Treat Your Business

130 How MBST is Changing Lives: The Future of Non-Invasive Healthcare Revealed

• Katie Bell / Liz & Charles Clare • Season 1 • Episode 130

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🎙️ Welcome to the Treat Your Business Podcast!

I’m so excited about this week’s episode because I’m introducing our fabulous headline sponsors, MBST UK! They’ve been with us for a few months now, and without sponsors like them, we wouldn’t be able to make the incredible impact we are striving for in this industry.

This episode is an opportunity to say thank you to them and to learn about a movement happening in the UK right now. MBST UK is pioneering change and offering innovative solutions to clinic owners who want to invest in technology but might feel held back by fear, marketing strategies or simply not knowing where to start.

✨ Episode Summary
In this relaxed and informative episode, I sit down with Liz and Charles Clare, the dynamic brother and sister duo behind MBST UK. They share their journey, from their mother’s groundbreaking introduction of MBST to the UK in 2007 to their current mission of empowering healthcare professionals.

We dive into what MBST is, how it works at the cellular level to stimulate repair and regeneration, and why it’s not just about investing in a machine but creating a comprehensive program of care for patients. Liz and Charles also talk about the importance of trust, team buy-in and how MBST is transforming clinics across the UK.

đź’ˇ Key Takeaways

  • MBST uses magnetic resonance to stimulate the body’s repair mechanisms. It’s non-invasive, pain-free and works at the cellular level to regenerate tissue.
  • Trust and team involvement are crucial for the success of MBST in any clinic. Everyone, from front-of-house staff to clinicians, needs to understand and believe in its benefits.
  • Investing in technology like MBST can elevate your clinic, optimise client results and increase profitability. The key is having a clear strategy and plan in place.
  • MBST isn’t just a machine, it’s part of a movement that’s changing healthcare. Liz and Charles share inspiring stories of how it’s helping patients and clinics thrive.

đź“š Resources & Links

🙌 Join the Movement
If this episode has sparked your interest, I urge you to start the conversation. Reach out to Liz and Charles, do your research and explore how MBST could transform your clinic. Together, we can elevate this industry and create better outcomes for our patients.

Treat Your Business podcast is proudly sponsored by MBST, the groundbreaking technology revolutionising recovery and rehabilitation. Offering a non-invasive, drug-free solution for musculoskeletal conditions and nerve injuries, MBST works at a cellular level to stimulate regeneration. Expand your services and deliver long-term patient improvements without increasing your workload.

Learn more at mbstmedical.co.uk. 

[00:00:00] Katie Bell: I'm excited about this episode this week because I'm introducing our fabulous headline sponsors that have been with us now for a few months, and without sponsors like. The company that you are going to meet. We struggle to make the impact that we need to make on this industry. It's a real opportunity to say thank you to them, but also to allow them to talk about a bit of a movement that's going on in the UK right now and how we can [00:00:30] be some of the pioneers or the first people to be on board with this movement and this change.

[00:00:34] Katie Bell: Considering investing in technology equipment, a device within your clinic and maybe being held back by the fear of the investment or the marketing strategy, or just feeling overwhelmed about where to start, then I think you'll really enjoy this very relaxed episode. And learning a little bit more about MBST and the things that are happening in the UK this year.

[00:00:57] Katie Bell: [00:01:00] Welcome to the Treat Your Business Podcast with Katie Bell. I'm Katie, and this is the place where clinic owners like you learn the strategies, tools, and mindset shifts needed to transform your clinic into a thriving business. One that gives you more time, more money, and more freedom. Born from a passion to challenge the idea that average is normal.

[00:01:20] Katie Bell: We empower clinic owners to create extraordinary businesses, incomes, and lives through our world class coaching programs. We help you step out of overwhelm [00:01:30] and into confidence, turning your clinic into a business that fuels your lifestyle, not drain it, it. So are you ready? Let's dive in. I'm delighted to tell you this episode of The Treat Your Business podcast is proudly brought to you by New, the leading practice management software designed to streamline operations and empower every Allied Health clinic.

[00:01:51] Katie Bell: Their platform seamlessly handles every aspect of your clinic. From scheduling and clinical note taking to invoicing and reporting, their [00:02:00] innovative solution will help streamline your clinic and free up your valuable time, allowing you to focus on delivering better patient care and growing your business.

[00:02:10] Katie Bell: So if you are tired of juggling multiple systems and wasting precious hours on administrative tasks, then experience the innovation of CLE and discover how it can improve the efficiency and profitability of your practice. Visit cle.com today to learn more about how their automated features and user [00:02:30] friendly interface can revolutionize the way you manage your practice.

[00:02:34] Katie Bell: Unlock the full potential of your clinic with new the practice management software that puts you in control of your time. Now, let's get back to business.

[00:02:47] Katie Bell: Hello, both of you. Welcome to the Treat Your Business podcast.

[00:02:50] Liz Clare: Thank you for having us.

[00:02:51] Charles Clare: Thank you.

[00:02:52] Katie Bell: Welcome, great to see you both. Thank you for being here and for giving up your very valuable time to come and talk to our listeners. Now. I'm super [00:03:00] excited about this episode because you are our. Brand new headline sponsors in Thrive. And Liz, I know you came to one of our live days a few weeks ago, think we're completely blown away and overwhelmed by it 

[00:03:13] Liz Clare: in so many different ways. I just thought the energy in that room was incredible. I wish I could have stayed the whole day when when I'm at the next one I'm going to be there all day.

