#171: How I Use Fullscript as a Secondary Income Stream

Michelle Leotta:
Hello there, health coaches. And thanks for joining us for another episode of the podcast. And I know many of you will be joining us live today as well 'cause we're very excited as we were talking about one of my very, very favorite passive income streams. So if you are here live, go ahead and say hello in the chat so that we can see you. And if you have any questions, as we go along, we welcome you to ask them that that's why we do these live so that we can actually answer your questions live. And I think you're going to have some questions, um, but we get so much to cover today. First of all, I have Debra with me from Fullscript, Deb, thanks for being here.

Debra:
Thank you. It's so good to be here.

Michelle Leotta:
To be back, right? We had you on the show a while ago. It's been about it's about time that you're back.

Debra:
It is true. It is true. I think it was about a year ago that we were doing this very similar type of a conversation. So it's great to be back.

Michelle Leotta:
All right. And we have Kate here and Deidre's here saying hi and Jennifer's here and I know a bunch of you here. So let's talk about this idea of real quick. You guys, about having multiple income streams. It is extremely important for your coaching business. You cannot coach 24 hours a day, which means that either you raise your rates to a zillion dollars or you find other ways to make money, because otherwise, if you have just a couple coaching sessions here and there and you maybe have a group or whatever, it's hard to make it all add up the way you want. Passive income is your friend. But I know that through the years I've been approached by this company and that company and this MLM and sell this product and that product. And I've never quite wanted to align myself with one particular brand, particularly when it comes to supplements. So I got to say, when Fullscript came along, I was like, have you guys been reading my diary? So Debra, why don't you start off? Just tell everybody a little bit about what Fullscript is and then we'll get into it.

Debra:
Awesome. Um, so for those of you who are not familiar with Fullscript, Fullscript is a free supplement dispensary for practitioners. So if you're a health coach, if you're a nutritionist, you can create your free Fullscript account. And you now have an automatic online supplement dispensary that you, where you can dispend supplements to your clients. So in creating an account, you get access to over 300 brands of supplements. So you can create personalized recommendations for your clients. You can email those recommendations to them. They can purchase directly from you, and then you're going to make 35% of that sale. So, um, we also send your clients refill reminders for when they're running out of product so that they can come back in and maintain the protocol that you've established for them. So then they will continue to come back and purchase their supplements for you. So it's easy, it's instant. And then you have all of this access that you can have supplements that you can make available to your clients. So it is a beautiful, additional income source for health coaches.

Michelle Leotta:
I have like three things that I like just popped into my head. I'm going to try to remember all of them. One of them was you mentioned all the different brands and that's really important, really important to me. So I'm just going to call out some of my favorites because everyone wants to know what brands you guys carry. I don't know if you're allowed to do this, but I will. I order a lot ofPure Encapsulations like for myself, I love pure capsule Clare. I use a lot of Claire, probiotics in particular Gaia. So like with herbs, you guys also have herbs. So those are some of my go tos, but you guys have tons of different brands. So what I love about Fullscript is I'm not aligning myself with one particular product or brand. I'm aligning myself with a company that is providing an excellent service. It's like walking into a top tier drug store, basically.

Debra:
Yeah.

Michelle Leotta:
That's how I feel. Um, do you want to give anybody any other like glimpses into the types of brands and why you carry the brands you do?

Debra:
Absolutely. And the other thing is we have some natural paths on staff, as well as the merchandising team that that's every single brand that we carry within the Fullscript catalog. So we're making sure that they are the highest quality clean products that you can then tap into for your clients. One of the, we have like so many brands, I couldn't even name all of them, but I'm sure they're all the brands that you're you would be in love with. But in addition to that, we're really working to expand our catalog, to include some non supplement items so that your clients can really reduce their toxic burden on the world and include a toothpaste, clean toothpastes, um, hand lotions, soaps, shampoos, uh, we even have, uh, what's very new to us and we just launched clean menstrual care items that you can then make available to your clients. So as you're caring for the whole health of your client, you can now tap into Fullscript to provide them with the products that will help them to do that. So, um, and Michelle, like you said, it really is like, you're, you have your very own high quality, um, like online health pharmacy, or year that's fully stocked, uh, for all the products whenever you need them.

