Combining Traditional Chiropractic with Revolutionary Technology

Penny: Good morning, and welcome to the “Erchonia Zerona Webinar” featuring guest speaker, Dr. Kirk Gair. Good morning, Dr. Gair.

Dr. Gair: Good morning, Penny. How are you doing?

Penny: Or it might be the afternoon for some of us. I’m good, thanks. So we’d like to get started. Before we do, I’d like to give a brief introduction for Dr. Gair. Dr. Gair, he’s been in practice for about 20 years now. He’s been using the Erchonia lasers for 15 years. Is that right?

Dr. Gair: Fifteen years, correct. Since 2004.

Penny: Yep. The reason I like to give an introduction is because Dr. Gair is one of those practitioners that’s really embraced what the Erchonia lasers are all about. And he’s just one of the doctors that have just implemented systems. He’s been very successful because of that success of the handheld lasers, he decided to add the Zerona laser. So that’s why we always kind of like to start and give you kind of some of his background. He’s completed additional training in functional medicine and functional neurology under the guidance of internationally acclaimed speaker, Dr. Ditties Carozza. He’s also appeared in Dr. Izabella Wentz’s documentary, “The Thyroid Secret.” Dr. Gair’s written articles for the Hypothyroid Mom website, which has over a million followers. He’s also been featured on podcasts by Thyroid Nation, “Rebel Health Tribe”, and the Thyroid Pharmacist, Dr. Izabella Wentz.

During his time in practice, he’s worked on athletes of all levels, including Super Bowl champions, MLB and national and state champions. Due to his laser protocols, he’s had patients come from all over the U.S. for help. Even though his practice is 100% referral, he’s had a long waiting list due to his success. He decided to add the Erchonia Zerona 6 Laser a few years ago. And the results that he’s seen have truly been amazing and inspiring. I think his only regret is that he would have wanted to add it sooner, right?

Dr. Gair: Definitely, definitely. I missed out on some money that was used at other locations. I had some of my patients go and get procedures done that were not as effective, and had some nasty side effects that they said they wish they would have known that I was getting this because they would have spent their $10,000 here instead of somewhere else.

Penny: Yes. So what’s really great and we’ll get started is he’s gonna give you just kind of there’s so many secondary effects and benefits to patients with the Zerona. So he’ll give you some background of some of the things that he’s seen at his clinic, how he’s incorporated it into his clinic for success. And then what Dr. Gair’s gonna do is give the mic back to me and I’ll kind of walk you through the business model. I’ve been working with practitioners for about…well, since we received FDA clearance in 2010 for the Zerona. And so I’ll show you how to incorporate it, how to market it, how to really set the stage for success. So without further ado, I’ll let you take it from here, Dr. Gair.

Dr. Gair: All right, thank you, Penny. Great intro there. Thank you. And welcome, everybody. I’m excited to share this with you guys. Because it really…it’s a nice thing to add to your practice, especially if you’re looking to add an extra stream of revenue. And here’s a little outline of what we’re gonna do while I’m going through this. And you’re gonna understand that this goes beyond just body contouring and aesthetics. And that’s one reason why I initially was a little hesitant to add it when I first learned of this technology years ago, was I kinda, “Well, I don’t wanna do something that’s just aesthetics.” But when I saw that it’s not just aesthetics, it, like chiropractic, it impacts the whole body, even the brain. And when you can even see lab tests showing that your patient’s overall health is changing, that to me made it worthwhile because it’s in line with our philosophy as chiropractors of doing things to help the body naturally.

You also wanna understand not only that there’s a need for the fat loss help, but the fact that your patients want it. And we know there’s a big difference between needs and wants. And people will always pay for what they want. But we know they don’t always pay for what they need. For example, when you’ve got a care plan for somebody that needs something for say, a back injury or shoulder injury, if they don’t really want it, they can be hesitant about paying it. But with the Zerona, people will pay cash. My office manager, I’ve had both been surprised sometimes that how easily people will pull out a credit card and slap down a couple of thousand dollars for a Zerona package. Or use one of their flex spending accounts to pay for these things. It’s been really wild to see how well it’s worked. They’ll actually pay for this easier than the pay for the other treatments.

You also wanna understand how adding this service will also increase other sales and patient compliance in your office. Like for those of you out there who do nutritional protocols, what we’ve found is that as we’ve added this in that the patients comply with those nutritional protocols better. And our supplement sales have actually increased. And the nice thing is the patients are not just buying the supplements at one time but they’re continuing to buy them because they wanna maintain that change that they got from the Zerona. And then we also have patients that, and Penny will talk about this, who come in for maintenance type of Zerona treatments or some patients who get on a maintenance package like a subscription base kind of a plan. And that’s really nice because when you have these patients continuing to come in, and you’ve got a nice constant evergreen stream of revenue.

And that’s what she’s gonna go over as I’m gonna turn it over to Penny and she’s gonna show you her expert marketing methods to get the Zerona to generate a steady stream of cash-paying patients. And also membership subscription patients for an evergreen revenue source. And when we combine traditional chiropractic with new and exciting technology that gets amazing results, it can help to insulate your office from the obstacles we’re facing and actually make you thrive during the challenges. And let’s think about what are some of the obstacles that we’re facing right now. Let’s take a look.

Ask yourself these questions. First off, do you expect insurance reimbursement to get better or worse? And I know in the 20 years that I’ve been in practice, it is continually getting worse all the time. I’ve never seen it get better. Even if more people have chiropractic coverage, usually those benefits are terrible. They’re like managed by an HMO. We know that it was almost better when they didn’t even have that coverage and they were just paying cash.

Do you expect that these insurance companies will ask for less paperwork and less justification for your treatments? Or will they keep demanding more from you and paying you less? Also, if you do personal injury, which I also do some personal injury, are your cases settling as quickly as they used to? Are they settling for the same amounts? Or are they taking longer and getting reduced more and more?

Out here in California, some of the PI cases are taking two, three, four and five years that we’re waiting to get paid on a $2,000 bill. And that can be really frustrating. And then you know, many times the attorney asked for a lien reduction. Here, we can get patients to sign up for a $2,000 package, and I get that money in my account right then. Or they might do an installment plan with either CareCredit or Verity and we still have that money that’s guaranteed coming in, and I’m not waiting a couple of years for it. It’s been really nice to see that cash flow increasing.

Now, this is an important one because if you look at anything on social media, you gotta ask yourself, have you positioned yourself to capitalize on the cash market for performance enhancement? So we know we’ve got lasers, I do a lot of stuff with sports where we do lasers for biohacking sports performance, enhancing it. But have you positioned yourself to take advantage of the demand for aesthetics? Or are you behind the times and in the position to possibly miss the next wave of what patients want? And an important thing is I’m in a lot of different online types of events where they’re having me talk about this to people across the nation. So people are interested in learning some different non-invasive ways to lose fat.

Let’s go to the next one here. Sorry, my, so here we go and ask yourself this. Do you wanna remain in a price war with Groupon based doctors who offer initial exam x-rays and treatment for $19? Or would you rather be able to charge a premium and attract high-quality patients? Or are you worried about competing with places like The Joint offering 4 adjustments per month for $49? The Zerona can really insulate you from that. And if you do any kind of PPO billing, did you get that recent letter from BlueShield? Their PPO benefits are going to be managed by the American Specialty Health Network starting in January of 2020. So you really need some services that are outside of their control as soon as possible or you’re gonna be fighting for peanuts.

So let’s look at this real quickly. Does this look profitable? This is Groupon ads out of New York City and you look down there at the bottom, we’ll just go to the bottom one real quick. That’s a chiropractic package with examine up to five adjustments. At chiropractor back here of New York City. The licensed chiropractor assesses symptoms such as back pain and headaches and correct spinal misalignment with adjustments. You can see they charged $30 for that many adjustments. It was up to 5 adjustments on every $30, so $6 per session. Does that look profitable? To me, it doesn’t. The Zerona and our lasers help to keep you outside of that.

Also, you got The Joint. We’re looking at adults are paying $79 a month, $39 a month for kids. Here, Penny is gonna show you how you can do a subscription plan for the Zerona that instead of $79 a month, you can get a higher amount where you’re not having to do a lot of work. The Zerona’s doing the work for you and you can be off doing other things in your office, or even out of the office going on vacation. Because the Zerona has an over the counter clearance so you can actually have it run by your staff while you’re not here.

When we look at lasers, we know lasers are a disruptive technology. And throughout history, there have been times where there have been disruptive technology. Like the horse and buggy was what everybody used to get around until automobiles came around. Where the telegraph getting replaced by the telephone, silent movies getting replaced by talkies. We had the pagers. Does anybody have a pager anymore? You know, we have cell phones that replaced that. When is the last time you saw a Blockbuster? Because people go to Netflix. Now, these disruptive technologies like Amazon, Uber, Netflix, or your mobile phone, these have completely changed the way things are done.

And really laser is being a disruptive technology as well. Changed the way healthcare is being done but it’s also changing the way that aesthetics is being done. Instead of people having to go in for risky surgeries where they risk death and other serious side effects, we can do something non-invasive now. So you have to ask yourself this as we’re going through this webinar, which one are you gonna be? Because basically, you see this wave here. We have a wave of change that’s occurring in healthcare right now. And you can either be like the guy that’s out here in front that’s getting ahead of the wave, taking advantage of its momentum to push their practice to a higher level. Or you can be behind the times and getting churned up like this person in the back. And you really don’t wanna miss out on these opportunities because timing is everything.

Think about in the streaming market, you had Netflix and Hulu, they got into really early and really cornered the market. Now you’ve got all these other ones that are trying to compete for market share. And it’s much harder when you come in later. If you see that trend happening and you get involved in front of it, you can use that momentum to be at an advantage over your other chiropractors that are around your office. So what kind of offices should consider adding as a Zerona?

