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<v Speaker 1>This is Medical Millionaire, the podcast helping your METSPA increase

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<v Speaker 1>in status, visibility, and profitability. Join your host as he

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<v Speaker 1>dispels mis shares trends, and gives you actionable steps today

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<v Speaker 1>that will take your medical practice to the next level.

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<v Speaker 1>Here's your host, expert marketer and founder of Growth ninety nine,

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<v Speaker 1>Cameron Hemphill.

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<v Speaker 2>Hey, what's up everybody. Cameron Hempil here your host for

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<v Speaker 2>Medical Millionaire. Hey, guys, thank you so much for taking

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<v Speaker 2>the time to tune into the podcast. Our goal is

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<v Speaker 2>to give incredible value and insight for practice owners. So

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<v Speaker 2>if you have a METSPA, you're looking to scale your

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<v Speaker 2>met SPA, you are looking to get into the medical

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<v Speaker 2>asthetics space, this podcast is one hundred percent designed for

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<v Speaker 2>you and help you elevate and take your practice to

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<v Speaker 2>the next level. My team and I we have worked

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<v Speaker 2>with METSPA owners all over the country for years. We

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<v Speaker 2>see one set are growing year over year, very healthy growth,

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<v Speaker 2>and we see others that are actually closing their doors

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<v Speaker 2>and it's really very sad. So it hurts to see

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<v Speaker 2>like an entrepreneur coming to this industry and the space

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<v Speaker 2>and have ambition and motivation and you know, spend time

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<v Speaker 2>and effort, energy, money, you know, all the resources that

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<v Speaker 2>it takes to put into open up a practice to

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<v Speaker 2>to ultimately have to close the doors and you know,

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<v Speaker 2>see that dream go away. And so what I want

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<v Speaker 2>to get into today is give you some some tools

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<v Speaker 2>and some tricks that can help you maintain your patients.

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<v Speaker 2>AMSPA recently came out with like their State of the

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<v Speaker 2>Industry report. I've talked about it on a couple of

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<v Speaker 2>the previous episodes, but they one of the interesting things

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<v Speaker 2>that always like just seems to come to my mind

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<v Speaker 2>after reading that report talking with the CEO over there, Alex,

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<v Speaker 2>is how much they spend, So how much you pay

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<v Speaker 2>spends the first time they come in, and what that

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<v Speaker 2>average looks like. And this is from a national average,

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<v Speaker 2>is not broken down from like a specific region, so

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<v Speaker 2>you know, these these numbers could be different however, based

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<v Speaker 2>upon what they spend the first time versus the second time.

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<v Speaker 2>Looking at that data, I know is the very interesting

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<v Speaker 2>and it doesn't matter where you are, okay, So when

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<v Speaker 2>a first when a patient first comes in the door,

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<v Speaker 2>and from a national standpoint, they're spending right around five

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<v Speaker 2>hundred to six hundred dollars, like that's their first average

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<v Speaker 2>ticket at a national level. Okay, Now that number could

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<v Speaker 2>be bigger for you for your practice. It could be

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<v Speaker 2>lower for you for your practice. That's not what I

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<v Speaker 2>want to hit home. What I want to hit home

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<v Speaker 2>is ninety seven percent of the time they come back,

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<v Speaker 2>they spend more money. Okay, However, I see practices all

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<v Speaker 2>the time where the patients don't come back, So they're

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<v Speaker 2>not building up trust, they're not building up a foundation,

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<v Speaker 2>they're not building up loyalty. So the name of the game, guys,

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<v Speaker 2>is to retain your patients. Every single patient that you

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<v Speaker 2>bring in the door is going to cost you money. Right,

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<v Speaker 2>I don't care if they heard about you from a

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<v Speaker 2>word of mouth experience, they found you online, they found

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<v Speaker 2>you through social, they found you through paid social, they

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<v Speaker 2>heard about you at some sort of an event. However

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<v Speaker 2>they found you. That costs money. Right. If you're running

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<v Speaker 2>pay per click ads through Google, if you're running like

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<v Speaker 2>paid social ads and they come in that way, you're

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<v Speaker 2>actually spending ad dollars for them to come in. You're

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<v Speaker 2>spending time with them, right, time is money. So every

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<v Speaker 2>ounce of energy you spend with them any way, you

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<v Speaker 2>analyze it is costing money. The product that you sell

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<v Speaker 2>them costs money. Right, There's margin on everything that we

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<v Speaker 2>have to facilitate. The facility that you own or you

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<v Speaker 2>lease or operate, that costs money. You have utility expenses,

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<v Speaker 2>you have insurance costs, you have staff costs. Right, there

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<v Speaker 2>is costs involved for every single patient that comes in.

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<v Speaker 2>And you know, if you really break it down, that

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<v Speaker 2>first patient visit, even though you could look at it

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<v Speaker 2>on your P and L to where, hey, they came in,

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<v Speaker 2>they spent let's just call it six hundred dollars. The

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<v Speaker 2>margin on the product for me was let's just make

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<v Speaker 2>numbers easy, fifty percent. We made three hundred bucks. That's

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<v Speaker 2>what it's going to look like on a financial statement. However,

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<v Speaker 2>when you really factor in all the costs that was

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<v Speaker 2>encountered to bring that person in, Let's say your cost

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<v Speaker 2>per lead to get just the CPL, the cost per

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<v Speaker 2>lead because they found you online some sort of paid

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<v Speaker 2>search area. Let's say that that's fifty bucks. Right, So

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<v Speaker 2>in this scenario, now your profit is going to drop

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<v Speaker 2>down to two fifty right. Well, now, let's look at

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<v Speaker 2>all of your fixed expenses that you have, Like let's

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<v Speaker 2>look at employee costs, utility bills, insurance bills. There's also

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<v Speaker 2>going to be merchant fees that that go into that

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<v Speaker 2>if they're paying through a credit card, which a lot

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<v Speaker 2>of times they do. Right, So if you truly look

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<v Speaker 2>at how much you are netting on the first patient,

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<v Speaker 2>and if they do spend the six hundred bucks, you're

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<v Speaker 2>going to be more like in the one fifty range,

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<v Speaker 2>and potentially even lower than that, depending on what your

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<v Speaker 2>fixed costs are. If you're in a very expensive area

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<v Speaker 2>with you know, high rent costs, right, So you really

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<v Speaker 2>need to understand. And so once you understand the fact

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<v Speaker 2>of you're really not making a tremendous amount of profit

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<v Speaker 2>on that first patient experience, this is where I want

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<v Speaker 2>you to completely flip your mindset, right because I see

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<v Speaker 2>all the time, I need more patients. I need more patients.

