Introducing Ethical Influence: The Secret Fix for Your Physical Therapy Marketing Problem

Hey, did you know that the number one reason people object to paying cash for physical therapy is not that you don't take their insurance, but it's that they don't understand the value of what you provide and exactly what you can do for them that's different than they can get down the street. I know it sounds crazy because we're so used to hearing about marketing our clinics to get more new patients, calling to schedule an evaluation to improve your business. And while that's important, I'm going to share three secrets with you today that are going to revolutionize the way you evaluate every new patient in your clinic. Hey, my name is Aaron LeBauer and I'm the host of the Cash PT Lunch Hour podcast. I created the Cash PT Nation on Facebook. I own a 100% cash based physical therapy clinic I started right after I graduated from PT school. And I am a business coach who has helped literally thousands of people around the world set up their businesses, build their websites, market their practices, write their sales, copy, scale their clinics, pay off their school loans, and learn to ethically sell physical therapy, all without relying on insurance companies. So what is the most important part of your clinic's evaluation? It's the questions you ask that are not even about their pain or injury. What most struggling clinic owners think is that they just need to put more time, money and effort into marketing their clinic, when the truth is they actually have enough new patients already scheduled calling and walking through the door. They just can't see that they have a sales and conversions problem. That is they don't charge enough, even less than personal trainers and massage therapists. Their fee schedule is inconsistent, and they are afraid to actually sell physical therapy to their patients because they feel bad about it. So I'm going to share with you three secrets about scheduling new patients and the questions you need to ask that are not even about their injury. So you'll know exactly how you can transform your business with the patients you already have by learning how to ask the right questions and ethically sell physical therapy. And I know what you're probably thinking. I don't want to sound like a used car salesman or that selling is a bad thing. My patients have already complained when I raised my prices before and that you can't charge more than the competition. But again, I'm going to show you exactly how you can feel good about selling your patients the plan of care you know they need and how you can help them get amazing results while also growing your business and creating the impact that you really want in your business, community and life. So the first secret is most physical therapy clinic owners are charging way too little. The big problem here is that you've set your rates based on what your old clinic charged, what insurance will pay, or what other clinic owners who have never studied business sales and marketing are charging their patients. And you're probably charging way less than massage therapists, personal trainers, and other service professionals that your patients gladly pay in cash to work with when you have a more advanced degree and greater ability to make an even bigger impact in their life. This is important because understanding the value you provide and the enormous transformation is you can help your patients make in their life is how you should set your rates and decide what you charge. It's absolutely not unethical to charge higher fees for physical therapy. It's actually your moral obligation to learn how to sell your services to patients so they can avoid expensive imaging and unnecessary surgeries. In reality, we are not selling physical therapy. You are finding out exactly why your patient wants you to help them. And then if and only if you know you can help them solve their problem, you are selling them the ability to do that important activity that they want to participate in. As long as you know exactly why that activity is so important for them to be able to do again, and they know they can't get there with anyone else because others will never ask about it, you will be successful. The second secret is that most clinic owners don't ask the right questions in their evaluation. The main thing to understand here is that without asking the right questions, you will never truly understand why your patient is motivated to get physical therapy in the first place. And without understanding this, you will feel apprehensive about charging more and uncomfortable selling physical therapy. This means most physical therapists just ask about and treat body parts that the patient complains of or that is written on the script. They talk about range of motion, getting rid of pain or performance. This is a huge deal because our patients are more than just a total hip or knee and they want more out of life and physical therapy than to be able to do the activities they love and get the care they deserve. They are humans and have whole body problems and varying reasons why they want a solution. Now they also have many different options for addressing their pain and medications, braces, tape, creams, injections, needling, surgery, etc. And without asking the right questions, you'll never truly understand why it's so important to you why it's so important to them for you to help them transform their life. The third secret is that most clinic owners, even if they know they need to raise their prices and know that they need to learn how to sell physical therapy, they don't have a proven system to follow