Sabrina Starling , PhD talks to Dr. Justin Trosclair, DC on A Doctor's Perspective Podcast…
Onboarding with a 30 and 90 day trial period, what to look for in those days, trainability, ideal small group class size for a clinic, and how to calculate per person fee.
I’m your host, Dr. Justin Trosclair, and we're back with another episode. If it's one of your first time listening to this and you do not yet subscribe, you visit a doctor's perspective.net/listen , it will send you directly to the podcast app that you have on your phone. And you just hit that subscribe button you never miss the main episodes or these Minisode.
Today's show is from a podcast called masters in fitness. This episode is 50 principles of high-profit fitness business, Joe. Again, if you're new this, these are just summary. These are kind of highlights the bullet points from podcasts that I listened to. So she was a flushed out version, check out the full episode. That's the point.
So this guy started with like a smaller clinic. And they were doing four to one class sizes. So four people per trainer or doctor. And then they got so good. They wanted to 6000 square feet and ended up getting to a 16 one ratio. But they start having attrition problems and all this and the community was kind of wavering. And I'll man you know what it was that personal touch was lost. So we went back to six to one, I think four to six. I think another episode we did www.adoctorsperspective.net/136 is like a good start up to eight if you had the square footage for it. So that's right in the ballpark right there. We talked about fees, you got to figure out what are your expenses? Plus, what margin Do you want to have? And then just work backward.
So does that mean? You got $6,000 in expenses, and you want to make 30%? profit, add that to it and then work backward on like, what do you would you need per class? And when you get the per class, you divide that out by you know, what do you have four people or six people and say, Okay, well, I need to charge this much for each class. Remember, remember, you don't have to have a doctor to deliver these classes, you can pay like an athletic trainer, a personal trainer, and so you're looking at 25 bucks for like a trainer per hour. And if you charge 25 for each client or shoots, you may send her dollars in that hour, that's just a $25 fee per person that's in the glass. And again, the trainers may only make $25 an hour. So they're not expensive when you have these classes like this.
But what's important too, is you got to have a system so someone can replace you. If you did proper onboarding and if you got to step away and go on vacation for three weeks, what's your system, you should have people in there that are cross-trained, they can just follow a system so that the sales process doesn't slow up and all that. Okay, so one of the things this thing he talked about a lot that resonated with me was hiring. So figuring out what are your core values for your clinic? and not so much in skills, but in the things that just come naturally to somebody? Are they pessimistic? I don't want that person, are they lazy, you don't want that person either. So sometimes they just want to buy doesn't have much experience so that they can train them the way they want it.
You can't train passion. And so they do like a 30-day trial (onboarding), whether they have they find them from a gym or wherever they're, you know, the front desk, they got a 30-day trial, and they're not 30 days. They're gonna they don't expect you to know what you're doing right there. Like, do what we tell you. And we're watching for your attitude. Is that are you a go-getter? Are you showing initiative? Are you excited? passionate? Yes. Awesome. Do you follow the rules? Yes. Awesome. Great. Cool.
Now we'll transition to a 90-day trial where you start getting more involved and maybe seeing some of these clients? And are you adding value to the clinic again? Are you still playing with a positive attitude? Are you still learning? And what are you bringing to the table? And if all that works out, then boom, you got yourself a new hire. And a big thing was onboarding, what are the expectations? What do you expect from your employees?
You know, a lot of us don't even have like a checklist for our staff front desk. Again onboarding staff should include their roles clearly spelled out. So you should have a checklist like in the morning, do x y&z make sure it's chaired are clean, magazines are tidy the bathroom most right, maybe vacuum at morning and at lunch, you know, and have a checklist that way they know what's expected of them for a doctor, it's going to be different for a trainer is going to be different, like you may have to go through and train them on the types of exercises that you expect, you might have a protocol that you've been working on for neck pain for knee pain, he learned this is what it just does it.
Now you have some skills, you do different variations of it on the person needs, but that's what you should do. So what are your key lies, leads? trials, sales, and retention. Those are like the five things that he really looks at to see the metrics in his business the leads are he's already getting trials and making the sales in there. They're retaining the people that are coming in. So how can that what does that look like in an eye doctors office and a dentist office? Are you offering contacts? Are you offering like an I guess a higher exam? Are you trying to get the lenses and you know, built in the office with transition lenses? I don't know. And then you have patients? Do they come back to my doctor? What is it once a year, twice a year, dentists to three times a year for teeth cleaning. And you can follow that, you know, what are you doing? Are they dry? You're not getting them back in. And I'm sure there's a lot of ways for dentists to do that through the mail and phone calls and everything else I always get like a postcard. Hey, it's been a while get your teeth clean. What what? So anyway, hope you got some good information from this.
I don't mean for the show's to get much longer. I guess I just been taking more notes on some of these episodes. They had a lot to me. They had a lot to say. And I guess I'm rambling a little bit. So I apologize for that. We're going to try to keep these things under 15 minutes, right. That's my goal. Three to 10 push at the 50 Dr. Perspective many so we just went #behindthecurtain.
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