Why Healthcare Providers Undercharge (And How to Fix Your Pricing)

What's up everyone?

What's up?

Thanks so much guys for joining. For those of you that are on, go ahead and put it in the chat.

Where are you from? Uh, what your practice is if you do have one.

I know we're gonna have some people on tonight that are just starting out. I know some people that are just mobile that are on here, and I also know multi-six-figure practice owners that are going to be on here tonight.

So go ahead and put it in the chat for me. Where are you from? What's up, Donna? Happy New Year.

Yeah, Happy New Year.

If you guys want to put it in the chat, where are you from coming in?

Jenny, what's up? Love to see you on. Love it, love it, love it. All right, Virginia. Chelsea, what's up? Awesome, awesome. What's up, Kate? So good to see everyone tonight.

Some people I know very well on here, and I'm so happy to see you guys because honestly, this thing is gonna be amazing, especially for the first of the year. Andrea, what's up?

It's gonna be amazing for the first of the year for you guys to really help double your revenue.

So I can't wait to get started, so let's go ahead and get right into it. All right, so today, guys, I'm going to be talking about how you're not going to feel like a salesman, okay?

Because none of us want to feel that way.

We want to be able to double your practice without having to double your patients.

That is our goal today. And if you guys stay on to the end of the training, I have an amazing surprise for you, for those people that actually stay on. So you're going to want to stay on. All right, so let's get into it. So with that, I made about $9,000 a month.

And since working with PelviBiz, I now am solely in my business as of July 21st.

I started with Kelly in June and now I'm making $13,000 completely on my own.

Guys, this is Dawn. Dawn was working 3 jobs.

She's a single mom from New York City and she was commuting 45 minutes in, 45 minutes out, and she was only, I say only making $9K, but that's with 3 jobs. So what we were able to do by the method that I'm going to teach you guys tonight is we were able to be able to not only just have her have 1 job and be able to make $13,000 by what I'm going to teach you tonight.

So I cannot wait to show you that.

And, and get in into the journey. So here we go. So why I founded PelviBiz. There's a massive, massive reason why I founded PelviBiz. I grew up with a single mom. She had 3 kids. She was a teacher. She had 4 different jobs.

She scrubbed Chick-fil-A's toilets. She worked in my gymnastics gym.

She was an incredibly hard worker. And I remember one day we were sitting at the dinner table.

And she decided that she was going to take out Monopoly money and show us, like she said, hey Kelly, here's how much your cheerleading uniform cost.

Here's how much Patrick, your football uniform cost. Okay, this is what our rent costs.

And I remember her having no more money in her hands.

And at that moment, I was so— I was terrified and scared for her because I was like, I don't know how we are actually going to pay rent. And I was so terrified.

I was like, I never want to feel this again. So then I thought, you know what, I'm gonna go to PT school.

Why not? I'm gonna become a doctor. I'm gonna make lots of money.

So I decided to go to PT school, and I came out and I started with making $62,000 a year.

$62,000. Now, I was in over $200,000 in student loan debt. So I remember a paycheck and a half going towards my student loans, and I had $500 to live on. Can anyone here, please put it in the chat, can anyone here live on $500 a month?

Please let me know if you can.

I personally could not. So I had to go and get more jobs because that's what they taught us.

So I became a Pilates instructor.

I was a personal trainer. I worked on movie sets, and I was also a clinical director seeing 18 patients a day in an outpatient orthopedic doing pelvic health as well. It was truly insane.

And I found myself sick, tired, and in the same exact spot my mom was.

And I said, I never want to be my mom.

Nothing, you know, against her, but I was like, I just don't want to do what she's doing.

And then I realized, oh my Oh my gosh, I am doing the exact same thing that she was doing, and it's just like a repeat cycle, and how do I get out of this cycle?

So then I thought, okay, well, I have all this student loan debt, how do I get rid of it?

So, and I knew if I continued down that path, guys, this is how crazy this is, I continued down that path, I was going to be paying my student loans for another 21 years and paying an extra $160,000 on top of, I think it was like $230,000.

Okay.

So in 8 years that I worked for other people, it took it, I paid $50,000 of my student loans. It took me 8 years to do that. In 1 year of working for myself, I was able to pay $150,000 $1,000.

And this is why I'm so— for my student loans.

This is why I'm so passionate about helping pelvic health providers be able to make more money and be healthy while doing it, because they didn't teach us this in school.

They taught us you go, you work for someone else, they take insurance, and that's just the model that you do.

And you see anywhere between 14 to 18 patients a day because that's just normal in therapy land. And I knew there had to be a way after 8 years of basically killing myself. I always had anywhere between 2 to 4 jobs just trying to pay my student loans and just live. And I said, enough's enough. I've got to go all in.

So for those people that are on right now and you maybe have not started a practice yet, this is your moment.

Like, this is it.

To go all in, believe in yourself, and say, I'm going to do this. It's 2024, it's time.

And that is what I wanna show you today of basically how to get outta debt, how to not be a salesman, and how to use your contacts and the current patients that you currently have to be able to completely change your life and move forward. Around the time I met Kelly, I was making around $12K per month, and I was just a solo practitioner., in a little office. And after working with Kelly for a year and a half now, I am making, uh, $56K per month.

Guys, this is Linda.

She was struggling when I met her.