So again, if you wanna insulate yourself from the continuing insurance implosion, and let’s be honest, whether it’s a democrat or republican that’s gonna be in the presidency, we know it’s gonna continue to get worse either way. So you’ve got to think of cash-based ways to insulate yourself. If you wanna increase your cash collections, this is a great way of doing it, especially if you wanna do increase cash collections where you’re not having to do a lot of work on the patients. Literally what I do when a Zerona patient comes in is I do a consult with them on the first visit to see if they’re a good candidate. I will take their measurements and then I will see what are their target areas.

And the great thing about the Zerona, it has full body clearance. So if you wanna work on a waddle, if you wanna work on some batwing arms, if it’s a man coming in with manboobs he wants to get rid of, if it’s the love handles, if it’s the saddlebags, if it’s the cankles, any of those areas are free game on there, because of the full-body clearance that the Zerona has. And I literally would just put the notes in there for my staff to set them up, “Hey, you’re gonna set them up on these areas.” I leave the room. We’ll do that 20-minute session, and then the staff will come in, flip them over, do the other 20 minutes. I’ll come back at the end of that first visit and measure them at the end to see those changes in that 40 minute session. And that’s all I do with them until the last visit. So it’s not like you’re having to do a lot of work with these patients. The Zerona is making the money for you.

Again, this is if you’re considering looking at ways to add services that could be evergreen or subscription-based. I’m gonna let Penny get into that she’s an expert in subscription-based models on there. We’ve been moving our practice towards that. It’s been fantastic. We now have moved from being a mostly insurance and Personal Injury based practice, to where now 90% of our daily patients are paying us cash, so that’s increasing our bottom line every day.

Also, if you want your help to patients to be more compliant with their nutritional and exercise programs that you already recommend. And the great thing I’ve seen, if you wanna make it easier for you to adjust your patients, and for them to maintain those corrections, the Zerona’s great about that. Because while they’re on there getting their fat-reduced, it’s also decreasing inflammation. And I find a lot of the patients will come in, they’ll do the Zerona, they might go in and get a massage with one of my therapists, or they’ll just come right in and see me afterwards. Their adjustment goes a lot easier after doing the Zerona.

So before we get into the details, what I wanna show you is the actual case study from one of my patients. And this is really exciting because it shows that it goes beyond just the aesthetic. So Mando came in in 2018, and I first got my Zerona in 2017. Since 2017, we’ve done a little over 1,500 treatments, and each treatment ranges in price roughly around $150 to $200. So we’ve made close to, you know, $300,000 off of our Zerona in 2 years. With Mando, he came in a year after we had it because he had heard some good results we had. What he wanted to do, he was 318 pounds. And the great thing about the Zerona is it’s the only one that has a clearance even for high body mass index patients or obese patients.

And so these results occurred with Mando in just six sessions with the laser. He had gone to his medical doctor and got blood work before he started with us. And then after he completed his six sessions, he got more bloodwork with his doctors. The key thing here is that he told us that the results blew away his medical doctor. She said she had never seen such a dramatic results in such a short time and said that the drop was not possible from meds or from diet alone. So here’s what he had on his lab results. Let me click over here.

His triglycerides dropped from 2,086 down to 160. And that is not a typo. His cholesterol dropped 127 points. His good cholesterol increased from 17 to 35. His fasting glucose dropped from 305 to 117. His hemoglobin A1C dropped from 10.7 to 7. We saw his liver enzymes improve. And it showed that beyond the nice aesthetic changes, the laser actually created global changes in this patient’s health.

What’s fantastic is when he went back to his medical doctor she told him, “Look,” she said, “These results we’ve seen there’s no way it’s the meds and your diet.” The only thing he did diet-wise was he cut out sodas. And he started exercising two days a week. She said, “There’s no way that does this in 30 days.” That’s the laser that did it. And she said, “Not only are we not gonna have to put you on insulin,” she said she thought that if he continued doing the laser that he looked like he’d be able to get off of the Metformin as well. And that was really exciting to see him get off of some dangerous medications like that.

And really importantly with Mando is what he said that thanks to the results he got with a laser, he said, and you have a lot of patients that are going through this. He said it was the first time in years that he was motivated to stick with dietary changes and exercise. And think about this. We have January coming up. And you know if you go to a gym in January, what’s it looks like? It’s packed wall-to-wall of people in there, but you go in February and it’s empty. Why did that happen? Well, a lot of people got frustrated and they gave up because as they’re trying to work out, they’re seeing that those stubborn areas are not going away. And they figure, “Why should I even do this? Screw it, I might as well just stay at home and not exercise. I’m not seeing my body change.” With Mando, he had done that before, he saw his body changed, and now he was motivated to stick with it.

He also said that his back pain improved with the fat loss. And as I said before, he was easier for me to adjust. And that’s where non-surgical laser fat reduction can help your back end. He started buying a supplement package to keep himself healthy, to make sure his liver detoxification pathways were working, and he was willing to pay and comply better because he wanted to maintain those results. It also helped them continue to get healthier, and it gets you better results with all your other therapies.

And we’ve seen numerous patients who were hesitant to get on a customized nutritional plan and supplementation plan now drop down several hundred dollars with no hesitation. So let’s look at the science behind this. With the laser, it started clear back in 1998 with a hand-held Erchonia laser. And when market clearance was granted in 2004, the placebo device in that study was an LED device of identical parameters, they found that the laser was superior to the LED. When we look at liposuction without laser it looks like this. You see it’s really fatty, it’s globular, and there’s a lot of blood in there.

When the laser was done pre-treatment, this is what they found. The fat was coming out, there wasn’t all that blood, the fat was already pre liquefied. So that’s how they’re able to show that the laser was actually causing the fat to liquefy without damage to the fat cell. And these are actual MRI slides of what it looked like. So, in the first minute, you see these little grape looking things, those are fat cells. After six minutes, and that transitory pore opens up, the fat has liquefied, it’s starting to move out and get into the intracellular spaces where it will get picked up in the lymphatic system. And it gets broken down and burned as fuel or excluded from the body. Twelve minutes and 18 minutes, you see these fat cells have really emptied out, they’ve reduced down.

This is why we can have a patient come in and we do these one visit challenges. And we’ll measure them before and immediately 40 minutes afterwards, and we’ll see a minimum usually have a quarter of an inch, sometimes much higher, half an inch. Sometimes three-quarters of an inch. Sometimes even more than that is because this fat is already mobilizing out of the cell.

On the studies for FDA clearance, the average results that the patients got was just over four inches in most subjects over six sessions. So what does four inches of fat loss look like? It’s right there. It’s about five pounds. The other non-invasive procedures offer weight loss through reducing water, like body wraps and saunas. With the Zerona, you’re actually getting pure fat loss, approximately 5 pounds of it, which a four-inch fat loss will be about 2.7 liters of fat. So we’ll actually keep a two-liter bottle of in our office to show patients, “Hey, look, you’re gonna get at least one of these, maybe one and a half of these, lost during your next six sessions of doing the laser.” We also point out to them that if they went in for surgical liposuction, they would expect to lose about two to three liters of fat. So you’re looking at about the same amount of fat loss but without all the risky side effects on there.

Meanwhile, there’s some other ones like ultrasonix. That only gets one inch at three months. CoolSculpting average was only 0.12 inches at 12 weeks. And surgical liposuction is two to three liters of fat with the Zerona being roughly the same. So a lot of doctors say, “Well, how do I promote it? This may be tough. So what I did is I made this cheapo little banner off of Vistaprint that just said, “Got love handles? Diet and crunches not working? Tired of having muffin fats? Non-surgical laser fat reduction may be your answer.” We put this right near where patients pay and reschedule. And we had patients, we put that there before we got the unit. Patients freaked out, they wanted more info. Thirty-seven of them signed up for treatment before we even got the Zerona Z6. Most of them, and this is the key thing. And when Penny said that I wish that I had gotten it earlier, most of them said they were already researching it on the web. And they said had I not gotten it, they were gonna go spend that money somewhere else. Some of them were gonna drive really far to get this done. So they were excited that we were adding it right here.

What I do in my office, so we have that banner up where patients pay and then I also put this slide up behind me. So in one of my treatment rooms where I have the computer, I got the computer behind me. While I’m talking with the patient and they’re sitting in the chair opposite of it, I have this slide sneakily positioned behind me. So they’ll see this before first treatment and after 12 treatments and they’ll usually ask me, “Hey, Doc, what the heck is that?” And then I tell them, “Oh, that’s our Zerona, it does non-surgical fat loss.” And they’ll ask me, “Hey, does that really work?” And so then what I tell them, “Listen, we do a “One Visit Challenge” and we’re gonna do a 40-minute session on you.” What I do in my office, you don’t have to do it this way. But I have them do a free “One Visit Challenge” session. I tell them, “We expect you to lose at least a quarter of an inch. If you do not, you do not pay anything.” When they lose more than that, 100% of the time they sign up for a package.

This is one of the things that we put out on our social media. And this is the great thing about Zerona does a great job of creating ads for you. So this is all in your portal that Penny will talk about later. They have pre-made templates for you that I was able just to download this, upload this picture, and just put these little words on here. To try our One Visit Challenge and 40 minutes, you will drop one quarter an inch from your waist or you pay nothing. No pain, no downtime, no side effects and nothing to lose except some inches as we have a 100% satisfaction guarantee.

So we do that. Most of the patients immediately after that session are blown away. I now have also started doing body fat calipers on them as well because I want them to see how much those millimeters are. You don’t have to do that. I just like to do it for extra proof of what’s dropping so they can’t say, “Well, I don’t know if I was sticking my stomach in or out or whatever.” I actually could do the caliper and pitch and show them, “Hey, look, you were at 35 millimeters of body fat here prior to this 1 session, now it’s down to 30. You dropped five millimeters in that one session.” And they usually jump on our packages right off the bat.

