The Smart Way To Get 5 New Patients In 30 Days From Community Marketing | Greg Todd and Rick Lau

Greg, Greg, this is your song. Why is this your opening song, Greg?

Because I want to win, baby. Win, win, win. Put your hands in the air make the stare there and I want to win, baby.

Yeah, I love that. Yeah. So this.

This is.

This is a winning song, right? You know, when was the first time you listen to this song, Greg?

Oh, my gosh. I think it was 2011, 2012. And then when I had my first event, right, I just started calling people winners. Yes. Just like everyone's like, hey, winner. Hey, winner. Hey, winner. Hey, winner. So the DJ at my first event that I did in 2017, he was like, let's put this song on. And we started the event with this song, and we ended the event with this song.

I love that, right?

Yeah. All I do is win, win, win, no matter what. That's it.

Yeah, yeah. Hey, hey. As people are rolling in the chat, type in the chat. Like, who loves, like, Greg's positivity? Type in Greg in the chat. You know, Type in Greg in the chat. I just love. Like, I've known you for years, and I love the positivity that you actually bring. Energy. They actually bring. You know, it's. It's just, like, awesome. Incredible, right?

So, you know, this is the thing. You know, people say I'm positive, and I really just believe that I'm aware. I'm aware. Somebody said to me, greg, you're so positive, dude, how are you positive? I was like, I'm aware. I'm aware of my situation. I don't know if I'm that positive. I'm aware. I'm aware that right now I'm a licensed physical therapist. I'm aware that not only may I am I a licensed physical therapist, I'm able to be a practice owner, so I can help double, triple, quadruple the amount of people that a typical staff PT can help. I'm aware that I have access to so many resources, books, podcasts, mentors. I have access to so many things that I never had access to when I opened up my clinic in 2005. Rick. Yes. I'm just aware. I'm aware of how good I have it. I'm aware of even though we're kind of hopefully, at the tail end of this pandemic. Like, I'm aware that I made it. Like, we made it through it. Yeah. And we not only made it through it, but we're coming out of this thing better than ever. And so I'm just aware that a lot of businesses didn't make it through it, man. A lot of people, you know, people did it. And so, so I'm just aware. And because I'm aware of my situation, I'm just like, really? I don't have anything to lose, man. You know, that's really it. Feel good. Feel good about everything.

All right. I love that. Hey, everyone. Like, I want everyone. I want everyone in the chat to participate. And also there's, there's a drop down that says change it to all panels attendees so we could see everyone who see everyone chat in there. And so, and so type in the chat. Like, type in the chat. On a scale, 10, like, on a scale of 10, how excited are you for today's chat and everyone that actually types in the chat? I'm actually gonna give an iWatch at the end of today's session. Okay. So I'm gonna drive some conversations. So if you want to win an iWatch, give me a scale of 10. We're gonna put you on the draw to win an iWatch. Okay.

You could choose. Baby, I'm putting it in. I want that watch. I just put it in soon. I'm putting it again, Ted. Baby, I'm excited to be everyone.

Okay, so, you know, change it to all pants attendees. And so this way we could get started, right? You know, so. All right, cool, cool. Okay, that's a good way you started, right, Greg? Give it an iWatch.

Yeah, man. That's it, man. Give my iWatch. Shoot. I put it. I got two entries in. I got two entries in, man. And if I, if I win that I watch, I ain't giving it back. I'm taking it because I got one here. Like, I want to be one of those dudes that has two, two Apple watches on, you know, one on this side, one on that side, just in case, you know, just in case I do that.

So anyway, that's awesome. That's great. You are amazing. Okay, so we're gonna get started. So everyone, I just wanna quickly want to talk about the people don't know me. I'm Rick Lau and I'm on a mission to help as many clinic owners as possible to get more new patients. And I get the luxury of meeting amazing, like, coaches, like experts, you know, and influencers in this community where, like, I get to learn and deconstruct, like, what they're doing and share with our community. So I'm so pumped to actually be. To have Greg on here. And just before we dive into Greg's story and what he's going to teach us today about community marketing is that I want to do a shout out to our community. Community partner. So our community partner is like, the Canadian. The CPA Private Practice Division. So type in PPD in the chat. Everyone type in PPD chat. If you're a member of the Canadian Physiotherapy association and they're typing the chat, I want to give them, like, lots of love to. They've been a partner supporting this event and these webinars. So I just want to do shout out to all the.

Yeah.

To all the members. And Karim has done an amazing job to lead you. All right? So, yes, Karim, high five. Greg, you would love Karim. Karim matches your energy. Okay? And he's the chair of the private practice division, which is the same thing as your private practice section in the U.S. right.

So Karim, reach out to me. DM me on Instagram. I want to be your friend.

Cool. And so. And we have a special guest here. And before he does his introductions, I just want to say that I've followed Greg for many years, and I finally got to meet him, actually, in Nashville, which was two years ago. Greg, I don't remember. Right. Yeah, we were at. We were like, one of, like, the best, like, marketing conferences in the world. It was by Russell Brunson, one of the guys I kind of look up to. And. And then at this, like, conference, I saw Greg. I was like, oh, my God, I gotta take a picture of these. I gotta talk to him. I love what he's doing for the profession. And so this is kind of like my memory of you and me, Greg. You know, the first time we kind of met, right?

Yeah, that was at the bar. I remember. I remember, don't I?

So. And once again, Greg, why don't you share us, like, your story? Like, you do a lot of amazing stuff. You own clinics. You also, like, mentor and coach, like, a lot of, like, you know, like, healthcare practitioners in the us so maybe you could share us with, like, a bit of your story, Greg.

Yeah.

So.