[00:03:22] Liz Clare: 'cause I think I could learn a lot as well. Yeah. But no, it really was incredible. Everybody I met was super lovely and it's great. There's already [00:03:30] some members of our team were there, it was quite nice coincidence actually seeing them

[00:03:33] Katie Bell: yeah.

[00:03:34] Liz Clare: Yeah. What a great thing you are doing. 

[00:03:36] Katie Bell: Oh, thank you.

[00:03:37] Katie Bell: And I'm so pleased that you're part of this journey because we can't do what we do without people like you trusting us. And really I think we're all here to support this industry and make us bigger and better and empower us to do, braver things and really stand out amongst, all the other kind of health industries out there.

[00:03:54] Katie Bell: First of all, thank you from me to you . So introduce who you are [00:04:00] and tell everybody where you're from, and then I'm going to ask you how you explain this to people in simple terms. Excellent. 

[00:04:08] Liz Clare: So I'm Liz Claire, managing director of MBST uk. 

[00:04:12] Charles Clare: I'm Charles Clare, also managing director of MBST uk.

[00:04:15] Liz Clare: So we're actually a brother and sister team, and how we came to be managing directors of MBS to uk was actually a seed was planted by our mother physiotherapist, who was the first healthcare professional in the UK to use [00:04:30] MBST back in 2007. Wow. Yeah and she was like many of healthcare professionals, you have this mindset of I wanna be able to do more for my patients at the time.

[00:04:42] Liz Clare: She just, everyone seems to be going off a new hips, new knees, what more can I do? So she went to an osteoarthritis conference. This machine in the background having a cup of tea and she said. This actually is answering my questions. So, you know, Mother, she's a wonderful healthcare [00:05:00] professional.

[00:05:00] Liz Clare: I wouldn't necessarily say a business woman, but she was like, if this can help, this is a game changer. Yeah. And now what for, say, we got then involved in 2011 opening our very own clinic dedicated to MBST. And then organically in the last 14 years, it's just gone from strength to strength.

[00:05:18] Katie Bell: So I guess you both have grown up watching your mum run a clinic and have all of the challenges that like we are trying to help clinic owners work through right now. So you see it from [00:05:30] both sides, don't you? 

[00:05:31] Liz Clare: Absolute. When I first met you, Katie, when we first had the meeting, I was like, this means so much to me what you are doing, because.

[00:05:38] Liz Clare: We didn't really have a mum around growing up. Her time was her patience. Yeah. And she's such a giver and it was finding that time. I said, if only she had you, and I think MBST obviously gave her more time 'cause she didn't have to be spending as much time with the patients all the time.

[00:05:53] Liz Clare: It gave her an extra income. But until then there wasn't that support for her running a business. For [00:06:00] us, this is a huge I guess. we see it and we wanna help other healthcare professionals. And we work with a lot. I mean, We've, I think we've got back a team of 50 if you break it down, of how many people work for each clinic and that we talk to a daily basis and we're very aware of what people are going through.

[00:06:16] Liz Clare: So we are not just a medical device, we try and support in other ways as much as possible. 

[00:06:20] Katie Bell: Yeah. Which I absolutely love. I think it's so important because one of the biggest fears, I think as clinic owners I guess there's a few fears. There's, the investment. First of all. [00:06:30]Mm-hmm. So always comes back to the money ultimately.

[00:06:32] Katie Bell: Yeah. Yeah. And because a lot of our clinic owners, I love you all who are listening, but we don't know our numbers well enough. It means that, because we don't have that oversight of our numbers and that depth of understanding, we can't see and we can't perhaps find the way through to, to look at how we can invest in this and how we can project for it, and then make profit as a result of it.

[00:06:54] Katie Bell: So there's all of that going on. But also you wanna make sure that when you bring in something [00:07:00] like MBST into your Clinic, you've got a business plan, you've got a team plan, you've got training you've, all of these things need to be considered. So when it comes to working with you guys, how do you explain MBST simply to our listeners?

[00:07:19] Charles Clare: So a very simple way of saying it is, it's, completely non-invasive. It uses magnetic resonance to stimulate the body's own repair mechanisms to increase tissue [00:07:30]regrowth. So things like if treating cartilage, the cells at chondrocytes, so the cells that build up cartilage. So if we stimulate them and give them the energy required, they would do their job properly.

[00:07:39] Charles Clare: And then regrow cartilage, it works. Same with osteobasilar bone or depending on what tissue we're treating. It's that specific tissue and cells build up that tissue to repair it. So it's noninvasive, it's pain free. Literally lie there for an hour a day for nine or 10 days. Read a book, have a sleep, and get better with it.

[00:07:58] Liz Clare: The patients love it. [00:08:00]

[00:08:00] Katie Bell: Not got any problems because this sounds like absolute, 

[00:08:03] Charles Clare: some patients want to keep coming to MBST to have a lie down

[00:08:07] Liz Clare: But the things it's diagnosis is so important. 'cause MBST is tissue specific. And another thing, what we've learned over the years when talking about MBST, it's the resonance part that's important, not the magnetic part because there's only actually one magnet that's aligning the protons. That's getting a bit sciencey and I think in a, hopefully we'll know, talk about this further down the line, we will talk about exactly the impact MBST has at the cell because it is quantum [00:08:30] biology.

