Perfect Practice Live Bonus #1: 7 Energy Centers of a Successful Practice
Sachin Patel walks through seven priorities for growing a wellness practice: yourself first, then networks, marketing, sales, program design, going beyond what clients expect, and turning them into advocates. The framework targets better client outcomes, stronger finances, and practitioner wellbeing.
Chapters
Hello, friends. Welcome, welcome, welcome. Thanks for being here today. Today we're going to be talking about what I think is probably the most important element of your business, which are the seven energy centers of a successful practice. So if you're a functional medicine practitioner, a coach, if you're somebody who's in the wellness space, you're in the right place because you know how important energy is. And we're not just talking about energy as in mitochondrial energy, but we're talking about vibrational energy and we're talking about resonance and frequency and all of these things that energy entails. So I want to thank you for joining me today. You're going to learn some really cool insights and where you can focus your energy and attention to get a maximum roi. So today our mantra is, how do I amplify my roi? Now, one thing you probably know is that money is essentially a form of energy. It's a form of stored energy. So where our energy goes, our money goes, our time goes, our focus goes. And so many other important considerations need to be taken when we're deciding where to focus our time, energy, effort and our focus. So today we're going to walk you through what those seven energy centers are so that you can make better decisions. And, and one of the things I hear from even my coaching clients is they feel like they don't have enough time. The reason they don't have enough time is they probably don't have enough focus. And then the question becomes, what should I be focused on? Well, the answer to that is it depends. It depends on where you are in this journey. And I'm going to try to create this as a client flow for you as well as a seven step process. So depending on where you are in your business business, you'll get a chance to see where your current energy and effort should be focused. I want to welcome you all for being here. And we'll let people kind of tune in as they do so shout out to AJ and Angelus and Adele and Bev and Bobby. Hey Bobby, Brett's here. Hey Brett. We have Christina, Daria, Jessica, Kerry's here, Klaus is here, and Mary, Rick, Shelley. Awesome. Thank you for being here. Thank you for devoting your time and energy into this presentation and masterclass. And I want to make it very clear that I'm here to answer your questions. So as questions pop up in your mind, please feel free to share them. I've got my co host here with me, Aaron. He's going to be moderating. So if, if a question comes up we'll try to answer it either in situ or we'll try to answer it towards the end. So make sure you stick around and we'll get to all of your questions. So I always like to start off with gratitude because gratitude puts us right in the present moment and it allows us to appreciate what is happening in a positive light for us. Dan Sullivan, who is one of the top entrepreneur coaches, says that you want to measure the gap and the gain. So many of us get stuck in the gap. The gap is the difference between where you are right now and where you want to be in the future. However, if we just turn 180 degrees, look backwards, whether it's a day, whether it's a week, whether it's a month or a quarter, we start to measure the gains that we make. And these gains are so critical because it allows us to feel good about the accomplishment. So what are you most grateful for? And in fact, as you do this exercise, I want you to ask yourself, what am I celebrating? Not just having gratitude, but what are you actually celebrating? This is where I feel a lot of people get stuck energetically. They get stuck because, yeah, they say, I'm grateful for this and I'm grateful for my kids and I'm grateful for my wife, but how are you actually celebrating these things? Are you celebrating your children? If you're actually grateful for them, are you celebrating your spouse? If you're grateful for them, are you celebrating the wins in your business or are you just kind of giving these things just a little bit of mental bandwidth and maybe some lip service? The question is, what are you most grateful for? And I want you to express it in the form of celebration. So are you celebrating these things? Because if you're not, you're missing the most important part of gratitude, which is celebrating. So go ahead and type into the chat. What's something that you're celebrating? What's something you're grateful for? What's a win that you've had recently? Let's get ourselves in the right energetic state, because that's what it's all about. It's all about being in the right energy, in the right frequency. And if we can all get into that state of gratitude together, then we're going to have a much better time together celebrating. All right, so I'll wait for a few responses to come in. Go ahead and type that. I'll start by sharing what I am celebrating and I'll be totally vulnerable. So today I had my team over at my house and we went through a offer that we have, which is an offer to go through my book and get a copy of my book for free. And we found all these little glitches and little errors and little mistakes. And at first it was a little bit frustrating, to be totally honest, because here I am trying to teach others how to build funnels and how to build lead magnets and how to create awesome user experiences. And in fact, there was some kinks in my armor. So I'm grateful to have my team to kind of look at that through their eyes and through their lens, give me some positive and constructive feedback and to rebuild. So I'm celebrating that sometimes we get frustrated, but then on the. On the other side of frustration, we realize that there's actually something for us to celebrate because now we can create better user experiences. All right. Adele says she's celebrating getting out of her comfort zone. Amazing. Klaus is celebrating being in his own power. Amazing. Angelus is saying, and hope I'm pronouncing that correctly, is saying grateful for finally establishing my LLC and celebrating on Wednesday. Amazing. All right. Janine is celebrating that she's slowly becoming the person I need to be to coach women in perimenopause and beyond. Awesome. All right. And Christina, celebrating that I have the freedom to work for myself. What better freedom for us to celebrate, especially at this day and age, to be our own bosses. Now, one thing about being your own boss is that nobody can tell you what to do, which means that you've got to be fully accountable. And so it's important that, you know, you keep that in mind as well. And I know I love being my own boss. Nobody tells me what to do, but I actually like sometimes being coached and mentored. So keep that in mind as well. Rick is celebrating a new client on board. Amazing. What a great celebration. So one of the things I want to remind you all when you're celebrating, make sure you're not sabotaging. A lot of people celebrate through sabotage. So all of you are healthy, wellness oriented people, and I know you're doing a good job there when you're celebrating. All right, another question I have for you is, how long have you been in practice? Are you just starting out? Maybe you're still studying functional medicine? Have you graduated, just starting out, or are you established in practice for a few years? How long have you been in practice? I'm always curious. I just want to make sure that I'm keeping this conversation relevant to where you are in your business and on your growth journey and. And making sure that I'm addressing all of the challenges that you might face at various stages. All right, Angela has graduated and starting out. Amazing. Here's to fresh new starts. I love that. I wish I could take what I know now and start all over again. My life would be very. I probably wouldn't have as many gray hairs. May have a little bit of hair left on my head. Who knows? But I certainly think knowing what I know now, things would be so much easier. All right, Jessica, 13 years. Amazing. Christina, four years. Janine, 15 years in a brick and mortar and six months online. Amazing. All right. Klaus, one year. Awesome. All right, so we've got a good mix. Now. Here's the thing. The good thing about that is that the lessons that I'm going to teach you today apply regardless of where you are in your business. But I will try to make sure that we cover the bases whether you're beginning or whether you're in established practice already. All right, another question for you is what is the biggest challenge you're facing at the moment? So what is it that you feel is holding you back? It could be running Facebook ads. It could be you not having enough courage to put yourself out there and be vulnerable. It could be not having systems in place and that's creating inefficiencies in your schedule. Or maybe not having the technical skills to set some of those things up. I always like to know what your biggest challenge is so that I can again gear this conversation towards what's going to be of service to you. All right. Rick is trying to move away from one to one to one to