Michelle Leotta:
That's terrific. I mean, I know a lot of times that we're sending clients links to like Amazon to purchase a supplement and that is readily available and it's easy for people. So not going to throw shade on that. However, there's a couple of nice advantages to ordering, having them order through Fullscript instead, Debra, I'll let you speak to a couple of those, but one that I want to say is, hello, thirty-five percent of every sale. Do you guys know how much Amazon affiliates pays? It's like two pennies. So that right there, you know, literally it is like two pennies. So, I mean, if you have five zillion clients, it can add up, but this way it's actually pretty substantial. What would you say are some of the other like top benefits of using Fullscript over a more mass market, Amazon Vitacost that kind of thing?

Debra:
Sure. Well, first off, like I was mentioning before you really are guaranteed quality. We are an authorized reseller of all of the brands that we carry. So, and, and the majority of the brands that we do carry our professional grade, meaning you can't really get them at other places. And if you do find them at some of these non-authorized resellers, like Amazon, the actual quality may be suspect, right? Um, so when you're pulling from the catalog within Fullscript, you're guaranteed that these are high quality products, um, for your clients and that they are what's on the label is what is supposed to be on the label. And they're getting clean, um, good ingredients that are gonna benefit their health. Um, and as you mentioned, Michelle, like at the end of the day, 35% is not, uh, is, is a pretty decent, um, income stream, right?

Debra:
So if you make a $100 sale from your Fullscript and dispensary, $35 of that is going to be deposited directly into your bank account. So, um, we even make the pain of that margin to you extremely easy. Now, if you are someone who likes to pass on savings to your clients, you can certainly do that as well. Um, you can make a max of 35% on these products, but you can also offer a discount up to your 35% margin. So some of our, uh, practitioners do do that. They may offer five or 10% discount to their clients. Um, you can't as much, you can't really do that in other sources. Um, in addition, we will help you with, um, getting set up with your store. We will help your clients. If they have questions on their purchase, send your clients refill reminders. If you're even new to, um, marketing, we provide you with a million different total millions a lot, but we provide you with a lot of different tools so that you can, um, be serviced in any type of, um, environment where you might recommend supplements.

Debra:
So if you do group settings, you can create protocols, group protocols for those people to tap into. Um, if you want to participate in one of our promos, you can certainly do that. We do do prom promotions, uh, Fullscript led promotions that you can opt into. So if you're not someone that is as marketing savvy, as you'd like to be, you can opt in and let us set up Fullscript, do that for you. So we have not only are you providing supplements through Fullscript, we are there to help you at every step of the way to build your supplement dispensing business.

Michelle Leotta:
Very, very cool. And I do love the fact that you send those reminders to clients because I have clients from years ago who, you know, started getting, they were getting back. Then they still order through Fullscript. They haven't been my paying client in years, but I'm still earning from those sales. So it's a type of thing that can snowball for you. It's not just like today and the clients you have today, but they might still be ordering years later thinking, wow, this is a really convenient service. That's already all set up for me. They just have to hit like one button to place their next order. So it's pretty fabulous. We have some folks already asking, and this is a good question. What are the qualifications for being able to have a practitioner account? Can all health coaches do this? Do we have to have certain letters after our name? Can you explain how that works?

Debra:
Yeah, absolutely. So, um, you do need to be a licensed practitioner to open your Fullscript dispensary and we do accept...

Michelle Leotta:
I'm going to interrupt you right there, Debra, because when you say licensed practitioner, I'm pretty sure every health coach just went, oh, no guys, health coaches are good. We're good. You've got your certification.

Debra:
I said the wrong word. No, sorry. Um, yes, we accept the majority of health coach programs. I am an integrative nutrition trained practitioner. We do accept integrative nutrition. There's a whole slew of health coach programs that we do accept. There are a couple that we don't, but if you do have any questions regarding, if your health coach certification qualifies you for a Fullscript dispensery, you can simply reach out to me. I can send... Michelle, I can share a list with you that you can share with your clients as well. If they're curious.

