Tag Archives: Paul Gough

Telehealth: What Does The Future of PT Look Like?

by · 17th April 2020

What happens when this all blows over?

Lock-downs are lifted. Businesses are allowed to open back up.

Does the world go back to normal?

Do we forget all about Telehealth? I don’t think so.

I suspect a lot of you who pivot to telehealth are going to find that not only do you love it, but you have a skill for it.

And with this new skill you have gained, you will now be able to expand your network and horizon of people across state lines and internationally. And some of you are even starting to think like that.

During Module 2 of my Telehealth Income Explosion Program, I spoke with Mark Milligan, a digital healthcare expert, about just this topic.

The following is what he predicts post-Coronavirus life is going to look like for the Physical Therapy community…

“I honestly think that there’s going to be a massive switch with health care delivery in this country after this and we all have to be ready to deliver some part of our care digitally, not because of payment, but because of patient demand. 

People are going to have a larger understanding of the value of their time after all this has passed and we need to capture and be able to meet that demand as health care providers. 

When this is all said and done, you may have 15% to 20% of your patients that you captured fully digitally. That could be an extremely valuable component of your business. So it’s also going to modify the health care workforce too. You’ll be able to leverage and utilize employees and staff and deliver telehealth and not in a brick and mortar. You may very well change your business model after this, depending on the size of the practice that you have.”

While I agree completely, I do encourage everyone not to make any rash decisions in their business right now. Remember, there are two phases to this and we are only in phase one.

That being said, down the line, I do believe this is a great avenue for people who want to pursue a new learning adventure and a purposeful one at that.

I think something like this genuinely gives you another leg-up and anybody who commits to wanting to be good at Telehealth would really be honing their craft.

It will not only be a great thing to be involved in but secondly, super valuable when a patient all fo a sudden can’t make an appointment for whatever reason and you can say “let’s just do on Skype”.

These are the things that in the end will add up to making significant improvements to people’s practices.

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.

How To Get More Buy-In From Patients

by · 16th April 2020

This episode of the show was filmed at a Mastermind Meet held last year where I talk to a room full of clinic owners about how we get more buy-in from patients to having MORE sessions with us.

Click here to watch it:




 

Most clinicians struggle with telling patients how many sessions they really need to achieve the outcome they want – mostly because there is so much fear and worry about push-back and what people think.

But 8 out of 10 times, when you give patients the choice of option “A” (one or two sessions to ease the pain), or option “B”, (seven-eight to REALLY solve the problem) – they’ll choose option B.

The same applies to selling your sessions via Telehealth services too.

Are you going to going to give them option A?

Or, are you going to give them the choice between option A and B, and really grow a profitable business?

Watch the show here – and find out how to increase your PVA, get patients to spend MORE with you and stay longer with you.

Be sure to hit SUBSCRIBE so you don’t miss out on more daily videos like this – right now I’m sharing new content daily to help you not only survive but THRIVE through and beyond the Coronavirus crisis we’re all in together right now.

Click here to watch the show and subscribe.

To your success,

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: Have You Already Done It Without Realizing?

by ·

What if I told you, you’ve already done Telehealth.

What if I said, you’ve probably done it multiple times.

Telehealth isn’t as foreign of a concept as most people may think it is.

Recently, during Module 2 of my Telehealth Income Explosion Program, I shared a conversation I had had with someone about digital healthcare.

You see, the curse of the expert is we get lost in our own head and we forget where we’ve come from.

Picture your mother. She’s 3000 miles away, in a country where health care is not available and she slips and hurts her back. And the first thing she does is call you.

And, what do you do?

I bet you start asking her what happened and how bad is the pain?

What happens when you touch it there?

What happens when you move like this?

You then probably diagnose her and tell her she’s got muscle spasms and tension. Advise her to ice it and guide her through some simple exercises.

You then say you’re going to call her tomorrow and see how she’s doing.

Guess what? You’ve just done telehealth.

And we take for granted how simple some of the advice is that we give people. And sometimes it’s not even about the exercises, often it’s the assurance that what has happened is okay and they’re on the road to recovery, which gives them peace of mind.

That, right now, is all we are doing for patients.

And anybody who devalues that doesn’t understand human beings and is more interested in their own skills then helping people.

Nothing else is needed right now.

Basically, all you have to do is pretend your patients are your mother and you’re just trying to help.

And if everybody just thinks like that, this telehealth thing becomes easy to sell and you stop overthinking it.

You don’t need fancy funnels and tags and all these other things.

It comes down to, are you stuck a home? Are you worried about not being able to get help? If you are, I’m your guy. Let’s talk.

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 Is the Most Important Thing You Can Sell Right Now?

by · 15th April 2020

We are back with Module 2 of my Telehealth Income Explosion Program.

During one of our discussions this past week, we discovered something important.

Right now people are leading different lives and with that, they are doing different things and feeling different feelings.

From this, different needs and wants have arisen. Through discussion, we realized THE most important thing you could be selling to potential patients right now.