many. Awesome. Here's the thing. I'll tell you. It's okay to have one to one, even if you have a one to many practice. What's cool about that is you get to pick and choose who you get to work with one on one. And that could be a much higher ticket, you know, because maybe it's not something you want to do too many of you, and you could offer that as a higher ticket, opportunity to work with you, and then your most affordable solution is in your one to many. So I do take on, in small amounts, certain one on one cases, but most of my clients are in a one to many settings. So I love that. It's a great way to be able to put your message out there. And what you find is that when you attract people with a similar challenge and similar problem, they have the same questions and they like to know they're not alone and they don't mind surrounding themselves with other people who are facing similar challenges as them, because that actually gives them power, knowing that they aren't alone. So one quote I learned is never struggle alone. So even if you're a practitioner, you should never struggle alone. It's lonely enough being a functional medicine practitioner because you're already at like 1% of the population of practitioners that are out there. But then to try to figure out how to get your practice up and running on your own is an even bigger challenge. So thank you for being vulnerable and thanks for sharing and thank you for, you know, in, in one way or another raising your hand and saying, hey, this is something I could be doing better. It's not the easiest thing to do. In fact, vulnerability is a superpower. So I want to honor all of you for, you know, for actually being courageous enough to share what's holding you back. Because all progress starts by telling the truth. So when we're ready to tell our truth, then that's the next step in making progress on our journey. So let's keep going, let's keep moving. I'm going to remind you to be here now. As the famous Ram Dass said, being here now is one of the most challenging things to do. It's really easy for us to have our minds wander either into the future or somewhere into the past or, you know, online somewhere else, because it is a rabbit hole when you have a computer. But I want you to be here now because you're going to learn a few things that can be super helpful. Now here's a few things that others have learned that have helped them. So one of our clients, Heather Bertrand, in recent months she had a $25,000 month. So she went from having no business, no practice, kind of sitting on the sidelines, not knowing where to start, to having within months her first 25k month. This is another story. This is one of our clients, and she's an Ayurvedic practitioner, runs a program called Ignite youe Life, which is a group based program. And within the first four months of coaching with us, she did $42,000 in brand new business in strictly group programs which she's running super, super efficiently and only using several hours of her time instead of several days of her time to deliver her services. And she's having so much more fun doing it. Here's another client who made $42,000 within her first few months of turning her programs into online group coaching program. So she still has some one on one stuff that she does, but she added a whole new revenue stream by using some of the principles that I'm going to be sharing with you today. So if you don't know me, my name is Sachin and this is my lovely son, Devin, who's turning 12 soon, and my lovely wife, Deepa. We're both functional medicine practitioners and we love to help other practitioners learn from what we've done. And as we continue to learn, we love to continue to share because it's our way of paying it forward and making sure that the profession continues to advance. I've found over the years that it's easy for functional medicine to become overly complicated. And it's been my mission over the last few years to simplify functional medicine by attracting the right clients, showing you how to create transformational programs for them and for you to then also create a life of freedom. So if all three of those things appeal to you, then you're in the right place, because it's my mission to share exactly how to do that as best as I can. And just like many of you, I've had mentors over the years who have helped me and supported me and shown me some of the things I'm going to teach you today. So if you like what you hear, you can thank them. If you don't like what you hear, you can blame them. But I'm here to say that I'm a student of many other masters who have helped me along the way. So I want to always begin by honoring them. So on the top left is Joe Polish, who's been identified as one of the most connected human beings on the planet. He's not only a client of mine, big, big functional medicine proponent, he's also an investor in our business. So he loves what we do so much that he actually devoted his stored energy, which is money, into our business to help us continue to expand and serve you. In the middle, on the top is Dr. Bob Rakowski. Dr. Bob Rakowski, for many years lectured with Jeffrey Bland in the beginning, early stages of the birthing process of functional medicine. And he's a great mentor of me and my community. On the top right, you see, Majeed Majeet is my speaking coach and, and he has coached many people, even people that I see here today, and taught them how to communicate their message more effectively. On the bottom left, I know it's kind of dark there, but you see JJ Virgin and Carl Krumenacker. I'm actually going to go spend a couple days with them in Utah here to be part of their mastermind and teach for their mastermind. I'm going to Be hosting some breathwork for them. They've taught me so much along the way. Bottom, middle, you see my first mentor that I cut a check to, Dr. Peter Osborne. And then you see Matthew Loop, who is a social media. And many of you know Reed Davis. He's also a mentor of mine. He's a founder of fdn. Actually going to be interviewing him tomorrow on my podcast show. So super excited to share what these mentors have taught me about offering functional medicine to the masses and teaching others how to do it. So here's our objectives today and always is to teach you how to create superior clinical outcomes for your clients, create positive financial outcomes for your practice, and, and create personal health and happiness for you. If this is more of what you want, go ahead and type in me in the chat. So I know that you're in the right place, that you want better outcomes for your clients, better financial outcomes for your practice, and also that you want personal health and happiness for you. So this, it's so easy to say yes to this. However, it can seem so fleeting. It can seem so difficult to get these kind of outcomes right. Sometimes it's hard to get great outcomes for your clients, isn't it? Sometimes you feel like, I just went to this conference. I've got these amazing protocols, I've got these amazing supplements, I've got all the lab testing. But why isn't this person getting better? Well, you might learn a little bit about why today. You also want superior financial outcomes for your practice. You want to be able to charge what's fair to you, to your business and to your client, and turn a profit so that you can reinvest that energy into your business. You can go on vacation, you can buy yourself the things that you need to to put food on your table. Nothing says that you should be a broke healthcare practitioner. I haven't read that anywhere. In fact, because of the value potential that you have to add into the marketplace, you should be making a healthy, healthy living. Okay? And number three, you want personal health and happiness for you. It's unfortunate, but many healthcare practitioners, even some of the smartest people I know, have personal health and happiness. And sometimes our businesses and our service to our clients compromises our ability to achieve that. So I want you to know that my goal is always to have these three objectives in mind. And it sounds like all of you want this. So you're definitely in the right place today. So thank you for tuning in. All right, so let's truck on forward. So let's go through these seven Energy centers that are so critical in running your practice. And the order of these is going to matter. The order is always relevant. And I want you to pay close attention to where you are in your business, because where you are in your business is going to determine where you jump on this train. So the first energy center is you. There's nothing more important than how you show up in the world each and every single day. You know, if you're tired, if you haven't gotten enough rest, if, if you're not doing the things that you encourage your clients to do, that's going to show up. That's what's going to make you feel like an imposter. That's what's going to make you feel nervous or apprehensive or that's what's going to make you not charge. What is absolutely fair for you to charge, Knowing what you know and being able to deliver transformation. Because we have to be in full alignment and integrity and live in integrity with our message. Okay? So if you have, you know, if you, if you don't have the habits that you should, then it's going to be hard for you to instill or make those