EP065: Sachin’s Talk at Terry Wahls’ Amplify Event

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.

Hi everyone. Hello again. Before we get started, I want you all to take out your phones and if you don't already have this app, I want you to download it. It's called. Oh, that would help. Right? There we go. So before we get started, I want all of you to download an app to your phone. Call OTTER O T T E R Now. What Otter allows you to do when you're at presentations like this or when you're having a conversation with your patients or a team meeting, is it will record and transcribe instantaneously for you for free. Okay. You can also upload videos and such. So I'm actually recording this conversation and you can see as I'm speaking, it's actually transcribing for me. Okay. The other thing that it'll do is it'll upload it to the app on the computer and it'll create a word cloud for you. So it'll show you the words that are used most often and so on and so forth. So just a quick tool that you can use for yourself? Yeah, it looks like that. And it allows you to be more present. So I know some of us are trying to write down everything, we're trying to type everything, which is totally cool that that brings you into the moment. But I promise you, I speak faster than you type and sometimes I speak faster than some people can listen. So I'm going to go quick because my time is limited and we have a lot of free space today. So if you have any questions, then we can always go a lot deeper. Okay. And thank you, Terry, for this opportunity and thank you all for being here and taking meaningful action with relationship to your purpose and mission. There's a lot of people that don't do that. They say they want to, but their actions don't follow. So I can tell how successful somebody's going to be based on their actions. And all of you are action takers. So give yourself a pat on the back for doing that. Never used this before. So what do I do? Just press this right? There we go. All right, so I'm going to give you very practical, easy, simple steps that you can use to increase the success in your practice. Everyone okay with that? Okay. We're going to talk about money, we're going to talk about success, we're going to talk about impact, we're going to talk about influence, we're going to talk about all of those things. And so if those words make you cringe, then this is a good time to take a break. Hopefully they don't, and that's why you're still here. So one of the first things that I want you to do if you're not doing this already, is qualify your time. How many of you do discovery calls or have free consultations before somebody comes to see you? Raise your hands. Okay. How many of you have an application that people have to fill out before they can do that? Okay, great. Do you want to qualify your time? Make sure that you have information on that person so that they can take action and that you can action the information they provide. So here's a really simple suggestion to have on your form is what is the best form or best way to contact you? So just because you get their number and email address and mailing address, you want to ask them what the best way to contact them is? I'll give you a really simple example. So we put this on our form, and you can see for this person, text is the best way to contact them. Sometimes you might think that I don't want to text this person because I don't want to invade their privacy, but they're actually inviting us to text them. When they say that, do you see that? And people are very responsive to text messages. So this lady filled out our form and her initial response was that she couldn't afford our program because we put our pricing on our website. And shortly after that, she told me that I could text her, gave me permission to text her, texted her. And I realized this. This was actually quite profound to me that she's been following us for two years now. So for two years she's been following me online, following the recommendations that we put out there. She's eating pretty much organic, she bought a Berkey filter, so on and so forth. So I know that this person is invested in their health. I know this person from this simple text message. I've learned so much about this person, and of course, I was excited to share. And then what I realized is that she didn't realize we had a payment plan. And so literally within two minutes she signed up for our program. Okay. Didn't take a call, didn't take a discovery call. It was just asking a few strategic questions, allowing her to be heard and being human. So success isn't about automations, it's not about having a fancy website. Some of that is going to be. We're going to talk about that. But first and foremost, be human because we already are human. So we don't have to change anything about ourselves. We already emanate love. We don't have to change anything about ourselves. Okay. So I wanted to share that with you and this is a quick little bonus. So if you don't have an application for your time, add an application. It does you a huge favor and it does your client a huge favor because it allows them to allow you to use the time together much more effectively. You're not flying blind. Okay. If you go to become proof.com apply now, you can use those questions. Ain't no sense in reinventing the wheel. So I'm giving you all permission to use the exact same application. And if you have better questions, then I'm also giving you permission to share those with everyone here. And I'm always open to feedback. That's one of the keys to people who are successful is they're always open and receptive to people feedback. So if I'm doing something well, let me know. If I'm doing something that I could do better, let me know as well. Okay. I see a shocked look on your face. Everything okay? Yeah. Okay, good. Okay, great. So just a little bit about me you'll get to. I'd love to get to know each and every one of you more personally and intimately because we have a size of audience that we can do that. So I'm not going to spend too much time talking about myself, but I will talk about my beautiful son Devin, who inspires me to be a better dad and a model citizen every single day and my beautiful wife who's extremely supportive and we actually work from home together. And you know, it really helps when you have a supportive spouse, as Terry was mentioning earlier. And I know Christina personally as well and she's got a very supportive spouse. So having that in your life is critical. And in fact it's one of the questions that we ask on our forum, do you have a supportive spouse? And if the answer is no, then I know why you're sick. There's no pill for that, no supplement for that. There's no medication for that. You can't walk in the woods and fix that. Okay. So for some people, their spouse is the reason they're unwell. For some people, their job is the reason they're unwell. So for me, I tell my patients I'm very upfront, even when I speak in audiences, that I can either give you tough love or you can have a tough life. Which one do you want? And most people choose tough love. Okay. My communication style is very direct. Yours may not be, but I do know that people appreciate directness. When you're leading somebody, when you're leading the charge, and they're going to trust you with their money, they're