Why Healthcare Providers Stay Stuck in Their Jobs

Okay, what's up, what's up guys? Let me know, for those that are coming on, let me know in the chat where you are tonight. I'm super excited to present on teletherapy, super, super excited about this. I got lots in store for you guys tonight, so get ready. Hopefully you're gonna be taking some notes. Get that pen and paper ready to go. Um, so as you guys are coming in, let me know where are you at. Are you in the US? Are you in the UK? I think we have some people from the UK joining us tonight as well. So let us know where you're joining us from. Love to see in the chat here. Would love to see in the chat. Let me see what's up, guys. Michigan, Ohio, Atlanta. That's my hometown, Atlanta. That's my hometown. Minnesota, nice. What's up, Kristen? Nice to see you. Michigan, Florida. Wow, wow, wow, wow. It's like, um, yeah, it's amazing. Everyone's everywhere. New York. This is awesome. This is so cool. California. Ah, my state that I love. Yeah, Florida, Texas. Awesome, guys. Awesome, awesome. Let's see here. All right, so I'm gonna go ahead and get started because we got a lot to get into tonight. So I cannot wait to get into this. Super excited to see all you guys on. Um, tonight I'm going to be presenting on teletherapy, and you're going to want to stay to the end because when you stay to the end, I'm going to be able to answer any questions that you guys have for me. So let's get into it. All right, so, um, what are we going over today? There's 3 things that we're going to be going over today. Number 1, how to eliminate cancellations and no-shows. I want you guys to put in the chat here, are you guys having a problem with cancellations? Please say yes in the chat if you are, say no in the chat if you were not. So if you're having a problem with cancellations, please let me know, say yes in the chat or no. Yes, yes. Okay, well, you're on the right, right webinar, Lisa. You're on the right webinar tonight. That's awesome. Okay, so also number 2, we're gonna add a minimum of $1K to your practice or online business without seeing additional patients through the PelviBiz teletherapy method that I'm going to be teaching you guys tonight. Number 3, we're going to show you how to provide more value in less time. Guys, what I've realized is people want things condensed. They don't want things long. And I think a lot of us providers think the more I give of myself, which means like, let me make my appointment an hour and a half instead of just an hour, well then I can charge more. That's not it. Think about it. If we're all trying to lose weight, let's just say that we're all trying to lose weight, and it takes you a whole week versus a day to lose weight. Which would you pick? You're gonna pick a day. So people want results in the less period of time and getting the same results, and that's what we're gonna do through teletherapy that I'm gonna show you tonight. So this is the 3 things that I believe that most providers are not doing correctly. So number 1, we're just straight up teaching at them. We're showing them stretches. We're showing them manual therapy. We're showing them exercises and thinking, hmm, I guess this is all I can do for you. We're also just stopping at a couple of sessions because we just get to, well, I've showed them all the stretches, I've showed them all the exercises, now I don't know what to do with them. And so we're truly not getting them to the finish line, which means they're not getting the result, which means they also think that we can't help them. And the reality is we really can. And the third thing I see is most of us don't have enough confidence or believe that we can actually help the patient with the provider, or with the patient over the actual computer screen. They— we believe that they have to be in front of us, and that's just not true. So 3 things that we should be doing during the teletherapy session. Number 1, you must dig to the deeper why. You must ask the question. So I'm going to give you guys this example here. If someone is coming in for pain with intercourse, why are they truly coming to see you? I want you guys to put it in the chat. Why are they truly coming to see you? Guys, I want to make this interactive. Got to make sure you're paying attention here. Why is someone with pain with intercourse coming to see you? Can you put it in the chat for me? They think something is wrong with them. Yes, that's true. They're worried about relationships. It affects the relationships. They want to enjoy it. Okay, these are close. These are really close. Jenny, I like it. They want to connect with their partner, guys. They're missing a connection with their partner. That's truly why they're coming. So if we're not digging enough, if we're not getting to the root of really why they are there— they're not there to solve their pain with intercourse, I just want to let you know that. They really are not. They're there because they want a deeper connection with their partner and they're craving that. So we've got to be able to get to that deeper why for them to understand that we see them and that we hear them. Number 2, you really want to use their environment. At the clinic, it's a staged environment, but in their, but in their house, it's something that they're going to be doing day in, day out that's potentially causing the problem. Number 3, understand how to get the results without using your hands. We truly believe that these guys are our magic, and it really isn't. This is our head. So here's a testimonial from a new grad, a staff member of mine that came into my clinic, and she has never done teletherapy before. And she was terrified because we see males with erectile dysfunction on teletherapy. We see tailbone pain patients. We see chronic pelvic pain patients. We see anyone and everyone and any diagnoses through teletherapy. And she was like, Kelly, I don't know how to see someone with erectile dysfunction through teletherapy. Like, is he gonna pull down his pants? Like, what's gonna happen? And I'm like, no, no, no, that's not how this works. Through the teletherapy method that I showed her, I was like, no, we're gonna help guide him so that he understands what he, what truly is his deeper why and get him to understand that it's not just the physical aspect. There's a psych aspect, there's a pain science aspect, and we have to create all the pieces of the puzzle and put it together for him so that he can get the best outcome. And through the method, she was able to guide this, uh, one of these males with erectile dysfunction to where he was able to have an erection, be able to be intimate again with his wife, and understand what was causing his erectile dysfunction all through teletherapy. So, and it just made her feel so much more confident and she was able to do it. And so now she loves teletherapy. She's like, I want to do it all the time. And so, um, through the method here, she was able to feel more confident in her skills