All Episodes

September 25, 2025 13 mins

Send us a text

The Exact Strategy I Used to Grow My Business 657% in One Year: https://www.entremd.com/worksheet

Do you think busyness means your business is safe? Think again. In this episode, you’ll learn:
Why stopping marketing when your business is busy is dangerous for revenue, sustainability, and growth.

By the end of this episode, you’ll understand how to market smarter, not harder, keeping your business thriving even when it’s busy.

Tune in! 

Book a call with my team https://www.entremd.com/call

Additional Resources:


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 (00:00):
Your business needs you to market, like even when
stiff competition shows up, ifyou've been marketing, it's kind
of like, yeah, your businessgets protected by your marketing
.

Speaker 2 (00:14):
Hi docs, Welcome to the EntreMD 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 Una.

Speaker 1 (00:35):
We are doing a series on the reasons why physician
entrepreneurs find it reallychallenging to market their
businesses, and reason numberthree is my business is busy
enough.
When the growth slows, I'llstart marketing again.
Okay, now, this one, thisparticular reason, makes me
especially scared.
Okay, it makes me scared.
And it makes me scared forthree reasons.

(00:57):
So I want you to lean all theway into this, I want you to
listen to this with an open mindand I want you to hear, because
when people say this, it makesme scared for them.
Okay, all right.
So let's talk about the reasons.
Three reasons.
The first reason is busyness isnot equal to revenue.
Okay, busyness is not equal torevenue.

(01:17):
And so the fact that you'rebusy, sometimes it makes you
feel like you know I'm busy, mybusiness is doing really well, I
need to stop marketing, or nowI get to not market, and things
like that, okay.
So what I want you to thinkabout is okay, let's look at the
numbers.
So let me say that somebody isrunning a cash pay practice and

(01:38):
this person has.
They have a hundred members.
Okay, I'm just making up thesenumbers because zeros are easy
to count.
That's all that's happeninghere.
They have a hundred members,okay, but they're, you know,
they're, they're doing all thework.
So they're really you know it'stiring and all these things and
they're like, if I have morepatients, what am I going to do
with them and all of thosethings.
But this is the deal.

(01:59):
Your goal is not reallypatients, your goal is revenue,
right.
Your goal is not reallypatience, your goal is revenue
right.
Like, that's the metric, right,that's the metric that we're
looking for.
So you have a hundred patients,okay, good and well, and you're
doing a hundred dollars a month.
What does that come to?
That means a hundred dollarstimes a hundred is $10,000.
I want you to hear me.

(02:19):
It's $10,000.
And so at the end of the year,what that comes to, if I keep
100 patients, is 10,000 times 12, which is 120,000.
And it's 120,000 gross revenue,not profit, right, because you

(02:41):
still have to cover the overheadfor the business, you still
have to pay yourself and allthat.
So it's not profit, it's$120,000.
So then, even though you're verybusy, the question is did you
start a business to make$120,000 of gross revenue?
Are you going through thestress quote, unquote of being
an entrepreneur so you can ownyour own job and make $120,000

(03:05):
in revenue, and so if that's notyour goal, then you have to go
back and look at why am I busy,right?
Why am I busy?
It's not a reason to not market, because that's not the number
you want to have.
Now, if that's the number youwant to have, then maybe the
price needs to change, and itneeds to change by a lot, right?

(03:26):
Okay, so let's come back here.
So when somebody says I'm busy,that doesn't mean I'm hitting my
revenue target.
It just means I'm busy and itmay be more a marker that
there's some things that areinefficient or there's something
a team member can do, or you'rejust riddled with admin tasks,
right?
So, for instance, I may look ata practice because I consult

(03:48):
with practices quite a bit and Ilook under the hood of
practices a lot okay, now I maylook at it and say, okay, you
are doing every administrativetask.
You are answering all thephones, you're calling all the
prescriptions, you're callingall the patients, you're doing
all of these things, and so itfeels like your business is
really busy.
But it's not.
You're busy, the business isnot busy, right, it's not busy.

(04:10):
And I'm like, a lot of timeswhen I pull up the numbers and
do the math.
I'm like wait, that's all.
I'm like, yeah, so it feelslike we're busy, but maybe we're
not right, like, maybe we'renot, okay.
So if that's the case, the fixis not to no longer market.
The fix is to say what needs tobe delegated, what needs to be
removed altogether, Right.

