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This is Raymond. He owns six carpactic clinics and he does about $5 million a year and we're going to help him scale.

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So hey Alex, my name is Raymond Cooner. I own Carro First of Washington. So we're a chain of carpactic clinics in the greater Seattle area.

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So just a little bit above my business. We currently have six brick and mortar locations in the greater Seattle area.

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Trilling 12 months revenue, 5.2 million, you bit over on roughly 1.2 million and our net profit is about 20%.

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Do you buy those or do you open up organic?

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So far I bought all of them.

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Oh really, okay. But I think moving forward we're going to change our strategy a little bit.

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Yeah, so who do you help specifically?

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So our key demographic that we help is 35 to 65 year old men and women that have some kind of condition that we can help with whether it's pain, discomfort or loss of women.

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So you're kind of like income level or anything like that?

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Yeah, they need to be employed and insurance or cash.

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We're 75% insurance.

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Oh, interesting. Okay, got it. So how do you help them?

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So the way we help them is when someone comes into our office we'll design a custom treatment plan for them.

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That might be over a period of 60 to 90 days. It might include carpactic we have and spinal decompression.

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Okay.

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So spinal decompression kind of differentiates us from a lot of our competitors because it's a niche service that we offer for people that have disc-related injuries.

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Is that like stretching people out kind of thing?

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Yeah, okay.

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Exactly.

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Cool. Well, how do you make money?

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First, so basically on the front end we offer a free consultation.

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All right.

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So then when the patient comes in our packages can lean from 2400 to 3600 over a 60 to 90 day period.

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We're primarily a reoccurring revenue model.

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Mm-hmm.

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And roughly one out of every seven of our patients they come in for a larger case value.

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So like a car accident or a work injury might be worth up to $10,000.

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Okay.

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What's advertising? How do you find them?

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So for paid advertising the two means of advertising are number one is Facebook ads.

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So we spend about a thousand bucks per location on that.

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The second one is Google ads.

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So we're spending roughly 500 to a thousand for month on each location.

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Okay.

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So what sales velocity?

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How many do you sell per month?

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On average we're getting about 35 leads per month.

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Okay.

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And out of the 35 we have 28 that show.

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Okay, it's pretty good.

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And so we have a show rate about 80%.

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It's great.

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And our closing rate is about 71%.

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So total sales probably roughly around 20.

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Cool.

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Solid numbers.

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Okay.

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So what's the goal?

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My three-year goal is to try to get to five million dollars EBITDA.

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I want to try to build a business that can run individually.

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Yeah.

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But then I also want to entertain selling to an institutional buyer.

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That's okay.

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So this is very much apparently what we talk about.

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Okay.

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So that's the goal.

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So what's staying the way it was a problem?

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So if I were to prioritize my constraints what I think there are.

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Number one I would say is probably lead flow.

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I think that we could do better in that department.

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It's not consistent.

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Okay.

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When I had one location it was really easy to predict that and to change the outcome pretty quickly.

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But as we've scaled I'm having a tougher and tougher time you know scale the marketing.

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Right.

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So I would say that's like a big one for us.

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Second one would be like our sales infrastructure.

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Because we are 75% insurance-based there is so many different plans out there.

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Right.

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So when the patient comes in we have to determine what kind of insurance they have by verifying it.

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And then make a customized plan based off of that.

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So if there's a way to scream like that into one day I think it would be much more effective for us.

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When I personally practiced I was able to do it in one day.

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But I'm having a tough time training my doctors to be able to do that.

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Okay.

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Number three scaling issues.

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So just centralizing the marketing has been a child for us.

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Limited employee pool.

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Right.

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So right now we're not expanding.

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But when we do expand it's harder to find a doctor obviously than a regular.

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Because you're buying it from another person who's leaving.

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Correct.

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Yeah.

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And then I got one of my guys in there.

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So the hiring pool is a lot smaller for me than it would be for other people.

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But that's not an issue right now.

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I don't think it's a pressing issue for us until we start expanding.

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Yeah.

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Got it.

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Okay.

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And then people operations.

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People operations.

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So obviously when I had one location it was really easy to control the standard.

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Right.

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But as we expand it's harder and harder to have that same standard.

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So let's see the numbers.

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So going over the numbers again.

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So top line revenue.

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5.2 million.

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Last fall months.

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Profit 1.2.

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Net margin is about 23%.

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Okay.

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Our CAQ is about 700.

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Our lifetime value is 3400.

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So that's 4.8 to 1.

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LTV to CAQ ratio.

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Marketing spend.

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We're spending about 1500 to 2000 per location right now.

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The short rate is 80%.

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Close rate 71%.

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And our annual ad spend on marketing is about 110,000.

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Okay.

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Do you have anything broken out between channels?

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Between Facebook and Google?

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I do.

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Okay, sweet.

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So this is our Facebook data.

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I was able to put together like our 12-month numbers for all the clinics for Africa.

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Okay.

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And then for as far as the challenge that we have is because we're insurance-based,

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we don't get paid for like 30, 60, 90 days after.

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So I had to go back and I pick Q2 for three clinics.

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Yeah.

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Okay.

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So why is Kent so much better?

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Yeah.

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I don't know.

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That's what I want to replicate.

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That's where we don't have consistency.

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Is that your first location?

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That's our number one.

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Yeah.

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It's not our first location.

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It's our third location, but it's probably our number one right now.

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Is the dock there different than the other docks?

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Is you good at sales?

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They're about the...

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He's good, but he's about the same.

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I would say that culture of that team is really good.

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I think that's one thing that stands out.

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Yeah.

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Yeah.

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Yeah, because if you look at it, because CAC is...

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I mean, half of Capital Hill, right?

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Yeah.

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But the amount of money that you're making is...

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You're getting more LTV and lower CAC at Kent.

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Right.

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So are they set...

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Is it that the people that are coming?

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Because it's insurance.

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So is it that they're like...

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They're billing better?

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Like, how could they get LTV to be so much higher?

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Yeah.

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Great question.

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So Kent would have a higher proportion of those 10,000 mark cases I was talking about,

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because that's a blue collar.

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And then Capital Hill's white collar.

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So it's got less of those case averages that are really high.

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I would say that's one thing.

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Very interesting.

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Do you have any other markets that are in that kind of blue collar damage?

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Yes.

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Everett's right there as well.

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Well, then based on that, would we have more...

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Like, Roas, because the CACs, you know, close...

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Yeah.

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Roas the quarter.

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Right.

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So why are there so many more cases in Kent than Everett?

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Yeah.

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So I'd take it.

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I would say Everett has more of those 10,000 mark cases than Kent does.

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That makes sense.

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Interesting.

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So I didn't talk with that into the Facebook marketing and the Google ads.

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Oh.

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So you didn't include that.

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Okay.

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But Everett's a good market.

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It's a good market for those, but I don't want it to be too...

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Depending on one source of...

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Patient, if that makes sense.

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I don't want to be too heavy on those auto accident cases.

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Hmm.

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In the location.

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Yeah.

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Okay.

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Do you have any other data that you've collected together?

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This is our Google data.

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Okay.

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Yeah.

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So these are from Google AdWords.

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Well, these obviously do significantly better than your Facebook ads.

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Yeah.

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For sure.

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Interesting.

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All right.

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Are you maxed out on spend here?

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I don't think I am.

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I work with a third-party company on this, and I basically go off their recommendations.

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Okay.

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I personally would love to spend more, obviously, on this, because they were joined so high.

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Yeah.

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I think people are in immediate need of help.

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Yeah.

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So they're much easier.

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Our case acceptance goes up much higher with these patients.

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High intent.

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Yeah.

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Really good.

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Well, I mean, shoot.

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This is the most promising part.

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Okay.

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All right.

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Let me think about some other kind of...

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Walk me through the sales process.

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The sales process.

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Yeah.

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So we have a two-day process, right?

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So day one.

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Patient comes in.

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We do a consultation.

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We take X-rays.

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We'll do an example.

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Actually, start me from click to close.

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So the person clicks on...

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Is Google...

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Is basically the sales process for Google ads different than the sales process for Meta?

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Or how's it...

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How's it flow for you?

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Yeah.

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So Google, they will call directly into...

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Or we have a centralized call center.

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Okay.

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So the call...

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Just click to call as the ad.

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Click to call or...

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Yeah.

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To schedule on or what...

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Do you know what the split is?

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There's a lot of it callers, like...

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I'm just curious.

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Yeah.

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I don't know the answer to that.

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No worries.

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That's a good question.

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Okay.

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So they...

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They talk to a rep that's centralized.

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That rep does some sort of discovery call.

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Like Trioches them and they either says...

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I mean, do they...

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Do they look at their insurance at that point on the call?

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They don't, but that's the thing I'm thinking of adding in.

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So we can get on top of that.

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Keep going through it.

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So they...

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Yeah.

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So they do some sort of discovery.

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They're currently not doing insurance on the call.

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Yep.

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All right.

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So then they do what?

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So then they schedule them the next available time.

270
00:08:50.000 --> 00:08:51.000
We try to get them in the same day or the next day.

271
00:08:51.000 --> 00:08:52.000
Right away.

272
00:08:52.000 --> 00:08:53.000
What's the show up rate for the...

273
00:08:53.000 --> 00:08:54.000
The calls?

274
00:08:54.000 --> 00:08:57.000
Because the show up rate that you have here where you showed me earlier was really good.

275
00:08:57.000 --> 00:08:58.000
But that's because they also just got it.

276
00:08:58.000 --> 00:08:59.000
They got...

277
00:08:59.000 --> 00:09:01.000
They had a conversation prior to doing that too.

278
00:09:01.000 --> 00:09:02.000
Right.

279
00:09:02.000 --> 00:09:03.000
Okay.

280
00:09:03.000 --> 00:09:04.000
So what's the show up rate for the...

281
00:09:04.000 --> 00:09:05.000
That other step?

282
00:09:05.000 --> 00:09:06.000
So for the...

283
00:09:06.000 --> 00:09:07.000
For the call?

284
00:09:07.000 --> 00:09:08.000
Right.

285
00:09:08.000 --> 00:09:09.000
Because some of us click to call.

286
00:09:09.000 --> 00:09:13.000
But the ones that book onto your calendar, you then call them at the designated time.

287
00:09:13.000 --> 00:09:14.000
Yeah.

288
00:09:14.000 --> 00:09:15.000
No, they do schedule.

289
00:09:15.000 --> 00:09:16.000
They can schedule online and they can make...

290
00:09:16.000 --> 00:09:17.000
They can...

291
00:09:17.000 --> 00:09:18.000
To show up to the facility?

292
00:09:18.000 --> 00:09:19.000
Yeah, we just take them.

293
00:09:19.000 --> 00:09:20.000
Oh, okay.

294
00:09:20.000 --> 00:09:21.000
Yeah.

295
00:09:21.000 --> 00:09:23.000
I tried to reduce as much friction as possible.

296
00:09:23.000 --> 00:09:24.000
I did it.

297
00:09:24.000 --> 00:09:25.000
Okay.

298
00:09:25.000 --> 00:09:26.000
That makes more sense to me.

299
00:09:26.000 --> 00:09:27.000
Okay, got it.

300
00:09:27.000 --> 00:09:28.000
So some people call and then they book them.

301
00:09:28.000 --> 00:09:30.000
And the people who self-scheduled just booked directly.

302
00:09:30.000 --> 00:09:31.000
Exactly.

303
00:09:31.000 --> 00:09:32.000
And then what's the...

304
00:09:32.000 --> 00:09:34.000
What's the kind of like reminder sequence there to make sure that...

305
00:09:34.000 --> 00:09:35.000
Because you have really good show up rates?

306
00:09:35.000 --> 00:09:36.000
Yeah.

307
00:09:36.000 --> 00:09:37.000
So we do three text messages.

308
00:09:37.000 --> 00:09:38.000
Okay.

309
00:09:38.000 --> 00:09:39.000
And then we do a phone call.

310
00:09:39.000 --> 00:09:40.000
If we...

311
00:09:40.000 --> 00:09:42.000
If they don't respond to text messages, we do a phone call the night before.

312
00:09:42.000 --> 00:09:43.000
To confirm.

313
00:09:43.000 --> 00:09:45.000
And then we'll do another one, like, you know, two hours before their appointment.

314
00:09:45.000 --> 00:09:46.000
Okay.

315
00:09:46.000 --> 00:09:47.000
So three reminders.

316
00:09:47.000 --> 00:09:50.000
And call if they have not confirmed their appointment.

317
00:09:50.000 --> 00:09:51.000
Yeah.

318
00:09:51.000 --> 00:09:53.000
And follow up call as well if they didn't pick up the first call or the other ones.

319
00:09:53.000 --> 00:09:54.000
Correct.

320
00:09:54.000 --> 00:09:56.000
And then if someone doesn't hit any of those five, do you pull them off the calendar?

321
00:09:56.000 --> 00:09:59.000
We don't pull them off the calendar, but we kind of expect them not to.

