If you don’t water, they’ll die. This is a question I see debated by the gurus of marketing. “how often should I email my list?” Answers vary from guru to guru. Some will unabashedly say they email their list 2 times a day, and they ain’t lying. I’m on that guy's list and get 2 emails a day. Others say a couple of times a week and some say once a month. What’s the correct amount? I’ll answer that by sharing the following. I recently moved back to the little town I grew up in. Mackay Idaho. The elevation is 6000 feet above sea level. The average rainfall is about 8 inches per year. That means if you want anything to grow, you have to water it. We have about 3 acres of grass that has an automatic irrigation system installed. You’d think I could just set it and forget it but that’s not the case. There are certain parts of the yard where the soil is rockier and it seems no matter how much you water, the grass still gets brown and crunchy. Other areas are shady and the grass is lush and velvety. The people on our prospect and client lists are much like my yard. Staying in contact with them, engaging, and providing valuable content is important to all of them. Some require even more. Here’s the thing I’ve noticed. When watering my grass, I can’t seem to overwater, but I definitely know when I need to water more. I water my yard every day and some parts of the lawn get even more. So what about emailing? As long as you’re providing valuable content, helpful information, and the occasional irresistible offer, you can email at least 5 days a week. If you’re just hitting them over the head with buy, buy buy, they’re going to unsubscribe. But, if you’re solving problems for them, improving their lives, and entertaining them; you’ll have them lapping up every drop of your life-sustaining content. The prospects on your list at some point will need the solutions you provide and the current patients and clients on your list want your expertise, your tips to improve what they already purchased from you, and that next amazing thing that will solve a problem in their life they might not even know they had. Best of all, staying engaged with your list breaks down the objection barrier and makes it a whole lot easier to say yes to your solutions. I have a completely free strategy that will help break down even more of those objections and fears people have about you and the solutions you provide. To download this training, go to GetMoreYes.com My name is Jay and thank you for listening to the Clinic Accelerator podcast.

Hi, my name is Jay young, and I'm going to share something with you that maybe you didn't know, every business needs customers. All right. Maybe you did know that, but every business calls customers something a little bit different, right Maybe somebody calls them patients. It's their customers though, or clients it's still a customer or a member. Well, as a morning, radio show hosts for over 31 years, our customers were called listeners. Maybe you were one of them. And as a morning show host, our job was to get those customers, our listeners to listen every single morning and as long as possible. So we would do all kinds of things to make that happen. One of those things was be entertaining, but after every single show, I would go into production studio and I would listen to some of the parts of the show that I thought were particularly funny or engaging or exciting.

I used to get physically sick the day the Arbitron/Nielson ratings were released. The science behind the rating process was pretty sketchy at best. So, I never felt completely calm when those numbers would come out. In radio, we called the ratings, the numbers. Our goal was to be the #1 rated non-ethnic morning show in the city. (I don’t think they make that distinction anymore) We competed against Rock stations, Classic Rock, Easy Listening, Jazz, Sports, Talk, Gospel, Pop, and we were Country. If we were in the top 3 it meant the radio station could get ad buys from major corporations like Coke, Pepsi, Ford, etc. If you’re out of the top 3...not so much. It also meant the station could charge more money for each commercial that aired on the station. It also meant that record companies would offer bigger and better promotions for their artists. Winning in the ratings was better than gold because it provided so much more than just extra revenue. Oh, did I mention the bonuses the air talent would get? Let’s just say one bonus paid for a sunroom we had built on our home. I used to think it was so unfair that radio and tv stations were the only industry that had to deal with ratings. As I said, it used to stress me out like crazy. I puked once from being so nervous. In the late ’90s, restaurants started getting Zagat ratings. Wooo Hooo! Now other businesses could begin to enjoy that sickening experience of waiting for the ratings to be released. Soon Yahoo, Google, Yelp, Facebook, and hundreds of other sites began to allow consumers the chance to rate local businesses on the experience they had with them. Why are ratings and reviews important? If you were looking for a medspa, weight loss clinic, or monkey training business, which one would you choose? Burying your head in the sand and pretending that ratings don’t matter is dangerous. The good news is, if you’re staying close to your customers, the ratings, reviews, and testimonials almost take care of themselves. When you have your system in place that helps people to know like and trust you, it’s GOLD! Ratings help to get people to say yes to your solutions by removing feelings of doubt or mistrust about you in the minds of people that need your solutions. If you want a FREE strategy to get more people to say yes to your solutions, go to https://GetMoreYes.com Thank you for listening.

