Are you thinking of moving your business online? Have you been wondering how to capture your target market in the quickest way possible? Does the thought of speaking to thousands of online viewers scare you?
In this podcast episode, Whitney Owens speaks to Dr. Judy Seeger about using videos to profit and keep patient retention, even if you’re camera shy.
Meet Dr. Judy Seeger
Dr. Judy Seeger is a Naturopathic doctor now specializing in working with female holistic practitioners to create their successful online strategies. With more than thirty years in the field of alternative medicine and running two successful holistic clinics she has now been online since 2010.
Her virtual practice has skyrocketed using proven Video Strategies and has achieved 3.1 million views on youtube. Her mission now is to help catapult holistic practitioners to the front lines for their patients to be quickly accessible using a simple 3 step strategy.
Get in touch via email email@example.com
In This Podcast
- What happened when Judy moved her entire business online
- How Judy’s first YouTube video reached 300,000 views and taught her 2 important lessons
- The 3 strategies for getting in front of people on YouTube
- Can you give too much free information?
- Getting videos on an online platform
What happened when Judy moved her entire business online
Do not do it that way. That is not the right way. That was the wrong way… there’s no schools for YouTube… I just kept going to conferences, conferences, conferences, hiring business coaches, business coaches, courses. I mean, they helped me somewhat, but it was mostly a school of hard knocks.
Judy’s specialty was cancer detox, so she helped people on their journey following cancer treatment by teaching them the power of building up their immune systems. After 30 years, approaching burnout, she decided she wanted to reach more people and get ahead of the curve. After hearing about internet marketing and YouTube, she quit her clinics and, with no plan in place, went about changing the way she reached her market.
Judy went viral in her first year of taking her business online, using videos to reach her target market and having zero marketing budget. She feels like doors opened for her because she said “Yes” to the messenger that God sent her.
How Judy’s first YouTube video reached 300,000 views and taught her 2 important lessons
After doing a ton of her own research on what other people were doing in her field, Judy discovered there was only one other company doing a liver gallbladder detox. She called and asked to collaborate with them, but was told they did not need her. So Judy went and found all the keywords relating to liver gallbladder detox, and made four videos per keyword. The first video – a very simple one on liver detox – got 300,000 views almost immediately. Judy was ecstatic but quickly realized that people were calling her after watching her video, but she had no product to sell them. When you do the rollout, don’t make the mistake of not having a viable call to action. Judy’s call to action at the time was eBooks, but people didn’t want to buy them – they wanted a faster solution:
- Lesson 1 – YouTube is really all about quick fixes. Somebody has a pain, they want the solution, and they want it now. People wanted solutions for free.
- Lesson 2 – Judy realized she hadn’t done the homework to find out what her people really wanted, which was supplements in this case. There have to be people willing to pay your price point. Judy now uses surveys to find out what her audience needs from her – Survey Monkey is one tool she suggests.
The 3 strategies for getting in front of people on YouTube
1. Using the camera and having ‘camera confidence’
- Set your camera(s) up so that you are always in front of them, even when not recording, so you get used to that feeling.
- Use natural lighting where possible, and make sure lighting is in front of you, not behind, to the side, or on top of you.
- Make sure your audio is clear – speak up and make yourself heard. Believe in what you are teaching, as this will leave the patient/client feeling assured in your ability to help them.
- Be contactable; put your email or phone number in the video.
2. How to make money from YouTube videos
- Make sure you have a quick solution to the pain – here’s what you have to do right now, here’s the solution. “The faster you can give the solution, the faster you can give them the program of what that takes, then the more money you can charge.”
- Use the right keywords – the free tools that Judy uses are:
i. Google Trends – will tell you what phrases people are searching, and in what area of the world.
ii. Google Alerts will help you stay abreast of current news and topics being discussed in whatever field you choose.
iii. AnswerThePublic.com will tell you what questions people are asking about specific topics you type in.
3. How to get the right quality clients/patients coming to you
- Make sure that when a potential client contacts you, you prequalify them. This can be via a phone call or a website page questionnaire – ask them five or six questions to check if they’re the right fit for you.
- Give your videos an educational, tutorial aspect to them. Explain things to your audience that they probably don’t know anything about, for example, how telemedicine works and how it could benefit them in the current climate. Include some bonus content to add value such as a free checklist, or recipes for special teas for example. Now they are assured, they have confidence, and they’ll tell their friends.
- Have success stories – This is the hardest to do but it will get you on the map the fastest and is the fastest way to connect to people. Testimonials are really the gold nugget for credibility, because the more of those you have, the more people are assured.
Can you give too much free information?
Vagueness online and on videos right now is a big no-no. You want to be authentic.
- You tell people the “WHY” and the “WHAT”…
- WHY your program, WHY working with you is important. WHAT the benefits are, WHAT the program entails.
- You charge for the “HOW”…
People will get some benefit from the free info in the video, but will eventually need your help to implement it all. When the patient contacts you to say, “I don’t know how to do this” that is when you get on a call and talk with them to see if you want to work with them. Pile on the information and don’t be vague.
Getting videos on an online platform
Judy uses three platforms for her content on a regular basis: Vimeo, YouTube, and Facebook Live. Her courses go on Vimeo as this platform allows her to make them private. Then she does weekly videos for YouTube and Facebook Live.
The process is fairly simple: she records the videos using a smartphone (always use this in landscape orientation, not portrait) and a webcam, downloads all the footage to a laptop, uploads the footage to Dropbox so that her editors can put it all together and make it look slick, and then uploads the finished videos to her various platforms. She likes to keep a backup of all the footage in case there are any issues with editing, for example.
