1. ZERONA® Body Slimming Proper Use Training
The goal of the initial install and training is to leave them with the knowledge and confidence to begin booking and seeing ZERONA patients. Knowledge leads to confidence. Confidence leads to passion…. Passion + knowledge = successful outcomes and sales
Post the training, each participant should have a thorough understanding of:
How the technology works
Who is and isn’t a good candidate and realistic outcomes
How to correctly treat a patient with ZERONA
How to correctly measure a patient to monitor and document progress
How to successfully coach and council a patient for optimal resultsSBMI provided resources to support their clinical, sales and marketing needs
It is recommended that whether you are showing the video or presenting with the attached PPT, you present each participant with a copy of the attached presentation which mirrors the video. This will give them a place to take notes, reinforces what is covered and gives them a leave behind to reference.
There are 2 copies of this presentation available:
(1) with speaker notes for you the presenter with notes on additional resources
AND
(1) Without notes that can be printed and distributed to attendees.

2. Agenda – Understanding ZERONA
What Is ZERONA? – patented technology, how does it work and what does it promise?
Who is the ZERONA patient?
Patient Protocol and Compliance
Contraindications
Hands On Demo – Proper Use and Precise Measurements
Housekeeping – SBMI Client Services, Physician Portal and Bonus Clicks
As outlined in the intro, the goal of the training is to make sure each participant has a thorough understanding of ZERONA – how it works and how to treat patients for successful outcomes
A checklist has been provided to you (the trainer). At this point in the presentation, distributing the checklist to review as part of the agenda and at the end of the training.
“My commitment to you, is that at the end of the training you will be armed with the tools and knowledge you need to drive success for both your patients and your practice. Here is an agenda of what we will cover and a checklist that we will review at the end of our training. At the end of the training, you will be invited to complete a test to complete your training and will complete your ZERONA certification. Additionally, anyone who successfully completes training and the online certification, will qualify for a free ZERONA procedure”
Trainer – distribute the checklist and walk through the agenda

3. Knowledge leads to confidence…
Erchonia Patented Technology
The Facts
Specifications for you to know:
Configuration 5-3b Line Generated Laser Diode Modules
Wavelength: nm
Modulation Constant Wave (CW): Hz
Programming: 4 Time Saving Preset, Safe Programs
Power Source: VAC 50-60Hz
Aqua print signifies what is most important to remember here
First the facts:
ZERONA is based on patented technology developed by Erchonia Medical and is a low-level laser designed to remove fat and slim the body without invasive surgery.
The ZERONA laser produces a low-level, or cold, output that has no thermal effect on the body’s tissue.
ZERONA uses 5 : red laser diodes, with a wavelength of 635 nm,
ZERONA is automatically programmed with 3setting options – pre-lipo, post lipo and ZERONA
It uses a VAC 50-60HZ powersource
Knowledge leads to confidence…

4. How does ZERONA® Work? Laser emulsifies adipose tissue.
Safe collapse of the rigid adipose cell and the secretion of triglycerides and fatty acid from the cell.
So how does it work?
ZERONA works by stimulating the fat cell creating 2 reactions:
It emulsifies the fat within the cell
It creates a transitory pore (opening) in the cell, allowing the fatty acids and triglycerides to escape – which collapses the fat (adipose) cell
(you can use the analogy of a fat cell looking like a grape that becomes a raisin)
Educated prospects ask “how does this work”. Distribute printed pictures of the collapse of the healthy fat cell.
This is great competitive info as well – others lasers like ALMA XL and E-stim treatments like Ionithermie claim the same benefits (loss of inches). Neither have this kind of research available.
Knowledge leads to confidence!
Healthy adipose cells
Fat droplets seeping across adipose cell membrane
Complete collapse of adipose cell-emulsion
Knowledge leads to confidence…

5. How Triglycerides and Fatty Acids Escape
How does ZERONA® Work?
How Triglycerides and Fatty Acids Escape
Images show formation of a transitory pore forming in the bi-lipid membrane of an adipose cell.
Pore is direct result of safe, low-level laser stimulation
Triglycerides and fatty acids able to move into the interstitial space.
Pore allows the fatty content to safely evacuate the cell.
The fatty acids and triglycerides then go through the lymphatic system to the circulatory system and pass through the liver before eliminating the body – the normal process of the liver detoxifying the body
Distribute the other picture.
Knowledge leads to confidence…

