Building a Physical Therapist Practice from Scratch

Welcome back to another captivating episode of the Grow Your Practice podcast, where we delve into the transformative stories of physical therapists who start from scratch and achieve significant strides in their careers. This week, I had the pleasure of speaking with Trina Sanders, a seasoned physical therapist and the co-founder of Motus Wellness and Physical Therapy in Houston, Texas.

 

Starting Out and Stepping Up

Initially, Trina’s journey into physical therapy was sparked by a high school friendship and her love for science. Unlike the medical career her father envisioned for her, she chose a path that led her from volunteering to becoming a full-fledged physical therapist. Over the years, Trina’s career evolved through various roles, from traveling therapist to a long stint in outpatient care, before she made the bold decision to establish her own practice.

Embracing Entrepreneurship Amid Economic Shifts

In 2022, a year marked by significant financial shifts, Trina and her business partner launched their practice. They were driven by a desire for autonomy and control over their professional destinies. Despite the challenging economic landscape, they started from scratch with a clear vision for the future.

Learning Through Experience

Moreover, transitioning from employment to ownership brought its challenges, particularly in time management and financial oversight. Fortunately, the Breakthrough team provided crucial support that helped streamline her operations significantly. This support included the introduction of a virtual assistant who manages several administrative tasks, allowing Trina to focus more on patient care.

Strategic Marketing and Growth

Furthermore, marketing has played a crucial role in the sustainability and growth of Trina’s practice. Understanding the importance of targeting the right audience and continuously engaging them has helped stabilize and increase her patient visits. From starting with 195 visits a month, her clinic now approaches their initial goal of 280 visits.

Future Aspirations and Strategic Planning

Additionally, looking ahead, Trina is optimistic about the potential for further expansion. With plans to acquire additional space and possibly open more locations, she is keen on scaling her business to serve a broader community.

Key Takeaway: Mastering the Art of Delegation and Focus

Most importantly, one of the most significant lessons Trina has learned is the importance of delegation. By hiring a virtual assistant, she has been able to delegate routine tasks, allowing her to dedicate more time to strategic tasks rather than getting bogged down by day-to-day operational activities. This shift has not only improved her work-life balance but also enhanced her clinic’s efficiency and profitability.

Conclusion: Building a Thriving Practice

In conclusion, Trina’s story is a powerful testament to the resilience and entrepreneurial spirit of physical therapists starting from scratch. Her journey underscores the importance of adaptability, strategic planning, and continuous learning in building a successful practice. As she continues to expand her services and reach, her experiences offer valuable insights for other practitioners looking to navigate the complexities of private practice ownership.

On July 18, Learn How to Increase Your Revenue Per Visit

Let’s go even deeper. On July 18th, we will discuss deeply into employee retention and incentivization. Click here to learn more and register for this free event.

Revenue Per Visit Virtual Summit aimed to help PT's improve on incentivizing staff, perform profits, and more.

Increase Your Profit By $10,000 or More

Remember, growing your practice is not just about adding more patients but optimizing every aspect of your operation, from insurance negotiations to patient accountability, marketing, and community involvement. If you’re ready to increase your profit margins by $10K guaranteed, apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth.

Aligning Incentives with Declining Reimbursement

The landscape of private healthcare, especially in physical therapy, is seeing a shift with declining reimbursements juxtaposed against rising operational costs. In this week’s episode of the Grow Your Practice Podcast, we’ll explore effective strategies for aligning incentives within your practice to navigate these financial pressures effectively.

Understanding the Financial Challenges

Physical therapy practices are currently experiencing a pinch due to decreased reimbursements and increased costs:

  • Declining Reimbursements: There has been a significant reduction in reimbursement rates, especially from Medicare, which have not kept pace with inflation or cost increases in healthcare.
  • Rising Operational Costs: The costs to operate a practice have surged, making it more challenging to manage financial sustainability.