recommendations to others. It's going to be hard for you to put your message out there in the world. And in order for you to do that, you need to do these five things first. You need to become a product of your product. Okay? First and foremost. So one of the first things that we do with our clients when they join our mentorship is we actually have them go through a. A guided functional medicine, lifestyle medicine program with our team. And what this does is it allows them to be on the receiving end of care. Many times. We're the ultimate do it yourselfers, aren't we, as practitioners? We are the ultimate do it yourselfers. And here we are trying to attract people who want to pay us to help them. However, we're not actually doing that ourselves. So we are almost an imposter right from the very beginning because we are not, you know, we are. We are not going through the process as a patient, okay? When you go through your own program or your own system or something that you're going to be implementing, then guess what? You have so much more integrity when you're making a recommendation, right? Imagine the guy at the iPhone store trying to sell you an iPhone, but he's using an Android phone, okay? Or he doesn't even own a smartphone, right? That person is obviously going to be out of integrity. So you've got to, first and foremost Be a product of your product. If there's certain lab tests you run on your clients, and your recommendation is that, hey, you should run these tests quarterly or annually or twice a year, are you actually doing that? When's the last time you got tested? Okay, so becoming a product of your product is first and foremost, and that doesn't mean you have to have perfect health, but it does mean that you have to have a practice of being healthy on a daily basis. Number two is you want to surround yourself with the right people. Jim Rohn says you're the average of the five people you hang out with the most. So do a personal inventory periodically. Sometimes you might have to do that weekly. Sometimes you might have to do that after a night out with your friends. You might have to reevaluate. Are these the people? Are these the right people for me to elevate and go to that next level? And that isn't to say we don't honor these people. It doesn't mean we have to be rude to them, but it also doesn't mean that we have to continue hanging out with them. So if you have the same friends that you've had for the last 10 years, it's pretty rare that all of you are growing at the same pace. So you've got to find new circles sometimes for that explosive growth to take place. So who are those five people that you're spending the most time with, and are they holding you to a higher standard, or are you surrounded by five other people who you're trying to drag up the mountain? Okay. It makes a big difference. Number three is do the work. So progress over perfection. We get so many people stuck in this idea of perfection. How many fellow perfectionists are there here? Raise your hands if you're a perfectionist, or type in me if you're a perfectionist. And you can see very quickly that perfectionism is a form of procrastination. So anytime you try to use the word I'm a perfectionist, what you really are is you're a procrastinator. And when you replace that word, then you start. It feels a little bit different. It lands a little bit different. Okay, here's the thing. We can always perfect our process through progress, right? So today I found a whole bunch of things that I need to change in my book funnel. Well, guess what? Had I not even launched that book funnel until it was perfect, we wouldn't have sold, you know, thousands of books. We wouldn't have been in thousands of homes, you know, being of value to people and eventually we'll get it right. Right? Eventually we'll get it perfect. But until then, we can still help people. Okay? Number four is ask for help. As I mentioned earlier, vulnerability is a superpower. And all progress starts by telling the truth. So if we just go along in life and pretend everything is awesome, then guess what? There's no opportunity for other people to even help us. I'll give you an example. A few months ago feels like forever ago, which I'm happy. Out of nowhere, I just started having really debilitating shoulder pain. Like, I literally couldn't raise my arm over my head. And I didn't know what was wrong. I had really no explanation. Explanation, explainable mechanism of injury. And it was so weird. My shoulder felt so inflamed. It was tender to the touch. And I was doing everything. I was using red light, I was using cold laser. I was using a PEMF mat. And two weeks in, it just wasn't giving up. And normally when people ask, like, I don't share these things publicly, but when normally some. Somebody would ask me, oh, how are things going? I. I would just say, fine. You know, I wouldn't. Wouldn't really say anything. I would Certainly wouldn't talk about my shoulder. But this time, I say, you know what? I'm going to try something a little bit different. And even if it doesn't make sense in the context, I'm going to say, you know what? Everything is great, except my shoulder has really been bothering me. And it's amazing how many people, after hearing that, leaned in and offered any sort of advice that they could give. Right? Have you tried this? Have you considered this? Have you talked about this? Or, you know, maybe it's this. It was amazing. And within two days of being vulnerable, my shoulder pain completely disappeared. Okay? So it's. There's energy that's trapped. There's. So wherever there's pain, wherever there is blockage, there's a blockage of energy, and vulnerability kind of unlocks that blockage. Okay, so try it. And many of you did today. You were vulnerable in sharing, where you're a little bit stuck right now. All right, next is you want to develop a multiplier mindset. So here's the multiplier mindset. Imagine two people have an orange. So I give Ayodele, and I give Janine an orange. Okay? And I give them both an orange. And those oranges have seeds in them. So I give Iodel the orange. She juices the orange. She drinks the juice, and, you know, she is Somebody who wants to get as much juice out of that orange as you possibly can. So she's there squeezing as much juice out of the orange as she can. However, because she's trying to get as much juice out of the orange as she can, and because she can never get 100% of the juice, she is always a little bit disappointed. She's like, I could have just got a little bit more juice out of that orange. Whereas Janine, and this isn't a reflection of either one of you. I just see you both on my screen. Janine, however, takes that orange and she juices the orange, gets some juice out of it. But what she notices that there's seeds in the orange and takes those seeds and plants them in her backyard and continues to water those seeds. And after a few years, she's actually got an orange tree that. That is now producing dozens, if not hundreds of oranges for her, and she can drink as much orange juice as she wants. Okay? So it's important to be present to what's available to us, but it's also important to be present to what's available to us now that can serve us in the future. Okay? So multiplier mindset is going to even take some of the lessons that you learned today. Plant those seeds, water them over a period of time, and then benefit from them at some point in the future. So sometimes you might hear something and you might say, well, this isn't relevant to me right now. That's okay. Write it down. And when it does become relevant, you always know when to come back to it. Okay? So energy center number one is you. How do you maximize how you show up in the world each day? And this topic in and of itself could be an entire hour. It could take an entire lifetime to master how you show up. But I want to make sure that you recognize that there's nothing more important in your business than you. You are, as Joe Polish would say, the million dollar racehorse. Okay? So if you had a race tomorrow and you had a racehorse that was running that race, how would you treat that horse? How would you speak to it? What would you feed it? Okay. How late would you let it stay out at night? Who would you let it hang out with? Okay, These are the questions that you need to ask about yourself. You're the million dollar resource, especially in a small business, okay? You've got to have the highest energy, the highest cognitive faculties. You've got to show up as the most positive representation of your business you can, okay? And whether you like it or not you're the business, right? As a solopreneur, most of you are solo entrepreneurs, or at least the figureheads of your business. You're a walking billboard. All right? Number two, energy center is relationship capital. So relationship capital is so important, and it's something that we often overlook, especially when we're starting our practice out. So now that we have energy, now that we're fired up, now that we're ready to ask for help, now that we're ready to really develop the right mindset, the next thing is relationships, okay? So we want to make sure that we've got healthy, solid relationships and we're continuing to build on those. Relationship capital is something that, again, we often overlook, especially early on in our business. If you were to