– 3-Day Marketing Workshop: More Cash More Profits 2017, Philadelphia July 28-30.

Couple weeks ago I sat in a room with a PT Owner from Washington D.C…

…She was an “In-Network” provider and so when the conversation turned to “Cash-Pay” – she raised her hand and said:

“All of these price strategies are great –
but I don’t get much cash-pay, so this
doesn’t apply to me”…

Hearing this familiar story – I asked her to calculate what proportion of her business actually came in as “cash-pay”…

A few moments later she told me the figure was “7%”…

What she actually said was “ONLY” 7%.

I probed a little more and asked for the number of visits and what she currently charged that cash-pay client…

She was at “$135” per visit.

(Incredibly LOW for any State – never mind D.C)

We ran some more numbers and then talked through some strategies and agreed that given there was another PT in the room who’s clinic was just two-blocks away, who charges $225 for Cash, she should be charging at least $195.

The difference of implementing that new price strategy on her business?…

$3500 PER MONTH (pure profit).

The look on her face was amazing when she realized what was already sitting there idle in her business…

The real difference?

She now has options:

===

A. Bank the cash and or spend it freely (it’s 100% profit)

or

B. Use the money to spend more on Marketing and dominate the entire D.C area with a bigger presence in Newspapers, on Google and Facebook and SM to bring more clients to her door to fill-up up a severely under-utilized Staff PT.

===

Either way, this PT is going to be better off.

(Significantly).

What I’ve just described is called “leverage”…

It exists in EVERY business – and is often sitting there idle overlooked by businesses who choose to spend a dis-proportionate amount of time and energy on things that at best, only balance the equilibrium and never advance the business forward.

For example:

Chasing more doctors for more referrals despite getting paid less and less as insurance companies slash fees.

These types of “unknown” profit boosting windfalls are happening more and more to my clients – in-network and cash – and in particular, to those who get in a room with me where I get to know them personally.

Want me to find an extra $3500 per month for your clinic?…

If so, go here for the details and find out when the next one is in a city near you:

– 3-Day Marketing Workshop: More Cash More Profits >

It’s aptly named “More Cash More Profit” because for almost every single person reading this, that is what they need.

Most WANT more patients…

…yet they need more cash and more profit.

Would you agree?

How would your life be with more Cash and more Profit at the end of the month?

Details here:

– 3-Day Marketing Workshop: More Cash More Profits >

Sincerely,

Paul Gough

P.S Here’s a couple of recordings housed on my Podcast that took place at the last Event (which was sold-out), in Virginia.

– Audio Experience: “Perception + Emotion = Logic (PLUS, How To Raise Your Rates To $225)”

– Audio Experience: Creating A Facebook Marketing Campaign For “CrossFitters Who Are Out Of The Box”:

Sitting behind a desk and listening to videos/podcasts online is one thing – but I know from experience the biggest breakthroughs happen when you get face to face with me so that I can see with my own-eyes where your blind spot is.

Details here:

– 3-Day Marketing Workshop: More Cash More Profits 2017 > 

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

– More Cash, More Profits. 3-Day Marketing Workshop.
Location: Philadelphia, July 28-30th.

Guess what…

I’m back at my desk having spent the last “4” weeks on vacation with my kids travelling around the beautiful State of Florida.

(Orlando > Tampa Bay > Clearwater > Miami)

In that time I checked out completely from emails, phone calls – and even Facebook Messenger (…noticed how people try to get you there when they see your “OOO” notification? lol).

As well as playing with the kids and watching sunsets in Clearwater, I spent time reading and studying some of the most successful business people on the planet…

One was “Ray Kroc”, (McDonalds), and the other, “Warren Buffet”.

Here’s two things I learned that I wanted to pass on to you:

===

1. Ray Kroc, (the dude who franchised McDonalds and made $100’s of millions), was once asked what he thought was truly responsible for his success.

In a heart-beat he responded, “Persistence”.

2. And Warren Buffett, he was asked why he thought so many people FAILED at the Stock Market, when he was so successful at it.

His response?:

“Simply because most people
have money to spend on the
Stock Market, IS the reason
most people fail at the
Stock Market”.

I.e. that people are not prepared to take the time to do their homework/due diligence and want over-night success – therefore make stupid, not very well thought out decisions about where their money is going.

===

I thought the commonality between what these two Billionaires were saying – was fascinating…

In a world where everyone (not just in business) wants results tomorrow – and is left p*ss*d if they don’t get them – two of the richest/most successful are preaching something completely different…

Hmmmmmm…..