[00:08:30] Liz Clare: It is a proven science and we've got amazing scientists actually from vienna University and we'll talk about this another day. But the resonance side of things is really important. And also it's the regeneration of how we can actually do that to a cell. 'cause it's resetting the cells.

[00:08:48] Liz Clare: But when I say diagnose the key, going back to that point, physios are as important as the MBS T is, we need the correct diagnosis and the correct aftercare [00:09:00] because. Your stint regress from the cartilage. Those muscles are going to be weaker by the knees, for example, if that patient has been suffering for so long.

[00:09:07] Liz Clare: So in all the countries, in all the world that use MBST as, it's evolved. They see it as a muskeletal healthcare professionals tool more than anybody else, such as a physio. We have osteopaths and chiropractors also, and they get really great results too. 

[00:09:22] Katie Bell: Yeah. Amazing. So you not seen this as a.

[00:09:25] Katie Bell: You're buying a piece of kit, you're sticking a patient on it, and , that's it. This is [00:09:30] like you're still involved in their care. You're still involved in their diagnosis. Their recovery afterwards and whilst they having the MBST , but the MBST is doing the cell regeneration and repair that are thumbs can't do.

[00:09:42] Charles Clare: That's it. It's this combination therapy. It's, the, like I said the diagnosis is so important 'cause it's tissue specific. If you come in with a bad back. Is that degenerative disease? Is it osteoarthritis? Is it muscle injury? 

[00:09:54] Katie Bell: Okay. 

[00:09:54] Charles Clare: If we misdiagnosed that or if it was done that it wasn't controlled by healthcare [00:10:00] professional, I've got a bad back.

[00:10:01] Charles Clare: Okay. We treat them. But if it's not the right treatment, then it's not going to get better. 

[00:10:04] Liz Clare: The patient's not going to get the results 

[00:10:06] Charles Clare: And so they need that before care. Sometimes you need obviously hands-on care before we start MBST. To get things going, get the patient understanding what the problem is and how to look after themselves well, and then that aftercare is really important as well as they progress.

[00:10:17] Liz Clare: One of the doctors said at the MBST conference that we recently had, it's like MBST is the ingredient, but the healthcare professional shows the body how to use it. And that's the perfect way of describing it. 

[00:10:29] Katie Bell: [00:10:30] Yeah. That really makes a lot of sense, doesn't it? Yeah. So your mum obviously saw an opportunity in 2007.

[00:10:37] Katie Bell: Yes. What was it? The fact that she was seeing lots of knees and hips or osteoarthritic problems and feeling like she was, helping so much, but then there was a, there was like some stuff she couldn't do. Was that where it came from? 

[00:10:54] Charles Clare: Yes. The big problem, she even says now that at that time, late, early two thousands, was that it [00:11:00] almost became a bit of a fad of people going, oh, I'm going to get a new hip, new knee.

[00:11:02] Charles Clare: Become bionic. And it's this, it is a major surgery. It's a big operation. Yeah. And big recovery time. And it was just seeing so many people doing that and think this just makes no sense. There should be something else that I can do rather than just delaying it slightly. In helping before and afterwards.

[00:11:18] Katie Bell: Yeah,

[00:11:18] Charles Clare: but they're still going to have a new knee when you hip. There must be something else out there. 

[00:11:21] Liz Clare: Sorry. Don't mean to, but bear in mind, mum is 71 this year and she still works. A few hours a week in our clinic. In Timwell, our [00:11:30] physiotherapy clinic in Timwell, There's no stopping her.

[00:11:32] Liz Clare: No. She says she won't retire until MBST is on the NHS, but, ways. Yeah. But 

[00:11:38] Katie Bell: so how does your, how do you use it within your clinic and how do others how do others use it effectively in theirs? 

[00:11:47] Liz Clare: So the most successful clinics are those clinics that are. Already well established. They've got their patient base, a trusted patient base.

[00:11:56] Liz Clare: Yeah. And they're now we're offering something more. So in our [00:12:00] clinic for example, I mean at different areas you do find, you get the different sort of patients. So we're, our clinic is in Rutland. It's more of an older generation, but a very active, older generation. Everybody wants to keep active and it's great.

[00:12:12] Liz Clare: So what happens in a day to day would be, we are 14 years down the line with our clinic, so they've heard of MBST. A few of their friends have had MBST they come in, have an assessment with the physio, diagnose, have some physiotherapy treatment as well, and then they'll be book 'em in for the MBST, which can start the following week.

[00:12:29] Liz Clare: [00:12:30] They have an hour a day for nine days. The person actually puts them on the machine is a trained technician, so the physio doesn't even have to get involved at that point. But then we do like patients to see the healthcare professional at least two times. We normally say after three weeks of treatment at 10 weeks of treatment, and then by then you should be discharging the patient.

[00:12:50] Katie Bell: Absolutely incredible. So this really aligns with we, we work a lot in Thrive about moving away from pay as you go moving away from this one time, oh, come back and just whenever you're [00:13:00] ready. Yeah. This aligns with this whole like, program of care a real journey and a plan for them. So how do you do clinicians or clinic owners have like packages that they.

[00:13:12] Katie Bell: Kind of put together and then sell? Does that, is that how people use it? 

[00:13:16] Charles Clare: Yeah, so we recommend that, like I said, then minimum of three sessions with the healthcare professionals. So that assessment definitely MBST at least two afterwards. Some patients do require that further care as long as the patient's aware of that from the start, that it's at [00:13:30] least two times, but we'll discuss it maybe after that first session, you'll know then will they need some more handholding, more care, or is it somebody who you can give the tools themselves to help themselves and then just see them a bit later on. So it does depend patient to patient. 