She really was. She was by herself. She didn't know how to hire. She didn't have any time to herself. Now she's making, she's making over $56K a month. Who here, put it in the chat, who here would this be life-changing for?

Like, put it in the chat. It's amazing. Okay, $56,000 a month.

And get this, the best thing is, is now she can go hang out with her daughters.

She was able to buy her dream home.

She was able to buy her dream car. And she now has her time back because she's out of clinic and being able to run the business instead of being in the business. So that's amazing that she's actually being able to drop her kids off at school. Like, that was her main goal, and she's now able to do that.

So it's, it's super, super inspiring.

All right, guys, so I would write this down.

I would make sure you have a pen and paper next to you because here we go, we're going to go really tactile. So there's only 3 ways that you are going to increase your revenue.

So here we go.

Number 1, you got to get more patients.

So you're thinking, Kelly, well, how am I going to get more patients?

You're going to get more patients by—

I call it sweat equity.

Okay?

You got to go out and you got to go do workshops. You got to go and talk to people on social media.

You got to go out and connect with maybe local doctors' offices.

That's how you got to connect with the community. That's how you're going to get more patients.

So that's one way.

The second way is you're going to raise your prices. So some of you that are on right now, you may be charging $100 a visit.

You may be charging $150, you may be charging $200, maybe even $300, maybe even $400, but eventually there is a cap that we can, you know, charge.

$400 I would say is pretty, you know, high. Of what— so there's going to be only a certain amount of population that's actually going to be paying $400 a visit. So, you know, just think about that.

You can only go so much and then there's a cap.

And number 3 is what I'm going to be focusing on tonight, which I really want to, you know, hammer away at, is how to increase visits of your current clients.

So some of you right now, you're thinking, Kelly, I don't have any clients.

If you take out your cell phone and you go to your contacts, okay?

So for those people that don't have, and this is even if you have a 6-figure business too, or 7-figure practice, take out your phone, look at your contacts.

Who right now in your text messages can you text and say, hey, I'm curious, is there a way that I can work on you for one session?

And in return, would you provide a Google review if you felt like the services were up to par and see what responses you guys get.

Like, literally just start there.

If you're like, Kelly, I don't have anyone and I hate talking to people, okay, well, can you go to your social media? Can you go to Facebook?

Can you go to Instagram? Can you look and see who follows you?

Anyone that follows you, can you go and send them a message and say, hey Sally, I was just wanting to know "Looks like you're local to my area. If you know, if you'd be willing to come in or I come to your house and do a free evaluation on you, and in return, if you felt like it was good, could you leave me a Google review?" And see what they say.

And that right there, that's how you get your first clients.

That's exactly it.

Use the resources that you have.

So going back to how to increase your clients, the patients that you actually have.

This is why it's massively important. So here we go.

Number 1, your referrals are only going to ramp up when you get someone massive results.

How can they not talk about you?

They're going to be definitely talking about you. Number 2, your brand is going to be growing because they're going to be like, oh my gosh, OrthoPelvic helped me so much. I was able to stop my leakage and now I can come to this gym every single day. And work out and feel amazing.

They're going to be talking about you.

Number 3, for me, this is the best part.

It's so fulfilling to have a patient walk into your door.

They're kind of like shoulders forward, head down, and they're like, oh my gosh, like, uh, you're just my last resort. I'm here. I mean, who's had this happen to them?

I'm here. Can you help me? They've been to 8 different doctors.

And then when you're done with them, they walk out of there feeling like, oh my gosh, they feel so empowered, they feel so inspired, and that they can actually take control over their goal and that they have reached it and are now able to do it.

It's so impactful for us. So I think that's, uh, really, really important. And the last thing is overall, you're going to increase your profit because we've increased the number of visits that we have seen them.

So, that's the other thing.

Alright, so there's 3 steps to increase patient visits. I would write this down.

Number 1, you want to develop a clear method. So, when I talk about a method, this is what actually makes you unique. This is your roadmap.

So, when someone calls the office and they're like, "Hi, how are you different?" You're gonna say, "Our method." That's what makes us different. And the method shows you where the patients are at, or where they're at currently, and where we're gonna actually get them to.

So, for instance, when I call a doctor's office, guys, what do they normally say? Hi, can I have your name, email, phone number? Monday at 2, does that work? Okay, and what's your insurance? Okay, signal, okay, great, we'll see you then.

Why doesn't anyone ask us over the phone, hey, can you actually help me?

Hey, have you actually seen this condition? No one's asking that.

So that alone, if you are discussing your method over the phone, is going to set you apart.

Number 2, you want to make sure you are assessing their deeper why.

So more often than not, let's just say someone comes into the office and they're like, hey, um, I would like for you to help me with my leakage.

They're not coming in because they have leakage.

Why do you guys think they're coming in?

Put it in the chat section.

Why do you think they're coming in? They're coming in because they're embarrassed. They don't have confidence.

They are annoyed that they have to keep dealing with this, maybe at a workout class or maybe hanging out with their kids. They can't do the activity activities that they want to do with their kids. That's why they're coming in.

That's their deeper why.

So that— I'm going to teach you guys how to get to your deeper why, because if you don't get there, the patient is not going to clearly understand why they need to be there, really.

Okay, and then let's go over number 3.

We have got—

as rehab providers, we have got to bridge the gap between rehab exercises, and higher level exercises.