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<v Speaker 2>I need more patients. That's fine, and that's great. New

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<v Speaker 2>patients are great. That there's there's a I'll have a

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<v Speaker 2>great episode on a strategy for that. And if you

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<v Speaker 2>guys are tuning in to the other you know the previous episodes,

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<v Speaker 2>I talk a lot about that as well. But you

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<v Speaker 2>need you need to flip the script completely, and you

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<v Speaker 2>need to have the best way possible to maintain your patients.

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<v Speaker 2>And so the practices that I see do an extraordinary

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<v Speaker 2>job of growing year over year without having to increase

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<v Speaker 2>their marketing spend a ton, right. They really just focus

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<v Speaker 2>on retaining their patients. Right. So that's what I want

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<v Speaker 2>to hammer home because when they come back and back

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<v Speaker 2>to what I was saying, like ninety seven percent of

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<v Speaker 2>them spend more money round two right now, when you

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<v Speaker 2>nail round two right, because they're going to come back.

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<v Speaker 2>They had a good experience, they like you, they like

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<v Speaker 2>the result they receive, they like your facility, they like

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<v Speaker 2>your personality, they like your expertise, whatever it is, whatever

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<v Speaker 2>is bringing them back. They now there's this trust that

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<v Speaker 2>is that has been anchored into the relationship. There's an

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<v Speaker 2>anchored trust and bond to where they're going to come

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<v Speaker 2>back and they're going to say, okay, now I'm going

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<v Speaker 2>to go all in, right, and the data shows that

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<v Speaker 2>actually spend double the amount. They spend double the amount

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<v Speaker 2>round two. So yes, it's important to get new patients

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<v Speaker 2>one hundred percent, like you always need to be growing

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<v Speaker 2>and building up your patient basis not an argument for that.

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<v Speaker 2>The argument is make sure to retain them because when

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<v Speaker 2>they come back for round two, you're going to make

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<v Speaker 2>double the amount of profit. Fact, you now don't have

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<v Speaker 2>a CPL cost, right, so your margin's going to go up.

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<v Speaker 2>They're going to spend more money, and so the goal

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<v Speaker 2>is to get them into round two. Now, once you

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<v Speaker 2>nail round two, the data shows that they're going to

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<v Speaker 2>stay with you for three to five years. Three to

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<v Speaker 2>five years is the loyalty, which is crazy, right, It

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<v Speaker 2>only takes two visits to create that loyalty in that bond.

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<v Speaker 2>So how do you do it right? Like, how do

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<v Speaker 2>some of the best practice owners do it? What are

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<v Speaker 2>they doing to maintain patient relationship? What are they doing

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<v Speaker 2>to maintain like this, this quality of service, this result

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<v Speaker 2>space medical aesthetics practice that really just like delivers the

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<v Speaker 2>quality and expertise as a provider. The one thing I

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<v Speaker 2>want you to do is I want you to take

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<v Speaker 2>a step back for a second and realize most providers

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<v Speaker 2>are not business owners or they don't run their practice

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<v Speaker 2>like a business. And I don't mean a fence to anybody,

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<v Speaker 2>And I'm just telling it how exactly how I see it,

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<v Speaker 2>what the data shows, and how it is right. So

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<v Speaker 2>for me, for example, the last thing you want me

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<v Speaker 2>doing is is putting a needle in your in your body.

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<v Speaker 2>I am. I did not go to school to be

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<v Speaker 2>a nurse practitioner. I'm not a not a doctor. I

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<v Speaker 2>don't have a PhD. What I do know is business.

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<v Speaker 2>I know business process, and I definitely know marketing, and

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<v Speaker 2>I know how to grow businesses that are very profitable. Okay,

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<v Speaker 2>so that's my expertise. Your expertise is being a provider, right,

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<v Speaker 2>And it's a really cool job. Actually, Like you guys

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<v Speaker 2>inspire me, Like how cool is it to go to

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<v Speaker 2>a job and actually like make people feel confident and beautiful?

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<v Speaker 2>That's pretty damn cool, right, So like I'm envious of that.

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<v Speaker 2>I think it's really cool. I think like changing people's lives,

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<v Speaker 2>like body by body is really really cool. So getting

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<v Speaker 2>into like the practices that just absolutely nail this experience

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<v Speaker 2>and understand because they look at the numbers as well,

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<v Speaker 2>they understand like, oh my gosh, like we are going

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<v Speaker 2>to make more money if we service these patients extremely well.

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<v Speaker 2>Our clients are going to come back, They're going to

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<v Speaker 2>spend more money and guess what else They're going to

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<v Speaker 2>refer you more people too, right, So it's not always

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<v Speaker 2>a numbers game of more headcount coming in the door.

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<v Speaker 2>It's a numbers game of keeping your patients super happy. Okay,

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<v Speaker 2>so let's talk about that. So I want to get

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<v Speaker 2>past like the point to where they're receiving the actual treatment. Okay,

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<v Speaker 2>it's one thing to get them in the door. It's

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<v Speaker 2>one thing to greet them. Maybe I can hone it

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<v Speaker 2>on that for a second. As they're coming in the door,

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<v Speaker 2>I want you to analyze this in a way. I

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<v Speaker 2>want you like, how are they coming in? Right? They're

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<v Speaker 2>coming in because they're actually they're excited. They get to

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<v Speaker 2>like take a break from being a wife, they get

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<v Speaker 2>to take a break from being a mom, they get

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<v Speaker 2>to take a break from like Okay, let's just let's

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<v Speaker 2>call it the being a husband or being a dad too, right,

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<v Speaker 2>Because we're also servicing the dudes that are out there.

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<v Speaker 2>In a way, I definitely go to my providers and

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<v Speaker 2>I love the service and treatment that I receive. To me,

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<v Speaker 2>it feels like like the places that I get to,

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<v Speaker 2>it feels like a SPA experience. So it's an experience

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<v Speaker 2>based environment to where I want to go back right,

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<v Speaker 2>which is really cool. So I want you to analyze that, Like,

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<v Speaker 2>think of it how you walk in, you know what

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<v Speaker 2>I mean, Like have you ever walked into a nice

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<v Speaker 2>hotel versus not a nice hotel? How are you greeted?

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<v Speaker 2>What was the experience? What brought you back with? I mean,

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<v Speaker 2>look at from a restaurant standpoint, a bar standpoint, or

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<v Speaker 2>if you have secret shopped practices, right, which I think

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<v Speaker 2>is a really good thing that practice owners should actually

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<v Speaker 2>do is see what other people are doing. So think

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<v Speaker 2>of it like have maybe even secret shop your own practice, right,

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<v Speaker 2>have a friend or family member come in, Depending on

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<v Speaker 2>you know how many people you have there. You may

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<v Speaker 2>be just one provider and run this runs a practice yourself.