of coaching people through the computer screen. So a little bit about me, guys, for those that don't know me. I know some of you guys are on here that do know me, but basically I started Ortho Pelvic Physical Therapy back in 2020 when COVID hit. There's only two options, by the way. Which I guess was probably pretty good. I was standing on trailheads outside because that's where I knew crazy runners would be. And then I did sessions through the computer screen because again, no one wanted to come outside their house. And so I began teletherapy 5 years ago. And so I realized that I could get people the same result that I was getting in person as, as I was on the computer screen. And yes, I've been practicing for 15 years,, but I knew that I had a method and I had a methodology. And if I was able to simplify that methodology and be able to coach people through the computer screen, then I knew I could get and solve their problem. And once I realized that I could do it, I started teaching other people how to do it. And I have now coached over 200 pelvic health providers to be able to do teletherapy start their practices and be able to grow very successful businesses. And so that's why I wanted to come on tonight is show you guys— I know you guys right now are probably struggling with cancellations, I know you're probably struggling with leads, and I want to show you that there's a different way. There's a way that they did not teach us in school, and I really want to be able to broaden your horizons and say, guess what guys, there's This is here to stay and it's gonna be super beneficial. And I'm gonna break this down for you in a second. I also wanted to do this teletherapy webinar because I saw my team personally struggling. I would hire new grads and they were like, Kelly, I don't even know how to like talk to someone through a computer screen. I don't know how to do that. Can you please coach me and let me know like how I'm gonna guide this person? I already gave them all the stretches and exercise. Now what do I do? And so I saw that there was a need that we have so much potential with teletherapy and so many people to help, but we're barely even hitting the surface. I researched stats the other day, guys, and over 40 million people in the USA have some kind of pelvic issue that we can solve. 40 million. And guess how many pelvic health therapists there are in the US? Guess how many? Anyone want to take a guess? There's about 10K of us. Only 10K of us. There's 40 million people, guys, that we could help. So why are we not offering this when we can provide so much more access to people? So that's what I really want to hone in tonight on, is like how to get more people, less cancellations, and more money in your pocket. So here are the things that some of you guys believe that are on this call right now. Some of you guys believe, Kelly, these things right here are the most valuable part of my treatment. And that just isn't true, guys. I know we've been trained to do every freaking Con Ed class, every Herman and Wallace— no offense against Herman and Wallace, but you know, they've just taught us that this is the most valuable thing. They taught us how to do every special test in school. This is not the most valuable thing. It's our brain that is so valuable, and that people want organization from our brain that makes us super valuable, not our hands. And so when you're able to systematize something for someone and bring convenience to them and bring access of care to them It makes it super, super valuable. Not this. And I want you guys tonight to realize your hands are not as valuable as you think they are. The only way that you can help someone and provide that value, you guys are thinking, is that you have to be physically in front of them. And I'm here to tell you, after coaching hundreds of pelvic floor therapists and even my own team and doing this myself, It's just not true. Last thing, again, you may not feel confident that you can effectively check someone's pelvic floor without using your hands. Tonight I'm going to show you how to do that. And also, most people are like, like my team, they were like, Kelly, okay, show them stretches, show them exercises, 2 visits, peace, they're gone. I'm like, but wait a second, have we truly solved their problem? And they're like, no, but I don't know what else to do with them, so I just, just discharge them quickly. I'm just like, no, because now what's going to happen if you quickly discharge them? They're going to go to the urologist, they may go to, um, the urogynecologist, they may go to a pain specialist, they may go to the primary care doctor, and they've gone now to all these different people They spent more time, they spent more money, and they still don't have the problem solved. And it's on us because we let them go, because we didn't show them the pathway and get them to the result, because we only looked at the physical part. We got to combine all the pieces of the puzzle. And so that's again what I want to go over tonight. So I want you guys to really reflect right now. If you guys are thinking, okay, How am I going to diagnose someone's pelvic floor if it's hypertonic or not without using my hands? How am I going to do that? I really want you to think about that. So you're probably, probably thinking, what the heck is telehealth? Well, telehealth, all it means is just remote communication with patients just using the computer screen. That's it. What's teletherapy? Here's the difference. I'd pay attention. Teletherapy is coaching someone through the problem. Notice how I use the word coaching. This is something they did not teach us in school, so don't blame yourself if you don't know how to do this. This is why I'm here to teach you tonight, is you got to coach people through the problem, not physically make them move through the problem. That's the difference. The reason why you should offer teletherapy. Number 1, you can get more people in your state. So for instance, we put Virginia on here. This is where I live, right here at the top of Virginia. Okay, guess what? My clinic is located here, but guess who else I can serve, guys? I can serve the people all the way down here. I can serve the people all the way down here. I can serve people in the middle of the state. I can serve the whole state of Virginia. So why would you not offer this? Because now you guys have a lead problem. This is going to help solve your lead problem. You can now just not go to your local area. You can broaden out to your whole freaking state. This is huge. Postpartum moms. How much is access limited to postpartum moms? They got a new baby. They don't want to leave their house. They, they're scared because they got to figure out what to do. I mean, all the stuff that goes into postpartum life, right? Most you got on here know about postpartum life. And so if we can help them through the teletherapy, especially in day 1 through day 14, right after birth, there's so much that we