00:00 What's up, it's Graden with Fever Books, and two days ago I launched a new add-on service to all of our medical spot clients. 00:08 So, I had a call and this is for a membership system. So we launched a system where when someone signs up for our service, they can set up a complete monthly membership system for their Med Spa where they can sign people up with the really compelling offer and get them on automated payments using our 00:24 system. So this is the call that I launched just for our community, but I want to put it on YouTube to because there's really good nuggets in here about how to structure a monthly membership if you're a med spa, how to price it, you know, the different tiers to use, how to get people to sign up as well 00:39 . So, we went through a lot of those strategies and I thought it'd be really helpful for you. If you have a membership program, you want to launch one or you, you know, you have one just not very working very well and you want to revive it. 00:49 So yeah, enjoy. I hope you like this video. Good morning everyone. Happy Tuesday. Nice. We got a good turnout. I had a feeling this is going to be a good turnout. 00:58 I know a lot of our clients want to do membership programs, either want to start a membership program, or maybe that you have a membership program and it's not like doing super well and you kind of want to revive it. 01:12 So yeah, this is great. By the way, could you guys hear me okay? Just put a one on the chat and I feel like if my voice is good, I can turn it up or down if you want. 01:23 Okay, looks like Nick. Okay, perfect. You guys can hear me away, okay. So I'm going to share how to add $353,000, $259 to your clinic enterprise value in just 60 days with a $99 a month membership. 01:39 So this whole masterclass and this whole system that I created, it's actually based on my dad's clinic, my dad's clinic, court the skin care and he's actually on this call and I'll allow him to like whole probably chime in at some point in these calls in this call to tell me what this presentation here 01:58 . But basically he's had a membership program for quite a few years and recently we really really like put our step-to-foot on the gas with this program and got him some really really good results. 02:08 So what I've done and what I this is what I do a lot with my program we'll use what we're running in my dad's clinic and really perfect it there and then create a system that you can roll out to all of our clients. 02:17 So this is exactly what I'm going to share in this presentation today. So let's look at the benefits of a membership system, right? 02:24 Like why do you want a membership program? And you've probably heard this lot before. There's a lot of people talking about membership programs. 02:30 I know that repeat MD is a really popular app that a lot of people use and they talk about the benefits a lot as well. 02:36 And the first one is obviously recurring revenue, right? You want to be able to have of like the ideal situation is to have your overhead paid each month before even the thing in finger. 02:48 Like isn't that one bad to be nice because overheads so it can be so like, you know, crippling in a med spot and because the expenses are so high. 02:56 But if you have recurring revenue coming in every month, it just allows adds a lot more stability to your practice and it makes just running the whole practice a lot more smooth, a lot more stress free. 03:07 Second thing is higher patient loyalty of course. You also get better results for clients because they're going to stay for the long term, right? 03:13 If you get regular treatments over the long term, they're going to get better results. And then finally, you have increased enterprise value. 03:19 You can sell your practice for a lot more when you have recurring revenue coming in. That's why companies like software companies have such high multiples because they can show investors and buyers that they have recurring revenue coming in. 03:32 So when you can add recurring revenue to your business and that recurring revenue lasts a long time, you can add a lot to the enterprise value. 03:39 Here's a case study. So my dad, Peter, so MD, his, this is the screenshot of his stripe accounts from October. 03:47 So in October, he had 17,000 of monthly recurring revenue. So it's $17,000 of recurring revenue coming in from his membership program. 03:55 So that's not the impressive number. The impressive number I want to show you is the churn. And his subscriber churn rate is 2.27%. 04:04 So this is monthly churn. And what that means is every month, only 2.27% of people leave the membership they stop paying. 04:12 And this is like a crazy low number. This is the churn rate that you see in companies like Netflix. This is actually that. 04:19 I don't know if you know this, but Netflix, their churn rate is 2.3%, and so you like, it's almost like right on par with, yeah, it's pretty cool, right? 04:27 I checked and it's like 2.3% for Netflix. You have like the churn rate of one of the biggest subscription companies of all time, which is pretty cool. 04:36 Why do you want to know churn and why is this such an important number? Because if you know the monthly recurring revenue and churn, you can calculate the lifetime value. 04:44 And what lifetime value is, or it's also called LTV, it's essentially like the value of a subscription and perpetuity. So once you get a new member, how much is that member worth you over time on average? 