Tag Archives: module 1

Telehealth: What Happens To Discovery Visits?

by · 13th April 2020

During Module 1 of my Telehealth Income Explosion program, a good point was brought up.

What do we do about Discovery visits?

Are they even still a thing we offer.

And my answer? It depends on how the patient comes to you.

If it’s a mom who wants convenience and is confident enough to consider telehealth, then she’s already buying.

But Mrs. Smith, 65-year-old, nervous about everything, watching CNN and Fox, she’s a little bit more hesitant. And in that respect, she may need a bit more time and more convincing.

There’s a blueprint there of what PT looked like and you’re gonna have to change it for patients so they understand the value of this.

And ultimately it all comes down to, what other options do they have?

It’s two different pockets of people with two different reasons for buying from you. And as always, it’s your knowledge of the person that helps you to market to them.

Telehealth Expert, Juan Michelle Martin also weighed in on this topic…”

I think you’ve got to recognize your audience. The majority of my clients that I get for telehealth I get online. They’re not looking necessarily to for a call, they’re already online. They’re already searching online, so they want that option. They want to know they can schedule when they need to.

But then you have the people that don’t know. They’ve never had Telehealth. They’re people who don’t even know it exists. And they’re calling you like, Hey, I need therapy. Are you open? And they don’t know, and you’re gonna have to have that conversation with them.

So are you going to still have to have conversations? Yes. Can you still offer discovery visits? Yes, but should you have a way to automate this? Absolutely.”

The bit that is in your favor is, the choice is gone.

There is no choice right now.

And that is why patients will accept telehealth.

They will accept it because they physically, periodically have no other choice.

Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

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

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: How Will I Compete With “Big Box”​ Insurance Companies?

by · 10th April 2020

So we’ve discussed what Telehealths “perfect patient” is.

We’ve talked about why your patients should choose it.

But now here’s another question many of you may be wondering about.

What happens if in the midst of all this the insurance companies start hopping on board?

Does the value change when it becomes more widely available?

What is going to make someone pay $250 for Telehealth when they can pay a $40 co-pay.

I’ll let our Telehealth Expert, Juan Michelle Martin kick this off…

“How do you do that now in a clinic when you’ve got other clinics that charge way less than you do.?

You’re offering value. And you’ve got to understand that not everybody is going to be your ideal patient. And if they want to go with the big box and they’re gonna price shop, then let them do it. That’s not the person that you want to see anyway. But you need people that are going to value what you’re doing. For instance, you’re going to Paul for coaching. There are other people out there that offer coaching, But there’s something about Paul that drew you to him. So you’re gonna have to have your messaging on point because the big box people may not necessarily be treating the thing that you’re treating either, right? So if you’ve got a specific specialty or whatever the case may be, who are the people that you’re speaking to? Who are the people that you’re working with? What is the skillset that you have that you can offer these people?

And ultimately with those “big box stores”, they’re going to be doing the same mill type treatment. And people may go to them initially for the cost but ultimately, people are not going to stay with them because they’re not getting the results. 

So your job is to offer results and to give results to people and that’s what you do and you keep doing that. It’s no different from the clinics right now. They’re 1,000,000 PT clinics on every corner, so what is it that you’re doing differently that’s causing people to come to you versus go to them?”

One word…

MARKETING

Marketing is the difference between everything.

The process of selling something hasn’t changed. The process of marketing hasn’t changed.

It’s as old as time.

Take it all the way back to P. T. Barnum. It’s the exact same thing. What made his circus different? Theme parks. What made Disney’s different?

Marketing.

And what it comes down to is personality, value, and confidence.

Juan is 100% right in that there are clinics that are fighting for your patients right now, so what makes the difference?

The value proposition, the stories you tell, the relationships you build with your clients, the follow-up system, and the expert status that you position yourself as.

None of this is gonna change. It’s the same problem that we’re all facing all day every day, just disguised as a different disease.

Remember, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to content like this and much more.

Just click here:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

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

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: What’s The Biggest Objection?

by · 9th April 2020

Whenever you are trying to “sell” something, people are going to have objections.

Most of the time these objections manifest as excuses.

Trying to get your past patients to buy into Telehealth may come with its challenges, but as long as you know what you’re dealing with ahead of time, you can create a game plan.

So what is the biggest objection when it comes to getting people to try Telehealth?

Expert Juan Michelle Martin weighed in…

“Money, like everybody else. You know I have people coming to be because they’re in pain and I’m like, well, you know, do you want to hurt or do you not want to hurt? And initially, for me, that was a problem. And I think I’ve just gotten to the point where I know they’re in pain. We’ve talked about all these things, I’ve asked them their problems. And make sure that you’re asking them questions, because then when they give you the rebuttal, you have the answers that they’ve given you to use against them. 

So they’ve told you these things. You asked them these questions. And you told me, just now that this is the problem and we can fix that. You know, we’ve already talked about how we can address it. You’ve already said that that’s what you want. So what’s the real objection? Do you really value the money over the cost of making you better?

Sometimes I’ll tell, let’s at least get an evaluation done. Like I always say, I want to make sure that you’re not hurting. If you choose to go elsewhere, that’s fine. But lets at least get that eval so that you don’t have to be hurting right now. We can at least start to take care of that. And usually, by the time they do that, they just end up staying. Once you get them booked for the eval, they will end up staying for good.”