Here’s another thing that Erchonia gives you. I got this nice six-foot standing banner there. They have different templates for you to choose from. I put that, we move it around. Sometimes like in the summer, we’ll have it outside of our office. So as people are walking by, they see it. They come in and ask questions. During winter time, we move it inside. Right now, we have a little bow and some garland around it so people get the idea to actually buy these for gift certificates. They’ll buy gift certificates at Christmas to give to their loved ones as a Christmas present. Over here, you see these are a couple other things you can download off of the Erchonia site. I put these on my website and also on my social media sites. So those are there. It adds extra validation that it was on the doctors and it was on Dr. Oz as well. And those are all there. Once you get a Zerona purchase, you get banners, they’ll do an open house for you, access to an exclusive website with marketing materials that are ready to go, either print, e-mail or social media.

So we use the soft sell approach where patients come in, they see the signs, they see the before and afters. They see the computer behind me and it got this guy Marty to sign up. So Marty came in because he had a knee injury, we were using the laser for that. He saw this, he’s like, “Hey after I’m done with this, with you treating me with the laser for my knee, I wanna try your One Visit Challenge.” Because he works a stressful desk job, like a lot of patients do, and he said that despite working out he was having trouble with the typical areas that males struggle with, the waist and the chest. And he saw the standing banner outside my office door and the one on the wall next to where he signed in. He was curious, asked for details. And what I do is I do a satisfaction guarantee. I tell the patients, “Look, I can’t guarantee your results but I can guarantee your satisfaction.”

And this is where I make sure that I manage their expectations. You wanna make sure that the patient doesn’t expect to have six-pack abs after six visits. I always tell them, “Look, we’re gonna expect that you’re gonna lose somewhere in the neighborhood of four to six inches, a pant or two pant sizes, a dress or two dress sizes over the six sessions.” We now do longer packages like 10 and 20 session packages, but I told him, “If you are not satisfied with those results, then you have nothing to lose except an hour per week and some inches.” So he jumped in. He dropped so many inches over his 10 visits that his biggest problem he said was that no clothes fit him anymore. And his pants were literally falling down, which is a nice problem to have. So since we’ve had that satisfaction guarantee over the last two years, we’ve only had one patient ask for a refund. That’s it. So we have a really high success rate on here.

A lot of Docs wanna know how much space do I need? Well, what I did is I had one room that had my E-Stim and ultrasound in there. And realistically, that really wasn’t generating me that much money anymore. So we took that out. We put in just a standard kind of massage table there. Here we have a standing blind and there’s the Zerona there over in the corner. We bought a little vibration plate that off Amazon, I paid like $275 for it. So we’ll actually have the patients will come in, they will lie down on the table under the sheet. My office staff will come in, they’ll set up the Zerona around their target area, they push a button, they leave for 20 minutes. Staff comes back in 20 minutes, takes the laser off, the patient rolls over, the place it again, pushes the button for 20 minutes, it goes off when it beeps. The patient gets up, gets off, gets on the vibration plate for about five minutes and then they’re done. It literally took about two minutes of my staff’s time. It took up no time of my own. And this room now generates a lot more money for us than when it was an E-Stim and ultrasound room.

So why are we talking about this right now? Well, what’s going on in the country, we’ve got an obesity epidemic and you’ve got to look at its effects on your patients. America’s obesity epidemic reaches record proportions now. So we now have it to where 40% of adults and 20% of kids are obese. Seventy point seven percent of Americans are overweight or obese. And this is, unfortunately, the new norm and the new majority. Here we have, it’s where you’re looking at two in five kids are considered obese. Overweight children can have a chance of early death in adulthood. They’re more likely to have dementia, with the 70% of people being overweight or obese.

What are the side effects of obesity and overweight? So many different things. We’re going to go through this slide rather quickly here, but you’ve got declining health, you’ve got cancer risks, you’ve got risks for diabetes. There was a new study I just saw that said now that one in three children are at risk for diabetes because of how our society is getting more and more overweight. Cardiovascular disease is another risk, cancer, depression, reproductive issues. We’re seeing fertility rates dropping. Respiratory diseases, cognitive health. And we know that, you know, we’ve got our other lasers for cognitive health function that we’re seeing more and more people having neurodegeneration. More musculoskeletal issues. We know if you’re treating as a chiropractor treating musculoskeletal issues, there’s more cases of arthritic pain, injuries, atrophy in muscles and joints, the knee, ankle, foot, and shoulder related to being overweight. It’s causing more and more strain on our health care system that’s already ready to topple.

And we look down here at the bottom. There over 75 million Americans trying to lose weight. And the U.S. market for diet drugs, books, pills, meal replacements, commercial weight loss changes such is colossal. It’s valued at over 60.9 billion. And ask yourself, is your office getting any kind of a piece of it? And especially in social media, you see a lot of people that are health coaches. Some of these have no training whatsoever except doing a little online course for a few hours, and they’re giving other people some horrible information. Now, granted, there are some good health coaches out there but there’s a lot of crappy ones, and they’re getting from one fad diet to the other one. We are uniquely positioned as chiropractors with our training in natural health and nutrition and supplementation to dovetail in this technology to where you can be the real expert to help people overcome this obesity epidemic. And to help you overcome what’s going on with insurance as it’s declining.

Now, depending on what the demographics of your area are, some areas are really, really more obese than others. I practice in a largely Hispanic area and we can see that it’s about 47% of the population is obese. In non-Hispanic blacks, it’s 46%. In the whites, it’s 37%. And in Asians, it’s 12.7%. So certain demographics will make this an even bigger opportunity.

Now, my demographic here also, I’m in an area that is more of a lower-income area. We have a lot of immigrant workers here. So a lot of times people say, “Oh, you know what, in my town, people don’t make enough money to pay for these things.” Well, you would be amazed when people want something, what they will do to pay for this. People in my town here, we’re a couple of hours north of the Mexican border. They were traveling down to Tijuana and spending thousands of dollars to get cosmetic surgery. And some people are coming back across the border and dying or having severe infections.

So that’s another reason why I’m excited to offer this to my patients because I can now protect them from going down to some clinic, that who knows what kind of training they have, what kind of sanitation they have, and people were actually dying. We had one girl who was in her early 20s that went down to Tijuana and got a liposuction procedure there. And as she was being Ubered across the border, she started hemorrhaging. The Uber driver rushed her to a hospital in San Diego and she ended up dying to try to be fit.

So here’s a case study. Also some people say, “Well, you know what, all my patients are older, older people don’t want this.” You’d be amazed. This is Annie and Nick. Annie and Nick were wanting to try this because they had seen the other patients getting these overall health benefits. They saw I had the 100% satisfaction guarantee. They knew they had nothing to lose except 40 minutes once per week for the sessions. And so they signed up. On their final follow up measurements, their results were fantastic. Nick lost eight and three-quarters inches from the waist and hips, and Annie lost over nine inches from the waist, hips, and upper abdomen. But even better, Annie shared with us her bloodwork. She said that her cholesterol and triglycerides dropped significantly, and into a healthier range. It was significant enough that like Mando, her medical doctor even complimented her and said, “Hey, whatever you’re doing, you’re doing great. Keep doing it.”

And that’s what’s really great is that you know, some people will worry they’ll say, “Well, as you’re causing the fat to liquefy, what happens to it? Does it go in the bloodstream and cause cholesterol levels to increase?” And what we see over and over again is no, it’s the opposite. We see these cholesterol levels start to drop. And I think that’s really significant too because what do the cholesterol medications do as a side effect? We know they have horrible side effects for neurodegeneration. So even though the laser is not FDA cleared to treat cholesterol, we have a lot of patients that are enjoying that nice positive side effect that their triglycerides and cholesterol are improving. So they’re not having to go on those medications. Some of them now are even talking with their doctor about getting off some of those medications because of the results they’ve got.

So let’s look again at the need but more importantly the want because remember, people will pay more for what they want than for what they need. So when people get belly fat, this is a really cool study that it’s 11 years old, but a lot of people don’t talk about it. Is that we have this neuropeptide Y that’s produced by the brain that causes you to be hungry. And I was having a lot of patients who would come in and say, “Hey, Doc, what do you have to decrease hunger?” And now when they come and say that I’m like, “Well, hey, what I have now to decrease it is the Zerona laser.” Because instead of trying to take a supplement that’s trying to block your hunger, we can actually change what’s going on metabolically. Because in the body, when neuropeptide Y is produced by the brain, it’s an appetite stimulant for constant hunger, and then it causes you to store more abdominal fat.

But these researchers found that once you have the abdominal fat, the fat itself continues to produce this neurotransmitter, the neuropeptide Y. So the belly fat was actually stimulating increased appetite. So as we were putting the laser on the patients to get the belly fat to break down, a lot of patients notice, “Hey, you know what, Doc, I’m not as hungry as I used to be.” And so now they’re not as hungry. They’re now sticking to a healthier eating plan as well, too. And that’s where the Zerona helped to break that cycle of people who just couldn’t control their hunger.

Let’s look at some of the stats on how much money are people spending. In 2015, it was 222,000 lipos, 128,000 tummy tucks, 41,000 breast reductions, and it was 16 billion in cosmetic plastic surgeries and minimally invasive procedures in 2016. It’s the most the U.S. had ever spent on such operations. And it continues to go up every single year. Shoot, just look at “Keeping Up With The Kardashians” episode, or “Real Housewives” of whatever city you can see there’s tons of cosmetic surgery going on all the time. We’re seeing younger and younger people doing it as well.

