Infusionsoft Training Guide For Physical Therapists: Front desk staff system training

 Key System Number Six From The Infusionsoft Training Guide For Physical Therapists: Front desk staff system training


So number six from our Infusionsoft training guid:, front desk staff training system. This is a big one that not many people ever even consider to use Infusionsoft for something like this. So from a front desk people are the ones that make the difference that makes the difference. And most of the objections, the drop-offs and the excuses are resistance to the higher prices physical therapy clinics want to charge are the result of poor front desk staff training, I regret to say it. Front desk person doesn’t cost you $25,000. He or she will cost you $250,000 if they aren’t trained to do the job properly. Learned some painful experiences myself, and is why I created the staff training system.


So I put all of my Infusionsoft…sorry, all of my staff training videos, and they get delivered to my…the potential new hires, you know, we’ve offered them a job, and when they can start for two weeks. “All right, good, we’re going to start sending you some video that we want you to watch before you arrive.” You know, “I’m gonna give you the job. Are you okay to watch some videos before you arrive, because I need you to show up, start contributing value. I haven’t got, I’m a small business. I haven’t got time to train you for three or four weeks. I need you to show up from the moment that I say yes and you agree to it.” So we’re able to put them into one of these systems. We create a campaign that we put our most important videos, incoming call handling, how we handle drop-offs, how we want patients to be treated and greeted to etc., they’re all on video.


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So we put them inside a campaign and then enter the email address of the new employee, and they will start to receive all of these training videos. That means they can be trained and retrained regularly using this system, it is incredible. It’s been the most beautiful thing that I’ve done that has contributed significantly to my business. It’s an intangible, and most people overlook this type of thing. But again, why keep wasting energy over, and over, and over, and over on training people over, and over, and over, when you can have a system that just sends videos to their inbox and asks them to watch it, and you can even, if you wanted to go all the way in, you can actually check that they have watched it as well.


So put all of my videos inside of a vault in a library and then I just connect that to Infusionsoft and there’s the videos, they just get sent to them. Here’s how I want to handle the incoming call. You know, this one’s for the video for the physios, how to handle the initial consultation, how to engage with clients in our physical therapy clinic. We go down to the nth degree of everything.


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So this means that when I’m aware, or another business, my staff are watching trainings done by me, meaning the stuff is getting done in the way that I want it to whether I’m there are not. So if I need to make a hire, from the other side of the world, I’m in the U.S., or I’m Australia, or I’m in Canada, and we need to hire somebody, we need to let somebody go, we need to bring somebody in, or whatever, we can post the job descriptions and go through whatever we do.


And by the way, we use hiring funnels as well. We use Infusionsoft to hire people in…we ask them to do certain tasks. So instead of looking at everybody’s CV and everybody’s, you know, going through 150 CVs for job application, we use a hiring funnel. And what that is, is three or four tasks that are done on auto, we ask them to do on automation every couple of days and they only get the next email if they do the fast task right, it’s incredible. So we can actually hire people using Infusionsoft systems, and we can also train them as well.


So two great ways of me being able to be out the country in a way for my business, but still hire the people, and they don’t have to worry. If anything’s going on in my business, and we need to get people into the business, that the people who come in won’t be able to do the job, they will because of this system.


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Infusionsoft Training Guide For Physical Therapists: Past patient reactivation

 Key System Number Four From The Infusionsoft Training Guide For Physical Therapists: Past patient reactivation


All right, number four key Infusionsoft system from our Infusionsoft training guide is called past patient reactivation. This system works for us to get more past patients coming back to us on autopilot. After patients get discharged from our care, they also enter. So remember, this form that I told you, the physical therapist fills out the form, and he just has to do the form. It takes him like three seconds, and all of this stuff now goes on behind the scenes.


So it’s not a big job for anybody, because once you set this up, it’s just a form getting filled up, three seconds, anybody can do it. We also put them into a 12-month sequence of emails, right? One every state it is. Now, listen because this is genius, which tells them about what we call a health awareness campaign, all right? We might be running a health awareness campaign that month, and we were putting different messages and offers that the past patient can get, and we offer them information if they’re suffering with anything mentioned in email.


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So the email might be about back pain. The email might be about knee pain. And what happens is, the patient will reply to these emails asking for the different information, such as back pain tips or, you know, report, or knee pain, or whatever, and when they do, it’s a signal to us that they are suffering with something we can help with so we’re able to call them up and we start the conversation.
So this is them kicked off by the physio as part of the discharge system. Also, sends a different email. And as a result of this system, our patients or they’ll obviously tell their friends about it, they come back and see us very frequently for different injuries that may not have done unless we prompt them using Infusionsoft, so that makes sense.


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Every 30 days because of Infusionsoft, my patients get an email framed as, “It’s back pain Awareness Month at Paul Gough Physio Rooms. We’ve got some free information that we’d like to give you if you or somebody you know are suffering with back pain.” The mail goes to them 30 days, and then 30 days later about neck pain and we ask them to reply. When they reply, my secretary jumps on the phone and says, “Hey, what’s going on?” Because if they’re replying to an email about back pain, they’ve obviously got a problem that you know how to solve. It’s like getting them in the store. Once they’re in the store, have a conversation with them about how you can help them. It bring so many people back to the business, it’s untrue. Why is it important? Because patients procrastinate over everything, their health included. And sometimes they need to be prompted or a signal to do something and make an easy fast step.
So this system responsible for the sign that the patients were looking for to start the process of them coming back and see us. And that’s when I say the sign, it’s quite funny because that’s often what patients will say. It’s like, “Will you send me that email about back pain? It was like a sign that I had to do something because I’ve been waiting to do something for weeks, I just hadn’t got round to it.” It’s like, “Yeah, it was a sign. Like we put that there on purpose to encourage you, to nudge you to come back and to see us.” And it’s absolutely responsible for the huge volume of people who come back to see us without us having to do anything except start the system when they finished our care.


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So again remember, that’s two system started by one webform. Three seconds, all of this happens, three seconds, anybody can do this. Like I said, it’s not the technology that you obsess over, it’s what you want the technology to do. How do you want this to play out? How do you want this to impact your passions? That is what this is about, and why Infusionsoft is so powerful once you know how to use it.



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Infusionsoft Training Guide For Physical Therapists: The Win-Back System

 Key System Number Two From The Infusionsoft Training Guide For Physical Therapists: The Win-Back System


So key Infusionsoft system number two from our Infusionsoft training guide, something I call the win-back system. So what’s the win-back system? It’s a way of winning back a patient who told you, no. So a lot of times it happens. You don’t want a two patient tell you, “No, not right now. Can’t afford it, want to cheaper option,” or whatever. And the galleys used to think that that was a given, that just patients said no, and that was it, it was done.


