In this episode, Uli Iserloh and Mike Kim provide practical, tactical advice for health practitioners looking to turn more discovery calls into committed patients – without feeling sleazy or pushy. They explain what needs to happen before you even get on a discovery call to increase your conversion rates while staying true to your values as a heart-centered practitioner.

This episode is part one of a two-part series diving deep into discovery call mastery. In this first installment, Uli and Mike focus on the critical pre-call elements and mindset shifts needed to set yourself up for success.

Listen in to learn:

• How to use intake forms strategically to create psychological commitment before the call
• Why the "persuasion process" starts long before the actual discovery call
• The three types of objections prospects have and how to address them proactively
• How to shift from a "closing" mindset to an "opening relationships" approach
• Why the DIY-to-professional care transition is your prospect's first crucial decision
• The importance of addressing modality, internal, and external objections before the call

Quotes:

• "Marketing isn't about closing a sale. It's about opening a relationship. So what do we do in good relationships? We hold space for the other person." (Mike Kim)
• "Selling is serving. If you want to serve them, then you have to get them to enroll." (Uli Iserloh)
• "People will do anything for those who justify their failures, allay their fears, throw rocks at their enemies, confirm suspicions, and encourage their dreams." (Mike Kim)
• "The first decision that they have to make on social media is, do I want to abandon the DIY approach? Do I want to maybe abandon the conventional medical approach?" (Uli Iserloh)

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If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv

In today’s episode with Scott Rattigan, co-founder of Origins Incubator and Functional Lawyer, we’re unpacking what it takes to launch and grow a successful private practice in the integrative and functional medicine space.

Along with his wife Linda - a board certified family medicine DO, they grew a successful private practice at Origins Functional Medicine - learning firsthand what goes into running a successful practice…

... and that experience in turn led to the creation of Origins Incubator, a mentorship program for health practitioners looking to strike out on their own.

So whether you’re looking to start a practice from scratch or you’re already in business for a while, today’s episode carries a lot of nuggets!

Personally, I've known Scott since 2015 when he joined the Evolution of Medicine team – and over the years, he's made many valuable contributions to our ecosystem...

... whether it's through his book "The Practice Of Telemedicine" - the quintessential guide to navigating the legal landscape – or through his educational videos.

• “One of our core values is, it's not a quick fix. It's not a magic pill. It'll still take work. Leverage your time to make the most bang for your buck.” (09:44 | 09:53 Scott)
• “Most of the things that keep people from growing or progressing are mental.” (13:54 | 13:58 Scott)
• “When you reach a certain level of removing all the barriers in the physical person's body, then some of the trauma or the emotional things will come up that were buried for a long time.” (19:20 | 19:27 Scott)
• “It really is about you and your story, because people will identify with your story. They want to see themselves in you.” (24:42 | 24:48 Scott)

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Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv

In this episode, Uli Iserloh and Mike Kim explore the transformative impact of AI tools on health and wellness marketing. They discuss practical applications of AI for practitioners and share insights on how to effectively leverage these tools while maintaining a personal touch.

Uli and Mike showcase how these tools can save time and enhance productivity without sacrificing quality or authenticity. Mike introduces the concept of the "5 C's" - Calendar, Clients, Community, Consuming, and Creating - as elements that AI can't replicate and that help maintain a personal touch in content.

Throughout the episode, Uli and Mike also address common concerns about AI adoption and share practical examples of how healthcare practitioners can integrate these tools into their daily workflows. They emphasize the importance of maintaining human oversight while leveraging AI's capabilities to enhance content creation and practice management.

Listen in to learn:

• How AI tools like ChatGPT have revolutionized content creation and marketing
• Practical applications of AI for health practitioners, including SOAP note taking and meeting summaries
• How to overcome common hesitations about adopting AI tools
• Ways to maintain authenticity and personal connection while using AI
• The importance of proper prompting for compelling AI-generated content
• Strategies for using AI to emulate writing styles and create engaging content
• Tips for incorporating personal experiences into AI-generated content

Quotes:

• "It's a calculator for words... it's literally a language learning model." (3:10 | Mike)
• "AI has very practical applications to reduce the demand on your cognitive reserves." (7:25 | Uli)
• "You want to be specific in the prompt... I'm telling the AI, write direct response copy, make it short, punchy to the point." (17:45 | Mike)

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Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv

In this episode, Uli Iserloh and Mike Kim dive into the world of strategic social media for health and wellness practitioners. They discuss why many practitioners struggle to see returns on their social media efforts and offer practical advice on how to create a more effective social media presence.

