breathe in. Okay, it's all good. So I totally get it. And it's completely normal. So I just want to quickly bring your attention. Tear it up a little bit. Vegan. Oh my gosh. Okay, I totally get it. Remember, this doesn't have to replace what you're currently doing. Just have it in your pocket for when you're ready to go. But I want to bring your attention to something called the virtuous cycle of price, not the vicious cycle cycle of price. The virtuous cycle of price. Give me a wave in the camera if you've heard of this before. Yeah, Nice. Cool. We've got one. Okay, so I, when I learned about this, this just really helped me from a mindset point of view when it came to pricing. And it just really articulates some of the reasons that when we, even though we're talking about money, money, money, you know, increasing your price can actually have a big impact in so many other ways or it actually means more a price point. So, for example, when we increase our price point number one, it can actually increase perceived value. So some of you might have heard the, of the wine tasting study, I can't remember off the top of my head, but it's basically where they had a blind wine tasting and all these bottles were lined up and the name of the wine.

The.

Region and all that sort of stuff was blanked out and they just had the price. Right. So we had a really low ticket one and we had a, you know, hundreds of, I'm not sure what it was, but really expensive bottle of wine there and they got people to taste it and then they actually asked them to rate their, how much they liked the wine, basically. Who can guess what one they rated the highest in terms of their taste? 100% the most expensive. And I just love that because nothing else changed. They just had the price on there. They, at the end of the day, oh my God, I didn't even do the summary of it. In the end, they were all the same wine. They just had different price points on them and people were just like, oh my gosh, yes, it's the highest price wine that I like the best. So perception is key. And this is why, especially for a group of practitioners like you in the DNA academy, is that sometimes your price can actually say more about you than you think. And if you're actually lowering may make people think that you're not as good as you are, but you're all fantastic. Right. So we want to make sure that it kind of comes across in the communication. Oh, no, it can't be done with French champagne. I'm sorry. I agree. Okay, so the second one is emotional investment. So this is where sometimes like put a be in the chat. If sometimes there's patients who, you know this is going to help them and they just, they just don't take their supplements or they just, you just want to shake them. You're like, I've just got to follow the plan and we can make an impact. And they start to look for silver bullets. Other way, other ways. And it's those sorts of things. Has this happened to any of you guys? We're just like, yes, 100%. So sometimes price can actually be involved in the emotional investment of that patient or client. If they are spending, you know, $150 on a follow up consult with you, they're more likely to, you know, push it off, cancel it, be okay with, you know, rescheduling. But if they have invested $10,000 in you or $100,000 per year on subscription description with Peter Ota, do you think they're going to follow up and actually participate in that program? 100% the commitment, yes, exactly. The next one is results. And I won't spend too much time on this. Just the fact that, you know, there's only so much in our control. Unfortunately, our modalities require the patients and clients to do the work as well. We can, you know, only do so much. And this is where these other two elements can really help them get results because it's more likely to that they're actually going to follow the program. Number three is just types of clients. Again, I won't spend too much on this, but I'm sure as health practitioners, you've experienced a myriad of amazing people in your clinics. And some people, even though they've only paid you 150 bucks, will ask you questions to the end of the earth and really not set boundaries in terms of using your expertise. And some other people will pay once and then really just sit within your service requirements. And then number five, here is revenue for fulfillment. So this is one of my favorites. So if you're looking at your phone, checking on your dog, checking on your kids right now, that's absolutely fine, come back just for this one. Because learning about revenue for fulfillment is one of the things that really just really impacted me. Basically what revenue for fulfillment is is the fact that when you charge more, you suddenly then have upfront the resources, time, energy and money to actually reinvest back into getting your patients and clients the best results. For example, if someone has only paid you $200 for an hourly rate consult, you can only give them based on your capacity. In our consult, if someone pays you a 10,000 for a $10,000 program, suddenly not only has your timetable opened up, because I just need 50 less clients than I did yesterday, I can actually include the price of your. By the way, the bundle for the DNA Life Grow Baby DNA Hormones and DNA Core bundle is available in DNA Life now after I've requested it for it, I Just bring that up because now I can add that bundle into the price of the program to get you the best the results. Because I've put it into the price of that and it's, and it's from the get go. Does that make sense? So when you actually charge more, you actually have more resources to actually get people the best results. Now, I'm not saying that when you get paid more, which you should do because of how many years of training you've done, you can't put money towards, you know, the mortgage, buy your kids some new shoes, go out for a massage and all those sorts of things. But you can also. It's all about getting your patients and clients better results too, which is what the revenue fulfillment, fulfillment is all about.

I'm just going to make a quick comment for those of you that don't know. Did you just see how excited Rebecca got? The bundle with DNA core grow and grow baby and the hormones? That's because Rebecca is putting together her own package with genetics, I think most of you know, but there are some people that are maybe don't know. Rebecca's also in the academy, so yes, she's here to help us, but she's genuinely in the academy and genuinely believes in DNA testing and precision health. And even when she coaches her clients, like outside of talking to you in the academy, she talks about, you know, DNA testing and personalized health and how she thinks this is truly the future of medicine. So just in case you didn't know, Rebecca is actually in this space and genuinely learning from, from me and in the academy and putting together. So, you know, we're going to, we can't wait to see your package and supporting you doing that, Rebecca. It's going to be awesome.

Oh, 100%. We've got a couple on the go. We've got some full. We'll talk, we'll talk about them later. But yeah, they're already selling really well, which is fantastic and more so important, like getting people fantastic results. Thank you. Yes, I'm on all the calls, so you guys can talk to me on those as well if you like. But I'm learning gene nutrigenomics just as much as everyone here, because I know it is. It's not, I keep saying it's the future, Denise, but it's, it's, we're past that. It's like yesterday and you guys have made a great decision by being in here. So just to reiterate this again, back to this value triangle that you might remember and back to Denise's example of creating the free Alzheimer's clinic. A lot of you will be thinking, oh my gosh, this. What about all the people who can't afford this? And I just want to acknowledge you here that I totally understand that and it's a really honorable thing. Again, this isn't for everyone. We're not about pushing everyone into this. It's just about building another tier for the people who it is right for. But I just want to bring your attention. I probably shouldn't be talking about Tesla that much these days, but their business model was really, really smart. So, for example, they are an example of not starting at the bottom, but actually starting at the top of the value triangle. Because what they did when they put out their first car, their, their roadster or whatever it was, it was something like US$250,000 per car, right? So it was aimed at that top 1 to 10% of the market. Now, the reason they did this is, you know, their mission, right, was to improve climate change through electric vehicles. So something, I think that's why I resonated with it. Just quite honorable in terms of the ethics of it. However, they didn't start down here to try and save and help everyone at once. What they did was they tailored it towards the top 10% of the market so that they could get huge amounts of time, energy and resources money from the people who could afford it, so that they could then reinvest with that revenue for fulfillment model back into the cars to improve them and make them cheaper so that they could actually provide them to more people later for significantly cheaper prices. So whatever you're thinking, just think about what it's actually going towards might actually help you with this mindset as well. And like I said, just to show you a little bit more proof of other practitioners doing this, people are buying this stuff and people are buying stuff from people who aren't health professionals out there. You know, $2,000 online evergreen courses, never mind the kind of stuff you guys doing. So I just wanted to. Again, it's so possible people are doing it. Jess here, she's a registered dietitian. She actually getting her to sell a $3,000 program took about six months. It does take. You know, it is a mindset thing, but once she sold the first one, then the wheels were off and now she's doing 10 and $15,000 programs in the optimization corporate space. This is Pro, who was talking about before, she's selling more of a three to $4,000 program for families. We kind of took Marie Kondo's tidy your house idea and applied it to nutrition, where she goes through people's pantries for them. Zoya here, she actually was about to quit being a health professional after maternity leave just because she hated the model anymore. And then now she sells three 6 and $12,000 programs. And Karen here, who's a nutritionist with a psych background as well, sells five and $10,000 programs as well. So you guys can go look these practitioners up. And I just want to move you again away from is this possible to. How can I make this work for me and my patients and clients?

And I know Zoya and was, you know, same time when you were working with me, you probably didn't mention too, that she was on maternity leave. She's actually a lecturer at Deakin Uni, I think. So it kind of changed her life, actually being able to support herself and not being dependent on that system that she didn't want to work in anymore.

