WEBVTT 1 00:00:03.160 --> 00:00:07.480 You're listening to Medical Millionaire, your podcast for medspot owners, 2 00:00:07.599 --> 00:00:14.480 medical aesthetics, cosmetics and elective wellness entrepreneurs. Each week, we 3 00:00:14.560 --> 00:00:18.519 dive deep into powerful marketing strategies, proven scaling tactics, and 4 00:00:18.600 --> 00:00:21.839 the secrets to attracting high end clients, all while staying 5 00:00:21.839 --> 00:00:25.000 ahead of the latest industry trends. Join us as we 6 00:00:25.079 --> 00:00:28.320 uncover insights from top industry leaders to help you boost revenue, 7 00:00:28.640 --> 00:00:32.799 enhance patient satisfaction, and master the art of marketing your practice. 8 00:00:33.079 --> 00:00:36.000 Hosted by Cameron Hanppill. With over a decade of experience 9 00:00:36.039 --> 00:00:39.359 in the aesthetics industry, Cameron has supported thousands of practices 10 00:00:39.399 --> 00:00:42.280 and providers, working with some of the biggest names, most 11 00:00:42.280 --> 00:00:45.799 well respected brands, and elite industry thought leaders in the field. 12 00:00:46.240 --> 00:00:48.359 If you're ready to level up your practice and become 13 00:00:48.399 --> 00:00:53.679 a true medical millionaire, this is your podcast. Here's your host, 14 00:00:54.240 --> 00:00:55.119 Cameron Handpill. 15 00:00:57.600 --> 00:01:00.280 Hey, what's up everybody? Cam Hempill Here your host were 16 00:01:00.359 --> 00:01:02.799 Medical Millionaire. Hey, guys, thank you so much for taking 17 00:01:02.799 --> 00:01:05.439 the time to tune into the podcast. Our goal is 18 00:01:05.480 --> 00:01:09.920 to give incredible value and insight for practice owners. So 19 00:01:10.000 --> 00:01:12.879 if you're thinking about becoming a practice owner, you already 20 00:01:12.879 --> 00:01:15.879 own a practice. You're looking to scale everything that we 21 00:01:15.920 --> 00:01:17.799 bring in these episodes, Guys, they are one hundred percent 22 00:01:17.799 --> 00:01:20.200 designed for you and to help take your practice to 23 00:01:20.239 --> 00:01:24.239 the next level. I have an incredible guest on today. 24 00:01:24.439 --> 00:01:26.439 Her and I have been chatting over the past month. 25 00:01:26.480 --> 00:01:28.640 It was actually hard to get on her calendar. Guys. 26 00:01:29.239 --> 00:01:34.079 And she's been coaching women men for years. She's wrote 27 00:01:34.120 --> 00:01:39.159 a book, She's an incredible speaker, she has her own podcast. 28 00:01:40.000 --> 00:01:44.239 I'm going to welcome Andrea and Libros to the show today. Andrea, 29 00:01:44.280 --> 00:01:45.400 thank you so much for joining me. 30 00:01:46.560 --> 00:01:48.599 Thank you for inviting me. I'm happy to be here. 31 00:01:49.920 --> 00:01:52.040 Well, before we jump in and normally I just like, 32 00:01:52.439 --> 00:01:54.719 I know you're busy, but it's it's you know, I'm 33 00:01:54.760 --> 00:01:57.280 going to hammer you with questions. I know you've helped 34 00:01:57.319 --> 00:02:02.560 so many people from coaching mindset to delegate tasks, money marketing, 35 00:02:03.159 --> 00:02:05.200 really how to become a CEO and how to run 36 00:02:05.319 --> 00:02:09.039 practice your practice as a CEO and kind of what's 37 00:02:09.080 --> 00:02:11.960 holding people back. So do us a favor before I 38 00:02:12.039 --> 00:02:16.159 just start going into that, help us understand more about 39 00:02:16.159 --> 00:02:19.599 your background. What led you to become a coach, because 40 00:02:19.680 --> 00:02:21.599 you don't just start off as a coach. You have 41 00:02:21.680 --> 00:02:24.000 to go through a lot of a lot of shit 42 00:02:24.120 --> 00:02:25.439 you have to go. You get to have a tremendous 43 00:02:25.439 --> 00:02:27.360 amount of scar tissue to become a coach, right, and 44 00:02:27.400 --> 00:02:30.080 so walk us through that. I'm curious to understand. 