How to Create a Podcast With a Referral Source

How to Create a Podcast With a Referral Source

In a previous email and video, I shared with you the idea of interviewing referral sources in your town that have your target audience.
In this episode, I show you how.
Join me today as I share with Practice Freedom U students how to reach out to referral partners and ask them to be on your podcast.

Co-Workshops…The Easy Way To Generate Leads And Patient Referrals

Co-Workshops…The Easy Way To Generate Leads And Patient Referrals

We all know that workshops can help generate new referrals to a practice.
But do you know the BEST way to increase the number of people who show up to the workshop?
The answer is by doing a co-presentation or co-workshop with a referral partner.
When you share the stage with a referral partner, you create several advantages:

  1. Provide value to the workshop audience
  2. Develop and deepen the relationship with the referral partner
  3. Add leads or potential patients to your list

Join me as I discuss with Practice Freedom U students why it’s important to generate leads and why workshops can help increase your them.

WARNING! Marketing Strategy Not For The Faint Of Heart

WARNING! Marketing Strategy Not For The Faint Of Heart

If you have followed me for any amount of time, you know that I believe that genuine relationships are the key to endless referrals, especially ones that are built on value and trust.
You might be asking yourself, “That’s great Jamey, but how do we do it?”
I recently attended the PPS Annual Conference in Colorado and struck up a very interesting conversation with a colleague of mine who happens to own a very successful PT business with over 14 locations.
She shared with me a cool idea to build and develop relationships with referral sources…Podcasts!
Join me as I share how you can begin generating tons of referrals with a simple interview.

The 4-Step Conversation That Turns Prospects Into Patients

The 4-Step Conversation That Turns Prospects Into Patients

The 4-step conversation that turns prospects into patients
When I was a practicing PT, I spent a lot of time feeling frustrated about the patients who didn’t come back. We all have them—the patients in need of our help who don’t follow through after their initial screening.
We can solve their problems. But first, they need to decide they want our help.    
After struggling as a PT through too many initial screenings that went nowhere, I developed a communication tool that guides patients to do exactly that. It’s an organic, patient-focused conversation that pulls together a prospective patient’s challenges, goals and desires, and the solution-based service you provide.
It’s the Pain-Pleasure-Solution Conversation.
It’s not a difficult conversation to have. But you need to understand each step for it to be successful.
Why is it so effective? The PPS Conversation does a bunch of really important things.  

  • It clarifies for patient and PT what the patient’s challenges are—not only physical but emotional.
  • It establishes trust between patient and therapist
  • Most important: It empowers your prospective patients to make the decision to proceed with the plan of care you’re offering.

When you use this approach in your initial screenings, you will commit more patients to plans of care that they’ll see through–because you put them in the driver’s seat. And working with more committed, empowered patients is more satisfying, rewarding—and profitable—for you.
Here’s how it works.
4 steps that turn prospects into new (and committed) PT patients
Step 1: Uncover their pain points
Your patient’s pain points are the challenges, fears, obstacles and limitations that are keeping them from reaching their goals.   Too often, we move through a screening without getting a full picture of what our patient’s most urgent concerns and biggest priorities really are.
During the subjective part of a SOAP screen, ask the question: What is your biggest worry? Their answer can give you deeper insight not only their physical pain but also their fears–and their motivations for recovery and healing.
Step 2: Confirm what success looks like for them
Now, it’s time to understand the wants and desires they connect to their recovery. Done right, this can be a powerful step in helping patients clarify for themselves what their goals and desires really are. That can be incredibly motivating in helping them commit to a plan of care.
Our patients often need prompting to reach this information. Ask your patient to be specific about how they will measure success—and what success will feel like for them when they get there. Ask them to describe WHY this goal matters to them.
After you’ve heard them, REPEAT back what you understand their answer to be. This step of RESTATING ensures you and your prospective patient are on the same page. It’s also a powerful trust builder.
Step 3: Let them DECIDE to move forward
Too many PTs skip this step. After you’ve completed their objective tests, don’t jump right into solution mode. Before you move on to describing your plan of care, give your patient opportunity the to decide whether they want your help. After you’ve shared your assessment, ask your prospective patient: Is this something you’d like to get help with now?
Don’t phone this one in. Really ask, and you’ll get a real answer—one that empowers your patient to feel in charge of their journey back to health.
Step 4: NOW give them the solution
Here’s the time to share your program. Make an offer and be specific! Explain how your program addresses their pain and can help them reach their goals. Don’t shy away from the details. Be direct about number of visits, and cost.  I strongly recommend offering an incentive to pay for the program up in total, up front. (You can offer a payment plan if they have hesitations about the up-front cost.) And explain to them how committing to the full program by scheduling all visits is the best way to ensure they’ll meet their goal.  
After you’ve made offer, be quiet. Give them the time to think and respond. The PPS conversation turned more of my prospects into patients and it now does the same thing for the PTs in my programs.
OFFER: Are cancellations, drop outs and no shows creating problems for your practice?   Get your FREE GUIDE, the Patient Visit Multiplier, to learn simple solutions that really work.

