After yesterdays email I got a HUGE response…

Here’s just one of them…

===

“Paul… We have gone from 80/20 physician / Direct access in JANUARY to 50/50 or even 40/60 physician/direct access in 9 short months. 

In September alone we generated over 100 leads; 50% will coming in in Oct; 25% more by the end of the year.

If we have a stable MD referral base; I can more than match that with direct access patient. 

In fact; my prediction will be by mid to late 2016 we won’t need a single MD referral to pay our bills. The MD’s will be providing 100% profit as the direct access will pay all the bills.

Slightly different (but very freeing) thought process. 

It is a sustainable model not influenced at all by fickle or grumpy MD’s who’s PA’s and MA’s change (as do their referral patterns) like the shifting sand. 

Don’t get me wrong, I still want the post surgical patients but our “physician lunch” days were over 9 months ago!!”

===

… Best part about that reply??

This person who wrote it to me is one of MY coaching clients!

So I’m very proud to say that I’ve been able to help him on this road to “freedom” (…from relying upon doctors).

But I’ve got to be honest and say that although I’ve helped him with his marketing – and sales – what I haven’t had to do is change his mindset… and that’s where most of his success is now coming from.

I can give the strategy advice and marketing ideas – even the sales scripts – but if he doesn’t take it and run with it, and implement those into his clinics “D.N.A”, then it’s a waste of my time, and his!

Now this particular owner – from Phoenix – came to the table when we first met knowing for sure that if he wanted to make it out of the doctor luncheons trap, he’d need to change the entire culture of his clinic.

And by culture, I mean switching from being a clinic used to receiving “inbound” referrals – where the patient APPEARS to need “no selling” on PT because the doctor has already done to so…

…to a clinic that communicates with it’s patients at a higher, more persuasive level of influence.

The result??

No more doctors luncheons.

And, higher profits.

Even better…

He’s got patients who WANT to do business with him.

And what’s more:

Because of the way his staff speak, and the marketing message we created, he’s got patients who repeatedly WANT to buy from him. 

Meaning?

Even if the insurance companies slash fees in Phoenix sometime soon, he’ll be ok, because his staff know how to sell “Cash pay” services.

The real secret to his success?

Taking the LEAP.

This owner made the decision to invest in his own ball game – one with its own rules, and one that makes him richer (…and not the insurance companies or local doctors!).

Anyhoo…

Lesson over for the day…

I got to go pack my bags for another long trip to San Diego…

Got some more clients clinics to visit…

And, 5 more “marketing and sales seminars” to attend to ensure that I too can continue to avoid the days of ever having to have lunch with people I really don’t like.

Best bit?..

My two year old son Harry will be travelling with me as we visit six different U.S cities in 6 weeks – and all the while my own physical therapy clinics will continue to run profitably without me.

It’s amazing what happens when you take that “leap” and invest in yourself, don’t you think??…

Click here if you’re ready to take the leap and sign up to my email list and get marketing ideas and strategies sent straight to you:

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>

Sincerely,

Paul Gough

There’s two schools of thought right now:

===

1.) That it’s better to be an established PT business because you already have existing relationships with doctors or third party referrers supplying your clinic with NP’s

2.) That it’s better to be a new age, modern thinking, up and coming PT business owner with zero doctor friends – who ISN’T indoctrinated in the OLD ways of relying upon inbound referrals to make a living – who realises that to profit he or she has to learn to SELL (…what he or she does!)

===

So lets look more closely at them both…

Because I think there’s a pretty dangerous cross roads ahead for the Owners who REFUSE to accept that they need to have a “true-sales” culture at the core of the business.

See, the problem with being an existing business is that it’s very easy to “fall asleep on the soft pillow of success”.

That’s the business owner currently convincing himself that everything will be “ok” – that they’ll “weather the storm” – if they just focus in on “patient care” and “growing relationships with doctors”.

But what if there was an emerging group of owners doing things a little differently?…

See, just about every major profit boost I’ve ever had in my own business comes from the time and energy invested in learning how to truly “sell” what I do – and what I can do FOR people.

Some examples of when “selling” your services is needed?