There’s nothing else that could happen, until I put this system in plan. This is easily one of my most profitable systems. Most patients leave a physical therapy clinic and the owner thinks that it was down to the money that the patient said no.


So if you ever get push-back from co-pay or deductibles, or costs, or just halfway through the treatment plan, they tell you they found somebody cheaper, you can naturally show him that it was all about the money. Now, it isn’t always about the money. Oftentimes, they’ll just give you excuses, because it just isn’t the right time. It doesn’t mean that you’re not right, it doesn’t mean that your price is not right, it just means that right now, in that world, it’s not right. And that’s the messed and most important thing. So it’s important to understand that, that the price might be all right next month, but this month, it’s a problem. Okay, good. Let’s just build a system that factors that in.


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And when you grow and as you scale your business, this will become more of a factor. So in the beginning, you know, if you’re the only therapist, or you’re still heavily involved in patient care, you can control a lot of these things, and you keep the stuff in your head. But as your business gets bigger, and you start to expect PTs to call these people back or you relying solely on a physical therapist to make this call back to get them back on schedule, it’ll happen. And if it’s a frustration of a lot of business owners that, is that they expect the PT or the expect the front desk person to call these people back.
And with all the will in the world, it’s not gonna happen. Even if they do generally set out that day to call the three people back who dropped off schedule or, you know, you do, all this stuff gets in the way. So having a system working for you means that these patients can be coming back to you while you’re treating somebody else and/or doing something else because Infusionsoft is doing the hard work for you. So it’s got nothing to do with the money for most people. It’s a timing issue for most people, or they’re just weren’t ready for it right now, same thing. So they often make excited decisions at the beginning and come and see you, and the expense was the only thing that they could think of to slow the decision making process down.


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So often a month or two letter, that patient still hasn’t received the care or the outcome that they needed, nothing changed except they know accept that they need what you do. So if they leave your care to their, you think they’re going somewhere else, and most of the time they’re not, because if it wasn’t the right time with you, it wasn’t the right time with anybody else. So nothing will have change, most of them will still have that chronically knee pain or back pain. But what will have gone on is they’ve had another two months to realize how valuable and the need for your service actually is. Patients are very likely to call you back. This is why this works.


Out of their own free will, we wish they would but they just don’t. Six to eight weeks later when they’re still suffering with that knee pain or back pain, and they haven’t got it solved, they don’t call you back. If only they did, but they don’t. The reason is they’ll often feel silly and stupid for saying no to you a few weeks ago. They might think that you think they’re tight. You know, we live in a very judgmental world, and they may think that it probably isn’t true, but it’s their perception of it that matters. And all of this is gonna get in the way from them ever coming back to see you even though they want to or need to.


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So have a system built inside Infusionsoft for nurturing the patient back to my physiotherapy clinic. It started by a receptionist who enters the details into another webform. So we have another one of those webforms, which just kick-start another system of communication to that particular person. We just put their name, telephone number, and email address into the webform, and boom, Infusionsoft starts talking to them on our behalf. So I don’t need to worry about my secretary or physio remembering to do it today. The system will do it for me.


And on average, we win-back around about six of 10 patients within three months, and they always come back better patients because they’ve either tried some other crappy provider, or they’re in a worse condition than they were because under the two months of back pain, they’ve got even tighter or stiffer or the chronic pain is the inflammation is whatever. So they often come back as better patients. So the win-back system from our Infusionsoft training guide is incredible.


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Infusionsoft Training Guide For Physical Therapists: The Value Added Welcome System

 Key System Number One From The Infusionsoft Training Guide For Physical Therapists: The Value Added Welcome System

So key system number one of our Infusionsoft training guide for Physical Therapists; here we go! This is something that I call the value added welcome system. What is it? Well, simply it’s what we do to make the patient feel special and welcomed before they even arrive at our practice. It helps us to give them a clear understanding of what they’re really paying for before they are asked to pay for it, because at my physical therapy clinic, they’re not just paying for physical therapy; we like to provide an experience. We like to be judged on the experience that we provide for patients, the time that we give to people, the decision that we help them make. We like to brighten the day and have some fun with people, and we want them to judge us on that not just as a Physical Therapist.


A problem that lots of physical therapy clinics are running into is that they are commodities. They have people calling up and asking the price and then looking for somebody cheaper, or canceling appointments because they found somebody cheaper halfway through the cap line. That’s because you’ve let them judge you on the Physical Therapy, okay?


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Now there are hundreds of thousands of physical therapists around the world, so the game becomes, how do we get them to judge them on something else? How do we get them to judge us for something other than physical therapy? So in my clinic, we are being judged on the people of the business and the experience that we provide, and how we make people feel in terms of how special they feel when they enter our world, not just on how well we’ve recovered their ankle or their knee.


When you hit like that, it’s pretty dreadful. When you want to be judged on the outcome of a knee pain or a back pain, anybody can do that. What’s important is that they judge you on something that nobody else is providing, which is the experience and how you make them feel as a result of doing business with you. So the value added welcome system from our Infusionsoft training guide helps us to do that.


How we do it? Here’s a quick example from day one. Patients are entered into a simple webform, which I’ll show you in a moment, that’s connected to Infusionsoft.


They can be sent a sequence of emails telling them more about our physiotherapy practice. We get to reinforce our USP, which is, what our unique selling proposition is, and explain who we help and how. So when we communicate with patients who we help, so we say, “Hey, somebody just like you come to see us every single day,” they become part of our physiotherapy community. They feel more part of a community. They feel as though they’re part of a tribe of people just like them rather than simply going to a physiotherapy clinic.


Again, when you hear it, it doesn’t sound a lot better? Would you be prefer to be part of a community of people like you, or to go to a physical therapy clinic? And we also educate them on how we will help them, okay? We talk to them about the why and the how, and what we will do for them before they even arrive, so that there’s no fear about giving us their money, no fear about giving us that time. We’re educating them before they even arrive because it makes this wonderful thing called a prescription of care a lot easier for the therapist come the day of evaluation.

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So when we have to look them in the eye, and we have to sit down and say, “Hey, you need nine sessions or 12 sessions of physical therapy to solve this problem,” it becomes a lot easier because we’ve already helped them to understand what they’re going to get from us before we come along and tell them. These prescription of care sessions, you know that one hour that you have with a patient, you think that they’re listening to everything and they’re not.


Human beings can only take in 7% of the viable message. Probably cut that in half, given that our patients are actually in a lot of pain, stress, worry, fear, uncertainty, doubt in that first session, that’s the irony. Towards the end, when you’ve got that incredible relationship with them, they’re hearing more about what you’re telling them because they’re not as closed off, because they’re not in as much pain or worry.


