Ep. 215: Your 2026 Patient Growth Plan: How to Maximize Leads, Budget Smarter, and Scale Confidently

00:00:05 - 00:00:10What's up, Walkkins? Welcome fans, 00:00:08 - 00:00:13listeners, our best friends. Michael 00:00:10 - 00:00:15here. I'm doing a quick intro into this 00:00:13 - 00:00:17week's episode. So, it's actually a 00:00:15 - 00:00:19reflection of the webinar that we had a 00:00:17 - 00:00:22couple weeks ago and it's about talking 00:00:19 - 00:00:23metrics, value versus vanity. I love 00:00:22 - 00:00:25metrics. I'm a numbers guy. So, I had a 00:00:23 - 00:00:28lot of fun doing this, but I wanted to 00:00:25 - 00:00:30bring some interesting topics to that. 00:00:28 - 00:00:32So, a couple things to note for this 00:00:30 - 00:00:34episode. We're going to talk about the 00:00:32 - 00:00:37what metrics you've been you've been 00:00:34 - 00:00:38given by your agencies over time and are 00:00:37 - 00:00:40convinced are good things, but they may 00:00:38 - 00:00:41not be. They may be the vanities and 00:00:40 - 00:00:44what value metrics actually looks like. 00:00:41 - 00:00:45And we'll give real life examples where 00:00:44 - 00:00:47something looked great on the surface, 00:00:45 - 00:00:49but it was not at the end of the day. 00:00:47 - 00:00:51So, I wanted to touch on that and just 00:00:49 - 00:00:54let you guys know that this episode will 00:00:51 - 00:00:56be completely focused on numbers and 00:00:54 - 00:00:58just, you know, if you if you have 00:00:56 - 00:01:00reporting from your current agency or 00:00:58 - 00:01:02from your current marketing person, have 00:01:00 - 00:01:03you looked at the numbers and just 00:01:02 - 00:01:05digested what that actually means? And 00:01:03 - 00:01:07that's the whole point of this webinar. 00:01:05 - 00:01:09I hope you guys enjoy it and I'll catch 00:01:07 - 00:01:11you on the other side. And now we're 00:01:09 - 00:01:13going to show you something fun. It's 00:01:11 - 00:01:16called I call it fun. It's actually 00:01:13 - 00:01:17really sad, but I love it. I mean, I I 00:01:16 - 00:01:19created it because we were trying to 00:01:17 - 00:01:21solve a problem for our clients, right? 00:01:19 - 00:01:24>> So, um, one of the number one things 00:01:21 - 00:01:25that urgent cares have, and you you 00:01:24 - 00:01:28know, you're probably one of them, is 00:01:25 - 00:01:30that your missed call rate is atrocious. 00:01:28 - 00:01:34I think the industry standard or 00:01:30 - 00:01:36acceptance is 30%. 30% of your calls can 00:01:34 - 00:01:37be missed, which is not good. I don't 00:01:36 - 00:01:39know why they think that's a good 00:01:37 - 00:01:41standard. They just 00:01:39 - 00:01:42>> You do. You guys do. I don't know why. 00:01:41 - 00:01:44Unfortunately, I think that number that 00:01:42 - 00:01:45while that may be the industry standard, 00:01:44 - 00:01:46it's been my experience that is higher 00:01:45 - 00:01:47than that. 00:01:46 - 00:01:50>> It is. And that's like right. And so 00:01:47 - 00:01:54like we work with a lot of clients and 00:01:50 - 00:01:56they're missed call rates like 50 60 70% 00:01:54 - 00:01:58which is crazy to think about. But 00:01:56 - 00:02:00anyway, I want Nick to kind of show you 00:01:58 - 00:02:02guys this tool. Yeah. But before you 00:02:00 - 00:02:03click over that, I want to say one thing 00:02:02 - 00:02:05on this. Each one of these things, if 00:02:03 - 00:02:08you don't know them, 00:02:05 - 00:02:08>> going into 2026, get to know it. 00:02:08 - 00:02:10>> Yeah. 00:02:08 - 00:02:12>> Get to understand it. Figure out what it 00:02:10 - 00:02:15is. What is your daily patient volume? 