Transcription

@0:00 - Gabriel Flores (The Shades of Entrepreneurship)

Hello everyone and welcome to the shades of entrepreneurship.

This is your host, Mr. Flores. Today, I'm here with Camilla Moore, which I'm actually really excited about. We were just talking earlier.

We're going to talk a little bit about the healthcare space, but not too much, not very quickly.

In fact, Camilla, the first thing I would like to do is go ahead and introduce yourself. Who is Camilla Moore?

@0:38 - Camilla Moore

I'm excited to have this conversation with you. I am a doctor of prior practice. I've been practicing for 17 years.

Had my first business, which was my practice. That was a multi six figure business sold that in 2018 and to work for a big healthcare company here.

And have pivoted to doing stress. management burnout trainings and got a board certification and I teach and coach mostly online and do workshops in the local area here.

@1:10 - Gabriel Flores (The Shades of Entrepreneurship)

Nice. Now, where is local area?

@1:13 - Camilla Moore

So I'm outside of, I'm right outside of Providence. I mean in Rhode Island, like everything's just like a little outside of Providence to be there.

The biggest joke here, like if you have to cross a bridge that it's too far and there are and we're just a bunch of islands.

So you don't travel very far. So I'm, we're right near Brown University. A lot of great resources in the South Coast, about an hour south of Boston, about three hours north of New York.

@1:42 - Gabriel Flores (The Shades of Entrepreneurship)

So it's a great little spot. Yeah, no, I actually went to school up in Syracuse up there in Northern New York.

I think people don't realize how like New York, they kind of generally think the big city. But once you kind of get out of Manhattan and Brooklyn and you kind of go up north, folks, it is like farmland.

It's like, it's like very much like Oregon. It is massive.

@2:02 - Camilla Moore

New York is actually a massive state and they have a favorite woods to hike and the Adirondacks are there.

And they have Lake Placid, which was where they held one of the Olympic Games. all of those resources is still there.

But there's also the whole Finger Lakes region, which is where my chiropractic school is near Syracuse, where it snows all the time every day, no matter what.

It's like the cloud cover comes in in like October and it leaves in like mid April.

@2:30 - Gabriel Flores (The Shades of Entrepreneurship)

Yeah, I like the first term at Syracuse.

@2:33 - Camilla Moore

I was an absolute like culture shock.

@2:36 - Gabriel Flores (The Shades of Entrepreneurship)

I like my boots were like like they could have withstand like negative 300 degrees. was like, what is going on here?

No, very, very, very cold up there. So Camilla, tell us a little about your, you mentioned you're kind of in the wellness practice game.

Tell us a little bit about what you're currently doing and how do you get into it?

@2:54 - Camilla Moore

Yeah, so I am currently, I do my, my business is online. I teach what's called the smart program which was designed and developed and studied out of Mass General and Harvard Medical School.

So I'm a clinical teacher for that so I teach that online either in groups or one-on-one coaching and I'm developing some other low that's a kind of big program but I'm also developing some shorter smaller lower ticket items for people that just want to stop letting their success get in the way of their success or their stress get in the way of their success and so that's mostly what I do now I also do workshops in the local area so I I do guest lecturing at Brown Medical School I do a lot of work with some of the non-profits in the area and some corporate work as well.

@3:43 - Gabriel Flores (The Shades of Entrepreneurship)

Yes and I'm very familiar with the smart and folks I'll probably actually write a blog post about smart because this is actually it's a really cool way to be kind of think about a problem so check it out at the shades of u.com make sure you subscribe to that so tell us a little bit about more about the smart process.

@4:00 - Camilla Moore

Give a folks little background, a little overview. What is it? So there's two, when we say smart, there's two commonly used acronyms for that.

One is like how you set goals and the smart goal format. And we actually use that in the smart program.

The smart program that I teach is it's called stands for stress management and resiliency training. And so that is a whole program.

But one of the things that it's all an evidence based program based on stress management and resiliency training. But in order to change behavior, we change mindset.

And one of the ways that we change mindset is by using tools like the smart, smart goal framework, where you set specific manageable actionable, reasonable and time based goal to get all those.

And so that's one of the tools that we use within that program. But in a big picture that, you know, using those smart tools.

It's just a great way to remove a lot of barriers that go from idea to execution, and so it allows you to think through a lot of the barriers when like, when am I going to do this?

How am I going to do this? this a reasonable expectation? Is it specific enough to do? And so it's a nice little framework to apply to a lot of different things, especially in business, if you're trying to go from point A to point B.

@5:25 - Gabriel Flores (The Shades of Entrepreneurship)

You know, one of things you you're kind of focusing on is the healthcare industry working with, you know, healthcare professionals.

you know, folks, I got to be honest with you, I've been in the healthcare industry for over two decades now.

