September 4, 2023 • 26 mins
One of the most important skills needed for a successful business is the ability to sell. This is also something that many entrepreneurs avoid because it seems manipulative and sleazy.
In this episode, I talk about how to sell without selling. Learning this will put you in a position where you can sell consistently and authentically which will create massive growth in your business.
Additional Resources:
- Learn more about my 12-month program.
- Interested in 1-on-1 coaching? Apply here.
- Grab a copy of the "The EntreMD Method" book.
When you are ready to work with us, here are three ways:
- EntreMD Business School Accelerator - If you are looking to make a 180 turnaround in your business in 90 days, this is the program for you.
- EntreMD Business School Grow - This is our year-long program with a track record of producing physician entrepreneurs who are building 6, 7 and 7+ figure businesses. They do this while building their dream lives!
- EntreMD Business School Scale - This is our high-level mastermind for physicians who have crossed the seven figure milestone and want to build their businesses to be well oiled machines that can run without them.
To get on a call with my team to determine your next best step, go here ...
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
Hi docs, welcome to the Entrez MD podcast, where
it's all about helping amazingphysicians just like you embrace
entrepreneurship so you canhave the freedom to live life
and practice medicine on yourterms.
I'm your host, dr Ibnah.
Well, hello, hello, my friend,welcome back to another episode
(00:25):
of the Entrez MD podcast.
As always, I'm super pumped tobe in your ears.
I just got the most amazingreview from a doctor and I want
to read that to you.
I want to say thank you so much.
This is plant-basedpsychiatrist.
I hope I get to find out whothis is, but it's a five-star
review and it's a review on theseven kinds of people to keep
(00:46):
out of your inner circle, whichis episode 356 of the Entrez MD
podcast, which is actually theepisode before this one.
And this doctor says wow, thisepisode was a wake-up call to me
not to be the seven kinds ofpeople to avoid.
More often than not, thepositive reminders are so
powerful and important to keepin mind.
One life, one chance to createa stepping stone for your
(01:09):
children and impact yourgeneration.
Love it.
Thank you, dr Una, and thankyou so much.
I'm happy to hear that you gota lot out of that episode and
thank you for taking the time,like to go to iTunes and leave
us a review.
I really appreciate it and Ireally love how insightful you
are talking about how I want tobe the seven kinds of people to
(01:32):
keep in your inner circle moreoften than not, because we all
fall into those tendencies hereand there.
We just want to spend most ofour time on the right side of
things.
So thank you so much forwriting that review.
I truly appreciate it.
I hope you can send me a DM andsay I'm the plant-based
psychiatrist.
I love to give you a shout outin person, and if you're
listening to this and you'venever left us a review, I want
(01:53):
to invite you to do that.
It really does make a hugedifference because we are trying
to get the word out there.
We are trying to help a millionphysicians.
We want to directly impact100,000.
Why?
Because once we touch 100,000physicians, we will completely
disrupt the narrative amongstphysicians.
I need to think about a timewhere burnout is no longer a
(02:14):
buzzword, loss of autonomy isnot a thing.
Financial stability is now theway we roll and we're back in
control, and so that's whatwe're trying to do.
So imagine that just leaving areview and sharing this episode
with another doctor helps onthat mission.
So do that and thank you, thankyou, thank you so much.
If you've already left us areview and you're like, yeah, I
(02:35):
still want to be a part of it,just take a screenshot of this
episode, share it on socialmedia.
So, my goodness, go listen tothis episode.
Okay, all right.
So today I've just come offhosting a five day workshop for
the private practice owners whoare physicians, and we talked
about the seven ways privatepractice owners leave money on
the table every day, and it wassuch a powerful experience for
(02:59):
me.
Right, it was very powerful foreveryone who attended, but it
was so powerful for me becauseit gave me an opportunity to
talk about things that I've doneand I've helped others do for
years.
It helped me to show thephysicians what is possible.
There's so much hopelessnessout there and, yes, I'm not
(03:19):
taking away the challenges.
There are challenges in privatepractice and there are
challenges with the insurancecompanies and all of that.
But if we can do the thingsthat we have control over today
while we work on those biggersystemic things that will be
resolved tomorrow, then we canenjoy today, and I did a case
study with a doctor we call DrEbony, and Dr Ebony, we were
(03:40):
able to show how she was leaving$715,000 on the table, if you
can think about it.
So wild, right.
And so that's what we did.
We had over 600 doctorsregister from all over the
country and many actually fromoutside of the country as well,
and it was so impactful.
You could literally see thehope coming back and people
(04:01):
going.
Wait a minute.
They saw things they could notunsee, which was such a gift for
me.
And then some of them decidedI'm even going to take this a
step further.
I'm going to join the Entry MDBusiness School and it was just
so great.
And for the people who joinedthe school, yes, they're going
to do a lot and they're going togo faster and they're going to
(04:22):
do all of that.
But the truth of the matter isfor everyone who came for the
workshop, if they will applythat, they are going to get
results.
So I just left with so muchhope for the physician community
, so much hope for thephysicians who run private
practices, and as we all becomeexamples of what is possible is
going to be a ripple effect thatreally is going to disrupt the
(04:42):
whole space.
So I'm just giddy withexcitement, okay.
So Today I really wanted totalk about a concept because, as
we did this, I had a friend whoreached out and said, oh my
goodness, what you did was soimpactful, it was such a good
workshop and you sold withoutselling, like it was so smooth
(05:05):
and all of that.
And I thought about it and Iwas like, yeah, and it wasn't
from a standpoint ofmanipulation, it's actually not
even because, like, I'm a smoothsalesperson.
It's not that there's a concept, there's a philosophy that I
work by and I decided I wouldcome on here and share that.
