{"id":1158,"date":"2016-08-16T11:23:32","date_gmt":"2016-08-16T10:23:32","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=1158"},"modified":"2016-08-16T11:23:32","modified_gmt":"2016-08-16T10:23:32","slug":"why-a-white-cloak-and-a-dpt-isnt-leading-to-more-compliance","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/why-a-white-cloak-and-a-dpt-isnt-leading-to-more-compliance\/","title":{"rendered":"Why A \u201cWhite Cloak\u201d And A \u201cDPT\u201d Isn\u2019t Leading To More Compliance\u2026"},"content":{"rendered":"\n\n
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\n 5\/5 - (1 vote) <\/div>\n <\/div>\n

This question came in from one of my coaching group members, yesterday:<\/p>\n

==<\/p>\n

“Paul, curious to know where your ‘ask for permission’ principle to your business originated from. <\/em><\/strong><\/p>\n

I LOVE it and want to dive a bit deeper into understanding the psych behind the technique. Can you talk more about it and point me in the direction of a resource? Many thanks”!<\/em><\/strong><\/p>\n

– Matt DeBole, Agile Physical Therapy, Palo Alto, CA.<\/em> <\/strong><\/p>\n

===<\/p>\n

\"What<\/a><\/p>\n

Am I okay to give you the answer???<\/p>\n

(Thanks!)<\/p>\n

So here goes\u2026<\/p>\n

\u2026(why I\u2019m a huge fan of the \u201casking your patient for permission\u201d for EVERYTHING concept).<\/p>\n

The primary reason is that the old fashioned way of the \u201cDoctor is God\u201d way of thinking, is now, just about, absolutely DEAD!<\/strong><\/p>\n

Other than your Grandparents – or people aged 70+ – there\u2019s not that many people who enjoy being told what to do – by anyone!<\/p>\n

(My 3 year old son “Harry” REALLY doesn\u2019t like it \ud83d\ude09 )<\/p>\n

The problem is that many health care professionals have failed to recognize this massive shift in human behaviour\u2026<\/p>\n

The internet, Google and things like Facebook in particular – have given YOUR consumer a voice that can be heard\u2026<\/p>\n

They have an opinion\u2026<\/p>\n

\u2026and most importantly of all, they have a \u201cCHOICE\u201d!<\/p>\n

And the moment we start to \u201ctell\u201d\u2026<\/p>\n

\u2026we are talking to them in a way that doesn\u2019t respect how they live the rest of their lives\u2026<\/p>\n

If we \u201cASK\u201d, we build confidence, TRUST and we EMPOWER our patients…<\/strong><\/p>\n

All of that means they feel safe and if they feel safe they make more confident decisions.<\/p>\n

Now, of course, we\u2019re going to ask in such a way that leads the person to the point where we KNOW they need to be…<\/p>\n

How do we know where they need to be?<\/p>\n

Through ASKING the right questions<\/strong> on our websites, at the initial phone call and in the Eval.<\/p>\n

(And then LISTENING).<\/p>\n

The problem is, so many PT\u2019s hide behind their \u201cqualifications\u201d and STILL live the way it was 10-15-20 years ago where people USED to respect people like you and I who told them what to do…<\/p>\n

The white cloak or shirt and tie with a clip board in arm worked in the 70\u2019s and 80\u2019s – even the 90\u2019s perhaps\u2026<\/p>\n

\u2026but not in 2016.<\/strong><\/p>\n

Getting patients to comply and agree so that they FOLLOW THROUGH ON YOUR PRESCRIPTION starts with YOU asking for permission for everything:<\/p>\n

“Am I okay to tell you how else we might be able to help you?\u201d\u2026<\/em><\/strong><\/p>\n

\u2026”Am I okay to make a recommendation of care?\u201d<\/em><\/strong><\/p>\n

\u2026”Am I okay to put my hand on your leg?\u2026\u201d<\/em><\/strong><\/p>\n

\u2026Knock, knock: \u201cAm I okay to enter the room?\u2026\u201d<\/em><\/strong><\/p>\n

\u2026Ring, Ring: “am I okay to ANSWER THE PHONE\u201d<\/em><\/strong> (\u2026if your receptionist is talking to a patient in reception\u2026)<\/p>\n

\u2026\u201dAm I okay to go ahead to charge your card for your contribution to todays session\u201d\u2026<\/em><\/strong><\/p>\n

And so it goes on\u2026<\/p>\n

The more that you \u201cask\u201d for permission, the more successful you\u2019ll be\u2026<\/p>\n

A resource to look up to learn more about this?<\/p>\n

Try this book: “UCLA: A Prescription For Excellence” (By Dr.Joseph Michelli)\u2026<\/a><\/p>\n

(When you’ve read it, be sure to get in touch and let me know how it impacted you).<\/p>\n

Anyhow\u2026<\/p>\n

Have a great day \ud83d\ude09<\/p>\n

Sincerely,<\/p>\n

Paul Gough<\/p>\n

P.S<\/strong> Which of the following did you miss??<\/p>\n

=============
\nRound up of last weeks top content:<\/strong>
\n=============<\/p>\n

– Accelerator Method: Accelerator Method – 24\/7 Inquiries From Your Website<\/a> (\u2026this article reveals why most PT websites are failing – be sure to show it to your webmaster \ud83d\ude09 )<\/p>\n

– Podcast: Episode 006 with Dr.Jarod Carter, the \u201cLarry King\u201d of PT Podcasts <\/a>talks about the challenges he\u2019s facing as he grows from solo-practitioner to business owner with staff\u2026 click to download and listen to it while you run, walk, drive or fly!<\/p>\n

– YouTube Show: Episode 025<\/a> – Why No One Wants To Pay For Physical Therapy Anymore<\/strong> (\u2026it\u2019s true, and this video explains what they will pay for instead!!)\u2026click here to watch it then Subscribe on Youtube!<\/p>\n

===<\/p>\n

For more PT Business Education like this:<\/strong><\/p>\n

\u2013 Click here to subscribe to my email list and I\u2019ll send you more Physical Therapy Business Education >>><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

This question came in from one of my coaching group members, yesterday: == “Paul, curious to know where your ‘ask for permission’ principle to your business originated from. I LOVE it and want to dive a bit deeper into understanding the psych behind the technique. Can you talk more about it and point me in…<\/p>\nRead More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[34],"tags":[],"yoast_head":"\nWhy A \u201cWhite Cloak\u201d And A \u201cDPT\u201d Isn\u2019t Leading To More Compliance\u2026 | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Here's why I\u2019m a huge fan of the \u201casking your patient for permission\u201d for EVERYTHING concept, and why it's so important to helping them feel safe into making more confident decisions to do business with you\" \/>\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\/why-a-white-cloak-and-a-dpt-isnt-leading-to-more-compliance\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Why A \u201cWhite Cloak\u201d And A \u201cDPT\u201d Isn\u2019t Leading To More Compliance\u2026 | Physical Therapy Profit Academy\" \/>\n<meta property=\"og:description\" content=\"Here's why I\u2019m a huge fan of the \u201casking your patient for permission\u201d for EVERYTHING concept, and why it's so important to helping them feel safe into making more confident decisions to do business with you\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ptprofitacademy.com\/blog\/why-a-white-cloak-and-a-dpt-isnt-leading-to-more-compliance\/\" \/>\n<meta property=\"og:site_name\" content=\"Physical Therapy Profit Academy\" \/>\n<meta property=\"article:published_time\" content=\"2016-08-16T10:23:32+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/08\/What-A-Patient-Price-Objection-Really-Means-4.png\" \/>\n<meta name=\"author\" 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