I’ll let digital healthcare expert, Mike Milligan start this one off…

“Right now people are in their homes, they’re going crazy. There’s a desperate need for human contact and reassurance and we know that fear and stress increases cortisol in the human body, which increases your sensitivity to pain. So you’re feeling more of everything. So right now being a voice and being a place for patients to find confidence and contact can be extremely powerful.”

That’s what you’re selling. You’re not selling digital PT. That’s just a name.

What you’re selling is what’s most important. And right now, I couldn’t agree with Mark more.

So let go of the image that you’ve got in your head that people are buying hands-on treatment and all this type of stuff. That’s going to be important on June 1st.

What you are selling is reassurance.

It’s the most fundamentally basic of situations to sell within. And you’re only job right now is to resonate and connect with people on their problems.

When people hunt down medical people we think that they want our Mackenzie exercises and our Mulligan techniques and they’ve never, ever, ever wanted that. EVER.

That was just a feature of delivering the thing that they’ve always wanted. Assurance, outcome, certainty, confidence.

They want peace of mind and to know that they’re problem is fixable. And if you can wrap your head around that, patients will love you for it.

You won’t need fancy sales or marketing techniques, you just need to understand what people want right now, what they need.

One of the key things I’ve learned through my career is if you can answer these questions for a patient…

  • What’s wrong with me?
  • What can you do to fix it?
  • How much is it going to cost?

Then you can help anybody.

It’ the simple matter of eliminating their fear and eliminating their uncertainty and giving them reassurance.

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: Is A Marketing Funnel Needed Right Now?

by · 14th April 2020

We are already finished with Module 2 of my Telehealth Income Explosion Program!

This past week I had a digital healthcare expert, Mark Milligan on to share his insights into the Telehealth world as well as answer some burning questions.

One of the first topics brought up was the process of a Marketing Funnel when dealing with digital healthcare.

Before I continue, let’s see what Mark had to see about his process…

“The biggest marketing strategy for me has been social media and ad marketing. I target specific age demographics, and area demographics as well as target marketing by zip code. The latter has been very powerful for me being in Austin, TX because there are unique zip codes.

I then typically offer a free telehealth consult. I admittedly am not a high-level marketing funnel man. Paul is by far and away the marketing genius when it comes to those things. So, I’m a pretty simple marketing person on that level. I offer a free digital screen and then if they want they can either do a mobile practice, hybrid or go all digital.”

Everything Mark has said is bang on. IF this was the pre-COVID 19.

However, there are two phases you’re gonna market this in.

There’s the phase where the most important marketing tool is the funnel. And you know everything I’ve taught in the past about giving your potential patients lots of love, time and educating them and so on.

But the phase that you’re in now? It’s not needed.

Because right now, you’re looking for, two or three people, out 10 to snag. Where they need this now and they don’t need educating or information.

They have a problem and genuinely need to speak to somebody because the fear of not being able to get some help is building and brewing and making the problem worse.

But if you’re planning on doing this long term, you may need the nurture forms and you may need the follow up with the blog’s and the videos and the customer testimonials.

But right now you’re only looking for a pocket of people in a big bucket to say yes to Telehealth, so you can get through to where you need to be in the next few months.

My advice? There’s no need to be fancy.

Right now focus on bombarding your social media and your Facebook ads and having your web page say “Open for Business”.

And then well people call, if you’re open, offer a hybrid, if not, offer digital and let them make the decisions. From then it goes down to selling.

And you know your selling ability after that.

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 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.

How To Train World Class People You Can Trust

by · 26th March 2020

On this episode of the Paul Gough Physio Rooms Show, I take you behind the scenes of a staff training session I held at Volk PT, Charlotte a few months back where I share exactly what it takes to build and train a world-class team for your clinic:




Click here to watch it.

In this episode I cover:

* The importance of developing your staff as people if you want your business to be successful

* Why finding and retaining the right staff is more important than worrying where your next patient is coming from

* The reason why clinical skills aren’t the real reason your patients show up and leave

* Why I believe business success is all about creating the right environment for your staff to learn, develop and grow

* How to create a culture that makes patients want to show up and stay on schedule

* The staff training framework I use at my own clinics

* And so much more…

Watch this week’s show here.

I look back now and realize that one of the reasons my business has been so successful is because we’ve created a culture that is very easy for the right person to fit into – and equally, very difficult for the wrong person to fit into which has made it very easy for me to lead from anywhere in the world.

I talk more about how to do it on this show – click here to watch it – then hit the big red SUBSCRIBE button on Youtube to get updated with regular business advice and tactics like this.

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.

Never Forget What You’re Actually Selling…

by · 19th March 2020

This week I’m taking you back to an episode of the show that was recorded live from a Mastermind event I held in Dublin, Ireland where I share with a room full of clinic owners why patients REALLY drop-off, and how to keep them on schedule:




 

Watch the show here.