04:56 And the way you calculate that is LTV is monthly recurring you never knew divided by churn. So LTV lifetime value is a total value of cash flows and perpetuity. 05:04 The monthly recurring revenue is just the monthly price times your number of members and your churn is the percentage of members that leave each month. 05:13 So to calculate the entire value of his membership base, we know that the monthly revenue right now in October was 17K. 05:20 We know the subscriber churn rate was 2.27. So the LTV is simply 17K divided by 2.7%. That's $756,000. So this seems like a pretty low number, but when you extrapolate it out, project it out into the future using this calculation, it's actually a lot more, right? 05:40 So this $17,000 a month, actually adding $756,000 to its practice value. Now, if you're gonna do a true enterprise value calculation, if any of you guys are familiar with the finance, you have to apply a discount rate, because cash now is not as valuable as cash in the future. 05:59 So you'd have to subtract some money from this. It would probably be closer to like $650 or $600,000 but it's still like amazing. 06:07 How you can add that much value to your practice just with like 17K a month coming in. And then you can look at the value of a single member. 06:16 So the value of a single member is $99, divided by 2.27 because that's his membership price. It's very simple, it's just $99 a month. 06:23 So 99 divided by 2.27 is $4,405, so it may seem small, but to sign up for someone for 99 bucks a month, but if your turn rate is 2.27, the value is much higher. 06:38 And this number, this is like the very key because this is going to give us the confidence to create a really powerful introductory offer to bring someone into the membership program. 06:48 So whenever we sign up someone for 99 bucks, we're adding 4,000, and $450,000 in future cash flows to practice. And this is with no six to 12 month minimum commitment. 07:00 So there's no commitment route. It's literally month to month. People sign up, they don't have to continue paying. And doesn't even take into account the increased revenue generated from that patient buying other treatments during repeated visits, right? 07:12 Because when someone comes in, they buy other things. So that number, the LTV, that clients can be much higher, but just based on the $99 subscription alone, the LTV's $4,500. 07:24 And I don't know if I mentioned. You can also calculate how long someone stays on average based on LTV. So if you know that the total value is $4,000, all you need to do is divide $4,405 by $99. 07:40 And we know that the average member is going to stay on for 44 months. The average client that comes on stays on for 44 months is it's absolutely crazy and that's actually very similar to Netflix the average Netflix subscriber stays on for about that time. 07:55 In the last 60 days we've added 81 subscribers to the membership, which is pretty crazy and I'm going to walk you through like the math of that and how we actually did it in the last 60 days we've added 81 new members. 08:11 So let's do the LTV calculations on that and we can determine that 81 new members times 99 is that we've added $8,000 in monthly recurring revenue, right? 08:20 Over the last 60 days, but when you do the LTV calculation, you divide that by the churn and it's actually $353,000. 08:30 So it's just crazy. In literally 60 days, you can add $350,000 of enterprise value, like lifetime value to your clinic. 08:39 And this is why building a membership in your practice is so powerful, right? You're building up that monthly revenue, but if monthly revenue sticky and people stay, the value of that is just like way higher than people think. 08:49 And so that's like what we really want to get across here is that if you can design a membership and get people to stay, you can really add a lot of value to your practice. 08:58 So, let's say it on like why memberships actually fail, right? Let's go here. So, there's three reasons why memberships usually fail. 09:07 First reasons are too complicated. There's too many tiers, and it's hard to understand. It's hard for staff to explain. So, I see this all the time. 09:14 People have membership programs with like four, five, six tiers. And if the staff can't explain it, if they get confused, that confusion is going to be passed on to clients, and they won't end up talking about the membership program. 09:26 And the key to selling a membership is making it easy to you don't want to have to talk about all the time If you have that burden of chatting of having to like if you can't easily explain it You're not gonna it's not you're not gonna share it amongst your practice Second reason is crappy intro offers 09:41 So there's not enough value and the biggest thing is too long of a commitment I see all these membership programs with a three to twelve-month commitment, right? 09:49 But that stops so many people from signing up personally. I don't want to sign up for I don't like contracts That's why people hate cell phone companies because the contracts. 09:57 That's why companies like Netflix and Spotify are so popular because you know Imagine if Netflix made you sound for 12 months. 10:02 They're they would get like a Fraction of the sales so all the top Membership companies it's month to month and the reason is look Netflix knows that someone's gonna stay on for 44 months Anyways on average, so why make them stay 12 months? 10:16 It's just pointless to do that and the same thing with my dad's clinic We know that someone's gonna stay 44 months So why on earth do we need to lock them into any sort of contract and Prevent all these people from signing up and then the third reason is the wrong structure. 