Ok…

1.) When you get patients sent to you by a doctor who are resistant to even arriving for that first Evaluation!

2.) When you get referrals from doctors who you can’t even reach because they don’t, or won’t pick up the phone

3.) When you get patients who come for PT, but drop off before their recommended number of visits is up!

Now to MOST PT’s, all of these three scenarios are an every day event.

However, I often wonder how many realize that they can actually do something to limit the profit *loss* from all three issues?…

And I also wonder how being “more focused on patient care”, OR, hiring a marketing person to talk to more local doctors, is actually going to solve any or all of these problems?…

The reality – and hard truth – is that neither ever will.

The only thing that will?

Adopting a “true-sales” mentality into your PT practice and skillfully learn how to recognize, handle, and then overcome these types of obstacles to more pt clinic profits.

Thankfully, some of the well-established clinics that I’m working with agree with me on this…

For the rest??

Frustration awaits.

Running faster, working harder, all the while going in the wrong direction trying to win the wrong race.

For the up and coming, new kid on the block, PT owner?

It might APPEAR to be hard to breakthrough…

But my best bet is that for the ones who think differently, talk differently and focus on giving true VALUE to their clients, UNAFRAID to hear the odd objection to their services…

…true GLORY and real success is waiting without a single referral from a doctor even needed.

Lesson over for today.

Sincerely,

Paul Gough

P.S I’ve just finished an amazing 6 weeks working with 6 owners on the “Ultimate Physical Therapy Marketing” Video seminar program…

So successful it was… that I’m getting ready to launch the next program and start the registration process again soon…

Note: If you’re a Physical Therapist looking to learn Marketing ideas like this…

Sign up to Pauls email list and get Marketing ideas and strategies for your pt clinic sent to you by email:

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>

So I’m almost through with my trip to North Carolina…

(..and YES, it is as wet as they’re saying on the news!) I spent the first few days working along side Dean Volk (of Volk PT) and his brilliant staff.

Dean asked me to go to his clinic in Charlotte to give him a fresh perspective on the way he is currently doing things… and ideas to make them better.

And in a conversation we had over dinner one night I revealed to him the “3” things that I believe will make the difference to whether or not PT clinics survive in this new economy.

(Not the fiscal economy since the recession or Obama care – I’m talking about the “connection” economy that we’re in).

And here they are:

===

1.) Having a clear & consistent, ideal client focused on, solution to problem Marketing Message (…that doesn’t stop after one advert that didn’t work)

2.) The ability to create an EXPERIENCE for your patients that they can’t get anywhere else (…this has nothing to do with PT skills)

And, drum roll…

3.) The ability to overcome “objections”

===

And it’s the latter that is the where the big profit boosts come form.

For every patient who tells you “I’m not paying $40 copay”…

…There are about 8 out of 10 of those people who WOULD, if you just take the time to ask them WHY?

Ever done that?… 

Actually confronted the issue to find out why they won’t?

Or, do you just do as most PT’s do and TELL them that they should come because it’s their health and the doctor said so?

Now, the REAL answer is RARELY that “they’ve got no money”. 

And nor do they want to hear “but your doctor said”…

Understanding this is a game changer for your practice.

Want some proof?

Ok…

So in three hours of being in Deans clinic in Concord on Monday I heard that same “copay” objection from two different patients who were waiting not so happily in reception after being told how much they’d have to pay EVERY TIME! … 

I walked over to the therapist about to begin the evaluation – and talked with her for less than two minutes about the exact way the conversation with the patient should go, to ensure that she would WANT to come back for more than one session.

The result?

Both clients agreed to schedule 4 further visits after the eval.

Now this sent shock waves around Volk PT as every member of staff PT in there assumed that there was NO WAY these patients would re-book.

But they did.

And with it, almost $1000 made in just three hours, simply by figuring out how to handle an objection.

I’ve been out of Deans clinic for two days now… and I reckon it’s likely to have happened at least a couple of times sinc.

Do that Math…

In just three days, he’s now about $3-4000 wealthier just as a result of his staff knowing how to handle objections.

And that’ll happen most every week from now as long as his staff continue to deal with objections in the step-by-step, question by question way that I showed them.

