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The Profit Vault March 2026
THE 7-DAY PLAN THAT FORCES MOMENTUM
‘We Should Do This …’ and Why It Never Happens
If you’ve ever caught yourself saying, “We should do workers’ comp … or hospice … or RPM … or memberships … or PI …” and then (weeks later) nothing has actually launched, let me say this clearly: That’s not a motivation problem. And it’s definitely not because you’re lazy. It’s because you’re trying to choose your next revenue stream based on vibes instead of a strategic filter. Independent pharmacy owners are drowning in options. Every conference, podcast, and Facebook group throws out another “you should be doing this” idea. The problem with that is it leads to analysis paralysis, half-built programs, and a lot of wasted mental energy. So, let’s fix that. What you need isn’t another shiny idea. You need a scorecard, a way to choose the next non-PBM revenue stream based on what your pharmacy can actually execute right now with your current staffing, workflow, and tolerance for complexity.
8. Employer direct contracts (kits, refill reliability, and chronic support programs) 9. Clinic partnerships (direct relationships with prescribers/clinics + predictable pipelines)
10. Compounding niches (cash-pay clinical niches with referral flywheels)
11. Memberships (delivery, packaging, refills, and caregiver support)
12. Front-end cash bundles and niche products (flu kits, immune bundles, and seasonal plays) This is not a to-do list. It’s a menu. You’re not ordering everything, just picking the next best plate. STEP 2: SCORE EVERY IDEA USING THE SAME 8 FILTERS Here’s where owners finally stop guessing. Every idea gets scored on the same eight factors, from 1 to 5.
This is that scorecard.
STEP 1: START WITH A MASTER MENU (SO YOU STOP REINVENTING THE WHEEL) Before you decide what to launch, you need a complete menu. This is your Top 12 non-PBM revenue list , pulled from what we’ve covered inside the Profit Vault and what’s actively working in pharmacies today. Bookmark this. Reuse it every time you feel stuck.
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1 = hard, slow, and complex
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5 = easy, fast, simple, and repeatable
The filters:
A) Speed to Launch: How fast can this realistically go live?
B) Speed to Cash: How quickly do you actually get paid?
1.
Workers’ comp direct-bill (WC)
C) Margin Potential: Is this worth the effort?
2. Hospice direct-bill partnerships (via platforms like BetterRx or agency relationships)
D) Repeatability: Is it recurring or predictable?
3.
Long-Term Care at Home (LTC-at-home) models
E) Staffing Burden: Can techs/admin drive this?
4. Personal Injury (PI) prescriptions (often lien/LOP-based)
F) Workflow Disruption: Does this break your day?
5. Cash clinical services (paid consults, minor ailments, testing where appropriate) 6. Weight-loss cash programs (support + supplements + follow- up, not drug-margin dependent) RPM/CCM partnerships (provider bills; pharmacy gets paid for the work) 7.
G) Complexity/Compliance: Contracts, billing, documentation pain?
H) Marketing Ease: Can it be explained in one sentence?
No bonus points for ideas you like. Only points for ideas you can execute.
