Daniel Walton

The crazy thing about telehealth is patients drop like flies at month 2 for reasons founders don't even understand. They didn't leave because your medication didn't work. They left because you promised 20 lbs in 30 days and delivered 8. Then went silent on them for 3 weeks while they googled competitors. Almost every churn point traces back to a missed expectation or a missed touchpoint.

Dear telehealth founders, All of you (I mean EVERY ONE OF YOU) need a front-end offer built around a membership, not a discount. I work with brands from pre-launch to 9 figures. The front-end offer is the single HIGHEST leverage thing in the funnel. Will write a tweet on the “how you can do it” soon.

Shopify-style cart email: pretty design, big banner, zero patients. Three-line note from your medical director: looks like nothing, books the visit.

Telehealth founders in 2026 be like: Should i use the "You left something behind 🛒" template or The "Don't miss out! 🔥 Limited time!" template Meanwhile Hims has their chief medical officer personally emailing people who bailed on their intake

4 signs your telehealth tracking is lying to you: 1. Ads Manager shows more "purchases" than your pharmacy shipped 2. Your CAC looks amazing but your bank account doesn't agree 3. Every conversion shows the same value regardless of plan length 4. Meta keeps scaling ads that bring in leads who never become patients Any one of these and you're not optimizing. You're feeding the algorithm bad data and paying it to find more of the wrong people.

STOP signing white label contracts based on the sales call. Nobody googles "which white label sued the most founders in 2026?" Read the actual legal agreement instead: • Do you own patient records? • Do you own payment processing? • Do you own LegitScript? • Can you migrate out? If your only research was a 45-minute Zoom call, you're already dead.

Stagnation is failure in patient retention. You cannot call yourself a real operator if your month-2 retention has been sitting at 55% for the last 4 quarters. That's not "just how it is." That's a specific email you're not sending, a specific expectation you're not setting, a specific milestone you're not celebrating. Fix one. Watch the number move.

Stagnation is failure in telehealth funnels. You can't run the exact same intake for 12 months and call it optimized. ✅ Reorder questions. ✅ Cut the ones nobody needs. ✅ Add a proof slide. ✅ Test the calculator. ✅ Read what people say in the feedback email and fix that exact thing next. The brands converting best aren't the ones with the best first draft. They're the ones who never stopped editing it.

The Endocrine Society found 40-50% of GLP-1 quitters restart within 12 months. Which means half the patients who cancel on you aren't gone. They're just not ready yet. How I'd stay in front of them: 1. Day 0: objection handling based on why they canceled 2. Day 45-90: winback flow with what's new and any offers 3. Months 4-8: lower-frequency provider notes, softer tone 4. Rest of year one: occasional check-ins, as much as deliverability allows Whether they come back to you or a competitor mostly comes down to one thing. Were you still in their inbox when they decided to restart?

One of the worst things a telehealth brand can do is let someone answer 14 personal questions about their body, their weight, their insecurities... and then never hear from you again. FOLLOW THE FUCK UP

Every time a regulator looks at telehealth, a few brands get burned for things their marketers did. 3 things generalist agencies get wrong in this space: 1. They pipe health data into ad platforms the same way they would for a sneaker brand 2. They write claims that work in ecom and get you flagged in healthcare 3. They chase cheap leads with tactics that look great until legal sees them MedVi got into trouble over ads featuring AI doctors who don't seem to exist. That's what happens when growth runs faster than compliance. If your agency's last client sold supplements, they're learning on your license.

I have 6 anti-ecom-template tweets in my drafts from the last hour. You probably know what my opinion is. They were built for sneakers and hoodies. They treat a medical intake like a forgotten cart. They open with a discount before answering a single real question. Just write a telehealth flow and stop pasting Shopify templates into a prescription business.

Bro. you really asked for date of birth on screen 2? Before they've told you their goal, before they've seen a single result, before they feel anything at all? move it deeper. let them get invested first. it's one question and it's quietly eating your conversion rate.

It feels illegal to drop this for free but… This is the only thread you'll need to read about "how do I run Black Friday for a telehealth brand without wrecking my reputation?" Black Friday is November 27th. If you haven't started, you're already behind 🧵

How to pick the right white label step by step: 1. Ignore the sales deck 2. Ask for the legal agreement in writing 3. Confirm ownership of patient records, payments, LegitScript, ad account 4. Ask for 3 references and call each one about tech responsiveness 5. Confirm launch timeline in writing (3-4 weeks max) Skip any of these and you'll find out the hard way after you've paid. Oh yeah and also, Walk away from anyone who dodges #2 or #3.

To Meta, the guy who quit your intake at question 3 and the woman who just paid for 12 months might be the exact same person. That's what happens when your tracking can't tell these apart: 1. Lead (started the intake, never paid) 2. Patient (paid AND actually got treatment) 3. Order (a transaction came through) 4. Subscription (recurring, not one-off) 5. Repeat subscription (they renewed) 6. 3-month plan 7. 6 and 12-month plans One of those people is worth a few dollars of data. The other is worth thousands. If Meta can't see the difference, it'll keep finding you more of whoever's cheapest to reach. And that's almost never the 12-month patient.

What a commercial behemoth the Hims intake is. There's a stat between the medical questions. a before/after between the stat and the next question. a "what would this mean for you?" right before the price. There ain't one screen in that quiz that isn't selling.

If you had 24 hours to get more patients out of the traffic you already have, you wouldn't: ⦁ double your ad spend ⦁ launch a new treatment ⦁ redesign the logo ⦁ rebuild the whole funnel You'd write one plain-text email that goes out 30 minutes after someone bails on your intake, with a link that drops them back on the exact question they left. A lot of your "traffic problem" is sitting right there.

Every day the lord tempts me to stick a 40% off code in the very first abandonment email, train every patient to wait for a discount, and wonder why nobody pays full price anymore. But I resist this temptation. Offers belong later in the flow. The first email just gets them back.

The best-converting email I've ever seen in a telehealth abandonment flow had no logo, no images, and three sentences. Someone bailed on their intake. Half an hour later they got a note from a doctor's name saying they noticed the visit wasn't finished, here's the link to pick up where you left off. That's it. Reads like a person typed it between appointments. The designed emails still have a job. They just show up later, once you're walking people through the process and handling the doubt. The first touch isn't there to impress anyone. It's there to get them back.