322
00:09:59.000 --> 00:10:00.000
Just like double book kind of.

323
00:10:00.000 --> 00:10:01.000
Yeah.

324
00:10:01.000 --> 00:10:02.000
Yeah.

325
00:10:02.000 --> 00:10:03.000
Exactly.

326
00:10:03.000 --> 00:10:04.000
Yeah.

327
00:10:04.000 --> 00:10:05.000
Okay.

328
00:10:05.000 --> 00:10:06.000
Okay.

329
00:10:06.000 --> 00:10:07.000
Okay.

330
00:10:07.000 --> 00:10:08.000
So then they come in.

331
00:10:08.000 --> 00:10:09.000
So they show up to the appointment.

332
00:10:09.000 --> 00:10:10.000
Now what?

333
00:10:10.000 --> 00:10:11.000
They come in for their appointment.

334
00:10:11.000 --> 00:10:12.000
We'll do a consultation.

335
00:10:12.000 --> 00:10:13.000
So that we have a patient coordinator that gets a preliminary data.

336
00:10:13.000 --> 00:10:14.000
Okay.

337
00:10:14.000 --> 00:10:15.000
So it's like an assessment.

338
00:10:15.000 --> 00:10:16.000
Yeah.

339
00:10:16.000 --> 00:10:17.000
It's like movement.

340
00:10:17.000 --> 00:10:18.000
Like, move here.

341
00:10:18.000 --> 00:10:19.000
Does that hurt?

342
00:10:19.000 --> 00:10:20.000
Okay.

343
00:10:20.000 --> 00:10:22.000
So they'll do the first half of that on there.

344
00:10:22.000 --> 00:10:23.000
And then then we'll take X-rays.

345
00:10:23.000 --> 00:10:24.000
We'll do an exam.

346
00:10:24.000 --> 00:10:25.000
Okay.

347
00:10:25.000 --> 00:10:28.000
And then we'll tell the patient that, hey, we need to process these films or these X-rays.

348
00:10:28.000 --> 00:10:32.000
And then we need to get you back in tomorrow so we can go over the results of the X-ray.

349
00:10:32.000 --> 00:10:33.000
Yeah.

350
00:10:33.000 --> 00:10:34.000
That's really lots of people.

351
00:10:34.000 --> 00:10:35.000
Yeah.

352
00:10:35.000 --> 00:10:36.000
Yeah.

353
00:10:36.000 --> 00:10:37.000
Okay.

354
00:10:37.000 --> 00:10:40.000
And then so then we'll release them for what we'll still do a treatment that day.

355
00:10:40.000 --> 00:10:41.000
We'll do a light treatment.

356
00:10:41.000 --> 00:10:42.000
And then we'll have them come back the next day.

357
00:10:42.000 --> 00:10:45.000
And by then, by then we'll have everything verified.

358
00:10:45.000 --> 00:10:47.000
And then we'll have a customized plan for them.

359
00:10:48.000 --> 00:10:50.000
I got some stuff there.

360
00:10:50.000 --> 00:10:51.000
Okay.

361
00:10:51.000 --> 00:10:52.000
So I'm going to say it back to you.

362
00:10:52.000 --> 00:10:53.000
Yeah.

363
00:10:53.000 --> 00:10:56.000
So, uh, disco call that gets them booked.

364
00:10:56.000 --> 00:10:57.000
Reminder sequence.

365
00:10:57.000 --> 00:10:58.000
Three texts.

366
00:10:58.000 --> 00:10:59.000
Two calls.

367
00:10:59.000 --> 00:11:01.000
Only if they don't confirm via text.

368
00:11:01.000 --> 00:11:02.000
They show.

369
00:11:02.000 --> 00:11:03.000
Assessment.

370
00:11:03.000 --> 00:11:04.000
Clear part of the there.

371
00:11:04.000 --> 00:11:07.000
Uh, label the problem of your past experience.

372
00:11:07.000 --> 00:11:12.000
Then you take them through some X-rays and whatever test that you're going to run.

373
00:11:12.000 --> 00:11:14.000
Then you do some light delivery.

374
00:11:14.000 --> 00:11:16.000
And say, hey, you know, come back tomorrow.

375
00:11:16.000 --> 00:11:17.000
And then we will sell you the package.

376
00:11:17.000 --> 00:11:18.000
Correct.

377
00:11:18.000 --> 00:11:19.000
And then, and then whatever.

378
00:11:19.000 --> 00:11:21.000
And the people who you do that service for up front.

379
00:11:21.000 --> 00:11:22.000
Did they pay anything?

380
00:11:22.000 --> 00:11:26.000
Uh, like it's 10 to 15% that don't actually come to the sales appointment.

381
00:11:26.000 --> 00:11:27.000
Right.

382
00:11:27.000 --> 00:11:28.000
Yeah.

383
00:11:28.000 --> 00:11:29.000
Yeah.

384
00:11:29.000 --> 00:11:30.000
Yeah.

385
00:11:30.000 --> 00:11:31.000
So they'll still pay like usually they'll have a copay.

386
00:11:31.000 --> 00:11:32.000
Yeah.

387
00:11:32.000 --> 00:11:33.000
So that's what we have to verify all that information.

388
00:11:33.000 --> 00:11:34.000
Right.

389
00:11:34.000 --> 00:11:35.000
So it's kind of, it gets complicated with the insurance.

390
00:11:35.000 --> 00:11:36.000
It's just cash would be so easy.

391
00:11:36.000 --> 00:11:37.000
Yeah.

392
00:11:37.000 --> 00:11:39.000
But because the insurance is there, we have to, we have to verify if they have coverage.

393
00:11:39.000 --> 00:11:40.000
And then we'll charge them a copay.

394
00:11:40.000 --> 00:11:41.000
And it's different for every single person.

395
00:11:41.000 --> 00:11:42.000
Yeah.

396
00:11:42.000 --> 00:11:44.000
Or a cash fee would, for that would be like 99 bucks, for example.

397
00:11:44.000 --> 00:11:45.000
Okay.

398
00:11:45.000 --> 00:11:46.000
Yeah.

399
00:11:46.000 --> 00:11:47.000
Okay.

400
00:11:47.000 --> 00:11:48.000
Got it.

401
00:11:48.000 --> 00:11:49.000
What's the, uh, you see, you're running 23% margins.

402
00:11:49.000 --> 00:11:52.000
What's the, what are the, what's the best facility run with the worst facility run?

403
00:11:52.000 --> 00:11:53.000
Margin's wise.

404
00:11:53.000 --> 00:11:56.000
The best facility you run right now, I would say is Kent.

405
00:11:56.000 --> 00:11:57.000
Right.

406
00:11:57.000 --> 00:11:58.000
Out of these ones.

407
00:11:58.000 --> 00:11:59.000
Or maybe six.

408
00:11:59.000 --> 00:12:00.000
Go back one or two.

409
00:12:00.000 --> 00:12:01.000
There should be six on there.

410
00:12:01.000 --> 00:12:02.000
Yeah.

411
00:12:02.000 --> 00:12:03.000
Okay.

412
00:12:03.000 --> 00:12:04.000
So we got all of them there.

413
00:12:04.000 --> 00:12:06.000
So our two lowest performing are Auburn and Federal way.

414
00:12:06.000 --> 00:12:07.000
All right.

415
00:12:07.000 --> 00:12:09.000
Our two top performers right now are Kent and Everett.

416
00:12:09.000 --> 00:12:11.000
And in the middle are Capitol Hill and Bellevue.

417
00:12:11.000 --> 00:12:12.000
Okay.

418
00:12:12.000 --> 00:12:15.000
So what, what are the margins for the top two, like net margins for the facility?

419
00:12:15.000 --> 00:12:18.000
And net margins for top two are probably over about 40%.

420
00:12:18.000 --> 00:12:19.000
Okay.

421
00:12:19.000 --> 00:12:20.000
So that's what it should be.

422
00:12:20.000 --> 00:12:21.000
Right.

423
00:12:21.000 --> 00:12:22.000
Okay.

424
00:12:22.000 --> 00:12:23.000
Got it.

425
00:12:23.000 --> 00:12:24.000
And what's revenue at those two?

426
00:12:24.000 --> 00:12:25.000
Uh, those are annual.

427
00:12:25.000 --> 00:12:26.000
Yeah.

428
00:12:26.000 --> 00:12:27.000
About 1.5 million.

429
00:12:27.000 --> 00:12:28.000
Got it.

430
00:12:28.000 --> 00:12:29.000
That's what you want.

431
00:12:29.000 --> 00:12:30.000
Yeah.

432
00:12:30.000 --> 00:12:31.000
Right.

433
00:12:31.000 --> 00:12:33.000
So those two you're happy with, because if you run in four, you run in 600K-ish in profit.

434
00:12:33.000 --> 00:12:34.000
Right.

435
00:12:34.000 --> 00:12:35.000
On those times two.

436
00:12:35.000 --> 00:12:36.000
So one point of shit.

437
00:12:36.000 --> 00:12:37.000
Well, that, that's most your profit.

438
00:12:37.000 --> 00:12:38.000
Yeah.

439
00:12:38.000 --> 00:12:39.000
Yeah.

440
00:12:39.000 --> 00:12:40.000
Yeah.

441
00:12:40.000 --> 00:12:41.000
Yeah.

442
00:12:41.000 --> 00:12:44.000
And just to disclaimer, like these, these other, like Auburn and Federer were like my newer locations.

443
00:12:44.000 --> 00:12:45.000
So like the addict.

444
00:12:45.000 --> 00:12:47.000
So the mic was probably even higher than this.

445
00:12:47.000 --> 00:12:50.000
But it's just the first six months we had to eat a lot of profit.

446
00:12:50.000 --> 00:12:51.000
Yeah.

447
00:12:51.000 --> 00:12:52.000
How old?

448
00:12:52.000 --> 00:12:53.000
Auburn is about a year old.

449
00:12:53.000 --> 00:12:54.000
Uh-huh.

450
00:12:54.000 --> 00:12:56.000
And Federer way is about 14 months.

451
00:12:56.000 --> 00:12:57.000
Hmm.

452
00:12:57.000 --> 00:12:58.000
Okay.

453
00:12:58.000 --> 00:12:59.000
Yeah.

454
00:12:59.000 --> 00:13:02.000
Can you walk me through the ad funnel with the Facebook ads?

455
00:13:02.000 --> 00:13:04.000
So go back one or just, or do.

456
00:13:04.000 --> 00:13:05.000
No.

457
00:13:05.000 --> 00:13:06.000
This, just right here.

458
00:13:06.000 --> 00:13:07.000
Yeah.

459
00:13:07.000 --> 00:13:08.000
Yeah.

460
00:13:08.000 --> 00:13:12.000
Can you walk me through the funnel from the Facebook ads?

461
00:13:12.000 --> 00:13:13.000
Yeah.

462
00:13:13.000 --> 00:13:14.000
So like from when they click on a ad.

463
00:13:14.000 --> 00:13:15.000
Yeah.

464
00:13:15.000 --> 00:13:16.000
So we have a video ad out there.

465
00:13:16.000 --> 00:13:17.000
Do you have ads live right now?

466
00:13:17.000 --> 00:13:18.000
Yeah.

467
00:13:18.000 --> 00:13:19.000
Can you pull up Facebook ads live?

468
00:13:19.000 --> 00:13:22.000
We're going to pull them up and we're going to see it.

469
00:13:22.000 --> 00:13:23.000
We're going to see it.

470
00:13:23.000 --> 00:13:24.000
We're going to see for ourselves.

471
00:13:24.000 --> 00:13:25.000
All right.

472
00:13:25.000 --> 00:13:26.000
So we have different creative.

473
00:13:26.000 --> 00:13:27.000
It looks like it's the same copy.

474
00:13:27.000 --> 00:13:28.000
All right.

475
00:13:28.000 --> 00:13:32.000
So I think there's probably just some work that could just happen on the actual ads themselves.

476
00:13:32.000 --> 00:13:34.000
Like I think you can have a clear call out.

477
00:13:34.000 --> 00:13:37.000
And the first line, I would probably separate the call outs.

478
00:13:37.000 --> 00:13:40.000
So it's like attention ever in surrounding areas.

479
00:13:40.000 --> 00:13:41.000
Yeah.

480
00:13:41.000 --> 00:13:43.000
So instead of saying areas, I would go to like residents or something like our people.

481
00:13:43.000 --> 00:13:45.000
They basically combine the two.

482
00:13:45.000 --> 00:13:48.000
Whereas this chronic back pain doesn't have to be life sentence, attention ever in surrounding areas.

483
00:13:48.000 --> 00:13:54.000
So if you like attention ever at like residents with back pain, that combines both lines, punchier, put two aspects on either side.

484
00:13:54.000 --> 00:13:56.000
It's like, okay, that's what it is.

485
00:13:56.000 --> 00:13:58.000
And you're put in proof first.