00:02:12 - 00:02:18That's averaged. If you saw 00:02:15 - 00:02:195,000 patients in 2025, divide that by 00:02:18 - 00:02:21months and days and you're going to get 00:02:19 - 00:02:23an average daily count, right? Yes. 00:02:21 - 00:02:25>> Um if you don't understand what your 00:02:23 - 00:02:27average revenue per visit is, go look at 00:02:25 - 00:02:28how much money that you made in 2025 and 00:02:27 - 00:02:29divide it by the number of patients that 00:02:28 - 00:02:32came through the door. That's your 00:02:29 - 00:02:34average revenue per visit. Um your lead 00:02:32 - 00:02:35to appointment rate. Michael explained 00:02:34 - 00:02:37this pretty well, but go figure that 00:02:35 - 00:02:39number out. And then your miss call 00:02:37 - 00:02:41rate. This is something I'll talk about 00:02:39 - 00:02:43it later uh in the slides, but this is 00:02:41 - 00:02:46something that you're going to have to 00:02:43 - 00:02:48not should not think about it. This is 00:02:46 - 00:02:50something that you're going to have to 00:02:48 - 00:02:52solve for in 2026, which I'll tell you 00:02:50 - 00:02:53why later. But we did help you by 00:02:52 - 00:02:54putting this miscalled calculator 00:02:53 - 00:02:55together. 00:02:54 - 00:02:58>> We helped you by scaring you. 00:02:55 - 00:02:59>> Yeah. And I honestly I hope it does 00:02:58 - 00:03:02scare you into action. And I mean that 00:02:59 - 00:03:04sincerely. So um what we wanted you to 00:03:02 - 00:03:07see is how much are your missed calls 00:03:04 - 00:03:09costing your business? The problem is 00:03:07 - 00:03:10that simply too many calls are going 00:03:09 - 00:03:12unanswered by your front desk. I'll talk 00:03:10 - 00:03:14about that later as well, but let's go 00:03:12 - 00:03:17ahead and look at that. So, uh, the 00:03:14 - 00:03:18average patient, I'm going to lower 00:03:17 - 00:03:20this. I want to give you a good 00:03:18 - 00:03:23realistic. Let's even work off it off of 00:03:20 - 00:03:25u percentages from um, 00:03:23 - 00:03:26>> got this. Somebody's already asking 00:03:25 - 00:03:27access to this calculator. 00:03:26 - 00:03:28>> If you don't if you don't mind dropping 00:03:27 - 00:03:30this link, that would be great. And if 00:03:28 - 00:03:33you can't, let me know and I'll drop it 00:03:30 - 00:03:36in the chat. So, um, what we want to do 00:03:33 - 00:03:39is let's set it at $100 per patient. And 00:03:36 - 00:03:41let's just say that you're missing five 00:03:39 - 00:03:44calls a day. Okay? And let's just say 00:03:41 - 00:03:49that your conversion rate is 30%. So, if 00:03:44 - 00:03:52if I if out of a 100 calls, uh, 30% of 00:03:49 - 00:03:54those are are are converting. 24 to 35 00:03:52 - 00:03:55is the industry average. And then what 00:03:54 - 00:03:59you're going to see over here is your 00:03:55 - 00:04:04daily patient loss, 1.5. Your monthly 00:03:59 - 00:04:08patients lost 45. Annual patients lost 00:04:04 - 00:04:09roughly $550. Your daily loss is $150. 00:04:08 - 00:04:12This is where it starts to compound 00:04:09 - 00:04:15though. This is where we're losing money 00:04:12 - 00:04:18is $4,500 a month in loss revenue, 00:04:15 - 00:04:20$54,000. And this is just on the low 00:04:18 - 00:04:23end. Let's just say that you're missing 00:04:20 - 00:04:2510 calls per day. Look at those numbers 00:04:23 - 00:04:28jump. Now you've paid for your rent for 00:04:25 - 00:04:28the whole year just by answering your 00:04:28 - 00:04:29phone. 