45 00:02:29.759 --> 00:02:32.360 That, Yeah, you do have to go through a lot. 46 00:02:32.479 --> 00:02:35.280 That's true. That's true. So I think what got me 47 00:02:35.319 --> 00:02:39.120 to where I am today. Obviously it wasn't just one thing, right, 48 00:02:39.199 --> 00:02:42.599 It was a lot of things put together. But the 49 00:02:42.759 --> 00:02:47.159 last role I played kind of under a corporate umbrella, 50 00:02:47.199 --> 00:02:50.080 was I was recruiting and hiring and training. This is 51 00:02:50.120 --> 00:02:54.560 those are their words, recruiting, hiring, and training. Knew what 52 00:02:54.639 --> 00:02:57.639 I would call franchise owners. They didn't call them franchise owners, 53 00:02:57.719 --> 00:03:00.560 but that's sort of what we were doing. And I 54 00:03:00.599 --> 00:03:04.360 stayed there for ten years. I was one of them originally, 55 00:03:04.759 --> 00:03:07.280 but I stayed under this corporate umbrella for ten years. 56 00:03:07.319 --> 00:03:10.719 And when I left and assessed, like, hey, why did 57 00:03:10.719 --> 00:03:15.000 I stay and why did I leave? The answers led 58 00:03:15.039 --> 00:03:18.120 me to the business I've built over the last eight years. 59 00:03:18.199 --> 00:03:24.039 And what I realized was I left because all of 60 00:03:24.039 --> 00:03:27.960 my will call them in air quotes, great ideas. They 61 00:03:28.080 --> 00:03:31.360 were labeled as great ideas, but they never came to fruition, 62 00:03:31.719 --> 00:03:34.159 and I became really frustrated by that. So that was 63 00:03:34.240 --> 00:03:37.159 kind of like a start there of me identifying big 64 00:03:37.199 --> 00:03:40.599 thinking okay, and the corporate they kind of wanted to 65 00:03:40.599 --> 00:03:44.280 stay in the box, play it safe. Oh we've done 66 00:03:44.319 --> 00:03:46.080 it this way for one hundred years, so we're still 67 00:03:46.120 --> 00:03:48.879 going to keep doing it right. So that was their 68 00:03:48.919 --> 00:03:50.680 game and I didn't want to play their game anymore. 69 00:03:51.319 --> 00:03:54.199 And then second piece of that is I did. I 70 00:03:54.319 --> 00:03:56.639 was there for ten years, so what was going on there? 71 00:03:56.719 --> 00:03:59.479 And I realized what I really loved about what I 72 00:03:59.520 --> 00:04:04.639 did was helping these new business owners through what I 73 00:04:04.639 --> 00:04:07.879 would now dub the messy middle. And that's when you 74 00:04:08.080 --> 00:04:13.800 have your your business is happening, you're all in, you're profitable, 75 00:04:14.439 --> 00:04:18.560 people are knocking at your door, and then you, as 76 00:04:18.600 --> 00:04:23.600 the owner, it starts to feel very heavy, kind of messy. 77 00:04:23.959 --> 00:04:26.959 You start to question should I even be doing this? 78 00:04:27.120 --> 00:04:29.360 Am I doing it wrong? I can't keep doing it 79 00:04:29.399 --> 00:04:33.160 this way. It's taking away time from my family. Or 80 00:04:34.800 --> 00:04:37.480 I'm realizing, you know, I'm wearing all the hats and 81 00:04:37.519 --> 00:04:40.959 I just I can't hack it anymore. So helping those 82 00:04:41.240 --> 00:04:44.800 business owners kind of get through the messy middle. So 83 00:04:44.839 --> 00:04:47.240 the book I wrote it's called She Thinks Big, The 84 00:04:47.399 --> 00:04:51.600 Entrepreneurial Woman's Guide to Moving Past the Messy Middle and 85 00:04:51.639 --> 00:04:53.560 into the Extraordinary. And that's kind of where it all 86 00:04:53.600 --> 00:04:57.600 came together. So that's how I So when I left 87 00:04:57.639 --> 00:05:00.720 and I figured that out for myself, a friend said 88 00:05:00.720 --> 00:05:03.720 to me, you know, you're really you've really just been 89 00:05:03.720 --> 00:05:08.279 coaching for ten years. I said, Okay, I guess you're right. 90 00:05:08.319 --> 00:05:10.000 Like I hadn't really looked at it like that, but 91 00:05:10.639 --> 00:05:12.199 that's kind of what led me to do this. And 92 00:05:12.199 --> 00:05:13.920 then I went through all the certifications and all the 93 00:05:13.920 --> 00:05:17.240 other things, but being my own business owner and then 94 00:05:17.560 --> 00:05:20.759 helping others, that's what led to led me to where 95 00:05:20.759 --> 00:05:21.319 I am today. 96 00:05:22.399 --> 00:05:25.040 I love it. I love it. I mean, you have 97 00:05:25.079 --> 00:05:27.839 to go through these you get to go through the journey. 