486
00:13:58.000 --> 00:14:00.000
And I probably wouldn't here.

487
00:14:00.000 --> 00:14:03.000
I'd probably lead with a question, which should be like, are you?

488
00:14:03.000 --> 00:14:07.000
So either I would lead with a question that'd be some sort of like more specific pain.

489
00:14:07.000 --> 00:14:13.000
Or I would lead with the offer and then have the proof of why they should believe that I can help them after they've seen the offer.

490
00:14:13.000 --> 00:14:16.000
Because like it took us all the way down to actually see what the offer was.

491
00:14:16.000 --> 00:14:20.000
In the headline, avoid surgery, try a spinal decompression.

492
00:14:20.000 --> 00:14:22.000
I would probably just put like the offer there.

493
00:14:22.000 --> 00:14:26.000
So it's just like a restatement like free spinal treatment decompression.

494
00:14:26.000 --> 00:14:28.000
You know, free spinal decompression.

495
00:14:28.000 --> 00:14:30.000
So $99, whatever.

496
00:14:30.000 --> 00:14:32.000
Like that's probably what I would put there.

497
00:14:32.000 --> 00:14:34.000
Because I think it's just like, there's a lot of words.

498
00:14:34.000 --> 00:14:42.000
And I think you could probably get just like I combined the first that headline and the next sentence into just like attention ever at residents with back pain.

499
00:14:42.000 --> 00:14:43.000
It's like boom, we got that.

500
00:14:43.000 --> 00:14:50.000
And then it's like, it'd be amazing how much like just changing tweaking the headline, probably compressing the copy into a handful of bullets.

501
00:14:50.000 --> 00:14:53.000
It's like, do you struggle with boom, boom, boom, boom.

502
00:14:53.000 --> 00:14:55.000
And you've probably tried boom, boom, boom, boom.

503
00:14:55.000 --> 00:14:57.000
But there's a better way.

504
00:14:57.000 --> 00:14:58.000
This is how we do it.

505
00:14:58.000 --> 00:15:00.000
We've helped this many people for limited time.

506
00:15:00.000 --> 00:15:01.000
We're doing X, Y and Z.

507
00:15:01.000 --> 00:15:04.000
And I think that would probably work well.

508
00:15:04.000 --> 00:15:05.000
I can't guarantee availability.

509
00:15:05.000 --> 00:15:07.000
We can accommodate 10 vouchers of drug-protection schedule.

510
00:15:07.000 --> 00:15:09.000
I do like that probably be compressed.

511
00:15:09.000 --> 00:15:12.000
We can only see 10 new patients per week.

512
00:15:12.000 --> 00:15:13.000
Right.

513
00:15:13.000 --> 00:15:16.000
And scheduling availability is first comfort serve for this treatment.

514
00:15:16.000 --> 00:15:17.000
Done.

515
00:15:17.000 --> 00:15:20.000
Do you think it's good to go like because with Facebook, right?

516
00:15:20.000 --> 00:15:23.000
Like people aren't necessarily going on Facebook and on my back server.

517
00:15:23.000 --> 00:15:25.000
And I got like, you know, Google AdWords is like, on my back stopped up.

518
00:15:26.000 --> 00:15:27.000
I need to call somebody.

519
00:15:27.000 --> 00:15:28.000
I think so.

520
00:15:28.000 --> 00:15:29.000
There's tons of car proxies to advertise on Facebook.

521
00:15:29.000 --> 00:15:30.000
Yeah.

522
00:15:30.000 --> 00:15:31.000
Tons.

523
00:15:31.000 --> 00:15:32.000
Yeah.

524
00:15:32.000 --> 00:15:34.000
So I don't think there's any issue with advertising on Facebook.

525
00:15:34.000 --> 00:15:35.000
Okay.

526
00:15:35.000 --> 00:15:36.000
For sure.

527
00:15:36.000 --> 00:15:37.000
Got it.

528
00:15:37.000 --> 00:15:38.000
What's the landing page look like?

529
00:15:38.000 --> 00:15:39.000
So the landing page.

530
00:15:39.000 --> 00:15:40.000
So it's just an Instaform on Facebook, right?

531
00:15:40.000 --> 00:15:41.000
Uh-huh.

532
00:15:41.000 --> 00:15:43.000
And that goes to a calendar on Go ahead level.

533
00:15:43.000 --> 00:15:44.000
Okay.

534
00:15:44.000 --> 00:15:45.000
Okay.

535
00:15:45.000 --> 00:15:46.000
And then they schedule on like we have.

536
00:15:46.000 --> 00:15:48.000
So there's really not even a landing page.

537
00:15:48.000 --> 00:15:51.000
It's just like they're going to lead for it to book basically redirects a scheduler.

538
00:15:51.000 --> 00:15:52.000
Scheduler.

539
00:15:52.000 --> 00:15:55.000
And then we double book for Facebook because it's always lower for Facebook.

540
00:15:55.000 --> 00:15:58.000
So basically we give them like certain times in the day where they can schedule.

541
00:15:58.000 --> 00:15:59.000
So they'll schedule their own appointment.

542
00:15:59.000 --> 00:16:00.000
Mm-hmm.

543
00:16:00.000 --> 00:16:04.000
And then we put it into our, then we have to manually put that into our schedule.

544
00:16:04.000 --> 00:16:05.000
Right.

545
00:16:05.000 --> 00:16:10.000
Oh, you manually, you have to like basically transfer them over into this into our HR.

546
00:16:10.000 --> 00:16:11.000
Yeah.

547
00:16:11.000 --> 00:16:12.000
Yeah.

548
00:16:12.000 --> 00:16:13.000
Yeah.

549
00:16:13.000 --> 00:16:14.000
Okay.

550
00:16:14.000 --> 00:16:15.000
Got it.

551
00:16:15.000 --> 00:16:16.000
Because it's not connected to our EHR.

552
00:16:16.000 --> 00:16:17.000
Okay.

553
00:16:17.000 --> 00:16:18.000
Understand.

554
00:16:18.000 --> 00:16:19.000
That's for Facebook.

555
00:16:19.000 --> 00:16:20.000
Online.

556
00:16:20.000 --> 00:16:21.000
On a page you mean?

557
00:16:21.000 --> 00:16:22.000
Yeah.

558
00:16:22.000 --> 00:16:23.000
Okay.

559
00:16:23.000 --> 00:16:26.000
So what it gets 5 million EBITDA you're doing 1.2 basically have to get the other 4 to be profitable.

560
00:16:26.000 --> 00:16:32.000
There's a couple of things that I think we can go over in terms of sales process, lead magnets, things like that.

561
00:16:32.000 --> 00:16:37.000
The honestly I think a big part of it that's not up here is the ops.

562
00:16:37.000 --> 00:16:43.000
Because in this type of business it's so operational heavy in terms of like kind of operational excellence.

563
00:16:43.000 --> 00:16:50.000
It's problem because like you absolutely can run a 10 to 1, 15 to 1, you know, what you're doing on Google.

564
00:16:50.000 --> 00:16:54.000
But you can do that on Facebook as well if the offers right.

565
00:16:54.000 --> 00:16:56.000
And so right now the offers like there really isn't one.

566
00:16:56.000 --> 00:16:58.000
It's just like try this thing.

567
00:16:58.000 --> 00:17:00.000
It doesn't even say free.

568
00:17:00.000 --> 00:17:01.000
And so I think, yeah.

569
00:17:01.000 --> 00:17:02.000
So let's do that.

570
00:17:02.000 --> 00:17:04.000
I won't jump over here and then we'll walk through a game plan.

571
00:17:04.000 --> 00:17:05.000
All right.

572
00:17:05.000 --> 00:17:10.000
So we got a lot of like, there's inconsistent leaf low.

573
00:17:10.000 --> 00:17:13.000
There's the sales process that I would look at.

574
00:17:13.000 --> 00:17:19.000
I think the discovered process needs something, need a better front end offer, increased ad spend.

575
00:17:19.000 --> 00:17:22.000
So those are the really tactical things that I'll walk through.

576
00:17:22.000 --> 00:17:24.000
But I still want to talk about ops.

577
00:17:24.000 --> 00:17:32.000
So if we have these six locations, what would you say like are the team structures the same between 06?

578
00:17:32.000 --> 00:17:34.000
Is the business model the same between 06?

579
00:17:34.000 --> 00:17:35.000
Yeah, identical.

580
00:17:35.000 --> 00:17:36.000
Okay.

581
00:17:36.000 --> 00:17:37.000
Identical model got it.

582
00:17:37.000 --> 00:17:38.000
So the people coming in are different.

583
00:17:38.000 --> 00:17:41.000
That's part of why the LTV is different.

584
00:17:41.000 --> 00:17:50.000
And so in terms of the individual location operators, if you had to power rank them like 1 to 6, who's the best?

585
00:17:50.000 --> 00:17:51.000
Okay.

586
00:17:51.000 --> 00:17:53.000
Is the dock kind of like the manager of the location?

587
00:17:53.000 --> 00:17:54.000
Is that kind of how it works?

588
00:17:54.000 --> 00:17:56.000
That's kind of, that's what we're relying on right now.

589
00:17:56.000 --> 00:17:57.000
Okay.

590
00:17:57.000 --> 00:17:58.000
I want you to show me.

591
00:17:58.000 --> 00:18:00.000
I want you to walk me through with the actual like what the model looks like.

592
00:18:00.000 --> 00:18:01.000
Yeah.

593
00:18:01.000 --> 00:18:03.000
And we'll do the boxes and they'll talk about the acquisition stuff.

594
00:18:03.000 --> 00:18:04.000
Yeah.

595
00:18:04.000 --> 00:18:05.000
Yeah.

596
00:18:05.000 --> 00:18:06.000
Yeah.

597
00:18:06.000 --> 00:18:07.000
So the dock should be the...

598
00:18:07.000 --> 00:18:08.000
So the dock's here.

599
00:18:08.000 --> 00:18:09.000
Yeah.

600
00:18:09.000 --> 00:18:10.000
Okay.

601
00:18:10.000 --> 00:18:11.000
Got it.

602
00:18:11.000 --> 00:18:12.000
And then underneath them was like a team lead.

603
00:18:12.000 --> 00:18:13.000
Okay.

604
00:18:13.000 --> 00:18:14.000
Like an office manager or anything?

605
00:18:14.000 --> 00:18:15.000
Yep.

606
00:18:15.000 --> 00:18:16.000
Yeah.

607
00:18:16.000 --> 00:18:17.000
I guess you can call it.

608
00:18:17.000 --> 00:18:18.000
We don't call them that.

609
00:18:18.000 --> 00:18:19.000
Yeah, sure.

610
00:18:19.000 --> 00:18:20.000
And then there's just usually a scheduler and we have tech.

611
00:18:20.000 --> 00:18:21.000
So I'm trying to keep it to four employees per location.

612
00:18:21.000 --> 00:18:22.000
Okay.

613
00:18:22.000 --> 00:18:23.000
I like that.

614
00:18:23.000 --> 00:18:24.000
So you've got a schedule.

615
00:18:24.000 --> 00:18:25.000
So basically we need nurture.

616
00:18:25.000 --> 00:18:26.000
Are they remote or are they in person?

617
00:18:26.000 --> 00:18:28.000
So this is a scheduler for when they come into the office.

618
00:18:28.000 --> 00:18:32.000
I also have a remote team that does all the inbound calls.

619
00:18:32.000 --> 00:18:33.000
Yeah.

620
00:18:33.000 --> 00:18:34.000
Yeah.

621
00:18:34.000 --> 00:18:35.000
Okay.

622
00:18:35.000 --> 00:18:36.000
Got it.

623
00:18:36.000 --> 00:18:37.000
So that's it.

624
00:18:37.000 --> 00:18:38.000
Like that's the model.

625
00:18:38.000 --> 00:18:39.000
Okay.

626
00:18:39.000 --> 00:18:40.000
I mean, what do you have to pay the docks?

627
00:18:40.000 --> 00:18:42.000
They make between the base of 80,000s a year.

628
00:18:42.000 --> 00:18:45.000
But they probably look at the top ones making like over 150.

629
00:18:45.000 --> 00:18:46.000
Okay.

630
00:18:46.000 --> 00:18:48.000
And do they get some sort of like profit shares?

631
00:18:48.000 --> 00:18:49.000
Yeah.

632
00:18:49.000 --> 00:18:50.000
I offer...

633
00:18:50.000 --> 00:18:51.000
They range between 10 and 20% in that profit.

634
00:18:51.000 --> 00:18:52.000
Okay.

635
00:18:52.000 --> 00:18:53.000
That's good.

636
00:18:53.000 --> 00:18:55.000
That's, I mean, that's usually what I would like to have.

637
00:18:55.000 --> 00:18:57.000
It's just for like a high skill thing.

638
00:18:57.000 --> 00:18:58.000
Profit, that makes sense.

639
00:18:58.000 --> 00:18:59.000
Question on that.