So here we go, let's get into it.

All right, so this is a sample method that I use at OrthoPelvic.

I have specifically trademarked this and come up with it myself.

So for us, it's called the LSR method. So there's a lengthening phase, strengthening phase, and then a return phase.

Okay, so in this phase, you'll see the lengthening phase is visit 1 through 4, the strengthening phase is visit 5 through 8, and the return phase is visit 9 through 12. So let me ask you guys this, okay?

How many visits—

I want you to put in the chat section— how many visits are you guys typically seeing patients for?

Go ahead and put it in the chat. So how many visits are you guys typically—

is it 1?

Is it 2? Is it 3?

Are they getting better? When are they getting better?

Peter said 10. Okay, who else? It depends.

6.

Jacqueline said 6.

6. It depends on the therapist.

4.

Okay, so some people said 10, 6, 4. Okay, so I see mainly 6.

Okay, so more often than not, and correct me if I'm wrong, doesn't it take—

and put in the chat section if this is correct— doesn't it take 6 to 8 weeks for pain to go away?

Does everyone agree with me on that?

6 to 8 weeks for pain to typically start to dissipate?

Now, it may not completely go away, but it starts to— we see some progress.

Is that correct?

Anyone there?

Okay. Doesn't it take about 6 weeks for— 6 to 8 weeks for a bone to heal? Is that correct?

All right. So then doesn't it take about 12 weeks to have a visible musculoskeletal change?

That's correct, right?

So if we look at the science to this, and we truly are trying to get the patient to the end result, why are we not seeing patients for at least 3 months so that we can actually get a visible change in the musculoskeletal system so this issue doesn't come back? So I challenge you guys to see if you're doing 6, can you get the patient to 12?

And what I have found working with thousands and thousands of therapists, okay, is typically we don't know and we haven't been trained on higher level exercises on what to do and how to bridge the gap between rehab and actually getting them the results that they want.

We've been trained so often than not to just get them out of pain and check the box, you're done. And then we send them on, on our way, right? So if on average, if most of us are seeing patients for 6 visits, now how much are you guys charging a visit?

If you can put it in the chat, how much are you charging a visit? Go ahead and put in the chat.

200.

Kate says 200. Who else? Buffy is 190. 250 to 300, Peter.

So 200 again.

Okay, so let's say on average about 200. So if you guys do 200 times 6, 200 times 6, if someone wants to put that in the chat, 200 times 6 is That equals $1,200. That means a patient that comes into your door is worth $1,200 for those that are seeing the patient for 6 times.

Now, let's do this math.

I want you to write this down.

$200 times 12, that's gonna equal $2,400.

So if we see them for 12 sessions once a week, okay, just once a week for 12 sessions, okay, then we are going to be able to double our revenue coming in.

We're going to be able to double it.

And not only are we able to double it, we're actually going to get the patient the results and so that they don't have to come and say, oh, this didn't work, I failed at this. I don't know why I still have this problem.

Like, we're truly going to get them the end result.

And then you got to think about if we not only brought them the 12 visits, but let's just say, how many patients do you guys see a week? If you don't mind putting that in the chat. One more thing.

How many patients do you guys see a week?

Could be 5, could be 8, could be 12.

How many patients do you guys see a week?

Okay, so let's see, you guys see—

okay, so let's take Jenny.

She says she sees 6 to 8. Let's just say she sees 8 patients a week.

So she has each patient, she gets to 12, so that's $2,400 for one patient times 8.

$2,400 times 8 is Got my handy-dandy calculator, okay, but it can't calculate right now.

$2,400 times 8, we can do math. Why is it doing too many zeros? Hold on. It's $19,000, $19,200.

$19,200.

Jenny needs 8 patients a week for them to truly reach their goals, and she'd be making close to $20,000 a month. Who doesn't want that? Who doesn't want that?

And you're gonna be known as the best provider in town because you're actually getting them the results and not just stopping and saying, oh, we're gonna get you back to ground zero.

When most people are just getting out of pain, guys, they haven't reached the reeducation phase.

So let me explain the method here. The first phase is the lengthening phase typically.

So typically, especially in the pelvic health world, I'm going to use my bicep as an example. Things typically are too tight.

Okay? So what we have to do, and this is what the first phase is, is we have to lengthen the muscle first.

Then this is the phase that most people stop because we're not getting them past those 6 visits typically.

So now we have to reeducate the muscle on how to fire and when to fire.

And this is the strength phase.

Then what we have to do is get them to the return phase. The return phase for pelvic health land is getting the person to be able to return back to jumping on the trampoline without leakage, be able to run without leakage.

That's the return phase.

So can we actually get the person not only through the strength phase, and that's what they want to quit because that's when their pain goes away.

But we have to explain to them, hey Sally, I know that your heaviness or your pain is going to start to dissipate around that 6-visit mark, and you're really going to want to quit then.

But I got to tell you, that's when we actually got to keep reeducating the muscle on how to fire and when to fire so that we can get you back to running on, running at CrossFit, jumping on the trampoline. And that's going to be the return phase here. So we must complete the method all 3 stages so that we can get you to jumping on that trampoline.

You see how I bring it back to her goal?

Super, super important for her to realize and not just talk about the visit number. You want to talk about the method and that they've got to complete the phases.