It’s no different then what I’ve been saying for years.

You find the thing that’s more important than money and you sell that to your patient.

It’s not about money, it’s not about the problem, it’s taking away the symptom the problem creates.

And we can SILL do that with Telehealth.

The next module on the Telehealth Income Explosion Program starts at 5pm EST today.

Join now and you’ll get access to last weeks first module immediately:

– Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Sincerely,

Paul Gough

P.S You also get free access to my New Front Desk Superstars Program that will train you and your team EVER WEEK for the entire duration of the coronavirus chaos.

–  Yes! I Want To Replace My Lost Income With Paul Gough’s Telehealth Income Explosion Program. 

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

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

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: How Do You Create A Plan Of Care?

by ·

So you’ve done it. You’ve got your first Telehealth patient.

They’ve agreed to spend $200 to work with you, great, But now what?

If this were my clinic I would start with nine sessions. Three this week, three the next week and so on. But people aren’t going to want to do three sessions a week online. So what do you do?

What are the “rules”?

What do we do if we don’t stick to the “in-clinic model”?

Thankfully, Telehealth Expert, Juan Michelle Martin gave me some insight into what her plan of care was…

“For me, it depends on the patient that I’m working with. So, there are some people that might come to me that are very guarded and I might say, You know what? Here’s what we’ll do. We’ll do this evaluation session and then see where we are.

But then use that evaluation, to prime that patient, and then offer them that package. I usually tell people I need at least this many visits to work on these things. You know, typically, I see my patients once a week. I don’t necessarily need to see them because I’m not seeing a lot of post-op patients. But if I am, then I might see them twice a week to start and then, branch off to one time a week. But for those of you working with orthopedic patients, working with post-op patients, you absolutely need to be in there. You need to tell them, listen, they’re things that we need to make sure that we’re staying on top of, you know, they’re progressions that I need you to make. We want you to get back to this point and keep driving home those goals. Keep telling them, you know, we need to get you back here. If this is where you want to be, then this is what we need to do to get you there. And sometimes it’s just about leaving the ball in their court. If this is what you want, then what are you gonna do about it?”

Remember, this is a different medium then most of us are used to. So working with not only the clients’ needs but also with what they are willing to give is key.

Also, if you haven’t already, you can still enroll in my Telehealth Income Explosion program and get access to all content which includes every and anything you may have missed.

Just Click Here:

– Yes! I Want To Replace My Income With Telehealth. 

And be sure to check out my Podcast where you can listen to these questions being answered, here.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

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

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.

Telehealth: Why Should My Patients Choose It?

by ·

We are back with another question with Telehealth expert, Juan Michelle Martin.

If you have read my books you know that one of the most important things in Marketing is knowing what your patient wants. The reason this is so important? So you can sell to them.

This is why I needed to know what it was about Telehealth that made people more inclined to choose it over an in-person clinic.

This is the answer I received from Module 1 of my new Telehealth Income Explosion Program …

“Convenience. You are offering convenience. I’m a mom. I’ve got two kids and they’re little, they’re four and seven. Do I really want to get up and go somewhere or do I want to be able to say, you know what? I know in the morning they’re going to sleep in till, like, 9, 9:30 so I can do a session at seven o’clock in the morning. And the thing is, I have the ability to make my schedule flexible. I don’t have have to have a hard and fast schedule. So if I get them on the phone and they have an objection to my schedule that they see online, I say, Oh, no, wait, we can make exceptions. If that’s what you need, then that’s what we’ll do, there is some wiggle room in there.

But they want convenience. You know, that’s what moms want. Moms don’t need another thing to stress them out.”

And THAT’S what people pay for.

So when you’re worried about your prices, people are actually happy to pay more for convenience.

Why? Because people value TIME more than MONEY.

Every person reading this values time more than money, and so do I.

So when you’re looking for the confidence to sell this, that’s what you’ve got to remember. You are offering convenience and certainty.

Remember you can still enroll in my Telehealth Income Explosion Program and gain access to all content, even those that you may have missed.

Simply visit, PaulGough.com/Telehealth

And be sure to check out my Podcast where you can listen to this question being answered, here.

Sincerely,

Paul Gough

Check out Paul’s Best Selling Books for Physical Therapists on Marketing, Hiring and Selling:

https://www.paulgough.com/books

For more PT Business Education Material:

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

Connect with Paul Gough on Social Media:

– Facebook

– Instagram

– Twitter

– The Physical Therapy Business School Podcast

———————————————————————————————————–

PAUL GOUGH is a multi-time No.1 bestselling author of The New Patient Accelerator Method, The Physical Therapy Hiring Solution, To Sell is Healthy, and The Healthy Habit. He is also a former professional soccer physical therapist turned successful clinic owner from the UK (a country where healthcare is free). He is the founder of the Paul Gough Physio Rooms – a successful cash pay clinic he started from a spare room in his home with no money down and with no business or marketing skills. He has since scaled his clinic from one to four locations, and zero to $1m in cash pay revenue and he now helps clinic owners all across America and around the world to get more cash pay patients using his proven systems.