Could it be that when I say things like “The Fortune is in the Follow Up”…

…or, that Marketing is about “long-term relationships”….

…or, that Facebook will take at least 90 days to work for you…

…or, that with Direct Marketing the goal is to support the patient along their journey…

Etc, etc, etc,

What I am really saying is that it is those who “persist” – and those who think “long term”, will be victorious??…

Maybe.

For those who want “quick, over-night, instant profits”, what will happen to them?

I don’t really know – but I have no doubt that those people will most likely INSTANTLY un-subscribe from this email. (lol 😉

Anyhow,

If you are wanting to know more about how to use your Marketing and create a 12 Month plan that will bring More Cash Pay – and More Profit – to your clinic – in that realistic time frame – then you need to come work with me in Philadelphia this July…

I’ll be there July 28-30th to teach my 3-Day Marketing Workshop to “10” PTs who want to win like Buffet, Kroc and Gough.

Details here:

– 3-Day Marketing Workshop: More Cash More Profits, Philadephia, PA, July 28-30th.

Sincerely,

Paul Gough

P.S If you are an In-Network provider – you should seriously consider attending this event as adding even just 10% more cash-pay to your bottom line is likely to make the difference that will make the difference you are looking for.

Details here:

3-Day Marketing Workshop: More Cash More Profits, Philadephia, PA, July 28-30th.

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:035 – Even If They Don’t Ask For It – Tell Them About It > 

Click here to listen to Audio Experience EP:012: Risking A Large Side Of The Upside >

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

– More Cash, More Profits, 3-Day Marketing Workshop Philadephia, PA, July 28-30.

…10 Seats Only.

“A Miserable Monday”..

“A Terrible Tuesday”…

“A Woeful Wednesday…”

…was the topic of conversation on the 8am news in Washington D.C yesterday morning…

…it was two newscasters “joking” about how awful the weather was – and the roads – that led to an entire 10 minute segment of how every day this week is so bad, that it can actually be given it’s own negative “nick-name”…

What a way to start the week – and if you’re listening to that type of “BS” every single day, it’s non-the wonder that most peoples outlook on life is, at best, “surviving”…

And take this one as well:

Was just last week that I jumped in on a Facebook conversation with a PT who asked a question about hiring a new member of staff because the person in-question, was, in her own words, full at 40 visits per week – and had a 3 week waiting list.

My response to “how/who do I hire”?

“RAISE YOUR RATES!”

Now what was funny is that I was met with TWO responses from the PT who asked the said question – and both long-in-length convincing ME, why a price rice wasn’t a good idea…

Gee…

Anyone would have thought that all I was doing was trying to make this PT more profitable – with much less hassle.

You know, the thing that we all actually crave…

Now for some sanity:

I’ve just wrapped up a 3 Day Marketing Event (full again) with 10 of the top PT Biz Owners from around America…

Over the 3-Days, things like raising rates – drastically – increasing the average number of sessions that patients have, who to hire next – and how to actually get more patients through the door – were knocked out of the park!

We left the “Miserable Monday” conversations to the rest of DC…

…and all suggestions of raising rates were taken on board…

In fact…

We have one lady flying back to LA to raise her rates from the curb-side-levels of $100 – to the Hollywood Hills appropriate rates of $195 – as of tomorrow.

And, we have one In-Network provider who we worked out that even the 7% of “cash” pay that she gets currently, a tweak to the price that she currently charges that small pocket of her revenue would result in a $2500 PER MONTH increase.

And, then, if that extra $2500 was used correctly – would provide her with the BUDGET (breathing-room) that she needs for an all-out attack on Google, Facebook, in the Newspapers – and anywhere else her perfect patients are looking – that WILL flood her clinic and fill the 30% UNDER-UTILIZATION that she currently has in her schedule…

It’s amazing what happens when you put yourself in the right room – and are receptive to the right type of conversation and advice…

The even better news?:

We’ve announced two more dates for the same “More Cash, More Profits” 3-Day Marketing Workshop…

– Philadelphia, July 28-30th…

And,

– Paul Gough Physio Rooms, Hartlepool, UK, Sept 7-9th…

If you are ready, and you’re open to learning how to find more PROFIT in your business, apply here.

– More Cash, More Profits, 2017! 3-Day Marketing Workshop! >

Space is limited to ’10’ – first “5” get the lowest price which will rise by $500 when we hit that number…

Go here for more info:

– More Cash, More Profits, 2017! 3-Day Marketing Workshop! >

Sincerely,

Paul Gough.