The big thing about it, it’s invasive, it’s risky. Let’s look down here at the bottom, let’s look at the cost, $9,200 on average. And you’re gonna get about the same amount of fat reduction as you do with the Zerona from a surgical procedure. But look at down here in the bottom right corner. One of the side effects with surgical liposuction is you can get this uneven body shape afterwards because once they’ve permanently removed those cells from that area, they won’t redeposit fat in that area. But they could deposit in the upper arms or in the legs or in the neck creating what I call a Michelin Man appearance to where they have this odd appearance with a really small waist and just this bubbly look to the rest of the body. Oops, let me go back here.

A key thing here I want you to look in red. They really downplay the risks of liposuction because liposuction has a major complication rate of 7 in 1,000. Hematomas are at 1.5 in 1,000. Pulmonary complications 1 in 1,000, infection 1 in 1,000, and thromboembolism, 6 in 10,000. And that’s a really major amount on here. The deaths are estimated at about 1 in 20,000. That’s a lot of people that die from this. And that’s what this was reported on WebMD, where this one doctor said, “There’s a death rate of about 20 in every 100,000 patients. Liposuction has become trivialized really, it’s a far more major procedure than it appears on the surface.” The article was published as a way to warn the medical community, and serve as a precautionary yellow traffic light.

So some people are going getting CoolSculpting but let’s look at these results. You see some of this creates a permanent scarring. You don’t get any of that with a laser. We actually had a patient come in who had CoolSculpting side effects, and she had spent $10,000 on it. And she was so pissed because she said, “I wish you would have gotten this sooner. I spent $10,000 there. I didn’t lose one single inch.” And these little bumps that were on her were hard and rubbery. We actually used the Zerona on her to break that scar tissue down. She’s been doing actually a six-month package with us to help break that down and she’s lost four inches with us on the Zerona than she did with the CoolSculpting.

One of the things I like to do is I post these pictures of here I am laying under the Zerona last Christmas. And I’ll just take a picture of this and put it on my laser chiropractic social media page or on my personal social media page. And it generates a lot of interest. People are curious, they say, “Hey, what is that? Can I try that?” Especially with the holidays coming up. These are my results after 10 sessions with my Zerona laser. And again, this is why I manage people’s expectations because you can see I didn’t get six-pack abs but what I did get is I dropped seven inches in the chest and six inches in the waist. My pant size went from a 38 to 32, 33 and I did no change in my diet or exercise. But you can see if I go back here, a big difference in these after slides on the right side is that you can actually see not only the love handles go down, but I’m starting to get a little bit of definition there on the right side of the abs.

And you will see patients will have some irregularity due to like lymphatic drainage issues or scar tissue issues. That’s why the left side is still a little bigger than the right but overall it reduced. When you look at the back you can see more definition on the back, around the shoulder blades, around the arms, where everything just looked kind of flat over there. And again with me, I eat a really good diet organic, gluten-free, dairy-free, etc. But I still have this stubborn fat and the Zerona helped to melt that off.

Now, one other thing I wanna show you before I turn this over to Penny to show you the important thing you’re all waiting for is, “Well, how do I actually make some money off of this?” Is we also have off label uses here. So this is a case where I had one of my patients who was coming in to do the FX to help her with brain fog. She’s getting great results for the FX for brain fog. So she had this lipoma on her back and it wa about the size of a softball, and she had gone in to have it surgically removed. And as a side effect, she developed this hematoma. Now, you can’t tell from that picture there, but if you were to turn sideways, it was even bigger now. It was more like a softball, whereas the lipoma was like a baseball like that. This was now bigger.

She came in really depressed because she said, “Man, I feel like hot…like Quasimodo now. I’ve got this giant mass here, and the surgeon tells me there’s nothing that he can do except to open me up again and go out and dig out the hematoma and this might come back again.” So she asked me, “Hey, do you think you could do anything with that Zerona laser for this?” So what I told her I said, “Well, you know what, it’s not really what it’s FDA cleared for, but I know it can’t do any harm. If you’re willing to give it a try, let’s just try it.”

So these were her results after six sessions. So you can see if you turn to the side, it is now completely flat. Look at how well also the scar healed up with her. And the surgeon was shocked because he said he’d never seen anyone of those resolve without surgery. So he was happy because he didn’t have to go in and do this makeup surgery on her. She was happy she didn’t have to go under the knife again. And it didn’t cost her very much but she but we made a good income and we made about $1,200 off of her coming in for that package for these six sessions on there. And that was really great.

We’ve got, you know, another nice thing with the Zerona is you get these nice side effects of other people’s pain going down too. We had one patient who she came in and this would be my last example here before I turn it over to Penny of illustrating the thing of needs versus wants. This patient came in, she was in her late ’50s but she’s a very fit patient. She was a vegan who ate a really good organic vegan diet. She exercised six days a week but she looked great in clothes. But outside of them she had this little tummy that she didn’t like and some saddlebags. And she was coming in initially because you wanna get treatment for carpal tunnel and for low back pain. But when she saw the Zerona she said, “You know what, doc? I know this is gonna sound silly. But let me start with the Zerona first, and then after that, then I’m gonna do the stuff for the carpal tunnel and the low back.” It’s okay, it’s your choice you wanna do that’s fine. So she signed up for one of our 10 session packages, she spent a couple of thousand dollars on a 10 session package.

And what was great was over that time, she lost way beyond the expected amount, she actually lost a total of about 19 inches in the 10 sessions. So she was extremely happy. But one of the nice side effects she had was that she told me she’s like, “Oh, Doc, you know what? As I did this to lose the fat, she said, my carpal tunnel is gone. And my back pain’s gone as well, too.” So we had an extremely satisfied patient. And it was something that we made a nice amount of cash income on it. And it didn’t take a lot of my time as well, too. And that’s why I’m excited to share how this can revolutionize your office. So with that, I wanna turn it over to Penny so she can now show you how easy it is to implement it and how much support you’re gonna get from Erchonia to make your office successful with this.

Penny: Thanks, Dr. Gair. I’ve never…I have not had the pleasure of doing “The Zerona Webinar” with you just.

Dr. Gair: That’s right.

Penny: That’s great information I mean, it’s.

Dr. Gair: Awesome.

Penny: It’s just awesome. So thanks so much for that.

Dr. Gair: Thank you. Sure, thank you.

Penny: Can you see my screen okay, before I get started?

Dr. Gair: I can see it.

Penny: You can see it.

Dr. Gair: Yeah.

Penny: Okay, I just wanted to make sure. So as we go through kind of getting started, the opportunities. The presentation that I’m gonna do for you right now is very similar to what we do for when we come out to help you launch your Zerona business. And I’ll get into that towards the end of this presentation. I wanted to give you my contact information. So go ahead and write it down. That’s a great way to communicate with me. I’ve had the pleasure of working for Erchonia for about 16 years now. I’ve worked with our Chiropractic Integrative Practitioners as well for about 20 years. I had an opportunity to do marketing for a handful of doctors here locally. I had an opportunity to own my own clinic. And within a year of owning my own clinic, I brought the Erchonia laser into my practice and from the moment we brought it in, just like Dr. Gair, I never looked back and I say, “Wow, this is so amazing, I wanna teach doctors how to use this technology.” And so I bugged Erchonia for about two years, I finally came on board and now 16 years later.

So we really focus our time to help you integrate the lasers, build your practice. It’s not about, you know, getting the laser then you’re on your own. That’s not what this is about. We’re very involved in your success. So I’ll just show my contact information at the end. If you were invited by a different representative, be sure after the webinar, contact them and we’ll talk about some of the specials that we’re offering because we are at the year-end. And a lot of doctors are looking at bringing the Zerona in now to prepare for New Year’s resolution. That’s when your Zerona is booming. And I know Dr. Gair can probably attest to that.

Dr. Gair: Yep, absolutely.

Penny: Yeah. And you did such a great job. I’m just gonna touch on this. You already did a fantastic job. Like, I said, I’ve not done…I’m not able to host “The Zerona Webinar” with you. So you’ve done a great job of looking at the obesity statistics for the second largest country. Again, this is a, you know, if you sit down and you’re talking what the Zerona does with patients, more importantly, it’s to better to understand the opportunities and why the Zerona is a good fit to answer some of the issues that we have in this country. And it’s not just this country, it’s actually worldwide.

So when you look at the rate we’re going, half of Americans will be obese by the year 2030. Even if you’re a little overweight, chances are that you’re also inflamed. Excess body fat, especially the kind you carry around your waist, is actually a source of inflammation. So this is where you start to look at the link between inflammation and kind of, you know, all the secondary benefits that you’re helping with patients. And now it resonates with kind of what your clinic is set up to do is to help patients reduce inflammation, increase health.

So this is a great book. “The World Is Fat” by Barry Popkin. He’s been studying global nutrition for about three decades. And what he’s finding is that we’re consuming more of the sugars, the refined sugars, and the grains. And even though that’s a ridiculous picture on the far right, nobody really walks out of a 7-Eleven with a Big Gulp that big, but I don’t know, I haven’t been to a 7-Eleven yet lately, maybe they are, I don’t know. But we’re consuming a lot of sugar.

And then, of course, the American diet. That’s what you’re looking at right there. The American diet per year is approximately 29 pounds of french fries, 23 pounds of pizza, 24 pounds of ice cream, 53 gallons of soda. On the average, we consume over 150 pounds of sugar per year, most eat over 22 teaspoons of sugar every single day. When you eat this much sugar, you get fat. When you get fat from eating a lot of sugar, you get inflamed. So again, we’re linking it back to inflammation. And it’s not just us saying it. “Time” magazine’s talking about it. It’s out in the media, everybody’s talking about chronic inflammation. And so that’s why you start to see, “Okay, there’s some secondary things that we can help our patients with.” And I know Dr. Gair did a great job of talking about the influence and the global burden of chronic disease. And he talked about the obesity, and these are chronic diseases that are long-term diseases that are not contagious, and they’re largely preventable. So obesity, diabetes, heart disease, cancer, osteoporosis.