I was almost ready to puke I was so nervous. It was 5:45 am. I was standing alone in a dimly lit hall just outside of the on-air studio at I-95 in Birmingham Alabama. I would have to go on the air in 15 minutes. Just 3 weeks ago I was totally at ease doing our morning show at Z-103 in Idaho Falls population 65,000. Our dream (My partner Brian and me) was to work our way up to bigger and bigger radio jobs but the reality was, I was scared to death. Birmingham’s metro population was well over a million, and for a guy who grew up in a town with 43 people, this was way out of my comfort zone. I said a little prayer and went into the studio. When the mics went live, I was totally fine. Lesson learned. The scariest part about anything you’re afraid of is the waiting to do it...not the doing it. I have my dad’s introverted personality so it never came easy for me to put myself out there. My partner Brian on the other hand... was like a drug for him. He couldn’t get enough of it. Meeting and interviewing celebrities had been intimidating too but soon I discovered they had their insecurities. They’re human! As a business owner, you have to promote yourself. That will likely mean recording commercials for television and radio. You may find yourself being interviewed. You could do a webinar. You could put on a demonstration clinic. You could do a Facebook Live. Heck, just meeting new customers for the first time can sometimes be a little nerve-racking. I still get butterflies in my stomach right before I start a Zoom meeting with a new prospect...I’m human. Don’t be afraid to add a little humor either. You don’t have to go all Chris Rock, but you’ll be amazed at what you are capable of when you get out of your comfort zone and go for it. Grab my free training to help you get more of your No Charge Consultations to say YES at https://GetMoreYes.com

If you're a weight loss or med spa clinic owner. Then you need to pay attention to this podcast because I'm going to give you my number one, single greatest, weight loss and med spa clinic, marketing hack, tip, trick, whatever the buzzword is. And the reason I say this is my number one tip. And the greatest tip I've ever discovered from a guy named Andy Stickel... is because every time I tell a clinic owner to do this, they always do it. And then they come back a couple of days later and like, Jay, I tried that thing and it worked right. So this is an absolutely, amazing tip. It works so well. And the beauty of it is in its simplicity. This is something that I call “by the way, marketing”. What is, by the way, marketing? Well, have you ever had somebody come into your office for a consultation and then they left without saying yes? They didn’t become a patient or client. Right. Happens all the time. Anyone that says they've closed a hundred percent is a freak of nature or lying to themselves. So the reality is for most people are not going to close a hundred percent. You're going to have people that are going to come into your office and they're not going to say yes and they're going to leave, right? So here's what you do. Here's how you get a percentage of those people to come back and say yes. This is called “by the way, marketing”, what you want to do is a couple of days later, you want to send them a text message, right And you want to say, Hey Janet, this is Doctor Jill Smith. I wanted to thank you for coming to our clinic the other day. And now this is where the magic happens. You say, by the way, I was thinking about the goals you shared with me… and, and then give them a small piece of value. For example, say you are a weight loss clinic owner and you have a consultation and they just weren’t ready to say yes. You would text message that person a couple of days later and say, thanks for coming in the other day, I really appreciate you stopping by. By the way, I was thinking about the goals you said you wanted to achieve. I remember you said you wanted to drop 15 pounds so you would have more energy to play with your kids. Well, since you want more energy, I think the best way to achieve your goal is to eat XYZ every morning for 30 days, take 3000 steps each day and drink 8 glasses of water. This will help you with that goal. Or whatever your tip is. I hope this helps. And I'll talk to you soon. You just shared a valuable tip, and that prospect may come back and say yes to your solutions. That happens over and over and over and over again when I tell people to do this. So what you want to do is send them a follow-up text message, which first of all, that's the biggest thing, right there. A lot of times, most people don't follow up with people who come into their office and don't say yes. So just doing that… you’re increasing your chance of success by just following up. You're going to get people to say YES to your services. But the second thing is when you follow up and you provide additional value and you provide them something else to contemplate, then it makes them think, and it makes them feel like you care about them and have additional information and that you could really help them even more. And when that happens, then they contact you and they say yes and pay you. So it works really, really well. It's super simple. It takes less than a minute to do, but it makes such a big difference. Imagine if every month you had one or two of the people that came into your clinic and said no originally but came back in because you did this one simple thing. Imagine if you could get just one or two extra every single month to say yes to your solutions. At the end of the year, what would that do to your bottom line? It would be HUGE!

