Ep033: How to Make 2019 Your Best Year with Sachin Patel

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 and welcome to today's episode of Perfect Practice. In this episode, I'm going to be discussing how to make 2019 your best year ever. You know, as we wrap up 2018, I think most of you can reflect back and think of some of the amazing things that happened, the person that you've become in the process, and you've moved the needle further ahead than where it was this time last year. I also think it's important for you to reflect on how well you've navigated this past year and also think of the amazing opportunities that you have ahead of you. Couple things I want to talk about today are going to be hard hitting. They're going to be resonating with you if you need to hear them. And when you hear things at the right time and they resonate with you, what I typically find is people start to get chills or shivers or they get some sort of warm and fuzzy feeling inside of them. So pay attention for that as you're listening. Today, I'm going to try to keep this very precise and concise. But I might share some stories and share some experiences that I've had. And with coaching clients you hear a lot of things, right? It's not just what you're experiencing on a daily bas about what your clients are experiencing. So I'm going to be sharing some of those things with you as well. And I hope this gives you tremendous value. And I would encourage your staff to hear this because if you've got team members, you want them growing alongside with you. So let's get started. Lots of content to cover. Get a pen and paper handy if you're listening in the car or listening on your walk or while you're working out. Then just make a few notes. Take a moment to pause if you need to and jot it down in your phone because you might even want to bookmark where this is. Just make a mental note of where to go back to if you need to hear this again. All right, let's get started. Now, I want to remind each and every one of you that you can't save somebody who isn't willing to participate in their own rescue. Now, this certainly applies to me as a clinician coach, and it applies for sure to you if you're trying to save and rescue patients. So we always have to know who's willing to participate in their own rescue and only help those that we can actually rescue. You know, you're not gonna jump into the pool to try to save somebody from drowning if you yourself can't swim. Cause then you'll both drown. So that's not helping anybody. What's important to know is who you can help. And they've gotta be willing to participate. So, first and foremost, as we go into 2019, we've gotta be able to recognize those people in our practices, those people sitting across the desk from us, those people in our lives that are important to us, who are not participating in their own rescue. And you've gotta focus on all of your energy on those people that you can rescue. Okay? So you've got special skills, you've got special talents, you've got special knowledge. But it only works, that knowledge if it's applied. And it's only applied if a person's willing to participate. So if we want to make this year the best year ever, find those people, connect deeply with those people, and save those people. Because only you can do that at this point in their life. Now, another thing I want to go over for 2019, and really for the rest of your life, moving forward, no matter when you're listening to this, is to remind you of this meme I read on Facebook, and that was that your ego is not your amigo. And I think that this is a very important teaching opportunity, but also a very important experiential opportunity for people. Because as practitioners, sometimes this gets in the way. Sometimes we see ourselves as separate from our patients and separate from our communities and separate from the things and people that are important to us. So when you dissolve boundaries, when you dissolve the ego, and you realize that we're all one, it allows you to look at people from and through a different lens. And by doing so, you have much more empathy, much more compassion, much more sympathy for what people are going through. You can feel the pain of other people and not just to experience it, but to understand it and to do something about it or to serve them in a different capacity. So when the ego dissolves, which is not an easy thing to Do. I think the easiest thing to help you dissolve your ego is probably psilocybin. Not that I'm telling you to do that, but I can certainly say that that can be quite profound for many people in helping us see the world through a completely different lens. And when we look at our patients through this lens, then we start really interacting with them in a different wavelength. Not just the vocal and visual wavelength, but really connecting with their heart center. And I think that that's super important in the work that we do. This is something that is missing right now in healthcare. In fact, it's interesting. In healthcare, everyone's so focused on health, nobody's focused on care. And really, it starts with caring. And so one of the ways that we can care more is by letting go of our ego. So just remember, your ego is not your amigo. The next thing I want to remind you of is this year to be vulnerable. And vulnerability means sharing your story. Many, many, many, if not all, functional medicine practitioners that I coach certainly have their own story. There's some sort of personal journey that they've been through, and functional medicine has saved or transformed their life in some way. But. But I also know people who are in that process. So they understand that functional medicine is the way of the future. It is the type of healthcare that they want for themselves and for other people, but they might still be on that journey. So I want you to be vulnerable with your patients. If there's challenges that you face, if there's struggles that you have, let them know that you're human. Okay? The benefit of this is that a, you are human. So people get to see that side of