In 2001, chronic diseases accounted for approximately 60% of deaths worldwide. What are your options when you get to the point where you say, “I wanna lose weight, I wanna go on a diet.” Well, we all know diet programs usually don’t work. It’s the yo-yo dieting. By the time the clients enter the diets don’t work program, they’re out of control with food but it’s not just the food. It’s the obsessive thoughts about food, weights, diets, and body image that absolutely consume our lives.

Here’s some other options that you might see out on the internet world. Body wraps. Usually, that’s water weights. Diet pills. Every year there’s a new diet pill, there’s a new fad, and then there’s gastric bypass surgery. So as a company, we actually go to obesity shows, and we talked to these obesity surgeons. And they’re also looking for options because they’re finding that a lot of the patients that go through the lap band, the gastric banding, they’re finding that a lot of these patients are actually gaining the weight back and it’s not healthy to go through those surgeries. So even those surgeons are looking for options to offer their patients like the Zerona before they decide to put them in the direction of surgery.

And then, of course, the cookie diet. Who wouldn’t like the cookie diet, the detox diet, the bacon diet, if you’re from Canada, you probably liked the bacon diet. And then the juice diet. Again, there’s so many things out there, there’s so much confusion. And I’ll talk about the percentage of patients already coming into your office that are already considering looking for something for weight loss, body contouring, and how you can capture that marketplace.

I know Dr. Gair did a great job on liposuction. But what’s a really interesting point to look out with liposuction is you can go to these plastic surgeons’ websites and you see these beautiful transformational pictures. And that’s what you’re being sold and you’re buying into it. And you’re buying into, you know, the before and afters. But like Dr. Gair said these doctors, Dr. Hernandez and Dr. Eckel, they followed liposuction patients a year post. And what they found is that 40% of the liposuction patients were not happy with the results. And like Dr. Gair said, those new fat cells so when you take out an important part of the endocrine system, which is fat cells, the body signals to grow new fat cells back to recoup what’s been taken out.

Every time I do open houses I have so many women come up to me and they say, “Oh, my gosh, Penny, I had liposuction five years ago, and I couldn’t understand why my arms are bigger today.” And I hear that after I share this they all come up to me at the end of my presentation and say, “I cannot believe that I didn’t know that. Had I known that, I probably wouldn’t have went through the procedure.” So that’s important to know and for you to kind of pass along, especially if somebody’s considering that.

Again, people when they hear cold laser, the Zerona laser is a cold laser. It’s not CoolSculpting and I know Dr. Gair did a good job of sharing with you. Again, you’re killing fat cells, you’re freezing fat cells, and just like Dr. Gair, I’ve never met a happy CoolSculpting patient. And again, you know, it’s not CoolSculpting, it’s not it’s freezing fat cells. I think before too long, they’re gonna be doing a study on CoolSculpting showing that there’s, you know, again, you’re killing fat cells, you’re getting rid of fat cells, the body’s gonna recoup for that. And I know you showed this slide as well. So and that was actually CoolSculpting gone bad, those bruises and the abdominal on the bottom right is the woman on the left, she looks like she’s having a good old time.

Dr. Gair: Yeah.

Penny: That’s the aftereffect on the rise, so again, just CoolSculpting.

Dr. Gair: Absolutely painful too. My patients said that it was an hour-long and she said, “It was torture,” was her description of it.

Penny: Yeah, I’ve heard that as well. So again, when you start to educate your patients on the importance of fat cells and how they do more than just hold fat, you know, they’re part of the hormones. Just like you said, we have patients that go through that are less hungry, which is part of the leptin. So those are some nice side effects to going through the Zerona. So we teach patients it’s important to keep the fat cells intact. We don’t wanna kill them, we’re just causing them to empty.

And then when you get to the core of what most patients want, they not only wanna look good but they wanna feel good too. And that’s why we feel the Zerona is the best-suited program for most of what patients are looking for and it’s non-invasive, no side effects. You did a great job, Dr. Gair, of walking through that wavelength that is the Zerona. And again, we got FDA clearance in 2010. Is the same wavelength that we use for our handheld lasers Erchonia has been making that wavelength for 22 years. They’ve been manufacturing building lasers for 22 years. So it’s the same wavelength. The difference is, it’s a continuous wave, it doesn’t pulse. And then the power in the diode is about 17.5 milliwatts of power per diode.

Erchonia only does the level one studies which are randomized, placebo-controlled, double-blind. They’re the most scrutinized, they’re the most expensive studies. And Erchonia knew, when they started building lasers 22 years ago, that they needed to prove through level one studies that the laser does what we say it does. And that’s why currently, they own 17 of the 20 FDA clearances in the world on low-level lasers.

So this is just showing you the results of the FDA clearance that we received in 2010. Like Dr. Gair mentioned, there was a test group and then there was a control. The control were LEDs. So if a company comes to you, and they say, “This LED is just like the Erchonia Zerona,” please understand that what you’re looking at here is the test group received 3.7-inch loss combined waist, hips, and thighs. And that was three times a week for two weeks. We did a follow-up study and I’ll talk about that in a second.

The placebo group, which was the LEDs got less than 1.1 inches. And so the patients that were going through the study, they couldn’t change their diet. They couldn’t change their exercise regimen, anything. So that we knew the only variable was the laser, and 3.7 inches is significant. I know Dr. Gair, covered this slide, so I’m not gonna go into it too much but it is significant. It’s equivalent to 2.7 liters of fat, which is also equivalent to a successful liposuction. And again, they’re spending thousands and thousands of dollars for this.

So when you’re explaining to the patient, that is a lot of fat that’s being released from the pore, it’s equivalent to swimming for 40 straight hours. It’s equivalent to playing tennis for 21 straight hours and jogging for 17 straight hours. And now you’re offering them an opportunity to come into your office, they can lie down, they can get comfortable. It’s probably the only hour that they’ll have in their whole day that they get to take care of themselves. They can listen to music, they can relax, they can meditate, do whatever they want, they can just sit there. I always try to encourage patients to not be on their phone unless they’re going to their playlist or Pandora. But, you know, just try to get them to relax as it’s good for them. And it’s good for them to do that.

These are the different areas that you can laser. We have a full-body circumference reduction. So you can laser the thighs, the ankles, the arms, the neck, just like Dr. Gair said. So Erochonia went back years later. And this is when we went after the over the counter FDA clearance to make it easier for our integrative doctors, like chiropractors and physical therapists and acupuncturists, to step into this so that they can offer it to their patients. We went back, we got the over the counter, meaning that you can buy it and actually your staff can run it for you, just like Dr. Gair said. So what we did is we did a once a week for six weeks instead of three times a week for two weeks. And what we found is that we got better inch loss, meaning when you give the body a little bit more time to process the fats, we got better results. So instead of 3.7 inches in two weeks, we got six inches in six weeks.

I know a lot of the doctors and I don’t know if you do this, Dr. Gair, a lot of the doctors I find will do two times a week because it’s all based on the schedule of the patient. So you can play around with a patient wants to do three times a week, you can do that or you can do two times a week, or you can do the once a week. So find out what fits into their schedule. It all works. And if you have questions, one of the things I didn’t mention is that there’s a little chat box. And at the end, we’ll go ahead and field some of those questions and answers, just because we don’t open the mic because it just gets too busy with everybody trying to ask questions.

This is a great picture. I know Dr. Gair shared this showing you at zero laser treatments 6, 12, and 18 minutes. Again, we’re not killing fat cells, which is causing those fat cells to open. And that’s a picture blown up of showing you the cell membrane of the fat cell, that temporary pore that just opens and then the fatty acids and the triglycerides seep past the pore to the extracellular space. And what’s really interesting is Erchonia kind of pioneered the non-invasive laser market back in 2010. So we saw a lot of other companies pop up and they have taken our pictures, this picture, and they put it on their website saying, “This is what the laser is doing,” which is probably an LED.

So again, just be very wary, you know, if you’re asking questions to companies about their devices, to ask them, you know, “Did you do a study? Because everybody can say, “We’re FDA cleared.” You have to take it one step further and you have to say, “What is your device FDA cleared for? And did you do the study to receive FDA clearance?” And what you’ll find is a lot of those other devices based it on a predicate device, which is our device, the Zerona. So you ask them for the FDA clearance. And you’ll see in the white papers that it’s basically based on a study that we did. And again, you have to ask the right questions.

Lymphatic system. That’s basically how what’s gonna process the fats, it’s gonna use it use that fat as the normal processes. The lymphatic system being the cleanup crew, so the bodies gonna help process it, burn it, use it as natural energy, as we normally do with fat.

So this is really important. What you’re looking at here is when we got FDA clearance in 2002, there was a lot of concern from the medical community that just like Dr. Gair said, you’re gonna spike cholesterol levels, triglyceride levels. We did a follow-up study with these doctors, these MDs, and we showed a reduction in cholesterol and triglyceride levels. And that’s why this is really important because you can ask us for this study, and you can share that with your patients. You can’t make any claims. But you can share what has already been proven that there was a reduction in cholesterol levels and triglycerides.

So I know Dr. Gair knows this picture, I’m not gonna share the story because you’ve already done it. But that was such a great testimonial of, you know, somebody that did their labs, and it tremendously changed those labs in a positive way. So again, you can start to think about those set patients that you can get those secondary benefits with.

So these are some of the things that you can do that were not done for the FDA clearance. But when you’re looking at that patient coming in and you want to maximize their inch loss, their health goals, have them drink water. So for years and years and years, I’ve had so many doctors come up to me and say, “Penny, I do this one extra thing. And I get better results with the Zerona.” And I’m like, “Doc, what’s that one extra thing that you do?” And so over the years, we’ve been able to compile all of these different things based on your feedback on how to get even better results.