Hi, my name is Jay. What I share with you today is going to save you tons of time and we could all use more of that, am I right? Let’s get to it. Why you should never email or message the folks on your list. First off, when I talk about a List, this is just a buzzword that gets thrown around a lot. A list is simply people who are your patients/clients or customers and people that have expressed interest in your solutions but up till now haven’t become a patient, client or customer. The first reason you should never consistently email or message your list valuable content. There is a very good chance that the person that receives your email will in turn tell their friends, coworkers, or family about the solutions you provide. This is only going to make THEM interested in your solutions. It could also cause your scheduling calendar to fill up, and they’ll probably end up paying you for your time and talents. The second reason you should never consistently email or message your list with valuable content. Imagine if you actually offered other services that the person on your list might be interested in. They may have the audacity to contact you so you can provide those others solutions to them. Again, this will probably mean filling up your calendar and causing you to make more trips to the bank. The third reason you should never consistently email or message your list with valuable content. You just might be the first or perhaps the only business the individual on your list will think of when they find themselves in need of your solutions. What would happen if a person who doesn’t need your solutions now discovers that they do need you in a week or month? Again, the calendar fills up and more trips to the bank to make those deposits which take you away from setting in your office hoping the phone rings. Finally, the fourth reason you should never consistently email or message your list with valuable content. You just may find yourself in the role of a local celebrity. This means raving fans that know like and trust you. And worse, they may go on Google, Yelp, Facebook or dozens of other sites and tell other people about the valuable content and solutions you provide…even giving you 5-Star reviews. Ok. I’ll joking aside. It’s amazing how many business owners I talk to that will say, “I suck at engaging with my list. Think of it this way. Imagine you have a big party. The first people that show up, you’re all excited. You thank them for coming. You show them where to put their coat. You take them to the snack table and even pour them a drink. Then the doorbell keeps ringing, Each person you spend less and less time with and pretty soon people just kind of walk in and wonder if they’re at the right place. There’s no one there to greet them. Others seem to be enjoying themselves but you feel neglected and pretty soon just turn around and leave. You tell yourself how rude the host was and that you’re never going to go back there again. An email and messaging campaign reignite and warms up your list - so they're ready to raise their hand for your next amazing offer... like that "know-it-all" in the 5th grade who was trying to be the teacher's pet. I hope that makes a little sense. If you’d like to learn how to get something started like this in your business…that’s what I do. You can go to getmoreyes.com or message me directly at [email protected]. [email protected]. I’m Jay and thanks for listening to the clinic accelerator podcast

