Latest / The Elite Nurse Practitioner Show / Episode 230 - Be Patient and Build Momentum

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Episode 230 - Be Patient and Build Momentum · The Elite Nurse Practitioner Show

• 0:02
  Greetings. This is just an elite nurse practitioner. Welcome to the Elite Nurse Practitioner Show podcast dedicated to nurse practitioner entrepreneurism and achieving financial freedom, where I talk directly with nurse practitioners who need help. Listen up. Our market is saturated. Jobs can be scarce. We are underpaid. We are undervalued. We are taking advantage of by the sharks within the health care system. And frankly, screw that. Sick of it? It's time for a change. And listen, I'm here to help make that happen. We are powerful. We can forge a path, and we are in control of our career and ultimately our financial and personal well-being.
• 0:40
  You do not need to submit to health care administrators and your doctor will means you do not have to take the measly salary. You do not have to work 50 to 60 hours a week. There is a different way, and I'm here to show you that path. This podcast is raw, unfiltered.
• 0:58
  I have not talked with the nurse practitioners in this podcast prior to the call, outside of an email exchange to schedule the episode. What you're about to listen to is a consultation session between a nurse practitioner and myself. It is real, it is unscripted, it is unplanned, and I have no idea what we're going to talk about. Anything and everything can happen during our conversation. The nurse practitioners in these episodes are struggling with an issue in their professional or financial life, and they have reached out to me for help. My goal is to help the nurse practitioner with actionable advice that will enhance and improve their professional, business and financial life. My other goal is to hopefully help my practitioner, sisters and brothers build a more productive, powerful and free life. So I hope the content information within these podcast episodes does just that. Alright, onto the episode. Hi everyone! Today we'll be talking to Kelly who is a family nurse practitioner. Currently she is working full time doing primary care home visits. She has a part time practice that she started about a year ago, where she provides men's health, weight loss and DPC services, sustaining assistance with patient acquisition, reducing patient churn and growing the practice. Hey. How are you? I'm good. Justin, thank you for having me on. Yeah. For sure. Thanks for hopping on here. So, uh, tell us a little about yourself. How long you been an MP for? And, uh, you know what you've been doing? Sure. So, um, I've been an MP since 2017. I started off in urology for a little while, and the call got kind of tough, um, working three different hospitals and everything. So then I transitioned and doing home health assessments, and I now travel all over the state of Florida. I work eight days on, six days off. And then I opened. Well, I opened my clinic back in on November this past year, so that's what we're doing. Um, so anyways, I focus on men's health, weight loss, and direct primary care because I'm in Florida, have to offer that service. And plus I started this practice because I had a lot of friends calling me without insurance, and they wanted medication refills. And I'm like, I need to do something. I need to do something legally. So that's what kind of got me motivated to do it. But then I really loved the weight loss side, and I also loved urology and men's health. You know, I like making men happy. They become Labradors. And so, you know, that's. Yeah, that's a little bit about me. Okay. So, um, so suddenly you got a pretty sweet schedule for your own business. You just worked eight days on, six days off. So you can really spend that six days. That's my full time job. So.
• 3:34
  Right, the way I'm working at is I'm usually off by 6: 00 in the evening. So I will do telehealth, like refills and things like that in the evenings when I'm out of town. And then the six days that I'm actually home, that's when I go to my actual clinic, um, and see patients here. So. Yeah. Yeah.
• 3:53
  Right, the way I'm working at is I'm usually off by 6: I mean, it works perfect. I mean, that sounds like a pretty sweet gig. It is? Yeah. Okay, so tell us about your practice. So you've been open for about a year now. How's it doing? Well, this is why I wanted to reach out to you. I've listened to a lot of your podcasts, and I've been trying to follow everything that you're telling everybody to the book, but I feel like I'm just not somehow getting it there. So, um, right now I'm at 23 consistent clients. Um, as you know, with the weight loss, they come and go. Um, the men's health. I've only got a handful. Um, but I just took your course, what, three months ago and just rolled out about a month ago. Um, they're pretty happy with me. Uh, the most of my business I've gotten from word of mouth. Um, the advertising has been a nightmare with the past year. I, you know, I sort of following all these other, um, nurse practitioners on Facebook and everything, and they're like, you got to advertise. You got to advertise. So what? My nightmare. What I wanted to talk to you about. Because I'm willing to invest in this company. But I don't want to make these wrong decisions again. So the biggest one, the biggest mistake I made was I found a pharmacy through on Facebook and there were very reasonably priced. But he said I had to be able to sell a certain amount of medication per month. And I was like, I just don't have that many clients, you know. And he talked me into doing his, uh, what do you call it? Advertising agency. He has his own. And he promised one thing and delivered absolutely nothing. 30 patients in 90 days. $20,000 later. Oh, Jesus. Fired him. It was a freaking nightmare. Um. And I've been kind of bitter over it, you know? Um. Well, yeah. So, listen, for everyone listening to this is why you not hear this. Yeah. Do not waste your money on marketing agencies. They will promise you the world and not deliver it. Right. It's.
• 5:56
  Right, the way I'm working at is I'm usually off by 6: Don't waste your money, okay? Yeah. Just. Yeah. Don't. Unfortunately, I didn't find you, Justin, until after all that happened. And I started listening to you back in April. And when I fired him, was pretty much. I found you right afterwards, so. Yeah. Um, so here's some more things that kind of been going on marketing wise. So I've had to have two websites. Um, not that I wanted to have two websites. I paid one company $2,500, and then they held my website hostage.