640
00:19:00.000 --> 00:19:01.000
Do you recommend getting...

641
00:19:01.000 --> 00:19:02.000
I try to get them equity.

642
00:19:02.000 --> 00:19:05.000
Because I want them to come along with the ride or does that cause...

643
00:19:05.000 --> 00:19:07.000
I mean, that would increase their EBITDA.

644
00:19:07.000 --> 00:19:08.000
Obviously, because it wouldn't be payroll.

645
00:19:08.000 --> 00:19:09.000
That 20% will go under.

646
00:19:09.000 --> 00:19:10.000
It would improve our EBITDA.

647
00:19:10.000 --> 00:19:12.000
But then it also gives them ownership.

648
00:19:12.000 --> 00:19:14.000
Or would you not recommend doing that?

649
00:19:14.000 --> 00:19:17.000
Well, if you think about equity, right?

650
00:19:17.000 --> 00:19:20.000
You've got cash flow.

651
00:19:20.000 --> 00:19:22.000
So like distributions.

652
00:19:22.000 --> 00:19:23.000
You've got sale.

653
00:19:23.000 --> 00:19:25.000
Like if you sell, there's value from that.

654
00:19:25.000 --> 00:19:26.000
There's risk.

655
00:19:26.000 --> 00:19:28.000
And then there's control.

656
00:19:29.000 --> 00:19:31.000
So like, that's what equity gets you.

657
00:19:31.000 --> 00:19:32.000
Right?

658
00:19:32.000 --> 00:19:34.000
Now, they're not going to get control because you're the one who owns it.

659
00:19:34.000 --> 00:19:35.000
You're going to be making decisions.

660
00:19:35.000 --> 00:19:36.000
It doesn't really matter.

661
00:19:36.000 --> 00:19:37.000
They probably don't want the risk.

662
00:19:37.000 --> 00:19:38.000
No.

663
00:19:38.000 --> 00:19:39.000
Okay.

664
00:19:39.000 --> 00:19:40.000
So then it just comes down to them getting paid on a sale.

665
00:19:40.000 --> 00:19:42.000
And then getting distributions in the meantime.

666
00:19:42.000 --> 00:19:43.000
You already have this one.

667
00:19:43.000 --> 00:19:46.000
If you want, you could include something called a profits interest.

668
00:19:46.000 --> 00:19:47.000
Yeah.

669
00:19:47.000 --> 00:19:49.000
Because you probably have LLCs for each of them.

670
00:19:49.000 --> 00:19:50.000
Yeah.

671
00:19:50.000 --> 00:19:53.000
And so this would be something that basically functions equity-like.

672
00:19:53.000 --> 00:19:57.000
So that if they sold, they would get whatever percentage of the profits interest.

673
00:19:57.000 --> 00:20:02.000
So if you're like, okay, we're going to say that the business today is worth 500K.

674
00:20:02.000 --> 00:20:09.000
And you're going to get, you know, called 15% above that goes to you.

675
00:20:09.000 --> 00:20:10.000
Okay.

676
00:20:10.000 --> 00:20:12.000
And then it's also key for them to you because you're like, okay,

677
00:20:12.000 --> 00:20:16.000
for us to get a bubble 500,000 or, you know, EV for this thing,

678
00:20:16.000 --> 00:20:20.000
then we need to have profit for the location at 200 or whatever.

679
00:20:20.000 --> 00:20:21.000
Right?

680
00:20:21.000 --> 00:20:23.000
And it's like, hey, but if you get profit per year to 500K,

681
00:20:23.000 --> 00:20:25.000
then we're probably looking at something like four million.

682
00:20:25.000 --> 00:20:27.000
So you're going to get 15% of formulas.

683
00:20:27.000 --> 00:20:30.000
You have another 600K check on the database.

684
00:20:30.000 --> 00:20:31.000
That way.

685
00:20:31.000 --> 00:20:32.000
Got it.

686
00:20:32.000 --> 00:20:34.000
And I would just draw the same quadrant, which is like there's four elements.

687
00:20:34.000 --> 00:20:37.000
And so I want to make you know, and this is how we're going to do it.

688
00:20:37.000 --> 00:20:38.000
Got it.

689
00:20:38.000 --> 00:20:41.000
The benefit to them is that when you do this, there's no tax implication.

690
00:20:41.000 --> 00:20:42.000
Got it.

691
00:20:42.000 --> 00:20:44.000
So they, because it's like, you want to issue them shares.

692
00:20:44.000 --> 00:20:45.000
Did you got to pay?

693
00:20:45.000 --> 00:20:46.000
Yeah, they got to tax it.

694
00:20:46.000 --> 00:20:47.000
Right, right.

695
00:20:47.000 --> 00:20:51.000
The other benefit is, and this is just being real, is that let's say in five years,

696
00:20:51.000 --> 00:20:54.000
you don't want to sell, you change your mind, or they decide they want to move

697
00:20:54.000 --> 00:20:55.000
with their family.

698
00:20:55.000 --> 00:20:56.000
Right.

699
00:20:56.000 --> 00:20:57.000
Your equity doesn't walk with them.

700
00:20:57.000 --> 00:20:58.000
Right.

701
00:20:58.000 --> 00:20:59.000
It comes back to the pool and you can give it to the next person.

702
00:20:59.000 --> 00:21:00.000
Got it.

703
00:21:00.000 --> 00:21:01.000
So it's basically, this is fundamentally like phantom equity.

704
00:21:01.000 --> 00:21:02.000
Right.

705
00:21:02.000 --> 00:21:03.000
Yeah.

706
00:21:03.000 --> 00:21:04.000
And I think that's totally fine if you want to do that.

707
00:21:04.000 --> 00:21:06.000
The question is whether or not that actually changes their behavior.

708
00:21:06.000 --> 00:21:07.000
Yeah.

709
00:21:07.000 --> 00:21:08.000
Yeah, that's.

710
00:21:08.000 --> 00:21:09.000
And so that's kind of like.

711
00:21:09.000 --> 00:21:10.000
I thought that it doesn't really.

712
00:21:10.000 --> 00:21:11.000
I tend to do it right.

713
00:21:11.000 --> 00:21:12.000
Yeah.

714
00:21:12.000 --> 00:21:13.000
For this particular role.

715
00:21:13.000 --> 00:21:14.000
But I do think the profit share is much faster feedback.

716
00:21:14.000 --> 00:21:15.000
And then, and I think that works.

717
00:21:15.000 --> 00:21:18.000
Because there's a month where they hit like, if they're 20% and they,

718
00:21:18.000 --> 00:21:21.000
they could be taken on like 12, 15,000 profit in the next month.

719
00:21:21.000 --> 00:21:22.000
Yeah.

720
00:21:22.000 --> 00:21:24.000
And so the ones that are even up for the next month if that makes sense.

721
00:21:24.000 --> 00:21:26.000
Because it's come out of payroll versus distribution.

722
00:21:26.000 --> 00:21:27.000
Yeah.

723
00:21:27.000 --> 00:21:28.000
I don't know if that makes sense.

724
00:21:28.000 --> 00:21:29.000
No, I understand.

725
00:21:29.000 --> 00:21:30.000
Yeah.

726
00:21:30.000 --> 00:21:31.000
It's basically the business.

727
00:21:31.000 --> 00:21:32.000
Maybe it's too small thinking.

728
00:21:32.000 --> 00:21:33.000
No, it's, I mean.

729
00:21:33.000 --> 00:21:34.000
There's the thing is is that when you sell, there's adbacks.

730
00:21:34.000 --> 00:21:35.000
Right.

731
00:21:35.000 --> 00:21:36.000
Okay.

732
00:21:36.000 --> 00:21:39.000
And so like the person who's buying it is going to do their own math on what they think.

733
00:21:39.000 --> 00:21:40.000
Got it.

734
00:21:40.000 --> 00:21:42.000
So like you're even a, they're going to just throw out your financials.

735
00:21:42.000 --> 00:21:43.000
Got it.

736
00:21:43.000 --> 00:21:44.000
They're going to do their own financials.

737
00:21:44.000 --> 00:21:45.000
Yeah.

738
00:21:45.000 --> 00:21:46.000
And then decide.

739
00:21:46.000 --> 00:21:47.000
That makes sense.

740
00:21:47.000 --> 00:21:48.000
Oh.

741
00:21:48.000 --> 00:21:49.000
Then that means that the other four locations probably really low revenue.

742
00:21:49.000 --> 00:21:51.000
So Auburn and Federal will for sure.

743
00:21:51.000 --> 00:21:52.000
Okay.

744
00:21:52.000 --> 00:21:53.000
What's revenue of those two?

745
00:21:53.000 --> 00:21:56.000
Uh, revenue is roughly 40,000 a month.

746
00:21:56.000 --> 00:21:57.000
Okay.

747
00:21:57.000 --> 00:21:58.000
So like five K-ish.

748
00:21:58.000 --> 00:21:59.000
Yeah.

749
00:21:59.000 --> 00:22:00.000
Okay.

750
00:22:00.000 --> 00:22:01.000
Which issue?

751
00:22:01.000 --> 00:22:02.000
Yeah.

752
00:22:02.000 --> 00:22:03.000
Which is like our breakeven number, right?

753
00:22:03.000 --> 00:22:04.000
Yeah.

754
00:22:04.000 --> 00:22:05.000
Then Capitol Hill and Bellevue are higher than that.

755
00:22:05.000 --> 00:22:06.000
So they're middle.

756
00:22:06.000 --> 00:22:09.000
Are they, how, how would you graphically concentrate on these?

757
00:22:09.000 --> 00:22:11.000
Uh, they are all within 30 miles.

758
00:22:11.000 --> 00:22:12.000
Oh.

759
00:22:12.000 --> 00:22:13.000
So all of them are in one city.

760
00:22:13.000 --> 00:22:14.000
Yeah.

761
00:22:14.000 --> 00:22:15.000
So it will interest in the same area.

762
00:22:15.000 --> 00:22:16.000
Yeah.

763
00:22:16.000 --> 00:22:19.000
But Auburn, Federal Way and Kant are awesome because they're like within five miles.

764
00:22:20.000 --> 00:22:22.000
It's so easy to rotate staff after you, et cetera.

765
00:22:22.000 --> 00:22:25.000
So do you say, do you say, can Federal Way and what's their own?

766
00:22:25.000 --> 00:22:26.000
Auburn.

767
00:22:26.000 --> 00:22:27.000
Or like five, ten miles.

768
00:22:27.000 --> 00:22:28.000
Auburn.

769
00:22:28.000 --> 00:22:29.000
Interesting.

770
00:22:29.000 --> 00:22:30.000
Yeah.

771
00:22:30.000 --> 00:22:31.000
Well, those are two new ones, right?

772
00:22:31.000 --> 00:22:32.000
So like Auburn and Federal Way kind of hard to interest the judge.

773
00:22:32.000 --> 00:22:35.000
And if you looked at our, our EBITDA now, like if you did six months trailing,

774
00:22:35.000 --> 00:22:37.000
versus 12, the private higher ratio.

775
00:22:37.000 --> 00:22:40.000
Oh, like then that, because they were kind of eating themselves at the beginning.

776
00:22:40.000 --> 00:22:41.000
Yeah.

777
00:22:41.000 --> 00:22:42.000
When I first opened it.

778
00:22:42.000 --> 00:22:43.000
You had to put some cash in too.

779
00:22:43.000 --> 00:22:44.000
Yeah, exactly.

780
00:22:44.000 --> 00:22:45.000
Got it.

781
00:22:45.000 --> 00:22:46.000
Got it.

782
00:22:46.000 --> 00:22:47.000
Got it.

783
00:22:47.000 --> 00:22:48.000
Okay.

784
00:22:48.000 --> 00:22:53.000
We're offering $19.29 somewhere in there, first console,

785
00:22:53.000 --> 00:22:55.000
or free X-ray or something to that extent.

786
00:22:55.000 --> 00:22:57.000
We'll probably go way better.

787
00:22:57.000 --> 00:22:58.000
Okay.

788
00:22:58.000 --> 00:23:02.000
And I do like, especially for your type of business, to do a low ticket,

789
00:23:02.000 --> 00:23:04.000
and say it's something like this.

790
00:23:04.000 --> 00:23:11.000
So if you like $29, X-ray, you know, plus, you know, assessment, blah, blah, blah.

791
00:23:11.000 --> 00:23:16.000
And the reason I like this is because you get the credit card on the phone.

792
00:23:16.000 --> 00:23:19.000
And even though it's an insurance thing, it's like, yeah, no worries.

793
00:23:19.000 --> 00:23:21.000
We just put a card down just for sharp rate.

794
00:23:21.000 --> 00:23:23.000
Obviously, we have a doctor who's going to be there.

795
00:23:23.000 --> 00:23:24.000
It's going to make sure that you're going to shop.

796
00:23:24.000 --> 00:23:25.000
Right.