Hi, my name is Stacy and I'm a pelvic health and orthopedic PT here in Long Beach, California. And when I joined CAP, one of the things that was super helpful is the first thing Kelly had me do is create a method. And since creating that method, it has helped me be able to market to patients so that patients feel confident, um, in the treatment that I provide them and the value that I provide them. And she has helped me. And the method is also something I can use to get patient buy-in during the initial evaluation. Since working with PelviBiz, I have tripled my revenue and gone from being a mobile PT to a brick-and-mortar. And Kelly has helped me be more confident when it comes to talking to patients and communicating with other providers. So 10 out of 10 recommend.

Awesome, guys. That's Stacy.

Stacy's awesome. She was a mobile physical therapist. We were able to get her into space and she tripled her revenue in her brick and mortar practice because specifically of the method, because she was able to learn how to communicate. More often than not, most of us think, let me go get another certification. There's nothing wrong with that, but another certification is not going to show the patient that, hey, I know what I'm talking about and I can truly help solve your problem. The more that I can get the patient to envision themselves at the end result, which is their goal, the more the patient is going to say, hey, I want to work with you.

I'm going to hand you money.

In return, I want this result.

Okay, so that is massively important, is learning how to communicate, and the method is going to help you do that.

All right, so let's get into number 2 here.

I want to re—

I want you guys to rethink an evaluation.

So I'm going to give you guys an example of a patient that I had come in the door recently, and really I want you guys to think about getting to their deeper why on the subjective.

So more often than not, we're like, hey, go ahead, tell me what your issue is. Oh, okay. So your issue is leakage.

Okay, great. And like, you want to go back to running and you want to go back to CrossFit.

Is that correct?

Yeah, that's correct. And most providers stop there.

And I'm here to tell you guys, I want us to all rethink this.

And what I mean by that is we've got to go deeper.

So if I'm talking to someone and I'm like, Sally, so tell me what's going on.

She's like, okay, I got leakage.

I want to go back to CrossFit. Okay, cool. So what you're saying is You want to go back to CrossFit so that you can hang out with your friends. Is that correct?

Yeah.

So now here's the next question I would ask.

So Sally, why is that important to you that you're able to hang out with your friends?

Tell me that. You see, I'm digging. This is very important.

Well, it's important to me so that I have a social life and I'm not just hanging out with my toddler at home, and I have other women there that are actually, you know, able to support me and we're able to talk about like mom things.

Oh, okay. So you really want to go back to CrossFit so that you can be surrounded by like-minded women that understand you. So tell me what's holding you back.

I know you said leakage, but like, really, what's holding you back from going?

Now I'm digging more. So here we go.

Well, what's holding me back, Kelly, is I have to bring an extra pair of pants and underwear in my backpack, and before we do box jumps or double unders, I have to go run to the bathroom, change my, um, pants, and then get ready for, you know, the jumping and leakage and whatever else.

And it's like, okay, so what you're saying is—

and I repeat back to them—

you're embarrassed potentially, or you're just annoyed that you have to go and change your pants, um, and you don't want to have to do that because everyone else there doesn't do that, and you just want to be able to do the workout, get it done, and not have to feel like, oh my gosh, am I going to leak and I'm going to be able to complete this workout?

Is that correct? You guys see how I dug?

I just didn't stop at leakage.

She's there because she's embarrassed and she wants to have a social life, um, but it wasn't the leakage that she was wanting to to get solved. She was just tired of being embarrassed.

And if I didn't hit that she was feeling embarrassed, she may have not stuck through the full plan of care with me because she only got to— maybe we would stop at 6 visits when it was like, oh, Kelly, I was able to do double unders one time and you solved my leakage. Well, how do I know? The body is always changing, adapting.

Maybe she was on her menstrual cycle.

Maybe she wasn't that day. Maybe she was having hormone fluctuations that were changing things.

Maybe she was yelling at her kids beforehand and she was stressed out and that was causing her more to have like a prolapse symptom.

Okay, there's so many different factors.

So what was it?

So we can't just say, oh, you did double unders one time without leakage, you're good. No, we've got to study it and make sure that we are able to fully test what they're trying to do and truly understand their big, deeper why. So I think that's, that's massively important.

So that's the subjective part.

Now what we're going to do is go into the O part. Okay, so now from here, she comes into the office.

I'm going to do an internal exam.

So I take one finger, I'm going to insert it into the vaginal canal here.

Okay.

I now am going to have her sneeze, cough, laugh.

Remember, she has leakage.

Okay, sneeze, cough, laugh, yell, um, bear down, see if anything's hitting my finger.

Does she have a prolapse?

Does she not?

Then what I'm going to do—

oh, then I'm going to have her lift, like, you know, contract her pelvic floor and relax her pelvic floor.

I'm going to potentially test her endurance.

Then I'm going to keep my finger in I'm going to have her come down off the table.

Okay, my finger is still in and I'm looking up.

What you see in this picture.

Okay, and from here I'm going to have her do the exact same thing I did in lying down. I'm going to, okay, say, hey Sally, I want you to sneeze, I want you to cough, I want you to laugh, I want you to bear down.

Now I'm going to see if I feel anything different.

Is anything hitting my finger?

Okay, do we have any symptoms?

Is she leaking? Does she have any pain?

Does she feel anything differently?

Can she now contract? More often than not, I see, I see this all the time.