98 00:05:27.879 --> 00:05:30.160 You have to go through life, you know, and you 99 00:05:30.240 --> 00:05:32.800 have to find yourself in these type of situations to 100 00:05:32.920 --> 00:05:35.839 have the story that you have and to be able 101 00:05:35.879 --> 00:05:38.399 to impact so many people that walk around it and 102 00:05:38.680 --> 00:05:41.160 want to make a difference. And I have so much 103 00:05:41.160 --> 00:05:44.199 sympathy for that. I've actually been in that same exact 104 00:05:44.279 --> 00:05:47.360 position historically in my life. These are great ideas. Those 105 00:05:47.360 --> 00:05:51.040 are great ideas, send an email and well, let's have 106 00:05:51.079 --> 00:05:56.000 a meeting around it. And it's just it's sometimes those 107 00:05:56.040 --> 00:06:00.759 ideas get executed and I'm talking from a corpusandpoint back 108 00:06:00.759 --> 00:06:02.639 when what we're saying earlier. But most of the time 109 00:06:02.680 --> 00:06:06.079 they don't, you know, and it's like it's a complete 110 00:06:06.120 --> 00:06:08.160 waste of time. You have an idea, it's truly a breakthrough. 111 00:06:08.160 --> 00:06:09.680 It's not just an idea. It's more of a hey, 112 00:06:09.680 --> 00:06:12.959 here's our options, like, let's go execute, and you get 113 00:06:12.959 --> 00:06:15.040 too many personalities in the way, You get too many 114 00:06:15.079 --> 00:06:18.759 people with opinions in the way. It's the slow moving 115 00:06:19.000 --> 00:06:21.759 snail type approach, and you find yourself in a situation 116 00:06:22.000 --> 00:06:24.759 like I don't know how much more I can help 117 00:06:24.800 --> 00:06:28.240 contribute to your cause if you're not taking my ideas, 118 00:06:28.279 --> 00:06:34.480 taking action and implementing them. And so I I understand 119 00:06:34.519 --> 00:06:36.959 that I've completely been there and a lot of times. 120 00:06:37.000 --> 00:06:39.240 That's what's cool about being an entrepreneurs. You can move 121 00:06:39.920 --> 00:06:44.040 much faster. You know, you can make decisions quick, which 122 00:06:44.079 --> 00:06:45.839 also brings you to a position did I make the 123 00:06:45.920 --> 00:06:47.759 right decision? Did I make the wrong decision? Am I 124 00:06:47.800 --> 00:06:50.839 moving too fast? Should I consult somebody, should I hire somebody. 125 00:06:51.519 --> 00:06:54.000 I get that side of it too, and then eventually 126 00:06:54.000 --> 00:06:57.120 you become if you are around you know long enough. 127 00:06:57.199 --> 00:06:59.920 And I always look at entrepreneurship as the last person standing. 128 00:07:01.199 --> 00:07:03.600 If you can, if you can continue to hack it, 129 00:07:04.759 --> 00:07:08.360 then your your business might get so big and sell 130 00:07:08.360 --> 00:07:10.160 it and eventually you'll be back in that room again 131 00:07:10.240 --> 00:07:14.600 to where that's a great idea. I've been on that 132 00:07:14.720 --> 00:07:17.000 journey too, and it's very very interesting, and so I 133 00:07:17.000 --> 00:07:21.360 can completely understand that. And you know the fact that 134 00:07:21.399 --> 00:07:23.759 you've been coaching for for as long as you have 135 00:07:23.959 --> 00:07:28.639 and helping people, it's amazing. And so one of the 136 00:07:28.680 --> 00:07:33.839 things that I see from entrepreneurs, and we're talking entrepreneurs 137 00:07:33.839 --> 00:07:37.399 that own practices, want to own practices, have a strong 138 00:07:37.480 --> 00:07:41.560 clinical background, but truly need help understanding that they are 139 00:07:41.600 --> 00:07:45.800 an entrepreneur. They are a practice owner. Yeah, they have 140 00:07:45.839 --> 00:07:49.480 to make decisions and they get themselves in a position 141 00:07:49.639 --> 00:07:53.839 to where they do get stuck. They question themselves just 142 00:07:53.879 --> 00:07:57.720 like what you were saying, And I have a question 143 00:07:57.800 --> 00:07:59.839 for you. It's like, what is the biggest you know, 144 00:08:00.079 --> 00:08:05.920 from a mindset blocking standpoint, holding entrepreneurs back from scaling 145 00:08:06.000 --> 00:08:09.319 their practice? Right? How can they start to break through 146 00:08:09.319 --> 00:08:12.000 it today? Is it the why is it the purpose? 