Beyond Hormones, The Business of Wellness
Running a hormone or wellness clinic is rewarding — but let’s be honest, it can also feel overwhelming. That’s where Beyond Hormones: The Business of Wellness comes in.
Hosted by Jody Layne, co-founder of Accelerated Medical Practices, this podcast is here to help providers build thriving, profitable practices without losing sight of why they started. With over a decade of experience in marketing, sales, and business development — and after working with hundreds of clinics — Jody brings both expertise and encouragement to every episode.
You’ll hear candid conversations with clinic owners who’ve been in your shoes, expert interviews with professionals who share tools and wisdom to help your practice grow, and Jody’s own insights from years of working behind the scenes in the hormone industry.
If you’re ready to feel more confident, more supported, and a little less alone on the journey of business ownership, you’re in the right place.
Beyond Hormones, The Business of Wellness
Ep# 37 - The 6 Numbers Every Hormone Clinic Owner Should Know
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Most hormone clinic owners are working incredibly hard… but they’re still guessing when it comes to growth.
In this episode of Beyond Hormones: The Business of Wellness, Jody shares the six numbers every hormone and wellness clinic owner should be tracking if they want to grow with clarity instead of chaos.
These simple metrics can reveal where revenue is leaking, where marketing is working, and where patient experience may be breaking down.
If you’ve ever felt like you’re busy all day but still unsure what’s actually moving your clinic forward, this episode will help you start leading your business with data instead of gut instinct.
You’ll learn:
• The six key metrics that drive clinic growth and profitability
• Why many clinics struggle because they’re flying blind financially
• How tracking a few numbers each month can eliminate guesswork
• The simple monthly review process that helps clinic owners make smarter decisions
This episode is part of The Accelerator Clinic Series, where we share practical strategies pulled from the training platform built specifically for hormone and wellness clinic owners.
If you’d like to go deeper, you can access the full course “Profit on Purpose: How to Use Data to Grow Smarter” inside The Accelerator.
Create your free account here:
https://accelerator.acceleratedmedicalpractices.com
Inside The Accelerator you’ll find free trainings, individual courses you can purchase, or you can unlock everything with the Power Pass for $99/month.
And if you know another hormone or wellness practitioner who could benefit from this conversation, please share this episode with them. The hormone industry is a community, and we all grow stronger when we learn from each other.
This podcast is powered by Accelerated Medical Practices, where we believe hormone and wellness care should be both life-changing and profitable. If you own or run a clinic and are interested in being a guest on the show, please complete the form here and let's connect! Or email Jody at Jody@AcceleratedMedicalPractices.com.
🚀 Grow your clinic with proven systems at AcceleratedMedicalPractices.com
For more Insights and Tips on Growing Your Hormone Clinic, subscribe to THE AMP Report sent every other Thursday and follow us on social media for "almost" daily tips!
Last BUT DEFINITELY NOT LEAST, is your looking for the fast track to growing your clinic, check out The AMP Accelerator - A free membership site filled with on demand course content to allow you to learn what you need, when yo...
Welcome to Beyond Hormones, the Business of Wellness, the podcast for hormone and functional medicine providers who want a thriving, predictably profitable practice and maybe a little less stress along the way. Hi, I'm your host, Jody Lane, and I've worked with lots of clinics in marketing, sales, and business development, and I have seen what works and what doesn't. And here's what I believe hormone and wellness care should be available to everyone who wants it. And while providers know the medicine, many struggle with the business side of their cash practice. And that's where I come in. See, this podcast is here to share real strategies, real stories, things you can implement in your practice right away. So I am so glad you're here. Come on, let's go. Before we jump into today's Fiverr, I want to tell you about the series that these episodes are a part of. For the next couple of months, our Thursday episodes are a part of a new series called the Accelerator Clinic, where we share short, practical strategies that are pulled directly from the courses inside the Accelerator, which is our training platform for hormone and wellness clinic owners. Everything we teach inside the accelerator is built around our power framework. Now remember, power stands for positioning, operations, workforce, experience, and revenue. The five areas that determine whether a clinic struggles or becomes predictably profitable. All right, let's jump into today's idea. Today I want to talk about something that most clinic owners really don't love talking about. Numbers. And I get it. Most of you did not open a hormone clinic because you love looking at spreadsheets. No, you did it because you love medicine. You love helping people feel their best and you want to build something meaningful. You didn't open a clinic to spend your Fridays staring at numbers and looking at a computer screen. But you know what? The clinics that grow consistently, the ones that reach seven figures, the ones that open multiple locations, the ones that reach their dreams and don't feel like mass chaos every day, they all have one thing in common. I'm sorry to say it, but they track their numbers. Let's think about it this way. Imagine two clinic owners. Same city, same training, same mission to help people through hormone optimization. Clinic owner number one opens their doors and just gets to work. They see patients, they answer phones, they order supplements, they set up their EMR, they post on Instagram and Facebook. Every day feels busy. They're excited because they're busy, but every day feels urgent. And they never really stop to measure what's happening in their business. Now, clinic owner number two takes a slightly different approach. They still start seeing patients right away and they run their clinic, but they track a few key metrics every month. Not 50 numbers, not 100, just a few. Things like how many leads do they get? How many patients became how many leads became patients? How long do patients stay in the practice? And what does each patient worth to the business? Now, fast forward a year. Clinic number one, yeah, they're frustrated, they're working incredibly hard, and the growth feels slow. It could be slow, and they can't figure out why. Every decision feels like a gamble. And then clinic number two, well, they're thriving. They've adjusted prices, they've improved retention, they've hired and even fired a few staff members. And the reason is simple. They're not guessing, they're following what the numbers are telling them. In fact, a study from McKinse found