NCIMS Perfect Practice Presentation

Let's all stand up, please. I invite you to stand up and just stretch wherever your body feels like you need it. Let's move around if you need to, and let's just all take a nice deep breath in through the nose. Hold it at the top, squeeze your pelvic floor. Just hold that breath there. Take one more sip of air.

And.

We'Re going to all let it out with a collective sigh. I'm breaking stuff here. Thank you. One more time. Let's take a deep breath in. One more sip of air at the very top and let it slide it out with a sigh. All right, Wonderful. You can have a seat. What I just shared with you is called a physiologic sigh. And it's a great way to shift your clients from a sympathetic dominant state into a parasympathetic state. I encourage you to use this in your consultations. One thing I want you to know is that people will only remember a fraction of what you say. They will, however, never forget how you make them feel. So there's three really fast ways that we can shift how our clients feel. These are the fastest ways that I'm aware of. The first one is breath. Breath is the steering wheel of our nervous system. Our patients come into us in a sympathetic dominant state, and the unfortunate consequence of that is they don't remember most of what we say. And if they don't remember most of what we say, it's hard for them to be compliant, and it's hard for them to bring that message back into their homes, where they need buy in from their spouse and their family. So I always use breathing techniques in my practice in order to shift the state that I want that person to be in. The second way that we can shift one's state is through gratitude. So instead of asking them and focusing on how they are because they're there to tell you how horrible they feel, how about we celebrate what's working well for them? What are they celebrating in life right now? Again, you shift where their state of function is, you shift their state of physiology. And the third thing, which I think is quite powerful is, is music. So music, gratitude, and breathing are three really quick ways to shift somebody's state. Is there music playing in your waiting room? Something as simple as that can make a huge difference. So those are some three really simple tools that I can offer you. So what we're going to be talking about today is the seven principles and really the foundational energy centers of creating what you might consider a legendary practice. And that means different things to different people. So our learning objectives today are four things that I want to come across with. One is how to enhance client education. An educated client is a much better client and they're more likely to refer others. The next is how to improve compliance. The third is to use simple technology to improve your process. And, and the fourth is how to become better time leveraged. Who would like more time in their life right now? Okay, awesome. So if you learn nothing else from this, if you haven't learned something already, I want you to remember that different is better than better. My friend Sally Hogshead wrote a book called Fascinate and she talks about this concept. So instead of you being better after this weekend, my challenge to you is how do you become different? How do you become a different version of yourself? Instead of creating a better client experience, how do you create a different client experience that's much more memorable? When we try to do things better, we only become maybe 10, 15% better. We become incremental. We use the same part of our brain, we use the same resources, we use the same tools, and we just push a little bit harder. However, when we do things different, we unlock creativity, we unlock a new part of our brain, we unlock new possibilities, and we stand out. So a legendary practice is one that stands out. So I'm curious, on a scale of 0 to 8, where would you describe that your clients come in to you at Shout it Out?

Eight. Eight. Right.

So they're this burnt out match and we're trying to transfer this amazing knowledge that we have into their heads, but they're just completely crushed with their chronic condition or their acute crisis that they're dealing with. Can they learn in this state? So what good is all the information that you're sharing with them if they're not going to be able to remember it and take it home to their spouse, take it home to their kids, or even tell their girlfriends or guy friends or their whatever friends what they're learning with you.

Right.

So your best advocates for what you do is an educated client is an informed client, is one who also feels confident in taking your message and transferring it and sharing it to other people. Okay. So I want you to remember that this is your client and this is how they're coming in. And we're going to try to make that match that looks completely burnt to dust. And, and we're going to try to make it look like the match on the very left. Right. A tall order for all of us. So is what you say important to your clients? Everyone agree to that? Right? Yes. Do you repeat yourself over and over again? How many of you repeat yourself over and over again? Sometimes to the same client. Okay. How much do you get paid when somebody calls your office asking you the same question over and over again? Is there an insurance code for that? No. Right. So that's a huge suck of resources. Right. Of your staff's time, of your time. But here's the thing. The most tragic thing is a client that doesn't even call, right? Because they're too embarrassed to tell you that they forgot everything you told them. They're too embarrassed to bother you. Right. So what happens to that client? They're probably less compliant. They're less likely to refer. They're less confident in what you have to offer them because they forgot. So simple things can make a big difference, which we'll learn about today. Your clients forget what you told them? Yes. Do your clients need buy in from their family? Absolutely.