• 6:28
  Right, the way I'm working at is I'm usually off by 6: I paid them out, but they wouldn't give me the domain. And it was a Wix, um, website. So needless to say, when it came to SEO and all that, I just was not moving up on Google. So then I hired another company to do my profile, and they're actually doing a pretty good job. Um, I'm kind of getting after them right now because I really want to work on the TRT part, but the weight loss.
• 6:53
  Right, the way I'm working at is I'm usually off by 6: I'm number two. Number three. But I had to pay them $1,500 for that. And they're also working on the AI part of it to ChatGPT perplexity and all that. So I am seeing some difference there, but I'm still not getting any clients from it. And so that's very frustrating, you know. Um, uh, let's see, I've tried your boots on the ground.
• 7:18
  Right, the way I'm working at is I'm usually off by 6: I've joined Crunch Gym, where if you're a business owner for $140 a month, you can go out and have bender days where you set up a booth and you go and you talk to people, you know, get out there and get your name out there. And, you know, I haven't got anything from it, but it's a lot of fun. That's all I can say. You know, I I've also gone and made fliers and hit up barber shops. I've hit tattoo parlors, beauty salons, you know, I even have, like, sales rep bring donuts in, you know, cookies in. And I go back and follow up and just nothing has come from it. The other thing that I've been doing that's free, which is exhausting, is I've been posting on all social media platforms 2 to 3 times a day, making videos, educational content, um, cute videos, little things about me just trying to get my name out there. So that's really not. The other thing I tried to was the Zodiac. Um, that was a hit and miss. They charge you $45 per booking, and half of them, I swear, were bots or spam or. You know what I mean? They just didn't show up and the phone numbers were not correct. So these are just some of the things, you know, I know the SEO and your Google profiles, the biggest thing. I mean, I got 57 reviews and I don't understand what 57 reviews. Well, there are other clinics that are ranking over me that have 2 or 3 reviews. So I that's kind of frustrating too. All right. So let's break this down just a little bit. Where are you located? First off, I'm in Florida. Southwest Florida. It's like Fort Myers area, basically south of Tampa. Yeah. Okay.
• 9:06
  Right, the way I'm working at is I'm usually off by 6: Gotcha. I'm familiar with that area. I worked, uh, E.R. for about a year in Port Charlotte, so I'm familiar with the area. Okay. Um, okay, so number one, I mean, it's you're probably in somewhat of a saturated area. First off, I am I am, um, the weight loss. There's five clinics around me. Women's hormones, which I'm still working on that certification and getting to know it. Um, there's still five clinics around me. TRT is where I want to push it, because I am the only one on this side of 75 besides urologist. So everybody else is on the other side. Is there, um, of 75 or they're way south of me, so that's why I'm really pushing it.
• 9:48
  Right, the way I'm working at is I'm usually off by 6: Yeah. Okay. So yeah, that's what you should definitely focus on. Um. Number one.
• 9:55
  Right, the way I'm working at is I'm usually off by 6: Okay. Stop wasting your money on this shit. Yes I know. Yes. Stop. You may listen. You made a mistake that most entrepreneurs make when they first start. I'm guilty of it, too.
• 10:07
  Right, the way I'm working at is I'm usually off by 6: I've made the same mistakes. I couldn't tell you how much money I've spent on advertising that just did nothing for me. Okay. So you're not alone. I've done it before. People are listening to this right now who've done it as well. Okay. Unfortunately it's yours. It's. It's a speeding ticket to success. Okay. Look at it that way. You learned your lesson. Unfortunately, it was a very expensive lesson, right? Yeah. I'm still sick of my stomach over it, you know? Yeah, well, listen, listen, I've I've I've. I've blown $25,000 on fucking advertising things before, and, you know, it's just a waste of money. Um, it's a total waste of money. Uh, so whatever. Just let it go. It is what it is. At this point, you learned your lesson. You gain some wisdom from it. Yes, it'll learn the hard way.
• 10:55
  Right, the way I'm working at is I'm usually off by 6: It just is what it is. Okay. For people who are listening to this who are just getting started. Do not waste your money on that stuff. It is a waste of money. Okay, for the most part it is a waste of money. Now, I'm not saying advertising in general is a waste of money, it's just advertising agencies and these different things are typically a waste of money. Now, sometimes you can find someone who's really good that knows what they're doing, but the issue is you got to pay to play.
• 11:23
  Right, the way I'm working at is I'm usually off by 6: The marketing agencies that are actually really good are not cheap, and you have to spend a lot of money on your ad spend itself. Right. So just I would just, just just stop wasting money on it. Okay? So let's just reset. Let's focus on what's the most important thing here that's generally free. So you're doing the correct things. It sounds like you got 50 reviews on your on your, uh, on your Google, you know, business listing. So that's fantastic. So you got that locked in. You're putting content on your social media pages three times a day is completely unnecessary. Three times a week is all you got to do. Okay. Just relax. Three times a week is fine.