I've been a physical therapist since 2000, and I started as a staff PT for the first three and a half years. And I realized very fast into my career that there were certain things that I was not going to be able to get just being at the SAP PT level. And at that time in 2003 and 2004, I was actually working on the WTA, the WTA and ATP Tennis Tour. So I don't know if you know that, Rick, but I was working with professional tennis players. I was working with them. I was going on the tennis circuit most of the time in just the US I wasn't really going abroad too much because, you know, we had a. We had a young baby and all that other stuff. But basically I was just like, okay, there's a certain way that I want to treat people. There's a certain way I want to treat patients. There are certain restrictions that I have working for somebody else. And even though I vowed to myself that I'd never be a business owner, I decided in late 2004, early 2005, to just go after it and go after being a practice owner. So I did that, teamed up with a guy named Mike. We had renewal, rehab, and today we have three clinics. We're actually going to open up at the fourth quarter of this year. And so that kind of led me to 2015, where I had staff. I was like, greg, the energy, the environment that we have at this place is amazing. There's two staff members that I had that were actually in DPT programs. And those staff members, Julie and Chantel, said, greg, why don't you, like, why can't you do trainings and have people come in here and learn from you? I'm like, yeah, just tell any of your classmates that are kind of depressed on the profession. Just come on in here. They're like, no, no, no, no, no. Great, great, great, great. Do this. Do a video. I was like, how do we want to do a video like here? And Chantel had just gotten the new. I think it was like the iPhone 7 or something like that, or 6 or something like that. And so she brought out her iPhone and she says, all right, tell people if they should become a physical therapist. And she started. I was like, all right. So I'm sitting right there in my gym area of my clinic. I'm like, all right. Hey, what's up, y'? All? My name is Greg Todd. Should you become a physical therapist? Well, this is what it's like. Da da da da da da. And that video got 10 views, 15 views, 20 views, 50 views, 100 views. Today, that video has over 300,000 views. Really? Yeah, yeah, yeah. And that's how this all started. That's how it all started. So people started to ask more questions, more questions and more questions. More questions. Ok, now let's fast forward to now. Today, I have helped brand new physical therapists, 20 year physical therapists, 25 year pts, OTs, registered dietitians. I've helped over 1,000 people start their first business, whether it is brick and mortar, whether it is online. And that has kind of been what I have done for the last four and a half, five years. And it started from that, that first video. So. So, yeah, it's pretty amazing. It's pretty amazing.

Wow, that's awesome. Awesome. So that's, that's, that's a great story. You know, like, you've helped over a thousand people. And so, you know, so you got your four clinics, you know, what would you, like, what would you say? Like, like, you know, like, what would you say, like, what would you say are, like, what's helped you the most in terms of getting new patients when it comes to, like, send up clinics, you know, because, you know, like, I think that's a fear a lot of people have when they start. Like a brick and mortar clinic is like, okay, right? It's not just about opening the door, like, what are things that you've seen, that kind of work, you helped you with your journey when you launch a, like, new clinic, you know.

Yeah. I mean, so here. And I want to just say this first to everyone. Over the last five years of me helping healthcare professionals, you know, grow their business, like, elevate their career. I actually, so I have a business partner and I took my eyes off my clinics. Like, my business partner was running a lot of it. And I have other businesses as well. I have a virtual staffing agency in the Philippines. You know, I have an online fitness, you know, platform. So I've got lots of things going on. And I gotta be honest with you, Covid, like, really opened my eyes to things and I was like, whoa, whoa, whoa, whoa, whoa. Like, coming out of this, especially during the lockdown, this and that, and, you know, we have to shut down a couple of clinics. I was like, wait a minute, like, I need to have my hands back in this. So there are things that I did in 2005, Rick, that I used to be able to help to build the clinics back then. And then there are things that I recently have done, and those things are a little bit different than what I did in 2005. So I'll just tell you a couple things that I kind of figured out between 2005 and 2020. And then I'm going to tell you all some things that I did over the last six months to be able to get my clinics back to normal. Is that cool? So one of the biggest things I would say that, that, that people need to do that have practices is you need to create a list, and the list needs to be, or I call it the big 45. This is what I train my clients to do. The big 45 is broken down into three categories. Okay? I break it down into fellow providers, my community and local businesses, okay? And you've got to treat them totally different. Okay? So the big 45 is, let's create 45 key relationships within the community. 15 there, local businesses, 15 there, and then providers. Providers that we can provide value to and they could potentially provide value to us. Now who has our customers? Like, like what is your customer? Is your customer a 48 year old female who is trying to get back in shape and want to do it through CrossFit or through running or through endurance athlete? Dah, dah, dah, dah. Who is your customer and who has them? So, so, so like, is your, is, is your customer going to be the person that is, you know, going to be doing the new keto diet or the new Paleo diet? Okay, well, local businesses that do paleo and keto, that's who I'm going after. Is your customer the person that, that goes to, you know, whatever fitness area you guys have in Canada, maybe it's like here it's 24 Hour Fitness or it's anytime fitness. Like who is your customer? Where are they at? And those are the types of businesses that we go after. 15 of them, y'. All. Okay? 15 of them that we're trying to bring them into our world and we're trying to provide value to them first. And I'll talk about ways that we provide value. Okay? 15 community groups. So what does a community group look like? A community group could be a local running group. It could be a local triathlete group. It could be a local track group for high school athletes. It could be a local group for those that do like online workout programs. It could be for those that do powerlifting. Whatever your audience is like, you got to be able to go into those community groups or community events. Again, it's based on who your audience is. Because if you are going to win, you're going to have to immerse yourself into like wherever your community's at. And those people go to the same darn places over and over and over again. Okay, so that's.