Yeah, her first goal, just like I wanted to get out of working for other people, was to replace her income from research. Not that she stopped it, but she was able to do that with a couple of clients a month. So it's fantastic. So what I want to throw out to you guys is the question, based off knowing about revenue for fulfillment, the Tesla model, and what other people are doing, would you make any adjustments to your money map now? Would you stretch it any further? Would you put a stretchier goal in there in terms of your numbers? Would you want to add a higher, higher program to your value triangle and just have a wee think about that. Awesome. Okay, so we've got quite a bit to go through, so I think it's just with the chats in the middle, which I'd prefer to do, we're going to keep going, Denise. I don't know if we just block it into a second one if we need to, or I can just keep going and everyone's going to get the recording anyway. But let's jump into niche here. So I'm sure you've all heard about niche. Give me a wave of the camera. If you have been told to niche like a billion times. Yeah, 100%. So I agree with it. I must say. I just think about it a little bit differently. So specifically when it comes to programs, what I like to say is that if you're just saying you're a insert type of practitioner here, dietitian, naturopath, functional doctor, health coach, pharmacist, whatever it is, it's not a niche, it's a Qualification. And if your message is for everyone, it lands with no one. But I know when it comes to niching down again, give me a wave in the chat if you're like, but I do so many things, I feel suffocated. Or I can help different people with different areas, give me a wave in the chat if that's you. I don't believe you. There we go. So how I like to think about it instead is quite a positive thing. So niching to me isn't a box, it's more like a beacon for your business. Especially nowadays with AI generated content, there is so much coming out online and your patients and clients who I would prefer they worked with you guys, if I'm honest, compared to other people, they're just going to be getting all this advice and being distracted by all these other different places. So the old way of thinking about a niche and what we're told to do is to a niche your entire business, you have to choose one area and stick to it. I'm just an IBS dietitian, for example, or you might have been told to pick like a surface level demographic and that's all that it's about. Women over 40 in New Zealand, for example, choosing one condition, even if you can do more, and ignoring how you work and focusing solely on who you help. So this is kind of how I was traditionally taught, niching down. How I like to think about it instead is that you are the niche. So what I mean by that is most of you have multiple modalities as well or different types of experience in the room, whether it's your personal journey, being a cancer survivor, bringing that into it, or one of my clients, Karen, who was on the last slide before she became a health professional and nutritionist and psych, she actually worked in the corporate space. So we actually brought that into her journey because people in the corporate space that she works with resonates with her because they understand that she gets what they're going through. So you can bring all your different sort of life experiences into it. But the main thing I want to bring your attention to is clinical niche by program, not whole business. So instead of thinking, okay, I'm going to niche down my whole business, my whole brand instead, what we've found works really, really well and allows you a bit of flexibility, but still has the upside of niching down is niching per program. So when you create a premium program, and most of my clients have this on a separate page on their website, all about that one program is each of those Programs, whether you have one or many, those are really niched down. Why? Because if you want to digitize and automate and streamline, we need the patient group coming into it to be relatively similar so that we can send them similar intake questions, send them similar functional test requests, give them similar education resources, so that we can streamline and either outsource to digital digital systems and software or to other practitioners to run half of it for us. And we just do the more complicated parts. But if you have people coming in, you've got one renal patient and one cardiovascular patient and one sports patient, you can't actually ever streamline it because they are all different. Now, many of you may here have more than one program, that's absolutely fine. But I would recommend each of them being niche down. Put a yes in the chat if that resonates with you. Okay, cool. Yes. And I would just build one at a time. So what do we start with? We start the one where we've got the best results for patients and clients. The one who are naturally working with us for a long time and requesting high levels of testing, for example, the ones where we know it would actually clinically help them to fit into this. And the second thing is we want to lead with our method, not just our market. Okay, so we'll talk about that in a second. Great. So just as an example, when we tie this together, this is an example of Rebecca, who's an occupational therapist in New Zealand who has a program. She's just celebrated her 25th family coming into this program that we've worked on, which is fantastic. When we put it together, our niche can come down to who, what and how, all in this one statement. So we support families of children with restrictive or sensory based feeders. Six months to 16 years. So we've still got the demographic side in there to guide a confident flexible eater and restore calm meal times through our 12 week multidisciplinary empower and support program. So this is what I mean by how you work. Your method is going to be the star of the show rather than just I'm a XYZ type of practitioner. And she's got her program just on one page of her website where people can apply. They go through the same process every time so that we can just click a button and we can have a marketing funnel and a streamlined onboarding and so on and so forth. Cool. So to save time today, what I've got for you guys is a, some of you might have already done this actually is a bot that I've built so It's a contains GPT inside ChatGPT where I've put all the questions. I would typically work with some of my clients into outline their niche and I'm going to give you guys that for free today so that you can work on that. Figure out not what your business niche is, but your niche for each program, one or many for you. And then if you have any questions, you can come back and I can actually review the output from that. So I'm going to give you the link. You just answer the questions and it will help you refine your niche and your signature message that we'll talk about today. So I'll drop that to Denise to give to you guys at the Academy. I'm not going to give it to you now because I know you wouldn't listen to me and you just go on the box and I need attention. You're so welcome. Guys, it's just me and bots running my business over here. Me and my robots. Awesome. Okay, how's everyone feeling? Amazing. Thank you. Thank you. Thank you. Awesome. Okay, cool. Let's just keep going. So six ways to grow a business. We know what our strategy is. We've built out our money map and we've got your program niche. Honestly, if you could just start with that, you're already ten times further ahead than so many practitioners out there. But the next thing is actually, okay, now that I've got my niche for my program, not my business, what's my signature system that I'm going to be known for and what do I actually put into it, like the inclusions? Okay, good to keep going. Give me a thumbs up. Yeah. If you want to like stand up, get your vagal nerve tone going, you can do a little shimmy or something. Awesome. Okay, package. So when it comes to package, let's let me make sure I explain this correctly because I speed up as I get excited. A signature system is important because I suppose when it comes to packaging. You're so welcome, Tracy. We'll get the recording to you and just message me if you have any questions. See Asara. Okay. When it comes. Or put me in the chat. If you've ever felt like, man, this patient I've had a call with and I know I can help them, but you almost want to shape them because you can't quite communicate the power of it to them. You know you want to help them. You're like, if you would just like commit. If you just like sign up, like you don't understand how good this is. Going to be for your health and you just, you're not quite sure how to get it across. Yes, yes, yes, yes. And I know you're all phenomenal, so this is really important. So the first step is creating a signature system. So what we talked about before with Rebecca's example, you saw she had a signature system in there. But what it is and why it's important is instead of saying things like, I suppose when we get on a call in that situation, when we want to shake people, is the language that we're typically using is about the consult, for example, or it gets really complicated, we say, hey, like, I can totally help you. We're going to focus on your genes and we're going to focus on sleep and maybe we'll get a heart rate monitor going and of course we'll focus on fluids and we might get a meal plan and do this and like, we'll have a couple of consults here and we'll do it time by time. And it's all right, but you can see how to a prospective client or patient, they're just like, whoa. They're like, I'm not quite sure what the plan here is. Right. So instead, to simplify our sales process and actually communicate clearly, we want a signature system that is named, that builds trust fast. It feels premium as well, because you guys are. And it can become your own ip. So instead of, hey, come work with me for three consults, I'm a functional gp. We can say, hey, I'm the founder, the creator of the XYZ system and it's how we help clients go from X to Y. And here's how we deliver it. And it's. And it's. What's the word I'm looking for? I suppose it's worth your money or it's quality because it's backed by my registration. The fact that I am a registered health professional, that's what we use to qualify it as opposed to putting it on the front end. So, for example, I don't know how much you can see here, but Jess Spinlove, who's that dietitian that I work with, who works with the corporate space and athletes, she has coined the stay at the top framework. So it's a three part system. Phase one, listen. Phase two, build with movement, mindset, nutrition and sleep. And phase three, elephant elevate, which is the key to achieving peak performance on the field or in the boardroom, while safeguarding your health and longevity for a sustainable, high performance life. So that's what I want for each of you to be able to take the clinical expertise from your brain and communicate it using a signature system. When you do that, you can be like my clients here. For example, Jenna, who's an osteopath, she works with women over 40 who have arthritis pain. She uses the Fortify Plus Pain Reset system, a step by step method that taps into the body's natural anti inflammatory response to Help women over 40 with arthritis get lasting pain relief without relying on painkillers or surgery. See how it just speaks to it so clearly? Or I use the Neurocarm resilience formula to tap into the parasympathetic activation and vagal tone to help anxious teens regulate emotions and improve focus without relying solely on medication or generic talk therapy. This is what we want to create for all of you. Now, I only have so much time here today and basically how I typically do this with practitioners who are my clients, like Chilla here, who is a fantastic pharmacist who focuses on pharmacogenetics and focusing on reducing polypharmacy in her programs in a very holistic way. We actually spent like a full VIP day together to really like map out that messaging. But to give you guys a head start, what I want to give you today is step one of how to think about this to get you to your signature process. And step one is all about extracting your clinical process from your brain. So what I mean by this is currently all of you already know how to help people and how you work people, how you, how you work with people. The trick is that you kind of just do it consult by consult, right? It's not written down somewhere. And this is probably why I see so many practitioners go back to hourly, right. Consults is that it's easy. We can just take it by consult by consult and kind of see how someone's going to. Whereas what I want you to do is think about, and this is why niching down per program is so important, is I want you to think about each program you would create that has to be for a specific niche. And I want you to think about what is the process. In fact, I've got questions for you right here. What is the process I already go through with these patients and clients as a backbone, a skeleton framework, because of course, personalization, right? But ask yourself the questions, what do I always do with these types of patients and clients? Let's take, you know, endometriosis patients and PCOS patients trying to get pregnant, fertility space, for example. What do I always do with them? What steps do I repeat? What information am I regurgitating time and time again to all of these patients and clients when they come and into the clinic? What tools, testing or phases do I rely on, even though I might deliver it consult by consult currently, how do I actually get clients results? Like if I had to stand back and I wasn't allowed, I had my hands tied behind my back and I wasn't able to actually help and I had to teach someone else how to do it, what are the phases or what would I tell them to do? And what areas do I always focus on with clients? That's the first step that I want you to all step away and have a go at extracting your clinical process from your brain. And when you do this right, this is Rebecca's framework. So she was doing it consult by consult. We've turned it into a program, but it's based off her empower and support feeding model. And we took all the stuff that she does with these families and we categorized it into four key components. Root cause analysis, thriving environments, nurturing, regulation and feeding. A confident feeding. As you may recall, at the start I talked about my framework, Connect, Convert, Digitize and Container. That's my four step process for helping practitioners create multi six poker private practices ethically with more freedom and all those amazing questions. Does that make sense? Give me a wave of the camera if this is clicking. Yeah. Cool. Awesome. Now I know you guys don't have time again, so bot life. I've created another bot that is going to help you do this. So I've created a bot that I'm going to give to you again today where it's going to ask you questions how to get the most out of using this is think about that one niche, that one program. If you go in with all your different patients and clients that I know you can help, it's going to be too confusing, but it's going to go through the process of what functional testing do you order, what brands do you use, how many consults do you see? What areas do you focus on? Do you focus on lifestyle and nutrition? Or do you focus on medications? And it will spit out a protocol for you at the end that is going to become the backbone, the skeleton of these programs. From there, and this is what I help practitioners do, is think about cool. Now how can we streamline it? What part can be delivered by digital version of you? What part do we just need a therapy assistant to help with? What part can the patient actually do on their own? How many consults does it actually take. And all those sorts of questions in between. Okay, so I'm going to give you, you just got bots. You just got bots for life after today's training. But put a me in the chat if you think this will be helpful to map out with your clinic.

And I think you're going into answering Lucy's question now where she was saying, you know, how do you develop this? How many consults, what's included? Because the reality is it'll be different for all of you. Some people it might be a smaller, lower ticket, program vending. Some people might be a higher ticket, you know, and there will be a little bit more in depth and one on one. So working out how you do things and what you think is necessary to deliver that service or, you know, those outcomes.

Absolutely. And everyone's going to be different and you will have different tiers as well. And again, I wish I had time to sort of nut them out with each of you now and go through the full process. But just bringing awareness to how you work to begin with, I think is such a great first step and then that can become the basis of your program. But Denise, that's perfect. That's exactly the next thing I want to talk about is like, cool. Now that I know my clinical process, how do I actually deliver it? Like, okay, this is how I help people. Okay, they're in now. How many consults is this? Is it 6 months? Is it 12 months? Is it 1 week? Is it all those sorts of questions.