Key Strategies for Aligning Incentives

To maintain motivation and ensure your practice remains profitable and efficient, consider implementing the following strategies:

  1. Transparent Financials:
    • Share financial health with your team to foster a collective responsibility towards the practice’s profitability.
    • Use simplified financial statements to show income, expenses, and net profit to help staff understand how their roles impact the practice’s bottom line.
  2. Creating an Incentive Plan:
    • Develop incentive plans that align with your practice’s profitability goals. This might include bonuses or other rewards based on the practice’s performance rather than individual productivity alone.
    • Ensure that any incentive plan complies with legal and ethical standards.
  3. Involving the Team in Financial Goals:
    • Engage your team in regular discussions about the financial status and goals of the practice.
    • Encourage input from the team on ways to improve efficiency and reduce costs, making them part of the solution.
  4. Education and Training:
    • Provide basic financial literacy training to help team members understand the economic aspects of healthcare.
    • Discuss the implications of billing, cost management, and financial health regularly to keep everyone informed and engaged.
  5. Regular Financial Updates:
    • Hold regular meetings to update the team on financial progress, challenges, and strategies moving forward.
    • Use these sessions to brainstorm and implement new ideas that could help improve the financial trajectory of the practice.

Implementing for Success

Implementing these strategies requires a careful balance of transparency, training, and incentive alignment. By educating your team and involving them in financial discussions, you can foster a culture of accountability and shared responsibility. This approach not only helps in aligning incentives but also enhances team cohesion and morale, leading to a more motivated workforce dedicated to the success of the practice.

Join us at our upcoming webinar on “Aligning Incentives with Declining Reimbursement” to dive deeper into actionable strategies and real-world applications to boost your practice’s financial health and team engagement.

On July 18, Learn How to Increase Your Revenue Per Visit

Let’s go even deeper. On July 18th, we will discuss deeply into employee retention and incentivization. Click here to learn more and register for this free event.

Revenue Per Visit Virtual Summit aimed to help PT's improve on incentivizing staff, perform profits, and more.

Increase Your Profit By $10,000 or More

Remember, growing your practice is not just about adding more patients but optimizing every aspect of your operation, from insurance negotiations to patient accountability, marketing, and community involvement. If you’re ready to increase your profit margins by $10K guaranteed, apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth.

5 Reactivation Strategies for 80% Patient Response Rate

Welcome to the “Grow Your Practice” podcast. This is our 4th episode of the Live series where we equip physical therapists with actionable insights to enhance their practices in a weekly live call. Today, we’re diving into a crucial topic: patient reactivation strategies.

Understanding Reactivation

Reactivation in a physical therapy context typically means re-engaging past patients who may need further treatment. These patients already know and trust your practice, making them a vital segment for maintaining and increasing clinic revenue.

Why Focus on Reactivation?

  1. Schedule Control: Maintaining a steady flow of patients is essential for consistent practice operations.
  2. Cost-Effective: Reactivating a former patient is generally less costly than acquiring a new one, providing a higher return on investment.

Key Reactivation Strategies

Implement these strategies to effectively reactivate past patients and fill your practice’s schedule:

  1. Direct Communication:
    • Regularly update and review your patient list.
    • Use personalized emails or texts to inquire about their current health status and remind them of the value your clinic offers.
  2. Special Offers:
    • Consider sending out targeted offers, such as a free consultation or a health check-up on patient anniversaries or during slow periods.
  3. Engagement Through Education:
    • Host workshops or send out newsletters that address common health concerns or the benefits of ongoing physical therapy which can prompt past patients to return.
  4. Leverage Technology:
    • Utilize CRM systems to automate follow-ups and ensure regular contact with past patients.
  5. Feedback and Follow-Up:
    • Regularly solicit feedback from patients after their visits and use this information to improve their experience and increase the likelihood of reactivation.

Common Pitfalls to Avoid

  • Lack of a Structured List: Ensure you maintain a detailed and segmented patient list to personalize your reactivation efforts effectively.
  • Fear of Contact: Don’t hesitate to reach out. Regular communication keeps your practice top of mind for when former patients need care.
  • Over or Under Communication: Find a balance in how often you contact patients. Too much can annoy them, too little can make them forget you.

By implementing these reactivation strategies, you not only optimize your marketing efforts but also enhance patient care by ensuring former patients continue their health journeys with you. Remember, a proactive approach to patient reactivation can significantly boost your practice’s growth and sustainability.

For more insights and to join our next live session, don’t forget to sign up for the upcoming webinars where we continue to tackle the most pressing challenges faced by physical therapy practice owners.

