Aug. 11, 2025
Boost Your Cash-Pay Practice Profit with This Winning Pricing Strategy
Send us a text 👉 Ready for the next step? Book a call: https://program.www.entremd.com/call The number one reason for pain and suffering in cash-based private practices is bad pricing. I see it all the time… Doctors charging prices that either don’t cover their costs or leave them overwhelmed and underpaid. If this sounds familiar, you’re not alone. But here’s the good news: you can fix it. In this episode, I’m showing you exactly how to set your pricing right so you can build a practic...
👉 Ready for the next step? Book a call: https://program.www.entremd.com/callÂ
The number one reason for pain and suffering in cash-based private practices is bad pricing.
I see it all the time… Doctors charging prices that either don’t cover their costs or leave them overwhelmed and underpaid. If this sounds familiar, you’re not alone. But here’s the good news: you can fix it. In this episode, I’m showing you exactly how to set your pricing right so you can build a practice that’s profitable, sustainable, and enjoyable.
I’ll walk you through the simple math behind pricing and the key principles you need to consider when choosing your price point. From understanding the relationship between your pricing, patient load, and revenue to knowing the three key choices you have when your numbers aren’t adding up, this episode is packed with actionable tips to help you make informed decisions.
Tune in!
—
Key Takeaways:Â
- 00:00 IntroÂ
- 01:40 The overarching principles of pricingÂ
- 03:37 Million-dollar mathÂ
- 04:30 Examples of pricing strategies
- 08:23 Three options if you don’t like your potential revenueÂ
- 10:26 Lean into the value that your offer
- 14:09 High ticket vs. low ticket modelÂ
- 18:25 Your homework
- 22:33 OutroÂ
—
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 ...
00:00 - Million-Dollar Math for Entrepreneurs
05:27 - Pricing Principles: The Three Numbers
10:19 - Solving the Revenue Equation
14:56 - High-Ticket vs. Low-Ticket Business Models
19:30 - Build a Practice You Love
23:49 - Do Your Math and Win
WEBVTT
00:00:00.080 --> 00:00:03.891
Many people tell you oh, in pediatrics you can't build a seven-figure practice, blah, blah, blah, blah.
00:00:03.891 --> 00:00:04.801
No, you can't.
00:00:04.801 --> 00:00:08.371
Last year we did about 1.7 million and it's a low-ticket model.
00:00:08.371 --> 00:00:09.884
You have to understand this.
00:00:09.884 --> 00:00:11.006
Business is math.
00:00:11.006 --> 00:00:12.631
Business is an economic sport.
00:00:12.631 --> 00:00:26.443
Hi docs, welcome to the EntreMD podcast, where it's all about helping amazing physicians just like you embrace entrepreneurship so you can have the freedom to live life and practice medicine on your terms.
00:00:26.443 --> 00:00:28.269
I'm your host, dr Imna.
00:00:33.061 --> 00:00:40.688
The number one reason for pain and suffering in cash-based private practices, which I have studied for over six years now, is bad pricing.
00:00:40.688 --> 00:00:51.643
Okay, and the way this typically works is people either think about a price they feel good about, they feel like this is what people can pay, or they pick a price that they see other people charging.
00:00:51.643 --> 00:00:56.662
They just pull off a price off the internet and they're so unhappy with the results that they get.
00:00:56.662 --> 00:01:04.295
And so today, what I'm going to do is I am going to show you how to pick the pricing for your own cashless practice, and this is a pricing that will make sure thatbased practice.
00:01:04.295 --> 00:01:06.442
And this is a pricing that will make sure that you're profitable.
00:01:06.442 --> 00:01:13.081
This is a pricing that will make sure that you enjoy the work you do, you have the time off you want, you're serving the number of people you want to have, like you are.
00:01:13.081 --> 00:01:16.575
You have a practice by design, okay, not by default.
00:01:16.575 --> 00:01:22.450
And so recently in the Entremet Business School, one of the students she has a private practice that's going to start a cash-based practice.
00:01:22.450 --> 00:01:29.115
That's going to start a cash-based practice that's going to start off in a few months here and she says you know, dr Una, I'm so confused I don't know what to do with my pricing.
00:01:29.115 --> 00:01:39.000
I stopped to walk her through this concept and I figured I would share it with you, because this comes up so much and if you get this, you're going to enjoy your practice so much more.
00:01:39.000 --> 00:01:39.340
Okay, all right.
00:01:39.400 --> 00:01:40.960
So I want to give you a few principles here, and these are important.
00:01:40.960 --> 00:01:42.742
All right, so I want to give you a few principles here.
00:01:42.742 --> 00:01:45.483
These are important, these are overarching principles.
00:01:45.483 --> 00:01:46.984
The first is there's no right or wrong.
00:01:46.984 --> 00:01:52.046
You know, sometimes people are like if you charge, you know, higher, then you're bad, if you charge lower, then you're good.