Right.

And next is, how would you like to reduce the number of customer service phone calls and emails? Who wants to know a simple way to be able to do that? Yeah. Awesome. And of course, you'd want your clients to be more compliant and you'd like them to refer more. So if the answer is yes, I have a solution for you. So many people remember a fraction of what you'll say. People who are unwell remember a fraction of a fraction of what you tell them. So it really is our obligation to create tools and resources so they remember what we say, because what we say is important. So I'm going to invite you, in the famous words of Ram Dass, to be here now. Okay? Be present. So let's go through these seven energy centers in our business. The first one is relationship capital. The relationship capital that we have amongst our peers and in our community is extremely valuable to our business. The next one is messaging and marketing. Is your messaging and your marketing clear so that people understand what you do and how you do it and how it's different than what your colleagues are doing.

Right.

Or what their previous practitioners did?

Right.

You don't want to do the wrong thing better you want to do the right thing. That's usually different than everything that they've tried before, because different is better than better. The next energy center is buy in and onboarding. So when somebody buys in, we might call that the sales process. We have to have an efficient process to onboard them. There's a great book by Joey Coleman called How to Never Lose a Customer. So he consults banks and some of you May notice that banks will bribe you into banking with them, won't they? They'll give you an iPad or they'll give you an expensive gift if you bank with them for more than six months. And the reason for that is because it's cheaper for them to give you an iPad than it is to acquire a new client. Okay, so they know this. So they have to make sure that the first hundred days of working with them is so well orchestrated and so well done that they never leave, that you never leave as a client. So your first 90 to 100 days, the client experience that you create is extremely valuable. And I won't get into that today. I have a whole training on how to create an extraordinary, outstanding, different experience for your clients when you onboard them, so they remember how you made them feel. The next energy center is program delivery. How do you deliver your program? Now, here's an interesting thing about program delivery. What we do is so different that sometimes it can be challenging. How many of you send your clients home to poop in a cup, pee in a cup, and freeze it and ship it to a lab? Probably most of you, because you're doing functional lab testing. And many people have never had to do that before. It's an unusual and kind of strange experience when you tell somebody that, especially if they've never done this, we've normalized it because this is what we do. However, for them, it's a different experience. So you have to make that such a seamless journey for them that they're thinking about all the people that they could refer to you. But the moment it becomes challenging and difficult, and now they've eliminated 80% of the people that we're going to refer to you because they can't see their aunt doing what they're doing. Being confused, being overwhelmed. Okay, how many of you get questions about how to do a lab? Does anyone get questions about how do I do this lab? Right. And so any delays in lab testing delays their healing. It delays income, it delays referrals, or maybe even prevents referrals altogether. So I'm going to give you a really simple tip, a little bonus tip for you. Every single lab that you work with has a How to do this test video. It's usually on their website that explains to the client exactly how to do that lab test. What you might consider doing is putting a sticker with a QR code on it so that they can scan that sticker with their phone. And instead of calling your office, they're directed directly to the video that walks them through how to do that lab test. If you're using a lab that doesn't offer that, guess what? You can record that video or have your staff member record that video. So instead of having to explain that over and over and over again or waiting for them to call you, they can be proactive. Right. That in and of itself can save you some time. Because by the time you're done, that initial consult with them and you hand them these test kits and how much do you think they remember and what happens if they do the lab test wrong? Right. That doesn't just cost you the time. That may cost you a referral. Right. That may make your practice seem difficult or challenging. And they already have challenges. They don't want more challenges, they want solutions. So how can you streamline your process? How can you identify things where life becomes easier for them and you then next is program over delivery. How do we over deliver? How do we go above and beyond? Write this down. The extra mile is usually an inch. The extra mile is usually an inch. So here's a simple example of how you go that extra mile. When you have a new patient and you onboard them, how long does it take for you to send them or your staff to send them a personal email or a text message or a voice note that says, I'm so excited to work with you. I'm thrilled that we're going to be able to address your health concerns and conditions. I'm looking forward to the journey ahead. Literally, that's all you have to do. That's just an inch. But they will never forget that because nobody else is doing that for them.