can help educate them on that they need our guidance. And if we could be the ones, I mean, it would be amazing to do teletherapy for every single postpartum mom. They deserve that care. Number 3, we're gonna save them time so that they don't have to commute. Guys, most people drive 45 minutes to my clinic, 45 minutes to come to Ortho Pelvic. If I could save them 45 minutes there and 45 minutes back— and by the way, our appointment times are an hour— that's like a 3-hour whole ordeal just to come see us once a week. That's a lot of time. But instead, if I did 45 minutes, would that not be better? Think about it. Number 4, you want to minimize cancellations within the clinic. Guys, these are some real stats right here. So here's the cancellation, and then here's another cancellation. If you're able to convert to teletherapy, you could reduce your, your cancellations by 57%. We have stats on this. Crazy. It's more ease with scheduling. That's a benefit. You get the patient's results no matter what, because we know consistency is key. So you've got to keep them consistent. That's going to actually give them the result. There's gonna be less objections and more consistency, like I said. Now, I think this meme was funny. Who here hears this? Okay. I need to cancel because number 1, I don't have childcare. Number 2, I don't have time. Number 3, I haven't done my homework, so I can't come in today. Number 4, I had something come up. Who, guys, put it in the chat. Let me know. Yep, all 4, all 4 excuses. Yes. Okay, well, I'm here to help you out tonight. To help negate these excuses and be able to keep your practice afloat and keep it going and get the patients the best results. Okay, so I would get out your pen and paper if you don't have one right now. All right, so I'm going to break this down for you. So why our cancellation rate is so low is because the method that I have come up with called the teletherapy method— I give them other options, guys. Again, here's another example. 15 cancellations in August, we were able to reduce to September to 5 cancellations. That's throughout the whole entire month. That's significant. That's a 67% decrease in cancellations. It's huge, okay? So here we go. I'm gonna really break this down for you. This is really important. So I wanna ask you guys this question. What is it really costing you? So I know because I've coached, you know, hundreds of pelvic floor therapists. On average, if you have one full-time therapist— maybe that's you guys, maybe, maybe you're in a single provider, maybe you have other practitioners working for you— but one full-time therapist, about 35 patients on their schedule a week, is gonna have on average 5 cancellations. That is normal, just FYI. Okay, so let's think about it. Let's do some math together. You guys ready? So we charge $250 a session. That's how much we charge. So I'm gonna put $250. Okay, so what is it costing you if it's $250 a session? I want you to do this for your own, um, for your own thing as well. So if you charge $200, put $200. On average, if you're a solo provider, on average you're probably getting about 5 cancellations a week. So for us, if we did 5 times $250, that equals $1,250 a week that we would be losing out on, on one provider. That's a week, guys, a week. Now if we take that $1,250 a week and we times it by 4.3, because some weeks have over— or some months have over 4 weeks in them, That means in one month with one therapist, that means we are losing $5,375, guys, and for one therapist. Is anyone, is anyone following me? Do you understand how big this is? Like, that's, yeah, solo. Mm-hmm. Yeah, that's a lot of money, guys. It's a lot of money. So now, what if you had 2 providers on your team? If you had 2 providers on your team, you're taking that $5,375, times it by 2. That's over $10,000 that you are losing a month if you have these cancellations happen. That's why this is a big presentation tonight. Because I'm trying to show you how to add, put more money back in your pocket without having to go chase all these clients here, there, and all the different ways. That if you are just able to give a client another option, that the outcomes are going to be so much better for the patient and it's going to be so much better for your team and you. So what are my admins saying about the PelviBiz teletherapy method? Number 1, they're like, Kelly, we're so happy to freaking have scripts. They keep the schedule full because they are the rock stars that freaking keep the clinic going. And by the way, this is online as well. It's not just in person. And number 2, they said, hey, we have to work less because we're not having to go and pull up patients from a year ago, call them up and say, hey, hey, Johnny, just seeing what's going on. How you doing today? Just randomly calling you. I haven't talked to you in a year, but I'm just going to call you today to see if you can come in and get on the schedule. They don't have to do that. Instead, it makes it easier when they're able to convert through the teletherapy method. So what is the benefit about teletherapy? Number 1, you get to do it in the patient's environment. Hear me out on it, guys. I'm sorry to say this, but if you give someone leg lifts, if you give someone 30 leg lifts They are not going to do that. So all of a sudden, think about this, someone walks into the clinic or you treat them online and you write out this amazing 20-minute exercise routine for them. This person, by the way, has never exercised in their life. This is probably why they have back pain, okay? And, and you're like, hey, I need you to do this every single day. That's what most of us say, or every other day. This person is like, I don't even know how to do one of these exercises, let alone— she wants me to do 20 minutes of this? Um, I'm going to use that excuse that I just put on the screen. I haven't done my exercises, so I'm not going to come in. It's not worth my time. Now you just overwhelmed the patient, and you didn't teach the patient on how to integrate and how to integrate into effectively into their actual environment. And so now they have to go home. I mean, think about this, guys. I mean, they really have taught us all wrong in school. I'm not kidding. They gotta go home, they gotta figure out where they're gonna lay to do the exercise, their dog's gonna get them, the baby's gonna get them. They gotta figure out what things that they need to do the exercise with that we had specifically at the clinic. They may not have it. I mean, they gotta figure out when they're gonna do it in the time period that they don't have. So why are we not integrating into their environment? I mean, literally, it's like, it's like, duh, we should so just integrate what they're already doing. We're going to save them time. We're going to have— be able to communicate with them more. Guys, I can't tell you enough how many clients that I have had in person and then also online, the same clients, by the way. It is— it's crazy