Michelle Leotta:
I've seen the list you guys, many times. So most health coaching programs are accepted. I am is definitely one of them. Primal health coach Institute level two is accepted, although not level one. Most people in our group who have applied, do end up opening their Fullscript account. So the easiest and fastest thing to do is go to, and this is for everybody it's free and there's no obligation to do anything beyond this point. Just go to healthcoachpower.com/fullscript. And that's where you can actually sign up as a practitioner. So either it's going to just go through no problem. And in that case, you're going to be asked to upload a copy of your certification.

Debra:
You just take a picture of your certification and upload it. Simple as that.

Michelle Leotta:
Exactly. Um, and if your school is not accepted at that point, you'll find out. But anyway, like I said, health coaches by and large are accepted. And then of course, if you do have any other, you know, you are a nurse, you do have your MD, whatever it is, of course, that's also going to be accepted, but many, many health coaches inside of our health coach power community have been using Fullscript. I'm a graduate from the Institute for integrative nutrition. I've been using you guys for years and years. So, we want to get you guys in there. And if yes, if you have any issues, email me, email Debra, and we'll sort it out right. There has been a time when I reached out to you guys. And I'm like, Hey, what about all these students from this school? And we worked it out. All right.

Michelle Leotta:
Yeah. So qualifications, most coaches are going to be good to go. Next question. No one has asked this yet. I don't think so. I'm just going to say it. Oh, Nope. Kate just said it. What's the legality of a health coach to recommend supplements. I thought that was out of scope of practice. So I'm going to tell you how we do this and it's going to vary state to stay and your risk tolerance, and you should talk to a lawyer and I'm not a lawyer, et cetera, et cetera. However, you cannot say as a health coach, I want you to take this many milligrams of this supplement two times a day. I wouldn't even say I want you to take vitamin D. But what I would say is, oh, that's interesting that your vitamin D levels are low. Have you thought about supplementing? Have you talked to your doctor?

Michelle Leotta:
Would you like me to send you some brands that I like in use? That's it? So people love that because clients are like, oh my God, there's so many different brands of supplements. I don't even know where to begin. So if I can, I know that Fullscript only carries good stuff. I don't even have to be a super-duper expert in supplements. I like trust that they're carrying good quality brands. You know, we've all heard those terrible stories where a supplement is actually just a bunch of sawdust and a capsule. We don't want that. And I can send my client here are two or three brands that I like. They're like, thank you. It just gives them a starting point. And you're not being prescriptive at all. The other way that I like to use this is in my group programs. So I might, once I ran a whole group, it was about stress and stress relief. And at the end I included a bunch of supplements that can help like magnesium, like ashwagandha. And in this case, it's not a one-to-one recommendation. It's just general information. And I'm referring everybody to my Fullscript account to place their purchase and get their 10% discount or whatever discount I've given them. Okay. That was a lot of words. Do you have anything to add to that?

Debra:
No, I think that's wonderful. And that's how a lot of people do choose to use their Fullscript dispensary. And the other thing you can do is yes, you can create a personalized recommendation for that client. And you can use that the language you just said within that personalized recommendation. In addition, you can keep your catalog open so that your clients can choose right, what they want to purchase. So, um, you might recommend a vitamin D, but then they can go into your Fullscript and dispensary and find the actual vitamin D that they'd like to choose. So, um, you can, you can provide them, you can give them access and to these supplements and let them choose what they want to purchase. Um, in addition, we have a lot of support documents within the Fullscript dispensary that you can make available to your clients. Um, some of that support, some of those support documents are, uh, protocols that have been created by our, uh, medical on-staff, uh, team. So you can help use those to, to help with education. Um, and, and, uh, to know what kinds of products are available within the supplement or within the Fullscript dispensary that you might want to make available to your clients.