00:04:28 - 00:04:33>> Yeah. 00:04:29 - 00:04:35>> Right. Um the uh Teresa asks, "Do we 00:04:33 - 00:04:38have any data on patients wanting uh a 00:04:35 - 00:04:40text option instead of a phone call?" Uh 00:04:38 - 00:04:41so no, I don't. But I tell you what, I 00:04:40 - 00:04:43will get that information. Yeah. 00:04:41 - 00:04:45>> Uh because I'm curious about that as as 00:04:43 - 00:04:47well. Um you're wondering if people 00:04:45 - 00:04:49would rather text you than phone call. I 00:04:47 - 00:04:51can tell you this that uh most of our 00:04:49 - 00:04:53online schedulers have text options 00:04:51 - 00:04:55built into them. not ours, but I'm 00:04:53 - 00:04:57thinking like Experity's Clockwise, uh, 00:04:55 - 00:04:59Solve, Zach, Doc, all of that does have 00:04:57 - 00:05:01text options in there. And we are 00:04:59 - 00:05:03getting more requests than we have in 00:05:01 - 00:05:05the past about adding text features in 00:05:03 - 00:05:07chats online. 00:05:05 - 00:05:09>> All right, so we can talk about that for 00:05:07 - 00:05:11sure, but this is a huge issue. And, uh, 00:05:09 - 00:05:12Hannah just said that she'll make sure 00:05:11 - 00:05:15that it's included in the resolutions at 00:05:12 - 00:05:17the end in the replay. So, we will get 00:05:15 - 00:05:19this to you, right? Um, I'm glad that 00:05:17 - 00:05:21you want it because y'all are 00:05:19 - 00:05:23recognizing that this is a big deal. 00:05:21 - 00:05:26this little box I programmed into the 00:05:23 - 00:05:29bottom was a 00:05:26 - 00:05:31minimum effort issue, right? Let's just 00:05:29 - 00:05:34do a reality check. And even if 50% of 00:05:31 - 00:05:36the missed calls, that could add up to 00:05:34 - 00:05:39$54,000 per year at this level that I 00:05:36 - 00:05:41put. Okay, let me tell you the reality 00:05:39 - 00:05:43of what we're seeing. I hate to say 00:05:41 - 00:05:45this, but this is what we're seeing 00:05:43 - 00:05:46right here is 40%. 00:05:45 - 00:05:47>> This is what we're 00:05:46 - 00:05:49>> probably worse than that, honestly. 00:05:47 - 00:05:52Yeah, we're seeing 40% and more 00:05:49 - 00:05:54>> of missed calls. I can't 00:05:52 - 00:05:56>> of all the things we're going to talk 00:05:54 - 00:05:58about today, Michael. If you fix this 00:05:56 - 00:05:58one thing, 2026 will be the best year 00:05:58 - 00:06:01you've ever had. 00:05:58 - 00:06:02>> Absolutely. And it's so and and I'm 00:06:01 - 00:06:03actually working with another urgent 00:06:02 - 00:06:05care right now that they're not they're 00:06:03 - 00:06:07not a client. This is more like I we had 00:06:05 - 00:06:09a conversation. It's I want to help you 00:06:07 - 00:06:11on this. I go do a call analysis and 00:06:09 - 00:06:14then they have three locations, right? 00:06:11 - 00:06:16All three were were hitting 50% missed 00:06:14 - 00:06:18calls and they even said, "Yeah, I've 00:06:16 - 00:06:19seen people I've seen the phone ring and 00:06:18 - 00:06:20they just ignore it." 00:06:19 - 00:06:21>> Yeah. 00:06:20 - 00:06:22>> And I'm like, "Well, how often do you 00:06:21 - 00:06:24train them?" Well, I haven't in a long 00:06:22 - 00:06:25time. Like, well, this is going to 00:06:24 - 00:06:26matter. 00:06:25 - 00:06:27>> It's going to matter a lot. 00:06:26 - 00:06:28>> It's going to It's going to be a big 00:06:27 - 00:06:29deal. 00:06:28 - 00:06:31>> Well, I don't want to spend too much 00:06:29 - 00:06:32time here. I will make sure that this 00:06:31 - 00:06:34resource is available to everyone. By 00:06:32 - 00:06:36the end of the call, you will have a 00:06:34 - 00:06:37link to this for you. Yep. And if you 00:06:36 - 00:06:39have any questions about it, reach out 00:06:37 - 00:06:40to us because we want you to be able to 00:06:39 - 00:06:42use it and make good decisions off of 00:06:40 - 00:06:44it. Um, is it this one, Michael, or do I 00:06:42 - 00:06:46need to go 00:06:44 - 00:06:47you just 00:06:46 - 00:06:48>> Well, I have to hop right back out to 00:06:47 - 00:06:48it. 00:06:48 - 00:06:49>> Oh, good. 00:06:48 - 00:06:49>> Anyways. 