Money Beliefs That Are Holding You Back

Hi, welcome to the Pelvibiz podcast.

Are you a pelvic health PT or ot? Struggling to start your own practice? This podcast helps pelvic health PTs and OTs get out of debt, gain the income they desire, be able to treat patients without insurance restraints, and learn how to create time freedom for yourself and your family. I'm your host, Dr. Kelly Alhui, founder of Ortho Pelvic Physical Therapy, Pelvic health Business grower and Pelvi Biz. Over the last two years I went from a solo entrepreneur to a seven person team in counting. I'm here to help provide a clear path to grow your pelvic health business.

As fast as possible so that you.

Can gain the time freedom, decrease debt.

Increase income and live the life that you desire.

Before we get started today, make sure you click the link in our bio to grab your ticket for Pelvi Biz. Now let's get into today's episode.

What's up guys?

Welcome to Pelbibiz Podcast.

I'm your host, Kelli Allahui. Today I have one major question for you. Do you feel like you are a used salesman when it comes to trying to get a patient to complete a full plan of care? Ask yourself that question or have you.

Ever felt that way?

Do you feel that you are a used, like, you know, car salesman when it comes to trying to get a patient to buy in to what you are trying to help them? With many people the answer is yes, that they have felt that way. I even felt this way when I first started out. I was like, oh my gosh, I have to sell to these people. That's the last thing I want to do. Like I remember as a kid going door to door, you know, when we did those raffles or those booster club things for school and we had to go door to door and like sell wrapping paper. That was the worst. I absolutely hated that. And it kind of brought back the memories of oh my gosh, I have to sell to people now, people have to buy. And, and it really brings up this scarcity of like, oh my gosh, how am I going to get people to buy into this? And the reality is, ask yourself another question. The other question is this. What is your beliefs around money? So I know personally, I grew up, my mom was a teacher, single mom, three kids. So my beliefs around money were don't spend money, try to save as much as you can. We've always lived paycheck to paycheck. So you know, don't spend more than you have but just basically get the paycheck, spend it on whatever you need and that's how you keep, you know, living a life. Like that's just what you do. You just work to get whatever you need and that's how it goes. And so for me, in my own beliefs, I was like, wow, I'm taking away money from people that don't have money. Kind of like how I grew up. And that feels really uncomfortable for me. That feels very awkward. And when I started my own practice, I had to start to learn how to actually change my beliefs so that I give people results to big problems. That's what I had to learn to do. And so the mindset shift that you have to take on is, okay, what do I think about selling to people? How do I feel about that? Acknowledge how you feel about that and try to start changing the mindset to the fact of if I actually don't solve these people's problems, I am doing them a disservice because they're going to go around to, I don't know, about four, five more different doctors. They're going to have to pay 40, 50, $60 copay each one. Who knows if they're deductible, right? And then is their problem truly going to be solved? Most often than not, it's not going to be solved. So if they don't come and see me, I'm actually hindering them from care. I'm potentially even, I don't want to say harming, but I'm potentially even limiting them for what their life could be because they don't see me. So my mindset had to shift to if these people don't give me money, then their major problems are not going to be solved. And I know as a provider that I truly want to help them. I want to solve their big problem and to do that they need to pay money so that a they are committed. Because think about this, like what program or what is something that you have followed that was free? What was the likelihood of you actually like opening that program up and going through it? Or what is the likelihood of you actually using the product that was free? It's very slim, guys, it's very slim. But what's the likelihood if you pay for something, let's just say something that's very high price, I don't know, over a thousand dollars. Okay, you pay over a thousand dollars for something, don't you think you're gonna be using that product? Don't you think you're gonna be paying attention to that? Product. Like, I know a lot of us females, everyone has skin care routines. I do not. But a lot of us females have skin care routines. Aren't those products expensive? Those products are very expensive. And isn't there like five different products you have to put on your face at night? I don't know because again, I don't do this. But isn't that the case? And you paid a lot of money. So then aren't you going to be compliant in completing your plan of care, AKA your skincare routine? Because you've paid a lot of money. Conversely, if you went to the mall and they handed you a free sample of the this, you know, single use beauty cream, the likelihood of you putting that on your face is very slim. Very, very slim. So we actually have to charge people and we have to charge them at a good price for them to actually have compliancy and for them to actually take control of their own health with our guidance. So this brings me to my next point. Number one, you have to charge and you have to get over that. You are a used salesman. You're not a used car salesman. You are someone that solves big problems. That's what you have to tell yourself. So that's number one. Number two, you cannot be charging $125. I was just on the phone with someone yesterday. She's a pelvic health pt. She's charging $125 a visit. That means you are basically the Walmart of the whole marketplace. Most pelvic health pts are charging around 200 a visit. Okay. And the reason why you don't want to be the Walmart you can be. But the reason why you