I love that, I love that. And just one thing. Type in the chat, everyone. What is one community group that you actually have a relationship with it? Type in that chat and maybe like, is it that running group? Is it that yoga studio? Type in the, type in the chat. I want to see what people are putting inside the community. Once again, everyone that types in the chat, you're going to be eligible for an iWatch. Okay, so I want this chat to be roaring. Give some positivity and some energy to Greg and I. Okay?

Okay, Greg. So let's kind of talk about this. Sophia said a running club. Okay, so, Sophia, I take care of runners as well. For us, we have this group in Tampa. It's called the Blue Sharks. Right? And the Blue Sharks starts in August. And basically in August, like, we meet together collectively. Runners that are basically doing their long runs on a weekend together. Right? And everybody's training for a particular marathon. It might be Chicago Marathon. It might be the New York City Marathon. It might be, you know, the Marine Corps Marathon. Just different marathons, and everybody's there. So what I did is I went to the group and I just immersed myself into the group. I didn't say to the group, hey, here's my card. I'm a physical therapist. You can come see me. I'm a physical. No, immerse yourself in the group initially and just start to meet people. And then after I started to meet people, people just start talking. You start to find out what their problems are. And once you start to find out what their problems are, then you go to the head of the group and you say, hey, as you see, I've been around, and you realize I'm not just coming here, whatever. But listen, I've been talking. I talked to Nancy. I talked to this one. I talked to Steve. I talked to that one. I talked to that one. And they're all struggling with plantar fasciitis or they're all struggling with Achilles problem. And the last thing we want is for these people to have this as a problem going into their big race. So with that said, is there anything that I can do? Because I'm a physical therapist and I treat this all day, where I could speak to them about these problems and how they can avoid it. It's always a natural. Yes, but here. But here's the deal. The deal is that you have to immerse yourself with the group first. Which brings me to my first point that I think people screw up with when it comes to marketing. They want to get too much before they're willing to give too much. Yes.

Yes. Yeah, I agree. This is the whole. This, you know. You know. You know, it's the same thing that Russell Brunson, you know, you got to show value before you sell. Most people, like, sell their product before showing value.

Right.

You know. Right.

So it's a really big thing. And so that's what I try to do. That's What I try to do with the community groups, that's what I would do if I was going to a CrossFit gym. And by the way, CrossFit was my audience as well. So instead of going to a CrossFit box and saying, hey, I'm Greg Todd. I'm like the greatest physical therapist since sliced bread. Hey, can I come and talk? No, go to the box and immerse yourself in the box. I went three, four, five, six times. After I went to the box, I started doing workouts with them, this and that. Sign up for a month, start doing workouts with them. Guess what you're going to find. People are hurt. And then this is what happened. One girl at the CrossFit box who actually was one of the CrossFit trainers was hurt. I said, just come to my clinic. She came to my clinic and she's like, you know what? I didn't know if you realize this, but I actually want to be a physio. Like, I want to be a physio. And I was like, just come volunteer at my clinic. Her name is labet. She ended up volunteering at my clinic. I treated her. I mean, she paid, I treated her. She volunteered at clinic, and then now she as a trainer who's well respected and trusted at that CrossFit box. It was called CrossFit 14. She started telling people about me, man, look, I ended up getting five, five to six new patients a month. Five to six new patients a month just from her, Just from that relationship. So I think that's the biggest thing that practice owners mess up with is they want to do business, they want to provide value, but they don't want to immerse themselves first. You've got to immerse yourself in a community first. It might be a 5, 6 week lag, but once you do that, the ask is so easy. It is so great.

Great. I'm gonna put my practice owner on hat, like, I'm running a business. I actually don't have a lot of time. And, you know, now that I'm like, homeschooling my kids too, you know, like with remote learning, like, like, how do I. How do I. Like, how would I immerse myself with 45 of these different, like, groups that you talked about, you know, I mean.

You don't have to, you know, I mean, I can give examples for every single one. You got to find one. And I'm not even. And by the way, it's never been easier. Why? Because we have lots of restrictions. So the truth of the matter is that there are a lot of CrossFit boxes right now that are doing that are still doing their workouts primarily from home. So. So. So, to be honest with you, the amount of time that I invested in a lot of these places prior to Covid was not the same amount of time that I'm investing and immersing myself in these places now. You don't have to do all of them. You just got to do one. That's it. All it takes is one relationship that you're just going to slowly invest in over a period of time for it to give you 4, 5, 6 new clients a month.

I love that. And Sophia brings a good point. And there's something that, like, I'm a big fan of. Is that, like. Is that, like, you know, if you got 10 practitioners or you got five practitioners, like, at your clinic, I would make that like, you know, I would make that, like, everyone should choose one, right? You know?

Right.

Everyone chooses one, right? Then that's five, you know, and then, you know, maybe one per quarter, you know?

Exactly. And that's what we do with our team. So somebody said practice owners are too busy to immerse themselves in 45 relationships. You're exactly right. You don't have to immerse yourself in 45 relationships. But this is what a lot of. As someone that coaches, practice owners, this is what a lot of practice owners do. A lot of practice owners will say, hey, you know what? I'm going to reach out to two places, and those two places don't get back to them. And then, you know what practice owners say? Marketing doesn't work. Well, that's not how it works. What you have to do is you can create. You don't know who's gonna respond back to you. You don't know who's gonna say yes, who's gonna say no. You don't know who's gonna take you up on a zoom call. You don't know who that's going to be. So what I do is I say, hey, look, all I need for pretty much every single one of you that are struggling right now with getting clients. And by the way, if that's you, can you say struggle bus in the comment section? If that's you? If you're struggling right now with getting clients, say struggle bus. All you need is about three relationships.