Michelle Leotta:
Cool. Yes. You guys are like a wealth of resources. Um, dear, just asking a good question. It's going to lead us right in to telling you guys about something special that I've arranged for us. So Deirdre said to still script offer support and helping us decide what supplements are helpful for various issues. I just graduated from ILM, but I don't feel like I know enough about what types of supplements to recommend. So number one, we're not really supposed to be recommending supplements. So it's kind of good that you don't know. Cause then you might be, you know, the more I learned sometimes the more I am tempted to tell someone, oh, you really need to take such and such. And we do want to stay within scope. So don't worry Dierdre you're in the right place. However, it is helpful for us to know this stuff so that sometimes someone's confused about what their doctor told them. You having some knowledge is nothing but helpful. So I've asked Fullscript to run a special bonus class for us. Debra, can you tell us about the class and then we'll tell everybody how they can get into it for free?

Debra:
Yes, absolutely. So the bonus class is a supplement 101 webinar. So essentially it will be one of our naturopaths on staff. We'll be giving a webinar that we'll talk a bit about supplement dispensing and the different supplement types that are available within the Fullscript catalog, so that you can get more information around what's available and how, um, the suggested use on some of these products. So it's a really great opportunity to expand your learning, um, and to just, you know, understand a bit more about supplements and how they're used in the greater world. Um, in addition, we do have a lot of, um, decision support material available within Fullscript that you would have access to once you do create your Fullscript dispensary. Um, so between that and the one-on-one webinar, you will have a great, um, start at learning, uh, all of the different products that are available within the Fullscript dispensary.

Michelle Leotta:
I've learned a lot. We've done things like this in the past with you guys. And I've learned an awful lot about supplements and just about the different rules from different countries and the FDA and this, that, and the other thing. So you guys, I've seen the slide deck. It's not going to be a bunch of fluff. It's good information. In fact, I tell a full script, don't make it too, too nerdy, you know, like, cause they can really nerd out, which is great, but we want it to be accessible for everybody. So we can really understand this stuff, even if you're not a doctor or whatever. So, um, if you want to get in on that supplements 101 bonus training that we're going to be holding in January, you gotta sign up for Fullscript, do it today, do it now it's at healthcoachpower.com/Fullscript, it's free. Hello!

Michelle Leotta:
And then you just need to place your first order by December 17th. And that order can be for yourself, right? So you don't even have to worry about getting a client on board with this idea just by the next, whatever you were going to buy anyway, do it by December 17th, this way you can see how the process works. You can actually, you know, be your own client, test the system. See if you like it. If you don't, don't have to use it anymore. No sweat off your back. If you love it, you're going to want to keep using it. Plus you will have qualified to join us for that free webinar. So, oh. And um, Michael was saying, Fullscript webinars are awesome. I mean, you guys, yeah. Like you...

Debra:
We do our homework.

Michelle Leotta:
Yes. You do your homework. That is right. So I'm just going to say that one more time. I'm not going to type it right now for everyone, but get your first order placed by December 17th. That means you would want to sign up today. You know, if you'll be accepted, you want to upload your certification as soon as possible, but you still have a couple of weeks to place that first order. And then you'll be part of that training happening in January. Okay. We've got a lot of questions. So why don't we hop over to those, but there's one more thing before we do that, we haven't talked at all about how easy you guys make it for us to find supplements with specific, you know, gluten-free this free that free, or, you know, what is, what are those called? Like I know it's a filter.

Debra:
Search criteria

Michelle Leotta:
Search criteria.

Debra:
So, and I mean, listen with 300 brands and each of those brands carries multiple supplements. You can imagine how vast this catalog is. So we really need to have a robust search engine to help you guys find what you want to find and help your clients find what they want to find. So you can search by, uh, supplement type. You can, you can, um, search by, uh, like how you want it to be, um, chewable, or if you want it to be a capsule, you can there's there's we, we even now have, um, the ability to search by and filter by price because I know that's for some clients, you know, price is an issue. So if you have a hundred different vitamin Ds that you're looking at, you might want to filter, which are the more reasonable ones that I might want to make available for certain clients. So we, we constantly are improving our search. So that is something that, um, we make it easier. We try to make it easier and easier and easier for you guys.