• 12:08
  Right, the way I'm working at is I'm usually off by 6: Yeah, I'm getting burned out. I was I followed, uh, Gary Vee to. And he's all about post post post content and I got on that roll and. Yeah. Yeah that's that's that's different okay. That's more digital businesses and shit like that. This is a clinic. Your strength is that you are in a physical location. So therefore you just need to lock in the ten mile radius around you. That's all you got to do. Everything else outside of that is a waste of your time. It is a waste of thought processes, a waste of energy. Okay. With these kinds of businesses guys with with brick and mortar practices, which is what you should do. Like if you think it's hard to grow a brick and mortar practice, try to grow a telemedicine practice. Only now it's impossible. I mean, it's not impossible, but very hard. You spend a shit ton of money on advertising, okay? It's very hard to do just because there's too many people doing it. So you have a physical location. If you're going to do telemedicine only, you do it in one little area and that's it. Right. This is just how you separate yourself. So so you got that locked in. You got your Google reviews. You are trying to transition away from weight loss and focus more on the men's health. Correct. I'd like to to a point that right now weight loss is where I'm where it was keeping me open right now. You know, that's that's the case for most people. Weight loss was a great cash cow. And it just isn't that great anymore because everyone's doing it right. That's the problem.
• 13:42
  Right, the way I'm working at is I'm usually off by 6: Um, now, I do want to talk about packages eventually, but let's keep going on this. But I do want to talk about packages, about prices with that too, with my margins and everything. All right.
• 13:53
  Right, the way I'm working at is I'm usually off by 6: We'll talk about that after this. Let's talk about patient acquisition first. We'll talk about pricing. That's the that's the most important thing. Yeah. Okay. Um, and just also be careful. I don't know what book you just flipped right there, but there's a microphone or something right there.
• 14:06
  Right, the way I'm working at is I'm usually off by 6: Just hit it. No big deal. Okay. So, um, so anyways, though, so your, your Google review is updated, all of that stuff. You have reviews, you have a website. You are hopefully posting at least an article every week on it. Well, I'm up to 30 blogs on it now. This new website is literally maybe two months old. So yeah, I've been putting blogs up using AI on that nice, nice, steady SEO sort of a thing. I'm assuming you're using ChatGPT or whatever to help you write these? I am. Okay, so when you prompt ChatGPT to help you write these, tell it. This needs to be optimized for SEO and geo generative engine optimization. Okay. I've been telling them that to do that. Yes, absolutely. Okay. Gotcha. Okay. That's just a long game. So number one here is you just need to be patient. Okay I know you want to make money. I know you want this thing to grow quick. I get it, all right I do. But the name of the game here for success with a clinic is patience. It just takes a little while to really gain that momentum.
• 15:17
  Right, the way I'm working at is I'm usually off by 6: Okay? People who quit, they just. They they never get there. And they could have been literally three months away from it finally becoming successful. Okay. So with men's health particularly, you got to be patient. You can advertise as much as you want. Chances are it's probably going to be a waste of your money. So you got to be patient. So number one is patience. Number two. Let's rebrand this. I think you probably need a rebrand. Okay, okay. There's some kind of disconnect here. If 50 something reviews, why are people calling you all the time? Yeah, I agree with you 100%. There's guys. Are they not calling? There is. There's a disconnect here. There's something wrong.
• 16:01
  Right, the way I'm working at is I'm usually off by 6: There's some kind of disconnect. I don't know what that is. So if you want to focus on men's health and get more away from the weight loss, I think that's a good idea. I think most people should try to get away from weight loss if they can. It's saturated, show it's it's not even worth it. You know, when read a true tide is finally approved and comes out, it's it's going to get worse.
• 16:23
  Right, the way I'm working at is I'm usually off by 6: Um, so anyways, keep. Weight loss as a service dogs don't throw it away. It's obviously a I mean don't I mean keep it or you know, why not. But it should not be your base anymore. You should really start trying to push this men's health. If you're the only person in your area doing it, there's no reason why you should not be succeeding. So you need to rebrand the practice for men's health. Okay. If that's what you want to focus on. Now you're talking about doing women's HRT and stuff as well, which is okay. There is definitely a need for that. I don't want that to be my main focus. The way I look at it is if you treat one person, one if you treat the man, then you also need to offer to treat the woman too, you know? So I want to be able to do that. But I don't want women. I've got five clinics here already, like literally on my street that I'm on. I don't want to, I don't, I don't I think it's too much competition. Does that make sense? I want to offer it, but not be my main focus. Don't even worry about it then. Okay? Separate yourself from the noise. So what you have to do, you have to make yourself the the light in a dark room. Okay?
• 17:30
  Right, the way I'm working at is I'm usually off by 6: You have to make yourself that one little light in a very dark room. That's what you. You have to separate yourself. You have to be different. So what I want you to do is I think you should just rebranded to Men's Health. Okay, okay. Just just rebrand it and see what happens. So your Google business listing changed the name? Whatever. Men's health testosterone clinic. All right. Try that on your website with that. So, um, the question is, if I do that, well, if I change the name, does it have to match my PLC with Google?
• 18:07
  Right, the way I'm working at is I'm usually off by 6: Your your PLC with Google. Yeah. You know when you do a Google profile I think I remember them when I first opened it. They made me give them kind of could be wrong I could be I've done so much stuff.
