E426 | How To Get 50 New Cash Clients Per Month

Today, Yves and I discuss how to get 50 local, new, cash-clients every single month.  In order to be able to scale past yourself and really grow your business, you have to get to this 20-50 new patients every month.  We discuss the channels in which we use to accomplish this and how we teach this to the people that we work with.  Enjoy!

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Podcast Transcript

Danny: [00:00:00] Hey, quick question. Raise your hand if you love documentation. My guess is basically nobody raised their hand except for that one weirdo that does like it, but most of us dislike it. It's part of the job though, and anything we can do to make that more efficient is always a win. We switched over to PT everywhere recently from my local practice, and one feature they have that I think has been a game changer is the voice of text note documentation feature they have where I can literally just dictate my notes and it will populate within the actual note platform.

I was shocked. I thought it would be incredibly inaccurate and I would've to fix everything, but it's really, really accurate and easy to do. I even just do it on my phone and I actually talk in what I wanted to do in between patients so that I can quickly do that while it's fresh in my mind and it doesn't pile up on me later in the day.

Save me a ton of time, save my staff a ton of. So if you're looking for a solid practice management solution, I would highly recommend checking out PT everywhere in particular, if you wanna save some time on notes, it's been a game changer for us. Head to PT everywhere.com, check out [00:01:00] their platform and see how it can save you some time in your office.

So here's the question. How do physical therapists like us who don't wanna see 30 patients a day, who don't want to work home health and have real student loans create a career and life for ourselves that we've always dreamed about? This is the question and this podcast is the answer. My name's Danny, Matt mate, and welcome to the PT Entrepreneur Podcast.

What's up guys? Dante here with Eve. G. G PT, entrepreneurs Facebook Group and the PT Entrepreneurs Podcast. If your listeners on the podcast and you haven't checked us out in the Facebook group, definitely go do that. If you want to kind of be a part of the conversation. Oh, there we go. Every time I forget.

Thank you for, uh, for hitting that. Uh, so if, look, if you're, if you're listening to the podcast and you're an avid listener, awesome. Love it. Super easy to digest this while you are, you know, cutting [00:02:00] your grass or working out or whatever. Um, but if you want to, you know, have a conversation with, I think it's what, 4,300 other, you know, clinicians, uh, that are, they heavily vetted, like we, we decline a lot of people in the group.

So if you're interested and you want to see, you know, a little bit more about like how we're working with people and what other people are doing and network and connect with some folks, great place to do it. It's PT Entrepreneurs Group and Facebook. Uh, you can search it out very easily and jump in here.

So today, uh, Eve and I are diving into how to get 50 local new cash clients every single month. I think this is a threshold, it's a barrier that we see. A lot of people have a hard time even getting to 10 new patients, you know, uh, early on in particular. But being able to scale and continue to grow and build the, the staff volume that you need to really grow past yourself, you have to be [00:03:00] able to get to this, you know, 20, 30, 40, 50 plus new patients per month.

And we're gonna go over the channels that we use to do that and what we teach, um, the people that we work with, uh, as well. So we'll get into, you know, some, some pretty good detail on this, and we kind of broken this up into a couple different buckets that we, that we like to do. So hopefully this'll be very tactical for you guys.

And if you're in the group right now and we're live, um, go ahead and, uh, and leave us a, a comment, a question you got in there, and we'll go ahead and, and, uh, and we will get to it, you know, during the, the conversation. Um, so if you have it, go ahead and type it in. So, Eve, anything to add on that at all before we dive in?

Yves: No, I, I, I'm excited about it. I mean, added a lot of people to the group recently and what I've really. Realized and it's, it's a theme and everything we talked about is like, and we'll, we'll, we'll weave it into the conversation now is the consistency piece, right? Like, we're gonna talk about all these things and really what it comes down to is consistency in all the areas we talk about over time, right?[00:04:00]

And really slowly progressing. And it's not a sprint, it's a marathon.

Danny: Yeah. And I think the things that we talk about as well, just, just to put it out there as, uh, as well as that this doesn't just apply to a cash-based physical therapy practice. This could be any sort of local service business, any sort of sort of brick and mortar business, and honestly any sort of digital business as well.

You know, what we're gonna talk about is just elements of consistent, proven lead flow, um, that are, are going to help you grow your business. And we hear this a lot, and if this is you, Don't take this the wrong way, but when we talk to people and they're like, I don't even market, I don't even have a marketing budget, I don't even have a marketing plan.

And they're like, I'm doing great. I don't even market. Well, that's awesome, but just imagine where you would be if you actually did, because I guarantee you Coca-Cola isn't like, well, we don't even have a marketing team. You know, it's like every giant organization, ev, every small to moderate size business has [00:05:00] some element of marketing because it works.

And if you know what you're doing and you can get more people in the door and you have a desire to scale past yourself, this is probably the biggest determining factor. If you just wanna stay small, have a lifestyle business, see 15 people a week, you probably don't need any sort of marketing, right? But if you ever wanna grow past that and really be able to support other clinic, It is not easy in the, in the cash world.

It's not like you have, you know, a ton of referrals coming your way from Aetna or whatever. Um, just because you know, you're in some area and you're a verified provider, it doesn't work that way. You really have to get good at, at the marketing side to be able to scale a cash-based practice past yourself, which is very possible.