going to trust you with their health, which is their most important asset. They want somebody who has certainty and confidence. Would you agree with if you were going to give me all the money in your bank account? You'd want me to be pretty certain and confident that I'm going to do something positive with that. But guess what? Their health is more valuable than all the money in their bank account. So you've got to be certain, you've got to be confident, and you've got to take charge. So there's one of my great friends, Terry. This is a picture we took at JJ Virgin's Mastermind in Phoenix. So, you know I'm a big supporter of your work. I'm a big supporter, not just of your work, but of your heart and your mission. So it brings me great joy to be able to, you know, to be here and to share with your tribe. And I really admire you from afar. So you might not know that, but you're the topic of conversation in our practice almost weekly because we use you as our North Star, as social medicine would use a much more simple framework than the framework that we use now. How many of you would say simpler is better? Okay. One thing I want you to write down is the more complicated your patient's disease seems, the more simple the solutions actually are. Okay. That's why I admire what Terry's doing is because she's taken something that the traditional medical community has tried to make extremely complex, and that's like a cosmic joke. The more we try to understand the body, the less we actually understand the body. If you look at research, research looks like this, right? It's on the exponential rise, which means we actually have more questions, which means we actually know. Right? So it's paradoxical. So what Terry's done so well is she's taken timeless wisdom and applied it to your protocol or her protocol or our protocol, which will be relevant today and 100 years from now. So in my office, I only teach my clients things that were relevant 2,000 years ago, because I know they'll be relevant 2,000 years from now. I want to teach timeless wisdom that's going to last you a lifetime. Not something that, you know, we just were experimenting with. So the question we always have to ask, or I encourage people to ask, is how long have humans been doing that for? Right. Oh, here's a drug. Great. How long have humans been doing that for? Because if the answer is a year, then we have no idea what this is going to do to you. This is a big reason we use medicinal mushrooms in our practice, which I'll be talking about in August at the event. But all that to say that the simpler we can keep things, the more in alignment it is with the father of functional medicine, Jeffrey Bland. Okay, so this is his big initiative for 2020, is to make health more simple. And I can definitely say that Terry's leading the charge there. The most important role that I play in my life is this one here. So my son made me this badge. Best ad ever. I still have it on my nightstand. I should have worn it today, but I don't. I want to preserve it so I don't travel with it now. But that's the goal that I have for myself, is to. Is to not only win this award, but to maintain it year after year. And, you know, for all of us, I think being a good role model is a very, very good starting point. Our children are always watching. They're always listening. They're always looking up to us. I never want to be at a point in my life where my son's looking down at me because of bad choices that I made or things that I didn't teach him. So whatever that North Star is for, you make sure that it aligns with your bigger purpose as well. Okay, So I share this because your value system in your business is extremely important. We always want to build a business around our life, not try to build a life around our business. And this is the trap that many entrepreneurs fall into, is that they build, try to squeeze in a life around their business so they don't get to travel. They don't get to walk in the woods like they tell their patients to do. They don't get to wake up without immense amounts of stress like they tell their clients to do. So you have to be the embodiment of. Of what you want your clients to do. You can't look somebody in the face and tell them to do something if you're not doing it, okay? So I can't tell my clients, you should do yoga even if you're at a hotel room. If I didn't do yoga this morning in my hotel room, I can't tell them to go shopping when you go somewhere if I didn't do that myself. So we have to be that embodiment, and we have to be. We have to really be proud of that, too, okay? So we have to hold these values true to us. So I'm going to share a really simple story, but I'll get to this at the end when I talk about this a little bit more. But there's my son sleeping in the Hong Kong airport, okay? And there's a whole story that goes with this that I'll share with you at the end. So just kind of keep that in mind so you can go from feeling like you're the best dad in the world. And we're coming back from a beautiful trip to Bali that we went to. And the last leg of our trip, we had to overnight in the Hong Kong airport. It's cold. It was freezing. And I woke up, you know, and this was the image that I saw. So I'm like, let me take a picture of this so I never have this happen again, okay? So my why. My why is to really help thousands, if not millions of people and really help you spend more time with your family. Because at the end of the day, that's all we have, isn't it? It's our family. So our business should not be something that we create that interferes with that. I also want you to travel the world. It's a beautiful planet that we live on, and many of us don't get to see it because of our business or because of our limitations that we have. And there's going to be a time in your life when you physically can't do that, but as long as you can, I believe that it's something that we should prioritize. I want to help practitioners like you reach more people that are willing to do the work, because at the end of the day, as Terry said, people have to be willingly engaged in their health. You can't sell health, and you can't buy health. If you could buy health, nobody would be able to afford it, because it truly is priceless. And then I want to help all of you achieve the five freedoms. So the five freedoms, first and foremost, are emotional freedom. Emotional freedom is very important because. And it's often overlooked. If I. If somebody else or an outside force can control your emotions, they can hijack your entire nervous system. That's what the news does, right? It's called television programming. Radio programming for a reason. Okay? It's also why pharmaceutical companies spend more money on marketing than they do on R and D. Because if they can convince you that the cure or the solution is outside of you, then you're going to keep looking outside of you for the answers, even though most of the solutions are right here. Okay? So emotional freedom is very important. The next freedom that I think is really important is, is geographic freedom. So I prized geographic freedom. So I created a business that allows me to travel. In fact, you might see me on my phone throughout the day. And it's because I'm actually helping people, okay? I'm not shopping for shoes. So I created a business that allows me to