• 18:18
  Right, the way I'm working at is I'm usually off by 6: Um the the PLC like that, I was a true business. This was how you should be able. I mean, you should be able to get in there and just change the date. You should be able to change the name a little bit if you want. Okay. Because I when I got my new website, I had to change it from what the name of the clinic is to. And I actually like the name of the domain of the website has more hormone related verses versus direct primary care. Does that make sense? Yeah, so do you.
• 18:46
  Right, the way I'm working at is I'm usually off by 6: Yeah. So just do a DBA. Okay. Okay. Whatever the whatever the core name is of your business. And then just hyphenate it. Men's health and testosterone clinic. It's literally all you got to do. Okay. All right. That's whatever the core name of it is. You know, the main noun or whatever. Just. And then just men's health. Real quick. It's fine. Okay. You're a real business.
• 19:09
  Right, the way I'm working at is I'm usually off by 6: Don't worry about it. Just change that name and then your website. Use some rebranded. Okay? Change the name. Everything should be men's health focus. Okay, let's see what it does. Um, you know, still offer weight loss and that sort of thing as well. Sure. Why not?
• 19:29
  Right, the way I'm working at is I'm usually off by 6: Um, DPC, how many DPC patients do you have? Three. I really do have three, but I have to offer it because I'm in Florida and with the autonomous license, you have my Florida. That's right. Yeah. That's right. Yeah. So yeah, whatever. Just offer it. There's head on the website. You should offer primary care. It's men's health. Primary care. Right. Exactly. Yeah, yeah, it's men's health concierge. Primary care. It's men's health concierge care. We, you know, treat you for your testosterone, men's health and primary care needs. Just. Yeah. And we do. And you do, right? You're not lying about it. Yeah. So I think that's just what I would do. I would just figure out how you got to rebrand this thing to make yourself different compared to everyone else out there. So you can do that. Okay. Okay. Um, so I would start there. Do not waste money on advertising anymore.
• 20:21
  Right, the way I'm working at is I'm usually off by 6: Um, just stick with that and be patient about it. Now, if you're going to go men's health, you need to figure out who these patients are typically. Right.
• 20:37
  Right, the way I'm working at is I'm usually off by 6: They're going to be mostly these police officers, firefighters, etc.. It's going to be a lot of your patients. Yeah, I have hit up some of the fire stations, but a lot of them are already on it. But they get it from their PCP. So. Right. Yeah, that's the problem. Some people like it. They're heavily if they're using their insurance, that's kind of, you know, they're going to try to get their PCP to give it to them. Yeah. So um, so anyways, all you got to do is just get at least 1 or 2 those guys in there that they tell everyone else about it. Right, right. So I think you just do some rebranding and just be patient. Just give it a little time and see what happens. Don't be in any kind of super rush. I know it sucks not making any money, but is the revenue coming into the practice is at least paying the bills? Yeah. So, um, until this past month, um, I've done a lot of trimming down the fat with all the bills and everything. I'm bound to the bare, bare minimum of what I need. Except for the SEO guy. Um, but until then, my overhead is nothing. It's $1,800 a month to run the practice. And then. But I was still short $600 a month this month. Actually, this past month, I actually made money, and I did a little. Happy to answer it. It wasn't much money, but at least it was over break. You know, it was something. Something to celebrate. So yeah, I would, uh, I would just cancel the SEO guy wasting your time. Okay? Just cancel it. It's it's not rocket science. Just put content on your website, get Google reviews. That's it. All right. Okay. Uh, just don't waste your money. Um, just tell them. Listen, guys, I'm not. I'm not getting any patience from this whatsoever. I'm not. I'm not seeing any results. Sorry. Okay. That way you're saving yourself some money there, right? Yeah. Um, so if your bills are being paid, then, you know, your your main job is at least paying for your personal life. Right? Right.
• 22:35
  Right, the way I'm working at is I'm usually off by 6: Well, I mean, I just want to grow the clinic. I can continue doing the other job for now. My. You know, my husband and I, we're doing very well paying off all our debt. Um, December, we should be. Except for two big things. Pretty much debt free, which I'm. We're super excited about. And I'm hoping in April my timeline is because I want to put a good, healthy stuff, you know, amount of money away. I would like to drop down to part time with a travel job, you know, and invest more into timewise into the clinic. Yeah, that's the goals. But I don't know if it's necessary to do that quite yet. I mean, even if you're going to want to do it in January, I mean.
• 23:19
  Right, the way I'm working at is I'm usually off by 6: I don't think so. Not until I get more clients. I don't think it's. Yeah. Correct. It's not a good idea to do that. There's many days I just sit here and twiddle my thumbs, you know? Correct. Right. What are you going to do? Exactly. So he might as well be out there making money, you know. So, um, so if you're covered personally, then that's what I'm saying. You can be a little patient here in Patience is the killer of a business, right? So don't get impatient. I know that you want to grow this thing. I get that, but, yeah, it's hard. Especially when the year one year anniversary is coming up. It's like, yeah, what am I doing? Most. Listen, most people don't really see any kind of real success until year 2 or 3. Okay. So you still got quite a bit of runway here. You gotta do a little bit of a pivot. So that's just what I would do and just be patient about it. You got a job over here that's paying your bills. The clinic is now paying for itself. All this requires is some time, right. And you just have to accept the fact that, okay, I'm not making any money right now, but that's just that's part of it, you know, most, most successful entrepreneurs don't pay themselves a dollar for years. Yeah, that's. I've heard you say that so many times, and that's kind of where my mind track is. You know. So yeah. Yeah, I didn't really didn't make for really a couple years. You know, when I first started, you know, I was doing medical cannabis evaluations over here, making money, I was doing I started my men's health clinic. I started the elite nurse practitioner. I started all these things in the span of just like two years. And I really didn't pay myself a dollar for 2 or 3 years. You know, every dollar I was making was reinvesting right back into the business, you know, and a lot of it was wasted on advertising and stuff like that. But I just that's just how it was. For 2 or 3 years. I kept working at this urgent care over a year because of shifts in the air and like that to pay for my personal life. That's just what I had to do. And it sucked.