10:30 So there's different ways to structure a membership My dad's done I like pretty much every that you've done a lot of different ones and the most recent insight that he had was that if you the beauty bank Ken work where someone submits say a hundred bucks a month They got a hundred and ten back and it 10:46 like builds up a credit in their account that can work But what can often happen is you build out this huge accounts Pable in your clinic. 10:53 Maybe you have someone who's been doing it for a couple years. They're just not coming in for treatment. And then you have this huge accounts Pable on your books. 10:59 You owe like, you know, like, you could only like hundreds of thousands of dollars in treatments to people. So for his membership, what I'm going to explain here, it's going to be a structure that doesn't, doesn't lead to that. 11:09 And it's what my dad actually prefers in his clinic now. So the three keys of a successful membership number one, keep it extremely simple. 11:17 Number two, insane offer to join. So it's that we call this, it's called a myth key. It stands for most incredible free gift ever, ever. 11:24 And you're basically creating this amazing sign up bonus when people sign up, makes selling very simple and easy. And then you focus on one core treatment that everyone needs. 11:32 So those are the three keys. Based on when my dad's figured out in his clinic, and I can explain how that works. 11:37 So it's actually based on this book called the Lynch pin. It's by Russell Brunson. He's like probably one of like the top internet marketers of all time and he invented this thing called the myth key, which is the most incredible free gift ever. 11:48 Well, this guy named Dan Kennedy actually invented it, but he is like making it a lot more popular and you'll all explain what it is in a second. 11:57 So, what is the actual offer? Let me check out the question in the chat for a sec. Yeah, too many, too much information. 12:04 Just least the client's not buying the membership. Yep, totally Christian, very common situation with a lot of clinics. It's just too complicated and people end up doing nothing. 12:15 So what's the offer? What's the offer in my dad's clinic? It's called the Fever Young program. It's $99. Each month, you will build $9.99 bucks and it accumulates to pay for your $400 BBL treatment every three months. 12:25 So he has broadband light and that is like the treatment that everyone in his clinic needs. It's usually $400. You pay 300 every month. 12:32 You come in every three months and get it for 300 bucks. So you save a hundred bucks or a 25% each time you come in for a BBL. 12:40 And when you sign up you get a free introductory micro laser peel and video vizio skin analysis which is a $400 value. 12:46 So you pay a hundred bucks, you instantly get $400 of value and then you get your discounted nano laser peel or a BBL. 12:54 And then you also get 10% off all other products and services that court the skin care and you can quit anytime there's no obligation ever to continue. 13:00 So it's very simple, right? That's a, there is the treatments and then the bonuses. So the components. The first component is the star treatment. 13:08 And that, for my dad's clinic, is the broadband light treatment BBL. It's similar to IPL. It's an incredible treatment that everyone should be getting on a regular basis. 13:17 So in your practice, I want you to think like, if you couldn't provide any other treatments, you can only do one thing specifically for the skin because we're focusing on the skin for this right now because I think that's the best place to start because everyone needs skincare. 13:32 The start treatment is just like something that everyone in your clinic should be getting. It should ideally be an energy-based advice, so there's not a lot of consumables, and that thing should be going all the time. 13:42 It should be a workhorse that's like never, it should always be treating people. Then you have your most incredible free gift ever, which is the it's the blatant bride to get someone to sign up for the membership. 13:53 And in my dad's case, they get a free $300 nano laser peel and a skin analysis. So in your clinic, we frame it in this offer like that you get the nano laser peel which takes off the layer of your skin and prepares it for the BBL which comes next so the light can penetrate deeper. 14:08 So there's a lot of it makes a lot of sense why we get this one free and it like ties into the old offer to the whole offer. 14:15 And then we also provide a skin analysis so when they come in you can also upsell them to other things to like injectables when they come in for their first appointment. 14:22 So the free gift, the idea is just to make, give someone as much value as possible for 99 bucks when they sign up. 14:29 Like if they pay 99 and they get 400 or 500 dollars of instant value, it's just such an easy sell and you'll get way more people signed up. 14:38 And since we know that that person's worth on average like 4500 dollars, we can easily afford this because we know that person's going to stay even without a contract. 