"You can get past the dead end. You can break through the ceiling. I did and so have countless others."
Emily recently opened her own men’s health clinic and joins Justin for a practical conversation about navigating the early stages of practice ownership.
They discuss patient acquisition, referral programs, online reviews, local marketing, pricing, subscriptions, operating expenses, and creating simple workflows that keep the practice running efficiently. Justin also shares advice on staying flexible, recognizing opportunities, and allowing the market to guide future service lines.
For nurse practitioners preparing to launch a practice or working through their first few months in business, this episode offers practical guidance for getting started, building momentum, and creating a foundation for long-term growth.
00:00:02:12 – 00:00:24:08
Unknown
Greetings. This is just an hour for nurse practitioner. Welcome to the Elite Nurse Practitioner Show podcast dedicated to nurse practitioner entrepreneurism and achieving financial freedom, where I talk directly with nurse practitioners who need help. Listen up. Our market is saturated. Jobs can be scarce. We are underpaid. We are undervalued. We are taken advantage of by the sharks within the healthcare system.
00:00:24:08 – 00:00:47:14
Unknown
And frankly, screw that. Sick of it. It’s time for a change. And listen, I’m here to help make that happen. We are powerful. We can forge a path. We are in control of our career and ultimately our financial and personal well-being. You do not need to submit to healthcare ministry and your doctor. You do not have to take easily salary.
00:00:47:16 – 00:01:08:22
Unknown
You do not have to work 50 to 60 hours a week. There is a different way. And I’m here to show you that path. This podcast is what I do. I have not talked to the nurse practitioners of this podcast prior to the call, outside of an email exchange to schedule the episode. What you’re about to listen to is a consultation session between a nurse practitioner and myself.
00:01:09:03 – 00:01:31:00
Unknown
It is real. Is it scripted? Is unplanned. I have no idea what we’re going to talk about. Anything and everything can happen. During our conversation, the nurse practitioner. These episodes are struggling with an issue in their professional or financial life. They have reached out to me for help. My goal is to help the nurse practitioner with actionable advice that will enhance their professional, business and financial life.
00:01:31:02 – 00:01:46:02
Unknown
My other goal is to hopefully help my nurse practitioner, sisters and brothers build a more productive, powerful and free life. So I hope the content information within these podcast episodes does just that. All right. On to the episode.
00:01:46:04 – 00:02:03:09
Unknown
everyone. Today we’ll be talking to Emily, who is a family nurse practitioner. Currently, she is operating her own mental health clinic that she opened about three weeks ago after she quit her full time job at a pain management clinic. She is seeking assistance with the general workflows of the business, pricing and marketing. Emily, are you?
00:02:03:11 – 00:03:26:00
Unknown
I’m good. Thanks, Robert. On here. So yeah, tell us a lot about yourself, how long you’ve been a nurse practitioner for. And I guess, what provoked you to quit your full time job and just dive, dive all in?
00:03:26:02 – 00:03:33:01
Unknown
Yeah, well, that probably was stressful, I would imagine.
00:03:33:03 – 00:03:57:21
Unknown
Oh, yeah. That then. And then quitting and then having a baby and starting a men’s health clinic. Like.
00:03:57:23 – 00:04:21:17
Unknown
Yeah. Well, yeah. Yeah, I would say so. So I’m assuming your husband’s gonna be kind of the breadwinner for a little while until this gets going. Is that kind of the situation?
00:04:21:19 – 00:04:40:05
Unknown
Okay, okay. So. So financially, you’re be okay for a little while. Yeah. Yeah. Okay. Yeah. I mean, leaving a job and that’s a big financial hit and stuff like that. But, I mean, as an entrepreneur, as a business owner, you have to take that leap at some point, right? So, you know, typically people will start the business part time.
00:04:40:05 – 00:04:57:11
Unknown
They while they continue working and then move into it. But, you know, they’re usually is at some point are going to be a dip in like your personal financial health, you know, as you kind of dive into your business. So, so I applaud you for, you know, for doing that. Just, just, just going straight in. I mean, yeah.
00:04:57:13 – 00:05:39:16
Unknown
Yeah. Like, you never will have to worry about that transition from working to a full time business. You just would dive, you know, straight into the full time business. So I mean, it’ll tell us exactly where you’re at. But is there is there competition in your area or you pretty much the only show in town.
00:05:39:17 – 00:06:10:19
Unknown
Yeah. It. Yeah. Not a lot. You know, the beautiful thing about what you’re doing is compared to, like, game day, I mean, game days of franchise. I’ve talked about previous episodes before, and you don’t really gotta worry too much about them. If anything, with a lot of those franchise kind of clinics, like, like game day, they, you will actually get patients from them because they’re doing all this marketing and stuff growing out, you know, think about men’s health out there, blah, blah, blah, blah, blah.
00:06:10:19 – 00:06:35:21
Unknown
So like, they’re doing all this marketing for you, converting people from being a cold lead who never really thought about it to more of a warmer lead. And those people they might call a game that they hear about on a radio commercial or whatever, right? Most people that will hop on Google and take a quick look. And so you’re going to be kind of feeding off of their marketing efforts in a way like, in the city that my men’s health clinic is at.
