“The Expert Connector” - In Episode 17 of the Shining Brightly Podcast Show, I am joined by the incredible Sabrina Runbeck. Formerly a cardiac and thoracic transplant clinician, she is now a peak performance keynote speaker, podcaster, author and healthcare key opinion leader (KOL). We discuss the four “C’s” to convert quality contacts into champions to create business growth. We focus on healthcare entrepreneurs that need to gain visibility and credibility in the right circles to accelerate their mission toward profitability. Come listen, share and comment!

Mentioned Resources:

Website: https://SabrinaRunbeck.com

Podcast: https://sabrinarunbeck.com/new-podcast

LinkedIn: https://LinkedIn.com/in/SabrinaRunbeck

About the guest - Sabrina Runbeck

I can help you accelerate your mission and increase profitability by gaining visibility and credibility in the right circles of people. After overcoming burnout working in surgery, Sabrina Runbeck went back to her roots in neuroscience and public health helping healthcare entrepreneurs to create sustainable profitability by becoming high-performing thought leaders while leveraging the power of high-net-worth networks.

By combing her expertise in hosting a highly-ranked podcast and speaking at various global healthcare conferences, she found the best way to create long-lasting business growth in healthcare is through relationship building. She understood your Visibility is your Profitability! Her clients stop having to worry about where their next client is coming from, need to plan additional budget for ads spend, or lose the ability to connect with others because their social media account is shut down. If you want to share your social mission with the world and gain endless supporters that become royal clients... then you have landed on the right page, with the right consultant who is also a recovered clinician.

About the Host:

Howard Brown is a best-selling author, award-winning international speaker, Silicon Valley entrepreneur, interfaith peacemaker, and a two-time stage IV cancer survivor. He is also a sought-after speaker and consultant for corporate businesses, nonprofits, congregations, and community groups. Howard has co-founded two social networks that were the first to connect religious communities around the world. He is a nationally known patient advocate and “cancer whisperer” to many families. Howard, his wife Lisa, and daughter Emily currently reside in Michigan, and his happy place is on the basketball court.

Website

Http://www.shiningbrightly.com

Social Media

Facebook - https://www.facebook.com/howard.brown.36

LinkedIn - https://wwwlinkedin.com/in/howardsbrown

Instagram - @howard.brown.36

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Howard Brown: 00:00:03

Hello, it's Howard Brown. Oh my god, welcome to the

Howard Brown: 00:00:06

Shining Brightly show. I just get the best guests. And today

Howard Brown: 00:00:10

is no different. Today I have Sabrina Runbeck. And I don't

Howard Brown: 00:00:16

know if she's in Houston today or not, but she normally

Howard Brown: 00:00:19

headquarters there and homes there. And Sabrina, welcome to

Howard Brown: 00:00:22

the show. So nice to see you.

Sabrina Runbeck: 00:00:24

Same here. How are they so great to meet you,

Sabrina Runbeck: 00:00:27

me fellow? Healthcare podcasters with similar passion, and while

Sabrina Runbeck: 00:00:33

we can really create as positive impact in the space?

Howard Brown: 00:00:37

Absolutely. So I tell my audience of viewers and

Howard Brown: 00:00:42

listeners a little bit about who you are, and what's important to

Howard Brown: 00:00:45

you.

Sabrina Runbeck: 00:00:46

Yeah, I think everyone when they introduce

Sabrina Runbeck: 00:00:49

themselves, we can be multiple different directions. I always

Sabrina Runbeck: 00:00:52

love to start as I'm the only child only girl in the family.

Sabrina Runbeck: 00:00:57

And then for anybody who's audio versus those who are watching us

Sabrina Runbeck: 00:01:01

later, video. I'm Asian, so typical Asian family study well

Sabrina Runbeck: 00:01:07

get a good job. Have you passed marry off, you should be all

Sabrina Runbeck: 00:01:11

set. And that was BB? Yeah, what I thought. I was like, no, no,

Sabrina Runbeck: 00:01:16

that is not successful, like for me. And I did go down that path

Sabrina Runbeck: 00:01:20

and then end up having actually really nicely cleaned wars and

Sabrina Runbeck: 00:01:25

strong good term was my axe. But I just realised, that's just not

Sabrina Runbeck: 00:01:29

who I am. I know we all have this journey that we go on no

Sabrina Runbeck: 00:01:33

matter what field you choose. Now, yes, I did pick medicine,

Sabrina Runbeck: 00:01:37

because to bachelor to master later, I didn't really find

Sabrina Runbeck: 00:01:42

anything else that I like to do, except dealing with direct

Sabrina Runbeck: 00:01:45

impact was people. And I picked heart and lung surgery. And at a

Sabrina Runbeck: 00:01:51

time. We're like a little busy bee, right? You're a sponge to

Sabrina Runbeck: 00:01:56

absorb everything. And then you're the bees like you can't

Sabrina Runbeck: 00:01:59

handle everything was go. But that also mentality means what

Sabrina Runbeck: 00:02:03

we got burned out so quickly. And we also know, surgery in

Sabrina Runbeck: 00:02:07

itself is one of the higher burnout fields besides emergency

Sabrina Runbeck: 00:02:11

medicine and some other ones. So I was one who realised, wow, if

Sabrina Runbeck: 00:02:18

I'm still operating when I'm sick and coughing, and the next

Sabrina Runbeck: 00:02:21

day when I tried to call out. And the answer I get back is

Sabrina Runbeck: 00:02:26

Sabrina, you didn't start to tell us this sooner. Like we can

Sabrina Runbeck: 00:02:30

all plan our sick days. Right? Um, and that also meant to me

Sabrina Runbeck: 00:02:35

that we need to recognise ourself more. And we all know by

Sabrina Runbeck: 00:02:41

study, the number one factor in productivity is appreciation.