And maybe if you're listeningand selling feels icky and
(05:28):
you're like, yeah, I don't wantto do that, that's for used car
salesmen.
You get a lot out of this.
If you're somebody who youreally believe in what you're
doing and you want to put it inas many hands as possible, then
you get so much out of this.
So I just want you to lean inand I just share what I do.
So the idea is all right.
So let's talk about it how tosell without selling and I'm
(05:51):
going to use the privatepractice workshop that I hosted
as an example or case study, ifyou will.
So the first thing is really togive up the mindset of
convincing people to buy whatyou have to sell.
You really want to give that up, right?
It's not about convincinganybody.
I don't want to convinceanybody to join the Entremd
(06:14):
Business School.
I don't want to show up in aplace, and I'm showing up in a
place because I have a salestarget that I want to meet.
Now do I have targets?
Yes, but that can't be theleader, at least not for me,
right?
I can't show up because I'mlike oh, I have this school and
I want a lot of doctors to comein.
It's not about convincing atall.
(06:36):
So we want to give up thisthing of sales is this thing
where I strong arm people sothat they can buy this thing
that I'm selling, that they mayor may not want, or they may or
may not need.
Selling is not about convincingat all.
So that's number one.
Number two is the flip side ofit.
Number two is, rather thandoing that, help people get what
(07:00):
they want.
Help people get what they want.
So I showed up for five days.
I left everything on the tableand I was showing up with the
intention of helping people getwhat they want, okay.
So, for instance, if you thinkabout a private practice doctor,
for the most part what do theywant?
Well, they want a practice thatis where they're able to serve
(07:23):
their patients, where they'reable to serve their team, build
a great team, have a great workenvironment, and they want to do
that in a profitable way,because they understand that no
margin, no mission.
If I'm not profitable, I cannotkeep the lights on, I cannot
make payroll and so I have toshut down my practice.
So they want to be able toserve and they want to be able
(07:46):
to earn.
They would love to be able tocreate financial freedom so they
can serve their patientswithout worrying about money.
They're free to do what theywant to do for their patients.
They want to have time freedom.
So maybe they've built a teamand for some people, maybe they
want to work four days a week,or they want to work three days
(08:06):
a week and they want to spendtime with their family.
They want to travel.
Maybe they want to work fivedays a week, but they want to be
able to take a nice vacationtwice a year.
They want to be in a positionwhere they're not necessarily
working.
When they're at home, they haveenough time for their family,
they have enough time for theirfriends, for causes that matter
to them, and that's really whatthey want, right?
(08:30):
And so my job, as somebody whoserves physicians, is to help
the physicians get what theywant.
It's not about me selling whatI want to sell, it's about me
helping them get what they want.
Now you might say, but it's thesame thing, like, you help them
get what they want and they'regonna come into the school, but
you have to think about what isdriving it.
(08:52):
The driver is not oh mygoodness, I have to have like I
have to have 15 people join theschool.
The driver is I want to helpthe doctors get what they want
to get.
Okay, I want to help them getwhat they want to get, and so I
want us to spend a little timetalking about that, right?
So the first shift is we'regoing from convincing to helping
(09:14):
people get what they want toget, and I want to tell you I'm
gonna give you four ways, right?
How do I help people get whatthey want to get?
And so, going back to thisworkshop that I hosted, what was
the first thing I did?
The first thing I did is Ishowed them what is possible.
I understand that we're in atime where people think private
practice is dead.
I understand that so manypeople have tried it.
(09:35):
They've gone into like seriousdebt trying to do it.
Sometimes they need to workother jobs to make payroll and
things like that.
So a lot more common than youwould think I know some people
have.
There could be 10 doctors inone practice and it's a surgical
specialty and you would thinkthey're swimming in dollars.
But because they don'tunderstand business principles,
(09:56):
their revenue is really high,but so is everything else and
they're at risk of going under,right.
And so there is a lot ofcynicism, right, like people are
like you, skepticism, they'relike, yeah, you can't do that
and stuff like that.
And I'm really grateful that Iwas able to show them what is
possible, right.
And so I showed the seven ways.
(10:18):
These are the seven ways, and Iintentionally pick things that
are really simple that everybodysays, yeah, I see how I could
have done that, or I used to dothat before.
Maybe I don't do that now, butit was so relatable because
they're simple things likecollecting your copay and they
give simple, simple, simplestuff.
But then I showed them if youmiss out on this, this is how
(10:40):
you're throwing away money.
If you miss out on this otherprinciple, this is how you're
throwing away money.
So I showed them what waspossible by teaching them.
Okay, I'm like this is whatlife could look like, this is
how much you could save, okay.
Now the second thing I didbecause teaching is one thing
and I could see it right.
I'm teaching and people arelike yeah, yeah, we've heard
(11:02):
that before.
Yeah, yeah, I could see itright.
Yeah, yeah, cool, yeah, I hearyou.
So the second thing was Istarted showing what was
possible by storytelling.
Okay.
So for every point I brought up, I had this doctor we made up.
Her name is Dr Ebony.
She's a pediatrician in Atlanta, georgia, and for each one I
would show them how this doctorwas making this mistake and she
(11:25):
was doing this.
So, for instance, I'm saying,okay, dr Ebony, her schedule is
not full, right, she wants tosee 25 patients a day, but she's
only seeing 20 patients a dayand she makes $200 per patient.
And so for those five patientsthat she didn't have on her
schedule, five times 200 perpatient, that's $1,000 a day
(11:46):
that she's losing, right?
Then you multiply that by the260 working days in a year that
comes to $260,000 that she'sleaving on the table because her
schedule is unfilled.
At that point people went, whoa, wait a minute.
So the showing by teaching wasone, but the showing by
(12:10):
storytelling was so undeniable,was so mind blowing, got
people's attention.
