How Do You Avoid Becoming Another Average Physical Therapist?

So I’m back at my office in Orlando today…

…just returned from a 10 day trip back to the UK to check in on my clinic AND, host a mastermind meeting attended by the UK and Europe’s top Clinic owners.

UK and Europe’s Top Clinic Owners –
Learning from my clinic’s team at a recent Mastermind Event.

So what can I share with you today to help you?

How about this…

Just this morning one of my team members had a conversation with a clinic owner from Mississippi…

The general frustration that this clinic owner had when he spoke to us was that he didn’t want to be just another “average Physical Therapist”.

The question he asked was this:

“What do I need to do to avoid
being yet another ‘average’ Physical Therapist?”

The answer is not what you think…

See, every Physical Therapy clinic owner thinks that the secret to being an above average clinic owner is to GET MORE SKILLS.

And, yet, no matter how many dry needling or massage qualifications a clinic owner gets, their profits are still “average”.

So what is the secret?

It’s actually in the way you are positioned.

If you are positioned like all of the other Physical Therapists, you’ll be looked at as similar if not the same as most of them.

By definition, you will be another “average Physical Therapist”.

Positioning is the result of the Marketing that you do (or don’t do).

Positioning allows you to become a LEADER of a specific field such as sports injuries, back pain or instantly thought as someone who helps people with balance and falls issue.

Positioning allows people to look at you (before they even meet you) and conclude for themselves that you are the obvious EXPERT in the field that they have their problem.

Most clinic owners NEVER grasp this.

If they do any marketing whatsoever it is usually one “average” ad after another, talking about their experience, their credentials, their friendly service or their private treatment rooms.

Yet, no matter many times they run the ad, the response rarely changes, and if they do get a call it’s usually from people who don’t see their value.

Lesson?

You can not build a profitable business if your POSITIONING isn’t right.

Want some help to improve your positioning in your community?

If so, go here to book a call with one of my team:

We’ll get on the phone with you and help you create a Marketing Plan with a specific MESSAGE that positions you as an EXPERT in your community so that more people will want to hire you.

The difference between spending your whole career being OVERLOOKED or charging rock bottom prices just to get a couple of patients on schedule…

…and having the phone ringing off the hook with people happy to pay fees that make being in business worthwhile is ALWAYS how well you MARKET what you can do for people.

Get on a call with us and we’ll help you start the process of doing that:

Sincerely,

Paul Gough

P.S About you working with us at our upcoming Events:

If you’re interested in working on your marketing with us IN-PERSON, the next opportunity for you to do that is June 29-30 in Nashville at the Rapid Action Marketing Implementation Bootcamp.

We’ll help you implement 10 Marketing Campaigns in just 48 hours.

Last time we ran this course we had clinic owners who were stepping out of the room at the event to book patients from the campaigns we had helped them implement earlier that day.

Reach out to my team at paul@paulgough.com now if you want to know more or book a call and we’ll tell you how it works.

More Resources by Paul Gough:

Paul Gough’s Cash Club Community: join the Cash Club coaching program: www.ptprofitacademy.com/cash-club

Check out Paul’s No.1 Best Selling PT Business Books:

Marketing Book For Physical Therapists – “New Patient Accelerator Method”:
www.paulsmarketingbook.com

Hiring Book for Physical Therapists – “The Physical Therapy Hiring Solution”:
www.paulshiringbook.com

Want to hire Paul to speak at your next Marketing or Business event? Or, talk to the students at your PT School? Get in touch here: www.paulgough.com/hire-me/

What You Missed At My Clinic (…Live Footage From My UK Physical Therapy Mastermind)

Every 4 months we open up the doors of the, “Paul Gough Physio Rooms”, and invite Britain and Europe’s most aspiring clinic owners to come and look behind the scenes…

These ^^^ clinic owners get to work personally with both me and my Team. 

They get to see everything from how we answer the phone, how we follow up with clients and how my team works together when patients are not there. 

For the last two days we have looked at everything from marketing, conversions, prices, recruitment and staff training… to Leadership and tracking numbers…

We spoke about Marketing and what is working right now to continue to bring a steady supply of 80-100 absolute brand new cash paying patients into my clinic all paying £65+ pounds PER SESSION. 

We spoke about how to get off the hamster wheel of waiting for a referral from a doctor or a low paying medical agency…

We spoke about converting inquires to patients and what is the no.1 thing that affects the likelihood someone who found you on Facebook or from a Google search, will actually book an appointment. 

We spoke about Leadership and in particular how a CEO’s job is to set the standards and then help staff to reach those standards.

We want employees to be successful and they can only do that if they know what is actually required OF THEM to achieve it.

A real Leader is concerned not so much with obsessing over a “five year vision” and instead, is more focused on ensuring daily standards are hit meaning the staff can call themselves successful.

