SALT MARKETING WEBINARS

Welcome to our lunch date, everyone. Welcome. Give me a yes in the chat. If you could hear me. Great. Let me know where you're joining from. That's always fun to see if you drop that in the chat, where you might be joining from across the country. We often get people from all over. So I would love to see that we're going to give everyone just a minute to join us and get settled, but then we're gonna jump straight in because I promised you value and not fluff. And today is about one very specific, very frustrating problem. Why a genuinely great med spa, great providers, great results, happy patients can still look at the schedule and see empty slots, and more importantly, what to do about it. So what we're here to talk about today is the fastest way to fill more appointments, and it isn't to add more marketing. It's to identify and fix the leak that's currently limiting your growth. So here's my promise for the next hour. I'm going to show you the five specific places that bookings leak out, and then we're gonna do a real live teardown of an actual practice at the end. So you can see it in the wild, not just in theory. This is not gonna be theory soup. You're gonna leave knowing which lever to pull for real growth. Alright. If you downloaded the workbook, now is the time to have that open on your screen or printed next to you. If you didn't get your copy, we'll drop that link in the chat also. It's also here on the screen, saltmarketing dot co slash gaps workbook. And we're gonna take a hard and honest look at the five parts of the SALTED Edge framework, which I'll share in just a minute. Those are the five places the bookings quietly leak out and cause empty appointment blocks. Now about that hot seat at the end, we're going to walk through an actual practices website. If you'd like me to walk through that process for you as we do in our growth acceleration sessions, you can just drop your website in the chat. We're going to choose one at random. And your workbook includes a simple scorecard that you can follow along and fill in as we go. You can also just grab a piece of paper and draw five rows, and I'll share the rest in a minute. But basically, we're gonna go together through the informal version of the same diagnostic behind our growth plan builder. Now let's jump in. So recently an established owner, the kind we'd love to work with, just came to us convinced that she needed more leads. Her calendar had gaps, so the obvious answer seemed to be more visibility, more content, and probably more ad spent. But before prescribing anything, we looked at the entire path from search to booking, to return visit. And what we found changed the way she thought about her marketing. Her practice wasn't suffering from one big marketing failure or an inability to generate a few leads. It was losing prospective patients at several small handoffs. And people were finding the practice, but some weren't booking. Others booked once and quietly disappeared. So follow-up depended on someone remembering and no one could clearly connect marketing spend or activity to revenue. So explain to her that an empty calendar is circumstantial until you understand the causes behind it. Until you know where your specific leak is, doing more marketing can simply send more opportunities into a system that's already losing, which is a frustrating and often costly repetitive pattern. So type yes in the chat, if you've ever looked at next Tuesday and felt that drop in your stomach, the gaps, the light day, the where is everybody kind of feeling. So we all know that we've felt that feeling before, but here's the good news. That feeling is not random and it's not because you're bad at marketing. It's a systems problem and systems can be fixed. So I want to just take a second, explain how I know this and why you should listen to me. My name is Jennifer Oroquois. I've spent nearly thirty years in digital marketing. And I know you're thinking, but Jennifer, how can you have three decades of experience? You look so young. But seriously, I've been doing this since before companies even had websites. I grew a communications company to multi seven figures. A few years ago, my team and I founded salt marketing to support med spas and wellness practitioners. Earlier this year, I wrote a book called get found, get booked. Now here's the part that matters for today. At Salt Marketing, we don't do a little bit of everything for everyone. Like I said, Salt Marketing works exclusively with med spas and wellness practices, and we build marketing systems, not random tactics. Everything I'm about to show you isn't theory that I read somewhere. It's what we actually run for practices across the country every single day. Now, agencies will sell you the marketing tactic that they're best at. The SEO company will find an SEO problem. The ad agency will find an ad problem. We start differently. We diagnose before we prescribe. And very often the honest answer isn't you need more leads. It's you're getting leads, but they're leaking out somewhere between interest and a booked appointment. And that's why I'm not gonna give you twenty five more marketing tactics today. Gonna help you identify the one part of your system most likely to be holding back your bookings. That's what today is about. Now, when people ask why the book is called Get Found, Get Booked. It's because getting found and getting