(04:42):
What needs to be streamlinedBecause if I'm seeing so few
patients and my revenue is asmall percentage of what I want
it to be, something needs togive, right, okay.
So, for instance, that personcan then say I can say why don't
you hire even a virtual medicalassistant, right?
A virtual team member who cando, you know, like do whatever
you know calls, answer thephones, you know, do the
administrative task and all ofthose things, so you can do what

(05:04):
only you can do for the mostpart, right.
And then, if you do that, couldyou accommodate another hundred
patients?
Yes, and if you're going to getanother hundred patients, how
are you going to do that?
You're going to market, right.
And so when people tell me, oh,I'm so busy I've had people,
they're like I'm so busy, Istopped marketing because I
can't get in, I can't have anymore people, I'm like so your
practice is full, they're like,no, that's the thing, I only

(05:27):
have 30 patients.
I'm like, okay, that's not theway this works, that's not the
way this works, okay.
So that's number one.
That's the first thing thatmakes me scared about it.
The second thing that makes mescared about it is that results
lag, results lag.
They can lag by as much as 90days, right.
And so, for instance, if someonesays, oh, you know, we're a tad

(05:49):
little bit, you know, we justhave word of mouth and
everything is working and also,I don't need to market, you may
not feel it for 90 days.
You may not feel it for 90 daysbecause the marketing efforts
of the previous 90 days arestill working for you, but what
happens afterwards is a famine.
It's a famine.
That happens, right.
And so people are like, yeah,so where I see this the most and

(06:09):
I'm gonna tell you this, I hopeyou take it to heart when I see
this the most is during thefourth quarter of the year.
Okay, so we have October andpeople are, like you know, kind
of chilling, getting ready fortheir Halloween parties, just
winding down and all this stuff,and then in November, you know,
they've gone for Halloween fromHalloween to now.
You know, we have Thanksgivingcoming up, and so they're

(06:30):
preparing for Thanksgiving, andso they slow stuff down and they
don't market here and theydon't market there.
They don't pay attention totheir business that much.
It's the holidays I worked hardenough so I can have all this
time off and all this stuff.
And then all of December islike, oh, we have Christmas and
we have all this other stuff, sowe're just not going to do all
these things and the businessseems to be okay-ish.

(06:50):
Why?
Because in the third quarter ofthe year they were working,
they were marketing.
Because in the third quarter ofthe year they were working,
they were marketing.
And so what then happens isthey get away with it for the
most part in the fourth quarterof the year, and when they get
to the first quarter of the nextyear January, february, march
it's a famine.
I cannot tell you how manytimes I've seen this happen over
and over and over and over.

(07:13):
Okay, so we don't get to juststop marketing.
This is how we bring in newpeople into our world, and I'll
kind of give you, you know, likemore ideas around that in the
subsequent episodes, like whythis is so critical, right, okay
.
So that's the second thing thatmakes me you know because I'm
like you will know the impact ofwhat you're doing.
It may take you 90 days tofigure out, but it's going to be

(07:35):
a painful 90 days, okay, okay.
The third thing that makes mescared for people when they say
this is that marketing okay,marketing works on your current
clients and patients.
It reminds them you're here, itreminds them why they work with

(07:55):
you, it reminds them why you'reamazing and all of those stuff.
So you retain your currentpatients and clients by
marketing.
Okay.
Then marketing puts you infront of new people who are like
oh, I didn't even know aboutyou before and stuff like that.
I want to come work with you.
I think this person is amazing,all that stuff.
So it gives you new clients.
Right, your marketing makesyour new clients remember oh, my

(08:18):
goodness, this person I workwith, they're amazing.
And that's true.
Jane over here needs someonelike this.
I didn't even think to refer.
Let me refer them to Jane, soit triggers referrals for you.
Okay, now you have clients whoused to work with you and they
kind of fell off and maybe theywere busy or maybe, you know,
something happened.
Life, just you know, was lifein and all of that stuff, and

(08:39):
they intended to come back,right, but they haven't.
And then you're marketing andthen you show up.
They're like, oh yeah, that'strue, I meant to go back, and
then they go back.
So the thing is your, yourbusiness, needs you to market.
Like, even when stiffcompetition shows up, if you've
been marketing, it's kind oflike, yeah, your business gets

(09:02):
protected by your marketing,because if your radio's silent
and a harsh competitor comes on,that's the end, that's the end.
So what does marketing do foryou?
It makes your businesssustainable.
New people are finding you.
Current people continue to workwith you.
Old people are beingreactivated.
Current people are referringyou.

