It’s Official – “Physician Lunch Days Are Over”

by · 9th October 2015

5/5 - (1 vote)

After yesterdays email I got a HUGE response…

Here’s just one of them…

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

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

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

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

Slightly different (but very freeing) thought process. 

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

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

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… Best part about that reply??

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

It’s Official - “Physician Lunch Days Are Over”-2
So I’m very proud to say that I’ve been able to help him on this road to “freedom” (…from relying upon doctors).

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

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

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

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

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

The result??

No more doctors luncheons.

And, higher profits.

Even better…

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

And what’s more:

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

Meaning?

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

The real secret to his success?

Taking the LEAP.

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

Anyhoo…

Lesson over for the day…

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

Got some more clients clinics to visit…

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

Best bit?..

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

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

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

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

Sincerely,

Paul Gough

About Paul Gough

PAUL GOUGH is one of the top Marketing and Business Coaches in the physical therapy industry and his Systems are helping clinic owners all across America run more profitable clinics. He is a published Author, Newspaper Columnist and before his stunning success in business was hired by top professional soccer teams. HIS SUCCESS STORY is one that inspires many pt's around the world - at the age of 26 Paul QUIT a high profile job in professional soccer to begin his own clinic. He had NO money, NO business or marketing skills and NO experience - and yet now owns and runs 4 pt clinics and has a proven track record of growing a physical therapy business from 0 - $2m in record time.
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