If I could show you a simple question to ask during the Initial Exam, that would improve your Physical Therapy Patient Graduation Rate by 10%, would you be interested? 

This is Part 4 of 4 in the blog series on Workshops

Specifically “How to Host Direct Access Physical Therapy Workshops” if you missed it.

So far we’ve talked about solving the first big problems.

Which is how to fill the room.

IMG_4424

Then, after you have a room filled with skeptical onlookers and hopefully affluent back pain and sciatica sufferers, converting them to an appointment. Again if you can read the first post here, “How I got 21 Patients from a One Hour PT Workshop”  on the second post – “How to Convert the Most Skeptical Audience Member into Motivated Paying PT Patients” here.

So now that we’ve accomplished that.

How do we make sure we convert that IE, Initial Exam, 97001 to a full Plan of Care?

Where the person comes to all of their visits,

On time

And does their home exercises

And achieves their goals?

What We Ignore Is Killing Us

If you would’ve asked me 10 or 12 years ago, when I first started in Private Practice, ‘’How many of your patients graduate and complete their plan of care?’’

And I would have answered, “Almost 100%.”

And like most other Practice Owners I’ve talked with.

We’re both in SEVERE Denial!

SEVERE.

The truth is most of us guesstimate this number.

And we tend to give ourselves more credit.

But, if you’re super brave and willing to get a dose of reality (that quickly will pay HUGE dividends),

Then here’s what you can do.

Calculate Your Graduation Rate

  1. Pick a month at least 3 months ago.
  2. Make a list of every single patient you or your PTs performed an IE, or 97001 on.
  3. Then right the number of visits each was seen.
  4. After that, go through the actual notes or EMR and notate why that person stopped coming to PT.
  5. If they met all of their goals, indicate “Graduated”.
  6. If they stopped for any other reason, including financial, illness, travel, forgot appointment book, etc., mark “Incomplete”.
  7. Now take the total number of “Graduated patients” and divide by the total number of IEs.

Less than 40%?

We call that a “Discharge Machine”.

More than 80%?

All-Star.

So after studying this for years,

AND having lived as a recovering “Discharge Machine”,

AND from the in-the-trenches experience of having “Discharge Machines” AND All-Stars work in my Private Practice,

I can give you a 7 Step Exam that will drastically improve the rate at which your patients graduate.

But here’s the problem…

I only share the entire 7 Step Killer Exam in my Killer Marketing class.

And we prescreen those Owners ahead of time.

And your simply reading my blog so you could be anybody.

So I can’t give you all 7 Steps here but I can give you the best, most important step.

Alright, enough of that.

So here’s what I’ve got for you.

The Single Best Question You Can Ask Your PT Patients During the IE Which Will Improve Your Graduation Rate at Least 10%

(There’s a good chance you’re not going to believe me when you first read this but it’s very true)

Here’s the Question…

“Have you ever had Physical Therapy before?”

Now, the patient can say two things:

“Yes”or “No.”

Now, they may perceive other conservative care experiences as “Physical Therapy” including:

  • Chiropractic
  • Personal Training
  • Athletic Trainers
  • Massage PTs
  • A manipulation from their family D.O.
  • Inversion tables
  • And even online exercises
  • Or my favorite, P90X

So, if the person says “Yes”, here’s the all important Second Step

You say, “Ok, tell me about it.”

Now the Killer to our profession isn’t the person who had PT on their knee in high school and did amazing.

It’s the person who had a BAD Experience.

And it will kill your Plan of Care before it starts if you don’t uncover it.

You’ll become one more “I tried that and it didn’t work.”

So after the patient tells you that she went down the street and the last guy “cracked her back” and she couldn’t walk for 3 days,

You don’t have to disparage or make less of that clinician.

You don’t have to make the patient wrong for doing that treatment.

(In fact, if you do this: just shake the patient’s hand and let them know it was nice to meet them and you doubt you’ll see them again because you probably won’t.)

What you do, is simply listen, acknowledge and restate.

“OK, so 3 years ago, you had back pain.  You went to the chiropractor down the street, they cracked your back.  You couldn’t walk for 3 days and you were very upset.”

That’s it…

No knock on the chiropractor (you don’t know their version).

Just acknowledge and restate.

Don’t tell them you’re different.

Just show them.

Show them what you can do and aim for a meaningful improvement on Day 1 – today.

So that’s it.

For Your PT Workshop, Your Action Plan Is To…

  1. Fill the seats
  2. Convert your attendees to an IE either a Free Screen or a paid Initial Exam
  3. Then convert the IEs to a full plan of care.

Pretty simple, isn’t it?

Leave me a comment below and let me know how you’re using Physical Therapy Workshops in Your Private Practice.

Hope this helps you,

Chad

PS- Looking for the full 7 Step Direct Access Exam?

Join This Free PT Online Training If You Want To Discover The 7 “Brain Dead” Simple Steps to Preventing No-shows, Drop-Offs and MIAs While Improving Outcomes and Profit

Grab your spot by clicking the link below

How To Double Your New Patient Visits In Less Than 12 Months Without Working More Than 40 Hours A Week

Do you want to know the four simple steps to guaranteeing your success in 2017?

By following this simple process you’ll be able to rapidly achieve your goals regardless of the ever-changing healthcare landscape.

But first let’s recap on everything we’ve learned so far…

In the last three posts, we’ve broken down The Definitive Guide To Making 2017 Your Best Year Ever and talked about:

I revealed the importance of writing out exactly what success looks like for you and where you want to be a year from now.

Now in this last post, we’re going to tie everything together using an easy-to-follow four step process.

Watch the video below to learn more.

The 4 Simple Steps To Creating the Private Practice of Your Dreams

1. Do it.

After you have identified the habits of other owners and what they did to start on their paths to success… apply them to your life.

Figure out how to make more time in your day and/or acknowledge the inefficiencies in your day to day processes.

2. Be efficient.

We’re looking for efficiencies wherever possible.

We’re doing more of those things that are top priority and less of those things that aren’t really top priority and are wasting our time.

The very first thing that I make sure to do – have personal communication with people that are important to my business, referral sources and past patients… long before I focus on my website or blog.

3. Track it.

If you have metrics in front of you and you’re taking a daily/weekly look at where you are metrically, you’re going to keep taking more and more successful steps towards implementing the things that are important to your practice and let those that aren’t successful go away.

4. Enjoy it.

Enjoy the incredible journey ahead of you.

You’ll find that at some points it will be challenging and confusing, but when you look back this time next year at all the progress you’ve made, you’ll find that every challenge you have been faced with will have been well worth the battle.

What if I don’t hit my goals?

