EP014: Building, Growing and Scaling Your Wellness Business

Welcome to the Perfect Practice Podcast where we share the most innovative strategies to help you build a successful functional medicine business, attract your ideal patients, serve your community, and get paid what you're worth. Each episode is packed with practical steps that you can take to immediately grow your influence and serve more people. Our mission is to share golden nuggets from successful practitioners, technology experts and innovators from around the world. Your host, Sachin Patel is a functional medicine success coach, international speaker and best selling author. He's calling in all his favors to bring this information to you so you can create your Perfect Practice.

Hello. Hello. Welcome Perfect Practice practitioners. I'm super excited that you're here today. Thank you and congratulations for spending this time with me. I'm going to let you tune in and get comfortable. What I'm going to start by telling you is please be sure to grab a piece of paper and please be sure to get comfortable. Write in your favorite notebook. So I've got a few of my notebooks here. One of them is my genius network notebook. So I definitely took lots of notes in preparation for today. I highly encourage that you have a notebook like this because it allows you to capture your most precious thoughts. And you know, I buy really nice notebooks. We actually have our own with our own logo on it now and it's an important lesson that I learned many years ago that you could take a book and pay $30 for it for blank pages in it and make it worth potentially millions or you could capture ideas that can help millions of people and do good in the world and have it all in one place. So don't write on a scrap piece of paper. The stuff I'm going to write tell you today to write down is timeless information. So if you're super pumped, if you're excited, then please let me know. Share a heart, share a comment, write down where you're from so I know where everyone's tuning in from and I can acknowledge you for spending this precious time together. Time is our most important asset and I don't take that lightly. Not only is my time important, but your time is important. So I'm going to make sure that we get the most out of this and I want to welcome you once again. We're going to be covering very, very important information today. This is a serious matter. The stuff that we're going to cover is serious matter. So remove all distractions. You know, put your phone away. I'm actually taking mine right now and I'm going to put it in airplane mode so nobody bothers us. And I encourage you to actually do the same thing. So there we go. Mine's in airplane mode. Put yours in airplane mode now. And I'm going to also encourage that we have interaction that's going to keep you engaged. It's going to keep me engaged. And we're all going to get the most out of this. So let me pull up my screen so that I can make sure you see it. And I'm just going to need some help and acknowledgement from somebody that you see my screen. So give me just one moment here while you're getting super comfortable. Okay? So you should see my screen now. That's what I need to know, which is beautiful. Thank you for the acknowledgement. And let's get into this. We've got a lot to cover. I'm going to try to do this in half an hour to 45 minutes. If you know me well, you know that I'm going to probably go longer than that. And I have a tendency to over deliver. So if that's okay with you, then that's what you should expect. Today. I'm going to turn my video camera off so that we don't have any distractions. Let's do this. We're going to talk today about building, growing and scaling your wellness business. So this doesn't matter if you're in functional medicine, doesn't matter if you're running a weight loss program or if you have a massage therapy clinic. I'm going to teach you principles that are going to be completely and utterly transformative to your business. This is probably gonna be something you're gonna wanna watch with your staff members as well. So first and foremost, I wanna share with you my philosophy. I believe that we have to all adopt a philosophy of the universe, which is to give and to grow. And when we grow, we can give more. And when we give more, we grow more. So this is a cycle. This slide used to say give and get, but I change my slides all the time because I evolve all the time. And now I realize it's not give and get, it's give and grow. And when you grow, then everything in your life grows. Not just one element of your life, not just one aspect of your life, but every aspect of your life grows. And it doesn't just grow in small amounts, it grows in significant amounts. So that's the other important thing to realize is give, grow, grow, give. This is an endless cycle. Very important for all of us to tune into that. I have many mentors. One of my mentors is Dr. Peter Osborne. And one thing that he taught me, amongst the hundreds of other things that he taught me, is to give more than you could ever ask for in return. And that's what I hope to do today. I hope to give you more than you could ever repay me with. The information that I'm sharing, and certainly I'm very confident that I'm going to be able to do that. I've learned a few things on my journey that I think can be very helpful for each and every one of you. And if you stick around until the end, I've got a very special offer that I'm going to make to you as well. A very special opportunity, actually. And you'll see how it all fits together in just a moment. I also believe that time is family. So I was just spending time with my son and my wife. He was having a water fight, and he actually asked me to have a water fight with him, but I had to turn him down simply for the fact that I had to be here with you today. So I truly believe time is family. And I believe that if you're spending time away from your family, that time should be productive. It should be time where you're either growing or you're giving, or in some ways you're receiving. Okay? Otherwise, your time is not being invested, it's being spent and it gets spent up. You want to invest time because the time away from your family is. Is actually quite valuable. Time away from the things you love and the people you love is extremely, extremely valuable. I'm sharing this with you because I want you to know what my values are. And the reason I share this with you right from the very beginning is because I want you to do the same thing with your clients. It's very helpful when people understand why it is that you do what it is that you do. They want to know why you do what you do before they know what it is you actually do. Okay. Very important. And you can learn this from Simon Sinek. Always start with why. So my big why's are to give and to grow and also to spend and invest my time rather wisely. And I hope that I can do that for you as well. Okay? So my goal for this presentation is to shift your mindset. If we can shift your mindset, then significant things will start shifting. If we can shift your practice, then your community will shift. And if we can shift your contribution, then really the entire world can shift. So I hope to show you some alterations that you can make, some small tweaks that you can make. This isn't about completely overhauling these areas of your life. It's really about making small changes. Just like when you're driving in your car, sometimes a small change completely changes your destination. A small change in direction completely changes the destination. You take the wrong exit off by one exit, it completely changes the destination. So you're probably already in the car. You've got gas in the car, your car is working. But we just have to make sure the steering wheel is pointed in the right direction. We're going to do some of that today. Now, just a little bit about me. For those of you that don't know me very well. I'm a proud father and husband. There's a picture of my lovely family. My wife who works in my practice with me, she's a pharmacist trained in functional medicine. And my right hand woman, if you will, and my beautiful son. He's my inspiration to become a better father and a husband and just to become a better everything. Because I know he's watching. I originally was trained as a sports chiropractor. Thought I had my dream job. Thought that life was gravy and everything was good. And it was. But it got better. And I won't get too much into my story, but certainly life got better because I followed my dreams, I followed my pursuits, and I followed my passion. Just like many of you are today. And there were many ups and downs. And we'll get into some of those today. And just like many of you might be experiencing ups and downs, I was there before too, so I know exactly what it feels like. I know what it feels like to go through some of those lows. I know what it's like to go through some of the