Michelle Leotta:
Yeah. Example, one time was I had a client who was already taking a bunch of supplements and was like, kind of too many pills. Didn't want to have to swallow any more pills. So when I was searching, I searched for like a powder or something that she could just add to a smoothie instead. So she wasn't having this like pill fatigue, and that was very helpful. So there's so many different ways to filter. Okay. Um, Kate's asking about the discount that you get as a practitioner on Fullscript. So let me see if I get this right. And you can correct me if I'm wrong, but the deal is, if you're a practitioner, like I am on Fullscript. If I want to order something for myself, I'm going to get 35% off. Boom, just like that. Now, if somebody else is going to order from my dispensary, I have the choice.

Michelle Leotta:
I can give them 35% off or I can split it and you can split it however you want. So I think right now I give my clients 15% and I keep 20, but you can adjust it. You can change it anytime. Um, so when other people are ordering, you know, they, you can say, if you order from my dispensary, you'll get 10% off the MSRP or whatever I've actually found prices. And someone else was saying this, I think Michael was saying that prices on Fullscript are actually pretty darn good. Like sometimes they're better than what you're going to see on Amazon. And that's before the discount, how do you do that?

Debra:
Uh, well we don't mark up where the products within Fullscript are at the manufacturer's suggested retail price. So we don't raise it above that. You can only start there and go down if you want. Um, one other thing I should mention, which I don't think we had this capability the last time we chatted. Um, we, if, if you are someone who wants to carry, you do have a physical office space and you would like to carry some products within your office. You can order, um, wholesale through us. Now you can order wholesale for yourself. So say you want to do a personal order. You can, um, buy products at a wholesale rate, um, which is don't quote me here, but it's typically around 50% of the MSRP. So it is a better value for you individually than the 35%. Um, but so you can purchase them for yourself and you also can carry them in your office and dispense directly to, um, your clients that way. Now I do have to say most people use full choose to use full script for the virtual dispensing option because not a lot of people do like to hold inventory anymore. Um, but that is available to you. If it's something that you want to tap into. Okay.

Michelle Leotta:
Thanks for letting us know. All right. Let's see what you guys are asking here. Micah was asking about the reminders. So can you explain how those work? And he said, do the reminders for reordering, are they configured for dosing?

Debra:
They are configured for dosing. And that is also something that we're... We continue to try to improve? So if you have multiple products within the treatment plan that you're sending to your clients, um, the reminders will be sent based on the first product dosing dose that, that, uh, expires, I guess, is the best term. So, um, they will get a reminder at that point that they are to, um, refill that product, but they'll also be able to see all the different products within that original recommendation that you put together for them.

Michelle Leotta:
Cool.

Debra:
If they keep purchasing, they'll continue to get reminded.

Michelle Leotta:
Yeah, it's fantastic.

Debra:
Dosing. Yeah.

Michelle Leotta:
I suppose also a client like my client who is still taking like the peppermint oil that we had discussed years ago. Uh, she could go in and order other things at any time.

Debra:
Yep. If you keep your catalog open, they can purchase whatever you're recommending or they can go and, uh, take a look at the rest of the catalog and see if there's anything for themselves or for friends and family that they might want to tap into as well.

Michelle Leotta:
So are you guys able to, are you selling any CBD products?

Debra:
Unfortunately, no. Um, it's, it's a merchant merchant issue. Um, it is something we would love to do in the future, but currently right now we can't.

Michelle Leotta:
You can't do it. Oh. And we should say Fullscript is available in what countries. Yeah.

Debra:
So we're available in the U.S. For U.S. practitioners. We don't ship cross borders, I should say, but we also have, um, a Canadian Fullscript version as well. So if you are a Canadian practitioner, you can sign up for your Canadian Fullscript account. Um, the margins are a bit different. The catalog is a bit different. It's a 25% margin in Canada. And, some of the products that are available in the U S aren't available in Canada and vice versa.

Michelle Leotta:
Okay. Cause there's some sort of laws that this is not, we can't just like be shipping supplements all over the world. You guys got to work within some restrictions.

Debra:
Right, right.

Michelle Leotta:
Got it. All right. Good. I wanted to make sure we got that in there. What was the other question I had for you here? Kate was asking, and I don't know if you have an answer to this Debra, but do you have a feeling for what discount most practitioners are using out of that 35%?

