WEBVTT 1 00:00:00.591 --> 00:00:03.874 I'm about to help a complete stranger build a $15 million per year business. 2 00:00:03.894 --> 00:00:07.056 I'm going to give him a step-by-step roadmap on exactly what he needs to do. 3 00:00:07.357 --> 00:00:10.039 And 90 days later, we're going to check in with him to see what actually happened. 4 00:00:10.199 --> 00:00:15.163 And for all the business owners watching, I've scaled 10 businesses past 10 million, three past 100 million. 5 00:00:15.583 --> 00:00:19.226 And I've realized an important lesson, which is that businesses behave in patterns at all levels. 6 00:00:19.346 --> 00:00:25.071 And so you can take any of the principles and tactics and apply them to your specific business and industry at its current size. 7 00:00:25.371 --> 00:00:27.273 There are far more similarities than there are differences. 8 00:00:27.653 --> 00:00:29.555 And so with that being said, let's meet Haseek. 9 00:00:30.850 --> 00:00:32.090 Alex, how are you? 10 00:00:32.591 --> 00:00:33.191 Ready to rock. 11 00:00:33.631 --> 00:00:34.011 Yes, sir. 12 00:00:34.791 --> 00:00:36.952 So my name is Hussie Nazir. 13 00:00:37.352 --> 00:00:38.932 I am CEO of Smile Magic Dentistry. 14 00:00:39.552 --> 00:00:47.635 We are a holistic dental practice that focuses on helping prominently women achieve their... Men don't deserve nice teeth. 15 00:00:48.535 --> 00:00:49.955 Usually the women are the ones doing the research. 16 00:00:50.316 --> 00:00:51.236 The men follow after. 17 00:00:51.636 --> 00:00:53.796 Welcome to Smile Magic Dentistry. 18 00:00:54.557 --> 00:00:55.297 So give me the dollars. 19 00:00:55.941 --> 00:00:57.342 Yeah, so these are some of our numbers. 20 00:00:57.402 --> 00:01:01.023 So our past 12-month revenue is around $2 million. 21 00:01:01.263 --> 00:01:04.565 Our profit is right around 47%, about $960,000. 22 00:01:05.325 --> 00:01:11.508 And our goal over the next three years is to have $15 million in revenue and about $5 million in profit. 23 00:01:11.728 --> 00:01:13.849 Has the goal always been to do that or has the goal suddenly changed? 24 00:01:14.543 --> 00:01:17.504 So I've only joined the business about a year ago. 25 00:01:18.224 --> 00:01:21.545 So previously, my dad, he was the owner of the practice. 26 00:01:22.086 --> 00:01:25.227 He didn't have a support system to actually grow the practice. 27 00:01:25.967 --> 00:01:30.769 So he was essentially just making ends meet, doing what he can, working as much as he can. 28 00:01:31.209 --> 00:01:34.650 With me joining, it's been a matter of how can we scale? 29 00:01:34.670 --> 00:01:37.491 And I've kind of tried to expand his horizons because I'm not a dentist. 30 00:01:38.011 --> 00:01:40.852 So I'm purely focusing on the business and just growing the business. 31 00:01:41.408 --> 00:01:45.670 So, but is he aligned with that goal of growing it? 32 00:01:45.890 --> 00:01:46.110 Yeah. 33 00:01:46.250 --> 00:01:46.450 Okay. 34 00:01:46.890 --> 00:01:48.411 So what's stopping the scaling right now? 35 00:01:48.931 --> 00:01:52.492 So right now we have three locations, but one doctor. 36 00:01:53.153 --> 00:01:58.395 So our staff, as well as myself, are essentially shuffling between location. 37 00:01:58.915 --> 00:02:04.077 So all the high ticket patients are all flowing through one person. 38 00:02:04.117 --> 00:02:08.138 The minute our main doctor, my dad, takes a break, business takes a break. 39 00:02:08.459 --> 00:02:08.959 Do you have... 40 00:02:10.560 --> 00:02:11.521 other associates at all? 41 00:02:12.382 --> 00:02:15.045 So we had an associate over the past year or so. 42 00:02:15.185 --> 00:02:17.287 He's actually leaving to go do a master's program. 43 00:02:17.988 --> 00:02:21.751 But with him, the problem was we weren't able to actually fill a schedule. 44 00:02:22.172 --> 00:02:26.496 So a lot of the time he was only working about a day, a day and a half per week. 45 00:02:26.516 --> 00:02:31.381 And for some reason, his show rate would be a lot lower than my dad's. 46 00:02:31.601 --> 00:02:33.103 So why is solving this important right now? 47 00:02:33.633 --> 00:02:36.115 I mean, my dad has given everything to the business. 48 00:02:36.675 --> 00:02:42.900 When I was a kid, he wouldn't be able to show up for soccer games, essentially, because the business needed him in it at all times. 49 00:02:43.540 --> 00:02:54.188 So with him getting older and me joining and seeing his past 30 years of hard work, if we're unable to actually fix this problem, it becomes a thing that'll just die. 50 00:02:54.588 --> 00:02:56.890 Our business will die if we're unable to solve this issue. 51 00:02:57.798 --> 00:02:58.119 Got it. 52 00:02:58.460 --> 00:03:00.103 This will be really straight down the middle. 53 00:03:00.264 --> 00:03:01.908 Yeah, which is good news. 54 00:03:01.968 --> 00:03:03.832 I mean, complex doesn't mean good. 55 00:03:04.814 --> 00:03:06.017 So yeah, let's come over here. 56 00:03:06.037 --> 00:03:07.139 I'll walk you through what we have to do. 57 00:03:12.345 --> 00:03:12.625 All right. 58 00:03:12.705 --> 00:03:22.074 So the big issue is that right now you have your dad who's doing all the diagnosis of the people who are coming in. 59 00:03:22.174 --> 00:03:23.835 And then he also does the actual implant work. 60 00:03:24.476 --> 00:03:27.819 From a time perspective, does it take longer to sell or does it take longer to deliver? 61 00:03:27.839 --> 00:03:29.500 Longer to deliver, by far. 62 00:03:29.520 --> 00:03:29.741 Okay. 63 00:03:30.441 --> 00:03:36.927 So of the elements of delivery, how many visits is required to do the treatment? 64 00:03:37.292 --> 00:03:41.734 It would be approximately of actual clinical work, about five visits. 65 00:03:41.934 --> 00:03:42.114 Okay. 66 00:03:42.134 --> 00:03:42.934 So it's five visits. 67 00:03:43.735 --> 00:03:46.856 Of all those five visits, does your dad need to do all five? 68 00:03:47.816 --> 00:03:47.956 No. 69 00:03:48.476 --> 00:03:48.756 Okay. 70 00:03:49.317 --> 00:03:50.537 So does he currently do all five? 71 00:03:50.937 --> 00:03:51.117 Yes. 72 00:03:51.578 --> 00:03:51.878 Okay. 73 00:03:52.198 --> 00:03:56.059 So of those, so let's say we've got sale, right? 74 00:03:56.119 --> 00:03:57.120 Which I'll get to in a second. 75 00:03:57.160 --> 00:03:59.060 So we have the sale, the sales motion. 