Listen in to learn:

• Why many practitioners struggle with social media and how to overcome common challenges
• The shift from social graphs to interest graphs in social media algorithms
• The importance of creating content for discovery (Explore/For You pages) vs. nurturing existing followers
• How to use social media as a tool to build your email list and newsletter subscribers
• Strategies for creating engaging hooks and maintaining viewer retention in video content
• The value of consistency and how to set realistic goals for social media posting
• The importance of brand loyalty and reader loyalty in building a sustainable practice

Quotes:

• "Social media has changed from a social graph to an interest graph. The name of the game is to be interesting." (12:30 | Mike)
• "The hook on a video is really the subject line that we use for an email, and there's an art and a science to that." (15:45 | Mike)
• "What you really want to go after is not short-term social media monetization. I just don't even really think that's possible anymore. You need to shoot for loyalty." (20:10 | Mike)

Uli and Mike break down the ever-evolving landscape of social media and offer practical tips for health and wellness practitioners to improve conversion off social media onto their mailing list. They emphasize the importance of having a clear plan, understanding platform algorithms, and focusing on creating engaging content that hooks viewers from the start.

The hosts discuss the resurgence of newsletters as a valuable tool for nurturing deeper relationships with audiences and provide insights on how to use social media to drive newsletter subscriptions. They also touch on the importance of personalizing content and sharing aspects of your life and practice that AI cannot replicate.

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Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv

In this episode, Uli Iserloh sits down with Dr. Brian Mowll, founder and medical director of Sweet Life Diabetes Health Centers, to discuss the challenges and opportunities of transitioning from a brick-and-mortar practice to a virtual one.

Dr. Mowll shares his journey from running multiple chiropractic clinics to becoming America's Diabetes Coach and offers valuable insights for health practitioners looking to make a similar transition.

Listen in to learn:

• The motivations behind transitioning to a virtual practice
• Challenges of moving from in-person to remote care
• How to develop and market online programs
• The importance of niching down and becoming an expert in a specific area
• Strategies for lead generation and nurturing in a virtual practice
• The process of creating and refining online programs
• Balancing passion with market demand when choosing a specialization

Quotes:

• "If you're working with people across the country, and they're going to trust you, and they've never met you, I really do think building that expertise and that niche in one area helps quite a bit." (17:55 | Dr. Mowll)
• "I don't want to sell somebody my care on the phone. I want them to be asking for my help when we get on the phone." (31:20 | Dr. Mowll)
• "You need to at least take one big step as often as you possibly can as you're moving towards your goals." (41:00 | Dr. Mowll)

Dr. Mowll shares his personal journey of transitioning from multiple chiropractic clinics to a virtual functional medicine practice focused on diabetes. He discusses the mental shifts required, the importance of becoming an expert in a specific area, and the process of developing online programs that can be scaled.

The episode covers key aspects of building a virtual practice, including lead generation, nurturing prospects, and creating valuable content to establish trust and authority. Dr. Mowll emphasizes the importance of balancing market demand with personal passion when choosing a specialization.

Whether you're just starting out or looking to refine your virtual practice model, this episode offers practical advice on creating a more efficient and effective health and wellness practice.

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Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv

In this episode, Uli Iserloh and Mike Kim explore various care delivery models for health and wellness practices. They discuss the importance of creating systems that are easy, fun, and lucrative while delivering consistent results for patients.

