{"id":1069,"date":"2016-06-17T18:28:54","date_gmt":"2016-06-17T17:28:54","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=1069"},"modified":"2017-12-14T14:10:41","modified_gmt":"2017-12-14T14:10:41","slug":"physical-therapy-business-growth-school-week-6","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/","title":{"rendered":"[PT Business Growth School] &#8211; Say Goodbye To Patient Objections (Part 6)"},"content":{"rendered":"\n\n<div class=\"kk-star-ratings kksr-auto kksr-align-left kksr-valign-top\"\n    data-payload='{&quot;align&quot;:&quot;left&quot;,&quot;id&quot;:&quot;1069&quot;,&quot;slug&quot;:&quot;default&quot;,&quot;valign&quot;:&quot;top&quot;,&quot;ignore&quot;:&quot;&quot;,&quot;reference&quot;:&quot;auto&quot;,&quot;class&quot;:&quot;&quot;,&quot;count&quot;:&quot;8&quot;,&quot;legendonly&quot;:&quot;&quot;,&quot;readonly&quot;:&quot;&quot;,&quot;score&quot;:&quot;5&quot;,&quot;starsonly&quot;:&quot;&quot;,&quot;best&quot;:&quot;5&quot;,&quot;gap&quot;:&quot;5&quot;,&quot;greet&quot;:&quot;Rate this post&quot;,&quot;legend&quot;:&quot;5\\\/5 - (8 votes)&quot;,&quot;size&quot;:&quot;24&quot;,&quot;title&quot;:&quot;[PT Business Growth School] - Say Goodbye To Patient Objections (Part 6)&quot;,&quot;width&quot;:&quot;142.5&quot;,&quot;_legend&quot;:&quot;{score}\\\/{best} - ({count} {votes})&quot;,&quot;font_factor&quot;:&quot;1.25&quot;}'>\n            \n<div class=\"kksr-stars\">\n    \n<div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    \n<div class=\"kksr-stars-active\" style=\"width: 142.5px;\">\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n                \n\n<div class=\"kksr-legend\" style=\"font-size: 19.2px;\">\n            5\/5 - (8 votes)    <\/div>\n    <\/div>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/BGS-Banner-Module-6.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1070 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/BGS-Banner-Module-6.png\" alt=\"BGS Banner - Module 6\" width=\"650\" height=\"150\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/BGS-Banner-Module-6.png 650w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/BGS-Banner-Module-6-300x69.png 300w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/BGS-Banner-Module-6-624x144.png 624w\" sizes=\"(max-width: 650px) 100vw, 650px\" \/><\/a><\/p>\n<div class=\"arve\" data-mode=\"normal\" data-provider=\"youtube\" id=\"arve-youtube-2ldgiwlchgm6a09046e4d846374534544\">\n<span class=\"arve-inner\">\n<span class=\"arve-embed arve-embed--has-aspect-ratio\">\n<span class=\"arve-ar\" style=\"padding-top:56.250000%\"><\/span><iframe allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" allowfullscreen class=\"arve-iframe fitvidsignore\" data-arve=\"arve-youtube-2ldgiwlchgm6a09046e4d846374534544\" data-src-no-ap=\"https:\/\/www.youtube-nocookie.com\/embed\/2LDGIWLChGM?iv_load_policy=3&amp;modestbranding=1&amp;rel=0&amp;autohide=1&amp;playsinline=0&amp;autoplay=0\" frameborder=\"0\" height=\"0\" sandbox=\"allow-scripts allow-same-origin allow-presentation allow-popups allow-popups-to-escape-sandbox\" scrolling=\"no\" src=\"https:\/\/www.youtube-nocookie.com\/embed\/2LDGIWLChGM?iv_load_policy=3&#038;modestbranding=1&#038;rel=0&#038;autohide=1&#038;playsinline=0&#038;autoplay=0\"><\/iframe>\n\n<\/span>\n\n<\/span>\n<script type=\"application\/ld+json\">{\"@context\":\"http:\\\/\\\/schema.org\\\/\",\"@id\":\"https:\\\/\\\/www.ptprofitacademy.com\\\/blog\\\/physical-therapy-business-growth-school-week-6\\\/#arve-youtube-2ldgiwlchgm6a09046e4d846374534544\",\"type\":\"VideoObject\",\"embedURL\":\"https:\\\/\\\/www.youtube-nocookie.com\\\/embed\\\/2LDGIWLChGM?iv_load_policy=3&modestbranding=1&rel=0&autohide=1&playsinline=0&autoplay=0\"}<\/script>\n<\/div>\n\n<p>Week 6 of PT Business Growth School is here and I can\u2019t believe it\u2019s our final class\u2026<\/p>\n<p>This week we have PT Industry Superstar<strong> \u2018Jerry Durham\u2019<\/strong> back in the room for Part 2 of the Module titled \u201cThe New Patient Journey Experience\u201d\u2026<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-2\/\">In Part 1<\/a>\u00a0we mapped out the ENTIRE journey, step by step, that your patients experience with you to ensure we rise above the industry \u2018norm\u2019, and give them MORE than they were expecting &#8211; <strong>an experience they won\u2019t forget.