147 00:08:12.120 --> 00:08:13.000 Talk to us about that? 148 00:08:14.639 --> 00:08:17.040 So I think there's a there's a couple of things, 149 00:08:17.040 --> 00:08:19.560 But why do they get stuck? So that was kind 150 00:08:19.560 --> 00:08:22.000 of your question, why do they get stuck? I think 151 00:08:23.639 --> 00:08:27.120 what happens is that we get stuck in the day 152 00:08:27.160 --> 00:08:30.199 to day, in the in the to do list, right, 153 00:08:30.279 --> 00:08:34.399 so we see with our eyes what is right in 154 00:08:34.440 --> 00:08:37.840 front of us what needs to get done right, or 155 00:08:38.360 --> 00:08:40.519 we get into we get an alert on our phone 156 00:08:40.600 --> 00:08:43.720 that then our brain's off to something of else, right, 157 00:08:43.799 --> 00:08:46.480 So we get really stuck in the day to day, 158 00:08:46.720 --> 00:08:49.519 all right, And that doesn't allow or give us the 159 00:08:49.600 --> 00:08:54.440 space to think about what we really need to be 160 00:08:54.559 --> 00:08:58.840 doing on a bigger scale that aligns with where we 161 00:08:58.879 --> 00:09:01.200 want to go. So I always start out when I 162 00:09:01.200 --> 00:09:02.840 work with my clients, I do what I call a 163 00:09:02.960 --> 00:09:08.799 vision into action intensive And I use that terminology very 164 00:09:08.840 --> 00:09:13.039 intentionally because you do have a vision, like you started 165 00:09:13.080 --> 00:09:16.440 this practice, or you're thinking about starting this practice with 166 00:09:16.559 --> 00:09:19.440 a vision of what it's going to look like, what 167 00:09:19.559 --> 00:09:23.120 it's going to feel like, you definitely probably have a why. Okay, 168 00:09:23.159 --> 00:09:25.240 it doesn't have to be even elaborate, but there's something 169 00:09:25.279 --> 00:09:30.159 out there, and you're not just thinking on day one. 170 00:09:30.320 --> 00:09:33.000 You're not just thinking about day one. You're thinking about 171 00:09:33.039 --> 00:09:35.279 where you want this thing to be in ten years probably, 172 00:09:36.120 --> 00:09:38.840 and it's super fuzzy. That ten year picture can be 173 00:09:38.919 --> 00:09:41.200 really fuzzy. It can be like a Renaissance painting on 174 00:09:41.240 --> 00:09:44.799 a wall. Doesn't have to be specific, okay, But as 175 00:09:44.879 --> 00:09:48.399 you get into the day to day, you start to 176 00:09:48.519 --> 00:09:51.519 lose track of that vision. And I always ask, I say, okay, 177 00:09:52.279 --> 00:09:54.720 if I'm doing this is speaking like Raisa who has 178 00:09:54.759 --> 00:09:56.919 a to do list. Everybody raises their hand, how many 179 00:09:56.960 --> 00:10:01.559 things are on that to do list? Oh? I get ten, twenty, right, whatever? 180 00:10:02.399 --> 00:10:05.000 And I say, if you look at that list, how 181 00:10:05.039 --> 00:10:09.120 many of those things are really going to get you 182 00:10:09.519 --> 00:10:12.519 closer to that vision that you have of where you 183 00:10:12.559 --> 00:10:15.639 want to be in three, five, or ten years? And 184 00:10:15.679 --> 00:10:21.519 then I just look at people's faces, Well not many, 185 00:10:22.120 --> 00:10:25.159 or they say, well, this one thing, it's been on 186 00:10:25.200 --> 00:10:27.039 the list. I just keep moving it from day to 187 00:10:27.120 --> 00:10:29.840 day or week to week or month to month, and 188 00:10:29.879 --> 00:10:31.759 I just kind of like never get around to it. 189 00:10:32.279 --> 00:10:34.360 And I know, like that would be something that would 190 00:10:34.360 --> 00:10:36.840 move the vision closer. But it's just going to take 191 00:10:36.879 --> 00:10:39.279 time and money and energy and probably some more people. 192 00:10:39.320 --> 00:10:41.240 And I don't know. I just haven't gotten there. So 193 00:10:42.120 --> 00:10:45.120 I think what gets in the way of or what 194 00:10:45.240 --> 00:10:50.480 keeps us stuck are those daily to dos, and what 195 00:10:50.559 --> 00:10:56.799 moves us out of that is by continually assessing are 196 00:10:56.879 --> 00:11:01.759 our actions aligned with our vision and what's the why 197 00:11:01.840 --> 00:11:04.919 behind all the things that we're doing on a daily basis. 198 00:11:04.960 --> 00:11:09.080 So it's not really about the action, it's really about 199 00:11:09.080 --> 00:11:12.639 your thoughts, like are you in the headspace? Can you 200 00:11:12.759 --> 00:11:19.559 keep yourself in the headspace to think bigger to go after? 