The Angry Biller
Welcome to the angry biller.
A show where we explore the people and the businesses behind-the-scenes of healthcare, those men and women that are the catalysts that allow providers to concentrate on delivering exceptional patient care.
The Angry Biller
Ep 31 - Hyper-Targeted Healthcare Marketing: A Conversation with Seth Turnoff
Join host Josh Fertel in this insightful episode of The Angry Biller as he sits down with Seth Turnoff, founder of Custom Medical Marketing, to uncover the cutting-edge strategies transforming healthcare marketing. Together, they explore the challenges and inefficiencies of traditional approaches, like SEO and pay-per-click advertising, and reveal how hyper-targeted marketing is driving better results for medical practices.
Seth shares his journey from working in medical billing and denials management to becoming a pioneer in leveraging consumer data for healthcare. With a focus on compliance and precision, Seth’s approach empowers providers to connect directly with ideal patients, boosting practice growth while maintaining ethical advertising standards.
Discover how Seth’s strategies helped one orthopedic practice gain over 600 new patients in just one month, and learn why understanding the patient funnel is critical to success. Whether you're a provider looking to improve your marketing ROI, or simply curious about the innovative tactics shaping the future of healthcare marketing, this episode has something for everyone.
Tune in as Josh and Seth discuss:
- The challenges healthcare providers face in adapting to the digital marketing landscape.
- How compliance with advertising regulations shapes modern campaigns.
- Real-world success stories demonstrating the power of data-driven marketing.
- Practical tips for improving patient acquisition and optimizing your funnel.
Don’t miss this engaging and informative conversation packed with actionable advice for healthcare providers looking to stand out in today’s competitive market.
Name: Seth Turnoff
Company: Custom Medical Marketing
Website: www.custommedicalmarketing.com
LinkedIn: Seth Turnoff's LinkedIn Profile
THE ANGRY BILLER, powered by J3 Revenue Cycle Management
Phone: (954) 544-2706
Website: https://www.j3rcm.com/
LinkedIn: https://www.linkedin.com/company/the-angry-biller/
Production of Podcast: VISUALS BY MOMO
00:00:03:23 - 00:00:06:13
Welcome to The Angry Biller, a show where we explore
00:00:06:13 - 00:00:09:13
the people in the businesses behind the scenes of health care.
00:00:09:16 - 00:00:11:10
Those men and women that are the catalysts
00:00:11:10 - 00:00:15:01
that allow providers to concentrate
on delivering exceptional patient care.
00:00:15:05 - 00:00:16:12
Welcome to the Anger Builder.
00:00:16:12 - 00:00:17:21
My name is Josh Fertel.
00:00:17:21 - 00:00:18:20
I am your host.
00:00:18:20 - 00:00:21:06
I'm the owner of J3 Medical Billing.
00:00:21:06 - 00:00:23:23
We are live at the Visuals by Momo's
00:00:23:23 - 00:00:26:23
Studios, newly redecorated.
00:00:27:01 - 00:00:29:02
We talk about medical practices.
00:00:29:02 - 00:00:30:21
It's a business.
00:00:30:21 - 00:00:33:16
Any business needs marketing.
00:00:33:16 - 00:00:35:04
Very fortunate.
00:00:35:04 - 00:00:38:14
A new friend of mine, Seth Turnoff,
is here with me today.
00:00:39:01 - 00:00:41:22
Custom medical marketing
is the name of his company.
00:00:41:22 - 00:00:44:21
And he has a great approach
00:00:44:21 - 00:00:47:23
to, for, surgeons, orthopedics.
00:00:48:10 - 00:00:51:05
You know,
I was saying I call it marketing, but.
00:00:51:05 - 00:00:53:07
But you have said
you have drilled down so much.
00:00:53:07 - 00:00:55:16
I feel like marketing is not giving it
the respect
00:00:55:16 - 00:00:58:02
that it deserves of what you do.
Thank you for that.
00:00:58:02 - 00:01:00:15
You're welcome. So. So thanks for coming
in. To my pleasure.
00:01:00:15 - 00:01:03:14
Thank you for having me.
This beautiful studio. Nice work. Yeah.
00:01:03:14 - 00:01:04:13
I didn't do it.
00:01:04:13 - 00:01:06:03
I mean, you brought me here.
00:01:06:03 - 00:01:07:18
So nice work for that.
00:01:07:18 - 00:01:10:01
I want to hear about everything
that you do.
00:01:10:01 - 00:01:13:19
It's great work that you're doing, but
I always like to start at the beginning.
00:01:13:19 - 00:01:14:06
Just.
00:01:14:06 - 00:01:16:19
So give us your background,
how you got into what you're doing.
00:01:16:19 - 00:01:18:12
What? Maybe something that.
00:01:18:12 - 00:01:20:17
What brought you to health care?
Sure.
00:01:20:17 - 00:01:24:20
So I started in health care in an area
00:01:24:20 - 00:01:27:11
I don't know if you've heard of it
or even know it exists.
00:01:27:11 - 00:01:28:18
It's called Medical Billing.
00:01:29:17 - 00:01:31:12
I'm not sure if you're familiar, right?
00:01:31:12 - 00:01:32:07
I've heard rumors.
00:01:32:07 - 00:01:33:03
I heard rumors.
00:01:33:03 - 00:01:35:11
So I started in billing.
Right.
00:01:35:11 - 00:01:38:20
And I was part of a denials management
team.
00:01:38:20 - 00:01:39:07
Okay?
00:01:39:07 - 00:01:42:14
And I, I don't want to say
they threw me to the fire, but,
00:01:42:14 - 00:01:44:04
like, you know,
you got to start somewhere.
00:01:44:04 - 00:01:47:06
And this was kind of, you know,
we had a process
00:01:47:06 - 00:01:50:10
and protocols and, you know, our standard
operating procedure.
00:01:50:18 - 00:01:54:21
And so I, I'm like three months
into this job, right.
00:01:55:21 - 00:01:59:08
And my, my supervisor,
my team, like everyone was really cool
00:01:59:08 - 00:02:03:02
and and knowledgeable and experienced
and was able to hold my hand and,
00:02:03:13 - 00:02:05:08
you know, kind of guide me.
Gotcha.
00:02:05:08 - 00:02:08:08
And I'm like 90 days in and
00:02:09:13 - 00:02:11:06
just not getting it.
00:02:11:06 - 00:02:12:16
Okay.
I'm not getting it.
00:02:12:16 - 00:02:15:12
And I would come home from work and
00:02:15:12 - 00:02:19:20
my wife would be like, Seth, what's wrong?
00:02:19:21 - 00:02:20:14
Are you okay?
00:02:20:14 - 00:02:21:21
Like, what's going on?
00:02:21:21 - 00:02:24:21
And I'm like, it doesn't make sense.
00:02:25:03 - 00:02:28:03
None of it makes sense. I don't get it.
00:02:28:03 - 00:02:31:01
You have a denied claim for something
pretty simple.