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Meet Whitney Owens
Whitney is a licensed professional counselor and owns a growing group practice in Savannah, Georgia. Along with a wealth of experience managing a practice, she also has an extensive history working in a variety of clinical and religious settings, allowing her to specialize in consulting for faith-based practices and those wanting to connect with religious organizations.
Knowing the pains and difficulties surrounding building a private practice, she started this podcast to help clinicians start, grow, and scale a faith-based practice. She has learned how to start and grow a successful practice that adheres to her own faith and values. And as a private practice consultant, she has helped many clinicians do the same.
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On August 25th, at 1 Eastern Time, I’m going to be hosting a webinar that I’d love for you to attend, called How To Market and Connect with Churches. In this free webinar, I’m going to focus on how to make an initial connection with the church, and how to get referrals coming from that church, but also how to develop a consistent relationship with them. We’re going to chat about ways to be creative in your offering with churches, and ways to help meet their needs, and also, above all else, create a good relationship with pastors and their church. So please look in the show notes today to get the registration link. And that webinar is going to be on August 25th at 1 Eastern Time.
Welcome to the Faith in Practice podcast. I’m your host, Whitney Owens, recording live from Savannah, Georgia. I’m a licensed professional counselor, group practice owner and private practice consultant. In each week, through a personal story or amazing interviews, I will help you learn how to start, grow, and scale your private practice from a faith-based perspective. I’m going to show you how to have an awesome, faith-based practice without being cheesy or fake. You too can have a successful practice, make lots of money, and be true to yourself.
I am really excited about this episode today. I can tell you when I was interviewing, I was writing notes frantically because there was so much great information. So, you’re definitely gonna want to check out the show notes at the end of this episode. Today I interviewed Dr. Judy Seeger. And she does really great work surrounding YouTube which is obviously a really up and coming way to market yourself, to get viewers. So, she walks through like step by step how to make YouTube work for your private practice. So, it’s really a phenomenal episode. So, I’m excited that you’re going to get all this great information from her. One thing I love about the podcasting world – and I tell you this all the time – it’s the amazing people I get to interview, and then she also is starting her own podcast and I was on her podcast. I don’t think it has gone live quite yet, but it’s in the process. She was getting a lot of really great interviews done at the very beginning, but then she’s going to be having a podcast as well. So, I want you to check her out, all her information is going to be in the show notes, and we’re going to talk about that in the episode today.
But I want to encourage you guys, as COVID kind of causes us to slow down a little bit more, I want to encourage you to take some more time to listen to podcasts. It’s a great way to get free information. It’s also a really great way to just connect with people, like, it can be really lonely in our world right now. And podcasting is a really great way to kind of listen to people’s stories. But beyond that, I want to encourage y’all to reach out to people; talk to people. If you like one of these podcast episodes, please email me and tell me what it was like for you or tell me more of what you want to hear on the podcast. I actually had someone I’m doing some consulting with email me a week ago about one of the podcast episodes and how it really spoke to him at this like perfect moment. It was a God thing. And it meant the world to me that he heard the episode, it spoke to him, and then he used that to do something about changing his life. And that’s really cool.
So, I know I had been doing earlier, in the previous episodes, talking about the Practice of the Practice Podcast Network. And that is a network of podcasts through Practice of the Practice that we sponsor and support, well, maybe not really sponsor, but we support them as they move forward in making their podcasts and doing something really great in the world. So, I’m going to spend some time on the podcast kind of telling you about those because I think the work that they’re doing is really awesome. And I want to encourage you guys, if you love podcasts, to listen to their podcasts. So today, I want to let you know about the Beta Male Revolution podcast. I actually heard their intro through Practice of the Practice and then I listened to a couple of their episodes recently – guys, it was really good. These are my friends Billy and Brandy. I met them at Killin’It Camp last year. And they have it all about just how to be a beta male, and Billy has an incredible story of the way his life has been turned around. And you have to listen to… I believe it’s their first episode where Billy kind of goes into that, or at least check out their podcast and he’ll share some of his life with you. But they also do some really great work around spirituality without being too spiritual. And I just love the way that they handle that. It’s not every episode, but it’s a part of what they’re doing. I just listened to one of their episodes the other day with Nadia and she was phenomenal. I just loved it. And I’m hoping to get her on my podcast and I’m also hoping to have Billy and Brandy on the podcast [unclear]. So anyway, I want to encourage you guys to check out that podcast, you can go to practiceofthepractice.com/network to learn more about other podcasts that we’re doing. But really check them out; see what resonates with you. Not every podcast is going to be perfect for you but when you find one that works, it is so great to be able to have that connection every single week. But I appreciate that you take the time to listen to this podcast, and I love the feedback I get from you guys so please keep giving me feedback. But let’s go ahead and jump into the episode This is episode number 42, and this is with Dr. Judy Seeger on How to Profit and Keep Patient Retention in your Holistic Business using Videos, even if you’re Camera Shy.