travel, allows me to be here, but then also kind of be everywhere at the same time. And you probably want that in your business as well. The other freedom is health freedom, of course, very important. So we have to have good health and we can't have a business that destroys our health because then it's obviously we have a major conflict. Okay? And of course we want financial freedom and financial freedom. I forgot to mention time freedom. But you know, financial freedom should come last. It shouldn't be our primary objective. If all you want to do is make a million dollars, then all you'll do is make a million dollars. It should always be a result. And there's many different ways that we get paid besides money. And I want to help, you know, ensure intelligent and heart centered practitioners succeed in life and in business. Because you deserve to. I can't think of anyone else right now on this entire planet that deserves to be more successful than the people in this room. Because you care about what matters. You care about people. Okay? So I'm going to do whatever I can. I'm going to share whatever I can to help you be more successful. Because I believe that you should all be rewarded handsomely for the work that you're doing. But if you don't set up your business correctly, if you don't set up your processes correctly, then you're not going to be able to do that. And that's the downside. Okay? So this talk isn't about making more money. It's about helping more people. And as a result of that, you will make more money, but you'll also make a huge impact. And that's what I believe the world needs right now. All right, so I always want to start with some of my values, because if we don't share the same values, then the message isn't going to land. Everything that I'm going to tell you goes through a values filter. So all the information I'm going to share today goes through this filter. So you don't have to worry about if it's emanating these values. So first and foremost, love, right? Everything starts with love. You have to love what you do. You have to love yourself. You have to love the people that you're helping. And when you approach everything that you do with love and you infuse it with love, the outcome is radically different. Okay, so the same ingredients of a recipe, if they're prepared with love versus somebody who has resent. Are we going to get different? Is it going to taste a little bit different? Right. It's going to feel a little bit different, too, and it's going to behave differently in the body as well. You know, we live in the first time in human history where people complain about eating healthy. Right? Go figure. So they really have to. You have to. You have to have love in everything that you do, but also honesty. We have to be really honest with our clients. Transparency is also very important. I don't like surprises unless it's a surprise birthday party for me, but I don't like surprises. So transparency, I feel, is very important. Integrity in everything that you do. Excellence, growth, nature. Nature is my greatest teacher, and I hope it is for some of you as well. Vulnerability, empathy, consistency, community, freedom, timeless wisdom, and paying it forward. These are the things that I value. Raise your hands if you value these things as well. Okay. And the question is kind of, who wouldn't? Right? But it's not about who wouldn't. It's about do you share your values with people? Do you share your values with your clients? Do they know this when you sit down with them in your consultation, that these are your values and everything that you're going to do from this point forward goes through this value filter? Probably not, unless you're explicitly sharing that. Okay. And that's why I'm sharing it now, because I want you to know where all this comes from. So my belief is that starting a, you know, a practice and running a successful practice is probably one of the greatest spiritual undertakings you'll ever undergo. And I know it feels like that, like you're going to be challenged, right? You're going to sometimes be financially challenged, sometimes you're going to be emotionally challenged. Sometimes you're going to be physically challenged. Sometimes you're going to be spiritually challenged. I believe that all of us who are doing this are doing this because we have a calling. Nobody's doing this for the Ferrari, and that can come if that's what you want, but I don't think anyone's doing it for that reason. I also believe that in 2020, people need us now more than ever. Would you agree? There's never been more of a need ever in human history than now. And, you know, we need to get our act together and act together. So we all need to be firing on as many cylinders as possible, but we need to be collaborating and sharing. Okay? So I'm here to learn alongside each and every one of you. You know, I'm excited for some of the other presentations and presenters that are going to be here today, and I'm excited to learn from each and every one of you because that's how we all grow together. Okay? So we've got to get our act together, and we've got to act together. That's why I wrote my book. So I didn't bring any copies, but I'm happy to ship them out to you. It's called Perfect Practice, and I teach a lot of the principles that we are going to talk about today in that book. And I also have a podcast that talks about practice success. So that's. These are both absolutely free. You can get a hold of them. And that's why we run epic events. So we love sharing this information. So let's talk about three highly effective ways to grow your practice. So this presentation is whether you're just starting out and you're not sure what to do, whether you're seeing some success but want to have more traction in your message, and also whether you're overwhelmed in your practice. This is going to help you as well. And if you're tired of wasting your money on stuff that doesn't work. So a lot of times I consult practitioners. I just had a consultation earlier this week with a medical doctor, and, you know, she's buying all these widgets and doodads and all these things and just, like, trying to glob them onto her practice. But what she actually really needed was more guidance. She needs someone to tame her. She's out of control, spending all these, you know, any way you call, we'll try to sell you something. And sometimes we don't need that. What some of us need is a guide. They need, excuse me, a mentor or a coach. That's Going to help us navigate, okay? Because we all have energy, we all have passion, but we've got to direct that passion. Just remember a magnifying glass. If I wave around a magnifying glass, what happens? Nothing, right? But if I focus it at the right angle for the right amount of time, I can burn down this whole building, couldn't I? So focus is very, very important. And this is something that we often lack because nobody's holding our hand. Nobody's holding our hand with that magnifying glass and keeping us focused. You know, one of my coaches is Tim Grover, and he was Michael Jordan's coach. He was also Kobe Bryant's coach. So on Tuesday night, I had a call with him, and we were talking about the difference between time and focus. So most people say they don't have time. How many of you have heard people say that? What people actually lack is