00:02:31:01 - 00:02:34:05
And you call the payer,
which it's hilarious that we call them
00:02:34:05 - 00:02:36:00
payers, they are processors.
00:02:36:00 - 00:02:37:13
And you call the payer.
00:02:37:13 - 00:02:39:23
You're on hold for 18 minutes,
and then you talk to,
00:02:39:23 - 00:02:41:14
you know, one of their team members.
00:02:41:14 - 00:02:45:23
And if you have to call back
on the same claim.
00:02:46:00 - 00:02:46:14
Right.
00:02:46:14 - 00:02:48:20
You talk to three different people,
you're going to get three different
00:02:48:20 - 00:02:53:18
courses of action on what you should do
to correct a claim and then refile it.
00:02:53:18 - 00:02:54:12
And that's the way it is.
00:02:54:12 - 00:02:54:21
Yeah.
00:02:54:21 - 00:02:59:09
And it's just the whole game is ridiculous.
Right
00:03:00:19 - 00:03:02:07
The physicians don't win.
00:03:02:07 - 00:03:03:17
The patients certainly don't win.
00:03:03:17 - 00:03:05:05
There's only one winner.
Right.
00:03:05:05 - 00:03:06:18
We know who that is.
For sure.
00:03:06:18 - 00:03:10:10
So I spent a lot of time
daydreaming at this job.
00:03:10:22 - 00:03:13:17
Because I'm on hold right now, and and,
you know, the whole gives a great.
00:03:13:17 - 00:03:16:14
Yes. Yes.
It's it's a song called Opus one.
00:03:16:14 - 00:03:18:11
Do you know.
Do you know what I'm talking about?
00:03:18:11 - 00:03:19:19
I don't. It goes.
00:03:19:19 - 00:03:22:04
I didn't know it had a name
And it goes .....
00:03:22:04 - 00:03:24:22
......
Yes
00:03:24:22 - 00:03:27:15
......
See I learn something.
00:03:27:15 - 00:03:28:18
I always learn something from here.
00:03:28:18 - 00:03:30:01
Now I know the name of the hold music.
00:03:30:01 - 00:03:32:22
And, you know, at first
I would get triggered when I heard it.
00:03:32:22 - 00:03:34:07
Now it's kind of like, oh, man.
00:03:34:07 - 00:03:36:07
Yeah, I love this song. Right?
00:03:36:07 - 00:03:39:18
And so while I'm daydreaming,
I'm thinking about these physicians
00:03:39:18 - 00:03:42:23
in these practices who have to work harder
00:03:44:01 - 00:03:47:01
to make
less than they've ever made before.
00:03:47:08 - 00:03:50:15
And so I started,
did a deep dive into marketing
00:03:50:20 - 00:03:53:20
and a couple things that I learned
very quickly.
00:03:54:00 - 00:03:58:07
One, marketing
is not native to health care.
00:03:58:08 - 00:04:02:02
No health care
practices and physicians and services
00:04:02:02 - 00:04:05:17
like they didn't come up
marketing themselves.
00:04:05:17 - 00:04:10:17
So all of this stuff is new to a lot of
the things in marketing for health care.
00:04:11:10 - 00:04:14:16
It's all kind of rooted in these nebulous
00:04:14:16 - 00:04:18:15
KPIs that are confusing and kind of,
you know,
00:04:19:15 - 00:04:24:16
87% increase in traffic
and 22 reduction in digital ad spend.
00:04:24:17 - 00:04:25:17
It's like, right.
00:04:25:17 - 00:04:28:08
This is all sounds great, right?
00:04:28:08 - 00:04:30:07
Show me the bottom.
00:04:30:07 - 00:04:33:22
The bottom line
if you can connect the revenue
00:04:34:15 - 00:04:37:07
generated. Yes.
00:04:37:07 - 00:04:39:16
To the revenue spent
or to the to the money
00:04:39:16 - 00:04:41:21
spent, the budget spent on the marketing.
00:04:41:21 - 00:04:43:20
Now we have something.
00:04:43:20 - 00:04:46:20
So I put my head together
with, two of my partners.
00:04:46:23 - 00:04:48:23
Really smart guys. Okay. And,
00:04:50:21 - 00:04:53:14
I wish we could say we invented this,
00:04:53:14 - 00:04:56:20
but this what we do called
hyper targeted marketing, right?
00:04:56:20 - 00:05:00:19
It's done
widely in real estate, in automotive,
00:05:02:04 - 00:05:04:03
in travel and tourism. Yeah.
00:05:04:03 - 00:05:07:15
So basically
what we do is we leverage consumer data
00:05:07:20 - 00:05:11:09
to identify people most likely to need
00:05:12:13 - 00:05:17:04
this product or service, and then we
communicate directly with them digitally.
00:05:17:05 - 00:05:18:15
Now, when I say directly,
00:05:18:15 - 00:05:22:16
we're not sending them messages about,
you know, something very like creepy.
00:05:22:16 - 00:05:25:19
And and we we show ads, right.
00:05:25:19 - 00:05:29:17
We show ads to a unique audience of people
who possess these attributes
00:05:30:00 - 00:05:34:08
that make up someone who would be an ideal
insert ailment here.
00:05:34:13 - 00:05:35:18
Correct? Correct.
00:05:35:18 - 00:05:40:11
Okay, so let's talk about
the initial contact with the provider.
00:05:40:20 - 00:05:44:01
Now providers,
they are not in the marketing world.
00:05:44:01 - 00:05:46:02
They're barely in the business world
right.
00:05:46:02 - 00:05:48:17
So they need somebody to guide them.
00:05:48:17 - 00:05:50:07
Tell us how that conversation goes.
00:05:50:07 - 00:05:51:07
You have a provider.
00:05:51:07 - 00:05:54:04
He wants to grow his business / her business.
00:05:54:04 - 00:05:55:16
Tell us how that conversation.
Sure.
00:05:55:16 - 00:05:59:04
So I would diagnose them
just like they would diagnosed me
00:05:59:04 - 00:06:01:16
if the tables were turned. Okay.
00:06:01:16 - 00:06:05:09
We're not your entry level
marketing, program.
00:06:05:09 - 00:06:05:23
Definitely. You know.
00:06:05:23 - 00:06:09:09
We're a little more in hands, and I'm
not saying that because I'm a snob.
00:06:09:09 - 00:06:09:21
That's okay.
00:06:10:22 - 00:06:12:15
I just think that if you're looking
to spend
00:06:12:15 - 00:06:15:18
$300 a month on marketing,
you could do that.
00:06:16:09 - 00:06:18:00
You're not just to do that with us.
00:06:18:00 - 00:06:19:17
Yeah, exactly.
00:06:19:17 - 00:06:24:09
And so I like to take their temperature
in terms of what they know, okay.
00:06:24:09 - 00:06:25:18
What they've tried,
00:06:25:18 - 00:06:29:03
what their frustrations are
and what they're trying to do.
00:06:29:04 - 00:06:30:05
Right.
00:06:30:05 - 00:06:34:22
Do you have the bandwidth
for 150 more patients per month?