the difference. And I'm not even trying to do this. We're When I'm in person, I realize we tend to use our hands as a crutch because you can just work on the client and talk about like the weather and whatever, right? When I'm specifically on teletherapy, I have to ask very specific, direct questions to them because I can't use my hands. So it makes me think more and it makes me have to communicate with them more to get them to answer what I'm trying to figure out for them. So it actually is very effective with communication, but you've got to learn how to communicate, and that's what I teach through the method. Also, it promotes patients to actively participate. They are more active in their plan of care when it's through teletherapy because again, we can't just like put them down on the table and say, hey, I'm just going to work on your back, and they just kind of zone out. They actually have to be actively participating, so there is a benefit to it. Um, they can still make progress in different environments. They can go on vacation. We still do teletherapy on vacation all the time. They could be sick. Guess what? We're still doing teletherapy as long as they can like breathe, you know. Um, if they can't find child care, we are still doing teletherapy with them. Okay, so you're probably thinking, who the heck's a good candidate for pelvic floor therapy? Guess what? Everyone, every single person is a great candidate no matter what diagnoses. I've treated everyone, I promise you, and I've coached many people to treat all different diagnoses, um, through teletherapy. So per session teletherapy, I want to know, I'm curious to know in the chat, okay, who charges a different price for teletherapy if they're already doing it, or do you charge the same price? Just curious. So we actually charge the same price. The value, guys, is actually higher for teletherapy. Okay, good. I'm seeing same. Good job, guys. Yes. Okay. Okay, what's up, Mel? Um, all right, so same price. Perfect. The value is actually higher because you're saving them time. Remember, they do not have to drive to a physical location. So remember I was talking about that weight loss at the beginning of this presentation? If you could have weight loss over a week or weight loss over a day, which one would you pick? Weight loss over a day. Same thing here. The value goes up because you're condensing their time and they can do other things. So please do not discount your services and make it the same. So we charge $250 a visit in person, and guess what we charge on telehealth? $250 a session. Now, our telehealth sessions, they're 45 minutes. They're not an hour. Our in-person sessions are an actual hour long. So again, they're condensed. Now the reason why we do this, and I want you guys to think about this too as you're planning the teletherapy, is we have 45 minutes of actual communication with them on the camera. Then we leave 15 minutes to write out their plan, and then we will send it to them. Because I know that most of us therapists do not have time. So I don't want to create extra work. So I, I basically say we can get by 45 minutes of communicating back and forth. You get so much information that there's enough to make a full plan, and then 15 minutes, then you can send them that plan. And by the way, we've never ever— I can 100% say this— I've never had pushback on the 45 minutes, by the way. Never. Okay, the software that we use, Jane. For those that have been in my world for a while, I love Jane, absolutely love Jane. It's HIPAA compliant. It's so easy just to switch from someone in person to teletherapy. Super, super easy. It's just a button. And so we use it all the time. Basically, this is what the emails look like that go out if you are trying to book a teletherapy. So it's very, very organized. They have consent forms there. And then basically, hey, your provider's right here, she'll be ready to go at this date and this time, go ahead and sign in. So what devices do we use? We use our laptops or we tell them to use their iPhone, one or the other. You need something that can be mobile, by the way. So make sure that you're setting up your patients for success when it comes to teletherapy. We recommend having some kind of checklist so they know exactly what to do. So I like to basically use this table right here. Okay, this table allows the computer to go up and down so that when I'm presenting and doing movements, guys, that basically they can see me really easily. So how do we convert— is the big question you guys had. How do we convert in-person leads to virtual clients? Number 1, you must be able to communicate the benefit prior to it happening. So here we go. Hey, um, orthopedic PT, um, this is Alina. Hi, um, Alina, I'm sick today. I can't like make my appointment. Oh, no problem, Sally. We'll go ahead and just switch that over to teletherapy. All right, great. And then we switch it over. So all we have to do is go into Jane, press a button, it sends them an email, they get a link, they click on that and we switch them right over to it. And there's no question, so that eliminates the cancellations here. It gives them another option that they don't have to drive in, or maybe they have a sick kid and the sick kid can sit next to them. Okay? So we have to prepare the patients on the initial evaluation on what to expect. I just did that quick, you know, role play, but before that, we have prepped the patients in the evaluation say at least 2 of these sessions will be teletherapy, and we're gonna use your environment so that we can get you the results, and not the staged environment here, but in your actual environment, and truly see what you are doing that's causing you an issue. And they're like, oh, okay, no problem. So that when Sally calls and says she's sick, guess what? She already knows what teletherapy is, and we're moving her right over. No problem, no questions asked. You've got to get them to see that they have got to— that they're here and that you're going to go here. And consistency is key. So you've got to lay this out in the beginning. It's so, so important. You can't just throw it to them over the phone. They will say no. They're like, no, you're not going to work on me. You're not as valuable because you didn't position it ahead of time up front. Okay, you get less chance of objections because they know that you told them ahead of time that you're confident in this plan and that you told them that this was going to be happening and now you just execute on it. So you're probably thinking, Kelly, how do you fill 45 minutes to an hour on screen? Well, number one, you can guide them through actual movement. I feel like that's pretty easy for, you know, everyone that's probably on here. You can guide them like this through movement, do certain band things. That's pretty easy. The next thing is I like to use models, physical models. Intimate Rose is my go-to. The wand I absolutely love. I teach everyone the wand over teletherapy, um, dilator