The problem most PT’s have?

1.) They don’t know how to handle objections (…or actually believe they can!)

And,

2.) They won’t pay someone to find out how they should handle those objections currently costing them money (…like Dean did).

Anyhoo.

Lesson over.

I’m off for another days learning about Marketing and Sales at my Mastermind Event in a very pretty, but very wet, Asheville.

(Paid a LOT of money to be here).

Alas…

If you want some help to boost profits at your practice, maybe we should talk.

Sincerely,

Paul Gough

Note to physical therapist looking for Marketing Ideas.

Sign up to Pauls email list and get Marketing ideas and strategies for your pt clinic sent to you by email:

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>

So I’m heading home to tonight to “pack my bags”…

I’m about to set off on a pretty hectic trip that is taking me to Asheville, North Carolina for a Mastermind Event with my own business mentor.

(We ALL need one!)

While there…

I’m stopping by to see “Aaron LeBauer” – we’re doing a “co-mentoring” session together at his clinic in Greenborough on Tuesday night…

And, what I’m VERY excited about is spending two days working side-by-side with one of my clients “Dean Volk”, of Volk PT. 

He’s asked me to go into this clinic and look at it from a completely different perspective…

To look at everything that his clinic is currently doing well – and make it even better.

See, it’s not just marketing that improves clinics profitability.

There’s hidden treasure in your practice that will reveal itself to you when you look more closely at the INTERNAL systems and procedures that power your business.

Most business owners have a “blind spot”…

(Me included – hence the looooong old trip to Ashville).

What they think they WANT (i.e marketing) to solve their problem … is not always actually what they NEED!

But because they’re so entrenched in their practice, they can’t always see the price they’re paying for a PT assistant who isn’t communicating with patients in the same, expert and engaging way, that the PT did at the initial eval…

(…and so drops off schedule!)

OR,

The LACK OF connection made by a their receptionist who comes to work chewing gum each day and who thinks her role is to answer the phone and book appointments… and if she does that, she’s done her job!

See, patients expect (…demand!) a lot more bang.for.their.buck these days – and it’s often as simple as changing the questions you ask on the phone, that’ll change the entire future of a relationship with a patient – that could so very easily, last a life time.

Makes sense that if THEY’RE having to pay more (…copay!), you gotta’ give ‘em more to get it…

The thing is…

MOST owners are too busy listening to their “professional ego” that keeps telling them, it’s all about “making them well”.

Well, it kinda’ is…

But that’s NOT how you get in the big league income streams…

I couldn’t sleep at night if I thought that the future of my practice depended solely upon being a “great PT”…

Why?

Well, there’s about 41, 753 other PT’s reading this email right now… who are no doubt all great clinicians.

Most, probably FAR superior to me when it comes to fixing “sciatica”.

Trouble is…

They’re not all running incredibly profitable businesses, OR, even at all able to afford themselves the TIME to take nice trips to nice places like Asheville, to learn even more about how to run that same profitable business, even better.

Go figure.

Anyhoo…

If you’re in or around Asheville, Charlotte or North Carolina next week… lets meet up! 

I’ll see you in Starbucks for a “grande, extra hot, no foam skinny, caramel latte”.

Sincerely,

Paul Gough

If you’d like to discover how to take your PT clinic to the NEXT level and explode your profits…Just click here to get regular tips sent directly to your inbox:

– Click Here To Get Regular Tips To Grow Your PT Clinic Sent Directly To Your Inbox >>>

This question came in from an Owner I spoke to on a Strategy Call recently:

==

“How do you handle the challenges of trying to be a father and a business owner?

Finding it a struggle to manage and take care of my kid, run a full time business, work a part time job and be a husband.

Any advice?” …

===

I could give you two answers.

One would be the “theoretical” answer – the “BS” type answer that you likely want to hear…

“Get better at time management, organize more, delegate, sleep less, switch your phone off, stop going on F’book or using social media for anything other than to advance business or connect with clients, stop watching TV and rarely read any newspapers…

All of which I do.

But that’s not the REAL way you find time in your life to run a small business.

