17. How To Convert 20-30 More Patients For Your Virtual Health Practice In The Next 60 Days (or less) Without Giving Up Your Freedom

Tom Jackobs  0:00
All right, well, welcome to the special live training here on how to add 20 to 30 more clients for your virtual health practice in the next 60 days or less without giving up your freedom and with me is my good friend Burhaan Pattel, coming to us live and in person from

Burhaan Pattel  0:25  
Thailand,

Tom Jackobs  0:25  
from Bangkok, Thailand.

Tom Jackobs  0:28  
Excellent. And I am in Taiwan. So you have Taiwan and Thai two

Burhaan Pattel  0:35
nice, thank you.

Tom Jackobs  0:36  
Yes. Your welcome. So Burhaan, how are you doing today?

Burhaan Pattel  0:42  
Oh, good. Thanks. excited to talk about what we're talking about today. It's a topic that's hot at the moment, obviously, with the medical professions, professionals. But yeah, it's good.

Tom Jackobs  0:54
Yeah, great. So, as most people know, I have a call center that does lead follow up and we are niched into the the medical market, but also fitness as well. And absolutely, in the last six months now, 10 months, things have been changing quite a bit in the world and have made people go more online. Not that, you know, if I think about it, it doesn't really change anything, because we're still marketing to people. We're still trying to get them to take an action. Just a matter of Now, using webinars versus live seminars.

Burhaan Pattel  1:41  
That's right. Well, so what do you think is the biggest stumbling block because people still have issues? They're still late to the party?

Tom Jackobs  1:51  
Technology.

Burhaan Pattel  1:53  
Hmm.

Tom Jackobs  1:54  
I think that's, that has to be this like,

Burhaan Pattel  1:57  
that's like the simple thing?

Tom Jackobs  1:59  
Well, of course, because think about you know, if you do a seminar you are you invite your list, if you have a list, that's maybe we put a pin in that one. Yeah, list. And then, or your, you know, your, your existing clients, you've run a couple Facebook ads, and you have a, you have a live seminar, and people show up for it.

Burhaan Pattel  2:24  
Right? And it's in person and people can walk in and they can, you can invite people with booklets and flyers and tell your friends and yeah, yeah.

Tom Jackobs  2:37  
Versus webinar becomes a little bit more scary it's like, well is he, am I gonna show up for my webinar?

Burhaan Pattel  2:44  
But for me, one of the things is the internet is this sea, this ocean, this universe of stuff. So one is, yeah, people struggle with using computers, that's just in general. Sometimes even Word documents are challenging for some. And there's nothing wrong with that. It's just that now that everybody's sort of depending on or needing to use the internet, as a source as a Yeah, a source of, of money, a source of business, a source of clients. It's kind of Yeah, that the technology just in terms of using a computer, but then when you get into the complexities of well how do you attract people on YouTube, or Instagram, or Facebook or all of these different channels? This is where if, if you haven't paid attention to it over the last couple of years, you're going to struggle? And this is what we've seen consistently.

Tom Jackobs  3:47  
And it's, and what do you think is holding in? Obviously, you've, you've spoken to quite a few doctors as well. What do you think is holding them back in terms of like, just just doing this or making that transition?

Burhaan Pattel  4:03  
Well, one is time. So they're so busy with their clients already, you know, with their current patient roster, whether it's insurance claims, or just, you know, the general day to day business stuff.

Tom Jackobs  4:19  
Yeah

Burhaan Pattel  4:19  
that learning this new thing, learning this new skill, this new way of work is hard. It's hard to carve out even 30 minutes a day, because there's just so much going on. And then on top of the political environment on top of the health environment with COVID and all this stuff this year, it's even worse. And so those who don't have the time, or haven't quite figured out how to get help, are are they're they're like, being pushed further and further back. And that's, that's just kind of one of the What's this hamster wheel issues that are happening right now?

Tom Jackobs  5:04  
Yep, total hamster wheel. So kind of what we want to go through today is really get some real learning, obviously, because we want to make sure that there's some takeaways that people can implement in their business right now. The The first thing is, so three things lead generation, obviously, you need to get leads coming in. So Burhaan is really good about doing that. And we'll talk about getting leads in. But then once you have those leads in there and use pet spent 5, 10 15, 20, $50, a lead, whatever it happens to be, what do you do with it then, what like what type of automation is needed, so that you are maximizing the value that you receive from that one lead, because we'll go into this a little bit more detail. But a lot of people treat that lead as a one time lead, I advertised for a webinar, and they showed up or they didn't show up now, what do I do with them?

Burhaan Pattel  6:02  
Right,

Tom Jackobs  6:02  
which is just ridiculous sometimes. And then the third part is in converting those leads. So obviously, you're getting leads, because you want to convert them into paying clients. So we'll go into that little piece as well, which is kind of like what we do over here at Business Lead Maximizer. So what are some practical things that people can do right now, to get more leads in their business?

Burhaan Pattel  6:32  
Get help.

Tom Jackobs  6:33  
Get help. It's like this.