Yes.

That's all you need. You don't need 50, you don't need 45. You need about three. And right now, if you had one provider, one community group, and one local Business that started to feed you patients, right? Now you would be off the struggle bus and you'd be on the cash cow.

100%, you know. Right, yeah, that's it.

So how do you start? Do you go after one person in a community? Do you go after one local business? You have to one provider? Well, no, that's not how it works. You have to go after, I think, at least starting, at least have kind of like, you know, I've, you know, 10 to 15 that I'm going to at least start the process and then one or two are going to respond back. You know, that's really it. I mean, that's how it works. And you. And once you get your magical three, you know, you're good to go. And then you cultivate other relationships, right? You cultivate all relationships. And see, can we go from three to five? Can we go from three to six? Three to six. Now you're busting out the seams. You've got to open up another clinic.

And let's be honest, like, Greg, you know, like, I think, like, even if we look at, like what we do in our businesses, like these relationships that you have with people in your community or people of influence, it takes years, it might take quarters, Right? It takes time to nurture. Like, look at even like my relationship with you. Like, you know, like it took me two, three years to actually jump on a webinar with you. Right. You know, over all these years. And so I think everyone has to have that mindset where, like, you know, like the nursing, these relationships, it takes time. But if you do it well, like, like you said, Greg, like, you don't need 45, you just need like three, right?

You only need three to five. That's really it. I mean, that's really it. Three. Three will take all your problems that you all have right now with new patients. 3 makes all your problems go away. 5 puts you in a set of new problems. The new problems are, I'm making so much money and I have such a line of patients that want to see me and I don't know what to do with them. Now, do you want those problems or not? You know what I mean? I don't like broke problems. Like, I mean, I just don't like those problems. I don't like having money problems. I don't like having cash flow problems. I would rather have that problem than the problem of I'm at my clinic, they're charging me, I'm getting charged rent, I have to pay for my staff. And I don't have enough people to see them. I'd rather the former problems than the latter.

Yeah, I love that. I love that. And so, so, you know, and so one thing I just want to reiterate because back to this time thing is that like, you know, you don't have to have like, if you had the one relationship, you know, make your staff also develop one relationship each, you know, and so you can have like this, like this, this domino effect, you know, of like people in your team, if that makes sense. Type in team in the chat. Type in team in the chat. This is about you, like working with your teams. Whether it's clinical, whether it's your front desk. Everyone actually has like a relationship that they can nurture over a quarter and make that part your core lead goals. And everyone has the one but nurturing you. And if everyone immerses that, it's, it's, it's, it's, it's. One of them is going to fly, you know? Right?

It's going to fly. It's going to fly. Here, here, here. Do you want to give you another, another tip that you can do as well for some people, like, oh my gosh, like, how hard is that going to be to be able to like nurture a relationship? I, as a, as a coach and, and the way Rick and I met is we met at an event, right? And that was a live event three years ago. Right. Okay. So one of the things that I do is I'm involved in like many masterminds. So I don't know how many of you have been in a mastermind, but basically a mastermind is when you bring people that are like minded that are having problems in their businesses and you all share your different problems that you're having in the business. And as you share your problem, other people chime in on ways that they believe your problem can be solved. It's, it's amazing. Okay. It's amazing. So guess what I did when I started going to these things like six years ago, right. And now I go to them virtually. You know what I did? I started creating masterminds in my community. Want to know the fastest way you want to know? Here's here, here's the way an hour to an hour and a half of your time where you can just say, look, I'm inviting. And by the way, today you just do it through a zoom, say on Wednesday, Wednesday, May 21, or whatever. I'm inviting local business owners to come together. And as we are now coming out of the pandemic and we're getting ready in the next maybe two months, three months, whatever, to totally to fully open up. Let's talk about what our plans are going to be to be able to get our business back to full capacity. Do you know how many people would be interested in that?

I would sign up. I would sign up.

Exactly, exactly. And what we're doing is we're just going to take one business from every single industry. Okay. Just gonna take from every single industry. So if you're in healthcare, cool. You're a physical, you know, you have a physio practice. Okay. You got a chiro over here. Okay, cool. You got this one. Okay, cool. Your internal medium. Okay. You're an orthopedic surgeon. Okay. You're this, you're that. Da, da, da, da. We're just taking one person from every business and we're going to cap it off. So if you want to sign up, great. Now here's what you did. I was the creator. Even though I'm not the one talking throughout the networking event or the mastermind, I brought the value because I got everybody to come together.

Yes.

Wow. That's how it works.

Type if you like this idea that Greg just shared. Type in Mastermind in the chat. You know, type in Mastermind in the chat. This is about building a mastermind of, like, local businesses, in essence, reforming your. Like, you're 45 anyways, right? Doing this. This is actually forming your 45.

Right. And you're doing it one time. You're doing it one time. That's it. It's so simple. It is so simple to do. All you need is, if you're going to do it live, you'd need your clinic. If you're not going to do it, you just need a zoom link. I mean, like, that's it. Like, it's so simple. Right?

Let's unpack this. So, okay. I could see it. Do it, like, in person. Like, that's like the best, like, relationships happens, like, in person. But how would you do this? Like, on a zoom call, right? When there's like. Let's just say there's 10 or 15 different, like, business owners in there, right?