Okay.

Celebrate their milestones. I mean, there's so many things that you can do to over deliver. The next thing you need is a healthy and motivated team. Do any of you do personality testing on your team members? Who doesn't do personality testing on their team members, raise your hand because that should be everyone else. Right. We do love languages on our team, so I know how to reward them. Most people don't want more money. Most people actually would rather have more recognition and acknowledgement and appreciation. Sometimes you pay people more and they don't perform any better. How many of you have experienced that? You pay someone more and their performance doesn't increase, but you give somebody a pat on the back and now they're excited to show up because it's unlikely that they're getting acknowledgement and appreciation anywhere else in their life. Right? Everywhere else in their life they're probably hearing complaints. So your staff is and really, your team? I don't call them my employees or my staff. I call them my team because we're going to win this championship. We're going to change the world together. Right? So how can you acknowledge them? By learning their love languages. How many of you know your love language? Okay, so a handful of you. Your team needs to know your love language, too, right? So when you build a team, know what their communication style is, what their love language is. And you should also know what's called their Colby A score. Colby A tells me, if I assign somebody a task, where does their brain go? Are they going to look for facts? Are they going to follow through? Are they going to come up with their own way, or are they going to implement? So by knowing this, you get a much better sense of where to place people on your team. Sometimes we hire amazing people, but we put them in the wrong role and they struggle. Imagine putting a center on a basketball team as a point guard. It's the wrong position for an outstanding player.

Can you repeat it? Colbe? Yeah.

K O L B E A. So this is a test that's very common in the personal development world. All right, the next one is referrals, right? We want to have a stream of referrals coming in because that proves to us that we're doing meaningful work, that our clients are having a great experience and they're excited to tell other people about it. About 30% of your referrals should be where your new patients. Your 30% of your new patients should be coming from referrals. That's a good litmus test. If people aren't referring, you need to troubleshoot. Why that's the case? Because if you don't troubleshoot, it might be something so small and so minuscule that you could be doing that could be costing you tens of thousands of dollars a year. And then you spend more money on marketing instead of devoting that time and energy improving your client experience. The client experience is everything. One of the ways that we can differentiate ourselves as integrative practitioners is the client experience. That's what makes you so different. People will come to you, and they're so happy that somebody finally listened to them. They're excited that somebody actually picked up the phone when they called. They're excited when they get an email from you.

Right.

How many of you have experienced that? When you respond to an email that your clients are over the moon, Raise your hand if that's ever happened to you. You should all have your hands up because your clients are over the Moon. Okay. They're shocked sometimes when you even answer the phone. So these are the seven energy centers. We're going to focus on a few of these today. So I want to start with a really quick relationship capital exercise. You are the cream of the crop, right? You are the best, most influential, most enlightened practitioners in your communities. And you might be sitting next to somebody who can help you solve a challenge or a problem. So here's what we're going to do. We're going to take just a few minutes, and I want you to think about what is working really well in your practice. The second thing I want you to share is what's something that's frustrating you. So we're going to crowdsource some answers. You're going to share this with your team, with your table rather, and I'm going to give you just a minute or two to figure out what that is. You're going to share it with each other, and then we'll have a few volunteers share what's working well for them, and we'll have a few people share what's a point of frustration. Let's see if we can address some of those points of frustration during our conversation today. Okay? So just turn to your table mates and share really quickly what's working well and something that is frustrating.

You.

Did we have the pointer we're trying.

To get from Jim.

He's an exhibitor next door. Oh, okay.

Okay.

I should have asked earlier. Thank you. Okay, we'll give you just a couple more minutes.

It's. It's.

All right. 60 more seconds. 60 more seconds. Camera on me.

I love the.

All right, if you can hear me, raise your hand. If you can hear me, raise your hand. If you can hear me, raise your hand. Okay. Amazing. So hopefully you weren't all talking about how frustrating your practice were and you were talking about how amazing they are. What I love to do in the interest of time, we're going to have to move quick. What I love to do is see if there's anyone that would like to volunteer something that is working really well in their practice. So just raise your hand and we'll go around. And in 30 to 60 seconds, if you tell something is working really well. Looks like we have a nomination back there in the turquoise jacket. Go ahead, tell us your name. Stand up, please.