In my honest, very humble opinion, it comes down to this:

1.) Discipline

And,

2.) Self-belief.

The “discipline” to use the time wealth that you create from side stepping things like watching the TV or playing on Facebook.

And the “belief” is that if you use that new found time more wisely, it absolutely will impact your life in a positive way.

And if you pushed me on it…

It’s the “belief” that is the key to success.

See, I think what holds so many people back from getting things like marketing systems in place, writing blog posts, sending emails, writing books, or giving up any time to work on their business is this…

…that UNLIKE when a patient schedules an appointment, they’re not 100% CERTAIN in the outcome – of getting paid.

It’s as if they’re too emotionally attached to the outcome thinking – “is this the best use of my time?”

So, the way to get round all of that “doubt”… is to ask your self this question:

“What if what I’m about to do couldn’t fail but would bring in the desired out come…”

I.e attract more patients to my practice, grow my revenue etc.

…would I find the time to do it?

The answer is mostly YES you would (…find the time) because you’d be 100% sure of the “trade off” you were about to make.

So, I put it to you that most of the time it’s not a question of a “lack of time” to get things done…

It’s the fear of what you do choose to do, failing… that actually stops you from doing it!

There’s a big difference.

Massive difference.

One more thing:

Most UNSUCCESSFUL people have to see results BEFORE they make decisions.

Yet, go and study the REALLY successful ones…

Those are the guys who trust their better judgement… and themselves… and do it regardless, all the time knowing something good is more than likely to come their way.

And you know what else?…

Before the results of what they just did even come in, they’re off and on to creating something else.

And so the cycle of success continues.

Google “minutiae”… and you might get a very short and precise definition of why most PT owners never get to where they should be, with their business.

Anyhoo…

If you think you’ve got the TIME to be successful and want to start bringing in MORE results for you clinic…

Just click here to get regular tips sent directly to your inbox to turn your  PT clinic a sales and marketing machine:

– Click Here To Get Regular Tips To Grow Your PT Clinic Sent Directly To Your Inbox >>>

Sincerely,

Paul Gough

As most PT’s worry about doctors getting harder to reach, what’s even more worrisome is the changing behaviour of the average consumer.

Think about it…

The average consumer (your patient) these days is more educated and has more choices and access to information than ever.

And is therefore MORE resistant to being told what to do.

Even by doctors.

And as much as we LOVE to assume that a referral from a doctor = a “happy to arrive and pay” new patient at our clinics, the reality is those days are gone, too.

The consumer is used to having choices.

They WANT choices.

And every time YOU push them over to “Yelp” to ask them for a review of your clinic, you remind them that THEY are now the ones who hold the power.

And, that they have choices.

Of which one of them is to say “no” to the doctor’s recommendation of going to your PT clinic.

Now some owners will stubbornly refuse to accept this.

And will continue to run faster or try harder at begging more doctors for more referrals.

But here’s the thing…

I put it to you that the REAL danger you face is not from the doctors playing hide ’n seek from you or your fancy newsletters.

It’s the smaller, new kid on the block PT owner who ISN’T indoctrinated in the old school ways of running a PT business.

The equivalent of “2 kids in a garage” in the 70’s trying to re-invent the entire computer industry – and succeeding (…Jobs and Wozniack).

This new breed of PT owner who knows he has to be FOR someone.

He has to look at how he answers the phone to patients…

To actually take the time to CONNECT with and ENGAGE with…

Spending AT LEAST twenty minutes on the phone at the first point of contact just to ensure a connection is made and that compliance is more likely…

His adverts?

They have to resonate with a pretty irate and frightened, not to mention “skeptical” consumer – and motivate enough of them to pick up the phone BEFORE they visit their doctor.

His evaluation techniques?

It’s now a well rehearsed, fully scripted routine that puts value alignment at the front and centre of the entire session…

His ability to “up-sell” once the initial care plan is over??

He’s using automated systems and procedures to effortlessly connect with his patients DURING treatment, so that the transition to “monthly massage” programs is, of course, the logical next thing to do.

He’s keeping in touch with that new patient for life, making use of email marketing and Social Media…

And why wouldn’t he? It’s now easier than ever.