booked are two different jobs, two different stages of your marketing ecosystem. And today, I'm gonna give you all five stages, the same ones we use in every engagement. Nothing held back. We're gonna reframe the whole problem first. Now, we hear this or a version of it nearly every single week. We're spending hundreds or even thousands a month on paid ads, and we're not seeing results. So give me a yes in the chat, if that sounds even a little familiar, spending real money on marketing and the calendar still isn't full. So here's, what's so important about this sentence. You can easily assume that this is a lead problem that you need to throw more ads and more spend at, But nine times out of ten, that's not where it's breaking. Let me show you the data. Industry data points to something striking. Only about eighteen percent of med spas are using real marketing automation, and only about thirty five percent use dedicated client management relationship software, CRMs. We also know that sixty seven percent of practices are investing less than twenty five hundred dollars a month in marketing. Whatever the exact number is in your world, the point holds. Most practices are running follow-up and reactivation by hand on somebody remembering. And the moment you get busy, the good weeks, the fully booked weeks, that's exactly when the follow-up doesn't happen. Now hold that thought because it becomes the fourth part of our framework in just a minute. So here's the reframe I want you to take home even if you forget everything else. A beautiful social does not fill a schedule. Filling your schedule is not one thing you're either good or bad at. It's five separate systems working together. And when I look under the hood of a practice with empty slots, it's almost never that all five are broken. It's that one or two are, and they're dragging the rest down. The most visible problem is not often the real constraint. So this is the salted edge framework. The five stages I've been talking about attract, get found by the right people convert, turn that interest into actual appointments, create raving fans, which is where we keep them and keep them referring and rebooking automate, making it all run without someone remembering and measure to scale, knowing what's actually work. Now notice it's a circle, not a funnel. Happy patient feeds your attraction through reviews and referrals, it repeats. And a leak anywhere on the circle shows up as one thing, gaps in the calendar. Now, for each of these five stages, I'm going to do the same four things. One, what the stage actually meets. Two, the number one leak that most owners miss. Three, a self check question for you to answer honestly. And finally, fourth, one thing that you can fix this week. And after each one, you're going to score yourself in your workbook. So let's take a look at that scorecard and then we'll dive into stage one. Now, your leak map is on page two of that workbook, or those five five rows and three columns that you drew, we can use that as well. So here's how to use it. After each of the five stages, you're gonna give yourself a color. Red means it's clearly broken. Yellow means it's happening, but it's inconsistent. Green means it's genuinely running well. One rule, be honest about this, not generous. If your calendar has gaps and your whole map is green, you're grading yourself too kindly. Alright, are we ready? So first stage is attract. Are enough of the right people finding you? Not everyone, the right people. I'm talking about qualified buyers who will get the most benefit, exceptional results from what you do. Attract is everything that decides whether a stranger who needs you can find you. That includes SEO and organic, but also AI search. Your Google business profile, your ranking in the local map pack, your reviews, the content on your site. And notice this isn't about posting more or being on every platform. It's about being findable at the exact moment someone searches for what you offer in your area. That's a very specific job. Now here's the leak I see most at this stage. It's not that you're invisible on some fancy channel. It's that your Google business profile, the single most important local asset you have might be half finished, or it has the wrong hours or three photos, and you're not posting there regularly. You know, half of your services might be missing or outdated or even have the wrong primary category. Meanwhile, a pretty Instagram grid or your great TikTok video isn't built to be found by anyone searching. And the whole thing is propped up by word-of-mouth. Now, word-of-mouth is a gift, but it is not a system that you control and you should never have that as your only marketing channel. So be honest with yourself right now. If someone in your city pulled out their phone tonight and searched for your best treatment plus your city, would you be in the top three? Not page two, top three. If you're not sure that uncertainty itself is a yellow at best. So jot that down in your workbook on page three. So for the attract phase of your salted edge framework, the one thing to solve this week is pull up your Google business profile as a stranger would see it, not from your logged in dashboard. Then go back and fix one thing, hours, photos, services, or category, just one. It's probably the highest leverage fifteen minutes in local marketing, and you can take care of it tonight. All