I'm Elizabeth Vaughn. I do virtual medicine now. I did integrative medicine for since 1995 and Covid hit and I came up with a form for a non COVID patient and for A COVID patient. And basically it was give me this information. And I had all the. All the information that I needed in order to be able to treat them, you know, including their weight, including their height. And then I would ask them if they had rough elbows, because that's an indicator or vitamin D deficiency. But I had them fill that out, and then they would email it back to me.

I.

Because I'm 70, I would print it.

Out.

And I would still save a copy of it, but I would print that out, and then I would scribble all over it to do my consult and call in, you know, Viagra, Triforce, et cetera, et cetera. And it worked like re.

Slightly amazing. Thank you. I saw another hand back up there. Go ahead. Yeah. Can we.

Pre qualify our clients and maybe more patients by holding discovery calls? That way you can make sure they're fitting with you and you're bidding with them, and you realize they're not for me.

You can push them off somebody else.

That was pretty much the consensus at this table that that works really, really well for everybody.

Okay, great. So discovery calls. Yeah. That's something we definitely encourage you to do, is to pre qualify people. Right. And they want that, too. They're kind of testing you to see if you're the right fit as well. Awesome. Go ahead. Hello, I'm Adriel.

I represent Maryland Integrative Medicine. And we all decided that we're an extremely motivated and loyal team, and we're super committed to.

Amazing. Amazing. And we've got. Let's do one more there. And then we'll go to things that frustrate you. Don't everyone stand up at once.

SC or them health sand chats. You get on the phone, thank them for taking the time to get on the phone with them, and then you tell them that I'm going to hear your song. You're going to get my song. And it will match because. Because I interview you. You interview them. The last book we spoke about, I never mentioned Price. I never told Price. It's not even necessary.

So that's what.

That works very well for us.

Beautiful. Okay, who's got a pain point that they want to share? Who's got something that frustrates them about their patients or their practice? Go ahead. We'll take a couple.

We're just having trouble keeping front desk. We think it's the combination of knowing the patient portal and the computers and being able to answer the phone and be very personable and kind of be interrupted in the middle of your task. But it's also kind of medicine. You know, we had someone bringing in Burger King and fast food and they just really didn't click with the rest of the office, even though their other skills were great. So we're onboarding people and we're losing them and it's taking on time and money from the providers.

Okay, wonderful. Well, not wonderful, but thank you for sharing. So this is common, right? And what you described, when I, when I do the disc personality and behaviors on, on my potential teammates, I mean, I, I actually here's, here's a really great tip for your discovery calls. We actually have a part of our pre discovery call intake form that asks them which person, which paragraph describes them best. There's four paragraphs. One describes a D. A D is a dominant personality type. Okay. A D, you just tell them what to do and they'll do it. However, they don't like to be told what to do. They like to be challenged. So these type of people, generally, if they're on the call with you, they've already decided yes. And all you can do is screw up the call. So the more time you spend explaining things, going into granular details, the more you're losing that person. We don't tell them what to do. We challenge them. So we don't say, I want you to go gluten free because they like to feel like they're in control. I challenge you to go gluten free. By changing that one word, it changes the behavior. Okay. The next personality and behavior style is an I. An I is an influencer. So these people do really well at the front desk role. These are the people that do really well at meeting and greeting individuals. And these people do really well at sales. So this is the person you want on the call, doing your discovery calls or your initial, you know, interaction with your clients. Then you have a C. A C is somebody, if they're a patient or a prospective patient, they've read every page on your website. They've read every review. So I usually ask these people, did you find any spelling mistakes on my website? Because that's what they're looking for. What they're obsessed with is process. They're obsessed with why you do things the way you do them. So with these individuals, they like to have case studies. They want to see before and afters. They want to understand the order in which things are going to happen and why they're happening in that order. And the last one is an S. An S is the steady personality type. And the S is somebody who is loyal, they're stable, they like consistency, and they hate the idea of change. Anyone know someone like that? The majority of your clients are S's. So the last thing you want to do when you're talking to an S is tell them we're going to completely overhaul your diet. The moment you say that, they completely shut down because they like familiarity. So what we tell those clients is we're going to create simple, small, strategic changes to your lifestyle and your nutrition, and we're going to hold your hand through the entire process. We're going to be here to support you through that journey. The D doesn't want the support. Just challenge me or tell me what to do and I'm going to go do it. The S needs the support. So when you described what your front desk responsibilities are, you might want to consider making sure that you hire an I and a C, which, if you look at the graph, those are two conflicting personalities. So it's going to be hard to find someone that does both of those things really well.

