EP041: How to Create Epic Consultations, Discovery Calls, and Experiences for Your Patients 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 and 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.

Everyone, this is Satchin and in today's presentation we're going to be discussing how to create epic, you know, consultations, discovery calls and experiences for your clients. This is probably the most important thing for us to address as practitioners because this is what essentially puts bread and butter on our table. But more importantly, if we provide great experiences for people, then the main benefit is that they actually take action and they get better. Because without people getting better, there's really no business here. And we have this amazing skill and gift that we have the capability of changing people's lives. But if we do something and we drop the ball, then it's not just costing money to the practice, but it's costing this person their health. And there's so many case studies that we have of people saying no, and I take full responsibility when somebody says no, I take full responsibility. I don't say that person isn't qualified. I don't say that that person doesn't want it bad enough. I don't say anything negative about that person because my job as their practitioner, as their kind of life coach through this process is to help decimate their objections so I can help them. You know, when Michael Jordan was playing basketball, he probably at some point didn't think he was the best, right? Somebody had to tell him that and embed that into him, overcome his own internal objections. So we're not just doctors, we're not just practitioners. We have to coach people through their internal dialogue. And some people are going to have an internal objection. So they're going to think of a reason that they can't be successful. And some people are going to have an external objection. So there's something like their spouse in the way or there's time, so something outside of them that's creating the problem. And so there's two types of objections that we need to overcome. And so part of understanding how to create great experiences for people is to know what they're Thinking and address what they're thinking because pretty much everyone's thinking it. So we'll get through that as we go through this presentation. So a couple things to keep in mind is that your first appointment doesn't start when somebody comes into your office or somebody gets on that call. Their appointment starts the moment they're interaction with your brand starts. Okay, so the first appointment could be a Facebook post. The first appointment could be, you know, your email opt in, it could be your Facebook ad. That's the part of the first appointment. It's all included as part of the first appointment. The first appointment begins at that point and ends after they come in and see you. Okay, so that first appointment might be a year long or that first appointment might be, you know, two years long, it might be two weeks long, it might be five minutes long. It just depends. But you have to put in your mind that this is part of that experience, not just the part that you can control when you're face to face or on the phone one on one with that person, but the entire experience for that person. Does that make sense? Because that's very important for you guys to realize. So how does your website configure? Do they get the emails? You know, are your emails formatted properly? And I'm saying all this not because everything that I do is perfect, but these are the thoughts that go through my mind and, and these are the things that I look for when I'm trying to upgrade or when we're trying to, you know, soup things up a little bit or if I'm looking at somebody else's campaigns. These are the things that I'm going to look for is what is that client journey like? Because that's all part of that first appointment. You know, how you do your videos, how you share your values, you know, how you share about your own personal life. Can people connect? That's all part of that first appointment. So when I do anything, when I post anything, you'll see I'm very, I'm very blunt, I'm very to the point because when I come, when you come in, that's what you're going to get, okay? You're going to. So people want to see. So when somebody meets me face to face, I'm exactly like they expected me to be. Okay, maybe a little bit taller or shorter, I don't know. But personality wise, I'm probably exactly how you expect it. Like, I met Aaron, you know, many times now, and he's met me on many different occasions. And would you say I'm the exact same guy. Yeah, right. So the benefit of that is that there's no surprises. People don't like surprises. Like, you know, my wife threw me a surprise birthday party for my 40th birthday. And as much as I wanted her to internally, because I wanted to see all my friends, you know, I don't like surprises. Okay. Sometimes even positive surprises can create stress for us because I know how stressful is probably for her anyway. So the first encounter is the beginning of the first appointment. Now, when people are going to spend one on one time with you, then there has to be some sort of qualification process. And this is where I feel like a lot of people might drop the ball. So when you have a qualification process, then your time is being qualified for, and it always should be. Not just by financially qualified, but you know, by the fact that this is the right person speaking to you at the right time. And if you can ask very direct questions that then you can know what is the best next step for this person. Maybe the best next step isn't that for that person to come in for a discovery call. Maybe it's to go follow your online group or maybe it's to check out a blog article that