Sabrina Runbeck: 00:02:49

How come the so many of us just feel like oh, my goodness, I'm

Sabrina Runbeck: 00:02:53

not moving forward. People don't see me. They don't even hear my

Sabrina Runbeck: 00:02:56

ideas. It's also because we don't know how to communicate

Sabrina Runbeck: 00:03:00

anymore. We don't know how to show up powerfully anymore. We

Sabrina Runbeck: 00:03:03

sometimes get into the safety cocoon, and feel like, well, if

Sabrina Runbeck: 00:03:08

I've rocked the ball, it takes more more energy and time to

Sabrina Runbeck: 00:03:11

even figure things out. So let me stay in my bowl and just

Sabrina Runbeck: 00:03:15

complain about it. But that's not what the true reality is. So

Sabrina Runbeck: 00:03:19

I got into that round of. Okay, so if it just practice clinical

Sabrina Runbeck: 00:03:24

medicine on the databases, it's not working for me. How do I

Sabrina Runbeck: 00:03:28

show up? I still love this career. I don't know about you,

Sabrina Runbeck: 00:03:33

Howard. Have you heard a lot of people would say, hey, you know

Sabrina Runbeck: 00:03:37

what, I love what I do, but just not how I do it. Have you heard

Sabrina Runbeck: 00:03:40

that?

Howard Brown: 00:03:40

Of course.

Sabrina Runbeck: 00:03:42

Right! And then so we're in that mindset, but

Sabrina Runbeck: 00:03:44

how is the big question, and then it's start pivoting. I went

Sabrina Runbeck: 00:03:50

back to what I used to do before medicine was public health and

Sabrina Runbeck: 00:03:54

neuroscience, really looking into self efficacy, self care,

Sabrina Runbeck: 00:03:58

which a lot of people are thinking wrongly what self care

Sabrina Runbeck: 00:04:01

means and efficacy in performance sciences, how do we

Sabrina Runbeck: 00:04:06

do the right thing, the shortest paths with the right people,

Sabrina Runbeck: 00:04:11

that can be the most challenging? So was my role

Sabrina Runbeck: 00:04:15

start pivoting in the operational side and business

Sabrina Runbeck: 00:04:19

side of medicine start becoming a speaker in hosting startup was

Sabrina Runbeck: 00:04:25

just being the lead for CME committee to speaking on local,

Sabrina Runbeck: 00:04:29

state and national and even national stages. Now, I'm also

Sabrina Runbeck: 00:04:33

running my own podcast called providers edge and TV show. It

Sabrina Runbeck: 00:04:37

has been a whirlwind of meeting some of the experts, those

Sabrina Runbeck: 00:04:40

people who are so enthusiastic about what can we actually do?

Sabrina Runbeck: 00:04:45

How can we identify the gap and actually close that and not just

Sabrina Runbeck: 00:04:49

to be a naysayer in our space? So that's where I got to now

Sabrina Runbeck: 00:04:53

that I help healthcare startups, especially those who has a Bible

Sabrina Runbeck: 00:04:58

product to really stand out there to gain the right

Sabrina Runbeck: 00:05:02

visibility and credibility with Bryce circle, and converting

Sabrina Runbeck: 00:05:07

those true connections into champions to help us to

Sabrina Runbeck: 00:05:11

accelerate the social mission that we always wanted to create.

Howard Brown: 00:05:15

Dr. Sabrina, you just said doctors to sometimes

Howard Brown: 00:05:18

their own worst patients, and you have figured out how to use

Howard Brown: 00:05:22

all these skills and transform and pivot yourself. And it's

Howard Brown: 00:05:26

admirable. So what is what is something that people don't know

Howard Brown: 00:05:30

about you or something that's unique about you that you don't

Howard Brown: 00:05:34

always share?

Sabrina Runbeck: 00:05:35

I talk about this a lot. I talk about how do

Sabrina Runbeck: 00:05:40

you define success is by sound five different levels of

Sabrina Runbeck: 00:05:43

freedom. So I live into those. Alright, so the five if you're

Sabrina Runbeck: 00:05:47

curious. So for me, number one, I rank is time freedom. Number

Sabrina Runbeck: 00:05:52

two I care about is activity freedom. Number three I care

Sabrina Runbeck: 00:05:56

about is people freedom. Number four is financial freedom. And

Sabrina Runbeck: 00:06:01

number five is location freedom. So because I care about my time,

Sabrina Runbeck: 00:06:05

freedom, and the type of activity I love to do, that also

Sabrina Runbeck: 00:06:10

gave me the freedom of this year, my resolution has been

Sabrina Runbeck: 00:06:15

take at least six vacations. So I actually have four already

Sabrina Runbeck: 00:06:19

planned. So since last month, every month, I have a fun

Sabrina Runbeck: 00:06:23

vacation doesn't matter if it's like a shore four day vacation,

Sabrina Runbeck: 00:06:26

versus a week or two weeks along to go to Europe. So I have

Sabrina Runbeck: 00:06:30

something already planned from last month's I remounts. I have

Sabrina Runbeck: 00:06:34

something all the way on to July so far.

Howard Brown: 00:06:37

I love it. That's a huge discipline to be able to

Howard Brown: 00:06:40

do that. I love I've not heard the term location freedom. But I

Howard Brown: 00:06:43

really like it. So I You mentioned something in your

Howard Brown: 00:06:47

intro about self care. Could you just before we get into our

Howard Brown: 00:06:52

conversation, tell me about your definition of self care?