76 00:03:59.140 --> 00:04:04.062 And then we have call it visit one, two, three, four, five. 77 00:04:04.322 --> 00:04:04.562 Okay. 78 00:04:04.603 --> 00:04:05.743 Which of these can he not do? 79 00:04:06.466 --> 00:04:13.392 depending on how complex the actual pulling of the teeth are, that's really where some of our associates have gotten hung up. 80 00:04:13.432 --> 00:04:18.116 So potentially he wouldn't need to do visit five. 81 00:04:18.917 --> 00:04:19.197 Okay. 82 00:04:19.617 --> 00:04:20.878 So we can all service that. 83 00:04:21.038 --> 00:04:21.299 All right. 84 00:04:21.319 --> 00:04:21.939 Visit five. 85 00:04:22.540 --> 00:04:23.060 And then. 86 00:04:24.221 --> 00:04:25.042 Where does he pull the teeth? 87 00:04:25.402 --> 00:04:26.103 It would be visit one. 88 00:04:26.547 --> 00:04:28.649 Okay, so this one's an important one. 89 00:04:29.110 --> 00:04:30.211 Okay, so he has to do that one. 90 00:04:30.592 --> 00:04:30.912 What else? 91 00:04:31.473 --> 00:04:32.394 So the rest of these are? 92 00:04:32.814 --> 00:04:36.699 Visit two, he pretty much needs to do it. 93 00:04:36.719 --> 00:04:38.200 That would be like the bone graft. 94 00:04:38.260 --> 00:04:40.783 So essentially laying the foundation for the implant. 95 00:04:41.744 --> 00:04:43.567 I'm not going to push back, but let's just, we'll keep going. 96 00:04:43.587 --> 00:04:43.687 Okay. 97 00:04:43.707 --> 00:04:43.927 Okay. 98 00:04:44.607 --> 00:04:46.669 And then visit three is a checkup. 99 00:04:46.829 --> 00:04:48.210 So it's going to be there. 100 00:04:48.531 --> 00:04:48.791 Okay. 101 00:04:49.071 --> 00:04:56.037 And then visit four is implant placement, which I would say is less important than the bone graph, but very important. 102 00:04:56.057 --> 00:04:57.879 So I would still say he needs to do. 103 00:04:58.179 --> 00:04:59.881 Let's say you just had an associate level person. 104 00:05:00.301 --> 00:05:02.203 Is there any reason the associate couldn't do these ones? 105 00:05:02.991 --> 00:05:07.714 The only reason why they wouldn't be able to do those three would be just based on their clinical ability. 106 00:05:08.574 --> 00:05:09.455 Well, this is a checkup. 107 00:05:09.815 --> 00:05:09.975 Yeah. 108 00:05:10.195 --> 00:05:10.436 So. 109 00:05:11.036 --> 00:05:12.097 They can do that no matter what. 110 00:05:12.157 --> 00:05:12.357 Yeah. 111 00:05:12.397 --> 00:05:14.938 And that's probably some sort of last conversation. 112 00:05:14.958 --> 00:05:15.499 Putting the tooth on, yeah. 113 00:05:15.519 --> 00:05:15.899 Also a checkup. 114 00:05:16.139 --> 00:05:16.419 Okay. 115 00:05:17.180 --> 00:05:20.902 So this one is a very basic thing, right? 116 00:05:20.942 --> 00:05:25.485 Just implanting because the bone graft is pulling in the graft is harder than implant, correct? 117 00:05:25.545 --> 00:05:26.005 At times, yeah. 118 00:05:26.365 --> 00:05:26.625 Okay. 119 00:05:27.206 --> 00:05:30.768 So, I mean, would an associate, they are doctors, correct? 120 00:05:30.788 --> 00:05:30.888 Yeah. 121 00:05:30.908 --> 00:05:31.048 Yeah. 122 00:05:31.280 --> 00:05:31.460 Right. 123 00:05:31.500 --> 00:05:33.922 So would an associate be able to just learn how to do the implant? 124 00:05:33.942 --> 00:05:34.262 Definitely. 125 00:05:34.682 --> 00:05:39.346 Would the guy that you had be able to have that skill if that was like a priority to teach him how to do this one thing? 126 00:05:39.546 --> 00:05:39.766 Yeah. 127 00:05:40.286 --> 00:05:40.787 Okay, cool. 128 00:05:41.267 --> 00:05:43.909 So let's assume that we can actually get that off of his plate. 129 00:05:44.069 --> 00:05:48.412 Because right now you're capped at, was it like 25-ish a month, I think? 130 00:05:49.035 --> 00:05:49.676 About 25, yeah. 131 00:05:50.396 --> 00:05:51.437 About 25 to 30 patients a month. 132 00:05:51.477 --> 00:05:53.079 So that's a huge point of leverage. 133 00:05:53.099 --> 00:05:54.180 It's the greatest point of leverage. 134 00:05:54.720 --> 00:05:58.124 So if we just cut his, there's six visits to make this money. 135 00:05:58.604 --> 00:06:01.066 Three of them are the most important that require the most skill. 136 00:06:01.367 --> 00:06:02.488 The other three, not so much. 137 00:06:03.068 --> 00:06:09.534 It's like that can take us from 25 visits a month to 50 visits a month, provided we can increase the lead flow, which we'll get to in a second. 138 00:06:10.455 --> 00:06:13.058 But do you think that that would be like your dad would be on board with that? 139 00:06:13.653 --> 00:06:14.773 I think you would be on board with it. 140 00:06:15.054 --> 00:06:21.736 The only pushback I would ever say is more about the patient journey. 141 00:06:21.976 --> 00:06:22.236 Sure. 142 00:06:22.496 --> 00:06:26.918 So I think that a lot of the time, patients get very connected to the doctor. 143 00:06:27.178 --> 00:06:33.820 And I think having the handoff has been the hardest part, especially after doing some pretty intense visits. 144 00:06:34.260 --> 00:06:36.621 They have a hard time trusting a different doctor. 145 00:06:36.821 --> 00:06:37.261 That's all mental. 146 00:06:37.341 --> 00:06:38.402 It's not impossible. 147 00:06:38.442 --> 00:06:39.602 Yeah, of course it's not impossible. 148 00:06:39.622 --> 00:06:41.263 There's dental clinics that have many doctors. 149 00:06:41.283 --> 00:06:42.203 Of course it's not impossible. 150 00:06:42.583 --> 00:06:45.764 But that just sounds like what I would consider to be a just a limiting belief. 151 00:06:45.984 --> 00:06:46.124 Yeah. 152 00:06:46.405 --> 00:06:54.108 So all he has to do is just have a like he could film one time a video that's that's with the doctor that he's edifying. 153 00:06:54.388 --> 00:06:55.888 He says, hey, you know, this is Johnny. 154 00:06:56.108 --> 00:06:56.849 Johnny's awesome. 155 00:06:57.209 --> 00:07:00.430 And so Johnny actually specializes in the next three visits that you're going to be coming out with us. 156 00:07:00.750 --> 00:07:02.091 And so this is literally all he does. 157 00:07:02.271 --> 00:07:04.572 And so he's going to take care of you for X, Y and Z. 158 00:07:05.592 --> 00:07:06.933 And so we've already laid an amazing foundation. 159 00:07:06.953 --> 00:07:07.733 You've been healing great. 