you, but they also understand that they're not alone. They understand that you're not gonna judge them and you're not going to, you know, be condescending towards them because you've got your own struggles and challenges. And it's really not about perfection. It's about the journey and how we navigate the journey. So vulnerability is very important, and it gets rid of something called imposter syndrome. Now, another reason for you to be vulnerable is to make sure that you know you're not putting too much pressure on yourself. So one of the areas that you need to be vulnerable with might be clinical information. You're never gonna know it all. Don't pretend to know it all. It's not possible. And by being vulnerable and letting people know, your patients know. Listen, I don't know all the answers, but I promise that I'll find out for you. And if I can't find out for you, I'll send you somewhere where we can get answers. So vulnerability is really looking out for the patient by letting them know that again, you are just like them. And if they can see a little bit of themselves in you, then they're much more likely to take action. Now, you might be way further along than they are, but still, perfection is not the ideal image to portray here because that intimidates a lot of patients. So be real, be vulnerable. I also want to suggest that you get on calls and what I mean by that is speak to your patients, the people that have invested in your services, the people that know, like and trust you, the people that really trust you with their most important asset, which is their health. Get on phone calls with these individuals periodically and it could just be a random draw or it could be something that's structured into your programs. It certainly isn't. In our office we have five structured calls that patients get in between their appointments. And maybe that's feasible for you. It might not be, but I think periodically getting on calls with your clients and just checking in with them, asking them how you can make the experience better. Get clarity from them, find out where they're struggling, what their challenges are so that other people don't have to go through the same challenges. Sometimes you might assume knowledge and the patient might not have it. And they might assume that the question that they have is too simple or it's going to bother you, or it's going to interfere in some way with the relationship. So they might not even ask it. So I would, you know, keep those lines of communication very open with your clients. Get on calls, send them emails. In our office we have something called follow up Friday. So every Friday we spend an hour following up with people. And it could be people from way long in the past, it could be people recently. But we devote an hour every Friday to make sure that we're checking in on individuals, getting on calls with them. If somebody kind of slips through the cracks and we catch that, then we can create a much more user friendly experience for them. Now the next thing, and this is probably the first thing irony is I should have talked about this first, is that you want to lead with values. You know, what I find is that patients are very value driven and you can only create value for somebody if they share the same values as you. So if you value technology and communication and functional lab testing, but the patient doesn't, they value how much time you spend with them, then you know your values are going to be off you might be trying to over deliver in one area of your program, but that's not what the person values. So I always start with values. And I tell people if we don't share the same values, there's no way I can create value for you. So first and foremost, I need to know that we're on the same wavelength. My values are honesty, integrity, you know, open communication, vulnerability, no judgment, empathy, compassion, and I will do whatever it takes to help you. And I want you to do whatever it takes to help yourself. And if you're willing to do that, then I can add tremendous amounts of value into your life. But if you're the type of person that makes excuses, doesn't show up, doesn't do their homework, beats himself up all the time, wants somebody else to fix them, then I can't help you. And frankly, I don't know anyone that can. And that 30 to 60 second conversation completely changes their narrative because now they understand that you mean business and that they've got to show up and you can change their life. If they're willing to take that action and be coachable and be moldable and, and be vulnerable and honest and have open communication. And if those are the things you value, which those are the things I value, and other people value those things, then you can create exponential amounts of value. But if they don't value those things, then the value of what you have to offer goes down to zero and people get focused on the wrong things. Now it's okay if people don't share the same values as you. You know, that might be your problem or their problem. But hang out with people who do share those same values. And you, you're going to make 2019 an amazing year, not just in your practice, but in your personal life. Now the next thing to discuss is for you to be a river, not a reservoir. My friend Paul Mohay shared this and he said, be a river, not a reservoir. So I think it's really important for you as a practitioner, as a carrier of knowledge, to spread that knowledge with as many people as humanly possible. So everywhere you go, you should be talking about adding value in people's lives by talking about their health and wellness and giving them tips. You shouldn't be doing this online. You should be screaming for the mountaintops. You should be living it and sharing it through your own personal stories. So be a river that flows, that doesn't just hoard information, but it channels information into the right places, into the right people's lives, and let that energy and information and Knowledge flow through you. That's what real wisdom is. You know, there's a difference between knowledge