We see it all over the country. It's happening way more now than it did, you know, five to seven years ago, whenever we were getting our practices started. So, um, let's do this. We'll, we'll, we'll dig into it and, uh, and we'll start with, you know, I think where Eve does better probably than any, anybody that I know is local marketing.

So, uh, you wanna take that and, you know, start off with what you know, you lump underneath that.

Yves: Yeah, for [00:06:00] sure. I mean, um, local marketing I think is our bread and butter, right? So we are grassroot. Community based businesses. And if we can ingrain ourselves in a community, I really think we become almost impenetrable to anybody else, you know, taking our share, so to speak.

Right. Um, so when I look at these things and it, it's so funny, like I almost call it, I put everything in PT terms, like, I call it minimum effective dosage, but it's really a marketing plan, right? So it's really like for me, like, what is the marketing plan? What's, what's the things that we need to do on a regular basis to ensure that we're getting patients in our door regularly, right?

And from a local marketing aspect, the number one thing that I've used and that I teach is face-to-face meetings, right? Is like just getting in there and talking to your people. Find out where your avatar is, and we can do a whole nother live stream on that. But your ideal client, right? And [00:07:00] who, where do those people hang out and become really good friends?

With the people that is, that is controlling, you know what I mean? Like controlling that section, right? Gym owners for us, right? Other health and fitness professionals for sure are 100% like what most of our, you know, a made to move. That's our niche, right? And so from there, and I can deep dive in this even more, but the big thing is developing really positive relationships with them, right?

Like not going in there and just talking about how amazing you are, but going in there and be genuinely interested in what's going on with them and create a good relationship, right? And that's where I think people get a little messed up. They think they need to go market themselves, and they market themselves is talking about all the features that they have in their practice and all the great things they can do with them, which is valuable, but that's not where you consistently create this foundation from.

Danny: Yeah, I totally agree. Dude. I, I'm sorry I'm, I'm kind of laughing at myself over here because. [00:08:00] Before we jumped on this podcast, I told Eve he should do this podcast without his shirt on. And there's like eight people that are live right now. So I would love to know if you guys want, um, just, just type in shirt off if you want Eve to take his shirt off and we'll see if we get enough of these.

Maybe he will, he'll pull the tank top off. Um, but yeah. Anyway, we'll see. We'll see what the crowd wants anyway. Uh, I a hundred percent agree with you as far as local marketing. And here's what, here's what I think is so powerful about it and, and you alluded to this. It is very, very challenging to uproot a business that has strong local connections.

This is something that, uh, Chad wants you to take your shirt off by the way, uh, this is something that, uh, that, that I see over and over again with very established businesses, uh, in particular. Certain service industries. So if you look at realtors, for instance, um, the best realtors in town are not the ones that [00:09:00] have the best, you know, website, the best social media marketing, the, the best digital platform that they're using to, you know, scale Facebook ads.

They're the ones that have the best local relationships with other people in particular. I think they do a great job of other service-based businesses, integrating with them, building relationships with them, but also having a cadence of making sure that they're following up with the people that they have worked with.

Because the vast majority of realtors is repeat business. You know, it's like, Hey, I'm not only I'm gonna help you buy a house, but when you sell this house, I'm gonna help you sell it and buy the other one. So now all of a sudden, you know, instead of one sale opportunity, they have three. Um, so they do a really good job of doing this.

And my, my realtor. He's just like a ninja with this stuff. He does so well. Uh, you know, locally, really no, no tech side to what he's doing. Hardly at all. Does a great job with content and, and sharing that. I think that's actually something he does really well, um, for like common questions that people have.

But, [00:10:00] you know, to, to try to uproot him. Like, I don't even know what a realtor would have to do to get me to use them instead of this guy. Like, it would have to be extreme. And even still, I probably wouldn't because I like him and I wanna see him be successful and, you know, so I re I refer a bunch of people his way because of a local relationship and it's so powerful and it's so old school and it's been around forever, but it's very hard to uproot those individuals.

Um, and on the flip side of that, it does take effort. You can't just, like, you know, all of a sudden, you know, you talk to somebody one time and you know they're not gonna have a strong relationship with you. You have to have a cadence of follow up. So for you, you know, if somebody's listening to this and they're like, okay.

I want to do a better job with local relationships. How do I go about not just starting that, but curating those as well to make sure that I'm, I'm appropriately developing these relationships and not just, um, you know, just wasting my time. It's a big challenge,

Yves: I honestly [00:11:00] think, to, to teach this. If I could put it into one thing though, and I will, and I can, it's following up with people consistently, right?

So a lot of people will go in, they'll drop in, they'll have that initial contact, and maybe they'll even get some referrals, and then they think the job is done. And actually the job has just started. Yeah. Right. How do you, that's great. How do you get a wife, right? Like, do you date her and take her on one day?

You're like, yep, we're married. My job's over. Like, no, you need to spend time and effort, you know, in that relationship, making future dates and like doing nice things, right? And there's a lot of ways to do that, right? Like there's reciprocity on Instagram, there's commenting on people's stuff. There's inviting them on a podcast, there's dropping in and becoming a member of their gym.

There's inviting them to your facility, having them see you as a patient. Like the list goes on. And, and I think that's where people fail. They just drop off there like, oh, hey, cool, I did it. And like, now it's over. Right? So, no, like, [00:12:00] you know, I had this, I still remember this day where I had a whiteboard and I, I listed all.