14:47 And then the benefits, whatever you want your benefits to be in this case, it's very simple 10% off all treatments and then the terms are month to month cancel any time. 14:56 So it's very simple. That's pretty much all it is. So how do we actually get people to sign up for this? 15:03 Well, there's, there's, I believe there's four different components here. The first component is the opt-in page, so my dad has Can't think you meet yourself So the first component is the opt-in page This is where you send everyone so basically you say hey you want to get this free treatment go to this 15:24 page They're going to go to this page claim their spot and then they're going to put you put in a follow-up sequence After they go to the opt-in page they go to a sales page and the sales page explains like the whole entire membership program and I can like show you an example of the sales page in my 15:40 dad's clinic but basically explains like the whole offer in how it works. Then you have your order page so once they want to sign up they order and then the marketing strategy is very simple. 15:54 All you do is just send people to your sales page. Send them to your opted page so you can do this through a booster shot campaign. 16:01 You can reactivate your list. Hey do you want this free treatment? Click here to find out how you can send an email blast you can do in-off signage with the QR code So if you you have you can have us in-off in office table 10 And if the headline is find out how to get our best $300 value laser treatment 16:18 for free You don't need to have to like mention it because the headline is so captivating and people want to find out how that They're gonna ask you about it. 16:26 They're gonna like, oh, how do I get this thing for free, right? And then they scan the QR code They go to this thing and then it goes to the sales page and the sales page does all the selling for you You can use social media posts and you can rent ads to this as well It was very simple. 16:39 You have this one opt-in page and you just drive as many people to that page as possible and Then to manage your memberships It's all done through our software. 16:48 So let me open up our software and I'll open up my dad's account to show you What's actually going on inside the software to make this work? 16:58 Okay, so let's go to court the skin care. Okay, so let's first look at his membership funnel. So we go to the F every young program, and you can see that there's a sales page. 17:12 So this is a sales letter that my dad wrote. And basically we drive people to the sales page and it explains how it works, right? 17:21 So I'm just going to explain to you the general story and like the narrative and how we frame this whole program. 17:28 So it starts with a big headline, why am I giving away my best $300 laser treatment? Two reasons. Firstly, it's the ideal treatment and gives you instant skin improvement. 17:37 And secondly, I want to introduce you to an exciting program that my most successful patients have been using for years. 17:42 But let me explain. And then we go off to explain who he is. And the idea is that, you know, my dad, he's done virtually every treatment on the market. 17:50 He's a micro-needling, micro-neur abrasion, peels, PRP, vampire lifts. You name it, he's tried it. And he knows what works and what doesn't. 17:59 And he's invested so much time, and he discovered that of all these treatments, the very best ones brought in light. 18:05 So in your clinic, you don't have to have BBL, right? But most clinics that I talk to, they have that one treatment. 18:12 Not all treatments are created equal. Usually have like, if you have 10 treatments, probably five of them are just like sitting there not doing much, then you have one or two that or three that are really good and you're always using and that one treatment is the one that you want to talk about. 18:25 So for BBL, it does two amazing things. It gets instant improvement. So it fixes brown, discoloration and the skin in the immediate, like right away. 18:36 But then it has this incredible long-term effect. So with BBL, they've done studies and on a long-term effect, It changes the gene expression in the chromosomes and it actually like literally reverses the age of the skin and they definitely studies on this. 18:53 So they have a study where this lady, like 10 years, like this is her 2007 and 2014 she looks much younger here than she does here. 19:00 And there's just some really good like long term studies of BBL as well. So I believe IPO does this as well, but BBL is the only company that's actually done this whole study on it, which makes it very compelling. 19:14 So his big problem, he wants more people to experience the benefits of like the two effects, right, the short term or the long term effects. 19:22 Yet many people are just confused by all the hype in the media about the latest and greatest treatments, which brings you back to the reason for writing this letter, the forever young program. 19:33 So basically, it explains how it works for a very affordable monthly fee. Members of the program get a BBL treatment every three months. 19:41 This intervals perfect because it keeps the skin's color even and controlled and is ideal to activate the anti-aging effects. There's one more problem though that with the passage of time, dead skin cells build up on top of the skin. 19:54 And that's why the micro laser peel is the perfect treatment to have before the BBL. So this treatment removes some skin cells, doesn't have to be micro laser peel. 20:03 It could be a hydrophacial peel, any sort of like light ablative treatment that takes off the layer of the skin and prepares it for the BB out light to penetrate. 20:12 So this just like ties in perfectly because it makes so much sense why they're getting this first treatment and people can understand this as they read the letter, right? 