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<v Speaker 2>So obviously you know secret shopping yourself. But zoom out

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<v Speaker 2>and see how you're treating like people. How are they greeted?

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<v Speaker 2>Are you greeting them in a unique way that makes

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<v Speaker 2>them feel excited because they're coming in, Like they could

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<v Speaker 2>have some vulnerability, it could be nervous, right, but at

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<v Speaker 2>the same time, there's this excitement because they're there to

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<v Speaker 2>actually boost their their appearance and confidence. So like, zoom

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<v Speaker 2>out and think of that for a second and then

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<v Speaker 2>as you know you have them come in, create a

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<v Speaker 2>way to where you are just elevating that you know

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<v Speaker 2>that experience right when they show up, you know, and

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<v Speaker 2>get to know your your clients, get to know your patients.

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<v Speaker 2>So like when you are conducting the treatment, right, a

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<v Speaker 2>lot of times I think that we get Hey, this

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<v Speaker 2>person's coming in for morphia say, or this person's coming

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<v Speaker 2>in for botox, they're coming in for filler, they're coming

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<v Speaker 2>in for semi glue tide, whatever it is, hormonal replacement therapy.

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<v Speaker 2>That's not why they're coming in. They're coming in because

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<v Speaker 2>they want to feel better and look better. That's it.

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<v Speaker 2>So give them that experience, match that experience with the

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<v Speaker 2>result that they're looking for. Make it an emotional connection.

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<v Speaker 2>Then when you're conducting the service and treatment, whether it's

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<v Speaker 2>you as a single provider or you have staff or

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<v Speaker 2>whoever's doing it, everybody needs to be building rapport. Understand

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<v Speaker 2>like what are their hobbies? Ask them questions, right obviously,

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<v Speaker 2>once you get past the whole clinical side and there's

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<v Speaker 2>like that moment to actually get to know each other.

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<v Speaker 2>Ask them about their family, ask them about their hobbies,

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<v Speaker 2>ask them about their kids, ask them what they do

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<v Speaker 2>for a living, you know, where are they from? And

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<v Speaker 2>then as you are asking them, make sure to be

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<v Speaker 2>a good note taker. So I see some practices that

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<v Speaker 2>have administrative staff that can hear this stuff, jot it

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<v Speaker 2>down and then quickly put it into their patient profile

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<v Speaker 2>inside their EMR record database. But if you're a single provider,

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<v Speaker 2>it may be hard to do. But make sure you

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<v Speaker 2>have like a cadence away, whether it's just like leaving

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<v Speaker 2>the room for a second and or however you want

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<v Speaker 2>to do it, making a mental note and then doing

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<v Speaker 2>a voice note afterwards to get the data into the

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<v Speaker 2>EMR system. I'm telling you what it's going to do,

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<v Speaker 2>is it's going to build this rapport. Okay, because when

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<v Speaker 2>they come in next time and you have like thirty

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<v Speaker 2>seconds to review their chart, right or you have like

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<v Speaker 2>five minutes review their chart. Hope you have more than

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<v Speaker 2>thirty seconds. But I get some of you who are

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<v Speaker 2>just like super busy. However, you guys do that, that's

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<v Speaker 2>that's that's on you. But you know, obviously look at

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<v Speaker 2>the clinical side, but also look at the reports. So

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<v Speaker 2>when they come in, you're like, oh, yeah, so how

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<v Speaker 2>is your already? No, ask them what they're doing for

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<v Speaker 2>the summer. Ask them what they're doing for the winner.

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<v Speaker 2>So when they come in, you're like, hey, like, how's

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<v Speaker 2>how so and so you were going to go to

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<v Speaker 2>that birthday party coming up? How was it? And they're like,

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<v Speaker 2>they're going to be shocked that you remember that now,

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<v Speaker 2>you know, I would say like nine times out of ten,

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<v Speaker 2>probably more like ten times out of ten. You're not

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<v Speaker 2>going to remember like much unless you document this information,

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<v Speaker 2>but they are going to be shocked that you took

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<v Speaker 2>the time and effort and energy to actually ask them

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<v Speaker 2>a question and build this communication that shows that you're

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<v Speaker 2>interested in their life. And that's what building a relationship

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<v Speaker 2>with a client is all about. Listening, right, And I

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<v Speaker 2>know sometimes in these these treatment rooms, like these patients

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<v Speaker 2>can just open up the floodgates about their personal life.

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<v Speaker 2>Some of them is probably you know rted R in

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<v Speaker 2>a way, which which is interesting. Like my wife was

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<v Speaker 2>in the hair business for twenty years and some of

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<v Speaker 2>the stuff that her clients would tell her was interesting,

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<v Speaker 2>super personal stuff. Right. So, Like you know, I think

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<v Speaker 2>like over time, as you build that connection with that

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<v Speaker 2>with that person, obviously it's gonna the relationship changes. But

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<v Speaker 2>you know what, build the rapport and get to know

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<v Speaker 2>who they are, and then have a way to document it.

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<v Speaker 2>That's the takeaway here. Have a way to document it,

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<v Speaker 2>and then when they come in for round two, round

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<v Speaker 2>three of their next visit, build off of that rapport.

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<v Speaker 2>Obviously build off of the you know, the treatment service

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<v Speaker 2>that was done, but also like just take the time

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<v Speaker 2>to build that rapport because that's what creates that bond,

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<v Speaker 2>That's what creates that human to human connection. And I

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<v Speaker 2>think like in this world is everything is so digital, right,

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<v Speaker 2>we're almost like isolated in this digital world where we're

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<v Speaker 2>constantly looking at Instagram and we're constantly looking at Facebook

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<v Speaker 2>and TikTok and we're on the zoom calls and we're

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<v Speaker 2>on these podcasts right Like it's it's it's interesting to

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<v Speaker 2>where the human connection is just not nearly it's just

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<v Speaker 2>not there as much as it used to be. And

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<v Speaker 2>this is a moment for you to have that connection

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<v Speaker 2>and and really that connection that your patient's looking for.