Um, local contacts and Charleston's not like Atlanta. It's not a big city. And I filled this entire giant whiteboard, right. And all I did there was just tried to make sure that I followed up with these people on a consistent B process, right? Monthly or weekly, kind of depending what they were. And that's how those relationships developed.

That's why I have hundreds of relationships in Charleston because I'll just do these regular touchpoints. I'll text them on their birthday, or if I see something cool or occasionally I'll drop in. So I think that's where most people fall off. And we can talk tactically about, again, asking more questions, doing a lot more listening than talking, right.

Those kinds of things. Um, but I think it's mainly just following up.

Danny: Yeah. Yeah. And you know, the, the curation of relationships I think is where people drop off because it is somewhat time intensive to not just start, but maintain relationships. And, um, you know, one of the first business, uh, groups that I was ever in, there was a [00:13:00] guy that presented and his entire strategy was all about.

Three meetings a week. His, this is what his entire strategy was. He goes, I run my entire business off of three meetings a week. And these are three meetings that he's doing with like potential new, uh, business, um, you know, uh, like businesses to collaborate with other business owners in the area, you know, people that are in his ecosystem.

And it was a, uh, it was like a web development company that, that he, that he had, right? So for instance, he might meet with a business owner, but maybe the back door for him is that business owner, you know, they're both business owners, but he does websites so he can bring up like, oh, hey, yeah, how do you feel about your website, whatever.

And, and, uh, there you go, right? Uh, he potentially has a, has a client right there, or maybe he's meeting with. A marketing company, and that marketing company works with people that need web development services. So now they're starting to develop the conversations around, okay, what would that look like?

And, um, you know, whatever, like loose partnership, they may or may not have or, or [00:14:00] nothing at all. Or maybe it's even more than that. Maybe it's like an acquisition or there's, you don't know until you're meeting with people and this whole idea of your network e equals your net worth is a hundred percent true.

You know, and the more and more I, I see this with business owners locally in particular, the most well connected ones are the ones that get the most opportunities, the most deal flow, you know, the best. Everything kind of comes their way ahead of time because of preference. And you can, you know, you can say this is unfair, uh, the, like, the way that this is set up, and I'm sure in Charleston there's a strong, good old boys sort of club, right?

There's, when I, when I was in high school in Augusta, um, Like your last name could mean a lot. My last name didn't mean shit. In fact, most people pronounce it wrong anyway. But if you had a certain last name in Augusta, that actually was insanely helpful. Um, and I didn't actually see that. I never even knew that [00:15:00] existed anymore.

But in certain cities there's still a lot of that in particular, right? So it's, and these are networks, these are people whose parents did business together. Like now try to break into that, try to uproot somebody who has a business whose uncle's been running a business or a great-uncle started it a hundred years ago.

You know, it's like damn near impossible, right? And it's because they have such strong local connections. It's, it's very, very hard to, to kind of jump into that, into that world. Um, but if you are trying to build a local service business, you can look at this from your side as well. Like you have an opportunity to start that.

Somebody had to start it for. Somebody had to go about that. We get an opportunity to do the same thing. So we get a chance to build our reputation, build our relationships, build our company, and put our place, or put ourself in a place where it's very hard to uproot us because we are establishing these relationships and we're being valuable to other people as well.

I think that's, that's one of the biggest keys is like Eve alluded to. It's not just, Hey, what can you do for me, but [00:16:00] like, what can I do for you? Like, what are, what are, like what are you having trouble with? What, what is your spouse having trouble with? Who do I know that might be able to help them? Your, your son, your uncle, whatever.

Like how can I help you in some way provide value to strengthen relationship, to develop some reciprocity to where they're more likely to want to actually do business with you, to help you in some way. Um, and it's a game. It's chess, right? It's like human. For

Yves: sure. I mean, there's like two phases to this.

I'm kind of writing this down cause this is great stuff, right? So like, there's the learning phase, right? Like I spend a significant amount of time learning as much as I can about that human being, and then I use that information to understand how I can best help them and create reciprocity, right? And it, it's not always like a workshop or it's not always, you know, uh, bring them as in a patient.

It could be just like you said, connecting them with somebody else, right? So I think like,

Danny: you've gotta just be

Yves: there with them. And like, again, it's so time and energy intensive. And then after that, you've gotta take action around that. And you've gotta say, all right, how [00:17:00] can I help them? How can I connect this person?

You know, there's a, there's a myriad ways, um, of doing it.

Danny: Well. I, I think it also helps to narrow this down. So I bring this up and I have one of the books right here in my, so in the book that I wrote, I talk about, Development of, we call like your dream team, right? So there's, think of 10 people, the top 10 people that you'd want to have a professional relationship with and start to work on curating those relationships.

That could be, you know, sharing their social media content, that could be commenting on their social media content, that could be trying to set up a meeting, trying to set up something to where, you know, you can help drive business their way for whatever it is that they do. Um, just starting to develop, you know, value, create value.

It could be something as simple as, let's say there's a massage therapist that you're like, man, I really like their, their approach. They're well-established in the community. Um, book a appointment to get on their schedule. Right? Show them that you value their time, [00:18:00] pay for it, you know, learn about what they do.

Position yourself as somebody that would like to understand what they do to send more people their way if they're appropriate for it. Like, you know, I think one of the best ways you can do this, and yes, for sure, you know, it's, it's a cost of marketing, right? But side effect, you're gonna get some soft tissue work done, uh, and you get to meet somebody and have their undivided attention for an hour.