highs and I know what it's like to get back up when you fall. I know what it's like to fall when you're standing up. I'm also a functional medicine practitioner. You probably already knew that. I'm also a patient and practitioner advocate. So I fight for both sides of the desk. You know, I'm really trying to create a better patient experience and a practitioner experience. In this functional medicine era, we have a chance to reinvent healthcare. So let's reinvent the whole thing. Let's not just reinvent one side of the equation. Let's not just reinvent what the patient gets. Let's reinvent what you get. Let's reinvent what your practice gets out of this. Let's reinvent what the community gets out of this. I believe that the only relationships and equations that work are win win win relationships and equations. That's the way of the universe. And I'm going to teach you some of the universal laws and principles that you have to abide by in order for you to experience and even expect extraordinary levels of success. I recently basically shifted. I retired my chiropractic license just this year. It was always my goal to retire by 40 and I was able to do it. I retired from clinical practice and now I help practitioners with becoming the best version of themselves and therefore creating the best version of their practice and the best version of their community. That's what I do for a living and I love it. It's absolutely my most favorite thing to do is to help other people succeed and not make the same mistakes that I made. Through this all I've been able to also become somewhat of a philanthropist. It's a very important title. The crown is quite heavy. We've built a hospital and an orphanage through the proceeds of our clinic and some of my personal contributions and community contrib. So you know, these are again part of me, who I am and hopefully it sheds some light on my philosophy of life as well. And maybe it's like some of you. I'm a chocolate addict. Any chocolate addicts out there? I know I love chocolate and you'll see why in just a second. In my spare time, I'm a best selling author. I wrote two best selling books. One's called the Motivation Molecule and the other one is called Perfect Practice which some of you have. If you haven't picked both of these books, you can certainly get them. And I'm also an international speaker. I get to speak all over the place. I'm a photographer, I love photography. I love nature, love gadgets. If you could see my room, you'd see all the gadgets around me. That's where I invest a lot of my resources is into creating better versions of everything that I do. And I'm also a dopamine junkie. I'm not a risk taking junkie if you will, but I love the thrill I get when I increase my dopamine levels. Through my journey, I've built what I call and what some other people call the perfect practice. I've created this model basically out of desperation and out of necessity and it's worked out to be a very, very interesting model that actually puts healthcare on its head. It's really interesting, it's really fascinating. I won't go too, too into it. This is something I cover in detail in some of my Other talks, but the concierge practice, if you will, or the smart overhead practice, the micro practice is the practice of the future. I spoke at one of the largest accounting firms in the world. I spoke at their global convention for their global leaders and their global partners. And they were so fascinated by the functional medicine model from a business perspective because they couldn't believe how we could get such amazing, amazing, outstanding results for our patients and do it with such little capital investment. I mean, there's never been a better time than to be a functional medicine practitioner. There's never been a better time. This is an amazing intersection between our ability to serve humanity and there's a crossroads taking place with technology. So there's some really cool things happening and you're ahead of the curve. That's why there's a little turbulence in your life. That's why things are a little bit more challenging than you might like them to be. It's because you're ahead of the curve. There's nothing wrong with that. You just have to know what it means and how to prepare yourself for the future. If you're in it for the short game, like if you're planning on shutting your doors down, you know, in a year, then don't listen to anything I say. If you're planning on building a business for the long haul, if you're building something that people will remember you by, if you're building something for your last name instead of your first name, okay, creating multi generational, you know, impact, then you know this rest of this presentation is for you. If you're just interested in making a quick buck, then I strongly suggest that you go and spend your time doing something else besides watching this webinar. This is going to get out there in the sense that it's automatically the concepts I'm going to discuss are going to repel the people who have a scarcity mindset. And it's going to repel the people that are in it for the short haul and are in it for the quick buck. So you can find out later that this isn't for you, or you can find, or you can listen to me now and heed my advice. As I mentioned earlier, I'm a dopamine junkie. For those of you that know how to interpret an organic acids profile. What you see here is my organic acid profile. And you see that my dopamine turnover is quite high. And you look at all of my other neurotransmitters and metabolic markers are shifted to the left except dopamine, dopamine is highly shifted to the right now. I tend to be very motivated. I tend to get very inspired. I tend to get behind things really nicely, and I can see things through with extreme amounts of focus and success. And it's a gift and a curse. So I have tons and tons of ideas that keep popping up in my head. I have vast amounts of creativity. I have the ability to action these things. But it also means that I work a lot. Okay, so this is something I learned about myself, that I'm genetically programmed to work a lot. You know, to chase the shiny objects, if you will. From a distractionary standpoint, I can be easily distracted, but I can also be very, very laser focused. So I always believe it's important to know as much as you can about yourself and who you are all the way down to the genetic level and all the way down to the biochemical level. So I'm a very motivated guy. Just by design. Some of us tend to struggle with motivation and inspiration, whereas with me, that's where I excel. But starting my practice was tough, and there's no blueprint for success. Many years ago, technology, it's evolving, and it can be super confusing for a clinician. And no one knew what functional medicine was back then. And I would say that people still don't know what functional medicine is. This is a slow adoption that's taking place, but adoption is taking place nonetheless. And that's when I started looking for help and guidance. Here you can see if you know how to interpret a adrenal profile. This one is from Biohealth. Then you can see that I burnt my adrenals out trying to figure out this formula. And so I don't want this to happen to anyone. And, you know, when your adrenals burn out, then everything else in your life burns out. Your relationships burn out, your hobbies burn out, your money burns out, right? So we don't want to be in that situation. I don't want any of you to be in that situation because you have important work to do. You have very important work to do. And we need you healthy, we need you happy, we need you vibrant, we need you strategically aligned in order for that movement to take place. You know, my vision is that each and every one of you on this call has an extremely successful, thriving practice where people are coming in and they're happy to pay you, they're happy to work with you, and they're excited to change and transform their life. That's the future I want to see. And we can't do it. Collectively, if all of us are burnt out. So I know what it's like. I know what it's like to feel these lows. As I mentioned earlier, one of the things I realized a few years ago is working with mentors is transformational because when you work with a mentor, it's the closest thing that I can imagine to a time machine. So someone like Joe Polish, who's helped many, many hundreds of entrepreneurs, has vast experience and vast contribution that he can offer me when I talk to him about functional medicine. Tom Blue, who has vast experience, you know, I can pick his brain and I can learn more from him. Jeffrey Bland, of course, has vast knowledge. So when you hang out with the right people and when you're in the right rooms with the right people, amazing, amazing things start happening. So I always like to acknowledge people that I learned from there. You see Jeff Spencer, who absolutely loves my program. You see Dr. Peter