Wellness client lead generation that's working in 2026

If you're watching this video, and if you're anything like me, you probably recognize that the last few years have been really different. And for some people, they've been very challenging, and for others, they've been very insightful. For me, these last couple years have been difficult and insightful because it's getting noisier and noisier out there in the world, and there's new things that have been introduced into the zeitgeist that are changing the way people make purchasing decisions, especially when it comes to their health. We've been trying to crack this nut for quite some time as, you know, practice coaches and as mentors to many other practitioners that are out there. It's always kind of my job to stay on the forefront and figure it out for myself and then share it with other people. So I've been trying to crack the new client, new lead acquisition cost and You know, if we can get this cost down or neutralize it and get the right person in front of us, then we can help as many people as we want. Promoting your discovery calls and even your webinars to a discovery call, that used to work, but the costs of acquiring that client and getting on a call with them has increased significantly. Because there's so many other people that are out there, you know, marketing to that same person. The client is overwhelmed and probably confused. And of course, anytime you put a discovery call in front of somebody, as much as it may not be, and as much as you may say it isn't, it is often viewed as a sales call because you really don't know that much about that person. You only know what they're willing to tell you when they get on that call with you if you're giving them a form or anything like that to fill out. So going back to the drawing board over these last couple of years has been quite interesting, learning from different people I hang out with, learning what's working for other people, and most importantly, figuring out what works for me. And so recently I was on a trip with a friend of mine named Michael Feldstein. He was kind enough to invite me on a trip to go swim with whales. And hanging out with him, he's the owner of a company called Jasper, which is my favorite AI scrubber, by the way. Hanging out with him, I learned about how to take the best of what I have to offer and put it in front of my ideal client. Instead of taking the best of what I have to offer and putting it in the back of my offer, or hidden kind of in the back closet, I wanted to then figure out how I can take the best of what I can do for somebody and bring it to the front. And that invited me to kind of reinvent the way I offer my services. The two things that we offer our clients that I think provide the most amount of value is number one, teaching people how to breathe. Breathing to regulate the nervous system is both a timeless and a precise way of managing our health. Particularly in real time. So I wanna give somebody a tool or a resource that they can use right now, and I wanna give them something they can use forever moving forward. The second most powerful tool I have to offer people is a genetic report or a genomic report, which teaches them what their ideal diet is, what type of exercise is gonna produce the best result for them, what their nutrient deficiencies might be. And so on and so on, right? There's a 34-page report that gets generated when somebody provides us with a sample of their DNA. And that offer or that service was in my high-ticket offer all the way in the back. So while that is our top-selling program, it's still something that not everyone gets access to unless they do this program. So the majority of people never get to see the best of what I have to offer. So in reinventing our offer and just kind of using some of the principles I learned from Michael, I put the best of what I can do in the front and made that the entry point for my clients. So it's an invitation for you to do the same. How can you bring the best of what you do to the forefront and how can you offer it at scale. So we did this experiment and I said, you know, I just released a book on breathing. I'm going to make that available as a PDF. I'm going to turn that into a 4-week course so that people can learn as they go. And I'm going to offer my DNA test right up front as part of their discovery package. In addition to the root cause assessment that we already have them fill out. Now, instead of going to a webinar and then, you know, offering free people a free discovery call, which you then have to sell them a program or sell them a service, right? Because what else are you on that call to do? That's the best way you can help that person. Now I'm putting the best of what I can do for them right up front. So they get the breathing course immediately, they get the DNA test shipped to them. And, you know, it takes about a month for us to get the results back. So it's perfect timing for them to be learning as they go. I educate and nurture them along the way for those 4 weeks, and they fill out the root cause assessment form. So when I get on a call with them, I have their DNA report. I know who they are. I can check in with their nervous system to see where that's at. I can also review my root cause assessment form, and I have an engaged and invested consumer on the call with me. Right? They went through all this trouble of collecting their sample, shipping it back, and so on and so forth. So they're much more qualified to speak with me versus somebody who hasn't paid anything. Now, what we did is we made this a total no-brainer offer where we offer the testing for— the testing, the course, the consult, and the root cause assessment evaluation all for $299. Now, what that did for us is it completely changed how many people took action. Okay, so we're essentially paying for the test, they're paying and the course, you know, we're gifting them the test, gifting them the course, and they're paying for our time, right? So the test is my gift to my community, to my audience, to the attendee. The course is a gift to the attendee. And however, my time, because that is limited, that is something that they would pay for and they're paying $299 for it. So it's a very reasonable price, especially for the value that they're gonna get. And then from there, we can help them make a decision, right? We can make a highly educated and informed decision on how we can help them and support them. And they're walking away, if nothing else, with a, a super powerful set of insights regarding who they are. Because the genetic test is, you know, it's not something that they have to do ever again, this particular one, they have lifelong value, which means that, you know, if they don't wanna action this now, they can action it at some point in the future, right? We don't