Okay.

Usually a C is somebody who is good behind the scenes. Accountants, engineers, bookkeepers. Right. And your eyes are really good. People who are front facing make sense. Okay, awesome. Back there. C is conscientious, or I like to say calculated. They're very calculated. These are the people that actually say, I need to think about it. Ever get that? And guess what? They actually go and think about it. So when a C walks out of your office and says, I need to think about it or gets off a call, I don't get frustrated. I don't start questioning my pricing, I don't start questioning my program. I don't start questioning myself. I expect that of that person. And chances are they need to think about it because you didn't show them what they wanted to see about your process. So by asking these four simple or putting these four simple paragraphs on your intake form, you know exactly who you're communicating to. You know exactly what words to use, what words not to use. You know how to motivate them to action, and you know how to inspire them to move forward. Would it be helpful if I share this graph with you?

Yeah.

Okay. So I don't have it in this presentation, but if you get my download, I'll share it with you. All right. There was one more. Was there one more frustrating thing? Okay, awesome. So one thing I learned over the years, being in practice for almost 18 years now, is that systems equal freedom. Systems equal freedom. So one of the advisors to Ronald Reagan said that in the future Every business will only have two employees. One will be a dog and the other one will be a human. And the role of the human is to feed the dog so it doesn't die. And the role of the dog is to bite the human if he tries to touch the system. So when we create a system, it's basically taking our intellectual property and encapsulating it into a process. How many of you have a proprietary process? You kind of all do, right? Because you're all individuals. You all have your own way of doing things. However, have you taken that proprietary process and put it on your website? When you take your proprietary process, do you share that with your client that you've developed, let's say the Matthews Protocol or the Patel Protocol or whatever the name of your practice is? Because here's what happens. What did I say? Different is better than better. So if Deb has a protocol that she uses or a process that she's developed because of her years of expertise, guess what? If you want to go somewhere else, you're not going to get that process. So it eliminates cross shopping. It eliminates people from shopping around, hey, if this is what you want, this is the only place that you can get it. Think of Apple. Apple has created their own ecosystem, right? So once you're in that ecosystem, you don't go anywhere else. That's why they're the most profitable company on the entire planet. So what can we learn from other companies that's working well? Your systems equal freedom. And I'll walk you through what the five freedoms are. So there's five freedoms in your practice, and the order of this matters. So your business should do five things for you. The first thing it should do is it should encourage and promote your own personal health and wellness. We have an unfair advantage amongst other entrepreneurs because we know how to be healthy. At least we should, right? Better than anyone else. Now, there's physical health, which we can measure with labs and all kinds of other things. But there's the second freedom, which is emotional freedom. No outside force should dictate how you feel. An example would be when you see somebody's name on your schedule, right? Does your HRV go up or down? Right. And if it goes down, right then now our business is affecting our emotional freedom. It's spilling into not only our physiology, but it's spilling into our homes, right? It's spilling into our relationships. So this is why the discovery call is so important, because you get a pulse of who that client is. And if it's going to be A joy working with them. You're going to work through some difficult things. We don't want to make the emotional aspect of running a business any more challenging than it needs to be.

Right.