focus. And so the way you destroy people's lives is you keep them distracted. If you keep somebody distracted enough, they'll never produce anything meaningful. And so if you're going to create a meaningful business and help many people, guess what? You've got to be focused. You've got to be laser focused. Now, if you need to take something to support your dopamine, then by all means, go ahead and do that. You know, there's genetic testing that I had done on myself. It's available to all of you that looks at executive function. You know, my brain is wired for addiction, and that's a good thing if you know how to harness that power. Addiction can destroy your life, or it can help you create a great life. One of my mentors, Joe Polish, we ran a genetic test on him, and he has a very traumatic childhood growing up and a strong history of drug abuse. And we realized his brain was wired that way. And we also realized when we did the testing on him that he has a hard time, difficult time processing pain. So some people, something traumatic happens, they just kind of like water off their back. Some people, they keep processing. It takes them a long time to metabolize the stressors in their life. So knowing that about your clients can be very helpful. So I metabolize stress very quickly. My wife metabolizes a little bit more slowly. And sometimes she's mad that I'm not mad, because the chemistry in our body is still stress chemistry, and her body has to catch up. So knowing that about ourselves is very important, and I want to help you better leverage your time. So one of my mentors, Ram Dass, who passed away 12-22-2019 is famous for saying, be here now, right? Be in this present moment. Sit with this present moment. It's easy. There's so many things that are vying for our attention, so many things that are vying for your attention when you're trying to build your business, when you're. Even when you're trying to spend time with your children. You know, I literally have to schedule an hour with my son every day because I never miss my appointments. Right. And if that's what it takes, that's what it takes. So he knows. He actually created a little calendar. It's on our fridge, right. That when he comes home from five to six, the computer, the laptop shuts down, the books shut down, and it's our time together. And that's all he wants. He just wants an hour with me. And I put him to bed as many nights as I'm home, and I literally sleep with him as many nights as I'm home because I don't know how long that's gonna be going on for. So be here now. Wherever you are, be there. It's so easy for us to go into the future. If it's a more beautiful future, that's a good place to be. But it's also easy for us to go into the past. Okay. All right. There'll be no replay, so, you know, make sure you take the images, notes. I'm going to be sharing the slides with you guys, so you're welcome to share them with everybody. And in the next 50 minutes or so, I'm going to be covering some of the things that you can do to make 2020 the best year ever. And there's ways that you can use the raw materials from 2019 to make 2020 great. So how many of you want more people to see your message that are actually interested in your services? Yeah, we all do. Right. So this mistake probably cost us around $100,000 last year. Hopefully it may have cost you more than that. I don't know. Right. But it's certainly. I would estimate, and that's being very conservative, just to, like, not shoot my ego down, that it probably cost us about $100,000. And it's really simple. So it's called something called retargeting. Who here has their own website? Raise your hands if you have a retargeting pixel on your website and a retargeting strategy. Okay. So I'm amongst my peers. Okay. So I didn't have this. We had a pixel, but we didn't have a strategy. Okay. And the problem with that is I don't care about the money. But what I do care about is that a lot of people that needed my help didn't get it because they didn't have this in place. Okay? And that's what I care about more. Because as we know, that once you satisfy certain needs, more money is not going to make you happier. Right? Everyone know that. Same thing with your patients. It's going to happen to you, if it hasn't already. So what the heck is a retargeting pixel? You've all been victims or benefactors of this, depending on the scenario. So you go to a website, let's say you go to Amazon, and you're going to buy an accessory from your computer. So on that page is a pixel, and that pixel tags you and now follows you everywhere you go. So the next time you log on to Facebook or the next time you're on CNN or any other website, the ads are going to be of that thing that you didn't buy. Has anyone witnessed that? You've experienced that and you're like, what the hell? How are they following me everywhere I go? How do they know what I want? Well, it's because they have a pixel. Okay, now here's the thing with a pixel is that if you have a pixel on your website that somebody comes to, doesn't that mean they were interested in your service or looking for help from your service? Absolutely right. So wouldn't it be our obligation? Because when you have a website, you don't have the benefit of a brick and mortar where the door opens up, somebody peeks their head in, and if they just peek their head in and pop back out, you can go grab that person. You would do that, wouldn't you? Somebody walked into your office and looked around, you probably provide them with some sort of service or ask them a question. We can't do that online. So retargeting pixel is the closest thing that we can get to. Now, based on the page that they go to, you can retarget them with different content. So if somebody comes to your website and they came to a blog article that you wrote about ms, then you would want to retarget them with content that's related to Ms. Does that make sense? You wouldn't want to send them an article about thyroid disease because it's going to become very clear that you don't understand what their needs are and you're going to waste money because that person is interested specifically in addressing their Ms. Now, if they came to my page Read my blog article. I would retarget them with maybe a testimonial, maybe a case study, maybe an upcoming workshop that I'm doing, maybe a webinar that I'm going to be doing. I would retarget them so that they can get more information. All right, so here's an actual case study. One of our clients, he's a functional medicine doctor in Kansas, and he had about 2,500 organic leads coming to his website every month. He had no idea. Okay, so if you don't have Google Analytics on your website, you want to get that installed so you can look at the analytics. You can see where people are coming from, how long they stay on your website, how many pages they go to, what pages they go to. You can actually look at the flow of your clients on your website. So here we see he had 2500 page views, or 2,400. I'm sorry, and these were coming in organically. It wasn't even paying for them. Okay, so free traffic of people looking for help regarding functional medicine every single month. And I'll tell you his story in just a minute. So you can reach these warm leads for pennies on the dollar. It's always better when somebody comes on their own accord versus you