00:06:35:23 – 00:06:57:22
Unknown
When a game day opened up, we actually saw an increase in our volume. So thank you. Game day. Yeah. So yeah. Plus they’re very corporate. Plus they’re very protocol driven. Plus they’re very process driven. The the providers don’t have a lot of wiggle room. They follow just these very cookie cutter kind of things. And so that’s where you can come in and shine.
00:06:57:22 – 00:07:18:08
Unknown
That’s where you can be different. That’s where you can be a little bit more holistic and stuff. So I would worry about them. The other people in town. Yeah. I mean, you know, it’s probably a little competition there. But if you are only the actual official men’s health clinic in the town that you’re in in a game days 15 minutes away and, you know, in another municipality or whatever.
00:07:18:10 – 00:07:30:23
Unknown
Yeah, I’d say you’re probably going to be fine. So, yeah. So you probably going to be, you know, positioned very well here. So you open three weeks ago, you’ve had one patient.
00:07:31:01 – 00:07:34:15
Unknown
And you got one schedule this coming up week.
00:07:34:17 – 00:07:56:01
Unknown
Okay. Well, I’ll do let you know, but I think I had two patients my first month. Two. So like. Yeah, like, don’t don’t worry too much about it. All right. Yeah. It’s it’s a very, very it’s a very, very, very, very slow trajectory at first. Okay. So you have two patients this month. Your first four weeks at your open.
00:07:56:01 – 00:08:15:17
Unknown
Okay. That’s exactly what I had the the next month it’ll be like 6 or 8. And then the next month it’ll be 12. And the next month it’ll be 20. So like it will slowly increase. If you’re not seeing a growth like that, something’s wrong. People still not finding you. There’s not a lot of word of mouth happening.
00:08:15:17 – 00:08:46:17
Unknown
Okay. So with a men’s health clinic especially, which is a cash based clinic in general, you are going to rely on word of mouth. It’s going to be your biggest driver. Okay. I usually estimate with most clinics anywhere between 50 to 80%. Your, your your patient inflow will be from, from word of mouth. Okay. So if you are not seeing a steady increase in your patients month by month after about four months, okay, it should at least be doubling every month.
00:08:46:19 – 00:09:10:04
Unknown
Okay. Should be up to a point okay. It’s not just an infinite growth. And you’ll go from 100 patients one month to 200. The next is going to work like that. But you will get to a point where you should start having a nice, steady amount of anywhere between 15 to 20 new patients. A month. Okay, so it might take you about 6 to 12 months to get there, but you should see a little bit of a doubling effect probably the first 3 to 6 months.
00:09:10:06 – 00:09:33:06
Unknown
Okay. Or close. If you’re not, then something’s probably wrong. So just know we can start a marketing right now since you just since you just got started, a referral bonus or referral program of some sort needs to be just needs to be there. So just go ahead and just get it, Bill. Get it integrated. Do you have you created one yet?
00:09:33:08 – 00:09:53:08
Unknown
No. Okay. So just just create a basic referral program. It doesn’t have to be anything insane okay. It could simply be referral. Refer a patient that converts the paying patient. And we’ll give you 10% off your next. Both okay. Give me some examples. That would be $25 off your next month or $50 off your next month, or a free bottle of tadalafil or whatever.
00:09:53:10 – 00:10:10:05
Unknown
Okay. So just create a basic referral program. The best way to do it, in my opinion, is just give them a discount for the next month. Think about it. It’s it’s it’s it’s it’s it’s it’s a marketing expense okay. So just consider it that way. I mean, if you pay a patient 20 bucks, they give you a new patient.
00:10:10:05 – 00:10:29:03
Unknown
That’s that’s actually a really good deal for you as a business owner. Okay. So there’s patient acquisition cost that a lot of people don’t need. A lot of people never know what their actual patient acquisition cost is. And that’s just the amount of money it costs you to get a new patient. Right. So it’s a very it’s a it’s a very simple equation.
00:10:29:03 – 00:10:51:01
Unknown
It’s basically the amount of money that you put into marketing every single month, divided by the amount of new patients you get that month that your patient acquisition cost, essentially. Okay. So if you’re if you have a referral pro program, when you’re giving people 20 to $50 for a new paying patient, that’s actually a really good patient. Acquisition cost most clinics over 300 or $200 potentially.
00:10:51:03 – 00:11:09:01
Unknown
Okay. So so definitely have that push it and push people to get start giving you those five star reviews like right from the get go immediately. Yeah. Okay. You don’t have to ask them right front. The very very first visit, you know to do that. But you definitely be asking about follow up because they’re going to be feeling better.
00:11:09:03 – 00:11:33:06
Unknown
And that’s when the initial momentum of of of their, of their well-being. Okay. That like like like that increase in their well-being with men’s health, total replacement therapy in general, you know, even weight loss oftentimes the the most noticeable results happen in the first 3 to 6 months. And so that’s that that momentum curve. That’s when you want to ask them for that review okay.
00:11:33:06 – 00:12:24:12
Unknown
So make it a policy in your practice that on follow up to when you’re asking for the review, get asked with the first visit if you want, but definitely push it on the third. You know that the follow it. So what do you do for marketing right now?
00:12:24:14 – 00:12:47:20
Unknown
I got a dozen or two dozen reviews. You’ll be number one then. Okay. So again, it’s just it’s just it’s just a waiting game. It’s be patient. Make sure you’re posting some articles on your website about certain men’s health topics or whatever. Just use ChatGPT or Gemini or whatever. Yeah. So budget wise, I’m just curious and I’m sure some listeners will be curious about this too.