They're like wait a minute,you're saying that I am leaving
multiple six figures and thensome on the table because of
this unfilled schedule and Ishow them strategies, this is
how you can fill the scheduleand stuff like that.
They're like wait a minute.
And it was so fun because thenext day people started talking
(12:33):
about the things they did put inplace to make sure their
schedules were full and themeetings they had with their
front desk staff and all of that.
It was so powerful.
So remember what am I doing?
I'm helping people get whatthey want.
So I've shown them what waspossible by teaching.
I've shown them what waspossible by storytelling.
And we had some other doctorswe have some of the most.
I am so honored to work withthe doctors who in the Entremney
(12:56):
Business School and so theycame on and they were sharing
their stories.
And they were sharing theirstories of when they started how
things were.
It was so interesting to listento those stories again.
I never didn't even know ifthey could start a private
practice.
One had been in privatepractice for years and when she
came on, makito's asked her sotell me about your revenue?
She's revenue.
That's not something I've everreally paid attention to.
(13:19):
I just know there's money inthe bank to pay the bills and
all of this stuff and to seethem as rock stars now, like
building these practices andcrossing the million dollar mark
and doing all the buildingeight teams and living life on
their terms.
So people could see this is notjust Dr Una talking.
This is possible.
This is possible.
(13:40):
This can be my reality.
What am I doing?
I'm helping them.
This is part of the journeyhelping them to get what they
want.
And then the third thing I didis I know how this works.
The third thing I did is I gavethem an invitation.
I gave them an invitation youcan do this by yourself.
Like maybe you're here andyou're like I do all those
things, I don't even need them,but you're here.
(14:03):
You're like no, I want to dothis.
But this mentorship I got overthe last five days, I need that,
this accountability.
Go do it.
I need that, the community.
I need a community Because I'min all these Facebook groups and
with all these other docs andit's constantly nothing's
working.
We're stuck, always me.
Just shut it down.
(14:23):
Why are you even bothering?
Go get a job.
I want to be in a community ofpeople who are getting this
stuff done and I'm like, ifthat's you, what you want is
mentorship, what you want isaccountability, what you want is
community.
It exists.
It exists in a place called theEntry of the Business School.
Come join us.
And so this is an invitation,and it's an invitation.
(14:44):
There's nothing mandatory.
I'm not trying to convince you.
This is what you need If youneed it.
You know what I mean.
So come join us.
And then the fourth thing was Iknow how it is Till this day
when I need to, I know that, ok,I need to up-level my skill or
something, and I know I need aprogram or I need to work with
(15:05):
somebody, or something like that.
Do I have the time to do this?
Or I'm like god Lee, this isexpensive, right, or what if it
doesn't work?
And things like those thoughtsstill float up.
I've just done it for so longthat I recognize it for what it
is is fear, and I don't let itstop me right.
I'm like it's like, what if itdoesn't work?
I'm like, yeah, but what if itdoes?
(15:25):
You know what I mean, and Idon't have the time for it.
I'm like, yeah, but we maketime right, like we don't have
time for anything.
We have time for what we maketime for, and so I understand
that.
So the fourth thing I dohelping people get what they
want is I'm like I understandthe fear that you have now, and
sometimes the way that wouldwork is behind.
(15:46):
When people have questions,what they're doing is they're
articulating the fears that arestopping them right.
And so if you want to helppeople get what they want, you
you help.
Part of what you do is youaddress the fears right.
Anything else your nutritionand mom comes in with her kid
and she's scared, she doesn'twant to give vaccines because
(16:06):
she read some things on Facebook.
And you're gonna address thosefears right.
You're not just gonna saywhatever, and somebody comes in
your internal medicine.
They have a blood pressure of180 over 110 and they say I have
some herbs that are gonna takecare of my blood pressure.
You're gonna, and they're likeI don't want to take this
medicine because my cousin tookthat and got sick, and I think
that's what it's from.
(16:27):
You're gonna address thosefears.
You're not gonna let them goright, and so you address the
fears.
You're like you think you'relike I don't, I don't have time
to do this, I'm to work on mybusiness, to which I'll say oh
my goodness, if you don't havetime.
That's the more reason why youshould join the untrammedy
business school, because youneed to learn how to create the
time, because if you don't workon your business, your business
(16:47):
doesn't work.
Like.
Somebody needs to be working onthe business, right?
If you're wondering if this isthe right time, I'm like really
the right time was maybe aboutfive years ago, so the next best
time is right now and and it'sthe truth in 2021, 11,000
private practices either wentout of business or sold out to.
Not sold out like it's a badthing, but sold their practices
(17:08):
to private equity, and a lot ofthem is not because they wanted
to, they just could handle itanymore, right, and so this is
not.
This is not a joke like.
This is a.
This is a serious thing, right,and so this is the time.
This is the time if you want tothrive as a private practice
owner.
When I was younger, it sayignorance is bliss.
But ignorance in as anentrepreneur is not bliss, is
(17:29):
expensive.
It's expensive, costs money tobe ignorant as an entrepreneur.
And then people sometimesthey'll say well, what about the
money?
And I'm like, first of all, inthe last five days you look that
seven ways you could recoup allkinds of money.
You can figure out how to payfor this.
You have a six-figure tax bill.
I mean, you're, you're gonnagive a tax, we're gonna give the
(17:50):
uncle sound 25, or you're gonnatake the 25 and invest in
yourself and take the deduction.
I mean, we can figure thisstuff out, we can figure this
stuff out.
I've done this so many times.
So I'm not telling anybody todo what I'm not doing.
But for the person who reallywants this, why am I addressing
the fears?
Is it to convince them?
No, it's to help them so thatthey can get what they want to
(18:11):
get right.
It's like I have these fears.
I'm like, okay, let's talkabout your fears, right, but
it's not convincing, it's.