20:21 And that's why you're giving this treatment at no charge. You get a free micro laser laser peel as a bonus. 20:27 So what you do is you join the program for a hundred dollars a month or for a hundred dollars When you join it you're going to come in to get a busiest skin analysis for you doesn't have to be a busiest You don't have to have a machine. 20:38 You're just going to do a skin analysis and this is also doubles as an opportunity To solve them other things like filler and Botox etc. 20:45 And then immediately after you'll get your micro laser peel And then you'll get scheduled for your first BBL treatment which will be a couple weeks later and then addition you get the 10% off. 20:54 So essentially, you're paying $300 for each $400 BBL, you're saving $100 each time. And then a quick summary, there's a risk-free guarantee and then a call to action to sign up. 21:06 So then people click on this link to sign up and it goes to the order form. That for you guys, I fixed this one up, I made it a bit, this one's pretty ugly to be honest, I think it could be. 21:19 Sorry, man, but it still works, right? It's still got like 86 members. So someone completes this form, they sign up, and then it's integrated with our software. 21:29 So if we go to payments, this is integrated with Stripe, which is a very intuitive payment system. It's used for like all, like I use it for my business, pretty much all like a ton of online businesses use it. 21:41 And you can see all the orders. You can see the orders here. These are all the orders that came in. 21:47 You know, we've just got one person that signed up yesterday, two on the 26. You can see all your subscriptions here. 21:52 So you can click on someone and go to, you know, if you subscription and see like all the previous, all the payments they've made and everything. 21:59 And then it's connected with this Stripe account too. So we can go to Stripe and see all his members. All right. 22:07 Let's get through some of the questions here. So yeah, the guys that's the presentation and let's let's start to get to questions if anyone has any. 22:15 So first question, what happens when the person, Christy, what happens when the person doesn't come in every three months or they can't stop the two months? 22:22 How do you deal with their investment? Dad, how would you do that? If the person cancels after two months and they're due to come in for a treatment, what do you do with that type of client? 22:33 A good question, but first of all, I haven't had anyone cancel yet, but the The first thing is that you should, when they come in for their first visit, okay, you have to sort of, before you do this, you have to kind of go through scenarios in your mind how you're going to sort of make it flow. 22:53 And the way we do it is, when somebody comes in, they come in for their micro laser peel, we take their busy picture then, and then wall and wall, and then we put numbing cream on them right after the pictures. 23:05 So the numbing cream takes about 15-20 minutes to take place for the treatment, then during that time my esthetician goes over the visia. 23:17 And we're not trying to make a big sale at that point. I think you want to make that clear. We're just trying to get them onto the right skincare product. 23:27 And then at the end of the visit what we're doing is we're booking them, we're scheduling their next treatment. So if it's in to get started right away then we could book it in two weeks or one week or whatever, whatever time you need. 23:43 But when they leave, they're leaving with their next appointment. So we're assuming that they're going to do their next appointment and they're going out with hopefully extra skin care. 23:53 So what what happens during the summer when they're really pan and you can't offer a treatment? I don't I think you can offer these treatments all year around. 24:02 And I used to think that we for years, part of the reason I put this program together is because I don't want next summer to be like I want next summer to be jam packed all summer because there's no reason why you can't offer treatments all summer. 24:16 I think that's, I think everyone thinks you can't, but if you look, most of these treatments were developed in in California, sunny states, Arizona, and they offer them all year around. 24:27 You just have to make sure you're not treating people that are really 10. like if they're super 10 then they shouldn't have them. 24:32 But if they're coming in regularly their skin is going to be good and you can you can modify your settings. 24:38 So this is a good time of year to launch it because like if you're doing this particular one because you've got a lot of sun damage from the summer and it's a good excuse to get started with with micro laser peel and or BBL. 24:51 Whatever you do like if you have a different laser you want to use or if you want to use IPL or whichever treatment you do, I think the goal is to get them coming in every month all year or every three months for me all year round. 25:04 Then what happens? Yeah. And what happens when, what happens when, yeah, like someone has a treatment coming up. There are two payments and they have $200 they paid and they canceled. 25:16 You just. Okay. So we'll get, you know, they're going to get a credit for that, but they're also going be losing when they when they exit the program, they no longer get 10% off. 25:26 So they're losing some benefits from that. And I think you have to sort of in your in your follow up after they join, you should reiterate what they get with that. 25:38 They get like they're getting better pricing on everything. And they're going to and the expectation is that they come in every three months and Then you've got to make sure that you've sort of got some proof that this treatment works. 