I'm working on an e-book called "How Being A Somewhat Funny Radio Host For 31 Years Taught Me How To Help Business Owners: Overcome Objections, Make More Money, & Become Better Dancers" This is a little tidbit I wanted to share. Meet & Greet We wanted to get close and personal with our listeners so we decided we would do a Biscuits & Gravy Tour. We spent 2 weeks doing our morning show at a different Greasy Spoon restaurant in the outlying areas of our listening area. We wanted to personally meet and get to know our listeners and have them be part of our morning radio show LIVE! This was a blast and our fans loved it. My cholesterol did go up a few points after 2 weeks of sausage gravy and homemade biscuits. We also hosted exclusive parties at the radio station after hours. One such event was a private screening of the classic Mel Brooks film Blazing Saddles. We had a western theme. People could come dressed in their best cowboy or cowgirl wear. Best dressed won prizes. The food we served was chili beans and bread...like they ate in the movie. Getting to know your customers on an even more intimate level is a game-changer. Not only is it a blast to do, but everyone wants to feel like they’re a VIP. My suggestion, plan a VIP event. Invite the customers you feel fit the VIP label. Have food, drink, music, and prizes for as many as you can. Be sure to send out fancy special r.s.v.p. invitations via the good ol’ U.S. Mail. Then follow up with a phone call. It’s the personal touches that are key. This will boost your stature in the industry and your customers will talk about it for years to come. Do you need more Google reviews? These live events are a great way to give them a boost. Pick up your FREE Strategy at GetMoreYes.com

A guy who sold bottled water in those big huge jugs wanted to sell more of it. He consulted with a marketing person who asked the question, “who is your ideal customer?” The water salesman thought for a minute and said, “well, everyone has to drink water to live...so every person in the world is my ideal customer.” With that smirk on his face, I’m sure he thought that he was going to make millions of dollars. Then the consultant said, “wrong!” ●  Some people will never buy bottled water because they think it's crazy to pay for something that comes from their faucet. ●  Otherswillonlybuythosefancylabeledbottledwater. ●  Manywillbuythewaterthatanathletedrinks. ●  Somewillbuybottledwaterbutonlythecheapstuff.The water salesman now realized that he had to research what type of people wanted to have the big huge jug of bottled water. Would it be homes or offices or both or neither? The same goes for the information in this e-book. Every business owner needs more customers right? But I’ve catered this information for people who like to laugh from time to time and are willing to take action on some easy-to-implement strategies and above all have FUN! Below are just a few of the folks we’ve helped, one is not. Can you guess which one? ● WeightLossClinics ● Med-Spas ● Chiropractors ● Dentists ● physical therapist ● O.B.G.Y.N. ● MonkeyTrainers If you guessed Monkey Trainer, you’re wrong. I’m still looking for the O.B.G.Y.N. with a sense of humor. Keep listening to learn how you can receive a FREE gift.

A prospect said I don’t have a problem closing people when they come in for their appointment… When asked about their numbers…those who came in for a consultation and those who became customers…the answer was, well I don’t know that but it’s probably pretty high. The question I didn’t ask but should have asked: Then why are you still working, instead of just cashing those checks??? You can have other people do all of the stuff you do. Just kick back on a beach and open your bank app and just watch the dollar signs flow. Smug people can learn from their own mistakes but 'smart' people learn from other people's mistakes". Hi, My name is Jay and this is the clinic accelerator podcast. Marketing is pretty simple really. It’s kinda like fishing. First, you gotta know a little bit about the kind of fish you’re trying to catch. Do they like worms, do they like crickets, do they like mayflies, do they like smaller fish like minnows? Where do these fish like to hang out? Small ponds, rivers, streams, oceans? Once you know that, you make sure you use the perfect type of bait that your fish loves. Then you go to the place those fish are most likely to hang out. Then when they bite, you can’t reel them in too fast or you might lose them. You occasionally give the line a yank to make sure that hook is set, then you keep reeling them in. Once you have them on shore you have to carefully release the hook and make sure that fish doesn’t slip through your hands and fall back into the water before you can get them in your cooler. You can catch a fish with a $1000 pole or an old cane pole with some fishing line tied to the end. When I talk to some clinic owners about their current strategy, they do pretty good with using the right bait and fishing where they hang out. The problem I see is that as they’re reeling in that big fish it either slips off the hook or the fish slips through their hands and falls back into the water. You can spend thousands of dollars on a fancy boat, and top-of-the-line fishing gear, heck you can even have a guide to take you to the sweetest spots that no one else knows about. But if you can’t get that fish into your boat, you’ve just wasted all of the time and money. The one difference between fishing and marketing… at least when fishing if you don’t get the fish in the boat, you had a great day on the lake. You can always tell about the one that got away. There’s no satisfaction in that when it comes to marketing. All you can see is your kid’s college savings going down the ol toilet. If you want some help getting your fish into the boat…that’s what we do. Go to GetMoreYes.com to learn more and download a strategy that I teach that shows you how to get more of those fish in the boat. My name is Jay, Thanks for listening to the clinic accelerator podcast.