It's still up to them to makethe decision.
And then the fifth thing is andif you really love people, this
is one of the things you do youhelp or make a decision, and
it's not helping them make thedecision to join the Entremdy
(18:31):
business school is helping themmake a decision.
Decision number one I'vethought about it.
I don't need what the businessschool has to offer.
I don't need the mentorship.
My practice is already working.
I know all of these thingsright.
I don't need it.
I don't need the accountabilityand I definitely do not want
any community, right, or I justdon't need this.
(18:53):
That is a decision, right, butit's a decision On the other
side.
You're like, oh my goodness,this is what I've been looking
for.
I'm not entirely sure how thiswill play out, but I'm committed
to my results and I want totake a chance on myself.
I want to get a businesseducation.
I want to be in community withthis.
(19:13):
I've been so lonely.
I've done this by myself forfive years.
I want to be in community withother physician entrepreneurs.
I want to be in community withpeople who believe in my dreams,
people who've done what I'vedone so I can watch them.
I want to be where I haveaccess to all these resources,
right, and so I'm going to do it.
So you want to help people,come to absolutely not or
(19:37):
absolutely right, like you wantto help them not stay in the
indecision.
Like indecision is like theworst place to be.
I had a mentor who would sayindecision is a form of self
abuse.
Okay, so that's the way sheputs it.
I don't know if I'm there quiteyet, but indecision is so
because nothing happens there,right, like it's the decision
first and then things starthappening.
(19:57):
So that's just like hanging inlimbo.
So you help people, like partof the way you said you help
people, you want to make adecision, absolutely, this is
absolutely what I need to do,right, and it doesn't mean all
fear is gone or anything likethat, but you're like this is
what I need to do.
I know this is what I need todo, or I know this is what I
need to do.
I make a decision, but don'tstay in limbo, right, and so
(20:22):
those are kind of the thoughtsthat I have around that, and
what that ends up doing is I endup serving.
I end up serving the people whodecide to work with me.
I serve those who don't decideto work with me and I'm good
with it, and I know that thephysician community would be so
much better for it.
I know the ripple effect isgoing to touch tens of thousands
(20:42):
of people right Starting fromthis moment, and so that's a
gift.
I know that a percentage of thepeople are going to say, yeah,
yeah, absolutely.
The business school is the nextbest thing, best next step for
me, and then I'll have theprivilege of working with them
for at least a year in thatcontainer and we're going to
make the things that we talkedabout in the workshop their
(21:04):
reality.
Right, and what it does isbecause I didn't convince
anybody.
I end up with people in theentrepreneur business school who
want to be there, who arecoachable, who are committed to
their results, and I know thatwe'll create magic together.
So we're not in a space andwe're not in a space where we
convince people, because we havea community that is on rival.
(21:27):
It's I mean, it's unbelievablehow amazing the physicians are.
I describe them as elitephysicians who are building
these great businesses andgetting great results, and the
connections are so powerful andthe way they look out for each
other and root for each other.
It's a safe space where peoplewho are having challenges can
(21:47):
come and say, oh my goodness,this is so challenging and
people come out to support, andsomeone else can come in and say
, man, we just crossed a million, and people can still come out
and support and that's amazing.
It's just that kind of placeand we truly want to bring in
people who want to be in a spacelike that, right, like people
who can add to the culture.
Some of the doctors coming inI'm like, wow, they're going to
(22:08):
be such a gift to the communityand the community is going to be
such a gift to them.
It's a two-way street and sothis is my way of thinking about
it.
I want to invite you to thinkabout how this applies to your
own business, because once youunderstand these things, you can
sell all day, every day, and inthe process of selling, you're
serving your entire audience.
(22:29):
So the community at large, yourgreater audience, is better for
it.
Your clients are better for it.
People make the decision towork with you, which, again, is
your highest level of service,right?
Anybody who attended theworkshop will tell you that I
laid it all out there.
I didn't hold anything back.
I had people from the ElmTremde Business School there.
I laid it all out there, right,but that's a five-day thing,
(22:53):
very different from us beingable to do this weekend, a week
out, for 52 weeks and beyond.
So you adopt this you serveeverybody and then you serve
your clients at the highestlevel and you could do it every
day, all day, every day andyou're a physician, so you love
serving.
So this is even better becauseyou're like I get to do what I
(23:15):
love to do.
I serve, and in the process,I'm selling but I'm serving, but
it's not yucky.
You're not like a used carsalesman.
You can do it ethically, youcan do it authentically, you can
do it in integrity, and thecommunity will be better for it,
your clients will be better forit, your business will be
better for it.
It's a win-win-win situation.
So I would really love to hearyour thoughts.
(23:37):
I'd love for this to be atwo-way, and so, if you can send
me a PM or a DM, you can lookat the show notes All my social
media handles are there and justsay what this meant for you,
how you're going to apply thisor how this really put you in a
position where you can sellauthentically and not feel slimy
or like you're manipulatingpeople.
So send me a DM, send me a PM,let me know.
(23:58):
And, of course, if you're here,you're one of the people who
are like, yeah, and while you'reat it, absolutely yes, I want
to be in the EntremD businessschool.
Sending an application isEntremDcom forward slash
business and we would love tohave you in the school.
If you have questions about it,you can still fill out an
application.
My team will be happy to getyou on a phone call and answer
(24:22):
your questions and work out thedetails and all of that.
And whether you're in or out,I'm here for you.
The EntremD is here to supportphysicians, to help them build
profitable 6, 7, and multiple7-figure businesses so they can
live life and practice medicineon their terms, and it's my
honor to do that.
So share this episode withanother doctor in your life and
(24:44):
I will see you on the nextepisode of the EntremD podcast.