On July 18, Learn How to Increase Your Revenue Per Visit

Let’s go even deeper. On July 18th, we will discuss deeply into profit leaks, including reactivation challenges. Click here to learn more and register for this free event.

Revenue Per Visit Virtual Summit aimed to help PT's improve on incentivizing staff, perform profits, and more.

Increase Your Profit By $10,000 or More

Remember, growing your practice is not just about adding more patients but optimizing every aspect of your operation, from insurance negotiations to patient accountability, marketing, and community involvement. If you’re ready to increase your profit margins by $10K guaranteed, apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth.

Recovering $80,000 by Optimizing Billing and Fees with Tina Marie Schultz

In the latest episode of the Grow Your Practice podcast, hosted by Chad Madden, we were fortunate to hear from Tina Marie Schultz, an exemplary business manager who has significantly impacted the success of Thomas Physical Therapy. Her extensive knowledge in revamping business operations provides crucial insights for physical therapists aiming to enhance their practices simply by changing their billing processes. Below are some essential takeaways from her enlightening discussion:

Revamping Financial Health Through Strategic Billing

Tina Marie’s impact on the financial health of Thomas Physical Therapy is remarkable. Initially, she swiftly pinpointed gaps in the billing processes, unlocking $80,000 in just six months. Furthermore, her effective billing strategies included:

  • Optimizing Billing Structures: Adjusting billing structures to fully capture potential revenue.
  • Strategic Billing Adjustments: Implementing strategic adjustments during periods similar to industry norms, minimizing impacts on existing patients.

Proactive Marketing for Practice Growth

Additionally, Tina Marie highlighted the necessity of dynamic marketing to increase patient intake and fill schedules. Her strategies are both innovative and community-focused:

  • Community Engagement: Boosting visibility and reputation through active participation in community events and causes.
  • Targeted Educational Workshops: Offering workshops in places like churches and gyms to educate and attract new patients.

Enhancing Front Desk Operations

Recognizing the crucial role of the front desk, Tina Marie transformed its operations to improve customer interactions and first impressions:

  • Empowering Front Desk Staff: Investing in robust training and fair compensation for front desk personnel, enabling them to effectively represent the practice.
  • Systematic Process Implementation: Developing systems that enhance the performance of front desk staff, making them integral to the practice’s success.

Leadership and Efficient Process Implementation

Moreover, Tina Marie’s leadership and strategic implementations have proven key in multiple sectors. Her approach includes:

  • Process-Focused Leadership: Applying Six Sigma principles to streamline processes across the practice.
  • Investing in People: Ensuring all team members are well-trained, properly compensated, and aligned with the practice’s objectives.

Conclusion: Building a More Profitable and Sustainable Practice

Consequently, Tina Marie Schultz’s insights offer a blueprint for physical therapists to improve their practice management. By focusing on strategic billing practices, proactive marketing, empowering team members, and robust process implementation, practices can achieve enhanced profitability and sustainability.

On July 18, Dive Deeper into Effective Billing Strategies

Lastly, join us on July 18th for a session on overcoming common billing challenges and enhancing your practice’s financial health. This free event will offer deeper insights into effective billing strategies and other methods to boost practice efficiency. Click here to learn more and register for this free event.

Revenue Per Visit Virtual Summit aimed to help PT's improve on incentivizing staff, perform profits, and more.

Increase Your Profit By $10,000 or More

Remember, growing your practice is not just about adding more patients but optimizing every aspect of your operation, from insurance negotiations to patient accountability, marketing, and community involvement. If you’re ready to increase your profit margins by $10K guaranteed, apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth.

5 Marketing Strategies to Fill Physical Therapist Schedules

Welcome to another episode of the Grow Your Practice Podcast. Today, we’re diving deep into effective strategies physical therapists can use to fill physical therapist schedules. These tactics are not just about keeping busy; they’re about optimizing your practice for sustained growth and patient satisfaction.

1. Empowering Clinicians to Manage Their Schedules

What is Incentivization?

  • Active Schedule Management: The most successful therapists take a proactive approach to manage their appointments, working closely with reception staff to fill gaps and prevent double bookings.
  • Flexible Scheduling: Encourage therapists to offer alternate appointment times to patients, optimizing both patient convenience and clinic capacity.