usage. I also have my models ready to go. Um, I have many different models, paper models, all different things, my finger, all the different things. So that people can truly understand how to use certain things and what it looks like. Number 3, you must build trust with the client and really ask good questions. If you don't ask good questions, then they're gonna be like, it's gonna be silent, and then you're gonna be like, this is awkward, and then you're gonna be like the PT, you're gonna be like, I gotta go, see you later, and it's gonna be awkward for you. Don't do that. You want to be prepared. You want to be able to communicate effectively with them. Number 4, you want to make sure that you educate them on lifestyle modifications. So I am physically, guys, telling them, take the computer, put it in your kitchen, and I need you to unload the dishwasher. I need to see how you are moving and unloading your dishwasher here. I need to see that. And they will physically show it to me. So this is important. I'd write this one down. Don't think teletherapy as an entirely different in-person from in-person. It's simply a more accessible format. That's it. Teletherapy is more accessible. It's huge, guys. So here's a little testimonial from, um, a patient and a therapist. We have this patient, she came into the clinic I think about like 6 times, and she had leakage. And she had this little white dog, like he literally looked like this, okay? He was cute. And my therapists were coming to me saying, Kelly, I just don't know like how to solve her leakage. It's just not getting better. It's only been 6 sessions, but still it's not getting better. I'm like, okay, we'll do— let's do teletherapy. Let's see what's happening. Because her biggest issue was not sneezing, coughing, laughing. Her biggest issue was when she picked up her little cute doggie. And she was a therapist, a psychotherapist, and she wanted to bring her dog to the office, but she couldn't bring her dog to the office because she was peeing in her pants when she picked up her dog. And so her clients loved to see her dog and she like felt comfort by bringing her dog to work, but she couldn't do that. So we did one teletherapy session, and in one teletherapy session, my PTs were able to understand how to coach her in her environment using her setup, and we were finally able to solve her leakage problem. Not just by a staged environment at the office, it wasn't doing it. We had to use her environment and understand how she was bending in certain ways that she was bending based on the setup of her, you know, area that we were doing this in, and we were able to solve her leakage. So telehealth is very, very powerful, guys. Here's the next thing. You must improve your coaching skills. I love props, by the way. You'll see me with lots of different props, okay? Because that's how I coach, that's how I communicate. Some people are visual learners, some people are oral. You want to, you know, communicate speaking with them. Some people have to just take it all in and sit back and listen, okay? However, you know, you can communicate in all 3 ways. You want to effectively be able to do that, and you want to know actually how to communicate to these people. So this is part of the coaching aspect that most of us don't learn. And at least for me in PT school, we didn't learn how to coach. We learned how to treat manually, not coach. There's a big difference. So coaching is a development through effective communication. You have to ask the right questions. The right questions lead to the right understanding of their true deeper why. It's very important. So I would write this down: 3 deeper why questions for the patient. Number 1: What does your day-to-day look like? So I just don't say, hey Sally, what do you do every day? I'm like, Sally, show me. Like, literally show me. So you wake up at 6 o'clock. I want to see— I want to see you get out of your bed. Take me to your bed. Okay, she shows me how to do that. She gets up. I'm like, okay, then what do you do? Well, I go get my daughter out of her room. Okay, take me with you. Go get your daughter out of your room. Okay, take me and show me how you pack their lunches. I watch everything. Okay, number 2: what would be— what would you be able to do if you were able to solve this problem? I need them to process and think. This is a very powerful and impactful question. What are they not able to do now? But if we work together, what will you be able to do, and what will that mean for you? Super, super important question, because that's truly why they're seeing you, not because they have back pain. Okay, number 3: How would you feel if we were able to solve this problem? I need to know deeply how they would feel if we solve their problem. Very important. So here's the general format. Number 1, again, you gotta get to the true why. It's very important for that. Number 2, you must point out that they have a problem. You can do this through a scorecard that I have over here for like an app screen, or you can specifically ask them questions with like a questionnaire, but it's gotta point out that they have a problem and that you have the solution. Number 3, you must provide hope. You gotta show them a pathway on where they're at and where they're going to go, and that you actually have the unique solution for them, because that is going to give them hope that they know that you know your stuff and that they're gonna get the benefit. Next, you're gonna provide one tip that's going to get them that quick result. So I always do like a quick win. So let me give you an example. Someone that has hip pain, if they're coming to me because they're like, Kelly, I'm— I sit and I have this hip pain right here in my hip crease. Okay, great, Sally, we're gonna put this, um, we're gonna put this foam mat in your car and you're gonna sit on that. Yes, we have to lower your car seat down, but you're gonna sit on that and you're gonna drive. And they're like, oh my God, I don't have any hip pain today. It's like, yes, that's the quick win we're looking for. So that way you can show them immediately that You have the solution. So here's what I want to kind of wrap things up with. So ways to diagnose a hypertonic pelvic floor without your hands. I asked you guys this question at the beginning of the presentation. So how are we going to do it? Here's, here's number 1. Number 1, you're gonna be lying on your side. You're gonna take your finger and you're gonna place it— I said on your butthole. Yes, I said butthole. Butthole or your anus, okay? Okay, you can place your finger externally, not internally, and you're gonna place it there and you're going to breathe. And as I breathe, I'm going to see, does the pelvic floor move? And the client is going to tell me if their finger is moving dynamically or not. That's a way for me to truly understand what is their pelvic floor doing without me physically being in front of them. Number 2, I go tell them to