<\/strong><\/p>\n<p>This week we showed our students <strong>solutions to some common problems that most PT businesses face\u2026<\/strong><\/p>\n<p>\u2026 things like \u201cdrop-offs\u201d, \u201cno-shows\u201d and \u201cresistance to care plans\u201d (because of co-pay).<\/p>\n<p>Our students now all agree that these things ARE NOT happening ONLY because they don\u2019t want to pay (for PT)\u2026 No, <strong>it\u2019s more often than not because they don\u2019t see the TRUE VALUE in what we do.<\/strong><\/p>\n<p>Would you pay for something you don\u2019t see the VALUE in or how it\u2019ll help your life?\u2026<\/p>\n<p>(Neither will they!)<\/p>\n<p>Part 2 of The New Patient Journey Experience solves AAAAAAALLLLL of these problems, and helps make the \u201cco-pay\u201d, or \u201cOON\u201d issues a thing of the past.<\/p>\n<p>ENROLL HERE: NOTE, if you\u2019r interested in starting this Class &#8211; we have opened up REGISTRATION for a limited period of time &#8211; <a href=\"http:\/\/www.ptprofitacademy.com\/growth-school\">click here to go to the ENROLMENT PAGE and join in the class<\/a>.<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/growth-school\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1072 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42.png\" alt=\"Screen Shot 2016-06-17 at 18.25.42\" width=\"1289\" height=\"371\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42.png 1289w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-300x86.png 300w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-768x221.png 768w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-1024x295.png 1024w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-624x180.png 624w\" sizes=\"(max-width: 1289px) 100vw, 1289px\" \/><\/a><\/p>\n<p style=\"text-align: left;\">So with that said, lets get into the <strong>\u201c10\u201d greatest highlights<\/strong> from the final week of PT Business Growth School, Week 6\u2026<\/p>\n<h1 style=\"text-align: center;\">KEY TAKEAWAYS<\/h1>\n<h2 style=\"text-align: left;\">#1 The First Consultation<\/h2>\n<p>Now that your potential new patient has made a decision that YOU are the PT clinic that\u2019s able to solve their problems, and that you\u2019re the place that finally \u2018gets them\u201d\u2026<\/p>\n<p>The NEXT thing you want to do is <strong>drive up that perception of VALUE of what you\u2019re doing.<\/strong><\/p>\n<p><strong>Why it\u2019s so important to do that?<\/strong><\/p>\n<p>When you ask them the right questions (that you need them to hear their own answers to)\u2026 they will reveal their \u2018wants\u2019 and \u2018hopes\u2019 to you, AGAIN.<\/p>\n<p>(We\u2019ve already done this at the first phone call &#8211; but we need to do it again!)<\/p>\n<p>This means they get reminded of what they are REALLY paying for &#8211; to get quality time back to play with their Grandkids, to hike that mountain they\u2019ve always wanted to with their partner, to wake up without aches and pains in the morning so they can drive to work\u2026<\/p>\n<p><strong>Present the VALUE<\/strong>, and you\u2019ll confirm they made the best decision by choosing you over every other option they\u2019ve got!<\/p>\n<p>Next, let\u2019s take a look at how to get it started\u2026<\/p>\n<h2>#2 Start The Consultation, In The WAITING Room<\/h2>\n<p>This is huge &#8211; and sets the tone for the rest of the relationship the minute they step through the front door\u2026<\/p>\n<p>We want the very first consultation <strong>to begin in the \u201cwaiting room\u201d.