P.S Here’s a picture from the event:

That’s me and the other PT’s from the event out for dinner in the beautiful town of Alexandria…

One of THE reasons for being at an event like this – the connections you make with other amazing PTs that you get to spend 3 days with and find out that they, like you, have the same challenges and struggles in business that if you work together on – are much easier to overcome.

Details here:

– More Cash, More Profits, 2017! 3-Day Marketing Workshop! >

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:035 – Even If They Don’t Ask For It – Tell Them About It > 

Click here to listen to Audio Experience EP:010: Healthcare Consumerism: Why It’s Great News For Small PT Clinics Trying To Get BIG! >

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

“Am I doing the right thing
by going out-of-network”

…was the exact question I received from a client earlier today.

My response?

“I don’t know!”

…but the DATA will tell you.

Lets look:

If your cost of service is $100 – and your reimbursement rate is, on average, $95…

…then I’m not so sure you have a decision to make.

It’s inevitable that you will have to (go cash/OON) – and is why so many already are.

What I can help with?

Providing the strategy that will be needed once the decision is made.

Here are the two things that I KNOW make the difference (that will make the difference) to a successful transition to cash/out-of-network…

===

1.) A front desk person comfortable with handling money conversations – in the NEW economy, the “old fashioned” customer service girl simply wont cut it.

Sure, there’s room for her – out the front – but out the back, you need a strong person answering the phone, handling objections, afforded the luxury of the TIME it might take to tackle these money concerns or lack of understanding around what the OON or CASH pay model actually means – to them – as they currently see it.

Irony of all ironies in most clinics is this one thing, that makes the difference to being able to handle the cash pay objections – that is TIME – is not available.

Why?

Because the reimbursements are so darn low that they can’t afford the second person out back!

And,

2. Something called “deal-flow” – what is “deal flow”?

Well, it’s simply this:

A constant, never ending, rhythmical supply of new inquires coming into your practice, happening every day via direct marketing!

So, what do we have to do to get this constant supply of new leads” becomes the question…

I know the answer to this one…

It’s, get a Marketing Plan – create a Budget, forecast, work out WHO you want to target, what internal problems they are suffering with – craft a MESSAGE to resonate with them and place that MESSAGE on the right PLATFORM for as little cost as is physically possible – bringing in the best return possible for you bucks!

And as it happens…

…guess what the “More Patients, More Profits 2017” 3-Day workshop is all about???

– 3-Day Marketing Workshop: Get Your New Marketing Plan Created For You >

That’s right…

…showing you how to do all of that – in 72 hours flat!

Join us – and by the end of the 3-days of working closely with me you will know how to create a Marketing Plan fit for Direct Access, how to write a compelling headline/message, KNOW which platforms to pick – and how to use them.

As a bonus – we spend all of day 3 devoted to handling the money conversations and showing you how to overcome the objections so that the people who call – book, and stay and pay!

Like I said at the start…

…It’s not my job to tell you if it’s right (to transition to cash or OON)…

…only to show you the way to do it.

After all, I did and continue to do all of this my self at my own clinic.

If you want to know the exact method for getting more patients, getting less push back – and charging higher fees than your competition, then you need to come work with me at the next 3-day Marketing Workshop.

Be quick to apply if you want to join us.

– 3-Day Marketing Workshop: Get Your New Marketing Plan Created For You >

Sincerely,

Paul Gough

P.S If you are an In-Network Provider you may not be want to transition (yet) to OON if you’re doing “ok”…

But have you ever thought that quick-extra revenue in your business can very easily come from you dropping just one or two of those worst paying insurance co.s – and then being able to double the current fee that you’re being paid – for the same service – to those same people…

It’s called 80-20 Paul style…

…where 20% of your business is responsible for the best/easiest 80% of your profits.

This is how the most-profitable clinics are doing it these days – and quite literally, dropping one insurance at a time, slowly but surely RAISING their rates, decreasing their cost of service and making more of the one thing that you are in business for in the first place – PROFIT!

Helps if you have a PLAN.

And they’re being given out at this 3-Day Marketing Workshop.