say, hey, bring me to your bathtub. And I put them in the bathtub like this, and we're— here's the lovely pelvic clock too, okay? Put them in the bathtub like this, put a mirror out in front of them as you can see here, and I'm like, hey, I want you to take a look down there. What's happening when you sneeze, cough, laugh? Is anything kind of popping down there? Okay, and they can do that. They don't have to do this, by the way, while I'm on the call, just so you know. Okay, they're not showing me their parts on the call, just, just so we're clear. Um, the next thing I like to do is I'll coach them on how to sneeze, cough, and laugh. And I will take a makeup mirror. Where's my makeup mirror? I'll take a makeup mirror and I will put it below them, and they will sneeze, cough, and laugh, and they will look. They just spread their labias and they will look to see what's going on down there. That's how you can see what's, what's happening. So let's do a recap. Here's a big recap. Number 1: stop presenting teletherapy as an afterthought. Hopefully I'm very clear on that. Do not present it as an afterthought. You've got to present it beforehand. You got to learn how to coach people and not just use your hands. Coaching is key. You got to get people to the end result no matter what so that you are the actual hero. What I mean by that, guys, is If you let a patient go after 3 visits— I know we all think we're magical, and I'm sure most of you guys on this call are so magical, but 3 visits is not truly going to get a musculoskeletal change. It just isn't. We know that from the research. Takes 3 months to truly get a musculoskeletal change. So if we don't know how to coach someone and we start to feel uncomfortable, we're like, up, I gotta let you go. I'm not gonna book out because I, I don't know what to do with you now. I, I don't know. And so I guess you're, you're hopeless. And you let them go, and now they go to other— all these other providers don't get their problem solved and think that they're, they're unfixable. We don't want that. We want to be the heroes. We want to give them the result because we know we have the solution for them. So get them to the finish line. That's key, and it's our job to do that. Now we want to really integrate teletherapy because it solves 3 significant problems. This is major— 3 significant problems. Number 1, and this is what the pelvi— the, the teletherapy method that I've come up with really helps solve. Number 1, it helps solve the cancellation. If you preference it ahead of time, it will help literally make the cancellations go bye-bye or very minimal. Because you just switch it over to teletherapy. No problem. Number 2, it really helps with leads. So if you guys are like, look, I've hit everyone in my area, I don't know where else to go, guess what? You can hit the whole freaking state. You can hit the whole state. You will— I promise you, you won't run out of leads. There's 40 million people that need our help. 40 million. There's less than 10K of us. That's a massive market. So we must be, we must be doing this. And number 3, cash flow. If you guys are struggling with cash flow and you need more cash flow coming to your clinic, because you guys saw, you guys saw when I broke it down, it was going to cost me, if I had 2 providers on, it was going to cost me $10K a month because of cancellations. $10K a month. That's payroll right there. That's huge. And if they were to cancel, guess what happens with the consistency? Which is the number one thing that I really believe in orthopedic is I want the freaking results. I want the customers to be leaving so satisfied, and I want them to ultimately get to all their dreams being met because I know we have it in us that we can do it. And so that's why tonight, guys, I wanted to present the PelviBiz teletherapy method. So I'm gonna let you guys know, um, I'm gonna kind of give you some insight into what it is. And so if you're up, if you want to purchase tonight, you can do that. So here we go. So there's 3 teletherapy diagnosis charts that I will be giving you guys. It's a $3K offer, it's tonight only, okay? It's pain with intercourse, because these are big ones. It's leakage and hip pain. We will literally specifically guide you through week 1, what I need you to do, what does that look like. Week 2, what does that look like, so that you're not concerned how to communicate with them. You're not concerned of, oh my God, what do I need to do because this is now over video. Like, I need you to really understand how to do this. And if you're not doing this, it's probably costing you $5,000 to $10,000 a month. No joke. So for $3K, I— we're going to give you a pain with intercourse guide. We're going to give you a whole leakage guide, all 12 weeks literally laid out so you can't mess this thing up. Okay, and then hip pain guide. And we have 2 bonus items. You're going to get scripts on how to effectively communicate with your clients so that they see the value in teletherapy and just don't say I— you're not using your hands, it's not worth it to me. And it's going to save you time and it's going to save you a lot of money. And the last thing we're going to do is we're going to give you videos on how to do evaluations without using your hands. And so that's part of the offer. So if you guys are interested and you want it tonight, we're doing it for the next 24 hours, okay? We're giving away those bonuses. So if you want it, you can scan the QR code that is on the screen, um, here And that's really going to help you solve the cancellations, it's going to help you solve the leakage, and it's going to help you solve the cash flow issue. All right, so if there's any questions, guys, I'd be happy to take them now. All right, um, let me see. I see Catherine here. So when you're talking about the price, you charge, do you mean insurance reimbursement or cash-based only? What I mean is insurance— I mean, um, cash-based only. So we charge cash. I should probably— I should have said that. We charge cash. So we are a cash-based clinic, and anything I do online is always cash, whether or not it's guides, teletherapy, it's always cash. So, um, we just say, you know, this is our price, this is what we offer, and this is the solution that we are going to give. You got to talk about the solution that you're going to provide. If you don't talk about the solution, um, they're going to be like, so what are you going to give me? And, and you really want to talk about how and lay out the path clearly so that they know if they invest in you that they understand where they're at and then where they need to get to. And this is why I do the pointing out that they have a problem and then bringing them to the solution. That's huge. Okay, um, when exactly do you have them do the testing in the bathtub and standing? Great question. So basically, when I have them do the— so what I'll do is I will go either into my own bathtub, okay, like if I'm at my house, I will go into my