Today on the Faith in Practice podcast I have Dr. Judy Seeger. She’s a naturopathic doctor now specializing in working with female holistic practitioners to create their successful online strategies. With more than 30 years in the field of alternative medicine, and running two successful holistic clinics, she now has been online since 2010. Her virtual practice has skyrocketed using proven video strategies and has achieved 3.1 million views on YouTube. Her mission now is to help catapult holistic practitioners to the frontlines for their patients, to be quickly accessible, and using a simple, three step strategy. So, Judy, I’m glad to have you on the show today.[JUDY]:
I’m so excited. This is going to be a lot of fun. We get to share some cool things with everybody. Yay. [WHITNEY]:
Yeah. And I always tell people, one of my favorite things about having a podcast is I interview people on things that I want to work on in my own business, and then I get all the free tips, and then I move on. So, I’m really glad to have you today because, as my practice is growing, we are trying to figure out how to make YouTube work. So, I feel like I’m gonna be taking notes and getting all the tips and then my staff is going to be overloaded next week with goodness when I tell him all the things we’re going to be doing. [JUDY]:
There you go. There you go. [WHITNEY]:
Yeah, well, why don’t you first share with us a little about your story and kind of how you got into this work with the holistic clinics. [JUDY]:
Yeah. So back in the 90s, I had a turn in the road like many of us do, and I had a situation where I had to decide, am I going to go medical or am I going to go alternative medicine? And God, I really believe, and I give all the credit to God that he sent this powerful messenger, Terry Dorian – I think she’s in Georgia – and I read her book. I don’t remember the name of her book, but as soon as I put it down, I called her because there was a number there, and she answered. And I’m like, what? That was back in the day when the author’s answered their phones. But again, God has it in place, and that’s how it works. I told her my story, and my fork in the road situation, and she said, don’t do anything. Don’t make a move. I’m going to give you guidance. I’m going to tell you exactly what your options are. And I’m like, yeah, okay, whatever. You know how you don’t really believe it. And sure enough, a week later, she called me back. She says, listen, I’ve got a program. I’ve got Christian doctors that you could go into their school, you’re not going to have all the garbage that is typically taught in those schools.
So, I was really, really blessed that I listened to God’s voice and I got a messenger that… he sent somebody that really put me on the right path with Christians. And that is very rare in our industry, especially alternative medicine where there is a lot of misconception about it, a lot of falsehoods taught, I mean, we could go on and on about that. But the point is, is that I listened to God’s voice. He sent me a messenger. I opened up my first clinic in Green Bay, Wisconsin. And then five years later, I opened in San Diego, California. And then in 2010, I went online because I was very frustrated not being able to reach more people. My specialty was cancer detox, where I took people on their cancer healing journey and taught them the power of using detox to build up their immune system. So, after 30 years, though, it was like, okay, like, I’m not reaching enough people, I want to get ahead of the curve. And I heard this thing about internet marketing and videos and YouTube. And I’m like, what? So, I just dove in. I quit the clinics, no plan in place. Do not do it that way. That is not the right way. That was the wrong way. So, in 2010, I… just because I was burnt out, I really needed to make a drastic switch and I really wanted to reach more people. And there’s no schools for YouTube. There’s really no schools for internet marketing. I just kept going to conferences, conferences, conferences, hiring business coaches, business coaches, courses, and [unclear]. I mean, they helped me somewhat, but it was mostly a school of hard knocks.
But the first year I went viral. We could talk about that later, how to do that. But that was really exciting. To me it was a confirmation that God had me on the right path, and that that was the direction I was supposed to go by having the videos go viral and getting all these people calling me, I was like, no advertising. I didn’t have a budget; it was kind of good. I didn’t have money for marketing, so I had to hustle. And the videos literally put me on the map so that, to this day, 10 years later, I’m still getting people calling me about my videos that I made back in 2010. So, we could talk about the pros and cons and all that stuff throughout the podcast, but just understand that you first have to listen to God’s voice, that’s always first. And then as he sends messengers, please say yes, because those are the ones that God has sent, and those are the ones we need to listen to. And then next thing you know, the doors open, but of course, we have to work a little bit toward it and just go on the path that he’s put us on. So that’s how that started.[WHITNEY]:
Judy, I love that you just said that. Because as business owners, and as Christians, we want to make a big impact, there’s all these ideas. I mean, I find myself constantly having ideas of things I want to do in my business. But if I don’t stop myself and listen to what God actually wants me to do, then I’m just gonna be flailing around and wasting my time, energy, and money. And so, you really hit it there with that. And so I think that’s a good intro for this whole thing as you share all these great tips about YouTube, but just knowing that, don’t necessarily run out and do all these – pray and ask the Lord like, is this the direction for my business, and is this where you want me to put my time and energy? [JUDY]:
Yeah. And the new agers definitely already are talking about manifesting, and the universe, and all that and I’m like, dude, it’s all about God really telling us, and listening, and they’ve just used it for their own teachings, which is a shame because the Christians are not stepping out. So, I’m excited to share my story. I haven’t shared my story on my walk with God for many, many years because in our industry, like I said, we just don’t. It’s not even asked of us, right? But I always give the glory to God, that he’s the one who… listening to him set me on the right path. Now, did I listen to everything? No, because I got scared. And you know how it goes, you know, when Peter went in the water and he got scared, but boom, he went into the water, big splash. And I certainly have done that too, in my walk. And yet now, after doing this for 10 years, I have a ton of peace, I know exactly what he wants me to do. And it’s because of… maybe in the beginning, we don’t listen but then, eventually you learn, and you trust the way that God has set out for us. And next thing you know, things open up and you get a whole lot more peace, and anxiety and worry are out the window. [WHITNEY]:
Yeah, yeah. So, I do want to know how the video went viral so quickly. [JUDY]:
So that first year, what I did… maybe because being a naturopath, I do a ton of research anyway. And I was doing a ton of research on what is everybody doing out there? And how do I start my topic on detox because that was my main jam? I was like, I don’t know. So, I started looking on YouTube and on the internet, and found that there was only one other company doing a liver gallbladder detox, which is very important for people going through cancer, right? So, I called them, and I first asked to collaborate with them. And they were like, well, listen, we already have 50,000 people per month coming to our website. Well, that opened up my ears like real fast, and I’m like, really? But I still want to collaborate, and they just basically said, we don’t need you. I’m like, okay, well, then I’ll just go start my own thing.