00:06:34:23 - 00:06:35:20
Right.
00:06:35:20 - 00:06:38:22
Do you are
you just trying to shift your payer mix
00:06:38:22 - 00:06:43:14
because you're really busy,
but 80% of your patients are Medicare.
00:06:43:14 - 00:06:43:19
Right.
00:06:43:19 - 00:06:47:12
You kind of you want to go after more
commercially insured, patients.
00:06:47:16 - 00:06:48:23
You know, when you're talking
00:06:48:23 - 00:06:52:01
about a business function
in a private practice, right?
00:06:52:03 - 00:06:55:21
Where, you know, most private practices
don't take Medicaid.
00:06:56:09 - 00:06:57:09
They love Medicare
00:06:57:09 - 00:07:01:21
because it pays like clockwork
as long as you have, a qualified biller.
00:07:01:21 - 00:07:02:05
Thank you.
00:07:04:21 - 00:07:07:13
So if you're spending money
00:07:07:13 - 00:07:11:06
on marketing, right, why not be selective
00:07:11:14 - 00:07:14:15
and really zoom in
00:07:14:15 - 00:07:18:10
right on those types of people
you want to treat?
00:07:19:01 - 00:07:22:21
What do you see when you talk
about the spending that they've done
00:07:23:11 - 00:07:27:02
that has not worked for them, that
they've tried to do that has not work?
00:07:27:03 - 00:07:29:00
Sure.
00:07:29:00 - 00:07:30:06
I'm very empathetic.
00:07:30:06 - 00:07:30:14
Okay.
00:07:30:14 - 00:07:33:11
I don't
I don't want anybody to waste their money.
00:07:33:11 - 00:07:36:11
Right. Sure. Sometimes you like.
00:07:36:11 - 00:07:37:18
I hate to say this.
00:07:37:18 - 00:07:40:18
I would never tell this to,
someone I've talked to, but, like,
00:07:40:18 - 00:07:44:08
lessons are expensive, and and,
you know, we've all had lessons.
00:07:46:04 - 00:07:48:22
The most expensive lesson
is one that you don't learn,
00:07:48:22 - 00:07:53:07
and you keep trying to do the same thing
over and over, and it's just not working,
00:07:53:07 - 00:07:55:06
and you're not even iterating
and you're not right.
00:07:55:06 - 00:07:59:22
So, look, I like to break it down
and pull it apart, gently,
00:08:00:01 - 00:08:03:12
just to kind of understand what they were
spending, what they were doing.
00:08:03:13 - 00:08:06:08
Show me these ads. Where were they?
00:08:06:08 - 00:08:06:22
Being placed?
00:08:06:22 - 00:08:08:16
What were your channels you were using,
00:08:08:16 - 00:08:11:07
and what were the KPIs
from those campaigns like?
00:08:11:07 - 00:08:14:11
Were these ads being seen
or were you getting
00:08:14:11 - 00:08:17:11
so a lot of what
00:08:17:11 - 00:08:23:10
many smaller groups are doing is SEO
and you have to do SEO.
00:08:23:10 - 00:08:26:23
It's it's kind of not a, oh,
we can call it like a strategy.
00:08:26:23 - 00:08:29:14
I would call it a requirement.
Yeah. Right.
00:08:29:14 - 00:08:30:16
Because, you know,
00:08:30:16 - 00:08:33:11
what happens if someone searches
you want to be able to show up there.
00:08:33:11 - 00:08:35:07
You have to but it has to be done right.
00:08:35:07 - 00:08:37:07
And you could easily burn
thousands of dollars
00:08:37:07 - 00:08:39:03
trying to get it right,
and you'll never know,
00:08:39:03 - 00:08:42:03
because it's really tough
to track attribution on SEO.
00:08:42:16 - 00:08:43:12
Pay per click.
00:08:44:13 - 00:08:45:15
It's so easy.
00:08:45:15 - 00:08:47:14
It's so easy to do.
00:08:47:14 - 00:08:50:14
But here's the thing Google doesn't care
00:08:50:20 - 00:08:54:22
that there's 450 advertisers
in your market
00:08:55:10 - 00:08:59:04
willing to pay for the same keywords
that you are correct.
00:08:59:05 - 00:09:01:08
They'll take your money and they'll put.
00:09:01:08 - 00:09:04:08
So what happens is in a pay
per click environment,
00:09:05:03 - 00:09:08:03
someone searches for a keyword, 84
00:09:08:08 - 00:09:11:08
results come up that are near them right?
00:09:12:02 - 00:09:14:20
That service now becomes a commodity.
00:09:14:20 - 00:09:17:23
You, the advertiser
who wants to show up there?
00:09:17:23 - 00:09:20:02
Yes, you are not special.
00:09:20:02 - 00:09:22:01
Yes. You have not risen above.
00:09:22:01 - 00:09:24:22
You have not shown them that you are
the one.
00:09:24:22 - 00:09:28:21
You are just caught in the middle
with everybody else, right?
00:09:28:21 - 00:09:32:23
So that means that
if they do click your ad,
00:09:33:14 - 00:09:37:13
that experience needs to be so great
00:09:37:20 - 00:09:42:02
that when they click or call that,
that person hangs up the phone.
00:09:42:02 - 00:09:44:21
Excited to come in
for this consult, right?
00:09:44:21 - 00:09:48:09
Because if not, you're going to have a
no show because something
00:09:48:12 - 00:09:51:20
they're not bought into you
as a solution. Yes.
00:09:52:03 - 00:09:57:12
So our process when we can our
our program is totally search-less
00:09:57:12 - 00:10:01:06
meaning the ads
that we put in front of our audiences.
00:10:01:06 - 00:10:02:18
Nobody searches for anything.
00:10:02:18 - 00:10:06:16
The ads just appear in the places
they already go, their social channels
00:10:06:19 - 00:10:10:14
in, in the sites
they already go to as banner ads.
00:10:11:00 - 00:10:15:13
So when they click on that,
they weren't really searching for it.
00:10:15:22 - 00:10:17:22
But a click means relevancy, right?
00:10:17:22 - 00:10:21:12
So the ad speaks to them and we take that
as someone raising their hand
00:10:21:12 - 00:10:24:13
saying, this is
this is relevant to me. Yes.
00:10:24:16 - 00:10:29:19
So then it's just a matter of staying
in front of them in a compliant way. Yes.
00:10:31:00 - 00:10:35:15
To get
them to buy into you as the solution.
00:10:35:22 - 00:10:38:15
So when you can set yourself apart and,
00:10:38:15 - 00:10:41:16
like, rise above the noise of everybody
trying to be found.
00:10:41:16 - 00:10:44:22
Yes. It's, it's a little more,
I don't want to say aggressive.
00:10:45:11 - 00:10:47:15
You're just being a little more proactive.
You'll be a more pro.
00:10:47:15 - 00:10:49:03
We we do the finding, right?
00:10:49:03 - 00:10:49:14
You're gonna
00:10:49:14 - 00:10:52:14
you're going to be in front of these
people who you want to meet and treat.