To sum up todays lesson:

I put it to you that the answers to the future success of your PT clinic are NOT likely to be found in “how can I get more referrals from doctors?”

But in:

“How can I get ahead of … get entirely separated from… sign on and profit from… the new and very creative ways to acquire customers for life?”

Have a think…

And if you want some help to get there faster, look here next:

I’ll guide you through the simple patient attraction strategies that I, and several other PT Clinic owners are using, to acquire new patients directly to their clinic…

– NP OVERLOAD – The Short Cut To Attracting More Enquiries And More Patients For Your PT Practice! >

Just click the link if you’re ready to boost your income.

For more marketing ideas like this join Paul’s email list now and we’ll send them directly to your inbox….

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>

Asking patients to TELL their friends to come and see me is NOT something that I’ve ever enjoyed doing…

I’m not sure that it ever makes that much difference as there are so many obstacles to over come, so many hurdles to jump over and so many things that still need to be said before they say yes.

What’s more, things such as fear and skepticism have a nasty habit of getting in the way of a well meaning attempt of a patient to refer a friend or family member to a PT clinic.

So much so that I find it’s RARELY a worthwhile exercise.

Sure, I’ll make people aware of how they CAN do it if they want, but I’m not a big fan of turning my patients into sales people for me.

Not good for the long term relationship… and not good for my energy levels wasting time on asking a patients to do things with such a low chance of success.

(I’d rather pay a local newspaper to send me some patients – down right, that’s guaranteed to work!)

Besides, if I am wanting a patient to send me a friend or family member, there’s a much better way to do it to guarantee success and without looking desperate or needy for the referral…

Take This Scenario For Example:

You’re in clinic with the WIFE who you have helped significantly…

She tells you of her husbands terrible neck pain…

And she even tells you of how she KEEPS on trying to persuade him to come and see you, but he won’t!

At that moment you have a choice:

1.) Beg and plead and hope that she tries harder so that he comes to see you…

Or,

2.) Do something completely different which switches the balance of WHY he should come to see you, to be more beneficial to HER, than it is for you.

Intrigued?

You should be.

And it’s all revealed on this week’s blog post which is a Master Class in “sales” and conversion strategies.

Better “sales” strategies is something that EVERY PT clinic with aspirations to be more successful needs to master, now that “dead cert” referrals from doctors aren’t as easy to come by.

– Conversion Strategies: Secrets To Getting More Of Your Patients Friends And Family To Book Appointments >

Click the link and start reading more about how, if you’re not aware of what you’re saying, you could end up sounding needy and desperate for business – not a great position to be in when things like “Authority” and “Credibility” are vital in your ability to grow a hugely successful PT practice.

It carries on from a conversation I had in my Next Level Group Coaching Program last week and this is one of the highlights I wanted to share with you.

Click the link to discover more:

– Conversion Strategies: Secrets To Getting More Of Your Patients Friends And Family To Book Appointments >

Sincerely,

Paul Gough.

P.S If you want to be shown exactly HOW to generate referrals from existing patients effortlessly, without even having to ask them…

Check out this  Marketing Mastery program, where I walk you through how to achieve just that (and MORE), click here to find out more:

NP OVERLOAD – The Short Cut To Attracting More Enquiries And More Patients For Your PT Practice! >

For more marketing (and sales) ideas like this join Paul’s email list now and we’ll send them directly to your inbox.

Click Here to Subscribe to Paul’s Marketing Tips Email List >>>

So last weekend I was at Mastermind Event with “Jay Abraham”.

If you don’t know who he is, I’d STRONGLY recommend that you look him up and study some of his work.

I’d say he’s the single biggest (…and fastest) influence on my business life and maybe the reason why I’m writing this email to you today.

He teaches something called the “strategy of pre-eminence” and how it works is, well, you’ve got to “give before you get”, build “relationships with clients”, help them to make better decisions and ultimately, deliver a truly REMARKABLE product and service.

Simple, right?

Of course.