Burhaan Pattel  6:38  
Well, so what I said earlier is like people are struggling to learn it. What I would say is, practical piece of advice is just focus on Facebook, like as a doctor, Facebook is your go to place, especially with some of the, what can I say, diseases or some of the struggles that your clients are having. It's kind of the older generations, I would say like 35 ups. And so most of those, that group of people are on Facebook, even the 70 year old, 60 year olds, they are frequently frequenting Facebook a lot. And so Facebook is the place. So just, you know, I'm saying just, I'm making it sound easy, but it's showing up consistently on Facebook, right. So doing a Facebook Live from your phone, talking about certain issues or talking about how you can help people, maybe you've got a meal plan, or maybe you have, you know, free content. Content that you can just openly share with people that's going to help them, that's going to benefit them in their in their life, just to start with this healthier lifestyle. And that does a couple of things. One is, if you're consistent, Facebook is going to start showing you in the feed to more people with it, that are in your area, that are in the same sort of interest group. So if somebody has already searched or follows a page talking about thyroid, or maybe another doctor, then chances are Facebook will show that show you in their feed. But the trick is to be consistent. So doing Facebook live every day. And then it's the content needs to build trust and value for people. So it's free, your you want to be open, you want to be warm, you want to be loving, you want to be empathetic, compassionate, as doctors generally are. And so that warmth and that visibility, then will give you a few touch points with the people across the street that are looking on their phones or whatever, some some, what's the word association with you, they'll start trusting you a little bit and they'll maybe communicate, they'll start engaging with your posts, or they'll start interacting with you.

Tom Jackobs  9:03  
Nice. So that's all like organic stuff. That's not even not even paid.

Burhaan Pattel  9:09  
Correct.

Tom Jackobs  9:10  
Yeah. Which is awesome.

Burhaan Pattel  9:12  
Yeah, that's like the free solution. There are obviously things you can do to boost your posts provided you doing it properly. To reach more people, because reach is a big issue on Facebook. Obviously, it's the organically it's the sort of one of the hardest places to get organic traffic. But that's why I say you know, if you're doing it often, then Facebook is going to recognize that and then it's going to, it will help you out it won't give you as much as if you pay paid Facebook or you know, advertised a little bit. But the trick is with all content, no matter what platform is to be consistent. And if you are consistent then the platform rewards you for that.

Tom Jackobs  9:54  
That's that's consistent I'm I'm typing this in the comments on Facebook. Since we're doing a facebook live here, so that people can get those little nuggets that you're dropping there. So, yeah, because everybody, I mean, for the most part, it's a brick and mortar, but with the laws that are in the States, a lot of the doctors can only practice in a state. And so even though, even with telemedicine is just ridiculous, somebody was telling me that if they go across the state border and then make the phone call, then it's okay. Oh, even though they live in a different state, and it's the same like a physical, like, if somebody lives in, you know, especially in the northeast, where the states are really close together. Somebody lives in Pennsylvania, like Philadelphia, but wants to see a doctor in New York. They can they can travel to New York and see the doctor even though they live in Pennsylvania, but the doctor can't travel from Pennsylvania over from New York, over to Pennsylvania. And see the same patient? Yeah. And can't make a phone call to them, either. Because they're

Burhaan Pattel  11:11  
Wow.

Tom Jackobs  11:12  
Yeah, we should. Yeah,

Burhaan Pattel  11:14  
that's fine. But that's that's the insurance model. Right. And that's the that, that's the

Tom Jackobs  11:20  
we're not necessarily insurance. No, that's regulation. It's licensing and all that

Burhaan Pattel  11:27  
I see.

Burhaan Pattel  11:28  
Okay,

Tom Jackobs  11:28  
now, what a lot of the functional medicine doctors are doing is getting away from the medical advice and doing more coaching, and health coaching, which then that's completely unregulated. But that also limits what, you know, a lot of the things that they can do as well, in terms of what makes them special, but yeah. So attracting more leads, right. So what what other So Facebook, obviously, Instagram, all the social media is being consistent and persistent with the reach and the and the content? Yep. Cool.

Burhaan Pattel  12:06  
You know, and, and webinars are just another form of content. Yep. Right. It's just the only difference between a webinar and maybe a Facebook Live is you're asking people for the email addresses. And so that leads into well, people need to register. So there's a bit of a wall there, almost like a paywall, the gateway that they need to go through, which is the exchange. And the idea of doing that is to collect email addresses. And that's what you refer to earlier as building the list. And so when you start collecting email addresses, now you have an asset. Now you have similar to back in the day, when you have seminars, you'd collected their phone numbers. And so you would call up, you know, follow up with them afterwards with the phone number and say, Hey, thank you so much for attending the seminar, what did you think about it, blah, blah, blah. And then you, you know, try to invite them for your next day. So webinar works exactly the same way. The only difference is, you're collecting an email address, you are potentially collecting a phone number as well, yeah. And so you can follow up with them with the phone call as well. But email gives you a second touch point. So now you're building credibility on Facebook with Facebook Lives, you invite them to the webinar, they give you your email address, that means they are trusting you enough with some information. They're not giving you their bloodwork, but they're giving you just an email address to that to indicate that they trust you. Now provided that email addresses is the right email address. They're giving you permission to communicate, which means it's like, Yes, doctor, talk to me. Yeah. Right. So and so what the phone number and the email address now, you can start communicating with them in the same way that you would have before. In fact, it's easier to do that, because you have things like SMS that can be automated. And, you know, you could send out regular reminders. You can send out links to Facebook Live posts, or YouTube posts or blog posts that you've got on your website. You can invite them for other stuff, not necessarily in person stuff, maybe another webinar, maybe you saw a nice article on one of your, one of the health blogs that you generally read or maybe some news article talking about, or related to a disease that they have or an issue they have. You can share that information with them. So it's, it's actually much easier. But like we said earlier, the technology gets in the way because there's so many buttons to press and I've got this big fat keyboard in front of me. I don't know which letter is a and so this

Tom Jackobs  14:49  
Don't have time to do it all.