2. Enhancing Evaluation Quality

  • Comprehensive Initial Evaluations: Ensure that each patient evaluation is thorough, setting the stage for a detailed, effective treatment plan.
  • Educational Approach: Train therapists to educate patients about the importance of adhering to their prescribed treatment schedules as they would medication dosages.

3. Patient Marketing Initiatives

  • Personalized Follow-ups: A simple call or handwritten note can significantly boost patient re-engagement and referrals.
  • Leveraging Social Proof: Encourage satisfied patients to share their positive experiences online and with friends and family, enhancing word-of-mouth marketing.

4. Building Strong Referral Networks

  • Networking and Community Involvement: Actively participate in local health events and foster relationships with other health professionals.
  • Regular Communication: Keep referral sources updated with patient progress reports, reinforcing the value your clinic brings to shared patients.

5. Tapping into Cold Traffic

  • Community Workshops and Health Talks: Organize events that address common health concerns or introduce new services, inviting local residents who haven’t visited your clinic yet.
  • Online Engagement: Utilize social media and your clinic’s website to share helpful content, engage with the community, and promote upcoming events.

By implementing these strategies, therapists not only fill physical therapist schedules more effectively but also enhance patient care and clinic reputation. Remember, the goal is to create a seamless experience that encourages ongoing engagement and referrals. Stay tuned for more insights at our next Grow Your Practice Live session!

For more insights and to join our next live session, don’t forget to sign up for the upcoming webinars where we continue to tackle the most pressing challenges faced by physical therapy practice owners.

On July 18, Learn How to Increase Your Revenue Per Visit

Let’s go even deeper. On July 18th, we will discuss deeply into profit leaks, including filling schedule gaps. Click here to learn more and register for this free event.

Revenue Per Visit Virtual Summit aimed to help PT's improve on incentivizing staff, perform profits, and more.

Increase Your Profit By $10,000 or More

Remember, growing your practice is not just about adding more patients but optimizing every aspect of your operation, from insurance negotiations to patient accountability, marketing, and community involvement. If you’re ready to increase your profit margins by $10K guaranteed, apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth.

Incentivizing Staff and Improving Retention

In our latest Grow Your Practice Live session, we delved into the vital topic of incentivizing staff within physical therapy practices. This webinar explored the nuances of staff incentives, offering valuable insights for private practice owners.

What is Incentivization?

Incentivization in private practice often involves a mix of fixed salaries and variable compensation, such as bonuses or commissions. This structure helps align staff efforts with practice goals, boosting productivity and motivation.

Importance and Benefits

  • Aligns Goals: Incentives ensure that everyone’s objectives align with the practice’s financial health.
  • Enhances Motivation: Staff members feel more invested and responsible for the practice’s outcomes.
  • Reduces Management Strain: Effective incentivization can significantly decrease the need for oversight and micromanagement.

Appropriate Settings for Incentivization

Incentive programs are particularly effective in practices where staff members operate with a degree of autonomy and are well-informed about practice finances. These settings encourage staff to think and act like stakeholders, fostering a proactive workplace culture.

Implementation Strategy

  1. Define Clear Metrics: Base incentives on measurable performance indicators like patient satisfaction, revenue per visit, or billable hours.
  2. Communicate Transparently: Ensure that all team members understand how the incentive program works and how they can influence their earnings.
  3. Regular Reviews: Hold periodic reviews to discuss progress towards incentives and adjust the program as needed to maintain alignment with practice goals.

Common Pitfalls and How to Avoid Them

  • Overspending: Ensure incentives are sustainable by tying them to profitability metrics.
  • Complexity: Keep the incentive program simple to understand and manage.
  • Lack of Transparency: Regularly communicate the financial health of the practice and how staff contributions impact it.

Conclusion: Building a Motivated Team

Incentivizing your team is more than just offering bonuses—it’s about creating an environment where everyone is invested in the practice’s success. By implementing thoughtful incentive programs, practice owners can cultivate a highly motivated and aligned team, poised for growth and success in the competitive field of physical therapy.

For more insights and to join our next live session, don’t forget to sign up for the upcoming webinars where we continue to tackle the most pressing challenges faced by physical therapy practice owners.

On July 18, Learn How to Increase Your Revenue Per Visit

Let’s go even deeper. On July 18th, we will discuss deeply into profit leaks, including lack of staff retention. Click here to learn more and register for this free event.