00:10:52:14 - 00:10:54:14
Correct. You said the word compliant.
00:10:54:14 - 00:10:57:07
So what would be compliant
as compared to non-compliant? Sure.
00:10:57:07 - 00:10:57:20
What you're. Doing.
00:10:57:20 - 00:11:01:20
So, so there's just been some updates
to Meta's platform
00:11:01:20 - 00:11:05:13
in terms of health care advertising
and what advertisers can and can't do.
00:11:05:18 - 00:11:06:19
And it makes sense.
00:11:06:19 - 00:11:09:19
So you cannot,
00:11:10:02 - 00:11:15:00
use any PHI,
personal health information in marketing.
00:11:15:00 - 00:11:19:16
We do not use CPT codes, DX codes
or prescriptions.
00:11:19:19 - 00:11:21:09
That's a big no no, right.
00:11:21:09 - 00:11:26:09
You can't
you can't put forth a promise of a cure.
00:11:26:19 - 00:11:27:14
Okay. Right.
00:11:27:14 - 00:11:30:19
You have to be very
specific on what this is.
00:11:32:01 - 00:11:34:10
And you can't
00:11:34:10 - 00:11:39:00
use pixels to follow strangers around.
00:11:39:00 - 00:11:44:08
Meaning if someone comes to your website
for, medical services, yes.
00:11:44:13 - 00:11:49:19
You can't pop a pixel on their device and
then follow them around for retargeting.
00:11:49:22 - 00:11:52:22
Right.
That is not compliant. Interesting.
00:11:53:02 - 00:11:56:16
So we the way that we get around this
00:11:57:00 - 00:12:00:13
in a comply a ways that everyone in
our audience has opted in,
00:12:01:03 - 00:12:03:14
we have opt in from 250 million
00:12:03:14 - 00:12:06:14
people in a country
from a consumer standpoint.
00:12:06:16 - 00:12:12:14
So whereas we're not using those,
the PHI. Right. We're using opted in,
00:12:13:04 - 00:12:16:10
permission
based information that each person
00:12:16:10 - 00:12:20:06
has given us into insights into lives,
not so much
00:12:20:06 - 00:12:23:06
like I have,
00:12:23:12 - 00:12:26:12
a kidney issue and I'm on dialysis,
but things like,
00:12:27:14 - 00:12:29:14
I'm a runner,
Right.
00:12:29:14 - 00:12:32:08
I'm over 50.
Right. I bought a knee brace.
00:12:34:02 - 00:12:36:13
So. And I have a peloton app.
00:12:36:13 - 00:12:37:23
Right. Interesting
00:12:37:23 - 00:12:41:02
So if you put something
that's arthritis related in
00:12:41:02 - 00:12:44:02
front of or knee pain related,
we don't know.
00:12:44:06 - 00:12:46:00
Right. But it's possible.
00:12:46:00 - 00:12:48:20
And if they click it now,
they're in the environment.
00:12:48:20 - 00:12:52:01
Now they can learn about the service and
and they can determine whether or not
00:12:52:06 - 00:12:55:06
their pain is something that they're ready
to take action on right now.
00:12:55:18 - 00:12:57:00
I love it, I love it.
00:12:57:00 - 00:12:59:05
Let's, let's take a break. Take a couple minutes here.
00:12:59:05 - 00:12:59:20
I want to come back
00:12:59:20 - 00:13:02:22
and get a little more specific
as to who your great clients are.
00:13:02:22 - 00:13:04:20
I love it. Thanks.
00:13:04:20 - 00:13:07:16
Visuals by Momo
passionately brings your vision to life.
00:13:07:16 - 00:13:09:21
With expert video production,
00:13:09:21 - 00:13:13:03
we create impactful, community
focused content for businesses
00:13:13:03 - 00:13:16:15
and nonprofits, helping you connect to
and engage with your audience
00:13:17:01 - 00:13:18:12
from concept to completion.
00:13:18:12 - 00:13:20:10
Our dedicated team is committed
00:13:20:10 - 00:13:23:14
to telling your unique story
with creativity and precision.
00:13:24:07 - 00:13:27:19
Elevate your brand making a lasting
impression with Visuals by Momo.
00:13:28:07 - 00:13:34:10
Visit Visualsbymomo.com or call (954) 745-7922
00:13:34:15 - 00:13:37:15
to start your journey today.
00:13:37:15 - 00:13:38:18
Your Story, Our Passion!
00:13:38:18 - 00:13:41:01
Hi. Welcome back with Seth Turnoff
00:13:41:01 - 00:13:42:10
Custom Medical Marketing.
00:13:43:20 - 00:13:46:20
So far, everything you've told me to me
is just gold.
00:13:46:23 - 00:13:51:07
When you know your ad spend can be
so targeted
00:13:51:13 - 00:13:54:13
to what it is
that the patients that you are seeking
00:13:54:18 - 00:13:57:20
it, you know, it's game
changer as compared to pay per click.
00:13:57:20 - 00:13:59:07
Because I hate pay per click.
00:13:59:07 - 00:14:02:07
You know that to me it's burning money.
00:14:02:19 - 00:14:05:02
So your clients,
00:14:05:02 - 00:14:09:11
the specialties that they're in, tell me,
what what's your bread and butter?
00:14:09:11 - 00:14:10:23
Sure. Orthopedics.
00:14:10:23 - 00:14:15:04
We started in orthopedics,
and we know these audiences very well.
00:14:15:04 - 00:14:19:09
Every subspecialty within orthopedics
we have run audiences for.
00:14:19:09 - 00:14:21:19
And we know how they respond.
For example.
00:14:21:19 - 00:14:25:04
For example, Ortho Biologics,
pediatric, Ortho Spine,
00:14:25:04 - 00:14:28:04
foot and ankle, hips and knees,
00:14:28:05 - 00:14:29:10
shoulders.
00:14:29:10 - 00:14:32:09
We just did a shoulder campaign one month.
00:14:32:14 - 00:14:35:02
The audience was, a little over
half a million people.
00:14:35:02 - 00:14:35:10
Okay.
00:14:35:10 - 00:14:38:10
The people in this audience are,
active lifestyles.
00:14:38:14 - 00:14:39:03
Okay.
00:14:39:03 - 00:14:43:09
Everybody has, over
$50,000 household income, which gives us
00:14:44:01 - 00:14:47:19
the inference that there's
commercial insurance in the household.
00:14:47:20 - 00:14:49:06
Okay. These people also,
00:14:50:06 - 00:14:54:22
are employed in, more blue collar areas.
00:14:54:22 - 00:14:55:13
Okay.
00:14:55:13 - 00:14:57:19
Automotive,
00:14:57:19 - 00:14:59:17
mechanics,
00:14:59:17 - 00:15:01:19
landscapers,
00:15:01:19 - 00:15:03:19
manufacturing agriculture.
00:15:03:19 - 00:15:05:04
So these are people with movement.
00:15:05:04 - 00:15:09:00
So, a one month campaign
for one of our clients.