797
00:23:25.000 --> 00:23:26.000
Right.

798
00:23:26.000 --> 00:23:29.000
And the thing is, if we build them the $29, then the likely right shop is super high.

799
00:23:29.000 --> 00:23:30.000
Yep.

800
00:23:30.000 --> 00:23:33.000
And this is literally just to take sharp rates to like basically 100%.

801
00:23:33.000 --> 00:23:34.000
Yep.

802
00:23:34.000 --> 00:23:35.000
Hey, guys, real quick.

803
00:23:35.000 --> 00:23:37.000
This podcast only grows from word of mouth.

804
00:23:37.000 --> 00:23:38.000
Quite literally.

805
00:23:38.000 --> 00:23:39.000
There's no other way to grow a podcast than word of mouth.

806
00:23:39.000 --> 00:23:42.000
If there's some element of this that you think somebody else should hear,

807
00:23:42.000 --> 00:23:44.000
or be relevant to them, it would mean the world to me.

808
00:23:44.000 --> 00:23:48.000
If you shared this via text, via Instagram, via DM, via whatever way you like

809
00:23:48.000 --> 00:23:50.000
to share stuff with the people you love.

810
00:23:50.000 --> 00:23:51.000
Thank you.

811
00:23:51.000 --> 00:23:53.000
So then, and this is over the phone.

812
00:23:53.000 --> 00:23:54.000
So we do this.

813
00:23:54.000 --> 00:23:57.000
Now, when they walk in the door, okay, so this is going to be a little bit of a departure.

814
00:23:57.000 --> 00:23:58.000
Okay.

815
00:23:58.000 --> 00:23:59.000
So they walk in the door.

816
00:23:59.000 --> 00:24:03.000
And when you, and I think the reason that you probably sold better,

817
00:24:03.000 --> 00:24:06.000
obviously, you're better at sales than probably your docs are.

818
00:24:06.000 --> 00:24:07.000
Right.

819
00:24:07.000 --> 00:24:09.000
But if you think about how sales works.

820
00:24:09.000 --> 00:24:12.000
So sales, you want to sell at the point of greatest pain,

821
00:24:12.000 --> 00:24:14.000
not the point of greatest satisfaction.

822
00:24:14.000 --> 00:24:15.000
Right.

823
00:24:15.000 --> 00:24:17.000
And so the easiest analogy to have is like, okay, someone's starving.

824
00:24:17.000 --> 00:24:18.000
They come to my restaurant.

825
00:24:18.000 --> 00:24:19.000
I give them a steak.

826
00:24:19.000 --> 00:24:21.000
And they're like, oh my god, that steak was amazing.

827
00:24:21.000 --> 00:24:22.000
And I'm like, hey, do you want another steak?

828
00:24:22.000 --> 00:24:23.000
And they're like, no, no, I'm good.

829
00:24:23.000 --> 00:24:24.000
But that steak was amazing though.

830
00:24:24.000 --> 00:24:25.000
I'm like, yeah, but do you want another steak?

831
00:24:25.000 --> 00:24:26.000
And they're like, no.

832
00:24:26.000 --> 00:24:29.000
And so it's kind of the same thing here where people are literally coming in pain.

833
00:24:29.000 --> 00:24:30.000
Right.

834
00:24:30.000 --> 00:24:34.000
And ideally, what I would want to do is we take the assessment.

835
00:24:34.000 --> 00:24:35.000
Mm-hmm.

836
00:24:35.000 --> 00:24:39.000
Instead of doing the treatment then, I want to sell the package.

837
00:24:39.000 --> 00:24:40.000
Got it.

838
00:24:40.000 --> 00:24:42.000
Then if you want, if they have time, they can do it.

839
00:24:42.000 --> 00:24:44.000
Or then come back tomorrow and get their first treatment.

840
00:24:44.000 --> 00:24:45.000
Got it.

841
00:24:45.000 --> 00:24:46.000
So it's the same time scale.

842
00:24:46.000 --> 00:24:47.000
We just move the order.

843
00:24:47.000 --> 00:24:48.000
That makes sense.

844
00:24:48.000 --> 00:24:51.000
Because like, I mean, I've been this patient.

845
00:24:51.000 --> 00:24:52.000
Yeah.

846
00:24:52.000 --> 00:24:53.000
So like, I go to the car tractor.

847
00:24:53.000 --> 00:24:54.000
Yeah.

848
00:24:54.000 --> 00:24:55.000
They do something.

849
00:24:55.000 --> 00:24:56.000
I'm in pain.

850
00:24:56.000 --> 00:24:57.000
They adjust my back.

851
00:24:57.000 --> 00:24:58.000
And then they're like, hey, come back for this.

852
00:24:58.000 --> 00:24:59.000
And I was like, I don't know, I'm good.

853
00:24:59.000 --> 00:25:00.000
Like, you fixed it.

854
00:25:00.000 --> 00:25:01.000
I'm great.

855
00:25:01.000 --> 00:25:02.000
Yeah, totally.

856
00:25:02.000 --> 00:25:03.000
Right.

857
00:25:03.000 --> 00:25:04.000
And then they're like, but it's not a long-term solution.

858
00:25:04.000 --> 00:25:05.000
And I'm like, good enough for me.

859
00:25:05.000 --> 00:25:06.000
You know, like, I'm out.

860
00:25:06.000 --> 00:25:07.000
For sure.

861
00:25:07.000 --> 00:25:10.000
Like, 15, you know, 10 to 15% boost in sales.

862
00:25:10.000 --> 00:25:11.000
So like, that's number one.

863
00:25:11.000 --> 00:25:12.000
Yeah.

864
00:25:12.000 --> 00:25:14.000
But the thing is that I think that your closures are going to go up.

865
00:25:14.000 --> 00:25:16.000
So one is like, you're losing some on the drop off.

866
00:25:16.000 --> 00:25:17.000
Right.

867
00:25:17.000 --> 00:25:18.000
But I think closures are go up.

868
00:25:18.000 --> 00:25:22.000
And like, when you're in pain, your desire for a more perk,

869
00:25:22.000 --> 00:25:24.000
like all the desires there in that moment,

870
00:25:24.000 --> 00:25:25.000
and where emotions are.

871
00:25:25.000 --> 00:25:26.000
We're missing it.

872
00:25:26.000 --> 00:25:27.000
Right.

873
00:25:27.000 --> 00:25:29.000
And so I always had this rule, at least with fitness,

874
00:25:29.000 --> 00:25:31.000
it's like when someone walks in the door,

875
00:25:31.000 --> 00:25:33.000
first thing I wanted to do is expand the gap

876
00:25:33.000 --> 00:25:34.000
where they are and where they want to be.

877
00:25:34.000 --> 00:25:36.000
So I have everybody hop on the scale.

878
00:25:36.000 --> 00:25:38.000
The amount of people is like, oh, I don't want to hop on this.

879
00:25:38.000 --> 00:25:39.000
Like, I know.

880
00:25:39.000 --> 00:25:40.000
I'm like, get on the scale.

881
00:25:40.000 --> 00:25:41.000
We got to know where it's just a number.

882
00:25:41.000 --> 00:25:42.000
We got to know where we're at.

883
00:25:42.000 --> 00:25:43.000
That makes sense.

884
00:25:43.000 --> 00:25:44.000
And so it's the same idea with this.

885
00:25:44.000 --> 00:25:45.000
Got it.

886
00:25:45.000 --> 00:25:46.000
Lead-magging terms of off-ride.

887
00:25:46.000 --> 00:25:47.000
Do you think this would be good?

888
00:25:47.000 --> 00:25:48.000
This will increase shop rates overall.

889
00:25:48.000 --> 00:25:50.000
Getting somebody to get a $29 credit card purchase on the phone

890
00:25:50.000 --> 00:25:51.000
is like, not hard.

891
00:25:51.000 --> 00:25:52.000
Right.

892
00:25:52.000 --> 00:25:53.000
They do that.

893
00:25:53.000 --> 00:25:54.000
That secures their spot.

894
00:25:54.000 --> 00:25:58.000
Then when they come in, we do same day sale.

895
00:25:58.000 --> 00:26:02.000
What has been the issue with the docs making this sale?

896
00:26:02.000 --> 00:26:04.000
Like you said, they struggled with this.

897
00:26:04.000 --> 00:26:05.000
So there's two elements.

898
00:26:05.000 --> 00:26:07.000
There's some insurance stuff there.

899
00:26:07.000 --> 00:26:08.000
So what's the issue here?

900
00:26:08.000 --> 00:26:09.000
Yeah.

901
00:26:09.000 --> 00:26:12.000
So the issue is patient comes in and then we have to verify the benefits.

902
00:26:12.000 --> 00:26:17.000
So there's like 20 different insurances and every patient has a different coverage or whatever.

903
00:26:17.000 --> 00:26:22.000
So then we have to make our treatment plan and then take out whatever the insurance covers

904
00:26:22.000 --> 00:26:24.000
and then take their copay or colon trades.

905
00:26:24.000 --> 00:26:26.000
So just doing that process.

906
00:26:26.000 --> 00:26:30.000
I think when they're on the floor seeing patients and then having to switch gears

907
00:26:30.000 --> 00:26:33.000
and view the map of what this, here's my recommendations.

908
00:26:33.000 --> 00:26:34.000
All that.

909
00:26:34.000 --> 00:26:36.000
I think that part kind of stresses them out.

910
00:26:36.000 --> 00:26:37.000
How much of it is templated?

911
00:26:37.000 --> 00:26:38.000
Most of the stuff.

912
00:26:38.000 --> 00:26:39.000
Like as far as the...

913
00:26:39.000 --> 00:26:43.000
Like we know that someone has Blue Cross for Shield, so whatever.

914
00:26:43.000 --> 00:26:44.000
Yeah, yeah.

915
00:26:44.000 --> 00:26:45.000
It's all exhaled spreadsheet.

916
00:26:45.000 --> 00:26:46.000
We can punch in number.

917
00:26:46.000 --> 00:26:47.000
We'll have an answer calculator for that.

918
00:26:47.000 --> 00:26:48.000
So questions.

919
00:26:48.000 --> 00:26:49.000
So someone calls.

920
00:26:49.000 --> 00:26:52.000
So basically there's two spots that we can put this process.

921
00:26:52.000 --> 00:26:59.000
So either we can do it on the phone with the disco or we can do it the moment they walk in the door.

922
00:26:59.000 --> 00:27:00.000
So it would work like this.

923
00:27:00.000 --> 00:27:02.000
So someone walks in and say, hey, do you have your ID on you?

924
00:27:02.000 --> 00:27:03.000
I just want to confirm your appointment.

925
00:27:03.000 --> 00:27:04.000
Yes, I'm Sarah.

926
00:27:04.000 --> 00:27:05.000
Cool.

927
00:27:05.000 --> 00:27:06.000
Great.

928
00:27:06.000 --> 00:27:07.000
Do you have your insurance card on you?

929
00:27:07.000 --> 00:27:08.000
Yeah.

930
00:27:08.000 --> 00:27:09.000
And so you ask that.

931
00:27:09.000 --> 00:27:10.000
Yeah.

932
00:27:10.000 --> 00:27:11.000
That way we can get the templates already like ready to go.

933
00:27:11.000 --> 00:27:12.000
Right.

934
00:27:12.000 --> 00:27:13.000
So that then the dot goes.

935
00:27:13.000 --> 00:27:14.000
Yeah.

936
00:27:14.000 --> 00:27:15.000
And then he leaves them in there and says, cool, let me get the X-rays.

937
00:27:15.000 --> 00:27:16.000
Yeah.

938
00:27:16.000 --> 00:27:19.000
And then he comes in with the X-rays and with the template for their specific insurance.

939
00:27:19.000 --> 00:27:20.000
Totally.

940
00:27:20.000 --> 00:27:21.000
Yeah.

941
00:27:21.000 --> 00:27:22.000
And then you can just match them and just do the sale.

942
00:27:22.000 --> 00:27:23.000
Yeah.

943
00:27:23.000 --> 00:27:24.000
So the issue is like some of those...

944
00:27:24.000 --> 00:27:26.000
So I centralize where they verify those benefits.

945
00:27:26.000 --> 00:27:27.000
Right?

946
00:27:27.000 --> 00:27:29.000
Some of them can take like 30 minutes to an hour to go.

947
00:27:29.000 --> 00:27:30.000
Okay.

948
00:27:30.000 --> 00:27:31.000
So that's the...

949
00:27:31.000 --> 00:27:32.000
Okay.

950
00:27:32.000 --> 00:27:33.000
So then we have to do it on the phone.

951
00:27:33.000 --> 00:27:34.000
Yeah.

952
00:27:34.000 --> 00:27:35.000
I agree.

953
00:27:35.000 --> 00:27:36.000
Yeah.

954
00:27:36.000 --> 00:27:40.000
So if the $29 thing gets in the way, then we can still just do the...