(09:23):
Right, competition comes in,but you have a dominant brand
and you've served people so muchand they know so much about
what you do that they, yeah,that's cool, right.
So when we don't market, we'regiving up the sustainability of
our business, the ability of ourbusinesses to withstand trials
and withstand trying times andwithstand like who knew there'd

(09:46):
be a pandemic, right, but in thepandemics it's kind of late to
start marketing, but you startedthat before so you can continue
to thrive, right.
And so if you want asustainable business.
One of the things you do is youmarket, you market right, and
so if you're thinking, oh youknow, we're busy, make sure your

(10:11):
business is busy not thatyou're busy right.
Or your thing may be like ohyou know, when we slow down,
then our market it lags.
So if you give up marketing andafter six months you pick it up
, it's not going to workimmediately, it's going to lag.
And so now you're going to gofrom six months to nine months
of pain and suffering before youcan recover Right, and and you

(10:33):
make your business like you putyour business at risk when you
don't market.
Ok.
So what do I want you to do?
I want you to decide thatmarketing is your job and
marketing is something yourbusiness requires, and marketing
is something it always requires.
I want you to look into thereason why your business seems
so busy or you seem so busy.
Are there 80% things I need toget off my plate?

(10:54):
Are there administrative thingsI need to get off my plate?
Is there a critical hire that Ineed?
Are my things not done in asystematic way?
So things that should take onehour are taking three hours?
Do that, rather than notmarketing or taking three hours.
Like, do that rather than notmarketing.
Okay, so I want you to pull outa notebook, pull out a document
on your, on your phone or onyour computer and just

(11:14):
brainstorm Like, why, what?
Like what really needs to give?
Is it the marketing which,hints, hints?
It never is the marketing right.
Do I need to give up on that ordo I need to look for a more
streamlined way to run mybusiness?
Do I need to bring on onecritical hire so that everything
is better?
Okay, all right, so do yourhomework and, as always, if you

(11:35):
need help with that, we're hereto support you.
Entremd, we are professionalsat helping you learn how to
manage your time, learn how tospend 80% of your time doing the
20% activities that actuallymove the needle.
We teach you how to buildprofitable teams and all of this
stuff.
This is stuff we're really goodat.
We've done it for years andyears and years, and so you can
book a call with my team ontrendycom forward slash call.

(11:56):
Find out how we can support you.
We have many ways of supportingphysicians across all kinds of
all stages of businesses, andwe're happy to, we're happy to
help you, okay, but this is thedeal.
I want you to visualize and Ilove visualization I want you to
visualize yourself as the kindof entrepreneur that runs a
business that is thriving.

(12:17):
You're hitting your revenuegoals, you show up as a brand
ambassador of your brand, you'remarketing.
You're doing all of thosethings and you're doing it
without the stress.
You're doing it without theburnout.
You're doing it without theburnout.
You're doing it and it'ssomething that you've built the
time to do.
You have delivered yourbusiness from being just busy
for nothing, but it's productive, it's profitable, it's growing,

(12:40):
it's thriving.
That's what you're doing, right, because you can have that and
you can market like a boss.
Okay, all right.
So rooting for you.
Share this episode with anotherdoc, because think of the
deception of the first example Igave you, thinking we're so
busy.
Meanwhile, our business is notcreating what we like.
The gross revenue is less thanwhat you would have had as a
salary, right, and there's somany physician owned businesses

(13:02):
that are doing that, and it's inall kinds of levels, right,
whether you're at six figures oryou're multiple seven figures.
This shows up in all kinds ofways.
So share this with a doc inyour life so that we can all
lead businesses that are notunnecessarily busy and we have
the time to do the thing, do themarketing so we can build
sustainable businesses.
All right, rooting for you.
See you on the next episode ofthe Ent Indie Podcast.
Advertise With Us

Popular Podcasts

Stuff You Should Know
Crime Junkie

Crime Junkie

Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies!

The Breakfast Club

The Breakfast Club

The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!

Music, radio and podcasts, all free. Listen online or download the iHeart App.

Connect

© 2025 iHeartMedia, Inc.