3 Simple Strategies to Generate More Income without More Marketing

Hey, what's up? So right now I'm going to teach you the three simple strategies to generate more income without more marketing. Fair enough. I'm going to teach you how to make more money and help more people without actually doing more marketing. Hey, what's up? My name's Dr. Aaron Labourer. I'm a physical therapist. I'm a cash practice owner and I'm in labour physical therapy here in Greensboro. And I own Labourer Consulting and we help passionate physical therapists scale their time, income and impact and make more money without the stress and overwhelm of growing your business. So what I'd love to know right now, if you're watching, you know what scares you about marketing. But really, before we get into this, I want you to hit like subscribe, click the notification bell, maybe even hit the thumbs up or hearts if that's what's on your screen, so that you can see more videos just like this, more videos so that you can level up your business, grow your business and help more people. Because that's what this game is all about. It's helping more people. And how do we help them? By producing amazing results and also getting them to enroll in our programs and getting their awareness. So results is how you do physical therapy. Enrolling in your programs is sales. How you get them to know physical therapy is a solution. That's marketing. Number one problem a lot of people come to me with is, Aaron, I need more new patients. I just need more new patients. Like maybe, yes, you're launching a practice and just getting started or you already are full and you've hired on some other pts and their schedule is not full. It's like, Aaron, I need more new patients. More new patients. More and more. More new patients. More new patients. A lot of times is the solution, but most of times it's not. It's kind of like, it's kind of like when you have back pain, it's kind of like rubbing some cream on there from cvs. We can do some marketing. It's sexy. People think marketing is what they need, but I don't need to rub like Tiger Balm on your back. If you have a hip problem and we are not actually right now solving your problem, but I'm going to help you solve a problem that most of you have. You don't know how to make money and we're not talking about raising your rates. That's another video training that I've done. We're not going to raise your rates because I'm assuming that you're watching this. Your rates are good enough or you know that I'm going to tell you to raise your rates if you actually told me what they were. But we're not raising rates. This is not raising rates things. What you need is an elevation strategy, an ascension strategy. Not only do we need to nurture our leads that come in once people become leads, and especially once they become clients, we need to ascend them up our value ladder. You can double or triple or maybe even 10x your business using these three strategies below that I'm going to share with you. Like I said, if you don't know who I am, My name is Dr. Aaron LeBauer I've launched and scaled a cash practice right after school, which is, we had a practice and it was running, it's 100% cash practice. We've hired other people to work in our business. Like I really, I don't do any work in the business over there anymore. And people started asking me, how'd you do it? So I started teaching them and grew a coaching business and now we've got a course, the Cash PD blueprint and the platinum mastermind program. The real reason is, is because I wanted to figure out a way to help patients in a real authentic manner that didn't rely on insurance companies to pay me. So patients come in the door and they're paying you per visit and you're trading time for money, which is fine. It's needed in order to earn generational wealth. We have to get out of the time for money trap. But in order to start scaling our business, we have to maximize our new patient value. A lot of in network practices, you know what they're going to do to maximize their value of each patient. They're going to make sure you, the employee, are billing all the units that you can. They're going to make sure that you, you're not just billing three units, you're billing four units per hour. Whatever the arbitrary number is, they're going to make sure that they're going to track. I've seen this through some of these EMRs. They're tracking how many units you built. That's not what we're going to do either. Strategy number one, include an upsell. So think about this. Your patient comes in or your client comes into your online program. What else do they need to complete their journey with you? Specifically, one of the best upsells is something tangible, especially for a service like physical therapy or coaching. What's the tangible item? What's the thing that they can touch or hold or download that. They also need a lot of our patients. We will recommend a rumble roller or a theracane or some other tool. R8 roll recovery is one of my favorite. Especially for arm pain, we will recommend a tool for people to use at home. I want our patients to be empowered to take care of themselves at home. They're not coming to our clinic to do exercises they can do at the gym. We don't make a lot of money on these, but a couple extra thousand dollars a year never hurt anyone. You need an upsell sell is something that's built into the checkout. Here's how that looks on a. In like an online business, you're buying the course and there's a little button there to get the. I think for income impact Academy we had a online image vault. All the image templates you need for your social Media, we sold 30% close rate on that. For the Cash PD blueprint, we've got a one click upsell to get into the PT email engine. 