Transcription
Yeah, it's been awesome.
There we go. All right, I'm ready when you are.
Cool. Cool. Jeremy, welcome. Thank you so much for coming. Um, how's everything, man? How's life?
Life's good, man. Good to meet you in person. We've always met behind a a video.
Camera, right? Zoom or something, right?
Uh, life's good, man. Life's good. Life's busy. Uh, family, kids, yeah, startup, business, but uh, I'm blessed, man. I'm blessed. Things are good.
Awesome. Yeah, I mean, it's beautiful area. It's my first time in Salt Lake City. It's my first time here. Thank you. Yeah, I mean, Orem, Salt Lake City, it's, it's really nice. I mean, is this where you grew up? Tell me about you.
Born and raised, man. So, you would have driven through my hometown. If you went up through Jordan now, there's a a city, Heber City.
Heber City? I stopped for gas.
Yeah, Heber City's where I grew up.
Mhm, there we go.
Changed a lot. Heber's kind of turned into this uh, uh, kind of sprawl of Park City. You got a lot of money going up there. But growing up, you know, grew up on a dairy farm and there's 100 people in my graduating class in in Heber City, right?
Nice.
And uh, it's uh, it's not the same anymore, but small, small farm town. So, you would have driven right through it.
Yeah, I I saw it, yeah. No, I mean, same similar. I mean, in my high school, it was 100 people as well. I went to a smaller high school. Yeah, even though Houston's big. Um, I like that small town aspect kind of. Um, but yeah, tell me about you. I mean, after I guess high school, I know you're actually working uh, in sales um, as as as vice president. So, um, I guess walk me through that. Walk me through your journey through college. Just want to learn as much about you as possible.
Yeah, so, you know, born and raised here in Utah, you know, grew up with uh, like I said, on a on a dairy farm and kind of learned the meaning of hard work from an early age and um, you know, had a lot of family that are still in that business and it's kind of uh, a heritage of of mine and um, you know, after high school I actually I served an LDS mission. So, you know, a lot of folks out here in Utah were members of the Church of Jesus Christ of Latter-day Saints and a lot of us get the opportunity to go serve a mission for 2 years and I was blessed to be called to Africa. I was actually in Uganda and Ethiopia for 2 years.
Awesome.
And you know, you you hear in business the school of hard knocks like um, I don't know if it's good to say selling religion, but in a way like we're converting people to Jesus Christ and and bringing them closer to Christ and that's a that's not an easy task to do, right? So, that was really the school of hard knocks for me and I think out here in Utah we get a lot of a lot of entrepreneurial mindsets because of that experience, right? You're out away from your family, you're gone for 2 years, you know, I I would only email my family and call my mom on Mother's Day and Christmas and so as an 18-year-old boy, right? Just out of high school, you grow up pretty fast, right?
So, went on that went on my mission, got back and actually started going to school at Utah Valley University and I had no idea what I wanted to do, right? I grew up, yeah, doing construction stuff and farming and yeah, kind of small town lifestyle and um uh decided I thought, you know, I should I should get into sales. So, there's a large presence of sellers out here in Utah, specifically door-to-door. There's a lot of door-to-door companies. One in particular is a home security company and so, I did five summers kind of taking on my my mission skill set of knocking doors, selling door-to-door home security. And it was kind of a means to an end for me, but it was a great opportunity as a a man to go make a bunch of money in a summer and get myself through school without any debt and I was able to accomplish that, right? Shortly after those five summers, you know, I got married on my fifth summer. My wife actually came out. We were in Champaign, Illinois for a whole summer knocking doors, right?
Nice. Okay.
And uh through the humidity and everything. It's uh not an easy easy job, but good opportunity to make money, learned a lot during that time and then uh transition mainly into tech sales. So, um currently a regional vice president at a a local uh tech company here and uh manage a team and have kind of been in sales now for gosh, the better part of 15 years.
Wow.
And I've always looked into other, you know, entrepreneurial type of opportunities and uh the weight loss medical clinic really intrigued me for a couple reasons and now we started Valley Trim and things are going well. We're young, but we're growing and
They're only 5 months old, so
5 months old. 5 months old. Yeah, it's going well.
Awesome. So, I guess from the beginning you had quite a lot of sales experience, let's say going door-to-door. Um, did you always know you wanted to do something in the realm of business? I guess after let's say the mission and then also going door-to-door. I mean, door-to-door is hard. Yeah. Door-to-door for five summers is even harder. So,
Yeah, I I think so. I mean, I I definitely, you know, I I think my first dream job was like, I want to be an Air Force pilot. I want to fly, like I want to fly jets, right?
Yeah.
My mom took me on a she she bought a a lesson for me at the local airport in the a little teeny Cessna airplane, right? So, we go up. I was like 17 years old and uh, let's just say I was puking. I was sick as a dog. I was like, I don't think I can handle it.