Okay, and if you don't mind me saying one more thing, who. Because, you know, because I'm, I'm obviously doing this as well, everyone. And I'm learning on the go. And I jumped in head first very quickly how you heard the beginning, which was great. That's kind of how I work. I'm in doing it. But things can change. You know, I had a set up and a system and someone like Sara who had to leave. And by the way, Tracy's a nurse and she had to, she had a shift, Rebecca. So I already knew she had to leave early. I should have told you. But anyway, with Sara, you know, she loved what I first set up and had a bit of a VIP day like what Rebecca does. We went over all the results together. I have found that a lot of people moving on and doing the program don't even want that half day session where we go through everything. They're busy. They can't dedicate that much time.

Great.

So much work for me as well. That one Big session. And the reality is they're kind of seeing me as results drip through. I'll do a quick video review or we'll have a consult. So I am. And you will be too. Don't think it has to be perfect. My suggestion would be do what you think is right and then you will get real time feedback and see what works for your client. And occasionally, remember this is still it's programs and packages, but you're still offering a personalized service. You may even slightly alter it. So for someone that's doing my program, not everyone does the biological age. I don't think everyone needs it. Some people I might do environmental toxins. It's a fertility patient. I want to get all those environmental pollutants. So you've got your core, something that you think suits most people, but you might still slightly adapt it. And that's how I do it. You don't have to, but just to take off that real restrictions of I have to get it perfect and has to be right. You will update it as time goes and you might still slightly adjust it. Rebecca adjusted what she offers for me. That's how I started working with Rebecca because I felt like she wasn't pushing me into just this, do this, do that, that I'd done. She, she listened to me, she knew what I wanted and we came up with something that worked for my business. And I love that she didn't make me niche niche because it's like people trying to make you do this one thing. I do lots of things. I see fertility, healthy aging with Alzheimer's, this, that. So yeah, I'm going to be quiet. I know we're getting over time but hopefully all these little inputs from me who's going through this as well is helpful for everyone.

I love examples. I think it's one of the best ways to, to learn. So before we go through inclusions, everything you said is absolutely correct, Janice. It will change over time. One of my other clients, Emily, she's a naturopath focusing on pcos and hers just changed with her life stage. So she had back to back consults and she actually wanted more like an online course to provide to people. But she didn't have time to actually create the online course because it's quite an endeavor if creating an online course, if that's the only thing people are going to get. So we actually went premium. Premium first with the sole goal of halving her caseload so that she could actually have time to create the online course. Her premium clients then got access to the course as well as her. And now she has both. So you can kind of go around and adjust it and. Yeah, we'll get to that soon. So I think going through inclusions, I'd actually love to finish on that because I think that'll tie a few loose ends together. Are there any questions or actually any aha moments or questions from what we've covered so far that anyone would like to voice before we do the final section? Anything that's really sticking out to anyone so far. I can see people typing what makes perfect sense. Awesome. Sounds great. Cool. Any sort of all makes sense. Doable. Great. That's the key. How many things I get wrong. No, you guys are too harsh on yourself. Can you put my big girl pants on and commit to trying this? Yes, yes, absolutely. 100%. Okay, cool. Should we finish inclusions and then we can have a wee chat? Someone needs to talk to me and Denise at some point. Okay, awesome. Inclusions. So move my face out of my view again. So how I like to think about inclusions is something I've coined the spectrum of delivery. And this is my beautiful drawing of it. Stick figures. I had a really fancy one actually. I might already have it here. Fancy one my version. Fancy one my version. We're going to stick with stick figures today. So the spectrum of delivery is basically thinking about on one end, the side of low leverage. Over here is the types of delivery services or delivery models of your services that are low leverage. For example, anything that is time for money, anything that if you stop, it stops. So hourly rate consults is a perfect example. It's actually great for the client in some capacities where they get full one on one support with you and all of your time. But we're sort of trading time for money and we run into that bottleneck, that ceiling that we're talking about at the start of today. On the other end of the spectrum, we have high, high, high leverage. Right. So great for you when you're thinking, man, I just need to change my business model. So this is things like online evergreen self paced courses. It's really high leverage because you could have one or a thousand people in that online course. And except for like the admin and the marketing. We'll talk about that later. It doesn't actually require any more effort on the delivery side from you. However, it's not actually that great for the patient in my opinion and especially for everyone here in the DNA academy. You can't layer that level of personalization when someone's just in a group online Evergreen course. And you can't really go into in depth so it actually doesn't really help us completely. So the method I teach, which is, is basically we're trying to take all the best of both worlds and combine them into a service delivery that is back to that. Win win for the patient and the practitioner. So we call this a hybrid delivery model where we're taking the best of the low leverage stuff so we can apply the personalization. Right. We can actually deliver the genetic results. That's not going to happen in a group session or an online course. But we can also take the lessons we've learned from high leverage systems where maybe the stuff that you're regurgitating every single time to every patient can be delivered by digital. You actually educating, what is pcos, how genetics are linked to this, how does nutrition apply before they jump in, for example. Does that make sense? Give me a wave of the camera if that makes sense. Yes. Awesome. Now all of you will be different. So this is why it's a spectrum because some of you with really high touch. Digital you. Yes, I'm looking forward to seeing that. And digital you is a whole nother level these days. I don't know if you guys were on the call, was it last week, Denise, the week before, talking about putting Denise's brain into a robot. This is the level we're talking about these days. It's not just an online course, but all of you will have different stages. So some of you might have quite a lot of, you know, one on one and just a little bit more of the leverage side because it's, for example, you might be working with clinically diagnosed eating disorders. They can't grow into a group model, for example, because some of their families might not even know they've got an eating disorder. So it needs to be really personalized and one on one. Whereas other areas might really be perfect for a group model because it's more of that sort of weight loss dieting space where we know, you know, Jenny Craig and stuff were billion dollar industries, not because they had the best insights but because of that community element. So you all might be seeing it slightly different sides of this hybrid model. That's what we want to apply to your business. Ooh, Dr. Bricks. Yes, there's a Dr. Mark Hyman bot as well, dear. So we'll go back to the, so the fancy version. This is the same thing. Spectrum of delivery, individualized, scalable, low leverage, high leverage. We've got one on one packages, we've got self paced courses, memberships group programs, one on one consults. We want to take them all and figure out how to fits for your patients and clients based off your money map that we did at the start. Right. For you guys specifically. But what I want to do is let me tell you about the slide. So this is on the left here. I got really into paint by numbers during COVID when we're sort of locked up. So that's what this is. What I see most practitioners do is they follow very much the paint by numbers design. So what I mean by that is they see other people, other practitioners doing a 12 week course. So I'm going to do a 12 week course. And it puts you in a really sticky position when you do sales calls because if someone says, hey, like why have you done it in this way? You can't say, oh well, I saw other practitioners doing it that way. So I did it as well. I want you to have really intentional clinical design. The other thing that this represents is a lot of health practitioners think, okay, how many one on one consults over three months is my program? And that sort of, it's very into the lines of what we're typically taught and how we're taught to practice. Whereas what I want all of you in this academy to start thinking about is to start painting outside the lines and go full Vincent Van Gogh over here on the right hand side, which is there is so many other things that I could include in this program and so many other ways of delivering my service that don't fit in within these lines. For example, one, my first program in the Health Not Diets program, my catchy name was that a lot of these women actually felt so uncomfortable in their bodies that they were the ones who were holding onto their size 12 jeans that fit 10 years ago and it was clogging up their closet and they just didn't, they couldn't go out and move their bodies because they didn't have anything to wear. So in the program we brought in a stylist to take them shopping to find activewear that they felt really good in to try and break that barrier. Another one was a lot of it is psychological, I suppose with this sort of stuff. And that wasn't in my scope. So we brought in a psychologist to help those women. So you can actually really sort of break boundaries in terms of your service delivery. So as long as it's answering this question, what will get my clients the best result? You're going to be creating a really win win program. So this is not an exhaustive list, but this is really tiny writing. Unless you've got a big screen. I can share this with all of you. This is not an exhaustive list, but this is just some examples of, of some of the inclusions you can add into your program which draw upon that hybrid model. So I've got it broken down into three key sections here. We've got training experience or consultation experience. So think about how are you going to deliver the stuff that does require you to deliver it. So when you do go over the genetic results with them, we need to have some sort of one on one consult. So might there be an onboarding call? Will there be a one on one coaching session? Will there be like I do, VIP days when we sit down and map out your whole program in one day so that we have it to build out later? Will there be a skill building workshop? Will we get guest trainers on? So this is a time where they're actively engaging with the program and the practitioners delivering it. As you can see down here, I've got spa day, supermarket tour, household pantry review, culinary experience, PT session, float tank, pelvic floor, physio, shopping trip, stylist, massage gun, psychologist, mdt, meal support at a cafe. The once you start thinking outside of the box and go full Van Gogh on your program delivery, it's incredible what you can actually do. Now I like to ask myself the question is what if this program was worth $100,000 and then kind of wean it back? So if I, if money wasn't an issue and I could create the best program in the world, what's going to help my clients get results better? Well, I'm 100% going to link up all their wearable data so that I can see it. We'll talk about more about that another day. Oh, they actually just don't have time. As Denise referenced before, one of my clients who sells the most expensive programs actually spends the least time with her clients. She's more like facilitated it. So oh my gosh, like what's on this end of the spectrum, what would get them the best results when it comes to the problem of meal prep? So what are the problems? Going shopping, buying the food, cooking it at home. Okay, on this end of the spectrum with a hundred thousand dollar program, I would have Jamie Oliver come in and prep all their meals and a private chef do it for them. On this end of the spectrum, I'm just going to give them a shopping list to overcome that barrier so that same challenge that they're experiencing can be overcome within a huge range there. So it's about thinking about what we can. Actually, this is where revenue for fulfillment comes in. Right. You need $100,000 program if you're giving them Jamie Oliver as a private chef, probably one time at even that price. So that's section one, tools for accuracy of implementation. That's a really clinical way of saying basically, what stuff do they have in the program that is going to help them implement the recommendations that you've provided them more accurately? Right. So if they've got that shopping list, rather than just trying to remember it, they're probably going to do it more accurately. If Jamie Oliver is prepping their meals for them, they're going to nail it because they haven't had to do it at all. Yeah, I should really do much more than that. Or a private ship of anywhere. So biometric tracking devices, if they can see their sleep data, they're going to do it more accurately. If they've got a cgm, just working up my arm here, if I've got a cgm, they can see what foods are doing to their blood sugars, so they can change their diet more accurately. If they've got customized meal planning, nutrition tracking devices, dumb view templates and frameworks, accountability tracking apps, testing kits, biohacking tools and technologies. Again, Denise, we can actually do a whole nother session on digital systems and AI because I get so excited about this. But there's all these sorts of things. Exercise equipment, water bottles, plate models. These are just basic ideas that you could actually include. One of my clients works with children who are going through the first food stage, so they're introducing different allergens and they've actually got their own nut butter that they send to the clients as a sort of welcome package. At the start, the world's your oyster. And then we've got the third category over here, which is support. So how can they access support when they get stuck outside of this core coaching and consultation experience with you? Do they message you? Is there accountability coach? Are there implementation calls like in the academy, Q and A sessions, office hours? Is there app or tech support, email support? This is what I mean by a lot of. You are probably doing a lot of this stuff already and just answering your patients and clients on demand all the time and probably just not charging it. So even if we can just package that up, it can make a huge difference. And then this last little thing is just thinking about the frequency of how often all of these are happening. Is that checklist helpful? Just to start thinking. Thinking through it? Yeah. Awesome. Cool. Now it's going to change. It's going to be different for everyone. I really want to stress that we're not about cookie cutter, like even my clients. This is Val. She's a, she focuses on power lifters, right. Who are going through that cutting stage. So she's very much in the SO sports space. Her premium program, she actually flies out to them for their competition day and is there on standby for them during that phase because she wanted to actually build travel into her business. So we actually got her paid for it, delivering the program. So you can really like, there's no boundaries once you start thinking about it. So that's what I want to leave you with today to start thinking about it. How long should it be? Is another question. I get clinical intentional design always. What I mean by that is one of my clients has a fertility program. It had to be at least four months. Why? Because we know based off the science it's going to take a couple of weeks for the blood results and the hormone testing, Dutch test to come back. We need at least three cycles in order to see if there's a change during the implementation phase to actually see if we're getting results. And we need a retesting phase at the end of month, four before they then decide if they want to continue and if they need to continue working with her after that. So it's not just four months because someone else is doing a four month program. It's actually because this is what's needed to get the patient the best results without necessarily signing them onto something that they might, may or may not need six months from now. Does that make sense? That example? Yeah. Okay, cool. So I'm aware it's 11:28, so I know a lot of you are going to have to run now and I want to stay true to that time. So what I might do is I.

