Why It’s Your Moral Obligation to Learn to Sell Physical Therapy | Aaron LeBauer

Here's the deal. It's absolutely your moral obligation to learn how to sell physical therapy. Hundred percent. If you agree, give me some thumbs up. What's up, Kathryn? How's it going? Okay. I mean, here's the alternative. Patient has back pain. Oh, my back hurts, my shoulder hurts. I'm going to go see my doctor. Doctor says, well, you just should stop squatting. Or let's do an injection and see if it works. Or what we need is an X ray and MRI to know what's going on. Or you know what? We need an X ray and mri, but you're probably going to need surgery. Can you imagine what that does to people? Like I don't have to imagine what that does to people. You guys know what that does to people? Who here has seen a patient who came in and told you they have the worst spine their doctor, their doctor's ever seen and there's no hope, there's nothing for them to do. Who's seen that? If you've seen a patient who's told you a similar story, hit the, you know, angry button. You know, you like the. I mean, if you have patients whose physicians are telling them they've got the knees of a 90 year old. You've got so much arthritis, I can't believe you're still walking. You've got more arthritis in your spine than my grandmother. Your shoulders obliterated. What's up, James? I mean, right? I mean, Jake, I don't know. Did you ever hear those things? Training people? Like I, you know, I hear this stuff all the time. And so I'm going to tell you my story. What's up? What's up, James? Alright, so this is the deal. I've had patients come in. What's up, Devorah? How's it going? What's up? What's up, Kitty? What's up, Igor? So here's the deal. Like, I had a patient come in and his name was Todd and he's had multiple surgeries that were completely unnecessary because they did an X ray and there was nothing wrong on the X ray. And he was told, well, we need to do surgery to know what's going on, to know why you have pain in your ankle, subsequently had multiple surgeries. He is exactly why I'm on my mission to save 100 million people from unnecessary surgery. It is, it's like, it's. Yes, Aaron, it's demoralizing. It's the Nocebo effect. It's the, you have no hope. There's no hope for you. It's like you're 51 years old and you hurt because you're old. It's like, that's not why we hurt. We don't hurt because we're old. Little kids hurt. They're nine year olds that don't hurt. Okay, what's going to happen if we don't sell physical therapy? People are going to call and they're going, do you take my insurance? And you're going to go, no, nope, hang up. Click. I mean, it's laughable to me because it's so bad. Like there's multiple times a day where I just want to bang my head against the wall. You know, the fact that I, you know, like, I am not making a difference in Greensboro by myself. And that's why I'm here. And I need you guys help. What's up, Adam? How's it going? I need yalls help to make a difference in the world. So I can't do it alone. I need you guys to learn how to market physical therapy and how to sell patients into a plan of care. I mean, here's the deal. It's like if we don't learn how to sell. So most people think money is bad. Selling is bad and rude. Like, well, if you sell something, if you're selling something you don't believe in, just to make money, that comes right through. People will know if you're here. I see some people coming in Facebook and then show me everyone throw up some likes hearts. Subscribe. Hit the button that says get notified when Aaron goes live. If I say something about insurance companies, you can hit the angry face over and over again. What's up, Jordan? What's up, Michael? And then, you know, so what happens? Insurance companies are out to make money. They're out to raise their share price. I had, I was given United Healthcare stock 15 years ago, maybe 20 years ago. That thing that's up like thousands of percent from then. But when I was in PT school and I learned that UnitedHealthcare was only gonna pay, you know, $39 or $45 for physical therapy no matter what people did, you know, I was like selling that stock to pay for my, you know, pay my debts and my bike racing debts. You know, I could have 100 thousands, hundreds of thousands of dollars more. I could, I can't remember. I had a significant amount. I sold it because I don't believe in those guys. What's up, Katherine? Jordan, thanks for the thumbs up. Take that. Go down to like the little comment button. You slide it over to the Phone. You hit the blue one. It's like right next to the heart. Do that one too. Alright. What's up, y'? All? What's up, Janelle? Bam, bam, bam. Yeah, there it is. Just like. Like that. So insurance companies want to raise their share price. They do not have an incentive to pay us to treat patients. There is an incentive to pay us to treat