that data-driven organizations are 23 times more likely to acquire customers and 19 times more likely to be profitable. That is not a small difference. That's an entirely different business. And the good news is you don't have to get complicated dashboards or buy expensive software to do this. If you've got Google Sheets or Excel, you can do this. You just need to track a few key numbers. So let me share with you six of those numbers that matter the most for hormone clinics so you can get started. The first is leads per month. This is simply how many potential patients reach out to your clinic. Is it phone calls? It could be from a website form, it could be a DM from social media, they came to an event, they were referred, whatever it is. But if this number is low, the issue definitely isn't sales at this point. It's awareness. People simply don't know you exist. Now, the second number is conversion rate. This tells you what percentage of those leads became paying patients. Now, if your conversion rate is under 50%, then something in the process needs attention. It might be the front desk's conversations. It could be that you're lacking a patient liaison. It could be the consult experience. It might be unclear pricing or a lack of follow-up. But once you know the number, you will know where to focus your attention. Now the third number is retention rate. Specifically, how many patients are still active about 90 days after starting care. Because we both know that the first three months, patients are still trying to decide whether hormone optimization is really going to be a part of their life. And it takes some time for it to kick in. But if patients are dropping off early, the issue is rarely the therapy itself. It's usually education. Most often, it's missed expectations, and it could be office follow-up. When you track retention, you help fix those experience gaps. Now the fourth number is my favorite: revenue by service category. Could be female hormone palette plans, male hormone cream plans, supplements, advanced labs, whatever area of revenue you want to track and see how well or not so well it's doing. When you break down revenue down this way, something really interesting happens. You begin to see which services are driving your business and which ones might be underperforming. That insight helps you improve pricing, maybe how you're bundling, maybe it's patient recommendations. Now the fifth number is show rate. In other words, how many scheduled patients actually show up. No shows cost clinics thousands of dollars in secret. Sometimes the fix is simple. It could just be a better reminder system, or maybe it's clearer policies on no shows, or maybe it's stronger follow-up processes from your team. But again, you can't fix a problem you're not measuring, so make sure to measure that. Now, the sixth number, this one is optional, but I find it really powerful. It's payroll as a percentage of revenue. See, most clinics that are thriving, payroll should fall somewhere around 30 to 40, 45% of revenue. If it's significantly higher, you might be overstaffed. And if it's way lower, you actually may be understaffed and you're limiting your own growth. This single number helps you know when it's time to hire and when it's time to optimize your team. Now, here's a really important thing. You do not need to look at these numbers every day. In fact, I'm going to recommend something much, much simpler. Once a month, block one hour on your calendar. Could be a second Friday of every month. Pull the numbers, put them in a spreadsheet, then ask yourself four simple questions from the last month. What improved? What declined? Where are you stuck? And what is one change you should test next month? That's it. Just do one meeting a month for one hour and make one, maybe two decisions. But when you do this consistently, something powerful happens. The stress of guessing disappears. You stop reacting and start leading. Your marketing becomes effective and your team becomes more aligned. And more importantly, your growth becomes more predictable. And that's the goal, right? Because a hormone clinic shouldn't feel like a guessing game. It should feel like a business that you understand and a business that you can guide and a business that grows intentionally. Now, if you're not tracking these six numbers yet, do me a favor, start this month. Don't wait, just start. It you might be surprised by what they're showing you. I want to thank you so much for joining me for this Fiverr episode of Beyond Hormones. And if you found this helpful, do me a favor, share it with another clinic owner who's trying to grow a little smarter this year. And if today's episode got you thinking about your numbers, I would like to invite you to go a little deeper. See, this episode is actually pulled from a full course that we created called Profit on Purpose, How to Use Data to Grow Smarter, which lives inside our training platform for clinic owners called the Accelerator. Inside that course, we walk through exactly how to track these numbers, how to interpret them, and how to use them to make smarter business decisions inside your clinic every day. Plus, you're going to get downloadable tools that you can use to do the work. Now, if you'd like to check it out, you can create a free account at accelerator.acceleratedmedicalpractices.com. And when you sign up, you'll find a few free courses there waiting for you. From there, you can purchase individual trainings if there's something specific that you want to go learn about. Or many clinic owners choose the PowerPass, which is a$99 a month fee and gives you access to everything inside the Accelerator. Oh, and one more quick thing before we wrap up. For the next few months, our Thursday episodes are going to be a part of this series called the Accelerator Clinic. Each week, I'm going to share one practical idea to help your clinic grow. And every episode connects to a deeper training that you can explore inside the Accelerator. Now, the hormone and wellness industry is a community. We all learn from each other. So if you know another provider or clinic owner who could benefit from this information, please share this episode with them. All of the information that I just shared with you is going to be down in the show notes. So if you're driving or doing something you can't write it down, no worry, it'll be there for you. Thank you so much for listening, and I will see you in the next episode. Thank you for listening to Beyond Hormones, the business of wellness. I hope that you're walking away with fresh ideas and real strategies you can use to grow your practice with profit and purpose. If you enjoyed today's episode, be sure to follow the show so you never miss a conversation. And if something you heard today resonated with you, do me a favor, share this episode with a friend or colleague. It's one of the best ways you can support the show, and it might be exactly what they need to hear right now. If you want even more tools and support, go ahead and head over to accelerated medical practices.com. Until next time, keep doing the work that matters. Your patients need you, and I am cheering you along every step of the way.