Episode 56: From Product Pushers to Trusted Advisors: How Daniel Bitz and Ty Clinton Built a Consultative System That Transforms Healthcare Practices

How do you move beyond transactional selling and build a consultative approach that creates long-term client relationships and recurring revenue?

In this episode, host AJ Riedel talks to Daniel Bitz and Ty Clinton, nutraceutical consultants who help healthcare practitioners integrate high-quality supplements into their practices. What distinguishes them is their systematic consultative approach that transforms what could be simple product sales into comprehensive practice improvement partnerships, complete with customized implementation and ongoing support.

Why You Should Listen to This Episode: Daniel and Ty have cracked the code on moving from traditional product selling to a consultative model that builds trust, delivers measurable results, and creates lasting partnerships. Their systematic approach to qualifying prospects, customizing solutions, and providing hands-on implementation offers a blueprint that any consultant can adapt to their own practice.

What You'll Learn in This Episode: 

• You'll discover how to structure a three-phase consultative process that naturally filters out unqualified prospects while building trust with ideal clients.
• You'll learn their approach to using discovery sessions to identify client needs and customize solutions rather than pushing pre-packaged offerings.
• The episode reveals how to balance persistent follow-up without becoming pushy, including when to recognize that grinding harder isn't always the solution.
• You'll understand how to create implementation processes that ensure client success and reduce the need for constant hand-holding over time.
• Daniel and Ty share strategies for overcoming the common consultant mistake of assuming everyone will immediately see the value of what you're offering.
• You'll learn how to leverage partnerships and complementary skill sets to strengthen your consulting approach.
• Finally, they provide practical advice on maintaining perspective and not taking rejection personally in the consulting business.

Listen to These Key Moments:

[03:00] The Consultative Approach Explained Daniel breaks down how they evaluate healthcare practices and customize solutions based on specific needs rather than selling standard packages.

[07:00] The Three-Phase System: Discovery, Consultation, Implementation Learn their systematic approach that moves prospects through assessment, detailed consultation, and hands-on implementation phases.

[08:30] Conversion Rates: Warm vs. Cold Outreach Ty shares specific numbers: 50% conversion rate with warm referrals versus 3-5% with social media outreach.

[18:40] Biggest Mistake: The "Grinding It Out" Mentality Daniel reveals how his relentless follow-up approach sometimes backfired and what he learned about knowing when to let go.

[21:30] Not Everyone Will Get It Ty discusses the hard lesson that even logical, beneficial solutions won't appeal to everyone, and how to move past that frustration.

[26:00] Scaling While Staying High-Touch How they maintain their consultative approach while growing their client base through a maturation process.

[30:15] Don't Take It Personally Daniel shares strategies for maintaining perspective and not letting rejection affect your confidence or approach.

[32:45] The Power of Persistent Follow-Up Final advice on why most business happens after the 7th or 8th contact and how to stay consistent without being pushy.