Like, you're not gonna get that. Even if you take them out to lunch, the, they probably are gonna say no or whatever, they're busy. But if you pay for one, you know, an hour of their time or an hour and a half or whatever, it's set up as. That person's gonna have a hell of a lot more respect for you because you've shown them that you value their time, you're willing to learn more about them, and you appreciate what they do professionally as well.

And so few people I see actually go this route because they're like, well, I don't wanna pay for whatever. It's like, dude, you're paying for that person's time. You're paying to show them that you value their time. And that's happened to me with plenty of, uh, people that have tried to actually get, you know, kind of closer to us with different things we do.

And I always, always appreciate that. [00:19:00] Yeah. I

Yves: think, um, like a lot of, uh, people in the golf finish do that too, right? Like, go get a lesson from some golf pros. Sure. You know, um, chiropractors, I've trade services multiple times, you know, with people, right? Like, um, it's such a great way, again, it's all about this opening that window of opportunity and opening that door, right?

And like, yeah, write down that Dream 10. Try to really focus on curating those relat. It's energy and time intensive, you know, and you don't see, I think people don't do it cause they don't see that immediate roi, right? It's not like, oh, I had a Facebook ad, now I got new patients. Or like, I met with a doctor and now I have this like ongoing referral source.

But again, you're just trading it for consistency though, because once you've established that, it's so hard to break for someone else to break into that. You're literally gonna, and you said this before, you're literally gonna have to piss somebody off, right? You're gonna have to do some, like, something terrible to them in order to relationship, right?

And like, what is the lifetime value of something like that? So I'm willing to put a ton of time and energy into those relationships. Cause I realize that it's a

Danny: game changer. It's huge. It's huge. [00:20:00] And if, um, if you want more detail on that, head to f insurance book.com. Where you go to Amazon, I'm gonna pronounce it the way my kids say it.

They, they say F U C K insurance is the way that they say it. Cause they're not allowed to say the F word just yet. Um. I think it'll be what, 12 Until you're okay to say, I can't remember when. Uh, it was totally cool with me. It was probably 12, uh, anyway, so, or you can go to Amazon. You can look it up. Fuck.

Insurance is the book, the marketing section that we go over. Dream 10, how to do this. We actually, everything in here we go over, now that I'm looking at this, like, that book is nothing but tactical stuff. So if you don't have, haven't got a copy of it, definitely go and do that. It's the, it's probably the cheapest investment you're gonna have in actually detailing out some of these systems to make a cash-based practice work.

So, you know, the, the subset of this local marketing, um, that we also go over that, that we wanna talk about today is workshops. Now, workshops were very hard to do in many places last year. For us in particular, um, you know, we, we are in, uh, more of a population dense area. Uh, an area that's like very close [00:21:00] to the C d c, like, it's very, very, um, um, uh, restricted.

Uh, many things were restricted in certain parts of the country. It wasn't like two different, uh, but in population dense areas, major cities was very different. So, you know, local workshops, in-person workshops basically shut down virtual workshops is what we pivoted to and many people did and they did great with those.

Um, but, but now that, you know, things are definitely more opened up. Uh, and, and for the most part, you know, people are in-person again for vast majority of things. Uh, these local workshops are one of the best ways that you can build your, uh, brand awareness and get clients. Because if you can provide value to a group of people, and this is the way we kind of always look at it, like, if I can help you, let's say you have a shoulder, Let's say you're in there with like six or eight other people and you've been dealing with this and frustrated or whatever, maybe you've seen somebody and in an hour, if I can show you some stuff that you just did to yourself with test retest to prove whether something's getting better or worse, at least temporarily, if [00:22:00] I can create some transient changes with not touching you at all, as I'm go walking through stuff with a group of other people, think about how much trust and credibility you build with those people that all of a sudden you're like, wow, this guy didn't even touch me, and my shoulder feels better now than it has in a long time.

How did he do that? And if you can think like to yourself, like, all right, is it more logical that person's gonna work with you afterward? For sure. And even if they don't, they may have had such a good experience, such a good sort of like time where they felt they developed some trust with you, you answered their questions, you know, you spent time with them.

That maybe they're not in a place where they want to come and see you or something's not really bothering them, but they know their brother's been bitching about his shoulder for a while and they're like, listen, you gotta go see this guy cause I'm tired of hearing you. You know, when we get together for dinner, talk about your shoulder.

This guy could probably help you. And they've never even seen you. And you know, we had so many examples of people were like, how did you come, how did you get here? Oh, well so-and-so sent me your way. And it's like, that person's never coming to see us. But they did come to a workshop [00:23:00] that we taught on whatever topic and they had such, you know, a strong development of a relationship with us in that period of time that they felt enough trust in what we were doing to be able to recommend us to somebody else.

So I think workshops are massive and another card you kind can kind of play with that. Local marketing. Yeah, there's

Yves: so many reasons to do it beyond just even like seeing patients, we. We know that when going to gyms, it provides a lot of value to the gym room too, right? Like they get to say, we have these workshops, we have health professionals come in.

So I usually use, even use it as a leverage point to create deeper relationships, you know, with the, um, owners as well, right? We have a regular workshop at one of our facilities and across the gym we do it, um, monthly, and it's, and people love it, right? Like they just say, Hey, you can come get your problem solved.

Um, you know, start to work on an issue before it even occurs sometimes, right? Yeah. You know, I'm, I'm trying to think of like analogies here, right? So, It's, you're giving somebody like a little nugget of like the possibility of working with you, right? So like, let's take it like a chef for [00:24:00] instance, right?