And what “Jay” spoke to me about that I wanted to share with you today is this formula for REAL business success:

*Marketing + Innovation = Revenue Makers*

Marketing being the ability to find and acquire PROSPECTIVE patients interested enough to find out more about what you can do to help them.

And Innovation, that being the ability to make a significant change in the lives of those same prospects.

My guess is that you’re already pretty good at making a change to the lives of your patients.

Most PT’s are.

But the problem is, of course, most PT’s aren’t making the REVENUE that their skills deserve.

So what’s going wrong?

It it because of the changes to the system, and the OLD ways of acquiring new patients (through doctor referrals) beginning to ‘dry up’, a lot of PT’s aren’t being given that chance to “innovate”?…

Or is it because they refuse to accept it AND the idea that they know how to learn how to Market themselves?

(Big difference in how you SEE the same problem!)

So my question to you, is this:

Given that we all want to be Revenue Generators…

What have you done this week to attract new prospects to your clinic??

Have you looked at your newsletters to see what changes you can make there?

How about your “offer” in that newsletter?

Is it that same-old, same-old “free screen” (yawn!) offer that might be brining in one or two patients but is leaving TEN others wishing you’d offer them something else?

How about changing the headlines on your website to make them more compelling?… Changed them lately now that you know EVEN more about what your patients REALLY want from you?

What about your blog?… Wrote a new post to engage prospects on your website that can be made viral on Social Media?

What about your Facebook ads?

Are you more concerned about the “likes” and shares or are you doing what REAL marketers do, and seeing how many new leads you got from the PAID FOR ADVERTISING campaign you’re running on there??

If the answer is “none of the above”, then you’re NOT Marketing.

You’re waiting for referrals from doctors OR worse, expecting your patients to become sales people for you hoping for one or two of them to beg one or two of their friends to come and see you.

Either way, it’s not ideal.

I Wouldn’t like to think my little boy “Harry’s” future depended upon my ability to suck up to a few medical doctors.

There’s a much better, more reliable and consistent, less-worry-sum way of becoming a REVENUE GENERATOR.

Is it easy?

Nope.

Will you have to learn the rules of the Direct Response Marketing game?

Yep.

Will you need some help to get started?

Absolutely.

Where can you get that help from?

Here:  NP OVERLOAD – The Short Cut To Attracting More Enquiries And More Patients For Your PT Practice! >

If you’re ready to take control and serious about attracting more patients than ever to your practice without relying on doctor referrals, click here:

Talk soon,

Paul Gough.

P.S: Note to Physical Therapist looking  for marketing ideas… request “strategy call” if you’re serious about getting some fresh new ideas for Marketing your PT practice.

– Show Me How To Become a Revenue Generator ! >

“How do you make patients want to buy from you
again once their PT is complete?”

Simple.

Think “Disney”.

How many people go to Disney World and actually plan on spending the often obscene amount that they do??

Ask yourself why is it that Mickey Mouse and Goofy have zero problems extracting $1000 or more dollars from an average family purse for toys, candy, memorabilia and even pictures (they can take on their smart phones) that they don’t really need…

…yet the average PT has a problem getting some of his patients to the 12 visits they need to ease low-back pain, let alone sell them on a cash pay up sell??

The answer, my Dear Watson, is this:

The decision to buy from you a second time, is actually made at the same time as they’re buying from you the first time!

If what they see on your website, your marketing material, hear when your receptionist picks up the phone or responds to an enquiry is answering their concerns in a manner that no one else ever has, then moving them into a cash pay service on the back end of PT is something that they will WANT to know more about.

The problem that most PT’s have is that in their desperate need to “sell” something to ensure a profit…

…they’re so obsessed with the “thing”, the price of the thing and offering the thing, they’ve neglected to think about how the consumer sees they place they’re buying it from.

If the patient didn’t feel from Day 1 that this place is “the only place in town that’s perfect for them”, then it’s almost IMPOSSIBLE to make happen.

No matter how good the system is, OR, even how needed the actual cash pay service is.

It’s a bitter pill for a lot of owners to swallow.

And leaves them with just two excuses:

1.) We tried, but no body buys stuff like that around here

2.) They’ve got no money (…That’s coz they’re spending it with someone else who REALLY gets them!).

