EP135: Filling in the gaps of growth and success with Dr. Tracy Gapin, MD

Perfect Practice

In this episode, Sachin interviews Dr. Tracy Gapin about his career, what inspired him to leave his urology practice and focus on precision medicine for men’s health, and some of the purposes of the Gapin Institute. Dr. Gapin talks about the success of the Gapin Institute, why he did a TEDx talk, and what his plans are for 2024. He also discusses his book, Male 2.0, and offers his High-Performance Health Handbook.

Listen in for some practical tips for transformation for your practice.

Key Takeaways:

[1:02] Sachin introduces Dr. Tracy Gapin, M.D., a urologist, and the CEO and Founder of the Gapin Institute, a leader in precision medicine.

[1:21] Dr. Gapin is here to share some of the trials and tribulations he has gone through in becoming who he is today, setting up his practice, becoming a thought leader, an innovation leader, and somebody Sachin looks up to.

[1:38] Dr. Gapin has overcome mental, physical, and spiritual challenges to get to where he is today, with over 25 years of clinical experience.

[2:40] Dr. Gapin is reading a book on cardiovascular health and disease, by Dr. John Huston. Dr. Gapin is all about the science.

[3:25] Dr. Gapin explains his takeaway from the American Academy of Anti-Aging Medicine (A4M). Things are constantly evolving. Dr. Gapin says it’s easy to get stuck on the business side. Don’t forget the science behind what you do and why you do what you do.

[4:16] Dr. Gapin mentions other conferences he attends regularly. He encourages you to stay focused on the constantly evolving science. Whatever your niche may be, you need to be able to provide outcomes. That comes from your scientific and medical knowledge and background.

[5:51] Dr. Gapin started as a urologist. His passion is men’s health. He became disillusioned with urology and looked for a better way to serve patients.

[6:53] Through the health challenges he experienced, Dr. Gapin found an amazing world of precision medicine, epigenetics, functional medicine, hormone optimization, peptides, and longevity. It changed his perspective on medicine. He became passionate about it again.

[7:50] Dr, Gapin was driven to make a change. It was scary to throw away a very lucrative career and practice and start over. But he felt like he had no choice because he found something he loved. He didn’t want to live the rest of his life being a miserable surgeon.

[8:15] It was a tough decision for Dr. Gapin. His wife supported him 1,000%. He made a decision, saved up some money, and started going through certification, courses, and conferences about eight years ago. That’s how it took off for him.

[9:13] Dr. Gapin's career change decision was an evolution. When he knew he was going to leave urology, he got some coaches and business development learning. He battled impostor syndrome, wondering if he was good enough to pivot his career.

[11:11] Dr, Gapin had a hard childhood. When he was five, his dad left. He never had a father figure. That may be why he’s drawn to men’s health and is passionate about being a dad. His kids are his “why” that drives everything he does. He’s trying to fix the childhood he had. Starting something new and different was overwhelming.

[12:54] Dr. Gapin advises new practitioners to stay true to who they are and what they want. Dr. Gapin once joined a Vistage group of entrepreneurs. One of them asked him “What do you want?” He thinks about that question almost every day.

[13:30] Dr. Gapin asks people who are starting what their ideal ending is and if what they do is aligned with that ending. There are many business processes. Dr. Gapin’s business now is high-ticket, low-volume, but at first, he was in the trap of selling many low-ticket items.

[14:30] It’s hard work to slow down, do some introspection, and understand what is right for what you want. The majority of courses are not making the seven figures you might assume they are. Don’t use somebody else’s idea. Pilot your life and make adjustments as you go.

[17:11] Dr, Gapin learned a question from Carl at Mindshare: What is the transformation that you provide? Does this thing that you offer solve that? If not, you can’t create the business you want to build.

[18:14] Dr. Gapin learned from J.J., don’t build it until you fly it. Build it while you’re flying it. Dr.Gapin first offered his programs to his existing patients. After he had a client book of business, he opened his facility, Gapin Institute. That applies to building a digital program, too.

[20:09] Dr. Gapin believes coaching is underappreciated. Dr. Gapin hired a business coach as he was preparing to transition his career. He was in two masterminds before Mindshare. Mindshare was great for him for three years. The one-on-one coaching sessions were the best.