right, moving on to stage two, which is convert. And this is the stage where interest either becomes a booked appointment or quietly evaporates. And this is where I see the most money left on the table because convert is everything between I'm curious or interested and I'm on the calendar. The website, the call to action, how easy it is to book, how fast you follow-up and how well your consults turn into treatments. Interest is fragile. It has a shelf life measured in minutes, if not seconds, which brings me to the number one leak here. Honestly, the research is brutal and consistent. Responding to a new inquiry in under five minutes dramatically increases the odds that a prospect will book with you. Under five minutes. Most practices take hours. The front desk is with a patient. The form email sits, someone gets to it after lunch or after lunch and learn, you could be looking prospects right now, but then that person has filled out three other forms on a competitor site. And you've added a booking flow with too many points of friction or no single obvious next action. You've lost someone who is ready to say yes. Now this link can be invisible because you never see the person who gave up. So here's a two part question for you to think about. How long does it really take? Not how long you hope, how long it actually takes for someone to follow-up with an interested prospect who drops in on your website contact form. And second, whose job is that number? If the answer is everyone's or it depends on who's at the desk, that's an yellow or a red. A number nobody owns is a number nobody protects. So for the convert part of the Salted Edge Framework, your one thing this week is to go to your own website and fill out your contact form like a nervous first time patient would. Then start a timer. When did you hear back? Five minutes? Five hours? Tomorrow? Never? That number is the truth about your convert stage. Score that row now. Now, one practice came to us assuming its primary problem was visibility, but we saw that approximately two fifty search visitors were already creating about forty two monthly appointments. Nearly half of all appointments were coming through the website. The opportunity wasn't simply to get more traffic. It was to convert more of that traffic into. So with that in mind, be honest about how quickly you can move someone from inquiry to booking. Alright, let's move on to stage three of the salted edge framework, create raving fans. This is the one so many practices most often ignore and it's hiding the most money because the cheapest patient to book is the one who already loves you. Creating ****** fans is about retention, referrals, reviews, memberships, and reactivation. Now, here's the belief I'll stake my name on. The database you already have is often worth more than the next ad campaign you're about to fund. And those people who already know you already trust you already paid you one time. Most practices are completely sleeping on this goal line. Now, the leak here is that nothing systematically pulls people back. A patient comes in, has a great experience and then silence, no reactivation when they lapse, no consistent ask for the review or the referral. It happens only when a team member happens to remember. And the calendar gap you're staring at a chunk of it is people who loved you and simply drifted because you didn't reach back out. That's the most heartbreaking kind of leak because you already did the hard part. So honest answer. When a patient has been booked in ninety days, do you have a system that reaches out or does that only happen if a human happens to think of it? If it's only, if someone remembers it's not happening in your busy weeks Now realize this touch doesn't have to be pushy or salesy. It can simply remind them of the goal they had when they got started and clearly state what's at stake if they don't take action. So your one thing for this week to create raving fans is to just pull that list. Everyone who hasn't booked in ninety plus days. Don't build a campaign yet. Don't stress. Just look at the length of that list and sit with it because that is money you already earned once. Now give yourself a score on creating raving fans. How are you doing? If you're following up with every lagging patient, give yourself a green. If you're doing it sometimes, but it's inconsistent, give yourself a yellow. If you can't remember the last time you brought people back to you, give yourself a red. All right. I want to take a little breath here and share with you a couple of case studies of what can happen when you focus on this third part of the framework. Now, when Empower and Fort Myers first opened their doors, their original contact list was largely made up of owner Angie Ferguson's former personal training client. They knew Angie, but they didn't yet know Empower. So instead of immediately selling to them, we warmed or focused on warming up the audience. One successful tactic we used was Angie's Motivation Monday. These were short, encouraging texts that provided value, kept Angie and Empower top of mind, and created engagement without constantly asking for a sale. But now, nearly two years later, the challenge changed. Empower now had a database of clients who had visited and purchased, but hadn't been back recently. So we created a three part email and SMS reactivation campaign designed to reconnect with a friendly, How are you