Health Coaches Creating Health

John A. Lutz, MPH, Health CoachLutz Healthcare Consultants, LLC

Mark Nelson MD, FACC, MPHCapital Cardiology Associates

Director: Take Shape for Life Program

The Health Coach Business Overview

Creating Health for Your Patients and Income for Your Practice

• John Lutz, FACHE, FACMPE, MPH• Lutz HealthCare Consultants

LLC• Take Shape for Life Health

Coach• Former multi-specialty group

CEO• Consultant to Medaxiom• Consultant to NYSAFP

Mr. John Lutz

Who is Take Shape for Life?

• Mark Nelson MD, FACC, MPH.• Board Certified Cardiologist• Capital Cardiology Associates• Director: Wellness Center• Program Director: Take Shape• For Life Program Global Director: Take Shape for

Life

Dr. Mark Nelson

Who is Take Shape for Life?

Beyond Cliff Dwelling:

Beyond fixing and reacting to disease.

New Health Professional:•Prevention•Healing•Creating Health

The Challenge

1900

1930

1950

1980

2000

2003

2030Quality of Life

Life ExpectancyTechnology

Quality of LifeLife ExpectancyTechnology

Advancing Society and Quality of Life

TNT Copyright

Optimal Optimal HealthHealth

Non-Non-SickSick

SickSick

CURRENT HEALTH PATH Reactive

TimeTimeBirthBirth 50 years50 years

Medical Medical FocusFocus

TNT Copyright

Optimal Optimal HealthHealth

Non-Non-SickSick

SickSick

HEALTH CARE EXPENDITURE

50%50% 45%45% 5%5%

% % Population:Population:

3%3% 47%47% 50%50%% Dollars % Dollars Spent:Spent:

TNT Copyright

A New Health Path

Dr. Wayne Andersen©

A Crisis in America Today

• 2/3rds of adult Americans are overweight

• By 2030 over 86% will be obese or overweight

• Overweight is becoming the #1 preventable disease

• Human and financial costs are enormous

• This challenge has spawned a $57 billion dollar industry

TNT Copyright

1998

Obesity Trends* Among U.S. AdultsBRFSS, 1990, 1998, 2006

(*BMI 30, or about 30 lbs. overweight for 5’4” person)

2006

1990

No Data <10% 10%–14% 15%–19% 20%–24% 25%–29% ≥30%

as they are

Source: Mokdad et al., Diabetes Care 2000;23:1278-83; J Am Med Assoc 2001;286:10.

Diabetes Trends* Among Adults in the U.S.,(Includes Gestational Diabetes) BRFSS, 1990,1995 and 2001

1990 1995

2001

TNT Copyright

Health Consequences of Obesity

• Cardiovascular Disease: Coronary Artery Disease, Stroke, Hypertension,

Heart Failure, Peripheral vascular disease, atrial fibrillation/flutter, myocardial steatosis.

• Metabolic Disease: The Metabolic Syndrome, Type 2 Diabetes Mellitus, Hyperlipidemia, Gout.

• Cancer: Breast, uterus, cervix, colon, kidney, pancreatic, esophageal, prostate, leukemia, lymphoma, multiple myeloma.

• Pulmonary Disease: Asthma, sleep apnea, pulmonary embolism.

Health Consequences of Obesity• Renal: Kidney disease, kidney stones.• Orthopedic Disease: ankles, knees, hips, back,

osteoarthritis.• Gynecologic Disease: PCOS (Polycystic Ovarian

Syndrome) Obesity, DM2 and CHD.• Gastrointestinal: Gallstones, GERD, Cirrhosis,

steatosis. • Venous disease: Blood clots, phlebitis, varicose veins. • Neurologic: Dementia (Alzheimer’s Disease).• Birth Defects: Spina bifida, heart defects.

Chronic Prescription Drug Use

• More than 50% of all insured Americans are taking prescription medicines regularly for chronic health problems: – Almost two-thirds of women 20 and

older. – One in four children and teenagers. – 52 % of adult men. – Three out of four people 65 or older. – Among seniors, 28 % of women and

nearly 22 % of men take five or more medicines regularly. TNT Copyright

June 15, 2003

Times Union

One in three children born in the U.S. in the year 2000 will develop Type 2 DM.