00:12:48:02 – 00:13:02:04
Unknown
How much does it cost you to get started and how much money you got right now to spit on this? Like, what’s your what’s your all in on this?
00:13:02:06 – 00:13:22:05
Unknown
Okay.
00:13:22:07 – 00:13:46:01
Unknown
Okay. Yeah. Okay. So you figure cost you 15 grand and go, you know, 15 grand to get started, $2,500 a month. Keep the thing open. At least three months worth. You’re having the bank kind of thing sitting that hundred dollars. So $22,500 all in. And that’s including three months of operational expenses. So that’s pretty damn good when it comes to a business.
00:13:46:03 – 00:14:15:09
Unknown
Right? Like that’s that’s pretty good. Yeah. You’ll make that that quick. I would say if you got, you got a few extra side bucks. Okay. I think it’s worthwhile. And this is totally up to you and your financial situation. And when you really need this to start generating some money for, you know, for your own financial health, I would say that it probably wouldn’t be a bad idea to put a little money towards doing somebody scrap the meta Facebook ads.
00:14:15:11 – 00:14:39:05
Unknown
Okay? They’re at this point, they’re a waste of your money and wasting your time. Okay. So I, we only fool with them. Google search ads could be something worth trying. If you’re really the only men’s health clinic in your town, you do not need search ads in your town because you’re going to be. You’re already coming up second anyways, right?
00:14:39:05 – 00:14:56:21
Unknown
And when you start getting more reviews on there, you’ll end up being number one. And then people, even if you’re second to people, will click on it. Take a look. Right. So so I would not do a Google keyword search ad in your area. What I would do is I do a Google keyword search ad team 30 minutes away.
00:14:56:23 – 00:15:15:00
Unknown
TVs are getting some people from or of like the OKC metro area, the sub suburbs around it, etc. to to get some people to come your way. I mean, this could be something as simple as, you know, come out to us cheaper than the other guys kind of a thing, right? Worth drive telemedicine visits available, something like that.
00:15:15:05 – 00:15:34:10
Unknown
Okay, so a Google search ad might be worth your while. $4.2 a month at it. It. Okay. The ad might get kicked back. So you can’t put that stop short to the name. That kind of a thing. You just need to be very generic sounding. Google. You Google keyword search ad and it still might not get approved.
00:15:34:16 – 00:15:59:02
Unknown
So just don’t be disappointed if it doesn’t get approved. Get the legit script certified. If you really want to get testosterone replacement therapy, that sort of thing. So I mean, you getting legit script certified right now, I think it’d be a waste of money. I think you’d be better served putting a billboard up bigger in your area. I think that’s probably going to be the biggest bang for your buck right now.
00:15:59:04 – 00:16:25:18
Unknown
Get the word out there. The people know you exist drop, but most billboards yet send a 3 or 6 month commitment. Okay? It would cost you a thousand bucks for the final put on the billboard right then. I don’t know how much your area charges per month for a billboard. It really it can vary between $500 a month to $50,000 a month, if you’re like, in Dallas on the main interstate downtown.
00:16:25:18 – 00:16:34:04
Unknown
Right. Like so, so it might be worth your while. Take a look at that. I think it’s all I would do for now.
00:16:34:05 – 00:16:41:14
Unknown
Yeah. How did you get your first patient? You’re saying a patient. Any idea?
00:16:41:16 – 00:16:53:21
Unknown
Okay, well, the second one. Have anyone that would want looking in on the book from next week? Okay.
00:16:53:23 – 00:17:18:10
Unknown
Yep. Okay. Well, I mean, whatever. Right. Like, so you got one on Google already. So, I mean, you proven that that you’re so far you’re at 50% for your Google. Someone’s finding on Google, it’s about a 50% rate. People finding you just on Google. Okay. So, I would say that, four wheelers, they thought a billboard out there maybe budging 3 to $5000 for it.
00:17:18:10 – 00:17:33:06
Unknown
It might not be a bad idea to at least just get the word out there. All right? You know, once you get a few police officers in there and you said your husband’s a firefighter, you know, we should start getting some of these guys out there that they should go to work and tell everyone a bit about to start coming to you.
00:17:33:06 – 00:17:55:01
Unknown
So that’s kind of the word of mouth that that exponential growth curve with, with, you know, we just with word of mouth, it just it will start with you get a few of those right guys in there. So any questions about marketing.
00:17:55:03 – 00:18:12:08
Unknown
Right. Right. So workflows. So right before we call, you told me about like just some general workflows. You said you might be overthinking it. So I guess tell me a little bit about where you might be getting guidance. You know, you might be getting stuck on the workflow of the practice. You mentioned something about like lab work or something before the call.
00:18:12:08 – 00:19:02:21
Unknown
So.
00:19:02:23 – 00:19:20:03
Unknown
Yeah. Yeah, maybe a little bit. Well, I mean, you’re stuck more in that traditional model. You never done this, right? Like at that pain management clinic or a primary care practice during your clinicals and stuff that you were doing, you’d see the patient and you draw blood work, and the patient comes back and you review it a month later or whatever.