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How You Can Turn Personal Injury Prescriptions Into Predictable Revenue IT PAYS TO DO PI RIGHT
If you’re still letting PBMs dictate your margins, stress level, and future, it’s time to make a change. Personal Injury prescriptions (commonly called PI) can be the change you’re looking for when done correctly. Let’s talk about how to do this the smart way. WHAT PI REALLY IS PI is the business of caring for patients who were injured in incidents like auto collisions, slip-and-falls, or other negligence-related events where an attorney is involved. Instead of insurance paying immediately, the medical costs (including prescriptions) may be reimbursed later from a legal settlement. The patient needs medication now, the case resolves later, and the pharmacy has to decide how and when it gets paid. WHY PHARMACIES ARE ATTRACTED TO PI When structured properly, PI can be one of the cleanest non-PBM revenue streams available. 1. You’re not playing the reimbursement roulette that comes with PBMs. Pricing is transparent and intentional. 2. These are patients with immediate, legitimate need, often involving repeat fills during recovery. 3. PI creates sticky referral relationships with attorneys and clinics. The catch? Cash timing . If you don’t set rules up front, PI can swiftly become your most frustrating AR bucket. THE LETTER OF PROTECTION (LOP): WHAT IT MEANS The most common PI payment mechanism is the Letter of Protection (LOP) . This is a document from the patient’s attorney asking you to dispense now and wait to be paid later from the settlement. LOPs are typically used when patients can’t afford out-of-pocket costs or when insurance isn’t being used strategically during litigation. They can be useful, but only if you understand the risk and manage it deliberately. STATE RULES MATTER MORE THAN YOU THINK LOP practices vary widely by state. Some markets use them daily; others treat them cautiously or require additional steps. This
is not a place to wing it. A simple way to get oriented is to search: “[Your State] letter of protection medical provider” “[Your State] medical lien statute personal injury provider” “[Your State] attorney lien health care provider settlement” Then, validate what you find by calling your state pharmacy association, a local health care attorney, or even your liability carrier. Your goal is to learn what documentation is required, what notices matter, and what happens if a case doesn’t settle. HOW PHARMACIES LOSE MONEY IN PI Most PI losses slip right by you. Common mistakes include: • Dispensing without written payment terms • Failing to verify attorney representation • Losing documentation • Letting AR sit untouched for months The biggest misconception? Assuming an LOP equals guaranteed payment. It doesn’t. It’s an agreement to seek payment from settlement proceeds. WHOM YOU ACTUALLY WANT TO WORK WITH You’re not marketing to just any lawyers. You’re targeting attorneys who already run a smooth PI operation. Look for plaintiff personal injury firms, especially those focused on auto, premises liability, or trucking cases, and who advertise heavily. On the clinical side, chiropractors, PT clinics, and urgent care centers that mention accident injuries on their websites are ideal partners, as these groups already see PI patients. YOUR PRACTICAL PI SETUP CHECKLIST 1. Start with a one-page intake packet: • Patient info, injury date, attorney name/ firm, and clinic name • Consent/authorization to communicate with the attorney (as permitted) • Signed acknowledgment of payment policy • Payment policy (choose your lane)
2. Pick ONE primary model and don’t improvise per patient:
• Patient pays cash (simple, fastest) • Attorney/clinic pays (invoice terms) • LOP/lien model (slower cash, higher documentation)
3. Documentation you keep tight: • Itemized invoices • Proof of dispense/pickup
• Copies of attorney letters or LOPs (if used) • Notes of communications, dates, and who promised what 4. AR follow-up rhythm (non-negotiable): • Every 14 days: confirm case status + confirm attorney contact • Every 30 days: resend statement/invoice + request updated status • One person owns this. ATTORNEY OUTREACH MESSAGE Subject: Pharmacy support for your PI clients
Hi [Name],
We’re a local pharmacy that supports PI clients with same-day fills when possible, clear itemized invoices, and consistent documentation. We can coordinate directly with your office and the treating clinic with patient authorization. If helpful, I’m happy to share our one-page PI process and billing contacts.
– [Name], [Pharmacy], [Phone]
Professional, yet short and sweet.
If you’re tired of guessing which non-PBM revenue stream will work, PI is sitting right in front of you, waiting for pharmacies willing to run it like a business, not a favor. PI ISN’T RISKY, BUT GUESSING IS Want help building it the right way? Essentials and Up members can join Coach Mike’s Daily Coaching calls Monday–Friday at 2 p.m. Central, and all members are free to check out our Community Chat at Membership. DiversifyRx.com/community/chat .