50 million diabetics by 2050.

Habits of Disease

Thriving

Non-Sick

Sick Disease

Unhealthy

Optimal Health

Daily Choices

Habits of

Health

Habits of

Disease

+

Is Bariatric Surgery the Answer?

No!

Our Obese patients: Our Obese patients: What to do?What to do?

Creating Healthy Patients

in My Practice

Capital Cardiology Associates,Albany NY

Mark Nelson MD, FACC, MPHDirector: Take Shape for Life

Program

www.nysafp.org

Paula

High Blood PressureHigh Cholesterol

Paula lost 35 pounds in 3 months

Total Cholesterol: 218 to 126LDL 149 to 65HDL 47 to 53Triglycerides 109 to 40FBS 107 99

Paula was able to discontinue:Atenolol 25 mg (for High Blood Pressure)

Zocor 80mg (for High Cholesterol)

Richie

RichieLost 60 pounds in 10 weeks

Medications Discontinued:

•Amaryl

•Actos

•Byetta

•Glucophage reduced from 2 grams a day to 500 mg a day

•Altace

•CPAP reduced

•Pain medications: Naprosyn, Lyrica, Lidoderm Patch

Mike and Linda

In 4 months:

Linda lost 46 lbs.

Mike lost 52 lbs.

Linda is off of HCTZ, reduced Crestor dose.

Sleep apnea has resolved.

Mike is off Aciphex and Nabumetone, reduced Atenolol and Crestor.

Was on CPAP for 3 years! No longer needs CPAP.

Theresa

TheresaLost 40 pounds in 4 months(180 to 140 lbs)

From size 16 to size 6/8.

Pre-Diabetic: Fasting blood sugar from 116 to 76.

Hypertension: Benicar 40mg/day discontinued.

Chronic reflux and cough: Aciphex discontinued.

Motrin 800 mg/day for chronic joint and back pain; now discontinued.

Cholesterol 220mg/dl to 141 mg/dl. LDL 86; HDL up to 50 TG now 43.

Denise

Denise

Lost 77 pounds in 6 1/2 months

Steve60 years old

Diabetic

Heart Disease

High Blood Pressure

Steve Lost 50 pounds in 3 months

• Off Metformin• Off insulin•Off HCTZ• Reduced Altace 10 to 2.5 mg

• Co-Founder Take Shape for Life• Medical Director Medifast and

Take Shape for Life• Executive Director The Health

Institute• Board Certified Critical Care

Physician• Leader in Nutritional Intervention

and Lifestyle Management• Author: Habits of Health

Dr. Wayne Scott Andersen

Who is Take Shape for Life?

Our Parent Company, Medifast

• Leader for over 28 years

• New York Stock Exchange Company

• One of the top 200 small companies (Forbes Oct. 2006)

• FDA-inspected manufacturing facility

Who is Take Shape for Life? Leading Division of Medifast

• Premier program in America for nutritional weight and disease management

• Portion controlled meal replacements• Safe, effective, and proven• Clinical studies at John’s Hopkins and NIH • Successfully utilized by over 1,000,000 people

Medifast Portion Controlled Meal Replacements

• Over 60 meals• Portion Controlled• High Quality Food• No stimulants or

drugs• Convenient• “Goof proof”• Cost neutral

What We Provide

• Helping clients reach a healthy weight

• Teaching habits to support permanent health

• Offering innovative products for reaching and maintaining optimal health

• Providing ongoing support

Personal coaching for health and weight management

TNT Copyright

Bionetwork Of Health: The Take Shape Model

The Take Shape for Life Solution

Our Programs are time tested and provenSuccess rates are significantly higherWe focus on solutions for Optimal HealthThe key to our effectiveness is our Health

Coaches

TNT Copyright

Phase One - Reaching a Healthy Weight&

Phase Two - BeSlim Forever!

The Path to Optimal Physical Health

The “5 & 1” Program

5 Medifast meals per dayPlus

1 “lean and green” meal per day

Because you eat every 3 hours you won’t be hungry!

Phase One

“Lean & Green”

Lean & Green Meal can be eaten any time throughout the day but most common is dinnertime.