00:19:20:03 – 00:19:47:00
Unknown
Right? Like in this model, you really don’t want to do that, okay? You really want to get people to have their blood drawn first because it just it’s a commitment from them, okay? Like once they get their blood work drawn, they’re pretty much committed to you. All right. So it decreases no-show rates and things like that okay. And people can book online straight from your website.
00:19:47:02 – 00:20:03:11
Unknown
And you just basically explain on your website this is how it works. First, schedule appointment for your blood work. You schedule those in like little five minute blocks. So that way if someone doesn’t show up, who cares? It’s not a big deal, right? So an hour of your time wasted, right? So it should just be little. Just. Yeah, yeah.
00:20:03:11 – 00:20:20:06
Unknown
When someone calls, be like, okay, great. Listen, love to get your schedule. We do require lab work to be done first. That way we can review them during your first appointment. So come on in, pick up your lab order or we can fax it to whatever lab that you want to go to for using your insurance. And then they you just that’s it.
00:20:20:06 – 00:20:48:11
Unknown
You you don’t need a medical history or anything for for lab work with a cash based practice because every practice I mean, every every patient fits into, a tier of services that you’re offering, right? To establish replacement therapy, women’s HRT, weight loss, peptides, whatever. Right. And so each one of these people are going to get the same labs, okay.
00:20:48:12 – 00:21:21:09
Unknown
Like everyone gets the same lab work waiting on what service line that you’re providing. It doesn’t matter what their medical history is. It makes it makes no difference. Okay. You’re getting an A1. C you know, you should be getting a lipid panel. You should be getting these general things anyways. Right. So you’re throwing a blanket out there. I mean if somebody has some crazy autoimmune disease or something, are you really going to be checking super specific things like C-reactive protein and, you know, rheumatoid factors and thinking, you know, who cares?
00:21:21:13 – 00:21:56:02
Unknown
You know, probably perfect. Like in a primary care practice, you might be checking those things, but with a men’s health clinic, you are not. That is not your concern. Right? So it’s just a standard lab panel, right. Are you using are you using access medical labs for like your cash based labs or are.
00:21:56:04 – 00:22:09:11
Unknown
Full scrip for the supplements.
00:22:09:13 – 00:22:21:10
Unknown
Oh.
00:22:21:11 – 00:22:54:17
Unknown
I mean, if the blood work is cheaper with full scrip than the elite MP, discounts through access, then they are.
00:22:54:19 – 00:22:57:05
Unknown
Yes.
00:22:57:07 – 00:23:16:07
Unknown
Yeah. So yeah, because they have all those pre-made elite MP panels on there. I forgot which one exactly it is that that’s like a full like Men’s health. Push it out. That should include a onesie. It should should be a comprehensive men’s health or whatever.
00:23:16:09 – 00:23:34:15
Unknown
Yeah. That’s, you know, neat. Yeah. You don’t need that. You can do that. You can do that on a follow up if you want. Okay. You do not need an IGF one unless you’re trying to sell them on a peptide ref or they get go, which typically I usually try to. You want to sell the peptide after the initial follow up on, like on the first follow up.
00:23:34:17 – 00:23:57:04
Unknown
You don’t want to give someone a bunch of stuff right at the beginning, because then you can’t, you know, you can’t narrow down and pinpoint where the side effects coming from. Right? So you do like you can do an IGF on a follow up. But I will say this though, access is very they want your business. And so I will say talk to your representative and I guarantee you they will match or beat that price.
00:23:57:04 – 00:24:15:05
Unknown
I guarantee you they will. Okay. But it’s yeah, yeah, yeah. But yeah, yeah, I just know that out there. So but anyways though but yeah. So if they’re doing cash they come in and draw it. You send it to access or whatever. If it’s insurance you just give them the lab order and you tell the bill quest lab court, wherever the hell they want to go.
00:24:15:06 – 00:24:33:10
Unknown
You’re using your insurance. I have no part of that whatsoever. You and you just got to put some established diagnosis codes on the lab form now, without you seeing the patient, what diagnosis code you put on there, that. Right. Well, I’ll tell you what the mental part is. Everyone’s gonna complain of fatigue if you put fatigue on there.
00:24:33:12 – 00:25:03:01
Unknown
Right? We’re going to complain of low libido or we’re going to complain of rectal dysfunction. Even if it’s not full head, I guarantee it’s softer than usual. Right. So like you can you can just put in some things like that on there. All right. And it’s just it’s the same diagnosis codes for every single patient basically. Or during the when they, when they schedule their appointment online or they call, you can just basically ask them there can be a little drop down box or some of these schedules.
00:25:03:01 – 00:25:21:19
Unknown
Select what systems that you’re having. Boom. I hear you diagnose the codes okay. The diagnosis code could just be a symptom. It doesn’t have to be an actual diagnosis of hypogonadism or something. Okay. There you go okay. With cash doesn’t matter. You’re not putting diagnostic at all. That doesn’t really matter. Right? So they should all get their bloodwork drawn first.
00:25:21:19 – 00:25:39:03
Unknown
This saves you time because that way you’re in the initial appointment. You have the lab work. You start treatment literally that day. Right. So yeah don’t don’t overthink it. That’s that’s basically it.
00:25:39:05 – 00:26:26:08
Unknown
Yep. Got any, any other workflows that you’re kind of maybe having some issues with?