If you have like a private chef kind of come out and like make you this like amazing appetizer and you're like, oh my God, this is amazing. You should come into my restaurant. What's the likelihood you're gonna go into that restaurant after you had like amazing appetizer, right? And that's essentially what you're doing.

You're giving people a little taste of like, here's what I can do for you and Right. How powerful is that? Like we're all physical therapists and for a lot of people that doesn't mean very much. They don't know what we do or, or how we can help them. And all of a sudden you come in, they have a tight hamstring.

For 10 years and all of a sudden they get a little bit more length, you know, they can touch their toes a little bit more or some version of that. And they're like, well, what else could this person do? Right? And like, how powerful is that? And that's why I think those workshops can be huge, right? Like if you can really create a little bit of change, um, you know, in that hour, right?

Or educate them with an hour, it can just, you know, you know it, the people come stradling in years after like, oh, I went to this workshop a year ago and finally coming in.

Danny: Well, um, they call that drug dealer marketing, right? Like you. Get a little [00:25:00] taster. It's like the guy sling orange chicken at the mall.

You know, it's like, you know, you, you know, you want more after they give you a little sample. So I just didn't think of it quite in terms of like an appetizer. But that makes total sense, right? Because what you're, what you're doing with them is you're giving them an opportunity to see how you work with people.

Cause it's not just your hard skills. This is what everybody thinks. Like, dude, if I'm just a better clinician, if I can diagnose, you know, I can treat, uh, you know, if I'm more accurate with these things, if I just learned how to do the CT junction manip is slightly better, I'm more efficient with this dry kneeling technique or what corrective exercise that, those are all fine.

Those are all important things. There's no doubt. Like the clinical side is super, super important, but nobody's gonna work with you if they don't feel like they can trust you and or, or develop any sort of rapport with you. Nobody necessarily wants that. Cause they are gonna have to spend, you know, at least some amount of time with you.

So I think one of the best things you can do with a workshop is not overeducate, don't confuse people. Don't try to explain to them how many degrees of [00:26:00] rotation this has and what happens if it doesn't. If the shoulder blade doesn't tilt and Glen on humeral joint does, no one knows what you're talking about, right?

Like, they barely understand what the shoulder is. They're, they're teachers and accountants and whatever else. They just wanna make sure that they don't hurt their shoulder doing pullups or they don't have knee pain when they're running. So keeping it very simple, watered down sort of educational level, but making it interactive and, and making it as fun as you can without trying to be a standup comedian.

I think that's like the, the real challenge is how do you have something that is educational? And create some amount of entertainment and some amount of enjoyment for them spending that time with you without necessarily, you know, just trying to be overly funny. It's not necessarily about that. It's really about, you know, delivering a, a memorable experience where they walk away with some things that help them and you develop some trust with them and some, some rapport.

Because to your point, we've had many, many people that, you know, when we look at like email [00:27:00] open, uh, rates, We can track people back that have, have been on our, our list, right? So if they sign up for a workshop, we sign them up, um, for our, for our email list. And it's just content that we send every Thursday.

We send out a, uh, a newsletter every Thursday that highlights our content or something relevant that we've found. Um, and so some people we've seen a year, two years where they signed up at a workshop, they opened like every damn email al almost for a year or two years, and all of a sudden they booked to get on the schedule for something that probably was bothering them from the get-go, but maybe it just wasn't the right time, you know?

So this is where I think we'll get really discouraged with workshops early on too. They're like, man, I only had two people there and nobody signed up. It's like, dude, you get a chance to spend an hour with two people and you have no idea who they know. And. Guess what? The better, the more you do, the more people are gonna want to come, the better you're gonna be at it.

And it's just like anything else. You know, you develop those reps. So, you know, if I could give anybody ad uh, advice to just starting out that are [00:28:00] trying to build their local reputation as well as get new patients, you know, teach three to four times a month anywhere you possibly can, do that for a year.

And if you do that for a year, your business will ne you'll never have to go and try to find another person ever again. Because you'll have so many interactions with people, you'll have so much reciprocity. You'll have so many relationships that you've developed that have come from that, that you'll set yourself up for, you know, however long you wanna be in business.

Yeah. I mean it's all

Yves: about, I love what you said, they've gotta like you and they've gotta trust to know that you can help solve their problem. If you can get those across in a workshop, it's huge. Right? Like you did such a good job of leveraging workshops, right? Because you were new to that city, just like you said, and you had to find a way to get into, you know, all these new facilities, right?

And so what you did was went and taught there, right? And just met probably so many people. And so many patients, right? And like what we know as well is that one patient can change. I've seen it way too many times. Like they saw one patient who was a huge influence in the community, and all of a [00:29:00] sudden they're getting two to three new patients a week.

Right. Like and that's the beauty of, of a cash-based practice too, right? Like an insurance-based practice. They need to get an extremely high volume of new patients. There's just no, there's no way around that. But for us, two to three new patients a month, even if you're already at 30 or 40 or 50, is gigantic for us.

Like, it's never not amazing to get an extra patient or two. That's the bottom line.

Danny: Yeah. And we, we, we, we have to be so much more efficient, right? Like we can't just because we have, you know, like let's say you're an in work practicing, you have a hundred new p you know, patients coming your way and like, you know, you miss following up with a couple people or they drop off, you don't really care.