Burhaan Pattel  14:50  
right. I don't have time to do it all yet. Yeah.

Tom Jackobs  14:53  
So, I mean, if you think about it I mean, you're doing a lot of live. So you know the suggestion Organic, consistent, persistent live blog posts, things like that, that you can repurpose. Now, and this is kind of the key, repurpose what you've already done. Because most people have tons and tons and tons of content. And it's just a matter of now just using it again and again, and again, to get your name out there and show that you are an expert. Because a lot, what a lot of marketers can fail to do and just kind of rubs me the wrong way, anyway, is that it's always asking, Hey, you know, come in for this appointment, come join my webinar, of course, we just did that, right. But, but we're giving some value at the same time. So it is, you know, making sure that people are able to understand what we do, but also they're able to do it themselves, potentially. So then the same with the doctors is give them the information that they they desperately need. I mean, the reality is, most people aren't going to do it on their on their own. And so they are going to seek you out because now you are the expert.

Burhaan Pattel  16:09  
Well, so. So there's a there's a there is a transition when it comes to that. So offline, when somebody sees you face to face, or you meet them in the street, or at the supermarket, or even at a seminar, there's a lot of physical things happening. So, you know, let's say they meet you at a seminar, they can see your physical appearance, they can read your energy, they can just see, you know, that trust factor is much easier to build, because you're in the same space. And so reading energy, just you don't even have to know how to do it, you just kind of know, you get that gut feeling instantly. And the transition to online, there's a little little bit more work that you have to put into doing your online work. So it's using a good camera, or using a decent phone that has a better camera with a good internet connection to, you know, putting up your background or having your phone set up when you're doing your Facebook Lives or your webinars in a place that shows your credibility behind you. So for example, one of the doctors I suggested to, you know, on the wall behind them, have a copy of their certificates, you know, put a plant in the corner, you know, give it a bit of a bit of depth, so that the space be like you're not back up against the wall, you look like you're taking a mug shot, reverse those basic things. Just Just that There you go. Those basic things help a ton to make use a little bit more inviting. And it's even with recorded content, you know, set up your video, set up your surroundings so that you're giving up that, off that wants.

Tom Jackobs  18:01  
Absolutely, yep. Because then again, it's all about the like, trust and know, like and trust factor. Yeah. Great. So now we have leads coming in. And what do we do with them? How do we automate? And like, do I put them in a spreadsheet? Do I? And it's it's pretty amazing. I mean, there's tons of technology out there that enables you to communicate with your list on a regular basis. And I am I am shocked that more and more small businesses aren't utilizing that technology. And it always, always warms my heart. Sometimes when I actually talk to a client or even a friend. And then they're like, Oh, yeah, I have, you know, I have an email list and I communicate with them on a weekly basis. It's like, Oh, my gosh, that's amazing. Like, because so many people don't do it. So when you do do it, then you're gonna stand out from the crowd. The biggest fear is, though, that you're going to be spamming people. Right? Is that typically what some of the clients are saying that? They fear? Like, I don't want to send too many emails.

Burhaan Pattel  19:19  
Yeah. So it's it comes out of, you know, one is they are fearing what to say in the emails. So they're using the excuse of spam to not send the email. Yeah. And the second part of that is, they maybe they don't know how to structure the email so that it doesn't come across as spammy. Like you said earlier, people are just asking, asking, asking and not giving value enough. And so when you come from a place of value, and you are creating content already, using the content in a way that is inviting and warm, is again, a sales skill or just a skill, that people just haven't developed. So offline again, it's, it's easier because you're having a conversation, you're asking about their kids, you can see what they're wearing. And so you can tell, you know, the type of person they are. Online, you have no idea who's entering the site yet. And so it's hard to pick up on those things. If you don't want to go in research and go find your avatar, your ideal client, and figure out what what they look like online, because chances are, they do look a little different, but it's not always the case. And then the second thing is, yeah, they just, they don't know how to structure the emails, they don't know how frequently the email so that they don't feel like it's spammy. My recommendation is always at least every couple of days, or minimum one a week, depending on the content. So if it's an invitation or a reminder to a webinar, you want to do that more often than not, because you want to increase the likelihood that they're going to see the message and then show up. So reminders is always a funky and interesting topic. Because it's like, the more you remind people, the more annoying you can get. But the more reminders you send out, the more you have, the more people show up to them.

Tom Jackobs  21:21  
Of course, yeah,

Burhaan Pattel  21:22  
yeah.

Tom Jackobs  21:23  
I think people are more forgiving with that, when there is content. And meaning that if you are giving really good information on a regular basis, they're going to be more opt to stay on your list versus unsubscribing.

Burhaan Pattel  21:43  
Well, they like it. They like it, because they're hungry for the information they need the help. And so finding somebody to latch on to that's actually going to be that shining beacon of hope is, is a good thing, right? That's what you want. You want to build that tribe, you want to build that audience for yourself and have these old, buzzwords. But when you do that, you'll come across warm and inviting, and not like a sleazy salesman, then Wow, people actually going to show up, you know, people are actually going to start calling you, even if it is just with a little bit of effort.