you wrote. But that's all part of the first appointment. So the level of service that you would give before they come in is the same level of service that you'd want to give when they come in. Because if your best service is after they come in, then everything else is actually preventing them from coming in. Right? Because if you're delivering your best service only when they come in, there's so many hurdles to them actually coming in. And so anything less than your best is not good enough. So then it takes way longer to build trust. So always be direct, be yourself, be authentic, and you'll attract the right people. That's what it is. People will be attracted to, to your personality, to your style, to your and whatever that is. You don't have to be like me, you don't have to be like Robert, you don't have to be like Aaron. You can be yourself, okay? Because that's the type of person you want to attract all your time should be qualified. And what I mean by that is that if somebody's going to get to get on a call with you, then you need to know what their potential objections are going to be. You need to know what and address those and smoke those out before they get on a call with you. You have to know what are they looking for. In a practitioner, you have to know what is their pain Point people, can you actually even help them? And so we have a quiz on our website. You guys can check it out. So if you go to our website and you go to the tab that says are we a good fit? Then you can fill out that quiz and you can see the exact questions that I ask. Because I ask very, very direct questions to make sure that if we get on a call with somebody that at least they're qualified in terms of a need, in terms of a budget, in terms of authority, and in terms of timing. Okay. Because there's something called a Bant principle. So it's budget, authority, need and timing. And that comes from IBM. So you need to have all four of those things in place in order for somebody to make a purchasing decision. So your survey should address those. Does this person have the budget? Do they have the authority? Okay. Do they have the need? And is this the right timing for them? Okay. So. And you don't have to be. And you can. It's okay to be direct. Right. Because you don't want somebody going through this entire process and then telling you the timing is wrong. Right. You don't want to have all this responsibility of going through their intake form, going through this entire journey with them and then find out that the timing is not right for them. Right. So the more time we can save other people, the more time we save ourselves. And so we want to make sure that we're qualifying people. So quiz before a call, and then I would suggest a discovery call before an appointment. Okay. Because if a patient doesn't sign up, then that costs you a couple of hours of your time. So I'd rather invest 20 knowing that I have a layup coming in or a slam dunk coming in so then I can go all in versus having this guesswork that I don't know what's going to happen with this interaction. Because they're investing a few hours, filling out your form, taking time off work, driving to your office, parking. People are a nervous wreck when they go see the doctor. Imagine somebody who's unwell, like what they're going to feel like. Put yourself in their shoes. So if the person isn't ready, they don't have the budget, they don't have the authority or the need, then am I doing that person a service or am I doing them a disservice? So we always look out for the other person first. And that's like a reframe for a lot of you guys. Because we're used to people Coming to us. We're not necessarily used to all the troubles that they have to go through because maybe we don't have our own crisis journey like they might have. Hopefully none of you are as unwell or have been as some of our patients have been. But it takes them a lot just to get through the day, Right? So for them to fill out a form and then it doesn't work out, that's like, devastating to them as well. It's like way more devastating to them than it is to you. Okay. Because you're the healthy one in the equation. So they're going to walk home sick, you're going to walk home maybe a little disappointed. So the thing is that just remember that. Qualify them and that discovery call, make sure you're on time. That's important. I need to personally take accountability. I need to be a little bit better about this. Sometimes I call you guys a few minutes late because I'm talking to somebody else who I'm super stoked and excited to speak with, which is probably one of your colleagues. Right? So you can kind of point the finger at each other. But, you know, I love speaking with you guys, and I try to do my best to be on time because that time is valuable. Right. And when you're even waiting five minutes for me, you're probably getting anxious. Right? I think Amber was like, a few minutes behind on our call, and you were probably like, oh, my God, is he going to call me? Like, did I miss my appointment? What's going on? Let me check my email. Did I miss the link? Am I on zoom? Right. And so that's what's happening to patients, too. So be on time. Okay? And also, one of the things that I would say is that a lot of you should be. If you're not already having your patients fill out their intake forms before they come in. Right. So give me a thumbs up if you're doing that, and keep your thumbs up if you're actually reviewing them before they come in. Okay? So what you're going to do now, here's a little tip. Really simple, very subtle. Remember, it's not. If we use nature, it's simple. I want you to send those people an email before they come in and say, thanks, Stu, for sending in your intake form. I know this takes. I know this is a lot of work. I appreciate you