feeling? A chicken. We also reminded patients of the many ways that Empower could support their current goals, from cryotherapy and recovery services to Emsculpt and body contouring. Now this worked because we didn't use a discount or incented. We invited them back by focusing on getting their momentum back rather than pushing a discount or a hard sell. The services were part of the conversation, but they weren't the entire conversation. The campaign stayed true to Empower's goal of making their clients feel seen, supported, and guided, not sold to. Now, the takeaway here is that you create raving fans by understanding the relationship you already have. And next, Jag Medical in South Carolina has taken creating raving fans to a whole new level with over four hundred authentic five star reviews. Now, than their reviews, the place where their raving fans are most evident is their social media. Salt Marketing helped them transform their social media from an inconsistent content short into a relationship building engine designed to create loyal clients and ultimately raving fans. The strategy shifted away from overly polished generic posts and toward consistent personal human content, behind the scenes moments, staff personality, treatment day content, voiceover reels, stories, education, events, and community involvement. And that helps followers feel like they knew the people behind Jag before they ever booked an appointment. Most importantly, people aren't just watching. They're clicking, they're DMing, they're booking appointments, and they're engaging with Jag as a brand they trust. That directly supports the customer journey we mapped for Jag. Social media first generates curiosity and trust, then reinforces the client experience through education and communication, and eventually helps move happy clients into the advocacy stage where they're referring others, sharing JAG socially, and thinking JAG is the best med spa and everyone I know deserves to know about it. In short, we didn't just grow JAG social metrics. We helped turn social media into a community building channel that makes the brand feel familiar, trustworthy, and worth talking about, creating the conditions for clients to become true JAG advocates. Finally, sometimes you just need to create those raving fans from a dormant list. For Crust Embers ENT in Central Texas, we did this with an interactive quiz. We ran a full email and texting campaign for two different procedures. The first one generated nearly two hundred quiz takers and eighty seven of those booked. The second brought another seventy six leads and twenty five bookings. So creating raving fans is a great way to fill your calendar with otherwise dormant clients and. All right. Onto stage four of the framework, which is automate. And this one is special. This is actually my favorite because this is where all the work we've done to this point is lifted off the practices shoulders. Your proven systems become a flywheel that supports practice growth. Automate is your CRM, your email, your text follow-up, the missed call catch, the reactivation campaign, all of it running on the actions your prospects take instead of your memory. So think of it as the plumbing under the first three stages. It's what makes fast follow-up and ninety day reactivation actually happen every single time, instead of only on the days the front desk has a spare minute. So here's why the first three booking leaks are so hard to see. Every single one of them is attracting right people attracting the right people, can bring them to patients and creating raving fans. They all depend on a person remembering to do it. And on a normal day, sure, they remember. But on those busy days, the fully booked two people called in sick day, it doesn't happen. Which means your follow-up fails precisely when you have the most going on and you never see it because that leak is silent. This is the great irony. The more successful you get, the more you leak until you automate it. Now here's the cleanest test of your automate stage. If your best front desk person called in sick tomorrow, would a brand new lead still get followed up with on time today? If the honest answer is no, then your follow-up isn't a system, it's a person. And people get sick, they go on vacation, and they quit. So mark that red or yellow if that's your case. So your one thing to do this week, don't try to automate everything because you'll never start. Pick the single most valuable moment, a brand new inquiry, and then send one automatic first response, an instant text or email that goes out the second someone reaches out. So no lead ever sits waiting for a human. That one automation, it plugs the biggest league in the building. So score your automate row now. Now, in the final stage of the salted edge framework, stage five, that's measure to scale. This is the one that turns everything else from guessing into a machine, because you can't scale what you can't measure. Now measure to scale is knowing which marketing actually produces booked paying clients, lead source, cost per acquisition, revenue attribution, which providers have gaps. This is what lets you confidently pour more fuel on what's working. Without it, you're kind of flying blind. Now the leak here is that no attribution, no clear line from a marketing dollar to a booked appointment can help you figure that out. And this is quietly the most expensive