inviting them in, right? If I had somebody standing up there inviting everyone in to come into this presentation, it's a little bit different than them coming and searching this place out, isn't it? Wanting to know where the presentation is. So for pennies on the dollar, we can get access to these people. So here's an example from Dan Kennedy, who some might call the greatest marketer. And you can see that I went to his website, I looked at his little model that he was offering, and now I'm being retargeted on Facebook. So I could literally go to Christina's Facebook feed and I could know based on the ads, what she's shopping for. You can tell a lot about a person by opening up. So if you want to know what to buy your wife or your spouse for Christmas, just open up their Facebook feed, maybe with their permission. And then you can know exactly what to buy them, because you can see what they've been shopping for. And so how to check if your website has a pixel. I'm going to give you a really simple way to do this. So first you can go to Google and you can type in Facebook Pixel Helper. Step number two is you're going to click on the link. So it's a Chrome extension. If you're still Using Chrome, then you would use the Chrome extension and you would download it. I already have it, so that's why it says remove from Chrome. That's step three is downloading it and installing it. And now you'll see, if you go to my website, you're going to see a pixel. So the little pixel helper at the very top will tell me how many pixels are installed and. And what that pixel does. So you can see here we have a page view pixel. When somebody comes to my homepage, that person is now targeted with that pixel and it enables me to then retarget that person. Now this is something really simple that you or your web developer can set up for you literally within half an hour. So it doesn't take long to get this set up. And you actually don't have to have a strategy in place. What the pixel will do is it will start building an audience for you. Okay? So even if you don't have a strategy, you still kind of want to know who's coming to your website, don't you? So that when you do eventually develop the strategy, then you have a list that you can start retargeting. I hope I'm not losing anyone. This is like, and it might not even be in your wheelhouse, but just know that this is something you need, okay? So you can go back to your web person and say, hey, let's get a pixel installed here. Let's start building an audience, because this is all free traffic that you can start retargeting. So no pixel. Set up a Facebook pixel. Talk to your web developer. Install pixels on your website. Different pages can have different pixel attributes. So not to confuse you, but if somebody comes to my homepage versus going to a page about thyroid disease, they probably have a different level of interest, right? So I can retarget that person a little bit differently. Each page can have a unique attribute, and then you want to eventually develop a retargeting strategy. So like I said, don't feel like you have to have the strategy first in order to do this. Get the pixel installed first. And then here's a little bit more advanced strategy for you. Certain CRMs, we use something called activecampaign. And I can actually trigger if somebody's already on my email list. So let's say Christina is already on my email list and she visits an article that I wrote about. Let's just do something meta about retargeting pixels, right? Then I can change her attributes on her account in my CRM that says Christina's interested in retargeting pixels and send her information on retargeting pixels now. So I can actually change their navigation in my automation in order to be able to do that. Because I know she's interested in that. So why would I keep sending her information about how to do a live workshop if she's interested in retargeting pixels? That make sense. Okay. So we can create a very unique experience for our clients. And it feels like to them, oh, my God, you're reading. How are you doing this? You're reading my mind. It's not artificial intelligence. It's just setting these systems up. And guess how many times you have to set this up? Once. Okay, there it is right there. You only have to do it once. So let's go back to this client here from Kansas City. So he went from getting zero applications a month from his website, Organic Traffic, Nobody was signing up to apply for his programs, and now he gets 25amonth. So that's 300 new potential patients every single year just from retargeting, Just from one thing, without lifting a finger, without doing a webinar, without doing a workshop, without having to do a song and dance. None of that. People who are already looking for this information, but we retargeted them and said, hey, you're obviously interested in this information. It's not exactly what he said, but you're obviously interested in information. Let's get on a call together. Let's figure out how we can help you. Let's figure out how we can support you, because what's the alternative to that? That person's gonna die early, and they're probably gonna die miserably. And that's the cold, hard facts, isn't it? Nobody comes to your website and then bounces off your website and has an amazing life, Right? They're there because they're looking for a solution. And chances are you're probably the solution they're looking for. They just don't know it. So we have another 13 more applications a month. What if you have five more applications a month? So in life, there's. I learned this from Barbara DeAngelis, who learned it from her guru, and she didn't give me the name of her guru, so I don't have a name to attribute this to. But in life, you can be either one of two things. You can be the flower or you can be the bee. So what I learned to become and what I want all of you to learn to become is learn how to become the flower instead of the bee. Okay? Because the bee is always buzzing around, only has like a. Like a two to four week lifespan and it dies, right? The flower will keep blooming and the bees will come to it. So that's the type of business that you want. Okay. You want to have a strategy that makes you the flower. Number two is to run a challenge. How many of you have run an Ms. Challenge? Okay, good. This is gonna be great. I love when nobody raises their hands because you're all gonna learn something new. This is gonna be extremely profound and can open up the floodgates because guess who joins an Ms. Challenge? People with Ms. Who still have ms, who still have symptoms, who are still struggling with it. Right? So I almost want to do this just to. Just to actually show you guys the mechanics. So we did this on fat loss. We did something called a five pound challenge. And this can be applied to anything. So it can be applied to ms, it can be applied to thyroid disease, it can be applied to a variety of different things. And in five days, you'll be amazed at how vulnerable people get. You'll be amazed at how much better people can feel and how much trust you can develop in just five days. You can literally start this next week if you wanted to. So here's our five Pound challenge, right? I ordered one of those, like five pounds of fats that you can get on Amazon. They're bloody expensive, like $100 for this thing, right? I don't