Osborne, great friend and colleague of mine, George Bryant, Dave Asprey and Drew Prohit. If you don't know who Drew is, he actually walked next to Oprah in the royal wedding recently. But he's Mark Hyman's CEO. So when you hang out with these type of people, what I've learned is that you get to absorb the knowledge that they have and you get to ask them questions that have probably cost them thousands or millions of dollars to find the answer to. So surrounding yourself with the right network is absolutely huge. As I mentioned, our practice has been very celebrated in the functional medicine industry, which I'm very proud of. And I was recently asked to speak at the IFM Collaboration with Functional Forum. And I was the keynote speaker at the Practice of the Future. And essentially what we were discussing, what I was discussing was the evolution of prim care and how practices need to evolve in order to become aligned with the future of health care that's coming. You know, IFM is a great program, it's a great system, it's creating the knowledge base for the future. But what we're trying to do at the Living Proof Institute and through our training programs is we're trying to create the practices of the future. There is three parts to this equation. There's knowledge which helps you help people. There are systems which helps you grow your practice and run efficiently. And then there's also development of the practitioner themselves. And all three of these things need to be aligned in order for a practice to be successful. You know, through my journey, I've put together an amazing team, an all star team of people. So I know what it's like to grow a team as well. I know what it's like to bring on new people. I know what it's like to sometimes lose good people because of external circumstances, and I know what it's like to recover from those things. So I have lots of experience working with a team and managing people. So no matter where you are in your journey, I probably understand what you're going through or have been through it myself. Now, for those of you that are tuned in, what I'd love for you to do is. I'm just gonna pause here for a second. What I'd love for you to do is I want you to type in what your biggest challenge is right now. What is it that you feel is something that you could do without in your practice, what is it that you. You wish you didn't have to deal with in your practice, or what is an obstacle that you're looking to overcome. So go ahead and type that in the chat box for me, if you will. Whatever your biggest challenge is right now. Okay? So for a lot of you, it's things like marketing, it's managing your team, it's convincing or converting patients, getting them to see the value in what it is that you do. Yeah, we see that and hear that quite a bit. You know, people, it's not about. It's really not about you. It's about them seeing value in themselves. You know, I had an interesting consultation with a client, and, you know, they said that, how can I justify my program? Are people gonna, you know, give me a problem with my pricing? I said, well, you know, don't focus on what your time is worth. You focus on what the patient's health is worth. Because that's the equation that we're. We want to focus on. We want to focus on what is this patient's health worth, not what is your time worth. And when you change the focus to the patient, then a transformation starts to take place. I hope you find that information helpful. So let's go over today's topics. We're going to talk about mindset. Mindset is huge, a big part of your practice development. We're going to talk about fractals, frequencies, and your future. We're going to talk about changing your words to change your life. And we're going to redefine profit. You know, profit is a interesting word. It's almost like a swear word in healthcare. For some reason, people have a hard time aligning with the word profit. And, you know, it makes people cringe because they have a hard time Speaking about it. And then we're going to give you a very special opportunity at the end. I think you're going to be blown away by what we're going to be offering you today and the value that you're going to get out of it. So stick around until the very end and you're going to see exactly what I'm talking about. So let's first talk about mindset. You know, mindset is like your steering wheel. And so here's the thing. You've got this body, you've got 24 hours in your day, You've got probably all the nutrition that you need or need access to. You've got technology working for you, you've got all this infrastructure working for you. And all you have to do is steer the wheel. Okay? You don't need to build the car. Your tires have air in them, your engine has oil in it, your gas tank has gas in it. You have everything that you need. Most of you have everything that you need. I would say that 99% of you have everything that you need, but you just need to steer the wheel. And that is where your mindset comes in. When you change your mindset, just like when you change the destination or the direction of your steering wheel, you change the destination. One small turn, one small turn on an off ramp just changes a few degrees the direction you're traveling in, but it completely changes where you end up. Okay? It completely changes the direction that your life goes in. So your mindset is absolutely critical to your highest level of success. We're going to talk about the different mindsets. The two different mindsets are scarcity and abundance. So scarcity based mindset is going to be very limiting, whereas an abundance mindset is going to be very growth oriented. So how do you know you have a scarcity mindset? Well, let's look at the equations of a scarcity versus abundance mindset. So in a scarcity mindset, you're going to think the world operates with a zero sum game. And what that means when you have a zero sum game is that you believe that when somebody is winning, it means that you have to be losing. When somebody is doing well on this beautiful planet, it means that you're not doing well. Okay. Because you feel like they're taking things away from you. Now this is gambling is a great example of a scarcity mindset and a scarcity paradigm. Because if you're playing poker and there's a certain number of chips on the table, well, somebody has, in order for you to win Somebody else has to lose. But the universe doesn't work like that. Okay? The universe does not work like that. Very important to understand. You want to write that down when I write some of these bullet points down? Now, the next part of a scarcity mindset is that you feel that we have limited resources. The earth is abundant, the universe is rich with treasures and resources, and the only actual resource that exists is human ingenuity. Oil without ingenuity is useless. That's something important to realize, is that without ingenuity, without human ingenuity, there are no resources. So the only real resource is the ability for us to be ingenious and to be creative and to create solutions. So creativity is a resource. And then we also have this mindset. People have scarcity mindsets that life is unfair. What people feel is that life is not fair. And so they go through this attitude of if somebody else is successful, it means that I can't be successful. If somebody else has resources, it means that I can't have resources. And they feel like life isn't fair for them. And the problem with this is that even when you're successful, if you believe this to be true, you will be successful and have tremendous amounts of guilt. Because if you have this attitude towards life that for me to be abundant, somebody else has to have scarcity because you took it from somebody else, then you'll feel guilty. And the worst thing to be is to have money and to feel guilty about it, okay? Because you will lose it. Because you will view it as negative, you will view it with the wrong mindset. So if this makes sense, then I want you to show me a like or a heart if this makes sense to you. That, you know, this type of attitude can be very destructive. Even, even when you're successful, this type of attitude can be destructive. I want you to put in a little heart there so I know that you're hearing this, okay? Now if you go through this attitude that life is unfair, you know it's not going to be a good situation, right? So zero sum game, limited resources, life is unfair. That's a miserable life waiting to happen and essentially being created, not waiting to happen. It's a miserable life that's being created. The next is an abundance mindset. So an abundance mindset is where you're cooperative, where you are sharing, you're open, right? That's why I try to share so much free information with you guys and gals, because I want you to be successful. There's so many sick people that we need each and Every one of you to be successful, we need all of you to have success in this lifetime. And abundance