Will let you know, Rebecca, because I think initially we were talking about a three hour workshop and then we just thought that's a lot in people's working days. But I did tell most people, and for those of you been coming to academy calls or those that I spoke to, one on one, I said the Q and A might go over, so don't feel too pressured. But if people need to leave. But I did give that, that warning to everyone.

Okay, cool. So what I might do is I'd love to hear a few people's questions while you're here. So what we'll do is record just a little bit. I just want to touch on digital systems and AI, like I said, this is one of my favorite areas to talk about. So we could essentially do a whole workshop on that. However, in case anyone needs to leave before we just finish up, I'd love to know. I'll just come off share for a second so I can see you all. I just love to hear and please unmute yourself any aha moments from what we've talked about already today. Anything that you may now or in the future want to implement in your business. I'd really love to hear what everyone's thinking.

I'll share my huh.

Yeah, I'd love that. Thank you.

So when I think about that low level or low leverage and high leverage to me when you go from low to high, you you're just doing the same thing but in a group. So in as a hybrid group. So you're still having one on ones but not as many. But a lot of the coaching and the conversation is still happening but they're still exchanging time. And for the aha for me was I like Denise used practice better. It's like well there's a whole bunch of repeatable stuff that I could just record and have that you know they can start at any time.

Yes.

And just you know, send that information out to them. And so the, the it's. I guess what I've seen is a third alternative to a group. So I don't do I, I don't do one. I do one on one consults but ever sell as a package. I never do just a single. And the I'm trying to move to a group model but this me because I, because I like the power of the group. But this has given me, I guess as I'm building out from a program to a signature system, a third alternative. So. Thank you.

You're so welcome. I'm glad. I think the reason we use the word program is because a package to me is a group of consults sold as a group. And although that's a great first step because it's more like guaranteed income and we know they're coming back. It's exactly what you just said. It's the time for money exchange. It still requires you to turn up and it's still tied within the hourly consult model. So a program to me is more thinking about that outside the box. You could 100% have automated onboarding. They can go get their own testing sorted. They can start watching a training. They can then come back for a bigger consult. Once you've got all their testing, you can create their personalized plan. For you and so on and so forth. So thank you so much for sharing. Any other aha moments I'd love to hear.

I will. Because you know I'm good at this. Probably just on ask some people because I know some of you so well. But I want to make a comment too. What I think the reason I was able to hit the ground running so quickly even though I felt like I had no time and no space, because I really didn't. I was like how I don't have the time to create a program. But Rebecca, I don't think you've mentioned this yet and I bet you lots of you here already have resources. Rebecca said, what have you already got? I'd made, you know, information sheets on caffeine and this and that. I had a four week whole food challenge. I think quite a few of you here have done done my 4 week whole food challenge. Yes. Allison, you've done it. Yeah. And yes. So I was like. And I use practice better. It's sitting in practice better. So the way I was able to get started really quickly is like when Sara came along and then those six other really quickly. And then I went, don't take any more on because I'm going to burn out is I said here you go. Here's my four week whole food challenge. And you know, the feedback I've had, it was a really big confidence boost. You might think, oh God, Denise doesn't need any confidence boost. Look where she's at. But I felt like that whole food challenge needed to be run with me. I'd always run it with group coaching but I let it go as Evergreen. The feedback's been phenomenal. I've got one girl in it now and she came back and said this information's amazing. This is like so they've just got my four week whole food program while we're waiting for their test results and I do an onboarding. But there's something. I'm not saying you all have to have that, but you've probably got some resources or some handouts or something package that all together and then. Or put it into your. If you're using practice better. A different system so they can access it. They can just go in and look around. Oh, look at that resource. Or there's some information. They can have a look at that in their own time. Or do your already created little something that you've got. Alison, I do want to ask you what you're thinking. That poor face. I know you probably don't want to share, but you have been working with me for a while. You have done my whole food challenge. You've obviously done the mentoring and now you're in the academy and know you, you really want to sort of move into the group stuff and it's, you know, it's, it's a big change. What are you getting out of this or is there anything you want to ask or share?

I've just always put up barriers, oh, I can't do this. I'm not going to be good enough for this. But from. I thoroughly enjoyed your whole food challenge. So did do something about health basics. I ran a little. A little group session but. But I always underprice it thinking, oh, I need to make sure they get value for money. Which is a bit silly. But what this has done today is it's got me quite excited. Hey, there are some possibilities out there. I could tap it. I could do some things.

And anything you might want to ask Rebecca or you can come back and chat to us later. We've obviously got all of our calls in the academy but I don't know.

How to get it out to people apart from my BNI group and I can't keep tapping into them.

Yeah.

Facebook anymore.

My advice would be talking to your current clients. Again, I'm not the marketing person, I'm not the expert. Of course I'm a bit more on social media these days. But honestly it's been through my referrals. It's referrals or current clients. I haven't had anyone come to me sort of on social media, I don't think and then sign up to something like it's. It's my current clients. I'm then say or it's a referral or yeah, it's someone that's kind of already in my world.

I would say 80% of probably a bit high. 65 to 70% of practitioners I work with. Some of their first high ticket clients come from existing patients. Clients patients and clients or previous patients and clients which is quite like counterintuitive. You'd think if they've already spent money with you. But the no like and trust is already there and then I like targeting like not making a huge marketing plan to begin with. We just want to. The goal to begin with when I work with practitioners is to just get your first sort of one to three patients or clients through it in more like a beta test. And the reason we do that is to validate the program so you can take a couple of clients through it because you're not new clinically but the same system of deliveries new. So you want to like test it and then once it's validated, we know people are willing to pay that much and you feel more confident with it, then we can go, all right, let's put some, like, fuel on this fire and actually put some marketing effort behind it, which can look completely different for everyone offline and online as well. Testing it with some clients that you.

Already have, would you make it a lot cheaper for them because you're testing it and tweaking it?

Yeah, I would. I like to think about in two ways. So you can definitely do it at a reduced rate, a lot cheaper. Cheaper for sure. The reason I want it still pushing the boundaries is because if we make it too much cheaper, we're not actually validating the price point as well as the delivery of the program. So you can definitely do it at a reduced rate, but it still needs to be in the realm where we're kind of testing the price point that we want to get to to. Does that make sense? Yeah.

And you probably will go in a little bit low. I mean, I'll let you know. Rebecca told me I should charge at least $10,000 to my program. So I came in at 6, right. And I'm still not at 10. But I've loved this workshop because I'm now going, why aren't I charging that? Like, why aren't I? Because the reality is when I do all the testing, we're getting to about $3,000 and I'm got four months package and there's one on one. So even for me, it's that, you know, charging more. So I think you come in with something like when I first offered it to Sara, as I said, I didn't plan to. She was there and it was in the back of my mind. And hopefully that's where you're at now. It's in the back of your mind. You map out what you think is going to be included and then you see that person in front of you, hopefully. Or someone comes into your world or you get a referral and you say, I've got this new way of working. That's what I said to Sara. And you might be the same, Alison, because you think, particularly if it's a previous client, they might not want it. But you say, I've got, you know, I've got this new thing and I'm now bringing in this testing for this level of personalization. And then they're excited because you're excited. They already trust you and they're like, I would love to do this, or for whatever reason, maybe they can't afford it, like Rebecca said, maybe there's some, some, some other things. But you'll be surprised when you genuinely believe in this program, this offer, that you've got something that you can deliver, that you're excited about because you get what you want. The results, the genetics, the information there. Then, wow, I want to do that, I want to go and get because most of you will be bringing in DNA testing. Oh, I'd love to get, I'd love to understand my genetics or my this or my that, however you're delivering it. And then all of a sudden it's those people that are already in your world and you're offering them something new. You're bringing in that DNA testing and this is how much it cost. And to be honest, it probably will be a little bit low, but you'll see that it works and then you'll up it, up it, up it. And if Rebecca was in your world, she would tell you like she tells me, you're not charging enough, but you've got to feel comfortable with it. The reason why I was able to sell, even though I don't think I sell, is because I genuinely thought, this is great value. I really did. When I packaged that up and I just set it on the fly, I actually thought to myself, this is fantastic value. You're getting all the testing and you're going to get all this information. And when I think about how much I charge one on one, to be honest, it wasn't a huge money thing, but what was nice is that you get the money up front. You know, they're in your world, they're easy to communicate with. It's an easier way for me to work and get those results. Does that kind of make sense? Hopefully, yeah.