Tom Jackobs  22:25  
Yeah. Yeah. So there's, there's one platform out there that a lot of people use, I use it, you use it Active Campaign, as a way of organizing all of these leads. And that sometimes gets people a little anxious as well. But in terms of just getting down and dirty, just import the leads into that, that software, you could hire somebody off of Fiverr Burhaan can do it, I could do it. I mean, it's it takes is, you know, 5-10 minutes to do it. But the thing is that you have to use something like that, because you've already paid for all these leads. Right? They're just kind of sitting in a database or an Excel spreadsheet. And if you're not continuously marketing to them, because a lot of people they'll opt in for something, but it's like in the moment, they've opted in for something and they're like, Oh, yeah, I have diabetes, and oh, this post really makes sense. Yeah, I'd love to come to the webinar, but they're not like sitting in front of their computer and going. Okay, it's it's it's five till Let's wait for this webinar to start. Yay. Right. Yeah, they it, they need to be reminded, and then, of course, they're gonna miss the the webinar. And then then there's nothing. But there needs to be something.

Burhaan Pattel  23:51  
There has to be something.

Tom Jackobs  23:52  
Yeah. And I, I actually get this quite a bit as well. A lot of the doctors are saying, well, I want people who are ready and willing to make that change in their life. And I don't want to have to go chase after them.

Burhaan Pattel  24:07  
Right. Well, there's two things there. So yeah, yeah, you want to get the qualified leads is what they're saying. Right? And that's 100% true. I totally agree with that. But that you're chasing now you should never be chasing. Yeah. It should never feel like a chasing, right? Maybe it feels that way, because they're doing it wrong, because they don't know how to do it differently. Right. So one of the solutions for that is so when you're saying Well, how do I overcome the technology issue? How do I get an email list into the software Active Campaign? How do I figure out how to use the software? How do I communicate with my list in a way that's not salesy that doesn't feel like I'm pushing all the time. These are all things that you can get help. Right, you can ask somebody to pay them a little bit money to do these things for you as a done for you service. But I would recommend that because you are behind right now, or you may not be behind, right, you may not feel like you're behind right now. But putting some time every day or every couple of days or even an hour to a week to learn how to do some of these things, not to be a marketer. We're not saying, like change your profession from being a medical professional to being a marketer. We're not saying that, what we're saying is figure out how to use the basics of the online stuff, so that you can actually send an email on your own to Jonas, so that you can go live on on YouTube or Facebook, to do your own content so that you're not dependent all the time on somebody. And it's not like I said, like, you don't have to figure out Facebook advertising, because that's a skill on its own. But the basics of what you need to do online, to not necessarily to even make a million dollars. But just to show up. That's the basic that's required.

Tom Jackobs  26:08  
Yeah, yeah, hundred percent. And it's continuously giving that content, because then when you do make the ask, then they're gonna be more likely to take advantage of it. Yeah. In my fitness business that I had for 10 years. I had people I do seminars every month as well. And I remember one seminar, you know, I always ask people, like, how did you hear about the seminar? And this one lady was like, I've been on your list for like, three years. Mm hmm. And she's, you know, got content from me every week for three years. And then finally, something triggered her to actually make a change. I wasn't chasing her. I was just giving content, then she came and signed up for a year of training.

Burhaan Pattel  26:58  
Right, When that happens, it was interesting, because, and it's good that you asked the question. So you're asking for feedback from people. And that's also something that's important. Because when you ask for feedback, whether it's on a webinar, where you live, and people actually giving you engagement that they engaging with you, or even on a Facebook Live, or, you know, these type of plans, even on your posts, like some people may comment on your posts, like or reply to them, ask them questions, like have a conversation? When you ask those type of questions, you start getting information back. And then you can start using that information to make better content, right? Because if your audience is telling you what they want, then it makes it super simple for you to come up with ideas, you don't even have to, they're giving you the ideas, all you have to do is build that story around that content, around that question. And then boom, you've got like a five minute video for YouTube, you've got a 10 minute, or something to add into your webinar that's going to be relatable to them. Because those are the things they're asking, so speak about that. And you would normally do that in a conversation in the mall anyway, if somebody walked up to me and said, Hey, I have this thing, like, how do I fix it? You give them an advice right away? It's the same process.

Tom Jackobs  28:23  
Absolutely. And so I'm just putting that in, in the comments here on Facebook, so that people have that ask questions on social media, what they are seeking, and you get more content. That's awesome. And it further makes you the the expert, right? So you're getting leads, now we're automating that kind of communication with those leads. And that comes in many different forms. But the simple down and dirty is at least weekly communication of something that is going to help them solve their problem.

Burhaan Pattel  29:01  
Right. And the, the the word automation you spoke about there is it's we're wanting to build a system so that when the leads come in, and they show some interest, or maybe they call the office, and they're interested in something, you want to use your list or be able to use your list in a way that now you can start separating people, like you would in a phone book, or in your Rolodex or your whatever book that you're using to manage your business where you maybe you would use a highlighter to say, oh, Susie called me and so and so date, I need to follow up with her and you need to, like confirm an appointment date or whatever. Like the same way. You'd want the technology to support you with that. And this, especially inside of Active Campaign and other tools. There's lots of resources to to do that. And when those things happen, you can have automatic emails going out based on what you've done. So for example, if you just use it simple tagging system, not even a CRM, if you use a simple tagging system where if somebody came in as a webinar registrant, and they showed up, you tag them as being as showed up. And when you tag them with that tag, an automatic email can go out to say thank you for attending the webinar, it's, it's literally that simple. And the email will fill in their name, depending on how you write instruct to the email, it'll fill in the name, it'll fully in the webinar name that they actually came for, it'll, you know, send them the email at the right time, not middle of the night, when you're working on your stuff. Like all of these little things, can can be automated in a way that is so personal, it's not, you know, the other person, the person at the side, might know that you're using a system. But people understand that doctors are busy. When they come into your office, or they go to somebody else, another doctor's office, they know they can see that you're stressed, they can see that you're short of time. They know that when you do your Facebook Live, or you do a post in the middle of the night, it's because you didn't have time during the day. And so when you're showing up using these tools with emails, they think you're amazing. They think you're Superman, they think you're Superwoman, because, hey, how do you manage to do all of the stuff. But meanwhile, there's systems that help that can help you organize your time and save you time in the long run.