3 Simple Ways To Increase Referrals Before The Year’s Over

3 Simple Ways To Increase Referrals Before The Year’s Over

3 simple ways to increase referrals before the year’s over
Something happens to a lot of PT owners at this time of year. They put a little less effort into generating new referrals. It’s not hard to understand. The holidays are approaching. The days are short and dark. There’s a temptation to “write off” the rest of the year.
What happens? PT owners stop pushing their marketing strategies. Whether they’re aware of it or not, a lot of PTs sit back a just a little and let the clock run out on the year.
It’s a huge missed opportunity.
This end-of-year window is actually a terrific time to generate new referrals. While other PT owners are coasting through to year’s end, you can take advantage of this time to get more new patients to your clinic.
Here are a few simple, inexpensive, and easy-to-implement strategies that are perfect for right now:  
Remind patients about met deductibles
At this point in the year, many patients have met their deductibles. Others have health savings account funds they need to use or lose. It’s a unique time of year when patients can get the care they need without incurring additional financial strain.
So what’s stopping them? Like the rest of us, our patients are busy people. They have a lot on their minds. A quick reminder email from you might be just what they need to take action.
Send a friendly email to your past patients to ask how they’re feeling. Wish them happy holidays and encourage them to take advantage of their deductibles being met.
Be prepared to follow up right away when they respond. After you’ve sparked their interest, don’t make them wait days to hear from your team. Get them in right away!
Show your appreciation NOW
Most PT owners give gifts and thanks to the doctors refer them patients during the year. Usually, these shows of appreciation happen right before the Christmas holidays. Your thanks probably gets lost in the crowd. That bottle of wine you have delivered right before Christmas? It probably gets enjoyed by a staff member who doesn’t even know your name.
Instead of waiting until the Christmas rush, show your appreciation around Thanksgiving. You’ll stand out from the crowd. You’ll also give your sources more time to show their appreciation with an additional referral or two!
Be sure your thank you includes all the right people. Too often, PT owners focus their appreciation ONLY on the doctors. Most of the time, front desk staff manages the flow of referrals.
Share a healthy holiday spirit with your community
You can give members of your community a precious gift during this holiday season: the gift of good health. It’s as simple as hosting a holiday open house. Offer refreshments and share some “holiday tips” that are relevant to your ideal patients—the people who are your target audience. Even better? Co-host this event with one of your referral partners. Co-sponsoring a holiday open house with a local gym or health center is a great way to pool resources and attract even more people to your event.
Want more easy and proven strategies to increase patient visits? Get your FREE copy of my guide, the Patient Visit Multiplier, packed with easy-to-implement tools for reducing cancellations and turbo-charging referrals.