Aaron LeBauer tells PT clinic owners to hire now while labor costs are low, redeploy staff to create social media and online courses, and use a question-driven sales approach to position physical therapy as the first-line solution for injuries. He argues that ethical, aggressive sales and building community trust through storytelling are essential to surviving the market shift.
Chapters
Don't stop. Never quit. Because if you don't stop and you don't quit, you'll never fail. Look for the opportunities. Actually identify the opportunities that are sitting in front of you. Because there's some major opportunities right now that are in front of you that most people aren't going to look for. Everyone's going to throw in the towel and be like, hands up, I give up. You, right now is your opportunity to solve new problems, solve bigger problems. So identify the problems in front of you. Because problems haven't gone away, money hasn't gone away, they've just shifted. Take care of your team and get them working. So take care of your employees. Show them how much you appreciate them. Get them working for you if they're not treating patients or not doing direct patient care. Get them doing something that's serving your community, building out your, your social media, creating courses, creating courses for your clinic or for your online business, whatever it is. Get them doing something that's going to give you a long term return on investment. Take care of them. Maybe you just got to give them a day off. Hustle. There's no better time than now to hustle. Hustle, hustle, hustle, hustle, hustle. I'm hustling right now, dude. I'm working overtime because I want to make sure did I take full advantage of the opportunity that's here right now and you should too. Okay? Share your story. Be personable. Get out there. Get in front of your community. Be vulnerable. Not in a self serving way. In a way to help inspire other people. They don't buy what you do. They buy who you are. They want to be with you. They want to hang out with you. They trust you. Be personable and relatable. Don't be afraid to sell and make offers. Don't be afraid to sell. Do not be afraid to sell. If you think sales is bad, then get out of business because you're always going to struggle. Get over the fact that sales, someone, someone tried some sleazy sales tactics on you when you went to buy a car. Yeah, had it happen to me, whatever. As long as you ask questions and you get the other person talking more than you are, find out what they want. Then there's no sleazy sales. It's all ethical because you're giving them what they want. And if you have something you believe they need, like physical therapy when your back hurts, dude, you shouldn't be going anywhere else except to see me or one of my colleagues and I'm going to sell you as hard on that as possible. Don't be afraid to sell, because the money is still there. The money's still moving around. People still have money. People solve problems. Go out and solve their problems and then figure out what those new problems and opportunities are and then ask for the sale. Ask. Make an offer. Hey, is it okay if I tell you about how I can help you? Yes. Sell, sell, sell, sell. Because no one deserves to get an MRI first when their back hurts and go under the knife. And right now, elective surgery is being put on hold. There's no better time to go out to get people to understand that physical therapy is the first place they should be coming when they get hurt. They tweak their back, they get injured. This is our opportunity. Labor is on sale. Talking about selling. So labor's on sale. So it's a great time to hire. If you got your ducks in a row, that's a great time to go find that therapist that you've been looking for for six months because they're probably out of a job. You got to bring them on to reduce salary. People won't work. Labor is on sale. Like, I've got more applications for jobs in the last week than I have in the last six months. If those things didn't make sense for you. Change your mindset or get out of business. But change your mindset. Get creative. Remember, the sky's not falling. People are sick. You're a healthcare professional. People need your help. They need it. They need your compassion. They need your caring. They need your time. They need your hope. These are conversations. Business is not closed. Get creative. Solve new problems. Look for new opportunities. They are out there. No matter whether you have a clinic, you got an online business, you teach on the weekends, you do things like you drive a truck, you work in the grocery store, your business closed down. There are new opportunities and there are problems to be solved. Things are just moving around. Don't stop. Never quit. Because if you don't stop and you don't quit, you'll never fail.