00:26:26:10 – 00:26:46:07
Unknown
Who the hell suggested that?
00:26:46:09 – 00:27:04:13
Unknown
All right. I hope everyone’s enjoying the episode so far. I just wanted to take a quick break to thank everyone listening, and also give a big thank you to all of my social media followers and email subscribers. If you haven’t done so yet, please subscribe to our email list at least np.com, and make sure to follow us on Facebook, Instagram and LinkedIn.
00:27:04:19 – 00:27:29:10
Unknown
Email subscribers will receive updates on new weekly podcast episodes, multiple weekly articles, we publish, new courses and everything else related to helping you succeed. Remember, all elite Nurse Practitioner courses are designed to help you build in each practice, increase your financial strength, and to break free from the rat race. If I can break free and the other countless nurse practitioners can break free and so can you.
00:27:29:12 – 00:27:43:23
Unknown
Additionally, please share this podcast with your other nurse practitioner sessions. And for those out there, the more NPS that venture out on their own, a stronger our profession will become. Now let’s get back to the episode.
00:27:44:01 – 00:28:07:16
Unknown
That literally makes absolutely zero sense. I mean, just because she’s an MD doesn’t mean she’s right. I mean, that’s that’s dumb. Okay. Yeah, sure. Let’s stop your injections for 1 to 2 weeks. So your testosterone level, when we recheck it is completely bottomed out and it’ll be below 200 almost every single time. Like what? What’s the point? And there’s no point in that at all.
00:28:07:21 – 00:28:29:19
Unknown
Okay. I’ve I’ve never done that. Don’t do that. I mean, unless she’s making. Yeah. Unless she makes you. Then if she does make you do that, find someone else. That’s that’s complete nonsense. I literally so when a new someone, a patient’s coming for transition on, you know, from HRT or whatever this is, this is applicable to anything.
00:28:29:21 – 00:28:56:00
Unknown
Okay. Weight loss, peptide, testosterone HR, it doesn’t matter. This is Apple to pretty much anything. Okay. Like would you in a primary care practice someone is on thyroid meds. You’re going to have them get off their thyroid meds for a week or two and then check who who does that. No one does that. Right. So you have and continue doing exactly what they’re doing.
00:28:56:03 – 00:29:12:02
Unknown
You haven’t come in and be like, yes, listen, Abby will schedule an appointment with you. I do require bloodwork there. You know, if you haven’t had blower done the last three months, I do require doing some bloodwork on you. So we get a fresh start with us not changing anything. I try to get good fresh set of labs.
00:29:12:04 – 00:29:40:16
Unknown
They say they’ve had blood work done in the last three months, have bring it in during the initial point. It okay, I scan in the chart longer than the last three months. Okay. And then usually what I do is I usually just continue them on what they are on. Okay. Unless it’s something ridiculous. And there are some practices out there, mostly online ones that I will not name that prescribe guys ridiculous doses.
00:29:40:18 – 00:30:08:10
Unknown
I guys come in on 400mg a week. It’s like, what? Yeah, 400mg a week of testosterone sip. And then 200mg of nandrolone and then, you know, so 50 units of HGH. Just what? No, dude, this is not sustainable. This isn’t a anabolic clinic. So if you’re looking for if you’re wanting me to continue that, this is not this is not the this is this.
00:30:08:10 – 00:30:37:11
Unknown
This is the practice for you. I’m sorry. Some guys will go somewhere else. That’s just what they want. Okay? But if someone actually cares about their longevity, they will listen to it. You’d be like, that’s completely ridiculous. They were getting you hooked on purpose, right? So, usually I will, you know, if the dose is 200mg or less a week, I will use, use continue them on that dose until a follow up to see what it looks like or see what their initial bloodwork is.
00:30:37:13 – 00:30:57:02
Unknown
You know, if they’re on two years, let’s just say they’re 100mg a week, which in my opinion is a high dose for most. Most men do not eat 20mg a week. Okay. I have a handful of patients that are on 200mg, a 240mg. They’re big boys. They would catalyze it quick, right? Their levels are still the same as someone who’s on 100mg.
00:30:57:04 – 00:31:22:12
Unknown
They just need a bigger dose. Right? So but for most guys, 200mg is usually way too much. So I’ll check the blood work if their levels are within my range 1200 total testosterone or less, right? A free testosterone of 30 or less. Okay. Depending on the assay, it’s either going to be 30 or 300. It’s huge. Depends on how it’s reported, right?
00:31:22:14 – 00:31:44:23
Unknown
330 or less or 300 or less, depending on how it’s reported. You know, whatever whatever units they use. I will just keep them on that dose. Now, if their level comes back in this 2200, I will tell them, listen, this is not sustainable. This is okay to do every once in a while, but you cannot live on that kind of dose unless you want to die.
00:31:45:01 – 00:32:06:14
Unknown
Congestive heart failure or something at an early age. Right. So so any so anyone who’s coming in I to just continue them on the same dose do fresh set of labs and it has fresh set of labs in the last three months. That’s literally.
00:32:06:16 – 00:32:37:14
Unknown
That’s that’s it. That’s common sense. That’s common sense medicine right. Yeah.