6. Knowledge leads to confidence…
Supported by Clinical Research and Actual Results
Average Slimming effects of the ZERONA®.
Average Loss (inches)
Waist: 1.4
Hips: 1.2
Thighs: 1.7
TOTAL: 4.3
Knees: 1.1
Neck: 0.4
Upper Arms: 1.0
Bra-line: 1.0
TOTAL: 3.5
Insert clinical trials and actual patient results.
Distribute : Low-Level Laser Therapy as a Non-Invasive Approach for Body Contouring: A Randomized, Controlled Study Lasers in Surgery Medicine 41: (2009) Robert F. Jackson, MD; Joug D. Dedo, MD; Greg C. Roche, MD; David I. Turok, and Ryan J. Maloney, BS
Knowledge leads to confidence…

7. ZERO Pain. ZERO Surgery. ZERO Downtime.
ZERONA Promise
Slim stubborn fat from:
Tummy
Back
Hips
Thighs
Buttocks
Love Handles
Chin and Neck
Arms
Remove Fat, Reduce Inches
Circulate before and after pictures
ZERONA protocol is the treatment of the waist, hips and thighs. That said, ZERONA produces a cascading systemic affect, impacting other fat cells throughout the body. As a result, patients can expect to slim elsewhere and will lose inches in their arms, back and even around their neck.
It’s important to position ZERONA as a body slimming device that will dramatically slim the targeted areas. A secondary and competitive benefit to ZERONA is that it slims beyond the targeted area and anywhere subcutaneous fat cells exist.
ZERO Pain. ZERO Surgery. ZERO Downtime.

8. What is ZERONA?
Q&A
After this section of the training, you’ll want to confirm that the training participants understand:
ZERONA uses Erchonia’s patented low level laser technology, that uses light in the red spectrum at 635 nm and produces no heat .
The laser works by stimulating the fat cell creating 2 reactions: It emulsifies the fat within the cell and It creates a transitory pore (opening) in the cell, allowing the fatty acids and triglycerides to escape – which collapses the fat (adipose) cell
The emulsified fat moves to the interstitial space, and is processed by the liver, where it is eliminated
Transitory pore in cell is safe, and closes within hours of stimulation
Laser creates a systemic affect, resulting in slimming outside the treated area
ZERONA promise –overall body slimming , with no pain and no downtime
Other resources:
Science Behind ZERONA training video
Clinical results delivered to the FDA
Actual ZERONA patient results
Actual ZERONA before/after pictures

9. Who is the ZERONA® Patient?
Anyone who wants to slim down. Virtually Everyone!
No known side effects
Patients safely treated from 18 to 80s
Patients with all skin types
Patients who are male or female
Patients with certain medical conditions should not be treated
Patients who commit to compliance
Patients who commit to compliance and want to “kick start” slimming down or lose the last few inches, are the best candidates
Virtually everyone is a good candidate for ZERONA.
The best patients and those with the highest level of satisfaction tend to be those that want to “kick start” a new healthier lifestyle and use ZERONA for instant motivation OR those that need to lose only a few inches

10. The ZERONA® Patient Contraindications
Cancer active or within 1 year of remission
Cardiovascular Disease
Disease of the Lymphatic System
Kidney Disease or Liver Disease
Pacemaker
Pregnant or Breast Feeding
Regularly taking anti-inflammatory medication
Make sure you know whether the patient is appropriate for the procedure.
Ask the right questions during the consult, review the patient history.