Either way, you ain’t gettin’ any of their hard earned cash.

So the answer to the problem?

Drum roll….

“Marketing”.

Specifically, influencing what your potential customers say and think about you and your service BEFORE they’ve even bought from you the first time.

If it’s a transactional business you want… that might do “ok”… keep on advertising your self as a “physical therapist with 10 years experience” and labelling yourself as being proud to offer “great customer service”…

However…

If you want to give yourself the chance of a few “Disney” style up sells and having consumers happy to buy things like massage services and pilates classes (…at premium prices, in cash!), may I suggest you start buying up some space in the local newspapers and begin to advertise solutions to REAL problems.

Explaining that you know how to help people live a life with less dependency upon pills, is to the 60 year old with back pain what a new “Harry Potter” ride is to a Dad and his 8 year old son.

They’re going to be happy and WANT to spend money to experience it the moment they see it advertised on the TV.

Want some help to get going with creating your first ads?

If so, go here next:

It’s a “fast pass” style marketing program designed to ensure marketing success and bring you and endless supply of patients, who are ready to say yes.

So if you’re ready to take your PT clinic to the next level and have more patients than you dreamed possible, go here:

– Show Me How To Get Patients Wanting To Buy From My Clinic ! >

Sincerely,

Paul Gough.

– Blog: Two Little-Known Ways To Get Closer To (…And Get More Referrals From) Family Doctors You Currently Can’t Reach! >

I didn’t know it back then…

…but I do now.

Lasting success in business comes down to just one thing:

“Relationships” 

And, growing them. 

Over time.

Some times over weeks.

Often times over months.

(Perhaps, even years!)

But, the longer you foster the relationship, the more it’s valued and worth.

Sure, when I kicked off my practice I knew I had to be “nice” to my clients.

That I had to be polite and say the right things…

And of course, do the right things with my skills to ensure that enough people would value what I do…

…and, would tell people about me as well as buy from me repeatedly.

Most PT’s do that too.

But, not many are as successful as they would hope!

So what’s going wrong?

Well, getting REAL success in business (the kind where you’re not living day-to-day hoping for the phone to ring or a referral to arrive) is way more detailed than that.

It’s about taking the time to study your patients at a level that no one else will…

To ask them questions that no one else does (from the very first time they call)…

To make them feel like no-one else on earth gets them like you do…

And, to create a service so perfectly matched to their individual needs (not just physical) that they couldn’t bare the thought of ever having to look else where to find another PT clinic…

It’s a process called “relational equity”…

How does it work?

Well, you build “equity” – just like you do in your home each month when you pay back the loan – only this time it’s patients who become your prized assets, as you pay into the relationship account you have with them.

And this “equity” begins to build from the very first time a potential client sees your advert, (or lands on your website), and they think the words you choose to write could have been written “just for them”.

And it’s no different with doctors.

They need a little “tender loving care”, too.

And the easiest way for to do that is to reverse engineer the referral process.

Send them something they really want.

“CASH” 

(To fund his second home in Florida or his wife’s expensive taste in jewellery).

Either way, any medical doc will thank YOU for ensuring an extra referral to his practice, much more than he will than another PT newsletter landing on his door.

Now I’m no expert on “networking” with the medical docs…

I choose to build a practice WITHOUT their help…

(Could be a little wealthier if I did, but it just ain’t me…)

BUT, I realize that some PT’s aren’t ready to make that leap JUST yet…

And so if you’re looking for a way to get closer to local doctors in your town, and you’d like to start building relationships with more of them, this weeks blog post is perfect for you.

It’s titled:

– Blog: Two Little-Known Ways To Get Closer To (…And Get More Referrals From) Family Doctors You Currently Can’t Reach! >

Specifically, I talk you through the added bonus of using the “Lead Generation”strategy of Marketing at your practice and how if you do, it can take you closer to doctors you just can’t reach right now.

Interested to know more?

Click here to read the latest post.

– Blog: Two Little-Known Ways To Get Closer To (…And Get More Referrals From) Family Doctors You Currently Can’t Reach! >

Sincerely,

Paul Gough