00:01:52.046 --> 00:01:53.548
There's no right or wrong.
00:01:53.548 --> 00:02:07.316
I mean, it just is right Because you want to build a business, and no matter what type of business you, it is a win for your patients or win for your clients, and it is a win for you.
00:02:07.316 --> 00:02:17.081
It needs to be a two-way street, right and so there is no right or wrong and I'll walk you through that.
00:02:17.102 --> 00:02:21.597
The second overarching principle is when you choose your pricing, you also have to choose the consequences of your pricing.
00:02:21.597 --> 00:02:23.260
You don't get to pick and choose.
00:02:23.260 --> 00:02:38.847
By choosing the pricing, you choose the consequence okay, and, for instance, if you look at a very broad way of looking at it and I've talked about this a lot on the OnTrimmed podcast there's an episode I did that is the business math, right, and the math needs to math.
00:02:38.847 --> 00:02:45.649
So, for instance, if you choose a higher price, then you also have the luxury of having fewer patients.
00:02:45.649 --> 00:02:51.800
If you choose a lower price, then you have to have the number of patients you need to get to where you need to get to right.
00:02:51.800 --> 00:02:54.771
Like you don't get to choose, you don't get to choose both.
00:02:54.771 --> 00:02:59.185
Okay, you can choose the pricing and you choose the consequences, right.
00:02:59.185 --> 00:03:03.963
If you choose a higher pricing, then you also choose the consequences of getting good at selling.
00:03:03.963 --> 00:03:09.413
Like you're not going to get away with not doing that, okay, all right, and then you know.
00:03:09.454 --> 00:03:10.724
The other principle is.
00:03:10.724 --> 00:03:16.387
You know and I alluded to this a little bit is that the prevailing prices are wonderful, but they have to work for you.
00:03:16.387 --> 00:03:20.860
Okay, we work too hard to not have businesses that we love.
00:03:20.860 --> 00:03:25.729
Okay, we did the whole pre-med thing and we did the high school thing so we could get a good pre-med program.
00:03:25.729 --> 00:03:29.663
We did pre-med, we did med school, we did residency, some of you did fellowship.
00:03:29.663 --> 00:03:34.221
You did all of these things not to get to a place where then you build a practice that you hate.
00:03:34.221 --> 00:03:37.465
You want to have a practice that you love, okay, all right.
00:03:37.465 --> 00:03:40.889
So let's look at what I call million-dollar math.
00:03:40.889 --> 00:03:43.674
Okay, this is million dollar math for entrepreneurs.
00:03:43.674 --> 00:03:47.364
Okay, I want you to think of it this way X plus Y is equal to Z.
00:03:47.364 --> 00:03:50.471
Okay, now, x plus Y is equal to Z.
00:03:50.730 --> 00:03:52.139
Let's take some things here.
00:03:52.139 --> 00:03:57.832
So X could be you know how much, you know what's your monthly membership costs, okay.
00:03:57.832 --> 00:04:02.326
So you know $60, $100, $150, $200, $500, whatever.
00:04:02.326 --> 00:04:03.188
It is okay.
00:04:03.188 --> 00:04:09.150
And then that's X, and then Y is your panel size, okay.
00:04:09.150 --> 00:04:16.706
So you may say I wanna have 300 is a number I hear a lot in the DPC world, right, like so you say you wanna have 300 people, you wanna have 200, you wanna have 500.
00:04:16.706 --> 00:04:20.165
I've seen people that spend 800, okay, so you want to have that.
00:04:20.165 --> 00:04:22.903
And then Z is your revenue, okay.
00:04:22.903 --> 00:04:23.684
So X is your revenue.
00:04:23.684 --> 00:04:23.783
Okay.
00:04:23.783 --> 00:04:26.648
So X is your membership, your monthly membership, whatever that price is.
00:04:26.648 --> 00:04:30.894
Y is your panel size, z is your revenue.
00:04:31.233 --> 00:04:32.435
So let me give you a few examples.
00:04:32.435 --> 00:04:38.341
Okay, I took some time to do a few examples here.
00:04:38.341 --> 00:04:41.605
So let's say you're like you know, what I want to charge is $60 a month, okay, and I want to have 300 people.
00:04:41.605 --> 00:04:42.906
For these examples I'll just use 300 people.
00:04:42.906 --> 00:04:43.627
I want to have 300 people.
00:04:43.627 --> 00:04:45.490
You know that's the panel size I want and that's it.
00:04:45.490 --> 00:04:48.754
That comes to $18,000 a month.
00:04:48.754 --> 00:04:50.375
Okay, that's what it comes to.
00:04:50.375 --> 00:04:52.682
And let me give you what it comes to per year.
00:04:52.682 --> 00:04:57.733
I'm really good at math, but yeah, okay, so $216,000 a year.
00:04:58.060 --> 00:05:11.122
So if we go back to you getting to choose, you can choose the panel size and the revenue and then you have to reverse engineer to get how much your pricing is, or you can charge the price you want to charge and have the panel size.