So at the start, you’ve got to do everything that you can to open them up, to get them to feel relaxed, to get them to feel comfortable, to have already read ahead something that you repeat in the prescription because now, all of a sudden, it feels familiar. How do you get trust? The familiarity. The familiarity breeds trust, so the purpose of the value-added welcome system from our Infusionsoft training guide is to build trust already into the relationship before they start to even get to the practice.


So we put them at ease with videos and information that confirms they made the right decision. We don’t want buyer’s remorse when they arrive at my practice. And because they’ve been further informed and enlightened, patients show a warm and are happy to say, yes, at much higher prices than anybody else around here.


So most clinics, the patients show up with nothing but a bunch of insurance forms and questions about how much it’ll all cost. We eradicate all of that before they arrive, okay? They are just showing up, they kind of aware, they are excited to see us, we’ve got them excited, we’ve given the warm fuzzy feeling, and all thanks to the infusionsoft system that does it, and the content and the material that we put into the system, powered by Infusionsoft.


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I call it giving the patients the warm fuzzy feeling before we exchange expertise for cash, all right? You will be judged on expertise, you will beat. Somebody will come around the corner, we’ll do the same physical therapy for cheaper, so you can stay in that model, not anymore.


There are too many options for these patients, and we’ve got to move into a whole new model of running a physical therapy practice (using infusionsoft), the experiential model of running a business, and using systems to provide that experience.


So here’s an example of what we do in our Infusionsoft training guide. So we use Infusionsoft that sends an email saying, “Hey, welcome to our physical therapy clinic. You’re now a member of our practice”… (keyword: member)… and we email out again within 24 hours of the booking this appointment, so they haven’t been in to the practice yet. And they get an email with the subject line, “Do I have to take my clothes off?”
Now, that’s the video that they get. Thousands of people now watch that video, and it tells us true story. As you can see the email, “Hi Joe(?), it’s Paul here again, please let me continue to welcome you to my clinic. What I want to do today is make sure you saw this video. And it’s a video, that’s of three of my staff, and the one in the middle; Vicki, actually came to see me as a patient.


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Now, this was seven or eight years ago. She’s now the manager of my business. She walked into my treatment room with a shoulder problem, didn’t really understand you know, what physio was. I wasn’t doing any of this stuff back then. She came in, and I took for granted that she knew the procedure. So she asked me the question, “Do I have to take my clothes off?”


Now, I was walking out at the room, this is a true story. I was walking out the room to get something, and I said, “No.” She obviously didn’t hear me. I left the room, I came back in and she was in the middle of taking her clothes off. Okay, pretty routine for most, you know, patients and therapist. Patients sometimes have to take clothes off in front of you, we all know that.


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What the story that unfolded was obviously, as I walked back in, I said, “No, no, you know, you don’t need to get your clothes off blah, blah, blah.” Vicki was very embarrassed, even more embarrassed that within a couple of weeks, I’d offer a job at my practice and you know, obviously that kind of relationship all of a sudden then became she almost took her clothes off in front of her boss. Now, that is a completely different thing altogether.
So what happened was, when Vicki got the job, she started tell her patients this story, that she came to see me and she didn’t really understand what was going on, and she almost took her clothes off in front of me, and patients thought it was hysterical. Patients loved it. They found it hilarious, and it really put them at ease.
So I continued to encourage Vicki to tell that story more often, and then we realized there was a better way than to do it when they arrive. “Let’s tell it to them before they arrive.” So now we use Infusionsoft to send them this email and to ask them to watch this video, and as well as answering the question, “Do you have to take your clothes off?” which is a very common question that even if they don’t ask it, they wanna know the answer to it.


We answer some of the FAQs of physiotherapy, so we’re helping them, we’re putting them at ease. We regularly get replies to this video every single day, and patients telling us that they know they’ve made the right decision, you know, they’re already at ease. They have a laugh, they have a joke, they have a giggle, they’re so happy that we sent it to them, and they will sum the whole thing up by saying, “I’m glad I chose you. I know I’ve made the right decision.”


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Now, bear in mind that we haven’t even looked at their knee or their back yet. All that we’ve done is use some marketing systems from our Infusionsoft training guide; we’ve used Infusionsoft email funnels to send this type of thing to make them feel warm and fuzzy about coming to see us. They are already in love with what we do because we’ve made them feel special, and we put them at ease, the experience game.


Can you understand now how easy it would be for my physical therapist to come along and say, “Hey, you need nine physical therapy sessions, or you need 12 sessions and this is the fee,” because these people are warm and comfortable and familiar with us already due to the infusionsoft marketing funnel and nurturing.


Now again, you can it gives my patients comfort to know who will actually be serving them and looking after them tomorrow, or Wednesday, or Thursday, or whatever day it will be when they arrive at the physical therapy practice.


So how does infusionsoft help? Well, physical therapy is what you expect or what they expect us to do. The experience is the thing that they didn’t expect us to do. They did not expect that to happen. They did not expect us to have some fun and a laugh and to giggle with them before they arrive, you know, they didn’t want that. So they didn’t expect it. They didn’t ask for it, but we give it to them through infusionsoft. And everybody wants that type of thing to happen.


So we can be good at what we do in the treatment room, but if you’re focusing on it, you will lose to the physical therpaist who gives you a better…who gives these patients a better experience. So if you’re not focusing on it, we will lose to the physical therapy business around the corner who does do it.

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So since we started implementing the marketing systems from our Infusionsoft training guide for physical therapists, we got less no-shows, and less resistance to care plans, and even if one of my secretaries is having a bad day, the patient still gets to experience what we’re really all about as a physical therapy clinic.


So what I mean by that is, again, you could have a receptionist who’s just had a bad day, she’s not feeling well, she’s having problems at home, or he’s having problems at home, or just is having an off day because humans do. Even if that is happening, and the phone doesn’t get answered as well as we want it to, and we know that that influence is whether or not people show up and how much they pay, and whether or not they feel confident in the decision that they’re about to make, the patient still gets to experience what we really all about as a physical therapy clinic.


So this is me starting to show you a little bit now about Infusionsoft. This is a webform that we use and the systems are kick-started by a simple. So that is a marketing strategy that we build inside an Infusionsoft email funnel marketing campaign. So my secretary there can use that webform. It sits on her computer, on the desktop. She can enter the patients’ name, type of client, how they found us.


She can enter some you know, a little welcome chitchat that says, “Hey, Steve, you know great to talk to today, dah, dah, dah, where does it hurt?” Other things that we put in there just in case it isn’t back pain, or knee pain, or whatever it’ll be, how long have they suffered? Person’s main concern, what stops the person from doing, number one thing person would like to achieve, all right?

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‘Booked physical therapy appointment by’, so we can put Vickie’s name or Becky’s name in there. We can put the physio’s name. We can put the clinic location. We can mail match the time and the date. Pretty much everything that gets entered into that webform, gets mail merged into an email.