[00:13:43] Katie Bell: Yep. 

[00:13:43] Charles Clare: Because sometimes it is, it could be an acute injury, which in that case, you won't need to see somebody regularly if they've had. Knee pain or back pain for 15 years, it's not going to be a three session with a healthcare professional and nine to MBST, it will need more with that.

[00:13:58] Charles Clare: So you do build that with patient [00:14:00] to patient, but it's but it is always a package. It's not a come in, have MBST, that's the end of it. 

[00:14:04] Liz Clare: And what we do as a MBST UK. So every patient that comes in, we always find the first hour, the most important hour, because that patient could be a bit anxious while they're on the MBST bed, their foot, they're wanting to know what actually is happening to me while I'm in this machine.

[00:14:19] Liz Clare: Yeah. So what we've done to support all clinics and also for us so we can make sure that there's consistency throughout. 'cause we don't own these clinics, it's not a franchise. We provide a device, but we like to [00:14:30] make sure that everyone's looked after, cared for and our patients are they'll scan a QR code, it takes them to a questionnaire. How are they today? Sessions if needs, they'll get a Q score. And then what we do, we can then start taking the data. So they'll get that on day one, three weeks after treatment, 10 weeks, three months, six months. So for anything degenerative like osteoarthritis, for example, you.

[00:14:53] Liz Clare: It's more likely that the patient will have to have MBST again as a top-up, but that could be a six months or a year. [00:15:00] So if the clinic necessarily hasn't got that capability of being able to communicate and keep on track of that patient's MBST, we offer that. So then the patient will get an email to say, have you thought about your top-ups?

[00:15:12] Liz Clare: Have you thought about this? And we educate them. There's, we've got our own patient portal, so there's plenty of information and handholding. We have email newsletters. I think we're a company that really cares about the patient as well as the healthcare professionals. I think.

[00:15:26] Liz Clare: 'cause we've had our own clinic, Charlie and I started being MBST [00:15:30]technicians, working in the clinic, putting patients on the machines. We've lived and breathed it. And even our head of communications, he works in the clinic for two years. A reception do before he, and even though he is got well, had a masking background, he did part-time in the clinic because it's like you've got to get to know the patients and what they wanna know.

[00:15:47] Katie Bell: Yeah. And I think this, one of the things that you mentioned, Liz and Charlie, was that. What's so important is trust with patients for this to be effective. And this is what you were explaining, isn't it? That [00:16:00] we can't just, any device that you invest in, you can't just think I'm going to stick 'em on it.

[00:16:04] Katie Bell: And that's it. It, we still have to have that very thorough wraparound care. We still have to be very actively involved, empowering the patient to make the right decisions free and post having this done because it works at that cellular level. But you want to optimize their habits, their, the, the things that they're doing on a daily basis that will influence how successful this is.

[00:16:26] Liz Clare: Oh, absolutely. It is like everything you can [00:16:30] help. Treat that patient when they're here with you, but they've then gotta keep that dialogue going in one way or another. And I think you build that time, that trust with the patient, and then it is, you've gotta trust them too. That they're going to then go on to drink plenty of water while they're having treatment or keep active after they've had the MBST and, MBST we, we did for last year talking about the QR code survey that we did, the scores.

[00:16:55] Liz Clare: Our survey last year, satisfaction survey, we'll call it for patients [00:17:00] 90%, which is huge, but what I think what's so important is keeping that dialogue and communication.

[00:17:06] Liz Clare: You don't be bombarding the patient. 

[00:17:08] Katie Bell: Yeah. 

[00:17:09] Liz Clare: The trust isn't just before it becomes after as well. Yeah. And managing expectations as well from the offset. We've created email templates and ways to talk to your patients when they inquire about MBST front of house staff. We even train them how to talk about it.

[00:17:24] Liz Clare: And it's simple, but it is, it's tell the patient how much is this going to cost them, because it is more of [00:17:30] an upsell than paying for like normal physio chiropractic osteopathy. Like it is more. If we know how to position it, how to talk about it when they're in the room with that healthcare professional, the price doesn't even need to be like that's already been thought about.

[00:17:46] Liz Clare: That it's, the focus is, okay, where are we? Where do we wanna go? 

[00:17:51] Katie Bell: And I guess that then leads on to one of the things you mentioned in before we, we came on live was that the whole team have to be bought into this. So that's [00:18:00] why it's really important, front of house, our trained, educated, understands, really at the level the physios understand it, act, and then your clinical team need to be.

[00:18:11] Katie Bell: On board with it. 'cause I see so many times people invest in like shockwave or laser or machines, and then they just don't really do a lot with it. And it's because it's maybe only the clinic owner that's passionate about it. 

[00:18:24] Charles Clare: Yeah. And that's something that we do offer as well. We do the training ourselves.

[00:18:27] Charles Clare: So we will come out there and do all this, the scientific training, the [00:18:30] using training. So I say there's no point in having any equipment that only, you know, one of how big the team is going to use it, or even two or three. Yeah. It needs to be something that everybody understands with benefit. 'cause if a patient, if MBST would be beneficial for patient, but they're seeing a healthcare profession who's not, either doesn't understand it or doesn't believe in it, that patient might not be getting the best possible treatment.