<\/strong><\/p>\n<p>Ideally there should be a conversation going on in the reception between the receptionist and patient (..and even the Therapist should be invited to join in!)<\/p>\n<p>There\u2019s nothing worse than having a patient walk into the waiting room to be presented with an out of date magazine and newspapers full of bad news\u2026<\/p>\n<p>ENGAGE with them from the moment they walk through your door, then continue THAT conversation in the TREATMENT ROOM and they\u2019ll feel very comfortable right away (\u2026again, confirming they\u2019ve made the right decision coming to see you).<\/p>\n<p>Remember: \u201cPeople FIRST, Patient Second\u201d<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.12.25.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1074 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.12.25.png\" alt=\"Screen Shot 2016-06-17 at 13.12.25\" width=\"444\" height=\"245\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.12.25.png 444w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.12.25-300x166.png 300w\" sizes=\"(max-width: 444px) 100vw, 444px\" \/><\/a><\/p>\n<h2>#3 It\u2019s All About The Questions You Ask<\/h2>\n<p>Now the patient is in the treatment room it\u2019s important to ask the <strong>VAQ;s &#8211; the \u2018Value Alignment Questions\u2019.<\/strong><\/p>\n<p><strong>What does that mean?<\/strong><\/p>\n<p>It means we\u2019re going to make it certain to the patient that WE truly understand what they are REALLY going through and exactly what they want to achieve.<\/p>\n<p>It\u2019s not about what the INSURANCE costs &#8211; or your EMR &#8211;<strong> it\u2019s about what the patient wants you to know the answers to &#8211; what\u2019s important to them!<\/strong><\/p>\n<p>Continue to ask the same questions that reveal answers that they WANT YOU TO KNOW about, things like:<\/p>\n<p><em><strong>\u201cWhat is it stopping you from doing that <\/strong><\/em><br \/>\n<em><strong>you REALLY wish you could?\u201d<\/strong><\/em><\/p>\n<p>And you\u2019ll ensure they know that you\u2019re 100% clear on what they want to achieve as a result of having PT.<\/p>\n<h2>#4 Stopping \u201cDrop-Offs\u201d At Your Practice\u2026<\/h2>\n<p>There\u2019s a few questions you need to ask &#8211; and this is one question:<\/p>\n<p><strong><em>\u201cWhat\u2019s your current understanding of what a PT can do to help you solve this?\u201d (\u2026Back pain getting in the way of a good nights sleep).<\/em><\/strong><\/p>\n<p>You may be 100% certain in what you\u2019re about to do.<\/p>\n<p>You may be 190% certain in the effectiveness you\u2019re proposing.<\/p>\n<p>BUT if this person has a completely different understanding or expectation of what it is you\u2019re going to do for them in the treatment room &#8211; you are going to lose them.<\/p>\n<p>Because if they\u2019re expecting hands-on treatment, and you know they need exercises instead &#8211; you\u2019re going to run into problems very, very quickly if you don\u2019t have that conversation with them about WHY!<\/p>\n<p>A failure to do this means they get confused &#8211; if they get confused, they drop off!<\/p>\n<p>Which is why it all comes down to this:<\/p>\n<p><strong>\u201cSuccess in business comes down to one thing &#8211; communication.\u201d<\/strong><\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.11.11.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1076 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.11.11.png\" alt=\"Screen Shot 2016-06-17 at 13.11.11\" width=\"443\" height=\"162\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.11.11.png 443w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.11.11-300x110.png 300w\" sizes=\"(max-width: 443px) 100vw, 443px\" \/><\/a><\/p>\n<h2>#5 How To Get Buy-In<\/h2>\n<p>Contrary to what most PT\u2019s do &#8211; do not proceed with treatment <strong>before asking for \u201cpermission\u201d.