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<v Speaker 2>But I know, personally, like my wife goes and she

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<v Speaker 2>has her appointments, you know, and in us as husbands,

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<v Speaker 2>we may you know, it's like not our favorite thing

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<v Speaker 2>because like you know, there's a lot of them, right,

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<v Speaker 2>the nail appointment, the hair appointment, the esthetics appointment, the

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00:16:30.879 --> 00:16:35.200
<v Speaker 2>massage appointment. Like, there's appointments. Women love them and so

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<v Speaker 2>like you know, build off of that, right, build off

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<v Speaker 2>that connection. I think they go to all these appointments

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<v Speaker 2>obviously get the results are looking for, but also to

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<v Speaker 2>to have conversations with their providers. It's really interesting when

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<v Speaker 2>you think of it psychologically that way, and you're there

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<v Speaker 2>to solve a problem and make them feel like beautiful,

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<v Speaker 2>and so it's really it's really cool.

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<v Speaker 1>Thank you for listening to Medical Millionaire. I wanted to

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<v Speaker 1>take just a few short moments and tell you all

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<v Speaker 1>about Growth ninety nine University. Naturally, if you're listening to

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00:17:12.039 --> 00:17:16.000
<v Speaker 1>Medical Millionaire, the success of your MEDSPA is extremely important

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00:17:16.000 --> 00:17:18.640
<v Speaker 1>to you, and as it should be. And if you're

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00:17:18.680 --> 00:17:21.319
<v Speaker 1>listening to Medical Millionaire, you are obviously looking for the

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00:17:21.359 --> 00:17:24.359
<v Speaker 1>best most effective ways to take your medspot to the

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00:17:24.359 --> 00:17:29.400
<v Speaker 1>next level in both profit and customer success. Enter Growth

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00:17:29.480 --> 00:17:34.519
<v Speaker 1>ninety nine University. Ranging from online education courses all the

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00:17:34.519 --> 00:17:37.559
<v Speaker 1>way to the full suite of marketing and web services,

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<v Speaker 1>Growth ninety nine has your MEDSPA covered no matter the

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00:17:41.519 --> 00:17:44.119
<v Speaker 1>challenges that you're facing. We are ready and able to

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00:17:44.160 --> 00:17:48.680
<v Speaker 1>help you achieve your next level in business, profit and freedom.

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<v Speaker 1>To inquire about all of our support services and products,

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00:17:52.039 --> 00:17:55.599
<v Speaker 1>please visit Growth ninety nine dot com and while you're there,

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00:17:55.759 --> 00:17:58.319
<v Speaker 1>click the university link and check out the companion course

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<v Speaker 1>to this very podcast, back to the show.

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<v Speaker 2>Once you have built the rapport, you document it in

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<v Speaker 2>your EMR. They come back in build off of it, right,

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<v Speaker 2>and then keep building off of it, and eventually they'll

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<v Speaker 2>probably just become a friend and you won't have to

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<v Speaker 2>document as much as you as you need to. The

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<v Speaker 2>other thing I want to really hone in on, guys,

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<v Speaker 2>is like that's where you get the human to human

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<v Speaker 2>connection in the bond, but as they're leaving and so

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<v Speaker 2>stay with me here, like this is where it gets

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<v Speaker 2>super critical. This is where I see the medspot owner

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<v Speaker 2>going from, hey I have a medspot, or let's even

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<v Speaker 2>go back a little further, Hey, I kind of have

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<v Speaker 2>a medspot, but I also work at the hospital. I

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<v Speaker 2>see that all the time. Once you nail this process,

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<v Speaker 2>this is where you become a full time provider, and

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<v Speaker 2>this is where you start to hire staff, and this

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<v Speaker 2>is where eventually you may think about opening up another

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<v Speaker 2>location if you want to, and this may get you

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<v Speaker 2>to the point to where you actually sell your practice

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<v Speaker 2>to a private equity firm or a strategic buyer or

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<v Speaker 2>you know, sell it or pass it down to you know,

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00:19:10.559 --> 00:19:13.599
<v Speaker 2>your your your children, or whatever your exit strategy is.

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<v Speaker 2>It's super critical you nail this process, the checkout process.

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<v Speaker 2>I've talked about it on some episodes, like briefly, but

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<v Speaker 2>I want to hammer this home of the This is

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<v Speaker 2>like this is the million dollar playbook, right and it's

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<v Speaker 2>actually quite easy, but it comes with consistency and it

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<v Speaker 2>comes with discipline time and time again. Like you have

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<v Speaker 2>to have this in your SOP standard operating procedure. You

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<v Speaker 2>absolutely have to. If you're a single provider, it's going

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<v Speaker 2>to be easier because it's just you. If you have staff,

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<v Speaker 2>you're going to have to train them, meet role play,

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<v Speaker 2>like make sure they nail it. Okay, So here it is.

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<v Speaker 2>When they are leaving, there's going to be something that

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<v Speaker 2>has to happen. They're going to have actually have to

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<v Speaker 2>exchange dollars unless they've paid and booked online. But they're

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<v Speaker 2>going to go to the front area right, the checkout

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<v Speaker 2>area right and please don't let them just walk out

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<v Speaker 2>the door. Maybe if they've already paid or they have

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<v Speaker 2>a beauty bank or whatever, please just don't let them

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<v Speaker 2>walk out the front door. Okay, cool, you're good, all right.

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<v Speaker 2>You know, here's the downtime, you know, here's here's the

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<v Speaker 2>healing time. Here's here's what you should do and then

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<v Speaker 2>buy I have a great day. Like that. That is

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<v Speaker 2>not a successful way to check out your patients. Okay,

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<v Speaker 2>have a process in place and make sure that you also,

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<v Speaker 2>by the way, when you're doing the service and treatment,

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<v Speaker 2>educate them on the other services and treatments you offer.

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<v Speaker 2>Tell them about the machine that you have in the

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<v Speaker 2>back that does all these amazing things for facials and

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<v Speaker 2>you know, skin pigmentation, like tell them about it. You know,

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<v Speaker 2>like also if you see issues with the skin condition,

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<v Speaker 2>you know, like they're they're coming to you for x ertise,

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<v Speaker 2>right that that's like expertise and to build confidence. So's

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<v Speaker 2>it's and it doesn't have to come off celsy. It's

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<v Speaker 2>it's you coming off as the person that's going to

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<v Speaker 2>give them the value to reach the goal that they're

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<v Speaker 2>looking for. So it's also a great great way to

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<v Speaker 2>you know, upsell in a way, I guess is the

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<v Speaker 2>right word. But really you're just you're just giving advice

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<v Speaker 2>and people want information so they can make decisions. Okay,

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<v Speaker 2>so as they're going to the front, I want you

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<v Speaker 2>if you have a retail area. I see some retail

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<v Speaker 2>areas that look amazing, some that need work, and some

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<v Speaker 2>practices just don't have a retail area. Look, women especially,

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<v Speaker 2>they love skincare products. They love skincare routine. They just

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<v Speaker 2>love it, like it's crazy. Even my ten year old daughter,

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<v Speaker 2>I don't know where she got it from, probably your mom,

393
00:21:50.640 --> 00:21:55.440
<v Speaker 2>but she has like a skincare routine. It's crazy. I

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00:21:55.480 --> 00:22:01.200
<v Speaker 2>mean the amount of skincare products that she has. It's

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<v Speaker 2>really quite funny. Ch actually has really beautiful skin, but

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<v Speaker 2>you know it's just funny, like they love it. It's a

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<v Speaker 2>girl thing, right. I kind of have a skincare routine,

398
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<v Speaker 2>you know, like as I've gotten older, I have like

399
00:22:14.720 --> 00:22:19.000
<v Speaker 2>some oils and I have Revision. Shout out to Revision Skincare.