00:06:49 - 00:06:51>> Oh, good. 00:06:49 - 00:06:53>> It's totally fine. All right, moving 00:06:51 - 00:06:56forward for time sake. So, talking about 00:06:53 - 00:06:57the uh what kind of growth This is where 00:06:56 - 00:06:59are you saying yourself? What kind of 00:06:57 - 00:07:01growth do I really want? Do I want and 00:06:59 - 00:07:03work off of percentages, right? Where 00:07:01 - 00:07:04>> I've got to note this real quick. I 00:07:03 - 00:07:05don't mean to interrupt you, but it's 00:07:04 - 00:07:07I'm laughing because I'm looking at 00:07:05 - 00:07:09these percentages and I'm going, 00:07:07 - 00:07:11>> if you only got the exact same amount of 00:07:09 - 00:07:12phone calls, you could see this kind of 00:07:11 - 00:07:14growth just by answering. 00:07:12 - 00:07:16>> Yeah. Here's a challenge. If you win a 00:07:14 - 00:07:1820% growth in revenue, reduce your 00:07:16 - 00:07:19missed call rate by 20%. 00:07:18 - 00:07:20Webinar over. 00:07:19 - 00:07:21>> It might just happen. 00:07:20 - 00:07:23>> Yeah. 00:07:21 - 00:07:24>> And we're we're laughing about it, but 00:07:23 - 00:07:24it might happen. 00:07:24 - 00:07:25>> It's real. 00:07:24 - 00:07:26>> It's real. 00:07:25 - 00:07:27>> We're going to we're going to talk about 00:07:26 - 00:07:29it. Keep going. Keep going. 00:07:27 - 00:07:31>> What's your monthly patient visit goal? 00:07:29 - 00:07:33Because here's the thing. Um, your daily 00:07:31 - 00:07:35average is important, but if but 00:07:33 - 00:07:36remember it's an average because there 00:07:35 - 00:07:38are some days you may get 10 patients, 00:07:36 - 00:07:40there are some days you may get 50 00:07:38 - 00:07:42patients and you should never judge it 00:07:40 - 00:07:43by one day. It never makes sense to do 00:07:42 - 00:07:45that. But if you could pull a whole 00:07:43 - 00:07:46month and average it out, it gives you a 00:07:45 - 00:07:47better perspective what's going on in 00:07:46 - 00:07:48your business. 00:07:47 - 00:07:49>> That's good. 00:07:48 - 00:07:51>> And it's um it allows you to set some 00:07:49 - 00:07:53goals for your clinic. So instead of 00:07:51 - 00:07:54saying a daily goal, you want to say a 00:07:53 - 00:07:56monthly goal to your clinic people, 00:07:54 - 00:07:59right? So if you say, "Hey, I want we 00:07:56 - 00:08:02want we have a goal of a thousand 00:07:59 - 00:08:05patients a month." Cool. On average, 00:08:02 - 00:08:07that's around 35ish patients a day, 00:08:05 - 00:08:09average, right? And so it's a lot easier 00:08:07 - 00:08:11to say at the end of the month, hey, we 00:08:09 - 00:08:12hit our goal. Here's a reward. I don't 00:08:11 - 00:08:15know what the reward is, but here's a 00:08:12 - 00:08:16reward for that. Let's keep going. So 00:08:15 - 00:08:18it's it's helpful when you do these 00:08:16 - 00:08:20goals that you get everybody on the same 00:08:18 - 00:08:22page because it's not just one person 00:08:20 - 00:08:24pushing, right? the whole team has to 00:08:22 - 00:08:25push together or you'll never achieve 00:08:24 - 00:08:28the goal in the first place. And we know 00:08:25 - 00:08:29that internally, right? If we can't get 00:08:28 - 00:08:31everybody on board on something, it's 00:08:29 - 00:08:32not going to happen because it takes 00:08:31 - 00:08:33time, people, and resource to get it 00:08:32 - 00:08:35done. 00:08:33 - 00:08:37>> Yeah. This ought to be a mantra uh in 00:08:35 - 00:08:39your weekly meetings that you're having 00:08:37 - 00:08:40is, hey, what is our patient volume 00:08:39 - 00:08:40goal? 00:08:40 - 00:08:41>> Yeah. 00:08:40 - 00:08:42>> For this month, 00:08:41 - 00:08:44>> and they should all just spit it out 00:08:42 - 00:08:47>> and should spit it out. I I love the 00:08:44 - 00:08:49fact that that when I call on it in our 00:08:47 - 00:08:51team meetings on Monday, if I ask 00:08:49 - 00:08:52people, hey, what is our goal? M 00:08:51 - 00:08:54>> they can spit it out. It's not a 00:08:52 - 00:08:55challenge. They know that. They know 00:08:54 - 00:08:58that we're going to be helping 100 00:08:55 - 00:09:01urgent care clinics pass the 60 uh I 00:08:58 - 00:09:02think with 50 patients per day volume. 