So, there was no competition, but that’s because I did weeks and weeks and weeks of research first; very, very important. That’s one of the main things I teach all the time, or I do for people I work with, is you have got to do the research and figure out your niche and get it down crystal clear. So, mine was liver gallbladder detox, and nobody else was doing it. So, I found all the keywords for that. There was, I don’t know, maybe like 20 to 30 keywords that I used, and I made four videos per keyword. And the first video, it was just a very simple video on liver detox, went to 300,000. And I was ecstatic. So, anything over 100,000 is considered viral. And so, when I went to hundreds of thousands and I woke up, like, one day zero, to next day, hundreds of thousands, and then people calling and calling and calling, I had no products to sell them. So, the mistake is when you do the rollout, you got to make sure you not only have a call to action, but a viable call to action. So, my call to action was eBooks, thinking, okay, those guys are selling product, I’m going to sell eBooks – big mistake. Because people in that group didn’t want to spend money on eBooks; they wanted a solution quickly.
So, the first lesson for everybody to know is that YouTube is really all about quick fixes. Somebody has a pain; they want the solution and they want it now. It’s nothing about, like, hey, they just want to be entertained. That’s a whole different set of videos. We’re talking about for our business, you gotta have videos that get them quickly out of pain, and you have the solution for them immediately. So, I had that I thought I had it. I had the liver detox program. I had the eBook. I had the checklist. I had, I thought, great information, which they were fine with, but they all wanted it for free. So, the second mistake I made was, I didn’t do my homework to find out, what do my people really want? They wanted supplements. And then the other part of that is, there has to be people willing to pay for your price point. So, if it’s a $30 supplement, you better make sure that person is willing to pay and not just the tire kickers. So those are the two mistakes that I’ve learned and I’m sharing with everybody because you learn from each other’s mistakes, that they really want… you have to ask your audience, and I teach about using surveys, it’s very simple. You could use something like Survey Monkey, put out like a few questions, five, six questions. What do you really want for your pain? What do you really find most effective? What kind of results are you looking for? And then that way, when you make the videos, bingo, you know exactly what they want, and you give it to them, and they’re excited because they see you, they hear you, and then they get the answer. That’s a win-win. So that’s how that [unclear].[WHITNEY]:
That is so awesome. I love it. I’m definitely taking my notes here. Alright, so today we discussed that you had three strategies for getting in front of people on YouTube, right? [JUDY]:
Yes, I’m always with the number three, and the three-step strategy. Number one is using the camera and having what I call camera confidence. Very important, and I’ll explain that. And then number two is how in the world do you really make money from YouTube? Like, if you’re not doing this, how do you do that? And then number three is how do you get the high quality, or the right quality clients and patients coming to you? We don’t want to make my mistakes; we want you to get out of the gate fast and efficiently.
So, the first one is camera confidence. So, a lot of people are nervous about getting in the camera. The front of the camera is like a whole ‘nother ball of wax. So, oh, I can’t show you because we’re on a podcast, but I have my tripods all sitting here on my desk. So, when you’re a little bit shy, which I know I was, here’s a few tips. One is you just got to get used to being in front of a camera. So, it’s a little bit easier right now because everybody’s on zoom, but we’re going to talk about that. But it’s the matter of when you’re actually doing just you on your camera, the way to get used to that is have a tripod right next to your computer with the camera in there and just have it pointing at you. There’s something about the familiarity of having the camera pointing at you all day, all night. It’s like, what, there’s cameras in my face, until you get used to it. So it’s a matter of getting that, okay, we’ve got cameras in front of me and you just get used to it, so that when you go on to do an actual video, you’re used to being in front of that camera, so that makes the big difference.
And then the other part, and I see this mistake all the time on zoom, or on many videos, is people use lighting incorrectly. So, natural lighting from your window and using… you could use camera lighting and all that, they have these things called ring lights, but you don’t need it. I just use natural lighting. But here’s the trick – always have it so that it’s in front of you. Never have the lighting in back of you because then you have shadow and they can’t see you, or having it from the side, or having your fluorescent lighting from on top, or your house lights up from the ceiling. Because it’s going to give a poor-quality video. Lighting is very important, and then audio. So, you notice here I’m using just a very simple headset, earbuds are fine, doesn’t have to be anything fancy. You could get some mics, you can do all that, but the main thing is that it’s clear what they hear. So, in other words, you don’t want to be speaking softly and just like, hey, I’m gonna just teach you this today. They can’t hear you. Speak up. Just speak up like you’re talking to somebody in the office and you’re explaining something.