You don't call 'em back, whatever. Like, you know, they have so much volume, it's not gonna affect 'em quite as. For us, let's say you're getting 20 new people, you know, a month and, you know, two, two of those people, let's say fall off or whatever, you don't, you don't follow up with 'em. That's 10% of the people you have coming in.

So to be very, very efficient with the people that you have, the lead flow that you have, because you, you cannot be [00:30:00] wrong as frequently as a high, high volume practice. It has a lot more of these sort of established channels. And, and there's nothing to say to say that you can't have referral relationships as well, because as part of your local marketing, that very well might be who you're connecting with and who you're following up with.

Primary care docs or functional medicine docs or whatever, you know, a surgeon or what, whatever it is that you do a lot of. Um, you want to fit those, those marketing, uh, relationship meetings in, in whatever cadence that is. So you may still have some of these traditional, um, sort of settings in which you're having these conversations.

But for a lot of it, it's other business owners. It's other people that are complimentary within their profession, uh, that you wanna develop those relationships with. But the one thing that we did bring up that we can sort of segue into is, The content sort of side of things. Content and digital side in particular as we just, we just mentioned it, um, the newsletter.

So, you know, you and I have have done a weekly newsletter and, and most of the time people are like, I don't wanna sign up for your dumb newsletter. Um, but it's a, it really, it very [00:31:00] much depends right on what you're sending in your newsletter. And, and I'll, I'm gonna, I'll give you a really good example of this.

Uh, I had lunch last week with a guy that's an old patient of ours. He's a, he's like a wealth manager now, I guess you call it that. I don't know, a financial advisor. Um, used to be a pilot in the Navy. He was an F 16 pilot. Crazy, crazy story. Like he, anyway, he got out, he found out he was having triplets and his wife was like, we're not doing this shit anymore.

Um, cuz it's dangerous. He's deployed all the time. So anyway, he gets out and he, and he becomes a financial advisor. Well, I'm having lunch with him and he was like, he was like, dude, this is the weirdest thing. He's like, I, I followed up with him. It was a different channel. Anyway. He was like, I, I, I just sent somebody your way.

Uh, your, he's like, your newsletter. I, he's like, I open it every week. And he's like, I, because he's like, he's always dealing with some little thing right from 10 years in the Navy. And, uh, he's like, my buddy was complaining about his knee and that Thursday we highlighted, you know, knee content and he's like, I forwarded him, you [00:32:00] know, your newsletter.

He went through some of the blog posts you had and videos or whatever, and then ended up coming in the office and, and was a new patient of ours. Right. So that was a referral. Indirectly from an old patient because of relevant, helpful content that we put together and we send out on a recurring or on, on a, on a weekly basis.

Um, so this guy who hasn't seen us in probably two years, uh, you know, is still opening all the stuff that we send him every Thursday because it's relevant. It's, and it helps him to, sometimes he does the stuff we do sometimes send it to a friend or whatever, but that just goes to show you that if you have good content and you follow up with people on a regular basis, it's a really good way to stay top of mind and relevant in their life versus they just forget about you if there's no sort of touchpoint that you're following up with.

Yves: Yeah, I mean, we're starting to layer complexity, right? So like, I feel like the bottom of the pyramid layer one is local marketing, right? So like if you just did face-to-face meetings plus workshops, we kind of both did parallel between our two practices and like, you know, between our two [00:33:00] practices getting close to, you know, Hundred new patients a month, right?

Like if you just did that, it would be gigantic, but now you're gonna start increasing the ecosystem a little bit, right? So now on top of this, you're start creating digital content, right? And we, the thing where people get bogged down, specifically with content, and maybe even newsletter specifically, is they think it needs to be this like amazing, complex thing.

Like, just like workshops. You don't need to go into the insanity of, you know, kinematics and you. Bio psychosocial models, right? Like you can just do something that'll give somebody a quick win, give them some value, and then make the magic happen. Like we do something called Three Tip Tuesday. It was the easiest thing that I could think of cuz I'm always trying, looking for efficiency and systems.

It was just a quote, one little video, right? And then one research article and that's all we did. And like people reference it all the time. They're like, I love your motivational coach. I'm like, I love that research article. And you know, give 'em a little opportunity at the end to just come in, right? Like it doesn't have to be this crazy complex newsletter can just be [00:34:00] a touchpoint for people.

And you'd be surprised your people will read it and that's all that matters is your people will read it, right? It's not meant to be to millions of people. It's meant to be to your

Danny: ecosystem. Totally. As well as. You know, it highlights you. It's great to highlight your own content, but even if you don't have that, you can highlight other people's content, content that is helpful, and that can be a really good way of you providing value to people.

But, you know, the content side, as we stay on the digital sort of topic, um, is huge. You know, we both prioritize this in our practices. Uh, you shut down for, uh, the first like a day, the beginning of the month, right, to do, to do content. So an entire day to do content. We break ours up into, uh, the afternoon of four days when we batch ours.

And we'll have staff members working on different things. Like we'll assign, you know, blog posts or topics, or we'll ask them, you know, what, what kind of questions are you getting? A lot of, what do you wanna talk about? Um, so let's us as a team, you know, break up content initially. If you're all by yourself, then you just need to be very efficient, right?