And there is a real issue with burnout. And I think people also don't kind of forget, understand, or maybe don't make this realization.

But most providers are entrepreneurs themselves, right, private practice clinics. Even ones that are actually employed by an academic medical center, they still are kind of asked to kind of go and generate their own business, build their own programs, you know, identify their own research, write their own career.

And that's kind of why my role is really important because I'm that kind of communication conduit between our internal providers and external providers.

But talk about the importance because, folks, going tell you again, a statistic that I know because I'm in the healthcare world, but unfortunately in the United States, we lose about 300 providers to suicide on an annual basis.

That's the size of a graduating class at Oregon Health Science University. So on an annual basis, we lose about the size of a graduating class at OHSU.

So tell me, come and get in depth about why it's so important to address burnout. But more importantly, why is it so important within the healthcare profession?

@6:36 - Camilla Moore

Yeah, it's that is such a huge topic in conversation. And when you put those numbers in the context like you did, it really is like it's a wow moment.

And that's really remarkable. The reason I actually worked with the Dental Association here in Rhode Island, and I'm going to answer your question in a second.

But the way that I got into that, group was they lost a dentist last year or two years ago to suicide and it's a close-knit group here and it just rocked them like still to this day you can see like when we do presentations and we do workshops like it is still very much on the surface level and so when we studied burnout burnout started being studied in the 70s in the 1970s and it really was specific to caregiving professions like you know physicians and nurses and they noticed that people were starting to have a series of symptoms basically where they were exhausted, fatigued, they were unmotivated, were very cynical and this was just very uncharacteristic of that type of provider and so when they started really looking into it what we realized with burnout is it's very different and stress.

There's three different definitions that might be worth just taking a little bit of time and looking at and clearing up just so we can identify what we're talking about.

have regular acute stress, we have chronic stress, and then we have burnout. There's a lot of overlap here, but they are three separate and distinct things.

Acute stress is a normal physiological response. That is, we have 195 here, so you're driving down 995 and you get cut off, you white knuckle it, your heart rate goes up, your breathing goes up, you start sweating a little bit, then you're able to go back to baseline, the guide keeps passing you, and your body goes back to baseline.

And so you're able to have a normal stress response, something that was dangerous, that you perceive to be dangerous, it heightened your awareness, and then you were able to resolve that and recover.

Chronic stress is when you have multiple acute stresses and you don't have the ability to recover fully before the next one hits, or you have a big traumatic event and you haven't had enough time to adequately recover.

And so that's where that happens. days, over weeks, over months, over years, and that's where we see our chronic disease come in.

We see an increased risk of cardiovascular disease. We have an increased risk of mental illness, like depression and anxiety with sleep disorders, because we are in this heightened alert all the time and we don't have enough time to recover.

Burnout is very different. Burnout is an environmental issue. Burnout is when you are giving of yourself, you are giving of your energy, and that is neither seen, heard, appreciated, accepted, or valued at all.

And so it's more about us and who we are, and that we are giving to that, you know, either a workplace or a relationship, and we just don't feel like we are being seen, we just don't feel like we are being heard.

And it doesn't matter that it's us doing the job, it just matters that we are doing a job. And so when you apply that to physicians and you apply that to the healthcare field, you can see that in the language that they use.

it doesn't matter that I'm here. I'm replaceable or you're replaced. When you actually hear people say that the employers will say this, it's like, you know, I am exhausted all the time.

What's the point, you know, and you can see this with infighting within, you know, different within departments, and you see it coming out in very negative ways.

But it's because they are being expected to do physicians. The number one issue when it comes to burnout is the administrative tasks.

That is the number one. It's not patient care. It is not being a doctor. It is the administrative tasks that go along with it.

And I know that people are outside in a healthcare field, they hear this and they think, oh yeah, every job has that.

I don't know if it's you're able to appreciate how much time your doctor is actually taking to do notes, to do referrals.

to build medications, and they don't have enough time. And the EHR softwares that we have, they base productivity, and they base efficiency based on clicks.

How many clicks does it take to get this patient from intake to outtake? And so that takes a lot of time.

when you're seeing 30, 40 patients a day, that adds up very quickly. And so, you know, I know when I was working in the, I worked in the lifestyle medicine department here in the hospital system, and so it was an interdisciplinary office, and the primary carers would be doing notes at 11 o'clock at night on a regular basis.

And so those are the things where they're like, this is not doctoring, this is not being a physician, this is really administrative task, and it gets very draining very quickly.

@11:56 - Gabriel Flores (The Shades of Entrepreneurship)

Yeah, folks, for those that are just listening on the audio version, I'm over here just absolutely. not my head consistently agreeing with everything because unfortunately, as much as the electrical health records, you know, like Epic is kind of the beast is relatively like 60 to 70 percent of the market share, right?