start a business, the first thing you want to do is not go and run Facebook ads, okay? It's to identify key relationships that you already have and water those relationships, nurture those relationships. We'll talk about a few strategies. So think about it this way. How many of your closest friends, family and colleagues could actually explain back to you what you really do? Would you be proud of their response? Or would you be a little embarrassed? Or would you think that they need a little bit of coaching on how to explain back to you what exactly it is that you do? See? In fact, many of us don't even know what our friends do because we never ask, right? We kind of get stuck in superficial details and superficial conversations. We never go that layer deeper to really understand what makes somebody's, you know, workflow tick, you know, so what is it that you actually do? Do your friends know? Do your clients know? Because these people already know, like, and trust you, right? When you're doing any marketing, the purpose of marketing is to tell stories and build trust. Well, what if there's already a group of people that already trust you? Now, they may not need your services, but do you think your friends or family members or colleagues know other people who are unwell that could use. Use your services? Absolutely. Okay, so this is a low hanging opportunity. So whenever I'm in any conversation, you better believe that health is coming up. Okay? I was just at a picnic the other day and of course we were talking about health. Everyone else is talking about sports and all kinds of stuff like that. But when it came my time to open my mouth, I talk about health, I talk about wellness, I talk about some of the things that we're seeing and observing and learning. Because here's the thing about health. When you start talking about health, you're not talking about yourself. You're talking about the people that are listening to the conversation. Everyone is interested in how to be healthy. Everyone is interested in how to have more energy. Everyone is interested in how to reduce their pain and suffering. And everyone knows somebody who is suffering and in pain. Another place that you could build relationship capital is through networking events. Okay. Specifically, there's a group that I used to be part of for many, many years called bni, which is Business Networking International. There's also ypo, which is a young professional organization. This is where other professionals meet locally. And every week at bni, I, in fact, in order to ensure that I would attend every single week, I was the one hosting the event. So it was actually hosted at my office. That was the level of accountability that I needed. If it was hosted at somebody else's office, I could find an excuse every week not to go. So sometimes we have to put ourselves in a position where it forces us to do it. I'm an introvert. Some people believe that, some people don't. But I'm an introvert. So if you ever see me at an event, I'll be the guy, you know, with one foot out the door and one foot in the door. Okay? So I know the challenges and struggles that us introverts. How many introverts are there here? Type in me if you're an introvert or just put an I in if you're an introvert. Yeah. Okay, so it's a. Yeah, there's a bunch of us here. Introverts unite. Right? All right, so even if you don't like networking, you have to realize how important and valuable it is to your business and in building relationships. Number three strategy here is to patron complimentary businesses. So don't just go to a yoga studio and expect to have a meeting with the owner and then ask them if you could do a presentation there or if they could send you referrals. No, you patron that business. You go there and you pay as a member. Okay? You could hire a personal trainer if you want. A personal trainer has other clients who can afford your services who are interested in health. A yoga studio has people who are interested in health and wellness health food stores. Guess who goes to shop at health food stores? People interested in their health. Right. So health food stores. Many times you could become a part referral partner for that health food store. Right? Go and check it out. And it's so simple. You go into the store and say, hey, I'm a local blank practitioner. My clients struggle with menopausal Issues. I'm always looking for healthy places to send them where they could find specific products. Do you carry these products? Because I love to send them here. Right? And start sending your clients there. And when your clients go there, tell them to say that, hey, Aaron sent me, right? Tell them Aaron sent you. They'll take good care of you. That's how you build relationships, right? You could build a relationship with a gluten free bakery, right? You can go check it out, meet the owner and get to know them a little bit better and let them know, hey, this is what I do. And guess what? Everyone who's coming into a gluten free bakery is probably gluten free, which means that they're probably looking for practitioners who understand what it means to be gluten free. And this, you know, having celiac disease and other autoimmune conditions, okay? Anywhere you shop, become their best customer. That's always my mantra. Anywhere you go, be the nicest person. Be memorable. Leave a generous tip, okay? It all comes back in so many different ways and shapes and forms. All right, here's another way to build relationship capital. Write reviews and send referrals first. So how many of you could use more referrals? Yeah, all of us, right? I could use more referrals. I love more referrals because I love helping people. Well, guess what? How does that start? It starts by you sending more referrals first. Right? We can. The first domino is you taking action, not somebody else taking action. You want some reviews? Well, how about you start by writing reviews first, right? It's really that simple. Go through the last couple of businesses that you've gone to. Maybe the last five businesses could be a restaurant. It could be your barber shop. It could be where you buy your shoes. It could be where you get your car washed and start writing reviews for them. Okay? It's hard for us to even expect other people to do something like that for us if we're not willing to do it for others, right? And you might say, well, I hate asking for testimonials, I hate asking for reviews. Well, guess what? Everyone does. So you can knock down that first domino, put that energy in motion by doing it for others. Okay? So here's what I'll do. If, if you feel so inclined, I'm going to go out of my comfort zone. If you found value from today, and we're only on number two, but at any point, if you find value, you can leave us a review, right? You can say something that's positive and that'll Be the first domino for you to knock down. So maybe Erin can find a link for or Living Proof Institute Google reviews, and you can write a review if you found something beneficial. And guess what? You're going to put that wheel into motion. So relationship capital is number two. All right, so before you spend a penny on marketing, make sure you're looking at how am I leveraging relationships as best as I can? Because these are either hot or warm sources of referrals for, for the most part, don't cost you anything. Okay, so start by building those relationships, deepening your existing relationships. All right, Energy center. Number three is marketing and messaging. All right, so what are the talking points here? So number one is that marketing is storytelling. Sales is persuasion. Right? So the reason people think they hate marketing is because they think that marketing is selling and persuading people. And in fact, it's not. It's really telling a story. And when you tell a story that's compelling, then guess what? There's less persuading that needs to take place. Marketing is storytelling. Sales is persuasion. The next thing when it comes to your marketing messaging. I'm going to borrow this framework from my speaking coach. Majeed is the. For who. Who are you? You are the functional medicine practice success coach for heart centered practitioners and coaches who want to build transformative one on one or group programs while living a life with more freedom. That's who I am. Okay, So I wanted you to take a. I want you to take a moment here and identify who you are. Who are you? You might be the functional medicine health coach or the functional medicine pharmacist for perimenopausal women who want to naturally balance their hormones. Okay, so this is how you want to identify yourself. And if you can be a category of one. Right. The more specific you get, the more you can be a category of one. But if you're super broad, then now you're a category of a thousand people or 10,000 people. So specificity allows you to speak to a very, very narrow audience. And here's the thing, there's. Within these audiences, no matter how small you think they are, there are thousands of people that can keep you busy for a lifetime. Okay? There's no shortage of people with obscure problems, right? Seemingly obscure or rare conditions, especially when you take that problem and you amplify it online. All right? Next thing you want to do is get really good at telling your story. What I found is that when you have an avatar or