Greetings and salutations. My name is Jay and At the end of this episode I have a FREE Bonus for you…you could just leave the room and come back at the end and you’d still get it but you’d feel so bad you’d probably donate time at a soup kitchen to offset the guilt. So don’t do that. Me and my partner Brian Elder sat in our office after the show staring at a stack of birthday cards. These were cards that would be mailed to our listeners. But, we first had to sign them all. We had their contact information and date of birth because they had to fill that out when they picked up concert tickets or a cd they won on the radio. Our program director told us we had to sign 100 birthday cards after each show before we went home. Talk about writer's cramp. We decided to take a little initiative and take it a step further. Since we had the listener's phone numbers my partner and I decided we would just start calling 25 listeners after each show to thank them for listening to our show. We told them about upcoming promotions and how they could win. It was another way we were able to endear ourselves to our fans. I’m pretty sure not another morning radio air talent was spending hours each day after their show calling and talking one on one with their listeners. This turned out to be HUGE. Back when faxing was still a thing, we decided to create a weekly newsletter. We went on the air and solicited for people to call in and give us their fax numbers. In return they would get access to one of Captain Pat’s (he was our traffic reporter) recipes, a “word of the day” that would make them eligible for a major prize, and a stupid joke like this one: A guy walks into a bar and says, "I just heard a great redneck joke!" A HUGE guy stands up off a barstool and says, "Just a minute, buddy. Before you tell that joke, I'm Jake. I'm six-three and weigh two-eighty all muscle. And I'm a redneck. That guy over there is a professional wrestler, and he's a redneck. And the guy behind the bar has a pistol next to the cash register and he's a redneck, too. Now, you really want to tell that joke?" And the fellow thinks and says, "Nah. I don't want to have to explain it three different times." We got thousands of fax numbers from our listeners. It was my job to send those faxes on Sunday night. Keep in mind this was 1996. I had the WinFax program on my old desktop computer. I had a dial-up modem. I had to crawl under my desk and unplug my phone then plug in my modem cord. If someone called our home phone while I was faxing it would screw up everything. It took almost 8 hours to send out all the faxes. I can still hear the chirp and shrill of that dial-up modem in my head. I also created a very primitive website. We had a MySpace account and when Facebook, Twitter, and Instagram came along we were there too. I even set up a podcast that played the “Best of Young & Elder”. (Young & Elder was the name of our radio show) If there was another way to stay top of mind with our fans...we used it. We did it for purely selfish reasons. I had a few addictions I’d picked up over the years like eating, having a place to sleep, and transportation. Getting those big rating bonuses helped to satisfy those addictions. Even though I worked for a radio station, our radio show was our business. At every live remote broadcast at the local car dealer, I made sure I didn’t act like the stuck-up snobby DJ. I went out of my way to hug, talk with, and dance with (if need be) every person who drove to the event to see us. When my partner and I introduced artists on stage we made sure that we got down and mingled with the fans. We even signed an autograph or two. As business owner, we knew that super-serving our fans was the key to our livelihood.