• 25:23
  Right, the way I'm working at is I'm usually off by 6: It was a grind. But at that three year mark, finally the heavens opened up. I was like, fuck! I'm finally starting to make some fucking money. You know what I mean? Like, yes, I bet I've gotta get there, Justin. I hope I'm not getting enough, that's for sure. If I was going to give up, it would have been back in March when I lost all that money. So. Right, right. Right, right. So you kept your head up and you just went through it. So I would just try to simplify this as much as possible. I think you're just doing too much right now. I don't think it's necessary to do all this crap. I just I just don't change the name, rebrand, pivot and just see what happens and just be patient. People will call you. It will just take some time. They might take six months to get 30 patients. It might take a little while, you know. Yeah. But the more you get, the more it's going to compound from a word of mouth standpoint. You just got to be patient during that initial, that initial momentum, right. It's just like an airplane taking off. It has to use all of its power to get off the ground. But once it gets up to cruising altitude, you can back off quite a bit. Maintain. Right. It's the same thing with the business. It's the exact same thing.
• 26:33
  Right, the way I'm working at is I'm usually off by 6: You just have to push it hard and just give it some time. And most of that energy you're putting into it is just being patient. Just giving it some time. Fighting the urge to always try to do something. That's that's part of my inner battles. Because I remember I said I was doing 2 to 3 posts a week or not a week a day. It's like, well, I'm sitting in the office. What else am I going to do? You know, I might as well try to be productive. You'd be better off going to Facebook groups and stuff and just trying to and just start talking to people. You better spend your time doing that. I do actually have a lot of Facebook groups that the guys message me, but unfortunately with my VA, I'm only in Florida and most of them are not in Florida. So I did start a TRT group on next door. I thought maybe end up getting a little. I mean, I just started it two weeks ago and I've got nine people on it in there now. So I mean that's something that's something, you know, that's something. Start maybe a TRT starting men's health Facebook group for your area, for the county or whatever. Just whatever you can do to just begin talking to these guys. That's just what you should really be focusing on three posts a week. Fuck it. Just leave it there. You know, three times a day is completely unnecessary unless you're trying to scale some multi-million dollar, you know, digital SaaS business or something. Like, it's just it's not necessary, right? And just fight that urge to do something. It's just like investing, right? It's just like investing in the stock market. You have a brokerage account, you get your four one K, you got your IRA or whatever, and you're always wanting to optimize and piddle around and sell this and buy that and all this, when ultimately you just left it alone, you probably would have made more money. You know, it's the same thing with a business. Sometimes it's just better just to back off it a little bit and just give it time.
• 28:24
  Right, the way I'm working at is I'm usually off by 6: All Right. All your ducks are in a row first. And then just be patient. All your ducks are basically in a row here. You're doing everything that you should be doing. It sounds like all you gotta do is just do a little bit of rebranding and then just be patient. All right. Now what you should integrate into your into your business ASAP is some kind of referral program loyalty program or something like that. When you get the men's health patients client coming in, you need them to start referring patients to you. And so you need to be generous. All right. So so the weight loss I have if if a person if you send me somebody, you get $25 off and they get $25 off. And I do the same thing with the, with the men's health also I have well it's supposed to be on there. I don't know if it's on there now. My website is a little wonky over the weekend, but it's supposed to say also firefighters and policemen get $25 off, you know. So yeah, you can do that. You can put a first responders discount or whatever on there. That's okay. Your referral program, though, is that's just. That's on your back and you gotta put it on your website. Okay. But you just make sure you clarify it. You tell every single patient, you never let an opportunity pass you by. Because remember, it's always going to be cheaper and more effective to maximize and utilize your established customer base and find new customers, right? I mean, I agree in that lesson. So generous. Be super generous for a while. If you refer me a paying client, your next month is free. I can do that. Motivate the out of them.
• 30:02
  Right, the way I'm working at is I'm usually off by 6: I can definitely if someone refers you ten patients and they get a free, a free, a free year of treatment from you. How much does that cost you? It doesn't cost you much at all. No it doesn't. Now it cost you very little. And then you have ten patients who are now paying $150 a month. It's $1,500. It pays for itself. Right quick. In two weeks, it pays for itself, right? It does. Generous as hell with it. Okay.
• 30:37
  Right, the way I'm working at is I'm usually off by 6: If you offer them a free month for a paying patient referral. No no no no no. They have to actually be an established patient. Yeah, they have to be. Yeah. They have to come in. Established patient. I just do it. Not just a lead. No, uh, an established patient. You do that, you will get. You will get some guys in there that will be like, oh, I got lots of friends. Okay, you know what I mean?