minded people are resourceful. They make things out of seemingly nothing because they see abundance in everything and they're also grateful. So gratitude is extremely important. You want to have the right attitude when it comes to life. And there's two forms of gratitude. There's gratitude for the things that happened and. And there's gratitude for the things that will happen. And so appreciation, it goes a long way. Okay? Gratitude goes a very long way. And gratitude raises awareness of all the amazing things that are unfolding in our lives. How many of you are familiar with fractals? So this is a new concept to some people. If you've heard of fractals, then I want you to type in yes, I have. If you haven't heard of fractals and I want you to put a question mark, okay? Put a question mark. If you don't know what a fractal is, and I'm about to blow your mind here, so be sure to be ready, not distracted and take some notes if you need to. So go ahead and type in for me. If you don't know what a fractal is, type in a question mark. And if you do know what a fractal is, just go ahead and type in yes in the chat box. Okay? Okay, so we see some yeses, some question marks, a few question marks. Okay? This is going to be mind blowing, so bear with me here. So fractals are the math of the universe. And one of my mentees, her name is Saab Varani, she's an awesome, awesome student still, she's still in medical school, but she's amazing. She's just this really fascinating young girl and I have the privilege of working with her. And she actually wrote a book about fractals. Fractals are basically the math of the entire cosmos. So fractals, basically governance, this very important principle that I'm going to be talking about, and that is how you do one thing is how you do everything. I'm going to prove this to you to be a universal law. You ready for this? This is going to blow your mind. You just have to be ready for it. Readiness is very important. It's a very important attribute to success. So how you do one thing is how you do everything. Now it's not just how you do one thing is how you do everything. How the universe does one thing is how the universe does everything. So this is a universal principle. So how do we know this? Well, let's Watch this video for those of you don't know what fractals are. Fractals are basically, you know, mathematical equations that keep repeating themselves. And what you see are these beautiful geometric patterns. So I want you to watch this. I'm going to mute my sound here. And what you're going to see here is a Mandelbrot fractal zoom. So this is going to zoom in. And as you zoom in, what you'll notice is you just keep zooming in to the same thing. So no matter how much you zoom in, it's identical. Okay? So as we zoom in, we're gonna see that same pattern continuously, continuously repeating itself. Okay? It's quite beautiful. You can see how beautiful this is and how cosmic this is and how like kind of spiritual it looks. So you can get lost in these things. You can type in fractal videos and you can see all kinds of amazing things. But no matter how much we zoom in, we're going to see the same pattern continuously repeating itself. This is a great way to meditate, by the way, if you're into sacred geometry or if you're into these type of things, which you all should be, because it's all part of our cosmic journey. This is an example of fractals. And you can see we just keep going and going and going. Now what I want to share with you is that this principle applies in the entire cosmos, okay? And here's where we see it. Here's where else we see it in the universe. So on the left hand side, from the Max Planck Institute, what we have is a theoretical simulation of all the galaxies in the entire cosmos. And dark matter, okay? So that's how the universe looks. If you were to go as far away as possible, this is what the universe in dark matter looks like. Now, if we zoom in on the right, what we see are human brain cell astrocytes, okay? So we see brain cells and you can see they configure themselves in essentially the same way. Okay? So this is a fractal, okay? What we also notice. Let me go back to this for a second. What we also notice is that the largest thing that we know of, which is the entire cosmos, is represented in some of the smallest things that we know of. Now this next picture that I'm going to show you is mushroom mycelium. So mushroom mycelium is what basically is the thread that holds our soil together. It's this advanced network of mushroom mycelium, which is what these little projections look like, that allows the entire forest to communicate with itself, with each other. This is the foundation of how our ecosystems work, okay? And we see the same arrangement as we do in even the most microscopic organisms on the planet. So remember, the universe does one thing the same way it does everything else. So this is important for you to know that how you do one thing in your life is going to show up in every area of your life. The way you approach the world on a daily basis. If you have a scarcity mindset, you're not just going to have a scarcity mindset in your practice. You're going to have a scarcity mindset in your relationships. You're going to have a scarcity mindset in your investing. You're going to have a scarcity mindset in every single element of your life. You can't have abundance in one area of your life and have scarcity in every other area of your life. How you do one thing is how you do everything. Does this make sense to you? Do you see that this is a universal principle that we cannot mess with. This is woven into the fabric, into the cosmic fabric of the entire cosmos. This is how the world works. And it's. You can deny this all you want, you can be confrontational with this concept all you want, but I can 100% guarantee that when you align with it, when you align with this law of nature and you do one thing the way you want to do everything, your life completely transform, your practice completely transforms. So it starts with your mindset. Your mindset is the steering wheel. But now you got to play by the rules. You got to follow the rules of the road. And fractals are the cosmic geometry, okay? This is a law we can't change. This is the math. We can't change the math. We have to accept the math. All right? Now another thing too that's important is to change your words. When you change your words, you change your life. The English language, if English isn't your first language, you can probably attest to how difficult English is to learn as a language. It's almost impossible. You know, my son is 8, or he's turning 8 and, you know, teaching him English, I have to teach him how sabotaging the language is. So let me give you an example. You know, the word buy, you know, when you say the word buy, it could have three possible meanings. Okay, now let me give you an example how this could potentially sabotage you. So imagine you have somebody who doesn't know English very well, okay? Or you emphasize words a little bit differently. If you put on a Sales page. For example, buy now. Okay, that could mean purchase now, order now, confirm your order. See, there's better ways to say it. Or you say buy now and you could say buy now when you're telling someone to go away. Okay, so buy now, I'm taking off, right? And you could actually push people away subconsciously because you're using the wrong words. You're using words that actually mean the opposite of what you want them to mean. Okay? So the English language is very confusing. So you have to learn how to master the English language because it's by design, very self sabotaging. Okay? You know, and I'm going to give you some important examples here in just a minute. So an example would be I need to spend more time, I need to take more time, I need to make more time. How many of you have said that? Just type in yes if you just type in yes or that's me, if you've ever said that I need to spend more time on this project, I need to take time and do this or I need to make time and do this. You know, all of us, including myself, are probably guilty of that. But here's the truth. There's no such thing, right? You can't spend time. It's not money. It's not a currency. You can't take time. I can't take time from somebody else and spend it somewhere else. And I can't make time. I mean, show me how you can manufacture time. Okay? You really can't. So what people need to do is they need to start changing the way they use words that precede time. So maybe we can say devote time. I need to invest more time. Because then you're adding more value to that hour. Here's an entrepreneurial principle that many of you might want to write down. Okay? An entrepreneur is not guaranteed to get paid for the time that he invests on a project. So I could sit here and I could put together a presentation, or I could put together a landing page, or I could put together a blog article. And there's absolutely