00:32:37:16 – 00:32:59:11
Unknown
Yeah, yeah. I’ve talked to some employees in other states that that stupid 30 day rule. So dumb. I don’t it’s the reasoning behind that is beyond me. There isn’t any hopefully the FDA and the DEA and whatnot and whatnot just schedule it. It’s in talks right now, and so then you won’t have to worry about it.
00:32:59:15 – 00:33:25:17
Unknown
Right? So let’s just keep our fingers crossed. Is these scheduled? Because there’s literally no reason why this should be a schedule bed at all. So I would say then what I would do about you if you are on a subscription based model, are you? Yeah. Okay. If you’re on a subscription based model where they’re paying you every month or they’re paying for 3 or 6 month packages or whatever, right.
00:33:25:19 – 00:33:45:08
Unknown
You set the refill for something that’s fairly automatic as long as they paid. Okay. So collect payment. So when they so when they first come in you start the subscription. Right. Then in there you order the testosterone is going to be about a week delay there between ordering it again and getting sent the patient a week or two depending.
00:33:45:10 – 00:34:05:05
Unknown
So you have a week or two run way there. So just every 30 days you’re gonna have to just basically create like an automation or an Excel or something. So you can keep track of this. All right. That when the patient is two weeks out. So you checked it okay. Payment was made or just ordered automatically. And you do this automatically.
00:34:05:05 – 00:34:27:07
Unknown
That way the patient has got to think about it every 30 days just getting sent to their house. Okay. Try to automate that as much as possible that you want to make sure they’re paid okay. That’s you not giving away free shit. So that’s just pretty much all you got to do. You’ve got to do follow up. You got to do all this nonsense, you know, just 30 day refills and just leave it at that.
00:34:27:07 – 00:34:50:12
Unknown
Now you got to factor in shipping costs. There because that will eat into your margin. So before we go down this rabbit hole here, how much are you charging?
00:34:50:14 – 00:35:05:15
Unknown
Okay. There’s that pretty market in your area.
00:35:05:17 – 00:35:14:16
Unknown
Yeah. All right.
00:35:14:18 – 00:35:40:18
Unknown
All right. Long as it’s fairly market. I mean, you’re more of a concierge practice, building a lot more value out of out of your stuff. Hopefully. Right. So, so if that’s marketing your area, great. So you figure you got to factor in shipping costs here every 30 days. Okay. Car bounty farmers is going to be charging at ten, 15, 20 bucks okay.
00:35:40:20 – 00:36:03:14
Unknown
You’re charging $160 a month and you’re shipping cost is it’s going to be closer to 20. All right. And again, it just depends on how quick it is and that sort of thing. Let’s just let’s just say it’s $15 just for, for, for just to kind of create an average here at the shipping is $15 a month to ship that bottle of testosterone.
00:36:03:16 – 00:36:34:05
Unknown
Okay. You’re charging $160 a month. I mean, you’re looking at like 9% or something like that. Your cost is going towards shipping. That is a 9% hit on your margin. Basically. Okay. Like it’s going to add up. Okay. To be here between a 5 to 10% hit on your margin for every single patient, that will add up a lot.
00:36:34:07 – 00:37:15:14
Unknown
Okay? I mean, you’re talking about the difference between hitting a 45% margin it and a 40% margin that 5% when you have a thousand patients is a lot of money. Okay. Like you could pay your mortgage for the year sort of thing. So, is there an option for a local compounding pharmacy for you?
00:37:15:16 – 00:37:39:18
Unknown
Okay. Can you dispense testosterone from your practice? No. Okay. No. Okay. So you kind of just kind of shadow luck here. I mean, you only got this is all you can. This is all you can do, right? So you either find a local, they can pick up, or you just got to deal with that hit to your margin basically, for the time being.
00:37:39:18 – 00:37:46:04
Unknown
And just keep your fingers crossed that that changes.
00:37:46:06 – 00:37:53:13
Unknown
Right. Yeah. So yeah I’m sorry. That’s basically it.
00:37:53:15 – 00:38:03:01
Unknown
Yeah. That. Yeah. Yeah, it is what it is.
00:38:03:03 – 00:38:26:20
Unknown
Yeah. Any other workflow questions? No. So operationally, you feel like you’re pretty good then. Yep. Okay. So let’s about pricing things like that’s what you wanted to do. You want to talk about that as well. So you told me that $150 a month is what you’re going to be charging, right. The other places are charging. What.
00:38:26:22 – 00:38:30:00
Unknown
About.
00:38:30:02 – 00:38:50:18
Unknown
Your. Oh okay. So you’re charging a little bit less than they are. Oh okay. Oh I gotcha I thought you’re charging a little bit more okay. So okay okay. Gotcha. So they’re charging 180. You’re charging 160. Fantastic. Okay. So that margin still like you’re still gonna be making a profit. How much does the testosterone cost you for a 30 day supply?
00:38:50:20 – 00:39:07:09
Unknown
About like, what is it, like 2.5? They’ll bottle or something.
00:39:07:11 – 00:39:16:02
Unknown
It seems like a lot.
00:39:16:04 – 00:39:29:14
Unknown
Okay, so then I’m assuming you the pricing list in front of you is to show how much it’s shipping. Is.
00:39:29:16 – 00:40:02:11
Unknown
Yeah, it’s what I thought. Okay. So 15 bucks. Okay. So so 30 day supplies cost you $35, right? Give or take. So. Right. So 160 -35 is $125 okay. So that’s your that’s just strictly your, cost of goods margin basically. Right. How much it cost you for your, for the, for the product, the testosterone. Right. The syringes and the alcohol license.