Right? So, that was always my dream. But then, as I started getting older and seeing the opportunities that people had in my own network and business and specifically in sales and the opportunity to to create and to help other people and to make money and to provide a good life, you know, that that was kind of the direction that I felt that I needed to go, right? And so, it's funny how things work. Like, it worked out for me that I was able to be successful doing door-to-door. It's a very difficult job and you know, I've always kind of prided myself like if I was able to do that successfully, I can, you know, stick my neck out on the line and and do a lot of things just through hard work and um, you know, innovation and surrounding yourself with good people. I'm not the smartest by any means, right? But surrounding yourself with good people and it's, it's always turned into a good thing for me.
Awesome.
Yeah.
There we go. Yeah. Um, big lesson there. Now, I guess more recently, I mean, just this year, around May, uh, you guys kind of opened up Valley Trim, launched that. Tell me about that. I mean, I know in door-to-door, kind of an entrepreneur in a sense. I mean, you're still kind of doing it for yourself. It's more more so commission-based.
Yep.
So, I guess um, now transitioning to your own business, obviously, it's been very successful. Trust me, I work with a lot of clinics. It's been really successful in the first 5 months. Um, I guess walk me through um, what was the reasoning why a medical clinic?
Yeah, I I, you know, if you were to talk to me 5 years ago, I would never said this was the avenue to take, right? What What it really started was my own personal experience with some of these peptides that are out in the out in the uh, the ecosystem, I guess, right? Specifically with GLPs. Um, you know, and I've always tried and and taken health seriously. Yeah.
Know, got a my my wife is making sure that I'm always, you know, on task as far as like eating habits and exercise. We take that serious in our family and you know, we teach that to our kids and you know, I had some friends that were taking some GLP-1s early on and some of the success success they had, I was blown away, right? And so, I took it and you know, I was like 200, I'm sitting like at 195 right now. I was like 220 lbs and I I never considered myself like super, you know, big or overweight, but just, you know, I wanted to I want to slim up a little bit. Like I want to see my abs a little bit again. It'd been a long time since that had ever happened and uh uh had a great experience on the medication and started researching it more. My gosh, this is amazing and this changes people's lives. Like and I mean that. Like for me it was like a massive change for me not only with the weight loss that I had, but like my mentality towards food and how I approached it and how I monitored my health and it all kind of started with the experience that I had on these medications. And I just thought, look, like this is this is a game-changer for people. So many people, as we all know, struggle with their weight, struggle with their health, um, especially in the world that we live in, um, you know, today and like th- this is a huge value add to people, right?
100%.
And so, I thought, you know, look, there's a massive demand in this. Um, it's hard not to be successful on these medications. Like there's ways to accelerate it, there's ways to make it more effective and that's where we come in as a clinic to help with that process, but you know, just educating folks and helping people through this process, it's been amazing at the, you know, the reviews that we've gotten on the clinic have just been like, this has changed my life, right? For the better. It's changed my habits for the long term so I can maintain a healthy lifestyle moving forward. And I saw it as a big opportunity.
There we go. Now, walk me through like the startup of the business. I mean, obviously starting any business is hard. To most people, the biggest decision they have to make when opening up a clinic is whether to do it in person or now with the demand doing it telehealth. So, you guys kind of went to
We dabbled in both a little bit.
Yeah. So, walk me through it. Why decide to do in person first? Um, walk walk me through kind of the startup.
So, when when I started thinking this was a good idea to start something um surrounding a weight loss hormone type of clinic, we weren't really sure what path we were going to go to. And that's still evolving as we continue to grow today, right? Um, I just started doing research and actually found a clinic locally out here that was a big weight loss clinic and actually just called up the CEO, you know, kind of going back to my my sales experience and said, "Look, like you may not want to talk to me. We could be competitors, but I'd love to learn from you." And he was super nice. He said, "What are you doing right now?" I said, "Well, nothing." He's like, "Well, drive on up." So, I I drove 20 minutes from where I lived up to his clinic, met with him for a couple hours. Long story short, pulled him on as kind of a consultant to help us get started. His his main practice is really heavy on in person.
Right.
So, we went and got a lease in our local area for a a building. I was very intentional. We signed a short-term lease cuz we're like, "Hey, we don't want to lock ourselves in anything, right? We want to test this out um, kind of mitigate our risk a little bit." Open the place, you know, spent some money rehabbing, getting the place open.
Yeah.
Furnished it. We're we're open, right?
Nice.
We get a couple folks that come into the clinic, it went fine.
Okay.
Um, but we were also offering telehealth.
Yeah.
And what we found is most people were like, "Oh, I don't have to come in? Great."
Yeah.
Like, I won't come in.
Right.
And so we saw this trend and we're like, "You know what? Like, I think if we just double down on telehealth, it could be better for us, right? Less overhead, we're not paying for rent. Um, yeah, another thing is you know, some of my employees, they're they're single moms and this has really given them an opportunity to make some some disposable income, right? And to provide a better life for their family and also provide some flexibility in focusing on the the most important thing for them is is taking care of their kids and I believe in that as well, right? And so we totally made the shift, we sold our lease, we got out of it, we totally made the shift to telehealth. We're glad we did, it's working out extremely well and now we're just looking, you know, how do we continue to provide the best service that we possibly can to our clientele and grow responsibly.
100%.
We are.
Cool. I know around that time in May, we actually met we actually met a little bit earlier than that, but once we kind of got launched up and set up, um, I remember we started targeting still the local area.