Yes. Yeah. So if you're the one that sets it up. Right. Okay, so let's say Rick sets it up in Canada. All right, cool. So what I would do is, as the host is, I'm going to say, okay, listen, what I want to do before we actually get started is I'm going to actually introduce each person. Okay. I'm going to introduce everybody that's on the call. So I would like reach out to businesses and say, hey, listen, this is what we're going to do. We're going to do this on Wednesday, May 21st. This is what you're going to get from this. We're going to be able to work on our plan on what we're going to do to open up. When we open up at 100%, you know, you know, capacity. And also there might be businesses, as you hear about the different businesses that we're bringing together on this, there might be businesses that you want to actually do some partnership, some self promotion with in order to have your 100% open up strategy, you know, meet whatever your, your goals are. Okay, cool. So then now you get people. Remember, people will come to anything, whether it's virtual, whether it's in person, as long as it is giving them the outcome that they desire. Who does not want to open up to 100% capacity when we get back to 100% opening? Everybody does. Right? Okay, so now the people are there. So here's what I would do if I'm Rick or Greg time. So what I'm doing is I am, let's say I have 10 people. I'm personally introducing every single person. Why? Because I know one of the ways to get value is by talking good about people. So let's just say I say hey. All right, thank you all for joining me. I'm Greg Todd. I am actually the co owner of Renewal Rehab. And listen, all we wanted to do is bring together businesses because we all want to be able to be at 100% capacity within four weeks of US opening up fully. So what I did is I reached out to some of the businesses in our area that have the greatest reputation and that's what's in this room. So go ahead and smile everybody. Wonderful. So glad you all are here. So what I would just like to do is do a quick little, just one minute introduction of everyone and then after that we're just going to go around the room, we're going to talk about our biggest strengths for our business or your, your, your one minute pitch, which is what you do for people, what you foresee as a problem with opening up and what plans you have on opening up. So let me talk about Rick first. So Rick is actually the creator of Call Hero. Rick and I met at Da da da da da. This guy's absolutely amazing. He's helped, so he's helped hundreds of that thousands of practice owners with being able to improve their conversions. This, that Now, Rick, look, you're already smirking a little bit. You're kind of laughing, right? You feel good? That's right. I love you. That's. That's value. That's value. Okay, I'm going to the next person. Next person next. That might be the last time that I talk. And you know something, within 10 minutes, everybody's like, wow, thank you so much, Greg, Todd, for bringing us all together. Thank you so much for gassing up my business. Thank you so much for basically giving me a pre frame before I actually speak and making people know that I'm a reputable person. So at that point, I've just created maybe 10 to 15 people in my big 45 by about three minutes of talking.

Wow, I love that. I love that. And then, and then, and then after that, what happens after? Like, like everyone just leaves.

No. So then now. So then now at the end, right, Everybody's talked. I'm assuming everybody's going to get massive value from it. I've never been in a mastermind where there has been massive value. One takeaway that I heard or this or that, whatever. You just limit it to about five to 10 minutes for each person to talk and then to get back, you know, feedback, and then we move on to the next person next to our next person. And then at the end of it, you say, hey, did you guys find value in this? Did you guys love this? Do you guys want to try to do this again next month?

Love it.

Love it.

Oh, my God.

Oh, my God, I want to do this. And then, you know what ends up happening? Other people say, oh, my gosh. I told my buddy over here, he owns the tire shop, I turned this one over here, blah, blah, blah, blah. And then guess what? You can create another group.

Yeah. Yeah. I love it.

So that's it.

Yeah, no, that, that's a great. Hey, let's give a tip in Greg in the chat, like, this was like an amazing gem he just shared with everyone. And I'm just like, super, like, yeah. Appreciative for him to type. Greg in the chat. If you love this and you're going to implement this at your clinic, you.

Know, so me, you know, thank you guys so much. I appreciate it. You guys. This is the thing. It's like there's. There's so many ways for you to do this, but you have to understand, like, here's the big thing. I want you all to understand that that I just gave you was a tactic. Okay?

All right.

Now the strategy. So tactics are actually the lowest Level of execution. Okay. All right. I gave you a tactic. If you want, we can talk about Facebook ads, we can talk about Google. Okay. You want. We can talk about, you know, this. Okay. Those are all tactics, right? And we have tactics all day. Okay? The big thing, the next level, like, beyond taxes, is strategy. Okay. It's like. Like what? Like, why are you doing this and when are you gonna do it? Okay, now, does this make sense to do after we've opened up to 100? No. Makes sense to do now in preparation. That's strategy. It's when are we gonna do it and why are we doing this? So that people can be like, wow, I'm going to do this because this is what it's going to do for me. Okay. Strategy. Yeah. Okay. But there's another level beyond strategy, and that's called principles. Every single principle that I will talk about with you, all principles are laws. Laws don't change. Gravity works. I got my hat. It worked. That's called gravity. It's a law. It doesn't change. So the law that I have used to build multimillion dollar businesses in different industries is a law of sowing and reaping. That law doesn't change. It doesn't change. Rick got me on this webinar. Why? Because he actually follows that principle of sowing and reaping. This guy. I have my Instagram stories. I'm out there grinding. Rick is one of my big fans, and because of that, I became one of his big fans. When I saw Rick's Academy Award winning performance the other day with that movie thing that he did, and he was, like, strapped up to a chair, I'm like, bro, you're the man. Right? Okay, you guys, you guys, this is called sowing and reaping. So if you want to know how, like, every strategy that I'm going to give you is based off a principle, sowing and reaping works. It works. Yeah. You put seeds based off a principle, Sowing and reaping works. It works. Yeah. You put seeds and you throw a little water on it. And you do that over and over and over again. And it doesn't necessarily blossom tomorrow, but over time, you're going to reap a harvest, but you don't reap it without sowing first. That's a principle. That principle never changes.

Amen, man.