Sabrina Runbeck: 00:06:56

Yes, I believe self care for me means that

Sabrina Runbeck: 00:06:59

perspective, recognising who you are, what you need, what you're

Sabrina Runbeck: 00:07:04

aiming for, and then serve yourself back in that

Sabrina Runbeck: 00:07:07

transition. And the self care concept for me is not just, I'm

Sabrina Runbeck: 00:07:13

getting a massage, I'm actually taking my dog for a walk. But

Sabrina Runbeck: 00:07:17

something that we actually do on the daily basis and multiple

Sabrina Runbeck: 00:07:21

times a day, a big thing I talk to people is on Positive

Sabrina Runbeck: 00:07:25

Intelligence. And I call that how we built these P Q's is

Sabrina Runbeck: 00:07:30

based on these small increment of resets. And I call them Mini

Sabrina Runbeck: 00:07:36

Mental vacations.

Howard Brown: 00:07:38

I like it. Positive intelligent quotient is

Howard Brown: 00:07:42

that key that you got, you can measure that. So this is

Howard Brown: 00:07:46

amazing. All right. So you made a statement on one of your

Howard Brown: 00:07:52

podcasts that we all communicate, but we feel really

Howard Brown: 00:07:55

connect. We live in this digital world now. Right? You know, we

Howard Brown: 00:07:58

zip out we you know, we like a post, you know, we might comment

Howard Brown: 00:08:02

maybe we won't we just move on we, you know something on

Howard Brown: 00:08:05

Instagram in this digital world. It's hard to connect. And then

Howard Brown: 00:08:09

with the advent of COVID that we had to isolate, it further

Howard Brown: 00:08:13

created some separation. So you have something called the four

Howard Brown: 00:08:17

steps to convert contacts into champions. That creates business

Howard Brown: 00:08:21

growth. Enlighten us, that sounds cool.

Sabrina Runbeck: 00:08:25

Yes, many people will always think about

Sabrina Runbeck: 00:08:29

marketing is the hardest thing and they dive into oh my gosh, I

Sabrina Runbeck: 00:08:33

hate social media. I pose no one likes me and because nerve

Sabrina Runbeck: 00:08:38

chasing by the vanity factor, or people saying Oh, I love

Sabrina Runbeck: 00:08:42

speaking let me just speak everywhere. But how come I don't

Sabrina Runbeck: 00:08:46

hear anything back? Right? I just got that initial influx

Sabrina Runbeck: 00:08:49

when the show published. Or people were go chase Well, if I

Sabrina Runbeck: 00:08:54

only have more money, and now just run bunch of ads, but then

Sabrina Runbeck: 00:08:57

we also know Zack and Berg and all these algorithms are

Sabrina Runbeck: 00:09:01

capturing and restricting us on where things are going to wear.

Sabrina Runbeck: 00:09:06

So what is the actual best way to convert any clientele by

Sabrina Runbeck: 00:09:14

study has been a personal referral, right? We all know

Sabrina Runbeck: 00:09:19

word of mouth. People love you now or he trusts you because

Sabrina Runbeck: 00:09:23

someone else trusts you because someone else gave you that

Sabrina Runbeck: 00:09:27

credibility. But how do I do it? Not so passively. Many

Sabrina Runbeck: 00:09:32

practitioners or just any businesses have gone into if I

Sabrina Runbeck: 00:09:37

just do a really good job, someone will think of me and

Sabrina Runbeck: 00:09:41

tell other people about it. But that's not sustainable. So how

Sabrina Runbeck: 00:09:44

do we do that in a sustainable way is to say number one we have

Sabrina Runbeck: 00:09:48

to captivate before you start go out there. How are you

Sabrina Runbeck: 00:09:52

captivating people's attention and something that I do a lot

Sabrina Runbeck: 00:09:57

with clients or even just the Is executive founders that come

Sabrina Runbeck: 00:10:03

into my inner circle of networking group, I always have

Sabrina Runbeck: 00:10:06

this set format of what's beyond just elevate our pitch. So

Sabrina Runbeck: 00:10:12

within 60 seconds, I should be able to know who are you what

Sabrina Runbeck: 00:10:16

you are about your results. Your brain. What do you ask me?

Sabrina Runbeck: 00:10:21

Right? So how are think about it? If you're not clear on your

Sabrina Runbeck: 00:10:24

ask what do people usually do?

Howard Brown: 00:10:27

They forget about it. Don't take action. No.

Howard Brown: 00:10:30

Action. Yeah. Nothing.