One other thing we discussed, how Culture is ultimately defined by how your staff behave when the Leader (you) is not around. 

I’ve learned a lot of lessons on this since moving 3000 miles away.

Anyhoooo….

Enough of me describing what happened… here’s a look at what did happen.

Click below to watch some of the behind the scenes footage I captured on my phone:

CLICK TO WATCH THE LIVE VIDEO.

So what’s this “mastermind stuff” about?…

If your Physical Therapy practice has stayed the same for the last 6-12 months in terms of it’s profit and the hassle you’re experiencing… chances are it will stay the same for the next 6-12 months. 

After all, if nothing changes, nothing changes. 

The next time I’ll be running an event in Europe/UK is August 29-30th where I am heading to Dublin. 

I’ll be working with some of the most profitable clinic owners from UK/Europe – scratch it out in your diary if you’re wanting to join us. 

In the mean time – or if you can’t wait that long to start making some progress, book a call with my top Marketing Strategist and we’ll give you a few ideas to get your clinic moving. 

– Book A Free Marketing Plan Strategy Call With Paul Gough’s Top Marketing Strategist 

(We can also tell you about the Dublin meeting and if you qualify to come). 

Much love ❤️ to all the clinic  owners out there battling with crappy insurance companies who pay a pittance or dealing with stuck up doctors who refuse to refer patients to great physio clinics like yours.

Cheers,

Paul Gough 

MORE RESOURCES ON THIS TOPIC:

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.com – choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

– Facebook
– Instagram
– Twitter
– The Physical Therapy Business School Podcast

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

My Sons First Two Goals on American Soil :-)

So there I was at the weekend, watching my 5-year-old son Harry make his debut for the local soccer team here in Celebration…

When we arrived to reside in the USA back in January, one of the things we spoke about was getting the kids involved in as many sports/physical activities as we could.

Soccer was an obvious one.

(Being from the UK, it is kind of assumed that it is the sport you and your children will be involved in. To say that it is in our blood is an understatement).

So, we made our way to the local team and asked for information on how to join and we were told that he could start in April.

In the mean time, I made a Plan with Harry that we would spend every Saturday morning working for at least one hour with the intention of improving his ball skills.

We practiced everything from controlling the ball, heading, running with the ball and even striking a rolling ball, first time, with timing and precision (the latter being very difficult to do).

Fast forward 10 weeks later, and the Plan paid off.

Harry started his first game and not only did they win – he also scored two goals 🙂

Interestingly, both goals were scored striking a rolling ball and exactly in the way that we had practiced and planned for in the weeks leading up to his first game.

I was a very proud daddy.

But I wasn’t surprised.

Why would I be?

We had Planned for it.

We worked on two or three specific skills that I know contribute to anyone being able to hold their own in a game of soccer.

We had a Plan – we executed it, and we got results.

(That is usually what happens when you have the right plan and you follow through on it).

What’s this got to do with business?

Well, it reminded me that nothing happens without the right Plan.

As a business owner, it’s important that you have a PLAN for success.

You also need to identify and then monitor the 2-3 things in your business that will make the difference to your business (I call them critical drivers).

Much like with Harry, I identified three specific things to work on with his soccer skills, and it’s the same with your business.

There’s only ever 2-3 things that you should be improving at any one time, the key is to know what they are.

Do you know yours ?

If not, why not come and join me at my upcoming Strategic Planning Day that will teach you how to grow your business by getting better at understanding your numbers – and working from a PLAN.

Details here:

It’s a radical idea, I know…

To actually spend time making a Plan and follow through on it.

It isn’t “hustle”… it isn’t “grind”… and it isn’t the dumb-ass “work-until-you-drop” mentality that is plaguing/enslaving the entrepreneurial community these days.

It is, however, very effective and equally as profitable.

Two seats left – the deadline is this Friday (12th April).

Details here:

Finances and Planning are not everyone’s strong point…

If you’re thinking that they’re not your strong point either, then that’s why you must come to this event.

Sincerely

Paul Gough

P.S Something that Harry told me this weekend is this…

“Practice makes it easy”.

Bizarrely, I had never heard that before and there is my five-year-old son to be the one teaching me it.

Two things to be learned from this:

  1. You’re never too old to learn
  2. If you’re not good at numbers and you’re not good at planning – spend the whole day doing it with me and it’ll become much easier. You can practice with me for a full day.

P.P.S We’re already into Q2 of the financial year… if it isn’t going as you would have hoped, choose wisely about ignoring this invite.

If it isn’t going to plan – it’s probably because the plan you have has got a hole in it.

Work with me for one day and I’ll help you find it to make 2019 a prosperous one.