Listen in to learn:

• The difference between an "ELF" business (Easy, Fun, Lucrative) and a "HALF" business (Hard, Annoying, Lame, Frustrating)
• Three main care delivery models: fee-for-service, programs/packages, and membership
• The pros and cons of each delivery model
• How to combine all three models for maximum effectiveness and patient value
• Why it's okay to want your business to be easier and more lucrative

Quotes:

• "Do you want to build an ELF business, or do you want to build a HALF business?" (4:30 | Uli, quoting Joe Polish)
• "Stop building systems around anomalies." (1:05 | Mike, quoting a successful entrepreneur)
• "If you hate selling, then the fee-for-service model is probably the worst, because you know, you have to sell each and every time, and it's exhausting." (7:45 | Uli)
• "The patient is the doctor of the future, as Sachin Patel says. It's not you as the clinician that magically has to deliver all the results." (16:10 | Uli)

Uli and Mike break down the three main care delivery models and explain how each can benefit both the practitioner and the patient. They highlight the limitations of the traditional fee-for-service model and emphasize the advantages of programs/packages and membership models for creating stable, recurring revenue and better patient outcomes.

The hosts recommend combining all three models to create a comprehensive care delivery system that makes it easy for new patients to get started while providing opportunities for long-term engagement and value. They outline a strategy for transitioning patients from initial fee-for-service appointments to programs and ultimately to a membership model.

This episode provides valuable insights for health and wellness practitioners looking to optimize their care delivery models, improve patient outcomes, and create more sustainable, enjoyable businesses.

Don't miss out on Uli and Mike's free 30-part series on starting a health and wellness business from scratch. Sign up at bigboost.marketing/smarter to gain valuable insights and strategies for growing your practice.

Whether you're just starting out or looking to refine your existing care delivery model, this episode offers practical advice on creating a more efficient and effective health and wellness practice.

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Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv

In this episode, Uli Iserloh and Mike Kim dive deep into the crucial topic of creating irresistible offers for health and wellness businesses. They explore why focusing on the offer is essential before tackling marketing campaigns and share valuable insights on what makes an offer truly compelling.

Listen in to learn:

• The five key things people are looking for when they hire someone
• How to shift your perspective from what you want to sell to what clients want to buy
• The difference between a convincing argument and a killer offer
• The four factors that influence value perception in healthcare offers
• How to construct an offer that makes marketing easier and more effective

Quotes:

• "We have to talk about irresistible offers. What makes them irresistible?" (0:14 | Uli)
• "You got to really think about your offer, not in terms of what do I want to sell, but more of what does my client want to buy?" (6:10 | Uli)
• "Without consistent marketing, you can't expect consistent sales." (9:20 | Mike)
• "The buyer... makes a decision whether the money in his or her wallet is better kept in the wallet or better spent with you in exchange for value." (11:40 | Uli, referencing Alex Hormozi)

Uli and Mike break down the key components of an irresistible offer, drawing from their extensive experience working with health and wellness businesses. They emphasize the importance of understanding what clients truly want to invest in, rather than focusing solely on what you can deliver based on your qualifications.

The hosts discuss the five things people look for when hiring someone: results, deliverables, access, community/network, and publicity. They also delve into Alex Hormozi's four factors that influence value perception: speed to results, effort required, likelihood of achieving the result, and the dream outcome.

By shifting focus from making a convincing argument to creating a killer offer, health and wellness practitioners can make their marketing efforts more effective and attract ideal clients more easily.

Don't miss out on Uli and Mike's free 30-part series on starting a health and wellness business from scratch. Sign up at bigboost.marketing/smarter to gain valuable insights and strategies for growing your practice.

Whether you're just starting out or looking to refine your existing offers, this episode provides essential guidance on creating irresistible offers that will make your health and wellness business stand out in a crowded marketplace.

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Thank You For Listening!

If you enjoyed this episode, please leave a review! Your positive review helps others find this podcast and increase its visibility.

Connect With Uli Iserloh

Website: https://bigboost.marketing Facebook: https://facebook.com/uliiserloh Instagram: https://instagram.com/uliiserloh Youtube: https://youtube.com/uliiserloh Tiktok: https://tiktok.com/@uliiserloh Linkedin: https://linkedin.com/in/uliiserloh/

Connect With Mike Kim

Website: https://mikekim.com Instagram: https://www.instagram.com/mikekim Linkedin: https://www.linkedin.com/in/mikekimtv/ Youtube: https://www.youtube.com/youarethebrand Facebook: https://www.facebook.com/mikekimtv X: https://x.com/mikekimtv Tiktok: https://www.tiktok.com/@mikekimtv