Tom Jackobs  31:44  
Yeah, and one of the great things that you pointed out there too, is that when you segment your list, now you can talk to people about a specific problem that they might have. So if you're working with diabetes, thyroid hormone, like, if people are interested in one of those three things, now you can have lists specific for diabetes. And now you can speak directly to that, rather than somebody that's really interested in hormone issues, they're getting this stuff on diabetes, like, I'm not really into that. And so they may, you know, delete the emails or unsubscribe and things like that. But segmenting is really, really, it's pretty easy to do as well.

Burhaan Pattel  32:27  
Well, so there's two. So there's a thing there where with the medical thing, you know, with HIPAA compliance, and how much information you store in the CRM, or inside of Active Campaign, if you don't want to do that, you can just isolate or categorize their problems as in weight loss, do not say in the direct issue they have, but it's this webinar about weight loss, or they spoken to you about back pain or knee pain or, you know, like, general broad problems that you would generally have seen, and you know, this from practicing for all these years, using those tags. And then, you know, the system can be set up that way as well.

Tom Jackobs  33:11  
Yep, absolutely. So now we have leads coming in, we're communicating with those leads multiple times other than just once, and we're putting them into a funnel, so to speak, where they're getting drip information, that's content that is going to help them in their daily, daily life. And now the third part is converting them. And there's several different ways that you can convert people. The first is like, on the webinar itself.

Burhaan Pattel  33:43  
Right. Right. And so the same way that you would on a seminar when you'd ask them for to join your program, or ask them to book a follow up call, where you're actually not going to sit one on one with them. The same thing can be done with a webinar. Where now that people are spending 35-45, 50 minutes with you on the webinar, learning from you on the content that you're sharing in the webinar, then it's kind of you know, you want to take them forward, you want to help them, you want to give them one is you have to ask for, you have to instruct them on what to do. So this is why in YouTube videos or in, you know, on Facebook, you know, we always say, you know, hit the subscribe button or follow the page. The reason we do that is because people do need instructions. It's it's just one of those things that as a marketer is anybody that makes content to grow your following you have to ask better.

Tom Jackobs  34:48  
Say that, again,

Burhaan Pattel  34:49  
To grow your following. To build that audience. You have to ask people to follow you. It's it seems salesy, but it's just something you have to do because people generally don't follow instruction. The same way you would tell somebody, Hey, take your pulse two times a day. There's a reason why on prescription medicine medication, it says, Take two per day. At this time, it's super clear, it's super simple. And if they didn't write that people wouldn't take them the medication. Because, so many asking people to, to book a discovery call or you know, pay for for a one on one PME booking to do some, you know, to take their issue for forward to try to help them a little bit deeper. That's exactly the same thing.

Tom Jackobs  35:39  
Yeah, absolutely. And you definitely just can reiterate, reiterate that point that people do need that direction. And they need to be told what to do, because most most people are followers, and they're like, Well, okay, well, you're the doctor, you tell me what I need to do. You've already established yourself as the expert. Now, it doesn't have to come off as salesy at all. It's just look, you've learned what you need to do clearly in an hour, you're not going to solve all your issues. So the next step is to figure out kind of, is this program the right fit for you? And would you be a good fit for the program, so you make it that it's an interview on both sides. If you want to do that, then schedule the call down below, or schedule, putting a link up on the webinar right now let's schedule the call. And we will, you know, myself or my wellness coordinator will talk to you for 10-15 minutes and figure out if this is a good fit, then we can go forward from there.

Burhaan Pattel  36:44  
And I would argue that the doctors actually have a leg up.

Tom Jackobs  36:48  
Oh, absolutely.

Burhaan Pattel  36:49  
You know, they just put on the coat, have the stethoscope around the neck, and it's like, automatically people are gonna be like, your doctor Need help? Yeah, it's, it's kind of automatic. It's a subconscious thing. Like when you see a businessman walking in Wall Street with a suit and tie, you kind of automatically gravitate to, hey, he must be a stockbroker, some sort of, you know, in that, in that, he's, that's what he does. So doctors have that already that visual, like, Hey, this is who I am. And then on top of that, they've got these mega titles that are after their name, right. So they start with Doctor obviously, and then there's MD, or whatever the things are, that comes after it. So that automatically puts you on a totally different playing field, where the trust factor is already high, just because you have a title. And you're visually You look like a doctor, then, then they're, you know, now it's like, Okay, well, can this doctor help me with my, is the doctor sensitive to what I have, or to who I am, or to my life lifestyle or to my situation. And so I would say that that's actually easier. And you made a very good point earlier, when, you know, they're looking for, to the doctors for help, the same way that somebody would approach me for help with their digital marketing or for the, you know, setting up all the online stuff. Because I talk in that way that I I think I know what I'm doing. It's easier for people to just ask for help, right? And it's because I'm telling them like, I'm here for help, I'm here to help you. And it's the same with same thing with your business like, hey, well, you call my leads? Yeah. Okay. It's like, this is what I do.