And to to Camilla's point, it really is about the clicks, right? How many times so we created, we created dot raises, right?

So I can put in dot progress, no, and it's going to basically create me a template for progress, no, but then then we start to lose that human element.

So what I mean by that is a provider goes into a clinic office and and they're having a conversation with you, the patient and the family member that's with them, but they're actually focused on their computer typing up that note, you kind of lose the patient interaction.

So what then what happens in what's a downstream effect? Well, then that patient goes home and says that the doctor was horrible, gives them a two star and that those stars are now visible everywhere.

That doctor starts to stress out because they were actually focusing on writing their notes because they had a maybe their child has a rehearsal that they're trying to get to.

Well, now they're realizing that I actually can't sit there and type on my note during the clinical visit. because I might get being from my reviews that are public.

So now I'm now focusing on the patient conversation, right? Really focusing on the patient. Well, now what's a downside effect to that?

Well, that means after clinic, I'm going have to write up that note, right? to Camilla's point, there is a lot of administrative things that I think people don't really understand that goes behind the scenes.

New medication that come down, new guidelines. have to have assertions, have to have about 160 hours of continual medical education, family medicines are about 120 on an annual basis.

And then again, you're constantly seeing, like Camilla mentioned, 20 to 30 patients in a day, administrative is like, hey, well, we got to turn those beds.

What's the length of stay? I need to return on investment, all of these things. And then the last thing, it's like, well, we're still cared about the patient.

I must admit, folks, I'm in business development world and sometimes it is topical to go in the conversation to a provider and talk about business.

And so I try to level set with some very, very beginning of the conversation and say, listen, I'm talk a lot about, you know, return on investment.

going talk about volume. I'm going talk about, you know, trends over it. really want to make sure we understand that statistics are human beings with the tears wiped away.

And so we really level set ourselves, like even though we're talking about revenue drivers, we're talking about downstream revenues, retirement relationships, the core, the crux of what we're doing, our true north has to be involved with the patient, the family, the care, the providing, and there's a lot of things that come down to it, right?

The different devices, the different research models, clinical trials that are open to make sure, you know, some of those clinical trials do not go well, right?

some of them do not have a good outcomes, and unfortunately, I think I would, one first and foremost, every single patient that's been on a clinical trial, thank you very much.

What you have done for our society is huge. Those individuals that donate their body to science, the body donation programs, thank you so much for your donation to the family members that are part of those.

Thank you so much for allowing us the moment to study. use bodies and learn about the human anatomy. Because without those opportunities, folks, your health care is not going to move forward and it's sad but true.

And providers are on the front line trying to understand all the differences. If you look at cancer right now, the amount of things that are going on in the cancer world with CAR T immunotherapy is absolutely astounding.

The last five years in cancer have been, I'm getting goosebumps honestly just talking about it like truly the amount of innovation and things of that nature has been just remarkable.

So take a moment to thank your providers, take your nurses, your PA's, your MA's, these are individuals, their moms, brothers, cousins, aunts as well.

And they also are stressed, right? think the pandemic also heightened that stress with the lack of trust that the health care industry faced due to a lot of misinformation will be completely transparent folks.

There's a lot of misinformation. So, so make sure just, you know, thanks some of these people sometimes. Now, Camilla, you mentioned you're kind of

in the healthcare industry, you're working with the large corporations, and then you eventually pivoted over to this, you know, coaching kind of.

What was that crux like? made you what why how did the decision come about?

@16:13 - Camilla Moore

So, actually, COVID had a lot to do with it. You know, my I'm a chiropractor by train. We, you know, we do a lot of holistic stuff, but you know, my family is made up of healthcare providers and my dad's a PT, my mom was a nice you nurse, my sister's a PhD nutrition.

So, we're all over, you know, the the board here. And I think I'm with you like eight of both of my parents have had cancer and we went through a lot of fertility treatments like I owe my family literally my family who modern medicine.

And I it is incredible just seeing you do mention the cancer like just seeing how it's changed with my mom and her breast cancer over the past five.

of years and the recommendations, and she is a phenomenal oncologist. And it is so incredible how minute they can get down to diagnosing dancers.

@17:13 - Gabriel Flores (The Shades of Entrepreneurship)

Down to the jeans.

@17:14 - Camilla Moore

Yeah, down to the jeans. And it was such an education to go through that. And I know my mom as a former nurse was like all over it.

But I actually forgot, oh, how I chose this. And so anyway, so I was working for the hospital system and in the life of medicine department, COVID hit.

And at the time, I was pregnant with my son and I had him in the summer of 2020. And it was exhausting.

know, we actually stayed open. Our little department stayed open and I'll set the stage for you. You shut down in March of 2020.

so I was at this point, know, I was six months pregnant. And we had a small little department. Everybody else went remote.