their patients before they get an X ray and MRI and before they get surgery. But someone doesn't see it and the company is too big to make that happen. It's just not there. It's absolutely a value and they don't see it. So that's why we need to market to patients directly. We need to market to patients and that's what gets people calling us or visiting our website. But what gets people in the door. You know, a third of your patients shouldn't be calling you and hanging up and going somewhere else. It should be so much higher than that. Because if we're having the right conversation with them and we're able to sell them on physical therapy, then it's life changing. So let me ask you this. What have you done lately to learn more about selling physical therapy? You can write a comment, put a comment in the comment zone. So this is the thing. Going to say this like a bunch of times, like, this is the thing. This is the one thing. There's like 10 points here. But money is not bad. And so what happens, People think, oh, money's bad, money's tight, I don't have money. Money becomes a negative thing. Money is a vehicle for change. It's a resource for doing good. So asking people to exchange resources with you for your time, resources and knowledge is not a bad thing. We have to. Thanks, Devorah. We have to get comfortable with charging what we're worth and asking what we're worth and selling people into it. Because to sell is not to cheat. To sell is to give someone an understanding of an opportunity to get what they need. And if you can help someone get what they need, like physical therapy instead of surgery for their spine, then we're all going to win. What's up, Laurie? How's it going? It's awesome to have you guys on here. So, I mean, that's the big thing, is like you got to learn how to sell physical therapy because no one knows what it is. They think it's hot backs, leg lifts and ultrasound. And we've got to sell physical therapy. We've just got to relentlessly sell it. We've got to sell it to the public, we've got to sell it to the people that are going to speak with their dollars, which is the public. And when the public starts to speak, other people are going to listen. And what do they need to listen to? They need to listen to the fact that we can help people get better without medications, injections and surgery and save the system tons of money, tons of time and tons of space. But you know who doesn't want to listen to that? The physicians who don't want to learn about what we do and are going to tell your patients and tell my patients, never lift 35 pounds again. Obviously bouncing around really hard in your car causes a herniated disc and it's fragile and your spine is going to break and you shouldn't lift more than 35 pounds anymore. Otherwise this could be a severe problem that we need surgery for. So, you know, it's like we need to be the people seeing those people first. But how do we do that? We can't change the system. We just gotta take like a circuitous around and we go around the system directly to the consumer, to the patient. Instead of going through the healthcare wall like the healthcare insurance company wall, we're gonna go boop boop, boop, boop. We just take the little shortcut around and go directly to patients because they find you on Facebook, they find you on your website, they find you on Google, they find you from their friends. Their friends might tell them, but their friends want to keep you a secret. So they might not tell them unless you ask. So this is what I am going to do. I am going to do a webinar tomorrow. It's called how to create an even More successful Cash Based Physical Therapy Practice. Even when patients think they need to use their insurance. Hey, what's up Ryan? Dude, congratulations on your first week of school. Alright, so I've got a webinar tomorrow at 12 Eastern. I want you to join me. I'm going to drop the link in here in just a second and I want you to come join me on the webinar. If you're on Instagram, you can go to my profile link. If you're on Facebook, I'm going to drop the link in here in just a second. Unless Jake, you're still watching and you want to do that. But I want you guys to come join me because we're going to talk about how to create a successful business, how to create and even more successful practice. Even when people think they need to use their insurance to come see you for physical therapy. So that we can learn and you can learn how to market and sell directly to patients so that you can help them avoid a bunch of headaches and pain that they don't know they're gonna get when they go and get back surgery. I mean, no one wants that. I definitely don't want that. I know you guys don't want that. No one wants that for our patients, but we can't do it by trying to convince them to come see us. We have to sell them into the value of what they want.