We did.
Even after you, let's say, you said no to the in-clinic and said, "Hey, everyone's looking to do telehealth." It's a similar idea, by the way, to Amazon and retail stores and everything like that. I mean, the transition there is is similar, but I guess do you think your growth was due to you still targeting the local area?
Yeah, I think so. Like, we're we're really just targeting the state of Utah at this point, right? And I I think there's there's definitely desire at some point to grow outside of that, but um, I think one of our differentiators is that we are local. Like although we're telehealth, like we still we're incorporated in the state of Utah, right? And we market that to our clientele like, "Hey, we're local. You can call us any point in time. There's as many wellness checkups as you want." Like the nurse practitioners and doctors that we work with, they're based out of Utah. And so I think that's been a bit of a a diff a competitive differentiator for us is is that we are local and you know, 95% of our clientele are local as well. And it has been interesting that a lot of our clientele that we've pulled on, I'd say about 50% of them which I would have never guessed this.
Yeah.
Were actually have been on the medication. And they're just looking for a better experience. And whether it's a a cheaper price, which we've been able to provide.
Mhm.
But also just a better overall customer experience. And it feels like a lot of these larger more national brands out there, you know, they're spending millions and millions of dollars on advertising.
Yeah.
But they probably lack some of the customer service that we provide.
I got you. So, walk me through it. Why why should someone choose Valley Trim?
Yeah, it's a good question. And I think this this answer's always been evolving for me. And there's a couple of things. Like one is we we feel like access to these medications should be easy.
Yeah.
And it should be affordable.
Okay.
And you also should have a resource that's by your side to help coach you through the process. And so at Valley Trim, we really try try to provide the most competitive pricing that we possibly can with the help and guidance of a wellness coordinator to help you through your journey, right?
Right.
And so a big part of that is obviously, "Hey, we're going to save you money if you're if you elsewhere, right? But we're also going to provide someone who has been in your shoes that can help you through the process. And there's a lot of variables there, right? It's
Got you.
Hey, do we need to look at increasing some of the dosing cuz it it does vary. Like everybody's different on what they need.
Yeah.
You know, do we need to look at um, you know, doing other things like focusing on your protein intake, like focusing on cutting out sugars and, you know, those type of things and just the coaching aspect that we can provide I think is a big differentiator for us.
That's awesome. I'll jump a little bit more into that uh towards the end. Um, but going back a little bit towards the business side, obviously, I mean, we coach a lot of clinics, we work with a lot of clinics. I guess if a clinic owner's watching this, one of their biggest questions is awesome, I'm starting a telehealth clinic, slightly lower cost at the beginning, but whenever they start advertising, as you know,
Yeah.
It's very sales dependent, very sales dependent. Especially if you don't have a physical location, especially if the consumer has to make all their decisions based on your online presence or that phone call. I guess how did you adapt to that? I know early on we did the call funnel, uh, we were getting leads through the CRM, everything like that, but I guess a lot of people struggle with closing.
Yeah.
I guess how did you guys do that? Um, and was it hard at the beginning? Were the numbers not aligning? I guess walk me through like the first 1 month to 3 months.
It's a good question. Um, I think like it it's a bit second nature to me because I've been in sales so long. Like Yeah. You've you've one got to have a process, right? And the process could be, you know, touch points. How are we reaching these individuals cuz a lot of these leads that we get, you know, obviously leveraging meta, is we're we're putting the ad in front of them, right? They're not necessarily coming to us, right? So, they need more and higher touch points. And so, we make sure that we have a very prescriptive process with our sellers reaching out to them via text message and also phone calls, right? I think the content in the follow-up is is key as well. I think we have an interesting story that probably a lot of clinic owners can replicate as well as that we've done it personally. Like we have taken the medication personally. And you know, if you go to our website, you can see my mug and my picture of my before and after front and center, right? And so, I think the social proof aspect of being able to talk to our patients and our prospective clients is like, hey, look, this is me. I've done this. You know, my my sister who's kind of our main employee who runs the clinic, she's done it as well and had great success. So, I think it's got to be process oriented, right? Like we have technology to do that. There's some really cool things out there with AI now to help automate a lot of the manual effort in phone calls and text messages that we're leveraging. But, the content in the follow-up I think is even more key.
Okay. So, relatability, building that trust.
Yeah, for sure.
Okay. Got you. Got you.
That's really helped us.
Has.
100%. Now, going back to that lever, let's say I mean, obviously you want to build as much trust as possible. Still though, a lot of clinics, I guess at the beginning and of course, I think your background has a lot to do with it as well, Jeremy. But, a lot of clinics they give up. Um, let's say someone doesn't answer on the first try. Someone doesn't respond right from the start. Um, they feel that let's say from an ad, someone should be a closed patient directly. What would you say to that? I mean, what would you say is the best route to you know, get someone from an ad to a closed patient if you want to talk about some of the processes you use outside of the um
Yeah.
I guess the the story.