Let’s say you have a crazy expansion goal and want to grow your practice by 50%… even if you don’t hit your goal — maybe you only hit 25% growth…

Well… guess what? That’s still amazing growth.

Enjoy the adventure, enjoy the process… you can always extend it.

I want to leave you with this really important question to ask yourself.

What do I need to do to have my best year ever?

Think through that and write it down. Go back through my past posts if you get hung up.

But realize how much can happen in a year and how amazing it will feel to hit the goals you’ve set for yourself.

Hope you’ve enjoyed – make sure to comment below if you have any questions.

Talk to you next week,

Chad

P.S. Would you be interested in a FREE PT training I’m hosting?

I’m revealing the five secrets of today’s fastest growing practices…

And you’re invited!

After working with over 600 practice owners, I’ve been able to distill the five secrets that separates the best from the rest…and I want to share my insider information with you.

On the training you’ll learn:

Click here to claim your spot: breakthroughptmarketing.com

We can only host 100 attendees so make sure to reserve your spot if you are interested 🙂

What does your best year look like? Have you figured out what actions it will take for you to accomplish your PT practice business goals?

In my previous blog post, you saw a video where we talked about where you are aiming to be a year from now. Now we need to go over what it takes to get there and better yet…

How can we cheat our way there?

In this post, I’ll reveal one of the biggest influences on my PT career and practice growth…

Watch the video below to find out how to do it!

First Things First: Define What Your Best Year Looks Like

You know where you’re at, point A from the “How To Achieve Your Physical Therapy Practice Owner Business and Marketing Goals

Now, we need to know how to get to where we want to be, faster!

How do we do that??

First step: TAKE SHORTCUTS!

The best shortcut for you at this stage is to find the people who are already where you want to be aka MENTORS.

Now how do we find them?

I have a step-by-step process that has worked well for me in the past.

What I look for, personally, are individuals who have had to work hard to get where they are… like a rags to riches story.

A person who truly has a rags-to-riches story wasn’t given their success, which usually means they’ll be willing to share their time with you.

It’s simple.

So I would ask someone “can I meet you for coffee?” or “can I take you out to lunch?” and then let them know that you have some questions that you want to ask them.

You may find that you may have these people in your life already – it’s not always obvious!

Importance of Having Mentors in Your Life

My first mentor was 83-years old.

He’s in the insurance industry (not even in physical therapy) and is one of the biggest reasons I’m doing what I’m doing with Breakthrough Physical Therapy Marketing. He highly encouraged me to do this.

I meet with Ernie (that’s his name) once a month.

We’ll have lunch together or go out into the community and visit his friends who now live in a nursing home.

He grew up in poverty with a lot of kids in the household. He didn’t even have shoes to wear to school sometimes.

This is the really cool part..

Ernie has been nationally recognized for his success because of the difficulty that he overcame.. and he has been such a huge encouragement for my own business journey.

Another example is my best friend’s father who is now 70 years old.

I’ve gone to him about many of the toughest decisions that I’ve ever had in my business life.

These two mentors have been able to help me shortcut the path to success repeatedly as I’ve learned and taken notes from their own personal success and applied it to a totally different industry.

I remember the stories he would tell me about how they taught their children (at a very young age) how to crank out these blueprints on a machine that they would put on the kitchen table for their architecture firm.

There were so many nuggets to glean from just that information…

All of this incredibly helpful and encouraging information from just finding people that were successful.. that didn’t always have it easy.. that weren’t born with the silver spoon in their mouth.. that made it on their own.

The Surefire Way To Apply These Lessons To You Own Life

If you want a really good example of how to do this, check out the Tim Ferriss podcast. He’s one of the leading people in the world who’s dissecting and deconstructing what successful people do.

You want to ask questions of the individuals you find to be great mentors.

For example, you want to know what they did in certain situations and what their thought process was behind it.

You want to know what they would do in certain circumstances (that are personal to you).

See how they think because they got to where they’re at today because of what they thought and what they did on their path to success.

You want to go through that same process.

Find someone.. a mentor or an individual that has been successful and interview them – figure out how you can apply their successes to your own practice… and try to avoid their mistakes while you’re at it!

What You’ll Discover Through These Individuals:

  • They worked really long hard hours
  • Early on, they were their own best investment
  • Had some sort of specialized training
  • Brought in an expert for outside perspectives
  • Took advantage of the right opportunities

Within Breakthrough PT Marketing, every owner that goes through our Direct Access Marketing Program is invited into a private group on Facebook.

People get to share in their successes and gain feedback from high integrity individuals of high character that encourage tremendous growth while sharing the ins and outs of their practice’s success.

Isn’t that awesome?!?

All of these owners want to share and be part of a community. They want to help lift each other up.. and they’ll do the same thing for you.

Let’s say you absolutely crushed it in this past year…

How great would it be to help other private practice owners?

What you’re looking for is either being that person who’s lifting other private practice owners up or finding that mentor who is helping you to create a shortcut so you can have your best year ever.

Now let’s get out there and find our mentors.

Or, if you already have one, find another that can offer additional guidance.

With this step down, the battle is already half-way won!

I’ll tell you the final step in my next blog post.

Hint: It’s all about take action and finding the highest leverage activities to achieve your goals in record time!

See you next time!

To your private practice success,

Chad

P.S. If you’re interested in meeting some of the rockstar PTs we work with on a daily basis… join us at our next Physical Therapy Marketing Summit. You still have time to get your free ticket. 🙂

P.P.S. At the time of this writing, we only have about 90 tickets left. So grab yours before they are all gone!

Do you want to make 2017 the year you double your Physical Therapy patient flow, automate your practice and finally achieve time freedom?

If so, then you have to begin by asking yourself some difficult questions…

In the previous blog post, How To Make 2017 Your Best Year Ever in Private Practice Physical Therapy, you saw a video where we took a look at where you were at over the last 12 months and where your business is at now.

Now I want to take a look forward to where you want to be 12 months from now.

Watch this video to see what I am talking about:

I’ve been thinking a lot about making 2017 my best PT practice year ever…

And in this post what works for me (and the hundreds of successful PT practice owners I work with) and I’d like to share it with you, so we can crush this year together!

To begin I want to start off with a helpful exercise called the Dan Sullivan question that’s straight out of a book called The Dan Sullivan Question …shocking 🙂

The Dan Sullivan Question

The Dan Sullivan Question

Real quick, let me first tell you who Dan Sullivan is.

Almost every business entrepreneur or guru that’s out there right now has coaches themselves.