25:52 And that's why I like this one so much, because I just know it works so well. We had a lady that we just, like our busy machine wasn't working very well during COVID, so we didn't fix it. 26:02 And we just fixed it recently. And we had someone that came in from, she came in from 2017, she had a vision done. 26:10 And then we did a picture of her two weeks ago. and she looks, she looks now five years younger than she looked six years ago. 26:20 So like I have a lot of belief in the treatments, so you should only do this with a treatment that you really think is fantastic. 26:27 So one that you pick one, like Grady said, pick the one that you use the most often and that appeals to the widest number of people. 26:37 And that's why skin care is a good way. It's good to have a skin treatment for your membership program because everyone needs good skin, right? 26:45 Not everyone's interested in in Botox and fillers, but everyone that's coming to I assume wants to have their skin looking great. 26:53 So that's so there's like you're going to get a lot more people in the program. And then out of that, what we're going to do, we're going to just keep improving the offer. 27:03 We're going to make we're going to add more things to the offer. So I'm I've talked to my injector and she we're going to add in a consultation injectables consultation. 27:15 And we're going to probably give them 10 units of talks with that. So you can make this as generous as you want. 27:21 If the more confidence you have in your ability to sell and put together programs for people, the more you can give away upfront because you know that you're going to get it back. 27:32 So that's that's my thinking on this. I just know that this is a great treatment. I don't think we'll have many people quit. 27:39 If they do quit, then they lose the benefits of that, which is fine. Not everyone wants to do that. But I think you make it you make it so compelling to join and make it, you know, a no brainer basically to stay in the program. 27:54 The next question here is, I want to get to these questions so I can we stay under time. So when people sign up, they get it, they get the, yes, so in and they get a three to four hundred dollar treatments as a, as an introductory then you said they get the BBL every three months. 28:08 So that, when do they, how long do you wait until you schedule the first BBL after they, do their first one? 28:15 If they, if they, like I said, if they're gone, hold it, they can, they can book it right away. They would just pay the difference when they come in. 28:21 They would pay the two hundred, say they book it next month and they would pay the extra 200 bucks. Okay, that makes sense. 28:27 Okay, another one that you're talking about skincare for sec and Aiman asks, how do you incorporate the skincare products into the membership? 28:36 Well, that's I don't incorporate them into the pricing like they're not paying for skincare. They they may down the road. 28:42 I may make it so that we have a combined laser and skincare care programs in $200 a month where they get. 28:50 I want to say nice and beauty. Good to see you. No, good to see you. Okay, so I'm not doing it right now. 29:00 It's not part of the program, but it is part of their consult when they come in. They can purchase the recommended skincare on that visit and we've had lots of people get started on new products from this. 29:14 We've done about. It looks like probably, we've probably done 75% of the people that have signed up and I would say most of them, I don't think that numbers, but most of them are either continuing with their product or they're getting started on our skin care, our basic skin care line. 29:32 Yeah, you could easily like build that more into the sales process. You could probably get like everyone, like eat some sort of bonus, do it as well. 29:40 I don't know, but I just think that there's a lot going on like that first visit, the way we're doing it, and it may not be the best way to do it, but they're having a treatment, they're having a skin analysis, and they're getting booked for the next appointment. 29:56 And then we're going to, like I'm going to offer all the people right to act, everyone that's joined this program, I'm going to send a load of letter and say, look, we've added an extra bonus to this. 30:07 That's available immediately, and you want to do this, just sign up, and you can come in for your injectables consult. 30:17 So that's coming down the road. I'll let everyone know how that goes, but I think it'll go really well. Next question is, Jess asks, from Aloe, how can it be done with IPL? 30:29 And for a laser field, do Erbium, so like an Erbium laser peel, and then IPL? That's perfect. That's exactly what we're doing. 30:39 My micro laser peel, I mean, you call it a nano, I call it a chain, I renamed it a micro laser peel. 30:45 It's the same treatment. It's just micro laser peel just implies that you can vary it more like a nano is just a four micron peel, but a micro laser peel could go anywhere from four microns to, you know, 50 microns a pass. 30:58 So, but it's an herbium laser. So we start off of the Irbium laser and then BBL is our sort of maintenance treatment which is it's a type of IPL. 31:09 So you could substitute your Irbium, your light Irbium to start with and then with IPL. You could change the names around, but I think that's a good combination. 