Sabrina Runbeck: 00:10:32

Nothing it because you're making them do

Sabrina Runbeck: 00:10:34

too much work to even figure out what you need. Right? So

Sabrina Runbeck: 00:10:37

people's like, that sounds great by right, like, my might not

Sabrina Runbeck: 00:10:41

even be as nice. And then the last thing is, how do you create

Sabrina Runbeck: 00:10:47

win win situation. And that's also a key if you are not there

Sabrina Runbeck: 00:10:53

to serve others. And all you think that demystifying what

Sabrina Runbeck: 00:10:59

will and truly is, we heard it in the Seven Habits of Highly

Sabrina Runbeck: 00:11:03

Effective People. And there's many different other people have

Sabrina Runbeck: 00:11:07

talked about the concept, but many people use a wrong and that

Sabrina Runbeck: 00:11:10

the way they use the wrong is let's just say for example, a

Sabrina Runbeck: 00:11:15

someone who's a subject matter expert, and they've got the way

Sabrina Runbeck: 00:11:19

the other person or other practices winning is, well, I

Sabrina Runbeck: 00:11:22

can talk to you about actually, this is a recent conversation,

Sabrina Runbeck: 00:11:28

we have the best solution for sleep study, an all encompassing

Sabrina Runbeck: 00:11:32

many primary care or other subspecialty do not have so

Sabrina Runbeck: 00:11:36

therefore, I can't help they're impatient. And because they

Sabrina Runbeck: 00:11:40

don't have it. Like that's not when when that's when for you,

Sabrina Runbeck: 00:11:45

right? How are you serving that practice, not just the end user,

Sabrina Runbeck: 00:11:50

right? So that it needs to be with the your introduction,

Sabrina Runbeck: 00:11:55

doesn't matter if a stranger that you meet, or you're

Sabrina Runbeck: 00:11:59

actually intentionally going to a room. Before that prep work. I

Sabrina Runbeck: 00:12:04

don't care if you're meeting your next door neighbour, or

Sabrina Runbeck: 00:12:08

someone who has a large organisation of 10 mil

Sabrina Runbeck: 00:12:12

impatience, right that you are not positioning yourself as a

Sabrina Runbeck: 00:12:16

well thought out leader in the space ages seems like a taker

Sabrina Runbeck: 00:12:20

inside a a giver. So number one is capture their attention just

Sabrina Runbeck: 00:12:26

like you so while he said how're squirrel brains were doing so

Sabrina Runbeck: 00:12:31

much on social and doesn't seem like anything is being

Sabrina Runbeck: 00:12:35

connected. So number one is you actually have to know how to

Sabrina Runbeck: 00:12:38

capture their intention. And so Captivate number two is create,

Sabrina Runbeck: 00:12:46

we have to know what type of people that you want to connect

Sabrina Runbeck: 00:12:51

with, right, create that master list. And there is a study also

Sabrina Runbeck: 00:12:58

showing, when we create any type of connection, we can actually

Sabrina Runbeck: 00:13:02

physically capable of only maintain 150 relationship at any

Sabrina Runbeck: 00:13:07

time. So it's no longer about getting no everyone, right,

Sabrina Runbeck: 00:13:11

everyone means nobody. Because if you're so intentional, then

Sabrina Runbeck: 00:13:17

we also have heard from Jim Rohn, you are the five people

Sabrina Runbeck: 00:13:21

that you're surrounding yourself with, right, so these key five

Sabrina Runbeck: 00:13:26

mastermind movers for you. And then you will always call us 50

Sabrina Runbeck: 00:13:32

Inner Circle people. And then you have the last 100 of people

Sabrina Runbeck: 00:13:37

that are within your network that might come in and out. But

Sabrina Runbeck: 00:13:39

no matter what level of these connections, you should be able

Sabrina Runbeck: 00:13:43

to send them an email, send them a text message, pick up the

Sabrina Runbeck: 00:13:46

phone, and they actually want to have our conversation want to

Sabrina Runbeck: 00:13:50

catch up, you have a business venture and they're willing to

Sabrina Runbeck: 00:13:53

bounce the idea with you and you have some new project than

Sabrina Runbeck: 00:13:57

willing to point you in the right direction. So

Sabrina Runbeck: 00:14:00

understanding how to create that list is very important. And

Sabrina Runbeck: 00:14:04

because without knowing who these people are, well quality

Sabrina Runbeck: 00:14:08

their brain for you, then you're going to be trying to mix and

Sabrina Runbeck: 00:14:14

mingle into multiple events and then get so lost and feel so

Sabrina Runbeck: 00:14:18

discouraged. Right? Have you ever heard from anybody who tell

Sabrina Runbeck: 00:14:23

you like our I go to all this event that even so exciting, but

Sabrina Runbeck: 00:14:29

after that you won't become crickets? Right? Like did I not

Sabrina Runbeck: 00:14:34

meet the right people? Or they didn't want to do anything with

Sabrina Runbeck: 00:14:38

me right?

Howard Brown: 00:14:40

Yeah, you should your schedule should be packed

Howard Brown: 00:14:42

you should always follow up and all these to dues to go meet and

Howard Brown: 00:14:46

help others and they should have those same two dues to go and

Howard Brown: 00:14:48

help you you should be very busy after you know some type of

Howard Brown: 00:14:53

virtual or physical or in person event.

Sabrina Runbeck: 00:14:55

Exactly right. So that actually leads super

Sabrina Runbeck: 00:14:59

well into our next See is to collaborate. So we mentioned

Sabrina Runbeck: 00:15:03

that win win situation. So what type of activity that aligns

Sabrina Runbeck: 00:15:07

with you the most that you feel like you have turned out the

Sabrina Runbeck: 00:15:12

power of question actually got to know the person that's across

Sabrina Runbeck: 00:15:16

from you to create those collaborative situation. Right.