Except for us and because you can't do chiropractic remote and and so we really stayed open because at the time our hospital system was furloughing people they were laying people off and it was very expensive so we were still generating enough revenue.

We were seeing fewer patients but nobody could go anywhere else so for our specifically our chronic pain patients they were still comfortable coming in and so we were able to continue to move forward.

And not have to furlough employees and we were self sustainable and we were actually profitable. But then after I came back from attorney leave it was just exhausting and it was yes that what was most exhausting was the day to day trying conversations with the misinformation with trying to you know help people understand like what it is.

And that took a lot of mental energy to be able to listen to people and help guide them and I think the

First vaccine that was offered here was at the end of December and I got mine like the second week of January.

I was just like sign me up and and but that kind of carried through like that exhaustion kind of carried through and then there was a shuffle in our hospital system as there is we merged with another group.

And so I had the opportunity to continue to go and either go back in private practice work there or jump into this and I had already got my board certification in life so medicine had decided that was going to do stress management as a specialty.

It was well on my way to getting my certification mass general and so I just jumped and it's been great.

It's really been great. I have a lot more flexibility with my son. He's four and a half now so he's in preschool a few days a week.

so I'm able to pick him up and bring him home and still have that time. and still be able to make the money and then really enjoy what I'm doing.

@20:05 - Gabriel Flores (The Shades of Entrepreneurship)

It's interesting, you know, I always tell people healthcare never sleeps, you know, even in the pandemic, it was one of those industries that you really couldn't close the door 24-7 because you do have patients at chronic pain.

If you're having patients that have infusion that need to come in and get infusion, you mentioned your mother with breast cancer 10, 20 years ago, that was a death sentence for a lot of patients.

now the survival rate is like 80, 90%. It's very interesting. even the vaccine, the ability, you know, for folks that are, you know, misinformation, I want you to make sure you go back and understand how that really occurred.

It was really almost every single researcher and scientist in the entire country really focused on that one disease. And it was actually because of all the research through AIDS and HIV that they're able to get to that point.

@20:55 - Camilla Moore

So, you know, thank you, Dr.

@20:57 - Gabriel Flores (The Shades of Entrepreneurship)

Fauci. I'm Tom. I'm sorry. Um, listen, I, I did not vote for this individual, but I also want you guys to go back to figure out who funded all that, okay, the, the moonshot and all these things that occurred, um, I don't care what your political view is, again, I didn't vote for that guy.

I'm, I'm the West Coast. I'm very liberal, but that, but nonetheless, uh, that was still funded by, you know, uh, an individual, actually another person who unfortunately did also provide misinformation about the vaccine yet was also a benefitter of, of the vaccine as well.

So again, make sure you understand like what are the, what's going on and also the history of it because these things, they didn't just come out of nowhere.

You know, this was decades of learning, right, decades of learning.

@21:39 - Camilla Moore

Well, and it wasn't just the US that was working on it. was doing a lot of the research that we were piggybacking on too.

Um, I mean, the whole world was affected by this and, um, but yeah, it was really remarkable how the entire science community was able to just zone in on this one thing.

And I, and I'm not sure, you know, because we didn't go through Um, a lot of the, you know, the, the 19, 15, 19, 18 flu, like we didn't go through that.

We never really experienced this. So I think that we didn't really appreciate how incredible it was that one, they were able to come up with one, two, that it was so effective and three, they were able to get them out to people so quickly.

@22:20 - Gabriel Flores (The Shades of Entrepreneurship)

Yeah. No, I completely agree. It was, it was really remarkable the, uh, efficiency of it, um, and that again, the entire world kind of coming together to really solve one problem, uh, or really one mass problem, which is pretty much entrepreneurship, right, uh, the goal is to identify a problem and then like you did, uh, I think it's very unique that you essentially in the pandemic, you identified profitable industry and then you jumped forward.

Now with that said, tell us about that transition. What were some, what were some of the difficulties of transitioning from being, I have a consistent paycheck to now I'm inconsistent, I'm an entrepreneur, kind of eat what I kill, kind of thing.

@23:00 - Camilla Moore

Well, I had my own business before. I'm, you know, I'm comfortable with that kind of unknown. I also have a very supportive husband.

I will say that is, I think having that partner is key. And he's able to support us for the most part.

know, we definitely scaled back a little bit, but I couldn't do this without him like being my cheerleader and just saying like, you got to do it.

Because he also saw like how burnt out I was from all of that, but it is a very different approach.

When I shifted from selling my practice to being a salary to salary to employee, like, you know, it's still a 1099 employee, but my contract was such that I had a consistent income.

It was at the time it was a breath of friendship because there is such a stress with you don't work, you don't get paid.