31:19 Just for the reasons that like the sales lighter that I wrote there, it makes a lot of sense to people and the other thing I want to let you know is that it's really nice to have a sales letter doing all the work for you. 31:33 Like we just have, we're just answering questions for people. We're not, we're not explaining it and getting it all wrong to start with. 31:40 Once you've got it on a piece of paper, either that people can read in your office, or they can take home a handout, they can, they can, they can scan a QR code to read it. 31:50 But there's so many ways you can, you can get that information to you. So you don't have to actually do all the explaining right off the bat. 31:59 Right now, we have it so that everyone, and the other thing is when you have one offer, then everyone in the office knows the offer, right? 32:06 So they can, everyone's on the same page. But when you have three different programs, everyone explains it wrong. Like there's so many, so much more places where people can make mistakes. 32:18 So I like to keep it really simple. I kind of excited about BBL because we've just upgraded our machine to a BBL hero, which allows you to do much faster treatments and body areas. 32:34 So one of the natural upgrades that's going to be easy for my esthetician to do is to offer parts of the body, legs, arms, hands, decalatae. 32:45 All these things can be added. So they actually don't take very much more time and the amount you can charge for is pretty good. 32:53 So say somebody comes in for they're having a BBL on their face and neck, which we do everyone then, you know, to add the Decla Tay would be an extra couple hundred dollars or if they want to do their, they want to do their arms, two or three hundred dollars more for that, depending on your pricing. 33:10 I still haven't worked that out yet, but it can be done quickly, right? So that's why this is such, this is a nice treatment because it extends to other parts the body. 33:16 So it's really not hard for the, for, to sell that. Okay. Yeah. Jess said, or Ailo, Aida said, hide your facial plus an urbium. 33:28 I don't know, like, would you want to do too, if you're going to combine two things, like they're both ablated, right? 33:33 So would you do want to do that the same day? Or is it kind of depend? I feel like some people say yes, some people say no, like depending on how aggressive they are. 33:40 Well, the way we combine things and we're just starting this is I'm, I'm combining things like halo with BBL. Like say somebody wants to have an ablative like a fractional treatment, then you can combine halo or pro-fractional or whatever you have or fractal. 33:59 You can do that with IPL. You can do them together and you get a sort of a synergistic effect from that. 34:05 But combining two different, like I'm just not familiar with using a hydrophacial and an erbeum laser at the same time. 34:13 The other thing is you want to make it so that like a hydrophacial has a fairly high overhead to do you want to make it so your treatment that you're offering for free It has a high perceived value by the patient but a low cost for you. 34:26 So for us micro laser peel the cost is there is no consumable Takes 15 or 20 minutes to do it and it's got a high perceived value. 34:35 It gives amazing results But it's it's a wow treatment to start with right but it doesn't cost you a lot So hydrophacial is probably like, I don't know what it costs to do a hydrophacial, but more expensive though. 34:47 And more than ADA. ADA. Like, yeah, you said another option. Oh, she says another option is your, your IBL key can do every month for three months for best results. 34:56 So like that also ties into a data, right? Like, if someone comes in for a membership program, like you can bring new clients in with the free offer, but then during the consultation, if they want really fast results, you can sell them a package of three IPLs over the next three months and then do the 35:12 membership after that as well because that's how you that's how you can get upfront revenue for this as well. So you can do both. 35:16 Yeah, like there's lots of ways to do this. I'm just trying to keep it simple from my point of view of my aesthetician right now. 35:25 We're just trying to get people back because most of these people are existing patients already. But say somebody comes in and they I have a lot of people that are coming in just for a consult right and they've got a lot of photo damage. 35:36 So I don't even talk about this membership program to them. I'm talking when they're just coming in, I would be talking more about just getting three treatments to start with, we charge 1200 for that and we give and we give a skincare with that. 35:49 So that's that's a nice package that we've been starting people on for years, and that's a great way to get a really good result. 35:57 And once they finish that, then you could put them into the into this program, into our maintenance program. But if you read that book, the Lynch pin, the idea is that he starts Russell Brunson starts, his goal is to get everyone into the membership right off the bat. 36:16 And that's where I'm going. I'd rather have people start off in the membership. And then they can learn about your treatments as they're coming in. 36:25 Like they don't have to do everything all at once. There's just many ways to do this, but that's what he, In that book, that's the the commonality or the the most important thing that he's learned over the last what 10 years of running click funnels is that you should make the basis of your business 36:45 your membership program. So that's where I'm going. I'm hoping to have like 400 or 500 members by by the summer next year. 36:53 And that just gives your business so much stability and makes it much stronger than if you're constantly doing different promotions. 