Revenue Per Visit Virtual Summit aimed to help PT's improve on incentivizing staff, perform profits, and more.

Increase Your Profit By $10,000 or More

Remember, growing your practice is not just about adding more patients but optimizing every aspect of your operation, from insurance negotiations to patient accountability, marketing, and community involvement. If you’re ready to increase your profit margins by $10K guaranteed, apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth.

From 15% Below to Doubling Business Growth

 

In the latest episode of the Grow Your Practice podcast, we were delighted to have Tom Loyd, a seasoned physical therapist and co-owner of Bryn Mawr Sports Rehab and Physical Therapy. With over two decades in the field, Tom shared invaluable insights on evolving from a clinician to a practice owner and doubling business growth of his practice. Below are the key takeaways from our engaging conversation:

From Clinician to Co-Owner: Tom’s Journey

Initially, Tom began his physical therapy career with a simple desire to help people, starting as a volunteer in a hospital. His passion led him to Bryn Mawr, where he transitioned from staff therapist to co-owner. Importantly, Tom highlighted the challenges and rewards of moving from clinical roles to managing the business aspects of the practice.

Navigating Challenges in Private Practice

Furthermore, Tom discussed the changing landscape of outpatient orthopedics, emphasizing pressures from factors like reimbursement cuts and inflation. These challenges have compelled practice owners to optimize operations without compromising patient care.

Strategies for Success:

  1. Marketing and Outreach: Effective marketing strategies and community workshops are crucial for attracting and retaining patients.
  2. Operational Efficiency: Focusing on operational efficiency helps manage costs and enhance service delivery.

Leadership and Team Development

Developing leadership skills to foster a supportive and productive team environment was a profound change for Tom. He shared how leadership is about nurturing talent and dedication within the team.

Leadership Strategies:

  1. Core Values: Establishing core values that promote a team approach and family-like atmosphere within the practice.
  2. Employee Development: Additionally, encouraging staff to grow their skills and contribute to the practice’s success.

Sustained Growth Through the Pandemic

Despite pandemic challenges, Bryn Mawr experienced significant growth. Tom credits this success to strategic planning and robust marketing and patient engagement strategies with Breakthrough.

Growth Highlights:

  1. Consistent Revenue Increase: Achieving 20% growth for three consecutive years, effectively doubling the practice’s value.
  2. Community Engagement: Moreover, leveraging community workshops and events to maintain patient flow and engagement.

Implementing Traction by Gino Wickman

Tom highly recommends “Traction” by Gino Wickman, which helped apply a comprehensive business framework to his practice. This book guided him in establishing a clear vision, core values, and operational strategies that have significantly impacted growth and stability.

Implementation Takeaways:

  1. Vision and Core Processes: Articulating the practice’s vision and core processes ensures alignment and common goals.
  2. Staff Buy-In: Furthermore, achieving buy-in from the team was crucial for successful strategy implementation.

It’s Only Just The Beginning: A Model of Sustainable Growth

Tom Loyd’s journey from clinician to practice owner exemplifies how embracing leadership, continuous learning, and community engagement can lead to sustainable growth and success in physical therapy. His story is a testament to the power of strategic thinking and the importance of a strong team culture in overcoming challenges facing private practices today. We’re proud to be part of the success of Bryn Mawr PT. If you’re ready to increase your profit margins by $10K guaranteed, apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth.

Watch or listen to the full episode to hear all of Tom’s story.

Apply to Profitability Under Pressure where practice owners will learn how to use text messaging for profit and patient engagement, optimize hiring processes

5 Strategies to Optimize Payer Mix

 

In our first session of Grow Your Practice Live, we dug into the intricacies of managing payer mix—a critical aspect for ensuring the financial health of physical therapy practices. This conversation provided actionable 5 strategies to optimize payer mix through targeted marketing.

Understanding Payer Mix

Payer mix refers to the composition of a practice’s revenue coming from different payers, which can significantly impact profitability. A balanced payer mix ensures that practices are not overly dependent on any single payer, which could be detrimental if reimbursement rates change or if contractual terms become unfavorable.