00:15:10:05 - 00:15:14:11
They saw over 3000 patients
who are in the campaign.
00:15:14:20 - 00:15:16:06
But I want to be real clear.
00:15:16:06 - 00:15:19:01
I'll give you the details.
Don't get too excited.
00:15:19:01 - 00:15:20:13
No, no, I love the success stories.
00:15:20:13 - 00:15:24:18
Like 626 of them
were net new to the clinic.
00:15:24:18 - 00:15:26:10
So wow.
00:15:26:10 - 00:15:29:10
A couple things to note about this client.
00:15:29:12 - 00:15:32:10
They have been in their community for I think 17 years
Right
00:15:32:10 - 00:15:35:10
They have treated multiple generations
of these families. Yes.
00:15:36:03 - 00:15:39:16
They're very involved in the sports teams
and the schools.
00:15:40:15 - 00:15:46:01
They have an exceptional process
for sales and sales ops.
00:15:46:06 - 00:15:46:13
Right.
00:15:46:13 - 00:15:49:07
Meaning like we are top of funnel
Right. Right.
00:15:49:07 - 00:15:51:20
That is that is half of the pie
Right
00:15:53:00 - 00:15:54:04
The other half of the pie
00:15:54:04 - 00:15:57:04
is if the organization can convert
00:15:57:04 - 00:16:01:01
our traffic interested people
right into actual patients.
00:16:01:01 - 00:16:03:12
Because if you can't do that,
if there's holes in your funnel,
00:16:03:12 - 00:16:06:14
right, you're wasting every single dollar
you spend on on trying to get people
00:16:06:14 - 00:16:07:07
to notice you.
00:16:07:07 - 00:16:08:09
It's all for nothing.
00:16:08:09 - 00:16:10:10
Okay. So,
00:16:10:10 - 00:16:12:07
so they're really good at what they do.
00:16:12:07 - 00:16:14:08
We're not introducing anything
to this audience.
00:16:14:08 - 00:16:17:09
It's just a matter of getting to people
when they need it.
00:16:17:16 - 00:16:21:06
And they were very,
very pleased with the results.
00:16:21:10 - 00:16:23:14
So, shoulders, hands.
00:16:23:14 - 00:16:26:01
What was another one that,
00:16:26:01 - 00:16:28:08
and they opened some new,
new practices as well.
00:16:28:08 - 00:16:30:15
So we did some like
welcome to the neighborhood stuff.
00:16:30:15 - 00:16:32:09
Just to a general orthopedic audience.
00:16:32:09 - 00:16:35:09
Also, cardiovascular practices.
00:16:35:17 - 00:16:39:09
We've run two separate audiences
for cardiovascular clinics.
00:16:39:19 - 00:16:40:17
One is a
00:16:42:05 - 00:16:44:09
reactive health audience.
00:16:44:09 - 00:16:47:13
This is people
who are more sedentary lifestyles.
00:16:48:01 - 00:16:50:21
Maybe our dieters have weight issues.
Okay.
00:16:50:21 - 00:16:53:22
Maybe higher BMI fast food enthusiasts.
00:16:53:22 - 00:16:54:22
Right.
00:16:54:22 - 00:16:58:08
And these people are triggered
by possibly an event,
00:16:59:02 - 00:17:03:08
that is forcing them to seek cardiac care
or a loving
00:17:03:08 - 00:17:07:11
slash nagging spouse
who is trying to get them to seek care.
00:17:07:12 - 00:17:10:12
And the alternative
audience is a more proactive,
00:17:10:20 - 00:17:14:06
cardiac care, patient who is fit.
00:17:14:11 - 00:17:16:12
They take care of their cardiac,
00:17:16:12 - 00:17:18:12
they understand
they probably have a blood pressure
00:17:18:12 - 00:17:21:02
monitor at home, and they check it
and they keep up with it.
00:17:21:02 - 00:17:24:05
So this is just kind
of a maintenance type of approach,
00:17:24:14 - 00:17:27:11
letting these people know
that this, clinic is here,
00:17:27:11 - 00:17:30:06
right in your neighborhood,
and we're your home for heart care.
00:17:30:06 - 00:17:31:10
Kind of, kind of a thing.
00:17:31:10 - 00:17:35:00
So, getting real granular
with who we're trying to talk to is,
00:17:35:02 - 00:17:36:10
is the name of the game with.
00:17:36:10 - 00:17:38:16
It is. And that's, that's
that's where you shine.
00:17:38:16 - 00:17:40:22
So I have to so I have two questions.
00:17:40:22 - 00:17:44:01
The 626 additional patients,
00:17:45:02 - 00:17:47:13
did they know that it was their clinic
00:17:47:13 - 00:17:50:18
that was in their neighborhood
when they first engaged?
00:17:52:00 - 00:17:56:07
I don't know, because all we know
is that they were in our audience.
00:17:56:07 - 00:17:57:10
Right.
00:17:57:10 - 00:18:00:11
And they showed up at the clinic
for a consult within that month
00:18:00:11 - 00:18:02:08
that we were running the campaign. Okay.
00:18:02:08 - 00:18:04:23
So in terms of the granular
00:18:04:23 - 00:18:07:17
actual patient journey.
Right.
00:18:07:17 - 00:18:08:22
We don't have that data.
00:18:08:22 - 00:18:14:22
And also we don't know
whether they saw their billboard,
00:18:15:01 - 00:18:17:18
whether they heard the radio spot,
whether they saw a print ad.
00:18:17:18 - 00:18:21:00
And so it's taking a look at the,
the marketing mix.
00:18:21:01 - 00:18:22:16
Right, as, like as a whole.
00:18:22:16 - 00:18:24:17
And we're not just an end all be all.
00:18:24:17 - 00:18:26:12
And I would never say nope.
This is our pet.
00:18:26:12 - 00:18:30:11
We are responsible because we can't prove
that all we know is what we know.
00:18:30:11 - 00:18:32:10
And that's that. They were in our campaign
and they showed up.
00:18:32:10 - 00:18:34:19
But I would imagine a number like that
that's in the hundreds.
00:18:34:19 - 00:18:35:22
There's a spike right?
00:18:35:22 - 00:18:38:22
It was a spike at some over
the course of this time.
00:18:39:01 - 00:18:41:12
Oh yeah. Well,
especially for this service line. Right.
00:18:41:12 - 00:18:44:15
Any time we run a new campaign
for that service line. Yes.
00:18:44:16 - 00:18:46:19
It always spikes. Sure.
00:18:46:19 - 00:18:49:03
You said so. You're the top of the funnel.
00:18:49:03 - 00:18:49:11
Okay.
00:18:49:11 - 00:18:52:11
And then the closing
really has to be done.
00:18:52:19 - 00:18:56:05
Do you get involved in that as far
as training or work tracks or things.
00:18:56:05 - 00:18:59:04
So we've never actively consulted
in that realm.