160 00:07:08.133 --> 00:07:09.754 And that's what like the roadmap is. 161 00:07:09.874 --> 00:07:12.976 And so if you have any questions, you know, you can give Johnny a call. 162 00:07:12.996 --> 00:07:14.077 He'll be available to you. 163 00:07:14.437 --> 00:07:17.519 And yeah, so next time you see it, you're not in the wrong place. 164 00:07:17.599 --> 00:07:18.240 Like, ha, ha, ha. 165 00:07:18.600 --> 00:07:18.880 That's it. 166 00:07:19.380 --> 00:07:19.580 Got it. 167 00:07:20.421 --> 00:07:22.022 And you can obviously set that expectation here. 168 00:07:22.082 --> 00:07:24.584 It's like, hey, the work is split between two of us. 169 00:07:24.724 --> 00:07:25.945 One is one we specialize. 170 00:07:25.985 --> 00:07:26.745 I specialize on this side. 171 00:07:26.765 --> 00:07:27.626 He specialize on that side. 172 00:07:28.126 --> 00:07:28.546 And that's it. 173 00:07:29.527 --> 00:07:31.108 That's like, that's totally mental, though. 174 00:07:31.368 --> 00:07:33.089 He's obviously been a sole practitioner for a really long time. 175 00:07:33.670 --> 00:07:37.252 And it's one of those things where like a lot of entrepreneurs feel like, 176 00:07:38.653 --> 00:07:40.915 it's nice to feel needed and it's nice to feel special. 177 00:07:41.295 --> 00:07:41.476 Yeah. 178 00:07:42.236 --> 00:07:44.638 But there are other humans who have hands who can learn things. 179 00:07:45.279 --> 00:07:45.619 100%. 180 00:07:45.679 --> 00:07:45.860 Right. 181 00:07:45.900 --> 00:07:48.402 And it's like, okay, do you want to be right or do you want to be rich? 182 00:07:48.802 --> 00:07:49.883 And this is one of those scenarios. 183 00:07:50.223 --> 00:07:55.508 And I'll tell you what he has to do, like what you have to convince him of is just that he has to be positioned as the architect or the artist. 184 00:07:56.249 --> 00:07:57.510 And then the other guys are the hands. 185 00:07:57.650 --> 00:07:58.911 And that way it'll kind of preserve his... 186 00:07:59.812 --> 00:08:02.053 I'll say ego, but like, it's like, you're still the puppeteer. 187 00:08:02.073 --> 00:08:04.134 You're still, you know, you're the conductor of the orchestra. 188 00:08:05.375 --> 00:08:08.057 And then from a, from a positioning perspective, that's what you would say to the patients. 189 00:08:08.077 --> 00:08:11.679 It's like the actual hardest part is designing the procedure in the process. 190 00:08:12.719 --> 00:08:14.880 Once the plan's laid out, it's really just executing it. 191 00:08:15.361 --> 00:08:15.561 Got it. 192 00:08:15.661 --> 00:08:16.982 And so that's, that's easy to position. 193 00:08:17.402 --> 00:08:17.622 All right. 194 00:08:17.642 --> 00:08:18.302 So that's thing one. 195 00:08:18.462 --> 00:08:20.984 This double, this gives us a, gives us a double in capacity. 196 00:08:22.144 --> 00:08:26.007 Now that guy was quitting, but if he was able to take all these appointments on, would that fill up his calendar? 197 00:08:27.768 --> 00:08:28.348 For the most part. 198 00:08:28.368 --> 00:08:28.508 Yeah. 199 00:08:28.720 --> 00:08:29.000 Okay. 200 00:08:29.140 --> 00:08:36.565 Well, I mean, in my mind, I would say like maybe don't fire him if he was a decent guy, because that would double the potential revenue of the business and take you from two to four. 201 00:08:37.705 --> 00:08:38.366 That feels worth it. 202 00:08:38.706 --> 00:08:38.886 Yeah. 203 00:08:38.946 --> 00:08:41.548 And you can make up the extra 2 million in whatever you're paying the associate. 204 00:08:42.108 --> 00:08:43.229 Definitely. 205 00:08:44.389 --> 00:08:45.070 Okay. 206 00:08:45.150 --> 00:08:45.390 Okay. 207 00:08:45.450 --> 00:08:46.711 That feels not dumb. 208 00:08:47.311 --> 00:08:47.471 Okay. 209 00:08:47.491 --> 00:08:48.111 The next thing is... 210 00:08:51.466 --> 00:08:53.890 So right now you have Google ads that are working, obviously, right? 211 00:08:54.070 --> 00:08:54.250 Yeah. 212 00:08:54.631 --> 00:09:02.384 So I would just actually continue to encourage you to just keep increasing Google ad spend. 213 00:09:02.865 --> 00:09:03.045 Okay. 214 00:09:04.283 --> 00:09:07.005 Because right now you're spending, what are you spending a month, like $14,000 or something like that? 215 00:09:07.045 --> 00:09:07.506 $12,000, yeah. 216 00:09:07.586 --> 00:09:08.247 $12,000, right. 217 00:09:08.687 --> 00:09:17.094 So if you have $12,000 a month, like you're in Orange County, like you could probably go to several hundred thousand dollars a month before you even get close to capping that area. 218 00:09:17.214 --> 00:09:18.936 So like there's a lot of runway there. 219 00:09:19.096 --> 00:09:21.158 But if we double it, we can double the capacity, double the spend. 220 00:09:21.798 --> 00:09:27.805 Now, number three is that you have like, or your dad has like a 85 or 90% close, some very high close rate. 221 00:09:27.865 --> 00:09:28.065 Yeah. 222 00:09:28.445 --> 00:09:29.987 I would do a couple things. 223 00:09:30.267 --> 00:09:38.096 So number one, when I see those kinds of close rates, I would increase price because with those kinds of close rates, there's probably a lot of room there. 224 00:09:38.496 --> 00:09:39.878 What payment options do you provide people? 225 00:09:40.813 --> 00:09:42.934 So it depends on what they qualify for. 226 00:09:42.954 --> 00:09:48.356 So either with an implant patient or a long treatment plan, they pay as they go. 227 00:09:48.977 --> 00:09:50.417 So they would pay over the course of a year. 228 00:09:50.977 --> 00:09:53.499 Whenever they get the work done, they pay for that visit, essentially. 229 00:09:54.059 --> 00:09:57.340 If they choose financing, they pay the entire treatment up front. 230 00:09:58.601 --> 00:09:59.781 And that's it. 231 00:10:00.622 --> 00:10:01.882 What percentage of people do financing? 232 00:10:02.723 --> 00:10:03.543 Approximately... 233 00:10:06.739 --> 00:10:11.483 30% of the treatment plans over 15,000, 30 to 50%, I'd say. 234 00:10:12.224 --> 00:10:15.447 I feel like you could get like 80 or 90% like doing that. 235 00:10:15.587 --> 00:10:18.049 Cause like my position would be like, Hey, so there's two ways to pay. 236 00:10:18.230 --> 00:10:23.855 You can either pay on a credit card and pay whatever you want, or you can pay using financing, but either way we need to pay now to get this whole process started. 237 00:10:24.516 --> 00:10:24.736 Okay. 238 00:10:24.756 --> 00:10:26.778 So you would change it to a pay now. 239 00:10:26.818 --> 00:10:29.320 I prefer that, especially from a cash conversion cycle perspective. 