own bathtub and I will show them with my clothes on. Guys, that's a good point. I will show them with my clothes on and I will put my makeup mirror in front of me. I'll do the whole setup and then they will mimic that when they're not on video. So what happens is I will say, hey Sally, this is what you're going to do. I want you to repeat this right now while you're on video but clothed. Okay, repeat it back to me so I can make sure that you understand what to do. And then when we get off, I want you to do it. And then next session, let's talk about the results that you found. And then they come back on next session and they tell me what they found, or they tell me what they've been doing, and we go from there. Okay, so they can also, you know, do it clothed, but I don't look at— I don't say, hey, put your vag to the computer screen. Like, we don't do any of that. Okay, um, let's see. Uh, for teletherapy clients, no in-person sessions, what is your average number of sessions? Stephanie, we see them for 12 to 13 teletherapy, all the way strictly just teletherapy. Yep, because again, I truly have seen this, guys. I've been practicing for a while. Um, I came up with this, the, my method, which is 12 to 13 sessions. And now the research is out on this where it says prolapse takes 16 weeks consistently. By the way, there's research out now on this. And then if someone has leakage, specifically just leakage without a prolapse, it takes 12 weeks consistently for someone to get better. So this is why it really does take, you know, a period of time for people to truly actually solve their problem and not just get out of pain or, or, you know, just solve the leakage for a second, but then it comes back. You really want to impact someone's life, you got to like really hardcore be able to officially eliminate it. Let's see, do you have that offer on your website? It's not on my website, but you just scan this QR code here, or you can look in the chat and just copy that link. And it's only for tonight and for people that were on. So we are just, you know, putting it here on the, on the screen. So it's not on my website. Let's see. Christy, we are the heroes. I love that. We are. We really are the heroes. We can do so much. Let's see here. Sorry, guys. Let me see. Can you work as a pelvic floor PT while traveling overseas in cash base, no insurance? My specific case, I am registered as a PT in Alaska and New York, but this year I moved to New Zealand. Nice! I've always wanted to go to New Zealand. And not registered as a PT here and plan to continue traveling for the next year in South Asia, but I want to start online work while traveling. Is it possible if I open a business license in Alaska, for example? So wherever you are, wherever you are, um, what do you call it, licensed in that state, you can practice in that state. Like, I have a California license, I have a Georgia license, I have a Virginia license, I have a New York license. I've moved all over, so I've been in 5 different states, guys, that I can practice. I am currently here in Virginia, but I can practice in all those states because I have a license in those states. So you are specifically doing one-on-one telehealth therapy, and it's called, you know, specifically telehealth therapy, you must be licensed in that state. You do not have to have your practice registered in that state, but you can, you can practice in that state if you hold a license. Now you can do a guide. Okay, here's the other thing. You can do a guide, which we help people on too, a guide that can go out to the masses where you don't have to be in that state because you're not giving one-on-one exact advice, if that makes sense. You're, you're just saying, you know, in general, this is what I would do. Okay, so hopefully that helps with that. Um, let's see. Uh, will you have them show you your C-section scar during, uh, the teletherapy session? Yes, Danielle, I will have them show me their C-section scar. I definitely want to see this. And have you found that people are okay with that? Yes, people are typically okay with showing their abs. I have basically everyone, anyone that's on a teletherapy with me, I have them show me their abs all the time. So pretty much their shirt is lifted at all times, uh, because I have got to see the pressure control system. I've got to see what's happening with that, and you can really see it, um, when their shirt's up. So I really just kind of a lot of times have them in a sports bra, to be honest. Or shirt, you know, off. Yeah. So for the international question, can I be in Thailand but my patients have to be in New York and Alaska where I'm registered? Yes, that's correct. You can be in Thailand, that's fine. But yeah, if you're licensed in New York and Alaska, you can, you can see people in those states. Do you have people rebuttal on converting to telehealth? No, you You know what's crazy about that, Christine? It's a really good question. So we really don't have people doing this. Now, in the earlier days when I started to do this, and this is again why I came up with this method, I did have people rebuttal, and they would be like, they would give me that objection. The objection would be, well, I don't think you're more valuable because you can't work on me, because so many of us are being portrayed that we're like glorified massage therapists. And it's like, actually, that's not the case. And this is why I made the logo a puzzle piece, because we truly put all the pieces of the puzzle together. There's so much that we know. There's so much that we can solve. And I always tell my patients with this, we're not just the physical part. This is super important. We're not just the physical part. You've gotta be the, um, the mental part. Which is how you do the coaching. You got to be the pain science part. You got to maybe refer out to the nutritionist. Maybe you have to refer out to the sex psychologist. Maybe you have to, you know, put a functional medicine person on their team. So we're the people that create the team, guys, because we know so much. We know so many other people in the community. So we're not just the physical, and if we present ourselves as that then we will get that rebuttal because that's the only thing they see that's valuable for us because that's how we presented ourselves up front. And Christine, that's what I want to coach you on, is you being able to understand how to present yourself ahead of time before you get those rebuttals so that you don't get those rebuttals anymore. We don't get those rebuttals anymore. I used to, but I don't now. Stephanie, do you provide super bills for teletherapy? Yes, I provide super bills for teletherapy, 100%. Yep, that, that can be reimbursed as well, no problem. Okay, I'm a solo provider but new to pelvic health. Do you provide mentorship or have recs for courses beyond Herman and Wallace? Yes. I mean, again, I'm not— this is not a hating on Herman and Wallace type thing, but Herman and Wallace, no