Water is really important. We’ve perfected how much water and when to drink it pertaining to when patients are gonna come in for the Zerona treatment. Patients who haven’t moved. We are living in more of a sedentary lifestyle. People are sitting more. So get your patients to move. They don’t have to go run a marathon, have them go for a walk. And then the product on the right, some doctors like Dr. Gair might already offer different nutraceuticals. There’s different companies out there. So if you don’t do that, Erochonia’s perfected a product that you can get the patient on called Curva. It’s got some new nutraceuticals in it to support lymphatics as the patient’s processing that fat.

And then the lower right corner, you see the coffee, and alcohol, the wine, anytime you’re going to consume anything that’s going to dehydrate you, it’s gonna go against what we’re trying to do with the Zerona. So if your patients absolutely cannot stop drinking or consuming those products, have them limit it. Or maybe they’re better to do the three times a week for two weeks and see if they can maybe cut it back. If they can’t have them drink more water after they consume those products. And like Dr. Gair, some doctors add vibrational plates. And what they’ll do is they’ll take the patient from the Zerona room to a different room or it might be in the same room. Put them on the vibrational plates because 10 minutes on a vibrational plate is like running for an hour. So you don’t wanna rely on the patient to start moving especially if they have a bigger BMI. Get them moving right away. So, you know, like Dr. Gair, I think he picked up his vibrational plate for $200. This is a little bit more expensive vibrational plate, but you can definitely reach out to them.

All it takes is a small massage room just like Dr. Trevor Barry. He had two rooms, he moved into this beautiful complex. And he had two massage rooms. And I told him, I said, “Dr. Barry, you know, why not work smarter and not harder? If you take those massage rooms, keep one as a massage room, turn the other one into a Zerona room and now you can tap into this billion-dollar market and you can change lives as well.” So he did, he decided to step in. He also gives them that book, “Eat Fat, Get Thin.” And, again, it’s you’re wanting to embrace those patients that want a lifestyle change. And you’ll find that different patients will do will wanna sign up for the Zerona for different reasons.

Here’s just a snapshot of some of the prices. I know his prices went up, I think the silver package is now $999, I think the gold package is now $1,299, and I think the Platinum package is over $2,000. So I think when you’re looking at patients, I think you have a bare-bones package because that will bring them in. But as you start to do the console and you find out, maybe have them fill out a Health History Form, you’re gonna find out that they have other issues, they might have pain. Because if they have excess body weight, they’re probably inflamed, they probably have pain. They might have joint pain, they might have headaches, they might have some other issues. And then you can probably make recommendations based on bumping them up to a higher program adding maybe the Curva or a nutraceutical that you might offer. Maybe you wanna put them on a detox. Maybe you wanna add the vibrational plates, you wanna add some other things too.

So now you have different tiers of packages that you can offer. Now you’re tailor-making it for them. It’s not just a cookie-cutter approach to patient’s health. You’re actually looking at them as an individual patient, which you should, and determine what’s best for them. So this is just kind of a little snapshot.

And then you start to think about, “Well, I’m gonna have patients that come in and they’re gonna see that contouring, they’re gonna see body contouring and that’s gonna be what they buy into. That’s gonna be what their brain says, “I want that.” And then there’s gonna be other patients that might have a bigger BMI, and they’re looking for a weight loss program. So you can have a weight loss program and the Zerona’s still gonna be a big part of that program, but you’re gonna word it in a different way.

And then there’s gonna be a patient that might not have a big BMI or they’re not looking for inch loss, but they understand when you cause those fat cells to empty, you’re detoxifying. So you can offer them a detox and maybe put them on a nutraceutical that’s a detox as well. I try to do a detox program every single year because I feel like it jump-starts me. And every single year I do that. January, February is usually the time of year, so you can start targeting those types of patients as well. So now, you’ve got these different packages for what patients might be interested in and you can offer them.

So I know you all probably either have or have had a room like this at your office. So I met this wonderful doctor at one of my Reno Seminars over a year ago. And he came up to me at the end of my Zerona presentation he says, “Penny, everything that you have said has made sense to me and actually more so today. Because in about a week I’m going on vacation to Italy and I’m gonna go for two months. And while I’m gone, I’m not gonna make any money but my daughter is gonna be at my office and she’s gonna be, you know, running the office still. And I know with that over the counter, I can now have her run that Zerona business. It makes perfect sense. I can continue to make money.” So what he did is he went to Italy, and he kept sending me these text messages of how much money he made. He’s like, we just had 5 patients sign up and they bought the $1,200 packages. And then he would send me pictures of where he was visiting in Italy. And it was just a great, it was a great, great feeling to know that we had helped this doctor.

So when he came back, he came back and this room that you’re looking at was transformed to this room. And again, he sends me updates all the time and they bought a prettier bed, obviously the picture there has a beautiful white bed. So you can glam it up if you want. We’ll talk about the big thing with MediSpa. So if you want to give it a MedSpa type of an approach, you can do that. But again, that over the counter is now allowing you to tap into this booming market that is growing.

So, the non-invasive procedure market is growing and patient demands, this is really important, patient demands are fueling that market. More and more patients today are uninterested in surgery. That’s why you’re finding a lot of plastic surgeons are going in more of a non-invasive approach. They’re still offering surgery, that’s where they make them money. There’s a lot of procedures that people are still buying, but they’re also finding that patients are looking for more non-invasive and that’s why they’re hiring estheticians to run their MediSpa portion of their business.

So this is a statistic that just came out in November non-invasive fat reduction market. Everything that we’re talking about right now the revenue worth to grow in the U.S. of $2.5 billion by 2025. So again, with that over the counter that gives you the opportunity to tap into that market.

Here’s another interesting, Technavio. They’re like an analyst company that they focus on emerging market trends to help businesses identify market opportunities and develop effective strategies to optimize their market position. So they’re an overview market analyst company. So their market research was on the overview of global non-surgical cosmetic procedures. The growing demand, and this is what they found, the growing demand for safe treatment as one of the primary growth factors for this market. Again, that’s why plastic surgeons are getting estheticians on board to run that part of their business.

The conventional surgical procedure has been replaced by non-surgical procedures due to the benefits such as lesser pains, faster recovery time, and reduced risk of post-surgery, infections and complications. The easy availability of medical facilities for non-surgical procedures will drive the growth from minimally invasive and non-invasive procedures. So again, that market is booming and now you have an opportunity to tap into it.

This is really important because just like Dr. Gair said when he got the Zerona, patients were like, “Oh, my gosh, I was already thinking about doing something like this. This is amazing.” So it’s important for you to know two-thirds of the population are overweight, one third are obese. Every January weight loss is at the top of everyone’s New Year’s resolution list. Studies show that 51% of your community wants to lose weight, and 30% to 40% of your community will make a weight loss resolution during the holidays. Fifty percent of your patients walking in your door are already thinking about something like this.

So now you get to tap into your database. And I’ll show you kind of how we help you launch it by tapping into your database. And that’s really important to know is that your patients are already thinking about this. These overweight patients will eventually seek some form of weight loss program from someone. So why not have the program be available to meet their needs? The Zerona Z6 is the answer to help patients jumpstart their journey into health and especially if their own efforts have failed.

This is really important because it shows you the research and the published research that Erchonia has been doing for 22 years. Anytime I’m talking to a plastic surgeon if you look at that clinics and plastic surgery on the right, I always bring that book with me because they’ll look at the laser, they’ll kind of poopoo it. And the minute I show that we’ve been published in that journal, they’re like, “Oh, tell me more.” Because it kind of shows the efficacy behind what we’ve done with the studies to prove that our lasers do what they do.

So this is where you can kind of get into the secondary benefits. When you look at the visible spectrum of lights, the laser that we’ve been making, Erchonia has been making for 22 years, is that 635-nanometer wavelength. It’s right there in the red spectrum. That’s the one that we use for our handheld lasers, our FX lasers, and also the Zerona laser. So then we start to tell the patients all the secondary benefits. Every cell in the body needs energy. If it doesn’t have energy, it’s not gonna do what it needs to do. So what the lasers do at that specific wavelength, it gives energy back to injured cells and then your cells can thrive. If you have pain, you have lesser pain. Lance Armstrong with Dr. Jeff Spencer used our lasers for the seven Tour de France’s. We just like Dr. Gair, he has a lot of athletes that come to him because of the laser.

Now, this one is where we kind of get into talking about gut health. Dr. Mark Hyman, most people have heard about Dr. Mark Hyman, he talks about IBS, 60 million people have IBS, 20% of Americans have IBS. Most people don’t really understand what IBS symptoms look like. So pain and cramping, diarrhea, constipation. So when you’re getting set up on the Zerona plan, and we’re putting that laser over the waist, hips, and the thighs, and we’re lasering right over the waist because that’s the primary area for both men and women that they wanna lose inches. Right underneath your waist is important, it’s your gut, gut health.

So even though the laser is only causing fat cells to empty, all the other cells in your gut that could potentially be inflamed by the bad food you’ve been eating, the excess weight you’re carrying, all the other cells are affected through mitochondria increasing ATP, that’s an anti-inflammatory response. So usually patients by the third or fourth treatments, they’ll say, “Hey, I feel more energy, I have an amazing sense of well being, I wanna go work out and I just feel energized. Is that the Zerona?” It’s absolutely the Zerona and more and more doctors are giving us feedback of patients that are giving them that sort of feedback too. And it’s usually by the third or fourth treatment.

This is the benefit of that red wavelength that we’re using for the Zerona. The laser turns on the cells to fire more efficiently. This improves blood, oxygen, and nutrients to the area. It also breaks up scar tissue. It puts out the same coherent energy and frequency as human cells do. This accelerates healing and communication. Like Dr. Gair said, if somebody has low back issues, usually, because we flip you over, we do 20 minutes on the front, we do 20 minutes on the back, so usually we’re lasering over the low back and patients will feel the benefit of that.