11. The ZERONA® Patient Other Criteria to Ensure Positive Results
Only stable patients with basal metabolic disorders (i.e. hyperthyroid or hypothyroid)
ZERONA is less effective during menstruation and wait one week after before treatments.
Liposuction patients will have varied results…fat cells previously removed.
Patients with visceral vs subcutaneous fat – visceral fat can not be treated
Patients with BMI’s (body mass index) over 35
You want patients to experience the most benefit possible. Never overpromise…
ZERONA is a body slimming devise and does not spot treat
liposuction patients…results depend on how much subcutaneous fat left.
Patients with BMI’s over 35, are morbidly obese. They can technically be treated but results would not be appreciated because of the size of the patient

12. Optimizing ZERONA® ZERONA® Two Week Treatment Protocol
Prepare lymphatic and circulatory systems one week before series
Six 40 minutes treatments
Every other day for two weeks imperative for best results
20 minutes anterior and 20 minutes posterior
Patient compliance is essential
This is where the pedal hits the metal…all the good placement and measurements will not help if the patient is not willing to comply. Emphasize the importance of compliance to your patients before selling a patient AND continue to coach the patient through the procedure (at every treatment)

13. CURVA™ Supplement For best results:
Proprietary blend of ingredients designed to assist the body in removing and eliminating fat during ZERONA treatments.
Works to ensure the lymphatic, circulatory systems and liver are functioning at optimal levels
Key ingredients are:
Niacin
Gingko biloba
L-carnitine
Blend of oils (sesame, ultra pure fish oil, omega 6 and omega 3 fatty acids
For best results:
Begin CURVA supplements one week before treatment
Continue taking CURVA throughout the two week treatment series, and for one week following treatments
CURVA is a great supplement with or without ZERONA
The key ingredients in ZERONA aid the lymph, circulatory and liver function and should be used 1 week prior, during and 1 week after their ZERONA procedure

14. Patient Selection
Q&A
After this section of the training, you’ll want to confirm that the training participants understand:
Patient Selection
Demographics – virtually everyone: women, men, every ethnicity, teens to 80s
Psychographics – patient looking for body slimming not body sculpting, interested in motivation achieved from accelerated results, willingness to comply with patient protocol
Body type – subcutaneous vs visceral fat, maximum BMI of 35
Contraindications
Patient Protocol
Treatment schedule – 6, 40 minute treatments not to exceed 72 hours in between
Supplementation – Cuva prior, during and post. Why CURVA?
Moderate Exercise – patient history defines moderation
Hydration – role of water in detoxification and the elimination of alcohol and caffeine
Diet – lower fat
Patient Coaching
Additional Resources
ZERONA patient folder
Patient procedure guide
Contraindications datasheet
CURVA datasheet
Patient protocol training video available at

15. Optimizing ZERONA® Precise Measurement
Are you using the ZERONA measuring tape included with your device?
Is same person measuring the patient each time?
Are you recording in patient progress notes precisely?
Prior to first treatment
After 6th treatment
1 week after 6th treatment
Measurements should be made without clothes by the same person each time. Precise placement of tape in the same spot each time
Review Female and Male measurement guides for precise instructions
Measurements are taken at 1st, 6th and one week after last treatment (if possible)
Same person should conduct all measurements
Tape should not be too tight/or sag
Same undergarments worn at all measurements
Systemic affect – importance of capturing all measurement areas
Use of provided male/female measurement forms
Limited Guarantee (at discretion of practice)
Patient results required by SBMI

16. Taking Before and After Pictures
Best Practices for taking great pictures!
make sure you use the same background – preferably a blue backdrop
have adequate and consistent lighting
place tape on the ground where the patient and the photographer stand, to ensure the distance from the camera does not change
have the patient stand with their feet shoulder width apart
suggest the patient wear the same undergarments or swimsuit at both before and after pictures
take 3 views:
Front – with arms to the sides
Side – with arms straight ahead
Back – with arms to the sides
Let your successful patients be your ambassadors…
Can you get permission to use their before and after photos? (if so fabulous!)
ZERONA suggested referral incentive: 1 free treatment for referring a new patient! Get your patients talking and they’ll do the marketing for you!
Photographs
Same background
Feet width apart
Same undergarments or swimsuit at both before/after
Arms to the side
3 views – front, back and side
Additional Resources:
Male and female measurement forms
Measurement training video – available at
Limited Guarantee Form (w/ owner approval)
PHI form
Media Authorization Form
Take pictures before the first treatment and after the last. Remember to have a Media Release form signed

