{"id":914,"date":"2016-02-11T15:13:38","date_gmt":"2016-02-11T15:13:38","guid":{"rendered":"http:\/\/www.ptprofitacademy.com\/blog\/?p=914"},"modified":"2016-02-15T12:32:22","modified_gmt":"2016-02-15T12:32:22","slug":"why-physical-therapists-are-in-the-transformation-business-and-3-simple-ways-to-make-asking-for-payment-for-your-services-easier","status":"publish","type":"post","link":"https:\/\/www.ptprofitacademy.com\/blog\/why-physical-therapists-are-in-the-transformation-business-and-3-simple-ways-to-make-asking-for-payment-for-your-services-easier\/","title":{"rendered":"Why Physical Therapists Are In The Transformation Business And 3 Simple Ways To Make Asking For Payment For Your Services Easier"},"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;914&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;5&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 - (5 votes)&quot;,&quot;size&quot;:&quot;24&quot;,&quot;title&quot;:&quot;Why Physical Therapists Are In The Transformation Business And 3 Simple Ways To Make Asking For Payment For Your Services Easier&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 - (5 votes)    <\/div>\n    <\/div>\n<div class=\"arve\" data-mode=\"normal\" data-provider=\"youtube\" id=\"arve-youtube-60m9o4z7agg6a09d53ff1d40070218619\">\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-60m9o4z7agg6a09d53ff1d40070218619\" data-src-no-ap=\"https:\/\/www.youtube-nocookie.com\/embed\/60M9O4z7agg?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\/60M9O4z7agg?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\\\/why-physical-therapists-are-in-the-transformation-business-and-3-simple-ways-to-make-asking-for-payment-for-your-services-easier\\\/#arve-youtube-60m9o4z7agg6a09d53ff1d40070218619\",\"type\":\"VideoObject\",\"embedURL\":\"https:\\\/\\\/www.youtube-nocookie.com\\\/embed\\\/60M9O4z7agg?iv_load_policy=3&modestbranding=1&rel=0&autohide=1&playsinline=0&autoplay=0\"}<\/script>\n<\/div>\n\n<p>On this Physical Therapy Profit Academy Master Class, we\u2019re going to show you why Physical Therapists are NOT in the game of just fixing people\u2019s health or taking them out of pain\u2026<\/p>\n<p>\u2026but why we\u2019re actually in the <strong>\u201ctransformation industry\u201d<\/strong> and should be charging <strong>a LOT MORE<\/strong> for our services than we are.<\/p>\n<p>This article features a significant contribution from \u201cAnil Gupta\u201d of\u00a0<a href=\"http:\/\/www.immediatehappiness.com\" target=\"_blank\">www.immediatehappiness.com<\/a>,\u00a0who is one of the world\u2019s most gifted life coaches and is friends with people such as Tony Robbins and Sir Richard Branson.<\/p>\n<p><a href=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/02\/Why-Physical-Therapists-Are-In-The-Transformation-Business.png\" rel=\"attachment wp-att-915\"><img decoding=\"async\" loading=\"lazy\" class=\"aligncenter wp-image-915 size-full\" src=\"http:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/02\/Why-Physical-Therapists-Are-In-The-Transformation-Business.png\" alt=\"Why Physical Therapists Are In The Transformation Business\" width=\"560\" height=\"315\" srcset=\"https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/02\/Why-Physical-Therapists-Are-In-The-Transformation-Business.png 560w, https:\/\/www.ptprofitacademy.com\/blog\/wp-content\/uploads\/2016\/02\/Why-Physical-Therapists-Are-In-The-Transformation-Business-300x169.png 300w\" sizes=\"(max-width: 560px) 100vw, 560px\" \/><\/a><\/p>\n<h1 style=\"text-align: center;\">Lets Start With A True Story:<\/h1>\n<p>About 12 months ago I was in \u201cCalifornia\u201d and was catching up with a Physical Therapist from Long Beach, who told me that she really isn\u2019t comfortable with<strong> \u201ccharging people for her services\u201d.<\/strong><\/p>\n<p>She said she wasn\u2019t making the profits she deserved, and that alone was making it difficult for her to sustain keeping her own clinic open.<\/p>\n<p>At the time, she was even considering going back to working for a big hospital system three days per week &#8211; just to keep some regular money coming in.