taking the time. And you can, you can code this into, you know, canned response if you want, but acknowledge them for taking the time to fill out the form. Okay. And let them know that I Reviewed it and I'm super excited to meet you tomorrow and share the possibilities. So you guys know this, that hope is medicine, right? So imagine that person. Now, instead of being nervous, that nervousness, that energy turns to excitement because you've got an answer for them, right? Somebody who's been told that nothing can be done for you all these years. And certainly they were not preempted or emailed the night before or two days in advance, right? So as soon as they send that intake form in, and here's the thing, I'm not saying that you have to write down, hey, I read your intake form line by line and I'm super excited to help you because then if you don't read it line by line, you can't say that. Just say, I looked over your intake form. Okay? Just look over the date of birth. I don't know. Right. And look over their chief complaint. And then you can say that. But get them excited when they come in. Okay? I looked over your intake form. Super excited. I think we're going to, I know we're going to be able to help you, or I know we've got some answers for you tomorrow when you come in. So you see how subtle that is, but you can, can you see how powerful that could be? Okay. And that's all part of the first appointment, right? So if in our mind the first appointment starts at like 2 o' clock tomorrow, then we're not necessarily going to think of these little details. Okay? So our first appointment starts at our first encounter. And they're going to get excited, they're going to be hopeful, right? When they come in, instead of being nervous or instead of being uncertain. So you're demonstrating certainty and then you're giving them certainty and showing them confidence. That's what people want. They want a practitioner who's confident. Okay? Now where does confidence come from? Confidence comes from telling the truth. Okay? And so we never, we never make a promise we can't keep. Now, what can we promise our patients? Can we promise them a cure? No. Right. Can we, we can't even promise them results, but can we promise them that we'll care? Can we promise them that we'll listen? Can we promise them that we will provide the best service? And can we promise them, when they ask questions, we'll be responsive? And if we don't know the answer, we'll tell them, but we'll always find the answer for them? We can promise those things to them. Right? So if I can keep that promise, then I can have certainty in making that promise. And I can say it confidently, but if I had to say I'm certain that I can cure you, then you're not that any shadow of doubt, any uncertainty is detectable by the patient. Okay? So they need to know that you know, and then you need to know what you have certainty on. And I would not hang my certainty on getting results for people. I would hang my certainty on the things that I have full control over, because those are the things I can take responsibility over. I can't take responsibility over somebody's results. Right. But I can take responsibility about being responsive, compassionate and caring and being in a continuous state of growth. Okay? So raise your hands if you can commit to that. And that should feel good, right? That should like, you should not have any difficulty saying that because you're not lying, you're telling the truth. And that's super, super important. Now we talked about acknowledging the small steps, which is filling out the form, emailing them really quick, get them excited, and then when you meet them, here's the other thing. You know, make sure that you've got some sort of process or system that when people come in that they're greeted. I know, I know. I took the Dr. David Singer's training and one of the things that he said is that ideally you want the person sitting behind the desk to walk around the desk and greet that person. Okay. That's like ideal. Especially if they're coming in for the first time because they need to feel super, super welcome. They need to not just feel welcome, but to feel honored. Because what is that? The barrier around the desk, Right. It's like our ego, it separates us. The patient is now separate from us. And so when you come around the desk, if that's possible, then that makes a big difference. Another thing is if the patient is greeting the practitioner, I like to do a two hand shake. So I like to have both my hands connected to theirs. And obviously you shake the right hand and you always look people in the the eyes and you always square your shoulders with theirs. Okay? Always square your shoulders with theirs if possible. When you're walking, you want to walk next to them, not in front of them. Okay? So just think of, go back to your child brain, right? Like when your dad's like running ahead, it's like they're leaving you behind. Okay? So your patients, if possible, you should walk shoulder to shoulder with them. And ideally not ahead, but you can, you can let, if it's depending on the office, like it's unique for each of you, but you know, do your best to honor the patient and be close. Be close to them, okay. And be, you know, just be very mindful of your posture and body language. All of that matters. Does anyone here wear a white coat in their practice? Okay, good. I was gonna write a meme that says if you wear a white coat, you're probably not willing to get dirty, right? Like, nobody's gonna get dirty in a white coat. Like, it's almost like a subtle clue that, hey, I'm staying back here, I gotta keep my jacket clean, right? So remember if I had a pair of white shoes once and I was like afraid to walk, right? Because I didn't want to get them dirty. So as far as dress code goes, dress