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Turn AI Into a Profit Engine (Not a Party Trick) What Happens When You Stop Typing Prompts and Start Giving Orders
You already know artificial intelligence (AI) can write a caption or clean up an email. Cool, but that’s not the win. The real power of AI for independent pharmacies is that it can handle the thinking work that usually stalls non-PBM revenue ideas before they ever launch. We get it. The mental load of decisions, planning, scripting, and training gets heavy fast. That’s where AI earns its keep. WHAT AI CAN ACTUALLY DO FOR YOUR PHARMACY When used right, AI can take over the messy middle that kills momentum, including: • Naming and positioning your offer • Writing staff scripts that don’t sound awkward • Building checklists, SOPs, and workflows • Creating team training, role-play, and quizzes
• Laying out a realistic week-by-week launch plan • Drafting outreach to clinics, employers, and attorneys • Comparing revenue ideas so you pick the right one And because we love making life easier for you, inside the Pharmacy Profit Vault, you already have step-by-step instructions to train your own ChatGPT for your pharmacy. Once that’s done, the “it doesn’t understand my world” problem disappears. No $5,000 consultant required. FIRST RULE: TALK TO CHATTY LIKE YOU HIRED IT AI doesn’t fail because it’s dumb. It fails because owners talk to it like Google. Treat Chatty like a new employee, with all the drive and potential imaginable, who just needs direction:
• Give context (who you are, who you serve) • Give a clear goal (what you want built) • Give constraints (time, staff, compliance, and budget) • Tell it the format you want back • Then iterate: “Make it simpler.” “Be more direct.” “Give me options.”
That’s how you get usable output instead of fluff.
THE PROMPT FORMULA THAT WORKS (STEAL THIS) Copy and paste this structure every time: “You are the best [role] in the world. I need your help with [goal]. Here is our context: [pharmacy type, volume, staff, patient base]. Here are our constraints: [time, budget, compliance boundaries].
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TAKE A BREAK
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LEPRECHAUN POPCORN RAINY SHAMROCK SUFFRAGE WINDY
DAFFODIL DAYLIGHT GUINNESS IRIS
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Convenience Is the Product Pharmacy Memberships That Patients Happily Pay For
Most independent pharmacies are already running unofficial memberships … they’re just not getting paid for them.
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Proactive refills before meds run low
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Text updates so patients stay in the loop
You’re tracking refills, fixing problems before patients notice, coordinating deliveries, calming caregivers, and squeezing in “quick questions” that are never actually quick. But your staff carries the load, and your business absorbs the cost. High-performing pharmacy memberships flip that script. This isn’t about nickel-and-diming patients. It’s about turning chaos into consistency and making convenience, organization, and access something you can deliver well and sustainably. Here’s what actually sells, and what independent pharmacies can deliver without breaking workflow. DELIVERY MEMBERSHIP: CONVENIENCE ON AUTOPILOT Patients will pay for convenience and stress-free deliveries. This membership might include:
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Priority fill placement when things get busy
You’re charging for confidence, not pills.
CAREGIVER SUPPORT MEMBERSHIP: ONE CALL FOR CLEAR ANSWERS Caregivers are overwhelmed and grateful when someone takes ownership. This membership can include:
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One pharmacy point of contact
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Fully synchronized refills
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A monthly caregiver check-in call
This is deeply valuable for caregivers who need help balancing it all.
VIP ACCESS MEMBERSHIP: TIME WITH THE PHARMACIST Access matters, and you shouldn’t be handing it out for free. Offer:
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A set number of deliveries per month
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Priority refill coordination so nothing gets missed
• Clear delivery days and service areas (this matters)
• Short pharmacist consultations (think 10-minute blocks)
Boundaries are what make this profitable. You’re not offering unlimited everything, but you are offering a reliable amenity. PACKAGING MEMBERSHIP: ORGANIZATION THAT PREVENTS PROBLEMS This is for patients who want organization handled once and done right. Strong packaging memberships include:
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An annual medication or supplement review
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Optional discounts on other paid services
Patients aren’t buying advice. They’re buying access without friction.
THE SCRIPT YOUR STAFF CAN ACTUALLY USE No over-explaining or apologizing. Just a simple:
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A monthly compliance or strip-pack fee
“We have an optional membership that handles refills and [delivery/packaging], so you don’t have to chase meds. It’s $X per month. Want the quick version?”
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Med sync with a quick monthly check-in A clear replacement policy if packs are lost or damaged
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That’s it. Memberships work because they make life easier for patients and your pharmacy. When done right, nobody feels weird about it. They feel relieved.
Patients and caregivers happily pay for fewer mistakes and less stress. ‘NEVER RUN OUT’ MEMBERSHIP: REFILL RELIABILITY FOR PEACE OF MIND This one sells itself. It’s for patients who never want to hear, “We’ll have it tomorrow.” What’s included:
And if you want help deciding what to offer, how to price it, or how to roll
it out without overthinking it, join Office Hours on Tuesdays at 10 a.m. Central (for Essentials and Up members) . Sometimes, one focused conversation is all it takes to turn “we should” into “it’s live.”