We're in supine, we're doing an evaluation, everything's good. It's like, wait, how can you have symptoms? I stand the patient up with an internal exam, and I do this for every single one of my patients, guys, okay?

I, and we do this, and it's completely different. The muscles don't even want to work. It's like they're not even there. They're just completely frozen. And then you see their butt clench, you feel their butt clench, feel their abs grip, you feel their inner thighs work. And this is the moment, okay?

This is the moment that you've got to use the method.

So when I'm in internally and I'm like, hey Sally, nothing's happening here, okay?

And she's looking at me like, this lady is Crazy, okay?

And I'm like, nothing's going on. This is my moment to explain my method. So Sally, your muscle is like this. We have got to get you through the lengthening phase.

We have got to get you through this because the muscle is not dynamically working.

So Sally, when you go and jump in your CrossFit and you jump—

this is the bladder, my calculator—

and it hits my muscle, okay, this is why you have leakage, because the bladder hits this and it's like a hard as a rock and it's not pliable like a trampoline. That's what we want it to be.

So Sally, this is the first phase of the method. We have got to lengthen this muscle, these muscles I should say, so that we can stop your leakage.

Does that sound good?

All right, cool.

So now I relate it back to the method.

Now, next thing, I'm going to take Sally outside. Remember, Sally has heaviness and she has leakage.

Okay, I think she also has a hernia.

So I took her outside, I had her run.

I had her run for actually 3 minutes in the parking lot. You can take someone in the hallway, you can take them around their house if it's big enough, whatever.

Okay, I had her run. She actually didn't have leakage with running, which I was actually surprised on. So then I'm like, okay, So, but she did say she had heaviness with it by the end of 3 minutes. So what I'm trying to do here is I'm trying to take Sally to the extreme that she never thought she could do. This is a mom. I think she was like 2 or 3 months postpartum.

Okay, and a lot of times, a lot of times these moms are fearful.

They're scared. They—

no one has ever given them permission to even go try running in the postpartum phase.

They don't know.

They don't know if they should go do it or not.

So we're the first ones that are going to say, Sally, I actually need you to go run.

Let's go run and let's see what happens.

So I gave Sally permission.

She ran.

She was kind of shocked she didn't have leakage. And she said, I had heaviness.

She had heaviness.

Okay, so, okay.

Great.

So now we're going to come back inside. Okay, so the next thing I test her out on is I pull out the trampoline.

Okay, she said she had leakage with double unders, so let's see.

So I pull out the trampoline and I actually have her start, start jumping.

Sally— so here we go, I started jumping.

So it's like 1, 2, 3, 4, 5.

At 5, Sally actually started to have leakage at 5 jumps on the trampoline. So I'm like, all right Sally, let's stop.

So I had Sally stop, then I took a ball, like a Pilates ball, and I put it in between her legs.

I put the ball in between her legs and I rehad Sally jump. So I'm like, all right, here we go Sally, let's do it again. So 10, 9, 8, 7, 6, 5, 4, 3, 2, 1.

Sally had no leakage.

Now why is that?

It's not a magic trick.

Right?

Sally had no leakage because she's using her adductors that are coming into her pelvic floor, and those guys are taking over because her pelvic floor is stuck in this position. It's not moving.

It's not dynamic enough. It hasn't reached phase 2 and 3.

So I had to then explain to Sally, Sally, this actually proves that your pelvic floor is stuck like this and that your bigger muscle groups are taking over.

But you don't always want to have to jump on a trampoline with a ball in between your legs, do you, Sally? And she's like, no, I know I don't want to do that.

So my next thing that I test her on—

and this is all my evaluation, guys.

I'm not doing range of motion and manual muscle testing.

I really believe that it's to please the insurance company. Okay, let's not do that.

We can do so much better.

And this is the stuff that we can do, take people to the next level.

So the next thing I like to do with them is we're going to do a star jump.

And when you do a star jump, what happens to the adductors? They come out like this.

So that way the adductors cannot come into play.

Well, I had Sally do this.

She started, she started to have leakage, immediately started to have leakage right after the first one. So again, this was proof that her pelvic floor was not dynamic enough to handle the load of a star jump. And she started to have leakage. So I'll have them do 10 start jumps if they can. Sometimes they can't, we can't even get there.

That's okay.

Um, and that basically proves that they're compensating with their adductors. Okay.

So now the next thing I like to test with this is overhead squat.

Can they squat?

So the first thing I'll do is I won't load them up and I'll just have them reach their arms overhead and I'll have them actually squat.

Okay, and then I look and I see all their impairments. Are their abs hanging out?

Are they in a very arched back, which you guys see, can see on the screen right here?

Okay, and then are they, um, is their hip mobility good?

Are they collapsing in their arches? What's happening with their knees? Like, I look at everything here.

I don't cue them on anything.

I just look at everything.

Can they actually do it? How low can they get?

I'm looking at all that kind of stuff.

Now we're going to recap on the objective part. So now let's go to the next slide here.

Let's wrap it up here.

So you've got to explain to Sally, you bring it back to the method. Hey Sally, what I saw is that we weren't able to go low enough in the squat because it appears that there's a strength issue. It may be in the glutes, the adductors, or there may be a mobility issue because your right knee was turning in. So that is part of actually the strengthening phase that we have got to get to so that you're able to tolerate load while you're picking up your child and throwing them in the air or doing squats with them or picking them up from something and, and, you know, loading them to maybe the car so that we don't end up with an injury or more pressure going down on your pelvic floor.