I never really had a paid vacation. Even my maternity leave, I work extra for to be able to have that and so it's not an unusual situation for me to be in but it still is very motivating and my approach to entrepreneurship is it becomes less about the money one of the one of the lessons that I learned in practice was if you make your business about the money it's always going to be about the money and you're never going to have enough you just never will have enough but if you can emotionally detach from it recognize that it's an accounting part of your business and it's numbers and focus on providing a great service at a reasonable fee and having wonderful customer service then you're not ever going to have to worry about the money it will just come in and so but and the second and it and that's you need that reality check every now and because it's tough like I I quarterly taxes are the bane of my existence um you know you just

It's huge check and all of a sudden like the operating account drops and June especially because like you've got quarterly and you know two quarterlies do and it's always easy to just get into panicky mode with it but that's what I remember is one run the right path.

Two you're always going to have what you need and three double down on the service and provide that service and if you need to if you that extra care go do volunteer work that's in your in your in your and just go out into the community and start remembering why you're doing this and the money's part will just dissipate.

@25:42 - Gabriel Flores (The Shades of Entrepreneurship)

Yeah that's a great point you know one of the things we do pretty consistently with our non-profit we have a non-profit you know founders again folks you want to learn more about this check out theshadesb.com I got blog posts on it but one of the things we really try to encourage our entrepreneurs and when we're starting to coach them is really focusing on your true north.

What's your value? proposition because their entrepreneurship has some difficult times. There's some difficult days or some lonely nights and very long e-beans as well.

And it's going to be your passion that's really pushing you forward through those difficulties. so remembering what is it you're doing it for?

To Camilla's point, if you're doing good service and you're doing right, and this is what I tell folks in the healthcare industry, if you do right by the patient, it's going to support your bottom right, if you have good outcomes, if you have good services.

And now in the healthcare industry, actually truly your reimbursements are based on your outcomes and how well you treat people and your patient satisfaction scores.

So now there's actually a financial incentive for us not only to provide quality care, but do it in a way for individuals to care for and about.

So it truly is imperative that you actually have good service, but that's all for your differentiator. You know, creating a good service is now that's your differentiator because you

@27:00 - Camilla Moore

outstanding and it's a very you know good service is hard to duplicate you know that's that's one thing I'd say and we talk about burnout and one of the one of the foundations of prevention and recovery is finding as you called it that true north and making sure that you know because remember what we said it's about when you're giving of yourself and it's not being seen or heard and so you have to also make sure that you haven't lost sight of that what is your primary mission statement and I having a mission statement no matter how small a business you are that's your reminder because it is so easy to veer off course and you need to have that that reminder of like this is why I am doing it this is why I'm doing it and so those two things go hand in hand and that's where the other aspects of it too are you know having your having your team in place right you need to have your people that you trust your good accountant an attorney your malpractice like you have to be able to not

Worry about those things don't do it by yourself pay the money be the professional and have somebody to do that for you Because you need to be able to focus on what you are doing period Yes, I completely agree.

@28:13 - Gabriel Flores (The Shades of Entrepreneurship)

I'm learning that with the podcast quite a bit where I'm really starting to outsource things that this one It takes up time And two I'm not really good at it, you know, it's it's nice because I'm going through the process and learning it Okay, now I have like a baseline knowledge, so I know if it's good quality or bad quality at least right But at the end of the day, I'm like I got an outsource these things So I can focus on what are my core competencies and one of the things you mentioned Camilla is is the mission statement I even have my own personal Emission statement What is in brace growth seek knowledge lead with purpose?

So that's what that's that's my own mission statement So folks like again, that's something I have it here on the whiteboard I look at the whiteboard on the daily basis and it's something I try to Really kind of ingrain myself in so when I am having those, you know

bad days. kind of look up there. like, hey, embrace, embrace the growth, seek some knowledge, right? With purpose. Because it's very easy to, you know, running the nonprofit sometimes people have different visions, right?

We have board members and have different visions and sometimes those are crucial conversations that are that are had. And as a leader, it's imperative you kind of have to take a step back before you respond to certain things because you want to lead with purpose.

You want to have a communication that doesn't really offend anybody but also make sure we're moving forward together. You don't want to necessarily be a leader that's kind of segregating folks.

You want to be a leader that's truly leading and pushing people in the right direction. And sometimes that's not your direction.

You know, and so I think that's where the mission statement, the value proposition coming up plays. Because if you start to veer off what your true values are, it's that mission statement that's kind of bringing back in.

You know, are we going a little too far? Is it within the scope of what we're trying to do?

You know, and so Making sure you're true to yourself is very, very important. And again, I love the idea of creating a mission statement, whether you're an organization or a small business or an individual like myself, having one is important.

Camille, you mentioned actually this is your tech, or you've actually done it entrepreneur and never before. What was your first business?