The one that I hear most often cited is Dan Sullivan

Dan wrote this short little book — literally like a 30 minute read — that gives you some really, really powerful stuff. (You can grab a copy here)

His question single-handedly helps you distill everything you need to do to set and achieve the highest leverage goals for your year. The question reads like this…

The Question That Must Be Answered…

If we were having this discussion 12 months from now and you were looking back over those 12 months, what has to have happened in your life, both personally and professionally, for you to feel happy with your progress? Specifically, what concerns do you now have that need to be eliminated? What opportunities need to be captured? What strengths need to be maximized?

If you’re willing to write down where you want to be 12 months from now, you’re way ahead of the rest of the pack and there’s a much better chance that you’ll actually achieve it once you write it down.

One of My Biggest Secrets: Revealed

My Biggest PT Marketing Secrets

It’s one of the big secrets that I’ve realized over and over again and I’m going to give you an example.

My wife and I had a dream from the time that we got married that we always wanted to have a farm and we wanted to raise our family on a farm.

When we first got married, we lived in a condo. We had our oldest son there and that’s where I was living when we opened my private practice years ago. As our family expanded, we bought a single family home and went from just one child to four little boys.

We then had our four bedroom house. I think we must have been there eight and a half years and had looked at hundreds of other homes and just couldn’t find what we were looking for.

So, I finally said to my wife “hey, there’s this little exercise that I use in business all the time… why don’t you and I go through this together and we’ll do the same thing here?” Steph agreed to do the exercise and it unfolded a little like this…

We laid out a checklist of 73 different things that we were looking for in our dream house.

We wanted..

  • things like a paddock so we could have horses
  • a body of water
  • conveniently located to the business and our families
  • four or five bedrooms
  • something like an 1800s farmhouse
  • a barn
  • an area for gardening… maybe a south-facing hill

There were things that we were looking for that were really basic.

Anyhow, once we wrote that down, it was less than a month later that we got a call from a friend…

She told us that her friend was selling her farm and asked us if we wanted to take a look at it.

Steph and I went through the list of the 73 things that were exactly what we wanted in a home.

This farm had like 68 of the 73.

It was really, really cool.

We ended up buying that property and we’ve done a lot of upgrades in that house, but we were finally able to realize our dream house once we got it in writing.

Years of struggling to find it.. actively looking for about six years of the eight and a half that we were in the previous home… We knew that this was what we were looking for, we just couldn’t find it.

Once we wrote it down on paper, it finally came to life. It’s the same thing with anything else.

How Do You Apply This to Your Practice?

Physical Therapy Workshops and Training Classes

Now let’s take a look at what this means for you and your practice

Ideally, 12 months from now, for you to feel happy with the progress that you’ve made over the last 12 months..

I need you to answer the following questions:

  • How many hours a week are you treating in the clinic?
  • How many hours a week are you working?
  • Are you taking work home with you or do you separate the two?
  • Do you feel less stress than you feel today?
  • Do you have a good relationship with your family and spouse?
  • What does your team look like?
  • Do you have staff that are bringing solutions to you or do you have staff that are bringing problems to you?
  • Do you want to have more therapists 12 months from now or are you just a one-person PT shop?
  • Do you have a receptionist coming in to help you? A billing person maybe? What does that look like?
  • How much money do you want to make

There are no right or wrong answers… Remind yourself of that as you’re making progress towards success.

You get to define exactly what it is that is real to you. Huge growth and 50% or 20% year over year growth isn’t for everybody, but you get to define what the ideal situation is in your life.

Financially, you get to define what that is as well. How much money do you want to make that is possible with where you’re at now?

And most of us tend to limit what our cap is. So, what does that look like?

You want to think about where you’re at financially. Ask yourself these questions:

  • Are you struggling payday to payday or month to month to make ends meet?
  • Feeling the stress of payroll or maybe you have abundant reserve money?
  • Maybe you’re more profitable than you’ve ever been before and you feel really comfortable and happy going to work.

You get to define exactly what that looks like.

There are no right or wrong answers… Remind yourself of that as you’re making progress towards success.

Another huge thing, at least for me in private practice, has always been about figuring out marketing.

I’ll give you an example of a goal we had over the last 12 months.

What we’ve noticed in our area is that we have to become less and less reliant on physician referrals.

Back in 2007 or 2008, we had a highest ever amount of physician referrals ever. 154 in one month for one office!

Well, over the course of the last seven or eight years, we’ve actually dwindled down because of hospitals employing more than 80% of the physicians in my immediate area.

We’re actually down to averaging about 15 referrals a month from physicians.

So we’ve had to replace that.

By the way, we’re bigger, better, and more profitable than ever before.

So after losing all those physician referrals, what did we replace them with?

Well, we had a conscious effort over the last 12 months to replace it with patients returning for additional care. We’re crushing it there and that’s really cool.

Our group’s doing a great job with internal marketing and referrals from our past patient base.

We also wanted to expand what we’re doing in the general public and with attracting direct access patients, so we set goals specific for that.. and then we went out achieved them. We were able to set the actions in place.. which I’m going to talk about in my next blog.

What Else Can You Do?

So some things to think about there. You’re going to want to pick up a copy of Killer Marketing Secrets, if you don’t have it already, and go through chapter 2.

Basically take the time, take an hour, take two hours, three hours, whatever it is, with the key people in your organization.

I also recommend doing it with your spouse or significant other. Ask them what the next 12 months look like to them.

  • Where are we going?
  • What does this look like?
  • What’s our dream farmhouse or dream house look like?
  • What does our dream practice look like?

So that when you achieve it, you can say hey, we defined where we wanted to go and we’re there. We did it.

It’s a really cool exercise.

Make sure you get that done before taking a look at my next blog post. I plan on talking about a system where you can find people who are already where you want to be.

We want you to learn what they’re doing – copy what they’re doing.

You and I are private practice owners, so we want to look for private practice owners that are where we want to be.

This exercise helps us learn exactly what that is. We need to learn what they did to get there so we can go out and take a huge shortcut.

And just one last time I’d like to stress how important it is to follow all of the steps.. write these things down!

Myself and many other private practice owners are living proof that these methods can help us build our dream practices.

So let’s start making 2017 our best year ever! 🙂

To your private practice success,

Chad

P.S. Want my full guide to making 2017 your best year ever? We’ve had over 900 downloads of it and your can grab your FREE PT Marketing Checklist & Free Training by clicking here.

I reveal strategies that will help you double your patient flow, automate your practice and create ultimate time freedom in the new year

Watch the video below to get started on making 2017 your best Physical Therapy Practice year ever! Start attracting more patients and profits!

I’ve also created a downloadable guide.