And so, the last point in the gaining camera confidence is, the reason it’s so important is, right now, people want connection, and they can’t get it. And so when they’re looking for the leaders, when they’re looking for the people to help them, the video is the one thing that they really feel good about, because they can see you, they can hear you, they can get a feel of who you’re about. And that gives them the confidence to then make the next step, to contact you. It is the one thing that has given me the most credibility across the board. And I’m not anybody fancy, expert. I’ve not taken acting lessons, nothing like that. I’ve just learned over the years what it takes to have that confidence to be able to really believe what I’m teaching. So that authority, that connection, all those things, make the patient, the clients, feel so good and so assured that ultimately they’re like, well… every single person that has come to me in the last five years – again, I don’t do any advertising – every single one when I asked them, where are you hearing me? And they all said, it’s your videos. Facebook Lives to my YouTube videos, they just love seeing me and get enamored with what I’m teaching, and they like my vibe. Now, does everybody like your vibe? No, but it doesn’t matter. It’s the ones that see you, and you’re making that connection that they get excited about, that they say, yes, that’s the person that has the answers for me. I like what they’re saying. I like how they look. I like everything about them. I’m going to call them up. And done. And I always put my… I will just say, I put my phone number, my same phone number has been there for 10 years. That is a big business decision. I understand not everybody’s comfortable with that. But people still call me from years and years of doing these videos, because I have my phone number on there. So that’s the camera confidence part.[WHITNEY]:
That’s great. Yeah, I was just talking to a friend, dear friend, yesterday and she said, boy, your podcast has gotten so much better since the beginning. And I was like, well, thank you, I guess. But yeah, she said, I could just tell your first few interviews – and now people are gonna go back and listen – but the first few interviews you just seem so nervous, and maybe I was the only one because I know you. So yeah, it’s that doing it over and over again. And even if that means you’re making videos just for yourself to watch, or just for a few friends to watch, like, keep doing it over and over because you will get better at it. [JUDY]:
Exactly right. So, are we ready to go on to strategy two? [WHITNEY]:
Okay, cool. So how do you make money with videos? That’s ultimately what the purpose of using any platform, whatever platform you use, you want to make sure that you’ve got people actually calling you. So, as I mentioned before, the very first thing is making sure that you have a quick solution to the pain that they’re looking for. So, for me, they were looking for detoxing for their cancer, and I couldn’t always come out and say that straight out, because they’re always watching us. So, it was like, oh yeah, we’re just gonna talk about detox right now. And then later on, I would talk about, oh, these are the foods to eat for cancer. But the point is, is that I had a ‘here’s what you got to do right now, here’s the solution’. And you give it to them fast and quick. The faster you can give the solution, the faster you can give them the program of what that takes, then the more money you could charge, that’s across the board with videos. That’s what’s cool about it, is when they see that, oh, I just have to do these three things. Now, can they take some things off the video and learn? Yes, which is always the purpose, you want to give good value, good content, very important. But ultimately, they’re going to get to a wall, they’re gonna hit a wall where they’re going to be like, I’m now lost. I’m not sure and I’m not getting results, and then they contact you. So, it might take two, three videos, but that’s the fastest thing, is make sure that the keywords you’re using…
So how do you figure out what the topics are, the key words? I want to give you guys a couple of tools that work really well, and I’ve been using them forever. The first one is called Google Trends, Google Trends. So, Whitney, have you used that?[WHITNEY]:
I haven’t, but I’ve heard about it. So, I’m writing it down. [JUDY]:
Okay, cool. So, Google Trends is super easy, super fun to use. I go on there and then so you just type in, in in your browser, Google Trends, and it’s gonna come up with a blue page, and then you put in your keywords that you’re thinking of specializing in your practice, right? So, in other words, you can’t just put mental health in there, it’s just too broad. So, putting in ‘mental health during the virus’, or ‘mental health for women who are over 50 and going through menopause’. You can’t put all that in there, but you could start at least with ‘mental health and depression’, ‘mental health, anxiety’, ‘mental health, worry’. You’ll see that there’s words that you play with. As you put that in, what happens is it will give you the trend of what’s going on in the world, actually, but in the United States is where you want to focus on. So, you scroll down a little bit more, and then you’ll see, oh, well, here we go. We can see that there is a massive amount of people who are struggling with mental health issues in the state of Georgia, in the state of Florida, and in the state of North Carolina – I’m just making these up. They usually will give you the top 10 states, so then you focus on that. So, when you make your video, guess what you’re going to put in there? You’re going to put ‘mental health, Georgia’, ‘mental health, anxiety, Georgia’, like, you’re going to start watching the trends and watching which direction.
I did that with a practitioner here in Florida who was an anti-aging specialist and she wasn’t getting the traction that she thought she would get in the first six months of her business opening, and so I did this; I showed her how to do Google Trends. It was super simple. And then I said to her, I says, so are you selling supplements? And she’s like, well, yeah, some here and there, but not really a lot. And I said, well, on Google Trends, it looks like Puerto Rico is loving your stuff. And it looks like they… because it’ll show a chart, a graph. And the graph actually was going all the way up for Puerto Rico and just kind of flatlining everywhere else in the United States. So, she changed her marketing tactics in the next couple months, and ended up selling out to Puerto Rico, her supplements, and making $10,000 a month. So, it works because you see what direction, what areas that people are looking, and then you hone in on that. It’s very, very cool.
And then you get Google Alerts, which then tells you… Google Alerts is another platform, very easy to use. You just put it in your browser – Google Alerts. Again, you put in mental health, that was a little bit more broad maybe. And then you get all the articles, all the latest news about your particular topic with mental health. And then you could make videos off of that. So, you don’t have to think about content. If you already know that everybody in the state of Georgia who’s over… women who are over 50, and they’re struggling with issues, then all you got to do is put a Google Alert and you’re going to get 5-10 articles of finding out what’s going on. And you can make a video because they’ve done their homework. And then, the Google Alerts, what’s cool about it, is it will send you alerts in your email box to let you know, either daily or once a week, or once a month – I do weekly – what’s going on, and making sure that you’re up to date with your industry. People love that because guess what it does? It gives you credibility. So when I make a video, I’ll say, hey, did you guys notice that everybody who thinks they’re detoxing right now is doing it wrong, and it just came out in the news that Kourtney Kardashian was using the detox wrong and she got sick? I just made that up. But see, if it’s news, celebrity, it sounds so official and that you know what’s going on? Whoa, that’s pretty cool. It’s like, oh, this practitioner’s up on the latest. Whoa, that’s… that’s why that’s so very, very important.