and wisdom. Knowledge is knowing. Wisdom, in my opinion, is sharing. So get that wisdom out there and you'll be a go to person. People will come to you, as I imagine many of you do too. I get emails and Facebook messages coming in all the time. And at first, when I was a really immature practitioner, I would get annoyed and be like, wow, these people just want free information. No, what they want is your opinion because they trust you. So be a river, put the information out there, don't keep it to yourself. When people are messaging you, random people that you don't know are messaging you. Guess what? You've built trust with this person. You know, they could have went on Google, they could have done all kinds of different research, read all kinds of articles, but they came straight to you because they trust you. So that's actually what you're working towards. So don't get annoyed when that happens. Put the information out there, don't keep it locked up. Don't let it die inside of you. And as Les Brown says, don't let the song die inside of you. Now, I also want you to encourage this year to live by this mantra. Leave people better than you found them and only leave them alone when they find the best version of themselves. So what I mean by that is if in every interaction that you have have with somebody, you leave them better than you found them. They're always going to want to hang out with you. If they feel amazing after they met you and they feel pumped and amped up and they feel great, they have hope, they have happiness, they have the ability to see a better future that you've created for them or potentially in the process of creating for them, you leave people better than you found them, they're always going to want to come back to you for a lifetime, not just for a short period of time, for a lifetime. And you only really leave these people alone when they've found the best version of themselves. So you nudge them along. This is not the greatest metaphor, but you kick the can along, right? You take it with you. When they pay you, it's like carrying them in your pocket. But when they don't, it's like kicking the can. But you're still going to get them where they want to go. And so I really think that if you leave people better than you found them, then it's going to pay off in the long run, and it certainly has for us. So I'm Just speaking from my experience, leave people better. This applies to your one on one interactions. This applies to your social media interactions. This applies to to your functional medicine event interactions. This applies to your discovery call interactions. Be resourceful and help people get the information they need to take that next step. And sometimes the next step is to work with you, sometimes it isn't. Let's face it, if we're totally honest with ourselves, sometimes the next step is for that person to take some ownership over their health and you can give them a free set of home care strategies that they can start with and then you could follow up with them. You don't have to sell them every single time you talk to them. You don't have to sell them something. It's totally okay if that's not the case. Now, one thing that you want to get better at this year is marketing. And my good friend Joe Polish will tell you that marketing is simply storytelling. So what that means is get better at telling stories. That's where the vulnerability comes in. Share your stories. Share what's working for you. Share what's not working for you. Share what you've tried and has failed. Because people appreciate that. They appreciate that you put, you make yourself a human guinea pig and try different things and share what works for you. So I would highly encourage you to do that. You know, when people say they don't like marketing, it's because they're not marketing. It's because they're selling. Marketing and storytelling. Sales is persuasion. When you tell a good story, when you tell a story that people actually want to listen to, and when you tell a story where people can see their selves in okay, then they're going to follow you along till the very end. And the end is obviously working with you. So if you have a good storytelling marketing strategy, then there's very little selling that has to take place. People want to work with you because they can see themselves in the beginning and end of your story. Okay? That's why it's important that you live your message. Now. Another thing to realize is that a lot of times people start with the end of the story. So I call this entering through the gift shop. Okay? You don't. You would never, you know, sales would not be as significant if people entered the museum through the gift shop. Okay? That just wouldn't make sense because a lot of the memorabilia and items in the museum might not make sense. So when you go through the actual process of going through the museum, you're much more likely to buy things in the gift Shop. So sometimes you have to realize that people are just coming in to your gift shop because they heard there was a presentation or they heard there was a webinar. You've got to get them through the entire experience and then they're going to be much more likely to do business with you. And guess what, they're going to be a much more compliant, better suited patient for you. And if they're not following along, if they don't go through the museum, then they'll probably never be a patient. And that's okay, because then they'll never really fully appreciate what you're doing for them. So make sure that you recognize that. And, and that goes back to not having to sell something to somebody every single time you have an interaction with them. Just make them a little bit better. Sometimes that's them doing work with you, sometimes that's not. Sometimes that's reading an article or listening to a TED Talk that can transform their life. Now, another thing I want you to do this year is have team meetings. If you're not having team meetings, you should be doing them every week. Now we have our team meetings every Thursday at 1 o'. Clock. It's mandatory. Everyone