Marketing Strategies to Improve Payer Mix

Effective marketing is pivotal for attracting the right mix of patients. Here’s how practices can use marketing to enhance their payer mix:

1. Target High-Value Insurers

  • Identify and Focus on Profitable Insurers: Analyze which insurers offer better reimbursement rates and focus marketing efforts to attract patients covered under these plans.
  • Employer Partnerships: Establish relationships with local businesses that use high-value insurers for their employee health plans. Participate in health fairs and educational seminars to increase visibility.

2. Out-of-Network Strategies

  • Selective Insurance Participation: Consider going out of network with low-paying insurers to improve negotiation leverage and potentially secure higher rates.
  • Transparent Pricing for Out-of-Network Services: Offer clear, upfront pricing to attract private-pay patients who may not have favorable insurance options.

3. Reactivation Campaigns

  • Engage Former Patients: Implement reactivation campaigns targeting previous patients with favorable insurance plans. Personalized communication, such as texts or emails, can encourage them to revisit for new or recurring services.

4. Community Outreach and Education

  • Workshops and Seminars: Host educational sessions on common health issues that align with the services your practice offers. Target these initiatives towards communities with higher concentrations of favorable payer coverage.
  • Online Content Marketing: Utilize SEO to attract traffic from patients searching for specific therapies covered by desirable payers.

5. Cold Traffic Marketing

  • Targeting New Audiences: Utilize platforms like Facebook, Instagram, and TikTok to reach potential patients who have never interacted with your practice but may have desirable insurance coverage.
  • Specific Workshops: Host specific events like pelvic health workshops aimed at attracting a targeted audience, such as expecting mothers, who are likely to have favorable insurance plans.

Leveraging Technology and Data Analytics

The effective use of data analytics can significantly enhance marketing efforts:

Tools and Approaches:

  • CRM Systems: Utilize customer relationship management systems to track patient interactions and insurance details, enabling targeted marketing campaigns.
  • Analytics Platforms: Analyze data on payer trends, patient demographics, and service utilization to inform marketing strategies and business decisions.

Strategic Marketing for Sustainable Growth

These 5 strategies to optimize payer mix is not just about attracting more patients; it’s about attracting the right kind of patients. By implementing strategic marketing practices focused on profitable payer segments, physical therapy owners can ensure sustainable growth and financial stability.

For those looking to dive deeper, join our next Grow Your Practice Live, designed to equip practice owners with a space to ask questions and leave with actionable takeaways. Chiro and PT practice owners only. Participants must apply and be approved before logging in. This is a weekly recurring event on Tuesdays at 2PM EST.

Remember, the goal is to not only survive the challenging landscape of healthcare reimbursement but to thrive by strategically shaping your payer mix through focused marketing efforts.

Growing a $100 Million Empire & Hiring 400 Employees with Gary Houck

Gary Houck began as a bricklayer, starting with minimal resources but abundant determination. Under his leadership, his company evolved from a modest roofing business to a diversified enterprise, creating a $100 million empire and employing around 400 people. This incredible growth not only attests to Gary’s sharp business acumen but also to his leadership style, which deeply values empowering his team and fostering a strong company culture. This week’s episode of the Grow Your Practice podcast explores the ups and downs of his career.

Key Takeaways

  • Leadership and Succession: Knowing when to step aside and how to choose the right successor is crucial. Interestingly, Gary’s selection of a leader with no prior construction experience—yet exceptional leadership skills—highlights the significance of aligning values over specific industry knowledge.
  • Culture Over Strategy: For Gary, nurturing company culture is paramount. Consequently, he prioritizes hiring for cultural fit and leadership potential over mere industry expertise.

Innovative Business Strategies and Community Impact

Gary’s approach extends beyond typical business metrics; he integrates the human element into all operations. His strategies for business growth, employee engagement, and community involvement are intertwined with his personal values, emphasizing honor, humility, and humor.

Strategic Decisions

  • Employee Engagement: Gary treats employees as partners, reinforcing that no one “works for” but rather “with” him. This philosophy has cultivated a loyal and productive workforce.
  • Community and Client Relations: Moreover, from handwritten notes to personal birthday calls, Gary’s personal touch has strengthened lasting relationships, boosting client and community engagement.