240 00:10:29.500 --> 00:10:30.982 And that's not that uncommon. 241 00:10:31.438 --> 00:10:36.569 do you think that it would be wise to give them almost like a discount to prepay? 242 00:10:36.809 --> 00:10:42.180 Because the way, I mean, obviously it's more of a limiting belief, but the way we've always done it is pay as you go per visit. 243 00:10:42.573 --> 00:10:44.354 No, I mean, I would, that would be like a, huh. 244 00:10:44.474 --> 00:10:44.694 Okay. 245 00:10:44.714 --> 00:10:45.634 I guess we could do that. 246 00:10:45.654 --> 00:10:46.074 You know what I mean? 247 00:10:46.094 --> 00:10:47.275 Like I would make it seem odd. 248 00:10:47.495 --> 00:10:48.716 Okay. 249 00:10:48.736 --> 00:10:53.137 But yeah, you can give the incentive if you want, but it's like, this is what most people do because you're going to pay it either way. 250 00:10:53.157 --> 00:10:55.118 Cause like, believe me, you can't half finish your mouth. 251 00:10:55.138 --> 00:10:56.479 So like, you're going to have to end up paying it. 252 00:10:56.499 --> 00:10:58.019 So you might as well just prepay. 253 00:10:58.080 --> 00:11:01.841 And that's why, because it allows us to pre-order some of the things that we need for your specific case. 254 00:11:02.241 --> 00:11:02.461 Got it. 255 00:11:02.741 --> 00:11:03.642 That's how I would script it. 256 00:11:04.202 --> 00:11:11.704 So I would just say like A, B, credit card slash financing, and then you downsell a payment plan. 257 00:11:11.724 --> 00:11:12.424 Does that make sense? 258 00:11:12.764 --> 00:11:13.004 Okay. 259 00:11:13.364 --> 00:11:15.744 Now, from a pricing perspective, you're charging $14,000. 260 00:11:16.485 --> 00:11:19.205 Is the average three-year value of these implants? 261 00:11:19.845 --> 00:11:20.725 Because it seems low. 262 00:11:21.165 --> 00:11:21.686 It is low. 263 00:11:21.806 --> 00:11:23.946 So the three-year value of implants is a lot higher. 264 00:11:23.966 --> 00:11:27.027 $14,000 is our overall, including patient recall. 265 00:11:27.227 --> 00:11:27.487 Got it. 266 00:11:27.627 --> 00:11:32.188 So with implant patients, our average tickets are around $28,000. 267 00:11:34.095 --> 00:11:36.197 And his close rate is still 80-whatever percent. 268 00:11:36.897 --> 00:11:37.197 Yeah. 269 00:11:37.277 --> 00:11:37.578 I mean. 270 00:11:38.518 --> 00:11:39.899 This is after we increased prices, too. 271 00:11:40.059 --> 00:11:42.241 First thing I did following your judgment was. 272 00:11:42.261 --> 00:11:43.602 Yeah, and then nothing happened, right? 273 00:11:43.822 --> 00:11:46.324 Increased prices by 15% to 20%. 274 00:11:47.045 --> 00:11:49.186 Originally, it was whole world was going to end. 275 00:11:49.486 --> 00:11:49.687 Yeah. 276 00:11:49.887 --> 00:11:50.747 And nothing happened. 277 00:11:50.988 --> 00:11:51.668 And nothing happened. 278 00:11:51.768 --> 00:11:56.872 And I ended up trying to give more value to patients and close rate increased. 279 00:11:57.329 --> 00:11:59.411 Yeah, because it's a luxury item. 280 00:12:00.292 --> 00:12:04.916 I mean, people, rather technically it's a premium item, but I think I would go to $35K. 281 00:12:04.997 --> 00:12:05.297 Okay. 282 00:12:06.838 --> 00:12:10.342 And how long had it been since your dad had raised his prices when you got him to raise his prices? 283 00:12:10.362 --> 00:12:11.363 About three to four years. 284 00:12:11.892 --> 00:12:12.212 Yeah. 285 00:12:12.232 --> 00:12:15.394 And the thing is, is that in that time period, like the money sold went up by a lot more than 20%. 286 00:12:15.434 --> 00:12:15.735 Yeah. 287 00:12:16.455 --> 00:12:21.739 So that change was not even, that was like still just make, that was just right sizing. 288 00:12:21.759 --> 00:12:23.160 It wasn't really a price increase. 289 00:12:23.180 --> 00:12:24.140 That was just right sizing. 290 00:12:24.661 --> 00:12:33.067 So I think given your dad's experience and the fact that he's closing 85, whatever plus percent, I doubt you're going to lose a lot, especially because of the nature of how you're having people pay. 291 00:12:34.227 --> 00:12:38.331 Because the actual monthly difference is going to be negligible, but it'll be a material difference for you guys. 292 00:12:38.871 --> 00:12:39.191 Definitely. 293 00:12:39.632 --> 00:12:39.952 Right. 294 00:12:40.452 --> 00:12:43.395 Extra 7,000 per is going to, will add up, especially if you can pull it up front. 295 00:12:43.735 --> 00:12:43.975 Okay. 296 00:12:44.335 --> 00:12:47.818 Another quick, quick little thing is that walk me through the sales process really quickly. 297 00:12:48.559 --> 00:12:52.602 Because to help support this price increase, I just want to tweak sales motion if we can. 298 00:12:53.142 --> 00:12:53.382 Okay. 299 00:12:54.183 --> 00:12:59.388 So someone clicks, they schedule, they call in or whatever, they schedule their appointment. 300 00:12:59.528 --> 00:12:59.808 Okay. 301 00:13:00.328 --> 00:13:04.312 Walk me through what happens after, like from the time they schedule till the time they give you money. 302 00:13:04.599 --> 00:13:08.340 So they schedule, they receive a reminder seven days before their appointment. 303 00:13:08.800 --> 00:13:13.481 They receive a second reminder three days, one last one day before, one day of. 304 00:13:14.281 --> 00:13:15.822 So seven, three, two, one. 305 00:13:16.142 --> 00:13:16.302 Yep. 306 00:13:16.562 --> 00:13:16.842 Okay. 307 00:13:17.102 --> 00:13:21.183 And then they show up for their appointment and that is their initial consultation. 308 00:13:21.943 --> 00:13:22.724 No work gets done. 309 00:13:23.024 --> 00:13:26.264 It's purely potentially x-rays and a- It's a sale, right? 310 00:13:26.405 --> 00:13:26.585 Yeah. 311 00:13:26.925 --> 00:13:27.105 Yeah. 312 00:13:27.125 --> 00:13:27.285 Okay. 313 00:13:27.345 --> 00:13:28.865 Visual consult. 314 00:13:28.965 --> 00:13:30.446 Well, let's actually walk through that in more detail. 315 00:13:30.466 --> 00:13:32.066 So when they actually walk in the door, what happens? 316 00:13:32.484 --> 00:13:36.807 They walk in the door, we greet them, and they get seated in the chair immediately. 317 00:13:37.067 --> 00:13:37.367 Okay. 318 00:13:37.828 --> 00:13:41.970 Once we take the x-ray to the CT scan, they come back to the chair. 319 00:13:41.990 --> 00:13:42.971 Okay. 320 00:13:43.031 --> 00:13:45.573 And it takes anywhere from two to four minutes. 