Details here:

MORE RESOURCES ON THIS TOPIC:

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.com – choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

– Facebook
– Instagram
– Twitter
– The Physical Therapy Business School Podcast

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Paul Gough

Advice from The Greatest Showman (on Marketing your PT Clinic)

I read a great little book at the weekend…

It was by the worlds Greatest Showman – PT Barnum (the original).

The book was about his Golden Rules for Money Making and I was pleasantly surprised to see that one of the Rules involved Advertising.

His exact line is:

“A business must be known
in someway (Marketing) – else how
can they expect to be
supported by customers”.

It’s very simple advice.

(The best advice usually is).

And yet, what you often find in the PT Profession is an idea that it’s ok to start a business and somehow violate the obvious rule that if you want someone to spend money with you – they must first know you exist.

There’s more and more money spent on another CEU/CLINICAL SKILL… but zero spent on how anyone finds out that skill even exists.

What keeps most clinics stuck where they are now is the erroneous belief that word of mouth will be their best source of people supporting their business growth.

But is it really the best way to grow?

I’d put it to you that if you’re two years into starting your business then RELYING upon word of mouth is the reason you’re stuck with a case load volume that has flatlined…

And, if you’re not at two years in yet, your current reliance on word of mouth will be the reason you will get stuck.

So what else can you do other than give out business cards and hope you get a call?

Well, the best place to start is with what you actually want to make…

As in, if you want to make $100k, start there and work backwards…

Plot, month by month how many phone calls you need to get to cover that amount and then look at how many calls you need if you raised your rates and/or increased the amount people spend with you.

From that point, and only that point, is it time to consider what marketing activity you should do.

Based upon your available budget you could consider something like Google Ads, Newspapers, doing a community event or getting to a 5K run.

Next, consider who is your perfect patient and then ask yourself if they’ll see you, if you advertise there.

All of this is called PLANNING.

It sure beats spending another day staring at the phone… hoping… wishing… praying… that those business cards you gave out will come to fruition.

And guess what?

Right now we’re giving away a completely FREE Marketing Plan Strategy Call to P.T clinic owners who want some help to first get a plan – and then execute that plan.

Go here to claim your free 60 minute Marketing Plan Strategy Call:

Sincerely

Paul Gough

P.S If you want to take the express route to your clinics Marketing Success, look here:

P.P.S I think word of mouth is great – and if you’re good at what you do people will talk about you.

But, for that to happen, they must know you exist in the first place. That can ONLY happen when you sort out your clinics marketing.

MORE RESOURCES ON THIS TOPIC:

Paul Gough’s Marketing book for Physical Therapists –
“New Patient Accelerator Method” is OUT NOW!

To get your copy go here now: www.paulsmarketingbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulsmarketingbook.com – choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Free Facebook Ads PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulsmarketingbook when you get the book and share your selfie so I can reach out personally to say thank you!

– Facebook
– Instagram
– Twitter
– The Physical Therapy Business School Podcast

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

How NOT To Market To Patients With “Core” Problems

A couple of weeks ago I did a talk for a group of Fitness Business Owners at an event here in Orlando (at Disney)…

I was asked to speak about Facebook Ads – but I ended up speaking for nearly two hours about things way more important than Facebook Ads – one of them being the fundamental principle that determines the success of marketing done on ANY platform.

What is that?

It’s what you say in your marketing – also known as the Marketing Message.

Take this example:

If you’re trying to fill up a wellness class at your clinic aimed at helping postpartum mum’s… it is tempting to market your class (or even program of care) as something like “Improve Your Core after pregnancy” OR, “get your core back after pregnancy”.

Yet, this is very unlikely to work.

So why wouldn’t this marketing message work?

After all, any lady who has had a baby and a subsequent post partum issue is likely to have a weakness at their core, right?

Well, yes, they do have a problem with their core after pregnancy.

But, the problem is that is not the way they see it…

Do they really lay awake at night worrying about getting their “core” back?

Or, do they lay awake at night worrying about their long term back pain… their inability to play with their baby without pain… their lack of energy… and now concerned that they’re a shadow of the person they were pre-baby – even now beginning to worry about if-and-when they’ll ever get back to the person they know they could be – the one they were before the baby?

Of course, it is the latter.

That is what they really want.

That is the problem your class solves.

And the key point here is that the mention of CORE and POSTPARTUM is our language.

(The language of a PT).

It is not the language used by a 30 year old lady having back pain following a pregnancy.

My point?

To be successful with your marketing you have too use THEIR language.

For example I could say to you,

“How to use Direct Response marketing and implement the message, media and market philosophy to win more patients”.

Or, I could just say, “how to get patients even if the local doctor won’t refer to you”.

Or, I could say, “how to get cash paying patients so you can make more profit with less hassle”.

Or, I could say, “how to get all your own patients so you can tell the insurance companies to go to hell”.

Which would resonate with you more? 🙂

Anyhoo..