I have a question.

I have a question for Rebecca. It's like, okay, so I have the programs, I have different ones, I have it all, set it up, I have my website, blah, blah. So it's just like I haven't just gone out there to sell it. So how could you help me with that? And how much you chart to help us helped me to do that.

So, yeah, I did. I just want to say, like a fantastic question. Like I did say to Denise, I wouldn't sell in this workshop, which I'm going to give you guys a lot of value today for free. As Denise mentioned, how I work is I like to have a call with each practitioner and see what's working in their business right now because how I work with people does change a little bit depending on where you're at. And then also with the marketing strategies and that connect pillar that we work on some people, we want to work on your strengths and what is going to align with your patients. So with Denise, she's speaking, we need to get that funnel and that system from the speaking events completely leveraged. Who cares about posting on social media? That's like a secondary outcome of the speaking. But we can get so many leads and so many patients and clients from that outcome there. Other people are really big on LinkedIn. Other people have huge referral networks from other clinicians. So we tap into that. So it'd be really interested to know. And what I think would be a great question for you to ask yourself to begin with is where am I already getting the most leads or high trust clients? And what I mean by that is if you think about it like a dart board, we start with the center. The people who are the warmest audience who kind of know who we are, have a bit of connection and we start there and then work our way out to the cold audience. Does anything come up for you in that space?

It does. It does, yes. It's just a. For me it's hard to even. I'm helping people without even presenting my program because I, I'm just. That's the part of me that is hard to say, oh yeah, I will help you. But hey, here is my program.

Yeah.

Or that's where I find the block for me.

Yeah. Got it. Yeah. So today we've just kind of referral.

Sorry, I'm just jumping because I know a little bit. So you're getting, you're getting doctor referrals. That's right, Maria. Because those doctor referral referrals, can they just. Then you just introduce your program from the get go. I have two, two programs that I work with doctors. One is an advocate as in the cancer field and the other one is with a dermatologist in the longevity and skin health. So I work with them, I am part of their programs. So now I have to just. And I have my own as well. But I don't like this is a long conversation I think I have to have. But yeah. And maybe for you, Maria. And then anyone else is getting doctor referrals. I'm not sure this was not a strategy for me but something that's worked. Deanne mentioned how she has referred people to me and she has. But I also one of my early clients, the DNA connection method was A psychologist or psychiatrist in Hong Kong. She's now referred three people to me. Now I could only take on one because of my just busyness and things like that. But I had a practitioner who happened. I have a lot of practitioners in my world and you might be the same. A lot of practitioners see me as patients. So now those practitioners are referring my program. So again making those people that may be referred to you even know or getting it out on your website, something like that.

And I'm happy to have just with time today like any one on one chats. I think a few of you have them booked anyway. But if anyone wants to reach out about that, I'm happy to chat. As you know, today we've talked about like the packaging, like what's the offer and then the other sections and this is just like the start of that. Once you've got that, then we actually help you create the landing page, create the funnel, get your messaging. So you know how to run an application, call how to talk about it ethically in the back end. But as long as you know what it is first, that's definitely the first step. Yeah.

And if there is time, I mean maybe not we can always do we want to talk about Health bank and I want to learn about that, that platform that you're involved with, Rebecca. And we could talk about digital and AI then perhaps in a separate session. Yeah, so yeah. But if there are any other questions, comments from people. Lucy, I have seen you're doing some amazing things on social media. I think on the weekend you did something about different protein bars and you had like hundreds of people liking or commenting. Are you currently running a pro? I know you want to start moving into this, but have you got a program already? No, I don't. I've just handed over the social media to someone else, which is why I'm actually posting a little bit more commonly than once every three months, which I was doing before for that sort of reason. I guess I'm in the space now where this is probably not going to be for the next few years. But I want to think about when I'm not consulting one on one, how I can continue to do something. And so maybe it's. It's been a really good progress during this. Say, you know, I can start doing little bits so like maybe just doing some online education prerecorded stuff already that people that can't see me can start doing at the moment. And then once I start getting just the, the packages, you know, that becomes that almost welcome thing of Starting to get some information or so. Yeah, it's, it's been good to sort of think of how to do that bit by bit. And also I think it's that I think I've struggled with the fact that I think it's the typical doctor thing, that it's a luxury and the price and I think I've felt quite guilty. But I think what you said before, if I make it, you know, more bang for your buck in that time and then I don't feel as bad spending time doing the free talks and education sessions and community things to kind of balance that out from wanting to spread, you know, easy, healthy living to everyone, if that makes sense.

Yeah, absolutely. There's a lot, there's a lot of guilt that comes in, in this space and I totally understand that if I'm honest. Like the, the world is changing quite quickly. So some things because of digital systems and AI, we're actually going to be able to deliver this higher level of personalization at scale much easily in the next couple of years as well. So right now like I've got a program that we're trying to get out to 10,000 people people at one time. And so it has to be streamlined. But this is still the base like this framework. And if you build this now, you can then I suppose how I like to think about digital systems and AI is this is how I would deliver it without. And then we can go and go, okay, what elements and what parts of this can I streamline and outsource using digital systems and AI and apply it that way, if that makes sense. Makes sense. So there may actually be a way where you can kind of have your cake and eat it too. What are you delivering right now?

One on one consults. I mostly just mostly see perimenopause menopause. But you know, I'm starting to really like doing this longevity stuff. Yeah, my biggest thing is, yeah, time restraints, like I can't take on new clients because I'm booked out four months in advance. And so you just can't sort of follow people up. And I guess it's a little bit of that. People that think that they want to come and see an integrative doctor because it makes them feel like they're doing something but they're not actually making any changes or taking their supplements. They just kind of Blood tests.

Yeah.

Things kind of.

Honestly it's, you know, this is the thing. And like there's so many, a lot of the programs we're working on now we use gaming gamification so the digital system is actually like ping your patients and clients being like, it's almost like a game, like swipe if you took your supplements today or not. And like we can add these sorts of things afterwards to make it so much more fun. But that's exactly what we did. So a naturopath I was working with, she was booked out three months in advance and that's why we actually built the program straight away. Because there's no end in sight. Yeah, otherwise. Because then you'll be another three months. Another three months and then it's 10 years later and you're doing the exact same model. So. So what we did is actually build the program straight away, AIM having like one or two patients in it per month just so that then she could block out after that three month period a day, a week to deliver it and source it. And then just one patient allowed her to see 50% less patients and clients just so she could start moving. So it's not all or nothing. It's not like programs, births, hourly rate consults. It's just, what's my first step? One a month. Okay, what does that allow me to do? It allows me to take one day back. I'm still doing all my hourly rate consults. You might always keep them both as well. Or yes. Or option two. You're like, cool, I can only need these ones now. And all my other stuff is like pro bono free webinars and master classes and information out to people who can't afford to do the personalization element.

I was going to say with you, Lucy, and I think from me speaking to many of you one on one, particularly the gps, you know, we've got a few specialists, medical doctors, there is that extra barrier of moving from and some we've actually got a couple of gps. One in particular, she's not here today, who's still actually working in a bit more the traditional model, even though wants to move to integrative medicine, still working as a traditional gp, the sort of one on one clients. It just seems like such a jump to turn into such a, you know, such a different way of working. You know, for me it was hard to get my head around. But then for others there's even, you know, more. I was already doing longer consults, I was already doing testing, you know, I was further along in the journey and it was easier for me to jump into it. So I think for some people, as you said, the beginning, Rebecca, we're all at different stages but understanding that, you know, making it work for you. And yeah, Lucy, I think it can be exciting for you and you could probably start thinking about these things now. So it's not just when you finish being a gp like the way you.

Said at the start.

Like I'm thinking about when I finish, you know, when I getting out of this. And I think that's what you said, you know, eventually I'll move out of being a GP and I'll do things differently. It's like, let's think about doing it now. You could have something, something there now so it doesn't have to be later. And just for anyone else that's thinking that that's, you know, got Medicare rebates and those kind of things. I just did it, while we're doing that, did a quick Google for, for AHPRA registration for, for a doctor. It's only 152 patient contact hours a year to keep your registration. Because I know I was speaking to you, Denise about how I would sort of transition that. But if you're doing. So that's only sort of two to three hours a week. So if you're doing a couple of one on one calls, hour long calls a week, you could actually probably still, you know, do it under your medical registration. Should be good. And I. She's not here. There's a GP I refer to for, you know, HRT and women stuff because I don't do that. And actually I know now she sees them out of clinic. So initially she used to see them as part of her clinic. She works in two different clinics, one that's integrated, one that's a bit more mainstream. Now she has started just on her own seeing patients from home and she does that separately outside her Medicare. That's just happened because I've been referring people through, they can't see her in person anyway, she's in Melbourne, I'm referring clients from in different states. So she's like, well why am I seeing them in my clinic hours? I can't charge them Medicare anyway, they're online, they're not coming in for that first consult. So she's now just started just seeing them from home and put a price point that, you know, makes her happier. So she has started doing that. I'm not sure if she would be willing to talk about that. I could always ask her.

And we've got practitioners who are working with all sorts of models. So a lot of them like in the pediatric feeding space, like within the NDIS model, we can make the program structure work because I think a lot of you are seeing people, they're doing multiple consults with you in your GP clinic. The only shift is saying the whole thing up front as opposed to drip feeding it. So a lot of you are actually much closer probably than you think.

Yes. Yeah. So that's Erica, Amanda, but I'm not sure if she wants to discuss that. She's obviously not here, but I can see she was going to have a chat in the Academy anyway, be the person that comes in and talks to you. Not that the academy is more about, you know, the genetic testing and precision health, but just to talk to you about women's health and hormones and stuff. Anyway, we've obviously got a few of you. You know, Lucy, great tea from you. We can have people come in and do some little chats. And you, Amanda, with the fertility or whatever you want to talk about. But Erica was going to do a talk in the Academy, so I can see if she's willing to talk about perhaps some of that transition stuff. I'm not sure if she is, so I need to be very cautious what I say there, because she's obviously, you know, not here, but I just know that because they're the patients. I was referring to her and it just made sense, you know, she's busy in clinic. She didn't necessarily have time in clinic either, but as they're not fitting her clinic model, because to be, and correct me if I'm wrong, but to get on Medicare, you need to see that patient in person the first time anyway. So if you're not seeing them in person and they're seeing you online, they're not getting the Medicare rebate anyway.