321 00:13:45.773 --> 00:13:46.093 Got it. 322 00:13:46.293 --> 00:13:54.039 So they sit back in the chair, we pull up the scan with them, and we essentially diagnose what they can't see or what we can't see visually. 323 00:13:54.559 --> 00:13:57.161 So you educate the patient, you say your teeth are fucked up, got it. 324 00:13:58.442 --> 00:14:00.303 When does it transition to, okay, give us money? 325 00:14:01.178 --> 00:14:03.481 So that transition doesn't happen in the chair. 326 00:14:03.501 --> 00:14:06.704 That happens once he diagnoses and things are complete. 327 00:14:06.824 --> 00:14:09.427 They will either sit down with myself or our office manager. 328 00:14:09.908 --> 00:14:10.629 And we will create the chair. 329 00:14:10.649 --> 00:14:13.111 And that's to get out of the chair and they go somewhere else into like a sales room. 330 00:14:13.212 --> 00:14:13.652 For an office. 331 00:14:13.812 --> 00:14:14.053 Yeah. 332 00:14:14.473 --> 00:14:14.713 Okay. 333 00:14:14.893 --> 00:14:15.154 Got it. 334 00:14:15.634 --> 00:14:18.698 So two things that I would tweak. 335 00:14:19.478 --> 00:14:24.743 is number one, and this will help you out, but I would put, I'd grab everyone's ID on the way in. 336 00:14:24.763 --> 00:14:25.344 Okay. 337 00:14:25.544 --> 00:14:27.406 So I could scan it and then confirm identity. 338 00:14:27.526 --> 00:14:31.069 Plus I would swap that for their credit card and say, hey, it's just how we complete our patient profiles. 339 00:14:31.549 --> 00:14:34.732 And that way you already have payment method before you even ask for payment. 340 00:14:35.613 --> 00:14:36.333 Much easier way to do it. 341 00:14:37.183 --> 00:14:40.084 Then you're going to go to chair, rigmarole, x-rays, et cetera. 342 00:14:40.804 --> 00:14:43.345 Then afterwards, they're meeting with you. 343 00:14:43.925 --> 00:14:51.707 You have your one-on-one with them in office, in the front office or whatever, before they actually sit down. 344 00:14:51.747 --> 00:14:52.867 So you have your x-ray here. 345 00:14:54.267 --> 00:14:56.888 And then there's this period where they come into this office. 346 00:14:57.588 --> 00:15:01.069 This is where before they actually sit down with you, you should have them watch a little VSL. 347 00:15:02.009 --> 00:15:02.809 little video sales letter. 348 00:15:03.450 --> 00:15:06.511 And so maybe you have them wait in that office for like five minutes, 10 minutes. 349 00:15:06.951 --> 00:15:09.473 And while they're there, you just give them this, Hey, be right with you. 350 00:15:09.633 --> 00:15:10.073 Watch this. 351 00:15:10.133 --> 00:15:12.074 That'll give you a little bit more context with the doctor just shared with you. 352 00:15:12.634 --> 00:15:14.795 And then it's just like basically a ton of testimonials. 353 00:15:15.476 --> 00:15:17.957 Um, this I'll give you the, the, the TLDR. 354 00:15:17.977 --> 00:15:19.778 You can watch the recording, but, um, 355 00:15:20.378 --> 00:15:29.843 promise of the video, like, hey, in this video, I'm going to show you how we transform people's mouths, pain that you're avoiding, which is like, and so if you haven't been sure you've had pain, or you're like, you're not confident with your smile, you know, these pains better than I do. 356 00:15:30.403 --> 00:15:32.104 Our process will help you fix that. 357 00:15:32.404 --> 00:15:35.665 And here's proof number one, proof number two, proof number three, which are three or four different avatars. 358 00:15:35.906 --> 00:15:38.587 And so that's what we'll walk through is kind of like our four-step process in this video. 359 00:15:39.067 --> 00:15:42.449 So then we go to big idea number one, which is like the old way of doing things is like this. 360 00:15:42.549 --> 00:15:44.070 The new way or our way of doing it is like this. 361 00:15:44.110 --> 00:15:49.534 And this is the core reason that we started this practice and why so many people have bad teeth and why our patients are so happy. 362 00:15:50.194 --> 00:15:52.115 And that's the core big idea. 363 00:15:52.756 --> 00:15:55.918 And then you just have what are the common objections that people bring up in that sales consult? 364 00:15:56.478 --> 00:15:57.939 which is like some people have some questions. 365 00:15:57.959 --> 00:16:01.200 We like to cover them ahead of time, which is, Hey, does this work for tiny teeth? 366 00:16:01.220 --> 00:16:01.480 I don't know. 367 00:16:01.500 --> 00:16:01.740 Whatever. 368 00:16:01.761 --> 00:16:03.681 Like, you know, like you'll know, you know what the objections are. 369 00:16:03.982 --> 00:16:06.883 And then with each of them, you'll follow through with, this is what people think. 370 00:16:07.343 --> 00:16:08.924 This is, uh, why it's wrong. 371 00:16:09.404 --> 00:16:10.885 This is what is true. 372 00:16:11.185 --> 00:16:11.805 And then here's proof. 373 00:16:12.426 --> 00:16:14.727 And for each one of them, it's basically a simple objection overcome for each of them. 374 00:16:15.187 --> 00:16:19.229 And then after that, it's just proof of just basically before and after some people saying, Oh my God, this is amazing. 375 00:16:19.629 --> 00:16:19.769 Okay. 376 00:16:20.029 --> 00:16:23.831 And then what that'll do is because if we're going to have an increase in price, I want to give you 377 00:16:26.617 --> 00:16:26.857 Okay. 378 00:16:27.698 --> 00:16:30.721 And would you recommend going over price in the VSL as well? 379 00:16:31.301 --> 00:16:32.382 You can do a range. 380 00:16:32.662 --> 00:16:32.862 Okay. 381 00:16:32.882 --> 00:16:33.463 You can do a range. 382 00:16:33.483 --> 00:16:34.984 It depends on the number of teeth and whatnot. 383 00:16:35.004 --> 00:16:36.065 But our ranges go from here to here. 384 00:16:36.425 --> 00:16:38.947 But you already have good close rates, so I don't want to mess with too much. 385 00:16:38.967 --> 00:16:41.189 But you basically never sell less with a VSL. 386 00:16:41.550 --> 00:16:41.710 Yeah. 387 00:16:42.190 --> 00:16:47.134 And if you have already a form of payment on file, it's usually, do you want to choose the card on file? 388 00:16:47.555 --> 00:16:48.355 It's just very easy. 389 00:16:48.636 --> 00:16:48.816 Yeah. 390 00:16:48.836 --> 00:16:50.537 And so you don't have to take out the wallet again. 391 00:16:50.557 --> 00:16:52.479 It just decreases friction and makes it very buttery. 