Lesson over…

If you want to hear the entire talk I gave to this group of Fitness Business owners, where I cover this story in full, it is on the Podcast: Podcast EP50: How You Market Anything is How You Market Everything (Live Talk)

And, if you want some help to finally sort out your clinics marketing frustrations, click below and fill out the form for a 100% Free Marketing Plan Strategy call with a senior member of my team: Claim Your Free 60 Min Marketing Plan Strategy Call With a Senior Person In Pauls Team

Have a great weekend.

I just ordered my Florida Residents Annual Disney Passes last night… so guess where I will be all weekend…

Sincerely,

Paul Gough

P.S If you want to take the Express Route to sorting out your clinics Marketing, here’s where to do it:

Get The Complete Marketing System To Grow Your Clinic By 50%-250% inside 12 Months.

More Resources by Paul Gough:

Paul Gough’s Cash Club Community: join the Cash Club coaching program: www.ptprofitacademy.com/cash-club

Check out Paul’s No.1 Best Selling PT Business Books:

Marketing Book For Physical Therapists – “New Patient Accelerator Method”:
www.paulsmarketingbook.com

Hiring Book for Physical Therapists – “The Physical Therapy Hiring Solution”:
www.paulshiringbook.com

Want to hire Paul to speak at your next Marketing or Business event? Or, talk to the students at your PT School? Get in touch here: www.paulgough.com/hire-me/

Physical Therapy Hiring Book: “How To Create A Success Description For Your Next Hire”

This is an excerpt from Chapter 7 of my second, Amazon No.1 Best Selling Hiring Book for Physical Therapists, “The Physical Therapy Hiring Solution – How To Recruit, Hire & Train World-Class People You Can Trust”.

“The Success Description is a move away from the traditional “job description” that is the norm when it comes to recruitment. With the traditional job description there is no focus on achieving an outcome, and there’s often a vague understanding of what success even looks like.

Skills are confused with features (such as “must be hard working”) and, more often than not, job descriptions are focused on finding someone with experience. Which, you now know, doesn’t always guarantee a great candidate.

I’ve said it many times; you can always spot an employer who doesn’t really know what they’re looking for – they’ll advertise for someone with “experience”.

They think it is a safe bet, but it rarely works out that way. They’re often just more experienced at stuff you don’t need them or want them to do.

This Success Description is a physical document that you’ll create, and then have with you, throughout the entirety of the rest of the hiring process. When I am in hiring mode, this document is never too far away from me; it is either in my hand or on my desk right until the decision is made.

The printed PDF acts as my guide for the questions I will ask, reminds me what skills and competencies I am looking for, as well as reenforces what problem the people I am talking to will be solving for me.

It’s easy to forget or get distracted during the interview, and this document stops me from doing so.

What is more, when the Success Description is complete, I can use it to create the job ad that I’ll soon be posting (that we’ll cover in Chapter 8).”

Continued on page 94…

Paul Gough’s Hiring Book for Physical Therapists –
“The Physical Therapy Hiring Solution” is OUT NOW!

To get your copy go here now: www.paulshiringbook.com

NOTE: If you order it directly from the OFFICIAL WEBSITE (NOT AMAZON), you’ll pay the same price, BUT, I’ll be giving you some incredible bonuses for doing so… When you go to www.paulshiringbook.com– choose purchase OPTION 2 to get the very best free BONUSES that will come with your book including my Wealth Marketing DVD program, Hiring Resource PDF, and two months worth of the Cash is King Publication and Coaching CD…

Go here now to get your copy:

Connect with me on Social Media – and use the hashtag #paulshiringbook when you get the book and share your selfie so I can reach out personally to say thank you!

– Facebook
– Instagram
– Twitter
– The Physical Therapy Business School Podcast
– LinkedIn
– YouTube

Infusionsoft Training Guide For Physical Therapists: Marketing Automation

 Key System Number Seven From The Infusionsoft Training Guide For Physical Therapists: Marketing Automation

 

So key system number seven from our Infusionsoft training guide is marketing automation systems (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, it’s manual labor because you have to keep on doing it. Acquiring the names, email, and telephone numbers of new patients, for example using Facebook, that’s automation, that is marketing automation.

 

So there’s two examples, one would be Facebook, it could be Google, it could even newspapers. You can get people to respond to a newspaper ad, and go to a website and collect data that Infusionsoft will pick for you, and we can also automate asking for referrals.

 

Click here to book your infusionsoft training guide discovery call

 

So how do you make this work? All right, I’ll give you a bit of teaching around this. Pick your perfect patient, and Facebook lets you find that specific person based upon their hobbies, their interests, their location, their age and their gender. You run an ads into the news feed of that perfect person that looks something like this. So that’s I’ve been doing Facebook ads now for a few years. This is my perfect patient. She suffers with neck pain. Isn’t necessarily looking for physical therapy in the beginning, so I just offer her some information and I just start the relationship with her.