books their schedule around it. If they're not going to be present, they have to let the whole team know why. And we have a certain structure of running our team meetings. But, you know, I'm not going to go through that entire thing. I'll do a whole separate podcast on that. And it's something that we refine over time. Okay. So my team meetings certainly are not perfect, but we have had one every single week for the last three years. So make sure you're doing that. When I'm traveling, and even if my wife is traveling, we have somebody else leading the meeting. So make sure that that's an integral part of your practice. Some people meet every day, but you should be meeting at least once a week. Really high level of what we discuss is each person has 10 goals, 10 weekly goals that are personal and professional that they think contribute to their best life. And they've got to hold themselves accountable. We hold them accountable, and everyone checks in every week and we advise each other and support each other and help each other on how to overcome that. So make sure you're having team meetings. Next thing I want you to focus on this year is having an email policy. And that's not an email policy for your patients, that's an email policy for you and your team. One of the things that we have written in our consent form with our clients is that we'll get back to them between 24 and 48 hours. And how that should read in your mind because remember, the goal here is to over deliver is less than 24 hours, it should not be almost 48 hours. It should not read 47 hours, it should not read 28 hours, it should read less than 24 hours. You should be responsive to people. This is what you signed up for, guys. This is what people are paying you for. And you know, of course you don't want people abusing it. But if somebody emails you Friday afternoon, then they need you Friday afternoon, they don't need you Monday morning, they need you going into the weekend. So be sure that you're, you know, letting people know that you're, you're, you got their message and you're going to get back to them if you need to. But let people know because you know, leaving them hanging is not fair to them and just put yourself in that position. You know, if you needed something urgently answered, you'd want that answer before the weekend, not after the weekend. We deal with people who have social anxiety. We deal with people who have digestive problems. You know, there could be a whole bunch of things going on and no, they're not life or death, but it definitely changes somebody's quality of life. Now if you have an autoresponder that says you're going to take 24 to 48 hours to respond to somebody and you respond faster than that, they feel super, super special. So just keep that in mind as well. You can also have a little setup so that you have an auto response that goes out notifying people that, hey, I got your message. I usually respond within this period of time and if it's super urgent, then please type in urgent in the subject heading and email me back so that you can prioritize what's urgent and what isn't. Okay, now that's very vital to your practice. This is where you can separate yourself from other practitioners by being responsive. Remember, we want to put more care in healthcare. Next thing you want to do in 2019 is develop more relationship capital. A really quick way for relationship capital development is to contact local businesses in your area. You can even just make a list of businesses that you're interested in learning more about and survey your patients. You know, who's your massage therapist, who's your yoga teacher, who's your, what spa do you go to? You know, who's your hairstylist? Believe it or not, hairstylists have a lot of contacts and A lot of rapport with their clients. You probably already know that. So, you know, develop more relationship capital with these individuals. And the way you're going to do this is you're going to call them or send them an email and say, hey, listen, I'm looking to connect with the best of the best xyz, whatever profession it is. And I heard, I researched and I heard through my patients that you are the best. So I'd love to learn more about how I can send more clients your way. Learn more about your business over a cup of coffee or I'll take you out for lunch or whatever the case may be, or you can even go by their practice. And this is going to get people. When you're interested in what other people have to do, and this is a genuine interest, of course, because you are going to refer people to these practices or businesses, then you know, people are much more likely to be interested in what you do. Okay, so you want to connect with people, develop relationship capital. You're leveraging all the time, energy, effort that they've spent into building up that relationship capital. So you're going to be able to leverage that very quickly, just by one or two conversations and maintaining a healthy relationship and friendship. And chances are, if people are going to these businesses, these businesses share the same values as you. So it's a great way to build a web of security for your patients because you know you're going to send them to the best places and to build relationships, because that's a great way to accelerate your practice in business. And, you know, you're being of service, but you're being of greater service to people. Next thing is, I want you to take extreme ownership this year. You know, anything that happens to you in your life happens to you for a reason. Sometimes when miserable people come into your life, it's because they're there to show you what miserable reality you're creating inside your own head. So extreme ownership is not blaming the other person, but really taking accountability and taking inventory of your thoughts, of your environment, of your attitude, of all the things that you can control. That's what extreme ownership is. And if you can do that in 2019, you're gonna have an amazing year. I found that it's much easier to take extreme ownership than it is to try to change