This meal includes 4-7 oz of lean meat or protein source plus 2 cups of salad and/or vegetables.Vegetarian options.

The “5 & 1” Program

• Low calorie program (900 to 1000 cal/day)• Creates a gap between energy required and energy

provided causing the body to release fat.• Patient/client eats 5 Medifast meals per day and one

“lean and green” meal• Patient/client eats every 2 ½ to 3 hrs stabilizing

blood sugar levels• Patient/client is not hungry• Women lose 2-5 lbs/wk, men 3-7 lbs/wk

Creating the Habits of Health for Life

BeSlim Lifestyle and The Habits of Health

Breakfast

Exercise

Support

Low fat meals 5 – 6 times a day

Individual Plan

Monitor

Phase Two: Maintaining a Healthy Weight for Life

Integrated Personal and On Line Support comes with the Program: (There is no extra

charge for these services.)• Personal Health Coaching• Live weekly support calls

• Monday nurses’ call• Wednesday doctors’ call• Online support with Support in

Motion• BESLIM Club

• Nutritional Support

New Clients: Variety Pack or “Shape Your Menu.”

• Very Affordable! BESLIM Club $285 for one month of food and one week free; $1.75 per meal.

• Program is cost-neutral.• Clients redirect their food dollars from the supermarket to

medifast portion controlled replacement meals.

Our Unique Business Model…….

•Professional coaching services•Consultative and relational•A business model that gives people what they really want

We have created something that has never been done before

TNT Copyright

The Right Compensation Model….

You are paid based on your effortsWork towards your financial goals

•Extra income immediately•Replacement income •Retirement income•Financial independence•Financial and time freedom

TNT Copyright

Becoming a Health Coach

• Low start up costs• No inventory • Low operating costs • No prior experience

necessary• Complete training and

support• Enjoy tax advantages

Becoming a Health Coach

TNT Copyright

• Independent, flexible • Earn in proportion to

your efforts• Part-time or full-time

income with potential for financial independence

• Repeat income potential

Becoming a Health Coach

TNT Copyright

Getting Started is Easy!

• Turn-key operation• Personalized website• Client management• Start immediately

TNT Copyright

The Health Coach

Perfectly Positioned to lead the Wellness RevolutionOverweight is a contributing factor to other illnessesMany people are looking for a credible, proven, and safe way to lose weight and gain optimal health

TNT Copyright

WELLNESS REVOLUTION

Wellness Industry

$200 billion to One trillion $ by 2012 –

Pilser

This is the first time in human history where being the master of one’s health, and making health investments daily, is poised to be a dominant societal theme. Margaret Moore

TNT Copyright

The Right Compensation…….

Note: These are hypothetical examples and are not guarantees or projections of your actual earnings or profits.

TNT Copyright

*Actual statistics from

June, 2007

*Actual statistics from

June, 2007

Average Monthly Incomes*

Heath Advisor $51.96

Fast Track HA $79.39

Senior Advisor $315.34

Manager $782.90

Associate Director $1232.44

Executive Director $3117.36

Top Leaders Monthly Incomes*

Regional Director $5052.67

National Director $9737.03

Global Director $16,071.17

Presidential Director

$45,125.80

CCA and TSFL

• Over 1,000 patients/clients on the program.• Average weight loss 15-20 pounds/month.• Diseases improving or completely resolving.• Medications reduced or discontinued.• In less than 1 year, income generated $120,000.• Overhead $5,000

How It Works…

3 Progressive Competencies

TNT Copyright

2 Business Strategies

ClientClient FocusedFocused

Client and Client and Health Coach Health Coach

FocusedFocused

TNT Copyright

Strategy One

Health Coach

ClientClient FocusedFocused

Role of a Health Coach• Consultants, not sales people• Coach, support, mentor,

encourage, and educate clients

• Success rates are significantly higher

• We teach and train you to be a successful health coach.