 

So essentially, what I’m doing is exchanging my expertise in the form of a free tips report and then I ask for their contact details including name, email, telephone number. This is Lead Generation, this is how you build businesses. You build businesses independent of doctors using something called Lead Generation, where we take names and email addresses, find out what’s wrong with people and what they want, and then we start relationships with them to show them how we can help them.

 

Click here to book your infusionsoft training guide discovery call

 

Infusionsoft sends you the details of the person who made the inquiry, it looks like this. So when my ads run on Facebook, you can see them, in the title this comes from Infusionsoft to my front desk, back pain report from Facebook. So Sue left us her email and a telephone number, and we already know what her problem is. One of the things I love about Infusionsoft is this thing called behavioral dynamics that allows me to ask questions like this. So on the opt-in, when people take free information from us, we ask them, “What concerns you most about your back pain?” And this lady, we give them an option of three or four things, and this lady tells us that she wants to avoid depending on painkillers to ease back pain. Now, I can send her emails all about pain killers to ease back pain, that’s how powerful this is.

 

So instead of sending her generic emails about PT, I can now sent Sue emails all about how I can help to live with less back pain without needing pills. Is she more likely to buy from me than the guy who’s just saying, “I’m a PT, buy for me,” of course, she is. So Infusionsoft does this fabulously well. It is a very powerful way of communicating with people about very specific problems, okay? And that’s the task reminder that you get from Infusionsoft. So that’s the referral. What you’re looking that there is a modern day referral. So instead of a fax coming through from a doctor, it now coming through from somebody like Infusionsoft that says, “Sue has a problem, start the relationship with her. There’s her telephone number, and there’s her email.”

 

Click here to book your infusionsoft training guide discovery call

 

Now, I can get seven or 8, 9, 10 of them every single day. And that’s what Infusionsoft does. It takes the name of the email and begins to send the pre-written series of automated emails. And the goal is to nurture the prospect to becoming a patient, a paying patient. We have these nurture systems set up for people with back pain, knee pain, neck pain, spot injuries, ankle pain, etc. Like, we have all of the systems set up.

 

So here’s how it works really. Patient goes to my website or could do. You can have a look at that, paulgoughphysio.com/back-pain. Person takes the free report because that’s what most people want. Most people don’t go to websites to buy, they go looking for information, big, big, big, big difference, and it’s why most websites don’t work. And why most owners are so frustrated with their websites because it’s set up to sell stuff using infusionsoft. The most successful websites give people information. And then what happens is, if you look to the left there, there are all the different webforms, again, don’t get overwhelmed by the techie that’s easy.

 

Click here to book your infusionsoft training guide discovery call

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.

 

Click here to book your infusionsoft training guide discovery call

 

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.

 

Click here to book your infusionsoft training guide discovery call

 

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: Reactivating no-shows/Cancellations

 Key System Number Five From The Infusionsoft Training Guide For Physical Therapists: Reactivating no-shows/Cancellations

 

So key Infusionsoft system number five from our Infusionsoft training guide, systematically reactivating these drop-offs and no-shows that we all get, particularly as you get bigger. 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. You know when they say, you can’t get staff to care as much as you, or you can’t find staff to care as much as you, that’s because it doesn’t exist, it’s a fallacy, does not exist. So they will never be as in as you are. So the conversations won’t be as good as what you provide. The engagement won’t be as good as what you provide. So you have to have something that helps you that counters that. So even if these people do drop-off for no-show, you have a system that wins them back.

 

So why is it important? Well, they do naturally get more frequent, and although you can limit it, it’s not possible to stop them all, but what you can do is have a system to reach out to them that works for you, and is kick-started the moment they do not show. So we use another webform, the kick-starter series of pre-written emails, so this one is done by the secretary and we communicate with the patient about coming back to us.

 

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First of all, we ask them if they’re okay, and tell them, “We’re worried.” So you don’t just say, “Hey, you know we’re billing you. We’re giving you a $50 bill coming through the bills, blah, blah, blah,” because they couldn’t find a problem. So we just say, “Hey, are you okay?” And we tell them that we’re worried. Can you just get in touch to let us know that you’re okay.

 

We offer them simple ways to get back in touch to re-book the treatment, and the emails continue to go out until that person is back on schedule. So we’re not chasing, we’re not wasting time chasing. Surely, there will be one or two calls, again it will be kick-started by task reminders that go to somebody in the office that says, “Steve Smith did not show up, give him a call,” but underneath that, we’re also able to send text messages and emails.

 

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A task reminder goes out that Infusionsoft sends to the appropriate person, and that person is charged with the responsibility to get a person back on schedule. And the ultimate reminders keep getting sent to that person by Infusionsoft until the person shows back up. Can you just imagine that? If you could even just get one person or two people every month depending upon the size your business to show back up, as a result of this type of system, what would that be worth you?