00:05:11.122 --> 00:05:15.500
I have to be okay with the revenue that comes out on the other side, but you cannot choose all three numbers.
00:05:15.500 --> 00:05:22.430
So let's say you're not $60 a month, maybe you're $100 a month okay, and $100 a month 300 people.
00:05:22.430 --> 00:05:26.821
That comes to to 30,000 a month or $360,000 a year Okay.
00:05:27.122 --> 00:05:32.064
Again, if you wanted to change a number, you get two numbers to play around with, but you don't get to play with all three.
00:05:32.064 --> 00:05:38.242
If you choose $150 a month, it comes to 45,000 a month or 540,000 a year.
00:05:38.242 --> 00:05:44.627
Or you choose 300 a month, it comes to 90,000 per month or a million a year, up to $90,000 per month, or a million a year, or a million and $80,000.
00:05:44.627 --> 00:05:52.497
Okay, so you see how, like right now, I did this math playing only with the pricing, but you can play with the panel size.
00:05:52.497 --> 00:05:58.360
You may say, no, I want to keep my pricing the same but I don't like the revenue.
00:05:58.360 --> 00:06:00.262
So I want to increase my panel size, okay, or I'm fine with the revenue.
00:06:00.262 --> 00:06:06.824
Some people even said I'm fine with the revenue because I really want to charge a little and I'll do five locum shifts a month to make up the difference.
00:06:06.824 --> 00:06:11.468
Whatever, the point here is, you don't get to choose all three numbers.
00:06:11.507 --> 00:06:17.711
So this is what I think is a complete disaster when you think about cash-based practices.
00:06:17.711 --> 00:06:19.052
I've heard people tell me.
00:06:19.052 --> 00:06:19.692
This is doctors.
00:06:19.692 --> 00:06:23.834
We're nice, we love people, we want to help people, we want to make a difference in the world, so this is what we do.
00:06:23.834 --> 00:06:31.021
So this doctor says I want people to have access to care and so I'm going to charge a little bit.
00:06:31.021 --> 00:06:34.112
I'm going to charge, you know, $60.
00:06:34.112 --> 00:06:35.617
That's what I'm going to charge.
00:06:35.617 --> 00:06:44.009
And then I believe people deserve all the time that they want to, you know, like all the time with their doctor that they deserve.
00:06:44.009 --> 00:06:46.934
So I don't even want to have 300 people, I want to have 200 people.
00:06:46.934 --> 00:06:48.615
That's about how much I want to do.
00:06:48.615 --> 00:06:49.161
Now.
00:06:49.161 --> 00:06:52.709
This comes to less than $200,000 a year before overhead.
00:06:52.709 --> 00:07:01.661
And the person is also I want to be financially free, I want to take X number of days off, I want to have this much in the bank and all that stuff.
00:07:01.701 --> 00:07:03.584
I'm like you can't choose all three numbers.
00:07:03.584 --> 00:07:10.382
You can only choose two numbers, which is a great deal if you think about it, because you have two numbers, two out of three.
00:07:10.382 --> 00:07:13.471
That's fair right, but you can't choose all three.
00:07:13.471 --> 00:07:20.141
And so if you look at the revenue and this is a number most doctors will not think about They'll think about how much they're charged.
00:07:20.141 --> 00:07:21.625
They think about how many people they want to have.
00:07:21.625 --> 00:07:23.870
They'll think about the kind of service they want to offer.
00:07:23.870 --> 00:07:27.286
They'll think of extra services to add on, and all they're not thinking about the revenue.
00:07:27.286 --> 00:07:29.026
Business is an economic sport.
00:07:29.026 --> 00:07:30.887
You have to have all three numbers, okay.
00:07:30.887 --> 00:07:33.028
Okay, so you put all three numbers.
00:07:33.028 --> 00:07:37.526
This is how much I want to charge, this is what my panel size would be and this is how much I'm bringing in.
00:07:45.379 --> 00:07:46.865
Many times when I have, it's math, right, it's math, and there's nothing wrong.
00:07:46.865 --> 00:07:48.271
If you're like I only want to bring in $50,000.
00:07:48.271 --> 00:07:53.819
That's fine, as long as you're choosing to do that, not that you accidentally at the end of the year, you're like how come I have $50,000?
00:07:53.819 --> 00:07:57.949
Or you feel like they're so hard, I could work and I could make more.
00:07:57.949 --> 00:08:07.944
I'm like no, with this equation, this is your cap, this is it right?
00:08:07.944 --> 00:08:10.752
So if you do the math and you're like okay, I'm doing 60 a year, I have a panel size of 300.
00:08:10.752 --> 00:08:14.923
I'm bringing in $216,000 a year and I don't like the number, okay, and this is important, make sure you do your math.
00:08:14.923 --> 00:08:20.343
If you don't like the revenue number before overhead, because we're not talking profit, this is overhead.