 On the show I cover:

* How to communicate with patients when they come to the end of their treatment plan

* What apple and the World’s most successful businesses do to keep people coming back

* Why patients REALLY pay for Physical Therapy

* How patients make purchase decisions

* How to help your staff keep patients on schedule

* And so much more on this episode of the Paul Gough Physic Rooms Show…

Click here to watch it – then hit the big red SUBSCRIBE button on my Youtube Channel. I release footage daily including videos training my staff and other clinic owners from all around the world – so hit subscribe so you don’t miss out, this could be the perfect time to watch, learn and share with your team to help communicate with patients better.

Enjoy the show.

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.

How To Deal With Demanding Patients…

by · 12th March 2020

In this episode of the show I talk to my staff about how to get comfortable with “demanding” and sometimes difficult to work with patients:




Click Here To Watch It

There’s always that one patient that comes in each week that everyone feels a little uncomfortable around. But it’s not just happening because it is YOU or YOUR clinic and it’s certainly nothing you have done…

It’s because every patient has a different personality type (one of four) and it’s impossible to NATURALLY connect with them all – especially if you don’t know what they are.

Most clinicians struggle with the “drivers” – the lawyer or CEO Type – who are a little more forward in their demands and their expectations.

Yet, I used to LOVE working with drivers. That’s because I figured what to do and say so that they enjoyed working with ME.

As I teach my staff, you can’t change the patients, but you can change the way that YOU respond to them and how you let them make you feel.

Watch the show to find out the four patient personality types here.

Also covered in this episode:

* Why being in control means you must give up control

* The different patient personality types and how to deal with them

* How to recognize the characteristics of the DRIVER personality types and how to work with them

* What specific questions to ask difficult patients to get them on side

* How to get demanding patients to “ease off”

* How to turn drivers into life-long patients you love to welcome back to your clinic

And so much more on this Episode.

This issue of struggling to deal with demanding patients is one that your staff might not want to admit to – so this video will make their day when you show it to them and help them get better at working with all of the personality types that pass through your business.

Click here to watch the show – and hit SUBSCRIBE when you get there so you don’t miss out on more daily staff training and business videos like this.

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.

Stopping Drop-Offs With This One Simple Question

by · 4th March 2020

On this episode of the show we’re joined in the Paul Gough Physio Rooms with special guest, one of Northern Ireland’s Top Physio Clinic Owners – Gav Noble (Gav is one of the many Physical Therapists involved in our Global Community of successful Physical Therapy Business Owners). On this show we discuss what to do if patients try to “drop off” schedule…

Click here to watch the show:




 

When you watch the show here’s what you’ll discover:

* What to do if patients try to drop-off schedule

* HOW to keep patients on schedule

* The single most simple question to ask patients so they STAY with you

* Why patients drop-off in the first place

* The importance of setting patient expectations so they complete their full plan of care

* And so much more…

Watch the show here.

If you’re a cash-based or OON owner and you regularly lose clients who give up and resort to the bigger INN hospital systems – just because it’s cheaper – then this Episode is perfect for you.

Even if you are an INN provider and you’re getting patients who want to drop off – this will show you how to keep them on.

Enjoy the show…

…and when you head over to the Youtube Channel hit subscribe – leave us a comment to let us know your biggest take away – I release new staff training, marketing tips and videos packed full of business lessons daily.

Watch the show when you click 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.

The Importance Of Setting Patient Expectations…

by · 28th February 2020

– Watch and hit SUBSCRIBE to the latest episode of the show here 

In this episode of the show I talk to my clinic’s staff about the importance of setting – or as is often the case – RE-setting patient expectations:




Click here to watch it. 

A lot of people talk about the “importance of communication” with patients – but I think what should be communicated by those who say that, is that the purpose of getting better at communication, is to ultimately change their expectations.

One is “what to do” – the other is “how to do it”. 

If you look at people’s lives, anywhere they are unhappy; it is mostly caused by EXPECTATIONS not being met.

Look at your practice, anywhere there’s an unhappy patient, it’s usually because EXPECTATIONS have not been met.

This episode comes on the back of birth of my son, Grayson Edward Gough, and I share with my team some real-life examples of how MY own expectations were not met in the 48 hours in hospital…

…and, how that led to a level of frustration, that ultimately led to us talking more about how they made us feel – rather than the great clinical care that was actually provided.

As I ALWAYS say, clinical skills get you started, but they also get you stuck.

All of the clinical skills will not change the EXPECTATION issues that your patients carry with them; you can only do that by truly understanding their INTERNAL needs and if you do that, you get the chance to fix their external needs (such as their knee pain).

– Watch the show here. 

Here’s what I cover on this episode:

* How a highly trained, very skilled, very well paid surgeon made a DREADFUL mistake that p*ssed my girlfriend Natalie off something rotten

* How NOT to communicate with patients when they’re frustrated

* How to communicate with patients so they don’t ever get frustrated…

* Why most people’s issues are EXPECTATIONS issues – and how to ensure they get met whether on the phone or in the treatment room

* And so much more on this episode of the Paul Gough Physio Rooms show…

Click here to watch it – then be sure to hit the big red SUBSCRIBE button on my Youtube Channel. I release footage of training my staff and other clinic owners from all around the world daily – so hit subscribe so you don’t miss out!

Enjoy the show.

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.