comfortable, dress to serve, right? And that's super important. So when you're, when you're serving people, like if I invite a friend over to move and he shows up in a three piece suit, he's probably not gonna help me very much, right? So dress comfortable because if the more overdressed you are compared to your patient, the less relaxed they feel and the more salesy it feels. Okay. And you probably feel like in your element. So for me, I wear like what I'm wearing now is what I'd probably wear to the office. I just wear, you know, comfortable athletic clothing, specifically from Lululemon. But you can have your favorite brand, whatever it is, and I don't, I haven't ironed in a long time. I haven't, you know, use the dryer in a long time. So there's a lot of domestic benefits to it, but in terms of comfort, it's like you can dress these clothes up and down if you want to. So that's the nice thing about it. So casual, comfortable, but of course, professional. So I wouldn't wear shorts to the office personally. But if that's your shtick and you know that suits your avatar, then that's fine too. So always, always dress comfortable and dress as if you're gonna be willing to help. So even if you're wearing a coat, sometimes something subtle could be even Brad, if you're wearing a coat, like if you roll your, if you pull your sleeve up a little bit, right? Like very subtle, okay. And these little things matter to the patient. Okay, now let's see beyond time. We mentioned that one thing that we've used, and I know that some of you, I know the pushback that I might get is, you know, what if somebody has chemical sensitivities? So in our seven years, we've only ever had one person complain about this. And what we would diffuse is lavender in the office. And so we would use a lavender essential oil or sometimes even on guard, depending on the season. And we would diffuse that in the office. And we only ever had one lady who was specifically sensitive to lavender complain about it. But what we find is that gets people's nervous systems into a parasympathetic state. The other thing that gets them parasympathetic is reishi. So that's the billion dollar secret behind reishi is it basically is a tonifier of the central nervous system. And I call it liquid chiropractic. So it basically takes your nervous system and shifts it into a parasympathetic state. And so now when you're parasympathetic dominant, your prefrontal cortex is firing, you're sending blood to your trunk, you're sending blood to your detox organs. Like, you feel better, you feel more relaxed. So anything that we can do to get them more parasympathetic gets them making better thoughts and responding instead of reacting. And if we can get them feeling good in our presence, okay, then that's what they want, isn't it? People want to feel good, right? So if we can shift them from being sympathetic to being more relaxed, then they're going to want to come back. They're going to feel like energetically. This is the right place for me. So we have our office feng shui. If you haven't done that, then I suggest that if you work from home, then do your home. You should have both of them done. Sid is great. You can also find some locally, but we've used her. We've had her come to our our home and flew her in and she feng shui it for us. So you can have her look at these things. Actually, Joe Polish is having his entire genius network office redone by Sid. So, you know, I think that she might be a great asset to you if you're looking to clear the energetic space up. One really simple thing with energy in space is just declutter. So the more you can declutter, the better. Okay. And it feels good, you feel light, but there's no stale, stagnant energy in the office. Or if you're on a call, there shouldn't be stale energy around you. Okay. A great way to relax patients who are on virtual calls is you can do a couple of minutes of deep breathing with them. And there's nothing wrong with that, right? That even if you say, hey, we're going to practice some Deep breathing. Because this is how we can shift your body into our parasympathetic state. Because this is the state in which you make the best decisions. This is the state in which you will remember more of what I say. This is the state in which you will connect the dots of your case. And so we both need to be in that state. And they need to use this as a tool for themselves as well, don't they? I think we all could use a deep breather at least a couple of times a day, right? So it benefits us, it benefits the patient. And it's two minutes of their call or three minutes, and it might even be something that allows them to get into that, into that space. So Brad's saying, you know, four, seven, eight breaths. So four seconds in, seven second hold, eight seconds out. Yeah. Okay. And you know, if they have a heartmath, which eventually they might, then you can both get on your heartmath devices and gamify it a little bit, have some fun with it. But, you know, yeah, getting them to relax, getting them and letting them know, listen, I need you in a quiet space. I need you to have, preparing them before the appointment. I need you to have some, a pen and pad where you can write things down. And if they don't have those things, have them go get it. Because if they're not writing stuff down, they're going to try to remember it. And as we try to remember things, we're forget, we're not even hearing the things that are coming after that. You might also encourage people to record the call. Most people's phones have a recorder on them and that allows them to review all the smart things that you said to them. So there's a history there. What I also would recommend is if you record it and ask them and say, and this is again, these are very subtle things, guys, but these are the things