00:40:02:13 – 00:40:25:07
Unknown
That shit is such a minimal cost. Only really factor into this. I mean, it cost you a dollar, you know, cost you nothing. So. So that’s just your cost of goods. Margin more or less. So 125 bucks. Now it cost you $2,500. Keep the place operational. Right. So you have to divide that by the amount of patients.
00:40:25:07 – 00:40:51:16
Unknown
You have to be able to figure out your margin okay. So you’re making $125 off each patient right now strictly from just a cost of goods standpoint. Okay. And you got your operational your fixed cost for $2,500. So right now you have one patient GI divide it so your margins negative right now. Right. So let’s just say for simple math your operational expenses are $2,500 a month okay.
00:40:51:16 – 00:41:11:18
Unknown
Give or take. Let’s say you have 100 patients okay. On your patient. So now each patient is $25 of of that profit now is going towards covering that $2,500 overhead. So now your profits 100 bucks from the 160 regulations. You’re hitting your margin.
00:41:11:20 – 00:41:33:08
Unknown
Okay. When you hit 100 patients. Yeah. Yeah. So you’re still I mean, you still have a very it’s it’s still healthy. Okay. It’s still well over 50% margin at that. At that rate if you can keep that going okay. So $100 a month I give you the thumbs up I’ll give you a go at on that. That sounds pretty good to me.
00:41:33:08 – 00:41:43:18
Unknown
I don’t think you really need to change much of that. Plus you’re under charging everyone else. So you know, you’re probably you’re providing a better value that everyone else.
00:41:43:20 – 00:41:53:16
Unknown
Yeah.
00:41:53:18 – 00:42:15:03
Unknown
Yeah, yeah, that’s what you should do. 200 bucks for the initial visit plus includes the first month. That’s really, really good. And then $150 a month after that. That’s pretty good market rate overall. And it’s under marketing your area from the sound of it. So, so I give you the thumbs up and go ahead on that. I don’t think it changed that pricing at all.
00:42:15:03 – 00:42:39:01
Unknown
Now what you need to figure out is the pricing. So that’s just your base service line right. That’s the base service line. That’s it. So the question is is how much do you start charging for all the cart things or other service lines. You know, weight loss and peptides and vitamin injections and that sort of thing. So what is what’s your product line, your service line right now?
00:42:39:01 – 00:43:11:20
Unknown
What do you offer? You’re doing testosterone buys with everyone else so you don’t.
00:43:11:22 – 00:43:38:11
Unknown
Listen when you first get started take whatever you can get okay okay. Take whatever you can get okay. I mean, I always do a medical cannabis evaluation that my men’s health clinic, he’s one at first, like you. Just you do what you gotta do to get some money in the door. Okay? So if some women don’t want to come in for weight loss or whatever, that’s fine.
00:43:38:13 – 00:44:05:20
Unknown
Okay, there is a market. Do what? I’m going to say there is a market for that. Especially there’s not a whole lot of people in your area. There’s not very many people in your area doing that. Then you’re sitting on a gold mine. Okay. So question is, is that something you want to market or is it something that you just kind of do you know, under the table, so to speak.
00:44:05:22 – 00:44:36:11
Unknown
Right. Like you just do it for people that, you know, the wives of patients, whatever. So this is my piece of advice for you, okay. This is just high level business advice, susceptible to any business. My advice to you is to be prepared to pivot over the next 6 to 12 months, okay? You’re not lock yourself in 100% to just men’s health.
00:44:36:13 – 00:45:09:17
Unknown
All right? Don’t lock yourself into that. You always a smart business owner, always allows the market to tell them what to do. A dumb entrepreneur tells the market what they need to have or what they should have. He never don’t shovel shit down people’s throats, okay? You don’t do that. So you need to just keep your ears open and you need to always be looking for opportunity, okay?
00:45:09:19 – 00:45:37:05
Unknown
A smart entrepreneur is always looking for opportunity, okay? That’s how you get rich is you find an opportunity. You find a you find a gap in a service or a product or something that’s in demand. You find a gap and then you fill the gap. Okay? That’s what I’ve always done with all of my businesses. And that’s what I continue to do, right?
00:45:37:07 – 00:45:59:21
Unknown
I will never start a business where there is no gap. It’s like as an example, if you started your mental health clinic in your town and there was ten of the men’s health clinics, it’s stupid, right? There’s no gap there to fill. If there is a gap in weight loss, if there is a gap in women’s HRT, if there are gaps here and you are filling it, there is demand for these things.
00:45:59:23 – 00:46:21:05
Unknown
You not turn these patients away, take them. Okay. I have seen a men’s health clinic. I’ve seen this before. Okay. This doesn’t happen to me because men’s health was sufficient enough for me. Okay, I do treat women. If a woman calls, we will usually take them. Okay. But I’ve seen this in other men’s health clinics from other MPs and MDS and stuff.
00:46:21:07 – 00:46:44:13
Unknown
I’ve seen where it starts as a men’s health clinic and within one year is more than just a wellness practice in integrative medicine practice, because they weren’t turning away patients, they find that then boom, their women’s HRT program or their weight loss program or whatever outpaces the original idea. And so they start doubling down on that. That’s what a smart business owner does.