00:09:01 - 00:09:02>> If I can't even spit it out, how could 00:09:02 - 00:09:03that? 00:09:02 - 00:09:05>> Oh, it's 40. 00:09:03 - 00:09:07>> We dropped it down. That's right. 40 00:09:05 - 00:09:08because 40 is the magic number of like 00:09:07 - 00:09:10making money for an urgent care usually. 00:09:08 - 00:09:12>> Yeah. We want you profitable. 00:09:10 - 00:09:14>> Which goes the next thing right here. Is 00:09:12 - 00:09:15your goal to grow your clinic beyond 00:09:14 - 00:09:17just revenue, but are you looking to add 00:09:15 - 00:09:19services? Are you adjusting your hours? 00:09:17 - 00:09:21Are you adding another staff member to 00:09:19 - 00:09:22help with that? Are you adding that 00:09:21 - 00:09:25second location you've been thinking 00:09:22 - 00:09:26about for a long time because you saw 00:09:25 - 00:09:30somebody close down and that looks like 00:09:26 - 00:09:32a great location. Um, are you looking at 00:09:30 - 00:09:33adding like occupational health? We 00:09:32 - 00:09:34don't even talk too much about 00:09:33 - 00:09:36occupational health. That's a different 00:09:34 - 00:09:38animal, but it's different for a good 00:09:36 - 00:09:40reason. But these are all things like 00:09:38 - 00:09:41going toward growth. You're not go if 00:09:40 - 00:09:42you chose any of these things, you're 00:09:41 - 00:09:45not going backwards. You're going 00:09:42 - 00:09:46forward. You're getting bigger. So, just 00:09:45 - 00:09:50kind of keep that in mind. And just want 00:09:46 - 00:09:52a reminder of to simply this is so 00:09:50 - 00:09:54important. If you don't set this up at 00:09:52 - 00:09:55the beginning to have something to focus 00:09:54 - 00:09:56on, you're just not going to hit any of 00:09:55 - 00:09:58it. And then you're g you're going to 00:09:56 - 00:10:00get the end of 2026 a year from now and 00:09:58 - 00:10:03say what did we do? Did we hit our 00:10:00 - 00:10:06goals? What goals? Because that's a real 00:10:03 - 00:10:07conversation. All right. Next here we 00:10:06 - 00:10:09actually have a cool little tool. I 00:10:07 - 00:10:11won't spend much time on it. I do have 00:10:09 - 00:10:12it up in the tab. We'll show it real 00:10:11 - 00:10:14quick and we will share it with you guys 00:10:12 - 00:10:16as always because we love sharing stuff. 00:10:14 - 00:10:18But this is just a quick calculator 00:10:16 - 00:10:20built in the Google Sheets that allows 00:10:18 - 00:10:21you to kind of see, hey, if we did 00:10:20 - 00:10:23increase by like five patients per day, 00:10:21 - 00:10:24what kind of revenue numbers, what's it 00:10:23 - 00:10:27going to take, right? Like if I want to 00:10:24 - 00:10:28increase by 20% revenue, how many 00:10:27 - 00:10:30patients do I really need on average to 00:10:28 - 00:10:32make that happen? 00:10:30 - 00:10:34>> While you're pulling that up, I got to 00:10:32 - 00:10:36say, uh, we revamped this the other day 00:10:34 - 00:10:38just for our own agency. Yeah. 00:10:36 - 00:10:41>> And while it's not focused on patients, 00:10:38 - 00:10:44we're focused on on clinics. Um, I did 00:10:41 - 00:10:46not realize even though I created, well, 00:10:44 - 00:10:48with some help created this for our 00:10:46 - 00:10:50urgent care clinics, 00:10:48 - 00:10:53>> it's amazing how effective this tool 00:10:50 - 00:10:55helped me plan our 2026 on our revenue 00:10:53 - 00:10:56goals and how we're going to go to 00:10:55 - 00:10:58market on our marketing 00:10:56 - 00:11:00>> strategy. Exactly. Cuz I mean, and 00:10:58 - 00:11:02that's the thing, too. Uh, in talking 00:11:00 - 00:11:04about where you are currently in 2025, 00:11:02 - 00:11:04you can start looking back and see what 00:11:04 - 00:11:05things are happening, 00:11:04 - 00:11:06>> right? 