And then the third platform I want to share that’s very important to use is called AnswerThePublic.com, answerthepublic.com. So, it’s a weird front page. Some guy’s on the front and it looks like he’s live and ready to jump out at you, but don’t be scared. You put in your keyword phrase. So again, mental health anxiety, so you put those three things in there, and then guess what happens? All the questions that people typically ask will be there. So, you don’t have to do your homework. So, when I did my videos, I didn’t know what to do. All I knew is I was going to do liver detox. So, I put in liver detox. And I saw, they wanted to know, what is the best detox? What herbs to use for detox? And then it ranks the questions to the ones that are most popular. So, I literally just went there because the homework was already done. No research is needed. I just went there, found out what questions were being asked by the public, and then I made a video, and that was it. And it was super simple. Then I just put my keywords in there.
So the biggest challenge of this is making sure you have a niche that’s viable, that is something that is going to pull in the high quality people, or people that you want to work with, and then use these tools, Google Trends, Google Alerts, AnswerThePublic, so that now you know who you want. Now, you just have to make the videos that applies specifically for them. Because remember, when you apply specifically, the pain and the solution, using these tools, it’s a home run because they, right away, are like, oh, I’m searching for that. Oh, here it is. I’ve been wanting to know, you know, how do I overcome my detox symptoms? And here’s the video. And it’s done because you’ve used the correct platforms who’ve already done their homework. And the coolest part about this, it’s all free. Every single thing I’m telling you. Because remember, I had no money in 2010 because I quit my clinic with no money and just went online. So, I had to find free things really fast, and free things that worked. And these were the top three. Now, there’s more of course, I mean, there’s more that I work with my clients when we’re doing a video strategy program for their business, but this at least, this is the foundation that I used to get my videos up and running and making sure they were the right videos for the right crowd.[WHITNEY]:
This is such good stuff, so I’ve been writing it all down. The only one I hadn’t heard of was AnswerThePublic and I just clicked the website and you’re right, it feels a little creepy. [JUDY]:
It is creepy. [WHITNEY]:
When you see that guy you’re like, wow, you’re so lifelike. So, y’all, if you’re sitting in front of your computer, please go look at it. Okay, and then I just did Google Trends, which I’d heard of, but I’d never done much. So, I just did some trends in my area because I’m about to try to write another blog and do a Google Snippet. I don’t know if you’ve heard of those, but I’m learning. So anyway. And so, I was like, oh, well, now I’m gonna do it on depression instead of anxiety, because it looks like more people are looking at that. [JUDY]:
So, you just answered the quick solution that I can really help people. And then I just set up some Google Alerts. So, while Judy was talking, I did all that, and so you can do it too. And it’s really easy and simple. And she’s making this like, really easy. I like easy things. So yeah, so tell me here, the third one is, how are we going to get the right kind of patients coming to us through the videos? [JUDY]:
Right. So, it’s the high-quality people that are really the good fit, right? So, this is really all about a very simple system that when you get the right people, it’s because you set your video up with the right topic. But the next thing is, when they book a call with you, whether you have them go to a landing page, or a phone number, which is what I use, then you’ve got to make sure that you prequalify them. So, in other words, just give them five, six questions and say, hey, are you really looking for an answer for your pain that you’re going through right now? Or are you just wanting free information? And I literally put that in there, in my questions, so they have to fill out an application. And when they fill out the application, then they’re like, oh, I have to actually go through a step. Yes. You never ever pick up the phone and just right away start talking to people. Unless you’re really, really good at closing, it’s hard. It’s much, much easier to send them to a page – and I make these on Leadpages, super simple – where I just put the questions there and then, therefore, you could see that these people are filling out the questions. They are saying, no, I really do want a solution to my problem and I’m willing to spend money on it. It’s a whole script that I write out, but just so they have that. So that’s one thing.
But here’s the other thing to get high quality patients, is make sure your videos have a very educational, tutorial aspect to them. So, what that means is like right now telemedicine is big. So how is telemedicine, how are they going to reach you with the process of telemedicine? It’s new to a lot of people. So, this is a great strategy; it works very well. You take your email list, and you make a video, and you say, hi, Whitney. Hey, you know what? I’m just, like, so sorry that we’re going through all this but I’m right here for you. I made a quick video – it’s only five minutes long – that’s going to tell you how this whole telemedicine thing is going to work from now on. And I’m going to include an extra bonus, I’m going to send you my checklist of recipes that could help with anxiety, and special teas. But I do want you to click on that video, so you know more about the telemedicine part. Well, what does that just do? First of all, it puts you in another category, because very few people are making videos. Like, hardly any right now. But it also assured them, it gave them the confidence, which is always what videos are about, that, hey, I’m going to have the instructions from my practitioner about what this telemedicine is and how this is going to work. Wow. Guess what happens? They are assured, they have confidence, now they’re going to tell their friends, right? That’s the whole deal, is as soon as they feel good about it, as soon as they know that the process is clear, that you have their back by talking to them via video, that’s everything; that’s a major thing.