17. Optimizing ZERONA® Proper Placement of the Diode
Do you know exact placement of the diodes for each treatment area?
no more than 12 inches from treatment area
use the center diode as placement guide, slightly below the navel
check for areas of greatest accumulation of fat, adjust laser arms over the target treatment areas
adjacent laser linear beams must overlap
laser heads must be parallel to skin
Placement Checklist:
No more than 12 inches, closer is preferable as long as targeted areas area completely covered by the laser beam (anatomy dependant).
Center diode is the guide for placement slightly below the navel, then position laser arms to target greatest accumulation o fat. Greatest accumulation of fat typically sides of waist, hips and thighs
Adjacently placed laser beams MUST overlap. Look at page 13 of training guide for exact instructions

18. Precise Measurement and Proper Placement
Q&A
After this section of the training, you’ll want to confirm that the training participants understand:
Precise Measurements
Measurements are taken at 1st, 6th and one week after last treatment (if possible)
Same person should conduct all measurements
Tape should not be too tight/or sag
Same undergarments worn at all measurements
Systemic affect – importance of capturing all measurement areas
Use of provided male/female measurement forms
Proper Placement
No more than 12 inches, closer is preferable as long as targeted areas area completely covered by the laser beam (anatomy dependant).
Center diode is the guide for placement slightly below the navel, then position laser arms to target greatest accumulation o fat. Greatest accumulation of fat typically sides of waist, hips and thighs
Adjacently placed laser beams MUST overlap. Look at page 13 of training guide for exact instructions

19. Patient Forms
Handout & Review Patient Informed Consent or practice specific consent
ZERONA® Low Level Laser Therapy Consent Form
Program and Background
Procedure
Risks/Discomfort
Benefits
Alternatives
Questions
Consent
Patient Procedure Guide
Media Consent Form
Patient Copy of Measurement Form
Staff should understand the consent form in order to eliminate or reduce patient concerns. Consent forms can be “scary” for patients .
Ask patient to review first, offer to answer any questions he or she has.
Distribute and walk through other forms – patient procedure guide, media consent form
And Limited Guarantee (Limited Guarantee is between the practice and SBMI and up to the discretion of the practice if they want to use with a patient. Not to be shared during training.

20. SBMI Physician Portal www.sbmi.com Training videos Patient Forms
Archived newsletters with tips and best practices
Archived webcasts on marketing and selling ZERONA patients
Online ZERONA certification
Quickly walk through the SBMI physician portal
ZERONA University
Important for this group – archived newsletters, practice modules and where they go to get certified online
If you can, it’s a good idea to bookmark this page on their computer
If they forget their password, there is the “forgot password” option right on the page that will instantly it to them

21. SBMI Client Service Team
Call SBMI Client Services at Monday – Friday, 6:30 am PST – 4:30 PST
Help accessing the Physician Portal
Reorder clicks and marketing materials
Load any bonus clicks or treatments
General questions and help
Client Services will also call you to:
Collect patient data –all patient data is required by SBMI 1x per month
Ask for remaining click data
Collect any before/after pictures and testimonials
Introduce SBMI client service team
Who their dedicated team member is
This is another resource when they can’t get you. Repeat client service phone #
At this point, call your Client Service rep and have the 12 training clicks loaded on the machine. This will be the demo on how clicks are loaded
Remind the account that we ask for patient data 1x per month and remaining click information. Client services will be calling the ZERONA champion to get this information. Client services is also their contact for before/after, testimonials and for tracking and loading bonus clicks

22. Earn FREE Clicks
Properly treating patients, capturing accurate results, posting before and after pictures and satisfied patient testimonials supports the ZERONA brand and drives more patients to your practice. Help us by:
Completing ZERONA Certification process online– earn 12 clicks (one full ZERONA procedure to be used by person certified)
Sending SBMI one quality before/after pictures – earn 2 clicks (one treatment)
Sending SBMI video testimonials of satisfied patients – earn 4 clicks (2 treatments)
Send all before/after pictures and video testimonials with a Media Release form, to your client service representative for credit.
Accounts can earn bonus clocks: before/after, testimonials, and online certification
Post the training, they will be invited to take a quiz to complete their certification
This will be step 1 in earning a free treatment for themselves. The free treatment will be loaded after we receive their before/after measurements. Treatment must be completed within 1 month of training date. .

23. Congratulations You’re on the road to success!
Practicing phone calls and consultations leads to more sales
Recommend a follow up training on phone skills and consultation with the practice manager or owner