an ideal audience and you can tell your story so that they can see themselves in your story, they're much more likely to really connect with you and say, you know, Aaron's my guy, right? Or Rick's my man, right? He gets me. He's been through the same struggle and challenge that I'm going through. I can see myself in Rick's story. So sometimes that means we have to be really vulnerable. Sometimes that means we have to really put our. Put ourselves out there so that we can give other people the courage to feel okay about what they're going through. And that builds connection. Okay? So if you've had health challenges, then you might have to tell that story. And what we found is that those posts that are the most vulnerable are the ones that get the highest level of engagement. Those are the posts where you start seeing people come out of the woodwork and support you and say, oh, my God, I didn't know you had gone through that. I'm so proud of you. Or I'm so inspired by you. So tell your story. The arc that you use, we'll talk about this at the event. But the arc that you're going to use is called the Hero's journey. Okay. It's a 12 step process of really articulating your story. All right, next is you want to lead and nurture your audiences. So you want to make sure that you're using an education based marketing model. We love educating, don't we? Right? I know. I love to educate people. I love to see the light bulbs turn on. I love to see their minds being blown. I love to see the value that they're receiving from the education that we offer. So education based marketing is how we're going to nurture our audiences. And now we're going to get that point across and get that message across through stories. Right? So you might, you might be educating people on the importance of healthy digestion and heartburn. Right? So maybe that's your story today. So, yeah, you can talk about how most heartburn is caused by low stomach acid. Most people don't chew their food, how they eat in a stressful state, so they're sympathetic dominant, which compromises digestive function. Let me tell you a story about Susan. She had seen every practitioner. She had tried every diet, she had tried every supplement, and nothing seemed to be working. When she came to us, we focused on three things. We focused on meal timing, we focused on stress reduction and mindfulness while she's eating, and we focused on getting her to chew her food. Okay. And within a few days of checking in on her, her heartburn had Completely resolved. This is actually a true story. The girl's name was Nina, but she came to my house for dinner complaining about heartburn, complaining about digestive issues. Not sure as to what's going on, why it's happening. Tried everything under the sun, and I just said, you know, you know, are you chewing your food? She says, no. I said, are you eating in a rush? She said, yes. So I'm like, are you eating mindfully? She said, no. I'm like, well, I expect you to have heartburn. Your body's trying to get your attention. Your digestive system is trying to get your attention. And so stories like that can get your point across. Okay. All right. Next is become a concise and precise communicator. Is something I'm working on. Right. I have the gift of gab, so I can keep talking about things. So much to share. I love sharing. And so being concise and precise is very important. Next, case studies are an excellent way to showcase your skills. Okay, remember, marketing is storytelling. Tell your client's story, and when you tell the story, don't talk about their markers, talk about their life. Okay? Don't talk about their hydroxybutyrate levels, right? Don't talk about their insulin levels. That doesn't mean a lot of things to a lot of people. However, you tell their story that they're a single mom struggling with this, facing this challenge, you paint the picture of their pain. Of course, you can include the markers in there, but case studies where people can see themselves in their case study, in the story, that's where you build connection. Right? If you're trying to share a before and after lab test of a test that a person's never had before, they can't really connect to it. It doesn't mean anything to them. But if you can connect to the story of that person, maybe they're a single mom, Maybe they're working two jobs, maybe they're tight on finances. Maybe they've faced a lot of challenges or loss. Maybe they've come to their ropes, and maybe they're not sleeping at night because they're so concerned about their health issue that they have going on. What's the story? Okay. That's what hooks people in. And if I can see myself in that person's story, and you help that person, you know, get on the other side of the mountain that I'm trying to climb right now with your guidance, then they're going to be. I'm going to be much more attracted to you as my guide. Okay. Is that making Sense for everyone. Can I get a thumbs up? Are you finding this helpful? Just type in yes if you're finding this helpful. Okay. Awesome. Thank you, Chelsea. Thank you, Adele. Thank you, Brett. All right, we'll keep going. Awesome. So that's number three energy center. Number three energy center. Number four is sales. So sales is. This is the S word, right in. It's like kryptonite for some practitioners. We don't like to sell, but we love what happens after a sale takes place. How many of you love what happens after a sale takes place? Type in me. Put a dollar sign in the chat if you love what happens after a sale takes place. What happens after a sale takes place? Maybe you do a little happy dance, right? Maybe you call your spouse up and say, hey, we're going to go celebrate and you're going to have some dinner. You're going to celebrate this victory. But what really happens is that's when the transformation begins, right? That's when the client actually gets to experience what you have to offer and fully and completely. And none of that happens until a sale takes place. Unless somebody says yes and there's an energy exchange. And sometimes you might barter. I've bartered with people. Sometimes you might, you know, obviously transact with that person. But really the transformation is just beginning, right? They've given you now permission to change their life for the better. And you're going to take their money and multiply its value because it's worth more in your hands. And you know what to do with that money better than they know what to do with that money. How many of you think that if a client gave you $3,000 to spend on their health, you would know how to spend that money better and help them get the results faster than if they were to spend it on their own? Absolutely right. So you actually have an obligation for them to work with you because if they don't work with you, they're not going to solve the problem and they're going to spend the money and they're going to lose the time. That's why when, when we invite people to join our 12 week program, the first thing I tell them is, do you need these systems in your business? Do you need a website? Do you need a lead magnet? Do you need to have a webinar? Do you need to have a program manual? Do you need to have a transformational program that actually produces results? Do you need to know how to market to these people? Do you need to know how to. How to make an offer? Do you need to have a sales page that actually makes that offer. So if the answer is yes, then I have an obligation to let you know that if you do this on your own, it's going to cost you way more time and money than it would if you got us to help you. Right? And if you could do it faster and more cost effectively and better, then I'll hire you. You have a job, right? But we know that we can help you do it faster because we've already done it for other people. So there's an actual obligation that we have if we care about people, to help them save time, money, energy, effort, and to help them get a result. Okay? So when it comes to sales, sales is helping someone make a fully informed decision that benefits them, your practice and your. Your community. Now here's what I mean by this. We want them to be fully informed. We always want people to be fully educated so that they are coming in not confused, but committed. Not confused, but committed. Because they have all the decision making tools that they need, okay? They should get a benefit from that transaction. They should get a benefit from saying yes. Your practice should benefit from them saying yes. And your community, which includes your team and your other members, should also benefit from that person joining. Not just one of these, right? How many of you have worked with a client and wish they never paid you? It's happened to me, okay? I'm sure it's happened to you. And if it hasn't happened to you, it will at some point, okay? Sometimes people cost us way more than what they pay us. So we have to be very selective with who we bring into our ecosystem. We have to be selective knowing that they're going to benefit. We have to be selective knowing that our practice is going to benefit, that we ourselves are going to benefit, and that our community is going to benefit, okay? And without proper marketing, which we just talked about, sales becomes persuasion. If people don't know what you do, then you've got to persuade them, right? You've got to sell