201 00:11:20.000 --> 00:11:22.039 Like that thing that keeps moving from day to day, 202 00:11:22.240 --> 00:11:24.840 it's it's not a it's not a checkbox thing, I 203 00:11:24.879 --> 00:11:27.799 will bet you money. It's something that has tentacles and 204 00:11:27.919 --> 00:11:30.759 parts and has to probably get planned and talked about, 205 00:11:31.039 --> 00:11:33.519 Like can you keep yourself in the headspace to explore 206 00:11:33.600 --> 00:11:37.919 what that is really all about? And it's hard, it's hard. 207 00:11:38.000 --> 00:11:41.240 This is hard work. So this is the hard work, 208 00:11:41.279 --> 00:11:44.519 Like this is harder than serving the client that walk 209 00:11:44.559 --> 00:11:47.840 through the door or finding the new customer. Like this 210 00:11:47.840 --> 00:11:54.120 stuff keeping yourself in that entrepreneurial mindset is super challenging. 211 00:11:55.480 --> 00:11:59.080 It is challenging it's yeah, you have this to do list. 212 00:11:59.600 --> 00:12:03.000 Whether you're opening up a practice, there's a tremendous amount 213 00:12:03.000 --> 00:12:05.399 of things you have to do. Find a location, find 214 00:12:05.399 --> 00:12:09.399 a marketing company, spin up an Instagram feed like whatever 215 00:12:09.440 --> 00:12:12.799 it is, right by product, inventory, hire providers or if 216 00:12:12.840 --> 00:12:17.120 you have it's I think that that is actually less 217 00:12:17.240 --> 00:12:19.960 challenging than when you have a practice that's doing one 218 00:12:20.000 --> 00:12:23.559 to two million dollars a year in revenue. You have 219 00:12:23.639 --> 00:12:26.000 to Yeah, it's it's the starting, right, So you have 220 00:12:26.120 --> 00:12:30.960 this this start to do list, and that also can 221 00:12:31.000 --> 00:12:32.720 equate to the vision that you have. Hey, I got 222 00:12:32.759 --> 00:12:34.320 to get here. I got to get here to complete 223 00:12:34.320 --> 00:12:37.519 the vision that I had. When it's it's I think like, 224 00:12:37.960 --> 00:12:39.759 and you have to give me your opinion on this, 225 00:12:40.320 --> 00:12:44.639 but I'm speaking for myself. I've built a few companies 226 00:12:44.679 --> 00:12:47.440 that you know that done pretty well seven eight figures. 227 00:12:48.120 --> 00:12:51.519 I found myself in those shoes, and I know practice 228 00:12:51.559 --> 00:12:54.720 owners do as well. When your business starts to get one, two, three, 229 00:12:54.879 --> 00:12:59.919 four million, and you haven't fired yourself from objectives you have, 230 00:13:00.159 --> 00:13:03.440 you're you're you almost become the administrator if you're not careful. 231 00:13:03.720 --> 00:13:06.799 Yeah. So so I talk about this a lot with 232 00:13:06.799 --> 00:13:10.080 my client. So I look at any business and there's 233 00:13:10.120 --> 00:13:13.480 five levels or five roles. Rather in every business there's 234 00:13:13.559 --> 00:13:19.039 the doer, okay, then there's the implementer, a manager, a leader, 235 00:13:19.080 --> 00:13:21.919 and a visionary. And when you get to that say 236 00:13:21.960 --> 00:13:25.559 seven figure mark, if you're still playing all of those 237 00:13:25.639 --> 00:13:28.279 roles or have your hand, I mean, at that point, 238 00:13:28.320 --> 00:13:30.200 hopefully you've got other people on your team. But if 239 00:13:30.200 --> 00:13:32.799 you're still got your hand in all of those things, 240 00:13:33.559 --> 00:13:37.919 you can you cannot do what only you can do, 241 00:13:38.720 --> 00:13:43.000 which is really the leader or visionary aspect. Right, So 242 00:13:43.080 --> 00:13:46.840 you're still kind of stuck in the weeds, and that 243 00:13:47.320 --> 00:13:51.120 slows you down, and that doesn't even allow you to 244 00:13:52.519 --> 00:13:56.399 lead this company further. Like you're you're two down there 245 00:13:56.480 --> 00:14:01.000 in that in that lineup of roles. But sometimes it's 246 00:14:01.000 --> 00:14:05.960 hard letting go of things. Other times you're realizing it's 247 00:14:06.000 --> 00:14:08.559 going to take time and money and people to let 248 00:14:08.639 --> 00:14:10.840 go of things, and that can be a fear. Can 249 00:14:10.879 --> 00:14:13.960 I afford it? Is it worth it? YadA YadA? Right, 250 00:14:14.080 --> 00:14:16.679 So we kind of we kind of are like our 251 00:14:16.720 --> 00:14:20.720 own worst enemy and we're staying in all of we're 252 00:14:20.759 --> 00:14:24.879 playing all of those roles, and that doesn't lead to 253 00:14:24.919 --> 00:14:29.159 the growth or scale that you once envisioned. 