• 31:01
  Right, the way I'm working at is I'm usually off by 6: Yeah. So that's what I would do. Okay. Every single one of them coming in, give em a free ball at to Daleville or something like that for a review. I get them reviews up to a couple hundred, if you can. Okay. All this stuff is super cheap, essentially free. This is what you focus on right now and just be patient. Okay. Okay. So that's the patient acquisition that that's my suggestions for you in terms of packaging and pricing now. Okay. So pricing wise for Men's Health, um, my initial visit, um, charging 250 um, profits 9650 and then gross margin 38%. So is that is that fair? That's what labs everything. Um, so you charge 250 bucks and includes labs? Yeah. You're making 40% about margin at about 38%. Yeah, it's not great. But then my margins after that, if I send them a bottle every month is 73%. Well that's good. So the first one to kind of eat it, but the rest of it, I mean I think 73% is pretty good. And then my three month package is at the gross mark, and my six month packages that I've come up with the gross margins still 33%, but I do not offer labs at the labs are only during the initial visit. After that, they have to pay for the labs. Now that's reasonable. That's reasonable. Yeah.
• 32:24
  Right, the way I'm working at is I'm usually off by 6: Usually the first visit, you kind of just eat it. Yeah. Just kind of eat it. But you make the money on, you know, the monthly basically. So that seems reasonable to me. I mean, is that, uh, what are you charging monthly? Uh, 159. I called around a lot of the clinics around here, and I had my husband do it, too, just to kind of get what type of numbers. And they're running about 161 80 is what I was saying, what I'm hearing. So it's reasonable. Yeah. Yeah, that seems reasonable to me. Um, I don't think you necessarily need to change it. The packages, though, only a 33% margin. No, no, 73%, 7373. Okay. Gotcha. Yeah. Yes. That all sounds reasonable to me. It's funny, because I remember I was talking to my husband last night, and he's never really like Kelly. Should be doing TRT. It's always weight loss. Weight loss. And I was and I wanted to talk to you.
• 33:21
  Right, the way I'm working at is I'm usually off by 6: So I was like, I need to prepare to talk to Justin. So let me go over my notes. Okay. He was blown away with the margins with the tart. He was like, oh my gosh. And then when we googled, I said, let me show you something. There's hardly any clinics on this part of where we live. And he's like, you're right.
• 33:36
  Right, the way I'm working at is I'm usually off by 6: I said, he's like, you are right. You need to be pushing it. Because all he heard was my margins.
• 33:41
  Right, the way I'm working at is I'm usually off by 6: But the weight loss, which they're really good too. I mean, there's 62 to 68%. So I mean, they're pretty good too. Super good margins. You should always be striving for a minimum of 40% margin and you're way above that. So you're doing I mean, your pricing is fine. I don't think you need to change anything like that. Yeah. I don't think you need to change anything whatsoever. Right. And, um, maybe try to sweeten up the deal a little bit, get people maybe locked in a little bit better. Um, for.
• 34:15
  Right, the way I'm working at is I'm usually off by 6: So the visit. So it includes the visits. Includes the testosterone, the syringes. What else does it include? Oh, so for the actual membership, that's what it includes, the visits and the medication, syringes. And then if you like, let's say you're new and then the six week, the six week, eight week follow up, you do have to pay for the labs. It's 80 bucks on top of the $159. So yeah, that seems reasonable. Um, beef it up a little bit. Add B12 injections, add just some. Just add some cheap stuff that cost you nothing, okay? Just beef it up a little bit. Guys like that and the extras all should be included. If you're doing that, you know, just include these things that are super cheap. Can you dispense out of your practice in Florida? No. My lawyer said, um, I had the dispensary and Isa Kelly and your best interest. You probably should get rid of it because it's going to be more of a thorn in your side. So I got rid of it. I kind of contemplated, did I? Did I do the right thing? You know, he said, I can give it in there, but I can't sell it to them. So he says, you can give the injections in the office. You just can't let them walk out with it without just dispensing non controlled substances. Just meant test result. Clomid, metformin, whatever. That's kind of what he said. So I mean but I could order it and just have it shipped to their house, you know, send them a free bottle. Yeah okay. So NPS can't dispense the meds at Florida. You can if you had the dispensary license, he said. If you do that, I open a can of worms. They can come in and bust it into your office and look through all your documentation and everything else, he says. It's a big deal if you if they decide they want to come at you. So he says you would be better off just ordering the stuff and having them shipped to the people's houses. I said, no problem. I mean, while I tend to agree from a headache standpoint, I mean, I agree with him there, but from a margin standpoint, it is so much cheaper to dispense. Not like don't dispense control. It's pain in the wrong controls though, is it's not rocket science. It's pretty easy. You know, you can use systems out there like. You can buy medications bulk from them to Daleville. Sildenafil. Com PDR. Com. Yeah you can. And then they give you the dispensing system to use to make sure you're compliant for free. Oh, okay. Why not? Yeah. I mean. Yeah.
• 36:43
  Right, the way I'm working at is I'm usually off by 6: A bottle of tadalafil 30 count cost you $6. Oh, well, that's way cheaper than what I'm getting it from the compound. Yeah. Yeah. Yeah. And you just dispense the bottles there. They come in 30 count bottles. You don't have to do anything. You slap a label on it and give it to them. Okay. Do it. You know what I mean. Increase your margins that way. Okay. So that's. I would look into it.