[00:18:50] Charles Clare: So it's it is always about the patient care, that side of thing. So it's just, 

[00:18:55] Liz Clare: and also what we do is to make sure that is give everyone treatment. So if you [00:19:00] need MB ST in your clinic and you've got an MB ST device, your front of house, the clinicians, the best way of talking about MBST is having it yourself.

[00:19:08] Liz Clare: That, that. That story, that emotional story that you tell people. One of our, the first ever clinic was Kimberly Optum performance that took on MBST and that because that healthcare professional was due a back fusion. She had MBST didn't need a back fusion. Another member of her staff she was a footballer.

[00:19:27] Liz Clare: Ankle injury. She had it and she was like gimme this. I need [00:19:30] this machine. So the proof is in the pudding, but the, but to get the whole team on board, that's why we find we're so passionate about. You have treatment on that machine, yeah. And we, we'll fund that. We support that wow.

[00:19:41] Liz Clare: And we do that for all our clinics.

[00:19:43] Katie Bell: That's amazing. So when you've got a team that's passionate about what this can do, how it can elevate our practice, how we can optimize client results and we are building that trust with our clients in the way that we are educating them, delivering the information to them.[00:20:00]

[00:20:01] Katie Bell: What do you then see as in kind of profitability for clients and if we talk about the data and the numbers, 'cause ultimately the IT call comes down to the bottom line. What impact does this make on clinics that you've worked with and introduced MBST two? 

[00:20:19] Charles Clare: Yeah, so we every clinic so far, it does make a profit with it.

[00:20:22] Charles Clare: Depending on obviously how much you use it, 

[00:20:24] Liz Clare: there's no point in having it unless you making a profit. 

[00:20:27] Charles Clare: It's investment. So if you're invest in something, you want a return on that [00:20:30] investment. 

[00:20:30] Liz Clare: Yeah, 

[00:20:30] Charles Clare: and we do work with different finance companies who have help fund clinics before. That's not a problem in terms of that advice.

[00:20:36] Charles Clare: But we know that you, if you're doing two patients a week, a month, as simple as that, or two patients a week, sorry, as simple as that, which is very low, then you'll be breaking even within a year. 

[00:20:46] Liz Clare: Wow. So that could buy back the machines. 'cause the machines are about 95,000, a hundred thousand plus VAT, completely transparent in the price.

[00:20:52] Liz Clare: But you soon do better. I mean, We had one clinic, and I'll never forget when he first opened and his first three months, he was able to [00:21:00] buy his second machine cash. Because what? Because once the momentum is there. And the patients are having it and what it does to the patients and the stories are spreading.

[00:21:11] Liz Clare: People come but then it's like he did so well 'cause he was going out to all his current patients and then there was a bit of a lull after that because I've done them all, 

[00:21:20] Charles Clare: then they gotta point those patients getting better and then telling their friends and family and then those people then came in.

[00:21:26] Charles Clare: So having that existing client base is important because it gets, because they're the [00:21:30] ones who already trust you. So if you're a professional, you've got trust already. And with NBSC, it doesn't make a noise, particularly, it doesn't, you don't feel anything. It doesn't, buzz doesn't move. So to tell somebody, oh, lay there, you'll feel we will get better.

[00:21:43] Charles Clare: If you've got that trust for people they'll go for it. If they trust you. And then when they get better, that's doing that trust, then ripples up. Ripples out. 'cause they'll tell friends and family who trust them. I think, was it one year we had in our own clinic, we had a golfer came. That summer we treated, was it [00:22:00] 23 different members of that golf club?

[00:22:01] Liz Clare: Yeah. 

[00:22:02] Charles Clare: Just 'cause he got better and then he told other people and they trusted him 'cause he was influential there. And then just, it just rippled and rippled. 

[00:22:08] Liz Clare: Yeah. Had a bad hip on the why, where, why is your bad hip got, why? Why 

[00:22:13] Charles Clare: are you swinging better? 

[00:22:14] Katie Bell: Why are you suddenly looking like Rory McElroy on the golf?

[00:22:18] Katie Bell: So I guess this comes back down to marketing tactics as well, doesn't it? That when you introduce a machine, I always think you've got people. In your network that will already know what MBST [00:22:30] does and the benefits of it. But it, in my opinion, and please correct me if I'm wrong, that is a very small proportion of your market that's out there because.

[00:22:40] Katie Bell: People don't know what it's and they're going to know it about it more and more the more that we all be brave and invest in these things and move forwards with our clinics. But it, there's a small proportion of people that already know that they are your hot people that are pretty much ready to book and buy and go because they know already.

[00:22:57] Katie Bell: They're very informed and they may have had an [00:23:00] experience of it before, or a friend or family member, but you, most of your database. Don't know that MBST is what they need, but they know they have a problem that they need a, that they need help with. So I always think it's really important that when we bring in equipment, devices like this is that your marketing goes up to that next level because you need to be visible.

[00:23:22] Katie Bell: You don't need to be selling the machine because that's not what they're looking for. They're looking for a solution to the fact he can't play [00:23:30] golf. He can't get round more than nine holes without this hit problem coming on. The MBST just happens to be the solution to that problem. 

[00:23:38] Liz Clare: Absolutely. We're working with so many clinics and helping clinics open.

[00:23:42] Liz Clare: I think we're our 16th one opened yesterday in Suffolk. And we try and do the same with every clinic. Some will need more help than others, but I always say advertorials are are you need that space. You need that conversation. They're really important.