that matter. So you can just change these things immediately. So what you do is you have your computer out, okay. And you have your computer open to their file. You then close your computer, okay, and take out your notebook and you start, you know, listening to what they're saying, okay. So you signify to them how important what they're saying is that you can't afford to be distracted in any single way that you. And you want a hundred percent of their attention because what are they used to? They're used to a doctor typing on the computer, not even looking at them. Right. They're not even used to anybody listening to them. Maybe at home, their kids don't listen. Maybe their spouse doesn't listen because they're on the phone. Who knows? So this is that time where you can build that connection with them, you know, And I bring out a notepad and say, hey, listen, you're gonna say some really important things that are vital to your care, and I would love to record this and take some notes. Is that okay with you? And they're gonna appreciate that so much. Okay? Now if you, if you want to, then open up your computer a few minutes later and then start typing, that's fine. Cause sometimes you do have to jot these things down. But that little thing is, it takes like just a few seconds to do is very, very powerful, okay? So getting them to really understand that you're listening, because you are. But we have to visually show that. We have to show them that they're on number one. So if my son wants my attention and I've got my computer open, my attention is divided between him and the computer, no matter how good I think I am as a father. And kids don't lie. So I'm like trying to type on my computer and I'm like, devin, hey, I'm right here. I'm right next to you. Right? But he doesn't feel. He feels like I'm a million miles away because I'm in my computer. Okay? Now your patients aren't going to complain about this, but their inner child is going to come out and they're going to feel ignored. So these subtleties make a big difference, okay? And these are unconscious things. So we're doing them unconsciously. Like we're not. Nobody saying, well, screw this. I want to give off the message. I'm not listening. And my time is more important, but that's what's happening. So these are things that can be very subtle. Now if you're doing discovery calls, you might consider doing discovery calls over a zoom call. And so then there's actually face to face interaction that's taking place. You can see them, they can see you, and you can start building that rapport. What I've noticed is that some of the, like, higher end entrepreneurs I work with, they only want FaceTime. They only want, you know, zoom calls or Skype calls. And I sometimes I find it annoying because I like to pace when I, when I talk. But I know why they do that. Because they want to know that they can look you in the face and they have your attention, and you have their attention because their time is valuable. Okay? So being present and letting clients know that you're Present very subtly or sometimes in a very obvious way is, is very important. And then, you know, one of the things too is we have to make sure that people have, you know, the three objections that people are going to come up with. One of them is going to be money, the other one is going to be time. And the third one is going to be will this work for me? Okay, so when you look at their form, as you're going through their form, the first thing I look at is their disc score. That's what I want to know. Okay. Are you going to fix somebody in the first appointment? No. Right. So I'm not even going to try doing that. What I want to do is I want to build rapport. Would you agree that if somebody's willing to be helped, that 100% of your patients, assuming they're sitting in front of you at this point, they've been vetted, are people that you can help? Alright, so that's all they want. I mean, so once we've established that, hey, I can help and you're in the right place, the next thing I need to do is build rapport. Because the only way somebody's going to write me a check for $3,000 is if they trust me. Right. And so I have to build rapport with this person and at the same time I have to, you know, by listening to them, but also understanding what's the best way to communicate with this person. So if they're a D, they like to be challenged. Right. So you don't tell a D, hey, I want you to cut out gluten. You say, let's see if we can cut out gluten for 30 days and see how you feel. Okay. I's are people generally they're going to get super excited about stuff because they just generally tend to be that way. And there's no good or bad personality type. But you're going to have to double close these people because they're going to say yes and then they're going to call you later when they're not face to face with you and say no. So those people, you want to make sure at least at their first encounter that you're giving them an exit. Because they'll always find an exit. Okay. The S's are going to. Or C's are going to be. Or S's. Sorry, S's are going to be the majority of your clients. And what S's look for is they don't look. They're not interested in knowledge, they're interested in support. They're interested in you listening to them. They're interested in having access to you. They're interested in the fact that you're going to pay attention to what they're saying. They're interested in your sympathy and empathy towards them. That's what they're looking for. Okay, so the fact that they are in your office, it's kind of subtle, but they've already submitted to the idea that you're the expert, haven't they? Right, they've. Or by the fact that they're there. They already have. There's an assumption in the air that this person probably knows more than me