Selling Outcomes Beats Selling Activity Every Time

0:00I sell healthcare listing services for doctors and I work I guess I I work with PI attorneys, personal injury attorneys, and so I'm what I'm trying to figure out like I'm trying to fig- figure out my bottlenecks in the business. I think one of the biggest ones is that a lot of >> with personal injury attorneys. So my clients, my paying clients, are physicians like healthcare providers.

0:24>> Okay. Okay. And then the reason why they hire us is because we're trying to get leads from personal injury lawyers. Uh-huh. Um for like car accidents, slip and falls, >> slips and falls and they need to get repaired, they go to the repair man. Yeah, kind of. Except that I don't repair them. Yeah, biological repair man. Got it. Okay. So my the hardest thing is trying to figure out how the PI lawyers are sending referrals to the doctors.

0:51And a lot of the physicians that I work with only want to know how many referrals they're getting versus, you know, like trying to brand them and doing like, you know, the full spiel of marketing. Yeah. They just want to know, "Hey, how many leads am I getting?" Or how many, you know, referrals are am I going to get? A lot of these referrals are worth a lot of money. It's not like >> Yeah. All right, so that's where I'm at. I don't know like we're expanding into um Arizona and Texas and I'm planning on hiring somebody there uh in each state.

1:20>> Is this a is this a problem to solve or is this just like overhead? This is a problem to solve. Okay. >> So I'm what I'm trying to figure Is it limiting your ability to grow? Yes. Why? Because a lot of the physicians expect a certain amount of leads per month. Okay. And so it's it's obviously it's hard because accidents don't just happen in the same city, right? Over and over.

1:45What if driverless cars come? And then it's like no accidents happen. Like now what are we going to do, right? Okay. Okay. Um Okay, so let me just let me pause you real quick. So I think so part of this is probably how it's being framed to the physicians, right? So one is you could just reframe it based on revenue, like basically revenue volume. Mhm. So it'd be like, "Cool, we're going to usually send you around $20,000 worth of revenue volume. Sometimes it's going to be from two or three cases, sometimes it's going to be from, you know, five or six. It'll depend. Obviously we can't make sure that everyone's going to be paralyzed.

2:15I'm sorry. Uh ha ha ha ha >> Right? But I think if you just reframe instead of lead count to revenue volume, which is also what you care about anyways, like leads translate to revenue. Um and if you're saying that there's some variability there, I think the the lead number will no longer matter nearly as much based on how you're just framing it. Mhm. And in terms of the whole branding and all the other stuff, um I think that's a different business. And so I either you would start that as an an additional service that you charge separately for based on its own value proposition or my preferred method, don't do that and just continue to do the main thing that's working. Got it.

2:50Cool. So if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. It's where my team spends two days with you to identify the thing that's holding your business back. And so if that sounds interesting, click book a call and if you're a fit, we'd love to potentially see you out here in Vegas.