 

So if one person drops off after three sessions, who should have had 12, and you’re making $100, on average $50 a visit, even if it’s $100. Let’s just keep it around numbers, there are no other nine sessions there, $900 twice a month, $1,800. So you keep doing the math on how much value. Now, you’re up sales in place at $10,000. You’ve got people who staying on schedule. You’ve your no-show council rate is down, like this stuff, seriously adds up. The compound effect of all of these systems to my business is thousands. I would not like to think what my life would be like without Infusionsoft.

 

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Infusionsoft Training Guide For Physical Therapists: The Never Ending Discharge System

 Key System Number Three From The Infusionsoft Training Guide For Physical Therapists: The Never Ending Discharge System

System number three from our Infusionsoft training guide, the never ending discharge system. So what’s this? Well, it’s 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.
So this time it’s obviously not the secretary. At the final session, when care is over, you know, that initial phase of care, our therapist will have access to this webform through a link again, through URL, they’ll keep this on their laptop or on their iPad, and they just fill out. And you can see what we have there. We have some information, so we don’t just want to know that they’ve been discharged. What we want to be able to do is know what circumstance is the discharge. So we will have been speaking to them about all the things that we can offer them. You know, massage packages, orthotics, my book, Pilates Class etc. maintenance, plans, year of care, whatever. So we put that in the primary interest, then we put some comments for the follow-up team.

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So Johnny might be telling Vicki…so Johnny the therapist might be telling Vicki that this person is very interested in staying with us, you know or coming back to us in the next few months. And then we’ll put a follow-up priority. We’ll have high, medium or low. So if Johnny thinks that this person is a high priority, he’s much likely or very likely to buy more sessions from us very quickly, he’s class as a high priority. And we can see he was discharged, discharge completed by. He hit Submit, and then Vicki starts to get all of the information that’s been entered into this webform.
So Vickie’s in my follow up team, the person who brings out and is one of the most important departments in my physical therapy clinic, she can get on the phone. She knows the name. She knows what they’re interested in buying, and she knows the type or the mindset of the… you know, where the person is right now, and what else they’re looking for.

 

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So this is a huge for our cash-up sales, and this is how we make probably anything up to $10,000 equivalent to our practice right now because of this one single webform. I promise you, like infusion… if you know what you’re using Infusionsoft for, which is what this webinar is about to show you how to use Infusionsoft, then what possible for Infusionsoft, and then ultimately what’s possible for your business as a result of Infusionsoft, and you do it, there is no debate whether or not it is worth the value.
Going with the cheaper providers often cost you significantly more money because of what you can’t do. So if you’re planning on using this type of thing, and you are somebody who get stuff done, this stuff is powerful for your business and your profits at the end of the month. So Infusionsoft will send an appropriate email to the patient to say, “Hey, thanks. You know, thanks for coming to see us. We really appreciate you, so we give you some gratitude,” but it will also send a task notifier. So that’s something that goes to Vicki, or Sarah, or the appropriate person in my office to remind them to make a phone call to the person.

 

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So we make 24-hour and 30-day phone calls, and the plus term is quality control calls, and we just ring up and say, “Hey, how did you do? How did it go? Did you love what we did for you,” etc. And then at that point when they said, “Yeah, I had a great experience. Thanks very much. We got a care.” “Well, listen, Johnny said that you are also interested in A, B or C,” so it’s an up-sale opportunity. And those two calls there are responsible for, right now, my practice, $10,000. If your practice is bigger than mine, it will be more, if it’s less it will be smaller, but I promise you, as your business grows, that figure grows as well if you use this system.
The 30-day phone call brings three out of 10 patients back to us because we ring them up and there’s 30 days left, they may not be 100%. And that’s what we do, is just have that conversation. But this system from our Infusionsoft training guide works because it reminds the people in my office that this task needs to be done, and it will never stop sending them a task reminder until the task is done.

 

This is how you get stuff done. You don’t just ring up to the staff member or email a staff member saying, “Did you make the phone calls?” You go inside Infusionsoft and find out if they made the phone calls, because one thing’s for sure, it’s Infusionsoft will not have a day off. Your staff member might not be feeling great or might be a bit lousy that day, but Infusionsoft doesn’t care. It will keep telling them that Mrs. Smith needs to be called, do it, and you can see whether or not they’ve done it.

 

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So that’s what it starts to look like inside the account, okay? I’m not going to go too deep into the ins and outs, you know, the tech aspect of Infusion, because it really isn’t important. What’s important is that you know how to use it, and what you want from it. This is just the tech aspect of it, and you know, we can provide this type of training for you if you do choose to move forward. But ultimately, this is what happens.