offense, guys, it's very basic, very, very basic. And so when you're looking for mentorship, I mean, we even have a residency program, a residency that we pay you for business and clinical, because I would recommend something like that. And whether or not it's me, whoever, but I would look at something more like that where you truly get hands-on skills and training on real-life clients and patients, not just from a textbook. So, you know, if you're interested, you know, just DM me. I can send you some, some stuff on it. Um, but just DM me on Instagram at PelviBiz and I can hook you up. Um, but that's what I recommend. I had amazing mentors and I truly believe that's where I learned lots of my techniques and stuff from, was mentors that have been in the field for 30 years, not a lot of these courses. Because like the courses have to be very basic because it goes out to the masses, so it's just, it's not real life. It's just not like they don't connect the dots on everything. It's very just like, this is how you solve leakage, but they're not connecting the whole system. So I feel like that's a big disconnect, and, um, as providers, we can do a lot, a lot more than that. All right, guys, anything else? Um, are there some types of patients or conditions that you recommend or require as in-person evaluations prior to teletherapy? That's a great question. There is no, there is no condition. I'm telling you when I say I can treat all conditions online, the main one that we treat that I think people are surprised by is erectile dysfunction. I can coach someone and my staff can coach and other therapists that have taken this can coach people through erectile dysfunction in a 12 to 13 week session once a week and get resolution to that erectile dysfunction. Tailbone pain. People are like, well, don't you have to do an internal manipulate tailbone? No, we can get resolution with tailbone. Tailbone though takes about 4 months. I find on average about 4 months for tailbone pain to resolve. Um, pudendal neuralgia. Pudendal neuralgia patients, that's a very complex one. I would say even in person it can take a year to a year and a half. Um, and, and a lot of times, guys, remember you don't have to have all the solutions either. I'm the one that's coaching them. This goes back to the coaching and learning how to coach them. I'm pulling in the pain doctor. I'm pulling in maybe the injection, maybe pelvic rehab for injections. I'm pulling in maybe suppositories from the urologist. I'm, and I'm creating the whole team so that we're getting the best results and everyone's on the same team, and I'm the one that's spearheading it all. So I'm creating that team for that patient, and that's super, super valuable for that patient because guess what? That patient's going to go to Google, get lost because now they're Googling random people that may not be like really valid in our community, and now they think their problem's never going to get solved. So it's massively valuable just for providing resources to these patients and creating that care plan for them. Super valuable. Um, let's see. Yeah, Stephanie said, yeah, pudendal neuralgia takes a very long time. Yep. Uh, let's see here. Uh, let's see. What courses do you recommend to assist with evaluating ED? Um, I really liked— is it Alcove? I want to say— I want to say I may be saying that wrong. Alcove. I found that they were really good, um, with males Training males, guys, they had male models. Yes, Alcove is amazing. Yes. Um, they actually had like 7 male models in the courses. And I've even heard of, uh, this is true because I do have a male pelvic floor therapist on my team. He said he took— I'm not calling anyone out, but he said he took APTA or Herman and Wallace, I forgot, and they— it was a male pelvic floor course and they had no even male models to practice on. I, I'm like flabbergasted. I don't know how you do that. So yeah, just be mindful of this stuff. Again, this is why I'm saying you need a really good mentor. You need like in-person experience. Um, okay, let's see. Can you clarify this? After you show them how to observe the prolapse and bulge, do they report findings to see if they are high tone On second visit, yes. So Christine, so what happens is, you know, they go, they look on themselves, they can report it, or they just do it off camera. You show them first, you do it off camera. If you, if you really wanted to know that visit, they can also do it that way too. But I don't have— they're not on camera pulling down their pants, let me just say that. Um, and then they report it and they say, hey, this is what I see, this is what's going on. Again, you show them pictures and And this is what I show you in my method of how I do this stuff. Okay, show them pictures of this is what it's going to look like, and then they'll report it back and they're like, great, well, this is our plan. So now we're going to do this, this, and this, and I'll go through that on the second visit. I always give them— and again, this is part of my, uh, plan that I would give you guys— is I always give them belly breathing on the first visit because no one knows how to breathe. So no matter whatever they find, that's okay, we can talk about it on a second visit. Because belly breathing is super, super important so that they can get that. Um, let's see. Do you typically do one session per week and then give them an HEP to do the rest of the week? Yes, one session per week, not overwhelming them. And the HEP is integrated into their life because I know from 6:00 AM when they wake up to 9:00 at night exactly what movements they're doing, What's happening? Like, I know everything because I saw it all. And so we just integrate it. I don't give them anything extra. I don't give them 30 leg lifts and say this is how many reps, reps and sets. I've just learned over time it doesn't work that way. And most people— there are the type A's that want that, I get it— but most people do not have time for that anymore. They want an integration. So I teach you and I coach you how to integrate. What about a diastasis closure? So we can assess DRA. I assess it all the time over teletherapy, all the time. That's an easy one over teletherapy. I look at if their internal obliques are dominant, external obliques dominant. I look at DRA. I look at if their TA is firing. I look at is everything firing together? What's their pressure system? Do I see lines on their belly? I do a full-on abdominal assessment online. And that's part of the charts that you guys will be getting. Um, if you want to know more about the PeliBiz teletherapy method, it's all in there and laid out of how you're going to do that. All right guys, this has been super good. So thank you guys so much, um, for coming on. Super, super appreciative. And, um, I always love— I always love teaching. So thank Thank you guys so much. Hopefully you guys learned a lot, and, um, happy to answer more questions. So bye guys, bye-bye. Thanks guys so much. Thank you.