The next freedom is time freedom, which we'll talk about as we get into today's session. So how can we free up more time? Many entrepreneurs will tell you they don't have time. And it's because what they don't have is they don't have leverage. And they're constantly putting out small little fires each day instead of creating systems to free up their time, to liberate themselves, to liberate their staff. Next freedom is geographic freedom. Now, I know that's not possible for everybody, but if you're in a virtual practice like I am, then how cool is it that you can be anywhere in the world? Right? So this July, I'll be going to Europe for a month. I'll still be operating everything. My team will take over where I can't. But my business will be running because we have systems in place, we have process in place, and because my commitment to my. Both of my businesses. This sounds crazy, but my hard commitment to my practice and my hard commitment to my coaching program is an hour for each a week, so two hours. But I coach hundreds of people, and it's because I've created systems that allow me to be as leveraged as I can possibly be. Okay? And the last freedom is financial freedom. Now, the order of this matters, because can money buy any of those other freedoms? No.

Right?

So what good is a million dollars if you are trapped in your office and you can't spend it? You can't take your family on beautiful vacations and do cool things with them, or even your staff, should that be your choice? What good is money if you don't have time? What good is money if you're a miserable, depressed person? And what good is money if your health is deteriorating because of the very thing that makes you money? Right? So sometimes we get stuck in this infinite loop. So these are the five freedoms. And I always ask myself, is, are these. If I start something new, is it going to promote these five freedoms? If it's going to compromise my health, the answer is no. If it's going to compromise my emotional wellness, the answer is no. If it's going to be something that compromises my time and geography, I'm not going to do it. I'm not going to build it. So we have to have a certain standard that we hold ourselves to. So I'm going to Invite you to do a really simple exercise. And this should just flow without any restriction. So you want to pull out a pen and a piece of paper, if you haven't already. And I want you to Write down the 20 most important things that your clients need to know to get the best outcomes. Now, these might be things they need to know. These might be common questions that they have. This might be considerations that they need to know. So how many of you tell your clients to go gluten free, right? Or maybe dairy free, or maybe you have certain nutritional guidelines that you offer them? How many of you tell, you know, might to give your patients tests or labs to do, right? So think of what are the most common things that you discuss with them. We had a wonderful talk today about sleep, right? Maybe think about, you know, what you'd want to tell that client about sleep. So go ahead and just take a few minutes. Don't judge what you're writing. Don't overthink it. Okay? And here's a hint. It's usually the most common questions that you get. So make a note of what are the most common questions that keep coming in in my practice over and over. What are the things that if I could tell every patient, what are those things that I would tell them and start writing those down. Okay, so we'll give you. Give you about, you know, just about three to four minutes to do that. Again, no judgment. Just write it down and you can continue this into lunch and into the rest of the weekend. But it's just a simple exercise that I want you to get started with. So common things that come up for me are why you need to go gluten free, why you need to eliminate dairy from your diet, how to clean out your pantry, maybe how to read a food label. When's the best time to take my supplements? What happens if I have a reaction? What happens if I miss a dose? And think of your staff. What are common questions that they have for you? Who's got at least 10? Raise your hand if you've got at least 10. Okay, keep going. We'll give you just a couple more minutes or maybe one more minute because my time is almost up.

It.

Okay, so let's put our pens down just for a moment. How many of you would like to never answer these questions ever again? Raise your hand if you'd never like to answer these questions again. So the rest of you would like to keep answering these questions over and over again, right? Because you don't like to be time leveraged. You like to Repeat yourself over. I don't. Okay, so for those of you that like to repeat yourselves over and over again, you can go back to surfing Facebook. So here's four levers that I want you to know that are crucially important in your business. We want to be maximally leveraged. And so this comes from Naval Ravikant, if you know who he is. He's a venture capitalist, and he talks about these four levers in one of his books that was written for him. He didn't even write the book. That's how leveraged he is. So the first lever is people. And people. You can only leverage people so much. The more you build your practice up. Nothing wrong with that. But people come with emotions. People come with personal lives. They come with challenges. Right? So once your practice gets to a certain size, the more people you hire, the more challenging the dynamics can become. Okay, I've experienced that. At one point, I had 15 people in my practice, and now I have five. Okay, so. But I'm more leveraged. So that's the cool thing about it. The next is capital. You can leverage capital, right? You can borrow money, and then you pay it back at usually an interest rate. Now, those two levers are the shortest levers, the two levers that you want to focus on as much as you can. One is media. And I'm not talking about being on television, but we're going to talk about what that looks like in a second. So media is a wonderful lever. Media could be an audio recording, it could be a short video recording, it could be a document that you share with somebody. So there's different forms of media. And then the fourth lever is code. So codifying what you do is a very valuable lever that you can pull in your business. Today, we're going to focus on media in the last few minutes here, so ways to leverage media, we're going to talk about a really simple content creation strategy that anyone can implement. You're already kind of doing this. You just may not be leveraging yourself. So when you're creating content, you want to be concise and precise. You want to be concise and precise. So what that means is keep your messaging short, keep it to the point. However, keep it very articulate. Less is more.