Come get yours:

– 3-Day Marketing Workshop: Get Your New Marketing Plan Created For You >

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:031 – Why So Many Physios Are Failing In Private Practice >

Click here to listen to Audio Experience EP:05 – The Wheel Of Engagement And How Much You Should Budget For Marketing >

When you listen to the podcast, be sure to subscribe on iTunes so you can listen in on the go, when you don’t have wi-fi, or don’t want to eat up your data,

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

So after 18 HOURS of travelling from San Diego to Hartlepool via London…

…with 1 baby and 1 toddler in-tow…

…I’m “back at the day job” today! 😉

And after 48 DAYS on the road, it’s nice to be back in my UK office and doing what I love doing the most…

…and that’s continue to grow the Paul Gough Physio Rooms.

I started the morning with a meeting with my head of finance, Jonathan, to make sure the cash-flow is in the right direction…

…then I moved over to Operations dept. to talk to Vicki and make sure that the process and people side of the company were in-top shape…

…and then I moved to the Marketing Dept. for a meet with Amy.

And because we are moving into “Q2” (of the financial year)… we spent the time putting in place our Marketing Plan for the next 90 days.

First, we reflected on “Q1”…

“Did the Plan we created for “Q1”
produce the numbers that we
wanted for “Q1”?

… is the question I started with.

The next question I asked:

“What is the BUDGET for “Q2”?”

As in, what do we want to achieve and what needs to happen to make it a success?

Because once we know what we want to achieve (…the numbers) – we are able to set about creating a PLAN to give us the best possible shot of it actually happening.

(It’s much better than hoping and praying).

More:

We then break it all down into the different MEDIA that we will be looking to use ie. Facebook, Social, Newspapers, Google Ads, Email…

..the place that we will get our MESSAGE out to the perfect PATIENT…

And we work out how much we will have to spend on each on of the these PLATFORMS to bring in the desired number of LEADS.

Once I know what the numbers look like…

…I can start to set aside a financial budget – and my team can start to work the PLAN (without any further in-put from me).

That means creating the Facebook ads (or tweaking the ones we’ve got)…

…writing the Social Media content to support the up-coming Workshop…

…adjusting or scaling Google Ads to factor in that Q2 is often out busiest time of the year and so we want to CAPITALIZE on that and spend MORE, (not less), to make sure it stays that way.

All of this went on in less than 60 minutes…

We’re able to do it so routinely because we’ve been working from a PLAN for years now…

That means when it comes to each new QUARTER of the financial year, we simply sit down and build upon what we’ve got.

The problem for most PT clinics?

They don’t have a Marketing Plan to start from.

Do you?

If you don’t – but you would like to get one – then I am giving them away at the “More Patients, More Profits 2017” 3-Day Marketing Workshop that is happening in a city near you.

It’s a private Event for “10” people only .

If you want to come and work with me for 72 hours – to short-cut the process of creating a real Marketing Plan for you clinic – then apply here:

– 3-Day Marketing Workshop: More Patients, More Profits >

I’ll also be showing you exactly what goes into my Marketing Plan, how we create the content, the ad headlines, the OFFERS, the Call to Actions, and build the bridges into the Marketing Plan that has so far pulled in over 10,000 CASH PAYING patients to my own clinic.

This is not theory – it’s a practical workshop that you will actually be working alongside me to create your own Marketing Plan.

We provide the workbooks and the templates for you to create the Marketing Plans from…

If you want to come learn how to create a Marketing Plan that will act as the foundation for all of your clinics success with access NP’s – without needing referrals from doctors – then click here to find out when I’m next in a city near you.

You’ll get to hangout together with me and your other class mates by night time too.

– 3-Day Marketing Workshop: More Patients, More Profits >

In-Network, Cash, Self-pay or OON, this is for you – and if you have aspirations to add to $100,000 or more to your clinics bottom line by patients coming to you via Direct Access – this is not to be missed.

Details here:

– 3-Day Marketing Workshop: More Patients, More Profits >

Sincerely,

Paul Gough.

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:031 – Why So Many Physios Are Failing In Private Practice >

Click here to listen to Audio Experience EP:04: Why You Should Never Ask Your Patients “IF” They Have Any Questions >

Be sure to subscribe to the podcast on iTunes and the show on Youtube, to keep up with the pack!

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>

Over the weekend  I’ve been at a Marketing Seminar in San Diego with some of my team – we’ve learned a lot.

One of the big take aways from the event, is this:

“Short-term Marketing – the sprint –
is a fools race”.

What I mean by that?

Let me explain:

It’s the process by which you take a sum of money, say $500, and decide to throw it at something like a few weeks of Facebook ads to “see how it goes”.

Then, judge the platform – and the likelihood of whether it’ll work for you – on the results of that $500 spend.