Another thing to know about Erchonia, the manufacturer of the Zerona, is that they’re currently doing research on Alzheimer’s, MS, Parkinson’s. So this is really important to know. Erchonia is also pending FDA clearance for using that red wavelength for autism. And so these are some of the things that were pending. They have over $5 million in research and development at any given time.

Let’s talk about cellulite. Even though we don’t have an FDA clearance for cellulite and what you’ll see, I’ll get into some of the before and after pictures and getting started, you’re gonna see some changes with the cellulite just because of how you’re affecting that fat cell and also having that detoxification process because of toxins binding within those fat cells. So let’s get into some of the pictures and then the prices and getting started and some of the financing that we have available.

So, Amber, this is a great story. She was actually the winner of the Zerona model search. And she lost 8.85 inches. That was three times a week for two weeks. But this is what we loved from the feedback from her. She said she could see the results of her Zerona treatment within the first week and it really motivated her to commit to a better diet and more exercise. So it’s amazing. I’ve done the Zerona on thousands of patients. And there’s anybody from that wanting to lose a couple of inches to losing 6 inches, 10 inches, 15, it’s all over the place. Don’t think that patients that are only gonna be interested in the Zerona are over 30 BMI. I mean, I have patients like Amber that come into our doctors that just wanna get that muffin top. You know, you can spot treat with the Zerona. And that’s one of the great things about the Zerona.

Here’s another one that was three times a week for two weeks. I don’t have the combined inch loss but I do know a lot of women that have excess fat, you know, the minute they put their bra on, they don’t like you know, that the excess fat that’s just kind of seeping out the different areas. I know Dr. Gair showed this picture before and after, just great changes. We like to take before pictures. And then, of course, we’ll take pictures after or two to three weeks later, just because you’ll continue to lose.

This is a great picture because I know we haven’t really talked about collagen remodeling. So the reason the one treatment challenge works, it’s not that we’re gonna make such a significant change with that fat loss. But because of how that laser, that specific wavelength has that collagen remodeling, there’s a natural retraction of the skin. And that’s why we’re able to play around with that one treatment challenge.

So what you’re looking at here is this female 55-year-old female, she dropped three dress sizes after 15 sessions, no exercise, no changing her eating plan, no skin tightening. She did not have surgery. So when you look at that before and after picture of her tummy, I mean, that’s unbelievable. There’s that natural retraction of the skin. But look at her thigh area, you’re gonna see some changes and smoothing out of some of that cellulite.

Here’s another one. Female had some cellulite, 90% of post-adolescent women have some form of cellulite. It has nothing to do with how big or small you are. This was a 65-year-old female. This was after four treatments. You can just see the smoothing of the skin. Here’s another great before and after. That was nine treatments over five weeks before on the left, after on the right. Again, just some great changes with the skin there.

This was another female, six treatments. So three times a week for two weeks. Great before and afters. Four Zerona treatments. A lot of doctors say, “Can we use it on the on the neck? I have a lot of patients that have excess fat in the neck area?” Absolutely. And that’s just a great before and after picture that was four Zerona treatments using a single diode.

Here’s another great picture. I know this patient had over 20 treatments. But look at the cellulite and look at the changes with the smoothing of the skin, not only in the abdominal but the thigh area as well. Those are just some great before and after pictures. And you can, you know, if your patient goes through the original six or nine treatments, and they wanna do more, they can do that. And then I’ll kind of talk about the subscription-based plans that you can do as well.

So what you’re looking at here is a male. And usually when you look at a belly what that’s harder like that we call it the beer belly. We don’t have FDA clearances for visceral fat. But what you’ll find, again, remember that there’s an anti-inflammatory response. So this patient came in once a week for 24 consecutive weeks and that is life-changing with that patient. And look at the back of him. Again, just life-changing for these folks just like Mando, Dr. Gair’s patient.

I know Dr. Gair talked about we’ve been featured on “The Doctors,” “Dr. Oz,” we’ve been branded and all of these magazines. So we’ve got credibility. Erchonia is constantly pushing information of the Zerona on banner ads, social media platforms. Because they want patients to continue to talk about the Zerona like patients are talking about CoolSculpting. And that’s why we have a whole plan where we have all of our doctors be a part of this big marketing campaign. And your representative can talk to you about that.

So when we first launched the Zerona in 2010, we didn’t have any marketing. We had brochures and you bought the laser, there’s your brochures, we did, you know, a conference training and then you were up and running. But now we’ve kind of perfected it. We figured out over the last 10 years, that what we know you need to be successful, and it’s a team of experts. So Erchonia has put the money into developing this team, including two executive trainers, a marketing concierge, and all of the external representatives. We’re very involved in your growth of your Zerona business. You don’t buy it and then you’re on your own, we figure out the best ways to help you launch it.

The biggest thing that you can do when you’re trying to get your business started is on your intake forms, you can ask those questions about patients that might be looking at losing some weight. Are you happy with your weights? You can do it in a very non-invasive approach to ask them, you know, if they wanna shed a couple of pounds, or if they wanna do detox, or if they’re looking at, you know, body contouring. So your intake forms, again, remember 50% of your patients are already looking or thinking about doing a program like this. And you have the answer for them that’s healthier than them going out doing liposuction or some of the other things.

We have implemented into the minute you say, “Yes, I wanna get a Zerona, get me started.” It’s 60 days to Zerona success. That’s everything from the training and operations, the business development, the marketing, we’ve perfected it. You don’t have to invent anything. We have a portal, which is on the back end of our website that our marketing liaison, Sarah Bell is constantly feeding and updating that portal, especially with the New Year. Whether you wanna post something on social media, whether you wanna put it on your website, whether you wanna do a print ad, it’s already ready. You don’t have to create anything. You just get with us, we’ll get you that information and get you started, just like this.

So this is a postcard that you can pull from that portal for an event where our executive trainers, either Alyssa Vincent or Greg Mermigas, comes out to do a presentation at our cost. You don’t pay for this. We pay for them to come out to help launch the Zerona business. So we’ve got all these printouts that you can pull from print and start to promote for an event. You’ll find that sometimes one successful open house presentation can pay off your machine, just like Dr. John Wycoff. He was one of the first doctors that stepped into one of our body contouring lasers. And he invited me out to Lansing, Michigan to do a presentation. He goes, “Penny, I’m gonna bring my patients in, I want them to learn about this technology. And can you come out and be the expert for the Zerona?” And I said, “Sure, I’ll come out.” And so what I did is I went out and I think 48 patients signed up, 80 patients showed up. It was standing room only. And at the end of our presentation, Dr. John got up and he said a few words. And what we did is we said, “If you sign up tonight, it’s $999 for 6 treatments. “

We find that the national average is anywhere from $1,000 up to $1,500 for 6 treatments, and then you can build on that based on if they need more treatment. So we told them, “If you sign up tonight, it’s $999. If you sign up tomorrow, it’s $1,200. And if you sign up in a week, it’s $1,800.” We spent the next two hours registering or signing up 49 patients that paid him $1,000. Basically paid his machine off. And if you look at the statistics, if the national average is about $1,000 for 6 treatments, it’s only going to take you about 60 patients to pay off your machine. Just begin and we’ll get into the pricing in just a second. So he bought a second machine two months later because he was so busy, and he’s still going strong with it.

This is a small clinic in Needles, California. So just like Dr. Gair said, sometimes you’re in an area and you think, “I don’t think my patients will be interested in.” And if you look at that audience, you’ll see a lot of baby boomers, and we love baby boomers. They sign up for the Zerona more for the secondary benefits than the initial body contouring inch loss. They sign up because they understand the connection between the gut and the brain, and they wanna feel healthy, they wanna be healthy. And so what Dr. Ruth did is she had the organic food. I did a presentation and we said, “If you sign up tonight, it’s $999. If you sign up tomorrow, I think it was $1,200.” and we spent the next hour processing about 20 patients that signed up for that.

So start the New Year with a new you. Right now, doctors that are looking at wanting to take advantage of New Year’s resolution, people are buying the Zerona today. Because you wanna get your open house schedule because Alyssa and Greg’s schedules are filling up fast. You wanna have the Zerona in place, get trained, have everything ready because realistically, it’s only about four weeks away.

Here’s another one that we did in Wisconsin. Again, they decided to rent a place just down the street. It was a community center and had some organic food. I did a presentation, we ended up signing up a ton of patients that night too. Everybody’s interested they’re like, “How can you?” And we put somebody on the table in the front, we did the one treatment challenge, they lost about three inches. So that was exciting. Some doctors already have kind of like a setup in their clinic where they do talks already. So this was one that was done, we did an evening event at the doctor’s office and signed up a handful of patients there as well.

So we kind of coach you on all of that. If you wanna get involved and you wanna get out to your community, you wanna do health shows. That just kind of shows you take your laser, do the One Treatment Challenge because you can get anywhere from a quarter of an inch. The most I’ve gotten in one treatment, and I don’t do 40 minutes, I just do 20 minutes. The most I’ve gotten in 1 20-minute treatment is about 2 and a half inches. You’ll be amazed and, again, I believe it’s that natural retraction of the skin and that collagen remodeling. And that’s kind of how we do the one treatment challenge. We just focus the energy all over the waist. We don’t do the thighs.

And then you can start to think about, you know, what are different conventions that come to your area or your city? The women’s Expo is really popular. The Total Health Expo, you know, you’ve got the Health shows, the Bridal shows, local gyms. Patients that go to local gyms are already thinking or people that go to local gyms are already thinking about wanting to make that change in their life. So network, so what we did is we connected with a clinic just down the street. And it was through a friend that we got to know, the manager. And we said, “You know, if our patients that are done with the Zerona program, we wanna send them somewhere to start learning how to incorporate movement and working out into their lifestyle. We’d love to send them to you. So in return, would you be able to let us come in and do the one treatment challenge on a Saturday?” And so what we have an opportunity to do is go out to these different gyms and set up on a Saturday from 10 a.m to 2 p.m. And usually, we can get anywhere from 10 to 15 new patients just by going and networking with your local gyms because it’s a cross-referral relationship that you can do, and we can teach you how to do that as well.