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<v Speaker 2>By the way, you guys have an awesome product. And

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<v Speaker 2>so Chris, hope you're listening to this one, but you

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<v Speaker 2>know it's it's talk to him about the skincare routine.

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<v Speaker 2>Right Like, so now they're getting the treatment, compound it

404
00:22:33.200 --> 00:22:37.519
<v Speaker 2>with you know, some sort of material item that they

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00:22:37.519 --> 00:22:41.039
<v Speaker 2>can leave with, right Like, women in particular love to

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00:22:41.160 --> 00:22:45.319
<v Speaker 2>leave with a bag of goodies. You know. So don't

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00:22:45.519 --> 00:22:47.000
<v Speaker 2>just let them like walk by and look at it.

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<v Speaker 2>Educate them on it. Hey, the treatment that we did,

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00:22:49.720 --> 00:22:53.200
<v Speaker 2>this is the perfect This is the perfect solution or

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00:22:53.200 --> 00:22:55.079
<v Speaker 2>cream or ointment or whatever it is that's going to

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00:22:55.119 --> 00:22:57.160
<v Speaker 2>compound and give you better results from the treatment and

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00:22:57.480 --> 00:23:01.599
<v Speaker 2>eliminate like downtime whatever it is that process. Okay, that's

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00:23:01.640 --> 00:23:03.720
<v Speaker 2>going to create more revenue. That's going to create more sales,

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<v Speaker 2>and it's going to create better results. Like you're doing

415
00:23:05.799 --> 00:23:08.240
<v Speaker 2>your patients of disservice if you're not telling them about

416
00:23:08.720 --> 00:23:10.799
<v Speaker 2>all the cool things that you do and offer and

417
00:23:10.839 --> 00:23:16.440
<v Speaker 2>can help them. Okay, so walk them through the retail area, like,

418
00:23:17.079 --> 00:23:19.319
<v Speaker 2>walk them through it, Educate them on that. You don't

419
00:23:19.319 --> 00:23:21.839
<v Speaker 2>have to be selsy, Like, just educate them, and then

420
00:23:21.839 --> 00:23:24.200
<v Speaker 2>they're going to buy. Okay, they'll they'll buy. It's a

421
00:23:24.200 --> 00:23:25.559
<v Speaker 2>great way. If you don't do it and they just

422
00:23:25.599 --> 00:23:27.200
<v Speaker 2>walk by, they'll like look at it and like it

423
00:23:27.240 --> 00:23:30.680
<v Speaker 2>looks cute, and you know, they have no idea what

424
00:23:30.720 --> 00:23:32.759
<v Speaker 2>it is, and you know, so educate them on them

425
00:23:33.000 --> 00:23:34.720
<v Speaker 2>because then when they're out, they're going to come back

426
00:23:34.759 --> 00:23:36.400
<v Speaker 2>to you and buy more. Or when they follow you

427
00:23:36.440 --> 00:23:38.960
<v Speaker 2>on social and see that you post about the skincare product,

428
00:23:39.000 --> 00:23:40.680
<v Speaker 2>then they're going to have a trust. Then they'll just

429
00:23:40.680 --> 00:23:43.920
<v Speaker 2>buy it online. Right, So make sure to nail that.

430
00:23:44.240 --> 00:23:45.720
<v Speaker 2>The other thing I want you guys to make sure

431
00:23:45.720 --> 00:23:52.559
<v Speaker 2>to do is tell them about everything that the practice

432
00:23:52.720 --> 00:23:54.440
<v Speaker 2>can do for them, right. I mean, this doesn't have

433
00:23:54.480 --> 00:23:57.039
<v Speaker 2>to be like, guys, this is this is like five

434
00:23:57.119 --> 00:23:59.440
<v Speaker 2>ten minutes. Like this is like five minutes probably maybe

435
00:23:59.519 --> 00:24:01.759
<v Speaker 2>even less. You know, so don't think that this is

436
00:24:01.759 --> 00:24:04.279
<v Speaker 2>going to take forever. It's going to slow down like well,

437
00:24:04.279 --> 00:24:06.119
<v Speaker 2>I don't have time for that from patient to patient.

438
00:24:06.160 --> 00:24:09.960
<v Speaker 2>But you know, nail that process to where, you know,

439
00:24:10.000 --> 00:24:12.400
<v Speaker 2>tell them about the practice, tell them where you're going,

440
00:24:13.039 --> 00:24:16.039
<v Speaker 2>and then you know, most importantly, you know, get them on.

441
00:24:16.359 --> 00:24:18.839
<v Speaker 2>If you don't have memberships, If you guys haven't rolled

442
00:24:18.920 --> 00:24:23.200
<v Speaker 2>up membership yet, it's it's time to do that. The

443
00:24:23.240 --> 00:24:25.599
<v Speaker 2>most successful practices have memberships. And I don't care if

444
00:24:25.599 --> 00:24:27.960
<v Speaker 2>it's a beauty bank or if it's some sort of

445
00:24:28.039 --> 00:24:31.960
<v Speaker 2>VIP service or whatever it is that like exposes like

446
00:24:32.079 --> 00:24:36.440
<v Speaker 2>discount pricing or whatever it is. But have a way

447
00:24:36.799 --> 00:24:40.920
<v Speaker 2>to build up reoccurring revenue. Okay, predictable reoccurring revenue that

448
00:24:41.000 --> 00:24:45.920
<v Speaker 2>gives value so that the loyalty continues to stay with

449
00:24:45.960 --> 00:24:48.000
<v Speaker 2>that practice. Okay, So number one, if you don't have

450
00:24:48.000 --> 00:24:51.000
<v Speaker 2>a membership program, get one, one hundred percent, roll it out,

451
00:24:51.200 --> 00:24:54.640
<v Speaker 2>putting it on the side. Number two, if you have one,

452
00:24:55.880 --> 00:24:59.440
<v Speaker 2>the checkout process is the correct area on how to

453
00:24:59.519 --> 00:25:02.759
<v Speaker 2>introduce that. Okay, it's probably on your website. You probably

454
00:25:02.759 --> 00:25:04.200
<v Speaker 2>post about on social media, so you have all the

455
00:25:04.200 --> 00:25:06.240
<v Speaker 2>content out there, right, so, but like make sure to

456
00:25:06.240 --> 00:25:09.200
<v Speaker 2>like get them on the membership. You know, one of

457
00:25:09.200 --> 00:25:11.559
<v Speaker 2>your goals every single month is should be to sign

458
00:25:11.680 --> 00:25:16.039
<v Speaker 2>up more members It should be like we're used to memberships.