Andrew, I think you were unmuted.

I was, yes. I'm actually a GP who works mostly on the traditional medicine world and I'm just wanting to transition and I think for me will be. I feel like I'm ready at the moment. I'm on maternity leave, but I'm still working part time, few hours. And I just think this is the moment. I'm actually on a very low income because I'm not working, so if I'm not at work, there's no income. So this is the moment to just sort of take the leap and lose the fear. Because I think there is a fear when you are getting. You have patience that you see regularly. So that is one, a commitment and you feel like you're abandoning them if you're not there for them. And also the. The income, you get used to the income anyhow. So I feel like I'm in A way I'm quite ready, but I don't have anything ready, if that makes sense. So I don't have a program. Never thought about what sort of program I have or run or even how to do it. I've got few ideas, but I think for me will be more about how to deliver all of this while I'm still having a little bit of the traditional medicine in the background and then just doing it.

Yeah, yeah. And like I said, you know, if anyone wants to contact me, let me know. This is exactly what I help people with. But I'm just going to draw something on a whiteboard that I think might help a few people visualize this. So a lot of you from just this chat so far have. And this is sort of what Denise was talking about, a lot of like individual things that they deliver to patients and clients. So some of you might even have like ebooks, for example, or put in the chat. Like what do you guys have? How do you deliver? We've got one on one hourly rate consults. I think someone was talking about I could send them a online course or like a mini course or a webinar and things like that. All these different availability is like pro. One of my clients, she already had a recipe book, like an official cookbook that she created. You might have guides and trainings and all of that stuff that you just provide to patients and clients when they come and you just like email them to them if you guys got that sort of stuff already in your resources. Yeah. Cool. So all of these are fantastic. And I just wanted to reference what. Who was it now I think it was Lucy mentioned thinking about doing something small. It's a really great idea, all of these little things. And then you can. Absolutely. So how we design it is we have a tiered office suite so you can have upsells and downsells. But how I like to think about it is. Thanks so much, Amanda. Is all of these little things. The challenge I see with practitioners creating a lot of little stuff and is that essentially all of these need their own. Their own. Their own little businesses. At the end of the day, they need their own marketing plans. They are for different types of patients and clients. You send them out in different ways and all of that sort of stuff. But how I like to think about it is you don't have to get rid of it, but to the aim is to simplify your business and your life. Right. So again, you don't have to offer it to everyone. But the goal here is to create a container that we put around all of these sorts of things. And it's almost like I like to think about it like sweeping up the toy room. If anyone has kids here, it's like there's toys everywhere. And putting everything, sweeping it all up and putting in the toy box just makes life so much more simple. That's what we want to do with your deliverables in your business is we want to put it all in this one big container. Container. And what we want to do is think about it for each niche, putting everything into one container, everything you ever have and everything you ever will create into this one big container. Now, when you think about your premium program, because again, you can start with just having a premium program offer and still working in the way you are, but for people who are right for it, you can make the invitation. That's all it is. But this is the program, like the VIP program up here, let's call it. And when you go to sell, we want to talk about this one first because it's probably going to be the best fit for a lot of people. However, if it's not, we can always take this and then go. That's all good. I'm going to downsell you into the items in the container so your VIP premium clients get access to everything, all of these included. They get a couple of hourly rates, they get your recipe book, they get your ebook, they get the online course, they get the guides and trainings, they get the testing. I should have obviously put testing and functional and like supplement discounts and everything in there, but this is the one I'm going to offer because that's what's going to get you the best results. And then if it's not a good fit, clinically, ethically, financially, you can always downsell into what you're already doing into an hourly rate consult if that's the only thing that's going to fit. Now, of course you can have layers within this, so you might have another tier up here. But the reason I like we downsell into this version which has half of these items. Again, the reason I like to build the big one first is because when you build the big one, you might have a couple of consults, the resources that you already have to begin with. You are creating sub inclusions in that big program that you could essentially take off and sell independently or offer for free independently, by itself afterwards. Does that make sense? So for like when practitioners work with me, I've got an online training hub with courses, of course, robots to help you out and templates and trainings and scripts that you can just follow and plug and play into your business. But if the way I work with clients wasn't right fit for you, I could essentially take the whole sales training section and sell that as an independent option. Does that make sense? And that's why I like to start out here. So the best thing I recommend everyone did, which is what Denise alluded to, is write down all the stuff that you already have in your business that you either charge or don't charge for. So email messaging, your clients, being able to contact you for free, for example, resources that you send them, testing, supplement reviews, all of that sort of stuff, write it all down and you'll probably be halfway to a program already. And the first program that you put out could actually include just the stuff that you've already got ready to go now. But over the next 12 months, as you sell, once you've got a bit of time back, you can think about, okay, now I want to add a bit of an online course element, but because I've got hours in my week back, because I sold one premium consult program this month, I actually have time to create it. And then it's a sort of virtuous cycle across the whole year rather than all or nothing.

I would love to add two things for all of you, particularly if this is feeling like I'm not ready and this is really big. The first thing is, before I talk about that, is one really positive about moving to this way of working is I've gotten so much better with my boundaries. So I'm a practitioner that tends to go over time. I give so much and I've tried to bring on practitioners. I've tried to have a bit of a traditional model before doing this, and it didn't work because no one's ever going to offer all the extra time that I do, all the stuff in between, all the longer consults. How can I bring on a practitioner and then tell them they should do half an hour extra on a consult and not be paid for it? You know, so there. It was very hard to grow in a traditional model because I didn't have good boundaries in my business. When I developed this program, part of the payment and what do they get is I will respond to emails in between and they can contact me. So now that I have a system like that, it's been a little bit easier to go. Well, that's of course, if it's something like a duty of care. If someone reaches out in between consults and, you know, they're a bit confused and they'd help. Of course we're going to ensure we answer their questions. You're not going to say no, you need to book in for a consult because you don't understand this from your protocol or whatever it may be. But I've gotten better with my boundaries, I've got much better with my time because it's become so apparent how much I was doing and not getting paid for. Like, it's just become so obvious. So there's that win there where it's like, well, hang on, if you want all that extra service, I've got it. But this is my program or package. So that was really good for me. Still not perfect, but so much better. Just my personality and us as practitioners. Second comment I want to make is for those of you who are not ready for all of that just yet, the reason why this is part of the academy is because as a bare minimum, what I want for all of you, and I probably should have said this at the start, we might do a little message for those that dropped off, is that when you introduce DNA testing, if you're not doing it already, I don't really want you to offer it as a one off consultant because you will find that it is not going to work with you, work for you as a business model. The amount of time that you're going to spend looking at that report, seeing that patient and then trying to write up the protocol, you'll be like, why do I do this academy? To learn all of this, it's, it's so much work. So what I want you to do when you introduce DNA testing is not offer it as a one off consult because you, you're just, you're giving so much value and it's not just about making it work for you financially in a business and it's also for that end user, the patient or the client, because it's a lot of information and I can guarantee if you try to do all that in one session, they're going to walk away going, what was she talking about? So by having something where you've got a set amount of consults, they can come back and ask you questions, they're going to be like, also, what did you talk about with the type 2 diabetes here? Or what was it like that you don't feel like you have to deliver everything in one session. How can you fix everyone in one session or deliver all of the DNA result in one session? Session. So as a bare minimum, I want you to think about when you're Ready to introduce DNA testing, or you probably. Or some of you already doing it. How can I offer this in a program or package? Even if it's just a starting off with, you know, you've got your DNA testing and it's three or four consults and it's maybe it's got some resources or some bloods, it's at a price point that you feel confident because you know it's good value the client's going to get. All that information like that could be a bare minimum. I don't want to take you away from the big program, but just as an intro of why this is part of the academy, my little spiel there, One good thing that can go with that program is the lab testing before, because you compare it with the DNA testing and then lab testing a month or two later, and then you can even put them all together and see the progress. So you are assessing, but you are not guessing. And then you're delivering results and you feel great as a practitioner. Then when you see this person one time, you do all this work. And that's something that I have in my practice. I offer one time, I have done it two times, and I say I'm not doing it anymore. I'm going to actually pull it out because it's really not rewarding. And they keep calling you after or sending you messages and then you giving advice, but you're not charging any for that. So. Yeah. And for me, with the academy, why I wanted this to be different. As someone who's done a lot of mentoring or does so much speaking at conferences about genetics and stuff, one of the biggest things I get from practitioners is, you know, I love it, but it's so much work. You know, it's either learning it, but not even learning it, just integrating into practice. Like, it's so much work. And even though they're excited by it, they can see the benefits. Maybe their. Their patients or clients are getting better results, but it's so much. And it's any functional test, too. It's not just DNA, it's learning how to do Dutch or an oat. But once you bring in this functional testing, you are offering a whole different service. And you need to be charging for that because you're giving that extra information and you want to be available for that patient for at least a few consults, potentially more so that they can get the most out of that test. And there's a space you've actually already factored in when they send you the email, the message, or, you know, You've got a follow up, come and see me in two weeks time or let's catch up in next week or, you know, you've got that space, you're not feeling pressured. As I said, sometimes I know for me, aside from all the feedback I get from practice, how much I felt I had to deliver in one session and it's a lot of work for us and I know for a fact it would be very difficult for that, you know, that patient sitting there to take it all in. Even the patients that have listened to 100 podcasts and they're so excited and they've read things, particularly when you say something that maybe doesn't match, like, oh, but my MTHFR does this and you're like, well, we might need to spend 10 minutes, 15 minutes, 20 minutes just going through what methylation is and what this means for you and not dismissing, you know, they'll come to you and say, oh my God. You know, my, my physio just told me what a big deal this is, that I've got MTHFR and I'm really worried. And then I need time to be able to explain to them MTHFR in the bigger context. And I could, I could honestly spend 20 minutes, but that's 20 minutes that could change their life because they were already thinking something was wrong with them. All right, I'm going to stop talking, but hopefully that helps you understand also why you're here and that yes, we want to think big, but if you're not ready, just a way that you can deliver DNA testing that works for your patient and works for you, I just want to say, Wendy, I can.