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STEP 3: USE A SIMPLE SCORE SHEET (NO OVERTHINKING)
Day 1: Pick the offer. ONE.
Day 2: Pick the price and boundary rules (what’s included and what’s not).
With your Top 12 ideas on the left side, now put the eight factors across the top. Score honestly. And I mean be brutally honest.
Day 3: Write the staff script and create one simple printed handout.
Non-PBM Revenue Stream
TOTAL
Workflow Complexity
Launch
Cash
Margin Repeat
Staff
Marketing
Day 4: Train staff (10 minutes, role-play three times).
Workers’ comp direct-bill
Hospice direct-bill
Day 5: Turn it on. Present it to 10 people.
LTC at-home
Day 6: Fix confusion points and tighten the script.
PI (LOP/lien)
Cash clinical services
Day 7: Lock it in and add it to your weekly rhythm.
Weight-loss program
RPM/CCM partner model
No “we’ll see how it goes.” You either launch or you lose the idea entirely. TRACK ONE NUMBER (SO THIS BECOMES REAL) Do not start by tracking 12 KPIs. That’s how nothing sticks. Track one weekly number:
Employer contracts
Clinic partnerships
Compounding niche
Memberships
Bundles & niche products
•
Memberships sold
Example:
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PI cases started
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WC claims billed
Non-PBM Revenue Stream
TOTAL
Workflow Complexity
Launch
Cash
Margin Repeat
Staff
Marketing
•
Hospice patients onboarded
Memberships (delivery/ pack/“never run out”)
5
5
4
5
4
4
4
5
36
PI (LOP/lien)
2
2
4
3
3
3
2
3
22
•
Paid consults completed
Workers’ comp direct-bill
3
3
5
4
3
3
3
3
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Consistency first. Revenue follows.
READY TO STOP GUESSING?
This is not about what could work in a perfect world. It’s about what works in your pharmacy with your team right now. When owners do this exercise, something magical happens: The fog clears. Favorites fall apart. “Boring” ideas rise to the top. That’s how you know it’s working. STEP 4: THE DECISION RULE THAT ENDS THE SPIN Here’s the rule that saves months of wasted time: Circle your top TWO total scores. Then pick ONE. Your “Next 30 Days” focus must be the option that:
The gap between struggling and winning usually isn’t knowledge. It’s decisions. Not better ideas. Not more research. One clear choice, followed by movement. You don’t need 12 new programs. You need one that fits your pharmacy right now, and the discipline to launch it this week, not “someday.” Pick it. Score it. Commit to the next seven days. Then let the wins stack. If you’re ready to stop spinning and start building something real, all Essentials and Up Members can join us for office hours
on Tuesdays at 10 a.m. Central or get daily coaching help with Coach Mike, Monday through Friday at 2 p.m. Central.
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Launches the fastest
•
Doesn’t wreck your workflow
•
Can be sold daily in one sentence
The next move is clearer than you think. All that’s left is to make it.
Not someday. Not after hiring. Not after redoing your tech stack. Now. Momentum beats perfection every time. STEP 5: THE 7-DAY ‘LAUNCH IT OR LOSE IT’ PLAN
This is where ideas turn into money.
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When Real Talk Outperforms Big-Brand Advertising How Dollar Shave Club Turned $4,500 Into a Billion-Dollar Buzzstorm
WHY HUMOR BECAME THE GREATEST SALES WEAPON Plenty of videos go viral. Very few turn into billion-dollar exits. This one did because it did more than entertain; it persuaded. The punchlines weren’t random. They were strategic. Humor lowered defenses. It simplified a complex market. It made a functional product feel like a movement. And behind the apparent looseness was a tightly orchestrated plan: a refined script, a comedy-trained founder on camera, and a director who knew how to turn chaotic fun into sharp messaging. The final product looked scrappy on purpose, but underneath was world-class storytelling discipline. THE POWER MOVE EVERY BUSINESS CAN LEARN FROM At its core, this story is a masterclass in using narrative as a competitive advantage. Dubin didn’t have deep pockets, global distribution, or a massive agency behind him. What he did have was clarity: clarity about the frustration customers felt, clarity about how to position himself as a relatable alternative, and clarity about how to make people feel something. Dollar Shave Club didn’t win because it talked about razors. It won because it talked like a real person. In a marketplace crowded with sameness, that was the sharpest edge of all.