no guarantee that I'm going to get paid to write that article. Nobody's going to write a check to me and say, hey Sachin, great job. Here's $500 for writing this blog article. As an entrepreneur, we don't have that liberty. Okay? Now what we have to do is we have to realize that we might not get paid for that hour. But if we do our job correctly, if we devote time and invest time, then we might get paid a times for that hour that we spent, right? If I build a landing page and I spent four hours building it, I don't get paid for building the landing page. What I get paid for is what the landing page gets across to people and the conversion that takes place and the onboarding that takes place and the lives that are changed. You know, I get paid potentially for that if I do a good job, if I invested my time and devoted my time correctly. Okay, so that's the, that's the upside and downside of being an entrepreneur. Nobody likes what you do. You don't get paid. If people love what you do, then you get paid in the future and you get paid indefinitely into the future if you do a much better job. Does this make sense to you? Are you finding this helpful? Are these concepts helpful to you? If they are, just go ahead and press A like so I can keep track of who's paying attention and who's enjoying this information. This is powerful stuff, guys. I know some of you might be wanting me to talk about Facebook ads, but you got to fix this stuff first. You got to address the foundation first. You have to address the formula for your success first. Most people try to change the result, but what they forget to do is actually look at the equation. They forget to look at the actual mathematics of the problem. One plus one is always going to equal two. You can't try to change the two, you can't try to change the number two. You got to change the one plus one or the one minus one or whatever it is that's going in before the, the equation sign. So before you try to change the outcome by, you know, for God's sake, you first have to change, you know, the parameters that you're putting into the equation. Otherwise you're wasting your time. I can promise you that. You're wasting your time and you're wasting everyone else's time. Alright? So make sure you're investing time. Now. The other, other word that comes up quite often in the, in many of the networks that it belong to is the word incredible and unbelievable. So the word incredible actually probably means the opposite of what you want it to mean, right? What's the opposite incredible? Well, the opposite of incredible is actually credible, which is what you wanted to say. Unbelievable. What's the opposite of unbelievable? It's actually believable. So don't say I've got an unbelievable program for you, don't say we get unbelievable results, don't say we get incredible results when you explain what you do to people, because you're actually Sabotaging yourself. You're saying the exact opposite of what you're trying to say. You're saying the exact opposite of the message that you're trying to convey to people in order to get them to take action. So you might be scratching your head and saying, well, I wonder why nobody believes me. I've got this unbelievable program. I wonder why nobody believes me. I've got this. I've got incredible results. But how come nobody thinks I'm credible? Well, it's because you're telling people the exact opposite of what you're trying to tell them. The English language is one of the worst languages to communicate in, okay? And I won't get into why. There's actually specific reasons as to why, but it's a very semantically incorrect language. The same word like sees, sees could be, you know, take something. It could be to stop doing something. It could be the seven Cs that I'm talking about, or it could be Mary sees a dog like that same sound has four completely different meanings. You know, very few languages are like that. So you have to be very careful how you use the English language in your copywriting, in the words that you think in, even the thoughts that you have, the language that you think in and the words that you use significantly matters. Now, I'm going to show this to you guys. This is a very important presentation. It's just a couple of minutes here, and I think you're going to find it very, very fascinating. So this is a cymatic plate. Cymatics is basically showing you this concept that vibration organizes matter. Everything as we know vibrates at the smallest level, you zoom in close enough, everything is vibrating, okay? And here's the thing. Remember how you do one thing is how you do everything. So vibr creates organization of matter. And you're going to see that here in just a second. So what we see here is this plate. And as this plate is vibrating, there's a speaker underneath it. We're going to see the shape of the sand is going to start to change. Okay? We're going to start to see that the organization of this sand is going to change. And what you'll also notice is that not only is it changing, but slight changes in the frequency will completely change the orientation of the shape. So we don't get a small change. We get an unrecognizable change in the way the shape is organizing itself. So the word incredible and credible might not sound like a big deal, but you can see how changing frequency is a big deal. And how it makes a huge difference. Now, what you'll also notice is that as the frequency is getting higher, okay, as the frequency here is getting higher, what's also getting higher is the level of complexity. Now, remember, the human ear can only hear between 20Hz and 20,000Hz, which means that there's going to get to a point where we're not going to be able to hear any sound anymore. But the sand will keep continuously rearranging itself in more complicated shapes. Now, what you can conclude from this is that the more complicated something is structurally, the higher the frequency is vibrating at. Okay? So very important concept here. The higher the frequency, the higher the complexity. The higher the complexity, the higher the frequency. Now, you tell me what you can think of, which is the most complex structure in the entire cosmos. What can you think of that is the most complex thing in the entire universe that we know of? Well, the most complex thing in the entire universe that I know of is the human brain, okay? So what this means to me is that the human brain, because of its level of extraordinary complexity, is vibrating at a corresponding resonant frequency. Okay? So this is really, really powerful stuff. Your thoughts are vibration. Everything is vibration, okay? When you have a thought, there's electrical impulses that are taking place. There's chemical structures that are changing place. There's biochemistry that's taking place. So there's actual resonance taking place, high frequency resonance taking place. Your brain, you might not realize this, but your brain is a supercomputer. How many of you have ever thought about somebody, okay? How many of you ever thought about somebody, picked up your phone to call them and they're calling you? How many of you have ever thought about somebody? And in the middle of nowhere, where you never expect that person, you see them just a few minutes later around the corner? How many of you have texted somebody, only to pick up the text and they're texting you at the exact same time? Okay? This happens all the time. And it's happening not because it's crazy, not because it's ridiculous, but because this is the way the world works. Now, most people, when something like this happens, their response, immediate response is, oh, my God, this is crazy. Okay? This is insane. I can't believe this. Well, see, listen to what you're saying, right? If you think this is crazy, will you ever develop it as a skill? Will you ever develop something as a skill if you think it's crazy? If your arm bent because your bicep contracted and you thought that was crazy, and a complete Fluke and a complete coincidence, then you would probably never develop your bicep because you don't think you have that capability to do it. So this ability to telepathically communicate actually exists. Sounds scary. Sounds freaky. It sounds woo woo. But here's the test. I want you to start. When somebody random pops into your head or you're thinking about somebody out of the blue, guess what they're thinking about you. And I want you to beat them to the punch and I want you to text them immediately. And if you don't know what to say, just say, hey, John, I was thinking about you. I hope you're doing awesome. Have an awesome day. And guess what? Nine times out of ten, you're going to get a text back saying, I was thinking about you too, dude, I wanted to call you. Do this with your patients and watch what happens. Do this with people who are kind of sitting on the fence and watch what happens. If somebody randomly pops into your head. It's a patient and they pop into your head and