Hey, if you love listening tothe EntremD podcast, I want to
invite you to join EntremD ondemand.
It is my signature subscriptionprogram that gives you access
to a library of business coursesdesigned to help you do one
thing as a physicianentrepreneur, and that is to
(25:06):
thrive.
Just head out to EntremDcomforward.
Slash on demand and I'd love tohave you join us.
See you on the inside.
Hi docs, welcome to the Entrez MD podcast, where
it's all about helping amazingphysicians just like you embrace
entrepreneurship so you canhave the freedom to live life
and practice medicine on yourterms.
I'm your host, dr Ibnah.
Well, hello, hello, my friend,welcome back to another episode
(00:25):
of the Entrez MD podcast.
As always, I'm super pumped tobe in your ears.
I just got the most amazingreview from a doctor and I want
to read that to you.
I want to say thank you so much.
This is plant-basedpsychiatrist.
I hope I get to find out whothis is, but it's a five-star
review and it's a review on theseven kinds of people to keep
(00:46):
out of your inner circle, whichis episode 356 of the Entrez MD
podcast, which is actually theepisode before this one.
And this doctor says wow, thisepisode was a wake-up call to me
not to be the seven kinds ofpeople to avoid.
More often than not, thepositive reminders are so
powerful and important to keepin mind.
One life, one chance to createa stepping stone for your
(01:09):
children and impact yourgeneration.
Love it.
Thank you, dr Una, and thankyou so much.
I'm happy to hear that you gota lot out of that episode and
thank you for taking the time,like to go to iTunes and leave
us a review.
I really appreciate it and Ireally love how insightful you
are talking about how I want tobe the seven kinds of people to
(01:32):
keep in your inner circle moreoften than not, because we all
fall into those tendencies hereand there.
We just want to spend most ofour time on the right side of
things.
So thank you so much forwriting that review.
I truly appreciate it.
I hope you can send me a DM andsay I'm the plant-based
psychiatrist.
I love to give you a shout outin person, and if you're
listening to this and you'venever left us a review, I want
(01:53):
to invite you to do that.
It really does make a hugedifference because we are trying
to get the word out there.
We are trying to help a millionphysicians.
We want to directly impact100,000.
Why?
Because once we touch 100,000physicians, we will completely
disrupt the narrative amongstphysicians.
I need to think about a timewhere burnout is no longer a
(02:14):
buzzword, loss of autonomy isnot a thing.
Financial stability is now theway we roll and we're back in
control, and so that's whatwe're trying to do.
So imagine that just leaving areview and sharing this episode
with another doctor helps onthat mission.
So do that and thank you, thankyou, thank you so much.
If you've already left us areview and you're like, yeah, I
(02:35):
still want to be a part of it,just take a screenshot of this
episode, share it on socialmedia.
So, my goodness, go listen tothis episode.
Okay, all right.
So today I've just come offhosting a five day workshop for
the private practice owners whoare physicians, and we talked
about the seven ways privatepractice owners leave money on
the table every day, and it wassuch a powerful experience for
(02:59):
me.
Right, it was very powerful foreveryone who attended, but it
was so powerful for me becauseit gave me an opportunity to
talk about things that I've doneand I've helped others do for
years.
It helped me to show thephysicians what is possible.
There's so much hopelessnessout there and, yes, I'm not
(03:19):
taking away the challenges.
There are challenges in privatepractice and there are
challenges with the insurancecompanies and all of that.
But if we can do the thingsthat we have control over today
while we work on those biggersystemic things that will be
resolved tomorrow, then we canenjoy today, and I did a case
study with a doctor we call DrEbony, and Dr Ebony, we were
(03:40):
able to show how she was leaving$715,000 on the table, if you
can think about it.
So wild, right.
And so that's what we did.
We had over 600 doctorsregister from all over the
country and many actually fromoutside of the country as well,
and it was so impactful.
You could literally see thehope coming back and people
(04:01):
going.
Wait a minute.
They saw things they could notunsee, which was such a gift for
me.
And then some of them decidedI'm even going to take this a
step further.
I'm going to join the Entry MDBusiness School and it was just
so great.
And for the people who joinedthe school, yes, they're going
to do a lot and they're going togo faster and they're going to
(04:22):
do all of that.
But the truth of the matter isfor everyone who came for the
workshop, if they will applythat, they are going to get
results.
So I just left with so muchhope for the physician community
, so much hope for thephysicians who run private
practices, and as we all becomeexamples of what is possible is
going to be a ripple effect thatreally is going to disrupt the
(04:42):
whole space.
So I'm just giddy withexcitement, okay.
So Today I really wanted totalk about a concept because, as
we did this, I had a friend whoreached out and said, oh my
goodness, what you did was soimpactful, it was such a good
workshop and you sold withoutselling, like it was so smooth
(05:05):
and all of that.
And I thought about it and Iwas like, yeah, and it wasn't
from a standpoint ofmanipulation, it's actually not
even because, like, I'm a smoothsalesperson.
It's not that there's a concept, there's a philosophy that I
work by and I decided I wouldcome on here and share that.
And maybe if you're listeningand selling feels icky and
(05:28):
you're like, yeah, I don't wantto do that, that's for used car
salesmen.
You get a lot out of this.
If you're somebody who youreally believe in what you're
doing and you want to put it inas many hands as possible, then
you get so much out of this.
So I just want you to lean inand I just share what I do.
So the idea is all right.
So let's talk about it how tosell without selling and I'm
(05:51):
going to use the privatepractice workshop that I hosted
as an example or case study, ifyou will.
So the first thing is really togive up the mindset of
convincing people to buy whatyou have to sell.
You really want to give that up, right?
It's not about convincinganybody.
I don't want to convinceanybody to join the Entremd
(06:14):
Business School.