459
00:25:16.920 --> 00:25:23.839
<v Speaker 2>We subscribe to Netflix, Spotify, gym memberships. We pay services

460
00:25:23.839 --> 00:25:28.440
<v Speaker 2>for cleaning, right like like our home cleaning, lawn care service,

461
00:25:28.519 --> 00:25:31.160
<v Speaker 2>pool pool service. I just kind of go through some

462
00:25:31.200 --> 00:25:33.160
<v Speaker 2>of the ones that I have in my head, you know,

463
00:25:33.279 --> 00:25:35.920
<v Speaker 2>like we pay monthly fees for a lot of stuff.

464
00:25:35.960 --> 00:25:38.359
<v Speaker 2>We're used to it. We like memberships. Should I even

465
00:25:38.400 --> 00:25:40.720
<v Speaker 2>actually just recently sign up for a membership for my plumber,

466
00:25:40.799 --> 00:25:44.839
<v Speaker 2>which is beyond weird. But they had this introduction of like,

467
00:25:44.880 --> 00:25:46.680
<v Speaker 2>hey pay, I think it's like twelve bucks a month,

468
00:25:46.960 --> 00:25:48.519
<v Speaker 2>but it's twelve bucks a month. And I own a

469
00:25:48.559 --> 00:25:51.880
<v Speaker 2>couple different like rental properties, and it made sense to

470
00:25:51.920 --> 00:25:54.200
<v Speaker 2>sign up because they actually come out every six months

471
00:25:54.279 --> 00:25:57.279
<v Speaker 2>and replace the air filters in the house, something that

472
00:25:57.319 --> 00:25:59.119
<v Speaker 2>I hate doing, don't want to do, forget about doing.

473
00:26:00.519 --> 00:26:02.279
<v Speaker 2>And then I also get put on like their VIP

474
00:26:02.440 --> 00:26:04.640
<v Speaker 2>list or whatever, and I get discounts on rates, and

475
00:26:04.680 --> 00:26:07.559
<v Speaker 2>so I'm like, cool, I'll sign up, you know, and

476
00:26:07.839 --> 00:26:10.759
<v Speaker 2>and I've gotten value and benefit and now the loyalty

477
00:26:10.799 --> 00:26:13.559
<v Speaker 2>it's like the loyalty to that place I'm a member.

478
00:26:14.880 --> 00:26:17.640
<v Speaker 2>It's it's the whole costco thing. Like I'm a member now, right,

479
00:26:17.680 --> 00:26:19.240
<v Speaker 2>so why do I go anywhere else? You know what

480
00:26:19.279 --> 00:26:21.799
<v Speaker 2>I mean. It's it's it's really interesting from a psychological

481
00:26:21.799 --> 00:26:26.359
<v Speaker 2>standpoint and also from a reoccurring revenue standpoint. So memberships

482
00:26:26.400 --> 00:26:27.759
<v Speaker 2>are key. Get them on the membership plan.

483
00:26:28.400 --> 00:26:28.519
<v Speaker 1>Uh.

484
00:26:28.720 --> 00:26:32.799
<v Speaker 2>The other thing, guys rebook them, like one hundred percent,

485
00:26:33.039 --> 00:26:36.480
<v Speaker 2>rebook them. I can't like hammer that home anchor that

486
00:26:36.519 --> 00:26:40.680
<v Speaker 2>inside your core methodology of your your SOPs for like,

487
00:26:40.880 --> 00:26:44.720
<v Speaker 2>rebook them. They need to come back. This is a journey.

488
00:26:44.799 --> 00:26:48.000
<v Speaker 2>You know, I've I've I've had talks and it does

489
00:26:48.079 --> 00:26:51.720
<v Speaker 2>go away, you know, and so like you know, they

490
00:26:51.759 --> 00:26:54.119
<v Speaker 2>need to they need to come back. If they're on

491
00:26:54.160 --> 00:26:57.359
<v Speaker 2>a weight loss journey and they're on like Chruseeppetite or

492
00:26:57.359 --> 00:27:00.920
<v Speaker 2>SIMORLAN or whatever it is that that you guys are are,

493
00:27:00.960 --> 00:27:04.200
<v Speaker 2>you know whatever, whatever type of systems that you guys have,

494
00:27:06.079 --> 00:27:09.920
<v Speaker 2>you know, make sure to get them on that rebooking

495
00:27:09.960 --> 00:27:12.480
<v Speaker 2>schedule like that, this is a journey. They can't they

496
00:27:12.519 --> 00:27:14.559
<v Speaker 2>can't just take the pill one time or the shot

497
00:27:14.559 --> 00:27:17.440
<v Speaker 2>one time and and and feel good. Right, Like, get

498
00:27:17.480 --> 00:27:19.240
<v Speaker 2>them on the journey. Rebook them, come back in, get

499
00:27:19.240 --> 00:27:22.519
<v Speaker 2>blood work done, see how they're feeling, evaluate their their

500
00:27:22.559 --> 00:27:24.480
<v Speaker 2>you know, their their symptoms, those types of things, right,

501
00:27:24.480 --> 00:27:27.079
<v Speaker 2>build that connection. Rebook them. You have to rebook them

502
00:27:27.480 --> 00:27:29.079
<v Speaker 2>because when they come back in, guys are going to

503
00:27:29.119 --> 00:27:31.799
<v Speaker 2>spend more money than trust is there. You'll get referrals.

504
00:27:31.880 --> 00:27:35.200
<v Speaker 2>So that's the other takeaway. Okay, So so now let's

505
00:27:35.200 --> 00:27:38.079
<v Speaker 2>go through. It's the retail stop by, it's the memberships,

506
00:27:38.119 --> 00:27:40.720
<v Speaker 2>it's the rebooking. I got a couple more for you

507
00:27:40.759 --> 00:27:43.160
<v Speaker 2>before I let you go. Okay, so stay with me, guys.