• 37:06
  Right, the way I'm working at is I'm usually off by 6: It's pretty easy. I will definitely look into it I look. I look into that. Okay. Um, but otherwise I think your pricing, I think everything is. I think it's reasonable. Okay. I think everything sounds fine there. Um, you're you should be hitting your margins. Just try to beef it up a little bit, okay?
• 37:23
  Right, the way I'm working at is I'm usually off by 6: Yeah. My weight, even my weight loss, which I'm trying to get away from, but I am actually I'm very competitive with, like, even the big box stores. I mean, they can't even offer what I'm doing. You know, I've got some really good pharmacies that are really are marking their prices down. So, um, and it's a race to the bottom with weight. It is totally a race to the bottom. That's, uh. You're right. Yeah, yeah. I remember when GLP ones first came to compounding pharmacies three years ago. It was so expensive. Now it's like it's just it's a race to the bottom.
• 37:55
  Right, the way I'm working at is I'm usually off by 6: It is, it is. So yeah, I just avoid it. I do have questions about peptides because I took your course and I would like to offer them, but I'm just kind of scared even asking the lawyer he said not until like the the Mott. See the BPC 157 actually get cleared with the FDA. I probably should not offer them only because I'm an autonomous nurse practitioner and not a doctor in the state of Florida. What do you think? What are your what is your opinion on that? I think they're extremely safe. And what's the issue? Oh, I don't I just don't want them coming after me saying you're doing beyond direct primary care, you know. So I mean, fair enough. But you know, how many clinics in Florida are doing this. And as nurse practitioners only know collaborative docs? Uh, yeah. Hey, you know, people are doing this all.
• 38:47
  Right, the way I'm working at is I'm usually off by 6: Everybody but me who should be jumping on it. Everybody. I mean, is there a chance that they decide to pick you and make you an example out of you? Of course there is.
• 39:01
  Right, the way I'm working at is I'm usually off by 6: There's. Oh there's that. That's that's a chance for anything. You're prescribing testosterone and a guideline. We think you're out of scope. They come after you if they want. Right. Right. Weight loss. Oh, their BMI was only 29. Why did you prescribe them to his appetite? You're out of scope. I mean, fuck, this could happen with anyone at any time. Okay. Should you completely freak out about it? And, you know, not. Oh, yeah. Right.
• 39:31
  Right, the way I'm working at is I'm usually off by 6: I don't I don't I don't see a problem. There's sure there's always a risk. That's the risk of doing this, you know. So I personally prescribe it. I prescribe lots of. I put that on my practice. I don't I don't worry about. I get it from a competent pharmacy. I never do lab crap. I never send this through a lab, you know, or some research. Chemical only. No, no, no, no, I just I just do the compounding pharmacies, I, I do it the correct way. Is it off label? Of course it is. Okay. So what the harm a patient. No, I do not. Right. Okay.
• 40:05
  Right, the way I'm working at is I'm usually off by 6: So I don't think I would worry too much about it. Okay. I mean, I do have people asking about it, so I think it's fine. You know, it's better for them to get BPC 1573 from a competent pharmacy who's done 100% trolls on it, then get it from fucking some Chinese website or something. It's yeah, it's a risk reduction thing. Yeah. The gray market's kind of out there, huh? It's all you see on TikTok and everything. So yeah. Yeah, I don't think I'd worry too much about it, to be honest with you. Now try to stick to more of the approved ones, obviously. Okay. Like, you know, I predominantly do.
• 40:42
  Right, the way I'm working at is I'm usually off by 6: Tessa Moreland, that's probably the biggest peptide that we prescribe. Test more and smaller.
• 40:47
  Right, the way I'm working at is I'm usually off by 6: Those are pretty much the big ones, right. What about the GHQ? A lot of the females. That's fine.
• 40:52
  Right, the way I'm working at is I'm usually off by 6: That's the problem with that. You know, copper peptide or whatever. I don't see an issue. You know, I just don't think that I just I don't think the powers that be really care about some of these things. There's so many bigger fish to fry, you know. So I just I personally sleep over it.
• 41:10
  Right, the way I'm working at is I'm usually off by 6: Okay. Okay. And most people I talk with don't I mean there's primary there's orthopedist now who are prescribing BPC 157 for their patients as they should. Well it's got good benefits. So yeah, absolutely it does. Yeah. So I wouldn't worry too much about it. Any other questions? I think that's about it. Um, I was going to ask you, but you kind of answered my question before you even asked this. I was going to ask you about legal script, but like you said, I don't need to be worried about advertising. So our script. Yeah. Legit script. I wouldn't worry about it. Okay. It's just gonna end up more complication to your business right now. Okay. You know, you're you got such lean margins right now. I think that your better bet is just to be as patient as possible. And just let this thing do its thing for a little while. You know, I mean, if you had hundreds of thousands of dollars to just say, I'm just going to invest $100,000 into this business and just go full blown on it then. Yeah, sure. Get legit script certified. Have the infrastructure ready, then do it. But you're not in that. You're not. You're just not in that position.
• 42:23
  Right, the way I'm working at is I'm usually off by 6: And it's just now you're gonna spend $5,000 to get legit script certified. Go through that headache for 3 or 4 months and then and then have, what, $500 a month to advertise on Google?
• 42:35
  Right, the way I'm working at is I'm usually off by 6: Right. I don't I don't see a point if you're going to spend 5 or $10,000 a month on it. Sure. You know, but not at this point. Sorry. Okay. That was I don't remember this.
