EP132: How To Ethically Grow Your Functional Medicine Practice with Jay Abraham
In this episode, Sachin interviews Jay Abraham, the Founder and CEO of The Abraham Group, Inc. in Los Angeles, California. Jay attests to the power that practitioners have with the knowledge to remarkably improve the lives of people around them, clients, potential clients, and people who may never become clients. Jay speaks of investing in people first and how that pattern helped him in his career as an entrepreneur, business leader, and consultant.\xa0 Jay offers ideas that can bring you success in your practice by caring more about the people around you than about your finances. Listen in for an inspiring message from Jay Abraham to improve your life and practice.
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Key Takeaways:
[1:02] Sachin introduces and welcomes Jay Abraham to the Perfect Practice podcast. Jay has helped thousands of companies and entrepreneurs around the world generate revenue. Jay invites Yuri to ask him questions that might give clarity and actionable strategy to the audience.
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[3:31] Jay thinks that we all have an enormously greater capacity to contribute to transforming people\u2019s lives. We must understand that most people don\u2019t know what we already know. Believe in your ability to contribute your knowledge and in your moral obligation to contribute. Be a positive catalyst in somebody\u2019s life. It\u2019s all about them.
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[6:13] Jay\u2019s advice for people starting in the health and wellness space is to know that you have the knowledge and the ability to change someone\u2019s life. You have to get it into their mind in a way that they embrace it, believe it, and want it from you. How will you do that?
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[7:40] Depending on the size of your market, local or national, find the lowest common denominator of influencers and offer to reciprocate a trade of services. Jay offers a script to use to give them your services for permanent wellness and healing and to ask them to introduce you to their clientele throughout their life, for a presentation of your services.
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[11:00:] Jay tells how this worked for him when he started taking off in his services for entrepreneurs.
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[12:25] You could become the recommended provider. Jay offers a way to do this ethically through exchanges of services. First, be the one to invest in others.
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[13:07] Jay recommends his program on pre-eminence for Sachin\u2019s listeners. Jay always wants to invest first in others. If you invest in someone and it has a positive payoff, everyone may not turn into a future compensated client, but the numbers will work for you if you make a profound difference and if you choose wisely in terms of their values and respect your methodology.
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[16:10] Everyone is not going to do as much with the profound knowledge, the methodologies, techniques, regimens, and protocols you are going to share. Choose people who have the highest probability of doing something with it and seeing the most wonderful outcome. Ask them to nominate people who are struggling. Try it in general and for specific applications.
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[20:26] Sachin points out this is a long game. We can\u2019t add value to the lives of people who don\u2019t share the values we do. You can add value to the world with every hour, or you can miss the opportunity to add value to the world with every hour. When you add value, the referrals are much more genuine.
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[21:06] Jay says half the people don\u2018t know what greatness is supposed to look like in health. They\u2019ve never had it or it was so long ago, it\u2019s become hazy. They don\u2019t know what it\u2019s like to sleep through the night and have energy and focus with dramatically reduced stress levels, to have their bodies feel and look better. Give them an impact analysis tied to future pacing.
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[24:30] Help someone consider what it would be like not to be tired but to have energy and focus galore.
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[25:42] Jay shares a profound exercise to do with people. Ask \u201cWho do you know in your life of your age that you would like to have the energy of?\u201d That becomes the reference model for them to go after. If they have no model, ask them about an active celebrity of their age.
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[27:39] Jay has been very successful in getting a lot of his clients to help them understand a holistic view of all the things going on in their lives. If you can help them in something that may even be outside the area of your skillset, you have a value-added advantage over your competitors.
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[28:30] When you allow people to come to decisions and conclusions, themselves, it\u2019s a different kind of education, a way to validate what is being said, so they can come to the conclusion themselves.
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[29:21] Jay tells how he built a half-a-billion-dollar-a-year company in the gold, silver, and rare coin market, by giving people a tripe case for why the research was worth understanding and letting them decide for themselves if it factored into their wealth creation. There\u2019s much more power in a decision when they make it themselves, based on gained knowledge you provide.
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[31:17] Jay explains the power of having influential endorsers and champions who advocate for you to build trust with their audience. It\u2019s the safest short way to build a clientele. You don\u2019t build trust through advertising.
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[32:20] You want to have ideas and perspectives nobody else does and do what nobody else does to differentiate yourself.
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[32:55] Jay once helped a Beverly Hills cosmetic surgeon by getting him to write a book that he deposited in the waiting room and stations at every hair salon, dental office, and related non-competitive location. It was successful through implied endorsement of the establishments where patrons saw the book. What can you do to educate people in an inspiring way?
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[35:34] Jay has written 15 books over his career. Some of them have not been published but are available as digital files for free to his potential clients. He recommends practitioners who have published to provide their books for free without shipping and handling to the right potential clients. It is to let your potential clients know that their situation is not hopeless.
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[39:10] Jay separates his investment in people from the financial reward that may or may not follow. He tells how he developed that perspective. He was never obsessed with making money. He gravitated toward entrepreneurs who were on missions to fill voids that nobody was filling or to add value to a segment of the market that was underserviced.
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[40:09] Jay found himself worried more about the outcome for the end consumer than for himself. He saw how he could enhance, improve, and re-invigorate somebody\u2019s career or life. He was all about making a big difference for people, first and foremost.
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[42:52] Jay says the greatest acknowledgment or reward you can give him, is if you are capable of transforming and catalyzing positively a multitude of people\u2019s lives over the next, 10, 20, 30 years, then do it! Do something meaningful with what he has shared.
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[44:46] If you ask yourself how many people\u2019s lives can you transform each and every day by what Jay said or by what Sachin is teaching, that\u2019s compensation enough for the time Sachin and Jay have shared today.\xa0
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[45:08] Sachin thanks Jay for his contribution to this episode of Perfect Practice.
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Mentioned in this episode
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More about your host Sachin Patel
How to speak with Sachin
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Books by Sachin Patel:
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