<\/strong><\/p>\n<p>After your OBJECTIVE ask them to take a seat &#8211; and have a conversation with them about IF THEY WANT YOU TO PROCEED.<\/p>\n<p>Do NOT cash the cheque until they\u2019ve signed it!<\/p>\n<p>Because if you don\u2019t (ask), you are not giving them a chance to commit and ASK QUESTIONS they need answers to before you begin.<\/p>\n<p>We want them to ask ANY questions they have, to get any possible objections out of the way &#8211; so any objections don\u2019t come up later that night, or a few days later.<\/p>\n<p>Important: Do not take for granted that just because they are in the treatment room with you &#8211; that you have a patient.<\/p>\n<h2>#6 Escort The Patient To The Desk<\/h2>\n<p><strong>This is crucial.<\/strong><\/p>\n<p>I\u2019ve been in clinics where I\u2019ve seen a patient come to the end of a treatment session, and then have to walk to the front desk &#8211; alone.<\/p>\n<p>Mistake.<\/p>\n<p>Big mistake.<\/p>\n<p>If you allow your patients to walk out of the treatment room alone &#8211; that\u2019s when they are able to think up an excuse to DROP OFF or back down from what they agreed with the therapist.<\/p>\n<p>Allowing this to happen gives that person <strong>\u201c25\u201d seconds to work out an objection to the treatment plan you\u2019ve just given them.<\/strong><\/p>\n<p>Think about it\u2026<\/p>\n<p>The receptionist will have no idea of what has just gone on inside the treatment room &#8211; and if you allow your patient to walk there alone to book their sessions in, there\u2019s a chance that the agreed plan won\u2019t go ahead.<\/p>\n<p>Don\u2019t leave how many sessions your patient is agreeing to with the therapist in the hands of your Receptionist.<\/p>\n<p>Pharmacists don\u2019t decide on the volume of the medicine\u2026 the REAL experts do (the doctors)<\/p>\n<p><strong>Have your Therapist go WITH THEM to the front desk and book it all out.<\/strong><\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.52.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1077 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.52.png\" alt=\"Screen Shot 2016-06-17 at 13.10.52\" width=\"448\" height=\"301\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.52.png 448w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.52-300x202.png 300w\" sizes=\"(max-width: 448px) 100vw, 448px\" \/><\/a><\/p>\n<h2>#7 Don\u2019t Let Patients Become \u201cLost Sheep\u201d<\/h2>\n<p>In an ideal world we would love patients to schedule out ALL of their visits &#8211; and then attend.<\/p>\n<p>But we all know &#8211; it doesn\u2019t always work out that way and some will \u2018drop-off\u2019 (\u2026and then these people become \u2018lost sheep\u2019).<\/p>\n<p>Now, we can\u2019t always STOP this from happening, but we can limit it.<\/p>\n<p><strong>How?<\/strong> We go down every avenue we can to STOP \u2018drop-offs\u2019 from happening.<\/p>\n<p>If they call to cancel their appointment\u2026<\/p>\n<p>Get them to reconsider.<\/p>\n<p>If they say \u2018no\u2019<\/p>\n<p>See if you can MOVE it.<\/p>\n<p>And if they still say no\u2026<\/p>\n<p><strong>Get to the root-cause of WHY (they want to drop off).<\/strong><\/p>\n<p>If you just accept their cancellation and let them slip away, you\u2019ll likely lose them forever and miss out on helping them make the best decision.<\/p>\n<p>Next, what if they do drop off, or don\u2019t show up at all?!\u2026<\/p>\n<h2>#8 Follow-up With Drop-offs<\/h2>\n<p>This is the one thing that doesn\u2019t cross the minds of most PT business owners\u2026<\/p>\n<p>They think once someone\u2019s cancelled, or doesn\u2019t show it\u2019s game over.<\/p>\n<p>Well it will be game-over if you don\u2019t follow-up!<\/p>\n<p>Follow-up with these people who don\u2019t go ahead with agreed treatment plans and have real conversations about the problem.<\/p>\n<p>OR it\u2019ll keep on happening.