00:11:05 - 00:11:08>> And then you can start saying, "All 00:11:06 - 00:11:09right, cuz it 00:11:08 - 00:11:11>> whether you like it or not, it takes 00:11:09 - 00:11:12money to grow. Now, you can't just say, 00:11:11 - 00:11:14"I'm just going to do the exact same 00:11:12 - 00:11:15thing this year." This happens a lot. 00:11:14 - 00:11:17I'm going to do the exact same thing 00:11:15 - 00:11:20that I did in 2025 and do it in 2026, 00:11:17 - 00:11:22but I'm going to grow 20%. 00:11:20 - 00:11:23No, you're not. You're just not like 00:11:22 - 00:11:24unless 00:11:23 - 00:11:25>> unless you answer your phone. 00:11:24 - 00:11:27>> Unless your environment just changes and 00:11:25 - 00:11:28then all your competitors go away and 00:11:27 - 00:11:29that's not going to happen. I'm sorry. 00:11:28 - 00:11:30That's correct. 00:11:29 - 00:11:32>> So, that's just the reality that you're 00:11:30 - 00:11:34in. Like, you have to make adjustments. 00:11:32 - 00:11:35We made ourselves as a company made 00:11:34 - 00:11:37major adjustments this year compared to 00:11:35 - 00:11:39previous years and we felt the result of 00:11:37 - 00:11:41it at the end of the year positively. 00:11:39 - 00:11:43>> Yeah. in a positive way. And now we're 00:11:41 - 00:11:46like, okay, let's crank it up some more. 00:11:43 - 00:11:47It's not all money driven, but budgets 00:11:46 - 00:11:50are a thing. 00:11:47 - 00:11:51>> So anyway, moving on. For time's sake, 00:11:50 - 00:11:53just want to touch on that once again 00:11:51 - 00:11:55real quick in that in that slideshow. 00:11:53 - 00:11:57I'm just going to kick back over for two 00:11:55 - 00:11:59seconds just to say right here, this 00:11:57 - 00:12:00little blue URL. 00:11:59 - 00:12:03>> If you're going to use this sheet, click 00:12:00 - 00:12:06on that. I personally went through and 00:12:03 - 00:12:08did a video walkthrough with with me on 00:12:06 - 00:12:10video showing you how to use this tool 00:12:08 - 00:12:11so that you would have step-by-step 00:12:10 - 00:12:11instructions on how to make this work 00:12:11 - 00:12:14for your client. 00:12:11 - 00:12:15>> Absolutely. And since you are in 00:12:14 - 00:12:18control, I'll let you move to the next 00:12:15 - 00:12:19slide. 00:12:18 - 00:12:20There we 00:12:19 - 00:12:21>> go. Cool. Takeway. 00:12:20 - 00:12:22>> All right. So, takeaways. I think I went 00:12:21 - 00:12:25through this pretty well. It's the 00:12:22 - 00:12:27reality is where do you want to be? 00:12:25 - 00:12:28Let's be real with it, not just a madeup 00:12:27 - 00:12:31number. And then where do you want to 00:12:28 - 00:12:32go? Like what does it mean? Thinking 00:12:31 - 00:12:34about your budgets, thinking about the 00:12:32 - 00:12:37things to fix. I mean, as we were 00:12:34 - 00:12:38harping, fixing your missed call rate is 00:12:37 - 00:12:40probably more impactful than anything 00:12:38 - 00:12:42else we're talking about today, but just 00:12:40 - 00:12:44want to touch on that. So now I'm going 00:12:42 - 00:12:46to pass it to a question. What is your 00:12:44 - 00:12:49current patients per day volume? Like on 00:12:46 - 00:12:52average, this is average, right? And the 00:12:49 - 00:12:54reason why we put in 23, most urgent 00:12:52 - 00:12:57care's break even point is 23 patients 00:12:54 - 00:12:59per day average. And so we know that if 00:12:57 - 00:13:02you're at 22, you're not really making 00:12:59 - 00:13:03money. At 23, you're right there. At 24 00:13:02 - 00:13:05plus, you're starting to make a little 00:13:03 - 00:13:07bit of money. Uh, so we understand that 00:13:05 - 00:13:08for sure. So we'll let that run for just 00:13:07 - 00:13:10a second longer. And 00:13:08 - 00:13:13>> I always had to like figure this out 00:13:10 - 00:13:14when I was in math. A is greater than 00:13:13 - 00:13:1623. 