Within this guide, you’ll discover:

  • The #1 single most important exercise you need to do in order to skyrocket your results
  • How to take shortcuts and “cheat” your way to accomplishing your goals faster than ever before
  • How to prioritize your time and energy into activities that actually contribute to your bottom line
  • How to lead the charge in creating the practice and life of your dreams

And so much more…

Click here to download it for FREE

“What Exactly Do PT’s Do?”

As a Private Practice Physical Therapy Owner this is a question I get a lot.

It’s a question if you don’t know how to answer, can stop you from getting new patients.

Today we’re going to talk about a really cool strategy I’ve found to overcome this.

In this post, you’ll learn how to make yourself stand out from other private practice PTs, how to motivate patients to complete their plan of care, and how to market yourself better so you get higher conversions.

As Private Practice PT owners this is a question we get a lot.

What exactly do Physical Therapists do?

Whether it’s from friends, family or other professionals.

Early on in my career, when I was still relying on physician referrals I would get this question,

“Why should I send to you instead of [insert competitor]?”

I used to be stumped by this question.

Today this is getting less relevant, as we’re slowly trending away from physician referrals and getting into Direct Access Marketing more and more.

However, while marketing to physicians is less important, the question is still relevant. Instead of getting it from physicians we’re getting it from the public,

“Why should I choose your physical therapy practice and services versus going down the street to your competitor?”

For those who know anything about Business Strategy, you’ll know this as customers basically asking, “What’s your USP?”

The usual answer Private Practice PTs come up with are the boring ones, the ones that all other owners say,

  • We have high quality care…
  • You get to see the same Physical Therapist every time…
  • We do one on one…
  • You get manual therapy every time that you’re in…

But the problem is….every other therapist says this.

Furthermore, while this may sound awesome to us PTs…The average patient DOESN’T CARE.

It’s like we’re talking about oranges, when what they really want to talk about is apples.

But what if I was to tell you there is a way we can communicate about what we do in the customer’s language?

It’s a method that not only positions you differently, but also convinces prospects to immediately flock to you and not your competitors.

And better yet…it’s an asset you’re already sitting on.

Sounds too good to be true?

The Asset You’re Sitting On

PT Business assets

I’ve faced this problem since the beginning of my career. Recently I’ve been giving it more thought.

It’s not just communicating to prospects about what we do, but also to friends, family and other business owners.

The fact is, the world doesn’t really understand what us PTs do. Only patients, their family & closest friends truly understand what we do.

Bugged about this problem, I had a couple of conversations with key people in private practice PT, and an idea struck me.

Even outside physical therapy, this idea is well used, and is very effective.

What is this idea?

It’s….

BEFORE AND AFTER VIDEOS

Think about it, by showing patient before and after videos we can clearly communicate to our prospects why they should work with us.

Nothing communicates better than results.

By using Before & After videos we can show the results that our work does.

Picture this:

Just as a patient comes in, let’s say her name is Mary, you ask them a series of questions,

YOU: Within the last month, between 0 and 10, what is the worst pain that you’ve had?

Mary: 7

YOU: Ok, so 7 out of 10 pain. What were you doing when that happened?

Mary: I was going up and down the stairs at the end of the day.

YOU: Alright, can you take a video of that?

Today it’s very easy for them to comply with that request. Everyone has smart phones, and it’s the easiest thing for them to get a friend or family member to film them going up and down the stairs.

But imagine that video. You’ll see them grimacing. You’ll see them struggle with the stairs step by step. Maybe they have to rely on the handrail or both handrails to pull them up.

So that’s something functional you can work with. It gives you a pain scale to work with.

Then imagine 4 weeks and 8 PT visits later….

You ask them to take the video of them doing the same activity, and you can vividly see an improvement. In the video you can clearly see them go up and down the stairs with no pain at all.

Here’s an example of one Before & After video we did 7 years ago. He had a partial thickness rotator cuff tear and wanted to avoid surgery. We replicated what he was doing at work with a simple scaption range of motion. You’ll see the dramatic improvement he had.

That’s a visual improvement. It’s a miraculous development.

As PTs we see this every day, but the world doesn’t see this. So they don’t understand the work we do. They don’t understand the change that we bring about in our patients’ lives.

Imagine if you did this for every single one of your patients.

How would that dramatically change not just your practice, but the private practice industry in general?

This is something I truly believe, and something we should all be working towards.

Here are some other benefits of taking Before & After videos:

  1. The Patients Can See Improvements.

As humans we’re forgetful creatures.

I’ve had patients who personally have tripled their strength who told me they just kind of felt the same.

But that’s what progress feels like. Unless we’re reminded of where we were, we have no idea of how far we’ve gone.

However if you can show them a video of where they were when they came in, and where they are now, the patient can clearly see that there’s an improvement, and they’ll be motivated to continue treatment.

  1. Track Administration.

    Track PT Administration

You can use Before & After videos to track administratively what’s going on in your practice.

Picture this: You have Therapist A who saw 20 new patients and at the end of the month they had 2 before and after videos. Then you have Therapist B who saw 20 new patients and had 18 before and after videos.

What does that tell you?

Well it’s clear that Therapist B likely has more visits, more completed plans of care, less patients that drop off their schedule and go missing. There are probably getting significantly better results from their actions.

That’d be helpful in administering your practice.

  1. Marketing

Over here at Madden PT we have prints out of Physical Therapy patient testimonials all over our walls.

However there’s only so much the written word can do to convince people.

They’re static, and don’t really capture the imagination.

For example we have a testimonial which reads, “I haven’t been able to golf in 8 years and now I can golf.”

That’s really cool to read, but imagine how powerful it would be if we had a 15 second video of her not being able to swing her golf club in the first day, and then showing another 15 second video of her playing golf after her treatment.

How much more powerful would that be?

Wouldn’t you want to immediately sign up with that practice if you SAW a result like that?

Of course you’d need to ask for permission and get the patient to sign a release, but videos like that could dramatically improve your conversions.

Summary

So in closing, you should start thinking about implementing Before & After videos if you’re not already.

It’ll

– Help you track the results of your PTs

– Help Patients feel motivated to continue with their treatment

– Help with your marketing, and positioning yourself away from other private practice PTs

This is an idea I really wanted to share. But watch this space. I’m currently working on a project with several private practice owners around the US to implement and make this simpler.

It’s time for the world to know what we do.

All the best,

Chad

P.S. If you are interested in learning more about my testimonial process– the process that over 400 practice owners and I use to help market and attract new patients– then be sure to grab a copy of my free book, Killer Marketing Secrets for Private Practice PTs.

I write an entire chapter about how to create a stellar patient experience in your practice that not only benefits your practice morale but also your bottom line.