254 00:14:30.200 --> 00:14:36.360 Yeah, you know. It's sixty seven percent of all practices 255 00:14:36.480 --> 00:14:41.399 are owned by single providers in the medical aesthetics space, 256 00:14:41.600 --> 00:14:44.799 medical asthetics primarily. Okay, And this isn't so this is 257 00:14:44.799 --> 00:14:48.720 a data report that AMSTOPT published and the average medical 258 00:14:48.759 --> 00:14:52.840 aesthetics practice is about one point four million Okay. So 259 00:14:52.879 --> 00:14:55.519 it's like you have a big chunk of the market 260 00:14:56.159 --> 00:15:01.480 that is producing a seven figure business. But where I 261 00:15:01.559 --> 00:15:04.600 see them really struggle is getting to the three million 262 00:15:04.639 --> 00:15:09.600 dollar business. Yep. And it's because they are practice owner 263 00:15:09.840 --> 00:15:13.960 provider ran practices that build up a great clientele, very 264 00:15:13.960 --> 00:15:17.679 loyal patients, have a good brand, they're pretty good marketers. 265 00:15:18.919 --> 00:15:22.240 They have some tools and some systems, but they are 266 00:15:22.279 --> 00:15:24.720 the ones that are putting in the hours face to 267 00:15:24.799 --> 00:15:27.639 face with the patients. And I've had a lot of 268 00:15:27.639 --> 00:15:31.480 conversation with practice owners, and where they struggle is delegating 269 00:15:31.519 --> 00:15:39.039 that provider patient relationship to another trusted provider. And you, guys, 270 00:15:39.039 --> 00:15:41.279 for the audience, you guys can just really start thinking that. 271 00:15:41.279 --> 00:15:43.759 So if you're sitting it, if you've been in practice 272 00:15:43.759 --> 00:15:45.639 for a few years and you're doing one and a 273 00:15:45.679 --> 00:15:47.720 half to two and you're happy with that, all good, 274 00:15:47.840 --> 00:15:49.840 that's like the two you know, that's all your deal. 275 00:15:50.200 --> 00:15:53.200 But if you're thinking about ways to get to three, four, five, 276 00:15:53.279 --> 00:15:58.279 six million, there is a playbook and like look at it, 277 00:15:58.320 --> 00:16:01.039 like take take her advice. If you fire yourself from 278 00:16:01.480 --> 00:16:03.879 you maybe you're doing eight appointments a day, eight hours 279 00:16:03.879 --> 00:16:07.399 a day of appointments. How do you have the time 280 00:16:07.639 --> 00:16:09.759 to focus on the end. How do you have time 281 00:16:09.799 --> 00:16:11.639 to focus on the administrative tasks? Like you're going to 282 00:16:11.720 --> 00:16:15.759 burn out? If you can hire a provider, bring them in, 283 00:16:16.200 --> 00:16:19.320 coach them under you, right, get them well positioned. Cut 284 00:16:19.360 --> 00:16:21.159 that time in half. Now you have four o those 285 00:16:21.960 --> 00:16:23.919 four hours of time to focus on the vision, to 286 00:16:23.960 --> 00:16:27.240 focus on why you're there, the passion, what your next 287 00:16:27.279 --> 00:16:30.360 game plan is, and really map that out. And here's 288 00:16:30.399 --> 00:16:33.000 where I think they get stuck. And you coach way 289 00:16:33.000 --> 00:16:35.519 more than me. I just have you know this podcast 290 00:16:35.559 --> 00:16:38.279 and have built some companies in the medical side space. 291 00:16:38.399 --> 00:16:43.080 But I think like they start to get comfortable making 292 00:16:43.120 --> 00:16:44.799 this certain amount of income. 293 00:16:45.840 --> 00:16:49.360 Yeah, and they start they don't see that there's even 294 00:16:49.559 --> 00:16:51.600 like another possible level there. 295 00:16:51.799 --> 00:16:54.039 That's right. It's like, well, I got to hire a provider. 296 00:16:54.120 --> 00:16:55.919 They're going to cost money. It's going to take income 297 00:16:55.919 --> 00:16:59.559 away from me. And they've already built up this this 298 00:16:59.679 --> 00:17:02.639 life style that is expensive. And so if you can 299 00:17:02.720 --> 00:17:05.039 keep your lifestylen or wraps and hire that provider and 300 00:17:05.279 --> 00:17:06.759 you want it, you want to create time and if 301 00:17:06.799 --> 00:17:09.039 you buy, if you buy your time back, you can 302 00:17:09.079 --> 00:17:11.359 easily get to that three four five million dollar breakout. 