and they could possibly help me, otherwise they wouldn't be there. Right. They wouldn't have gone through all these steps. So now we just have to reaffirm that. We have to reaffirm that we know that there's certainty that we can fix them. And there's also rapport here. So that when we work together, there's going to be a positive engagement that takes place every single time. And so that's something that we want to make sure that we're getting across. So how do we address some of these objections? Say so when you're focused on the Cs. Sorry, Cs are going to want data, so they're going to want information, they're going to want testimonials, they're going to want to see the process. And so you might have to show them some of that. Okay. So it's always a good idea if you have it, like to be able to have like sample reports or, you know, just snapshots of studies or stories of patients so that they can, they can see those, they can see that evidence. And they, although they'll probably pretend like they need to do more research, they've checked out every single page on your website. They know all the broken links, so you can even ask them if they found any broken links. So these are the people that are usually looking for cracks in the armor. Okay. So they're always going to, they're going to be skeptical. That's their personality type. And that's okay. Right. As long as we can meet their skepticism with outcomes. But what do we always say? These are results for somebody else. We don't know what your results are. We haven't tested you, so let's get you tested. I wonder what's going on in there too. Right. So just remind them that they're unique. Right. So how do we address these three objections? Money is one way to address this is when you're presenting your program is you tell them, here's how we save our patients money. Here's how we keep our high level of service extremely affordable to the masses. We created a program that's affordable for everybody. Our goal is to keep our care affordable by removing inefficiencies. So this is why. So you're actually telling them that you've already taken the cost into consideration. You're subtly embedding that in your presentation. Do you guys see that? Raise your hands. Perfect. So that's important for you guys to do that. Let them know, this is how we save you money. Because when you're in a case fee, we actually save you money. We save you money because A, we can hire better talent, which means we can get better and faster results for you. We listen to you. You know, we have multiple people listening to your story. So with better ears, we can reduce supplementation with better testing. We can also reduce unnecessary supplement needs. And we're going to also find ways to improve efficiencies in other areas of your life through lifestyle so that you're going to save money that way. Our goal is to make getting healthy the best investment that you've ever made. And usually. And we do that by getting it right the first time. Okay? The other thing that we're going to help you that money can't buy is time. So I'm certain that you could probably figure this out on your own. If you knew what I knew, then you could certainly figure this out on your own. But that might take you years to get to that point. And so what we can buy you through this process is time. I don't think if somebody paid you $3,000 that you would accept this suffering. So if you had great health and somebody paid you $3,000, you probably wouldn't accept the condition that you're in, probably for any amount of money. So we want you to look at this as an investment in your health so that we're getting to the root cause. We're addressing this right from the very beginning. We have amazing people that are going to be working with you and work through you through the entire process. And throughout this process, you're going to feel very supported because we're going to provide you with access to our concierge if you have that. We're also going to provide you with email access to us to answer questions that you might have that come up in between your appointments. And we're going to hold you accountable because we want to save you money. And anytime you fall off the wagon, that's costing you money, that's costing you time, okay? So by doing it right, by holding you accountable, by getting you invested in this process, we're going to save you a lot of money. The other way we save our patients money and pass this on to you is that we rely on referrals. So we'd rather spend less money on marketing and more money on serving our clients and giving them the best service possible. And so we want you to refer people to us. So part of our job is to provide exceptional service to you. So you're not going to get this type of value anywhere else. Right? And you're not coming to us. People don't come to us because we're covered by insurance. They come to us because we're the best, because they tried the things that were covered by their insurance. And insurance. Just like an auto body shop, you know, the auto body shop is going to get your car back to where it was, but a tuner shop, which is what we are, is going to get your car better than brand new. So we're looking to take you to a whole new level, not just get you back to where you were. And that's what insurance is for. So, you know, you're being very subtle, but you're being very straightforward and very honest with them as to all of these things. Save them money, right? So when they refer people, it saves them money because we're spending less on marketing. So you're asking for a referral. You're telling them that by going in a program, everyone's costs go down. Everyone's, you know, everyone can save money through that process. And you're also telling them that you're going to support them through the process, which