If this all sounds good to you, then click the link below and grab a FREE copy (I also include some awesome bonuses)

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Are you tired of your Therapists & Staff Not Following Your Systems?

Today we’re going to talk about how to get your staff to follow through on your systems.

Why? Because the key to having an effective business, the kind you can scale up, is by having SYSTEMS.

But your systems are worthless if your staff don’t follow through on them.

In this post you’ll learn how to make your staff become intrinsically motivated to use your systems, how to hold them accountable and how to start seeing results improve in your business.

A question came up recently in our BPTM Inside Circle Facebook group, which is our “secret Facebook group” of over 400 owners who have gone through our Killer Marketing Training.

The question was,

“I know about the 7 Step Killer Exam and I have other systems that I learned about in Killer Marketing, but I’m having trouble getting my therapists to do them.”

When I saw that question it made me stop and think.

This is a problem that EVERY business owner goes through. Whether they’re veterans of private practice, or an auto mechanic shop owner.

Whatever the business, all owners go through a period where they struggle to get their staff to follow PROVEN systems.

So believe me, if you’re going through this problem, you’re not alone.

Today I’ll show you the system we’ve been using for 12 years to get our staff to follow our systems such as the 7 Step Killer Exam.

But before that, a brief reminder of what systems are and why they’re important to your business.

What Exactly Is A System In Your Business

Breakthrough PT Marketing Systems

When I have conversations with private practice PTs owners this usually comes up,

“I know that systems are important, but I really need to put them in place.”

I’d then ask, “What systems are you looking at, or that you’ve implemented?”

They’d usually reply with “Well… we have some financial systems in place.”

But that’s a WIDE system. It’s a system which doesn’t focus down and improve on what’s important to your business.

So…what exactly is a system?

Here’s the BPTM definition of a system:

A system does two things.

1.) It increases your EFFICIENCY

2.) It’s REPEATABLE

The goal of a system is to do the same thing over and over which improves your business, whether it’s you executing it or somebody else.

The difference between a business that can sell and a business that can’t because it’s too reliant on the owner, are SYSTEMS.

How To Get Your Therapists To Follow Your Systems

PT Therapist Business Systems

So here are 5 steps you can use to help your therapists realize the importance of your systems.

The key is that it makes THEM realize that they need to use your system.

It’s one thing telling them what to do, it’s another them being intrinsically motivated to carry out the system themselves.

We’ll use the 7 Step Killer Exam as an example. It’s one part of our Killer Marketing training, and is essentially 7 questions to ask during the history portion of the initial exam.

Why? Because these questions increases the number of patients who schedule out and complete a full plan of care.

STEP 1

Have the therapist – not you, the therapist –  carry out an assignment. Over the next week they should go back 60 days and list each IE that they’ve seen.

E.g. Patient #1 is Mary Smith. Patient #2 is John Jones etc etc.

STEP 2

Once they’ve listed out every patient, have the therapist go through each patient and ask this simple question:

Did X Complete Their Plan of Care? Yes or No.

Using our initial example it would be, “Did Mary complete her plan of care? Yes or No”

Then the follow up question will be,

“If not, what was the reason she dropped off?”

They should write down the exact reason the patient dropped off. It could be a medical reason. Maybe the therapist was seeing her for her shoulder and it was preventative…or trying to treat it conservatively and she actually needed a rotator cuff repair.

Whatever the reason have the therapist list it out.

Then afterwards they should write down the total number of visits they saw Mary for.

E.g. if she was in for 4 visits before she realized she needed surgery, they should write that down. If she did complete her plan of care, maybe for 10 or 12 visits, they should write that down.

So in summary they should write down for each patient.

“Did X complete their Plan of Care? Yes or No?”

“If not, what was the reason they dropped off?”

“How many visits did you see them for?”

STEP 3

They should continue this for the entire upcoming month. If they see 21 new patients in that month, they should list them all out in report format.

(You can do this with a simple sheet of notebook paper, or use a Microsoft Word or Excel document. Whatever works for you.)

STEP 4

They submit it to you, you don’t submit it to them.

This is important.

A lot of us in private practice PT rely on ourselves to generate the metrics and numbers.

But this isn’t good. You shouldn’t be the bottleneck.

Furthermore this actually hurts the system.

As the therapist goes through and fills in this report they’re going to have their own realizations.

If they get to the bottom of their sheet and there are no patients above 6 visits, there is a major major problem there, and they’ll know it.

You won’t even have to say anything. Often they’re realize it themselves and are going to have their own realization and say “Crap, I’m a lousy PT. No-one is completing their plan of care. How can I change this?”

They’ll actually be coming to you, asking for information, asking for help.

Which comes to our next step…

STEP 5

Follow up regularly, specifically if there is a problem.

Let’s say they’ve filled in the report, and they’ve realized that very few of their patients are completing their plan of care.

When they come to you for help, you’ll give them some advice, and then you’ll ask this question,

“What changes are you going to make?”, “What are you going to do to improve this?”

To continue our example, they decide upon three major changes. They go,

“Okay, I’m going to learn the 7 Step Killer Exam and practice that with every patient. I’m going to have every single patient schedule out their full plan of care on the first visit. And I’m going to start smiling when I walk in the room.”

This is all hypothetical by the way.

So when they say this, you follow up one or two weeks later, it’s up to you, and you have a look at it again,

“How did you do?”

“Well I forgot to smile. I kind of let that drop.”

“Let’s put it in again.”

Then you follow up in two weeks.

This way they’re held accountable with this regular meeting.

You start to build inertia and momentum with these meetings.

Instead of being the private practice owner who just talks at their staff for 30 minutes to an hour every quarter, and no changes are made, you have a regular touch base meeting with each member of staff and you start to see results improve.

Do you see the power of this system?

Do you see how it makes your staff take action, and are intrinsically motivated to do it themselves?

You go from the approach of being the boss and telling them what to do, to being a coach and helping them hit their goals.

Summary

So that’s the system.

If you want to see your staff start to take up your systems without you yelling and bullying them into it follow these 5 steps:

  1. Have the therapist list out a set of names or metrics over the past 60 days. For the 7 Step Killer Exam, we have our therapists list out all their IEs.
  2. Have them look at each of the metrics and judge whether it was a success or not. If it wasn’t why? Using our earlier exam we get the therapist to look at whether patients carried out their full plan of care.
  3. Have them do it for the upcoming month.
  4. Make them carry out the exercise and submit it to you – not the other way around.
  5. Have a regular meeting to hold them accountable.

Till next time,

Chad

P.S. Want to know more about systems?

Sign Up for my FREE video series where I teach you how to automate your practice…so you can spend less time in your practice and more time with your family.