them. If people don't know why you do it, then you've got to convince them that you're the person. If people don't know that you're the most trusted authority you know, then you've got to persuade them, right? So your reviews can speak for you, your referrals can speak for you. Your reputation can speak for you. The value that you've added can speak for you as well. When it comes to sales, emphasize what matters. So I'll give you an example. We're going to Do a whole training on this at perfect practice. But there's four different communication styles. The first one is a D. D's are dominant. So when you're speaking to a D, I'm a D, by the way. And there's no good or bad. So it's not that one's better than the other. These are just different communication styles. People who are Ds know what they want and they are what we call quick starts. They start right away, they say yes, and they get going. What D's like to know is that they're in control. So you never say, I'm gonna completely take over and do all this stuff for you. They don't like that. They like to be challenged, but not told what to do. So instead of telling them to go gluten free for seven days, you challenge them to go gluten free for seven days, okay? You emphasize that they're going to be in control of their program, of their outcomes, okay? Because these people love ownership. They love owning the outcome. Next is eyes. Eyes are influencers. These are people that are the social butterflies. These are people that. You've probably had this happen to you where they say yes. They're super excited. You get super excited that they said yes. And then you get an email a day or two later and that they've changed their mind. That's ever happened to you? Then type in me. I'm always curious if that happens to people. Sometimes you get so amped up, you're like, oh my God, I just have the most amazing, best patient. And then they change their mind. Because these people, the most important thing to them is rapport. They want. They will lie to you, to your face, because they want to stay in rapport to you. So sometimes they'll say yes even when they really mean no, because they don't have the courage to lose rapport with you. So when you're talking to this person, you let them know, hey, you know, it's okay if this isn't the right fit for you. You give them a safe exit. You double close this person, okay? And what you emphasize is that there is a social component. They're going to have fun. You're here to support them and you're here to match their energy. Next is a C. A C is a conscientious buyer. This is somebody who likes to see social proof. This is somebody who likes to understand the process. This is somebody who likes to know why things are the way they are. Why do you do things that way? These are people that often Want to speak to past clients. These are people that will tell you, I need to do more research. And guess what? They actually go and do more research. Okay, now the key is, are we showing them and emphasizing these elements of our offer? Are we showing them the process? Because that's what they need to see. Are we showing them social proof? Because that's what they need to see. Okay, next is the S's. S's are people who we call steady. And so when you're talking to somebody who's an S, these people are loyal, they're stable. They are very reliable individuals. And so that's what they're looking for. They love order, they love predictability. So you would never tell this person, hey, we're going to completely overhaul your diet. We're going to completely overhaul your pantry. That's going to freak these people out. Okay? Now, you might end up doing that, but we don't want to emphasize that. We want to emphasize we're here to support you, that we're here to provide you with the answers that you need when you need them. We're going to take things slow. We're going to move at a pace that's comfortable for you. That's what they want to hear. Okay? So you want to emphasize through the sales process what is most important to that client. So one of the things that you might like when you go to. When you go to the iPhone store, right? Or you go to the Apple Store, they might ask you, what are you buying this? What are you buying this phone for? Right? Because that can help them help you choose the right phone. Are you buying this phone because you want imessenger? Are you buying this phone because you want a beautiful camera? Are you buying this phone for communication like text messaging and things like that? Why is it that you're buying this phone? Okay, Once I know that, then I can help pair you with the right product, and I could emphasize those features on the phone. I don't have to create a whole new phone. I can emphasize what's important to you. All right, next is you want to use a prescriptive selling formula. So prescriptive selling formula is kind of what you already do, right? You listen to the chief complaint of the client, you listen to what ails them, and then you identify if you can actually help them or not, and you prescribe a solution. Okay, we're going to talk more about this at PP Live, but this is a great insight for you. You can do an opportunity audit. An opportunity audit would be taking people through where the opportunities are for them to improve. Right. So if we were to do an opportunity audit with a practitioner, we would ask them, do you have a website? Do you have a webinar? Do you have a Facebook presence or social media presence or a channel that you're communicating your message to? Are you building an email list? Are you developing your public speaking skills? Are you networking locally? Right. To build your local audience. Right. So those would be questions that we would ask in an opportunity audit. And of course, you're not going to audit things that you don't have a solution for. So if we identify that there's 15 critical components that a practitioner needs, and through the audit we discover that they've only got three of those things, then guess what? They're probably a great fit to work with us. Now, if they've got all 15 of those things, then they still might be a great fit because maybe those things need to be updated or recalibrated or retuned. But an opportunity audit is a great way for them to self select and know that this is an opportunity that's going to work for me. Right. These are the areas that your product or your process is going to help them improve. So what are some questions that you could ask? Let's say your ideal client is somebody who's struggling with energy. Right? So what would be some questions that you would ask for somebody who's struggling with energy? Do you get enough sleep? Do you get enough sunlight? What's your meal timing? Like, what your portion size is like? What's your macronutrient breakdown like? Right. Are you taking supplements? What type of exercise and movement are you doing throughout the day? What's your breathing like? Are you a nasal breather? Are you a mouth breather? Right. Simple things that you could start asking, right? And this could serve as an audit so that you can go through this process with them and identify, is there an opportunity to work together? All right. We always want to put education before an offer. You never want to make an offer to an uneducated prospect. It's better to reschedule the call, then to try to educate them on the call. So sometimes you might even have them watch a short video leading into the conversation with you so they understand what to expect, but they should be educated, pre educated, so that they're ready to say yes to you. Okay. The goal isn't for you to get on a call with them and then give them a one on one webinar. Does that make sense? All right. Awesome. All right. Number five is program delivery. So how are you going to deliver your program? So once that person says yes, right? And the, and that initial, you know, celebration ends well, now we've got to deliver our program. So here's some tips on delivering your program. One is create a program that is transformational for your clients, not transactional, right? So we want to create something that is totally going to change their life and that's what we want to sell them. We don't sell anything less than a transformation. Now, when you're delivering your program, especially if you're just starting out, start with a minimum viable product, then build your program up from there. Now what does that mean, start with a minimum viable product? Well, it means that you build version one. How many of you have a smartphone? Probably most of you, right? How many of you recently got an update for your operating system on your smartphone? Probably all of you, right? Because what they release is they always release a beta version first, which is a minimum viable product. And then they have users iron out all the kinks before they release it to the billions of users that are out there. So every company, including Facebook, including Apple, including Google and Android, they start off by releasing a minimum viable product, and then they continue to refine and continue to improve it. So every company does this. Remember that you're in the software business. All of you are in the software business. You're not selling a mouse, right? If you, if you're selling a mouse, the mouse has to be finished, right? I can't mail you extra parts to glue onto