392 00:16:52.779 --> 00:16:52.999 Nice. 393 00:16:53.099 --> 00:16:53.520 That makes sense? 394 00:16:53.540 --> 00:16:53.780 Yeah. 395 00:16:54.200 --> 00:16:54.480 Very nice. 396 00:16:54.660 --> 00:16:59.982 Big picture, you have like what I would consider to be very like straight down the middle, which is like your supply constraint. 397 00:17:00.502 --> 00:17:01.622 This doubles our capacity. 398 00:17:02.002 --> 00:17:05.963 Long term, we need to take up one and two and give that to another doc as well. 399 00:17:06.303 --> 00:17:07.844 So your dad can just focus on the diagnosis. 400 00:17:07.864 --> 00:17:12.305 If you just does that, that can get you to 12-ish million just from doing that one change. 401 00:17:12.865 --> 00:17:17.729 And so you'll have to break your dad's beliefs around the fact that like what my father's a physician. 402 00:17:17.749 --> 00:17:18.510 So like a surgeon. 403 00:17:18.630 --> 00:17:20.591 And so I understand the archetype. 404 00:17:20.952 --> 00:17:26.056 There's a lot of romanticism around like I have a lot of repetitions on this and like no one will be able to teach me or no one's going to be as good as I am. 405 00:17:26.216 --> 00:17:28.318 I'm not saying your dad's like that, but many surgeons are. 406 00:17:28.758 --> 00:17:33.962 And so there has to be a fundamental belief shift, which is that like if you learned it, so can someone else. 407 00:17:34.462 --> 00:17:36.984 And then re-edifying him as like... 408 00:17:38.766 --> 00:17:43.271 For this business to scale, his identity needs to change from I'm the best dentist to I'm the best teacher. 409 00:17:44.513 --> 00:17:47.496 If he can make that change, I think this thing can get really good. 410 00:17:47.957 --> 00:17:51.641 If he holds onto the chair, it'll be very difficult. 411 00:17:51.661 --> 00:17:51.981 100%. 412 00:17:52.422 --> 00:17:58.529 And with this, at what point do you think it would make sense to possibly buy any locations online? 413 00:17:58.957 --> 00:18:01.658 We need to fix all this stuff first. 414 00:18:01.838 --> 00:18:02.138 Correct. 415 00:18:02.378 --> 00:18:07.299 And right now, there's no point in adding another practice because you don't even know how to run a practice without your dad. 416 00:18:07.319 --> 00:18:07.639 100%. 417 00:18:07.739 --> 00:18:07.899 Right. 418 00:18:07.919 --> 00:18:11.440 So it's like that has to happen before any of these other conversations can really occur. 419 00:18:11.640 --> 00:18:15.161 That said, I'll just add a little bit of a tidbit for these guys because you're just getting into it. 420 00:18:15.601 --> 00:18:19.282 But the speed to lead is especially with – are you doing PPC? 421 00:18:19.322 --> 00:18:19.422 PPC? 422 00:18:19.902 --> 00:18:20.042 Yeah. 423 00:18:20.222 --> 00:18:21.043 Yeah. 424 00:18:21.543 --> 00:18:23.204 It is the most important platform for speed delete. 425 00:18:23.704 --> 00:18:27.546 Like talking like 60 seconds because you have super high intent people, but they're shopping. 426 00:18:27.767 --> 00:18:28.567 They're looking around. 427 00:18:28.667 --> 00:18:32.069 And so it's most of the time, I don't know the stat, but it's very high. 428 00:18:32.509 --> 00:18:34.911 The first person who responds is the person who gets the customer. 429 00:18:35.691 --> 00:18:35.871 Yeah. 430 00:18:36.312 --> 00:18:38.993 That's the one thing that I've been focusing on. 431 00:18:39.413 --> 00:18:39.634 Yeah. 432 00:18:39.914 --> 00:18:45.257 This is killing you because the big part is like he's booked out 15 to 30 days in order for him to do these diagnoses, right? 433 00:18:45.737 --> 00:18:46.658 And you're losing money there. 434 00:18:47.398 --> 00:18:47.618 Okay. 435 00:18:47.918 --> 00:18:48.759 Perfect world would be this. 436 00:18:49.690 --> 00:18:56.212 like perfectly efficient world that I think will maintain sales percentages is that, um, they come in greeted, whatever. 437 00:18:56.593 --> 00:19:05.676 And then when they, when they walk into meet with you, if possible, if he says, this is my guy, he's the man, he just transfers authority and says, he's seen more of these cases than anyone. 438 00:19:05.696 --> 00:19:06.796 Like he will definitely help you out. 439 00:19:07.016 --> 00:19:08.557 I'll be with you as soon as we get into the dex race. 440 00:19:08.997 --> 00:19:09.857 He just needs to do that. 441 00:19:10.498 --> 00:19:11.078 Just edifies you. 442 00:19:11.098 --> 00:19:12.178 And then you'll have the whole frame. 443 00:19:12.639 --> 00:19:14.079 Then he'll come in razzle dazzle. 444 00:19:14.459 --> 00:19:15.480 And then you close. 445 00:19:16.060 --> 00:19:16.280 Got it. 446 00:19:16.913 --> 00:19:21.615 Because in that way, because if he can just basically, the only time, how long is the x-ray diagnosis part? 447 00:19:22.235 --> 00:19:23.055 An hour 15. 448 00:19:23.315 --> 00:19:23.495 Right. 449 00:19:23.515 --> 00:19:24.256 Yeah, that's terrible. 450 00:19:24.556 --> 00:19:27.177 And so that's why it's taking 15 to 30 days. 451 00:19:27.337 --> 00:19:30.098 Because like you have 70% sure rates, you'll probably get closer to 85 or 90. 452 00:19:30.658 --> 00:19:34.140 If that's the case, that would give you a 20% lift in revenue. 453 00:19:34.660 --> 00:19:34.920 Okay. 454 00:19:35.020 --> 00:19:37.181 And return on ad spend just from that one change. 455 00:19:38.181 --> 00:19:39.823 Because you'll just move, you'll just pull it forward. 456 00:19:40.163 --> 00:19:41.944 Because then it's like, great, we can get you in tomorrow. 457 00:19:42.125 --> 00:19:44.246 Because they're literally, they have pain. 458 00:19:44.667 --> 00:19:45.047 Exactly. 459 00:19:45.367 --> 00:19:47.029 So it's like, they want to solve the pain. 460 00:19:47.269 --> 00:19:47.689 Yeah. 461 00:19:47.709 --> 00:19:51.513 And if somebody else can see them tomorrow, they'll see them in Not You. 462 00:19:52.233 --> 00:19:54.175 Especially for a customer that's not warm or referral. 463 00:19:54.575 --> 00:19:54.736 Yeah. 464 00:19:54.916 --> 00:19:55.096 Right? 465 00:19:55.576 --> 00:19:57.418 So I see this as super material. 466 00:19:57.998 --> 00:20:00.100 Other than that, the business already runs really good margins. 467 00:20:00.360 --> 00:20:01.401 The rest of this is fine. 468 00:20:01.902 --> 00:20:03.803 But this would be the next steps. 