40% of people choose that, which is great, but it's not just me taking their money or you taking their money. It's you solving another problem that you know your customer has. So when you know your customer so well, you know all the problems that they're going to have and so you can anticipate that. And so that's where an upsell comes in. An upsell also looks like you've enrolled in the program. Hey, Mrs. Jones, you know what? We've got to bigger, better program. How about we get you into that program that's also an upsell. There's the upsell on the checkout, but then there's an upsell that comes in later. Like maybe once you've graduated, we can get our patients into our Wellness Warrior program. So when they finish a plan of care or before they finish the plan of care, we're already seeding the Wellness Warrior program for the people it's right for. On our coaching side, the couple things we do is on the thank you page there's a video to get into a call or get into the other program that we know is complementary to what you just enrolled in. That's what an upsell does. It allows us to generate more revenue with one sale. You know this because you've watched late night tv because when you order the vitamins or they're always like, buy two more. Or when you go to Amazon, let's say you buy some new razors, they're gonna be like, don't you want some toothpaste that's called an upsell. If you know you can help your patients and your clients, it's up to you to do this in your business. Number two is the resell. What's a resell? It's just the word. Sounds really good to me. But here's what it is. It's getting someone through a plan of care or a program and knowing they need more. So it's kind of like an upsell, but it's re enrollment. It's re enrolling them into a program. Let's say you've got a one year wellness program. How do we get them to do it again? Or how do we get someone through their plan of care? Now we've got it through a plan of care of eight visits for your back. But halfway through, I know you now have a hip. A hip issue or an ankle issue that you also want to address. Mrs. Jones, let's get you in this. Let's just bump you into another eight visits. Like get you into a plus pack is what we'll tell our patients. With a lot of your programs, you're dropping people off before they're actually finished. So we need to get you in to resell the program. I would love to build a strategy where you don't have to resell people into it, but a lot of times you do. You have to get them into the next thing or into that same thing again. And so what does that look like is before that program's done, you have to start having the conversation about what it looks like to do this the next time in like an online business. What does it look like that looks like you got a coaching program or a subscription model? A lot of them will be built into once you start. It's month to month, but some of them have a defined period. And we need to get people to understand that this isn't either ongoing or it's. It's something they need to do again because it's a need. So hopefully that's making sense. It's the same reason why many of you have repeated con ed. You've taken dry needling from multiple people, right? What if not just taking dry needling 1, 2 and 3, you could take a dry needling like advanced or review or something with other people. It's not just doing the same thing over again, is taking the same thing and going to the next level. But a lot of you do it in different with different companies once you get your certification. But what if it was the, you know, like you could progress, keep progressing with the same business because you know, love and trust them already. If you can comment below, like what's been most helpful for you about this? Or what are your aha moments or insights? And if you share yours, you'll trigger that aha in someone else and help somebody else. So just be sure you comment below and let me know. The third one, how do we make more money without doing more marketing? Is we. Well, let me go back and tell you guys this, that an existing client or customer is 10 times more likely to buy from you than a new customer. Okay, I forgot to start with that. I forgot to start with that. The third thing. So I'm going to give you a fourth bonus. You reach back out to your prior customer list and see what help they need. Hey, Mrs. Jones, how are you doing? Are you 100%, you know, since your last visit? Or you reach out to email? Hey Fred, you know, we've got this new workshop coming up. Would you like to join us? All I gotta do is reach back out through email or even phone and that's. We automate that with the PT email engine. Same reason that. Okay, you like Adidas. You like Adidas, you go back and once your current pair of Adidas wear out, you go buy new Adidas because you like Adidas. So all Adidas has to do is send some ads to you and show you who they sponsor and you're more likely to go back. The fourth thing. So that was the bonus. Nut number three was the bonus. This is the fourth one. The PIF discount, the paid in full discount. Many people, if you do your job, enrolling them in your program and asking the right questions in the sales process, they will pay in full for a discount. Okay, why is that important? You're rewarding commitment, not frequency, so you're not charging less. You're not giving them a discount for buying a 10 pack instead of a five pack. You're a doctor, you get to make a recommendation for how many visits they need. You're giving them a discount based on their commitment to the plan and not their frequency of visits. We can also do it where if you've never done this before and you have a patient who's got an eight visit plan of care and they've got three or three to five visits left, you could call them right now and be like, hey, Mrs. Jones, I'm running a special this month. Like you would start like, hey, you know, is it okay time to chat? And you know, gosh, like the progress, you know, how are you doing? What progress? Have you made. Oh, my God. The progress you've made in just three or four visits is amazing. You know, can you imagine the progress we'll make once we get finish your plan of care? And she goes, oh, yeah, I can't wait. Can't wait to go on that hike. Okay, Mrs. Jones, I'm running a special this month. Would you like to learn how to save $100? Yes. Okay, great. Well, if you go ahead and pay in full for the remainder of your program, I'd be happy to give you a 10% discount. And knowing that that equals $100 discount, because 10% sounds small, but if you like, hey, you want to save 100 bucks? Everyone wants to save 100 bucks. I know exactly what I can do with a hundred bucks. Right. Do you know what you would do if you had an extra hundred bucks right now? Comment below, let me know what would you do with an extra 100 bucks? Don't be shy. So the other thing we can do is you can go back