I don't want to show up in aplace, and I'm showing up in a
place because I have a salestarget that I want to meet.
Now do I have targets?
Yes, but that can't be theleader, at least not for me,
right?
I can't show up because I'mlike oh, I have this school and
I want a lot of doctors to comein.
It's not about convincing atall.
(06:36):
So we want to give up thisthing of sales is this thing
where I strong arm people sothat they can buy this thing
that I'm selling, that they mayor may not want, or they may or
may not need.
Selling is not about convincingat all.
So that's number one.
Number two is the flip side ofit.
Number two is, rather thandoing that, help people get what
(07:00):
they want.
Help people get what they want.
So I showed up for five days.
I left everything on the tableand I was showing up with the
intention of helping people getwhat they want, okay.
So, for instance, if you thinkabout a private practice doctor,
for the most part what do theywant?
Well, they want a practice thatis where they're able to serve
(07:23):
their patients, where they'reable to serve their team, build
a great team, have a great workenvironment, and they want to do
that in a profitable way,because they understand that no
margin, no mission.
If I'm not profitable, I cannotkeep the lights on, I cannot
make payroll and so I have toshut down my practice.
So they want to be able toserve and they want to be able
(07:46):
to earn.
They would love to be able tocreate financial freedom so they
can serve their patientswithout worrying about money.
They're free to do what theywant to do for their patients.
They want to have time freedom.
So maybe they've built a teamand for some people, maybe they
want to work four days a week,or they want to work three days
(08:06):
a week and they want to spendtime with their family.
They want to travel.
Maybe they want to work fivedays a week, but they want to be
able to take a nice vacationtwice a year.
They want to be in a positionwhere they're not necessarily
working.
When they're at home, they haveenough time for their family,
they have enough time for theirfriends, for causes that matter
to them, and that's really whatthey want, right?
(08:30):
And so my job, as somebody whoserves physicians, is to help
the physicians get what theywant.
It's not about me selling whatI want to sell, it's about me
helping them get what they want.
Now you might say, but it's thesame thing, like, you help them
get what they want and they'regonna come into the school, but
you have to think about what isdriving it.
(08:52):
The driver is not oh mygoodness, I have to have like I
have to have 15 people join theschool.
The driver is I want to helpthe doctors get what they want
to get.
Okay, I want to help them getwhat they want to get, and so I
want us to spend a little timetalking about that, right?
So the first shift is we'regoing from convincing to helping
(09:14):
people get what they want toget, and I want to tell you I'm
gonna give you four ways, right?
How do I help people get whatthey want to get?
And so, going back to thisworkshop that I hosted, what was
the first thing I did?
The first thing I did is Ishowed them what is possible.
I understand that we're in atime where people think private
practice is dead.
I understand that so manypeople have tried it.
(09:35):
They've gone into like seriousdebt trying to do it.
Sometimes they need to workother jobs to make payroll and
things like that.
So a lot more common than youwould think I know some people
have.
There could be 10 doctors inone practice and it's a surgical
specialty and you would thinkthey're swimming in dollars.
But because they don'tunderstand business principles,
(09:56):
their revenue is really high,but so is everything else and
they're at risk of going under,right.
And so there is a lot ofcynicism, right, like people are
like you, skepticism, they'relike, yeah, you can't do that
and stuff like that.
And I'm really grateful that Iwas able to show them what is
possible, right.
And so I showed the seven ways.
(10:18):
These are the seven ways, and Iintentionally pick things that
are really simple that everybodysays, yeah, I see how I could
have done that, or I used to dothat before.
Maybe I don't do that now, butit was so relatable because
they're simple things likecollecting your copay and they
give simple, simple, simplestuff.
But then I showed them if youmiss out on this, this is how
(10:40):
you're throwing away money.
If you miss out on this otherprinciple, this is how you're
throwing away money.
So I showed them what waspossible by teaching them.
Okay, I'm like this is whatlife could look like, this is
how much you could save, okay.
Now the second thing I didbecause teaching is one thing
and I could see it right.
I'm teaching and people arelike yeah, yeah, we've heard
(11:02):
that before.
Yeah, yeah, I could see itright.
Yeah, yeah, cool, yeah, I hearyou.
So the second thing was Istarted showing what was
possible by storytelling.
Okay.
So for every point I brought up, I had this doctor we made up.
Her name is Dr Ebony.
She's a pediatrician in Atlanta, georgia, and for each one I
would show them how this doctorwas making this mistake and she
(11:25):
was doing this.
So, for instance, I'm saying,okay, dr Ebony, her schedule is
not full, right, she wants tosee 25 patients a day, but she's
only seeing 20 patients a dayand she makes $200 per patient.
And so for those five patientsthat she didn't have on her
schedule, five times 200 perpatient, that's $1,000 a day
(11:46):
that she's losing, right?
Then you multiply that by the260 working days in a year that
comes to $260,000 that she'sleaving on the table because her
schedule is unfilled.
At that point people went, whoa, wait a minute.
So the showing by teaching wasone, but the showing by
(12:10):
storytelling was so undeniable,was so mind blowing, got
people's attention.
They're like wait a minute,you're saying that I am leaving
multiple six figures and thensome on the table because of
this unfilled schedule and Ishow them strategies, this is
how you can fill the scheduleand stuff like that.
They're like wait a minute.
And it was so fun because thenext day people started talking
(12:33):
about the things they did put inplace to make sure their
schedules were full and themeetings they had with their
front desk staff and all of that.
It was so powerful.
So remember what am I doing?
I'm helping people get whatthey want.
So I've shown them what waspossible by teaching.
I've shown them what waspossible by storytelling.
And we had some other doctorswe have some of the most.
I am so honored to work withthe doctors who in the Entremney
(12:56):
Business School and so theycame on and they were sharing
their stories.