So within 60 seconds, they get a completely customized email to them literally delivered in a heartbeat, and that form takes like 60 seconds for my receptionist to fill out. When the patient gets it, it looks like the email has taken 10 minutes to write because of the infusionsoft system
So we’re saving time, but we are basically putting into that webform what they are telling us they are looking for. So it confirms to the patient very quickly that we listened, we understand it, and we know what they want to achieve. That is what drives certainty into decisions. And certainty causes people to show up, to pay confidently and to stay on schedule. And that’s what I love about Infusionsoft.


There are very few if any of the software or the equivalent CRM systems out there that compete with infusionsoft. You know the cheapest of that you might be considering that lets you do this type of thing, and that is the justification, you know, for kind of moving forward, or something like Infusionsoft, because it allows you to create.


These are just simple webforms. You go inside, you create them, you enter the details, and the automation takes over after that. And you access it you know, if you think, well, how you access the webform. You create it inside your app. You get an application, and you go in and you make the webform.


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And then you get a link. You get a URL like this just like a web link, or, you know, a webform, or whatever, Infusionsoft will give you the form. And I give that link to my secretaries who have it on their front desk. We have it open in our tabs. Whenever we want to go to it, we just click it or if it’s already open, obviously, it’s there for the staff to access.


So a lot of the systems get kick-started by these types of webforms at the beginning, and then it kick-starts all of the emails in the communication that goes out after. It started by you, and it saves you so much time moving forward.


This one system from our Infusionsoft training guide has alone significantly increased our arrival rates and complete plans of care. So before Infusionsoft, we had an 89% arrival rate, and since Infusionsoft, it’s 95.5%. We’re almost hovering around the 95% arrival rate. So 6% is a significant difference that becomes more valuable as you grow.

Infusionsoft Training Guide for Physical Therapists

Physical Therapists: Welcome To Your Infusionsoft Training Guide On The 7 Key Infusionsoft Systems To Help Build Your Physical Therapy Business With Added Marketing Strategies And Tips Given To You By Top Physical Therapy Clinic Owner Paul Gough.

This Tutorial is written by Paul Gough – a leading Physical Therapy Clinic Owner from the UK who has used Infusionsoft to successfully grow and scale a 4 clinic cash-pay practice.

He is a published Author and a “Small Business Icon” – winner of the Infusionsoft Award “Best In Class – Lead Nurture Marketing Systems” and is now an Infusionsoft Certified Partner. If you are a Physical Therapist looking for a trusted resource to guide you on how to use Infusionsoft at your Physical Therapy Clinic – then this tutorial is it.

1. Key System From Infusionsoft Training Guide For Physical Therapists: The Value Added Welcome Sequence

Key system number one of our Infusionsoft training guide for Physical Therapists is something that I call the Value Added Welcome Sequence. What is it? Well, simply it’s what we do to make the patient feel special and welcomed before they even arrive at our practice. This helps us to give them a clear understanding of what they’re really paying for before they are asked to pay for it, because at my physical therapy clinic, they’re not just paying for physical therapy; they’re paying for an experience. We do this through a very carefully constructed and specific set of email funnels using Infusionsoft.

2. Key System From Infusionsoft Training Guide For Physical Therapists: The Win-Back System

Key Infusionsoft system number two from our Infusionsoft training guide is the Win-Back System. So what’s the win-back system? It’s a way of winning back a patient who told you, “no”. Often when this happens happens, you don’t want a patient to tell you, “No, not right now. I can’t afford it. I want to cheaper option,”. This was something we just had to accept in the past, until I put this client retention win-back system into place. This is easily one of my most profitable systems within our Infusionsoft Training Guide for Physical Therapists.

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3. Key System From Infusionsoft Training Guide For Physical Therapists: The Never Ending Discharge System

System number three from our Infusionsoft training guide for physical therapists is the Never Ending Discharge System. This is a systematic way of keeping in touch with our patients long after their care finishes. It is a sequence of automated emails pre-written to engage with, and constantly connect with patients. On discharge, the patient gets entered into Infusionsoft via another one of these webforms while we are speaking to them about our entire list of services so we can input their primary interest into a form for follow-up team. We can prioritise the more keen patients to make them return customers!

4. Key System From Infusionsoft Training Guide For Physical Therapists: Past patient reactivation

So number four of our key Infusionsoft system from our Infusionsoft training guide is called Past Patient Reactivation System. This system works for us to get more past patients coming back to us on autopilot. After patients get discharged from our care, they enter the discharge form that we fill out, then they are entered into an automated 12-month sequence of emails which tells them about what health awareness campaign we are running at the time, featuring different messages and offers that the past patient can take advantage of.

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5. Key System From Infusionsoft Training Guide For Physical Therapists: Reactivating no-shows/Cancellations

Now key Infusionsoft system number five from our Infusionsoft training guide explains how we can systematically Reactivate Drop-Offs and No-Shows that we all get, particularly as your business grows. If you’re a small one-man band right now, you may not have a huge problem with it, but I guarantee, as your prices go up and as you grow and as you scale, and as you bring more people in, it is a problem just naturally. Other systems should really limit the amount of no-shows but, If patients do drop-off or are no-shows, you need a system that wins them back.

6. Key System From Infusionsoft Training Guide For Physical Therapists: Front desk staff system training

So number six from our Infusionsoft training guide is the Front Desk Staff Training System. This is something that not many people ever even consider to use Infusionsoft for front desk are the is the part of your chain of communication that makes the difference. Most of the objections, drop-offs and the excuses aren’t resistance to the higher prices physical therapy clinics want to charge but the result of poor front desk staff training. Front desk staffing doesn’t cost you $25,000. He or she will cost you $250,000 if they aren’t trained to do the job properly. So I use infusionsoft to upload and distribute my training videos to new starters so when they enter the business, they are fully prepared!

Click here to book your infusionsoft training guide discovery call

7. Key System From Infusionsoft Training Guide For Physical Therapists: Marketing Automation

So key system number 7; the final key system from our Infusionsoft training guide is the Marketing Automation System (using infusionsoft). It’s a way of acquiring new patients at your practice without you having to physically do anything. So for example, prospecting to doctors is manual labor because of the repetitive actions. Acquiring the names, email, and telephone numbers of new patients, for example using Facebook is marketing automation! Collecting the data into Infusionsoft through forms will allow infusionsoft to automatically target certain groups and leads, and even ask for referrals!

Hypocritical PT Business Owners

Hear me out…

So I spent the weekend in North Scottsdale, Phoenix…

I’m here spending time in the clinics of some awesome PT’s that I’m helping to move forward with their business…

On Saturday, I took a “hike” to the top of “South Mountain” with some of my team who are here with me:


I always find that when I’m doing something “physical” like hiking up a mountain, the conversation gets REAL!