they haven't come in in a few months. Email them, send them a quick note and just say, I was thinking about you, I wanted to check in. Okay, do that and watch what happens. You're going to get some amazing transformation. Okay? Now here's the thing. Vibration creates an organization of matter. As we said, the higher the vibration, the higher the complexity. The brain essentially is a supercomputer, okay? A wireless supercomputer. And you can't create something that doesn't exist. You basically organize things, right? So I can't create something that doesn't exist. I can organize the pieces, I can organize the technology, I can organize the team, I can organize the materials, I can organize the thoughts, I can organize my plans. I can only organize. I don't create, right? So when we think we have to create something, you know, the universe has already provided us with everything that we need. We just need to organize it. And that's what our thoughts do. Our thoughts organize things. Our thoughts organize matter. So the things that you think about on a consistent, regular basis, you're basically organizing the universe's matter to create this outcome. Okay? When people say, I never thought I'd be this successful, they're complete liars. They've been planning it the entire time. Listen to what I said. When people say, I never thought that I'd be standing up here winning this award, I never thought that I would be in this position, they're lying to you. They were thinking about it the entire time. They don't even realize that they're saying that, okay, again, very important what you think about matters. And I just showed you an example of how vibration organizes matter. Okay, remember, you can only hear between 20 and 20,000 hertz. Now I'm also going to share a story about changing your units. And when you change your units, you also change your life. This is some of the stories some of you may have heard if you know me well. When I was young and bean burritos were a dollar when I used to eat Taco Bell. Ok, so growing up, tell you a quick story. When I was growing up, Taco Bell was a treat. My mom, she's very. Remember we talked about ingenuity. My mom, tremendous amounts of ingenuity. She would claim that no matter what we wanted to eat at a fast food restaurant, she could make at home. So she always took it upon herself to challenge herself to make it at home. Mind you, it's always cheaper to buy a 99 cent bean burrito than try to reverse engineer the recipe and spend all this time. But fortunately for us growing up, we didn't eat out very much because of this ingenuity my mom had. So bean burritos were kind of our thing. We were vegetarian. And growing up, there weren't too many fast food places that you could go to that had vegetarian options. Except Taco Bell and bean burritos, pound for pound were the most value, so they were the heaviest meal for the cheapest. The cost to weight ratio was ridiculous on these things. Okay, so we would love getting bean burritos and bean burritos, when they're 99 cents were a unit of currency for me and my brother. So if we wanted to buy something like a book or a shirt or a computer, and let's say it was 50 bucks or it's $1,000, we would say, man, that's a thousand bean burritos. Because those were the units that we were operating out of. Okay. So we would envision in our mind 1000 bean burritos or a computer. Right? Because that's what we were exchanging for. And so when you think of bean burritos as a unit of currency, you probably have a scarcity mindset. That's the unit of operation that I was working out of. And some of you might still be stuck in these Taco Bell days where your units are very small. And when you have small units, then it's very hard to think big. Imagine thinking about a million bean burritos. That's a difficult concept to grasp. It's Very difficult to grasp that concept. Now, what I did fairly recently, a few years ago, is I started changing my units when I wanted to invest in my business. Okay? I had to change my units. If I wanted to invest $5,000 in a seminar or if I wanted to invest $25,000 to go to Genius Network, which is what I've done, then I had to change the units. I couldn't measure this investment in bean burritos because 25,000 bean burritos, man, that's a lot of bean burritos. But what I did was I converted my units. My units are our case fees in our practice, and our minimum case fee is $3,000. So now it's easy to make that investment, because in order for me to recover my investment of $25,000 into my business, all I have to do is get nine new patients and I break ahead. So I have to ask myself, can I learn principles? Will I make contacts? Will I have a network of people that can help me get, at a minimum, nine new patients in the next year? And not even in the next year, really, in my lifetime? And if the answer is yes, the decision becomes extremely, extremely easy. And the reason I say this is because many of you have a hard time investing in the right things that you need to do for your business because you're still stuck in the wrong units, okay? So if you want to go to a conference, let's say that's $3,000. Well, that's one new patient, okay? So you have to ask yourself, can I learn something? Can I connect myself with other people who are doing this and get one new patient out of it? And the answer is yes. And it becomes very easy to make a decision. Becomes extraordinarily easy to make a decision. And decisive people win. Decisive people win every single time because they decide that they're going to win, okay? They decide that they're going to take this to the next level, and they're going to get an outcome, and they're going to get a result. So you don't have to change your units to new patients, but just make sure you're not stuck in the bean burrito era that I was in. Okay? So now if I want to buy a car, let's say, by the way, my car is from 2005, I bought a G35 coupe. It was my gift to myself when I got graduated chiropractic school. And I still have that car, okay? But if I wanted to buy a new car, which eventually I'm going to have to what units do you think I'm going to use if I want to buy a nice car? You know, might cost me $100,000 for a really nice car. That's a really nice car. But if I'm looking at it from a patient acquisition standpoint, well, that might be, you know, seven coaching clients for me, OK? Or that might be 33 new patients. Or it might be 100,000 being burritos. So I hope you see where I'm going with this. When you start changing the units, then things start changing in your life. If you get stuck in the minutiae, if you get stuck in the pennies and the dollars and the double digits, in the triple digits even, you're going to be losing at life. That's just. Trust me. This is hard for some of you to grasp, but you have to trust this concept. You know, my dad and I, we jokingly have a rule in our house that we don't talk about things that are less than double digits. So my dad will always tell me he's just a great. He's a super great guy. I love him to death, but he'll tell me the guy price of gas. He knows the price of gas at every major intersection in town. He knows the price of ginger at every store in town. And so I asked him, I'm like, dad, how much does this save you over the course of a year? Right? If you're stuck counting pennies, you'll always be stuck counting pennies. So if I think about units, change your units and you start changing your life. This is very important. And some of you are acknowledging that you're stuck there. Yeah, get out of that mindset. And here's the other thing. You're not going to get out of this mindset on your own. You get out of this mindset by surrounding yourself with people who have adopted this mindset. You know, when you're surrounded with the right people who are vibrating at the right frequency, then amazing things start happening, okay? You absorb their frequency, you start resonating at that frequency. This is a universal principle, okay? So change your units, change your life. Now, I want to talk about profit really quick, and then we're going to wrap things up here in just a moment. But the old way of looking at profit is revenue minus expenses equals profit. So, you know, this is kind of the accounting way of measuring things that kind of, you know, I don't like those words. I don't like the word revenue because of the, you know, the stigma that's associated with it. I Don't like the word expenses, again, because of the stigma associated with it. But these are accounting terms. So revenue minus expenses equals profit. And it's really hard to resonate with that statement because of the type of work that we do. We're not, you know, the type of work that we do is very sensitive work. It's very meaningful, purposeful, spiritual work. And words like revenue, expenses, although you might need to talk about these things with your accountant, are not words that I prefer to use. I prefer to use the words effectiveness