Yeah. Um, so, you make a good point, right? I mean, like we're still figuring out our conversion rate of all the leads that we have coming in and every channel obviously converts a little bit different, right? Um, there's obviously an intent perspective behind that, right? Um, it has been eye-opening to me the leads that we do get through Meta of how many folks fill out a form, Phil.
Yeah.
And they just completely ghost you. It's like there obviously was some interest there.
Right.
Um, so you definitely are going to get different experiences on the level of intent of the leads that you have coming in, right? We we really focus on a seven-touch process, and there's a mix between text messages and phone calls. We feel like seven touches, and I kind of take that back to my technology sales.
Yeah.
You go beyond that, you start getting a bit maybe annoying, right? And you start getting more folks that are opting out because I think everyone can relate, like life gets busy. There's probably interest, like everyone's like, "I want to lose weight." Sure, like I would love to look into this more, but life gets busy, right?
Right.
The nice thing that we've been able to do is with those folks that do not respond, and they haven't opted out of our communication, we we keep them off to the side so we can recycle those. Like those are high-intent individuals that for whatever reason just aren't ready to convert, right? And so whether we throw different promotions at that bucket or, you know, "Hey, reach out a month later and say, 'Hey, we'd love to just reconnect with you. We You expressed some interest. We're having some promotions going on.'"
Yeah.
What we've seen is that although every lead, you're not going to get 100% conversion,
Right.
Every lead has some intent. They've taken the time to fill something out. Like, go through a methodical process with them. Don't overdo it. We don't want to come off as annoying, right? Don't overdo it, but keep those I'll say kind of warmer leads on ice and come back with them with other creative strategies, right? Whether that's promotional strategies, um, you know, we're we're running like an end-of-year promotion right now that we're recycling all those leads through and we're just increasing our conversion rate with those. So,
Mhm.
I don't know if that answers the question, but I think it's just if you're a new business owner, uh, specifically in this space, like know that these leads need high touch.
Yeah.
In order to close.
100%.
And there's some patience that needs to be there as well, right?
Yeah. No, I mean, you you hit it right on. I guess the biggest thing is, at least from what I've seen, usually like 97% of the market isn't ready to buy right that day, right? So, more touch points, more emails, more SMS, all of that's necessary. Um, but I think the biggest thing is also that call, right? As you said, when we were chatting uh off the pod, um, obviously Paige has been a big factor in you guys' success. Um, how would you say, let's say she structures the calls for success? Obviously, the touch points matter, but also how you perform that call, how you treat the patient, um, for me, let's say if I'm looking at a clinic, the biggest thing is, let's say if they're personal, right? If I want to talk to them, if they actually care. I think the biggest thing is sensing someone's not genuine is usually the turn off for most people. So, I guess how do you guys do that so well?
Yeah, it's a good question. Um, I think we I I I don't know if I would say I'm in a unique position. Maybe we are. And I said this earlier, right? Where we've actually had a very positive life change changing experience on these medications. Because of that, it's way easier to empathize with someone, right?
Okay.
Um, And so from from now on, like, as we hire, we're going to look for those folks that have had that personal experience. You You can't coach that, right? Like cuz if I have someone, like, Paige who's had great success on this, like her story alone is probably the biggest closing tool that we we can have, right? And so I I'd encourage you, if you're if you're getting into this business, if you're in the business now, if you can find those folks, easier said than done, right? That have had a personal experience with these GLP-1 medications.
Yeah.
Um, first and foremost, I would say that's the biggest social proof for us that helps increase conversion, the story, right? The story. On top of that, it's, you know, we're very thorough on our education, right? A lot of folks, they've done they've done research and homework and they know a little bit about it, their friends taking it, you know. You're We're going to see more and more of that.
Yeah.
As the market continue the the the medication continues to expand in the market.
Right.
Um, But yeah, I mean, we're very good on our education. Um, making sure that they understand, you know, what they're getting into, the success they can potentially see.
Yeah.
But not just Look, this isn't a We really take the the approach of like this isn't just this isn't a magic pill, right?
Yeah.
There's some magic things that it does, right?
Mhm.
But you can be like we really want to coach our patients to change their mindset. Like, what what have they done to get to this point now where they actually want to take the medication and how do we reverse the mindset where when they're off of the medication in the future, they can maintain healthy habits without using the medication as a crutch, right? And so we really focus on enabling healthier habits outside of using the medication. The medication is simply just a tool.
Yeah.
To help you change your habits so you can live a healthier lifestyle.
Still need the diet, you still need the the lifestyle.
Course. Yep.
100%. Now, Jimmy, do you want to share some of the numbers? I mean, I know you guys have been in business for 5 months. Um, I guess for people watching this, maybe they're wondering like, what is success, right? What is success to you? So, I guess you want to go over I guess how many patients you guys have closed so far.
Yeah. Absolutely. So, we we're sitting at 150 active paying clients today.
Awesome.
We're averaging about one close a day.
Okay.
Um, which if you would have asked me 6 months ago.
Yeah.
If if we were doing that, would I be happy? I would have said absolutely, right? I think we are at a point where we can increase our conversion substantially with the right folks. Um, and that's what we're working on doing from like a scaling perspective.
Mhm.
Um, so we're we're about 150 customers.
Cool.