And this “hike” was no exception.

As we climbed, I spoke about the growing number of businesses being run by “hypocrites”.

Why “hypocrites”?…

Because the owners live their life one way, but run their business another!

Let me give you an example of what I mean:

I don’t know you from this far…

But I bet you RARELY, if ever, make impulsive decisions about buying something that costs more than $500 (…the average cost of PT these days factoring in co-pay and deductibles).

If you saw an advert today for a weekend vacation, a new TV, a new kitchen table, a watch, or anything else in that price bracket, EVEN IF you wanted it or needed it today, chances are you wouldn’t rush out and buy it on a whim.

I’d wager that what would likely happen is that you’d have your attention “snagged”…

Your interest “heightened”.

And, you’d maybe head on over to the website or down to the store to ask one or two questions that would likely advance the sale… 

If you went to the store, you’d probably want to spend at least 20-30 minutes with the sales representative to ask some questions about the new TV you were considering – just to make sure it is going to be right for you.

In essence, you’ve already decided to buy, but what you’re looking for is someone to help validate that decision so that you can be confident in handing over the $500 the store is asking in exchange for the TV.

You know what else might happen?…

You might ask for 24-48 hours to think on it.

To way up your options…

To talk it over with someone at home and consider the VALUE of the proposed TV while in the comfort of your own home – a safe place to make good decisions – before handing over the credit card.

In reality, this whole process could take 2-3 weeks.

(If not longer).

Maybe even 2-3 visits to the store to pick up the remote and play with the TV so you can get a feeling of what that new TV might look like in your front room…

…even begin to think about if this purchase might make “Monday Night Football” (or whatever you love to watch) an even better experience for you and the family.

And when you get to THAT point, guess what you do next?

That’s right, you BUY!

Now contrast that with what is happening at most PT clinics today…

Where’s the provision to help someone who thinks and acts just like you – make that same decision – over a period of weeks?

For most, it’s non-existent.

It’s all “book now” OR “download your forms here”…

If people make decisions like the process I’ve just described, what makes PT Owners think that running an “ad” that announces:

“I’m a physical therapist, 

call me today”

…is ever going to work?

It never will.

But it continues to happen for two reasons: 

The first is “arrogance”.

Many PT’s are literally drowning in their own self-importance and think they’re too busy to help their patients UNLESS they’re getting paid.

(Actions speak louder than words!)

The second is “naivety” – because despite years of medical school training, most PT’s have neglected to ever consider the most fundamental aspect of every successful business – PEOPLE.

And most people rarely make good decisions on impulse. 

In fact, by the time they hit “40”…

… most people have made so many bad ones, they’re *paralytic* with fear about making another one that they make no-decision at all – even if they’ve got chronic low-back pain.  

Want to know how to spot if you’re being a “hypocrite”?

It’s easy…

Look on your clinics website right now…

If it’s the “ME, ME, ME” show – a website focused on you and your great service and qualifications (and not helping the consumer make better decisions) – then you too, are likely to be guilty of living one way, but running your business the other.


Rant over.

If you’re ready to leave the “me, me, me” show behind…

…and head in a new direction that sees you begin to help people BEFORE you get paid for services…

I’ve been doing the “GIVE BEFORE I GET” thing for years now…

It seems that the more that I give, the more that I get.


A business owner who’s successful because he DOESN’T focus on the almighty dollar.

Go figure.

Paul Gough

For more Marketing ideas like this, go here next:

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Business Lessons From Donald Trump

Lets talk about Donald Trump…

…and HOW he’s even got in this position in the first place.

What position you might ask??

A position of “Influence”.

Because, by simple definition, “Marketing” is the ability to influence and motivate enough people to take action and or feel a certain way.

(And, it’s pretty clear that Trump has MASTERED the ability to do just that).

So, as “Marketers” of our business’s, why don’t we see what lessons we can learn from the billionaire? Business lessons from Donald Trump
Right now, everyone is talking about Trump in “real time”…

Focusing on where he goes, what he says and what he does TODAY.

That’s the “effect”.

I’m more interested in the “cause”…

…as in, HOW and WHAT did he do in his life to even be in that position of “influence”, in the first place.

Having read books and old interviews, it’s obvious that his business success comes down to relentlessly asking him self these two questions:


1.) What decision can I make today that everyone else is *afraid* to do?


2.) What’s the worst that can happen if I do make this decision today – and can I handle it?


These are two questions that Trump asks that clearly led him to the “economic super success” he has today…

That economic success secured BACK THEN, is, perhaps, why he is the front runner for his party TODAY.

The relevance for PT’s?

Trump may or may not be your ticket…

You might not like what he says or does…

…but one of the things that I would urge you to do is copy HOW he’s got where he is.

Change has arrived in the PT industry and most people don’t like change…

Most people are “afraid” of it.

And, right now, many PT’s are “afraid” to make decisions.

Decisions about moving away from the old, dead or dying in the water methods for getting referrals to a PT practice from doctors


TOWARDS the NEW way to grow a PT clinic – marketing directly to the consumer.

Success in the New Health Care Economy, comes down to this:

“If you’re brave enough,
you’ll win”.

It’s that simple.

Sure, you’ll hit one or two road blocks along the way as you venture into the brave new world of running a PT Business – the modern way – the 2016 way – but you’ll be more successful in the end…

I’ve studied Marketing relentlessly…

It’s become an obsession.

(A passion).

But here’s the thing:

Learning about Marketing is a LOT EASIER than going to PT School…

If you’re able to master the science and mechanics of the most complicated thing ever invented – the human body – I know for sure you can learn simple strategies to WIN at bringing new patients to your clinic.

So, lets say you make a commitment to attracting new patients to your clinic starting today…

What’s the worst that can happen and can you handle it?…

Well, I’m not sure there is a down side to learning how to Market your PT clinic.

It’s the most important skill you’ll ever learn in life.

It’s a skill that puts you in control of your own destiny…

…and if you can handle the fact that your “peers” – the ones still stuck in their ways and banging on doctors doors, lunch in hand – might begin to DISLIKE you because you’re becoming more successful than them…

…then you’ll be just fine.


Lesson over for today.


Paul Gough

P.S. Note for Physical Therapists looking for Marketing Ideas…

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>

Why Doctors Secretly Dislike PT Owners

True Story – take notes:

A few years back now I reached a level in my “income” that ECLIPSED almost all of the doctors that I USED to rely upon for referrals.

I was just “26” at the time.

Aged 26 and earning yearly, twice as much as most of the doctors (who were sending me referrals) ever could in their entire career.

Think about that for a moment…

Is it any wonder that I was “suddenly” met with resentment to my asking for referrals??

Of course not.