See, I love that. I'm sorry, I'm going to say, like, this is the key here. We want to get them the best results. And when we talk about the model being broken for practitioners, it is just broken for patients too. But even with my first program, I couldn't undo 10 years of binge eating in a couple of one off consults. And there was so much pressure during that time. So what, you know, Maria, you said some of the programs that have received innovation and government funding, the programs that we've created for practitioners that I've worked with, that have received that funding is they've had. The reason they receive funding is because it's got efficacy, because we have the space and the time to do the testing and the retesting and tracking other data to show that the protocol, the clinical recommendations that we're making are actually changing health outcomes. And that's the Only possible way to be able to do that is to deliver a different business model. But how amazing for us that they could come to the first consult and before that we could have already received their genetic test, their Dutch test and their hormone tracking. Plus we've got up to date accurate data of their food diary through an app and through their sleep data, through their wearable and all these sorts of things where you can just. Then the first consult is like, let's personalize this to you from here and actually track that the changes we're making are making a difference. Thanks Lucy. It's so good to have you here.

Sorry, Else. No, no, I saw Wendy. I thought that was probably the most enthusiastic. I saw you when I was talking about, you know, the DNA testing and just packaging it up. Is there anything you want to share, Wendy? Like where are you at? We're thinking about bringing this into clinic. And how are you practicing at the, the moment, if you don't mind me mentioning you? No, it's fine. Yeah, I, I've done a few. Only a couple of DNA tests with people and I, you know, all of those things you said, the overwhelm of getting everything out but not wanting to overwhelm the client and just not having a, a good enough structure I think in place that. I think I felt really bad that I hadn't done my best for the clients after they'd spent so much money. But I think you know, even just that little package of having the bloods that we can then recheck later and a couple of consults to, to bring it out, you know, tease out the information and help would be much better. I'll definitely look at doing that. Yeah. Today maybe. How much time have you got today for the afternoon off? Exactly. Put it together, factor in the cost of the test, what you're going to charge for those. Let's say I generally say minimum three consult, do what's right for you, but. And then some bloods and some follow up bloods that down, work it out, put your dream price. You won't charge your dream price, but that's okay. That just helps you work out. Put your dream price and then what it costs you and then hopefully somewhere you're in between that you know, you don't want it cost, otherwise it's not worth your time and you're not going to be dream but something that you go, okay, that's going to make me feel good. I'm not going to resent this like Rebecca said and all of a sudden it's not just about you making money. You're like, I'm going to be able to deliver this testing and give them the information they want. And then when you believe in it, this is how I started. Because you'll tell the person and they'll connect. Because you actually really think that is a better way. Yeah, because that's what I struggled with these last two clients that I've done it for. So, yeah, I'll definitely be taking that on board. Rebecca, do you need to go if you have to go? We kind of said we might be half an hour with questions. I know we've been way over. If you have to go, then you have to go. If you don't, I'm going to call people out and see if.

Yeah. Any, any other questions or aha. Moments. I'd love, I'd love to hear I can hang out for another 15 minutes. But I love this. This is exactly, this is where it comes from. Even when I started seeing like celiac patients, it was just like, oh, we're doing consult by consult and you know, the first hours of wasted time for them. Because I'm just explaining what celiac disease is and how nutrition affects it and some big things. And I could just digitize that and deliver that information to them so that when they were in a consult with me, it was actually personalizing it to them so they didn't have to come out for more. Like drive out to the clinic to see more, see me more times as well. And one of my, one of the practitioners who, like I said, has the highest price program, she actually sees the clients the least amount because they're busy people too. It's not just about us, is they don't have time, they don't want to spend time with you. They want the result, they want improved health. And I don't. We'd like to think people want to hang out with us, but that's actually what we're going for here. And if we can help that happen in a more streamlined way, fantastic. That's the, that's the win, win there. And a lot of the practitioners I work with, they're like, this is getting my patients better results and they're taking much less time than my one on one clients as well. So it's just, that's what's the key at the end of the day, not just the price tag. We create something higher quality which increases the price rather than the other way around, if that makes sense. But yeah, call people out, go for it.

Yeah. Leanne, I don't know if you're ready to chat. I know you sort of came into the academy and then you've been traveling and doing fun stuff overseas. But I also do know, you know, you see very complex patients, I think severe eating disorders and things like that. Leanne, are you. Is anything here resonating? Because I don't think you're doing any, Are you doing any group kind of programs at the moment? I think it's all one on one. And you're in obviously some pretty high end facilities working with these kind of patients. If you want to ask anything, share anything, don't feel obliged, you'll have to unmute. So bottom left, there should be a little microphone. See, one of my biggest issues is technology.

So there we are.

Can you hear me now? Yes. Okay. No, I know, I'd love to say because I totally identify with all these things and I think this could make a huge issue because I'm so busy seeing patients and often for a long, you know, prolonged periods. And it worries me that I can't see new patients. And I really like seeing new patients because then you can identify all their personal issues. You know, the personalized genetic, you know, all these other things that are part of it. And a lot of what I say is repetitive and the same things to multiple people. So I think a program like this could be really great. As I say, my technology isn't up to it, but I think the idea of the program would be super. Yeah, so I'm actually very excited by the whole process. So I think it sounds great. And I've done some testing too. I do, you know, some, some of the oats and hair mineral analysis and some of those. And it is so hard to have enough time to catch up with them and to do the research and look everything up and have the time to justify the cost of the test, as somebody else said a moment ago. And I think you do a little bit of MTHFR testing and stuff like that with your kind of clients as well. So, you know, incorporating that as, as something, I guess the jump is going from the one on one model into, you know, having that ready and if it is ready, thinking about how you would and then just inviting people to join if they want that. I obviously know one of your patients because she chatted to me and I already know that she would, she would love a package like that. So she was going to jump on board with me and then I had some space and then I haven't had space to take anyone on, but she was interested in that and she's one of your patients, so that's, you know, you could be off. So straight away, I already know one of your patients and that's what they're looking for, that sort of big deep dive. Yeah, no, that'd be great. Yeah, no, it sounds superb. Yep, it's. It is having time and even to watch all these webinars, I haven't been able to do it yet and catch up, but I'm desperately wanting to. I need time more than anything. So hopefully, you know, I think most of the people in the academy do that. You've got an extra 12 months and calls will go through till May next year. So I've had a lot of feedback from people. They haven't been able to keep up. Few people asking for extensions. That's also takes a weight off my shoulders because I've been so slow to deliver. I've got about three sessions that I'm just have been uploaded and I just need to go through the transcript for the detox. So everyone is getting more time. Everyone is getting calls through till next year and then it also gives me more time to upload the content. There's definitely a few of you that are up to date, but majority of people, because we are all busy, haven't been able to keep up. So don't feel pressured there. Everyone's got more time in the academy, including me. That sounds really great. Anna, did you want to say anything? I see you down there. Hello.

Hello. Hello. Hello.

What are you thinking?

Oh, I. I guess I'm just in a little bit of a different category to everyone else because as a new graduate I haven't established myself as a practitioner yet. So I sit in a little bit.

Of a different boat. But just from the year that I did spend in student clinic because I'm.

A trained as a clinical nutritionist, you.

Know, I did see how the general model just didn't work and from things.

That I've done with family and friends.

And all of that and tried to help them out with their health, that.

The way that the things. Yeah, the way that things are currently set up is.

Yeah, just crap basically. So hence why I'm here doing your.

Program and taking on board or Rebecca's stuff because I know I need to.

Take a different direction. I just don't quite know how I'm going to do that yet. Perhaps it is a simple beginning in a. That would, you know, because you are newer. The reality is you're not going to come out and charge a high price because there needs to be that element of, you know, I'm quite lucky. Even before I had a website, people sort of said to me, how did. How did you be you? I was on a podcast. I said, how are you? You with no website. So I didn't have a website for the first six years, but I had been working in the hospital, I had been doing international conferences, I had published papers and people would Google my name and stuff would pop up. Now it's a little bit more fancy website because of whatever, but back in the day, I would pop up because I was doing more fertility then. So I think if you're not found online quickly, because people, even if you're not on social media properly, people will still look you up. So, you know, putting yourself out there. I know some people say these days you don't need a website. I think maybe having somewhere where someone can find you and just read a little bit about you, I do think that's a good idea. Again, I'm not a marketing or a business expert. This is just what I would say. But I think having something where someone can read about you, what you do, but coming out with that more simple session, which would just be maybe the DNA test that you align with the most, a couple of blood tests and a few consults, and, you know, there's definitely a need for it. I mean, I've got a long wait list, and part of the academy is. Is having all these trained practitioners that I can refer out to in different areas. So knowing what each of you are interested in, some people's infertility, some people it's hormones, some people it's, you know, cancer. I don't do cancer. So it's wonderful. We've now got two integrative cancer therapists in the academy. I'm really looking forward to getting to know these people, understanding how they work. So I can. I've got someone I can refer to in the cancer space as well. So understanding what you're doing and then also, you know, you can also put on your website, you know, you've trained in the academy with me, and if someone looks up my name, that might help with a little bit of credibility as well. But I would let Rebecca step in here and say what she would say. But I would think starting with a little bit smaller, a more affordable package, that's easier to get the credibility, to get the confidence and then take it from there.

Yeah, I would agree. I think, you know, I sold my first $3,000 program only my second year of registration, and that was because of The I just knew it was going to get patients and clients better results. So it's kind of sometimes not even about your level of experience. It's actually just about what's actually going to deliver them the best outcomes. And then if you're putting that amount of time and effort into someone naturally, it's got to be a higher price. Right. No matter what your typical hourly rate is. But definitely starting. I would yeah do a program from the get go. This is just what I would do so that I could get clients amazing results. Have that efficacy with the data tracking to prove it gets results as well. And then you've got more confidence in yourself to then put fuel on the fire from the marketing. Yeah, point of view for sure.

And you would have a in health like an intake questionnaire. I've got a symptom tracker, like even just a symptom tracker before and after with their energy levels and they're this and they're that and you know, whatever else. So for those using practice better, there's some inbuilt, I personalized mine. Or you can get things online if you don't already have it. But definitely having a symptom tracker as a minimum. Of course testing's great because you can say, oh, we've improved your blood biomarkers but sometimes people forget and then you're like, wow, look at your improvement here. This was your score and your symptom tracker. You're up here and now you're all the way down here showing that their symptoms have improved and they're like, oh, actually I forgot how much. Yeah, my hay fever really has and this and that because sometimes people almost forget too. So you're able to actually have a little bit of data. And just a symptom tracker I think can be so helpful as well, you know. So you've got your symptoms as they're coming in and you're ordering those couple of bloods and that DNA test and.