know why, but they are. But I didn't care because that's the cost of doing business, right? And so I'm not going to eat it, so I'll have it forever. And it was shocking to people what 5 pounds of fat looked like. So when people say only lost five pounds, then I remind them what that is. Now we have people losing a lot more than that, obviously, but I bought the website 5 pound challenge. If not, I'm gonna give you guys until the time I'm done, somebody to buy Ms. Challenge. If it's not. If it's for 5daymschallenge.com you have until my presentation is done to buy. Otherwise, I'm gonna buy it. I'll be happy to sell it back to you too. We can donate the profits to 10 Gary's research. So here's the thing. So we ran a five day challenge. Five days is enough for people to see a shift. It's enough for people to get to know, like, and trust you. And in fact, you can probably do that in less than five days. But my wife and I did it over five days. And this was from December 2nd. So we've got some stats that we can share. You know, and I put the intention. My CTO asked me, how many people do you want to do this? And I said, a thousand. And in seven days, we had a thousand people join. Okay. So intentionality is very important. I think I'll talk about that in my next talk tomorrow. So we had 1100 people join in seven days. And now what do we do? We. We ask some questions, we understand them, we meet them where they're at, and we create relative and meaningful content for them. Okay, so here's some of the stats that we have. And then here's one of my practitioners. I shared this in my practitioner group, and he did a challenge as well. And he's like, wow, this is like the lead magnet of all lead magnets. So if you're looking to build a list, if you're looking to build a following, then this is a way to do that. Yes. Are these always free? You can do it. You can do it. This one was free. Okay. You can also do it with a donation if you want. So you can donate. If you make a $5 donation or $10 donation or contribution of sorts, you can do that, or you can make people pay for it. Well, it did generate revenue right on the back end. So my personal philosophy in business is that I should always deliver just as much or more value than what I expect people to pay me before they ever pay me. So before I ever get anyone to sign up for my coaching, for $15,000, I give them more than $15,000 of value first. So they've already recovered their investment long before they ever pay me. So that's. That's kind of my personal philosophy. Some people will try to generate revenue first and then deliver value. Right. But I kind of do things a little bit backwards, okay. And that feels good to me. So you got to do what feels right to you. And fortunately, I'm in a financial position where I don't want to be charging people $5, because then it just becomes a customer service nightmare. I'd rather just do it for free. And then there's less resistance. So we want to decrease friction in the action steps that we want people to take. And adding getting them to pull out their credit card and stuff just increases friction. At least that's been my experience. So here's a post that we did. If you'd like to safely drop £25 between New Year's and Valentine's Day, send me a PM right this was after the challenge. And another thing that we got from the challenge was we got tons of testimonials. So I got about 15 video testimonials, dozens of written testimonials, all within a five day window. For some practitioners, it takes them years to even get just a handful of video testimonials. Okay. So we were able to generate all this in a very short period of time. I actually created a cheat sheet. You guys want the cheat sheet? Okay. And so you could use this framework for Ms. As well, right? Or whatever you're passionate about. And if you're here, you're probably passionate about helping people with Ms. But this gives you a framework of what questions I asked. The engagement was like off the chart. So we would do a video and we'd have 140 comments on the video. Okay. So people are very engaged with a thousand people. That's a really high engagement level. All right. So after running my first challenge, within days, I created $1,000 a month. This is one of my clients. He did a five day challenge for fat loss. And then what he did after that was he created an online support group to help people because he knew all those people wanted specific. They had specific goals to lose weight or to become healthier. So as a result of that, he created a very nominal program that's only $20 a month. But he's already doing this anyways. He's already sharing powerful information online. He's already creating content for his followers, but now he monetized that. And so he's generating. It's actually closer to 2,000 now. $2,000 a month of recurring income now. Interesting fun fact about business valuation. If your business has recurring income, it actually has a higher multiple of revenue. So if somebody were to buy your business and you have recurring income coming in every month, they're going to use a different equation to value your business, and it's going to position your business at a higher value. Not that you guys are looking for an exit strategy, but just an interesting fact to know. And then I'll share that challenge sheet with you as well. So number three tip that I'm going to give you this time around is, is to build your community both online and offline. When I graduated as a chiropractor, I actually had no idea. One of the things that I really admired about people was people being able to travel all over the world for work. And I really admired people being able to work from home. And for whatever reason, I just felt really called to do that. But as a Chiropractor who's working hands on with people. The only way I knew how to make money or the only way I would get compensated in the system that we had at the time was by seeing patients one on one. And there's absolutely nothing wrong with that. And it's one of the highlights of my career because I love helping people. But it didn't allow me to travel, it didn't allow me to work from home. So many years ago I said, how can I do that? And my mom said something, you know, how we sometimes we have limiting beliefs is that me. We can also have unlimiting beliefs. So my mom mentioned to me, she's like, you gotta learn how to use your head instead of your hands so much. Because my hands would hurt at the end of the day. I still remember my wife massaging my hands. She's a pharmacist, so she didn't even know what the hell she was doing. She was massaging my hands because they were hurt so much at the end of the day. I was working on elite athletes, so we were working on marathon runners, Olympic athletes, football players, people like that. You can only imagine doing soft tissue work on these people takes a toll on you eventually. So, you know, one of my things that drives me, you know, deep down inside, is how can I travel the world and how can I work from home? And that doesn't have to be what you want, but that's what I want. So that's one of the underlying premises of everything that I do. Does it allow me to travel more? Does it allow me to be at home more? I still remember I didn't tell you my full story, but my first year in practice, when I was working for somebody else, I