<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.25.png\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1078 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.25.png\" alt=\"Screen Shot 2016-06-17 at 13.10.25\" width=\"445\" height=\"394\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.25.png 445w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-13.10.25-300x266.png 300w\" sizes=\"(max-width: 445px) 100vw, 445px\" \/><\/a><\/p>\n<h2>#9 The Biggest Area Of Opportunity With Drop-offs<\/h2>\n<p>Is by keeping IN TOUCH.<\/p>\n<p>(With an email follow-up system and the telephone).<\/p>\n<p>I said it above &#8211; if we fail to keep in touch, we\u2019ve lost them forever.<\/p>\n<p><strong>The FORTUNE is in the FOLLOW UP<\/strong> &#8211; is another one of my favourite sayings!<\/p>\n<p>Most people will think they can get their problem solved elsewhere.<\/p>\n<p>And some will!<\/p>\n<p>\u2026But many won\u2019t!<\/p>\n<p>And many will never think to get back in touch with you in fear of looking \u2018silly\u2019.<\/p>\n<p>You likely know I\u2019m BIG on having systems in place &#8211; and this one email follow-up system will address that you know why they might have gone elsewhere, but that you also know they won\u2019t get what they NEED by going elsewhere!<\/p>\n<p>This will get them back onto schedule, <strong>and quick!<\/strong><\/p>\n<p>That\u2019s \u2018drop-offs\u2019 and \u2018no-shows\u2019 covered, but what happens when a patient comes to the end of their treatment plan?<\/p>\n<h2>#10 The Final Phase Of The Patient Journey<\/h2>\n<p>This is something that I like to call:<\/p>\n<p><strong>\u201cThe Graduation\u201d process.<\/strong><\/p>\n<p>When the initial care plan is over, most clinics will let that person walk out hoping that they might just come back again if they get a bad back, or a sore ankle\u2026<\/p>\n<p>But what we want to really be doing is this &#8211; keep in touch!<\/p>\n<p>At least via email.<\/p>\n<p>This is where having systems in place is gold.<\/p>\n<p>At the Paul Gough Physio Rooms we have an automated sequence of emails that gets sent to that patient that engages them with content from blogs, connects them on Social Media and talks to them about other products and services\u2026<\/p>\n<p>These emails also allow us to get feedback and 5 star testimonials and reviews (perfect for helping others make better decisions about coming to see you!)\u2026<\/p>\n<p>On average most people will come back for further treatment, and buy additional products and services!<\/p>\n<p>It\u2019s all about being in front of people, to ultimately help them make better decisions &#8211; and that should be you!<\/p>\n<p>Okay! There\u2019s your final digest of week 6 of PT Business Growth school\u2026<\/p>\n<p>By now I\u2019m sure you realize these last 6 weeks have <strong>been all about creating REAL Systems.<\/strong><\/p>\n<p>PT Business Growth School is essentially me lifting the hood on three of the WORLD\u2019S most successful Physical Therapy Businesses\u2026 and exactly how to automate and systemize EVERYTHING in your business, so that it grows without you!<\/p>\n<p>The GOOD NEWS IS that for a short period of time <strong>you can ENROLL in the class starting TODAY.<\/strong><\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/growth-school\">Click here to go to the page and find more information about the 6 week class you can take right now!\u2026<\/a><\/p>\n<p>\u2026Each week we\u2019ll unlock a new module for you and you can join in the Group and ask your questions as they arise.