and do this. What we call as the PIF Tsunami, which is a strategy we get started on with all of our Platinum Mastermind members as they get on board with their game plan is to go through their current list of patients and clients and offer them a paid in full discount. Now, I just did a training on the PIF Tsunami in our private Facebook group for PT bizcon. And if you'd like access to it, it's a secret bonus. For PT Bizcon, the whole goal is, is to help you make more money before the event even comes. The main thing I want you to understand is you already know what to do. You already know that you just need to contact people and make this offer. I mean, I gave you the script, but if you actually want the script so you can print it out, download it and follow it. If you want a longer, more in depth training on how to do the PIF Tsunami, it's now a bonus as of a few minutes ago in our group in PT Bizcon 2022. Because what I want you to do is I want you to generate more money so you can help more people, so you can have more time with your family, so that you arrive at PT bizcon where you show up to like say, Aaron, I want to work with you, having already made money from our Strat, our free strategies, or our low ticket strategies, so that you're like, it's a no brainer. I've got plenty of revenue because Aaron already helped me make money. I can invest this in myself to work with you. That's really what I want. I want to make sure that you have no excuses and no reasons not to work with me when you're ready. Greg Todd asked me this yesterday on a podcast. Would you invest last year in coaching? And it's 84,000 about, I think $84,000, a $50,000 program, a $34,000 program. I get to take what I learned and distill it down for you. And you don't pay what I pay, you pay a whole lot less, which is, I think is dope. But it doesn't matter what the strategy is or what the idea is if you don't take action on it. And a lot of you won't take action because this is a free video audio recording. When you put some money and skin in the game, just like you ask your patients to do it, they're going to get better and you're going to grow your business. So if you want access to the exact strategy and and script and you want to join us for two full days of business growth, you need to join us at PT bizcon. There's really no reason, if you're a physical therapist, occupational therapist, massage therapist, speech language pathologist, chiropractor, acupuncturist, someone in healthcare, or even a business coach, health coach, you have an online business, you have an in person business. You want to be in business and you want to grow it to massive success. And you're watching this, then you should be at PT Bizcon because that's what we're going to go over is the latest business growth, marketing, sales scale, system strategies that you need so you can grow your business, help more people without working harder. You get to work smarter and you get to do it and have fun and be around other people doing it with you because proximity is power and you can see and elevate your mindset and your strategies and your growth by being close to other people doing it and who are more successful than you. If you want to get access to this strategy, the PIF tsunami and PT bizcon, go to ptbizcon.com if I haven't already, I will drop drop the link down below or you can go to Instagram and click the link in my bio and it'll be in there as well. If you can't find the link, go to ptbizcon.com check out all the details, watch the videos we put up there, read the letter that I wrote for you and grab your ticket to join us. There's two types of tickets, a general admission and VIP ticket. And guess what? The prices are going up soon. We've got early bird tickets and once they're sold out or once the deadline comes, the price goes up. The price is going to go up. Why? Because I want to encourage you to take action. Because I know if you don't take action, you'll never get results. But if you do get off that fence, you're going to get results. You get off the fence, you invest in yourself, you put some skin in the game, you're going to get massive results. Like dozens of our success stories and Mastermind members and people who like Ariel Horahan who came to PT bizcon last year. And just by being there she learned and got what she needed to do to grow a six figure cash practice that's allowed her to create a life that she wanted and create a schedule that works for her and work with the only the people that she's super excited about. She just sent me a video a few days ago. Like I was like, holy cow, this is awesome. People like that. People like Ben Baggy, who was told he needed five years experience, who now at three years out of PD school has a million dollar business. People like Brandon Smith, who's helping other physical therapists make more money. He's got recurring revenue of like five or six thousand dollars a month. Plus he's made three times this year, made 40k in a week, three different times with three different pathways. Both of those guys are speaking Bedris Coolian, who's my coach, CEO of Fit by Boot Camp. He's speaking there's too many people to list and too many reasons to be there. There's a lot of reasons not to be there. One, you don't trust me. Two, you don't trust me. And three, you don't think it's right for you because you don't want to be in business. That's okay. Every other reason you know that's okay. You don't have to trust me. But all I can say is I put out a lot of free stuff. If you don't know me yet, go listen to my podcasts and come back and let's get going. Or just take a leap of faith and realize there's a reason that my business is running across the street and I'm sitting here chatting with you in the afternoon and I'm not seeing patients all day long because we've built a business that survives without me and I'd love to help you do the same. So for all those reasons, go grab your ticket to PT Bizcon right now. Get in before the price goes up. You wait too long and you miss out on all the dope bonuses that we got in there. I look forward to seeing you at the show. Comment below. Let me know what's most helpful for you. If you have any questions, I'll put that script over in the group so you can get it and we'll see you there. See you at the show. And keep rocking and rolling. Peace.