Tom Jackobs  38:40  
Yeah, yeah. 100%. And that, you know, going back to the, the credibility that doctors have now, and the market is shifting a little bit in terms of now, you know, 10 years ago, like it a lot of doctors couldn't market at all, because they thought it was unethical to do so. And but they didn't have to search for leads, you put an ad and not even an ad just put a listing them, your, your plaque up above your door, you know, open for business, and you would get people coming in. Versus now people have a choice. And especially the way that insurance is that it basically pays for treatment of problems. And so you have to be sick already. And a lot of people want to take control of their health. And so now it's a matter of getting people to understand that they have to be more proactive with their health, and they're going to have to spend some money at it. So now when you add that component to it, now people are getting a little bit more picky about who they want to go after. And that's why having that content and showing up on a regular basis, those first two steps will make this third step so much easier that people will email them, people are going to come to you, you're not going to have to chase people down. And I would never suggest chasing people down. I think what what it ends up being is doing, do some warm outreach to people that are on the list to see if they're still interested, what are what are they interested in and get some good intelligence to figure out what else that you can put out there to further elevate your credibility and the amount of information that you provide to people so that they will seek you out when they're ready. Right?

Burhaan Pattel  40:36  
Well, I want to, I want to sort of emphasize that because you, you just brushed over it, and you said, you know, people are looking to get it, you know, live a healthier lifestyle. Now this year 2020, because of COVID, because of all the, all the bullets going out, over the Internet, and just everything is going on. People are at home, they're trying to eat healthier, because like, hey, sitting on the couch and eating or not sure. But the general trend is that people are, are trying to be more conscious of their bodies. And because of that trend, now is the best time not only for your own well being but it's like when people are hungry for for the help. Now you can meet them where they are, and help them the way like the way you can. Yeah, and so the internet also gives you this ability to help more people help many more people. And just because you're seeing one on one, you're still having one on one consultations and and pmes and one on one people coming into your program. But the technology allows you to create a different level. And so when you have one on one consultations, obviously those are clients who have the means they have the the money, the resources to actually show up to do that with you. But for others, maybe they're just needing a little bit of content. So they there's the free stuff. Or maybe they need a program like, Hey, I just want to lose a little bit of weight weight, I don't want to take the advice from a personal trainer who's trying to get me to go to the gym, like can't you just give me some better eating habits. You know, can't you just gave me some some tips on how to actually do stuff with a stuff that I need. And because it's coming from a doctor's point of view, somebody who's got more credibility, not to say that personal trainers are not credible. But it comes from a different, you know, angle. That's the content that you can give them. And so that can be delivered in a in a course maybe online. It could be done through webinars, it could be done through Facebook group, there's lots of different ways to meet them where they are, depending on how much how many resources, how much time they have and how much money they have.

Tom Jackobs  43:05  
Yeah, that's good. I just made a note, conversions for different levels of people. Because most most of the folks that I'm working with, they have one offer. And the more tiered offers that you have, the more people you'll be able to help. But obviously, there needs to be a price difference there. Because not everybody is going to be able to afford the one on one help that most people actually do need. But or they're just there, they're still skeptical, a little bit like, let me let me find out a little bit more about this person. And so they'll drop $100 on a course, you know, a detox course or a 26 day challenge whatever 22 and a half day challenge. And, and they'll do that, and they'll go through it. And they're like, wow, this is really great advice. Let's, you know, let me find the money to do the next step.

Burhaan Pattel  44:05  
Right. And so again, each step is a another level of trust, if you look at that way, like I think a lot of doctors, especially in the US are going for the high ticket, they're going for the five $6,000 programs right off the bat because it seems like to them, and this is everybody, everybody has the same problem. That the high ticket is the quickest way to make a living. And what I've seen in my business, working with my dad in his supermarket and wholesale business for years and years in retail, and then coming online and just doing the basic things every single day and showing up and being consistent with my clients is even though certain things may be less valuable in terms of maybe $100 course $200 course $300 course, or maybe even an E book that's $20, or maybe a published, you know, properly published book for $10 might not seem like high value. But when you're now meeting people at their level of resources, where they're at that level of trust, also where they just want to get the $10 book, to figure out who you are to suss you out. And then, you know, then they want to go to the book, to the course. And then they'll book the PME, and then their book, coming to your this, this program. These are all levels of trust where it takes, on average, this is according to Google seven touch points, to get people to actually start engaging with you to start converting with you. And so let's say let's go through the motions. So you've got a Facebook live, you've got maybe a couple of posts that they're gonna see on Facebook, a couple posts that they're gonna see on Instagram, on they on your email list, so they opt in for something, they come for a webinar. So that's another touch point, you sending them the reminders for the webinars, that's a touch point, you're sending follow ups after the webinars, that's a touch point. So by that time, already, you've hit the seven. And so asking them to convert into a client, even if it's a small client, of course, is,  they're ready, at that point, they're ready. And then it may take another seven, seven touch points from that point to book, book them into the program, your high ticket program. But now you're in front of them, they've already given you some money. And so they've given you permission to ask them for more money, ask well, and they're asking for more help.

