Hi there and thank you for visiting our page! This is our first blog post, so settle in. We are going to dive deep into who Fyve is, what exactly we do, and how we solve your biggest business issues.
The challenge we are seeing over and over again is this- doctors are finding it exceedingly difficult to find patients. Not just any patient, but qualified, educated and intentional patients.
If you own a medical practice, you more than likely have experienced this problem. And you aren’t the only one. This constant struggle affects new doctors and experienced doctors alike.
Why is it so difficult to acquire and retain qualified patients today? Well, because most practices aren’t targeting the right patients or marketing the right way.
There is a wrong way to market to patients. The best way we can describe it is by comparing it to the kiosk vendors in shopping malls. These salespersons use a “spray and pray” method and cross their fingers that a small fraction of their high volume of pitches actually pans out. But most of the time, it doesn’t. Why?
Because the pitch lacks personalization. It wasn’t crafted for each customer. And because of that, the customer doesn’t care and often leaves the interaction feeling frustrated and annoyed. This is how most people hate being sold products and their immediate reaction is rejection.
This is simply not the right approach. Yet, this is how a majority of businesses and medical practices are marketing themselves today.
This problem is detrimental to the success of private practices and thus, hurts the potential patient and doctor relationship that could be formed.
Fyve wants to revolutionize the way doctors and patients connect. In order to make that happen, we want to give you the power to take your business to where it needs to go. We give you control of the pace and direction and make sure that the essence of your practice stays intact.
Our biggest mission is to improve the world’s health and the quality of life by connecting the right patients to good doctors. We bridge the gap between where you are and where you want to be. In order to bridge that gap, we have created a way to give you control and allow you to capture the perfect patient.
Like we said before, the perfect patient has three main characteristics: qualified, properly educated and highly intentional. These traits mean a patient is informed enough to choose your practice because they found value in it and believe it will meet their demands. They understand the product or service that you offer and think it is right for them.
These traits are the components of a long-lasting, loyal patient for your practice. So how do we ultimately capture these types of patients?
We do this by giving end-to-end control over three processes. Through systems.
Systems help companies thrive. Companies like Apple, Starbucks, Microsoft, McDonald’s all succeed due to systems. Systems allow you to leverage your time, money and energy so that you are putting in far less input, yet still producing output. This system will produce a consistent, repeatable, and predictable result.
Our digitized system goes through the sales process with these three segments:
This is how we capture the attention of the patient. This input piece is where we give them the proper data through a sequence of information so that they can make a properly-educated decision moving forward.
We ultimately acquire a patient by fully addressing any questions they may have about the product, service or process. We set expectations, handle any objections and limiting beliefs about the service.
After attracting and acquiring a patient, you convert by closing them properly. This entire process gave them enough information to make an educated decision, and they are at the stage where they will choose whether to move forward.
Through this system, you will pull in your customers, rather than pushing your products or services at patients who may not benefit from them. By the end of the system, the goal is for patients to schedule a consultation and come speak to you.
The doctors that have the most to benefit from systems are as follows:
Now if anything you have read sounds familiar, or you believe you fit into one of these categories, then please contact us. We want to help you. And we believe that by helping you gain qualified patients on autopilot, we are ultimately helping improve the world’s health.
Transcript.Click here for the full transcript.
Hi, how are you doing? My name is JonCameron Johnson. I’m the founder and CEO of Fyve. I’m looking forward to bringing you this vlog today because what we do at Fyve is we help doctors and medical professionals get qualified patients on autopilot. This is our first vlog. I’m looking forward to bringing you as much value as possible to help you learn how to scale, automate, and grow your practice, so that you can control the pace and the direction of your business.
So, I want to get into why we exist, how we do what we do, what we do, who we work with, what system can you have in your practice that gives control of it- end-to-end control- so you can determine where you want to take your practice. And so let me get into that. I’m going to bring it to you and be as quick as possible to get to the value, get to the meat and potatoes, the juice of what you are looking for.
So why do we exist? We noticed a challenge in the market- doctors are finding it exceedingly difficult to attract qualified, properly educated, and highly intentional patients, especially in the high-ticket market- the cash-based businesses. And so, what we want to do is we want to help you solve that problem. Our vision is to revolutionize how doctors and patients connect, so we can help improve the world’s health and improve the quality of life. And I think the best way to do this is to help you build a system that gives you end-to-end control of the attraction, acquisition, and conversion process, so you can produce qualified, educated and intentional patients on demand, and all on autopilot. That’s what we want.