And you need [00:35:00] to think about, all right, well what content do I want to create? Am I more of a writer? Am I more of a video person? You know, is it a podcast? Maybe? Is it audio? It can be whatever you want, but you want to be able to have things that you can highlight, uh, to your, you know, prior customer base as well as get your thoughts out there, get your style out there, get your beliefs on things.

This is what freaks people out, right? Because if you start putting yourself out there in terms of, well, here's, you know, here's this corrective exercise for whatever, or here's, you know, why most people I see are having back pain. And, uh, you put, you put it out there. It's not like patients aren't gonna be like, oh, that's bullshit.

But other clinicians will, uh, in many cases they'll, they'll be like, well, that's not accurate. Look at this R C T or whatever, shove that r c t up your ass and actually like, work with people and put your, put your ideas out there. You cannot. Uh, put, create content without having some people disagree with you.

And if you're [00:36:00] just getting a bunch of clinicians disagreeing with you here, here's a really good, actually like pro tip. If all you're getting is a bunch of clinicians disagreeing with you or highlighting what you're doing on your blog post, you are not actually speaking to the right person. Your content is speaking to clinicians, not patients, meaning you're making it too complex or you're getting too in the weeds with things.

Cuz that's what we typically do. We bias for, I did this for a solid year before I realized I was doing the wrong thing. All these blog posts I wrote, all I got was other clinicians sharing in a commenting on it and not a damn one of 'em turn into a patient, right? So you have to understand your messaging ha has to be directed towards patients, not other providers.

And if you are fearful of, you know, somebody saying something negative to you because of your ideas that you're putting out there. If, if that's enough to stop you from trying to build a business, then it wouldn't have worked in the first place because that's, you don't have enough motivation, you don't have enough [00:37:00] desire to want to, to make it work.

If you can't get past some randos, uh, opinion of whatever you do or don't do, or right or wrong or whatever it is, then you know, you obviously don't have enough desire and motivation to make your practice work. So you've gotta get past those things. You have to really put, put your ideas out there, and it's one of the best ways that you can really attract the type of patients that you want.

Like, we get to define who that is. Like who, who is it that you want more of? Golfers, runners, crossfires, whatever. You get to be the person that's so super helpful to that audience and really speaks to them versus just general, uh, content. So, so your content really needs to be able to help your people and be very, very simply, effectively put together and not very technical.

Correct. It needs

Yves: to be, um, you know, Shante talked about this, you know, she talked at our last, uh, mastermind event and it just needs to provide a solution to people's problems, right? So like, you need to provide a solution to your patient's problems for the stuff that they're going through, right? [00:38:00] And explaining.

Some of the clinical reasoning behind a corrective exercise is probably not going to do that. Right? But saying, you know, hey, um, it's not like the correct way to do a bird dog. It's like, here's what you should do if you have back pain. Try this, right? Like, we're gonna start doing a ton more of that. Like, got this problem, try this.

Right? So like providing these little solutions to people's problem and like, you know, you can totally get in the weeds of some of that stuff, right? And if, yeah, if that's what's gonna stop you is other clinicians commenting or other fitness and health professionals, I guarantee you it's not even gonna be close to the most difficult thing you'll deal with in business.

It's gonna get way worse than that, right? So yeah, I think get over yourself. Put the content out there. You don't need to respond to those people. Like if we have trolls, we just delete those comments or ignore them. Like, it's not even pointless, right? Like, I know who I'm trying to help, right? And that's who I'm focusing on.

I'm not focusing on, you know, being, uh, clinically. Correct. Right. Like I'm focusing on helping my people. I mean, I do want to be clinically correct. Don't get me wrong, right. But there's nuance of this, and I've gone deep down rabbit holes. Like [00:39:00] nobody really knows what's right or wrong. Right? RO is basically providing your best guess anyway,

Danny: what is clinically correct anyway.

Right. You know what I'm saying? Like, uh, there's just so, there's so many different ways to help people, but the most common, you know, uh, I guess core tenant that we see that you cannot get rid of is they have to trust you to be willing to work with you. Yeah. So you have to be able to develop rapport, established relationship and trust, communication, you know, actively listening, understanding that person's not just their physical problem, but like what is it stopping them from being able to do and why is that important to them?

And nobody really talks to people about this stuff. And you know, like I stopped seeing patients in December. This was something that, you know, for 10 years I'd, I'd seen. Patients, and I really enjoyed it. Uh, but I got to a point where I just didn't have the time, you know, to do it. And we had other staff members we needed to get, you know, get in and take over, you know, patient schedules.

And I can tell you five years ago, I was a lot more knowledgeable about the clinical side of things [00:40:00] than I was back in December. But my ability to understand what drives people is significantly better. So their compliance with the things that we were gonna do, their self-belief that they're in the right place.

And we all know that chronic pain is very, there's multi, you know, multifactorial issues. We come up with pain. What really, you know, drives that or they feel safe or they feel like you're making progress. Uh, it's not just as simple as like, this muscle hurts, right? Uh, so, so them believing that you're the right fit is half the battle, right?

Like them believing that by doing this bird dog, it's gonna fix their back. Actually, it doesn't fucking matter if they're doing it a hundred percent correct, or 80% correct. It's that they think they're doing the right thing and they're actually following through on their exercising. They're being ultra compliant.

And as soon as you get somebody that is like very bought in on what you're doing, and they're, they're like, I, I'm clear. I understand what's wrong with me. I understand what I need to do. I'm gonna do, I'm gonna put it in my calendar. And they start messaging you, you know, proactively to make sure that they're doing anything, everything right.