Sabrina Runbeck: 00:15:21

So between me and how're we gonna foamers just like, oh,

Sabrina Runbeck: 00:15:25

wow, we now Lincoln seems like we do a lot of cool, exciting

Sabrina Runbeck: 00:15:29

stuff in the healthcare space, let's just get to know each

Sabrina Runbeck: 00:15:33

other. Right? We don't need to have an agenda before you

Sabrina Runbeck: 00:15:38

jumping the call. But once you're jumping in a call, the

Sabrina Runbeck: 00:15:42

intention is to get to know that other person to see how you can

Sabrina Runbeck: 00:15:46

support that person. And then at the backend, what can we do

Sabrina Runbeck: 00:15:51

together as a collaborative, right? And without having those

Sabrina Runbeck: 00:15:55

deep layers of conversation? Of course, you cannot create a win

Sabrina Runbeck: 00:16:00

win situation. And once you're able to have those conversation,

Sabrina Runbeck: 00:16:05

what can we do? Being super creative, right? If you know

Sabrina Runbeck: 00:16:09

someone who's has a daughter that's going to college and

Sabrina Runbeck: 00:16:13

playing lacrosse, guess what, the next time you saw a magazine

Sabrina Runbeck: 00:16:18

that has some kind of lacrosse feature, send it to that person,

Sabrina Runbeck: 00:16:22

be creative. And that's also a great way to create those

Sabrina Runbeck: 00:16:26

nurturing relationship, and not just that super excited initial

Sabrina Runbeck: 00:16:31

call. And then crickets again, right, we have to be able to

Sabrina Runbeck: 00:16:35

have a system to track them. And there's so many different ways

Sabrina Runbeck: 00:16:40

you can track them. You can have the old school where I type

Sabrina Runbeck: 00:16:44

everything into Excel, many people actually use the CRM

Sabrina Runbeck: 00:16:49

system, Chipman create tags. And some people just have a system

Sabrina Runbeck: 00:16:53

that already categorise them for them. Right, I can just ask that

Sabrina Runbeck: 00:16:58

person to do and figure out things for me. And at the end of

Sabrina Runbeck: 00:17:02

the day, as always say it's 150 connections, we don't always

Sabrina Runbeck: 00:17:07

have to think about, oh, my goodness, I need to create an

Sabrina Runbeck: 00:17:11

email list. I only have 300 people on that, right? Like how

Sabrina Runbeck: 00:17:15

you're creating those relationships. It's important,

Sabrina Runbeck: 00:17:19

not the number at the end of the day. All right. So then the last

Sabrina Runbeck: 00:17:24

one is calibrate. Means when we get to a level of a high

Sabrina Runbeck: 00:17:28

calibre, I always promote when we need people, it needs to be a

Sabrina Runbeck: 00:17:33

high net worth networking. Right? That means it stops

Sabrina Runbeck: 00:17:37

thinking about who's that one person you need to talk to,

Sabrina Runbeck: 00:17:41

that's a direct client, or you have the best solution. You

Sabrina Runbeck: 00:17:45

advocate. Perhaps in your view, you advocate for your parents.

Sabrina Runbeck: 00:17:50

And then you create a solution, some kind of software app that

Sabrina Runbeck: 00:17:55

connects all these resources together. Amazing. But instead

Sabrina Runbeck: 00:17:59

of constantly thinking about the one family, the group of family

Sabrina Runbeck: 00:18:04

that you can speak to, how about someone who already are dealing

Sabrina Runbeck: 00:18:08

and helping these people that you want to help. And they have

Sabrina Runbeck: 00:18:13

hundreds of 1000s of them, connect with those people who

Sabrina Runbeck: 00:18:17

has a large network, and others could be a large hospital

Sabrina Runbeck: 00:18:21

system. How do you meet those stakeholders and their

Sabrina Runbeck: 00:18:25

expectation of how to communicate, it's on another

Sabrina Runbeck: 00:18:29

level. And therefore it's even more crucial you have to

Sabrina Runbeck: 00:18:33

position yourself right are first see in captivate the

Sabrina Runbeck: 00:18:37

shorter amount of time to get to the point that more amazing, and

Sabrina Runbeck: 00:18:42

then get in front of them when you're creating the right list

Sabrina Runbeck: 00:18:46

of people intentionally. And then you be able to collaborate,

Sabrina Runbeck: 00:18:51

create the right resources, opportunities, and you already

Sabrina Runbeck: 00:18:55

think for them, don't make them do the hard work of thing for

Sabrina Runbeck: 00:19:00

you. You're there to serve them. And then once you get to the

Sabrina Runbeck: 00:19:04

level of calibrating, we also want to calibrating our

Sabrina Runbeck: 00:19:08

learning, the six basic human need the 10 different ways that

Sabrina Runbeck: 00:19:12

we're actually self sabotage. Because if you know what stops

Sabrina Runbeck: 00:19:17

you from moving forward, and creating that next level of

Sabrina Runbeck: 00:19:21

success, you can also identify what's that for others, right.

Sabrina Runbeck: 00:19:26

So understanding the social psychology the behaviour side

Sabrina Runbeck: 00:19:30

the possibly intelligence, different areas of what it means

Sabrina Runbeck: 00:19:34

to have a solid relationship, then people truly going to be a

Sabrina Runbeck: 00:19:39

champion for you. And then we were seeing why study Wharton

Sabrina Runbeck: 00:19:43

Business School actually shown a referred customer has 25% higher

Sabrina Runbeck: 00:19:48

lifetime value than any other method. And therefore we have to

Sabrina Runbeck: 00:19:52

be creative and intention on putting these efforts in or the

Sabrina Runbeck: 00:19:57

other thing can be have a business relationship expert

Sabrina Runbeck: 00:20:01

with A your core team of advisors

Howard Brown: 00:20:04

I want to tell you so Sabrina, you and I, we

Howard Brown: 00:20:08

executed on this because we only met about a month ago. But we

Howard Brown: 00:20:11

captivated we created, we collaborated. And we've

Howard Brown: 00:20:14

calibrated. And this is why you got moved to the front of my

Howard Brown: 00:20:17

podcast. And then you've invited me to your health care,

Howard Brown: 00:20:21

collaborative Podcast coming up this week. And so and we've

Howard Brown: 00:20:25

introduced each other to at least two high quality

Howard Brown: 00:20:27

introductions. So I have to tell you, we were executing on your

Howard Brown: 00:20:31

strategy perfectly, and I greatly appreciate that. But one

Howard Brown: 00:20:35

of the things that we actually came together on is healthcare

Howard Brown: 00:20:39

startups, and then the healthcare space. Now you come

Howard Brown: 00:20:42

from going through the medical school and being a doctor, I

Howard Brown: 00:20:46

actually come through the patient side and the patient

Howard Brown: 00:20:48

perspective, the advocacy side of things. So we we kind of came

Howard Brown: 00:20:51

in and met from two different sides, but it's one of our both

Howard Brown: 00:20:54

of our passions and interest. Talk to us about, you know,

Howard Brown: 00:20:57

you're interested in helping healthcare startups grow and

Howard Brown: 00:21:01

make an impact and the steps they need to take, because

Howard Brown: 00:21:04

that's a very interesting part of what I like to do, too.