So, if you are someone who loves having control of every aspect of your life, who loves having transformation, who loves progress and growth, and in seeing that, then this is the right system for you. How we do it? It’s simple. Let me actually start with a story. This is the best way to explain what people are doing and where the challenge is. So imagine you had a hard week at work. You worked hard, your staff did well, you are very proud of the work you did. You helped a tremendous amount of patients feel better or gain more confidence and you want to reward yourself, so you go to the mall. You go to the mall, maybe by yourself, maybe with your family, maybe with some friends, and you’re going there because you have an idea of what you want. Maybe you want a pair of shoes, maybe a jacket, maybe you want to go buy that new phone. Maybe there is a place that has a nice treat, like a smoothie or some sort of bakery item, like a Cinnabon.
You’re going there to indulge, to have a good time, and you’re going there with intention, with a rough purpose. And as you are walking down the quarters of the mall, there’s those kiosks that are conveniently located within the highest foot traffic areas of the mall. One of the sales people there stops you and when they stop you, they try to catch your attention. They try to pitch you something- their product, their brand, their service. The challenge is that they don’t know you and you don’t know them. You don’t know this brand. You don’t know this service. Frankly, you don’t care and the salesperson, they’re just trying to do their job. They’re told to pitch anyone that walks by to catch their attention, maybe with a buzzword, maybe something else, and they are hoping to strike gold. They’re hoping that you are looking for what they are offering. But the problem is that you don’t have any proper context. You don’t have any information. They don’t know you. They haven’t assessed the situation or diagnosed whether you are a good fit for their product. They don’t have enough data or information. They don’t know that you care enough. So, they have to sometimes even devalue the product by trying to sell you based off a discount, or obviously lowering the price, which then gives you the sense that this product isn’t worth much.
What typically comes out of this? Well, I’ve been in this situation and maybe you have as well. You say no. You’re not interested, you don’t have time, or maybe sometimes you just ignore. And that’s not necessarily your fault. They didn’t take the time to get to know who you were. Why should you care? It’s not necessarily the sales person’s fault. They’re just told by their “sales experts” to pitch everyone, to just try the “spray and pray” approach. That doesn’t work and this is why people hate sales, because it makes you feel kind of slimy, like that used car salesmen. (No offense if anyone watching this used to do that. I can imagine it’s very difficult.) But that’s the problem. This is how most people hate being offered products. And so what comes out of that? You feel agitated, the salesperson gets more rejection. They have to go about doing this over and over again and they get discouraged. Lots of times they quit because it is very difficult to do.
In this example, the salesperson is you and your practice when people try to position themselves online. The customer (this is you) is the people you are trying to target, trying to talk to. They don’t have enough context, enough information and this leads to them ignoring you, to them saying no, saying “I’m not interested” and it being a bad experience for you. So you as the practice that tries to get attention, gets discouraged. This is how most practices are showcasing themselves to the marketplace today and we want to solve that problem.
So how do we do that? Well, what if there was a way that you could properly attract patients through a way of taking them through a sequence of information to know that they’re intentional, to know that they want, or are at least partially interested in, to what you have to offer as a care provider. Not only that, but not have to sell them. Instead of pushing a product or pushing a service, pushing something towards them, you pull them towards you. They are attracted to you. If anyone who has a cat, owns a cat or has ever owned a cat knows that when you try to chase a cat, typically they run away. But if you attract a cat, they come to you, no problem. That’s what you want to do. You want to pull them towards you. What if there was a way to pull them?
Set the proper expectations. Handle any limiting beliefs they might have. Fears, objections. Give them the right information. Maybe they are afraid of the cost. Maybe they’re afraid they have to do surgery. Maybe they read something online- as we know a lot of Web MD and people read online. They go “Oh my gosh, I have cancer,” when most of the time or 99% of the time they don’t. We can help you handle that, so they have the right information from the right person (which is you) that is qualified to give them that information. And you keep what information they have, the right data, so that they can make an informed decision. What if we could help you do that?
What if there was a way that you don’t have to sell them or hard-close them? What if there was a way that you aren’t having to make calls that end up going nowhere? What if we could help you do that? That’s what we want to do, that’s what we aim to do with our patient acquisition systems at Fyve. And I’m really excited because… the way you need to think about it is this- the way you can take someone from where they want to go from where they are is you just have to bridge the gap. We’re going to help you bridge that gap, especially if you are selling any high-ticket services, high-ticket procedures. Absolutely. This is what we specialize in.