<\/p>\n<p>The problem was, <strong>she preferred to charge LOWER fees<\/strong> than any other PT clinic in her town, simply because she felt \u2018bad\u2019 about it, and even \u2018guilty\u2019 about it!<\/p>\n<p>That\u2019s not a good place for any business owner to be.<\/p>\n<p>But, this is a place where I suspect a lot of PT\u2019s find themselves.<\/p>\n<p>And, it comes down to 3 things:<\/p>\n<p><strong>1. Their own perception of the value and meaning of money<\/strong><\/p>\n<p><strong>2. No confidence in the ability to handle a conversation about money\/value<\/strong><\/p>\n<p><strong>3. No way of explaining what a PT REALLY does to help people that goes way beyond just \u201cending pain\u201d, or \u201cproviding PT\u201d<\/strong><\/p>\n<p>And it\u2019s the latter that we\u2019re going to talk about in this article:<\/p>\n<p><em><strong>\u201cThe reality that many PT\u2019s have NO IDEA of the REAL thing they do to help people &#8211; even the ones who have been at it for years\u201d.<\/strong><\/em><\/p>\n<p>Not understanding the REAL and significant value that I add to the lives of my patients was something that I struggled with at the very beginning of opening the <a href=\"http:\/\/www.paulgoughphysio.com\/\" target=\"_blank\">Paul Gough Physio Rooms.<\/a><\/p>\n<p>But when I moved away from thinking that I was asking people for money in exchange for a massage, or some exercises, or a manipulation or a certain type of stretch etc\u2026 <strong>the TRANSACTIONAL STUFF you do in each visit\u2026<\/strong><\/p>\n<p><strong>\u2026to the TRANSFORMATIONAL value that I add to peoples lives,<\/strong> then it all of a sudden became a lot easier to ask people for the price I wanted to charge.<\/p>\n<p>See, we\u2019re in the <strong>TRANSFORMATION industry.<\/strong><\/p>\n<p>(Not the PT industry).<\/p>\n<p>We\u2019re in the game of making people feel happy and healthy\u2026<\/p>\n<p>Taking them from a world of pain, fear, uncertainty and skepticism about what the future holds\u2026<\/p>\n<p>\u2026to a place which is a lot more happy, healthy, positive and confident &#8211; which allows them to live the life they want &#8211; on their terms.<\/p>\n<p>And it\u2019s the LATTER, for which you are asking for payment for.<\/p>\n<p>(Not your time, or the massage etc.)<\/p>\n<p><strong>The truth is, feeling guilty about charging for your services isn\u2019t going to pay the bills, or give you the life you dream of\u2026<\/strong><\/p>\n<p>\u2026the one that you deserve after the years of study and hard work and dedication &#8211; not to mention the risks involved in starting your business in the first place.<\/p>\n<p>If you\u2019re trying to overcome any obstacle &#8211; such as a fear of the money conversation &#8211; it helps to know what is happening in the first place.<\/p>\n<h1 style=\"text-align: center;\">So Let Me Ask You This:<\/h1>\n<p><em><strong>\u201cWhy do we even feel guilty charging for our time and our services in the first place?\u201d<\/strong><\/em><\/p>\n<p>I can think of a few reasons:<\/p>\n<p><strong>1. Lack of Understanding of Self-worth<\/strong><\/p>\n<p>This one can be hard to admit to ourselves, but if you\u2019re honest &#8211; do you feel \u201cworthy\u201d when you\u2019re providing your services to your patients?<\/p>\n<p>What I mean by that is &#8211; do you feel that what you provide is worth what you charge?<\/p>\n<p>Many of us don\u2019t believe we are worthy&#8230;<\/p>\n<p>We underestimate how skilled we are, and forget what we went through to get to where we are now\u2026<\/p>\n<p>And most of us don\u2019t even realize the value of our skills in relation to the people who come to see us.<\/p>\n<p>If we did &#8211; asking for money at the end of treatment sessions <strong>wouldn\u2019t even be an issue!<\/strong><\/p>\n<p>This is where you have to understand that you have an almost \u2018miracle performing\u2019 talent.<\/p>\n<p>You most likely take for granted your PT skills\u2026<\/p>\n<p>\u2026but others see what you do as very unique, special and something they\u2019ll pay good money for &#8211; because what your skills are doing is helping people to get BACK to living the life they want &#8211; before their chronic back pain got in the way, and before it severely limits the value and quality they can get from life.