Greg :
Solutions based offer allows you to get back your time. It allows you to work less. It allows you to double your profits without seeing an additional patient. Just by changing the way that you deliver the value that you're delivering to your clients and presenting it in a different way it welcome to the Secrets for Success podcast. I'm your host, Greg Tod. Thank you for joining me. You know what I realized? I've never done an episode on solution based offers. I don't think I've ever talked about this in the podcast.
Greg :
So today, that's what we are going to do in 2023. I think one of like every single year I try to create something new, or I try to take something that I have been thinking about and really try to push it to the marketplace. Now, you guys have known me as the online guy for many, many years. Whether it's telehealth or it's doing courses and doing this and doing that, helping people with building their practices. It was about three years ago that I talked to one of my clients and I said, why don't you just get people to pay you for results instead of paying you for sessions? And that client did it and I started doing it in a few. I mean, that's how I get paid as a consultant. I get paid for result, right? People pay me a good amount of money, but they know that they're going to get a certain result. When I do any private consulting or I'm selling results, if we're doing a course or we're doing a mastermind this, that.
Greg :
So I was like, man, you know what? I want to really start to hone in on how we can get people to stop trading time for money as cash practice owners and give people alternatives as insurance based. I have insurance based clinics. I'm not a big part of the clinics anymore, but I'm still owner of it. And in my insurance based clinics, we have memberships. We've done a few different offers based off of result. And I'm like, you know what? I really want to push this thing. So I've been doing solution based offers in 2023 and they have blown up. And in 2024, I think this is going to be the year that we truly help cash based practices really leverage themselves by getting them to do solutions based offers.
Greg :
We have helped people make probably, I think we've probably cleared probably a million dollars of just solutions based offers in 2023. And I'm hoping that this year it's going to be something like 10 million through all your different businesses. Now here's the beautiful thing about a solutions based offer. A solutions based offer allows you to get back your time. It allows you to work less. It allows you to double your profits without seeing an additional patient, just by changing the way that you deliver the value that you're delivering to your clients and presenting it in a different way. And so I want to talk about solutions based offers. It's where you're getting paid for a result and an outcome, instead of just getting paid for per sessions with your client base.
Greg :
So that's what a solution based offer is. And you get rewarded by actually doing good work, which is totally different than how we do it in all of other healthcare, right? We don't get rewarded for that. We get rewarded by seeing people over and over and over and over and over again. There's no incentive for us to get people better faster. And that's not good for you because it's taking up more of your time and it's not good for the patient because it's taking up more of their time and we're not being efficient and effective. So if you think about it, a lot of insurance plans, a lot of insurance, they're set up like that. They're like, look, it's case rate. You can see the person as long as you want, but we only paying you this.
Greg :
Or you can see them as long as you want in an actual treatment session, but we're paying this flat rate, so why not use it to our advantage? So the way that I have it set up is I have it into three different categories. I'm not going to go through all them right now, but it's picking the right type of client. Picking a client that would fall into a solutions based offer and they fall into multiple tiers. That's the first thing finding out what is the worst case scenario for your clients, where are they at and what you feel very confident that you could help them with, depending on how long you're seeing them. And we split them up into multiple tiers, tier one, tier two, tier three.
Greg :
Okay.
Greg :
And each tier is a longer duration of time. Anything that's over a certain amount of time, six months. We don't put into a solutions based offer because we want to make sure that we feel confident that we can get someone a result in a specific period of time. That's the only way they qualify for a solutions base. The majority of practices that I have been implementing this with, I would say probably 75% of their clients are qualified for solutions based some it's nearly 100%. And then there are some people where they're more like neurologically based and not as many of their clients qualify for it. So we put them into a membership. We've had clients make an additional 300, 400, $500,000 in their business, having no solutions base in place in 2023, and just adding a membership right now, I'm thinking of a client, I think nearly, she had a $400,000 increase this year just by adding memberships.
Greg :
So it's pretty phenomenal. So that's the first part of it. The first part of it is identifying the right client for solutions based, which tier they should be put in, and if they don't qualify for solutions based, what we can do with regards to a membership. So that's step number one. Step number two is creation. It's creating the solutions based offer. And there's a way that I do it. I won't get into the formula right now, but the formula allows you to get a 50% increase in your per visit rate by selling people on this quote unquote, package, this solutions based package, and basically getting them to be able to agree that when we hit this result, then we are done with rendered services.
Greg :
Okay?
Greg :
And so it gets you a 50% increase in your pay. And the reason why we're able to justify that is because we offer them more things besides just treatment with you. So that could be other offerings online, it could be extra guidance, it could be extra accountability, it could be extra products, services. And there's kind of a way and a system that I do that.
Greg :
Okay?
Greg :
So that is the creation. So the first part is a client, second part is a creation, and the third part is a communication. Now, I've been reading this book, think and grow rich, and I'm sure you've heard of it from Napoleon Hill. And something that they said in the book is really so true when it comes to so much of this stuff that we do, and that is presentation is everything. A man or a woman who presents well gets paid double to triple the amount, as someone that doesn't.
Greg :
Right?
Greg :
And so if you really think about it, the greatest comedians, the greatest actors, the greatest actresses, they're great at presenting, the greatest speakers, they're great at presenting. And you as a healthcare provider should be great at presenting. And the way that we do that is I help people create a customized pyramid model for their client base so their client base understands where they are at and where they want to get to. And what that has done is that's created a clinical system for our clients, and we present that to people before we present them on a solutions based offer. And because of that, people have been able to increase their profits by more than 50% across the board for those that have implemented. Actually, I'll tell you this as I'm doing this episode. We are a few days into the new year, and I've had one client tell me that in his satellite clinic, he made $33,000 for the entire 2023. In the first few days of 2024, he's already made $22,000 in days.
Greg :
What took him a year has taken him days by just putting in the memberships of the solutions based offer method. I've had another client that has made over $27,000 in the first eight days of 2024 by just implementing solutions based offers. Can you imagine that their average months were $25,000 a month, and they've done that in the first eight days, more than $25,000. So anyways, I think it's absolutely amazing. Solution based offers. And I don't know when you're listening to this podcast, but we are running a solutions based offer workshop. I want to help a lot of people put this into play in their practices. So we're going to be doing a workshop, and we're doing this upcoming Saturday.
Greg :
It's January something. I don't even know what it is, but you'll see all the information below. And if you're interested in signing up for that, just do us a favor. You can actually text us at 813-534-6453 Texas SBO workshop, and we'll get you all the details to it. So I hope you guys enjoyed this episode. Listen, you got to figure out how to leverage yourself going into 2024. How do you get more out of everything that you're doing? That's the only way you're going to be able to buy back your life. Not just your time, but your life, because we are all ticking.
Greg :
And so I want you all to be able to do that. And I think a solution based offer is a great way to do that. All right, see you on the next episode.
Greg :
Let's get. That was easy.