So then when you do start to think about your bridal shows, the bridal shows are really fantastic because brides are actually buying their wedding dresses two sizes too small in the hopes that they are going to fit into their dresses by the time they get married. So then when you can go out to the bridal shows, you can set the stage, do the one treatment challenge. You can set bridal packages, I had one doctor got 150 leads at the bridal show. They were doing the one treatment challenge. I told them to promote for like any of the leads that they met at the bridal show, let them know that they’re gonna do a presentation at their office to really walk through the program. So they had 150 leads. Out of those 150, 60 potential patients came for the open house. And out of those 60 patients that showed for the open house, 20 signed up for the program. So you can have, you know, set the stage at the trade show for them to come and to your office to learn more about the Zerona. So we can kind of coach you on that as well.

One of the first doctors that purchased the Zerona laser was back in 2010. And we didn’t even know if doctors could duplicate what we got for the FDA clearance. So this was really important. And this is what we love about the Zerona being able to let you work smarter, not harder. So this doc, he launched the Zerona in his clinic in the spring of 2011. At that time, the clinic was 800 square feet with 3 rooms. After the first ad ran for the Zerona, the patient base tripled. And from that day on, we have consistently grown an average of 25% per quarter. Now, just two short years later, we have an office condo with 2000 square feet with 6 treatment rooms. We have two Zerona lasers, and actually I think he now has four Zerona lasers, along with the rest of our equipment. We are a cash-based business. Remember Dr. Gair shared with us some of the statistics. Insurance is only getting worse. So I know a lot of doctors are looking at options to maybe open a cash business at your office and this is a great way to do that.

Everything in our office has been paid in cash largely thanks to the Zerona. The other compliment to our clinic is that patients that would not typically seek chiropractic care have come into our office for laser therapy and have become chiropractic patients. And then financially, the Zerona has conservatively earned us over $150,000 per year. What I love about the next statement is this is what Dr. Joel said, “Personally, I have been allowed the financial freedom to work 33 hours per week and take 4 to 6 weeks of vacation per year. We are known in the Tri-Cities metro area as a premier laser clinic and are consistently booked out for six weeks.”

Here’s another one. This was another doctor, Greg Mermigas went out to do the open house. And I’ll just kind of skip to the last paragraph, “With the help of everyone at Erchonia especially Greg Mermigas, clinical education coordinator, our open house and launch of the Zerona was far much more successful than anyone ever expected. With Greg’s help of introductory pricing and a call to action,” meaning at the end of your presentation you have to give a call to action. You have to give them an incentive to step up and sign up. And we know how to do that, we know how to do it effectively. So at their open house, they collected $20,000 that night, and within the week following they collected $17,437. Since our launch of our Zerona, his clinic has not only paid off our laser but also seen the start of a future growth in profit. So that’s really great to get that feedback.

Again, we’re a team effort. We have our executive trainers, our marketing team, we are invested in this with you for your success. And we know our lasers, we’ve been making them for 22 years. So here’s some of the pricing. There was a time that the Erchonia Zerona Laser was $80,000. So when we went after the over the counter FDA clearance, we reduced it to make it more affordable for our doctors to step into it. And we impact invented a program that all of our doctors sign a user agreement to make sure that everybody is staying on the same price point. We don’t want your patient to come to you to say, “Hey, Doc, I know you’re charging me $1,000 for six treatments, but I can go down the street to Dr. Smith and he’s charging $50 a treatment. Can you match that?” That is absolutely not fair to the program. It’s not fair to you.

So Erchonia has set the stage to make sure that the consistency of pricing across the nation is gonna be congruent from one doctor to another. And we’ve also set the stage so that we can continue to brand to do business to consumer marketing for you, just like Erchonia had a big billboard in Times Square. That billboard cost millions of dollars. And based on that advertisement in Times Square, doctors that own the Zerona across the nation got business from that one billboard. So Erchonia is consistently doing business to consumer marketing. So just get with your representative, and they’ll explain how that whole program works.

So what Erchonia did is they took an $80,000 laser, they reduced it to $59,900. And they basic…and you get a banner, just like Dr. Gair said, there’s a two-year warranty. There’s less than 1% service calls on our big lasers like the Zerona. That is we have a full-blown service department. Our lasers are built to last. That way, we’re 85% self-contained. We’re American made, we’re right there in Melbourne, Florida. And we’ve also partnered with Stearns Bank. Stearns Bank is a company that has fantastic interest rates. So what you’re looking at here, look at the very bottom line, 6 months at $99. That’s if you qualify. So this is a simple application. That’s I’ll get back the application is not there. There’s a simple application. It’s a one-page application, you fill it out and you send it off to Stearns. You get approved within an hour and then you can see if you qualify for that 6 months at $99.

So let’s say you do qualify for that 6 months at $99. That’s you paying $99 for 6 months that’s December, January actually starts in January. January, February, March, April, May, June, July, your first month of the $1,200 payment is not due until the summer. So let’s say we get you on the schedule for Alyssa or Greg to come out and do your open house. Let’s say you have 30 people in the room and half of them sign up. So 15 patients say because I know the rate of our closing ratio is over 50%. So let’s say 50% sign up, that’s 15 patients that say, “Here’s my $1,000, I wanna get started with the Zerona.” Take that $15,000 and put it into a savings. And now you can make that monthly payment without worrying about it. Now, you’re also tapping into New Year’s, where the Zerona will be busy January, February, March, April with all the New Year’s resolution. And then April’s when kind of like these people getting ready for the summer kicks in.

So there’s a window of opportunity that the Zerona stays very consistent. And we teach you how to do that, of course. So when you look at that $99 a month, and then for the remaining term of the 16 months, your payments going to be about $1,200. So let’s say the average patient pays you $1,000 for 6 treatments. One patient per month could cover your monthly payments. So if you, worst-case scenario, you’re only signing up one patient a month, it’s going to cover your lease to own payments. And this is a lease to own where you pay $1 at the end, and it’s just turned that way. And there’s tax advantages to that too.

And if you didn’t do the $99 a month and you wanted to defer it, they also have a deferral program where there’s no payments for three months. Ellen and Tasha are our contacts over there and we can get you. There’s their contact information. Just take a picture of that if you need be.

Section 179, Accelerated Depreciation. This applies to all of our lasers. So how this works is let’s say the cost of the laser is $59,900. If you fall within a 35% tax bracket, and this is just an example, you now take 35% of the cost of the laser, which is $20,965, you get to deduct that from your income this year. So now, the net cost of your equipment is $38,935. So you can see how now it’s 38 patients that are gonna pay for your laser. So just talk to your accountant about that. They can give you some information.

And then what Erchonia has done to make it even more available for your patients is there’s a program, it’s called Verity. They’ve got a program that they approve your patients 100% up to $1,500. So let’s say you’re sitting down, you’re doing that consult with your patient, and the patient says, “I wanna sign up but I don’t have any money.” Okay, so now you can give them the Verity brochure to fill out. And what that is, it’s kind of it’s in a cloud meaning that when they make the payments, so you set it up, you go to Verity’s website, you set a patient up and the automatic payments come out of the patient’s account and automatically go into your account. So we’ll connect you with Verity to show you how you have this option now 100% approvals when that patient says, “Hey, I wanna sign up and do the Zerona.” So we’ll connect you with Verity to kind of walk you through that program.

This is one of our executive trainers. Alyssa, our other executive trainer is Greg Mermigas. I apologize I don’t have his picture. They are so fantastic at what they do. Alyssa actually ran a successful Zerona business and she was so successful at getting the Zerona paid off within months for the doctor that Erchonia saw this bright shiny star and said, “You know what? We would love to hire her.” I don’t wanna say we stole her. We hired her and now she’s on our team, so she gets to show you exactly what she did. She’s the one that comes out to do your open house. She’s your go-to person that you can constantly communicate with any kind of questions regarding patients going through the program. And she’s invested. She’s invested in this with you, side-by-side to make your Zerona business successful.

Here’s that application that I was talking about. So that’s just a simple application with Stearns Bank. They just wanna know who are you, how long you’ve been in practice, what’s your credit score? And you’ll get an approval within an hour. Now, once you’re approved, it’s really easy. You’ll sign the documents. And then once you sign the documents, Stearns Bank will issue Erchonia a purchase order, and then we will ship the laser to you. And then when we see when the laser is going to arrive, that’s where Alyssa steps in and she starts to get you up and running. She’s gonna figure out who your Zerona champion is at your clinic, to make sure that they’re properly trained to do what she did at this other doctor’s clinic. So she’s gonna teach you how to do all of that.

Again, there’s my contact information. I don’t know if we had any questions. Let me just take a look here. One of the questions, the warranties, I think I answered that. Again, Erchonia has a two-year warranty that’s built into any of our laser sales or purchases. Let’s see what other kinds of questions. Oh, Dr. Gair is available for questions and answers. One of the great things about Dr. Gair is that just like all of our speakers, and again, we do 100 seminars and webinars per year so that you have access to our speakers. You have access to our representatives, you get to see how they incorporate the Erchonia lasers into their practice.

So we also have laser modules that you can tap into that are archived and some of those are with Dr. Gair. But you have access, you know, if you have questions for Dr. Gair, I know he had to step back in with patients. If you have questions for Dr. Gair, just go ahead and email me those questions at the bottom psneed@erchonia.com. We’d be happy to answer any additional questions that you have. I know this webinar went long sometimes. We just have so much information that we want to get to you that it does take a little bit longer. Or watch it again. You’ll probably pick up some new information every time. So please let us know how we can help you get started with the Zerona laser.