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This is the final part in a 3 part series on how you as a private Physical Therapy practice owner can successfully scale and grow your business while still providing expert care.

Here we are, finally the 3rd part of this series.

In part 1 you found out about the number one limiting belief that’s holding you back from working yourself out of your practice.

In part 2 you found out how the different levels of private practice PT owners handle growing and scaling their business.

We also talked about listing out your responsibilities and how to work yourself out of a job.

Remember: The goal is to work yourself out of a job. To create LESS work for yourself, not more, while increasing your income.

Today we’re going to give some examples and stories to illustrate the power of handing off responsibilities in your business.

Turning over responsibilities can be powerful. It not only frees up your plate, but it can also allow you to discover untapped assets in your business.

Remember in part 2 how we talked about the difference between the Major Leaguer and the All Star private practice PT owner?

The All-Star goes out of their way to attract rock stars. Staff members who can not only do their jobs, but can recognize problem areas AND actively propose and implement solutions.

In other words they don’t create more headaches for you, they drastically reduce them.

Once you start surrounding yourself with rock stars it’ll take a huge load off your plate, and your business will explode.

I’ll use an example to illustrate this.

How To Get A 100% Conversion Rate

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On Tuesday we ran a promotion. We had 56 come in for a free screening and 45 converted to a full plan of care.

This is the highest number we’ve ever had.

In fact of the 11 that didn’t schedule, 8 are waiting on physician scripts. So it’s really 3 people who didn’t convert.

It was a super successful conversion.

I was pretty impressed with our results. However this changed when I heard about Dan’s story.

Dan is one of the PTs that works with us. As well as working with us he is also a devout follower of what we teach at BPTM.

Dan, during this promotion, saw 13 free screenings and converted all 13 into a full plan of care.

Just in case you didn’t see that that’s a 100% conversion rate.

I was blown away.

During our staff meeting, I had to stop and ask Dan how he did it.

Here’s what he had to say,

“I just assumed that since somebody called in, they raised their hand and said ‘Yes, I want help’, that they were going to schedule. I had no other assumption and I just proceeded through. ‘Here is the next step, here is the next step, and here is the next step.’ Probably in the past I wouldn’t have done that.”

Dan’s insight was the assumption he made.

He assumed that by coming in, the person had already raised their hand and said “I want help”, and it was his job to lead them to the next step.

How does that assumption play out in real life?

If a patient had a time consideration, or distance, or money, he just blew right through it.

There weren’t any barriers. If it was a time barrier Dan would say something like “Ok, you need to come in early in the morning? Well I start at 7am on these days. You can come then.”

Or regarding a money barrier, “Okay, so what is your situation? Let’s talk with billing.”

They want treatment. They want to get back to what they are doing. And it was Dan’s job to get them there.

He was able to help them overcome all these barriers, because he knew deep down that ultimately they wanted help.

Dan is a rock star. But we went through and actually looked back over our results.

For many years our conversions were in the 50% to 60% range. But in one year, with Dan taking up this assumption, his conversion rates had gone up to 100%.

That’s the power of having a rock star on your staff.

Guess who we’re going to have teach our other PTs how to do free screenings?

Guess how much that takes off my plate realizing that Dan is really good at it?

We can record his teachings on video, and make it available for future PTs. It may become part of Breakthrough PT Marketing.

But think about it…. I don’t have to worry about getting better at how to do free exams, or how to train other PTs to do free exams. I have Dan, a member of staff in our practice, who can train others.

That’s the power of turning stuff over. There are hidden assets in your practice already.

If you’re trapped in thinking you are the best, and you have to do everything, you’re going to get in trouble.

However if you take up the traits of the Major Leaguer, and the All-Star…if you can find really good staff members, that take the initiative, that test and implement different ideas and find a strategy that dramatically makes things better, and you can get them to teach others….

Then your private practice will sky rocket. Just like ours will with Dan’s training.

But that’s not all.

I really want you to understand the power of turning things over to rock stars.

I’ll share with you another story from our practice.

A Simple Phrase That Eliminated Non-Compliance

While doing a treatment audit we came across something.

Kelsey is one of our new grads. She’s amazing, has superb technical skill, and we’re glad she’s working with us.

She works maybe 30 feet away from Joe. Joe is an expert on our staff. They’d been working close for a year, when Joe discovered one little hiccup in Kelsey’s treatment plan presentation during an IE.

While delivering the presentation, she would say “this is what I recommend.”

Now that doesn’t sound like there’s anything wrong… After all, after an exam, a patient is likely to follow through on what you recommend.

However Kelsey was getting some non-compliance from her patients. She would get a lot of push back after her presentation such as “I can’t really come in 3 days a week…Can I just do 1 day a week or every other week?”

If you’re making a recommendation it’s much harder to support when trying to persuade your patient.

However Joe picked up on it. Joe gets very little non-compliance because of what he says,

“Instead of saying ‘here’s what I recommend’ I say ‘here’s what we are going to do next.’

Can you see the power of that?

Just one simple phrase, one simple change, and you get a lot of compliance.

The key is that Joe is leading the person through the exam.

Kelsey changed her approach, she did an awesome job transitioning to this new method quite quickly. She put this one thing in and then her numbers went through the roof in terms of patient compliance and her graduation rate.

That’s one change, one change that can only be identified by an expert. An expert that was Joe, and not me.

Joe now teaches our other PTs as a Clinical Director.

That’s the power of letting go of the mind-set “I am the best.” Once you empower others, you’ll find gems in your staff.

What Next?

By now you’ve realized the power of turning things over to your staff, of letting go of the belief of being the best.

Remember: The goal is to work yourself out of a job. To scale up your practice, spend less time working, while keeping your quality of care at the same level.

So here’s what to do next.

Make a list.

Write down all of your responsibilities.

Then start finding people to turn them over to.

Turn them over to people who know more than you. If they don’t, offer training, or give them the freedom to learn on the job.

Put it this way, if you spent 2 hours a day, every single day, learning about clinical treatment…how much further would you be in a year?

A lot right?

This is research, your reading JMMT and JOSPT and doing online Con Ed and going to weekend courses. The material completely consumes you, and you become the best therapist in the world.

How much better would you be?

How much more valuable would you be?

But if you did that….how would you ever find the time to study marketing? So you could become the best marketer for your practice?

How would you find the time to study and implement the best financial systems in the world?

The list goes on. By specializing you can afford to become best in your field. But if you do that, you won’t be able to do it for your other responsibilities.

But if you turn it over, and allow other people to spend 2 hours a day studying in that field?

Then everyone can become the best, and your practice can benefit.

So start turning over your responsibilities.