80% of people these days are already wearing an Apple watch or a ring loop. Garmin have an iPhone that you can use as well.

Mention tracking their sleep, et cetera. I think there's a couple of people that, oh, we might have just, just lost one of them. That's all right. We're getting to the end.

Still here.

Oh yeah, Dai is got covered. She's not chatting.

Curious on your thoughts about keeping the cost of functional tests separate to the packages or programs. I currently keep them separate so that we can choose the most appropriate tests rather than limiting them to the ones I've suggested in the package. Yeah, so diet. All the programs we've created so far, we've got a mix, some all inclusive and some separate. And it's for exactly that reason. The benefit of being niched down is that typically you can have at least one or two of the tests included because everyone that comes through, you'd kind of want it almost like mandatory that to work with you, we get some of this testing done so that you can actually do your work more effectively. But then on top of that, then you can say if. And this is where the. You won't feel salesy because after you've done these tests that will indicate whether you need other ones. And it's just being really clear on there. Some of the more premium, premium ones we do, it is all inclusive because it's about the customer experience as well. Where we're trying to give them that experience of it is a one stop shop. Like you don't have to do things yourself. So we deliver it all in one. But then other practitioners, especially if they're earlier on in their clinical experience.

Will.

Have the price of the program plus functional testing and supplements. But probably with you just knowing your business is that you've got fantastic programs, but you could almost have subcategories so that depending on what condition you're actually working with them on, you could have more streamlined onboarding processes. Whereas right now, like DNA optimization, they could have so many other underlying conditions under that. So that might be the next next step for you to just streamline it for yourself and make it inclusive as well. I hope that answers your question.

Sorry, I didn't realize she'd put that in the chat. And there's two people we haven't heard from. So Elaine, if you're happy to say anything and then Bram can bring you on. Obviously I know you so well, Brian, but would still like your feedback. But Elaine, if you want to chat, I know you're a gp and to be honest, I'm thinking you might have some of the barriers of the other gps, you know, jumping from this traditional model to group programs or doing things, you know, differently.

I guess I really struggle with diving deep. I feel like I need to understand things so well before I offer it. So it's like, I don't know.

I think when I studied I just.

Always dove so deep into every topic that I struggle with bringing it out there if I don't know everything. And that's tricky. The other thing is that I'm working as a GP and I'm Busy.

And I know it's, you know, takes.

A while to get in to see me. I know that I've got demand there.

But how do I.

How do I separate what I do there from this? Like, I initially thought I'd bring it into my general practice and I would be saying, because I work for a group practice at someone else's business, I'd.

Be saying to people, look, I do this testing, I'd like to offer it.

To you just to help me treat them, like, just as another tool. But now I'm thinking I almost have to do it completely separately and if I'm going to say something to my current patient base, say, this is something else I offer, go to this website if you are interested and do it.

All online and not even involve it.

In my day to day work.

Yeah.

So I don't know where to start. I feel kind of overwhelmed with that. I know I've got huge amount of knowledge, but.

Yeah.

Where do I go? Oh, you're muted, Denise. Denise, you're muted.

All right. I was just saying it's perfect that we would have Bram speaking next because he's a GP that does DNA testing in a way that maybe you do want to. Maybe you do want to just bring it in with clinic and one off, because that's what Brian does, so he can mention it. But also, just to let you know, I see a doctor for now, you know, I'm in perimenopause and I rang the clinic and they actually said to me, you cannot see her for that. She was referred. You cannot see her for that here. And I was a bit like, oh. And then I had to go to a site. So even though she's in the GP clinic, if you want to see her for that and do the longer consult, I had to book online, which was interesting. And then when I went into the reception, I even had to do something different, like an eye, iPad. And if there's a message, you deal with her. Like, for example, you know, you deal with. It's just. It's interesting. But that's what. How she does it, it's separate to her business. And on the reception, they said, oh, you'll have to, you know, book that separately. So she does that integrative consult for perimenopause, separate to her routine GP stuff anyway. Right.

I would say, I would second that, Denise, that we've got practitioners where it's almost to do with, like, contracts and logistics of the practice from a business point of view as well. I remember I was working in a practice and I wasn't allowed to take certain patients in another way of working within a certain kilometer radius if I wasn't following their system. So it depends if you've got. If you're allowed to make decisions about how people come and see you from a logistics contract agreement side of things. And then the clinical questions and the marketing questions are, are sort of separate to that. But we've got some clinicians who are exactly that problem, others who it's like, oh great. And it's actually a fantastic business model for the, the private clinic as well with multiple practitioners, because if they're taking a cut of you being there, for example, or if you're part of the ownership, it's actually their clients and patients are going to get better results. And it's fantastic for business as well. But we've got some clinicians who do exactly that same separate it and they actually use a different practice management software just to keep it all separated. It's quite nice for you. It's like this is how I deliver this. It's all automated this way and this way. So, yeah, lots of ways. But I would say anyone who has no time is the people who need this most, ironically.

Thanks.

You're muted again, Denise.

I'm muting, I'm unmuting myself. Brian, I was wondering, you know, you're obviously a GP who's been doing this for a long time. You do bring it in on just the one on one consult. How do you make it work for you? Because you're not necessarily doing the group programs. You are doing it in a one off sense. A bit like what Elaine was talking about. And we have another gp. She's not here today, Vicki, but she also isn't necessarily thinking about these big programs. And by the way, no one has to. This is just helping you, I think for deliver it in a way that might work better for your business. But we do have a gp, Vicki, who said, I just want to do some DNA testing with my patients in practice I always start from the clinical and then incorporate. But I set limits on time all the time. And with the genetic testing I might do it over several sessions, but it's terribly important to relate to where the patient is all the time. So you obviously bring, rather than doing a, like, what was it saying? Multiple consults to explain the genetics or have the follow up to ask questions. When you do DNA testing, it's always secondary to a medical problem or problems, so you use it. And I think I mentioned this on the last call because you do a lot of testing and I've learned so much about testing from all over the world from you, but it's more you're working with the patient, you know, complex patients, but then you have this testing in the background and you will use little parts of the testing. So rather than focus on the DNA as the priority of going through it all, it's just part of the tools. You have part of all the tools. And within the DNA, I'll only do a particular part. If it's a mental problem or it's a metabolic problem, I'll just do a section related to them, so they're orientated and so I'm kind of bookmarking to what's relevant to them. So, yes, for example, time limit to it and then do another section next time. And the patients prefer it. You mentioned before, if you give them too much information, they're overwhelmed and they need time to digest. Yes, but I also, on my desktop, I've got lots of reference material, so I just email them as I'm talking any additional information I want to give her. So I try to be very time efficient and educationally efficient at the same time. And for the program, what I do is I go getting myself educated. But I find mentoring, like happening today is very important because I have blockages and I find when I talk to people, particularly in a mentoring situation, it forces me to think outside my normal thinking pattern. And I think we've got to be continuously creative. And then from that, then I step from there. Anyone else want to ask any, any questions? I mean, I guess, you know, I think it's important that Bram sort of brings in his way as well, because although I'm suggesting doing a certain way of bringing in DNA testing, it doesn't have to be that way. Obviously, Bram's been doing genetic testing. That's how we started working together back in 2012, 2013. I came to the clinic to help support interpret those DNA tests. And you've been working this way for over a decade and it has been working for you as an integrative gp, would you. Would you say that it's been working for you? I mean, you're very good with, with your boundaries, though. You are good with that. Yeah, no, it's been good for me. But then I'm coming from a different pathway because they come in with multiple chronic, unresolved problems requiring a very holistic, integrative approach. If I was just coming in one particular area, it would be easier for me to set up such a program. Although what I'm trying to do is design a website that. And I'm gradually getting success where I joined every aspect of the medical model and all the environmental factors, the underlying processes that go on in the genes. And I've got this visual picture I can show and educate patients very quickly. That's my passion. And once I've got that right, that's the program that in the end I want to promote because I think there's a big need on how to educate patients visually on the whole picture and how to bear down on, manage it quickly. And for those who were at the academy call, Brian was explaining a little bit about that and he's always used visuals. Even when we're in clinic together, he's using visuals, but he's explaining to the patients, let's say, whatever the areas, it's mental health. Talking about these things that influence mental health and how there is this genetic component and why the DNA testing will help. So we're sort of using that to, I guess, allow them to put the, the pieces of the puzzle together, knowing that's one part. And then they will do their DNA testing, but they'll also look at, you know, chemicals and toxins because these affect, you know, mental health as well. All the factors all together. Bram does lots of testing as well, but it's not part of a package. It's that, you know, they're coming in, but there's this expectation that they will need a lot of consults and do quite a bit of testing. Yeah. Rebecca, did you want to make any comments or anyone else want to make any questions? I know we're way over. I know.

Don't.

I did say about half an hour extra, but appreciate everyone's time and hopefully all those little extra bits were helpful as well.

Yeah, I think, I think it's fantastic. It's such a good open forum and discussion. And I think the fact that we're focusing on the fact that it needs to be really appropriate for your patient client group, not cookie cutter, really help you because no one gets helped. If we've got unhealthy health practitioners burning out or they don't have any capacity to take on new patients and clients, they don't get helped either. And that, yeah, it's going to be different for everyone at the end of the day. And not cookie cutter, I think, is really, really important. I'm going to have to run, but what I can do is I can send these resources out that we've talked about today and if anyone wants to talk one on one Or I'll be in the other academy calls as well, so you know where to find me. I'd be more than happy to chat with you, and I just hope it's given you a new lens to look through again at your. At your business. So it's been fantastic being here. You guys have been great. Thanks, Leanne. But, yeah, I'm gonna have to run, unfortunately.

All right. I know we. We said 12:30 at the latest initially when we were talking about the longest segment session. So I know you have to be. You need to be out of here six minutes ago. So thank you for staying on, but thank you to all of you, and I hope that. Yes, great, Wendy, I hope that that sort of helps you work out what's going to be best for your model, and I look forward to seeing you on the upcoming academy calls. Bye, everyone. Have a great day.

Thanks, guys. Bye.

But there's this expectation that they will need a lot of consults and do quite a bit of testing. Yeah. Rebecca, did you want to make any comments or anyone else want to make any questions? I know we're way over. I did say about half an hour extra, but appreciate everyone's time and hopefully all those little extra bits were helpful as well.

Yeah, I think. I think it's fantastic. It's such a good open forum and discussion. And I think the fact that.