somebody else. Try changing somebody else. See how long that takes. Extreme ownership happens in an instant. So I just look internally and I say, why is that showing up in my life right now? What is it a metaphor in my own life? And where and what can I do to fix this? Very, very powerful, very transformative, actually very difficult to do. That's why most people don't do it. But highly, highly encourage you to do it. The next thing I want you to do this year is before the end of the year, I hope, if you get this, or as soon as you get this is I want you to practice a little bit of elementary basic feng shui. There's an article on the Living Proof website that incorporates functional lifestyle medicine and feng shui, so you can check out that link. But feng shui is basically a study of energy and space. And you can download something called the Bagua map, which is B a G U, a map, M a P, and it'll tell you it'll divide any space into nine different squares. And so you have a three by three type of format. The bottom of that format is going to be the mouth of chi, which is the entrance of the home or the room. Now, what's really cool about this is you can find all kinds of clutter in your home. You can find all kinds of stuff that isn't serving you. But when you look at this map, it gives you a perspective of how to look at that space a little bit differently. So the top left corner is for prosperity. The middle top is for fame. The top right is for relationships. So you have nine different quadrants, or not quadrants, nine different squares within this cube that represent different areas of your life. One of the principles of Feng shui is to declutter is to get rid of things that are not serving you. So you can go through your office, you can go through your home, you can go through any space that you occupy and look at it with a different lens and ask yourself, okay, if the back left part of my house is a total wreck and there's all kinds of paperwork, all kinds of junk, all kinds of wires, magazines that are super old, or newspaper articles that are super old, things that are not being used. Get rid of that stuff because that's representative of your wealth and prosperity. So feng shui kind of gives you a three dimensional reality of different areas of your life. And, you know, you basically have a higher level of awareness when you associate your personal space with different areas of your life. Quite profound. We have a Feng shui consultant that consulted us for our home, consulted us for both of our offices. Anywhere I've lived in the last five years, I've had a feng shui consultant named Sid, who works with us, evaluate the space so that I could use the right Colors. I could use the right elements. I can use the right shapes. I can get the right decor. I can choose where my office is going to be in my home versus where my bedroom is going to be sometimes. Well, not bedroom, but, you know, my gym room, for example, I can choose where that's going to be based on, you know, the bagua map. So take a look at that and evaluate your space declutter. You know, get rid of stuff that you don't need. Give stuff new life by giving it to somebody else who will use it. Now, another thing in 2019 that I want you to remember is that anytime somebody says no to you, it means not now or not enough information. And so how do we resolve that? If a client comes in or a client gets on a call and their answer is no? Well, they're not saying you're crazy. They're not saying that what you're going to do isn't working or won't work. What they're saying is not now and not enough information. And what that means is that you've got to keep the lights on and the door open. Leave people better when you found them, and leave an opportunity for you to follow up with them. Because if you really care about somebody, then you follow up with them. Think about all the times you told your mom to change your diet or you told your dad to stop drinking pop if that's the case. Or you told your son or your daughter or your brother or your sister, someone that you care about. You know, you consistently badgered them right to the point where you're super annoying to them because you love them and care about them. And that's how you should feel about your patients. So when they say no to you, it's not. They're saying, not now. I'm not ready to make this change. Change just yet. Or I need more information to make this change. So you leave the door open, leave the lights on, leave room for follow up and actually follow up with them, right? You might say, hey, I want you to listen to this article, or sorry, read this article, or watch this video. And guess what? They're going to do that. And you can follow up with them. And you can check in and say, hey, what'd you think of it? Okay, hold them accountable. Say, I want you to read this over the next couple days. I'm going to check in with you on Friday. Okay? Tag them along. You're going to have to do this if they're a patient. So why not just do this now? It doesn't Cost you anything. Okay? You're gonna have to motivate and inspire them when they're a patient. Just do it now, and they're much more likely to become a patient. Another thing in 2019 that I want you all to do is cash into something called karmic currency. So karmic currency is all the stuff money can't buy. It's what happens when you put good into the world and good things happen to you. It's getting the green lights, it's getting the parking spots, it's getting the person opening up the door for you. It's missing the car accident. It's all those things. It's basically your angels looking out for you is one way to describe it. But karmic currency, in my opinion, is more important than money. If you have great karmic currency, it means you put a lot of good out into the world, and energy is going to come back to you in one way or another. Money is just stored energy. That's all it is. Karmic currency is energy in motion. Okay? Somebody holding the door open for you or somebody taking some sort of action for you, that's energy in motion. Money is stored energy. So I