37:04 Elon says, okay, so the body sculpting is a few weeks out. Do you say it's not a good fit for this type of offer? 37:09 Honestly, I don't know. I've never created a body sculpting membership program. So I can't guarantee, you know, it's going to work. 37:17 I don't, I personally wouldn't think it would work as well as skin care because like everyone is interested in that. 37:22 How I would structure the body sculpting offer though is the exact same way. So I would have, you want to create your star treatment which can be either one body sculpting treatment or like a combination of body sculpting treatments, like a combination of things together. 37:37 And then you want to have a blatant bribe when someone signs up so you sign up for how much ever much it is, you get all these body sculpting bonuses, but then you also get the membership. 37:48 So the thing you need to figure out what I haven't figured out yet is what's the narrative, and what is the story that you're telling to get people wanting to get excited about super long term benefits of body sculpting, right? 38:00 So you have to frame it as more like a maintenance. They're coming in on a regular basis to maintain their results. 38:08 I guess it'd be pretty similar skin care. Like the sales lighter would just have to be, you know, created to do that. 38:14 But I believe it would be a similar structure. We just have to structure the sales lighter differently. Honestly, I think I think skincare and laser treatments or or skin treatments is the best way to go because everything everyone wants that. 38:31 Everyone wants to have better skin. Not everyone wants to have body sculpting done. But if you don't offer their art, we do have some clients that just do body stuff. 38:40 Okay. In that case, then you can make that work. But yeah, I'm sorry, I didn't I didn't I didn't realize that. 38:49 But if you have if you have both, you have a you have a bigger bigger market. And then people will filter themselves out as they come in as they find out all the the other things that you do, then they can sort of be send into different directions. 39:02 Ada, another question. Any thoughts on online courses or another option for passive income? Yep, so the program software we use actually, you can actually create online courses directly in our software, which is pretty cool. 39:15 And my dad's done that in his clinic. We've created some like, he's got like a seven day skincare bootcamp that he's created as well. 39:23 But, you know, that is like a pretty advanced move. most people, you're pretty advanced. The stuff, you can absolutely add, you can add an online course as the value add. 39:35 You can add it to your most incredible free gift ever, right? You're Mifke. You're Mifke. Like, you want to f*** your Mifke whenever, how you pronounce it. 39:42 You want to stack it up as much as possible. And online courses are great because the fulfillment cost is literally zero. 39:48 So you can create an online course, attach it to your bonus. Here's how to get, you know seven better skin in seven days or whatever and then you can assign a $50 value, $100 value and attach it to your program. 40:00 The only thing about online courses they're very commoditized so you can usually find the information elsewhere so to make it valuable it has to be information that's like very maybe even specific to your clinic that can't be easily found online maybe it's specific to your area but yeah online courses 40:15 they're becoming more and more commoditized so if you're going to provide like an info product in addition you want to make it something that people can't really find on the internet. 40:27 You could also partner with other businesses too. Dad, we'd probably do this. You can partner with your local yoga studio, your local, all these businesses that have the clients you want and they want your clients, you can negotiate to get a free week of yoga classes or whatever to attach that to your 40:43 membership offer too. You can just keep on stacking. There's lots of ways to do it, but I really think that adding value, if you're gonna do a course, I put together a little boot camp, skin boot camp during the COVID because I had a lot of free time and it was videos, it's videos with me talking. 41:03 So if you're going to do a course and online course, it'd be good to have a personality from your clinic doing it. 41:10 So when people, that ties them in, so when somebody comes in, they've already met that person. So if you had an esthetician, that was particularly good at, you know, teaching, then they can put together a little course and they could get that before they come in. 41:25 So when they come in for their visit, then they've already seen this person. So it's like, like, it's just one less barrier to them starting doing more stuff with you. 41:34 Yeah, and the course could be like instructions on how to get the best benefits like how to how to apply your skincare in the evening to get the most of your BBL and like it ties into getting the value out of the membership too. 41:48 Thanks for that for coming on and yeah, I hope everyone has a great Tuesday. Talk to you soon. Thank you. 41:53 Thanks guys. Bye bye.