469 00:20:05.125 --> 00:20:05.365 Got it. 470 00:20:05.900 --> 00:20:24.328 Again, when I see prices went up, close rates went up, what that means is that, especially in the market you're at, and when I say market, I mean the geographic market, but also the avatar itself, the people who are walking in the door, they are correlating price with risk and quality. 471 00:20:25.209 --> 00:20:28.250 And so they're like, this is a complex procedure. 472 00:20:28.890 --> 00:20:30.491 I'm gonna use my mouth for the rest of my life. 473 00:20:31.112 --> 00:20:32.112 I want to make sure it's done right. 474 00:20:32.192 --> 00:20:38.194 And for that person, an extra call at $100 a month is going to mean absolutely makes me no difference whatsoever. 475 00:20:38.934 --> 00:20:42.936 But them getting an inferior procedure is going to make a huge difference. 476 00:20:42.956 --> 00:20:43.436 Huge difference. 477 00:20:43.916 --> 00:20:45.416 You raised price and conversion went up. 478 00:20:45.656 --> 00:20:45.816 Yeah. 479 00:20:46.477 --> 00:20:47.497 So keep raising price. 480 00:20:48.517 --> 00:20:51.098 At what point do we know that we should stop raising price? 481 00:20:51.478 --> 00:20:54.119 Well, when conversion times price goes down. 482 00:20:54.539 --> 00:20:54.779 Okay. 483 00:20:55.675 --> 00:20:57.397 Not when you sell less, because sometimes you will sell less. 484 00:20:57.417 --> 00:21:01.020 But if you have a 50% price raise and you sell 10% fewer, you should continue to keep that price. 485 00:21:01.421 --> 00:21:01.641 Right? 486 00:21:01.981 --> 00:21:02.421 Or at a plus. 487 00:21:02.582 --> 00:21:03.102 Right, exactly. 488 00:21:03.122 --> 00:21:04.544 You're at a plus plus. 489 00:21:04.564 --> 00:21:05.965 You're closing more at a higher price. 490 00:21:06.145 --> 00:21:06.305 Yeah. 491 00:21:06.465 --> 00:21:10.249 There's going to be a point where you close the same at a higher price, and that's still good. 492 00:21:10.269 --> 00:21:16.235 And there's a point where even after the curve, you close even at a higher price with even a little bit less, and the math still makes sense. 493 00:21:16.255 --> 00:21:17.416 But it's just a pure math equation. 494 00:21:17.796 --> 00:21:20.619 I also understand the nature of high-ticket sales like this, which is very difficult to get. 495 00:21:21.099 --> 00:21:43.015 you know maybe he was having a bad day whatever happens but i think you're very safe to continue to raise for a minute this is just like probably the first of maybe another one after this got it and then the one thing i was going to start doing is just doing like organic content reminds me i was going to bring that up to you so what i want you to also do is re-engineer the process so 496 00:21:43.850 --> 00:21:47.031 I'm sure there's these reaction moments when they get to see their teeth and like they don't look bad. 497 00:21:47.131 --> 00:21:47.391 Right. 498 00:21:47.651 --> 00:21:47.871 Okay. 499 00:21:48.352 --> 00:21:57.635 So we just want to have this big mirror in your hallway where you can have people kind of walk up blindfolded or like not see it or just you want to basically capture the reveal moment. 500 00:21:58.335 --> 00:21:59.996 And you'll probably already do capture the before moment. 501 00:22:00.136 --> 00:22:00.576 I'm guessing. 502 00:22:01.204 --> 00:22:01.945 A lot of the time we don't. 503 00:22:02.145 --> 00:22:02.365 Okay. 504 00:22:02.465 --> 00:22:04.547 Well, that needs to get integrated in the process, right? 505 00:22:04.707 --> 00:22:04.887 Yeah. 506 00:22:05.067 --> 00:22:06.328 And so that becomes your posting. 507 00:22:06.689 --> 00:22:06.789 Okay. 508 00:22:06.809 --> 00:22:13.934 Like every single before and after that you have at your clinic should get posted, but you can have multiple versions of this. 509 00:22:14.974 --> 00:22:21.556 So think about one is like the story version, which is like Angela showing her before and then showing her after. 510 00:22:21.616 --> 00:22:22.276 And it's like, yay. 511 00:22:22.756 --> 00:22:29.318 And then there's the carousel version, which is like images that you might still put the story as the third tile that you'd post. 512 00:22:29.898 --> 00:22:34.020 You can do a case study version of this, which is like your dad or you reviewing the case. 513 00:22:34.040 --> 00:22:34.920 So this is Casey. 514 00:22:35.060 --> 00:22:37.941 She came in with an XYZ micro underbite. 515 00:22:37.961 --> 00:22:38.901 I don't want to make it up. 516 00:22:39.001 --> 00:22:39.181 Right. 517 00:22:39.662 --> 00:22:41.665 And so this was an interesting case for X, Y, and Z. 518 00:22:41.745 --> 00:22:47.314 And so, and then, but it's, but then you're immediately flipping it to like, so if you're struggling with this, this, and this, and this, you don't have to struggle with that. 519 00:22:47.374 --> 00:22:48.656 Like these are super solvable problems. 520 00:22:48.676 --> 00:22:49.397 A lot of people just don't know it. 521 00:22:49.417 --> 00:22:50.239 That's why I'm making this content. 522 00:22:51.317 --> 00:22:53.639 And then with all of that stuff, you can just CTA to lead gen. 523 00:22:54.019 --> 00:22:54.219 Okay. 524 00:22:54.440 --> 00:22:58.743 I didn't want to add a separate channel because like this is the, you're already doing this. 525 00:22:58.903 --> 00:23:00.124 Let's just do more better on this. 526 00:23:00.705 --> 00:23:07.550 But as you like, basically, if you were to come back, like in a year, I would say like, okay, this is going to be our further expansion. 527 00:23:07.670 --> 00:23:13.695 And so what's difficult with small businesses, there's whenever you have a pipeline, if you, as long as you're not supply constrained, which you are. 528 00:23:13.975 --> 00:23:14.276 Okay. 529 00:23:15.696 --> 00:23:17.297 more marketing on a supply constraint does nothing. 530 00:23:17.577 --> 00:23:17.757 Yeah. 531 00:23:17.937 --> 00:23:18.777 It does not increase throughput. 532 00:23:19.138 --> 00:23:26.060 And so it's like we have to solve the supply constraint first, and then the other things on the pipeline can increase, and then that increases throughput. 533 00:23:26.580 --> 00:23:30.141 But we have to solve that first, and then this alone will match your throughput. 534 00:23:30.322 --> 00:23:31.762 So could we do it? 535 00:23:32.322 --> 00:23:32.662 Yeah. 536 00:23:33.323 --> 00:23:34.063 Is it the constraint? 537 00:23:34.543 --> 00:23:34.803 No. 538 00:23:35.663 --> 00:23:37.224 Will it take resources from you to think about? 