Tom Jackobs  46:50  
Absolutely. Yep. And when you have this structured absolutely perfectly, or not even perfectly just just doing it. I mean, it's, yeah, I mean, the way that you just laid that out, getting that seven touch points is super easy. And we were seeing at the call center, that it's taking about 10 attempts to get somebody on the phone, just to book an appointment that they requested in the first place. Right. So it's, it's, it's, yeah, it's crazy. And the other thing is, you know, automation is all fine and great. All about automation, and people seeking you out and, those are the ones that are going to be like really good conversions, they're going to they're going to go through the funnel, they're going to be there, then that's what 50% 60% 70 whatever the percentage is, but there's still other people, that one don't like the technology, they are skeptical of anything that goes on in the internet, because aliens control it, or whatever the conspiracy theories is, right, and they're not gonna put any of their you know, maybe they'll put their phone number and email address in there. But they're going to be very skeptical. And it's until they get either that phone call, or a personalized text message or something like that. That's going to prompt them to then take an action, or they're just super busy.

Burhaan Pattel  48:17  
Or they're just super busy.

Tom Jackobs  48:19  
Yeah. And they don't, they're like, Yes, I need to do that. Because I can't tell you how many times I'm like, I really need to do something, but it's, you know, on the priority list, it's in the middle to bottom. But until somebody prompts me to do it, then it's like, Okay, well, I probably should, you know, book that appointment with the doctor, because, you know, I haven't seen my dentist in a year and probably need to go see a dentist here one, one of these days.

Burhaan Pattel  48:47  
Well, one of the things that that's interesting is, you know, when you're, when you're in, in person, or back in the day, it's easy to say back in the day now

Tom Jackobs  48:59  
10 months ago,

Burhaan Pattel  49:00  
Right? It's easy to easy to create that experience for somebody. So, you know, when you're, you're doing your little classified ad, or you're doing your ad somewhere in a magazine or a newspaper, whatever, you have a good quality picture, you have somebody who's done the ad that, you know, that been doing it for years, they know how to do the ad. So that's the first sort of experience, they have of you, they come into your practice. And this you know, your logo on the wall or on the on the front, you've got your sign, put the phone on the door, you know, they automatically are being welcomed into this warm environment. You've got, you know, sand tone colors or warm colors, you know, not white bright lights, you've got, you know, an inviting atmosphere. And so that experience is what people are getting when they're physically in person. Online, it's actually harder to replicate, but actually not that difficult, to pull off if you have the right things in place. So like I said to just to recap, when you're doing your content to do it in a way that's showing your credibility, where your coat, put the stethoscope on, you know, just these little, you know, maybe your certificates in the background, maybe even a banner with your, you know, business name or whatever behind you, then, when you're inviting them into, or they maybe they join your webinar, your webinar being on professional with cam, a good camera, a good microphone, that you sound good. And then when you send your emails, like have your logo in the email, you know, write your emails in a way that's warm and inviting, don't use text that's gonna look funky. That's comical. And that's not professional. Like, I think all of these things are sort of par for the course. But when it comes to technology, people lose their minds. And so they don't know what to do. And they click the wrong buttons. And so sticking to those basics of, well, I can replicate the same way I would send an email to a client, just because it's in Active Campaign setting, unless it's the same email. And if you just focus on the one person that you're speaking to, as opposed to thinking of, oh, I've got 3000 people on the list, what am I going to say to all of them? No, you're talking to one person at a time to one person get that way? Yeah,

Tom Jackobs  51:23  
You're your avatar that everybody always talks about? Who's your ideal client? And how do you talk to them? And that's a really great tip that, you know, whatever content, I always, you know, have my avatar in front of me, like, if I'm writing an email or blog post or something like that is like, Okay, I'm talking to this person. And when you do that, then it's going to come across as a lot more personal. A lot more personal. A lot more personal.

Burhaan Pattel  51:51  
Yeah. Cool. And that's subconscious. It's not even planned. Yeah, it happens on its own. Yeah.

Tom Jackobs  51:56  
Cool. So we have these conversions that are happening, people are opting in. One thing that I get complaints on, they're not complaints but but struggles that some people have is that now we have all these leads and appointments, you know, how do I sift and sort through them to make sure then I sit in front of or the right people, or they get no shows and things like that. And that's where, you know, like, our call service really can help out is sifting and sorting through all kinds of tire kickers, because you're gonna get a certain number of people that, you know, there's one factor that said, Well, this person just wanted to talk to me about all the medications that she was on and wasn't really interested in learning about how to get off that medication. Well, that's not always a good source of no good way of spending your time as as the doctor is to sift and sort through who should be on the call. And that's something that that we're working on is actually a new services to do the pre qualification. And to then book the, the paid visit with the doctor so that the doctor has somebody that's invested some money already sitting in front of them, so then converting them into the long term program makes it really a lot, lot, lot, lot easier.