00:08:20.343 --> 00:08:22.627
Okay, this is revenue overall.
00:08:23.509 --> 00:08:26.735
If you don't like the number, you have three options.
00:08:26.735 --> 00:08:30.187
Okay, these are the three options and this is just the way it is.
00:08:30.187 --> 00:08:30.769
Okay.
00:08:30.769 --> 00:08:34.567
What do you need to do if you don't like your revenue number, your potential revenue?
00:08:34.567 --> 00:08:36.179
Number one you could charge more.
00:08:36.179 --> 00:08:38.725
Okay, you could charge more.
00:08:38.725 --> 00:08:40.950
That's one way you can change your revenue number.
00:08:40.950 --> 00:08:44.481
Number two you can have a bigger panel size.
00:08:45.344 --> 00:08:47.307
Okay, so maybe you're not doing 300.
00:08:47.307 --> 00:08:49.208
Maybe you're doing 350 or doing 400.
00:08:49.208 --> 00:08:50.671
Again, there's no right or wrong.
00:08:50.671 --> 00:08:51.852
I'm not telling you what to do.
00:08:51.852 --> 00:08:53.394
I'm showing you how to think of it.
00:08:53.394 --> 00:08:56.761
Think of this as informed consent.
00:08:56.761 --> 00:09:00.150
Right, we're giving you all the details you need so you can make an informed decision.
00:09:00.150 --> 00:09:02.562
Okay, so you can see something on the internet.
00:09:02.562 --> 00:09:03.643
You can see something on the internet.
00:09:03.643 --> 00:09:08.168
You can see something somebody else is charging, you can see whatever, but you know how to make an informed decision.
00:09:08.509 --> 00:09:10.471
Okay, so, number one you can charge more.
00:09:10.471 --> 00:09:18.683
Number two you can say no, I don't want to charge more, I want to see more patients, and you can go ahead and see more patients.
00:09:18.683 --> 00:09:24.379
Right, you can say okay, I want my panels to be 400, or I want my panel to be whatever that is.
00:09:24.379 --> 00:09:32.770
These are literally your options as far as you're talking about making money from the business model you're in.
00:09:32.770 --> 00:09:33.792
These are the options.
00:09:33.792 --> 00:09:34.792
That's it.
00:09:34.792 --> 00:09:37.354
So, number one charge more.
00:09:37.354 --> 00:09:39.775
Number two increase your panel size.
00:09:39.895 --> 00:09:44.919
Number three if you're like I don't want to do that, don't want to do that, then find a way to be okay with the number.
00:09:44.919 --> 00:09:48.543
Find a way to be okay with $216,000.
00:09:48.543 --> 00:09:52.129
To be okay with $216,000.
00:09:52.129 --> 00:09:55.621
Find a way to go like maybe I'll make some cuts here, I'll make some cuts there, maybe I'm going to take a locum shift, whatever, I'm cool either way.
00:09:55.621 --> 00:09:56.364
You want to do it.
00:09:56.364 --> 00:10:02.755
But just understand you cannot choose the panel size, the price and the revenue.
00:10:02.755 --> 00:10:03.977
You can't.
00:10:03.977 --> 00:10:12.777
Once you choose the pricing and you choose the panel size, it will choose the revenue for you and you have to be okay with that number or you have to play with the numbers.
00:10:12.777 --> 00:10:14.499
The math has to math, okay.
00:10:14.499 --> 00:10:18.534
So this is the way I want you to think about it from today.
00:10:18.534 --> 00:10:22.245
I want you to be able to make informed decisions.
00:10:22.245 --> 00:10:26.735
I want you to be able to build a practice that you love, okay.
00:10:27.255 --> 00:10:33.006
Now somebody may say well, I don't, you know, I don't want to charge more, I don't think I could charge more.
00:10:33.006 --> 00:10:34.431
I'm not confident charging more.
00:10:34.431 --> 00:10:44.828
That is a skill, the skill of leaning into the value that you offer, because you're like, oh well, it's just one hour visits, nobody pays for one hour visits.
00:10:44.828 --> 00:10:46.833
People don't pay for one hour visits.
00:10:46.833 --> 00:10:54.345
People pay for results, right, and that results could be whatever happens with their symptoms, depending on the type of medicine that you practice.
00:10:54.345 --> 00:10:57.674
The results could be that they have access to care.
00:10:57.674 --> 00:11:02.235
The results could be that you know they can get in next day.
00:11:02.235 --> 00:11:04.071
They have the same doctor.
00:11:04.071 --> 00:11:07.755
You have to find out what it is that is valuable to your people.
00:11:07.755 --> 00:11:13.410
So, whatever that is, you have to find what that is and lean into it and understand that people pay for it.
00:11:13.851 --> 00:11:18.052
Now am I telling you, you know, go charge the most because you're a greedy doctor?
00:11:18.052 --> 00:11:21.926
No, but we live in an economic world and sometimes you might want to play with stuff.