your mouse after you buy it, but I can add features to your program, can't I? I can add additional services or I can add additional modules or trainings. Because you're in the software business, you're not in the hardware business. Now when you launch your minimum viable product, you want to include, you want to state, hey, these are the things that I'm including in my program, but I reserve the right to add more, right? Not less, but to add more. And then you keep refining, keep improving, keep refining, keep adding value. And then of course, as you continue adding value, what happens to your price? Your price will naturally increase as well to meet the value that you're delivering. And remember, you are the guide, you're the sage, you're not the hero. So when I was young and naive as a practitioner, I thought I was the hero and I was going to come and save this person. And then I quickly realized that that's not possible, right? You can't help somebody who's not willing to help themselves. So you're the guide, they are the hero, and you have to position them correctly as you deliver your program. All right, now you want to create a program that offers a few different variations. One to one, one to many, or community and self study. So our programs, our main program that we offer is, is a hybrid of these three. It's one on one. So 80% of the program is self study or community based and 20% of it is one on one. Because our avatar and the client that we serve is pretty much the same person, usually middle aged women who are struggling with inflammatory issues, who are struggling with hormonal imbalances and weight gain. What we need to teach them, there's an 80% overlap. So 80% of the time I'm saying the same thing or my wife is saying the same thing over and over again. So instead of repeating ourselves, we can share that in a community setting. Right? We could do a group call that educates these people on these universal topics of interest and then they can get on one on one calls with us to do a deeper dive into their unique challenges. Now, if you do one on one, you can keep doing one on one. But what having group programs has allowed us to do is free up more time, offer our services in a more affordable way, and it's also allowed us to increase the price of our one on one programs. So we still offer them, but they're priced at a premium because we want to direct people to the one to many and hybrid program. Okay, so combining these things in your program delivery allows you to be of service to those people who want that one on one attention, to those people who love the community and those people who love to study and dive a little bit deeper on their own time. Okay, so those are some interesting ways for you to look at your program delivery. All right, number six is program over delivery. How are you going to over deliver? So it's one thing to say, hey, we're going to do this and deliver on that promise, but it's another thing to go above and beyond. And that's one thing that we definitely try to do in our programs is how do we go over the top? How do we make this an awesome investment for somebody to begin with to, you know, to get them, to get them to say this was amazing for what they paid for, but then go above and beyond that. And what I've discovered, this is worth writing down, that the extra mile is usually just an inch. The extra mile is usually just an inch. So it could be something as simple as a personal Check in. It could be something as per. As simple as a personalized little video welcoming them to your program. Right. If you're onboarding, you know, five to 10 new clients a week, it's totally doable you to do that. Okay. You could even batch record them for that week if you wanted to. But something simple like that shows them how much you care, because I know you do care. However, you're looking for ways to show people that you care. Okay, you could use Loom for that. You could use a service called Dub for that. D u b b.com or loomlom.com to record really simple videos and then personalize them for each person and share the link. It's really simple. All right, so the extra mile is only an inch. You can also gamify your journey where people can earn points for taking certain actions. In our mentorship community, we have ways of congratulating people. We've gamified the journey for them. So when they hit their first $10,000 in revenue, their first 25,000, their first hundred thousand, five hundred thousand in revenue, then we honor and acknowledge them. Okay. So there's ways to gamify the journey that people go on. You also want to sprinkle in celebration and acknowledgement. So one initiative that we're taking is we're actually congratulating people on some of the milestones that they're accomplishing on a weekly basis. One of our mentorship council members and students, Natalie, this week she reported, or last week rather, she reported that she's found a new organic strategy where she is taking a small clip, using it as a reel, and using that reel, she's generating thousands and thousands of new people joining her Facebook community. And she's going to be sharing more about that at Perfect Practice Live. So I won't steal her thunder, but you're going to learn how without using any advertising, you can use the algorithms and short videos to actually add thousands of people to your programs or to your community, which then you educate, and then those people join your programs. So we're celebrating stuff like that. Okay. Baking small gifts into your programs. Okay. So instead of figuring out how am I going to lower the price? Right. Figure out how am I going to over deliver. People love getting stuff in the mail, especially this day and age. Right. Have you noticed, at least I've noticed here in Canada that the mailbox is pretty empty? We've been getting way less junk mail lately. It's kind of depressing, actually. I remember when the mailbox used to be full of all kinds of junk mail. And you had to sift through it and you'd find a, you know, a little deal in there somewhere. But now it's pretty much empty. And so people love getting unexpected gifts. Like, one of the things that we just did was we sent some of our clients a engraved Cutco knife. Okay? So on one side it says, you know, handcrafted exclusively for Aaron Choi, for example. And on the other side it's got a quote from us, right, which says, the doctor of the future is a patient. So they receive this knife totally unexpectedly, and they absolutely love it, right? They're going to use it every single day. So it could be a small gift, it could be a form of acknowledgement, right? It could be flowers. If they're celebrating an event, what's a way that you can over deliver even something as simple as sending them a birthday card? Small things like that go a long way, okay? When you remember them on their special day, they're never going to forget that. It's funny, we still send birthday cards to our clients and many of them will message us back and say, you know what? You're the only person that actually sent me a birthday card this year. Sad but true. Okay? So small things go a long way. And then number seven is raving fans and ambassadors, this is the next and final energy center of your business. So you want to create lasting relationships. You always want to leave people better than you found them. You want to become the go to person with all things health, which means you're the trusted authority. You know, sometimes we, we get messages from people and they may seem a little bit off tune or we might think that, oh my God, these people, they just want free advice, right? A friend of mine the other day, who's a very big influencer actually, he messages me whenever he has like anything going on with his kids, he messages me. And I'm not a pediatrician, but he's the first person, I'm the first person that he messages and he sends me a picture and he's like, oh, what's going on over here? So the other day, his, his son developed a stye in his eye and he sent me a picture of this big sty that his kid has. He's like, what is this? He's like freaking out. And I'm like, dude, you could have googled this. You know that, right? Like you could just like google stuff like this. But no, he trusts me, right? In his mind, I'm the guy that is all things health. So whether it's his daughter, whether it's his son, whether it's his wife, or whether it's him, I'm that go to person for him, okay? So how can you be that go to person for others. How can you be that person? Where I'm having dinner or your group of people are having dinner and somebody's complaining about their health and immediately the first person that comes to mind is you. You got to call Bev. She'll fix you, okay? Because you are that person. These are your raving fans, these are your ambassadors that are out there that, that are not on your payroll, that are doing all the selling for you, okay? You want to capture written testimonials, video testimonials, and also online reviews. So make sure that you're doing that. All right? So let's really briefly go over the energy centers. Just to remind you, Energy center number one is you, okay? How you show up in the world. Energy center number two is relationship capital, which is the people around you and how you empower them to show up for you. How you build relationships with local businesses and