That is how you grow and scale for your business while keeping your care at a world class level.

Hope you enjoyed!

-Chad

P.S. Want to find out system you should implement in your practice in order to get the most immediate return?

Check out our Physical Therapy and Direct Access Marketing Resources

It’s has everything that you will need to help grow your PT practice.

There are free PT webinars and training’s covering your most critical need.

This is the 2nd of a 3 part series on how you as a private Physical Therapy practice owner can successfully scale and grow your business while still providing expert care.

Last week we talked about the simple mindset that can be sabotaging your business. The mental script that’s stopping you from scaling up your business.

Today we’re going to go one step further. We’re going to show you how to start taking action to scale up your business.

The problem is simple.

You want to scale up your business, but without any drop in quality.

The Four Levels of Private Practice PT

Here at BPTM we talk about the 4 levels of private practice PT quite often.

It’s more-so important when it comes to scaling up your business. There’s a different approach that private practice PT’s take to scaling up their business, depending on their level.

Just a quick recap, the four levels of PT in ascending order are…

  1. Minor Leaguer

This is the private practice PT owner that just got started. They are in charge of seeing all their patients. They don’t have a lot of money.

  1. Major Leaguer

This is where most private practice owners that I’ve talked to tend to get stuck. They have maybe a dozen staff, yet are still integral to their business. Major Leaguers do well financially but don’t have a lot of time.

  1. All-Star

The All-Star has solved the problem of little money AND little time. They have a good solid business, and lots of leisure time. They tend to have really good staff in place.

  1. Hall of Famer

The Very Top. This is where all private practice PTs want to be. They are teaching others, they are into advocacy. They help out at local universities or help other private practice owners. They are in such a position they can give back.

The point is there is a scale. As you go up, you have solved more and more of your business problems, and are rising in influence and in your business success.

However the Minor Leaguer, the one who has no money, when they are juggling all the balls, they are stuck at “I’m the best”. The mindset we talked about last week. They haven’t let go of this mental script.

I’ll give you an example. Back when I was a Minor Leaguer, I had one person in the front office. Her name was Debbie.

Back then I was a micromanager. I had no idea how to manage, how to hire, how to train. I was a disaster.

One day I walked through the office while Debbie was on the phone with a patient. It was about a scheduling or co-pay issue, and she said something which made me panic. Something which was way off script, and I remember thinking to myself “Woah, I would never say that.”

Now what would you do here if you were a good manager?

You wouldn’t do what I did next, that’s for sure.

I ordered her to give me the phone, telling her I would handle the patient, and she did.

This was a mistake.

I ended up handling the patient, I had something better to say than she did…but I completely disempowered her.

If a future situation comes up she wouldn’t feel she had the authority to deal with it, and would pass it up to me.

Any progress I had made from going from the Minor Leagues to the Major Leagues was setback. I had sabotaged myself.

All from simply thinking “I’m the best.”

If you see yourself in this story, and you’ve been disempowering your staff, stop. Stop it. You may handle the situation better, but you are hamstringing your business.

And remember the overarching goal: You want to work yourself out of a job.

But what’s differentiates Major Leaguers from Minor Leaguers?

The Major Leaguer still thinks “I’m the best” but… they realize they need to bring others in.

They hire more capable people and usually have 1 or 2 people who are stars at their job.

Perhaps they have a solid marketer. Someone who’s a natural at talking with doctors, or someone who knows how to host a workshop.

Or maybe they have that one really good therapist. One they can rely on for technical expertise.

But what’s the difference between the All Star and the Major Leaguer?

They go one step further.

They’ve gone out of their way to hire the BEST in different fields.

They ask themselves “Who can I find with amazing marketing experience? Who is the best at legal? Who’s the best accountant.”

So as you see there are distinct mental shifts between the different levels.

Remember The Overarching Goal

Remember the overarching goal we mentioned in the last post: You are working to work yourself out of a job.

But how do you get there?

Well here’s a simple exercise I’ll get you to do.

First, get a pen and a pad of paper and build a list of all your responsibilities for your private practice.

This will take a while for most people.

For example if you’re treating right now, write “treating”.

If you’re in charge of marketing, write “marketing”.

If you are hiring and firing and training staff, write that down.

Write down each and every activity you are responsible for, from the most minor to the major. From cleaning (if you do that) to doing payroll.

This will be a huge list, so set aside some time to do this.

Set a Dollar Value

Now what I want you to do next is go through this list and assign a dollar value to each of these items.

Just how much are you worth to your company for each of these amounts?

There’s an urban legend that the first question you get asked in Harvard Business School is this:

If Bill Gates, founder of Microsoft, is walking down the hallway and sees a $100 bill lying on the ground, does he stop to pick it up?

The obvious answer is of course not.

For Bill Gates who has a networth of $72 billion, a 6% rate of return would roughly earn him $114.16 per second.

It literally isn’t worth his time to spend a few seconds to pick up that $100 bill. It’s better for him to ignore the $100 bill and keep heading towards the high revenue generating activity he’d been scheduled to do.

It’s the same with your practice.

Where are you most valuable? What are you passionate about?

In the early 2000s while I was doing some soul searching I found I was really drawn to marketing.

It got me fired up. I loved studying it. I would read marketing books for breakfast, lunch and dinner (literally). It fascinated me and I studied it obsessively.

However, treating? It did the opposite. It did not get me excited.

I’ve done a lot of Con Ed over the years, but what we decided was to up our game. To go from Major Leaguer to All Star. We decided to hire the BEST physical therapists.

It was easier for me to focus on marketing, and spend time and money hiring the best physical therapists, than it was to get me excited and to become a technical master at PT.

I turned over the responsibility for treatment a long time ago. Today I’m fine saying to others “I’m nowhere near our best physical therapist.”

Mike Gilbert, my partner over at Gilbert Physical Therapy, is so ahead of me in regards to technical skill.

And I’m okay with that. I don’t pretend to be the best. He is fantastic, and has trained most of our physical therapists.

All of this means it allows me to focus on what I’m good at: Marketing.

And turns out this is for the best.

I once did a calculation and by focusing on marketing, I’m worth $650 an hour to our practice.

This took time – a lot of time – and I’m naturally passionate about it.

So sit down and write how many dollars an hour each of those responsibilities brings to your business.

For example, let’s say by treating you are worth $40 an hour to your company.

But you’re also cleaning. You’re responsible for cleaning up the practice.

How much can you hire a cleaning person for? $10 an hour? $20 an hour? I don’t know but it definitely isn’t $40 an hour.

As I said I’m worth $650 an hour as a marketer.

Would it be worth my time to clean up my practice? Of course not.