955
00:27:40.000 --> 00:27:43.000
You can either do a free offer, like free X-ray for assessment, whatever.

956
00:27:43.000 --> 00:27:45.000
Just do that's an issue.

957
00:27:45.000 --> 00:27:47.000
I mean, personal preference.

958
00:27:47.000 --> 00:27:49.000
Get the credit card and the insurance card.

959
00:27:49.000 --> 00:27:50.000
Yeah.

960
00:27:50.000 --> 00:27:51.000
Over the phone.

961
00:27:51.000 --> 00:27:53.000
If it seems like a training issue, then I would prioritize the insurance card.

962
00:27:53.000 --> 00:27:54.000
Yeah.

963
00:27:54.000 --> 00:27:57.000
But then that way it's like, you already have everything to preload it.

964
00:27:57.000 --> 00:27:59.000
And so then they can come out after the X-ray.

965
00:27:59.000 --> 00:28:01.000
Just get it printed out from the scheduler at the front desk.

966
00:28:01.000 --> 00:28:02.000
Right.

967
00:28:02.000 --> 00:28:04.000
And I mean, shoot the morning of, I probably just add the...

968
00:28:04.000 --> 00:28:05.000
Exactly.

969
00:28:05.000 --> 00:28:07.000
So he print all the packets after everyone.

970
00:28:07.000 --> 00:28:08.000
Yeah.

971
00:28:08.000 --> 00:28:10.000
And then the dock gets them in the clipboard when they walk in the door.

972
00:28:10.000 --> 00:28:11.000
Perfect.

973
00:28:11.000 --> 00:28:12.000
Yeah.

974
00:28:12.000 --> 00:28:13.000
I mean, do you think that would work?

975
00:28:13.000 --> 00:28:14.000
I think so.

976
00:28:14.000 --> 00:28:15.000
Okay.

977
00:28:15.000 --> 00:28:16.000
And then if they ask, like, hey, why don't you mind insurance?

978
00:28:16.000 --> 00:28:17.000
I'll find us $29.

979
00:28:17.000 --> 00:28:19.000
Then we'll say, like, okay, just in case the doctor thinks you can help you.

980
00:28:19.000 --> 00:28:20.000
We want to know later insurance.

981
00:28:20.000 --> 00:28:21.000
Yeah.

982
00:28:21.000 --> 00:28:22.000
I'll give you a different one.

983
00:28:22.000 --> 00:28:23.000
This is just how we always do it.

984
00:28:23.000 --> 00:28:24.000
Okay.

985
00:28:24.000 --> 00:28:25.000
So it works.

986
00:28:25.000 --> 00:28:26.000
It works.

987
00:28:26.000 --> 00:28:27.000
Okay, every time.

988
00:28:27.000 --> 00:28:28.000
Yeah.

989
00:28:28.000 --> 00:28:31.000
It's just like, oh, this is how we computer our patient profiles.

990
00:28:31.000 --> 00:28:32.000
Okay.

991
00:28:32.000 --> 00:28:33.000
Perfect.

992
00:28:33.000 --> 00:28:34.000
Like, it's better to appeal to policy.

993
00:28:34.000 --> 00:28:35.000
Totally.

994
00:28:35.000 --> 00:28:36.000
Yeah.

995
00:28:36.000 --> 00:28:37.000
Yeah.

996
00:28:37.000 --> 00:28:38.000
Oh, it exists.

997
00:28:38.000 --> 00:28:39.000
So we'll get this.

998
00:28:39.000 --> 00:28:40.000
If this, for whatever reason, issue you, you'll prioritize the insurance.

999
00:28:40.000 --> 00:28:41.000
They'll come in.

1000
00:28:41.000 --> 00:28:44.000
They're going to have to print it out stack of all the insurance.

1001
00:28:44.000 --> 00:28:46.000
The dock gets this on a clipboard.

1002
00:28:46.000 --> 00:28:47.000
Yep.

1003
00:28:47.000 --> 00:28:48.000
Right.

1004
00:28:48.000 --> 00:28:49.000
In order of the patients that he sees that day.

1005
00:28:49.000 --> 00:28:50.000
Perfect.

1006
00:28:50.000 --> 00:28:51.000
He's like, okay, Mr. Johnson, I've got your actress here.

1007
00:28:51.000 --> 00:28:52.000
I've got your insurance here.

1008
00:28:52.000 --> 00:28:53.000
Okay.

1009
00:28:53.000 --> 00:28:55.000
This is what we're going to do for you in this prescriptive close.

1010
00:28:55.000 --> 00:28:56.000
Makes sense.

1011
00:28:56.000 --> 00:28:57.000
Okay.

1012
00:28:57.000 --> 00:29:01.000
So right now, are there some locations that are having, like, way hard close rates than others?

1013
00:29:01.000 --> 00:29:02.000
Or, like, what's the highest close rate?

1014
00:29:02.000 --> 00:29:04.000
Probably, I would say capital bill and-

1015
00:29:04.000 --> 00:29:05.000
What's the difference, though?

1016
00:29:05.000 --> 00:29:07.000
The doctor has a lot of certainty.

1017
00:29:07.000 --> 00:29:08.000
No, no, no.

1018
00:29:08.000 --> 00:29:09.000
Percentage difference.

1019
00:29:09.000 --> 00:29:10.000
Oh.

1020
00:29:10.000 --> 00:29:13.000
So let's say Auburn is, let's say they're averaging about 55 to 60 percent.

1021
00:29:13.000 --> 00:29:14.000
Okay.

1022
00:29:14.000 --> 00:29:17.000
And then capital bill might be like 80 percent.

1023
00:29:17.000 --> 00:29:18.000
Okay.

1024
00:29:18.000 --> 00:29:19.000
No, I mean, they're both okay.

1025
00:29:19.000 --> 00:29:20.000
Yeah, they're terrible.

1026
00:29:20.000 --> 00:29:21.000
Yeah, they're not terrible.

1027
00:29:21.000 --> 00:29:22.000
But if you look at-

1028
00:29:22.000 --> 00:29:26.000
Because a lot of these people have insurance, so they're entry level, like, financials,

1029
00:29:26.000 --> 00:29:27.000
lot, like, super high on someone.

1030
00:29:27.000 --> 00:29:28.000
Yeah, sure.

1031
00:29:28.000 --> 00:29:30.000
So the ones that are those $10,000 in the market, they have zero out of pocket.

1032
00:29:30.000 --> 00:29:31.000
Yeah.

1033
00:29:31.000 --> 00:29:32.000
So I mean, you're going to have 100 percent.

1034
00:29:32.000 --> 00:29:33.000
Yeah.

1035
00:29:33.000 --> 00:29:34.000
And so kind of-

1036
00:29:34.000 --> 00:29:35.000
So this is how I would-

1037
00:29:35.000 --> 00:29:38.000
So I would imagine that the packages themselves are going to be similar.

1038
00:29:38.000 --> 00:29:41.000
It's just how much it's being covered is going to be the difference.

1039
00:29:41.000 --> 00:29:42.000
Yeah.

1040
00:29:42.000 --> 00:29:43.000
Is that about right?

1041
00:29:43.000 --> 00:29:44.000
Yeah.

1042
00:29:44.000 --> 00:29:47.000
And then also the fact that I think if a clinic sees a lot of those 100 percent coverage

1043
00:29:47.000 --> 00:29:49.000
ones, then they kind of skip, then they start-

1044
00:29:49.000 --> 00:29:51.000
They don't work on their sales skills for the ones that are-

1045
00:29:51.000 --> 00:29:52.000
Right.

1046
00:29:52.000 --> 00:29:54.000
And if it's like all these are crappy leads or shitty leads or whatever.

1047
00:29:54.000 --> 00:29:55.000
Yeah.

1048
00:29:55.000 --> 00:29:56.000
But you just have to work a little bit for them, right?

1049
00:29:56.000 --> 00:29:58.000
So I think just creating that training, that's-

1050
00:29:58.000 --> 00:30:00.000
That's on me to train them and roleplay more.

1051
00:30:00.000 --> 00:30:03.000
I'll give you something that will help you a lot with brick and mortar.

1052
00:30:03.000 --> 00:30:06.000
So I've done a lot of brick and mortar sales processes in my life.

1053
00:30:06.000 --> 00:30:11.000
And as much as possible, I'd like them to be like clicks and checkboxes.

1054
00:30:11.000 --> 00:30:16.000
So it's like, like, when we sell supplements, for example, it's like, you literally

1055
00:30:16.000 --> 00:30:19.000
just turn a laptop around and then you just like punch through it and you literally just

1056
00:30:19.000 --> 00:30:22.000
say the words and then at the point that you ask for the thing you ask for the-

1057
00:30:22.000 --> 00:30:24.000
Like, you really can machine it that way.

1058
00:30:24.000 --> 00:30:25.000
Yeah.

1059
00:30:25.000 --> 00:30:27.000
And that will eliminate so much of the variability between people.

1060
00:30:27.000 --> 00:30:28.000
Yeah.

1061
00:30:28.000 --> 00:30:30.000
And so I would look at with the top 80 percent guys doing consistently.

1062
00:30:30.000 --> 00:30:31.000
Great.

1063
00:30:31.000 --> 00:30:32.000
That into the- basically the deck.

1064
00:30:32.000 --> 00:30:33.000
Okay.

1065
00:30:33.000 --> 00:30:34.000
So that they have a visual aid to go through it.

1066
00:30:34.000 --> 00:30:36.000
And then it feels like, oh, this is-

1067
00:30:36.000 --> 00:30:37.000
This is the next step.

1068
00:30:37.000 --> 00:30:38.000
I do this.

1069
00:30:38.000 --> 00:30:39.000
This is what you need.

1070
00:30:39.000 --> 00:30:40.000
This is what we cover.

1071
00:30:40.000 --> 00:30:41.000
He circles the thing on their-

1072
00:30:41.000 --> 00:30:42.000
On their thing turns it to them.

1073
00:30:42.000 --> 00:30:43.000
Yeah.

1074
00:30:43.000 --> 00:30:44.000
And then they-

1075
00:30:44.000 --> 00:30:45.000
So they're kind of looking at a teleprompter almost.

1076
00:30:45.000 --> 00:30:46.000
Like, okay, got it.

1077
00:30:46.000 --> 00:30:47.000
They can show it to them.

1078
00:30:47.000 --> 00:30:48.000
Okay.

1079
00:30:48.000 --> 00:30:49.000
So there's two ways to do it.

1080
00:30:49.000 --> 00:30:50.000
Yeah.

1081
00:30:50.000 --> 00:30:53.000
One is you have the laptop and you turn it towards the customer and then you basically read

1082
00:30:53.000 --> 00:30:54.000
the words on the slides.

1083
00:30:54.000 --> 00:30:55.000
Okay.

1084
00:30:55.000 --> 00:30:57.000
That is like the perfect sales pitch, but with visual aids and whatnot.

1085
00:30:57.000 --> 00:30:58.000
Got it.

1086
00:30:58.000 --> 00:31:00.000
The second way of doing it is you have that clipboard.

1087
00:31:00.000 --> 00:31:02.000
But they don't know what's on the clipboard.

1088
00:31:02.000 --> 00:31:03.000
Right.

1089
00:31:03.000 --> 00:31:04.000
And so the clipboard just has the script.

1090
00:31:04.000 --> 00:31:05.000
Got it.

1091
00:31:05.000 --> 00:31:06.000
And so it's like, cool.

1092
00:31:06.000 --> 00:31:07.000
So you guys have a couple of questions.

1093
00:31:07.000 --> 00:31:08.000
Yeah.

1094
00:31:08.000 --> 00:31:12.000
And so you basically go through the sales process and you just look like, like, you know,

1095
00:31:12.000 --> 00:31:15.000
the sales process and you just look like you're checking off the boxes.

1096
00:31:15.000 --> 00:31:16.000
These are going through a script.

1097
00:31:16.000 --> 00:31:17.000
Yeah.

1098
00:31:17.000 --> 00:31:18.000
But then they always say the script.

1099
00:31:18.000 --> 00:31:19.000
Right.

1100
00:31:19.000 --> 00:31:23.000
And then the doc can visually show this was they then staple to the patient contract.

1101
00:31:23.000 --> 00:31:25.000
That way, you know, they follow the process.

1102
00:31:25.000 --> 00:31:26.000
Smart.

1103
00:31:26.000 --> 00:31:27.000
And then it just keeps it consistent every time.

1104
00:31:27.000 --> 00:31:28.000
Yeah.

1105
00:31:28.000 --> 00:31:29.000
So either there's work I've done above.

1106
00:31:29.000 --> 00:31:30.000
Okay.

1107
00:31:30.000 --> 00:31:31.000
Okay.

1108
00:31:31.000 --> 00:31:32.000
So from-

1109
00:31:32.000 --> 00:31:33.000
So that was-

1110
00:31:33.000 --> 00:31:34.000
So number one we had-

1111
00:31:34.000 --> 00:31:36.000
Would you have the doctor to the sales process or do you think-

1112
00:31:36.000 --> 00:31:38.000
Do you think it's okay to train them how to be good at sales?