<\/p>\n<p><strong><a href=\"http:\/\/www.ptprofitacademy.com\/growth-school\">Go here<\/a> for more information:<\/strong><\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/growth-school\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-1072 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42.png\" alt=\"Screen Shot 2016-06-17 at 18.25.42\" width=\"1289\" height=\"371\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42.png 1289w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-300x86.png 300w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-768x221.png 768w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-1024x295.png 1024w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/Screen-Shot-2016-06-17-at-18.25.42-624x180.png 624w\" sizes=\"(max-width: 1289px) 100vw, 1289px\" \/><\/a><\/p>\n<p>OR, if you\u2019d like to wait and take part with us in the LIVE action next time it comes around (we don\u2019t know when), here\u2019s what to do next\u2026<\/p>\n<p><a href=\"https:\/\/ptprofitacademy.leadpages.co\/growth-school-early-nov\/\">Click here if you\u2019d like to get notified of when this class next becomes available \u2013 and we\u2019ll be sure to add you to the early priority list, next time &gt;<\/a><\/p>\n<p>OR, if you\u2019re brand new to my PT Business Education Material:<\/p>\n<p><a href=\"http:\/\/Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education &gt;&gt;&gt;\">Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education &gt;&gt;&gt;<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Week 6 of PT Business Growth School is here and I can\u2019t believe it\u2019s our final class\u2026 This week we have PT Industry Superstar \u2018Jerry Durham\u2019 back in the room for Part 2 of the Module titled \u201cThe New Patient Journey Experience\u201d\u2026 In Part 1\u00a0we mapped out the ENTIRE journey, step by step, that your&hellip;<\/p>\n<a class=\"more-button\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/\">Read More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>[PT Business Growth School] - Say Goodbye To Patient Objections (Part 6) | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Here\u2019s a look behind the scenes of what happened in Module 6 of Physical Therapy Business Growth School, we share with you &quot;10&quot; of the most valuable take aways\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"[PT Business Growth School] - Say Goodbye To Patient Objections (Part 6) | Physical Therapy Profit Academy\" \/>\n<meta property=\"og:description\" content=\"Here\u2019s a look behind the scenes of what happened in Module 6 of Physical Therapy Business Growth School, we share with you &quot;10&quot; of the most valuable take aways\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/\" \/>\n<meta property=\"og:site_name\" content=\"Physical Therapy Profit Academy\" \/>\n<meta property=\"article:published_time\" content=\"2016-06-17T17:28:54+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2017-12-14T14:10:41+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/06\/BGS-Banner-Module-6.png\" \/>\n<meta name=\"author\" content=\"Paul Gough\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Paul Gough\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"10 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/\",\"url\":\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/\",\"name\":\"[PT Business Growth School] - Say Goodbye To Patient Objections (Part 6) | Physical Therapy Profit Academy\",\"isPartOf\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#website\"},\"datePublished\":\"2016-06-17T17:28:54+00:00\",\"dateModified\":\"2017-12-14T14:10:41+00:00\",\"author\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#\/schema\/person\/d16e50d3cb44072c5a70bb1b1628fc9d\"},\"description\":\"Here\u2019s a look behind the scenes of what happened in Module 6 of Physical Therapy Business Growth School, we share with you \\\"10\\\" of the most valuable take aways\",\"breadcrumb\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/physical-therapy-business-growth-school-week-6\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.ptprofitacademy.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"[PT Business Growth School] &#8211; 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