00:18:59:04 - 00:19:03:17
But we have like
we have the data on our program,
00:19:03:22 - 00:19:07:02
meaning how many impressions
we serve to this audience,
00:19:08:01 - 00:19:11:01
across the
channels that we're using, the platforms,
00:19:11:09 - 00:19:16:00
which like device has a higher open
rate for,
00:19:16:01 - 00:19:19:22
you know, or click rate
for a different ad, dimension.
00:19:20:14 - 00:19:23:14
So we have all this data
and we know how many times people click
00:19:23:23 - 00:19:25:16
and which ad they click.
00:19:25:16 - 00:19:29:10
So we know the front end, right.
00:19:29:23 - 00:19:32:03
If there's a lot of action
on the front end.
00:19:32:03 - 00:19:32:12
Right.
00:19:32:12 - 00:19:35:06
But there's not a lot of action
on the back end okay.
00:19:35:06 - 00:19:38:10
There's a there's a problem
somewhere in that funnel.
00:19:38:11 - 00:19:41:17
So if we have movement on the front,
but it's not translating to sales.
00:19:41:17 - 00:19:44:09
Well let's take a look at
are you recording your calls.
00:19:44:09 - 00:19:47:08
Well you should take a look at some of
those calls and see how they're doing.
00:19:47:08 - 00:19:50:00
What is the call time.
00:19:50:00 - 00:19:52:08
What is the.
00:19:52:08 - 00:19:55:22
I did an exercise for one of our clients
where I basically secret
00:19:55:22 - 00:19:59:13
shopped them on a few of their competitors
along the market.
00:19:59:13 - 00:20:02:15
Right. And and I looked at things like,
00:20:04:06 - 00:20:07:08
how long did it take for a human
to get on the phone?
00:20:07:08 - 00:20:07:20
Right.
00:20:07:20 - 00:20:09:03
And so here's the thing.
00:20:09:03 - 00:20:14:15
I played, a prospective patient
with slight knee pain.
00:20:14:15 - 00:20:15:10
Right.
00:20:15:10 - 00:20:19:14
It's not that bad that I need something
done now, but I don't know that it's going
00:20:19:14 - 00:20:22:14
to get much better, because knee pain
usually doesn't get better on its own.
00:20:22:15 - 00:20:22:21
Right.
00:20:22:21 - 00:20:25:01
And I'm just exploring my options.
00:20:25:01 - 00:20:27:10
So my questions were,
00:20:27:10 - 00:20:29:15
who would be the specialist
that I would see?
00:20:29:15 - 00:20:30:00
Right?
00:20:30:00 - 00:20:32:16
And when can I get an appointment
with them?
00:20:32:16 - 00:20:33:09
Okay.
00:20:33:09 - 00:20:36:09
And then the other data
I was collecting was,
00:20:36:18 - 00:20:38:19
what's the IVR experience like?
00:20:38:19 - 00:20:42:19
Is it six minutes of them telling me
that my time is valuable, right.
00:20:43:00 - 00:20:44:06
You'll be with me right away?
00:20:44:06 - 00:20:46:14
Yes, because you could tell me
that all day long.
00:20:46:14 - 00:20:49:00
But if I'm still on hold
after five minutes, like,
00:20:49:00 - 00:20:51:19
just trying to talk to
someone like you can hang up words.
00:20:51:19 - 00:20:53:18
They're just words
Right.
00:20:53:18 - 00:20:56:18
And what was the call
like when they did pick up the phone?
00:20:57:01 - 00:21:02:02
Was there any type of compassion
or empathy to me?
00:21:02:02 - 00:21:03:21
Were they listening to me
00:21:03:21 - 00:21:07:04
and or were they just trying
to get my name and, and date of birth
00:21:07:04 - 00:21:09:05
so they can put me in the system
and check something out?
00:21:09:05 - 00:21:09:11
Right.
00:21:09:11 - 00:21:11:07
Is this a person
on the other end of the phone
00:21:11:07 - 00:21:15:10
who also does insurance verifications
and gets involved with some light billing?
00:21:15:13 - 00:21:18:12
Or, someone who's on your front desk,
who does scheduling
00:21:18:12 - 00:21:20:13
and does a little bit of this,
little bit of that. Right.
00:21:20:13 - 00:21:24:12
And you have to also have them do sales
and also make some phone calls,
00:21:24:16 - 00:21:25:21
preorder stuff. It's like
00:21:26:23 - 00:21:27:21
and I get it,
00:21:27:21 - 00:21:30:14
everybody in private practice
health care wears multiple hats.
00:21:30:14 - 00:21:31:22
Right.
00:21:31:22 - 00:21:35:19
But if if your patients
are your capital right.
00:21:36:00 - 00:21:38:22
And the process for acquiring
00:21:38:22 - 00:21:42:22
your patients is broken, right,
you're going to have a problem.
00:21:43:00 - 00:21:44:00
Right.
00:21:44:00 - 00:21:48:00
But I like the value
add that you're bringing us to okay.
00:21:48:15 - 00:21:50:13
Here's we're finding an issue.
00:21:50:13 - 00:21:51:15
Let's get this fixed.
00:21:51:15 - 00:21:53:20
The best way we can coach you to do that
00:21:53:20 - 00:21:56:13
as compared to saying, okay,
we did our job right.
00:21:56:13 - 00:21:58:03
And, you know, see.
00:21:58:03 - 00:22:00:05
If our clients don't win,
we don't win. Right.
00:22:00:05 - 00:22:02:20
So and I know you take the same approach
with your clients.
00:22:02:20 - 00:22:06:01
Like if there's a problem,
if there's an issue that we need to solve.
00:22:06:06 - 00:22:08:18
All right, let's work
together to figure out the best way.
00:22:08:18 - 00:22:09:21
What, like what's going on?
00:22:09:21 - 00:22:11:13
If we can identify the problem,
00:22:11:13 - 00:22:13:19
there's always going to be a way
that we can fix it.
00:22:13:19 - 00:22:16:22
It might not be
is as easy as just implementing one thing.
00:22:16:22 - 00:22:20:15
We might need to try a few things,
but if we go at it together right,
00:22:21:03 - 00:22:23:20
the odds of us getting it done
are much greater.
00:22:23:20 - 00:22:27:14
I notice sometimes
when I see the ads that you're
00:22:27:18 - 00:22:31:08
you're putting on, you cap the age at 64.
00:22:32:09 - 00:22:35:09
So you're
not looking for Medicare patients.
00:22:35:14 - 00:22:37:23
Sometimes we are. Okay. But why?
00:22:37:23 - 00:22:39:03
Why do you do that?
00:22:39:03 - 00:22:40:07
Why is that the target?
00:22:40:07 - 00:22:43:12
So we launched a new program recently.
00:22:43:12 - 00:22:45:18
It's called CMM direct. Okay. Okay.
00:22:45:18 - 00:22:48:14
We listen perfect.
We listen to our prospects. Right.
00:22:48:14 - 00:22:51:16
And our pricing for our program.
00:22:51:21 - 00:22:55:12
We're usually price
to drive or communicate
00:22:55:12 - 00:22:58:12
with a lot of people in an area.