leak of all because it makes every other decision wrong. Not knowing owners will cut the thing that was actually working and pour more into the thing that wasn't. Remember our friend spending two thousand dollars a month on Facebook ads? The real problem wasn't the ads. It was that she had no idea whether they work. So she couldn't make an informed decision either way. So can you name right now which marketing dollars produced the largest percentage of your booked appointments? Chat, yes, if you could genuinely answer that in under ten seconds. But if you can't, that's okay. So few of the practices who come to us can, and that's exactly the point. The silence is the measure stage talking. It's the perfect setup for what we're about to do next. Now, your one thing for this week for measurement is just to add one question to your intake booking. How did you hear about us? And actually log it somewhere you'll look. It's the most basic form of attribution that exists, and most practices don't even capture that. It's sort of the first rung in the measurement ladder. So score your measure phase, red, yellow, or green, and that's all five. Now look at your elite map for a second before we make this real. You've got five scores in front of you. That's the framework. But the frameworks are easy to nod along to and forget. So we're not gonna leave this as theory. We're gonna run these exact five stages live on real practice right now. So you're about to watch me do the deeper human version of what we do for the practices that we work with. So we have been talking with a practice, that raised their hand ahead of time. It was brave enough to let us look under the hood. Marissa with Radiance and Co is our hot seat candidate today. So first understand this is not a roast. I'm going to find real strengths, not just leaks. And it's the same respectful walkthrough that we run through in our growth acceleration sessions. This is for everyone watching. Don't just watch Radiance and Co's opportunities here. Watch for yours. You're going to recognize your own reds in here. And to be clear, I didn't pre build this analysis, but we're going to do it live because this is what real diagnosis looks like. Now I'm going to pull up their website. There we go. And we'll talk through this together. So we're going to look at their Google business profile. We're going to look at their social media, and their booking flow. And I'm going to share quick thirty second intro of who they are and what they offer, before we walk through all five stages, because I think that's good for context. So we're gonna go through one genuine strength and one leak at each part of the phase. So keep your leak map handy as we go through this. Steal anything that applies to you. Marissa, I want to thank you for letting us do this. I know we've talked a little bit. Well, Marissa shared with me that Radiance and Co isn't chasing that bleach blonde, poreless perfection version of a med spot. They're building a practice for the woman who's doing it all, work, kids, aging parents. And then she's somewhere at the bottom of her list. She wants to feel like herself again, not like a different person. So that's our target market. And their team is comprised of three clinically serious, warm, real women in their late forties, a doctoral nurse practitioner with over eighteen years at the VA, who's a major in the air force reserves, a cardiology nurse practitioner with eighteen years at the VA, and who's a general surgery and wound care trained NP, who's also an army national guard captain. Now they want to be clear that they are not the hero of this story. Their patients are. So they define their job as seeing that person, hearing what's actually going on and guiding them to the solution. So Arissa told me that she wants marketing that makes it impossible to confuse Radiance with every other med spa's Instagram feed. So first let's look at Radiance and Co's website and how well they're attracting their ideal client or patient. So this is their webpage. It's well constructed. You can see they've got, navigation at the top. We've got our book now button over in the corner, very important. I would push back a little bit on the yellow and white text. Sometimes with accessibility, that's very difficult to read for someone who might be vision impaired. So we might want to back off of that and make sure that there's a black background behind that. Also repeating the name kind of just, space that we don't necessarily need to. Her headline is where personalized care meets luxurious wellness. And while that's factually true, it's not necessarily a differentiator. We have our book our consultation button here where we can click over to book that. As we look through the site, one of the things that I would highly recommend is not generic images, but custom images of your facility. Here would be attract phase, the first place that I come to. I'm not sure if we're selling furniture or eye patches. Neither one is true. We would want to put some images of the, the actual practice there. And so we have a little bit of copy here. Again, I pushed back against this yellow text on a white background. That's difficult to read. This copy is individualized aesthetic and health services in a luxurious environment. Again, factually true, but not necessarily a differentiator. So we might work on that copy a little bit. We've got our treatments