00:11:21.926 --> 00:11:25.388
I mean, there are doctors who charge $100,000 a year.
00:11:25.388 --> 00:11:28.328
There are doctors who charge $200,000 a year.
00:11:28.328 --> 00:11:31.591
There are health coaches who charge $75,000 a year.
00:11:31.591 --> 00:11:34.013
Am I telling you to go charge those amounts?
00:11:34.013 --> 00:11:43.538
No, I'm just trying to help you understand that you thinking people won't pay whatever that $750 for the initial visit, right?
00:11:43.538 --> 00:11:53.868
And so I just want you to think in those terms.
00:11:53.868 --> 00:11:59.349
I want you to think in those terms, and so if you're thinking about that, then you want to learn that skill.
00:11:59.549 --> 00:12:02.336
Okay, I have a podcast episode that is called Ethical Pricing.
00:12:02.336 --> 00:12:03.408
You want to watch that?
00:12:03.408 --> 00:12:04.350
You want to check that out?
00:12:04.350 --> 00:12:05.033
Listen to it.
00:12:05.033 --> 00:12:07.947
I have another one where I talk about falling in love with your offer.
00:12:07.947 --> 00:12:14.779
So you fall in love with the results that your business creates, right, and which makes it easier to charge, and all of that stuff.
00:12:15.345 --> 00:12:37.089
If you say, no, that's not what I want to do, I want to have more, I want to have a bigger panel size Then the question then becomes how can I give them top-notch, wonderful care leveraging a team or leveraging automation or leveraging, you know, like those kind of things so that I can see more people, but in about the same amount of time and with the same amount of effort, right?
00:12:37.089 --> 00:12:49.254
And so if you're deciding that's the way I want to go, then that becomes the skill that you need to learn, and so, yes, you can do what needs to be done so that you can build a practice that is profitable.
00:12:49.254 --> 00:12:59.432
I cannot tell you how many doctors I find are comfortable running businesses that are not profitable, and I'm not talking like they're ramping up or they came on a bad month.
00:12:59.432 --> 00:13:01.182
I'm talking like this is the whole model.
00:13:01.182 --> 00:13:03.249
The model is designed not to work.
00:13:03.249 --> 00:13:06.115
I want to invite you to be the architect of your business.
00:13:06.275 --> 00:13:12.927
And what architects do is they take something that is an idea and they map it all out on paper.
00:13:12.927 --> 00:13:15.134
They don't start building and say, oh, where are we going?
00:13:15.134 --> 00:13:15.716
And stuff like that.
00:13:15.716 --> 00:13:16.446
They don't do that.
00:13:16.446 --> 00:13:22.249
They map it out all on paper and when they worked out everything, they worked out the dimensions, they worked out everything.
00:13:22.249 --> 00:13:25.446
Then they come back and then actually build the building.
00:13:25.765 --> 00:13:33.491
I want you to build your business that way, because if you do that, then you will understand it doesn't matter how hard I work, this is never going to create money.
00:13:33.491 --> 00:13:37.432
It doesn't matter how hard I work, this is never going to create financial freedom.
00:13:37.432 --> 00:13:41.033
Right, and you have to decide if you want to do that or not.
00:13:41.033 --> 00:13:42.777
Okay, you have to decide.
00:13:42.777 --> 00:13:47.076
So don't forget X plus Y is equal to Z and you only get to pick two numbers.
00:13:47.076 --> 00:13:56.022
Okay, if you do the math and you don't like the revenue you end up with, you can change your price, you can change your panel size, or you can get okay with the revenue.
00:13:56.022 --> 00:14:01.722
Okay, and I hope you don't get okay with a kind of revenue that doesn't serve you.
00:14:01.722 --> 00:14:03.789
Right, like again your business.
00:14:03.789 --> 00:14:05.375
You want to create a win-win situation.
00:14:05.375 --> 00:14:08.951
You want it to be a win for you and you want it to be a win for your patients.
00:14:09.591 --> 00:14:19.197
Now let me just talk a little bit about this whole high ticket, low ticket type of model, because I have, you know, I run five companies and I can use two as an example.
00:14:19.197 --> 00:14:24.164
I have what I would consider a low ticket business, which is my private practice, which is my first business.
00:14:24.164 --> 00:14:25.629
Now, my private practice is a.
00:14:25.629 --> 00:14:36.350
There are a number of things about it, so one is that it's insurance-based, it's lower ticket, if you will.
00:14:36.350 --> 00:14:43.668
It is also pediatrics, right, and you know pediatrics is one of the lowest paying specialties and it is also about 50 to 60% Medicaid and I left it that way because I want them to have access to good care.
00:14:43.668 --> 00:14:48.336
So you can see that I intentionally chose a low ticket model.
00:14:48.336 --> 00:14:50.559
I intentionally chose a low ticket model.
00:14:50.559 --> 00:14:53.344
Okay, I chose a low ticket model.