So the method, guys, allows you not to be a used car salesman.

It allows you to be unique. It allows you to be different.

It allows you to set yourself apart from the next pelvic floor therapist that is just right down the road.

Okay? I think here's the other thing I like to add to this.

This is also your chance to get the patient to understand that they must commit. Sally, what I need from you is I need you to be committed.

I need you here to come in once a week, and if you just come in once a week and be consistent, then we are going to get you back to jumping on the trampoline without leakage.

And you've got to set the expectation. Sally, it may get frustrating at first. There may be some movements in visit or in the phase 2, in the strength phase, where some days you have leakage and some days you don't, it's okay. That means we're actually progressing. Set the expectation so Sally doesn't think, you know what, this is never gonna work, and goes away at visit 5 and 6. I think this is where we go wrong a lot, and I think if we can really let them know that this is normal, it's part of the path, it's part of the journey, that you're gonna have these good days and bad, but we are making progress because we are having better days than when we actually started, that's massively important to tell Sally.

Okay, so number 3, we gotta get them to the finish line.

So I always say this, it's not only that we wanna get them to ground zero.

To me, ground zero is visit 6.

When we get them out of pain, maybe they stop having the pressure, maybe they're feeling pretty good, like they can go conquer the world. We've got to get them stronger and more capable and get them truly to understand that tasks that they thought were so far out there that now we—

they can actually do. So why are we not the ones training that?

And so that's visit 9 through 12, higher level exercises, or it doesn't even have to be crazy high level exercises. It could be, let's talk about sleep. Let's talk about nutrition. Let's talk about supplements. Let's talk about, um, pain science.

Let's talk about psychology here and add all the pieces of the puzzle together.

Okay, I could go on and on about that because that's my whole logo, but I really like to put all the pieces of the puzzle together and hit it in a multifaceted approach, especially visit 9 through 12. So at visit 9 through 12, these are some of the exercises.

I just want you guys to get a taste here of what I'd be doing with someone that has leakage or prolapse.

This is a CrossFit pull-up band. Okay, I'm running, I'm leaning my chest forward, I'm running on my toes, I'm going to lean into that. And that is going to allow me to take pressure off my bladder because the bladder now is going to be resting right on the front part of my pubic bone.

And it doesn't necessarily have to use as much of a pelvic floor recruitment here.

So that alone is going to prove to the patient and give them confidence Hey, I can actually do this and this can get better while I, while I am able to run.

So this is a higher level exercise I give on like visit 9.

The next one I will give them, I call this the burn bar.

They use that burn boot camp. I have them lean over onto the bar.

They can do tuck jumps in this position.

They can do star jumps, modified star jumps. They can also lean forward on the window seal. And they can do skips, they can do hops, you know, if they have that at their house.

The next thing I like to have them do is take one of the loop-de-doop bands. As they're actually walking, I like to put it on their wrist and every light post I'll be like, Sally, I need you to walk sideways and then the other sideways and then backwards up the hill and then forward with the band up the hill this way. Okay? And this way it's not overwhelming for them.

They're able to understand like, I can do this and I can take control over this. All right, so now I wanna give you guys one more example here.

So DRA, 'cause we see a lot of this. So I want you to rethink the evaluation of DRA. More often than not, people just talk about the gap.

It's always about the gap.

Well, that's not the case. It doesn't tell us anything. Doesn't matter if there's a gap.

Patients, what do they care about? They just want their abs back. They want to wear those cute jeans.

They want to feel confident in their clothes that they're wearing, and they want to feel good. They don't want to be like, oh, why is this pooch here?

They want that to go, to go bye-bye. And they think this, the patients think, if I'm able to get my abs back, then my abs will be flat.

Well, we've got to re-explain to the patient that's not the case.

It doesn't matter if your abs are here or here.

We can get your abs flat no matter if they're here or here.

Okay, or we can help, you know, guide you to activate these muscles. I don't really say we can get your abs flat. I say we can help guide you to understand more how to activate these muscles so they're all working together and they're not just turned off and kind of, you know, being a little bit lazy.

So then we do this.

I do an upper ab assessment.

So I had this patient come in.

This is a real patient.

Okay.

She was lying down on the table and I'm like, all right, she's postpartum mom.

I think about like 3 months postpartum.

And I had her do a sit-up and I'm like, all right, that looks good. Um, I had her do some other ab things and I'm like, wow, this looks really great.

I then had her stand up.

The first thing I noticed was this.

Have you guys ever seen this?

I'm gonna try to pull my shirt so you can see me, but have you guys ever seen where someone has like a line, a line like right here?

Has anyone seen that?

Okay, where they're doing— you guys can't—

well, you can't see me, right?

Right here where they have this line that goes across.

Yes.

Okay, Jacqueline said yes.

That's called an upper ab gripper.

I called them a stage 4 upper ab ab gripper.

So that means that their obliques then are overactive.

Okay, then I have to determine, well, why is that?

And more often than not, I see again a difference in supine—

when they're lying down, I do evaluation—

and standing. They could have no impairments in supine. So what I'll do is a sit-up test.