Sabrina Runbeck: 00:21:07

Yeah, I think that's amazing space to be in,

Sabrina Runbeck: 00:21:10

especially now because we know how most hair tech solutions are

Sabrina Runbeck: 00:21:16

coming out, left or right. And there's just so many options,

Sabrina Runbeck: 00:21:19

actually, for patients and for clinicians at the same time.

Sabrina Runbeck: 00:21:23

However, most of us have no idea that they even exist, because

Sabrina Runbeck: 00:21:27

number one, people don't have the right visibility, or they

Sabrina Runbeck: 00:21:31

don't have the credibility to show. So even you have put them

Sabrina Runbeck: 00:21:34

in front of the right people. It just seems like, Oh, it doesn't

Sabrina Runbeck: 00:21:39

seem like they know what they're talking about, or they don't

Sabrina Runbeck: 00:21:43

understand my value. So why would I invest my time, my

Sabrina Runbeck: 00:21:47

knowledge with my money into that person where that company

Sabrina Runbeck: 00:21:51

to make things happen to them? Right? So it's amazing. I think

Sabrina Runbeck: 00:21:56

most all of us in healthcare are only two sides solution, you

Sabrina Runbeck: 00:22:00

either focusing on the patient, right? A disease, type of care,

Sabrina Runbeck: 00:22:05

manage, how to collaborate, support, resource, all those

Sabrina Runbeck: 00:22:10

amazing stuff, or you're on the physician side, how do we make

Sabrina Runbeck: 00:22:14

the workflow better? How do we reduce burnout? How do we make

Sabrina Runbeck: 00:22:18

sure we become more profitable, so we can hire more help to grow

Sabrina Runbeck: 00:22:22

the organisation so we can serve more patients? Right? And so

Sabrina Runbeck: 00:22:26

when you think about all these different ideas, yes, a startup

Sabrina Runbeck: 00:22:30

my mistakenly think initially, all I needed just funding, if I

Sabrina Runbeck: 00:22:35

only got money, I just have to learn how to pitch it. The idea

Sabrina Runbeck: 00:22:39

is good enough that someone will buy from me, and awesome. But

Sabrina Runbeck: 00:22:45

once you have the money, what are you doing with it? I think

Sabrina Runbeck: 00:22:48

the a lot of sellers are really good at getting funding

Sabrina Runbeck: 00:22:52

introduction, but that only get them start, it is not going to

Sabrina Runbeck: 00:22:56

be sustainable. All of us understand, no matter what type

Sabrina Runbeck: 00:23:01

of feel you own your own company, or you work for

Sabrina Runbeck: 00:23:05

organisation, burnout just doesn't stop, if you don't

Sabrina Runbeck: 00:23:08

understand how to improve your performance level, and how to

Sabrina Runbeck: 00:23:13

better and having a quality, a working environment, a personal

Sabrina Runbeck: 00:23:18

environment, and truly connect what I call a total harmony of

Sabrina Runbeck: 00:23:24

life, right? These are 10 different category. And then

Sabrina Runbeck: 00:23:27

that's the same harmony we need to create when you have a

Sabrina Runbeck: 00:23:31

business as well. So we all understand the triangle, right?

Sabrina Runbeck: 00:23:34

The triangle is the strongest you can break the bar. So what's

Sabrina Runbeck: 00:23:38

on the top of triangle, you do need a CEO, right, that Chief

Sabrina Runbeck: 00:23:44

Executive Officer, but that person doesn't even come first,

Sabrina Runbeck: 00:23:47

surprisingly, or not a shift start was the chief innovation

Sabrina Runbeck: 00:23:51

officer, you don't have something that's innovative to

Sabrina Runbeck: 00:23:54

present, then what are you executing, right, so of the

Sabrina Runbeck: 00:23:59

triangle, you have someone who is head of innovation, who's a

Sabrina Runbeck: 00:24:03

big ideal thinker who has the big vision on what this thing

Sabrina Runbeck: 00:24:07

going to do, then, actually the second chief position executive

Sabrina Runbeck: 00:24:13

position you need to have is someone who can turn that idea

Sabrina Runbeck: 00:24:17

into impact and income. If you don't know how to make that a

Sabrina Runbeck: 00:24:24

profitable, impactful service or product, it's also not gonna be

Sabrina Runbeck: 00:24:30

doable, because who's buying it? What who's paying for it? Why

Sabrina Runbeck: 00:24:36

people even care about this, right? So it's not good enough

Sabrina Runbeck: 00:24:39

just to have an idea. We need to make sure that strategy is

Sabrina Runbeck: 00:24:44

created to actually make something out of this idea. And

Sabrina Runbeck: 00:24:48

then the third make sense to have that executioner in place,

Sabrina Runbeck: 00:24:55

right people who can take the idea take the inner variation,

Sabrina Runbeck: 00:25:01

and understand the impact, now we can actually do something

Sabrina Runbeck: 00:25:05

with it. So once you have these three main people on the top of

Sabrina Runbeck: 00:25:12

your organisation, then we can think about the next round.