is something that's been missing this entire time. Will it work for you, Mrs. Jones? You know, we don't know. And this is, again, embed these sentences. You know, I don't know if this is going to work for you, but I'm certain that based on what you're telling me, we can find out exactly what's going on by running some lab tests on you. And once we get those lab results back, we'll have a much clearer picture of what's going on. In the meantime, we're going to start working on some of the lifestyle factors that you can start improving, and that's going to save you a lot of money, because we don't like to supplement people for lifestyle changes. Right? There's no supplement for taking a walk. There's no supplement for Managing your relationships. There's no supplement for exercise. So there's certain things that you're going to have to do that are going to have a major shift in your health. And we want you to start doing those in the meantime because that's going to save you money. It's also going to get you better results, but most importantly, it's going to show your family and an example. You're going to be an example of health to your family. So you're going to keep your family healthy. You know, my family doesn't see the doctor, so my son has seen the doctor twice now. What's that worth to me? That's worth a lot of money to me. Right. Knowing that he's healthy and he has and I don't have to worry about him. Right. And the reason I don't have to worry about him is not because of what he knows, but because of what I show him. So by you, Aaron, taking on this role in your family, you're going to save your family a lot of money by staying healthy, Right? So it's not just you, but it's going to be your entire family that's going to get healthier through this process. So there's so much value that you get through the lifestyle interventions that we're going to be teaching you. If I give you a supplement, only you benefit, if that. But if I teach you a behavior, then everyone around you who's observing you very closely, believe it or not, benefits as well. Okay? So that's saving them a ton of money by focusing on lifestyle, not just focusing on supplements and lab testing. Again, you do this already, but you're probably not expressing this. Are any of you guys saying anything like this? Good. So be very clear. I'm glad that some of you are, but what I would suggest is be very intentional about this. Some of you might be saying this passively, but say it in a calculated way, okay? Because people want to know. They want to know, why am I paying this lump sum fee? Well, it saves, actually saves them money. Okay, and then will it work? Well, we don't know. We're going to test you. And that's the honest truth. Here's what I always say. I know what you want to hear. You want to hear that it's going to be an easy fix. But the truth is, the absolute truth is we don't know. And that's why we do the lab testing. So all the people that, you know, you came, that you saw leading up to this, thought they knew because they didn't test you. So we're going to go into this with an empty cup and we're going to pour information into this cup. You know, through the, through the testing, through your consultations, through our conversations, we're going to pour into this cup, okay? And so you can use that visual for them. And then the other thing is, you know, I don't have time. Well, usually, Mrs. Jones, I find that people who actually don't have time don't actually get on these calls because they don't have time to waste. So I just want to make sure that I'm clear that you took time out of your schedule to tell me you don't have time to get healthy. So just call them on their bullshit. Because a lot of people have broken patterns, right? And so it's funny, when somebody comes in, even when somebody comes in and not everyone says yes, but they say, oh, I don't have the money. Well, how did you have the money to come in here and tell me you don't have the money? It just cost you $300 to tell me you don't have money? That makes no sense whatsoever. It's no wonder you don't have money because you can't commit to anything and you spend your money on stupid stuff like this. Because we're not doing anything with this and you're going to come back a year later and we're going to start from scratch and you're going to be worse. So you can do something now if money is your problem, if you can't afford to be healthy, I'm certain you can't afford to be sick because that's way more expensive. Okay? I mean, this is, I mean, this is actually how I talk to people, so. But this is how I talk to you guys, right? This is how I talk on Facebook. Like it, it's the same guy. If you don't like it, then, I don't know, maybe go see somebody else. But my job is to kind of knock your senses back into you and really get you to understand how people, like people are just self sabotaging and they don't realize it because they're not in control of their central nervous system. Somebody else's. Okay, so these are all the objections. These are the things. Was this helpful, guys? Was this valuable? Okay, perfect. And then, you know, the case fees, like some people might ask, you know, do you have a case fee or does it have to be a case fee or does it have to be, can I pay a la carte? And the way I Position. This is that, you know. Have you ever built a deck, Mrs. Jones? Yes, we built a deck. Right. And did you pay the guys every day they came, or did you pay for the project and then you committed to the project? Is that correct? Yeah. Because what would happen if you had to pay them every day? Some days they're not going to show up. Some days, you know, they're not, they're not going to necessarily put in their best effort. But when you pay for the project now, it's on them to deliver. Right. And we're going