But here’s the thing:

Why Doctors Secretly Dislike PT Owners
It was an amazing day in my life when I realized that the same guy who THINKS he’s cleverer…

…who THINKS he’s more valuable in society…

…and who THINKS that I need him to survive…

…earns less money than I do!

But it was also the day I realized WHY many doctors resent PT’s like you and I.

It’s because as small business owners, we’re the MASTER of our own destiny.

No corporate ladder to climb.

No “5 years” of service to get the next pay rise.

No “partners” to ask when we want to reward ourselves with a nice little bonus or extended period of time on vacation.

Most doctors have a ceiling on their salary and a limit to their vacation time.

(And that REALLY irritates them because after all of the study, they’re still STUCK!).

So then…

Can you imagine how these same doctors felt about a “26” year old physical therapist pulling into their car park of their office one day in his black “Porsche 911”, Carrera S4, with the sun roof down, dark sun glasses on and my favourite Cd playing my favourite songs, LOUD??

A “threat” perhaps??

A threat to their “ego”…

…a threat to their “pride” and their “self worth”?

All of the above.

See, doctors, they’re smart people.

And are FULLY aware that if you really wanted to, you REALLY could make a lot more money than them.

And they don’t want that to happen.

So what they’ll do is every now and again play a few games with you – just to ensure they stay in control.

When they think you’re getting a bit “too big for your boots” – that you’ve had a few too many referrals recently, they’ll find ANY excuse to limit the referrals to your clinic – even if just for a short period of time.

They want you to do “ok” – but not “too well” as the money is supposed to flow UP (to them) and not DOWN (to you).

They’ll invite you to buy them lunch…

…further “exercising” their power and control over you and you life…

…they’ll build your hopes with promises of referrals – but then fail to deliver them (JUST so that you call back and ask “is everything ok…” OR, “did I do something wrong”)…

FURTHER enhancing their grip on you and your life.

And of course, they’ll be nice to your face.

They’ll tell their secretary to call you back and tell you “not to worry” because there “just hasn’t been any referrals to send you recently”…

BUT REALLY, what they’re doing is reminding you that YOU need them…

And that makes them feel instantly POWERFUL and far more IMPORTANT than you.

Because after all, medical school (and society) told them that’s the way it was supposed to be.

The way to end the turmoil (of relying upon doctors) you’re likely living with?

Two ways:

1. Like me, make the “mistake” of pulling into the doctors office with the top down (and system up) in your back Porsche 911 Carrera.


2. Learn to “Market” directly to the consumer and create an INFINITELY HIGHER ceiling on your earning potential (than them) – that’ll mean you never have to call their offices again.

I did both.

The choice is yours.

Pick number “2” and you’ll quickly get to number “1” as well.

Go here next:

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>


Paul Gough.

No WIFI – Couldn’t Get This To You Before Now

WIFI connection has been “scarce” these last few weeks… a result, I’ve not had chance to get my usual regular, sometimes daily emails to you (or my patients).

I apologise for that.

(Happy new year by the way ;-)).

True Story:

I’ve spent the last two weeks travelling through many of Australia’s most beautiful, very “quaint”, very spectacular towns admiring everything from “kangaroos”, to gorgeous “sunsets” and turquoise waters so clear that you can’t help but want to get in and splash around like a young child.

I’ve been travelling with “7” of my closest family and friends.

And, as well as learning a ton things about this amazing Country and it’s history, I’ve leaned a thing or two about PEOPLE – and how they cling on to certain beliefs about what they THINK they need to be able to survive.

Here’s the FULL story:

“WIFI” in Australia is hard to come by.

No Wifi...
And even if you do (find it), it’s as *slow* as it was in the western world back in 1996 when the internet was gathering momentum.

(Doesn’t make accessing “Infusionsoft” and sending out my email easy).

But of course, most of the people I was travelling with didn’t need to have access to the internet to be able to send out emails to 43,151 PT owners in the US…

No, all “7” of the people I was travelling with craved “WIFI” in order to be able to access “Facebook” and “Twitter”.

Picture the scene:

We’d enter places of great beauty…

Places like “Lorne”, “Beachport” and “Apollo Bay”, and the first thing that all of them would do was to inquire about if and when they would be able to “get on WIFI”…

…And it was always very amusing to me!

See, I have very limited participation on those things because too busy am I creating my own life – I have almost ZERO interest in what other people are up to (and/or lying about what’s happening) in theirs.

But I do get it…

…Being “connected” to others via things like Facebook is now something that most people (secretly) would admit that they simply can’t live without.

But here’s the thing…

Because it was *forced* upon them, each one of my friends and family found OTHER things to do with the time gap was created without being on the “net”…

For example, my “Mam” spent more time walking, hired a bicycle most days and did more swimming than she’d ever done in her life.

And, admits that she felt a lot “healthier” as a result of spending less time obsessing over the ting that she THINKS she needs to survive (Facebook)…

…and more time focusing on the thing that she ACTUALLY needs to survive (like exercise).

The relevance for PT’s as we open up in 2016?


Like the people I was travelling with who THINK that they need to have access to “Facebook” to “survive” (gasp!)!….

…Many PT’s STILL, for some reason, think that they need “referrals from doctors” to survive.

The reality is, they don’t.

And only when it’s forced upon them because more hospital systems move into town (and buy out small doctor offices) will those PT’s HAVE to consider marketing directly to consumers.

The question is…

Why wait??

We all know it’s coming to a small town near you sooner or later…

…and when that day comes, will you be ready??

If you wait, it’ll be too late…

It’s just NOT possible for you to commit your FOCUS to marketing to consumers and then expect to see results that’ll keep you alive happen, by the next day.

So, why don’t we make a start on it, now??

Most all of the PT’s I spoke to THIS TIME LAST YEAR told me they were concerned that they would see a “dip” in referrals in 2015…

…each one of them was proved RIGHT.

And yet, each one of them was able to replace those referrals from doctors with referrals from things like “newspapers”, “Facebook”, “emails”, “Google” and many other sources.

If you’re a “cash”, “hybrid” or “In-network” clinic and want to break free from the worry about where doctors will send referrals in 2016, then…

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>


Paul Gough

Your PT Business Was Never Meant To Be A Struggle

As I write to you I’m sat in a coffee shop in “Melbourne”, South Australia.

“Coldplay”, playing on the radio over my right shoulder.

It’s the same coffee shop I wrote the final words of my first book “The Healthy Habit”, precisely this time last year…

…and it’s the same coffee shop that I’m writing the early words of my new book, that’ll be published early next year.

The relevance to you??

Let me explain:

Just last week I held a live, global video seminar with all of the PT Owners in my coaching program.

(There’s “32” of them now).

As part of the program I bring in guests from OUTSIDE of the PT industry to talk to everyone about the other things that business owners need to be more successful.