00:22:58:12 - 00:22:59:17
Hundreds of thousands of people.
00:22:59:17 - 00:23:01:18
Right. Got it.
00:23:01:18 - 00:23:05:14
So what we learned quickly
was that individual specialists
00:23:06:00 - 00:23:09:00
or one surgeon,
00:23:09:11 - 00:23:10:20
they're not looking for that.
00:23:10:20 - 00:23:13:04
They want to see a lift. Right.
00:23:13:04 - 00:23:17:16
But they typically want a more narrower
scope of patient.
00:23:17:16 - 00:23:18:07
Okay.
00:23:18:07 - 00:23:21:19
So if we are going to,
you know, dial in our laser, right.
00:23:21:19 - 00:23:25:18
And really get, get and niche down
right more times than not,
00:23:26:07 - 00:23:29:15
our clinics,
our clients, our prospects want
00:23:30:14 - 00:23:31:00
to see
00:23:31:00 - 00:23:34:18
patients that will generate more revenue
for them. No.
00:23:34:18 - 00:23:38:01
That's because as a business function,
you know, look again
00:23:38:09 - 00:23:41:09
Medicare is great, right?
00:23:41:19 - 00:23:43:12
But if your payer mix is off,
00:23:43:12 - 00:23:47:05
if you're seeing more than 65% of patients
00:23:47:05 - 00:23:50:05
in one payer segment, right,
00:23:51:18 - 00:23:52:21
there could be some challenges.
00:23:52:21 - 00:23:54:07
I'm not I'm not going alarmist.
00:23:54:07 - 00:23:56:11
I don't want to say, like,
you need to fix this system.
00:23:56:11 - 00:23:59:19
Like it's not like that,
but you get more negotiation.
00:23:59:19 - 00:24:02:08
Wait, if you're evenly spread.
00:24:02:08 - 00:24:07:16
Right, you can take advantage of savings
on the contracting side.
00:24:08:04 - 00:24:11:14
And I think it's just a, a sign of,
00:24:12:12 - 00:24:15:12
I want to say healthier.
00:24:16:17 - 00:24:17:12
It's a business
00:24:17:12 - 00:24:22:10
better poised for growth, right,
than if it's out of scale.
00:24:22:12 - 00:24:24:00
I totally get it.
00:24:24:00 - 00:24:25:06
That's a great answer.
00:24:25:06 - 00:24:27:04
It's a business decision. Right?
00:24:27:04 - 00:24:30:21
It's a 100% because at the end of the day,
I wish health care wasn't a business.
00:24:31:01 - 00:24:33:14
I really wish it wasn’t right.
You were saying.
00:24:33:14 - 00:24:36:18
I wish that you would be out of a job
and I would be out of a job, too.
00:24:38:04 - 00:24:38:17
But it's not.
00:24:38:17 - 00:24:41:10
And we're here. I that's
that's a great answer.
00:24:41:10 - 00:24:44:20
You know, I knew there was a reason,
you know, and that's why I asked.
00:24:45:03 - 00:24:48:18
But the fact of the matter is that,
you know, you're spending money
00:24:48:18 - 00:24:50:18
on advertising.
00:24:50:18 - 00:24:53:10
You want to get the return
maximized, right?
00:24:53:10 - 00:24:54:21
You have to maximize the return. Exactly.
00:24:54:21 - 00:24:56:18
And that happens on commercial payers.
00:24:56:18 - 00:24:57:02
Sure.
00:24:57:02 - 00:25:01:01
And one of the so the reason that we
we started this program is twofold.
00:25:01:05 - 00:25:05:00
One, for those groups that are it's
just that
00:25:05:00 - 00:25:08:14
they need to get their payer mix
a little more, in check.
00:25:09:05 - 00:25:11:21
A pretty big, clinic.
00:25:11:21 - 00:25:14:21
They, I think it was 75% Medicare.
00:25:15:03 - 00:25:16:10
Okay. That's great.
Right
00:25:16:10 - 00:25:19:10
They were aware of it,
so they didn't know what to do.
00:25:19:10 - 00:25:22:19
And I said, here's what we can do.
Right
00:25:22:19 - 00:25:28:09
And their response was, we can do that,
I said, yes, yes, we can do that.
00:25:28:18 - 00:25:31:08
So that's, reason number one.
00:25:31:08 - 00:25:33:23
Reason number two is let's say you are
00:25:35:05 - 00:25:36:04
a highly
00:25:36:04 - 00:25:39:13
trained, skilled surgeon,
but you're only a year
00:25:39:13 - 00:25:42:00
or two out of fellowship
and you're new to your clinic.
00:25:42:00 - 00:25:42:10
Okay. Right.
00:25:42:10 - 00:25:45:16
So private practice and you
00:25:46:23 - 00:25:50:21
are seeing patients, but you're seeing
who they're giving you, right?
00:25:50:21 - 00:25:53:08
You don't yet have a seat at the table.
00:25:53:08 - 00:25:57:07
You're not quite seeing
that marketing budget love from them
00:25:57:07 - 00:25:59:07
in order to grow your business.
00:25:59:07 - 00:26:04:02
So I call these surgeons
who are well known in the community.
00:26:04:08 - 00:26:04:16
Right.
00:26:04:16 - 00:26:07:04
These docs that that are just
they're hot shots.
00:26:07:04 - 00:26:08:22
They've been doing it
for, you know, forever.
00:26:08:22 - 00:26:10:07
And everybody knows who they are.
00:26:10:07 - 00:26:11:22
These are the cornerstone surgeons
Right
00:26:11:22 - 00:26:14:22
You could be an incredible surgeon.
00:26:14:22 - 00:26:16:09
Right
00:26:16:09 - 00:26:18:22
But you're just not known
Right
00:26:18:22 - 00:26:21:13
So how do you compete
with the cornerstones?
00:26:21:13 - 00:26:21:22
Right.
00:26:21:22 - 00:26:27:18
You need a highly targeted, direct way
to put you in front of the people
00:26:27:18 - 00:26:31:01
most likely to need your services,
whether they need your services
00:26:31:01 - 00:26:34:04
in two weeks, two months or two years,
you need to be known
00:26:34:04 - 00:26:38:11
because your lack of awareness
will keep you seeing the scraps.
00:26:38:11 - 00:26:41:09
That's right. Exactly.
Give me your best success story.
00:26:43:19 - 00:26:45:12
There's a couple of them.
00:26:45:12 - 00:26:48:02
Yeah, okay, I'll take two.
00:26:48:02 - 00:26:49:09
I think this year.
00:26:49:09 - 00:26:52:21
So one of our clients
who we've been running campaigns for,
00:26:54:15 - 00:26:57:04
all year long,
we've run about two campaigns per month
00:26:57:04 - 00:27:01:00
with this group, and we usually have
a static total joint campaign.
00:27:01:03 - 00:27:01:11
Okay.
00:27:01:11 - 00:27:05:16
But and then we layer in two months
of spine, two months of financial.