Strategy might change. The tactics might change. We're not going to be talking about doing Zoom masterminds next year. So if you say, oh, my gosh, I listen to Greg Toad now. You're listening to 2022. I listen to him. He said, do Zoom masterminds. Doesn't work. Well, guess what? We're opened up again, bro. Okay? We're open up. We don't need to do that anymore. We're gonna do something different. Tactics will change. Strategy rarely does. But sometimes strategy changes depending on what's going on. But principles don't change.

Yeah, I love that.

They don't change.

Yeah, I love that. I love that. Yeah. 100%. You know, that was. That was powerful, you know, so. Yeah, no, no, so.

So.

So, Greg, you know, one thing I'm thinking about is that, like, like, you know, right now, when I look at the community, there's some clinics that have an abundance of, like, new patients. Right. You know, like, they just got tons. And then on the flip side, there's some people that are really, like, struggling, you know? Right. It just depends on, like, you know, like, whether they've had these seeds sowed over the years or whether. Whether, like, you know, or maybe like, in the wrong location, you know? And so I see a lot of people running to, like, online marketing, you know?

Right.

Like, it's an easy way out, you know?

Yep.

I'm spending a boatload of this time and money on, like, Google Ad, Facebook ads, or these agencies and then. And then. But they're not putting that same attention on the community marketing side. Right. You know, so, Greg, like, I've, like, like, like, what would you share, like, as your experience and advice to people who are kind of, like, looking at, like, you know, I want to jump start my new patients, and the easiest way to do it is, like, go online.

Right.

Which is very competitive right now as well. Right. So because everyone's doing right, I mean.

The best way to jumpstart if you. If you are here, can you all do me a favor? Let me know if you are a startup or you're an existing. And when I say startup, I'm saying you're in your first year. Okay. Or are you an existing practice owner, meaning that you've been in this game for more than a year. Okay. So it looks like we have mostly existing people. Okay. So let's talk to both groups right now. Okay. If you're existing, the greatest way for you to improve your. The amount of new patients that are coming into your clinics right now is to go to the people that have already paid you money. I mean, if everyone has people's contact information, the first thing that I would be doing is I would be doing reactivation campaigns to my audience that has paid me money. Let me tell you something. It's very much like Apple. Now, how many people have iPhones? Okay. How many people have Android devices?

I'm an Android guy, man. I'm Android guy.

All right, so here's the deal. Either you're a team Apple or you're a team Android. Either way, here's what happens. Many of you that are team Apple, it doesn't matter what Apple puts out at this point, you're gonna buy it. Like, when I look at my email and I look at charts, 29.99 iTunes, 39.99 iTunes, 999 iTunes, man, I don't even check it. I don't even check it because I'm already a customer. And once I'm a customer, it's very easy for me to repeat my buying behavior with you. So for those of you that are like, I need patience. I need them fast. If you're existing and you have a customer base, go to them first. Start with them. Here's what you do. Send them email. Send them a text message. Again, that's tactics. Right now, text is more powerful than email, okay? So what you do is you say, hey, this is the team over at Blank Clinic. I'm just checking up on you and want to make sure you're doing well. I just want to check on you and make sure you're doing well. Is there anything you need from us? Now, here's the deal. If you do that, if you do that, people are going to respond. I'm not saying everybody will respond, but people, especially through text. Usually we get anywhere between a 50 to a 75% response in text. We get about a 95% open rate in text. Okay. Email a little bit different. More of like, probably 10 to 15% respond. Probably like 30, 35% open. Okay, fine. So here's the deal. And by the way, they will open if they paid you money. If they haven't paid you money, they don't open. Okay? So the best thing you could do is go to your existing audience and just ask them. That's it. Now, when they respond, guess what you need to do right back.

What do you write back?

Right back with, I'm doing great. How are you? Have somebody there? I don't do it, but my staff will do it. My front desk will do it. Remember, you ain't got no patience, so you're paying a day doing anything anyways. I mean, you might as well have them respond back. So, like, like, like that's it, you know, he said like, so somebody said, have a scripts, you know, you know, flow chart. That. That does work. But. And. And you can make it very simple. Very simple. Like, I'm doing great or I'm doing sucky. Okay? Like, that's pretty much what people will say, right? Oh, you're doing great. Awesome. Well, listen, if there's anything that you need from us, blah, blah, blah, blah, blah. Right here. Okay? I'm doing something. Hey, why are you doing something? Is there something wrong? Are you hurt? And then you just start talking. Every single time. We do a reactivation campaign through my three clinics. We get anywhere between eight to 12 new patients. Why? Because it's easy. Why? Because they've already paid us money. Why is that so important? Because the hardest thing in business is.

To get trust 100%.

It's the hardest thing. It's the reason why people don't pay you. They want to pay you, but they just don't trust you yet. Okay, so now let's talk to the startups. Okay.

For that specific scenario. Like, you know, do you. Do you find it more effective for a front desk to be texting, or is it a practitioner?

No, front desk. Front desk.

This is a debate that we have in their community. It should be the.

No, no, no, no, no, no. Front desk.

I want to hear you. I want to hear.

Well, number one is they're at a different level of value. It is just a response. We are not there to give them counsel on a prior injury. That's not what we're doing. What we're doing is we're there to check up on them. Here's what I know by just checking up on people.

So. So, Greg, you know, one thing I'm thinking about is that like. Like, you know, right now when I look at the community, there's some.

I've already separated myself from every single physical therapy clinic that's my competitor who's doing that. Because most physical therapy clinics don't believe in the principles that I believe in, the laws of sowing and reaping.

Clinics that have an abundance of, like, new patients, right? You know, like, they just got tons. And then on the flip side, there's some people that are really, like, struggling, you know? Right.