And they were sharing theirstories of when they started how
things were.
It was so interesting to listento those stories again.
I never didn't even know ifthey could start a private
practice.
One had been in privatepractice for years and when she
came on, makito's asked her sotell me about your revenue?
She's revenue.
That's not something I've everreally paid attention to.
(13:19):
I just know there's money inthe bank to pay the bills and
all of this stuff and to seethem as rock stars now, like
building these practices andcrossing the million dollar mark
and doing all the buildingeight teams and living life on
their terms.
So people could see this is notjust Dr Una talking.
This is possible.
This is possible.
(13:40):
This can be my reality.
What am I doing?
I'm helping them.
This is part of the journeyhelping them to get what they
want.
And then the third thing I didis I know how this works.
The third thing I did is I gavethem an invitation.
I gave them an invitation youcan do this by yourself.
Like maybe you're here andyou're like I do all those
things, I don't even need them,but you're here.
(14:03):
You're like no, I want to dothis.
But this mentorship I got overthe last five days, I need that,
this accountability.
Go do it.
I need that, the community.
I need a community Because I'min all these Facebook groups and
with all these other docs andit's constantly nothing's
working.
We're stuck, always me.
Just shut it down.
(14:23):
Why are you even bothering?
Go get a job.
I want to be in a community ofpeople who are getting this
stuff done and I'm like, ifthat's you, what you want is
mentorship, what you want isaccountability, what you want is
community.
It exists.
It exists in a place called theEntry of the Business School.
Come join us.
And so this is an invitation,and it's an invitation.
(14:44):
There's nothing mandatory.
I'm not trying to convince you.
This is what you need If youneed it.
You know what I mean.
So come join us.
And then the fourth thing was Iknow how it is Till this day
when I need to, I know that, ok,I need to up-level my skill or
something, and I know I need aprogram or I need to work with
(15:05):
somebody, or something like that.
Do I have the time to do this?
Or I'm like god Lee, this isexpensive, right, or what if it
doesn't work?
And things like those thoughtsstill float up.
I've just done it for so longthat I recognize it for what it
is is fear, and I don't let itstop me right.
I'm like it's like, what if itdoesn't work?
I'm like, yeah, but what if itdoes?
(15:25):
You know what I mean, and Idon't have the time for it.
I'm like, yeah, but we maketime right, like we don't have
time for anything.
We have time for what we maketime for, and so I understand
that.
So the fourth thing I dohelping people get what they
want is I'm like I understandthe fear that you have now, and
sometimes the way that wouldwork is behind.
(15:46):
When people have questions,what they're doing is they're
articulating the fears that arestopping them right.
And so if you want to helppeople get what they want, you
you help.
Part of what you do is youaddress the fears right.
Anything else your nutritionand mom comes in with her kid
and she's scared, she doesn'twant to give vaccines because
(16:06):
she read some things on Facebook.
And you're gonna address thosefears right.
You're not just gonna saywhatever, and somebody comes in
your internal medicine.
They have a blood pressure of180 over 110 and they say I have
some herbs that are gonna takecare of my blood pressure.
You're gonna, and they're likeI don't want to take this
medicine because my cousin tookthat and got sick, and I think
that's what it's from.
(16:27):
You're gonna address thosefears.
You're not gonna let them goright, and so you address the
fears.
You're like you think you'relike I don't, I don't have time
to do this, I'm to work on mybusiness, to which I'll say oh
my goodness, if you don't havetime.
That's the more reason why youshould join the untrammedy
business school, because youneed to learn how to create the
time, because if you don't workon your business, your business
(16:47):
doesn't work.
Like.
Somebody needs to be working onthe business, right?
If you're wondering if this isthe right time, I'm like really
the right time was maybe aboutfive years ago, so the next best
time is right now and and it'sthe truth in 2021, 11,000
private practices either wentout of business or sold out to.
Not sold out like it's a badthing, but sold their practices
(17:08):
to private equity, and a lot ofthem is not because they wanted
to, they just could handle itanymore, right, and so this is
not.
This is not a joke like.
This is a.
This is a serious thing, right,and so this is the time.
This is the time if you want tothrive as a private practice
owner.
When I was younger, it sayignorance is bliss.
But ignorance in as anentrepreneur is not bliss, is
(17:29):
expensive.
It's expensive, costs money tobe ignorant as an entrepreneur.
And then people sometimesthey'll say well, what about the
money?
And I'm like, first of all, inthe last five days you look that
seven ways you could recoup allkinds of money.
You can figure out how to payfor this.
You have a six-figure tax bill.
I mean, you're, you're gonnagive a tax, we're gonna give the
(17:50):
uncle sound 25, or you're gonnatake the 25 and invest in
yourself and take the deduction.
I mean, we can figure thisstuff out, we can figure this
stuff out.
I've done this so many times.
So I'm not telling anybody todo what I'm not doing.
But for the person who reallywants this, why am I addressing
the fears?
Is it to convince them?
No, it's to help them so thatthey can get what they want to
(18:11):
get right.
It's like I have these fears.
I'm like, okay, let's talkabout your fears, right, but
it's not convincing, it's.
It's still up to them to makethe decision.
And then the fifth thing is andif you really love people, this
is one of the things you do youhelp or make a decision, and
it's not helping them make thedecision to join the Entremdy
(18:31):
business school is helping themmake a decision.
Decision number one I'vethought about it.
I don't need what the businessschool has to offer.
I don't need the mentorship.
My practice is already working.
I know all of these thingsright.
I don't need it.
I don't need the accountabilityand I definitely do not want
any community, right, or I justdon't need this.
(18:53):
That is a decision, right, butit's a decision On the other
side.
You're like, oh my goodness,this is what I've been looking
for.