00:27:06:05 - 00:27:07:20
Because doing a one off
00:27:07:20 - 00:27:11:11
campaign for one month, you really can't
get the penetration right.
00:27:11:19 - 00:27:15:06
But they've proven that
they have the branding, they have the, the
00:27:16:02 - 00:27:20:05
the awareness, the brand awareness in
their community, okay, that they can okay.
00:27:20:05 - 00:27:24:12
So this year,
I think the last time I checked,
00:27:26:04 - 00:27:28:09
they've seen
00:27:28:09 - 00:27:33:16
I think it was about 3400
net new patients this year.
00:27:33:16 - 00:27:35:06
And that's 20%.
00:27:35:06 - 00:27:38:13
So their net new is 20%, 21%
00:27:38:20 - 00:27:43:04
of the total patients that are that are,
our program is driven
00:27:43:12 - 00:27:47:05
and this client is they're
very much concerned with the net new.
00:27:47:05 - 00:27:49:23
That's their primary KPI.
Sure makes. Sense.
00:27:49:23 - 00:27:51:20
Just from a lifetime
value of a patient. Right.
00:27:51:20 - 00:27:53:20
And they're really good at follow-ups
00:27:53:20 - 00:27:57:03
are really good a patient engagement
once they're in the clinic.
00:27:57:04 - 00:27:59:17
Right. That's another thing
that we don't have anything to do with.
00:27:59:17 - 00:28:00:00
Right.
00:28:00:00 - 00:28:05:01
Is just
how do you maintain not just satisfaction.
00:28:05:01 - 00:28:06:20
Right. But the experience. Right.
00:28:06:20 - 00:28:09:20
And let them know that, look,
we do other things and we're here
00:28:09:21 - 00:28:13:16
and, you know,
and it's like if if someone is,
00:28:15:20 - 00:28:18:17
if someone's in pain,
00:28:18:17 - 00:28:20:21
it's not a question
of where they're going to go
00:28:20:21 - 00:28:23:19
if they already went somewhere
that can help them. Right.
00:28:23:19 - 00:28:25:13
And they had a great experience. Right.
00:28:25:13 - 00:28:29:00
They still might go back if they had
a terrible experience because, you know,
00:28:30:20 - 00:28:31:19
people are funny.
00:28:31:19 - 00:28:33:19
Yeah, right. People are funny.
They don't like new.
00:28:33:19 - 00:28:36:14
We don't like change. Right.
And they already have all my information.
00:28:36:14 - 00:28:38:11
It's like, is it
was that really not that hard?
00:28:38:11 - 00:28:41:09
Well, for some people it is. And,
00:28:41:09 - 00:28:44:09
but I think that what we do is so unique
00:28:44:14 - 00:28:47:14
is, that it's weird
00:28:47:21 - 00:28:51:14
to think that I'm sure there's groups
out there that that do what we do.
00:28:51:22 - 00:28:54:01
I don't know that they do it on the scale
that we do
00:28:54:01 - 00:28:58:05
in terms of having private practices
be our focus.
00:28:58:05 - 00:29:00:03
Right. Right.
Systems. Yeah.
00:29:00:03 - 00:29:03:19
Big systems with big budgets and
you know, a lot of numbers.
00:29:04:07 - 00:29:06:21
Sure. They have enhanced yeah.
00:29:06:21 - 00:29:09:09
Intelligence systems. Sure, sure.
00:29:09:09 - 00:29:11:16
How does somebody get in touch with you?
00:29:13:02 - 00:29:16:14
They can send up the mustache bat signal,
Just kidding.
00:29:16:14 - 00:29:17:16
Wouldn't that be cool?
00:29:17:16 - 00:29:19:19
We should work on that.
00:29:19:19 - 00:29:20:17
My LinkedIn.
00:29:20:17 - 00:29:22:10
Okay. My name is Seth Turnoff.
00:29:22:10 - 00:29:26:05
Okay, and they can search me there,
or they can hit me up on our website.
00:29:26:05 - 00:29:29:22
It's, custommedicalmarketing.com,
all spelled out?
00:29:29:22 - 00:29:32:09
All spelled out.
Okay. Very good.
00:29:32:09 - 00:29:33:06
I have this question.
00:29:33:06 - 00:29:36:16
I always like to to ask one of everybody
if I.
00:29:36:21 - 00:29:39:11
Seth, if I gave you a magic wand
00:29:39:11 - 00:29:43:16
and you were able to do whatever you want
with it to help your company
00:29:43:16 - 00:29:46:16
or health care in general,
what would you do with it,
00:29:47:13 - 00:29:49:09
man? Okay, this is good.
00:29:49:09 - 00:29:53:06
So what I would do with it is I would get
00:29:54:07 - 00:29:57:23
three other big marketing companies,
vanilla marketing companies,
00:29:57:23 - 00:30:01:23
the ones that do the PPC, the SEO,
and we build websites
00:30:01:23 - 00:30:03:19
and we do reputation and all these things.
00:30:03:19 - 00:30:06:11
I would get maybe, maybe just one.
I don't need to be greedy, right?
00:30:06:11 - 00:30:10:14
I would get one and we would institute
a program where we would go head to head
00:30:11:14 - 00:30:15:00
and you put,
we're going to do the same budget, right?
00:30:15:00 - 00:30:15:09
Right.
00:30:15:09 - 00:30:17:23
And we're going to do the same program.
00:30:17:23 - 00:30:18:14
Right.
00:30:18:14 - 00:30:21:19
And you run your program
and we'll run our program, okay.
00:30:22:05 - 00:30:23:00
And let's see what happens.
00:30:23:00 - 00:30:24:16
And we're going to run it
for the same client,
00:30:24:16 - 00:30:28:14
for the same practice,
like a real Pepsi, Pepsi challenge.
00:30:28:14 - 00:30:31:03
Yeah. And and let's see what happens.
00:30:31:03 - 00:30:32:16
Oh, that sounds very doable.
00:30:32:16 - 00:30:33:15
Yeah, I think so.
00:30:33:15 - 00:30:35:22
Yeah. You forgot.
You gotta find the right person. Hey.
00:30:35:22 - 00:30:39:19
I really appreciate you coming by today
and sharing what you do,
00:30:39:19 - 00:30:43:07
but I think it's magnificent,
the way you're able to dial down
00:30:43:07 - 00:30:46:11
exactly the for the patients that that
that the providers are looking for.
00:30:46:19 - 00:30:50:02
And, you hope that you'll,
you'll come back again?
00:30:50:08 - 00:30:50:21
Definitely.
00:30:50:21 - 00:30:55:09
I appreciate the opportunity to come in
and chat with my friend Josh again.
00:30:55:09 - 00:30:56:15
There you go.
00:30:56:15 - 00:30:58:16
I appreciate everything
that you're doing to.
00:30:58:16 - 00:30:59:16
Thank you for listening today.
00:30:59:16 - 00:31:02:17
Please follow us on Facebook and LinkedIn,
and you can check us out at
00:31:02:17 - 00:31:04:01
TheAngryBiller.com.