00:13:14 - 00:13:18>> Less b is less than 23. And everybody 00:13:16 - 00:13:20knows the equal to, but I always think, 00:13:18 - 00:13:22oh my god, which is it? All right, 00:13:20 - 00:13:24>> we'll we'll close that out. 00:13:22 - 00:13:26>> Keep going. 00:13:24 - 00:13:26So, so some are above and some are 00:13:26 - 00:13:29below. 00:13:26 - 00:13:31>> Awesome. That's pretty common. Um, I 00:13:29 - 00:13:33like I'll just say it this way. Stay 00:13:31 - 00:13:35here for a second. If you're below 23 00:13:33 - 00:13:37patients per day, your first goal is to 00:13:35 - 00:13:39get to 23 patients per day so that you 00:13:37 - 00:13:42can breathe. If you're over 23 patients 00:13:39 - 00:13:45per day, it's time to get to your your 00:13:42 - 00:13:47your peak, which typically for a clinic, 00:13:45 - 00:13:48you can see somewhere between 50 and 60 00:13:47 - 00:13:50patients per day before you have to 00:13:48 - 00:13:52start adding a provider, adding a 00:13:50 - 00:13:54location, or adding a service. Okay. Um, 00:13:52 - 00:13:55let's keep going. All right. Smarter 00:13:54 - 00:13:56budgeting with growth. 00:13:55 - 00:13:58>> It's all you. 00:13:56 - 00:14:00>> Yes. How much should you spend on your 00:13:58 - 00:14:02marketing? That is the million-dollar 00:14:00 - 00:14:04question, right? Um, what we found is 00:14:02 - 00:14:06that most urgent clear most urgent care 00:14:04 - 00:14:08clinics should allocate 7 to 10% of 00:14:06 - 00:14:09their annual revenue toward marketing. 00:14:08 - 00:14:12Great. So, if you're a million-dollar 00:14:09 - 00:14:14clinic, spending 70 grand on marketing 00:14:12 - 00:14:17is a pretty good goal. 10 uh spending a 00:14:14 - 00:14:19h 100,000 on marketing is a higherend 00:14:17 - 00:14:22goal. There's a couple of ways to 00:14:19 - 00:14:26approach this. And I like to look at 00:14:22 - 00:14:27what where do I want to be in 2026? 00:14:26 - 00:14:30Let's set that number first. So if 00:14:27 - 00:14:33you're at a million, is your goal to be 00:14:30 - 00:14:36at 1.3 million, 1.5 million, 2 million, 00:14:33 - 00:14:39whatever it is, look at that. So if 00:14:36 - 00:14:43you're at 10% of your budget at 00:14:39 - 00:14:46currently, go to 1.5 million and maybe 00:14:43 - 00:14:48look at 7 to 8% of that budget and then 00:14:46 - 00:14:51you can make decisions based on that 00:14:48 - 00:14:53number. But don't market with the budget 00:14:51 - 00:14:54that you're using to get where you are 00:14:53 - 00:14:56today. 00:14:54 - 00:14:58Use a percentage of where you want to be 00:14:56 - 00:15:00in 2026. I want to make sure that I I 00:14:58 - 00:15:01say that very clearly. All right. So, 00:15:00 - 00:15:04the larger goals obviously are going to 00:15:01 - 00:15:05require larger investments. We've seen 00:15:04 - 00:15:08some clinics that are spending upward of 00:15:05 - 00:15:1012 to 15% of their marketing because 00:15:08 - 00:15:11they are in a high growth mode. Kudos to 00:15:10 - 00:15:13them. That's awesome. I know not 00:15:11 - 00:15:16everybody can do that. Some people will 00:15:13 - 00:15:18experience radical growth in 2026 and it 00:15:16 - 00:15:20will break you. My recommendation is to 00:15:18 - 00:15:20pace for steady growth. 