I'll also see if their rib cages will come in.

I'll also see if they can do a TA activation where they're pulling their lower belly in. And I have them do the same thing in standing, they can't do it, or it doesn't work, or it's a different cue, or it's a different muscle recruitment.

And so rethink your evaluation. Please do not just do manual muscle tests and range of motion. It's not helping our patients understand truly what's happening with their body.

And more often than not, they're probably not lying down most of the day. So let's really evaluate in standing so that we can understand truly what's going on.

All right, so let's move to the next thing.

So this is how I assess the patients that are coming in.

Besides what I just said, besides just observing with them standing and seeing what they can do, I'll put them on a big ball and I'll literally just have them do a sit-up. What do I see here?

Do they have coning? Do they have doming?

So here's the DRA, that's the ab separation.

Here's the coning.

Here's the coning with the doming, and then here's what a hernia looks like, just so you guys know if you haven't seen one. Okay, so I'm looking for any of this to be happening while I'm doing the sit-up on the ball.

All right, so let's go to the next assessment I like to do.

So this is all part of my objective measures here. Can they go from a lying down position to a sitting up position?

More often than not, you guys would be surprised on this, They can't do it. They got to use momentum.

So without using momentum, arms up towards the ceiling, can you slowly sit up? And then I'm observing, do they have doming, coning? Do they have a hernia coming out?

What's happening?

Next, what I'll do is I'm going to have them hold a hollow rock for 15 seconds.

That's this position right here.

Can they hold that?

Do I see doming, coning?

Do I see a hernia in that position?

Okay.

And then, then what I'll do is I'll load them up again. So not only am I going to look at their standing posture, super important, just how are they standing? Where's their pelvis? Where's their abs?

What's happening?

But then I'll load them and see, oh wow, when I load them, like, look at this standing posture here, looks pretty good. The second I load this random person right here, okay, um, Oh my God, look at her abs, her rib cage over her pelvis. She's losing a lot of pressure here. Now I wonder why she has leakage, or no wonder why she has a hernia. Okay.

This points out a lot that I may not have seen when she's just standing.

I'm going to be like, oh, she looks good. She looks great.

Right?

So now let's go to the finish line for a DRA patient. Women want to feel empowered. They want to feel like their body is capable of moving, We don't want them scared of hurting themselves. We want them to feel so empowered.

So now we want to get them to understand, Sally, we actually need to potentially—

okay, you're going to be like, Kelly, they have DRA, why would you lengthen?

Because a lot of times the muscles aren't firing, they're turned off. So by doing visceral work, we turn the muscle back on.

That's the lengthening phase.

Then we maybe do some tactile cueing.

We maybe put some load on so that the muscle recruits more.

This is the strengthening phase. And then the return phase is to get them to hold a hollow rock or to get them to be able to, um, I don't know, do something, uh, maybe toes to bar in CrossFit if they were like a big CrossFitter. Okay, so here are the moves that I like to do on visit 9 through 12. Okay, these are some of the moves. So I'll do a reverse curl where you're pulling your legs in towards your chest. I'll just hold a tabletop, but my head lifted, arms right by my ears.

It's going to have to activate all the abdominal muscles.

I'll do where my legs are extended, or maybe one leg's extended.

Next, and if you guys haven't tried this, I would try it because it is an ab burner.

Put your legs on the wall, put your low back on the Bosu, arms behind.

And you're going to do a mini little sit-up with a little twist.

It is just focusing strictly on the abs and takes out the hip flexors. It's a phenomenal exercise to really take them to like level, level 12 on with the, with the scale here.

Side flexion over the ball.

Do they need a band if they can't do a sit-up? Can they actually use the band to help them sit up?

Okay, these are exercises I'm doing. There's more. I take a small ball, Pilates ball, I wedge it behind.

I have them doing rowing exercises or bringing their arms up overhead, creating a longer lever arm.

I have them do side flexion exercises and rotation to have them work their obliques. Okay, so these are higher level exercises.

All right, so now let's recap.

The biggest things here are this.

I think it's really important. Number 1, I'd write this stuff down.

You've got to have a unique method.

Number 2, you got to guide them on the evaluation to understand that they have limits and that these are the limits that you're going to be able to get them to, and that when we stress that tissue, it's going to actually bring out the impairment. If I'm doing a range of motion or manual muscle test, it is not going to prove to the patient that they have a problem.

So then what's going to happen?

You're gonna have to be the salesman. We don't want to be the salesman.

Please don't make me be one.

Okay, so let's point out that they have a problem by taking them to these higher level exercises to get them to understand, wait, I can't return back to actually what I want them—

what, what I want to do.

So number 3, let the patient sell themselves on coming in, not us. Number 4, get the patient to complete the plan of care so that they have the best outcome. Get them to the 12 visits.

We know that's when the musculoskeletal change happens.

And number 5, learn higher level exercises to help the patient get to their goal.

I think it's super important.

All right.

So next thing here, guys, this is Lauren.

Lauren started before PelviBiz.

She was at $960 a month. Uh, the one month into PelviBiz, she was making $11K because we taught her how to use the method and sell packages. And she made $4K, $6.5K, and $10K. And now she's making way past that.

And it's because she was able to use the method and be able to have certainty by doing, uh, PelviBiz.