Don’t get me wrong. Cleaning isn’t beneath me. I used to clean up in my early days as a Physical Therapist. I even had a second job cleaning. I’m willing to do it.

However today I realize that to the marketplace and my company, I am at my most valuable when I’m marketing.

So this is your challenge. It’ll be hard, but it’ll be an eye opener.

Go through that list you wrote earlier, and decide where you are most valuable.

What you’re going to do next is your going to take the items where you are least valuable and you’re going to turn that over.

How? Well we’ll show you how to do that in the next post.

See you next week,

Chad

P.S. Interested in learning how I hire staff here at Madden PT?

You are in luck…

I put together a free course on: How To Hire, Train, And Incentivize “Self-Motivated” Physical Therapy Staff…

So You Can Have More Time For Family, Grow Your PT Practice, Enjoy Life…and Take Vacation Without Worrying

It’s a free Physical Therapy Marketing Course and you can access it by clicking here.

This will be the first of a 3 part series on how you as a private practice physical therapy owner can successfully scale and grow your business while still providing expert care.

As a private practice PT owner you might be facing a thorny problem. A problem that might get you into a lot of trouble.

It’s something I had to work through, and I’ve heard from a lot of other private practice owners who are struggling with this as well.

The problem is this:

How Can I Scale My Business, or Grow My Business, But Yet Keep The Same Level of Expert Care?

Or in other words, how can I grow without having a decline in quality?

After all, your current success is due to the reputation of you and your private practice. You don’t want to grow, suffer a decline in quality and reputation.

It’s a legitimate concern, but before we dig into strategies and tactics to tackle this, we have to address something else.

We have to address the underlying limiting belief that can cause this.

A limiting belief that can sabotage our own success.

The belief says this:

“I’m the best.”

As health professionals, this is something that is on our minds whether we’re conscious of it or not.

Usually this is no problem. We worked really hard to become the best Physical Therapists we could. To do this we had to believe we’re the best. And turns out, if your patients keep referring clients to you, it’s because you are. You deserve this belief.

However this self-belief can cause more harm than good when you’re trying to grow your business.

How Many Balls Can You Juggle

Just think about how many different roles you have to take on as a private PT practice owner.

Let’s look at a few:

  • Internal Marketing (marketing to your past patient base)
  • External Marketing (marketing to people who’ve never heard worked with you before)
  • HR & Personnel
  • Finance & Billing
  • Legal
  • Policies & Procedures
  • Logistics
  • Goal Setting & Planning
  • Management

The list goes on. We’re not even including the different sub roles of being a physical therapist itself.

As a private PT practice owner you’re initially juggling all these balls, all these different roles.

However as you’re growing your practice, these balls get bigger, your responsibilities grow, and you become overwhelmed. And soon you start dropping these balls.

Remember that mindset I mentioned earlier, the mindset of “I’m the best.”? Well there’s a dark side to that mindset.

The other side of the coin is “If I’m the best, then nobody else can do it.”

It’s a subconscious script. And it’s a script that colors all of our actions.

We think we’re the best at marketing.

We think we’re the best at HR & Personnel.

We think we’re the best at Policies & Procedures.

And because we think we’re the best, we fail to hand it over to someone else.

But here’s the thing.

It’s impossible to be the best at everything.

You have strengths & weaknesses. You’ve invested different amounts of time in different skills & knowledge.

And so have different people.

You may be the owner, and you may know enough about legal to keep things going, but are you really the best at legal? Or are you the best at physical therapy & marketing?

If you want to scale successfully, if you want to grow your business, then you are going to have to go out and find people who are better than you in other areas. People who can market, who know HR, who can do accounting & payroll etc.

Otherwise all those balls you’re juggling? You’ll start to drop them as you grow.

Maybe you’ll miss payroll, maybe you’ll forget to pay a line of credit on time. And that’s when your business starts to get into trouble.

The Bank Teller Who Taught Me How to Be a Business Owner

I’ll illustrate this with a story from my humble beginnings in private practice.

I was in business for a year and we were doing well. My initial business plan was for 48 patient visits a week, but we were routinely getting over 100 visits.

Double the success we’d envisaged.

But I hadn’t yet learned how to scale. I hadn’t yet learned to implement systems.

So instead I would treat a full schedule, Monday through Friday. From 7 in the morning to 8 at night.

On Saturdays I would treat from 8:00am to 3:30pm.

It was a lot of work.

On top of that, on Saturday nights and Sunday, I would do the admin work, the marketing and all the other roles I mentioned.

I was overwhelmed. Any time I wasn’t spent treating, was spent working. I never had enough time.

Back in those years I was doing something quite foolish. Foolish enough for a bank teller to call me out on it.

Every Tuesday and Friday I would hop in my car, drive 10 minutes to the bank, make a deposit and do any other banking I had to do, then drive back.

I did all this even though I knew the bank had a FREE courier service.

That was 40 minutes each week spent on a simple bank run.

Finally, one day, Barb the lady who worked the desk in the bank called me out, “Hey Chad, why don’t you just use our courier service?”

I brushed her off and said “I like to handle money myself.”

But Barb was good at her job. She said something that hit it home for me,

“Chad, really there are better things you could be doing with your time that are more valuable to your company. We want to see you succeed. You’re successful and you could be even more successful if you would use those 40 minutes each week and work on other areas of your business.”

I was astounded. Barb was a genius. She cut through my limiting beliefs and put it in terms I could understand: You’re wasting time. This time could be spent making more money. Why don’t you let us take care of this job that’s wasting your time?

I immediately signed up for the courier service.

Oh and how much did this courier service cost? Nothing. Zilch. It was a free service that the bank offered.

By handing off that ball to the bank, I could immediately focus on what was important to my business, on what I was strong at, and ensure that my bank deposits happened automatically.

You can escape the limiting belief of thinking you’re the best at everything, and start handing some of the balls you’re juggling to other people.

Remember the big picture, you want to work yourself out of a job. You want to scale and have LESS headaches.

Start handing off those balls, or they’ll eventually all come crashing down.

That’s all for now. As always please let me know if you have any comments or questions in the comment section below.

To your PT success,

Chad

PS- There is an IMPORTANT deadline coming up. We are about to start our next Direct Access Marketing Class… this class is for you if you want to take your practice to the next level. POPTS, HOPTS and the changing healthcare landscape is a real threat to our livelihood… this class empowers you to control your patient flow through strategies that have worked for over 300 practice owners.

Interested?

All you have to do is fill out this quick application (no obligation, just to see if you are a good fit & to screen for POPTS, Chiros, etc.). We will then contact you to create a custom marketing blueprint for your practice (absolutely free of charge).

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