It just depends on, like, so who's doing that. If they're not paying, they're not playing with them. I have been in business for 16 years, and the reason why we've stayed in business and thrive is because we believe in those principles. Those principles work for us. So whether you're paying me or not paying me. We're going to check in on you now. Some of those people. Now this is what I know, okay? This is what I know. I know this. Rick. In December of last year, I bought myself a new car. Okay? But I actually ordered the car in November. So I ordered a Tesla. And prior to November, I had never driven a Tesla. But when I went to test drive a Tesla and then I decided to order one like the next day, all of a sudden I saw testers everywhere. Where the hell were these cars before I saw them?

Why?

Because they were front of mind. So I know with the reactivation campaign, even if you say I don't really need your services right now, but I thank you for checking in on me. I know that at that moment and within the next 24 hours, I'm front of mine. So if that person now goes, I don't know, they're talking to their friend and friend says, gosh, man, my back is hurting the heck out the of me. I'm front of mine. You know what? Oh, I actually have, you know, a team that I used to see at renewal rehab. Oh, those people are amazing. So you all have to just understand this is called the, this is from the principles of sowing and reaping. Like that's how it works. Right. So my front desk can do that. Like just give them the scripts. That's it, Just give them the script and then they can respond. And, and, and that's it. Now what I do is like whether.

They'Ve had these seeds sowed over the years or whether, whether, like.

And I don't do reactivation campaigns every week. We do it once a quarter. That's it. Once a quarter we do it and during that time we make sure that there's about a four hour block, you.

Know, or maybe like in the wrong location, you know. And so I see a lot of people running to like online marketing, you know, Right. Like it's an easy way out, you know?

Yep.

I'm spending a boatload of this time.

That whoever's at the front desk, whatever, that they can respond that they're not totally busy. Da da da da da this and that. And then they respond to those emails via the script. That's it.

Wow, that's awesome. That is great. That's great. Type in gold in the chat if you love, if you love Greg Experience. Type in gold in the chat. That was, that was some awesome knowledge bomb, you know. So, all right, startups, Greg. You know, startups.

Okay, so, so if you, if you are a startup There are certain things that you need to do to create a culture. Startups, you need to create a culture. Okay, now I'm assuming my startups, you got one patient, you got two patients, you got three patients, but you don't have a lot. So what do you do? Well, I mean, yes, you can do, you know, community workshops. You can do some of the things that we talked about before. But one of the things that you can do as a startup and you look at all the startups that make it, is they create a culture. So I want to give you all some examples of, like, how we've tried to create a culture of renewal.

Rehab.

You got your first, first, second, third, fourth, fifth patient in. Do you have the patient of the month? You have a patient of the month. Here's what I do. You only have one patient right now. You got to make them your patient of the month. And you've got to ask that person, would you like, hey, let's just say it's Susie. Susie, I want to tell you that you've made history. You are not only our first patient, you're the first person that trusted us with our services. And we actually want to make you patient of the month. Here's what I do with patient. Patient a month. We take a picture of them, okay? They can have on a shirt like this, make physical therapy happy again. They can have on a renewal rehab called team renewal shirt. Take a picture with patient of the month. Patient of the month. If you don't have an email list, patient a month is going to go onto your social media accounts. Obviously, with their permission. Get their permission first. And you are going to do a story on patient of the month. Okay? You can do a story on patient a month. Now, here's what I know. When I do a story on somebody and I say great things about that person, what do you think that person is going to do? You think they're going to hide that? No, that person is going to share it out. When people talk great about memes, first thing I do is let me share this bad boy out. Yep, let me, let me. Yeah, right. So that's it. Right? So, so, so again, you don't have to talk about their condition. You don't have to talk about anything, but you can just say, look, and. And you get. You get their approval. We just have them sign a waiver and. And that's it. And we have our patient in a month. Here's another thing that we do at our clinic. We actually have a scrapbook. This is actually in Our waiting room, it's a renewal rehab scrapbook. And the scrapbook is for patients that want to give their story of their experience at renewal rehab. So when new people come in, the scrapbook is actually right there. It's right there in the waiting room. And they start to look through and they start to see all the stories, all the testimonials, all of this, all of that. And it gets those people to buy in without them even meeting us yet. They bought in before. Like they've even had interaction with a therapist. So startups, here's the deal. You're gonna have to create a big 45, you're gonna have to create relationships. But when you bring people in, this is where most they don't take these people and turn them into rock stars. Those people, the first 10 to 50 people that you bring in, if they aren't repeat customers, I can tell you right now, there's a high probability you're not going to last.

Not going to make it.

Not you're not going to make it, you're not going to make it. I mean, that's it. Like when I go back and I look and Rick, I'm sure you can see this with all the practice owners that you have worked with, all the practice owners I've consulted with, if your first 10 to 50 clients, if less than 10% of them are repeat, are not repeat, and they're not telling other people about you, that means you have not created a culture that's actually creating virality in your community.

Yeah, yeah. And honestly, yeah, that's a good point. And we talk about this in our community all the time, is that, you know, there's a reason why, like you're seeing self discharges happen in your clinic. You know, there's a reason why these patients are not following your plan of care or whether even using a plan of care.

Right?

So I think everything you talked about is like, bang on Greg. You know, that everyone is doing right.

So cool.

Wow, that was awesome. Type in the chat, you know, what is your biggest takeaway from so far? From Greg. Type that in the chat, you know, type that in the chat. What is your biggest takeaway? And, and Greg, what do you think my biggest takeaway is from. From our episode right now so far?

How amazing you are.

Right?

How amazing Rick is. Rick's like, she's this guy. This guy's gold man. Of course I'm amazing.