 

These are called campaigns. These are marketing campaigns, and it really starts to help you understand the journey and the flow that a patient goes on. So we’ve got the Start button there. It can says, “That’ needs to be followed-up.” That cycle in the middle, it says, “Follow-up, make phone call,” that’s telling Vicki or Sara, when that webform gets filled out that I showed you, that this person needs a call, needs to call back tomorrow, needs to be called back next week, etc. Remove them from the sequence when it’s done. So you can see the Stop button, until somebody hits stop, because the person’s been called, they keep getting a reminder to call the person.

 

There’s a little of tagging going-on, and we can use time is to say, “Hey, after one day, do this, two days, do that.” So again, this is the kind of tech side of it, and these are the campaigns that you build out inside of Infusionsoft. Do not worry about these. These are the actual easiest aspect of it, and we know how to drop all of these into your Infusionsoft app if you did wanna kind of get it. This is about what you can get from Infusionsoft. And if you know that, this technical aspect of it is a doddle. Unfortunately, most people do the other way around. Most people who start here thinking that they need to know the tech aspect of it, and it doesn’t produce the results that they want. If you start with what you want from it, the tech becomes very, very easy. There are a lot of people who can do the tech, very few people who understand how to make the strategy all work.

 

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So what does this system do for us? It’s more referrals, more friends, and family of patients using the information we give them. We can get success stories. We ask people in the emails that we sent to them as they get discharge would be willing to come and do a video. We can ask for reviews online.

 

So remember, physios filled out the form. I’ve now got my team on the phone to them, but I’ve also got emails going out now asking for referrals, asking for reviews to be left on Google and Facebook, connect with us on social media so I can build life-long relationships. All of this is going on as a result of this discharge system. And we’ll give them opportunities to buy other products and services.

 

So the system will go on forever after they get to charge. You can have 12 months worth of emails, 24, whatever you want. And in the different emails that you’ll send them, you’ll say, “Hey, you know, did you know that we did massage packages? Hey, did you know that you could get orthotic? Do you know that we do workshops? Do you know that we have health and posture classes,” whatever. It talks to them on our behalf forever. So we can also ask them to come back and see, is it six and 12 months for a review or a top up? So every point of the journey, you know, different patients go into the system each day, and obviously, when they get to the appropriate six-month or 12-month phase, they’re gonna get an email that says, “Hey, are you ready for a review or a top up?” And my staff get that as well.

 

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So they get a task notifier at sixth month that says, “Mrs. Smith, she’s been gone for six months. Do you want to give her a call and see how she’s doing?” They’ll get another one after 12 months that goes, “Hey, you know, Joe hasn’t been in for twelve months, give him a call and see how he’s doing.” So we’re getting this stuff done. And it’s not that the people in your business won’t do it, it’s that the people in your business don’t get reminded to do it regularly. It’s that they don’t get prompted to do it. Nobody serving them with the absolute, this is being 12 months, and this is what Infusionsoft lets you do. It’s the driving force behind my business, and it helps me to get the best out of the people. You can only leverage two things in business, one is people, and one is systems. And this is how you get the best out of both.

 

So why do you need this? Well, here’s why. Most physical therapy businesses, the last thing that the patient remembers is the sound of the credit card machine taking their money. So this is my chance to ensure that full value for their money is received and felt. I don’t give up on the relationship just because they aren’t giving me any money now that they are better. I’m using software and I’m using technology to put my people back in front of them, and to continue to send them communication pieces through email, through postcard, through direct mail, through whatever, all thanks to Infusionsoft.

 

It also ensures that the first thing that they felt and the last thing that they remember is controlled by me. Not matter where I am in the world, remember, I’ve got my valued added welcome sequence, which has me on video, and our staff on video, I’m controlling that initial. Remember, the first impression is the most important. but the thing that they feel at the end is just as important. Most of what goes on in the middle, yeah, they’ll be, you know they’ll be very… they’ll talk about that, and it’s very important. But if you can control the first thing, and you control the last thing, those are the really the two things that human beings remember when they do interactions with any business. So you can control it thanks to these systems.

 

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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, paulgoughphysio.com 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.

4 Price Rises In 6 Months – And You Think SHE’S The Crazy One?

3-Day Marketing Workshop: More Cash, More Profits 2017 

At my 3-Day Marketing Workshops I focus a lot on Profitability.

Why?

Because so many Business Owners are so busy, being busy (like bees), that they forget to actually make some of it.

In true 80/20 fashion, and often without realizing, your time and energy is spent focusing on the wrong things that produce little if any noticeable difference.

Ever felt like that?

One of the reasons it happens is that often what NEEDS to be done, is what we don’t WANT to do.

Or, as is most often the case, we think that it CAN’T be done because no-one else is doing anything like that.