TNT Copyright

50 Clients ordering per month x $250$12,500 Medifast Ordersx 35% Compliance Fee

$4375 Gross Monthly Income

52,500/year + $4000 Consistency Bonus

$56,500/year Total

Health Coach Income

TNT Copyright

100 Clients ordering per month x $250$25,000 Medifast Ordersx 35% Compliance Fee

$8750 Gross Monthly Income

105,000/year + $4000 Consistency Bonus

$109,000/year Total

Health Coach Income

TNT Copyright

Defining the “Work”• Develop 30 clients• Each client requires 7 calls in the first

month and 4 calls for the second month and beyond

• Assume 6 calls per month per client• Assume 5 minutes per call = 30

minutes/client per month• 30 min X 30 clients = 900

minutes/month• 900 minutes 30 days = 30

minutes/day

TNT Copyright

What You Earn for 30-60 Min./Day

• Assume 30 clients X $250/month = $7500 in client orders

• $7500 x 35% = $2625/month• $2625 x 12 = $31,500/year• Plus $4000 in Consistency Bonuses

($1000 x 4)

Total = $35,500/year!

TNT Copyright

The limit to Strategy One is that you can run out of time

TNT Copyright

Strategy Two

Health and Business Coach

Client and Client and Health Coach Health Coach

FocusedFocused

Organic Growth

Outcomes of Proper Coaching

TNT Copyright

Role of a Business Coach

• Mentor• Train • Support• Encourage• Lead by example

TNT Copyright

Time

$

Is Lack of Time or Money Limiting You?

Using Leverage

Trading Time for Money

TNT Copyright

• If you spend 2 hours /day 5 days a week you’ve invested 10 hours that week.

• You plus 10 Health Coaches each investing 10 hours means your business is now open 110 hours per week.

10

Leveraging Time

TNT Copyright

Using Leverage in TSFL

• Similar to the concept of franchising

• A process of duplication• Enroll Health Coaches• Develop Teams of

Executive Directors

•The more money you help them earn, the more freedom you get

TNT Copyright

Simple Steps

• Reach Senior Advisor• Reach Executive

Director• Develop Teams of

Executive Directors

TNT Copyright

Reach Senior Advisor

1. Five clients or Health Coaches and a total of $1000 or more in volume

2. Average 1st order is $275 - $300

SA

C C C CC

TNT Copyright

Reach Executive Director

SA

SA

SA

SA

SA

ED

ED

25 -30 Personal Clients OR 5 Senior Advisor Teams

TNT Copyright

Develop Teams of Executive Directors

YOU

ED ED ED ED ED

ED ED

ED ED

ED

ED

TNT Copyright

ED

ED

ED ED

ED ED ED

EDED

ED

ED

ED EDED

EDED

ED

ED

ED

ED

ED

ED

ED

ED

ED

ED

ED

ED ED ED

ED

EDEDED ED

GlobalDirector

ED

EDED

ED

ED

$25,090/mo X 12$301,080/year$301,080/year

What $300,000/yr Looks Like

40 ED’s

TNT Copyright

Team Income Will Exceed Client Support Income

Over TimeIn

com

e

Time

Team Income

Client Support Income

TNT Copyright

A New Era for Health Care: Creating Health

TSFL is Growing 10% per month in a Recession

Economy!!!

TNT Copyright

TSFL is Poised for Growth!

• Currently there are approximately 3000 Health Coaches in America

• By 2012 there will be 80,000• 4 million healthier Americans• $1 Billion per year in revenue

TNT Copyright

TSFL 5-year Growth Chart

Volume($100,000’

s)

100

0

900

800

700

600

500

400

300

200

100

One Billion Dollarsa Year

2007 2008 2009 2010 2007 2008 2009 2010 2011 20122011 2012

TNT Copyright

Where Do You Go From Here?Ask yourself:

“Are there needs in my life that require additional time or money?”

“Do I want what Take Shape for Life offers?”

“Do I want to be part of something big?”

“Can I see myself doing this?”

TNT Copyright

If the answers are yes…

1. Begin the TSFL Optimal Health Program

2. Order your Career Builders Information

3. Work closely with your Health Coach to follow the business plan set in front of you

4. Be prepared for Success

TNT Copyright

A New Era for Health Care: Creating Health

•For Our Patients•For Your Practice•For Yourself

Thank You

John Lutz FACHE, FACMPELutz Healthcare Consultants, LLCLutzHealthcare.com

john.lutz@lutzhealthcare.com518 944-4429