[20:53] Sachin did a one-on-one call with Dr. Gapin several years ago and advised him to keep it simple. He still quotes Sachin’s advice to this day. Dr. Gapin has three coaches now and each provides different aspects of his business. You need a coach or guidance and support.

[23:04] Dr. Gapin’s wife has been instrumental for him as a support in hiring decisions and counseling him not to go after shiny objects. Some tech can be offered for sale to clients to use in their homes instead of buying it for the center.

[27:47] Dr. Gapin had a coach specifically to prepare for a TEDx talk. He had to come up with ideas to make it interesting, unique, and appropriate and do a lengthy application. Once he was accepted, he had to script it, practice it, and refine it. He had to deal with his nerves.

[28:37] It was nine months from Dr. Gapin starting the application process until he gave his talk. A lot of that is time waiting for a response. It was an amazing experience. It was empowering to share his perspective in his voice.

[29:35] If you have information or wisdom that could help somebody else, you’re selfish if you don’t share that with the world. Dr. Gapin loves sharing his message in front of groups now.

[30:35] Dr. Gapin wrote Male 2.0 when he was in his urology practice. Male 2.0 represents a new generation focused on the prevention of problems. Dr. Gapin lists many metrics we can track with electronic tools to generate health data.

[32:45] Dr. Gapin was a co-author with Dr. Melissa Petersen for the book The Codes of Longevity. Each author had to give their perspective on what are the secrets to longevity.

[33:19] Dr. Gapin attributes longevity to cellular efficiency by fasting for 16 to 18 hours once a week, building up to three to five days a week. Dr. Gapin fasts for 24 hours, once a week. He says it’s easy, once you get used to it.

[34:29] Blood sugar regulation is another critical factor in longevity. Poor sleep boosts cortisol, which boosts blood sugar. Get enough deep sleep. Managing blood sugar is critical.

[35:13] Oxidative stress slows down the mitochondria and the production of ATP as free radicals overcome your body’s anti-oxygen system. How can you improve this problem? The science of longevity is always evolving.

[35:09] Dr. Gapin’s business plan for 2025 was to open two new centers with partners but those partnerships were terminated. So 2024 will be a year of expansion and finding compatible partners. Sachin recommends the NEO Personality Test to find partner compatibility.

[42:26] Dr. Gapin received advice from colleagues (not coaches) to do things that didn’t align with his business model. Ask yourself. Who is your avatar, what’s the problem you are trying to solve, and does the thing align with that?

[46:26] Where are your clients in the sales process?

[45:48] Dr. Gapin’s last words of advice: Do one thing at a time, focus on your avatar, know how you differentiate yourself from others, and be able to articulate it. The biggest one is to have a very clear sales process and sales funnel. Dr, Gapin explains how a sales funnel is used.

[46:24] Where are your clients in the process? Is your client aware they have a problem? Do they know they have a problem but have no idea about a solution? Are they aware of solutions? Are they aware of your solution? You have to meet them where they are.

[46:53] At the end of his content, Dr. Gapin asks people to text the word HEALTH to 26786 for a free copy of his High-Performance Health Handbook with 15 tactics to have more energy, have better focus, lose weight, have better sex, and live longer. He gives away information.

[47:52] The prospect also gets nurtured with an email message of informational content every other day for eight days, so they’re more aware. He hopes they will eventually want to engage with his team and work with them. You have to meet people where they are.

[48:24] Use whatever lead magnet works for you. It can be an opt-in through text or your webpage so that you give them more information and nurture them along with content.

[49:59] We tend to undervalue what we’re providing. People who pay more are more invested and willing to commit more to an outcome. It takes the same effort to acquire a client, whether they pay 1X or 10X. Dr. Gapin raised his prices and the conversion rate stayed the same.

[52:56] Don’t try to justify your pricing like you’re selling a car. You’re selling an outcome. You’re selling a transformation, What is that worth?

[53:33] Sachin thanks Dr. Tracy Gapin for such valuable insights, and for his humility, vulnerability, authenticity, and leadership.

Mentioned in this episode

Perfect Practice Live

Mindshare

Genius Network

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Books by Sachin Patel:

Perfect Practice: How to Build a Successful Functional Medical Business, Attract Your Ideal Patients, Serve Your Community, and Get Paid What You’re Worth

The Motivation Molecule: The Biological Secrets To Eliminate Procrastination, Skyrocket Productivity, and Get Sh!t Done