@30:20 - Camilla Moore

Yeah, so I started my private practice. And I started that like late, think it was like 2013. And had that for five years before I sold it.

And when I started that, I was coming out of a very toxic environment. I lost a lot of money.

And so I had to actually start day one and go. Like I was on the ground running day one.

I just did have no room for stress, no room for that overthinking, room for. And so I decided that with this new chapter, I was going to start making every decision based on my

intuition. I was really going to listen you know and this goes hand in hand with what you're saying with that mission statement is I knew what I was doing and I knew why I was doing it and that was my compass and so I didn't have time to overthink about you know this chair or that chair or this EHR software or that EHR software.

I didn't have time because I needed to start seeing patients getting revenue in and it was an incredible lesson in stress and anxiety and overthinking and also in just trusting your intuition that you are going to get there and it is already okay and so I had that business for five years I sold that in 2018 and then went to work for the hospital system here.

@31:47 - Gabriel Flores (The Shades of Entrepreneurship)

Let's talk about how you start the business because the one thing you're in the health care space so it's a little bit different right you're you're marketing tactics and your branding text are little bit different so tell us a little bit how you actually grew your business.

@32:00 - Camilla Moore

How do you target your who is your target audience one and how do you reach them now?

@32:05 - Gabriel Flores (The Shades of Entrepreneurship)

We're back then Let's do that.

@32:06 - Camilla Moore

Let's do our business right now. So one of the things that I learned from my first business was I I'm a specialty service now, right?

I'm very niche I do stress management and burnout for usually high achieving professionals that are looking to Off their stress from getting them to the next level, you know or helping with that work-life balance we work with a lot with men entrepreneurs and small business owners and I Learned I've learned in my first practice Totally lost my train up there I told you we're talking about how you market and brand to your customers.

Oh, yeah So in my in my private practice, I was specialty. did a lot of soft tissue work I had a specialty certification in

biofascial release. So I did a lot of work with sports injuries and repetitive use injuries. So I opened my first office in the gym and so made some great connections with the business owner of the and they had four different local gyms with the trainers.

I got some great relationships going with the trainers. And so it was like shooting fish in a barrel, you know, because I was being able to offer the services that they needed right there in the gym.

And so I started with just one room and because I was specialized, there was nobody else doing what I was doing in this area.

I would also volunteer at road races and bike races. And so I would just do like a quick assessment at the end.

would just, you know, set up my portable table. Again, you know, my trusty husband and and our dog, we would just go and set up a tent.

And I just offer like a quick little evaluation and we do some soft tissue work. And then I would call them the next day and just say,

look, you know, just wanted to follow up, see how you're doing, which is one, the responsible thing to do.

And two, it also was a second level of connection. And I just said, you know, if you need anything else, we're here.

If you'd like to make an appointment, we can finish working on this. And I had great results from just that.

And, you know, our goal was with about 10 new patients a week, which is high, but we did it, like every week we didn't.

it was just a lot of hard work in that sense, but you have to be smart because the more you understand who your niche audience is, the easier it is to go after them.

And so now I do the same thing. I podcast where entrepreneurs are listening. do podcasts where female entrepreneurs are listening.

know, I do talks at the medical school, you know, I go to where my people are. And that being able to understand.

And again, it goes back to that mission statement, identifying what you were doing. who you are doing it for and how you are going to do it.

And the more clear you are on that, the easier it's going to be for people to find you. And that's the mentality is like, they're there.

They need your services. People need your services. You just have to tell them that you're here and then give them a very easy path to get to you.

@35:22 - Gabriel Flores (The Shades of Entrepreneurship)

Yeah, yeah, folks. mean, I think nobody's going to brand for you. Nobody's going to market for you. And one of the things, Camilia mentioned a few times now, real quick, shout out to all the significant others out there that are allowing us entrepreneurs to do all this great stuff.

Without you individuals, truly, my wife in particular is, I stress really refer to her. She's definitely always there and has my back.

I really do appreciate all the significant others. Now, with that said, another thing you mentioned was going out to different events and actually providing free services, free, know, quick 10 minutes here, 15 minutes there.

That's, you know, folks, that's a very good stretch. for any business, you can go out to makers marks, you can go out to farmers markets, you can go out to Saturday markets, you know, there's all these opportunities to do things.

And again, the strategy, I really like the strategy going to where your your target audience may be, right, going to a high stress race, right, after a marathon, people are a little stressed or tired, they got that some pains, right.

I would, if I recommend one of the individuals I've been working with and coaching is making out some lotion, like, you know, you should go to one of those, like the wedding, the wedding shows at the, they have like, you know, they sell those, yeah, the expos, I'm like, go there with the lotion, send a sent out a bunch of free samples, there'd be women there, that's your target audience, give out free samples before you go out and buy a 10,000 units of lotion, let's make sure you're, they work, right, make sure you have a audience.