Sabrina Runbeck: 00:25:16

Right? The next round will have another three categories. And

Sabrina Runbeck: 00:25:20

one of them is your culture and people. We don't work alone,

Sabrina Runbeck: 00:25:26

right? Like, how are how many people do you work with on a

Sabrina Runbeck: 00:25:30

regular basis?

Howard Brown: 00:25:32

It depends it usually the best groups are

Howard Brown: 00:25:34

anywhere from three to five. But you know, sometimes larger

Howard Brown: 00:25:38

depends. It depends if it's a nonprofit, if it's an advocacy

Howard Brown: 00:25:41

technology, but the best groups that are productive are three to

Howard Brown: 00:25:45

five for me.

Sabrina Runbeck: 00:25:47

Okay great. So, four, there are some different

Sabrina Runbeck: 00:25:52

thoughts, right? You need to start with three minimum,

Sabrina Runbeck: 00:25:54

because that's the three different core natural

Sabrina Runbeck: 00:25:56

languages, you wanted to have one person that's speaking in

Sabrina Runbeck: 00:26:00

physical means for tactic Dewar's objective deadline,

Sabrina Runbeck: 00:26:05

right? And then you want someone who has that emotional story,

Sabrina Runbeck: 00:26:09

guidance vision, who could try people because at the end of the

Sabrina Runbeck: 00:26:14

day, most of us are all emotional buyers. And then you

Sabrina Runbeck: 00:26:17

have someone who's spiritual really thinking about everything

Sabrina Runbeck: 00:26:21

in alignment and cohesiveness. Right. But if we only have

Sabrina Runbeck: 00:26:25

someone who's mostly physical people, we're not able to

Sabrina Runbeck: 00:26:30

communicate with the two other, right? And if the people are too

Sabrina Runbeck: 00:26:34

high thinker, too high level thinker, then the paper the rest

Sabrina Runbeck: 00:26:38

of us who are physical, it's like, that's not doable, can you

Sabrina Runbeck: 00:26:42

communicate it in a way that I can then make something out of

Sabrina Runbeck: 00:26:46

it? Right, so we need to have that core to begin with. And

Sabrina Runbeck: 00:26:49

then, for us, there's also a school of thought a body of nine

Sabrina Runbeck: 00:26:54

means the way that we think about historically boasts from

Sabrina Runbeck: 00:26:59

religion or come Monday, there's always nine different type of

Sabrina Runbeck: 00:27:03

communicator through body language through how you draw

Sabrina Runbeck: 00:27:07

inspiration. So we're saying, okay, so culture and people is

Sabrina Runbeck: 00:27:11

very important. And culture people, when you have the wrong,

Sabrina Runbeck: 00:27:17

self driven need, people don't see each other's way to

Sabrina Runbeck: 00:27:21

appreciate each other's value, or you don't have the good

Sabrina Runbeck: 00:27:25

personality work together, you don't even communicate the same

Sabrina Runbeck: 00:27:29

way, then doesn't matter how good your resume and how good

Sabrina Runbeck: 00:27:33

your skills are, that will never move forward. And then we add on

Sabrina Runbeck: 00:27:37

to the peak performance PQ, right, passing the intelligence

Sabrina Runbeck: 00:27:41

side, if you don't even recognise what, how you back.

Sabrina Runbeck: 00:27:46

And then it's also very difficult to move forward as a

Sabrina Runbeck: 00:27:50

collective. So under culture, people, you need a four

Sabrina Runbeck: 00:27:54

different advisors, your human resource, right? How do you hire

Sabrina Runbeck: 00:27:58

what type of question to screen these people and now the

Sabrina Runbeck: 00:28:02

onboarding process, you need a business intuitive, what type of

Sabrina Runbeck: 00:28:06

experience you're actually bringing to your customers and

Sabrina Runbeck: 00:28:09

to your internal team? And then you also need a chief behaviour

Sabrina Runbeck: 00:28:14

officer, do you understand the buying behaviour of your

Sabrina Runbeck: 00:28:17

clientele? Right? What do they truly need? And why would they

Sabrina Runbeck: 00:28:21

do x versus y? And then lastly, is do you have a chief

Sabrina Runbeck: 00:28:26

relationship officer means all of your internal team, how do

Sabrina Runbeck: 00:28:30

you make sure people are being supported? They are properly

Sabrina Runbeck: 00:28:34

placed in the right position at the right time was the right

Sabrina Runbeck: 00:28:39

task. Right. So core of who we are. We all know. Healthcare

Sabrina Runbeck: 00:28:45

turnover is huge, right? We have this whole era of silent

Sabrina Runbeck: 00:28:50

resignation. And for some of us are like, own new, that seems so

Sabrina Runbeck: 00:28:55

disrespectful, how could you apply to a job and have an

Sabrina Runbeck: 00:28:58

interview and just don't show up? But that could just be a

Sabrina Runbeck: 00:29:04

hyper demand issue versus generational issue. So if we

Sabrina Runbeck: 00:29:08

already pre screened people early enough and understand

Sabrina Runbeck: 00:29:12

what's correct way, now we won't have these not show up issue

Sabrina Runbeck: 00:29:17

where people got hires, but all these money credentialing

Sabrina Runbeck: 00:29:20

everybody, and they leave just in a few months, right? And that

Sabrina Runbeck: 00:29:23

is super costly for any organisation. Now, how do you

Sabrina Runbeck: 00:29:30

actually find that people and human resource in general,

Sabrina Runbeck: 00:29:34

right, this bracket is very important? What's your

Sabrina Runbeck: 00:29:37

experience like Howard

Howard Brown: 00:29:39

so I want to take you back. So being a patient for

Howard Brown: 00:29:42

cancer one when I had non Hodgkins lymphoma, it was the

Howard Brown: 00:29:46

analogue days. This is 1989 and 1990. So it was very different.