Um, about like I said, averaging 30 closes a month.
Mhm.
And that's with very limited overhead and very limited staff.
Right.
You know, another success at at least my own kind of personal successes, I I wanted to provide not only an opportunity for me to further my career and to further my business acumen and abilities and everything that that's great, right? The other thing is I wanted to provide a place where my employees or potential employees could have the opportunity to take care of themselves, have flexibility in their job, um, and focus on a lot of what matters most is their family. So, we're really focused on providing an opportunity for single mothers to come in and run essentially have a sales job, but more like a consultative wellness director type of job that gives them a lot of flexibility that they can do from home, right?
Got you.
And I've provided that with my business partner and my sister Paige, who's in a similar situation where if she has two wonderful little daughters and she's able to take care of them, but also to provide uh an income to take care of herself and her family, right?
100%.
And I think we can really replicate that model, right? And what we found is women are way more empathetic.
Okay.
And most of our client base, at least right now, is women. And we We We do see a shift in that. We We think that'll change a little bit, but uh, um, that that's been a personal success for me is being able to provide opportunities. And we hope to provide more.
There we go. Yeah, I mean, business is not just about revenue generation in business, right? I mean, there's so many other factors, the people. The end of the day, I mean, correct me if I'm wrong, but you couldn't do it without them, right? So,
I would not be here for sure.
100%. So, yeah, I mean, taking care of your people, it it'll just return far more than any other, you know, investment could. So, in general on that topic, just going back a little bit into the numbers and and the structure of sales, 150 patients, um, how do you price the meds? A lot of people right now, obviously there's the big telehealth brands.
Yeah.
There's the big guys. There's also a lot of local clinics opening up and a lot of, you know, smaller telehealth clinics opening up similar to you guys. I guess how do you price? Do you think price matters? A lot of people say that people are going for the cheapest price.
Yeah.
But I don't know, is there a correlation between your sales skills and the price? Where did you guys see like that fine line to enter the market and what's been successful for you?
I I do think price matters. I I I think we're It It's frankly a bit of a concern of mine for this business in general is like, do the smaller guys just get squeezed out? You know? Um, Frankly, I I negotiated fairly hard with our medication providers to get a a good price.
Yeah.
So, if I were to give advice like, you know, ask for ask for discounts, right? Like don't don't take the first price list of medications that you're getting from your providers as like the gospel, right? Like So, I worked pretty hard to get a a competitive price. We're um, I give flexibility to my sellers to, we don't want to lose a deal on price, right?
Okay.
Now now they know our numbers inside and out and we're never going to necessarily lose money. Like that's not a good way to operate a business, but you know, if we're ultimately, we're going to price match as as best as we possibly can. Um, I think if we can acquire a customer and give them a good experience, there's going to be other cross-sell opportunities for us with that customer, right? Like we're seeing a big trend and once people lean up and they lose a lot of weight, they're like, well, how do I What can help me build muscle?
Yeah.
And so there's other peptides and other opportunities out there that we're starting to get into like more around hormone optimization and things of that nature, right? So, I don't want to lose a client. I don't want to lose money on that first initial land of a client, but we don't want to lose a client over 20, 30 bucks, right? So, we'll definitely take that down. So, in a way, I want to really provide flexibility to my sellers to say, "Hey, of course, we want to we want to provide value and charge based off of value.
Yeah.
But you have some flexibility."
I got it.
Like, let's get the client over the line. Like, they're right there. They've expressed interest. Most of the clients are price shopping. But, what I think I mentioned earlier, what's been interesting is about 50% of our clients are not net new, first time to the medication. We're pulling them over from other providers. Number one reason is we are able to provide a better cost, but then we've been able to retain these customers because of the cost, but because of our customer service that we provide as well.
That's a great point. I mean, on all the other podcasts I've done as well, that's like a main point that everyone mentions. Yes, price is important, but I think that a lot of people can even come down on price to just get them in the door. It's more of an idea of, "Hey, if you experience us and if you experience our product, you will stay." So, I don't mind losing a little bit just to get that business at the beginning. So, I think that's important. Um, but also from my perspective, I mean, I talked to a lot of clinics, we work with a lot of clinic owners. I also think it's a value proposition question. It's like, some people might spend $300 going out for dinner in a week, but they might not spend that same $300 on a GLP-1 product. Yeah. So, I think a big part of that is also that trust building, equating this value.
Yeah.
To this drug. Um, but that's a great point. That's a great point. Now, jumping into some of the other stuff you guys are doing, walk me through it, Truman. I know right now these 150 patients are mostly GLP-1s.
GLP-1s, yeah.
Yeah. There's obviously hormones. There's obviously lots of peptides, you know, research use, FDA. I don't know what your take on all that is, but I guess how do you go into different offerings? Are you going to go out of Utah at some point?
Yeah. Yeah, so we're we're definitely we we lean heavily on our pharmacy partner and the pharmacist that we work with. Um, so we definitely don't offer Yeah, as I think a lot of people are aware there's a lot of these research only loophole type of websites that.
Yeah.
Yeah, I had a lot of patients that have tried those and had success, but there's always a little bit of a question mark of the legitimacy of the product that you're getting.