And the other one that will get you really good quality, and the right ones, is having success stories. This is like, really a big deal. And not everybody wants to do this. I get it. It’s a little bit hard to get good success stories or testimonials. But that will put you on the map the fastest. It’s the hardest to do, but it’s the fastest way to connect with people. So, in other words, let’s say for me when I had the cancer detox, people were feeling really good after the detox, I would ask them, hey, would you mind hopping on a Zoom call with me to doing a video? Most of them were very shy. So, I would have to give them a little incentive. And I’ve tried different incentives. I do everything from a $20 movie gift card, thank you gift, I’ve done checklists, I’ve just done many, many different things as an incentive, but 9 times out of 10 people are grateful. And when you say – especially women – when you say, hey, this is to help other women, your story is really going to assure them, they are more than happy to jump on a call. So sometimes I do it by a call, but most of the time I try to do it by video where I do a zoom call or we get on a Facebook Live, whatever they feel comfortable with. And then I download that and put it in my YouTube channel. So, the success stories or testimonials are really the gold nugget for credibility, because the more of those you have, the more people are assured, oh, okay, I see that this person has 50 success stories and they’re on video and I can go check them out, because I know I sure do. Before I hire anybody, or I work with somebody, I look at their reviews, I look at their videos, I look to see what’s going on, you know, is this [unclear], is this real? Or, you know, what’s the story?
There’s a very famous ozone doctor, Dr. Rowan, who makes the crappiest videos. Oh my god, they’re horrible. You can’t hardly see anything. You can’t hardly hear anything. But over the years, like you said, he just kept practicing, and now they’ve gotten better. And he does all kinds of just success videos about how ozone works for knee pain, hip pain, shoulder pain, you know, whatever. And it’s not him talking, so he doesn’t have to worry about getting in trouble. It’s the patient talking. And they just tell their story and they just share it and then he puts it up on video, puts it up on his website, and bam, he’s got credibility. He is like now the number one guy on the internet because of those videos. So, understand this, Google ranks videos on top of everything else, on top of articles, blogs, podcasts, it is the number one search engine ranked compared to anything else. So that’s why I’m so passionate about everybody getting video out there because you get ranked much, much faster for your keywords. Literally, within one week, you could be ranked, and you could be number one in your category. That’s exciting.[WHITNEY]:
Yeah, yeah. So, I do want to preface here, I think that getting the success stories is really good for your big ideas. We as therapists, we have to be really careful about that, because we cannot ask clients to give their stories. Now, sometimes they will, on their own, go on and review you online. But yeah, we can’t ask anything from them because it’s considered unethical, but I think that for big ideas, definitely. And even in my consulting, I’ve asked my people that I consult with to give testimonies. And like you said, most of them are really happy to do it because they had a good experience and they want other people to join in. [JUDY]:
So, I do have two questions I want to make sure I ask you. One is, do you think that you can give too much information, like, too much free information, therefore, people don’t want to work with you because you’ve already given them too much? [JUDY]:
Yeah, that’s always the challenge, is do we give away everything? Well, here’s a secret to that. You always tell them why your program, or why working with you is important. And you tell them what it’s about. So, it’s the why and the what. It’s very important you answer those questions. Why is the solution that you’re offering important? What are the benefits? What is the program entail? Do they have to come in, you know, once a week or once a month, twice, you know, whatever? And then the how, so, here’s the thing: they’re going to pay you for the how. So, you don’t go into a lot of detail about that. People will always say, oh, you know, I don’t want to give away everything because then they’re not going to hire me. That’s just simply not true. And in the 10 years that I’ve been on, I have given them all the solutions and they think that they could go through it themselves and they never can. They always hit a roadblock. They might feel a little bit better, so that’s good because now they’re like, oh, well, this does work. I mean, I test them out too. And I just like, look, look, hey, before I hire you, I want to see does some of your stuff work? But then – now, this is a roadblock – it’s like, well, how do you really solve the problem to the end? Oh, wait, I’m not sure because everybody’s situation is different.