508
00:27:43.599 --> 00:27:46.519
<v Speaker 2>The last one, well not the last one sorry. The

509
00:27:46.559 --> 00:27:49.440
<v Speaker 2>other one that I have is very important. Please have

510
00:27:50.200 --> 00:27:57.799
<v Speaker 2>a reputation, grab right, grab the feedback. Now. Successful practices

511
00:27:57.880 --> 00:27:59.480
<v Speaker 2>I see have like a QR code. They put it

512
00:27:59.480 --> 00:28:01.559
<v Speaker 2>in the check outter. They can scan it with their

513
00:28:01.559 --> 00:28:03.519
<v Speaker 2>phone that the patient scan and it takes them to

514
00:28:04.319 --> 00:28:08.880
<v Speaker 2>like a place where they can gate the feedback. It

515
00:28:08.519 --> 00:28:10.880
<v Speaker 2>was this a great experience? Was it a bad experience?

516
00:28:10.920 --> 00:28:14.119
<v Speaker 2>If it's bad, tell us why capture that feedback and

517
00:28:14.440 --> 00:28:17.079
<v Speaker 2>solve the problem before they go tell the entire you know,

518
00:28:17.160 --> 00:28:20.200
<v Speaker 2>like public feed about how bad you are. I get it.

519
00:28:20.240 --> 00:28:23.400
<v Speaker 2>If you're in this practice long enough and business long enough,

520
00:28:23.400 --> 00:28:25.359
<v Speaker 2>you're going to get a bad review, right, especially if

521
00:28:25.400 --> 00:28:28.000
<v Speaker 2>you're like high volume, even if you're low volume in

522
00:28:28.039 --> 00:28:31.759
<v Speaker 2>your high ticket like some people are just cranky. You know,

523
00:28:31.960 --> 00:28:34.359
<v Speaker 2>it's just it's gonna happen. So have a way to

524
00:28:34.400 --> 00:28:37.240
<v Speaker 2>protect that. There's great softwares out there you can use,

525
00:28:37.519 --> 00:28:42.000
<v Speaker 2>and but most importantly, have a way to like get

526
00:28:42.039 --> 00:28:46.480
<v Speaker 2>reviews on Google Facebook, Google being the most important one

527
00:28:46.559 --> 00:28:51.920
<v Speaker 2>for for SEO search. Facebook's also great, you know, is

528
00:28:51.960 --> 00:28:54.799
<v Speaker 2>another Yelp is good to yelp is oh gosh, I

529
00:28:54.799 --> 00:28:56.680
<v Speaker 2>could have an entire podcast on that. Those guys drive

530
00:28:56.759 --> 00:29:00.839
<v Speaker 2>me nuts. But get the get the review and have

531
00:29:00.920 --> 00:29:03.480
<v Speaker 2>a system and sop to get that review. Have a

532
00:29:03.759 --> 00:29:06.039
<v Speaker 2>you know, text message go out that integrates your EMR

533
00:29:06.119 --> 00:29:09.200
<v Speaker 2>system when you hit appointment complete. You know, there's there's

534
00:29:09.240 --> 00:29:11.279
<v Speaker 2>lots of tools out there that that you can use.

535
00:29:12.400 --> 00:29:14.759
<v Speaker 2>Growth An actually has a great product for that too.

536
00:29:14.799 --> 00:29:18.920
<v Speaker 2>But to make sure to get the review, Okay, it's

537
00:29:18.960 --> 00:29:22.960
<v Speaker 2>super important. The other one that I want you guys,

538
00:29:23.000 --> 00:29:25.880
<v Speaker 2>that I want to leave you guys with is make

539
00:29:25.920 --> 00:29:31.359
<v Speaker 2>a social media connection. Okay, every like every person that

540
00:29:31.400 --> 00:29:34.759
<v Speaker 2>comes into your practices on Instagram or TikTok or Facebook,

541
00:29:34.759 --> 00:29:36.759
<v Speaker 2>they're on one of the three and and most likely

542
00:29:36.759 --> 00:29:38.519
<v Speaker 2>they're on all three. Yeah you know what I mean,

543
00:29:38.599 --> 00:29:44.279
<v Speaker 2>Like which is which is interesting? So make that connection, right, like,

544
00:29:44.440 --> 00:29:47.240
<v Speaker 2>make sure they at least follow you and you follow

545
00:29:47.319 --> 00:29:50.359
<v Speaker 2>them right Again, It's about building a relationship. It's not

546
00:29:50.480 --> 00:29:52.920
<v Speaker 2>about you know, you not knowing who they are. And

547
00:29:52.960 --> 00:29:55.480
<v Speaker 2>I think some practices do a great job with this.

548
00:29:55.880 --> 00:30:00.559
<v Speaker 2>Others like don't, but imagine this right, Like you create

549
00:30:00.599 --> 00:30:05.839
<v Speaker 2>you just start following them and after three days you

550
00:30:05.880 --> 00:30:09.079
<v Speaker 2>just drop them a DM. Just drop them a DM. Hey,

551
00:30:09.160 --> 00:30:10.680
<v Speaker 2>hope you're well, it's so great to see you. Hope

552
00:30:10.680 --> 00:30:12.000
<v Speaker 2>you come back in. By the way, here's a link

553
00:30:12.039 --> 00:30:15.759
<v Speaker 2>to come back in. Here's more information about our memberships. Uh,

554
00:30:15.839 --> 00:30:18.359
<v Speaker 2>here's a cool skincare product that I found was awesome,

555
00:30:19.240 --> 00:30:21.000
<v Speaker 2>you know whatever it is, right, Like, you don't have

556
00:30:21.039 --> 00:30:23.440
<v Speaker 2>to try to sell them. But like the point is

557
00:30:23.480 --> 00:30:28.519
<v Speaker 2>to to connect in different ways, right versus like email,

558
00:30:29.240 --> 00:30:32.000
<v Speaker 2>text message DM is kind of kind of a cool way.

559
00:30:32.000 --> 00:30:33.559
<v Speaker 2>It's like always kind of exciting when you get a

560
00:30:33.599 --> 00:30:34.960
<v Speaker 2>DM in a way, you know, it's kind of kind

561
00:30:34.960 --> 00:30:38.400
<v Speaker 2>of interesting psychological standpoint, just different from what people are doing.