Burhaan Pattel  53:27  
Right? Well, you bring up an interesting point, because my mind was running on. Like, if somebody is taking medication, they just want to figure out their medication. Surely there was a time in their life where they were happy not to take the medication. Yeah, you know, it's like, if somebody is happy with taking the medication, they need to be reminded, and this is part of like the sales, the sales, sales, sales side of reminding the person that, hey, there was a time in their life where they didn't have to remember to take the medication every day. Like, like some of these, some of the technology in the health space that exists, can help with these things. And some people are just not aware. And as a doctor, you know, what technology exists? You know, what, what, what's possible, you've helped a bunch of people before, and learning how to communicate that on the internet, to a camera to a phone is important, because people need the information. And they're being fed a lot of the wrong information, as well as a lot of people that are not saying the right things, they're not being ethical, they're not being moral. And it's, you know, if you are one of those doctors that are in that space, where you want people to do the right thing, because you're doing the right thing and you're trying to do right by them, then it's it's even more important to show up. And what are, one other thing that I just wanted to go back to building the email list? You know, it's I don't think that building an email list is stressed as much as it should be. The reason why people need an email list is because email is the one medium that is not going away. It's the one thing that's been consistent for the last 15 or 20 years now, maybe, but longer. That just hasn't changed much. The Tech, you know, like, systems have come in and out before we had a like, you know, older services. But now we've got Gmail, we've got all these very stable, very inbred tools that people are very familiar with, it's easy to use, everybody knows how to send an email where we hope that everybody knows how to send an email. And because it's your list, because you your it's your asset. You can even if your Active Campaign falls down, or even if Facebook falls down, or Instagram falls down, YouTube, or any of these outside platforms, platforms that you don't have control over, you fall down. The one thing that's stable, that you have control over is your email. And and who you communicate to, and your telephone book, like at the end of the day, people who are getting their phone number over a webinar or to register for a webinar. As long as those phone numbers are the right phone numbers, then that's that's the default. Like that's the that's the stability of your business.

Tom Jackobs  56:37  
Mm hmm. Yep. Yeah. And in so many online marketers are glossing over the fact that there is there's, there's so much value in one that list, but also even the phone number. I mean, the phone is still active, and it still works, because people crave that human connection. Plus, it's a lot easier to just delete an email than it is to ignore a phone call or a text message.

Burhaan Pattel  57:05  
Correct. Telephone calls are actually more intrusive as well.

Tom Jackobs  57:10  
Yeah, well, they are Yes. But at the same time, if it's information that they're seeking, then yeah, that's great.

Burhaan Pattel  57:21  
Well, it's just to give a stat like for people who send Facebook Messenger posts, you know, so reminders via messenger, on messenger we can measure the open rates. So like with SMS, you don't really know what the open rates are, right, but with messenger, you can and so people are saying is 80, 90 70%, open rates on those messages, because it's similar to text, it's, you know, Facebook, messenger and WhatsApp. And these tools have basically mimicked text for a reason. It's because the open rates are ridiculous. Yeah. And so, using that to your advantage to send reminders to make sure people, like even for example, if you've got somebody in your program, already, sending them a text message, once a week, when to remind them of the thing that they needed to do for you like, maybe they needed or once a month, they need to go do bloodwork, or once a month, they need to just, you know, check their heart rate on their Apple Watch, like whatever the case may be, and log it into your app, or send you an email with that data, whatever those things are, sending by SMS, messenger, email, are the best ways to communicate, the best ways to remind. And that added level of service, like I said, can all be automated and is appreciated by your clients because if they have to do it on their own, it's difficult, it's harder for them. But if the doctor is saying, Hey, keep using Suzy, hey, Suzy, today's the ...  you might need to get ... that done. Like that's like gold for them. Yeah.

Tom Jackobs  59:09  
Yeah. Yeah. And that, and that will keep the customer for life, the patient for life,

Burhaan Pattel  59:13  
right? For as long as they learn, yeah.

Tom Jackobs  59:18  
Or as long as and then or they'll just refer more people, which is, again, the whole point as well as building the business. Right. So cool. So just kind of wrapping up here. So we got the first piece, which is getting leads in the door. The second is, once you get them in, how do you automate them. And so we have some tips and tricks on how to do that. And some resources to do that. I put links in the comments as well. And then the third is now you have those leads, converting them becomes very easy if you've done the first two pieces, right? Because now people are actually asking for what they want and sometimes you need to prompt them to take an action which is usually usually the case is people need to be told what to do. So the three points there, get the leads, automate it, and then convert, as well, and put some comments down below in terms of some of the nuggets that I was taking notes of. So those are in the comments on Facebook under this live video. Any final words of wisdom Burhaan?

Burhaan Pattel  1:00:29  
Well, I guess it's our turn to ask people to do something. So if you've watched this far, thus far, and you're curious about how to get all of this implemented, maybe you're struggling with time or you're struggling with the technology, or you're just not quite sure, because you're being bombarded with messages of, hey, sign up to my email program, sign up to my there's a ton of programs and applications out there. If you need advice, if you need to help. Jump on a discovery call with us, Tom, the link is

Tom Jackobs  1:01:02  
https://businessleadmaximizer.com/schedule-a-call and I put that into the comments. It's right there.

Burhaan Pattel  1:01:09  
Yeah, so check that link out. And, you know, let's, let's have a chat. Like, there's no sales pitch it's just, let's figure out how to help. And what, you know, it's, it's, like I said earlier, help with some of the stuff help you to get going put the basics in place for you, but then also teach you how to do those basic things so that you're not, you know, tied to a chain to or to anybody else. Yeah. And, you know, let's have a let's have a conversation. Awesome.

Tom Jackobs  1:01:43  
Yes. So the links down in the comments, happy to spend some time just going over what's going on in the business and then make some suggestions on on solving the problems. Yeah. Awesome. No problem. Thanks for being here.