<\/p>\n<p>Or\u2026<\/p>\n<p><strong>2. You Don\u2019t Consider Your Self To Be An Expert! (Yet!)<\/strong><\/p>\n<p>Maybe you\u2019re a PT fresh out of PT school, or maybe you\u2019ve only just opened your practice and don\u2019t feel qualified as an \u2018expert\u2019 since you haven\u2019t got \u2018as much experience as the PT owner down the road\u2019 &#8211; so how CAN you justify charging more?<\/p>\n<p>What you have to forget is that experience means nothing if you\u2019re able to help them with what they\u2019ve got.<\/p>\n<p><strong>Experience is often \u201cover-rated\u201d\u2026<\/strong><\/p>\n<p>Experience is often just another word for bad or lazy habits.<\/p>\n<p>And do patients really care if you\u2019ve taken 20 years, OR, just one month to learn how to fix their stenosis or sciatica or, whatever the thing is that\u2019s keeping them from walking as far as they want, or playing with their grandkids?<\/p>\n<p><strong>Of course they don\u2019t.<\/strong><\/p>\n<p>The trick is to NOT be taking money from people who you KNOW you can\u2019t help\u2026<\/p>\n<p>When I first started the <a href=\"http:\/\/www.paulgoughphysio.com\/\" target=\"_blank\">Paul Gough Physio Rooms<\/a> I had a very limited number of skills &#8211; but ones that I knew could REALLY help people with certain and specific problems.<\/p>\n<p>If people came to me and I couldn\u2019t help them, I told them so, and I didn\u2019t charge them.<\/p>\n<p>This allowed me to build my practice and my reputation with integrity and confidence, knowing that people KNEW FOR SURE that if I took them on as a patient, they WOULD BE paying higher fees, but they\u2019d be certain to get the outcome they wanted.<\/p>\n<p>10 years on, my business is built upon that same philosophy of if we take you on, \u201cyou\u2019ll pay higher fees for seeing us\u201d, but you\u2019ll be happy that you did because we know how to get a limited number of things &#8211; VERY RIGHT, and we\u2019ll custom tailor an amazing experience along the way.<\/p>\n<p><strong>3. Fear Of The Relationship Changing<\/strong><\/p>\n<p>Sometimes, it\u2019s easy to be concerned that money &#8211; and when you ask for it &#8211; will change the relationship with your patients, and they\u2019ll go elsewhere\u2026<\/p>\n<p>But the reality is, <strong>nothing could be further from the truth.<\/strong><\/p>\n<p>Most patients are DESPERATE for you to bring the money thing up.<\/p>\n<p>They\u2019d be the ones FEELING GUILTY if you didn\u2019t.<\/p>\n<p><strong>People recognize great service\u2026 and are happy to pay for it.<\/strong><\/p>\n<p>If people aren\u2019t wanting to pay co-pay or deductibles &#8211; it\u2019s often a good indicator that they don\u2019t see the value, or haven\u2019t felt it, so if it keeps happening it might be time to look at some other things you\u2019re doing &#8211; <strong>or not doing.<\/strong><\/p>\n<p>Make sense so far?<\/p>\n<p>What people are PAYING FOR is to walk away from your treatment room feeling great, knowing that their body is on the road to recovery\u2026<\/p>\n<p>To leave feeling positive knowing that soon they\u2019ll be able to play with their grandkids again, play golf with their friends again, sleep easy at night, etc\u2026<\/p>\n<p>To go home knowing they\u2019re equipped with the right exercise and strategies to ease their pain when, and if it ever strikes again\u2026<\/p>\n<h1 style=\"text-align: center;\">So Now I Want You To Ask Yourself This:<\/h1>\n<p>If you had to visit a doctor and had a choice of who you went to see and you could choose between one who charges $10 an hour\u2026<\/p>\n<p>\u2026or one who charges $30 an hour but got life-changing results\u2026<\/p>\n<p>Who would you pick?<\/p>\n<p><strong>My bet is the cost wouldn\u2019t even factor in and you\u2019d pay whatever the price was, to get the result that you NEED.<\/strong><\/p>\n<p>So it\u2019s exactly the same with YOU.<\/p>\n<p>When you perform your PT services you\u2019re doing so much MORE than just easing back pain or fixing a knee injury. &#8211; <strong>you\u2019re giving people back their life.<\/strong><\/p>\n<p>Just think how incredible that is.