00:46:44:15 – 00:47:09:21
Unknown
Okay. So just keep that in mind over the next three to 6 to 12 months. Just just keep this in mind. You might find that there is a bigger need for something else that’s just as or more profitable than men’s health. Now, men’s health is easy. So I mean, you obviously want to keep doing it because it is an easy service.
00:47:09:21 – 00:47:38:00
Unknown
It’s practically you know, it’s not zero liability, but it’s pretty damn low. And it’s there’s no drama. It’s, it’s it’s simple to do. So just keep that in mind.
00:47:38:02 – 00:48:02:00
Unknown
If someone’s just wanting weight loss then there should just be a weight loss subscription that includes the the mat and that was it for everything. Keep everything congruent. Don’t start making a bunch of weird different things. It keeps things calm, but it complicated. Shit. Stop it. There’s no reason to complicate it. Okay, now, if a men’s health patient comes, okay.
00:48:02:00 – 00:48:23:17
Unknown
If a mental patient comes in the door and they start with men’s health, a charging drug of $100 a month for months, five months down the road, they say, hey, Emily, I want to lose 50 pounds. Can I get on one of these GLP ones? Yes you can. You don’t put them on now on the weight loss subscription on top of the men’s Health one, the men’s health, it covers the basis.
00:48:23:17 – 00:48:43:06
Unknown
And then you just charge them per vial right. When they add services. That’s an all a cart thing okay. That’s just you just add it. You charge for it. If they’re just coming in as a weight loss patient, there should be a weight loss subscription. If coming in as a peptide patient, there should be a peptide subscription. They’re coming in for women’s HRT.
00:48:43:08 – 00:49:02:01
Unknown
So forth and so forth. Okay. Anything else is just an add on to that base subscription I’ve talked about. I literally just got done recording like two days ago. Our pricing packaging is subscription cause stuff’s super fresh on my eggs. I actually talk about all that for like three hours or whatever, but, like, that’s that’s just how you do it.
00:49:02:01 – 00:49:26:01
Unknown
That’s the easiest way to do it. Okay. But just keep your ears open for those opportunities. You are not locked in to men’s health right now. You are locked in to a clinic that makes money, and you do whatever you have to do to do that, within reason, obviously, right? You don’t go back to pain management shit. Yes.
00:49:26:03 – 00:49:54:14
Unknown
Yeah. You don’t want to do that stuff, right? You don’t wanna go down that route, right? All right. Right. So, you know, within reason, right? So yeah. Any question, any other questions there? You got any other questions?
00:49:54:16 – 00:50:13:03
Unknown
Well, yeah I mean you’re slow right now. I mean, what are you doing? Right. You’re just kind of sitting around waiting for patients to come in the door. You are better off getting out in the community and trying to begin doing that community based engagement marketing kind of stuff. Okay, so like, right now there’s no patients scheduled. Then we sit there all day waiting around.
00:50:13:03 – 00:50:34:05
Unknown
Okay, you should be making phone calls. You should be getting out to gyms. You should be you should be doing things like that to maximize your time. You to be getting into local Facebook groups and again adding value. Don’t sit there and just advertise in these Facebook groups. But act like be become a member of that community and again offering free value and free advice for people.
00:50:34:07 – 00:50:50:14
Unknown
Hey, does anyone know an HRT doctor in the area or whatever? Someone ask a question like that, you’re like, that’s what I do. You can come see me if you want to, but there are some there. You know, there’s there’s great suggestions if you just go to Google, you know, ever try to just really sell yourself? You just provide some value and let people then ask you.
00:50:50:17 – 00:51:09:10
Unknown
Right. So just you need to just begin doing things like that, just getting your name out there. That’s what you need to be doing right now. That’s what I would be doing over the next three months, is I’d be doing that and then again, looking for opportunity. Now you other questions.
00:51:09:12 – 00:51:28:23
Unknown
Right now, straight to the point. I kind of like it. Yeah, yeah. Okay. Like the, and the upsell, if you ask me a question, your question for me, like a personal curiosity thing like that.
00:51:29:01 – 00:51:55:23
Unknown
Yeah. Costa Rica. Yeah. Yeah, I like Costa Rica. I just feel, I don’t know, those weird homey vibe there for me for some reason. Like, I guess where I feel like I should belong, like, I don’t know why, right? Yeah. Like. Yeah. Like, I like, I like Costa Rica in the States. Two favorite spots would be south southwest Florida.
00:51:56:01 – 00:52:14:12
Unknown
So not Miami side, but Gulf side, but southwest. I like it. It’s tropical, it’s warm. It’s not crowded. I like I really like that area. And then, Asheville, North Carolina, like the mountains right there. I’m kind of from that area a little bit, so I just it’s it’s a rainforest basically. It’s a it’s that’s what it is.
00:52:14:12 – 00:52:30:01
Unknown
It’s it’s a literally rainforest. There’s lots of creeks, water and trees and green and. Yeah. So good question. Cool I well listen I appreciate you hopping on here and if you want to do follow up let me know.
00:52:30:03 – 00:52:33:08
Unknown
Okay. Appreciate it. Thank you. Like.
00:52:33:10 – 00:52:52:19
Unknown
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00:52:52:19 – 00:53:04:15
Unknown
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