00:14:55.325 --> 00:15:07.254
Now I also want to be able to create the revenue that lends itself to profitability, right, where my practice is profitable, I can pay my team, I can pay myself, there's a profit for the business, I can fund my financial freedom and all of those things.
00:15:07.254 --> 00:15:08.567
So you see, I've picked two things.
00:15:08.567 --> 00:15:10.668
I've picked X and I've picked Z.
00:15:10.668 --> 00:15:16.143
Okay, ok, so I picked the pricing right low ticket and I picked revenue.
00:15:16.143 --> 00:15:19.440
So what that means is I don't get to pick panel size.
00:15:19.440 --> 00:15:26.952
If I have a low ticket and I want to make good revenue, it means I need to be high volume, and that is it Right.
00:15:26.952 --> 00:15:33.240
So madness would be for me to say, oh, I want Medicaid, I want insurance, I want all of that, and I want them to have a one hour visit.
00:15:33.240 --> 00:15:35.173
This is not an equation that works.
00:15:35.173 --> 00:15:36.836
The math is not mathing.
00:15:37.136 --> 00:15:56.186
Okay, what that meant was my core skill became the capacity, the ability to build a system, a healthcare system that allows me to handle high volumes but still give them a great experience, because it is a requirement for my model, a requirement, right, okay.
00:15:56.186 --> 00:15:59.956
And so that's when we call our door to door.
00:15:59.956 --> 00:16:02.264
We call that whole journey the assembly line.
00:16:02.264 --> 00:16:12.876
And we call it the assembly line not because there's no human connection, but because I want people thinking in terms of engineering, efficiency and all of those things, and so we study that.
00:16:12.876 --> 00:16:15.822
We study that assembly line and all of those things, and so we studied that assembly line.
00:16:15.822 --> 00:16:17.506
We studied where the breakdown is.
00:16:19.590 --> 00:16:22.475
I studied how to leverage team to give people a wow experience even though I'm not with them.
00:16:22.475 --> 00:16:33.955
You know, like for an hour, I became really good at you know, quickly identifying what is the main reason why this person is here, so I can solve the actual issue, and all of those things.
00:16:33.955 --> 00:16:35.456
And I got really good at it.
00:16:35.456 --> 00:16:41.518
I could have a day I see 25, 30 patients and all of them are like oh my goodness, dr Una is the best right.
00:16:41.518 --> 00:16:42.875
It's not accidental.
00:16:42.875 --> 00:16:47.635
I was very clear that, because of what I'm trying to build, this is what is required.
00:16:47.635 --> 00:16:49.756
Okay, so that's my low ticket business.
00:16:50.311 --> 00:16:56.942
On the other hand, I have Entremdi, and the Entremdy business school, for instance, is a $30,000 product.
00:16:56.942 --> 00:16:59.317
It's not low ticket, it's high ticket right.
00:16:59.317 --> 00:17:03.320
In that case, what becomes the master skill?
00:17:03.320 --> 00:17:04.442
I need to learn right.
00:17:04.442 --> 00:17:06.134
So pricing became something you know.
00:17:06.134 --> 00:17:07.539
Pricing I had to learn that.
00:17:07.539 --> 00:17:09.797
Selling I had to learn that right.
00:17:09.797 --> 00:17:19.319
Being able to create the value that people pay $30,000 for right that became a master skill that I had to learn.
00:17:19.319 --> 00:17:24.617
So selling became this big master skill, creating massive results became.
00:00:00.080 --> 00:00:03.891
00:00:03.891 --> 00:00:04.801
00:00:04.801 --> 00:00:08.371