And so who we work with… we find that a couple people we work with, they fall into a few categories. The first category is individuals, businesses and doctors who are transitioning from an insurance-based medicine to a more cash-based medicine, more cash-based services, and lots of times they just need help with that transition. They aren’t necessarily sure how to do that. Maybe they are afraid, maybe they are concerned that it’s not going to work out, and that is completely understandable. I get it. The next type of customer that we typically work with, the next type of client, are doctors who have worked with agencies in the past. Typically they’ve worked with generalist agencies that provide them leads and maybe they provide them lots of leads, maybe they don’t provide them any leads, but those leads didn’t go anywhere. And trust me, I’ve been in that situation where our team has supplied leads to doctors and they didn’t go anywhere. And lots of times we found that there’s challenges. Maybe the doctor or the staff is too busy. Maybe they’re not able to call fast enough to these potential leads. Maybe there’s too many of them and they aren’t able to call them fast enough. Maybe they can’t keep them organized. These are all challenges that we have ran into during the last two and a half years of being in business. And we’ve noticed that, the challenge is that we’ve got to solve that. We’ve got to make sure that the practices can have actual times to speak to these clients and these clients know that they will get that phone call and that they’re completely ready to receive that phone call. Not only that, but you have been given enough information so that the process is extremely easy to get them in for an appointment, a consultation, or to turn them into a patient because you’ve found out what they need and you know exactly what to say to them.
Or you could be a doctor that knows they need an online presence, but is not necessarily sure how to do it or doesn’t have the time to do it. Maybe you’re unsure of the way to go about it or maybe you’ve done something in the past and dabbled with it and it hasn’t worked out. Maybe you’re a doctor- and this is kind of the last kind of doctor that we’ve worked with- that wants to go onto different adventures. Maybe they want to retire. Maybe they want to do other things with their lives. Maybe they want to sell their practice, but their practice is dependent on them, so they don’t have the ability to leverage themselves and sell it. Nobody wants to acquire a job. They have a glorified job. Without them, the business stops.
We want to put a system in place that will help you leverage your time and help you gain back hours to allow you to do things you want- maybe go on vacation, maybe you want to spend more time with your family, maybe you want to spend less hours in the clinic, things of this nature. So we want to help you do that. So what we want build you is a system. This is an old acronym for it- “Save Yourself Stress, Time, Effort, and Money.” You could even replace the E with “Energy”. This is the thing- systems in businesses are what allow you to thrive, allow you to scale, allow you to automate and grow.
Think about the businesses that are the largest in the companies: Amazon, Apple, Google, Microsoft, and then Starbucks, McDonald’s. Some of these are extremely well-known and they have systems in place that allow them to take individuals and put them through training- lots of times even people that don’t even have that much of an education- to produce a consistent, repeatable, and predictable result. This is what you want in your practice. Ask yourself- “Do you have something in your practice that allows you to leverage your time? That doesn’t require you to be there?” Most private practice owners, most businesses don’t have this system or if they do have a system, maybe there’s holes in it. Maybe there is what you call “leaky pipes” for throughput. (I’ll talk about throughput in another video.) But if they don’t have this pipe, this system flowing properly, they don’t have something that allows them to put in an input and have a very predictable, consistent output, it is going to require them to continue to be a part of it and it basically shackles you and makes it a glorified job. You’re not able to sell that and that’s the challenge. Let me just break this down.
So when you think about McDonald’s, for example, or Starbucks, any business… Let’s think about Starbucks- They are able to hire someone who doesn’t have a tremendous amount of education and teach them how to make coffee. Right? As a barista, you know it’s simple. When the customer orders and once that happens, they have a subset of systems. It could be this person does this thing, this person does that thing. At the end, you get your coffee, maybe you get your pastry, and it’s very repeatable. And they have a certain temperature that everything’s set to. They have a certain cleaning procedure and a certain type of bean and the way you roast it and how you make those decisions. They have a decision flow. This is all systemized. And that’s why Starbucks has a very low failure rate. It’s why it is so expensive to buy that system. Just like McDonald’s, just like any franchise that has proven it has a low failure rate.