<\/p>\n<p>You\u2019re giving them back their happiness, their freedom, joy, laughter, their quality time with loved ones.<\/p>\n<h1 style=\"text-align: center;\">Write This Down:<\/h1>\n<p><strong>The work that you do as a Physical Therapist is not transactional\u2026<\/strong><\/p>\n<p><strong>\u2026it\u2019s \u201cTRANSFORMATIONAL\u201d<\/strong><\/p>\n<p>People WILL pay for TRANSFORMATION.<\/p>\n<h1 style=\"text-align: center;\">So, What Can You Do To Get Over Feeling The Guilt That\u2019s Holding You Back?<\/h1>\n<p><strong>1. Understand the real difference you are making to your patient\u2019s life.<\/strong><\/p>\n<p>For the services you\u2019re providing, just look at what you\u2019re helping that person to achieve.<\/p>\n<p>Think about their goals and what they were being stopped from doing &#8211; before they came to see you.<\/p>\n<p>The real point to re-iterate is recognizing that &#8211; <strong>the work you\u2019re doing is NOT transactional it\u2019s TRANSFORMATIONAL.<\/strong><\/p>\n<p>Therefore people WILL pay higher prices.<\/p>\n<p><strong>2. Recognize you can never get that time back<\/strong><\/p>\n<p>Guilt doesn\u2019t pay the bills, and it certainly won\u2019t grow your practice!<\/p>\n<p><strong>3. Realise that people VALUE what they pay for<\/strong><\/p>\n<p>You\u2019re making a difference!<\/p>\n<p>At the end of it all, giving away your help for little money, or for free &#8211; very rarely creates the outcome your patients are looking for.<\/p>\n<p>From my experience, patients<\/p>\n<p><strong>a) Value your expertise<\/strong><\/p>\n<p>And<\/p>\n<p><strong>b) Will actually put what you\u2019ve given them to good use, if they\u2019ve had to make an investment.<\/strong><\/p>\n<p>If they haven\u2019t, there\u2019s no motivation to \u2018make the changes they need to make right now.\u2019<\/p>\n<p>So yes, give away a part of your knowledge &#8211; that patients, (and potential patients), will get true and quick value from\u2026<\/p>\n<p>\u2026but then show them the transformation they could get by investing in Physical Therapy with YOU.<\/p>\n<p>Another thing\u2026<\/p>\n<p>You\u2019ve also got to separate your business from your emotions &#8211; of course you want to help people.<\/p>\n<p>If you didn\u2019t have that drive, you wouldn\u2019t have opened your own clinic!<\/p>\n<p>But you can\u2019t help people the way you want to &#8211; the way they need you to &#8211; if your business doesn\u2019t survive.<\/p>\n<p>Asking for money can be uncomfortable to start with, but that can be changed with a few tweaks to the way you think about money and the value of what you\u2019re providing.<\/p>\n<p>If people really want to achieve the lifestyle you can give them, in my experience, they will always find the funds they need.<\/p>\n<p>For more Marketing ideas like this, go here next:<\/p>\n<p><a href=\"https:\/\/my.leadpages.net\/leadbox\/14239b173f72a2%3A1580dba8fb46dc\/5705241014042624\/\" target=\"_blank\">Click Here to Subscribe to Paul\u2019s Marketing Tips Email List &gt;&gt;&gt;<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>On this Physical Therapy Profit Academy Master Class, we\u2019re going to show you why Physical Therapists are NOT in the game of just fixing people\u2019s health or taking them out of pain\u2026 \u2026but why we\u2019re actually in the \u201ctransformation industry\u201d and should be charging a LOT MORE for our services than we are. This article&hellip;<\/p>\n<a class=\"more-button\" href=\"https:\/\/www.ptprofitacademy.com\/blog\/why-physical-therapists-are-in-the-transformation-business-and-3-simple-ways-to-make-asking-for-payment-for-your-services-easier\/\">Read 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":"<!-- This site is optimized with the Yoast SEO plugin v20.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Why Physical Therapists Are In The Transformation Business And 3 Simple Ways To Make Asking For Payment For Your Services Easier | Physical Therapy Profit Academy<\/title>\n<meta name=\"description\" content=\"Learn why Physical Therapists are in the Transformation Industry, and why we SHOULD be charging more for our services.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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