would actually have to sneak out of my house in the morning so I wouldn't wake up my son. And by the time I got home at night, he was in bed already. So his first year just kind of totally flew by. It already flies by as it is. But imagine like never being home to see him. So that really like inspired me to change things and help other people so they don't have to go through the same thing. So I always want to remind you to stop comparing yourself to other people. We don't know their story, we don't know what drives it. We don't know what motivates them. And sometimes what drives them and motivates them might be different than what drives and motivates us. So we should never compare ourselves to others, but maybe we can be inspired by others. So if you follow me online, you'll see that I travel quite a bit. I was in Maui for nine days, came back and now I'm here. Be here until tomorrow, and then tomorrow I get to go back. I'm speaking, I'm giving a keynote on Sunday at my alma mater, and then I'm traveling again the week after that because that's what I want to do. So you don't have to want to do that, but just realize that if you are inspired to do that, then I can certainly help you move in that direction. So stop comparing yourself to other people and then, because that makes us feel like an imposter, that makes us feel like we're inadequate, because that's what comparison does. What I want you to do is get out and connect with your community. It's amazing how many people need you, but if you're stuck in your office or stuck in your home or stuck behind a computer, then you don't realize how much people actually need you. And it's when we get out into the community and start connecting with others, we realize how powerful of a tool we actually have to help people. It's also important to connect with other local business owners. Other business owners need to know what you do because chances are their customers might need you, their family members might need you. And as far as I know, most business owners are really supportive of other businesses owners. Okay. And it doesn't have to be purely transactional. You know, life isn't about transactions, life is about relationships. So maybe you go in there asking people how you can help them, how you can be of service to them instead of always looking out for ourselves. Speak with as many people as possible. You know, yesterday I didn't have a chance to do this because we were engaged in a conversation. But every time I get an Uber with the driver, I become friends with them. Because guess what? I've never met a single person in my entire life that wasn't interested in their health. They might have excuses or they might have other things that they're not taking to the next level, but I've never met anyone that wasn't interested in their health, that didn't want more energy, that didn't want more mental clarity, they didn't want more sharpness. Uber drivers are a great way to practice your pitch. I actually gave one of my clients an exercise. I said, I want you to book ten 5 minute Uber rides and practice your 5 minute speech on each of the Uber drivers. Because I can't go anywhere, right? You've got A captive audience. Right. And you've got five minutes. So just pick five minute locations that you can go to. And that was his exercise. Okay. It doesn't have to be complicated, guys and gals. Mostly gals. All right. We also believe in hosting live workshops. That's a big part of our practice. Tomorrow we have a digestion workshop and we have about 200 people registered for it. So there is a strategy that you can use, marketing strategy and retargeting strategy that you can use to fill up your workshops. And we teach our clients how to do this. Of course, in the time that I have today, it takes more than that to do that. So we host live workshops. We also host live webinars and we also do many Facebook lives. You can do dinners and stuff like that, but we don't do that. We don't give up free food. We're giving you things to chew on. Right. Thoughts to chew on. And it just complicates things when you start adding food into the equation. So we just host a workshop at our local community center. We do that pretty much every week. I did it last week when I was in town and we were doing one this week. In fact, we have so much potential business we don't know what to do with it. And so that's available to each and every one of you. So we had, you know, I think we had 12 consults from last time. We had 18 from the week before. This week we'll probably have another 20. Okay. So I mean, it's pretty easy to start getting consultations into the office. People need you. Okay. Find your tribe online and offline. So connect with light hearted practitioners. That's why you're here, right? You're here to learn, you're here to share, you're here to collaborate with those that are on a similar journey as you and those that are willing to support you. I also encourage you join a mastermind. And again, that's why you're here. Right? So you're doing a lot of things right by being here. And being in this space and attending live events is another big part of it. So I know you're going to. Chances are if you're here, you're going to be at the event in August, but then hand pick and select other events that are going to help you grow in the areas that you need to grow in. One of the things that I'll argue is that we already know enough to help millions of people. The problem is we don't know how to get those millions of people to listen to us, right? It's not that next biochemical pathway that's going to sit the world. Everything we need to know about biochemistry has already been discovered. It's how we communicate. It's how we retarget. It's how we connect with people. It's how much we love people. You know, if you love somebody, how many times do you follow up with them? Once. How many times did you tell your mom to change your diet? Or your brother or your sister? That's all retargeting, isn't it? So why don't we do that to our patients? Why do we do that to our prospects? Because we're afraid of getting hurt. But to me, what hurts more is knowing I can help that person and I didn't reach out to them one last time. And when people say no, what they're really saying no to is not you. They're saying no to themselves because of their emotional condition, conditioning. People have a callus around their heart these days, don't they? They've got to break through, right? And the only way to get to that is to love on them. So live events is an excellent way to do that. And you've got to also surround yourself with the right people that are on that same journey. Okay? So all of us in this room were doing live workshops in our community, right? We could talk about that. We could share best practices. We could talk about what's working, what isn't working. Hey, here's a little strategy that can help you make sure that everyone takes action when they're there. So a picture is worth a thousand words. A meaningful conversation can be worth a thousand dollars or more. Not to make this about money, but at the end of the day, it's one small way that we measure our impact, okay? In the world that we live in now, it's one of the ways we measure our impact is money. You're the average of the five people you spend the most time with. And this weekend doesn't