00:00:08.371 --> 00:00:09.884
00:00:09.884 --> 00:00:11.006
00:00:11.006 --> 00:00:12.631
00:00:12.631 --> 00:00:26.443
00:00:26.443 --> 00:00:28.269
00:00:33.061 --> 00:00:40.688
00:00:40.688 --> 00:00:51.643
00:00:51.643 --> 00:00:56.662
00:00:56.662 --> 00:01:04.295
00:01:04.295 --> 00:01:06.442
00:01:06.442 --> 00:01:13.081
00:01:13.081 --> 00:01:16.575
00:01:16.575 --> 00:01:22.450
00:01:22.450 --> 00:01:29.115
00:01:29.115 --> 00:01:39.000
00:01:39.000 --> 00:01:39.340
00:01:39.400 --> 00:01:40.960
00:01:40.960 --> 00:01:42.742
00:01:42.742 --> 00:01:45.483
00:01:45.483 --> 00:01:46.984
00:01:46.984 --> 00:01:52.046
00:01:52.046 --> 00:01:53.548
00:01:53.548 --> 00:02:07.316
00:02:07.316 --> 00:02:17.081
00:02:17.102 --> 00:02:21.597
00:02:21.597 --> 00:02:23.260
00:02:23.260 --> 00:02:38.847
00:02:38.847 --> 00:02:45.649
00:02:45.649 --> 00:02:51.800
00:02:51.800 --> 00:02:54.771
00:02:54.771 --> 00:02:59.185
00:02:59.185 --> 00:03:03.963
00:03:03.963 --> 00:03:09.413
00:03:09.454 --> 00:03:10.724
00:03:10.724 --> 00:03:16.387
00:03:16.387 --> 00:03:20.860
00:03:20.860 --> 00:03:25.729
00:03:25.729 --> 00:03:29.663
00:03:29.663 --> 00:03:34.221
00:03:34.221 --> 00:03:37.465
00:03:37.465 --> 00:03:40.889
00:03:40.889 --> 00:03:43.674
00:03:43.674 --> 00:03:47.364
00:03:47.364 --> 00:03:50.471
00:03:50.730 --> 00:03:52.139
00:03:52.139 --> 00:03:57.832
00:03:57.832 --> 00:04:02.326
00:04:02.326 --> 00:04:03.188
00:04:03.188 --> 00:04:09.150
00:04:09.150 --> 00:04:16.706
00:04:16.706 --> 00:04:20.165
00:04:20.165 --> 00:04:22.903
00:04:22.903 --> 00:04:23.684
00:04:23.684 --> 00:04:23.783
00:04:23.783 --> 00:04:26.648
00:04:26.648 --> 00:04:30.894
00:04:31.233 --> 00:04:32.435
00:04:32.435 --> 00:04:38.341
00:04:38.341 --> 00:04:41.605
00:04:41.605 --> 00:04:42.906
00:04:42.906 --> 00:04:43.627
00:04:43.627 --> 00:04:45.490
00:04:45.490 --> 00:04:48.754
00:04:48.754 --> 00:04:50.375
00:04:50.375 --> 00:04:52.682
00:04:52.682 --> 00:04:57.733
00:04:58.060 --> 00:05:11.122
00:05:11.122 --> 00:05:15.500
00:05:15.500 --> 00:05:22.430
00:05:22.430 --> 00:05:26.821
00:05:27.122 --> 00:05:32.064
00:05:32.064 --> 00:05:38.242
00:05:38.242 --> 00:05:44.627
00:05:44.627 --> 00:05:52.497
00:05:52.497 --> 00:05:58.360
00:05:58.360 --> 00:06:00.262
00:06:00.262 --> 00:06:06.824
00:06:06.824 --> 00:06:11.468
00:06:11.507 --> 00:06:17.711
00:06:17.711 --> 00:06:19.052
00:06:19.052 --> 00:06:19.692
00:06:19.692 --> 00:06:23.834
00:06:23.834 --> 00:06:31.021
00:06:31.021 --> 00:06:34.112
00:06:34.112 --> 00:06:35.617
00:06:35.617 --> 00:06:44.009
00:06:44.009 --> 00:06:46.934
00:06:46.934 --> 00:06:48.615
00:06:48.615 --> 00:06:49.161
00:06:49.161 --> 00:06:52.709
00:06:52.709 --> 00:07:01.661
00:07:01.701 --> 00:07:03.584
00:07:03.584 --> 00:07:10.382
00:07:10.382 --> 00:07:13.471
00:07:13.471 --> 00:07:20.141
00:07:20.141 --> 00:07:21.625
00:07:21.625 --> 00:07:23.870
00:07:23.870 --> 00:07:27.286
00:07:27.286 --> 00:07:29.026
00:07:29.026 --> 00:07:30.887
00:07:30.887 --> 00:07:33.028
00:07:33.028 --> 00:07:37.526
00:07:45.379 --> 00:07:46.865
00:07:46.865 --> 00:07:48.271
00:07:48.271 --> 00:07:53.819
00:07:53.819 --> 00:07:57.949
00:07:57.949 --> 00:08:07.944
00:08:07.944 --> 00:08:10.752
00:08:10.752 --> 00:08:14.923
00:08:14.923 --> 00:08:20.343
00:08:20.343 --> 00:08:22.627
00:08:23.509 --> 00:08:26.735
00:08:26.735 --> 00:08:30.187
00:08:30.187 --> 00:08:30.769
00:08:30.769 --> 00:08:34.567
00:08:34.567 --> 00:08:36.179
00:08:36.179 --> 00:08:38.725