And one of the things too, folks, is making sure that it's a value of them, right, whether it's pain relief, stress relief or a product or service, make sure it's a value and then the service needs to be great.

Hey, that's that's kind of your bed and butter and I'm going to add to that too.

@37:03 - Camilla Moore

If I may, because it's not just going out and getting, you know, going out to races for me or going out to the wedding expose, you also then have to be smart because you can't just let them go and think they're going to come back.

That bottle of lotion should have a QR code that goes to your website or goes links to, you know, your email list or something that you want to capture their information before they leave.

And so that's one of the other key that if you are the one that's initiating the conversation, if you are the one that's initiating the emails, that's the position that you want to be in, because then you can control the narrative.

But that's why, like, nobody everybody signed up. Like you also had, you had to put your name and your email address.

I didn't ask for phone numbers. That's what I did ask for phone numbers because I did call them. But they didn't have to.

I would email them, but you want to have some way of contacting them because it's a lead. And if you're just going out and giving your stuff away for free,

That's where it's not worth it, but if you're getting their information back and over time you can send them sales, you can send them newsletters, can send them new things in your office, you don't know what they're going to need down the road.

And that was a great lesson I learned. You know, we don't people come in like a year after that I treated them at a race, you know, and I totally forget who they were, but then have to pretend that I did it.

And then they'd be a patient for a while, you know, and the best thing that they could do is to go out and say good things about you.

That was always my goal is to just, you know, regardless of whether I could help them or I ended up referring them out somewhere.

I wanted them to have a good experience and be able to say good things about me and my office staff.

@38:50 - Gabriel Flores (The Shades of Entrepreneurship)

Yeah, and folks, Camilla, essentially what she's highlighting is the marketing funnel, you know, this is actually something I wrote about.

By all means, check it out on the shades of e.com. Make sure you subscribe to the newsletter. You know, they're marketing funneling the importance of that news of the the email, right, is to get them to that newsletter.

So then you kind of have a point of contact because essentially, as Camille is mentioning, one, I want to get that point of contact to now become a customer, right?

One that actually comes in my clinic, get services. then after they get those services, you want to make them a loyal customer.

Camille is mentioning, now they're going out there and they're talking about your service. Now, you know, that's free marketing advertising, you know, one thing I would recommend, folks, if you guys are doing like a trade show, just like Camille is mentioning, if you have the opportunity, another cool thing to do is think about like giveaways.

So if you have like a product or service, like, hey, the way, leave your business card, your name and email, we're going to give away a free massage or we're going to give away this free product, right?

But really, the end goal for you is to capture as much contact information as possible. So you can put it in your CRM, your customer relationship management tool, whatever you use, right?

And then you can kind of begin to follow that customer because at the end of the day, the costs of a new customer.

@40:00 - Camilla Moore

or supersedes the cost of retaining the customers. So once you actually get that customer, like the things I mentioned too, if you go onto the shades of view.com website and you go to the shop right now, and you put a sweater in your shopping cart and you don't purchase it, well guess what?

There's a little trick for you folks. If you actually put it in your shopping cart and you walk away, well, a couple of days later, I'm gonna send you a discount for that shirt.

@40:20 - Gabriel Flores (The Shades of Entrepreneurship)

So our sweater, because I want you to purchase it, right? I'm trying to take you from evaluating the product to purchasing the product, right?

And that's all about that marketing funnel. And then once you purchase the product, I probably shouldn't do an email.

Hey, did you like it? Could you write a review on Google for me? Would love for you to write a Google?

give you another 10% offering next item, you know? Because again, now that Google review, it's not only gonna go on Google.

I'm gonna put that day thing on my website too and say, hey, by the way, in 2025, this person said this about my product.

So again, it's continuously building up that brand. And I really liked what you're mentioning is, you know, you have to be smart about it.

It's not just that. I'll you know, mark it in in the shotgun approach. Exactly. Exactly.

@41:04 - Camilla Moore

Now, go for it. Um, you had mentioned something, um, three o'clock in the afternoon. So I've been up since 4.32.

Uh, because that's what you guys talk about, like, you know, being a mom and an entrepreneur, like that's what I get up to get my workout in.

But it's, it's one of the main shifts from looking at, at through the lens of an employee versus an entrepreneur is looking at currency and value.

And so there's a difference between cost and value. And that's where going back to what, what you recommend, which I also recommend of having your, your team of people, your accountant, your attorney, you know, your insurance guy, there is a cost to having them, but there is also a value in peace of mind of if something God forbid does happen, that you are covered, that has a value in And so when you're talking about going through

at an expo or I did business expos as well. are looking at that and saying, okay, this is gonna be four hours on a Saturday.