have to rerun the test, we just have to get them re-engaged. And so now we're providing them with timeless, precise and personalized solutions right off the bat, right? I don't have to sell them a program and then show them how awesome I am or how awesome our testing is or how awesome, you know, our services are. We just jump right in where they're getting the testing, they're getting a powerful, you know, laser coaching session with myself or my wife. And in your case, it might be someone from your team. And we're, because we have the information that we need, we're able to help them make an educated and informed decision. And because we, we are essentially breaking even, if you will, what this also allows us to do is lower our acquisition cost. So normally you might end up paying Facebook $300, $400, $500 for someone to get on a call with you, right? I mean, that's, and some people, they never even get to that point. They just give up because they're like, this doesn't work, or I'm not paying that much to get on a call, but that doesn't necessarily solve the problem. So if you can get people in your ecosystem for a couple of dollars by offering a lead magnet or something like that, then you can put an irresistible offer just like we did in front of them. What happened when we offered this the first time is we had 76 people take us up on the offer. So overnight we had, you know, 76 new pending consultations and reviews, and then we did it again and we had about 11. And the offer was converting at a very high rate. So we did the first session and then we did an encore. So there's fewer people on the encore and we had a corresponding percentage-wise outcome and result from it. And now people are excited to pay that $300 because of how much value they're getting. They're getting over $1,000 worth of value and they can feel that value, right? It's like, it's tangible because they're receiving an actual test kit. It's tangible because they're receiving a course. It's tangible because they're getting one-on-one time that's gonna interpret the results, right? So they're seeing so much more value in that investment of that time with myself or my wife that they're taking action. And I've never felt more excited about an offer, which also excites me and makes me enthusiastic because when I show up on the call, I get to be, you know, laser-focused kind of health coach clinician mode versus having to put on my sales hat, right? And for those of you that don't like doing that, this is a great thing because my zone of genius is not sales. I mean, I enjoy it and, you know, I think I'm pretty good at it, but I'd rather have a conversation that's gonna help move the health needle with somebody, right? That's what really lights me up. And I know that many of you watching this, that's probably what lights you up as well. So what I wanted to do is kind of share this exciting news and kind of offer you the, the, uh, you know, the question, offer the question to you, like, what would your irresistible, you know, let's bring out the, you know, the best of what we have to offer and let's bring it to the front, what would that look like? For some of you, it might look like a, a stool test if you're really working with genetic or with digestive health clients. For some of you, it might be some blood work, uh, you know, right up front that you're offering at, you know, the right— you figure out what, whatever that price point is for you, whatever you want to charge for the consultation. We offer the, the lab as a gift, right? So that's our gesture to the client, or the course, whatever it might be. And when you create your offer, just, it should feel, it should feel good, but it should feel, wow, I'm giving away a lot, right? If it doesn't feel like you're giving anything away, then it's not gonna be an irresistible offer because it's gotta feel like you're giving something away for the person to feel like they're receiving something, that they're really receiving something. If you're like, oh, I can give that away, no problem. Then the person receiving it is like, oh, it's not a big deal. Like it's what they're offering me isn't that valuable. So it's gotta, sting a little bit, so to speak. That would be my guidance to you. So what does that look like? For me, it's my breathing book PDF and course. It's my DNA test and the interpretation of that for the client and my root cause form. I'm bringing the best of what I have to offer to provide a laser coaching session for that client where they're gonna walk away with a ton of value, but they're also gonna see me in my zone of genius And I just think that makes them more likely to work with me. And I think that makes them more likely to work with you. What I'll also do somewhere above or below this video or in the email that you're watching this in, I'll also share a link to where I created a, about 14-minute, 14.5-minute or so video that is a video sales letter that explains the offer in detail so people see what they're getting. And instead of having to watch the entire webinar, they get the highlights of why we're offering this test to them and why we think it's the most valuable thing that they can do to get started. And then how they can quickly, you know, get started by just paying for the test. We ship it to them and then the ball gets rolling. So just keep an eye out for that page so you can watch that video sales letter to, you know, again, hopefully that inspires you to do your own, you know, version of this unique offer. And if you're somebody who likes to experience things before they implement them into their practices, then I would encourage you to take me up on the offer, right? Go through the process yourself so you can see what it's like and you can further improve and optimize it. And you're gonna get a ton of value by doing the test for yourself, and you get a ton of value by going through the experience. The other thing I want you to, you know, might encourage you to do, or I want to share with you, is that we have our own genetic test that we've developed, and the reporting is really simple and easy. And if that's something that you'd like to use in your practice as your lead gen strategy, then let me know, and we can teach you a little bit more about what that looks like and how it could potentially work for you and how you can take lead acquisition from hundreds of dollars to $0, and in some cases even generate positive revenue. So yeah, I'm super pumped, super excited, and I thought I'd share that with you so that you could see what we're up to and, and how we're, you know, really changing, changing the narrative and changing the game around what it means to create value for people and get their health journey started. I hope you're awesome. I'll talk to you soon. Bye for now. And if you found this helpful, please let me know.