minus efficiency. Okay. So how effective your message is, how effective your branding is, how effective your systems and processes are to is going to be what determines your upline or top number revenue. Okay. So the effectiveness of what you do is going to be reflected in your revenue. Just for a lack of better word to use, we'll use revenue and effectiveness synonymously. Now that's going to be subtracted from your efficiency. Okay. How efficient is your practice? Okay. The word expenses has a negative connotation to it. Okay. When you're doing all these great things for your patients, when you're paying your staff what they deserve, when you're investing in your programs, you know, these are things that you should be doing to increase efficiency. And so effectiveness minus efficiency is what equals profit. This is a way that I've redefined profit and I feel more spiritually aligned and connected to that. So you can use this for, you know, if you wish. If this is a formula that aligns with you, then you can use this formula in your mind and when you communicate, even to your teammate. So I'm curious, is this something that you found helpful? So go ahead and type in. Many of you are still tuned in. Nobody's left yet, it looks like. So thank you for sticking around. I hope you got some tremendous value out of this. But if you found this helpful, just changing the way you think, changing the way you look at the world, approaching the world from a abundance perspective versus a scarcity perspective. Was this helpful for you? Kristen is saying yes. When the student is ready, the teacher appears. I'm here now. Perfect. Yes. Steve is saying absolutely. Great. Steve, thank you for joining us today. I appreciate that. Here's the thing. If you found this helpful, this is an important mind shift that needs to take place. I hope that the steering wheel has kind of shifted the direction a little bit so you're moving in the right direction so that you could change the destination that you're going to and what I want to do. As I mentioned, we have a special offer for you today is a special invitation and that is I want to invite you to a program that we've put together. It's called Perfect Practice Live. If you liked what you learned today, then imagine spending three days going deeper into this. You know, if you didn't like what you learned today, then please don't come because you're not going to, you're not going to like what we talk about. We're going to talk about how to have amazing levels of success, not just how to increase your bottom line. I mean, there's plenty of places you can go if that's all you care about. What I'm going to talk about is how to maximize your impact in your community, in the world. That's what the world needs right now, ok? If you want to learn how to transform healthcare, if you want to have the systems in place so that you can grow and scale your practice and help more people with the right mindset, with the right heart into it, and with the right processes in place and surround yourself, immerse yourself with the right people, then we've got this amazing event for you. Okay? This event is going to be awesome because it's going to immerse you in the learning tools that you need and provide you the tools that you need in order for you to have ultimate high levels of success. So I'm going to walk you through this and if you have any questions, then I'm very, very excited to answer those questions for you. So if you go to Perfect Practice Live, then this is an application only event. So you actually have to apply to come to the event because we very carefully curate the people who attend here. We're going to teach people some extremely powerful strategies. We're going to teach you some extremely powerful tools that are going to help you take your practice to a whole new level. Okay? So this program is geared towards the right people. Remember I said that the right people will be attracted to this, the wrong people will be repelled away from this. So we're going to teach you how to fill your practice with motivated, self paying patience without overwhelming yourself, without burning out. Okay? You need patience in your practice. You need patients who are motivated and inspired. Otherwise you're going to be burnt out and overwhelmed. And that's not what we want. Okay? We want you to be extremely successful. And that starts by who you attract. So when you go to this page, you'll see the dates, July 27th to 29th. Some of you, if you've purchased my book, you'll be getting a special invitation but if you're joining me live, you're going to get a special coupon today that you can use towards this amazing event. So what you're going to learn is a lot of things. You'll learn how to market to your perfect clients. You're going to leverage the latest technology to save time and effort. You're going to learn how to create freedom and do what you love to do. You're going to develop a tribe that loves you and your work, and you're going to master a success mindset and stop holding yourself back. And you're going to stop giving away your time and expertise and start being compensated for it. So we're going to give you an entire blueprint to maximize freedom and impact. And I've sold over 3,500 books, I've coached 150 practitioners, worked with 4,000 patients, and we've also helped and supported over 5,000 other practitioners. So, you know, we've learned quite a bit on our journey and we've put together this amazing team that's going to serve you. Every single person from my team is going to actually get up on the stage and they're going to tell you how they function and operate in our practice. So we're going to show you the multimillion dollar formula for running a very successful functional medicine practice. Now, remember, how you do one thing is how you do everything, okay? Which means that at some point, this information is going to be relevant to you. No matter where you are in your journey, what we're going to share here is going to be relevant to you. The content we're going to cover is going to cover three broad, important categories. Personal development, practice development and practitioner development. Which means that we're going to develop your clinical skills, we're going to help develop your practice systems and marketing systems and website systems and all these things. And we're also going to help you develop yourself. Because when you develop yourself, you become a better version of who you are. And everything benefits from that. When you become a better version of yourself, your spouse benefits, your patients benefit, your practice benefits, your kids benefit, your community benefits. But if all you focus on is your practice, then only your practice benefits. And I know lots of people that have successful practices but failing lives, their relationships suck, they don't see their kids, they have no time. Freedom. That's not success to me, okay? That's a nightmare to me. So we want you to have impact and freedom, and we want you to have a beautiful life. That's the goal. That's the ultimate goal. And it's not something you realize until you don't have time anymore how valuable time is. So here's some of the content that we're going to cover. We're going to talk about how to use social media, how to build the ultimate patient experience. I have my financial advisor coming and his team. We're going to talk about wealth management. We're going to talk about how to repurpose your content, how to use technology in your practice, how to handle patient objections, you know, essential tools to qualify people. We're going to have practitioner hot seats. We're going to have some of my mentees coming up there talking about their first hundred patients, what they Learned, their first 20 patients, what they learned. So there's lots of cool information that we're going to be sharing that's going to be extremely relevant to no matter where you are in your business. And here is my gal, Sarah DeFrancesco, and she talks about how this event and this process has transformed her life. You leave with amazing steps. You'll just have so much value when you come here. Here's what some of our past attendees had to say. And just so you know, this was not something I planned on doing. I wanted to do one event a year. And when I did my first event, it just blew up, blew me away with the level of value that we are able to deliver. The people that attended, I have known through social media and through my Facebook group and through phone calls forever, what feels like forever for many years. But it wasn't until I met some of them in person and spent a weekend with them that it transformed all of us. So this weekend is a weekend of transformation. So right now we have this amazing offer. The. The retail price of the Entire event is $49.97. Between now and June 15, we have early bird discount. That takes it down to 29.97. Now, what I also have for you is a special code