This is awesome. So you know what, like, this is. I love your energy. And my biggest takeaway, honestly, is the way you Are able to. I love your, like, list of your 45, you know, and how you break down to the three groups, you know, and you find a very way, you know, and honestly, like, you know, everyone's, like, running to, like, new school marketing, new school market, online marketing. Honestly, I think the heart of the business, if you look at majority of the practices that, you know, I work with a lot of, like, two, $3 million practice owners, those ones are actually built on community marketing clinics. It wasn't awful. Like a gimmicky, like, Google Ads campaign. A gimmicky Facebook campaign is actually through the relationships I have with, like, the community, you know, and it's like, the stuff you talk about. I think sometimes, you know, sometimes we fail to realize the basics of, like, what makes practices, like, succeed, you know, and it is the community side that we lack, you know, and there's no silver bullet, right?

I mean, come on, y'. All, let's. Come on. Let. Let's. All right, let's use some logic right now, okay? Physiotherapy is hard, okay? It's hard for a lot of people, and you want them to come back and you want them to be able to execute out the treatment plan that you have professionally prescribed for them. You've got to create an experience out of it. I mean, this is, like, this is not just logic, but this is how we get people results. We get people results by people actually doing the things that we prescribe for them in their plan of care. And we know that for the majority of people, if we're competent, which I'm assuming everybody on this call is quite competent, if we get them to execute out their plan of care, there's like an 80 to 90% chance that they're going to get pretty good outcomes. So how are you going to do that if you don't have a great culture? If they don't feel like they are so special when they enter your facility, if they don't feel like if they actually do get really good results, that you're gonna keep it quiet. They want you to showcase them. Whether they say they're never gonna tell you that, but that's what they want. That's what they want. If you want your marketing costs to go down, treat your people good. If you ask for a lead to go down, take care of your patients, it makes everything simpler. You want to know what the fastest way. If I'm doing a Facebook ad or especially a Facebook ad, right? I'm doing a Facebook ad. Want to know what makes things Pop, for us, it's that we get interactions on the ad. You want to know who usually gives us interactions? It's our old clients. It's clients that used to come there like, oh man, I remember when I used to go to that. Oh man, this guy's Rossa. Man, oh man, I missed those days. Whatever. Guess what? That brings our cost per lead down. That brings our cost per click down. So look, it comes back to just.

Taking so and then reaping, sowing and reaping.

Right back to the principle. It doesn't change. Yes.

Love it, love it. That's awesome. Hey Greg, we're just going to wrap up before I give out the eyewash. Everyone sticks around. Greg, how do people find out more about you? And I think you're running this amazing event, you know, that's virtual also in person, like maybe talk about that.

Right? So. Yes, yes. So I'm going to be hosting an event one month from today. One month from today. And this event is for healthcare professionals, it's for entrepreneurs, it's for students. It is basically a two day event that I take people from confused to clear on their path. From only trading time for money in the clinic, to multiple streams of income, to not having any skills and strategies on how to network and create massive volume in your practices and become oversubscribed. And when I say oversubscribed, that means that you have more people than you have spots for them. And when you can do that, you can raise your rates, you can open up clinics, you can take off time and you can have financial freedom and you can have time freedom. Today I make multi seven figures. I have multiple businesses and I do all of it part time. I do it on 20 hours a week. And the only reason why I'm able to do that is because of the strategies, the principles and the tactics that I put into play. And I don't know the any other place that I can do this within two days to help people through all the pain that I've gone through over the last 16 years. But SSHC, smart success for healthcare, not dumb success folks. Smart success for healthcare professionals. This is the first year that I'm actually not just doing it live, I'm doing it virtually because I want everyone to be able to come and I know that some people are in places where they're not able to travel. So if you buy ticket now, you have an option where you get a sign up for live or for virtual and it's going to be pretty epic. Rick saw some things I have behind the scenes to make this the greatest virtual event.

This is awesome, man. You know, I want to go to it, man.

Listen, I'm trying to dig y' all a tunnel out of Canada and then get y' all some way to get to New York and then take it, then take a flight. I'm trying, I'm trying. I'm trying to build the tunnel, but I don't know. I'm working on it. Let me see what I can do. But if I can't do that, then just sign up virtually and get through the event. We've done this event. This will be the fourth time we've done it. First year we had 70. Second year we had 200. The third year we had 500 plus that signed up. And then now with COVID you know, everything's kind of messed up, but I'm going for it because healthcare, you guys are struggling because you guys have not been networking, haven't been partnering with people. You guys need an event. And so whether you can attend live or you can attend virtual, I'd say sign up sshclive.com sign up right now.

Yeah, I love that, everyone. And so I put that in the chat. You could go sign up. I also send a follow up email, everyone. So then you could actually like learn more from, from Greg. And honestly, I'm gonna vouch for like this. The speakers that he has on here, like, they're actually like amazing. And so you're gonna learn a boatload, you know, and, and, and it's, it's gonna be like amazing.

Right?

So. Right. I highly recommend everyone to attend. Once again, you're gonna get follow up email on that and let's give like a high five to Greg. That was amazing. Type in high five in the chat. That was amazing, Greg. Like you crushed it like you normally do. And I'm just super grateful for you sharing like kind of your gems and also this event tour, community. I think that a lot of people could actually like, you know, learn from, learn from you and. Cool, dude, that was amazing. Right? So once again, everyone super grateful for Greg being in here. Like, massive gems. We're gonna send a replay, so everyone watch it again. And so Greg, thank you. And, and I can't wait to hang out with you again in Florida someday, man. You know, soon.

Yeah, man, it's gonna be soon. It's gonna be soon. It's gonna be soon.

Soon, soon. Let's take that. Okay. Yeah, man.

That's right. I will. All right, man. Okay.

Okay, take care. Bye.