Howard Brown: 00:29:50

Because we went to the library there were no cell phones. There

Howard Brown: 00:29:54

was no digital media computer use was just starting when I got

Howard Brown: 00:29:58

diagnosed with colo right rectal cancer, it was very different

Howard Brown: 00:30:02

the digital world was here, there was digital support

Howard Brown: 00:30:05

Facebook was around, you could connect with people. So I had

Howard Brown: 00:30:09

two different living experiences in my healthcare setting. And I

Howard Brown: 00:30:13

found that the doctors were at least open to being a little

Howard Brown: 00:30:17

more collaborative. The second time around, pretty much first

Howard Brown: 00:30:21

time around, I did what they said and what they told me to

Howard Brown: 00:30:25

do. The second time around, I was a much more veteran, having,

Howard Brown: 00:30:29

you know, a stage four diagnosis. But what I also

Howard Brown: 00:30:32

realised is that we worked in silos, and those silos weren't

Howard Brown: 00:30:36

broken down. So research was a silo pharmaceutical was a silo,

Howard Brown: 00:30:40

industry technology clinician, and the patient, and the patient

Howard Brown: 00:30:44

was put at the baby table. They weren't at the Children's table,

Howard Brown: 00:30:48

they really didn't care about the patient voice that is slowly

Howard Brown: 00:30:52

changing. And so that dynamic that you speak about is that

Howard Brown: 00:30:56

building teams, team chemistry, hiring someone that you believe

Howard Brown: 00:31:00

is going to be in for the long haul, and add a lot of value,

Howard Brown: 00:31:04

but also receive a lot of value. You speak very wise words, and

Howard Brown: 00:31:08

it's very hard to do, because teams actually score and win,

Howard Brown: 00:31:12

okay, and bad teams fail. And failure happens a lot in the

Howard Brown: 00:31:16

startup world that you and I are familiar with. So I think that

Howard Brown: 00:31:20

we're getting smarter, but we live in a bot generation, the

Howard Brown: 00:31:24

kids are digital. And I'm not sure of if they're in it for the

Howard Brown: 00:31:28

long haul. They may jump ship, you know, six months, one year

Howard Brown: 00:31:32

down the road, and it is costly. So I'm concerned about the next

Howard Brown: 00:31:36

generation and I have a daughter that just graduated and is a TV

Howard Brown: 00:31:40

reporter. And I she's gonna stick with it. And I hope I hope

Howard Brown: 00:31:44

she does that for the longer haul. But you speak very

Howard Brown: 00:31:47

importantly about innovation impact, and then getting to

Howard Brown: 00:31:51

income who's going to buy what you're building, really wise

Howard Brown: 00:31:55

words there. So I really appreciate that. I want to put

Howard Brown: 00:31:58

you in the Shining Brightly spotlight. Okay, because this is

Howard Brown: 00:32:02

a tease. If you want to get to know who Sabrina Runbeck is and

Howard Brown: 00:32:06

my doctor a new friend, okay, she's going to tell you how to

Howard Brown: 00:32:10

get in touch with her and give us some final commentary. So how

Howard Brown: 00:32:14

does someone get in touch with you? Shining Brightly spotlight?

Howard Brown: 00:32:18

We're shining with you, Sabrina?

Sabrina Runbeck: 00:32:21

Yes, I'm very active on LinkedIn. And also,

Sabrina Runbeck: 00:32:26

you can find me as Sabrina runbeck.com. There's a place

Sabrina Runbeck: 00:32:30

where we can have a virtual coffee chat and just to see if

Sabrina Runbeck: 00:32:34

we have no synergy. And of course, there's a lot to talk

Sabrina Runbeck: 00:32:38

about. We talked about the three core executive level and the

Sabrina Runbeck: 00:32:41

three big domains. Why is people the second we didn't get to is

Sabrina Runbeck: 00:32:47

awareness and communication site, right. That's all about

Sabrina Runbeck: 00:32:50

marketing represent yourself getting visibility. And then the

Sabrina Runbeck: 00:32:53

last thing is protection and structure because healthcare

Sabrina Runbeck: 00:32:57

regulation, and it's very difficult to understand. So

Sabrina Runbeck: 00:33:01

happy to have a longer conversation on what that is.

Sabrina Runbeck: 00:33:04

But definitely, that people and culture sciples understanding

Sabrina Runbeck: 00:33:09

others and yourself and boosting everybody together, along with

Sabrina Runbeck: 00:33:14

your patients is the core of what healthcare means.

Howard Brown: 00:33:19

This is amazing. And I'm going to include all of

Howard Brown: 00:33:22

your social links in your website. And so you can connect

Howard Brown: 00:33:25

tell them Howard sent you. I'm Howard Brown, and you can

Howard Brown: 00:33:28

connect with me on shining brightly.com. And this is

Howard Brown: 00:33:32

amazing. The podcast will be out soon. And you want to talk to

Howard Brown: 00:33:36

Sabrina. Okay. She's my new friend and high quality and

Howard Brown: 00:33:41

we're practising what he's preaching. So thank you for

Howard Brown: 00:33:44

being here today. It was amazing. And just, we'll see.

Howard Brown: 00:33:49

We'll see you soon at your health care Podcast coming up

Howard Brown: 00:33:52

this weekend. I look forward to participating and just amazing

Howard Brown: 00:33:56

what you're doing and how you're moving, moving people forward.