00:15:20 - 00:15:22>> Yes. 00:15:20 - 00:15:24>> Okay. All right. If you're aiming for 00:15:22 - 00:15:2530% revenue growth in 2026, your 00:15:24 - 00:15:27marketing budget should grow 00:15:25 - 00:15:29proportionally. This is what I'm talking 00:15:27 - 00:15:30about. Going from a million to 1.3 00:15:29 - 00:15:32million, then you're going to want to 00:15:30 - 00:15:34spend 100 somewhere between 100 and 00:15:32 - 00:15:36$130,000 00:15:34 - 00:15:38on your total marketing. Now, real 00:15:36 - 00:15:40quick, understand that your entire 00:15:38 - 00:15:41marketing using that worksheet that we 00:15:40 - 00:15:44gave you, 00:15:41 - 00:15:47>> it should include payroll of of your 00:15:44 - 00:15:49marketing people or person or agency, it 00:15:47 - 00:15:51should include that. It should include 00:15:49 - 00:15:53your dollar investment in ad spend. 00:15:51 - 00:15:54>> It should include your merch, like if 00:15:53 - 00:15:56you're buying merchandise that you're 00:15:54 - 00:15:58giving out to people. It should include 00:15:56 - 00:16:00contests that you're running. It it 00:15:58 - 00:16:02should include growth initiatives on 00:16:00 - 00:16:04television, radio, print, and going out 00:16:02 - 00:16:05into the community, your boots on the 00:16:04 - 00:16:07ground. So, all of that is an 00:16:05 - 00:16:08all-encompassing budget, not just your 00:16:07 - 00:16:10ad spend on Google. 00:16:08 - 00:16:13>> And then you're finding out like 100,000 00:16:10 - 00:16:14doesn't get very far sometimes. 00:16:13 - 00:16:15>> You got to go quicker quicker than you 00:16:14 - 00:16:16know. 00:16:15 - 00:16:19>> Yeah. 00:16:16 - 00:16:22>> And marketing is not a cost. It is a 00:16:19 - 00:16:22revenue driver. It is an investment in 00:16:22 - 00:16:23your future. 00:16:22 - 00:16:24>> Yeah. 00:16:23 - 00:16:26>> And we can go ahead and tell you right 00:16:24 - 00:16:28now, never put all your marketing eggs 00:16:26 - 00:16:30in one basket. It doesn't 00:16:28 - 00:16:30>> That would include us if we're your 00:16:30 - 00:16:32agency. 00:16:30 - 00:16:34>> Yeah. Yeah. And we even talk about right 00:16:32 - 00:16:37here like on the budgeting side where 00:16:34 - 00:16:39it's we our most successful clinics do 00:16:37 - 00:16:41more than just what we're doing. They 00:16:39 - 00:16:44they have layers to their marketing and 00:16:41 - 00:16:45strategy tied to it all. Uh and it's 00:16:44 - 00:16:46just the reality like yes digital is 00:16:45 - 00:16:48very powerful does all the right things 00:16:46 - 00:16:50but we also recognize when you add in 00:16:48 - 00:16:52all the other types of marketing out 00:16:50 - 00:16:54there it just lifts digital as well with 00:16:52 - 00:16:55it. So just that reminder. 00:16:54 - 00:16:57>> So you're going to break in your 00:16:55 - 00:16:58marketing into three categories. I'm not 00:16:57 - 00:16:59going to just read this slide here, but 00:16:58 - 00:17:02I'm going to tell you you're going to 00:16:59 - 00:17:03have your online, your offline, and your 00:17:02 - 00:17:04client retention. 00:17:03 - 00:17:06>> All right. So, how do you think you did 00:17:04 - 00:17:08going listen to that webinar? And what 00:17:06 - 00:17:11things did you say? Yeah, I don't do 00:17:08 - 00:17:13that. Or I don't really know what I did 00:17:11 - 00:17:14there, and I I wish I knew I spent more 00:17:13 - 00:17:16time on that part of the business and I 00:17:14 - 00:17:18just ignored things. Or you think, hey, 00:17:16 - 00:17:19I did everything right. And it was just 00:17:18 - 00:17:20a reminder I know how to run my 00:17:19 - 00:17:22business. So, I'm curious what you guys 00:17:20 - 00:17:23thought. If you got any questions or 00:17:22 - 00:17:25want to have a deeper dive with me or 00:17:23 - 00:17:27Nick about any of this, just send a 00:17:25 - 00:17:29message at helloaccaremarketpro.com 00:17:27 - 00:17:31and let us know and we'll schedule time 00:17:29 - 00:17:35with you. Hope you had a great rest of 00:17:31 - 00:17:35your week and we'll see you next time.