Every now and then, a business wins not because it outspends the competition, but because it outsmarts them. That’s precisely what happened when a marketing-savvy creative named Michael Dubin spotted an opening in one of the most stagnant consumer categories on the planet. This is the story of how Dubin founded the Dollar Shave Club with a few thousand dollars and then sold it for $1 billion. WHEN A CHANCE CONVERSATION BECOMES A BUSINESS AVALANCHE What started as small talk at a party quickly turned into the spark for a massive disruption. A friend, Mark Levine, mentioned he was sitting on a warehouse full of cheap twin razors: 250,000 of them. Instead of shrugging, Dubin saw an opportunity. He chatted more with Mark, and both concluded there was a glaring flaw in the men’s personal-care market: People were paying premium prices for overhyped features and annoying retail experiences. From that moment forward, the wheels started turning. Why not offer something cleaner, simpler, and more convenient than anything sold in stores? Better yet, why not build a personality-driven brand that actually sounds human? A BRAND BORN FROM WIT, NERVE, AND A SHOESTRING BUDGET Dubin wasn’t just a marketer. He’d spent years sharpening his comedic instincts, performing improv, and writing sketches. And he understood one thing better than most founders: Humor cuts through noise faster than any price point ever will.
So, he put that knowledge to work. With just $4,500 and help from a friend back from his improv days, Lucia Aniello (who just so happened to be a director), he shot a low-budget, high- impact video that took aim at the entire grooming industry. It was sharp, irreverent, and totally unlike anything traditional razor companies would dare attempt. “Do you like spending $20 a month on brand-name razors? $19 goes to Roger Federer … and do you really think your razor needs a vibrating handle, a flashlight, a back scratcher, and 10 blades?” He didn’t rely on polished Hollywood gloss. He leaned into authenticity with quirky moments, blunt one-liners, and a confident tone that called out the absurdity of 10-blade gizmos and gimmicks. THE VIRAL SHOCKWAVE NO ONE SAW COMING Once the video hit the internet, the reaction was immediate and explosive. Viewers didn’t just laugh, they clicked “buy.” Within hours, the website buckled under demand. Thousands of subscriptions poured in while Dubin and a handful of friends literally stuffed boxes themselves to keep up. By positioning the company as the sharp-tongued underdog, he resonated with everyday buyers tired of big-brand theatrics. The result was millions of loyal members, a $1 billion sale to Unilever, and one of the most iconic direct-to-consumer success stories ever written.
HAVE A LAUGH
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WHEN WEIGHT LOSS BECOMES REAL REVENUE
This Is How Weight Loss Becomes Predictable Revenue
If you want weight loss to become actual non-PBM revenue ( and not a dusty shelf of half-sold supplements ), you have to stop selling randomness and start selling a pathway.
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Nudora as a gut health anchor
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RxSugar Fiber Pro for fiber support
Patients don’t want to “figure it out.” They want structure. They want clarity. And they want something that feels doable .
Pitch: “If cravings or bloating are running the show, we usually start with gut and fiber support for 30 days.”
OFFER NO. 3: THE ‘FASTING RESET’ Some patients don’t need more products. They need a plan. From your product list:
Fortunately, you already have access to products that fit cleanly into a simple, repeatable system. Here’s how to package weight loss in a way that converts without feeling like a sales gimmick. START WITH A SIMPLE WEIGHT LOSS PATHWAY The most successful programs focus on a few core pillars, not everything at once:
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ProLon as a structured reset option
Pitch: “This is a structured reset for people who do better with a plan than with willpower.”
• Cravings and metabolism support
FIX THE WEAK LINK SO RESULTS STICK Weight loss rarely fails because of food alone. From your sheet:
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Gut and fiber support
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Sleep and stress regulation
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LifeCykel for sleep support
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High-protein structure
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Vinco for adrenal and stress support
You don’t sell all of this at once. You sell a starting point, then layer from there.