can have a $5 bill, and I can give it to somebody, and I can make them do some work, and I can put it into motion. So that's why it's stored energy. Karma currency is, to me, much more important, and it represents a bigger slice of the currency pie in your life. You know, if life is a pie, money is a small slice is the way I look at it. It's super important. You need it, but it's a small slice. Karmic currency, to me, is. Is far more valuable and often directly proportional to your financial means as well. So people who have lots of karma currency generally tend to be okay financially as well. Okay? So do more good in the world. And the way you cash in on this is to have gratitude and awareness, right? You have to have awareness that when somebody's holding the door open for you, that's cashing in some positive energy. When you get the parking spot, that's cashing in some positive energy. So live your life like that, and you'll live in this beautiful state of bliss because you'll see all this beautiful energy in action, okay? So start capitalizing on that. Now. I also want you to, this year, grow outside your comfort zone, but serve from your comfort zone. And what this means is grow, grow, grow, but serve people from where you're comfortable, okay? And the significance of this is huge. Because sometimes what happens is we serve outside of our comfort zone. And guess what? We feel nervous, we feel anxious, we feel overwhelmed. We also feel like we're imposters. So have certainty in the services, in the products that you offer to people and stay within your comfort zone because you're going to vibrate at a much better frequency and grow outside your comfort zone as well. And once you've grown and you feel stable and you feel secure in that new zone, then you offer it to other people. Okay, don't over promise and under deliver. That's not what people want, that's not what people deserve. That's not what people pay you for. We want our patients to get amazing results. Another thing that I want you to start thinking about in 2019 is that this is our philosophy at least, and you can marinate on it and apply it if you see it's fit, is we want our patients to be doctors first, patients second. Because I believe that the doctor of the future is a patient. And so if we can give people tools, resources, information that can be life changing for them and they can doctor themselves, then that's the reality that I want to create. I don't want people getting really sick and coming to see me for the rest of my life. I'm trying to change that narrative and I'm trying to change that reality. Nobody wants that for themselves. Nobody wants it for their parents or their kids or their loved ones. People shouldn't have to get really sick to get healthy, but they don't know how to be healthy because they're being lied to and misinformed. So it's our job to educate people so they can doctor themselves. And if they can't doctor themselves, then they become patients, not patients first. Okay? That's our mantra, that's our philosophy, and that seems to resonate really well with our community. And I think most people feel comfortable and really good about that. 2019 is also going to be a year where you become a product of your product. You know, are you living proof? Are you representative of what you're offering people? And if you're not, then be vulnerable. Call yourself out and let people know that, hey, based on all the research, I'm doing exactly what I need to be doing and watch me a year from now. Hold yourself accountable and transform right in front of people and share that. Okay? That's your storytelling, that's your marketing. It's all you have to do is people have to see the transformation that takes place in you. So if you're not of perfect health. You actually have an advantage compared to somebody who's already in good health or whatever and doesn't have that story that they can capture anymore. People can literally watch you transform through your process because that's what you're going to do for them. So do it for yourself first. Share it, be vulnerable and watch what happens. People will be flooding your door. The Next thing in 2019 is a little bit different than what you're probably used to. And that is scheduling your calendar. Most people schedule their calendar starting in January and moving forwards, I want you to start your calendar starting plan your calendar rather starting in December 2019. If you can do that and just start planning out some amazing trips. Put things that are on your bucket list on your calendar and watch what happens once it's on there. You will start reverse engineering. Your reticular activating system will start looking for opportunities to fill in these desires and wishes that you have. Starting in January, it's hard to be ambitious, but working backwards from December, you can be super ambitious and you can create a year that's extraordinary. That's amazing. That's profound. That just changes the trajectory of your life, of your legacy. And it's just amazing what you can accomplish in a short period of time Using these principles that I've really learned over the last seven years and been applying in my life. And I continue to learn. I continue to sharpen the sword. I continue to be a student, not just a teacher. I learn from others on a constant basis. I mastermind and mentor, you know, with hundreds of doctors every year and people in other industries so that I can share this information with you. So it's my way of paying it forward. This is an excerpt from what I talked about with my mentorship clients this past week. So, you know, I hope this helps you. I wanted to share it with as many people as I possibly could because let's take 2019 and make it the year of functional medicine. Let's make it the year of lifestyle medicine and vitality. And together, let's transform people's lives. Thank you once again, this is Satchin Patel. Hope you have an amazing rest of your day and I hope this information lands for you and gives you tremendous amounts of value so that you can serve more people. Love to you all.