The reality?

Whether it does work – or it doesn’t…

…how successful you will be as a result of Facebook will not be determined by that one “ad” or $500 spend.

The real problem with this type of advertising?

More often than not – like 80% or more – it absolutely WILL fail – and when it does, you are tempted to walk away from it all together.

If it fails – does that mean Facebook (or Google, the newspapers etc) will never work for you?…

Of course not!

It just means that the ad you ran wasn’t part of a PLAN that you judge the success of over a definite period of time…

…a 12-Month PLAN that had many ads, all impacting each other, all having a compound affect on each other – and each significantly increasing your chances of success.

When you run “one-off ads” – you are hoping and praying.

When you have 3-4 things happening as part of a PLAN – you are sleeping much more soundly.

Want to know how I run all my ads?

It’s this simple:

I create a PLAN…

…I perfect the right MESSAGE to the right person…

…then I choose the PLATFORMS to run my ads on.

Next:

I IMPLEMENT the PLAN…

…then, most importantly of all – I MONITOR and ADJUST until the PLAN works.

It’s never a case of “will this work”…

…it’s ALWAYS a case of “what do we have to do/change/adjust to make this work”.

When you have a PLAN – it’s much easier to budget and forecast so that you can monitor and adjust accordingly…

When you set your business – and your Marketing Plan – up for the LONG-RUN…

…like 12 Months…

…an incredible thing happens…

You always beat the guys who forever take the short cuts trying to get to the same finish line.

And guess what?

How to create a PLAN, a MESSAGE, and choose the right PLATFORM that is perfect for your perfect patient are the subject of the next “More Patients, More Profits 2017” 3-Day Workshop:

– 10 Person, 3-Day Marketing Workshop: Alexandria, May 20-22 >

Do you need to come to this so that I can show you how to create a Marketing Plan?

If you do – here’s the link with all of the details:

– 10 Person, 3-Day Marketing Workshop: Alexandria, May 20-22 >

Seats are filling up…

This Workshop will show you how to create a Marketing Plan for a cash, In-Network or OON clinic…

…we spend two full days doing that..

…and then on day 3, I show you how to hold the conversations on the phone – and in the treatment room – so that people are happy to get on your schedule – and stay on your schedule.

Last Event sold out – this one will too.

Details here:

– 10 Person, 3-Day Marketing Workshop: Alexandria, May 20-22 >

This is perfect for clinics, who, up-until-now, have had little or no success with the “spend $500 and see how it goes” style of Marketing that I’ve just described.

Details here – application only:

– 10 Person, 3-Day Marketing Workshop: Alexandria, May 20-22 >

See you in Alexandria…?

Paul Gough

P.S Here’s some FAQ’s I’ve had about the 3-Day Marketing Workshop:

(How your 3-Day Marketing Event will look)

===

Q1.) “I’m an “In-network/Cash/OON PT” – will it work for me?”:

A.) YES! if you are asking this question of yourself – then you really do need to attend this Event.

Hearing this question so many times tells me that a lot of people are confused about what Marketing even is – never mind how to make it work.

Marketing, done right, does not require you to do anything different to factor in what type of clinic you are. The patient doesn’t care.

What is the difference? You’ll find out on Day 3 of the Event:

– 10 Person, 3-Day Marketing Workshop: Alexandria, May 20-22 >

===

Q2.) “Which Airport do I fly into to get there”?

A.) Ronald Regan.

===

Q3.) “What time will the event finish on the Monday”.

A.) 3.15pm (…so that you can catch your flight out that night)

– 10 Person, 3-Day Marketing Workshop: Alexandria, May 20-22 >

===

Q.4) “Will I get personal support from you”?

A.) YES! Every session is carefully put-together to allow me to get to know you personally – and work with you personally – so that you come away from the Event with the perfect Marketing Plan for your clinic.

===

Details here:

– 10 Person, 3-Day Marketing Workshop: Alexandria, May 20-22 >

MORE RESOURCES ON THIS TOPIC:

Click here to watch The Paul Gough Physio Rooms Show EP:030 How To Get A Big Breakthrough In Your Business >

Click here to listen to Audio Experience EP:02: Creating A Marketing Plan For The Crossfit Open >

And when you listen to the podcast and show, be sure to subscribe to the podcast on iTunes and the show on Youtube, to be notified of the latest episodes.

===

For more PT Business Education Material:

Click here to subscribe to my email list and I’ll send you more Physical Therapy Business Education >>>