Time is the most valuable currency. So if I am going to give four hours of family time to my work on a Saturday, what am I going to get back from that?

And so that's where you can start looking at the difference between cost and value. What are you getting out of it?

And time is a currency, money is a currency, but also your expertise is a currency. That doesn't necessarily come away for free either, because everybody wants something for free, but you have to look at that free gift that you're giving has value to them.

And that shift is very powerful because it allows you to be less afraid of the money part and be able to make the smart decisions to grow.

@42:55 - Gabriel Flores (The Shades of Entrepreneurship)

Yep, yeah. you know, a great example of that is the cell phone care. right now. I mean, how many times you see a commercial either for AT&T or Verizon or whoever it is.

Hey, you come jump on our service plan and you get a free phone, this $1,000 phone for free. That's a value, right?

And then the other part comes in when you start to try to cancel your subscription. Now it's like, wait, wait, you leave, I'll give you another 50% off and I'll give you HBO Max and all these other things.

Because again, the cost of a new customer is to retain a customer, amount of money it goes in to actually get a customer into the door and a purchase right is very high versus the amount of money to retain them.

So think about that as you're growing your business down. Camila, who would you define as your your primarily target audience and then how to individuals contact you if they're interested in their services?

@43:43 - Camilla Moore

So my, my ideal client, my niche is people that are in their 30s, 40s, 50s that are either high, know, professionals and their high achieving professionals or small business owners or entrepreneurs that are really looking.

to go to the next level but know that they are either too stressed or they're afraid of being burned out or a lot of my clients are women where they're trying to do this work life balance thing and it's just not working and I've been through that myself I know what that's like but if you are trying to get to that next level and you're not sure how to get there and your mind is getting in the way your stress is sitting in the way those are the people that we're looking for and if there's some sort of fear that's what we're going to address because at the root of all stress is fear and so we have to start addressing you know what is stressful and why before we can actually start fixing it so those are those are my people and so most of I'm on LinkedIn and I'm also on an Instagram a lot I'm an Instagram you know daily Dr.

Camila Morris my handle they are and you and and there's a lot of great information there. And you'll be able to sign up for the courses that I have there too.

@45:04 - Gabriel Flores (The Shades of Entrepreneurship)

Perfect. again, folks, all of this will be on the Shades of Entrepreneurship. So check out the Shades of E.com.

Make sure you subscribe to the newsletter. We'll have more information. And yes, I would highly recommend people look up the anger iceberg.

That's that's one thing I've been going through myself and understanding of the anger is actually there's a lot of underlying emotions that cause anger and so identifying what those underlying emotions are.

And then now I'm sorry to go back to even further like, okay, well, what is the root cause of these underlying emotions?

again, folks, nobody's perfect. I'm probably more transparent on this podcast about my own mental journey and physical journey than I am with even with my own family.

And so family, if you're listening to this, you're welcome. I'm very open and honest about what I'm going through.

But it's important because I'm just not trying to create this podcast for myself and to become famous. That's not the case.

I don't think I'm going to get famous on the podcast anytime soon. But My goal is to kind of try to help our community and really use my own life experiences and my own personal journey and saying, listen, I'm also going through this to nobody's perfect last person that was perfect walk on water and the world didn't treat that individual too well, apparently.

So, so maybe, maybe perfection isn't something that we really want to achieve anyways. And again, those social media handles.

You know, those, those perfectional social media, again, perfection is also impossible to obtain. So don't judge yourself in the perfectly curated social media channel, because it does take a couple of takes before we post some of those things, because we want the best, right?

You want to be perceived as the best in community, but personally take moments to ask people how they're doing.

Feel free to reach out to me. also on LinkedIn. I'll make sure to connect with you on LinkedIn. And, but yeah, feel free again, talk to each other, make sure everybody's good.

Now, a website, where can people learn more about your business?

@46:56 - Camilla Moore

They can go to the wellness cabinet.co, which will probably be redirected. into Dr. Camilla more soon. But either one of those, if you just Google my name, it will come up.

@47:06 - Gabriel Flores (The Shades of Entrepreneurship)

But the wellness cabinet is the name of my business. Perfect. Again, folks, all this information will be available on shades of e.com.

So make sure you subscribe. You can also visit us on Facebook, LinkedIn, Instagram, and TikTok.

@47:19 - Camilla Moore

Although the TikTok, I must say, I've been kind of sunsetting in a bit. don't dance enough for their algorithm.

So I think they want a little bit more out of me, and I'm just not giving it.

@47:29 - Gabriel Flores (The Shades of Entrepreneurship)

Camilla, thank you so much for your time. really do appreciate the conversation. Great conversation. Again, a lot of work being done in the health care industry, and a lot of work being done in the mental health space.

That is very much appreciated. So thank you very much for your time for those folks listening at home. Thank you and have a great night.