Stewardship

Looking ahead, Gary focuses not just on business continuity but also on leaving a lasting legacy that reflects his values. He shares insights on leadership, succession planning, and community service as a blueprint for maintaining a business true to its principles while adapting to future challenges.

Legacy

  • Maintaining Core Values: As Gary plans for the future, his dedication to the company’s core values—honor, humility, and health—is vital. He envisions these values guiding the company long beyond his time.

That’s Not All…

Gary Houck’s journey is not only a masterclass in leadership, culture, and business ethics but also provides relevant insights for any practice owner aiming for sustainable growth. His $100 million empire didn’t come from luck! This former bricklayer turned business magnate has lessons that are valuable for any owner. His story underscores that true success is built on respect for people—employees, clients, and the community.

Gary’s principles are integral to how we operate at Breakthrough, influencing our Profitability Under Pressure course, which has helped hundreds of private practice owners.

Apply for Profitability Under Pressure today. Gain further insights into managing a robust business while increasing profit margins. Connect with like-minded owners and achieve financial stability and growth. Remember, the extended deadline is June 7th, 11:59 PM EST.

Apply to Profitability Under Pressure where practice owners will learn how to use text messaging for profit and patient engagement, optimize hiring processes

5 Must-Haves to Land 100 Visits Per 1000 Square Feet

In the latest episode of the Grow Your Practice podcast, we dive into the rich insights from our “Market for Profit” session at boot camp held in Harrisburg. This session was dedicated to uncovering effective strategies to maximize the use of clinic space. Rule of thumb is 100 visits per 1000 square feet, requiring efficient scheduling patient visits, and ultimately driving up revenue. Here’s how physical therapists can leverage these strategies to optimize their practices.

Filling Schedules and Utilizing Space

During the bootcamp, we explored the correlation between clinic size and patient visits. For instance, a 3000 square foot clinic should ideally handle about 300 patient visits per week to maximize space efficiency. If you’re seeing fewer visits than this, it’s time to reevaluate your use of space. Here’s a straightforward formula we discussed:

  • Space Utilization: For every 1000 square feet, aim for 100 patient visits per week.
  • Clinician Capacity: Ensure each clinician can handle 40 to 60 visits per week, maximizing their potential within the available space.

Reactivating Past Patients

Reactivations are the lowest hanging fruit in practice marketing, requiring minimal expense and effort. A simple “how are you” message can re-engage past patients, filling your schedule quickly. Here’s the process we recommend:

  1. Identify Past Patients: Look at your records from the last 6 months to 2 years.
  2. Send Personalized Messages: A simple text asking how they are can reignite their interest in your services.
  3. Follow Up: Engage with those who respond to schedule appointments.

Leveraging Referrals

Referrals are a goldmine for practice growth. We discussed three main sources:

  • Word of Mouth: Encourage satisfied patients to refer friends and family.
  • Professional Referrals: Engage with physicians, nurse practitioners, and other clinicians.
  • Community Partnerships: Connect with local businesses that can promote your services to their employees, especially those offering favorable insurance benefits.

Expanding Service Offerings

To counterbalance the effects of low reimbursement rates from insurance, consider expanding your service offerings. Techniques such as dry needling, laser therapy, and shockwave therapy not only enhance patient care but also add new revenue streams. Here’s how to implement:

  • Evaluate Profitable Services: Determine which services can be provided within your specialty that also offer higher reimbursement rates.
  • Educate Your Team: Ensure that all team members are proficient in new techniques.
  • Market New Services: Promote these new services to both existing and new patients.

Building a Strong Brand and Community Presence

A strong brand is essential for attracting new patients and retaining existing ones. Know your community; understanding the demographics and needs of your neighborhood will help you know how to market. Then, use educational workshops and active digital marketing strategies to build trust and raise visibility in your community.

At the end of the day…

Adopting these strategies can significantly increase both the operational and financial health of your physical therapy practice. By focusing on efficient space utilization, patient reactivation, strategic referrals, service expansion, and robust marketing, you can ensure sustainable growth and success. Watch the full episode for the full learning experience.

Apply for Profitability Under Pressure today. You’ll learn even more keys to increasing profit margins, connect with like-minded owners, and achieve financial stability and growth. 

Apply to Profitability Under Pressure where practice owners will learn how to use text messaging for profit and patient engagement, optimize hiring processes