One simple checkout question changes everything: “Are you struggling more with cravings, stress eating, or low energy? I’ll point you to the right kit.” STRUCTURE WINS (EVERY TIME) You don’t have to build this alone. If you want help tightening your bundles, scripting your staff, or deciding which offer to launch first, daily coaching sessions with Coach Mike are available Monday through Friday at 2 p.m. Central for Essentials and UP members. For quick questions, real-world examples, and feedback from other owners actually running these programs, jump into the Community Chat (open to ALL members) at Membership.DiversifyRx.com/ community/chat. When you lead with structure, clear language, and simple bundles, weight loss stops being awkward to sell and starts becoming a service patients trust and come back for.
OFFER NO. 1: THE ‘METABOLIC KICKSTART KIT’ This is your front-door offer. Simple. Shoppable. Easy to explain. From your Weight Loss product list:
• Approved Medical Solutions (AMS) offers options for ketones, thermogenic support, hunger control, and nitric oxide
•
Clean, Simple Eats as the protein structure anchor
How staff can say it at pickup: “ This is our 30-day Kickstart Kit for cravings and metabolic support. If weight loss is your goal, this helps make consistency easier.” OFFER NO. 2: GUT + FIBER ADD-ON (WHERE MOST STALLS HAPPEN) Weight loss often fails because digestion, bloating, or irregularity never gets addressed. From the sheet:
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INSIDE THIS ISSUE
1 Most Pharmacies Don’t Need More Ideas. They Need This Scorecard. 2 Still Afraid of Personal Injury Scripts? That Fear Is Costing You Money 3 The Smartest Hire You’ll Make This Year Isn’t Human 4 If You Do These 5 Things for Free, You’re Leaving Money Behind 6 Dollar Shave Club’s Humor Hit Harder Than Any Ad Budget 7 Weight Loss Without the Awkward Sales Pitch
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• Build SOPs and checklists (owner gold): Intake, billing, documentation, follow-up cadence, and “what to do when …” decision trees. • Train staff so it sticks: Quizzes, role-play scenarios, objection handling, and one-page cheat sheets.
Ask me five questions before you finalize. Then create: [scripts, checklist, SOP, four-week plan, etc.].”
It’s simple, powerful, and repeatable for whatever goal you set your mind to. EXAMPLE: WORKERS’ COMP LAUNCH PROMPT “You are the best marketer in the world and specialize in independent pharmacies. I need help creating a workers’ comp program. We fill [X] scripts/month, have [Y] staff, and want WC to be a predictable revenue stream. Budget is limited, so prioritize free tactics . Create a four-week launch plan, staff scripts, a one-page flyer, and an outreach email to employers and clinics. Ask me five questions first.”
This is where momentum comes from.
2 NON-NEGOTIABLE SAFETY RULES 1. Never put PHI into ChatGPT. No names, DOBs, or claim numbers. Ever. 2. AI drafts. You approve. You are the compliance filter. YOUR NEXT MOVE We’ve already built this into your membership. We even added AI Custom Requests and brought on a full-time AI & Automations Expert , so you don’t need to pay outsiders thousands to “figure it out.” You can submit your AI Custom Requests by heading to Membership. DiversifyRx.com/account/contact-us And if you haven’t gone through our AI training “AI or Die” yet, start here: Membership.DiversifyRx.com/matrix/ai-or-die
That prompt alone can save you weeks.
HIGH-ROI WAYS OWNERS USE CHATTY (RIGHT NOW) • Generate ideas that actually fit your pharmacy: Ask for 20 non-PBM ideas, then rank them by speed to launch and staffing burden. • Build a week-by-week plan: Split tasks by owner versus tech so nothing falls through the cracks. • Create marketing that isn’t fluff: Positioning statements, offers, scripts, signage, referral outreach, and follow-up all done in minutes. • Compare options before committing: PI versus memberships. RPM versus employer contracts. Let AI weigh tradeoffs based on your constraints.
It’s time to stop guessing and start building. Let Chatty do the heavy lifting, so you can actually launch.
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