So I’m all about… every single coach I work with in the last few years has said, you know, pile them on with the ‘why’, pile them on with the ‘what’, and then when they are like, hey, I don’t know how to do this? Oh, well, why don’t you give me a call and let’s talk to see if this is a good fit. And then you could go into, well, this person’s an individual that has personal problems that are different than everybody else. So, let’s talk about that and how, how, how… that’s when you talk the how, and you give them all the information. And then they’re like, well, you know, yes, they’re not going to be able to do this on their own. They just simply don’t, so I encourage everybody, just pile them… don’t be vague. Vagueness online and videos right now is like a big no-no. You want to be authentic. You saw me, like, I just gave away all my secrets. These are things I’ve been using for 10 years. I just pile it on, man. Because I know that you could use it to a point but there’s gonna come a point where you’re going to be like, well, wait a minute, how do I now…? Where do I put those key words? Oh, wait. There’s a strategy for that, too? Yes. Right. But, you know, it’s like, all these things are going to be added on because everybody’s situation is different. And that’s the key.[WHITNEY]:
Yeah, that’s good. And so, platforms, how do I go about creating a YouTube video? Like, I need to record it on something, and then I put that on YouTube? Can you talk about that? [JUDY]:
Yeah. So, cameras, gosh, I’ve been studying cameras for 10 years and it comes down to something this simple: any camera, any platform you’re using, is only as good as the person behind it. So lighting, like I said, the audio, like I said, those are all important. I do just two things. I record it on my camera. I have a smartphone that I then download it, and put it… depending, if it’s a course I put it on Vimeo so I can make it private, but typically I do Facebook Live. And I do my camera shoots for my YouTube, weekly videos for my YouTube channel. And then I also use a Logitech little camera that I put on my laptop. And then the platform that it goes on is you just… I download it typically to my computer and then I put it in my Dropbox because I have editors that need access to it. And I want it in a couple of places, right? And then it’s just a matter once it’s edited, and it’s just very simple editing, it doesn’t take much at all, then that goes up into YouTube. So, YouTube is the platform. Now, Facebook Live, which is very important to do every week also, Facebook Lives are a little bit separate. You need to download those first because Facebook and YouTube don’t like each other. So, Facebook Lives, you download it to your computer, again, I back it up onto my Dropbox. But then what I do immediately is I put it in with my YouTube channel and put it there. So, everybody should have a YouTube channel started. And there’s a whole strategy for that as well. It’s not hard at all, just five steps and you’re done. But the channel is your platform where you put it, but I like to have a backup of the video in case something goes wrong, or in case the edit is, you know, whatever, is off. That’s all you really need. And that’s just [unclear]. [WHITNEY]:
All right, okay. So, I had heard of Vimeo before so I’m going to do some research on that. Another platform I’d heard of was Loom, recently, [unclear]. [JUDY]:
Yeah, Loom is… that’s just for a quick video, like you want to chat with your subscribers. I like Loom and I don’t like Loom. I like Loom because it has a little picture of you in the far corner, it’s a little circle, and then it has your text or whatever in the main part. It’s not the full-on video so they don’t get a real good feel of you. But it’s great for sending them information. Like, if somebody needs a checklist, somebody needs information about booking telemedicine, whatever, it’s great. It’s not a platform to be used for long term. It’s simply a messaging platform. [WHITNEY]:
Okay, and so you use your iPhone to record some of them and you put those on YouTube, and you think that’s professional enough for you too? [JUDY]:
Surprisingly, those… Yeah, so here’s a trick with using your camera, you want to do it in a horizontal position, not portrait. So, the challenge, of course, is when you’re doing Facebook Lives, you got to make sure that everything is set up correctly, so it is in a horizontal position so that you can use it on YouTube, right? But that’s it. The quality is really, really astounding; it’s way better than Zoom. I always look at it, I’m like, oh my gosh, I look so good. Like, wow, you can see every wrinkle that I have. Oh, my goodness, there it is. But it works, you know. So that’s exciting, that the camera is enough. You don’t need fancy cameras – that’s for way later if you ever want to get into having a studio and all that fun stuff. But camera, and then the Logitech C 920, is the version I use, is perfectly fine. [WHITNEY]:
I’m looking at mine now, I do have a camera – I think I have the same one – and it works really well. I just hook it up to my computer on the top, and simple. [JUDY]:
Simple. We like simple. [WHITNEY]:
Yeah, that’s right. That’s right. You’ve given me such great info. So, you’ve got a freebie for us and I’m gonna have the information in the show notes, but it’s a free video strategy. [JUDY]:
It sure is. So, I work with people who want to scale to six figures. So, any practitioner who wants to get up there and put video in their strategy, it’s called 6FigureHolisticPractice.com/video-strategy. And yes, it will be in there. So, I have all that in there for everybody to take a look at, nice checklists that they could see what needs to be done. Main thing I tell everybody is, look, get in front of the camera, just practice, do your Facebook Lives. And before you know it, you’ve become a pro because you get used to doing it. [WHITNEY]:
Yeah, that’s great. And so, I’ll have all your contact information, your website, your YouTube, all in the show notes. I would love to ask you this last question that I ask everyone, what do you believe every Christian counselor needs to know? [JUDY]:
Well, it’s what I started out with. You gotta listen to God’s voice so that you know what direction to go. Without that you’re fumbling around and making the mistakes of thinking that… we get caught up in the distractions, we get caught up in the ways of the world, and especially with marketing, my goodness, it’s such a… running a practice, it’s really, really tough because so many people are coming at us. But when you get quiet, and you get still, and you really listen to God, and understand the direction he wants you to go in, there’s peace. So how do you know? It’s when you’re doing something… and I just had this happen so this is my last quick story – I was meeting with some people who are thinking of doing a marketing program with me and using video, using stuff to start their practice out. I was there two hours, I’m like, I really went in and just taught them, and talked to them and you know, we just went around, but there came a point at the end of the conversation, it was like, bam, it was, these are not the right people to be working with. And it was so clear. It was like, I didn’t have peace about it. It was like, this is like God was just, it was right there. It was like, this is not the direction I want you to go in. And I came home, I’m like, oh, darn it, but I really needed that business. You kind of start thinking well, yeah, that would pay the bills. But you got to listen. Because if I continue with them, it’s not going to be a good fit, I’m not going to feel good about it, they’re not going to feel good about it. And it’s ultimately going to make us unhappy. So, the peace that passeth all understanding has to be there. And I really encourage everybody to understand that and get to that place where whatever direction you think you’re going to go, pray about it. And when you have that peace, then you know that you know that you know. [WHITNEY]:
I love it. Well, thank you so much for taking the time to educate us and empower us too, in making videos but also in our spiritual walk. So, I really appreciate you taking the time to be on the show today. [JUDY]:
Yeah, I appreciate it too. And I love the work that you’re doing, Whitney, and I’m just feeling honored that I’ve been able to talk and teach to people who are really looking to get themselves out there. I’m hoping everybody takes notes and goes out there and practices doing their videos this week. [WHITNEY]:
Yes, we will. Well, thank you. [JUDY]:
Thank you. [WHITNEY]:
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