people who are in similar industries as you, that's relationship capital. Number three is marketing and messaging. Okay? Is your messaging and marketing dialed in? Is it speaking to one person? Is it specific or is it super broad? Okay. One thing that we learned, we're always learning, is that we recently did a five pound weight loss challenge and we realized that my wife came back to me and she's like, there's all these old women in this group and they're all on disability or they all have on Social Security and they're all complaining about how they have no money. And I'm like, well, let's look at this a little bit more closely. What time did you do your Facebook lives? She says 11 o'. Clock. I said, are people with jobs at home at 11 o' clock or are unemployed people at home at 11 o' clock in the morning? And she's like, well, of course unemployed people. Well, there you go right there. You should be doing an evening live session or at least replaying the session in the evening. So the people who did go to work that day, who do have disposable income, can now tune into your message, right? Number two, if you don't want old people to be in this group and that's not your avatar, it's not that you don't want them to be in your group, but if that's not your avatar, then you have to change your messaging. Because if you just advertise this as A weight loss challenge, then anyone who has weight loss issues is going to join this group. But if you got specific and said, mastering your metabolism through menopause, okay, then, now guess what? You're going to attract a specific audience, right? You're only going to attract women without saying women. You're going to attract probably women who are working, right? Because most women work at that age. And you're going to attract women who have a pain point beyond just wanting to lose some weight. They're struggling with balancing their hormones and there's a whole bunch of other things that they're facing challenges with. So you immediately made your audience far more narrow and more specific, and you're now not attracting those people who are past those years in their life. So by simply changing the words without even changing the content, right? You could share the exact same information, but by simply changing the words, you're now appealing to a different audience. Okay, so this is where marketing mass and messaging mastery plays such a huge role. So who are you serving and how are you serving them? Number four is sales. Right? The S word. We want to make sure that we feel really comfortable and we should all feel really comfortable if by working with this person they get better, your practice improves and the other people in your practice benefit from that transaction and transformation. Number five is program delivery. Right? So start with your minimum viable product. Make sure you deliver that. Make sure you always deliver what you're committed to and then over deliver. All right? The extra mile is an inch, as I mentioned. And then we're. We want to create a group, really a, a community of raving fans, people who are singing our praises. And here's what's really interesting. Sometimes people who have never done business with you are going to be your raving fans. I have so many cheerleaders that, that are out there telling others, referring others who've never used our services because they've aligned with our message. And in their eyes, Sachin is all things health. And you can all be that person for your networks. You can all build those networks and build that relationship capital and build that market for yourself. Okay? It's not going to happen overnight. And I never promised that it happened overnight even for myself. But it can happen fast. When you know what to do. All of you can immediately start building relationship capital. You already have it. It's just a matter of leaning into it. And that then becomes a pipeline and for you to service others. All right, so those are the seven energy centers. And I know most of you are registered for Perfect Practice Live but if you're not, then I want to remind you to register. It's perfectpracticelive.com I'll have Aaron share a link there. And all you have to do is register. The event is absolutely free. And what we're going to be doing at the event, if it hasn't become clear to those of you that are registered, is we're going to be going through a 12 step process. We're going to actually be showing you the three phases of building your business. The first phase is attracting the right people. So really identifying and attracting the right people, your ideal clients, not just people with a problem, but people who want to solve that problem and work with you to solve that problem. Number two, we're going to talk about how to create transformational outcomes. We've been actually for the last three years running group programs, creating transformational results for people reversing their hypertension, their diabetes, their chronic inflammatory issues, getting rid of stubborn weight that they've never been able to get rid of. And now we're actually getting referrals from all over the world from people who are benefiting from this process when all else has failed. What we're also going to be doing is sharing with you the opportunity to actually take all of our templates and everything that we've built and we're going to give you the opportunity to actually use it in your practice so you're not having to reinvent the wheel. And then we're going to show you how to create more freedom for yourself using systems. So if you write down nothing and learn nothing today, learn that systems equal freedom. All the freedom that you seek, the freedom of emotional health, the freedom of personal physical health, the freedom of time and geography and finances, is on the other side of creating systems. Okay, if you don't create systems and you'll always be busy, but you'll never get the traction that your message deserves and the traction and the freedom that you deserve. So for the first time ever, we're actually going to be 100% focused on business building. There's no outside speakers, we have no vendors, so there's no distractions. Nobody trying to, you know, sign you up on their email list and then blast you with a thousand emails afterwards. None of that. We're 100% focused, a three day intensive on building your practice. So it's best if you show up live, of course, and it's best if you, you know, stay for the entire event because we've set it up that way that each topic builds on the Other. All of the speakers are actually students of ours, people who are actually doing this. So they're practitioners just like you, who either a few months ago or a few years ago, were just starting out their practices, and now they have systems in place to generate predictable revenue month after month. So everyone there is going to be sharing their strategies with you that are working right now. And so it's going to be a really fun event and we're trying something different, trying something new, and I really feel excited. I know you're going to enjoy it as well. So what I'd love to do is see if there's any questions. Aaron, if you. If you saw any questions have popped up, please let me know and I will be happy to answer them. Christina's asking, what time will it be? So, typically the Thursday before the event, we do a breath work, and that's where we do a breakthrough breathwork session. It's really powerful. It's about 90 minutes, and for most people it's like the highlight of the entire weekend, so they look forward to that. And then Friday, we start at 10. We're going from about 10 to 5, uh, and that's Eastern standard time. Sunday, Saturday and Sunday will be roughly the same. So we're keeping the training, you know, pretty. So it's not going to be long days. It's going to be pretty condensed days, probably like 10 to 4ish, about six hours each day. And we'll have time for breaks. We're going to be doing some breakfast meetings and breakouts and things like that. So there's. There's a lot of action packed in there for the weekend. And if you haven't received it already, we'll be sending some more details on the timings as the event gets a little bit closer. But for now, you can block off about 10 to 5 each day, and that should be playing it safe. All right, Aaron, anything that I. That I missed, any questions that I may have missed along the way, doesn't look like we have any major questions at the moment. I think you covered Perfect Practice Live, and we're all excited to share this in more detail. Okay, awesome. So if you haven't already, Aaron did share a link to write us a review. And if you found this to be helpful in any way, even if you learn one new thing today, feel free to share a review, then that'll be the first domino. If you want more reviews, start by writing reviews for other people. I'm looking forward to getting you all through the perfect practice event weekend. I know you're going to love it. And we have another training coming up in I think it's in two weeks. And at that training, we're going to be sharing some more powerful insights and tips with you as well. So stay tuned and, you know, stay connected with and plugged into the community. And I will see you all soon. Have an amazing rest of your evening. Bye for now. It.
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