[00:23:56] Liz Clare: I'd always say in marketing we always try and support people with press [00:24:00] releases when the machines go into certain areas. Talk about, and it's always about success stories, isn't it? Sharing the success stories, proof, other testimonials. And obviously our website and things but from an MBST, as an MBST uk, what we're doing marketing wise, we're going to levels now more than we ever have done before.

[00:24:18] Liz Clare: It is digital marketing to support our clinics as well. With the SEO, Google Ads, Facebook ads social media I still think is super important and you can get that out to different patients on [00:24:30] different streams. TikTok. You've got your young, it still needs to be used.

[00:24:34] Liz Clare: Actually. I'm quite amazed actually, that I think in the industry that we're all in, I don't think we quite use TikTok enough. And that's something we are about to explore more and what wherever we do, we share with our clinics. Because we've got our own, it's our sort of test clinic as well, isn't it?

[00:24:51] Liz Clare: So we all, and we've, when I said we've got our 55 healthcare professionals. In one group, we have a support group as well, and that's not just about what treatment cause this patient [00:25:00] need or I've had this patient in today, what would you treat them with? It is, oh, I don't, 'cause the healthcare pressures aren't marketeers.

[00:25:06] Liz Clare: They're not, you're not meant to be great at, you're not meant to be great at everything. You know your focus should always be the patient. This is why we try and, share best practice. There's been some failures over the years. Someone wants to advertise on the back of a bus, and why are you doing that?

[00:25:22] Liz Clare: Yeah, no. We've got some fun campaigns going and we have a good time as a team. I'm just saying we've got invited to this cricket dinner at Lords and one of the [00:25:30] clinics near there will take him along for networking, we have good fun as well, and I think it's important. You need to have good fun while you're running your businesses.

[00:25:38] Liz Clare: Healthcare and as well as, 

[00:25:40] Katie Bell: and you know what, that helping people that those opportunities. I did a talk at Therapy Expo Liz last year. And we were talking about social media and oh, should I be posting, should I be scrolling? Should I be dancing on TikTok? Should I be doing this on Google?

[00:25:52] Katie Bell: What, all these kind of things. And I said, if you sacked off all of those right now and went down to your local pub. [00:26:00] And bought a pint and just started talking to people about their pains and injuries that they've got sat round in that pub, you would get more business than you would dancing on TikTok right now, be, it's all, be the audience that you are trying to attract, and TikTok, yes. Great. If your audience that you wanna attract is the young person with maybe the acute ACL rupture or the, the ankle injury. If you wanna target over 60 fives who are [00:26:30] struggling with osteoarthritis of the knee, don't go on TikTok to attract them. Yeah. 

[00:26:34] Liz Clare: Oh yeah. 

[00:26:35] Katie Bell: It's been really specific isn't it of your audience.

[00:26:38] Liz Clare: And in a way, I would say leave TikTok and all that to us, it should be, we should be making MBST, we are making MBST. It's not just a machine. It is actually what it can give. And that's what I try and say to our clinics, I see a lot of them that really wanna do all this.

[00:26:54] Liz Clare: I'm like yeah, do it, but we can do a lot of it for you as well.

[00:26:56] Katie Bell: Yeah. To promote MBST, 

[00:26:58] Liz Clare: Yeah. Yeah, 

[00:26:58] Katie Bell: absolutely. And I think [00:27:00] that's the thing, isn't it? When you. I always come back to strategy with any device, with anything that you do in your business. What is the strategy behind it? What's the business plan?

[00:27:10] Katie Bell: What's the profitability? What's going to be return on investment? How are we going to package this up? How are we going to sell it? How are we going to market it? And I'd really encourage clinic owners to understand that before they make an investment as big, that's, it's, it is a big investment, but it's so worth it.

[00:27:27] Katie Bell: If you get it right, when [00:27:30] you get it. 

[00:27:30] Liz Clare: Absolutely. And it's down to us as well, I think for us to make sure that clinic can do that. We are here to support, you've gotta make sure that you know what you're getting yourself into or, and have the plan and the strategy.

[00:27:42] Liz Clare: I would say for every we sale there's probably what a year warm up between, or even multiple. I think the people that finally took on the device yesterday. Six years. But not just because as she was a patient, she was a patient then. Yeah. And then it just, and then, [00:28:00] but then you get some people, you meet what, in October and they've signed up for the January.

[00:28:04] Liz Clare: So it's all different. But yeah, it's always gotta make sure that everything's aligned. I just, I would, we'd never wanna give anyone a machine that's going to be what, causing problems and stresses because it, that has happened before in the past, in the early days, we now know what we're doing sort of thing, but in the early days you just think, oh, I want the sales, I want these machines out there. And we have taken machines off people in the past. 

[00:28:27] Katie Bell: Yeah. 

[00:28:28] Liz Clare: And some have been orthopedic consultants. [00:28:30]

[00:28:30] Katie Bell: Wow. Yeah. And that's really nice to hear, isn't it? 'cause I think you, you are a values led company. You, this was born from a passion of seeing and really, but your mom benefiting from the results she was getting in her clinic with her patients.

[00:28:43] Katie Bell: And then it's born from that. It's always, the machine is not right for everybody, but for those who have got the, as you said, Charlie, the existing database who have got the, I think that the kind of the mindset of a, of an [00:29:00] entrepreneur as well, because you talked about sometimes if.