Take price rises for example…

One of my clients has so far raised her prices “4” times in the last “6” months (gasp!)…

More:

When I told the group at my recent 3-Day Marketing Workshop WHAT she had done, their response was not HOW did she do it – as in “tell me more”…

…it was “that’s crazy” – as in, “that can’t be done!”

My response:

“You think she’s crazy for doing it – I think your crazy for NOT doing it”

Ask yourself this question:

“Which world do you want to live in?”

A world in which you are continually dumped on by everyone else around you as they all raise their rates and fees meaning you are actually LESS profitable, year on year…

A world were you are waiting for years and years – adopting the “when-then” philosophy to finally find the courage to raise your rates by a measly “$5” which would barely get you a bag of chips if you lived in California…

A world that says “when you get a bit more experience – then you will be profitable”..

A world that thinks “when I get a better premises THEN I’ll raise my rates…”

A world that thinks the first consultation HAS to be more expensive than the Eval’ – even though doing so actually de-values the work being done by your hands, that the PATIENT values most…

OR, how about this one?

A world in which taking control of your own destiny is the “norm” and raising rates and making more profit becomes more of a regular occurrence than the words “Donald Trump” and “Breaking News” coming out of Anderson Coopers Mouth on CNN.

Cos’ that is regular.

Anyhow, here’s a the real Breaking News:

Profit often comes before cash.

But cash is king.

It’s handy to have both.

If you want some more of both, join me at my aptly named “More Cash, More Profit 2017 ”3-Day Marketing Workshop.

10 seats max

Details here:

3-Day Marketing Workshop: More Cash, More Profits 2017 >

Sincerely,

Paul Gough

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:031 – Why So Many Physios Are Failing In Private Practice >

Click here to listen to Audio Experience EP:012: Risking A Large Side Of The Upside >

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

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For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Accelerator – Do Any Of These “7” Things Resonate With You?

Sign up for Accelerator here >

In the last “72” hours I have been reaching out and asking all of the PTs who have signed up for Accelerator, “WHY” they signed up…

As in, what is the biggest challenge/frustration that they want solving as a result of joining the Accelerator Masterclass Program.

Below are the top “7” reasons – have a read and see if any of them resonate with you:

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1. Website/Webmaster Frustration!!!

Most Websites are NOT designed for the new “search to task completion” rules that Google is looking for – that means Google is pushing those websites to page 2.

We will show you how to make simple changes to your website so that your Website becomes a profitable asset – rather than stuck in the graveyard of page two on Google.

2. Not enough Profit and uncomfortable with raising rates!

Most PTs are not charging anywhere near what they could be.

Most Cash PTs are drastically underselling their services and struggling financially as a result.

We will show you what to do so that you increase your services by at least $50 per session.

3. Social Media content being IGNORED and OVERLOOKED!

Most PTs are putting out content on Social that is being ignored – and yet, creating the right social media content is one of the best ways to bring new patients to you.

We will show you how to create the right content to resonate with the people happy to pay your new, higher fees.

4. Unable to make Facebook Ads fire!

Most PTs are struggling to make Facebook ads work and because of that they are getting frustrated, wasting time and ad dollars- not to mention missing out on patients.

Things have changed on Facebook – and we’ll bring you the latest updates to make sure you can get new leads and patients from Facebook.

5. No idea where to start with Marketing

Most PTs have absolutely no-clue where to start when it comes to “Marketing to the public” – as such, they are overlooking opportunities to get noticed using Traditional Marketing Media AND reach No.1 on Google.

Accelerator will show you how to do both…

6. Pi**sed with low Insurance Company reimbursements!

Most insurance companies these days are hardly paying enough to cover expenses – never mind to make a profit.

One of the goals we have for Accelerator is to put you into a position to drop 20% of your worst payers inside 12 months – and replace them with higher paying cash patients.

Very few PTs realize you CAN be more profitable by seeing LESS patients.

When you get some more cash pay in your clinic – you will see what we mean.

Others are already doing it – why should you miss out?

7. Ignored/Overlooked by Doctors!

Isn’t this the biggest kick in the teeth ever?

The doctors who PTs have to ask/beg for referrals – barely even take the time to speak to us…

Worse, PTs probably know more about back/knee/neck pain etc than they do – yet we sit below them in the referral chain.

Oh the irony.

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So there you go – if any of those sum up how you feel right now, then we invite you to enrol in Accelerator.

There will be “50” PTs on this program – and my best bet is that you are likely to be facing a business challenge or obstacle that they are about to have solved…

Go here to join us – we have “5” space left and we always fill up..

Sincerely,

Paul Gough

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:035 – Even If They Don’t Ask For It – Tell Them About It > 

Click here to listen to Audio Experience EP:010: Healthcare Consumerism: Why It’s Great News For Small PT Clinics Trying To Get BIG! >

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

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For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>