303 00:17:12.440 --> 00:17:14.960 Yes, So I think what's interesting is I just had 304 00:17:14.960 --> 00:17:19.680 a client do this. She was debating hiring another provider, right, 305 00:17:19.799 --> 00:17:23.640 so you know, and but it is exactly what you 306 00:17:23.720 --> 00:17:25.440 just said. But then I'm gonna have to pay them 307 00:17:25.440 --> 00:17:28.000 a salary and then or whatever I'm going to however 308 00:17:28.000 --> 00:17:30.960 they're structuring payout. But and that's going to take away 309 00:17:31.000 --> 00:17:34.200 from the bottom line. So I said to her, put 310 00:17:34.240 --> 00:17:38.440 into chat gpt tack about little AI. Put into chat GPT, 311 00:17:38.640 --> 00:17:42.279 what would you be able to do? What revenue would 312 00:17:42.319 --> 00:17:46.200 you be able to generate if you hired another provider? 313 00:17:47.680 --> 00:17:52.519 And the answer that chat gpt came back with was amazing. Definitely, 314 00:17:52.640 --> 00:17:55.240 I'm friends with chat GPT on this one, and it 315 00:17:55.359 --> 00:17:58.920 really showed her what was possible and what other things 316 00:17:58.920 --> 00:18:01.680 she could be doing with her time which could be 317 00:18:01.960 --> 00:18:05.599 actually growing the business more like if she were, you know, 318 00:18:05.720 --> 00:18:09.720 be playing more of the marketer role, right and developing 319 00:18:09.839 --> 00:18:15.400 relationships in the community to bring more patients in. Like 320 00:18:15.559 --> 00:18:17.960 that's going to grow the business more than her being 321 00:18:18.079 --> 00:18:22.039 in her room provider room for eight hours a day, right, 322 00:18:22.079 --> 00:18:24.759 But it's really hard for someone to see that. So 323 00:18:25.839 --> 00:18:31.839 I think though, another piece of this is is systems. 324 00:18:32.400 --> 00:18:37.200 So have you developed enough systems as the soul provider 325 00:18:38.279 --> 00:18:42.640 in they flushed out enough that you could explain to 326 00:18:42.799 --> 00:18:45.599 someone else how you do things and why you do them. 327 00:18:47.279 --> 00:18:51.359 That takes time, energy, and money. And that's also scary too, 328 00:18:51.480 --> 00:18:56.279 like no one's going to do it my way, right, Well, no, 329 00:18:56.279 --> 00:18:59.000 no one is. You are unique and you are doing 330 00:18:59.079 --> 00:19:01.160 it your way. But they can do it a version 331 00:19:01.200 --> 00:19:04.799 of your way, right. You just have to provide them 332 00:19:05.359 --> 00:19:08.839 with the system systematic, some systematic kinds of thinking and 333 00:19:08.880 --> 00:19:12.519 then okay, but they're never going to get to that 334 00:19:12.559 --> 00:19:16.319 three or four million if they don't take that leap. 335 00:19:16.519 --> 00:19:19.440 And that's kind of where this big thinking thing comes into. 336 00:19:19.880 --> 00:19:22.440 So I always say, like, go become friends. You have 337 00:19:22.519 --> 00:19:25.640 a new friend, go become friends with future you. So 338 00:19:25.759 --> 00:19:29.920 that's like you three years from now, Okay, what is 339 00:19:30.000 --> 00:19:31.759 you three years from now doing and I want you 340 00:19:31.799 --> 00:19:34.680 to think of that future you with a big smile 341 00:19:34.720 --> 00:19:37.960 on her face. Okay, so she's definitely happy. What is 342 00:19:38.000 --> 00:19:43.640 she doing. Oh, she's taking vacation and she's she's got 343 00:19:43.680 --> 00:19:49.000 three locations and things work like clockwork in her business. Okay, 344 00:19:49.400 --> 00:19:52.599 what would she tell you to do today? Like, ask 345 00:19:52.680 --> 00:19:55.960 her for some advice, And I mean the answer is 346 00:19:55.960 --> 00:19:58.759 always like, of course, hire the other provider, or you know, 347 00:19:59.119 --> 00:20:02.039 get yourself out from behind the chairs. Sometimes people call 348 00:20:02.079 --> 00:20:07.359 it right that future you knows the answer, and that 349 00:20:07.559 --> 00:20:10.000 is one of the tenants of big thinking. I say, 350 00:20:10.039 --> 00:20:12.200 there's five tenants of big thinking, and one of them 351 00:20:12.319 --> 00:20:17.000 is to consider consider your thought options, Like how else 352 00:20:17.039 --> 00:20:19.480 could you think about things? In future you has a 353 00:20:19.480 --> 00:20:20.960 whole other way to think about things. 