[00:29:04] Katie Bell: If you're not brave, you're just standing still in your clinic and

[00:29:07] Katie Bell: we need to be 

[00:29:08] Liz Clare: absolutely. A lot of people want day to day data, and of course there's data, but it's like you can't always lean on some things. You need to have this drive in you to do it. I mean, One of our healthcare professionals in Bristol, he always comes.

[00:29:21] Liz Clare: I always call him my Labrador. He's just up for it, and he now trains people across the world with MBST in their clinics because [00:29:30] he knows exactly how to talk to the patient about it, build the confidence in the healthcare professional. And he, every single person that comes on board spends time with him.

[00:29:39] Liz Clare: Wow. He's just wonderful, and he's, if he can clone him, it'd be amazing. But you do, but then people feed off him and Yeah, it's. You do have to be brave. You do. But I feel like what we're creating is a movement as well. It's changing healthcare. And we've got really exciting next few months as well.

[00:29:58] Liz Clare: And it, we've just, it's the [00:30:00] Chinese government have just taken it on and putting it all in their hospitals and like the other countries and what they're doing with it Canada are fast tracking it to the FDA 'cause the health minister had MB ST in Spain. So there's so many things that are happening with it and I always say to you, don't know, I'm going to, I'm going to miss these days, the entrepreneur days, but I still think in the UK it's going to be a while till we get there.

[00:30:20] Liz Clare: I am urging people like, get on this journey now because cool, real cool big things are happening 

[00:30:25] Katie Bell: and I think you know that it's a very British thing that isn't it? I love this country, I really [00:30:30] do, but we are always a bit slow to be ahead of the game and I think a part of that is because we've had a paid, 

[00:30:35] Katie Bell: We've got paid health service. Yeah. Oh gosh. Yeah. There is an element of an expectation that we've been paying, for years into our national insurance contributions, and therefore we think that actually we should have everything fixed. And I get that mentality, but we also have a population that put up with and they think that this is just how it needs to be because I'm now getting older and 

[00:30:58] Katie Bell: You don't have [00:31:00] to put up with pain, you don't have to put up with dysfunction. There are things that you can do about it, and it's reversing that, or it's all of us working together to. Change people's mindset about investing in their health and unwellness. Mm-hmm. Because ultimately if we haven't got that, we we haven't got anything if we haven't got health.

[00:31:17] Katie Bell: But I really feel this country's a bit slow to 

[00:31:20] Liz Clare: Yeah. And I'm MB ST bias. I know I am, but look how many things are out there. There's so many things that we brought together to. MBST [00:31:30] works great with shock weight, every, everything has its place, and manual therapy is still, is super important.

[00:31:35] Liz Clare: If someone said to me, oh, I don't do manual therapy on a, you'd be like, oh no, you're not touching MBST 'cause you can't look at a scan all the time, can you? It's the person, it's the patient that needs looking at, there's So there's not just the physical, it's what's brought this patient to this day.

[00:31:50] Liz Clare: Like what is their history? It's also important, right?

[00:31:53] Katie Bell: It really is. And we need brave clinic owners. We need those that are strategic and we need those that think about the bigger picture when they're [00:32:00] investing in something like this. But, and you briefly touched upon the vision of like MBST UK and we're chasing behind China and Canada and we're trying what do you see then, Liz and Charlie for the next 12 months for you guys?

[00:32:14] Liz Clare: The next, the rest of the world. No. Believe that the UK for research and development is still one of the most powerful countries in the world. So excitingly all operations is moving to the uk. So we are going to, we've got [00:32:30] one university doing straightforward RC more RCTs that, are still needed.

[00:32:34] Liz Clare: We've got another university that's doing stuff. To help the economy, return people back to work. And then we've, we're actually building a foundation center. This might take a few, couple of years doing the foundation center, but where we can really develop, because we're, we, we're selling, we're treating patients, which is the main thing, we are still going to need to.

[00:32:57] Liz Clare: We have to, don't you, in this country, you have to [00:33:00] keep making sure research and development is happening and will we all, we know that MBST works at the moment. An hour a day for nine days can work within a cart cell, for example. Do we really need that fallout? We need more scientists to actually look in more and develop.

[00:33:15] Liz Clare: Can we make it even more efficient? What else can we use it for? That's a huge development that's happening. 'cause what MBST does to reset a cell. It's not just going to be working in MSK. There's some incredible cases in Spain. They've been respiratory physios, have been using [00:33:30] it for COPD because reducing the inflammation in the lungs and the results there already are showing.

[00:33:35] Charles Clare: Also things like ulcer, ulcerative colitis that kind of things. Like any inflamation in the body in theory MBST will reduce. And so we're seeing incredible results that way. We are also doing trials and studies with professional sports teams. So we're working with three different clubs at the moment.

[00:33:50] Charles Clare: We're doing two quite similar trial, but I guess getting that data out there, another one a bit more scientific and. At least one of [00:34:00] those very soon that has been signed off. But we can't announce it until something else comes out. Thanks. But when it comes out in June, 

[00:34:08] Liz Clare: yes. June yes. 

[00:34:10] Charles Clare: Can then talk about it properly and we can yeah.

[00:34:12] Charles Clare: Be very exciting. 

[00:34:12] Liz Clare: And with things we've, clubs we've been working for oh two at we've worked with many clubs like ad Hoc, every now and again, I have players ringing me up, wanting their own machines, but would never do that. But with two specific clubs, we've worked with 'em for many years and that's how we've got to this again, the building the [00:34:30] trust.