here. We've got stock images. I would say definitely anything that we can do to capture the spirit of the practice. We don't necessarily have to have patient images. It can be images of practitioners. It can be images of the back of someone's head while the procedure is being completed, things of that nature. Now, one thing that I want to talk about, and we'll talk about that in the convert stage, we've got ticker here with the zip code. I'm not sure that's doing us a whole lot of good. I might replace that with maybe services or something along those lines. We've got a little bit about Marissa here. I would love to see a picture of Marissa here. I know we have it over on the about page, but here on the homepage is where we really need that to attract the right people and make sure that that we are trustworthy. And so then here we get to the bottom. Again, not sure if we're a furniture store, but we definitely need to replace the image with something that is more consistent with who they are and what they do. This is great. The, having the address in the footer for anybody who's coming directly to you, logo really pops there on black. So that's looking good there as well. So as far as attract, it could definitely be differentiated a little bit so that it looks more unique to the practice. So same thing. If we look at their Google business profile, I'm just gonna pop over here. We do have some photos here and I would say that these photos, and we're not loading here, but, but we've got photos of interiors and exteriors, which is what Google wants in your Google business profile. We can take some of those photos and drop them on the website. So I would recommend that again, there's a lot of, empty images of the empty office. Put some people in there, make sure that it looks human. We do have some opportunity here. We've got some reviews, which is great products and services. We want to list those services on the Google business profile. So there are a number of things here that we can do to make sure that the attract part of the framework is working for you. So now let's move on to converge. Now, the first thing to understand is that there's one next clear step above the fold. How many clicks do we have to take to book? So if we pop over the contact form, will we get an immediate response? This is the under five minutes thing that we talked about. So think about how fast your team responds to a new lead. So if we click the book now button, what do we get here? So we're going over to our booking software, and this is fine. The challenge here is that you're asking the visitor to search for what it is that they wanna book, which is which is okay. But most often, if somebody's clicking that book now button, they wanna start with a consult. We, of course, wanna let them navigate to what they're looking for, but I would love to see just a list of consult opportunities under that first book now button. I would also say that, I'm going to guess that this goes to the same place, the book the consultation. So, yeah. What we want to do is say, I want to book a consultation. It needs to go to a page that lets you book a consultation, not sort through every service that we offer. I would also say in terms of conversion, we want to have some sort of lead magnet here, something that goes over to your CRM. We talk about lead magnets. It can be a downloadable, like the simplest form is like a downloadable PDF, but there's a little fatigue about that right now. I would say you can do a gated video. You can do a secret podcast where you're just talking through some of your beliefs and how you run your practice. We can also do a quiz, an interactive quiz, like I mentioned that we did for that practice in Texas. So there's lots of ways that we can capture their attention, give them something to do if they're not quite ready to book, because that lets them get to know you. It builds trust and authority in the marketplace. Let's check out here under memberships. I wanna see how we are. Okay. So we've got memberships. We've got reserve, essence, core, and prime, thoughtfully designed. And so we click that join now button in the memberships. Let's see where we go. See, this is perfect. So this is what we want. I want a membership in the year of my membership options. So there's no confusion there. We didn't dump them back to the main menu. So this is perfect for conversion. And particularly when we're talking about creating raving fans, that's where we are. We're gonna actually convert them to to members at that point as well. That's good for the convert phase. And so moving on to raving fans, we wanna make sure that we're capturing those reviews, making sure we're asking for them consistently. We have twenty one reviews here. They're five star reviews. So we love that. And we want to leverage that everywhere that we possibly can. That's fantastic for creating raving fans. Now it's hard to diagnose automation, just looking at the outside of a website. And by the way, you don't need a home button and your logo button. Everybody knows to click the logo to get back to the homepage, but it's difficult to diagnose automation, but think about how much manual work you're doing. And if you have a lead magnet to capture new leads, we talked about putting that, that here on the homepage, using that CRM to manage incoming leads and communicate with potential clients consistently will take a load of