1113
00:31:38.000 --> 00:31:41.000
Do you think they could have in like a patient coordinator to the sales?

1114
00:31:41.000 --> 00:31:42.000
I mean, because like-

1115
00:31:42.000 --> 00:31:43.000
Yeah.

1116
00:31:43.000 --> 00:31:44.000
Because there's-

1117
00:31:44.000 --> 00:31:45.000
There always have some, you know-

1118
00:31:45.000 --> 00:31:46.000
Reservations.

1119
00:31:46.000 --> 00:31:47.000
Yeah.

1120
00:31:47.000 --> 00:31:48.000
You know how doctors are compared.

1121
00:31:48.000 --> 00:31:49.000
Yeah.

1122
00:31:49.000 --> 00:31:50.000
I do know how doctors are.

1123
00:31:50.000 --> 00:31:51.000
Yeah.

1124
00:31:51.000 --> 00:31:52.000
Okay.

1125
00:31:52.000 --> 00:31:53.000
So you're saying this person or this person?

1126
00:31:53.000 --> 00:31:54.000
This person.

1127
00:31:54.000 --> 00:31:55.000
Oh, this person doing it.

1128
00:31:55.000 --> 00:31:56.000
Yeah.

1129
00:31:56.000 --> 00:32:00.000
Like if you have a doc that doesn't have a lot of confront or conviction.

1130
00:32:00.000 --> 00:32:01.000
Yeah.

1131
00:32:01.000 --> 00:32:02.000
Yeah.

1132
00:32:02.000 --> 00:32:03.000
A lot of times the manager will.

1133
00:32:03.000 --> 00:32:04.000
So I don't know if it's better.

1134
00:32:04.000 --> 00:32:05.000
Or if it's better.

1135
00:32:05.000 --> 00:32:06.000
Honestly.

1136
00:32:06.000 --> 00:32:07.000
I mean, I like it better here.

1137
00:32:07.000 --> 00:32:08.000
Okay.

1138
00:32:08.000 --> 00:32:10.000
For some of the reasons that you're already outlined.

1139
00:32:10.000 --> 00:32:11.000
Right.

1140
00:32:11.000 --> 00:32:12.000
Because you already have this person.

1141
00:32:12.000 --> 00:32:13.000
And if-

1142
00:32:13.000 --> 00:32:14.000
The thing is is this will-

1143
00:32:14.000 --> 00:32:15.000
You'll start hiring differently if that's the role.

1144
00:32:15.000 --> 00:32:16.000
Because it really just becomes salesman.

1145
00:32:16.000 --> 00:32:17.000
Exactly.

1146
00:32:17.000 --> 00:32:18.000
Yeah.

1147
00:32:18.000 --> 00:32:19.000
Which I'm not against to be clear.

1148
00:32:19.000 --> 00:32:20.000
Right.

1149
00:32:20.000 --> 00:32:23.000
It may impact the compensation of the docs though.

1150
00:32:23.000 --> 00:32:24.000
Yeah.

1151
00:32:24.000 --> 00:32:25.000
Because like this guy-

1152
00:32:25.000 --> 00:32:28.000
This guy or gal probably used to make somewhere in the neighborhood of like-

1153
00:32:28.000 --> 00:32:30.000
They should be able if they're doing a good job to 100 year.

1154
00:32:30.000 --> 00:32:31.000
If you want like-

1155
00:32:31.000 --> 00:32:32.000
On a red?

1156
00:32:32.000 --> 00:32:33.000
Yeah, for sure.

1157
00:32:33.000 --> 00:32:34.000
Like if they're-

1158
00:32:34.000 --> 00:32:35.000
If they're getting-

1159
00:32:35.000 --> 00:32:37.000
If they're getting out of the park, they're doing 600,000 profit for the location.

1160
00:32:37.000 --> 00:32:38.000
Yeah.

1161
00:32:38.000 --> 00:32:39.000
They can make an extra 50 grand or 40 grand with commissions.

1162
00:32:39.000 --> 00:32:40.000
Yeah.

1163
00:32:40.000 --> 00:32:41.000
That will be the most important position in the office at that point.

1164
00:32:41.000 --> 00:32:42.000
Yeah.

1165
00:32:42.000 --> 00:32:43.000
100% because-

1166
00:32:43.000 --> 00:32:44.000
I mean, which I kind of like because then you could swap docs out if you need to.

1167
00:32:44.000 --> 00:32:45.000
Totally.

1168
00:32:45.000 --> 00:32:46.000
For being weird or whatever it is, right?

1169
00:32:46.000 --> 00:32:47.000
Yeah.

1170
00:32:47.000 --> 00:32:48.000
Okay.

1171
00:32:48.000 --> 00:32:49.000
So I do like this.

1172
00:32:49.000 --> 00:32:53.000
So I would probably not roll that out immediately to all of them.

1173
00:32:53.000 --> 00:32:54.000
I would just like go to Auburn.

1174
00:32:54.000 --> 00:32:55.000
Yeah.

1175
00:32:55.000 --> 00:32:56.000
And be like-

1176
00:32:56.000 --> 00:32:57.000
Okay.

1177
00:32:57.000 --> 00:32:58.000
This is the person that I will try it out.

1178
00:32:58.000 --> 00:32:59.000
And if the closure is higher.

1179
00:32:59.000 --> 00:33:01.000
And then also you can get your efficiency up because-

1180
00:33:01.000 --> 00:33:02.000
Totally.

1181
00:33:02.000 --> 00:33:03.000
Yeah.

1182
00:33:03.000 --> 00:33:04.000
The doc only does half what work.

1183
00:33:04.000 --> 00:33:05.000
The other person does the other half.

1184
00:33:05.000 --> 00:33:06.000
Right.

1185
00:33:06.000 --> 00:33:07.000
Okay.

1186
00:33:07.000 --> 00:33:10.000
So the other thing is, I think adspin needs to go up.

1187
00:33:10.000 --> 00:33:11.000
So what?

1188
00:33:11.000 --> 00:33:12.000
Yeah.

1189
00:33:12.000 --> 00:33:13.000
Because you're not spending very much.

1190
00:33:13.000 --> 00:33:14.000
Yeah.

1191
00:33:14.000 --> 00:33:15.000
I know.

1192
00:33:15.000 --> 00:33:16.000
I know.

1193
00:33:16.000 --> 00:33:17.000
It wasn't until I had to do this process.

1194
00:33:17.000 --> 00:33:18.000
I was like, shit, we could-

1195
00:33:18.000 --> 00:33:19.000
Because the return is so high on some of those things.

1196
00:33:19.000 --> 00:33:20.000
And if I-

1197
00:33:20.000 --> 00:33:22.000
I mean, I would spend like a million dollars a month on Google AdWords if I could-

1198
00:33:22.000 --> 00:33:23.000
Yeah.

1199
00:33:23.000 --> 00:33:24.000
So how do we-

1200
00:33:24.000 --> 00:33:25.000
I guess that would be one thing to increase your-

1201
00:33:25.000 --> 00:33:27.000
Well, the first thing I would just literally tell them, like,

1202
00:33:27.000 --> 00:33:28.000
I need you to double the adspin-

1203
00:33:28.000 --> 00:33:29.000
Okay.

1204
00:33:29.000 --> 00:33:30.000
And I need you to find more keywords.

1205
00:33:30.000 --> 00:33:31.000
Okay.

1206
00:33:31.000 --> 00:33:32.000
So just find more for me.

1207
00:33:32.000 --> 00:33:33.000
Got it.

1208
00:33:33.000 --> 00:33:34.000
Okay.

1209
00:33:34.000 --> 00:33:38.000
The other thing that might be worth looking into would be local SEO.

1210
00:33:38.000 --> 00:33:39.000
Okay.

1211
00:33:39.000 --> 00:33:40.000
Because SEO is-

1212
00:33:40.000 --> 00:33:41.000
Especially for intent-based.

1213
00:33:41.000 --> 00:33:42.000
Yeah.

1214
00:33:42.000 --> 00:33:45.000
So it's obviously their search, but it's not hard to win at SEO locally.

1215
00:33:45.000 --> 00:33:46.000
Okay.

1216
00:33:46.000 --> 00:33:47.000
Like, nationally, you want to win back pain.

1217
00:33:47.000 --> 00:33:48.000
Good luck.

1218
00:33:48.000 --> 00:33:49.000
But like-

1219
00:33:49.000 --> 00:33:50.000
Yeah.

1220
00:33:50.000 --> 00:33:53.000
You want to win Everett, you know, car tractor, Everett spine, Everett,

1221
00:33:53.000 --> 00:33:56.000
pelvic health, Everett, low back, Everett Lumbar, Everett.

1222
00:33:56.000 --> 00:33:58.000
Like, you mean there's so many sciatic, like all those,

1223
00:33:58.000 --> 00:34:00.000
I think you could probably win on long-tail keywords.

1224
00:34:00.000 --> 00:34:02.000
And then one thing that helps us on that, I think, is-

1225
00:34:02.000 --> 00:34:04.000
We're pretty good about getting reviews.

1226
00:34:04.000 --> 00:34:05.000
We have more reviews than everybody in our cities.

1227
00:34:05.000 --> 00:34:06.000
Oh, it's great.

1228
00:34:06.000 --> 00:34:08.000
And then I think that helps with the local SEO.

1229
00:34:08.000 --> 00:34:09.000
But yeah.

1230
00:34:09.000 --> 00:34:10.000
And then the-

1231
00:34:10.000 --> 00:34:13.000
I guess the big question is like, with the adspin, a lot of these-

1232
00:34:13.000 --> 00:34:17.000
So the agencies that we hire, like they work with many car tractors, right?

1233
00:34:17.000 --> 00:34:18.000
So those-

1234
00:34:18.000 --> 00:34:21.000
Most car tractors don't do what we do, which is sell packages of 2400.

1235
00:34:21.000 --> 00:34:22.000
They do visit the visit, which-

1236
00:34:22.000 --> 00:34:23.000
Yeah, sure.

1237
00:34:23.000 --> 00:34:24.000
Which is the nightmare.

1238
00:34:24.000 --> 00:34:26.000
So I think that they base our adspin.

1239
00:34:26.000 --> 00:34:28.000
They're recommending our adspin based on that.

1240
00:34:28.000 --> 00:34:30.000
But my return on it is so much higher than the average guy.

1241
00:34:30.000 --> 00:34:31.000
Oh, yeah.

1242
00:34:31.000 --> 00:34:32.000
I'll spend everybody.

1243
00:34:32.000 --> 00:34:33.000
Yeah.

1244
00:34:33.000 --> 00:34:34.000
Totally.

1245
00:34:34.000 --> 00:34:37.000
So you might have to talk in-

1246
00:34:37.000 --> 00:34:38.000
In marketer speak for them.

1247
00:34:38.000 --> 00:34:39.000
Okay.

1248
00:34:39.000 --> 00:34:42.000
And just giving them our target CPA, like cost to acquire or CPO.

1249
00:34:42.000 --> 00:34:43.000
And just feel like, listen, I can-

1250
00:34:43.000 --> 00:34:44.000
I can pay up to-

1251
00:34:44.000 --> 00:34:45.000
Got it.

1252
00:34:45.000 --> 00:34:46.000
This.

1253
00:34:46.000 --> 00:34:47.000
So like make it rain, dude.

1254
00:34:47.000 --> 00:34:49.000
As long as it's under this, I'm good.

1255
00:34:49.000 --> 00:34:50.000
Okay.

1256
00:34:50.000 --> 00:34:51.000
And would you-

1257
00:34:51.000 --> 00:34:52.000
When would you consider bringing that all in the house?

1258
00:34:52.000 --> 00:34:53.000
Because I kind of-

1259
00:34:53.000 --> 00:34:54.000
I hate dealing with these-

1260
00:34:54.000 --> 00:34:55.000
No, I get it.

1261
00:34:55.000 --> 00:34:56.000
I get it.

1262
00:34:56.000 --> 00:34:57.000
It probably wouldn't be my priority right now.

1263
00:34:57.000 --> 00:34:58.000
Okay.

1264
00:34:58.000 --> 00:35:00.000
Because like, if I look at this, I'm like, okay, we got 12-124-191.

1265
00:35:00.000 --> 00:35:02.000
So I'm like, we're doing pretty well on this.

1266
00:35:02.000 --> 00:35:03.000
Right.

1267
00:35:03.000 --> 00:35:04.000
And do you not have-

1268
00:35:04.000 --> 00:35:05.000
Do you have Google on the other three as well?

1269
00:35:05.000 --> 00:35:06.000
Yeah.

1270
00:35:06.000 --> 00:35:07.000
Okay, it's just not there.

1271
00:35:07.000 --> 00:35:09.000
I put a one, like a high, middle low.