Mhm.
Um, you know, we work with a legitimate compounding pharmacy, right? And they've been an awesome partner. I And I I I can't stress enough like that that's a massive piece of having success in this business is who you partner with from a pharmacy standpoint, right? So, we've been really lucky to have a great partner there. Um, and I stay in close contact with the pharmacist on, hey, what what are you seeing? Like, what are some of these other peptide opportunities out there?
Yeah.
Um, yeah, so we we offer a lot of the, you know, semaglutides and tesamorelin and those are becoming more popular. You get a lot of people that are asking about those. They've heard that their buddy's been on it or whatever. But again, it it's medically directed, right? So, we'll have a consultation. We'll get them on the phone with our nurse practitioner and if the nurse practitioner determines that this patient could benefit from one of these peptides outside of weight loss peptides, then we can typically prescribe it, right? But it is an interesting time cuz there's other peptides out there to your point, like, yeah. Are they FDA approved? They're not FDA approved. Like they're more experimental. Yeah, they're most aren't, right? There's only like three, right?
Three, I think. Yeah, you're right. Yeah. So, um, it's very early on for us in that in peptides outside of weight loss.
Got you.
But, I do see a massive opportunity there. Like.
Okay.
I personally believe it's a future of medicine. Like these peptides and what they're claiming they can do. I mean, the the weight loss in of itself, the benefits of the weight loss peptides just out outside of losing weight, whether it's inflammation, heart health, you know, studies correlated to people, you know, trying to overcome addictions and using these. Like there's some really cool things that are life-changing with this this technology and with these medications in general. So, we do want to expand. We are planning to. We are dabbling in that. We are starting to get in testosterone and TRT replacement therapy. So, we've recently partnered with a lab here in Utah that, you know, we we want to make it easy, right? So, this lab will actually go and uh, they'll have a mobile phlebotomist that comes to your home. They'll take the lab. It takes an hour to get your results back. Our nurse practitioners will review it and then prescribe based off of what your needs are there. So,
Cool.
A lot of opportunities for us to expand.
Yeah.
But I think the top priority for us is clearly weight loss and then getting more into hormone replacement and then some of the peptides as well as we'll definitely be expanding into that.
Awesome. Yeah, expanding into controlled meds like TRT and all that. Yeah. Labs, lot of operational.
Yeah, there Yeah, there's operational.
Yeah.
Costs and complexity that we're we're definitely working through and you asked about us, you know, moving outside of Utah. The short answer is yes, right?
Okay.
When we do it, I don't I don't really know. I mean, there's 3.5, 4 million people in the state of Utah that we can service really well.
Mhm.
And if I can create a niche that's just in Utah and we provide the best, most affordable, best experience clinic, I can have an awesome business just in Utah, right? But there are other states that are intriguing to me, Idaho, Nevada, some of these surrounding states that we're licensed in that we could easily go and start running ads to.
Yeah.
But to your point earlier, it's some operational complexity like, do I have the staff? Do I have the capacity to take on that? We're not there yet, but it's somewhere where we would like to go.
I got you. Cool. On that same regard, Jeremy, what's what's next for Valley Trim? I mean, I know you guys 150 patients, 5 months. I mean, first of all, I mean, congrats. That's not easy. But I guess what's next? I mean, in terms of a business aspect, what's kind of let's say your goals for 2026? What would you be happy to have in terms of patients by the end of 2026? Obviously, you talked about jumping into labs, peptides, all of that. I mean, all of that's just going to be more cross-sell opportunity, more advertising opportunity, but I guess what's next? Are you going to dabble into content at all?
Yeah.
What's next for you? And let me add to that just to give you a harder time.
Yeah.
Is this something you want to do full time?
Man, that's a million-dollar question. If my wife was here, she'd say, "Yeah, you need to figure out what you're going to do with your life." Um, I think so. Like I think at some point the business with the trajectory that we're on, right? Like nothing's guaranteed, right? It there becomes a point where it probably makes sense to do this a full time, right? But you know, as an entrepreneur and a business owner, like if I can provide and automate a lot of the business with a lot of technology and the right staff and I'm providing a good opportunity for them and they're handling 80% of the day-to-day and I'm more just running the business financially and the strategic side of it. I may not need to do it full-time, right?
Okay.
Um, that's kind of TBD a little bit right now. There's some soul-searching for sure that I have to figure that one out, right?
But on that topic, what do you need to achieve let's say in 2026 to make something like that happen? Because I understand it. For me, same thing by the way. I mean, I was in high school, right? And then I went one semester of college. So, I ended college in December. Um, but yeah, I mean, it's it's more about a little bit of risk-taking, you know, I could always go back situations like that. But I guess for me, I set a few goals. I wanted to be at certain places and I said, "Hey, this would affirm my decision." So, what what do you think those would be for you or maybe even just general goals for 2026?