through trial and error. You can attempt to figure all this out yourself or you can follow a proven system that already works. This is key because when you use a model, a proven system, you are much less likely to make common mistakes like raising your rates four times in one year because you're feeling hesitant each time. You only go up $5 to $10 a visit. Or you make patients upset with your questions because you don't know exactly what to ask and you feel uncomfortable with the process. Or you are even just unable to convince patients to finish their plan of care, even when you know you are the best person in town to help them. Now I know what you're thinking. This isn't going to work for me. I can't raise my rates higher than my mentor. I don't want to sell physical therapy because it feels yucky. My patients can't afford higher fees. It won't work in my town. They've already complained when I did it last year and because what I really just need is to improve my marketing and and get more new patients in the door. Well, the tricky thing is that it's only unethical of you to try and sell someone a physical therapy plan of care that they don't need. That doesn't happen in my practice and it's not what I'm teaching or recommending. What you're really doing is undervaluing yourself and your ability to change your patient's life and your ability to change your patients lives. And and while doing anything possible to avoid feeling uncomfortable when what you can really do is make a massive transformation in your business and the lives of those you care for. In fact, with the scripts and questions I teach and the mindset we'll install in your business, you'll learn so much more about your patients and why they feel the need to do something about their injury or pain condition now that they will trust you even more and truly understand that you are the only one who really understands them and who can help them. Basing your rates and sales process on what others are doing, especially those who severely undervalue what they are providing and have absolutely no business training is ridiculous. You wouldn't treat your patient the way a self taught, unlicensed, self professed healer does, would you? And so I've developed a new training program that you can use to ethically raise your rates and sell the physical therapy programs your patients actually need. I've tested these scripts and strategies myself in my own clinic. I've taken all the risk myself through the trial and error of putting it into practice into my own business first. So you can do it yourself without worrying about if it's actually going to work or not. I've laid out all the steps and provided you with downloadable and printable scripts that you can use to implement this process in your own clinic. You'll even learn how to create an ongoing wellness membership program for your patients so they can get the ongoing care they need and to help you transition long term patients into a more valuable program they actually want only appropriate patients of course. So what this is going to do is give you the proven scripts and strategies you need to finally get your patients to complete their plan of care for you to feel like you can ethically and with good conscience sell your services to people who need it, get your clinic busier than ever and and raise your clinic's revenues to a point where you are able to hire and keep amazing staff so you can spend more time doing the work that you want and being with the people you love most. And as your business coach who has used these exact same strategies and scripts to raise our own rates over $100 a visit without a single patient complaint. A decrease in our we've had a decrease in our no show rate and we've had a huge increase in our clinic's ability to hire and retain amazing therapists. And we've done this for dozens of others too. What I do is install the new physical therapy sales mindset into your business so your patients feel like and know you are focused 100% on serving them and you and your staff will feel completely comfortable ethically selling the transformation you help your patients achieve using your skills and expert knowledge as physical therapists. So what I've done is created this amazing step by step training for you so you can learn how to price your services correctly, ethically sell the plan of care your patients need and raise your clinic's revenue introducing ethical influence and if you click the link you can get instant access. I honestly don't know how much longer we'll keep this training program available and prices will probably go up because we can't keep this offer available forever. And as more and more clinic owners succeed with these strategies, the price will go up. Because this is a little known secret that if it gets out to everyone, especially in network clinics, it may not work. And since it's going to help you increase your clinic's revenue by a minimum of $6,000 and even up to $100,000 in the next year that it's worth so much more than the small investment we're asking for today. So click the link to get it now while it's still available. We're always here to help, and I can't tell you all the amazing results we've gotten for physical therapy business owners just like you who feel like they are struggling. As a special bonus, when you enroll right now, you'll also get access to a two part advanced training so you know exactly what to say when your patients complain about your prices or object to your recommendations for physical therapy. But today I'm talking about the training program Ethical Influence, which is amazing. I can't wait to see you on the inside. Have a great day.