don't want to be is because when you're the Walmart of the physical therapy or occupational therapy or PTA field, you're not going to attract clients that truly actually want to get better. I know that's shocking. You're going to be like Kelly. Really? Yes. I'm serious. They may be committed for like one appointment, maybe two, but the likelihood of them staying around for multiple, multiple visits is very slim compared to if you are a premium person, which you charge 200 a visit or around 200 a visit. More than likely you're going to get more committed. People that are going to come into your world and they're going to stay in your world because they see the value. The people that don't see the value are going to be trying to find the best deals and they're gonna try to find, you know, the cheapest thing well, is cheapest always better? Not necessarily. And that's another thing, is look at yourself, look at your own spending habits. Are you someone that when you go into, let's just say Target, you go into Target. Are you someone that's always looking for the deal or always shopping at, like, the dollar section in Target? Or are you someone that's like, oh, it's not on sale, but I'm gonna go ahead and get it anyways. Like, what person are you? And more than likely whatever person you are, you're going to kind of treat your clients like that. If you're the deal person that, like, always wants the deal, you're going to be more than likely the provider that's going to be like, oh, I'll give discounts to everyone. If you're more of like, hey, if it's not on sale, I'll buy it. I like the experience of this. You're going to be more the premium person. Personally, I would be more the premium person. We are Orthopelvic, and I've set it up to be premium in the marketplace. Okay? Premium mean that we really can serve our clients at a very high level and serve them well because we're premium. So when you're premium, the profit margin can be higher with less people. When you're not premium and you're the Walmart version, that version can actually still work. Okay, that model can work, but you're going to have to have 500, 600 clients actually coming in a month to make profit on that. And profit is not a bad thing. For those that don't know what profit is, profit is the money that you have left over after you paid everyone, after all expenses have been paid. That is called profit. And for those that are, you know, listening to this right now and you're thinking, profit, that's horrible how you're a bad person for having money. Who thinks that? I mean, for those that are listening, are you thinking that to yourself it's so bad if you make money? Are they bad people? No, the people that make money are not bad people. They just know how to solve big, big problems. And you have to have a profit to actually have a business and to actually stay in business. If you don't have any profit, then you might as well go work for someone else and have a job. But you have profit to be able to stay in business and keep supporting the people in your community that you really want to help get better and to be able to move your whole community forward because you actually have profit. So People with money are not bad. They just know. They just know like what they need to do with that to then make their business maybe succeed even more. And that's a whole nother level of, maybe it comes to investments after that, like what do they do with the profit? That's a whole nother tier. But you know, I just wanted to say that I think so many people believe that making money is so bad because in PT school, OT school, PTA school, no one ever taught us that making money is a good thing. Like we just, we never taught that. And even I, when I was growing up, I never had money. So money was never something that we even talked about because it was something like don't mention money because we don't have any. So hush, hush, hush like about money. And it just was never brought up. And I think we as healthcare providers need to have more conversations about money and that it's okay to support ourselves, it's okay to take care of ourselves. It's okay to have a profit in a business so that you can continue to grow the practice and support everyone. That's okay. So I just wanted to come on in for those people that are starting a business or they're in business and they're trying to like raise their prices and they think I can't do this because I'm taking more people's money away. Just watch your mindset. You've got to watch your mindset and what you are thinking and what you're believing because you have to be able to keep your business going. And if your margins are not set correctly, then you're not going to have profit and you won't be a business for much longer. So you've got to get your mind around the fact that you are not a used car salesman and, and that you are helping solve massive problems in your community to be able so that people can have their lives back. And so what we do in the pelvic health world is we make people be able to go on a hike with their husband because they now don't have to pee every two feet and they can enjoy life. We make people be able to connect with their spouse because they're now able to have pain free intercourse. That's massive. We can save marriages, we help in postpartum care, be able to get women back to whatever activities they want to do and be able to pick up their child, play with their kids, not be limited by the uncomfortableness of what their body is doing or what they're feeling like. And we can solve big, big problems. So this is why you deserve to be paid what you deserve to be paid. And because you are giving people their life back, you truly are. So let that settle in. Hopefully it kind of reframes the mindset why, you know, we charge what we charge and why you should definitely be charging around 200 a visit for sure in the pelvic health world. And you know, let's keep lifting each other up and let's get after it. Bye guys.

If you are ready to change your life, click the link in the show notes to get your ticket to Pelviz.

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