Yeah, I mean, from from an aspect of me going, I like building and creating things. So, even sometimes where I'm like, "Oh, I'll go do this full-time." It gives me a little bit of pause because Yeah, I I I do other businesses outside of this as well, right? And so um, but you know, from an opportunity standpoint, out of all the businesses that I have, which is not, I'm not going to say it's like four or five, it's like two or three, right? Including my full-time job, this one seems to have the most legs and the most opportunity. So, it's very intriguing for me. Um, goals-wise, like I would love to replace my current income with this business, which we're we're well on the way to do that, right?
Awesome.
Um, I mentioned earlier as providing opportunities to single mothers as well as a big part of our goal.
Yeah.
Um, and the flexibility and an income potential that allows them to stay home with their family. Um, that's another big goal of ours. Monetary-wise and more like numbers goals, you know, I really believe, you know, we're doing we're doing 30 patients a month, right? And we haven't really I don't think hit our stride on the patients that we can convert. And what I mean by that is there's only so much capacity one person has, right? And so, we've got to start looking at hiring new individuals. So, we're doing that. We're bringing on new sales folks. Um, we we've attempted to bring on some sales folks in the past and I've learned kind of through hard, you know, through the school of hard knocks that it it's it's difficult to find the right person, right? Um, so, we're looking through we're looking at that. If I can find some other folks that are similar to what I have now with Paige, then I don't see why there's any reason why we can't double if not triple our conversion and and move from 30 patients a month to 60 even with the same ad spend that we have right now.
Really?
Yeah.
So, you think you're not reaching everyone?
I don't think we're reaching everyone because there's only so much capacity like I said, what that Paige has to go hit these patients and to follow up with them, right? And a lot of it's automated, right? And we'll probably have to increase what we'll definitely increase our ad spend and we're dabbling in some other channels like that have actually been kind of good. Like one was a local um um like a coupon book, right? They get get sent to your door, right? So, their business, they run a business where you have a bunch of advertisements that show up at your door with different promotional offerings and we did we recently invested in that and the conversion's been pretty good on that, right?
Cool.
So, goals-wise, if we I think we can legitimately have a customer base of 500 to 700 clients by mid next year.
Nice.
And if we hit that goal, we've got enough customer base and enough revenue coming in to take care of my employees, take care of myself, but also disposable income that we can start investing into ramping this thing up, right? Where we invest that money, it it's probably in more ads and probably expanding outside of Utah is where I'd like to go by mid next year.
Got you.
I mean, in my opinion, you guys for the amount of return you guys have had, haven't actually spent that much yet. Like 23K I think it is.
Yeah, we haven't spent that much, yeah. We're we're like 4,500 bucks a month right now. Is what our ad spend is.
Yeah.
But but to your point, that we didn't start that way.
You started at about 3 grand.
Yeah, exactly. Yeah.
So, that's awesome. No, that's awesome. Now, kind of closing thoughts on that regard, Jeremy. Um, obviously scaling, that's amazing. Talked a little bit about the sales side. Now, you talked about the acquisition side, finding the right person, finding someone that has the same qualities and and skills as Paige.
Yeah.
Um, what about the back end, right? I think
The biggest reason you guys have grown so fast, which a lot of people overlook, is the retention.
Yeah.
Right? At the end of the day, the biggest tax that you're losing on your business is your churn tax.
Yeah.
For sure. A lot of people don't even know how many patients they're losing and how much value they're losing, but walk me through that, I guess. I know your systems now. I know your one-on-one capacity. Going to, let's say, 600 patients in 2026, how can you maintain that? I mean, what are some of the systems you want to set up? What would you say is a good experience for a patient that you want to deliver?
Yeah, you know, I know I keep saying it's a good question. It is a good question. And I don't I I wish I had the answers for that, right? I think I think there's some interesting things that are happening on the macro just revolving around AI.
Okay.
And you know, we are dabbling in some AI agents that would actually do a lot of the follow-up for us. Um we've seen some positive stuff with that. I I think there's always this balance between you know, the personalization that AI maybe can't do right now, you know, where it's a little, you know, if if you're conversing via text message, right? Is this actually a real person that I'm talking to? Um I think we would lose our our conversion rate would dip if we were solely like, "Hey, this [snorts] is an AI bot that's just chatting with you, right?" Because of what I have noticed is although all these clients for the most part are coming with weight loss goals, their their experience and their story is completely different and so you we we need a human in a way to like navigate the complexity of that conversation, right?
But I do think there's value and there's benefit that AI will provide to automate and to ultimately maybe we don't need as much employee actually head count that we might we might might have needed before, right?
Yeah.
So I'm looking really closely in opportunities with AI.
Okay.
Um other opportunities that we need to really figure out is how much capacity can one person actually take on, right? Because there's there's just like I think this pendulum where eventually you're like, you know, you're able to handle 150 clients, one person and you're able to provide the best customer experience for them.
Yeah.
But as you start getting higher you don't have enough time in the day, so so- something is missing, right? Like customers are getting put on the wayside, they're not getting the high touch that we want to provide. And so we're trying to figure that out, right? And we kind of feel like you know, one person could probably handle a customer base of 150. And I think that's how I'll like to model it is hey, you know, you're you're more of a customer success manager {slash} wellness coordinator. Of course, you're going to help bring in new clientele, but you're going to manage these 150 clients. And you're their go-to, right?