to be here and we're going to deliver for you. We're going to deliver services for you. The reason we charge you a case fee is because what we find is when people are fully committed, which I'm assuming you are, that's why you're here, when they're fully committed, then we can take the financial piece out of it. It's a one time fee. And then we know that that person is committed and we can stay committed to that person. We're going to do a lot of things before your appointment. We're going to be doing things after your appointment. We're going to be calling you in between your appointments, we're going to be, you're going to be emailing us in between. So there's going to be a lot of interaction that takes place. And I promise, promise, promise you that if you walked into a hospital with $3,000, this would not get you very far. I promise you. Okay? And so, and we're gonna, we're working towards complete resolution. You're gonna learn life skills. You're not gonna learn that anywhere else. Okay. And had you learned those life skills that we're gonna teach you through this process, you probably wouldn't be here right now. So we're gonna do things that have never been done before. You're used to paying a la carte, which is very fragmented and we want to create a cohesive program. I look at your eight month program like one long appointment. That's it. It's one long appointment. So you can camp out here for eight months in our lobby if you want, or you can go home in between those hours that we spend together. But I look at it as one long appointment. Okay. And that kind of reframes it for them because they're going to get service from point zero all the way to, you know, to the end, they're going to get service in between. Make sense? Okay. And then one, one of the things that you always want to do with your Appointments is you want to pre frame your time so you can say, Mr. Jones, thanks for coming in today. I'm super excited to speak with you. And you get, you get to the rapport part, but then when you're ready to get into it, you can say, okay, here's how we're going to break down the next hour, okay? So that way you can stay on time, you can pace yourself, you can say, okay, we're. First, I'm going to ask you a few questions and I want you to tell me a little bit more about your story. I've had a chance to review your form, so I have some ideas that I want to, you know, discuss with you as well. So we'll do that for about 15 to 20 minutes and then I'm going to explain to you how this program and process works, assuming that it's the right fit for you. How's that sound? And they're going to agree to that. And then you take them through those motions. So don't bury them in information, okay. They're kind of like when you go to a mechanic, he doesn't tell you everything he knows about cars. When he's changing your oil, he doesn't start like throwing out all these big words that you've never heard of before to try to impress you, right? Because that's just gonna confuse you like, what the hell is this guy talking about Now I'm nervous. I don't, I don't understand this. So they already have, by them coming to you, have already positioned you as the expert. Now you have to position yourself as somebody who can create rapport with this person. And that's gonna go so much further. And then last thing before I have to run off my meeting is always leave the door open and follow up. Okay? So one of the things we've been doing recently is following up and we've been getting, you know, we've been getting some positive response to that. We actually had somebody give a negative response. And you know, it's interesting story, but I refunded her money to her, okay. And this was like a year ago. She had, she didn't have the ideal experience. And I said, you know what? Fuck, I didn't know this. So I'm just gonna refund her money. So waiting to hear back from her. And I'll be happy to refund that money to her because she's still pissed a year later, right? Pissed enough to respond. So it's good to clear out some of that negative energy. And we try our best, but Sometimes we don't produce up to the expectations that the person has and that's okay. Even the best phones, whether it's Samsung or iPhone, a percentage of them get returned, right? A percentage of people are going to give one star reviews. That's okay. That just comes with the territory. But it's not the one star review. It's how you deal with the one star review that matters. Okay, so when we can we refund the money to the person? We just don't want that energy. We want to make room for new energy. You can't have a piece of furniture you hate, right, Just sitting there and you can't put another couch on top of it. You got to take the old couch out, right? You got to take the old energy out. So hope that helps guys. I hope that gives you some insights. I hope that gives you something to think about that you can start applying immediately into your practices, right into your next consult that you have today or tomorrow. And you know, just show up. It's so much fun when you show up and you're just on point and you're just having fun. You're dressed comfortable, you've got, you've got a hopeful environment. You know, there's, there's a rapport that you've been developing with that person before they come in. Just be relaxed, right? Get the essential oils flowing, get the reishi flowing. I mean it's, create a fun environment for people to come in. And if you can get them into that parasympathetic state, they're going to feel good. And when they feel good, then they feel good about the decision that they're making. So get them out of their sympathetic state. If that's all you learn, get them out of their sympathetic state. That goes a long, long way. So love you guys. I will see you next week. Okay, talk to you soon.