539 00:23:37.504 --> 00:23:37.784 Yes. 540 00:23:38.164 --> 00:23:39.525 If you do all this stuff and you have bandwidth? 541 00:23:39.745 --> 00:23:39.945 Sure. 542 00:23:40.473 --> 00:23:40.693 Got it. 543 00:23:41.393 --> 00:23:41.593 Got it. 544 00:23:41.633 --> 00:23:43.814 The reason I was at least thinking about it was... 545 00:23:44.094 --> 00:23:46.135 I'm never going to tell you to advertise less. 546 00:23:46.235 --> 00:23:48.556 Small businesses, the more people know about your stuff, the more money you make. 547 00:23:48.756 --> 00:23:48.976 Sure. 548 00:23:49.276 --> 00:23:51.096 Unless you have no way to actually capitalize on it. 549 00:23:57.018 --> 00:23:57.258 Yes. 550 00:23:58.959 --> 00:23:59.319 Okay. 551 00:23:59.559 --> 00:24:00.379 How many employees you guys got? 552 00:24:01.380 --> 00:24:02.400 Nine, including me. 553 00:24:03.416 --> 00:24:03.696 None. 554 00:24:04.057 --> 00:24:04.357 All right. 555 00:24:04.377 --> 00:24:06.418 So where are we at on the scaling roadmap? 556 00:24:06.438 --> 00:24:10.481 So you're right at the kind of prioritize to productize stage. 557 00:24:10.982 --> 00:24:17.006 Notice what we were doing is prioritizing things you need to do and trying to develop productization of the actual delivery. 558 00:24:17.487 --> 00:24:19.608 It's almost like these things make sense. 559 00:24:20.409 --> 00:24:25.332 And so you do have a specialized product that's priced to serve a richer avatar. 560 00:24:25.392 --> 00:24:28.715 So you already have this, which is why I like from a business perspective, you're probably closer to here. 561 00:24:29.195 --> 00:24:31.257 From a marketing angle, more free, better stuff. 562 00:24:31.718 --> 00:24:34.460 That's where this part that I was referencing would kind of come in. 563 00:24:34.840 --> 00:24:35.881 And that will kind of graduate here. 564 00:24:35.901 --> 00:24:39.625 And so it's common for businesses to be split between multiple stages for different kind of functions. 565 00:24:39.785 --> 00:24:39.985 Yeah. 566 00:24:40.145 --> 00:24:43.708 From a sales perspective, I think you just started tracking these basic KPIs. 567 00:24:43.748 --> 00:24:47.071 So like you have probably more along this product type step. 568 00:24:47.672 --> 00:24:50.374 So spend more in this down messaging and new offer. 569 00:24:50.394 --> 00:24:50.494 Yeah. 570 00:24:53.197 --> 00:24:57.240 Create sales aids materials, right? 571 00:24:57.500 --> 00:24:59.942 And the VSL sales aids, right? 572 00:25:00.242 --> 00:25:03.625 Build a proper CS playbook to onboard and train team to answer questions. 573 00:25:03.665 --> 00:25:07.567 So that is partially like, how can we get the team to do some of these pieces? 574 00:25:07.948 --> 00:25:10.870 And then obviously, like over time, they're going to be taking over more of the delivery. 575 00:25:11.210 --> 00:25:11.610 All right. 576 00:25:12.971 --> 00:25:15.033 Make sense that you're at this stage to graduate? 577 00:25:15.561 --> 00:25:15.901 Fair enough. 578 00:25:16.402 --> 00:25:16.602 Cool. 579 00:25:16.762 --> 00:25:17.123 Fair enough. 580 00:25:17.563 --> 00:25:17.884 Alex. 581 00:25:18.224 --> 00:25:18.404 Yeah. 582 00:25:18.665 --> 00:25:19.726 By the way, this is free. 583 00:25:19.866 --> 00:25:21.568 If you're a business owner and you're like, what stage am I at? 584 00:25:21.588 --> 00:25:22.069 What should I do? 585 00:25:22.469 --> 00:25:22.930 Download this. 586 00:25:23.090 --> 00:25:28.056 Each one of these comes with like a 90 plus minute video that breaks down in way more detail than I just did in 10 seconds. 587 00:25:28.136 --> 00:25:28.857 What to do at each stage. 588 00:25:29.037 --> 00:25:30.459 So if you want that, you can go grab it. 589 00:25:30.519 --> 00:25:31.200 I'm sure the link's somewhere. 590 00:25:32.605 --> 00:25:33.025 Well, sweet. 591 00:25:33.125 --> 00:25:40.606 So you shifted, it sounded like you shifted to more payment upfront, raised the implant pricing, speed to lead is solid. 592 00:25:40.946 --> 00:25:43.067 You held off on scaling to the new location. 593 00:25:43.567 --> 00:25:43.907 Yeah. 594 00:25:44.147 --> 00:25:46.667 So all in all, what's, what's revenue at now? 595 00:25:46.767 --> 00:25:47.087 Run rate? 596 00:25:48.068 --> 00:25:51.948 Well, run rate, we are right at 3.3, I believe. 597 00:25:52.668 --> 00:25:53.449 Oh, hell yeah. 598 00:25:54.129 --> 00:25:59.049 So we're right at, I believe it's 270,000 a month. 599 00:25:59.490 --> 00:26:01.250 When I saw you last, I think we're at a 2.8 run rate. 600 00:26:02.632 --> 00:26:05.175 Okay, 2.8 to 3.3. 601 00:26:05.615 --> 00:26:06.256 So what's that? 602 00:26:07.077 --> 00:26:09.019 So that's a percent lift. 603 00:26:09.039 --> 00:26:09.240 Yeah. 604 00:26:09.480 --> 00:26:11.843 And from averaging 160, our best month before this was 290,000. 605 00:26:18.470 --> 00:26:21.771 And now we're about at 500,000. 606 00:26:22.172 --> 00:26:28.074 I never thought it'd be possible with the same team doing the same things we're currently doing. 607 00:26:28.454 --> 00:26:29.955 Honestly, Alex, thank you. 608 00:26:30.615 --> 00:26:31.415 Thank you so much, Ike. 609 00:26:32.036 --> 00:26:36.277 I have a lot of gratitude for your team, for you, for what everyone has been doing. 610 00:26:36.437 --> 00:26:42.220 Just the advice you've been able to give when it comes to fixing limiting beliefs, I think that's been the biggest thing. 611 00:26:42.900 --> 00:26:52.647 unlocking belief conviction in myself, in my team, in my dad, in our doctors, has been the biggest unlock of what's possible. 612 00:26:53.267 --> 00:26:53.688 Why not? 613 00:26:54.508 --> 00:26:56.310 Why can't we, is the question. 614 00:26:56.530 --> 00:26:57.610 How fast can we do it? 615 00:26:59.232 --> 00:26:59.812 We'll keep it going. 616 00:27:01.978 --> 00:27:02.860 Yeah, nothing to add there. 617 00:27:03.381 --> 00:27:04.262 I mean, it was all him. 618 00:27:04.683 --> 00:27:09.271 And so, you know, the kudos should go to him because a lot of people, you know, watch YouTube videos. 619 00:27:09.913 --> 00:27:11.976 They read my books, but they don't do anything about it. 620 00:27:12.217 --> 00:27:12.457 All right. 621 00:27:12.618 --> 00:27:14.641 And so that was this episode of Scale or Fail. 622 00:27:14.741 --> 00:27:15.603 Stay tuned for the next one.