{"id":733,"date":"2015-10-05T13:15:31","date_gmt":"2015-10-05T12:15:31","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=733"},"modified":"2015-10-05T13:16:55","modified_gmt":"2015-10-05T12:16:55","slug":"the-40-copay-issue-and-dealing-with-it","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/the-40-copay-issue-and-dealing-with-it\/","title":{"rendered":"The \u201c$40 Copay\u201d Issue (\u2026And Dealing With It)"},"content":{"rendered":"\n\n
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\n 5\/5 - (1 vote) <\/div>\n <\/div>\n

So I\u2019m almost through with my trip to North Carolina\u2026<\/p>\n

(..and YES, it is as wet as they’re saying on the news!)\u00a0I spent the first few days working along side Dean Volk (of Volk PT) and his brilliant staff.<\/p>\n

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

Dean asked me to go to his clinic in Charlotte to give him a fresh perspective<\/strong> on the way he is currently doing things\u2026 and ideas to make them better.<\/p>\n

And in a conversation we had over dinner one night I revealed to him the \u201c3\u201d things that I believe will make the difference to whether or not PT clinics survive in this new economy.<\/p>\n

(Not the fiscal economy since the recession or Obama care – I\u2019m talking about the \u201cconnection\u201d economy that we\u2019re in).<\/p>\n

And here they are:<\/p>\n

===<\/p>\n

1.) Having a clear & consistent, ideal client focused on, solution to problem Marketing Message (\u2026that doesn\u2019t stop after one advert that didn\u2019t work)<\/p>\n

2.) The ability to create an EXPERIENCE for your patients that they can\u2019t get anywhere else (…this has nothing to do with PT skills)<\/p>\n

And, drum roll\u2026<\/p>\n

3.) The ability to overcome \u201cobjections\u201d<\/p>\n

===<\/p>\n

And it\u2019s the latter that is the where the big profit boosts come form.<\/p>\n

For every patient who tells you \u201cI\u2019m not paying $40 copay”…<\/em><\/p>\n

\u2026There are about 8 out of 10 of those people who WOULD<\/strong>, if you just take the time to ask them WHY?<\/p>\n

Ever done that?…\u00a0<\/strong><\/p>\n

Actually confronted the issue to find out why they won\u2019t?<\/p>\n

Or, do you just do as most PT\u2019s do and TELL them that they should come because it\u2019s their health and the doctor said so?<\/p>\n

Now, the REAL<\/strong> answer is RARELY that \u201cthey\u2019ve got no money\u201d.\u00a0<\/span><\/p>\n

And nor do they want to hear “but your doctor said”…<\/p>\n

Understanding this is a game changer for your practice.<\/p>\n

Want some proof?<\/p>\n

Ok\u2026<\/p>\n

So in three hours of being in Deans clinic in Concord on Monday<\/span><\/span> I heard that same \u201ccopay\u201d objection from two different patients who were waiting not so happily in reception after being told how much they\u2019d have to pay EVERY TIME! \u2026\u00a0<\/strong><\/p>\n

I walked over to the therapist about to begin the evaluation – and talked with her for less than two minutes about the exact way the conversation with the patient should go, to ensure that she would WANT to come back for more than one session.<\/p>\n

The result?<\/p>\n

Both clients agreed to schedule 4 further visits after the eval.<\/p>\n

Now this sent shock waves around Volk PT as every member of staff PT in there assumed that there was NO WAY these patients would re-book.<\/p>\n

But they did.<\/p>\n

And with it, almost $1000 made in just three hours<\/strong>, simply by figuring out how to handle an objection.<\/p>\n

I\u2019ve been out of Deans clinic for two days now\u2026 and I reckon it\u2019s likely to have happened at least a couple of times sinc.<\/p>\n

Do that Math\u2026<\/p>\n

In just three days, he\u2019s now about $3-4000 wealthier just as a result of his staff knowing how to handle objections.<\/p>\n

And that\u2019ll happen most every week from now as long as his staff continue to deal with objections in the step-by-step, question by question way that I showed them.<\/p>\n

The problem most PT\u2019s have?<\/p>\n

1.) They don\u2019t know how to handle objections (…or actually believe they can!)<\/p>\n