354 00:20:22.920 --> 00:20:26.559 I'd like how you break that down, because as I 355 00:20:26.680 --> 00:20:28.839 was just doing it, as you're talking right, as you 356 00:20:28.880 --> 00:20:31.079 start to look at yourself two or three years later, 357 00:20:33.039 --> 00:20:36.400 I hope I'm not doing the same thing I'm doing today, right, 358 00:20:36.759 --> 00:20:40.279 But the noise will keep you there right. The to 359 00:20:40.400 --> 00:20:43.200 do list you doing the same thing over and over 360 00:20:43.240 --> 00:20:46.799 and over again will keep you where you currently are, right. 361 00:20:46.880 --> 00:20:49.920 And so I love that I'm sure everybody gives you 362 00:20:49.960 --> 00:20:52.359 the same answer. Well, I'm going to be happier, I'm 363 00:20:52.400 --> 00:20:53.920 gonna have more locations as soon as going to run 364 00:20:53.920 --> 00:20:56.759 like clockwork. I'm certainly not going to be serving twelve 365 00:20:56.799 --> 00:21:00.359 patients every single day and just continue to burn out. Right, 366 00:21:00.400 --> 00:21:02.839 at some point I want to hire that provider, that 367 00:21:02.920 --> 00:21:05.720 front desk person, invest in that piece of tech so 368 00:21:05.799 --> 00:21:09.480 everything becomes automated. And you know, you're right. It's like, guys, 369 00:21:09.480 --> 00:21:12.160 if you don't start to fire yourself from certain objectives. 370 00:21:12.160 --> 00:21:14.240 And I think like one of the you know, things 371 00:21:14.240 --> 00:21:16.680 that I could help out on this specific episode today 372 00:21:17.400 --> 00:21:20.440 is write down what you're doing every single day, and 373 00:21:20.480 --> 00:21:23.559 then a lot how many hours you're focusing on what 374 00:21:23.599 --> 00:21:27.200 you're doing, and is that contributing to that goal? Are you? 375 00:21:27.400 --> 00:21:29.440 Are you? Is there anything on that list that's going 376 00:21:29.480 --> 00:21:31.559 to help you get to that point to where you 377 00:21:31.599 --> 00:21:35.240 see yourself in those three years? Right? Because like, right, 378 00:21:36.920 --> 00:21:38.640 what I see it all the time. I'm on Instagram, 379 00:21:38.680 --> 00:21:41.160 I follow so many providers, A lot of providers follow me. 380 00:21:41.559 --> 00:21:45.839 In the aesthetic industry, owners often are the brand, right, 381 00:21:45.880 --> 00:21:49.359 they often are the brand. It's like injector person, This 382 00:21:49.559 --> 00:21:54.359 injector person that which is great, Like you have to 383 00:21:54.400 --> 00:21:59.319 brand yourself. I totally get that, but but you guys, 384 00:21:59.359 --> 00:22:02.839 you need to start thinking how you can move from 385 00:22:02.880 --> 00:22:09.640 being the technician to being the true CEO. And so 386 00:22:09.640 --> 00:22:12.000 how's your Yeah, you're coaching that, Mike Water like leaning 387 00:22:12.039 --> 00:22:13.000 on that for a little bit. 388 00:22:13.200 --> 00:22:16.119 Yeah, so I talk about like this, what's your CEO mindset? 389 00:22:16.240 --> 00:22:18.480 Like are you showing up as a CEO? And a 390 00:22:18.519 --> 00:22:23.480 lot of providers don't think of themselves as CEOs? Yeah, right, 391 00:22:23.559 --> 00:22:25.680 Like this is like I don't I'm not a CEO? 392 00:22:26.519 --> 00:22:27.759 Well really, like who is? 393 00:22:27.799 --> 00:22:28.000 Then? 394 00:22:28.279 --> 00:22:32.039 Who is the CEO of your business? And I think 395 00:22:32.079 --> 00:22:35.039 the why sometimes this is hard if they don't think 396 00:22:35.039 --> 00:22:38.240 of themselves as the CEO is because they're still sweeping 397 00:22:38.319 --> 00:22:41.759 the floor at night. And CEOs don't sweep the floor 398 00:22:41.759 --> 00:22:46.079 at night. Right, So okay, no wonder you're having a 399 00:22:46.200 --> 00:22:50.039 hard time like putting that CEO kind of hat on 400 00:22:50.640 --> 00:22:55.720 because you're still doing all of the things, which which 401 00:22:55.920 --> 00:22:58.279