count, okay? It's the five people that are going to be at home waiting for you or your five friends. Those are the people that we have to start measuring ourselves up against, okay? You're the average of those five people. So just a few more questions. How many of you. How much of what we learned today are you applying consistently? So just on a scale of 1 to 10, you don't have to raise your hands, but just ask yourself, how much of this am I doing consistently? You know, do I have a retargeting strategy? Am I Doing online or offline, you know, community workshops. Do I have a challenge that I'm doing? And if the answer is one, that's awesome because that's all opportunity, right? That's why you're all here, to learn. If the answer is 10, then I really didn't add any value into your life. And I'd love for you to share what you're doing because, you know, for me it's, I'm always at least an 8. My cup is always a little bit empty. The visual I give my clients is I want you to be a cup of coffee. I'm going to be the cream and sugar. Okay. And take the bitterness out and sweeten things up a little bit. But you got to come with that half cup of coffee. Coffee. All right, so really simple question for you and so kind of a rhetorical question. I know the answer is, are you willing to invest 1% of your year to make the other 99% better? Yeah, we should all be right. And we are. That's why we're all here. So if you said yes, then here's my personal invitation to you. Did you guys find this valuable? Do you think you could spend a weekend with me and learn a lot more and really like take your business to the next level? So I'm going to invite you and I got Terry's permission to do this. So in April, we have an event coming up. It's April 3rd to 5:00 clock in Toronto. And what we're offering you today is a few things. So we're going to offer you a ticket. We're also going to offer you some bonuses. And these bonuses should be at least 5 to 10 times the value of the ticket. So I'm going to get. If you do the things that we tell you to do before the event, you're going to actually 5 to 10x your investment. So we're going to show you bonus number one is how to convert website visitors into paying customers. So that retargeting strategy, I'm going to show you exactly how we do that. We're also going to give you the framework to run a five day challenge. We're going to teach you step by step how to pack an in person workshop. So how many of you would like a workshop packed with people that have ms, either online or offline? Could you imagine the impact that you would have on those people? Even if you had 10 people in this room, could you imagine the impact that you would have on yourself and your business and your practice? And then we also have the recordings for the last two years. There's like a good 20 to 30 hours of content there. And then we have a workshop email sequence. So this is the exact sequence of emails that we send to our clients. So. So that we get the show rate that we do. So we break the fire code at almost every event. And so you get all of that. As part of this bonus, we also have some amazing speakers. Next year, I'm going to have Terry there, and you're welcome to be there too, if your schedule permits, but we didn't ask you early enough, so I'd love to see you there. We've got some great sponsors that are going to be there with us, and this is our amazing tribe and Christina and Kira park of that tribe. And I love to invite all of you. So if you do attend, it's only 9.97. And $200 out of every ticket sale actually goes to support Terry's research fund. So what we've done is we've partnered up with Terry and we're going to have a special affiliate. So if you go to perfectpracticelive.com walls, then we're going to donate a percentage of each and every single sale to contribute to the research that Terry is doing. Because when I got on a call with Terry a few weeks ago planning for this event, you know, one of the challenges that Ms. Is facing is it's all the wrong research. Right. We need to change the research if we're going to change the standard of care. So we need to raise a contribution for this. And as Tara and I were having this conversation, I had a visual in my head. We told her this that I would love for nothing more than for us to present a $25,000 check to her. Okay. And. And so certainly this is, you know, a few drops in the bucket to make that happen. But that's kind of my personal mission is to do just that. Okay. And, you know, you can get a lot of value out of attending this event and you can also help support a great cause. So actually it's 250. So 25% of each ticket sale will go to that. So let me tell you this story. How much time do I have? Five minutes. Oh, wow. Toughest slot. Right. Like after Terry and before lunch. But I timed myself well. Wow. Okay. So here's the thing. This is my son sleeping at the Hong Kong airport. And I'm sitting across from you. You can see my bag over there in the bottom left. My wife is sleeping on the other side on the other thing there. And, you know, don't feel so bad for us. We just came back from like eight days in Bali. But this whole point of the story is that sometimes we know what we need to do, but the timing of our actions completely changes the outcome. Okay, so when you fly back, just a free bonus tip for you. If you ever fly Cathay Pacific or any airline and you have an overnight layover, the airline will actually pay for your hotel. Do you guys know that? So I knew that, but I didn't let them know early enough that I wanted a hotel room. So what you can't do is you can't get to the counter in Indonesia and say, oh, by the way, I need a hotel room. Because they need to plan in advance. So knowledge is one thing, but then the timing of our action is the second thing. So guess what? So we get there, it's freezing cold. My wife is a bata. If you know anything about ayurated medicine and she'd be freezing in this room. I'm a pitta. So I generally tend to run a little bit hot. So airports, they run cold and when it's like, you know, when it's nighttime, it's basically freezing in the airport. If you've ever had to sleep in an airport overnight, it's freezing. So these guys are like freezing. I'm freezing, I'm all bundled up. And it was because I knew what to do, but I didn't take action. And in this case, my son suffered, my wife suffered. You know, I could tolerate. It was kind of my fault. So it was hard to say I suffered. It was my own doing. But think about that in your business. Think about that in your life. What is something that you know you need to do and you're not doing that is going to lead to suffering or is potentially causing. Causing you suffering? It could be. Maybe there's an email that you need to send, maybe there's somebody you need to call, maybe there's a patient that you need to follow up with. Maybe there's an action step in your business that you need to take that you're putting off, that you know you need to do, but you're not doing it. Because sometimes we suffer. Sometimes the people we love suffer. Sometimes the people that we're trying to help suffer as a result of our inaction. Okay, so with that, I think we're going to have some lunch and if you guys want to hang out and ask me any questions, and I'm more than happy to answer them, but thank you for your time and your attention.