Gotcha. So this the person that sells them follows them through the entire
That's what we got her going on right now.
Ah, okay. So they're not being handed off to someone else. Not right now. Same person that sells them
Yep.
Okay.
And that's what we found that's been really good is like when we get people that reach back out to us for whatever question they may have,
Yeah.
they're just raving about how awesome Paige is, right?
Okay.
And I'm like, okay, I need a I need a as a business owner, I'm like, I need to replicate this, right? Like a lot of customers are staying with us because of the cool experience that they had with our wellness coordinator, Paige, right?
Yeah.
So shout out to Paige. There you go.
There you go. There, shout out Paige. Um awesome. Now, on a last note, Jeremy, um just wanted to talk about obviously we worked with each other in the past 5 months since you guys started. Um just wanted to say first of all, really glad to have you. Thank you for choosing us. It's been fun. Um but with that, I mean, if you want to talk about some of the things we did together and some of the things we could do better. Obviously, we can do a lot better. Um so yeah, if you want to comment on that at all.
Yeah, no, I I mean, so I getting into the business, I did a lot of research on my background sales, right? And I I'd like to say I'm fairly technical, but the marketing piece for me was a massive question mark. Like I've had zero, very little exposure to marketing or running ads or how that works. And yeah, that that's been a big learning experience for me that I'm continuing to figure out, right? So, I wanted to really find a partner that I felt like I could trust that wasn't just cuz in my professional life, like I've worked with a lot of agencies for different industries where
yeah, they they lacked a little bit of personal touch and I can I can appreciate that from a business standpoint like you're trying to scale your business, you're trying to automate things, but what I felt with Summarize was one is you guys marketed very well that you guys have been in this space. Like you've helped other clients do it. Going back to the social proof, what we I think I took you through the ringer Partha when I was evaluating you guys, right?
We spoke for
We spoke a while.
3 months, maybe. Yeah.
Um which probably not the ideal time you want to close somebody, but like I was doing my research,
That's great.
Um but you had introduced me to some other clientele that you worked with, actually someone that was actually local here in Utah, which kind of struck a chord with me.
Yeah.
And that's what kind of pushed me over the edge, right? And so it it was a awesome and has been an awesome experience just to have someone not only help outsource the ads to, like that's one thing that I wanted. Like I don't really want to do that. Like I want input on the creative, I want input on the demographic and how we're strategizing, but like the actual keyboard side of it, like I don't like you can do that. You're better at that, right? That's been a great partnership. It's been able to we've been able to do that well. Um
There you go.
Just being able to lean as well on you more from a consultative perspective outside of marketing, right? Like marketing's one thing, it helps top of funnel bring in the leads. Like of course we need that. You guys have done really well with that. Um the other side is just being able to say, "Hey Partha, like cuz I was pretty up front with you. I said, "Hey, if I'm going with you
Yeah. and you probably can't replicate this and maybe you can is I need your cell phone number cuz I need to be able to call you cuz you got all this experience and I want to be able to pick your brain. If I'm running into an issue with technology or process, like I want to be able to talk to somebody." And honestly, that's probably been as much of a value add as you guys running the ads for us, right? So, I've I've really appreciated that aspect from you guys.
Appreciate it, Jeremy.
Yeah.
Um cool. Well, on a final note, if you want to tell anyone that's maybe listening, I guess what sets Valley Trim apart? Uh why should people choose you? I mean, obviously I know, but maybe they don't. Um and yeah, and if you want to close off on anything.
Yeah, no. I mean, uh I I I think one thing just to shout out summarize, right? If there's any if there's anything I can do to help, like I know I'm happy to be a reference and and those type of things for you guys. So,
way, guys, we are Clinic X rebranding now.
Oh, you're Clinic X? All right, I like that. We talked about that a little bit. I just wasn't sure. Okay. Okay. Cool. Clinic X.
Um Valley Trim, so Yeah, from our perspective, I think as I mentioned earlier, what we want to provide is a very streamlined, quick and easy, affordable weight loss solution for right now for folks in the state of Utah, right? That's really what we want to do and it doesn't it doesn't need to like as I've been in the business, like it doesn't really need to be rocket science for us. Like if we're providing even simple things like answering the phone when you when they call. Like we're very customer service centric. As I mentioned earlier, like one of the differentiators for us that we want to make sure we provide is like this is experience-backed resource. So, when you talk to someone, like, we're going to be able to empathize with you because we've been in your shoes. Like, the founder, Jeremy, go look at his before-and-after picture. Like,
Right.
Trusculpt iD in particular, yeah, it's a little like, maybe a little dramatic, but in a way, it changed my life, right? And it's changed the trajectory not only of my business, but my health and my the way I think about food and, you know, the trajectory of my health and wellness goals have all been kind of changed because of what I was able to accomplish on Trusculpt iD. So, you know, for those in the state of Utah, if you're looking for a a clinic that's going to not just look at you as another number, but look at you as a person and individualize your treatment and look for the best possible outcomes to change your life and to put you on the best path for health and wellness, Valley Term can provide that.
Thank you so much, Ryan.
Yeah, thanks, Ryan. I appreciate it, man.
Thanks.