EP120: I wish I knew this, starting out
Today, Sachin speaks with Aron about some of the things you may wish you had known before starting your practice. They discuss determining the kind of practice you will have, how your offering may start small and then grow as you get more clients, and how as a practitioner, you are responsible to help as many people as you can, whether in a one-to-one setting or with a one-to-many offering. They discuss the discovery call, and how to get more of them. Listen in for thoughtful ideas on increasing your fun by increasing the number of people you help transform with your services.
Key Takeaways:
[1:02] Sachin welcomes listeners to Perfect Practice. Today, Sachin is speaking with Aron Choi, N.D. Sachin introduces Aron and thanks him for joining the podcast. Sachin and Aron both have coaching clients who tell them what they wish they had known before starting their practice.
[2:37] Aron always knew that he didn’t want to enter a conventional clinic setting. He was inspired by Dr. Masa, a trainer with the Seattle Mariners. He shadowed Dr. Masa to start his career. Next, he studied visceral manipulation with a mentor who charged cash.
[4:29] Then Aron joined Sachin’s mentorship. Aron started a micro practice and set up shop with patients and clients. That was the beginning of Aron’s practitioner journey.
[5:02] Aron struggled with finding a niche. He didn’t want to label patients by their conditions. He found that he liked working with people who are coachable, value health, and want to optimize their health. He wishes someone had told him that a niche is not a label or diagnosis. Sachin notes that it is rare for somebody to have only one problem or diagnosis.
[6:42] Sachin would go down a rabbit hole into a topic. He has evolved in the people he serves. At one time they were thyroid patients. Now he loves helping people solve problems he has solved for himself. He loves helping people find their self-worth. He loves making an impact. He loves coaching practitioners and other people who think outside the box as Sachin does.
[9:23] Sachin discusses one-to-one and one-to-many program structures. One-to-one programs are a good way to start a practice. One-to-many programs work for coaching. One-to-infinity programs work for digital or printed courses and training. As you acquire skills, you might transform from one-to-one to one-to-many.”
[11:30] Sachin gives an example of how a practitioner can be flexible in the delivery of services, such as by customizing a solution that meets a client’s budget. Sachin never let anyone walk out the door without being of some level of value to them. Sachin explains how supplements, products, or certain lab tests could fit within a budget and move the client in the right direction.
[14:29] Aron wishes he had known all that in the beginning! But eventually, he realized that an initial consult and a review of findings was an option. As you go, you can adjust your rates on your experience and as you get busier.
[16:00] A week from now, it will be a week from now. That person could be a week healthier because of you, or a week in the wrong direction, because they didn’t work with you. We do our clients a huge disservice by only giving them few and narrow options. It’s our responsibility to be flexible to their needs. Be creative and have fun.
[18:04] When people say “not now,” they may be saying “not now” to your program; they might not be saying “no” to you or to how you approach their problem. Keep moving them forward as long as you can be of value to them. But don’t say “yes” to someone you can’t help.
[20:38] The discovery call is similar to a test drive. It is not developing a treatment plan but discovering if the client will be a good fit. Should you offer a discovery call that is free or paid? Sachin explains how to decide. He tells about booking 30 complimentary calls from one webinar by saying, “We have a solution for everybody, regardless of your budget.”
[24:44] What if people don’t show up for their complimentary call? Introduce intentional friction into the process. Perhaps have people fill out a questionnaire before the call. Aron cautions practitioners to set their boundaries. Don’t be surprised into diagnostic mode before getting into an agreement to work together. Don’t undersell your value. Don’t over-accommodate.
[29:40] Aron shares the experience of his first virtual consult. He and the patient were both pleased with the convenience of consulting by video. People pay for convenience.
[31:21] You might charge for the discovery call and apply it to the cost of the program. You will get clients and customers who are serious about working with you.
[32:21] Aron didn’t realize that in the beginning, you need to grease the slide by doing what you need to get more people coming for your services. In the beginning, you need volume. You take a lot of swings to get your first home run! You don’t hit a grand slam every time you bat. You get on base. You hit enough singles and you get the run. Do a lot more to create more opportunities.
[34:42] What it means to be numb to the numbers. We don’t do it for the numbers, we do it for the number of lives that are transformed. Those can be micro-transformations or major transformations. However many are on a call, and the goal is to leave the people better than you found them. Then the focus becomes to do it in a way to have fun while you transform people.
[37:02] You could offer a service where you give a holistic and second opinion to whatever health challenge someone is having, at no cost. If someone is happy with a solution they had been proposed, they wouldn’t be looking for a second opinion. Keep visible. Find a way to stay connected with people. Join communities and interest groups.
[40:08] Aron learned recently that the first draft is always messy and ugly. The beauty comes when you edit. Create the first draft. You have to have something to edit. You will evolve. Building a business is never done.
[42:38] Sachin thanks Aron for sharing his journey, insights, and his story of getting where he is today.
Mentioned in this episode
Aron Choi, N.D. Bio:
Dr. Aron Choi, ND - Naturopathic Physician and Perfect Practice Advisor for The Perfect Practice Mentorship.You will often find Aron co-hosting live trainings with Sachin, guiding prospective mentees through our enrollment process, and working with the team to make the Perfect Practice vision become a reality.
Connect with Aron:Website: Aronchoi.com
Facebook: Facebook.com/DrAronChoi
YouTube: Aron Choi, ND
LinkedIn: LinkedIn.com/in/aronchoi
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Perfect Practice is a wellness practitioner's tactical blueprint to building, growing, and scaling their practice.
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