It was 11:47 PM on a Tuesday when I got the text that changed everything.
"Garry, I need to cancel tomorrow's call. I can't justify another marketing expense to my wife. We're done trying."
It was from Dr. Williams, three weeks into our workshop campaign. His first event was in four days.
I stared at that text for twenty minutes.
The Backstory Nobody Knows
Dr. Williams wasn't just another client. He'd been burned. Badly.
Three agencies. $50,000+ spent. His wife—also his practice manager—had watched their marketing budget disappear into Facebook's pockets with nothing to show for it.
"Qualified leads" that never answered the phone.
"Brand awareness" that never filled the schedule.
"Engagement metrics" that never paid bills.
When he'd signed with us, she'd given him an ultimatum: "This is the last one. If this doesn't work, we're done marketing the IPL."
And now, three weeks in, with RSVPs just starting to trickle in, fear was winning.
The 11:53 PM Decision
I could have sent the professional response: "Let's discuss your concerns tomorrow. I'm confident in the system."
Instead, I typed something that would later become company policy:
"What if you only paid us if it worked?"
Three dots appeared. Disappeared. Appeared again.
"What do you mean?"
"Run the workshop. If you don't get 10 attendees, 5 consultations, or $5K in revenue, we'll run another one free. You only pay for ads."
"What's the catch?"
"The catch is you have to trust the system for one more week."
The Wednesday Morning Call
Dr. Williams called at 7 AM.
"My wife wants to know why you'd offer that."
Fair question. Here's what I told them:
"Because I've run 237 workshops. I know the math. Average attendance is 15-18 people. Average revenue is $12-15K. Your market is solid. Your device is perfect. Your only problem is fear. I'm willing to bet on the math."
His wife got on the phone: "And if we get 9 people?"
"Free workshop."
"If we get 4 consultations?"
"Free workshop."
"If we make $4,999?"
"Free workshop."
"This seems like bad business for you."
"Only if our system doesn't work. And it does."
The First Workshop
14 attendees showed up.
8 booked consultations.
$11,400 in revenue.
Dr. Williams texted me that night: "My wife wants your guarantee in writing for all our future workshops."
"Already working on it," I replied.
The Guarantee That Fear Built
That's the origin story nobody knows. Our "Until It Pays" guarantee wasn't born from confidence—it was born from a text message at 11:47 PM from a doctor ready to give up.
Since then:
- 300+ practices have used it
- 18 have needed the free workshop
- 15 of those 18 succeeded on workshop two
Dr. Williams? He's run 14 workshops now. His wife manages their RF/IPL schedule full-time because it's too busy for anyone else to handle.
What This Means for You
If you're sitting there with an underperforming RF/IPL device, burned by agencies that promised everything and delivered nothing, I get it.
Your spouse/partner/office manager is skeptical. Your bank account is tired. Your patience is shot.
But here's the thing: math doesn't care about your past experiences.
Good systems produce predictable results. And we're willing to bet our fee on it.
The guarantee isn't just business policy. It's our way of saying: "We know you've been hurt. We know you're scared. Let us carry the risk this time."
The Text I Send Now
When doctors reach out at their breaking point—and they always do, usually late at night—I send them this:
"I know you're scared to try again. I know someone's pressuring you to give up. Here's my promise: Hit any reasonable benchmark (10 attendees, 5 consults, or $5K revenue) or we run another workshop free. No asterisks. No BS. Just math and accountability."
About half immediately ask: "What's the catch?"
Same answer every time: "The catch is you have to show up and follow the system."
See the full guarantee details here
Because sometimes the best business decision is removing the risk from people who've already risked enough.
*P.S. - Dr. Williams' wife now sends me practice updates every quarter. Last week's text: "32 IPL treatments booked this month. Remember when I wanted to quit? Thank you for that Tuesday night text."
Some guarantees protect money. Ours protects hope.*
Garry Regier is the founder of PatientGrowthMachine™, specializing in helping optometrists and ophthalmologists unlock the full ROI of their RF/IPL technology through proven patient workshop systems. To learn if your practice qualifies for our "Until It Pays" guaranteed workshop system, schedule a Launch Strategy Call today.
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