This time I hired in one of the worlds best motivational speakers – “James Ashford” – to talk to us all about “goal setting and planning for higher profits in 2016 and beyond”.

And on the call, James asked everyone what their goal was of 2016.

The typical answer, went something like this:


* “Get 50 patients per week”…

* “To get 200 patients per week”…

And for one guy,

* “To open 3 more clinics”!


But here’s the thing I had to point out:

That’s not what they REALLY want to achieve in 2016.

“That’s just what they NEED to do,
to get what they really WANT”.

Does that make sense??

See, none of us lie awake at night dreaming about another “50” patients coming through the doors this week…


What we do dream about, is what we would DO, if they DID!

(Such as take an extended trip to South Australia…)

That’s the real reason WHY we want those extra patients and is what you must first figure out … and then focus on… if your goals are to be achieved.

To be more successful in business, it’s easier if you start AT THE END.

Think about “WHY” you want those extra 50 patients per week next year, anyway…

What difference would it make to the quality of yours and your families lifestyle??

When you know that…

…and you can FEEL that…

…it becomes a LOT easier to tackle all of the things you’re going to need to do, to get there.

(Like, invest some of your time and money in learning the rules of “direct response marketing”).

Most business owners are about to go head long into another years worth of struggle and frustration…

…waking up each day wondering why they’re not achieving their goal of “X” number of patients – not really sure why they’re even in business in the first place.

I’ll be starting the year thinking about my *travel plans*.

And, creating *systems* that’ll let me spend 5 months of 2016 out of the UK and with my family, looking for more swing parks for my boy “Harry” – and sun drenched coffee shops for me, sharpening my authors pencil (as I sip on my extra hot, no-foam Latte), knowing that my business is funding it all for me.

Is there any other reason to be a small business owner??


I have every faith that if you find your reason “WHY”, you could achieve it too.

Want some help to get there faster??

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>


Paul Gough

Autopilot The Growth Of Your Practice

Comes a question from a PT Entrepreneur looking to grow his clinic in record time:


“Paul, I’m wanting to grow my practice so that I can one day exit it. 

At the very least, I want to be able to hire people to work for me so that I can be an absent owner and cream the profits at the top.

Any tips for how I do it or get started?”

 – Neil, Denver. 


My answer??




Autopilot The Growth Of Your Practice

Preferably ones that leverage automation.

(It’s how I did it anyways).

I figured that if I was ever to able to grow and scale my practice – and spend less and less time there – I had to figure a “fool proof” way for my practice to run.

Fool proof meaning that ANYONE I hired could run them for me, with very little training.


Mitigate human error.

Enter “Infusionsoft”.

Now when I first considered Infusionsoft it was safe to say I was frightened to pull the trigger.

Looks very complex from a far.

And, I am a “NON tech” kinda’ guy – so I stalled over the decision for about 8 months.

Until I took the plunge.

Paid my “$2000” and got some skin in the game and learned the rules.

Didn’t take long to realize how clever the software is – and is now the one single piece of technology that I rely upon to move me towards my goal of owning a business – and yet having complete autonomy and freedom to “roam around this big old world” with my little boy in tow.

So there it is…

If you’re even remotely interested in it, and you’d like a demo of how it could help you…

Get in touch with me here.


Paul Gough

Fall In Love With The Process

Story time:

Saturday night it was my clinics “staff christmas party”.

And as well as staff, I invite friends, family and anyone else who contributes to the success of the clinic.

So I invited a guy who works with small businesses all over the world – mine included – helping to motivate staff, align core values and generally implement all of the things that most businesses over look (and rarely ever want to pay for), even though they are vital to success and growth.

Over a “beer”, we got talking about the “tension” that can so often build with doing something that YOU feel as though is amazing… could REALY help someone… but no one else seems to agree or care as much as you.

Fall In Love With The Process

An e.g?

Like spending hours and hours – maybe even days – creating a new advert promoting your amazing PT services

OR –

Creating a “back pain pain workshop” campaign that YOU think is so helpful and so wonderful – and is 100% going to help people with back pain…

…but the phone doesn’t ring!

Ever had that happen to you??

Guess what?

“Me too”.

And, it USED to get me all tense, tight and even “angst” from the very first day we put the ad out right up until the *minutes * before the workshop was set to start.

I used to take it personally.

Even tell myself:

“If I had back pain, I’d be

calling my clinic if I saw my ad…”

Ever done that??

(Me too).

That was until I switch from worrying about the end result… “falling in LOVE with the process”. 

I realised that if I just did more good things, more often – and I followed the laws science of direct response marketing, *every time* – I’d win in the end.

Which means that instead of getting all tight and angst about one single advert or marketing campaign….

…I judge the success of my “labour” over a longer period of time.

Like 12 months.

So when I sit and grab a “beer” with my colleagues and I look pretty happy with the way the last 12 months has gone – that’s the reason why.

Have I had some “failures” over the last 12 months?

Of course.

Did I keep going?



Because I’m engaged in the PROCESS of creating those ads and campaigns – regardless of what the public think about them.

If people don’t want to respond to THAT ad, that’s cool.

No biggie.

I’m 99% sure they will next time.

After all, I know better than them that their “daily, annoying, chronic lower back pain”, isn’t going anywhere.

(They just didn’t know that when they saw my ad! 😉

Anyhoo (ho, ho)…

Want something to help make setting up the PROCESS more speedy (and fun)?:


It’s a tool that’ll let you grow, scale and run your business – from anywhere in the world.

Get in touch with me if you want to take a demo of the software that allows me to “autopilot” the growth of my clinic through this brave new health care economy.

I’ll hook you up with the guy who got me started.

Will save you a ton of time on being successful.

(A lot of energy too).

And, give you the edge over your competition still shuffling paper around their clinics, manually.

Get in touch if you want to know more.

Paul Gough


With The Slow Months…

Here is some food for thought on the subject of attracting patients to your practice – independent of doctors – using this strategy.

If you are already involved in Marketing your practice to consumers, a question to consider is:


“Why is it that there are thousands of people in your small town with things like neck pain, knee pain, back pain etc…

…and yet very few of those 1000’s are visiting a physical therapist to get those problems resolved??”


In my town alone, there’s 5 different physical therapy clinics trying to serve 70,000 people.

On the face of it, you’d think there’d be more than enough for us all.

And there is.

But the other 4 aren’t as busy as I am.

Not even close.

How do I know??

Because I often call them up on a Monday to ask if they are ok to accommodate the patients we can’t fit in – or don’t want to take on. 

They never refuse.

The difference is not just my PT skills, although I would like to tell you it is.

It’s as much to do with positioning, status and authority.

And here’s the big paradox:

The more you promote “your PT clinics services”, the harder it is to get new patients.