So tonight, guys, I wanted to be able to offer something to where you guys can have 100% certainty on what you are looking for to get the result. So I came up with the program called the KAT Program.

So go ahead, if you want to know more about it, you can scan it right here.

You're going to scan this and, um, it's going to tell you more about it. So from here, I'm going to tell you what's in it. There is, you're going to access to the Pelvis Biz Community, which is amazing community.

You can talk to women that are just going through the exact same thing like you are, and they're going to be able to relate.

And help you out and maybe create a different idea. The next thing is you're gonna be getting access to a Get Unstuck group. So every single day, you'll have access to me, which is amazing 'cause you can just ask me questions, get your questions answered, and go and do the thing in your office, okay? You're gonna learn unique marketing skills, how to get in with different offices, and so that you can actually be the one that people are referring to and remember you. You're gonna learn how to crush a workshop. You're gonna learn how to get people to show up, how to convert at the workshop. I think that's the biggest thing that people struggle with. You're gonna be able to learn how to handle objections. I gotta talk to my husband, my kid's sick, I wanna cancel all my appointments.

How you gonna handle that? We literally have videos and everything written out for you.

You're gonna learn how to create a clear marketing message. So, to be very, very clear on what you're trying to get people to get them to understand what you actually do.

It's very important.

You're also gonna learn how to sell packages. Packages is what's gonna actually keep your business going and really having a nice cushion so that you can continue to grow your practice and not have to worry about money coming in the door.

You're gonna learn how to navigate moving spaces if that's something, you know, of interest to you. You're gonna also learn how to make profit.

You gotta have profit to run a business.

If you don't have profit, you're not in business.

So I'm gonna teach you guys how to have profit, what your profit is, and what that looks like. I'm gonna get you to understand how to get past the front desk and be able to approach these doctors so they're not so scary. We're also going to give you all the diagnoses Every single diagnosis chart that I've come up with, week 1, week 2, all the way to week 12, on what it looks like for each diagnosis, um, and how to actually treat the patients per diagnosis and per week.

That's amazing.

All this for $25,000.

Okay, now here's the thing, I'm going to give you more.

There is actually more.

Okay, it's crazy.

We're going to give you movement demos of higher-level exercises that I've come up with that lots of our patients have benefited from and gotten results. We're going to actually get you clarity on your unique method. We're going to come up with it so that you can just have something immediately and be like, yes, we have a template for it.

You're going to put your own unique method in and you're going to be able to start selling it on your website, talking about it over the phone. Then we're also going to show you how to position the method for your patients, a written version and a video form. So that you can truly be able to communicate better to your patients. Then we're going to give you a chart and picture showing functional, progressional exercises. What we've realized is if you give patients too many exercises, they get overwhelmed. So let's make it into their daily routine. I'm going to show you guys how to do that, especially in the pelvic floor realm, to get them to do their exercises, but in an indirect way, because all of us moms are always like, busy.

So these are the things that are going to be super helpful. We're also going to give you a very clear plan from 9 through 12 for leakage, DRA, and hip pain of all those higher level exercises that most people tend to miss over.

This is my favorite. We're going to also send you a Pelvic Clock.

So how fun! I developed this. This is of your pelvic floor.

We're going to send you that.

And the last thing here, which is amazing too, We're going to give you a free ticket to PelviBiz 2024. It's in San Diego.

We're super pumped about it.

Um, it's March 15th to 17th.

We have fun, we learn business, and it's lots of us pelvic health providers that are all together.

And it's just a, I call it a business retreat.

So it's super, super fun. So you're gonna get all those bonuses plus everything that's included in the program.

And that's almost a $30,000 value, guys, and tonight we're doing it for $3,000, and we're doing it with a money-back guarantee. So if you do not make $3,000, and this is a 3-month program, if you don't make $3,000, we will give you your money back.

This is a massive deal, and you get all these bonuses.

So, for those people that stayed on, I wanna give you the gift that I told you guys about.

This is an email template, okay, an email template that of how to actually dig to people's deeper why.

So anyone that's on right now, you guys will be getting this email sent over to you, and you can click it and it will give you a whole list of what we do to evaluate so that you know that you can confidently be like, yes, I can evaluate and get someone's deeper why.

All right. So, and I want to thank you guys so much for having me on and just being on here and listening. And I really, really hope that this resonates and it helps grow your practice.

I'm going to stay on for a couple more minutes here. I want to answer any questions you guys have, but if, you know, please put it in the chat. If you want to raise your hand, I would go ahead and I can take questions right now. I love, Love to help out. Let's see. Jenny, she said, I highly recommend the CAP program. Kelly's a great coach. Thanks, Jenny. Appreciate it. Jenny was a student of ours and she made amazing progress in the CAP program.

Yes.

Yeah. All right. Anyone have questions here? Questions on anything?

Again, I want to thank you guys for coming on.

Thanks, Mary. Yeah, thank you so much for coming on. Hopefully you guys learned. Jenny said, I was able to double my patients and revenue in 3 months.

Exactly.

Yeah, way to go, Jenny.

Guys, Jenny took the program too, so that's amazing.

Yeah.

All right, anyone else?

Anyone else?

All right, guys, well, if no one has any more questions, we'd be happy, you know, you could send us an email, um, anything else you guys need, uh, would love, you know, to chat more. And thank you so much again for coming on tonight.

So bye, guys.

Thank you.