• 42:48
  Right, the way I'm working at is I'm usually off by 6: Most of the most successful practices I've ever talked with, it's it's almost all word of mouth of every single one of them. But every single one I've gotten has been word of mouth so far. So. So there. That's the proof right there for you. You're like that's what's working. So that's what I need to double down on. Yeah. How do I get my patience to refer people to me?
• 43:15
  Right, the way I'm working at is I'm usually off by 6: Yeah. Incentivize them more. You're better off spending money that way than you are on some marketing agency. You're right. I mean, 100% correct. I like the whole idea of giving away free months for every referral. I'll give somebody a year away. Heck, yeah, I'll do it. You can give me ten clients, you know. Absolutely. So people who are going to be, like, super motivated for that. Like, hell, I can get free treatment. I got lots of friends. I got lots of buddies I'll talk to, you know, and they'll go out on their way and drop it. They will. So. Yeah. Okay. Any other questions? I think you've answered them. I really appreciate it. I told you I was going to be a hard one a little bit. I mean, you're doing so many things the right way. It's like shit. I mean, what are we. That's.
• 44:00
  Right, the way I'm working at is I'm usually off by 6: That's how I feel. It's just like, golly, I would have beat my head in the door. Yeah. Yeah. I think ultimately, it's just sometimes it's better to do less. Okay. You know, I think you're just better off just doing less. At this point, I mean, you know, you learned all your lessons. Sometimes it's just that's just is. It is what it is. I've wasted tens of thousands of dollars on advertising. I mean, just complete waste of money. It just is what it is. I won't do it again. You won't either. No, I never will do that again. Ever. Ever, ever. And they call you every day wanting to and email you. Every day wanting you to take, you know, join their advertising companies. And it's just it's a bitter taste. But, uh, yeah, these people are sharks. They are going out of their way to contact you. Assume they're a shark? Absolutely. They just are. People are sharks. They're scumbags. They just are. Yeah. You know, just.
• 45:01
  Right, the way I'm working at is I'm usually off by 6: It's too good to be true. It's probably too good to be true. Yeah. 100%. So yeah, I like the A in the episode, you're asking me a question. You have a question for me? Curiosity. Anything like that? Sure.
• 45:11
  Right, the way I'm working at is I'm usually off by 6: So. And I noticed that you like fishing. Um, what is your favorite type of fishing? Saltwater or freshwater? Oh, saltwater for sure. Okay. Yeah. That's fun. I mean, I mean, the difference between catching. Okay. So I just, I, I literally just I just got back from Idaho. So if, like, you're on my personal Facebook, Instagram, it's just Justin Montgomery. So if you want to follow me, just follow me there. It's mostly just fishing pictures, but like, uh, but like I just posted a bunch of pictures on there. I was just I was up in Idaho Falls last week, and, uh, I fished for a week. Um, I actually went fishing with a guy I met at, uh, our San Diego conference last year. So, like. Oh, that's cool. I met at the conference and we were just like, let's go fishing, dude. So, um, so I was up in Idaho Falls last week and we fished for five days straight. We floated the snake River for five days straight. Fine. I mean, we I probably caught 100 fish or something like that in those five days. It was a blast. It was just all trout, though, you know. The biggest one I caught was maybe about 8 pounds, which is a big trout. But I go deep sea fishing. I go deep sea fishing at least once a year. It's expensive. It's. It is. It's fine. It's so much fun though. Yeah, but it's like 1500 bucks for an eight hour day. That's minimum, you know. Yeah. And, uh, but, geez, like, my personal best was a 350 pound blue marlin. Oh, my gosh, that's. I thought that that was going to be my bucket list. But I caught last time I caught a 48 pound macro. Not what is it.
• 46:43
  Right, the way I'm working at is I'm usually off by 6: Oh gosh. I can't even think straight. It's the long skinny one, not a massive Wahoo 48 pounds about burned my arms off. Literally four hours. I'm crying, I'm about to throw up. And I was like begging my husband to take the bag, take it. And he wouldn't take it. So yeah. Yeah, That's. Yeah. That's a big. Wahoo! Yeah! Yeah. Yeah. So. Yeah. So much fun. It's just. It is a good time.
• 47:09
  Right, the way I'm working at is I'm usually off by 6: It is. Yeah. Yeah. Uh, cool. All right. Good question. All right, well, listen, if you ever, uh, have any, uh, you know, any other questions, just let me know. Just hold tight before you hop off these. You know, the episode finishes uploading, and, uh. Yeah. I appreciate you hopping on here. Thank you so much.
• 47:23
  Right, the way I'm working at is I'm usually off by 6: Thank you for your help. All right. Thank you. Bye bye. Thank you for listening to the show. Quick legal disclaimer the content of this podcast is meant for informational and entertainment purposes only, and should not be used as legal, financial, medical, regulatory, or practice. Specific advice for information pertaining to your specific legal, financial, medical, or practice specific needs. Please be sure to consult with your lawyer, CPA, medical director, and or your state's practice laws and the most up to date clinical guidelines. As always, do your due diligence when it comes to any information found online in podcast. The content in this podcast is copyrighted by Galaxy Medical Southwest 2023 and cannot be duplicated, rebroadcast, or reproduced without our written permission.