Now I’m going to show you how we’re going to build this for you. So, input. Right, you have some form of input. This is some form of resource: it could be money, it could be energy, it could be effort and time, it could be people, traffic, raw materials. You put it through your system and set your procedures and processes and business decisions and it creates an output. Now if you think of, for example, an Apple iPhone. Apple iPhone- the component parts, its component raw materials. The value of those component raw materials is much less than the end result. When you take the aggregate of those materials and then you assemble them into an iPhone- the glass, the metals, the plastics, the gold, the silicon, the chips. When you get the end result, the end result is a $1200 iPhone. So the raw materials might be $100-$200, but you mark it up 600% because of the system, which does cost money. Right, they have people who assemble it and they have to test it and the software, and things of this nature. But at the end result, they’re able to sell this product to you for $1200. And the funny thing is the product isn’t even perfect! Think about this- they iterate it. Right, they continue to iterate it. They improve pieces. They give you refreshes- the S version or the XR version. Where they have a feedback loop and the software. When they release it, they have to continue to improve the software, which is this feedback loop making the user experience and the user interface and the product better. So, use software to make the product better.
This is what we want to create your business. Now how it pertains to what we do is we build you a patient acquisition system. We properly attract. This could be patient traffic or capturing the intention of the individual you are trying to talk to and provide care to or service. You put them through your system- a system that sells them for you, that digitizes that whole process for you, so that you’re not having to do it. So it digitizes the sales process. It handles their fears, objections, replaces that data with proper data. You as the care provider, as the bridge between where they are to where they want to go. And you become that bridge and we separate their current state to where they want to go- the desired state. We make that a very plausible transition for them, a journey for them that they go “You know what, I’m going to trust you as a care provider to provide that for me.” We handle any objections they might have. Maybe they have questions and you would know the questions better than I would. But the best part is- we can place those in your acquisition process. That makes it easy for you, so you don’t have to deal with them at the back-end. They’ve already been handled. Maybe they know the price.
I’ll give you an example for me as a patient. I’ve had very bad experiences with dentists and oral maxillofacial surgeons. With an oral maxillofacial surgeon, I woke up during the surgery process and I was unable to move. And I was having all four wisdom teeth pulled out and three of them were impacted to the bone and that was a very, very traumatizing experience. Same thing with dentists. I’ve had situations with dentists where the lidocaine is not effective and as much as I tell them that I need more, they don’t add more. They feel like I don’t need it. However, that has inset fear, so for example, I am a perfect candidate for this situation. Maybe I need to see a doctor who is going to take me through that process, explain why that happens and maybe say “Hey, this is how we fix that problem. This is how we make sure that never happens with you.” So that’s an example.
And then what we do in the output is they become a patient. Well how do we ensure that they become a patient? Well through these two steps, they have been properly educated (given the right information). They’ve been properly qualified. We make sure that they are highly intentional and we sell them here. This is where we handle the objections, the fears, the belief management to have them be highly intentional to schedule a time to speak to you or your staff- whatever you choose. And we will give you the right things to say. Because I would imagine you might not have the staff that are properly trained on how to sell and know the correct way to take someone- they might have 100% knowledge on the product or service you provide- but may not necessarily know ways to close and sell and make it very easy and almost feel like, to make it feel like you’re not hard-closing. More you’re pulling them to you. Say “Hey, you know what? This is a solution for you. You told us these things. If not now, then do you want us to schedule a time later? If not then, then maybe this isn’t a good fit.” You make it no pressure, no pressure! That’s not how you want to sell. If you sell with pressure, lots of times, it doesn’t necessarily…, it leaves a bad taste in people’s mouths and that’s not what you want. You want them to be converted for you.
And they want the service. It makes it easy. And all they’re going to want to do is just schedule a consultation. That’s what we want to get. Is where if by the end of this time, they schedule a time to speak to you and come into the office- speak to one of your receptionists or speak to you personally. And so, attraction, acquisition, and the conversion process is very simple. We attract them by giving them the proper data, showcasing and ensuring that we’ve made sure we haven’t violated the social experience. We’ve acquired them by handling the objections and setting the proper beliefs by positioning you as the bridge of where they are to where they want to go. Converting them by closing them properly, by giving them a set of information that allows them to make an educated decision so by the time they get on the phone with you and your practice, they are ready to come in and see you. And obviously, they still need to come to see you to be properly diagnosed and properly given a care plan.
However, we want to handle 95% of it. We want to take all of the complexities out for you and that it can become super easy for you. So this has been a summary of what we do and I hope to continue to bring your value. We will be giving you more and more videos as the weeks go on. We will be bringing you a video per week so that you can continue to learn how to scale, automate, and grow your practice. Remember my name is JonCameron Johnson and I look forward to speaking to you if you need to reach out to me or need more exclamation on this, please feel free to reach out to me on LinkedIn or Instagram or also on our Facebook page. I look forward to speaking with you soon.
Have a great rest of your day and take care!