1272
00:35:09.000 --> 00:35:10.000
Oh, so that's low-

1273
00:35:10.000 --> 00:35:11.000
Nine to one is a low one?

1274
00:35:11.000 --> 00:35:12.000
Yeah, for sure.

1275
00:35:12.000 --> 00:35:13.000
Oh, that's great.

1276
00:35:13.000 --> 00:35:14.000
Yeah.

1277
00:35:14.000 --> 00:35:15.000
Okay, cool.

1278
00:35:15.000 --> 00:35:18.000
So I would say, basically, I'd stop it at five to one.

1279
00:35:18.000 --> 00:35:19.000
Okay.

1280
00:35:19.000 --> 00:35:21.000
And say, like, so basically double or triple whatever the-

1281
00:35:21.000 --> 00:35:22.000
Yeah.

1282
00:35:22.000 --> 00:35:23.000
The other currently is.

1283
00:35:23.000 --> 00:35:24.000
Right.

1284
00:35:24.000 --> 00:35:27.000
And sometimes what you'll find though is that if you can double or even triple how much you can spend to get a customer,

1285
00:35:27.000 --> 00:35:29.000
you might be able to, like, 10x lead flow.

1286
00:35:29.000 --> 00:35:30.000
It's not like-

1287
00:35:30.000 --> 00:35:31.000
It's not-

1288
00:35:31.000 --> 00:35:32.000
It's not-

1289
00:35:32.000 --> 00:35:33.000
It's not for for sure.

1290
00:35:33.000 --> 00:35:34.000
Right.

1291
00:35:34.000 --> 00:35:35.000
Right.

1292
00:35:35.000 --> 00:35:36.000
Because you just-

1293
00:35:36.000 --> 00:35:38.000
All of a sudden, you know, I spend this many more people.

1294
00:35:38.000 --> 00:35:39.000
Yeah.

1295
00:35:39.000 --> 00:35:40.000
Okay.

1296
00:35:40.000 --> 00:35:41.000
So this is specific to Facebook.

1297
00:35:41.000 --> 00:35:42.000
Okay.

1298
00:35:42.000 --> 00:35:43.000
Which I think could be the-

1299
00:35:43.000 --> 00:35:46.000
Like, honestly, this could be the differentiating factor in terms of how much.

1300
00:35:46.000 --> 00:35:48.000
Like, this could be something that's just like in terms of leverage.

1301
00:35:48.000 --> 00:35:49.000
Yeah.

1302
00:35:49.000 --> 00:35:50.000
Could be a double or triple.

1303
00:35:50.000 --> 00:35:51.000
Okay.

1304
00:35:51.000 --> 00:35:53.000
Like, Facebook, which then would get you closer to that nine to one or 10 to one.

1305
00:35:53.000 --> 00:35:54.000
That's where I think it should be.

1306
00:35:54.000 --> 00:35:55.000
Right.

1307
00:35:55.000 --> 00:35:58.000
The ad copy thing we already talked about discovery process is this new guy.

1308
00:35:58.000 --> 00:35:59.000
Yeah.

1309
00:35:59.000 --> 00:36:01.000
Where we're going to get insurance in the card on the phone.

1310
00:36:01.000 --> 00:36:02.000
I like that.

1311
00:36:02.000 --> 00:36:03.000
And they're going to print it out the next morning.

1312
00:36:03.000 --> 00:36:04.000
Yeah.

1313
00:36:04.000 --> 00:36:05.000
Or whenever the print seemed to stack.

1314
00:36:05.000 --> 00:36:06.000
Yep.

1315
00:36:06.000 --> 00:36:13.000
The dock is going to just do the extra and the assessment.

1316
00:36:13.000 --> 00:36:14.000
Yep.

1317
00:36:14.000 --> 00:36:16.000
And then he gives the handoff with the clipboard that has for the patient.

1318
00:36:16.000 --> 00:36:18.000
Sales manager then does the sale right then.

1319
00:36:18.000 --> 00:36:19.000
Yeah.

1320
00:36:19.000 --> 00:36:22.000
And I think that we just book the treatment that next day.

1321
00:36:22.000 --> 00:36:23.000
Okay.

1322
00:36:23.000 --> 00:36:24.000
Just book them the next day.

1323
00:36:24.000 --> 00:36:25.000
Okay.

1324
00:36:25.000 --> 00:36:26.000
So I think if we do these things,

1325
00:36:26.000 --> 00:36:28.000
and that's probably about six months of work.

1326
00:36:28.000 --> 00:36:29.000
Yeah.

1327
00:36:29.000 --> 00:36:30.000
Yeah.

1328
00:36:30.000 --> 00:36:31.000
Yeah.

1329
00:36:31.000 --> 00:36:32.000
And then would you recommend doing this?

1330
00:36:32.000 --> 00:36:33.000
Like, should I do this?

1331
00:36:33.000 --> 00:36:34.000
I do it in this order.

1332
00:36:34.000 --> 00:36:35.000
This time.

1333
00:36:35.000 --> 00:36:36.000
For locations.

1334
00:36:36.000 --> 00:36:37.000
So I start with one or like,

1335
00:36:37.000 --> 00:36:40.000
because like, would you do Google Aspen and the Facebook at the same time?

1336
00:36:40.000 --> 00:36:42.000
Um, I, so I would do these one at a time.

1337
00:36:42.000 --> 00:36:45.000
So Google has been able to increase across all of them because you're on.

1338
00:36:45.000 --> 00:36:46.000
Yeah.

1339
00:36:46.000 --> 00:36:47.000
Yeah.

1340
00:36:47.000 --> 00:36:48.000
Yeah.

1341
00:36:48.000 --> 00:36:49.000
Yeah.

1342
00:36:49.000 --> 00:36:50.000
Yeah.

1343
00:36:50.000 --> 00:36:51.000
Because when I had one location, I mean, we did none of this stuff.

1344
00:36:51.000 --> 00:36:52.000
I mean, all I did was grill on marketing.

1345
00:36:52.000 --> 00:36:53.000
Yeah.

1346
00:36:53.000 --> 00:36:54.000
And then, but you can't scale that.

1347
00:36:54.000 --> 00:36:55.000
It's a hard skill.

1348
00:36:55.000 --> 00:36:59.000
You look at, um, you look at some of the big, like Jim chains and whatnot.

1349
00:36:59.000 --> 00:37:01.000
Like, they run their trainers the same way they go.

1350
00:37:01.000 --> 00:37:02.000
They do lead boxes.

1351
00:37:02.000 --> 00:37:03.000
They go to whole foods.

1352
00:37:03.000 --> 00:37:04.000
They stand outside.

1353
00:37:04.000 --> 00:37:05.000
Right.

1354
00:37:05.000 --> 00:37:06.000
They get names.

1355
00:37:06.000 --> 00:37:07.000
Like, it just, that's just a culture.

1356
00:37:07.000 --> 00:37:08.000
Yeah.

1357
00:37:08.000 --> 00:37:11.000
Um, and in a different way, the cool thing about the grill on marketing is that it always works.

1358
00:37:11.000 --> 00:37:12.000
Yeah.

1359
00:37:12.000 --> 00:37:13.000
Right.

1360
00:37:13.000 --> 00:37:15.000
It's just, it, it always works no matter how technology changes, no matter where.

1361
00:37:15.000 --> 00:37:16.000
Right.

1362
00:37:16.000 --> 00:37:17.000
And I think that's why those guys do that.

1363
00:37:17.000 --> 00:37:20.000
I remember you still, I used to laugh at them because I like to run Facebook at tonight.

1364
00:37:20.000 --> 00:37:21.000
Right.

1365
00:37:21.000 --> 00:37:22.000
And I was like, man, these guys are idiots.

1366
00:37:22.000 --> 00:37:23.000
Yeah.

1367
00:37:23.000 --> 00:37:24.000
And I realized that they had a $2 billion company.

1368
00:37:24.000 --> 00:37:25.000
Maybe.

1369
00:37:25.000 --> 00:37:26.000
Maybe, uh, maybe.

1370
00:37:26.000 --> 00:37:27.000
Yeah.

1371
00:37:27.000 --> 00:37:28.000
But it also helps the communication sales.

1372
00:37:28.000 --> 00:37:31.000
Because I've been, I read all of my sales skills to that because they got shot down so many,

1373
00:37:31.000 --> 00:37:35.000
they got to kick in the nuts so many times that you guys have to keep getting back up and do it over again.

1374
00:37:35.000 --> 00:37:36.000
Right.

1375
00:37:36.000 --> 00:37:37.000
So this is great.

1376
00:37:37.000 --> 00:37:38.000
So you have six.

1377
00:37:38.000 --> 00:37:39.000
You start.

1378
00:37:39.000 --> 00:37:40.000
What did you do before this before the clinics?

1379
00:37:40.000 --> 00:37:42.000
So I opened my first one in 2007.

1380
00:37:42.000 --> 00:37:43.000
So you're a car.

1381
00:37:43.000 --> 00:37:44.000
Yeah.

1382
00:37:44.000 --> 00:37:45.000
Yeah.

1383
00:37:45.000 --> 00:37:46.000
So I practiced till 2012.

1384
00:37:46.000 --> 00:37:47.000
Uh, one clinic.

1385
00:37:47.000 --> 00:37:48.000
Yeah.

1386
00:37:48.000 --> 00:37:50.000
And then, um, would you do that clinic, top line bottom line?

1387
00:37:50.000 --> 00:37:51.000
Uh, three million.

1388
00:37:51.000 --> 00:37:52.000
Okay.

1389
00:37:52.000 --> 00:37:53.000
Top line.

1390
00:37:53.000 --> 00:37:55.000
And, uh, bottom line is probably about 1.7.

1391
00:37:55.000 --> 00:37:56.000
Yeah.

1392
00:37:56.000 --> 00:37:57.000
Great.

1393
00:37:57.000 --> 00:37:58.000
Yeah.

1394
00:37:58.000 --> 00:37:59.000
So, um, but yeah, so then it was, it was burning me out though.

1395
00:37:59.000 --> 00:38:00.000
Yeah.

1396
00:38:00.000 --> 00:38:01.000
I said she says it in the, she's like, I'm going for other people out.

1397
00:38:01.000 --> 00:38:02.000
Yeah.

1398
00:38:02.000 --> 00:38:03.000
So then I started building houses.

1399
00:38:03.000 --> 00:38:04.000
Yeah.

1400
00:38:04.000 --> 00:38:05.000
So then I started building houses.

1401
00:38:05.000 --> 00:38:07.000
And I was, I was making good money out that for like eight years.

1402
00:38:07.000 --> 00:38:08.000
Um, like luxury homes.

1403
00:38:08.000 --> 00:38:10.000
But I saw my main clinic and had I associated in there.

1404
00:38:10.000 --> 00:38:11.000
It was, it was doing okay.

1405
00:38:11.000 --> 00:38:12.000
Um, and then 2021.

1406
00:38:12.000 --> 00:38:13.000
I thought that we're 2020.

1407
00:38:13.000 --> 00:38:14.000
I thought the market was going to tank.

1408
00:38:14.000 --> 00:38:15.000
Sure.

1409
00:38:15.000 --> 00:38:17.000
So then I thought, hey, what can I do with my clinic?

1410
00:38:17.000 --> 00:38:20.000
There must be something I can do bigger than just one clinic, right?

1411
00:38:20.000 --> 00:38:23.000
And then start talking to some of my friends that were wondering about M&A.

1412
00:38:23.000 --> 00:38:24.000
Yeah.

1413
00:38:24.000 --> 00:38:25.000
Like one of my really good friends founded Valley Village.

1414
00:38:25.000 --> 00:38:27.000
And another one has dad done cinnamon.

1415
00:38:27.000 --> 00:38:31.000
So then I started thinking like a little different in locations in terms of rolling things.

1416
00:38:31.000 --> 00:38:32.000
Yeah.

1417
00:38:32.000 --> 00:38:34.000
They started, they started those, they're the original founders of those companies.

1418
00:38:34.000 --> 00:38:35.000
Super cool.

1419
00:38:35.000 --> 00:38:37.000
And then so they're giving their perspective on things and what, what I should do to grow.

1420
00:38:37.000 --> 00:38:38.000
Yeah.

1421
00:38:38.000 --> 00:38:39.000
And then they told me you should open up.

1422
00:38:39.000 --> 00:38:42.000
If you can replicate it, open up multiple practices and sell the private equity.

1423
00:38:42.000 --> 00:38:44.000
I like the lean, I like the lean model.

1424
00:38:44.000 --> 00:38:45.000
Yeah.

1425
00:38:45.000 --> 00:38:46.000
Okay.

1426
00:38:46.000 --> 00:38:47.000
Thank you so much.

1427
00:38:47.000 --> 00:38:48.000
You're going to appreciate it.

1428
00:38:48.000 --> 00:38:49.000
Yeah, that's awesome.

1429
00:38:49.000 --> 00:38:50.000
You're going to crush it.