One of the big secrets of direct to consumer marketing is that people are drawn towards people who appear to be EXPERTS – and repelled by people who seem “general’.

Every time you run an advert that says you’re a “physical therapist” – you’ve just labelled yourself a “generalist”.

With The Slow Months...

It’s just one of the important issues I cover with the PT’s I work with.

If you’re not yet involved in marketing directly to the consumers, here’s something to think about:

We all have untapped assets in our professional lives.

An accountant will tell you that your assets are equipment, cash in bank etc.

But your biggest untapped asset may be your ability to help other people.

The area that you are an “expert”, where you could help others but at the moment you’re not, has the potential to easily have you earning six figures per year – and more – from your practice.

In the eyes of your potential new patients, adopting the strategy of “Education Based Marketing” turns you into an EXPERT, instantly.

It’ll attract patients to you who are LESS hassle and much more AFFLUENT – and is one of the fastest ways to financial freedom at your practice.

I’ve been perfecting this strategy at my own practice for nearly a decade – in the harsh environment of the UK where all citizens are entitled to Physical Therapy for FREE – paid for by the socialist Government.

I USED to struggle and reply upon “workers comp” type referrals… and I can tell you that ever since I turned to “Education Based Marketing”, I’ve had no problems charging $150+ even though they can get PT *free*, paid for by the Government.

The strategy is now working at many of the PT clinics that I help in the U.S – and if you adopt it, you’ll have people queuing up to be your patients – happy to pay their copay or deductible.

I’m releasing this now because I know that most PT clinics suffer in January and February when people are reluctant to eat into their “deductible” so early in the year.

Education Based Marketing makes what your offering irresistible – and there’ll be much less resistance to coming to see you in the notoriously slow months of January and February.

To be honest, I’ve held back in revealing my insider strategies for fearing of my own competitors finding all of this material.

As long as you don’t practice within 25 miles of any of my clinics, I’m happy to share them all with you.

Get them here:

–  The New Patient Overload >

January and February are looming fast – and I don’t want you to be as slow as most of the other PT’s in the US, are likely to be.


Paul Gough

A Quick “Productivity” Tip For You ;-)

So it’s only the start of December…

…but it’s already the “8th” day of Christmas in my house.

(I have a two year old who loves chocolate and doesn’t yet understand what an advent calendar is – or how its supposed to work… 😉

Are you having the “advent calendar fight” with the kids in your house already??

Anyhoo (ho ho)…

Yesterday, we completed module 5 of the New Patient Accelerator Program.

(Going great, thanks)

We spent almost 3 hours talking in depth about website design, conversions, important pages and getting more people to that website – meaning more potential paying patients.

But that’s not what I wanted to talk to you about today:


During the Accelerator program “Neil”, (an awesome PT from Michigan) noticed that I kept looking at different screens as I was teaching.

So he asked me the question:

“How many different screens

have you got there, Paul?”

Great observation.

And my answer…


See, having multiple screens on my desk improves my productivity.

Instead of constantly looking for different documents, opening and closing websites and trying to find Email etc…

…I keep everything I’m working on, or soon to be working on, open and on a specific screen.

On average, saves me about 20-25 minutes per day.

More than that…

I’m not losing any of the “flow” or momentum that most people do when they’re looking for stuff that they’ve previously had open.

Want to know what else??

My secretaries all have exactly the same set up.

One screen, either side of the iMac monitor.

They can use the EMR, our infusionsoft web forms and work from the telephone script – very easily.

Meaning they have less reason to moan at me – and more time to spend on *WOWING* my patients – and being even more amazing at what they do (…customer love!).

For more tips on productivity, you should check out a lady called “Lee Milteer”…

I paid to spend a few months working with her last year and picked up a lot that helps me get more stuff done – in much less time than it used too.

This was just one of them I thought I’d share with you.

Hope this helps.

Have an amazing day.


Paul Gough

P.S: Note to Physical Therapists…

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Patient Attendance And Compliance – Set To Get Worse?

Comes a question last night from a PT Entrepreneur in my *paid for* Facebook support group:


“Paul… my biggest challenge lately has been attendance and compliance with therapy. We have a high “chronic pain” population.

I heard somewhere that if the patient cancels often, they they are not valuing our therapy. That has stuck with me. I (and my staff) are working hard to make our clinic more of an “experience” as opposed to just coming in and doing exercises.


My answer??

There’s SO MANY ways to stop this I’m not sure where to start…

Oh yes I do. It’s here:

“It’s NOT the patients job to see the value in therapy”.

It’s OUR job to MAKE them see the value.

How do you do that?


Patient Attendance And Compliance - Set To Get Worse?
Go right back to the interaction you have with them at their first phone call…

…start by spending twice (maybe three times) as much time as you originally did to ensure you asked the right questions to determine you’re a good fit…

And if you REALLY wanted to do it right…

…take it even further back by inspecting the “message” you have on your website.

Do you even have one??

If both of those things don’t clearly align with THEIR values, they won’t care.

And, unfortunately, it really has nothing to do with asking people to “sign their life away” at the first evaluation.

Getting people to sign ANOTHER agreement after the evaluation to “commit” to your care plan is just a way to cover up POOR communication and influence skills – and often frightens patients more than motivates them!

(Do you like signing for things? – nor do they!)

But here’s the thing:

The problem of getting people to show up for sessions is only going to get harder – and will be soon preceded by the REAL problem of actually getting people to show up at a PT clinic at all.

Want to know why??

We’re moving into a completely new economy.

It’s called the “collaboration” economy.

There’s a pattern emerging of companies teaming up to “cross provide” a better, more efficient service that may mean a lot of companies will get overlooked.

(Like smaller sized PT clinics).

An example?

Hospital Systems buying out doctor offices to access their data base and streamline services.

Those bigger hospitals can afford to run their PT clinics with an average visit of 3-4 sessions because they’ll make their money if and when that client needs something more costly and profitable – like surgery.

They play a long ball game.

How the world does business is evolving all the time.

And, I happen to think it’s “great”.

It makes it harder and harder for my competitors who won’t want to keep up…

Who spend more time “massaging their ego” than figuring out new ways of streamlining processes to make a bigger profit, DESPITE of the changes.

Over to you…

How will you deal with the changes??

And, do you want to know the the easiest way to stay ahead of your competitors and get the life you want from growing that business you’ve got??

Here it is:

“Get in a “peer group” of people so desperate to NOT to be held back that they’re prepared to pay for (with real money) – and then take action on – advice that they’re being given from people living the life and running businesses, they secretly want”.

It’s THAT simple.

And, usually much cheaper than the $100,000 you likely spent to get through PT school.

Go here next to beat them to it and ensure you’re never short of a stream of patients at your clinic:

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Paul Gough