that you can use. If you go to the website, what you're going to do is you're going to put in application, you're going to put this information in. So let me just put. Let me just walk you through this. You're going to go anywhere on the page, you're going to hit apply and you're going to then be forwarded to another page, which is a quiz. So here's what you're going to get. You're going to get access to the application form. Now, on this form, we ask you all the questions that we need to know in order to make sure that you're properly qualified. Now, the beautiful thing about this event is that it comes with an extraordinary 110% money back guarantee. No event on the planet does that. Some of them might give you 100% money back guarantee. I haven't seen that. I'm actually going to pay you, in addition to what you pay me, an extra 10%. If you don't recover your investment in the first day. If you don't feel like you got value enough to cover your investment and then some on the first day, I'm going to give you your money back because I believe in what I do. I believe in the information and the value that we have to offer. So we're hosting this event in the beautiful Novotel in Mississauga, Ontario, right by our practice. If you wait, which I don't suggest, then the price goes up. On June 15, the price goes up to 39.97. Remember, we're going to send you a coupon and I'm going to post it here where you can get an additional thousand dollars off. So right now we have an additional thousand dollars off that we're offering for you for attending today. And for those of you that ordered my book, you're also going to get a coupon in the mail for an additional thousand dollars off. That code is pplive18. So write that down because I might not share this again, write that down. It's pplive 18. And if you go there, what you're going to get is you're going to use that coupon code if you're chosen to attend this event. And we're going to give you an extra thousand dollars off. So for $2,000, okay, for two thirds of the cost of a new patient, I'm going to show you the formula of success. I'm going to show you a seven figure formula. Now, remember I said earlier, how you do one thing is how you do everything. And the frequency of which you operate determines the circumstances and the people that you attract into your life. So I'm going to say this and I want you to listen to me very carefully. If you're not willing to invest $2,000 into your business to learn the formula of how you can make a million, because that's what we're going to teach you. I'm telling you right now, I'm giving you 110% money back guarantee that I'm going to teach you the formula to make a million dollars, which means you've helped hundreds, if not thousands of people along the way, if you're not willing to spend $2,000 to learn that formula, what makes you think that you're going to attract patients that are willing to spend $2,000 to feel like a million dollars? You simply can't do it. You're violating all the laws of nature. Everything that I talked about today, you're violating if you're not making that investment in yourself. So let me say it again. If you're not willing to invest $2,000 to learn how to make a million, you cannot expect, and you should never expect somebody to walk into your office willing to pay you $2,000 to feel like a million. Okay? When people ask me why is my practice not successful, it's because they're not following their own. What they want out of their patients, they're not doing themselves in their life. It's just. It's a basic, fundamental formula of life. You attract exactly who you are. You attract exactly who you are in your life. So hope you find this helpful. I hope that you leverage this opportunity. Don't take advantage of it. Okay, I don't like those words. Don't take advantage of it. Leverage this opportunity. This is a once in a lifetime opportunity. Because, you know, here's the thing. When I presented what we're going to be offering to people to one of my consultants, he actually told me to charge a lot more. Okay. So I don't know if I'm going to do that for future events, but right now you're going to be able to get all this event, three days worth of event. Okay? So here's the logistics here. So you can see we're even covering your breakfast and lunch on Friday, Saturday and Sunday. You actually get to tour my office and have dinner at my office with me and my entire team on Thursday night. So that's another cool thing that you get to do. You'll get to come to our institute and check out how we operate. You'll also get to join us for breakfast and lunch both days. Okay. We've got some beautiful meals prepared for you. And we've worked with the chef of the restaurant to prepare the meals. And we're going to go all day. We're going to go nine to six, all three days. So come prepared to learn, come prepared to transform. Come prepared to take everything that you do to a whole another level. So I'm going to type in the coupon code in the chat so you have it. It's pplive 18. So make sure you write that down because you're Going to want to share that. When we get on a call, we call every single applicant if they qualify. So if you're qualified, you're going to be able to schedule an appointment with me, and we're going to make sure that this is the right event for you. And if it is the right event, we'll happily welcome you with open arms if you're the right fit. And it's going to be an amazing transformation that your community will appreciate. So with that being said, I'm happy to answer any questions that some of you might have. You can just go ahead and type them in the box. I told you I'd go for half an hour. Ended up being an hour and 15 minutes. You know, I have a way with words, but I hope I delivered value to you. I hope you got lots of clarity and knowledge and applicable information that you could start applying immediately into your lives, into your practice. I mean, the stuff that I told you, Remember, you don't have to wait till tomorrow to change the direction of your steering wheel. As soon as you find out you're, you know, veering in the wrong direction in your car, you immediately change directions. You don't wait until you hit the curb or hit the other car or smash into a tree and then change directions. Okay? So if you know that you need to shift your mindset, if you know you need to shift your frequency, if you know that you need to shift the people you hang out with, if you know you need to shift, you know what your actions you're taking on a daily basis. And you need to start focusing on attracting a person of abundance into your life or patients who have an abundance mindset. Well, guess what? You have to become that person first. When you become that person first, then the floodgates open up. If you are not that person and you're trying to attract that person, I can guarantee you a lifetime of struggle and frustration. And it's not fun. It's not a fun situation to be in. So change yourself and everything else changes. Invest in yourself and you will attract people who are willing to also invest in themselves. And I also encourage you to invest in the right things. You know, many of you are investing more and more and more into becoming a better clinician. Here's what I'm here to tell you. If you read my book, you know that the patient determines the outcome, not you. So you can learn all this crazy stuff and all these amazing pathways and learn about all this crazy testing and supplements that are out there. But if you don't know how to market and get the right patients in your office where you can't. You're not attracting the right people in your office. None of that matters. Okay? So you got to fix this front end of your business model first before you spend another penny on the back end of your business model. It's going to be a long time in practice before you get stumped clinically. Most of you know enough to help 80 of even the most difficult cases that walk into your office. And what you do is you spend all this money learning how to help the 20% of those people that you may never, ever encounter. So keep that in mind. Invest your time and energy and money where you're going to see a tremendous roi, not when you're not where you're going to leave yourself, you know, having all, you know, leaving, scratching your head with a million additional questions. So. So with that, my son should be home any moment. It's almost his bedtime, so I'm going to get ready for bed. I wish you all an amazing, amazing evening. I'm just going to come back on camera here and say goodbye to all of you. So have an awesome night. I hope you found this helpful. I hope you found value in this. I would love your feedback. If there's anything you want me to go deeper into, then please let me know and I will be sure, I will be absolutely sure to cover it at the live event that we do. So hope to see you there. I love you all. Have an amazing, amazing night. Thank you.