I'm not entirely sure how thiswill play out, but I'm committed
to my results and I want totake a chance on myself.
I want to get a businesseducation.
I want to be in community withthis.
(19:13):
I've been so lonely.
I've done this by myself forfive years.
I want to be in community withother physician entrepreneurs.
I want to be in community withpeople who believe in my dreams,
people who've done what I'vedone so I can watch them.
I want to be where I haveaccess to all these resources,
right, and so I'm going to do it.
So you want to help people,come to absolutely not or
(19:37):
absolutely right, like you wantto help them not stay in the
indecision.
Like indecision is like theworst place to be.
I had a mentor who would sayindecision is a form of self
abuse.
Okay, so that's the way sheputs it.
I don't know if I'm there quiteyet, but indecision is so
because nothing happens there,right, like it's the decision
first and then things starthappening.
(19:57):
So that's just like hanging inlimbo.
So you help people, like partof the way you said you help
people, you want to make adecision, absolutely, this is
absolutely what I need to do,right, and it doesn't mean all
fear is gone or anything likethat, but you're like this is
what I need to do.
I know this is what I need todo, or I know this is what I
need to do.
I make a decision, but don'tstay in limbo, right, and so
(20:22):
those are kind of the thoughtsthat I have around that, and
what that ends up doing is I endup serving.
I end up serving the people whodecide to work with me.
I serve those who don't decideto work with me and I'm good
with it, and I know that thephysician community would be so
much better for it.
I know the ripple effect isgoing to touch tens of thousands
(20:42):
of people right Starting fromthis moment, and so that's a
gift.
I know that a percentage of thepeople are going to say, yeah,
yeah, absolutely.
The business school is the nextbest thing, best next step for
me, and then I'll have theprivilege of working with them
for at least a year in thatcontainer and we're going to
make the things that we talkedabout in the workshop their
(21:04):
reality.
Right, and what it does isbecause I didn't convince
anybody.
I end up with people in theentrepreneur business school who
want to be there, who arecoachable, who are committed to
their results, and I know thatwe'll create magic together.
So we're not in a space andwe're not in a space where we
convince people, because we havea community that is on rival.
(21:27):
It's I mean, it's unbelievablehow amazing the physicians are.
I describe them as elitephysicians who are building
these great businesses andgetting great results, and the
connections are so powerful andthe way they look out for each
other and root for each other.
It's a safe space where peoplewho are having challenges can
(21:47):
come and say, oh my goodness,this is so challenging and
people come out to support, andsomeone else can come in and say
, man, we just crossed a million, and people can still come out
and support and that's amazing.
It's just that kind of placeand we truly want to bring in
people who want to be in a spacelike that, right, like people
who can add to the culture.
Some of the doctors coming inI'm like, wow, they're going to
(22:08):
be such a gift to the communityand the community is going to be
such a gift to them.
It's a two-way street and sothis is my way of thinking about
it.
I want to invite you to thinkabout how this applies to your
own business, because once youunderstand these things, you can
sell all day, every day, and inthe process of selling, you're
serving your entire audience.
(22:29):
So the community at large, yourgreater audience, is better for
it.
Your clients are better for it.
People make the decision towork with you, which, again, is
your highest level of service,right?
Anybody who attended theworkshop will tell you that I
laid it all out there.
I didn't hold anything back.
I had people from the ElmTremde Business School there.
I laid it all out there, right,but that's a five-day thing,
(22:53):
very different from us beingable to do this weekend, a week
out, for 52 weeks and beyond.
So you adopt this you serveeverybody and then you serve
your clients at the highestlevel and you could do it every
day, all day, every day andyou're a physician, so you love
serving.
So this is even better becauseyou're like I get to do what I
(23:15):
love to do.
I serve, and in the process,I'm selling but I'm serving, but
it's not yucky.
You're not like a used carsalesman.
You can do it ethically, youcan do it authentically, you can
do it in integrity, and thecommunity will be better for it,
your clients will be better forit, your business will be
better for it.
It's a win-win-win situation.
So I would really love to hearyour thoughts.
(23:37):
I'd love for this to be atwo-way, and so, if you can send
me a PM or a DM, you can lookat the show notes All my social
media handles are there and justsay what this meant for you,
how you're going to apply thisor how this really put you in a
position where you can sellauthentically and not feel slimy
or like you're manipulatingpeople.
So send me a DM, send me a PM,let me know.
(23:58):
And, of course, if you're here,you're one of the people who
are like, yeah, and while you'reat it, absolutely yes, I want
to be in the EntremD businessschool.
Sending an application isEntremDcom forward slash
business and we would love tohave you in the school.
If you have questions about it,you can still fill out an
application.
My team will be happy to getyou on a phone call and answer
(24:22):
your questions and work out thedetails and all of that.
And whether you're in or out,I'm here for you.
The EntremD is here to supportphysicians, to help them build
profitable 6, 7, and multiple7-figure businesses so they can
live life and practice medicineon their terms, and it's my
honor to do that.
So share this episode withanother doctor in your life and
(24:44):
I will see you on the nextepisode of the EntremD podcast.
Hey, if you love listening tothe EntremD podcast, I want to
invite you to join EntremD ondemand.
It is my signature subscriptionprogram that gives you access
to a library of business coursesdesigned to help you do one
thing as a physicianentrepreneur, and that is to
(25:06):
thrive.
Just head out to EntremDcomforward.
Slash on demand and I'd love tohave you join us.
See you on the inside.
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Therapy Gecko
An unlicensed lizard psychologist travels the universe talking to strangers about absolutely nothing. TO CALL THE GECKO: follow me on https://www.twitch.tv/lyleforever to get a notification for when I am taking calls. I am usually live Mondays, Wednesdays, and Fridays but lately a lot of other times too. I am a gecko.