562
00:30:39.759 --> 00:30:42.359
<v Speaker 2>The point is to is to is to reach out, right,

563
00:30:42.400 --> 00:30:45.680
<v Speaker 2>That's that's the point. But make that social media connection

564
00:30:46.319 --> 00:30:49.400
<v Speaker 2>and the practices that here's what you should be doing.

565
00:30:50.079 --> 00:30:54.880
<v Speaker 2>Some practices do this extraordinarily. Well, they're very creative and

566
00:30:55.240 --> 00:30:58.039
<v Speaker 2>they they create the connection obviously, like the follow them,

567
00:30:58.079 --> 00:31:03.799
<v Speaker 2>you follow back. But they also have a way to

568
00:31:03.880 --> 00:31:09.039
<v Speaker 2>capture these patients on social media, like on their stories

569
00:31:09.119 --> 00:31:11.279
<v Speaker 2>or reels or however you want to do it. You know,

570
00:31:11.599 --> 00:31:14.319
<v Speaker 2>have a way to where you can capture them. And

571
00:31:14.359 --> 00:31:17.319
<v Speaker 2>maybe it's just like them leaving and you get them

572
00:31:17.319 --> 00:31:20.880
<v Speaker 2>on social and you tag them, they will most likely

573
00:31:20.920 --> 00:31:24.440
<v Speaker 2>go reshare that. And by them resharing it, they those

574
00:31:24.480 --> 00:31:27.200
<v Speaker 2>people have followers. It could be somebody that has you know,

575
00:31:27.279 --> 00:31:29.519
<v Speaker 2>ten to one hundred thousand followers. I don't know whatever

576
00:31:29.519 --> 00:31:34.440
<v Speaker 2>it is, but imagine getting like free free eyeballs on that.

577
00:31:34.920 --> 00:31:37.920
<v Speaker 2>You know, so practices do a really good job of it.

578
00:31:37.920 --> 00:31:39.720
<v Speaker 2>You can come up with a theme or something like that.

579
00:31:41.599 --> 00:31:44.319
<v Speaker 2>Have a way to do that, you know, and so

580
00:31:45.039 --> 00:31:48.839
<v Speaker 2>better yet, like maybe offer them some sort of discounter

581
00:31:48.960 --> 00:31:53.400
<v Speaker 2>tool if they go really quickly, and I would you

582
00:31:53.519 --> 00:31:55.240
<v Speaker 2>should have them do it before they leave the door,

583
00:31:55.519 --> 00:31:58.319
<v Speaker 2>because it sounds like a good idea and maybe they

584
00:31:58.319 --> 00:31:59.680
<v Speaker 2>say they'll do it. But if you're like, hey, if

585
00:31:59.680 --> 00:32:02.480
<v Speaker 2>you quickly hop on social, you know, talk to us

586
00:32:02.519 --> 00:32:04.640
<v Speaker 2>about you know, the experience you had here, and just

587
00:32:04.720 --> 00:32:06.559
<v Speaker 2>kind of have like a quick little playbook. So it's

588
00:32:06.559 --> 00:32:08.799
<v Speaker 2>super simple easy. It should be like ten twenty seconds

589
00:32:10.240 --> 00:32:13.319
<v Speaker 2>to where they just pull up their phone and you know,

590
00:32:13.400 --> 00:32:17.039
<v Speaker 2>they they basically you know, throw a story out there

591
00:32:17.160 --> 00:32:19.640
<v Speaker 2>and they tag you. You got to you know, you

592
00:32:19.680 --> 00:32:21.240
<v Speaker 2>got to just go check out so and so they're

593
00:32:21.240 --> 00:32:23.640
<v Speaker 2>so amazing this place is this is just awesome. They're

594
00:32:23.680 --> 00:32:26.119
<v Speaker 2>so informative. I just love that you guys, got to

595
00:32:26.119 --> 00:32:29.279
<v Speaker 2>go check them out. People like to go places that

596
00:32:29.599 --> 00:32:34.119
<v Speaker 2>people trust, right, and so like like do that if

597
00:32:34.160 --> 00:32:36.480
<v Speaker 2>you nail these steps. So let's just go through it, right.

598
00:32:36.519 --> 00:32:40.759
<v Speaker 2>You have the reviews, you have the social connection, you

599
00:32:40.799 --> 00:32:45.039
<v Speaker 2>have the memberships, you have the rebooking, and then you

600
00:32:45.079 --> 00:32:50.039
<v Speaker 2>have the retail walkthrough. Right. If you nail that, guys,

601
00:32:50.279 --> 00:32:52.759
<v Speaker 2>they're coming back, like because you rebooked them and got

602
00:32:52.759 --> 00:32:54.599
<v Speaker 2>out of the membership. Of course you're coming back, right,

603
00:32:55.000 --> 00:32:58.160
<v Speaker 2>But play with it, like, roll it out and when

604
00:32:58.160 --> 00:33:00.880
<v Speaker 2>you implement this, you will see and I want you

605
00:33:00.960 --> 00:33:03.599
<v Speaker 2>to track it. So if you're a practice owner that

606
00:33:03.720 --> 00:33:08.079
<v Speaker 2>sees you know, like high booking volume but repeat patients

607
00:33:08.200 --> 00:33:11.319
<v Speaker 2>is not the greatest within the practice, I mean something's

608
00:33:11.359 --> 00:33:15.640
<v Speaker 2>taking place and it's time to take action. Okay, it's

609
00:33:15.640 --> 00:33:19.880
<v Speaker 2>time to take action. Implement what I have just expressed

610
00:33:19.880 --> 00:33:23.319
<v Speaker 2>to you, and you're you're gonna win. You're gonna go

611
00:33:23.440 --> 00:33:25.960
<v Speaker 2>your practice. You're gonna create patient loyalty, You're going to

612
00:33:26.000 --> 00:33:28.359
<v Speaker 2>create a bonding relationship with them. There's going to be trust.

613
00:33:29.039 --> 00:33:33.519
<v Speaker 2>You probably will be happier as a provider. Right, So

614
00:33:33.680 --> 00:33:36.400
<v Speaker 2>make sure to take the time to implement that. And

615
00:33:36.759 --> 00:33:40.240
<v Speaker 2>you know, if you guys, if you found this episode valuable,

616
00:33:41.119 --> 00:33:45.680
<v Speaker 2>please my ask is share it, like it rate it's

617
00:33:45.720 --> 00:33:48.839
<v Speaker 2>that's my biggest ask and I appreciate it. Thank you

618
00:33:48.839 --> 00:33:51.759
<v Speaker 2>guys so much. Until next time, Happy injecting