Okay?

People struggle with time these days, right? If you look at something like TikTok, you know, the videos are getting shorter and shorter and shorter, and it's literally, in my opinion, destroying people's brains. Right? That's why I don't have a TikTok account. Everyone tells me, you should have a TikTok account. I don't want to participate in the destruction of people's brains, okay? And maybe I don't want people who have seven second attention spans in my practice. Now, there's nothing wrong with it, okay? But, you know, we choose how we play the game. The next is a simple stick. How do we keep our communication super simple? So Steve Jobs, the reason he became one of the most influential people in our lives is because he would do everything in the most simplest form possible, right? That's why when they invented the iPhone, he demanded that they only have one button, and now it has no button on the front of it. So how do we make things as simple as we possibly can and reduce them down to the essence? Next is I want you to think of when you're creating media like you're rolling a boulder down the hill. What does that mean, Sachin? So what that means is that you've probably said something over and over again, right? You've probably talked about gluten a thousand times. You probably talked about dairy a thousand times. You probably talked about low glycemic foods a thousand times. So you could do a quick video or a quick audio clip with your eyes closed. Don't do the video with your eyes closed, but you could do the audio with your eyes closed, right? Then you never have to say it again if you package it up in a way that people can access it. So rolling the boulder down the hill is like, you've already done the heavy work, you've taken the education, you've come to the conferences, you repeated yourself over and over again, and you've committed that message to mastery, right? You've mastered that message. So what are those things that you can share? Next is you want to use the medium you're most comfortable with. Here's a quick tip for you. People's ears have more time than their eyes. People's ears have more time than their eyes. So if you don't like being on video, all right, do audio, right? You can't hate the way you look on an audio recording. I mean, you might not like how you sound, and that's a whole different thing. But use the medium you're most comfortable. If you love writing, then put it in text. If you love video, put it on video. If you love audio, put it on audio, right? So do what works for you. Don't make this any more challenging than it needs to be. And here's the thing, it's okay to have notes. So if I'm doing a video, and it's not committed to my subconscious, then I'll actually have my notes, and I'll actually speak to my notes and I'll say, listen, I've got some really important things I want to share with you today. I've written them down on this piece of paper so I don't miss a single thing. And that gives me permission to look at my notes and access my notes and be human. Okay? So make sure you're doing that. And the next is start today. I'm going to show you how to start today. So here's what you need. A few things here. So first, you need a phone. Everyone's got a phone, right? On your phone you can record audio or you can record video. For video recordings, I love an app called Zoom or Loom. Don't get confused. Zoom is something you use for video conferences. Loom is a beautiful communication software. Because what happens is when anyone here use Loom. Okay, a few of you. So Loom helps you communicate very effectively. Because I can click record on Loom and it will record whatever's on my screen, or it'll record me, or both at the same time and instantly upload it to the Internet. So if you're trying to get your staff member or your team member to do something and you want to try to explain it to them, just record a video. If there's a process that you do over and over again that new staff needs to do, you should have a library of recordings that they can access. Okay? So Loom is a free software. There's a paid version if you want to go more than five minutes. What I also then do is I compile a list of commonly used links. So in our team, we actually have a whole Google document that's useful links. So all the useful links are in one place. The reason I like Google Docs is because you can access it from anywhere on the planet from your phone, from your computer, and your staff can access it. And it's a living document.

Okay?