[00:34:30] Liz Clare: Yeah. And for them to do this, it's oh great, they wanna get involved in their names in research and development as well. So it is really exciting, I think, for both parties. And. Actually all three clubs are allowing us to put testimonial on our enhanced sports page on our website, which should be really exciting because it's really hard, I think, in elite sport to, you can't really name drop, you can't, it is like anything, you've got this, you've gotta protect the player and things like that because [00:35:00] it impacts.

[00:35:01] Liz Clare: What they're valued at. But yeah. But we've, yeah, we've got some really creative things coming out, which well, again, knocks down to support the clinics and the reputation of MBST, and that's what we're here for, is building the reputation as much as possible. 

[00:35:12] Katie Bell: Yeah, it's a really amazing, as you said, Liz, it's a really exciting movement.

[00:35:16] Katie Bell: I feel that, we get so many, clinic owners we get so many guests like you guys, on this podcast. And we're all here because we want to uplevel this industry. We want to be market leaders. We want to be, able to charge what we [00:35:30] are worth and really look after our clients at that next level.

[00:35:34] Liz Clare: And I think what, you know personally, growing up with a physio mom and she was the breadwinner in our family. And I just always remember looking at her thinking, God, you worked so hard and return the money. And I feel, yes, MBST has a cost, but it enables a physio or a chiropractor osteopath to have a wage of a surgeon or if not higher, it is opening more.

[00:35:57] Liz Clare: Opportunities. And I feel like that's giving [00:36:00] something back, like it feels like it's given a gift. It's not just the patient, but to healthcare professionals, and it's so personal to us because of mum.

[00:36:07] Charles Clare: And because NBC is passive mean in terms of, after you've done the assessment, when they're on the actually having the treatment.

[00:36:13] Charles Clare: Physio, the healthcare professional doesn't need to be with them at all nine hours. Yeah. So you can still at that time, the patient's being treated, you can treat somebody else either hands on or use that time for something 

[00:36:22] Liz Clare: or have a day off. 

[00:36:24] Charles Clare: So there 

[00:36:25] Liz Clare: in the mornings perhaps, because you're actually earning money anyway, 

[00:36:29] Charles Clare: so there is, [00:36:30] it opens doors a bit easier for for what you want to.

[00:36:34] Charles Clare: Do with your life really alongside of the job. 

[00:36:37] Katie Bell: Yeah. And then we've got some mutual clients who we both know that talk to you at the strategy day, and they're real sort of pioneers in using tech to to treat people's spinal conditions. And it just really, it's just really exciting conversations to be having with them and seeing what they're doing within their clinics and, and I'm sure our listeners are going to be excited and inspired. And I always say from something like this, if [00:37:00] you've got something inside you that is oh, a bit excited, there's a kind of feeling about that. I urge people to just start having conversations because it's not Liz, as you said, you're not going to suddenly next month decide that this is the right move for you.

[00:37:13] Liz Clare: No, 

[00:37:14] Katie Bell: but you need to start somewhere. You need to start opening those doors, having those conversations, doing your research, and do your due diligence as well so that you feel informed. And so how do they reach out to you, Liz, and Charles for a conversation? I 

[00:37:28] Liz Clare: Email me. I, hopefully [00:37:30] people are quite relatable, and but email liz@mbst-therapy.co.uk and you don't even have to talk to us about it.

[00:37:37] Liz Clare: You can talk to one of our healthcare professionals, like I say James, for example. There's so many of them that will talk about their journeys and where they are. Yes. I feel like once you've got the MBST bug, you just wanna tell the world about it. And we see it in all our healthcare professionals.

[00:37:51] Liz Clare: But yeah, email. And then we, yeah, we are approachable, we're here for conversations and been there, done that, got the t-shirt. We've started [00:38:00] from being the only clinic in the UK to providing MBST to providing it to a lot of the sports clubs and sports teams and. What, 16 now sites in the I think there's going to be a hell of a lot more this year as well.

[00:38:12] Liz Clare: So yeah, the growth is really seeping up and 2020 actually was a big game changer for us. I think it allowed a lot of healthcare professionals to stand back and look at their businesses. Absolutely. And then for two years we didn't really wanna sell a device. We're like, oh God, we've really gotta make sure our company can cope with this.

[00:38:28] Liz Clare: Make sure the clinic's service, it's been organic [00:38:30] growth. It's never been, I don't think I've massively actively gone up to sell. It's more. Building contacts or it's been a knock on effect. I think some of our clinics just have, my patients have come back to us and why are they better? What's this machine?

[00:38:43] Liz Clare: I need to learn more about it.

[00:38:45] Katie Bell: Yeah, it's really exciting and I'm really happy that I'm playing a small part in the growth of MBST and really just optimising what we can do for clients out there. Thank you. 

[00:38:54] Liz Clare: You're giving us a platform to talk and it is something that means a lot to us and I do need to order [00:39:00] some more books from you because every clinic now is going to have your book.

[00:39:04] Liz Clare: It's super important what you're doing and it's amazing. 

[00:39:08] Katie Bell: Together we will change this industry. I am sure. Yes. Thank you, Charlie. Thank you, Liz, for your time. I really appreciate it. It's 

[00:39:15] Liz Clare: been a pleasure. Thank you so much for having us. 

[00:39:17] Katie Bell: Welcome.

[00:39:19]

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