work off of your shoulders. So make sure that lead follow-up and nurture is happening automatically. And of course, the most basic version of this is that the routine tasks, deployment reminders, things of that nature are automated. But the true question is, is do your marketing and your follow-up keep running when you're away? So finally measure. This one is the hardest to see from the outside. So I wanna be honest about that. And the honest read is we can't tell from here and neither can they, where that leak is in the measurement. But if you know the average lifetime value of a single client, or you are able to, you know, what, know what a lead is worth to your practice, how much does it cost you to acquire that new client? Marketing decisions are based on data, not gut feel. So if Radiance and Co were my practice, here's what I would do in order. First, I would remove any friction in the booking process, whether that's just too many steps, confusion, or general lack of clarity. Second, I would optimize that visibility. We wanna differentiate with our messaging and our images, online listings, publishing content. I would one hundred percent add a blog to this, this site so that we can get a little more depth of content. It allows you to express who you are, what you do, why you do, what you do as more depth of content. It's great for your search engine optimization. It's great for getting found in AI search. Lastly, I'd put those raving fans to work for you. Ask for those reviews, keep the Google Business Profile current, and have those reviews on your site. We want to see those testimonials. We're missing that element entirely. So that's a great way to make sure that people are going to begin to trust you. We're not here to fix all five parts of the Salted Edge framework today. I mean, that's how owners burn out and quit. But these are some of the things that I see, you know, right out out of the gate, low hanging fruit easily changed. So of course I wanna give a huge thank you to Marissa for being brave enough to be in hot seat today. I hope you appreciate her as much as I do. You can give her some love in the chat. Now I want you to look at your leak. Find your first, second, and third priorities. Notice what we didn't do with Radiance and Co. We didn't tell her to post more or increase your ad budget or replace everything. We looked at the full system. We found the constraints and we put the fixes in the order of the biggest return on investment. That order matters because fixing the wrong thing can cost money without solving the real problem. All right. So let's land this plane. We've got five stages. We've got one system attract, get found, convert, turn interest to appointments, create raving fans, retain, refer, repeat, automate, run it without remembering and measure to scale. Miss any one or half run it and the calendar shows it. Empty slots were never a leads problem. They're a systems problem. So looking at your lead map, where are your reds? I want to reframe those. A red is not a report card. It's a treasure map because here's the counterintuitive truth. While we do want to lean into what's working and filling your calendar, it almost never comes from your grades. It comes from turning your worst red into a yellow. That's the strategy. You don't need more marketing. You need more of the marketing you already have to actually work. So here's your no pressure next step, and it's free. Salt Marketing's online growth plan builder. You just did the informal version on paper. This is the real personalized one. It takes about three minutes. You'll answer a few specific questions and it scores you across these same five stages we just went through. Now with that, the Growth Plan Builder identifies where your single biggest opportunity is. Do it today while this is fresh. That's when it's most useful. And so you can access that at saltmarketing dot co slash grow. We'll also drop that in the chat. At this point, you have a first impression of where your leaks may be. But as you saw in the hot seat, the problem is that what feels the most obvious isn't necessarily what's limiting your growth. That's why I want to have you take the time to complete the growth plan builder. It'll score your practice across the same five stages we use today and identify the area most likely to deserve your attention first. And like I said, we'll put that link in the chat. If you want to open it now and complete it after we finish, that would be great. Insight only becomes useful when you turn it into a decision. If the builder shows you something that you want help with, the next natural step is a growth acceleration session here with us at Salt Marketing. That's the deeper version of exactly what you watched me do with Radiance and Co, but for your practice, with your priorities. All right. That's our time today. Thank you for spending it with me and for actually filling in your link map. That's the part that changes things. I want to remind everyone that we do these lunch and learns every month for free and service to our industry and our friends. So be sure to join us for the next one. If you have any questions about anything we covered today, please email us at grow at salt marketing dot co. Now of course, grab that growth plan builder link, do it while it's fresh. Remember the whole idea is to get found, get booked and fall back in love with your. Take care everyone.