Which means that when I edit, edits it for anyone who has access to it, write down your most common questions. And the other thing that you need is a little bit of frustration and motivation. You've got to be frustrated with answering the same question over and over again in order to do something about it. So here's a process. Respond to common questions with an audio and video or text. So here's what you do. The next time you get a question, respond to that question with a video or an audio or a text and Write that email so perfectly that you never have to write it again. So here's how we do that. When you get questions, you ask yourself, is this something I'm going to say over and over again? Is this something that everyone needs to know? If the answer is yes, then we do it in such a way that we record the video. So it's not specifically for Susan. Right. Or the patient that's asking the question. It's a generic response. Hey, thank you so much for your question. Right. I get this question often. And so I've recorded a video so that you can blank.

Right.

So you can learn about this particular topic. So we make it personal, but we also make it generic at the same time so we can use that video over and over again. Guess what? Your staff can send people that video. Dr. Deb recorded a video for you. Here it is. Right? So think about how that makes a client feel. Next is make your responses generic and concise. Collect useful links that you commonly use. Record a loom and copy it in your Google document and start a living document with your team, as I mentioned, and you can build a library of content and repackage it in Canva. And in fact, what you can also do is prescribe your content to your clients. So we actually have a prescription that we give to our clients that looks something like this. So imagine sending them home with a one page document that has their most common questions, the most important things that they need to know, all in one place. So instead of calling your office, they can just scan the QR code and it takes them to your perfect response. It takes them to whatever document they need. It takes them to whatever link that they need to go to. Right? How to do this test. Why go gluten free, whatever those are for you. And what happens is now you have an easy way to prescribe content and knowledge to your clients. You have a better educated client who's more confident. You have fewer customer service calls coming in to ask the most basic things. You have better outcomes, you have more freedom, and you're going to get more referrals. Okay, this is another example. So here's when somebody joins our mentorship group, we use codes like this to let them know what they should be doing on a daily, weekly, monthly, quarterly, and annual basis. And they have, we know that they need to access these links. So instead of having them fumble through their emails to find it, we print this out for them, include it in their welcome package, and now they know exactly where to go. Okay, so it eliminates somebody coming in asking really simple questions. All right, so my time is up. And what I'd love to offer all of you is two things. So if you scan this code, it's different than the one that's in your notes. I'd love to offer you a 100% free copy of my book. I've got 50 here, so I should have enough for everybody. And you just enter your mailing address. And when you enter your mailing address, we're going to send you stuff in the mail. We're actually going to mail you cards with content and information and ways to grow your practice. The second thing that you're going to get is a training on how to create this document. How many of you here use Canva? Okay, awesome. So you'll get the Canva template that I used, and that template will be a great way and the training will be a great way for you to start implementing something like this into your practice. So go ahead and scan that. I'll leave that up there for a second. And in the interest of time, my talk is over. So my reminder to you is to be legendary. And if we have a few minutes, perhaps we can answer some questions that have come up. This needs to be a whole day of dialogue and conversation. So I tried to cram as much as I could in the 55 minutes or so that I had. I hope you found this helpful. Maybe you had one aha moment that you could take away from today. And if you have any questions, I'll be around for the rest of the day. And if you have any questions now, I'm happy to answer them. Yes.

In general, how do you avoid videos being impersonal?

How do you avoid them being impersonal? So you just. How would you speak to somebody if it was personal? Okay, so instead of using their name, you could replace it with a greeting.

Right.

Thank you so much for asking this question. It comes up often, right? And where you create personalization is in the text. So instead of creating personalization in the video itself, because then you'd have to record one for every single client, you put it in the text. Hey, Sarah, I created this video for you to answer your question. Check it out. Anyone else? Oh. Oh, yeah.

App.

The book.

Yeah.

Which book?

What's the book? Levers.

Oh, levers. So the book is called the Nav Almanac of Naval Ravikant. So if you search Nav and then Almanac, you should be able to find it online. It's an audiobook, and it's a written book as well. Awesome. Well, thank you, everyone. Oh, was there one more? I just want to say I get some of your things in the mail from wherever. I told you, I see a lot of your conferences and things like that. They are superb. They are beautiful. Oh, thank you. You're welcome. And I haven't started with anything because I just didn't have the time, but I had.

Ah.

That's how beautiful they are. Thank you. Thank you. That's such a wonderful compliment. I appreciate that.