00:08:38.725 --> 00:08:40.950
00:08:40.950 --> 00:08:44.481
00:08:45.344 --> 00:08:47.307
00:08:47.307 --> 00:08:49.208
00:08:49.208 --> 00:08:50.671
00:08:50.671 --> 00:08:51.852
00:08:51.852 --> 00:08:53.394
00:08:53.394 --> 00:08:56.761
00:08:56.761 --> 00:09:00.150
00:09:00.150 --> 00:09:02.562
00:09:02.562 --> 00:09:03.643
00:09:03.643 --> 00:09:08.168
00:09:08.509 --> 00:09:10.471
00:09:10.471 --> 00:09:18.683
00:09:18.683 --> 00:09:24.379
00:09:24.379 --> 00:09:32.770
00:09:32.770 --> 00:09:33.792
00:09:33.792 --> 00:09:34.792
00:09:34.792 --> 00:09:37.354
00:09:37.354 --> 00:09:39.775
00:09:39.895 --> 00:09:44.919
00:09:44.919 --> 00:09:48.543
00:09:48.543 --> 00:09:52.129
00:09:52.129 --> 00:09:55.621
00:09:55.621 --> 00:09:56.364
00:09:56.364 --> 00:10:02.755
00:10:02.755 --> 00:10:03.977
00:10:03.977 --> 00:10:12.777
00:10:12.777 --> 00:10:14.499
00:10:14.499 --> 00:10:18.534
00:10:18.534 --> 00:10:22.245
00:10:22.245 --> 00:10:26.735
00:10:27.255 --> 00:10:33.006
00:10:33.006 --> 00:10:34.431
00:10:34.431 --> 00:10:44.828
00:10:44.828 --> 00:10:46.833
00:10:46.833 --> 00:10:54.345
00:10:54.345 --> 00:10:57.674
00:10:57.674 --> 00:11:02.235
00:11:02.235 --> 00:11:04.071
00:11:04.071 --> 00:11:07.755
00:11:07.755 --> 00:11:13.410
00:11:13.851 --> 00:11:18.052
00:11:18.052 --> 00:11:21.926
00:11:21.926 --> 00:11:25.388
00:11:25.388 --> 00:11:28.328
00:11:28.328 --> 00:11:31.591
00:11:31.591 --> 00:11:34.013
00:11:34.013 --> 00:11:43.538
00:11:43.538 --> 00:11:53.868
00:11:53.868 --> 00:11:59.349
00:11:59.549 --> 00:12:02.336
00:12:02.336 --> 00:12:03.408
00:12:03.408 --> 00:12:04.350
00:12:04.350 --> 00:12:05.033
00:12:05.033 --> 00:12:07.947
00:12:07.947 --> 00:12:14.779
00:12:15.345 --> 00:12:37.089
00:12:37.089 --> 00:12:49.254
00:12:49.254 --> 00:12:59.432
00:12:59.432 --> 00:13:01.182
00:13:01.182 --> 00:13:03.249
00:13:03.249 --> 00:13:06.115
00:13:06.275 --> 00:13:12.927
00:13:12.927 --> 00:13:15.134
00:13:15.134 --> 00:13:15.716
00:13:15.716 --> 00:13:16.446
00:13:16.446 --> 00:13:22.249
00:13:22.249 --> 00:13:25.446
00:13:25.765 --> 00:13:33.491
00:13:33.491 --> 00:13:37.432
00:13:37.432 --> 00:13:41.033
00:13:41.033 --> 00:13:42.777
00:13:42.777 --> 00:13:47.076
00:13:47.076 --> 00:13:56.022
00:13:56.022 --> 00:14:01.722
00:14:01.722 --> 00:14:03.789
00:14:03.789 --> 00:14:05.375
00:14:05.375 --> 00:14:08.951
00:14:09.591 --> 00:14:19.197
00:14:19.197 --> 00:14:24.164
00:14:24.164 --> 00:14:25.629
00:14:25.629 --> 00:14:36.350
00:14:36.350 --> 00:14:43.668
00:14:43.668 --> 00:14:48.336
00:14:48.336 --> 00:14:50.559
00:14:50.559 --> 00:14:53.344
00:14:55.325 --> 00:15:07.254
00:15:07.254 --> 00:15:08.567
00:15:08.567 --> 00:15:10.668
00:15:10.668 --> 00:15:16.143
00:15:16.143 --> 00:15:19.440
00:15:19.440 --> 00:15:26.952
00:15:26.952 --> 00:15:33.240
00:15:33.240 --> 00:15:35.173
00:15:35.173 --> 00:15:36.836
00:15:37.136 --> 00:15:56.186
00:15:56.186 --> 00:15:59.956
00:15:59.956 --> 00:16:02.264
00:16:02.264 --> 00:16:12.876
00:16:12.876 --> 00:16:15.822
00:16:15.822 --> 00:16:17.506
00:16:19.590 --> 00:16:22.475
00:16:22.475 --> 00:16:33.955
00:16:33.955 --> 00:16:35.456
00:16:35.456 --> 00:16:41.518
00:16:41.518 --> 00:16:42.875
00:16:42.875 --> 00:16:47.635
00:16:47.635 --> 00:16:49.756
00:16:50.311 --> 00:16:56.942
00:16:56.942 --> 00:16:59.317
00:16:59.317 --> 00:17:03.320
00:17:03.320 --> 00:17:04.442
00:17:04.442 --> 00:17:06.134
00:17:06.134 --> 00:17:07.539
00:17:07.539 --> 00:17:09.797
00:17:09.797 --> 00:17:19.319
00:17:19.319 --> 00:17:24.617