Debra:
You'd be surprised how often I get asked that question. Yeah. So, it really, really varies by practitioner. I've seen that it varies by practitioner type by location. Byut if I was to say the most common discount, it would be about 10%.

Michelle Leotta:
Okay. I mean, I find that telling my clients that they're going to get literally any percentage off just by using, you know, I find like it's a nice incentive for them to use my dispensary. I say, Hey, you can buy these products anywhere. You can go to your natural food store, you can order them wherever you want online. But if you decide to use my dispensery, you get 10% off. And then they're at least gonna look. And if they're really diligent, do the math and figure, you know, where they're getting the best deal. But sometimes it's just so easy, especially cause I can just send them an email that has a link. In fact, for those of you using practice better. And I know many of you are just like, I am, you want to talk about the integration there?

Debra:
Yes. That's a, it's such a great point. We do integrate with a lot of EHR platforms. We have about 18 to 20 that we integrate with right now, practice that practice better is what you just mentioned. Yeah. We do integrate with them. So, you can send your supplement recommendations from right within the EHR platform that you use, the information gets saved in your EHR platform. It also gets saved and full strips. Um, also I do want to mention just based on the, the whole discount conversation, like we give you some flexibility there too. You can discount globally. Meaning everybody that enters your Fullscript dispensary gets a set discount that you're offering them. Or you can just integrate, um, give, uh, discounts individually, or you can do a combination of the two. Um, and you can turn discounts on or discounts off whenever you want. So it's pretty flexible. And it's really up to your choice. We have a lot of practitioners that offer like a little sale. Like we have a cyber Monday sale going on right now. So they might offer a discount, um, for 10%, for two days. Right. And then turn it off. You know, you can do things like that as well. That are, um, very successful.

Michelle Leotta:
Oh nice. Yes. I have seen people do that. Michael is asking if we already received Fullscript emails about webinars, will we receive an email about the upcoming webinar in January? Oh no. Michael, this is, this is not just another Fullscript webinar. This is like, just for us. This is just for our community. And just for people who sign up and place that first order by December 17th, this way, what I like about this is we know everybody there generally, we're going to be health coaches, right? It's gonna, it's aimed at us. Like we're not going to be sitting in a virtual room, filled with all different types of practitioners. This is something that they're doing just for our community. So thank you guys for that. Love it. Once again, December 17th is a time to place the order, uh, so that you can get into that webinar. And since it's coming up on the end of the year, I think we should talk about using FSA HSA money, because like, those of us right here right now might have money like that to use. I don't, but maybe you guys do so it's a perfect time to use it, but also for your clients, everyone can use their funds.

Debra:
Absolutely. And so funny, you brought that up because I just made a purchase with my age I spending and I was getting myself set up for a detox anyway. Yes, your clients can go in and use their HSA spending cards, their health, state savings accounts, and can, um, make their purchases based on that. So if they do have money leftover benefit before the end of the year, they can certainly use your Fullscript. Dispensery for that.

Michelle Leotta:
Love this for an end of your promotion. You guys. So it's like you get your account, you get your first order placed. Maybe you use your own flex, spend funds if you have them. And then in this last part of December tell your whole audience about it, let them know that they can use up all their extra, all that, all that money that's going to expire. They can use it. They can buy all their supplements for the next like six months. And you're going to give them whatever percent off and you can make a nice chunk of change up that passive income in those final two weeks of the year. Brilliant, brilliant. Love this. Oh my gosh. Okay. We are out of time for today, Debra. So tell everybody where they can find you if they have more questions about the platform.

Debra:
Absolutely. If anyone has any questions I am here, I will help you. My email is very easy, Debra, debra@fullscript.com. So if you have any trouble creating your account, placing that first order, please reach out to me. Or if you have questions regarding if your certification is accepted or not, please reach out to me. I'm here to help you.

Michelle Leotta:
Terrific. Well, we have been so pleased with the service that Fullscript provides. That's why we keep having you guys back again. And I just wanna thank you again for your time. This has been terrific.

Debra:
Thank you so much for having me. I love being here.

Michelle Leotta:
We'll see you soon. Bye bye everybody.

Debra:
Bye.