And,<\/p>\n

2.) They won\u2019t pay someone to find out how they should handle those objections currently costing them money (\u2026like Dean did).<\/p>\n

Anyhoo.<\/p>\n

Lesson over.<\/p>\n

I\u2019m off for another days learning about Marketing and Sales at my Mastermind Event in a very pretty, but very wet, Asheville.<\/p>\n

(Paid a LOT of money to be here).<\/p>\n

Alas…<\/p>\n

If you want some help to boost profits at your practice, maybe we should talk.<\/p>\n

Sincerely,<\/p>\n

Paul Gough<\/p>\n

Note to physical therapist looking for Marketing Ideas.<\/p>\n

Sign up to Pauls email list and get Marketing ideas and strategies for your pt clinic sent to you by email:<\/p>\n

Click Here to Subscribe to Paul’s Marketing Tips Email List >>><\/a><\/p>\n

 <\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

So I\u2019m almost through with my trip to North Carolina\u2026 (..and YES, it is as wet as they’re saying on the news!)\u00a0I spent the first few days working along side Dean Volk (of Volk PT) and his brilliant staff. Dean asked me to go to his clinic in Charlotte to give him a fresh perspective…<\/p>\nRead More<\/a>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[62],"tags":[],"yoast_head":"\nThe \u201c$40 Copay\u201d Issue (\u2026And Dealing With It) | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Learn the 3 things that will make a difference to your physical therapy clinic in this new economy if you want it to survive\" \/>\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\/the-40-copay-issue-and-dealing-with-it\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The \u201c$40 Copay\u201d Issue (\u2026And Dealing With It) | Physical Therapy Profit Academy\" \/>\n<meta property=\"og:description\" content=\"Learn the 3 things that will make a difference to your physical therapy clinic in this new economy if you want it to survive\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ptprofitacademy.com\/blog\/the-40-copay-issue-and-dealing-with-it\/\" \/>\n<meta property=\"og:site_name\" content=\"Physical Therapy Profit Academy\" \/>\n<meta property=\"article:published_time\" content=\"2015-10-05T12:15:31+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2015-10-05T12:16:55+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/10\/Untitled-design-10.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=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/the-40-copay-issue-and-dealing-with-it\/\",\"url\":\"https:\/\/www.ptprofitacademy.com\/blog\/the-40-copay-issue-and-dealing-with-it\/\",\"name\":\"The \u201c$40 Copay\u201d Issue (\u2026And Dealing With It) | Physical Therapy Profit Academy\",\"isPartOf\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#website\"},\"datePublished\":\"2015-10-05T12:15:31+00:00\",\"dateModified\":\"2015-10-05T12:16:55+00:00\",\"author\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#\/schema\/person\/d16e50d3cb44072c5a70bb1b1628fc9d\"},\"description\":\"Learn the 3 things that will make a difference to your physical therapy clinic in this new economy if you want it to survive\",\"breadcrumb\":{\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/the-40-copay-issue-and-dealing-with-it\/#breadcrumb\"},\"inLanguage\":\"en-GB\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.ptprofitacademy.com\/blog\/the-40-copay-issue-and-dealing-with-it\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/the-40-copay-issue-and-dealing-with-it\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.ptprofitacademy.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"The \u201c$40 Copay\u201d Issue (\u2026And Dealing With It)\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#website\",\"url\":\"https:\/\/www.ptprofitacademy.com\/blog\/\",\"name\":\"Physical Therapy Profit Academy\",\"description\":\"Marketing Strategies For Small And Independent Physical Therapy Clinic Owners That Actually Work\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.ptprofitacademy.com\/blog\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-GB\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#\/schema\/person\/d16e50d3cb44072c5a70bb1b1628fc9d\",\"name\":\"Paul Gough\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-GB\",\"@id\":\"https:\/\/www.ptprofitacademy.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/01\/paul-gough-wp-author-150x150.jpg\",\"contentUrl\":\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2015\/01\/paul-gough-wp-author-150x150.jpg\",\"caption\":\"Paul Gough\"},\"description\":\"PAUL GOUGH is one of the top Marketing and Business Coaches in the physical therapy industry and his Systems are helping clinic owners all across America run more profitable clinics. 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