Or if they have a question, like those are the kind of people we wanna work with, [00:41:00] but they don't come in teed up like that. Like, you have to develop rapport with content. You have to develop rapport in the office, you know, and then you have to follow through on that and do what you say you're gonna do every single time.

And these are really hard things to do, right? So you know, your content, what it's doing. And like Eve said, it is an opportunity for you to initiate the development of a relat. Right. It's like, Hey, here's what I think about this. If you like it, try this. If you don't, hey no big deal. I hope that you get some help somewhere.

Right? Uh, and it can be as simple as that cuz all you're doing is you're establishing the beginnings of a bond of some variation of a relationship. Content does a better job of that. A as far as not being in person than anything that I've, that I've found, um, in, in person obviously is, is better, but it's more leverageable to do this stuff and put it out on different channels than it is to just be in person with every.

Yeah, you're trying

Yves: to cast as wide as net as possible, right? There's only so many people I can meet in a week, right? But I can push a piece of content and get way bigger, um, amount of eyes on that, right? So, right, like, so we'll keep kind of summarizing this, right? From a [00:42:00] local marketing aspect, you're doing face-to-face meetings that's gonna, you know, build a big foundation.

You're doing workshops on a regular basis and now you're making sure you're getting your content out there to as many channels as possible, right? So Instagram, Facebook newsletter, right? This is all creating this ecosystem to get us to what I coined today, the FA Fab 50, which is hopefully getting 50 new patients, you know, uh, In every single month.

Right? Yeah. And we know it can be done, right? It's like you gotta do all these things consistently, right? And like to get there, yes, you have to have resources, staff members and things like that. But you know, even these just in and themselves, it's just gonna provide so much, uh, benefit to you practice about just getting the people in and the right people in the door,

Danny: which is another big one for sure.

Yes. So, and again, you know, as we started looking at. Content as well in terms of leveraging that, because under, if, let's say we're talking digital marketing, we can't talk digital marketing without talking about paid advertising as well. And there's many different channels you [00:43:00] can do this with. Um, the, the primary two big ones are Google and Facebook.

Um, but Facebook owns Instagram, so it falls underneath that too. And Google owns YouTube, so that would fall underneath, underneath that, depending on what type of marketing you're doing. So, you know, there's lots of ways to do, uh, marketing, direct call to action offers, things you're doing, you know, or maybe it's, it's just leveraging your content.

Here's what I can tell you that we've seen that is sort of the lowest hanging fruit. Uh, like simplest to track, simplest to implement variation of digital marketing. Cuz we do this, we do paid ads every month. We've done paid ads for six years. I don't know, straight, you know, a long time. Um, but it's not, it's not always a, you know, hey come in for this offer.

It's very rarely that actually, and I think what most people, if you're going to be doing content, it's time intensive for sure. So you, you wanna squeeze every little bit out of that, that you can. So if you start to notice [00:44:00] that, hey, I put this blog post out about hamstring issues or something like that, and like, There's, there's more comments on this, you know, on Facebook than usual.

I've got more views on this and more shares. All of a sudden it gives you some amount of feedback, real-time feedback that people are interested in this. That's probably where you wanna start with highlighting your best content to specific people in a specific area. And this is actually the distinct advantage of a local practice versus a, uh, digital practice or a digital business.

Cuz you can be working people all over the US or world for that matter. So it's very hard to target those people. But if you know, hey, I see most people from these zip codes, I can pick those and I can say, Hey, I want people that are interested in running. To watch my hamstring running hamstring injury video about, you know what, whatever that content that somebody already showed you that there's some interest in, and I'm gonna pay to have this put in front of this target group, people of people, and I'm gonna, gonna let it run.

So I know that in my [00:45:00] area, these people are gonna see it and maybe it, it's not gonna turn into, oh, a hundred people are gonna see it and a hundred people are gonna turn into patients right away. But now they're aware of your brand. Now they're aware of your company. They're aware that you solve problems that are, maybe you're similar to what they have, whether their hamstring hurts or not.

Um, so you start to then enter into their ecosystem by educating them and asking really for nothing in return. I think that's like the place where most people are missing the mark in terms of being able to actually leverage their knowledge, leverage their best content in a way where they don't have to set up these one-on-one meetings, which which can be time intensive.

Yeah. And still get visible, you know, eyes on what they're doing all the time.

Yves: Yeah, and you know, you also, the best part is you don't have to create this insanely complex funnel and ecosystem with this and that. And this is, this automates this, right? Like it just, it creates simplicity around that too, which is really, really important in our business, right?

Like we've both done deep dives on digital advertising, digital marketing, and we [00:46:00] both still believe that the cornerstone is what we've already talked about. And you're kind of layering this stuff on top. And for us it's like, what can we. To provide right. As much value and as much ROI without just spending an entire week trying to figure out what the best funnel is.

Right? And we've figured it out. You know what I mean? We've tested a lot of stuff and it's like, by far, it's just like, find awesome videos that most people like and try to get as many eyes on as possible and get people in your ecosystem and that trust that everything else is going to get them and move them along, right?

Because we know it takes those six touch points, right? I don't know if it's seven now, I forget. You know, I think it changes, right? Probably more. Yeah, probably more, right? So like, you've gotta have, you know, went to the workshop, somebody told me about you. I went to your website. Once I saw your Google reviews, then I saw, you know, uh, content and your newsletter, and then bam, they finally take action, right?

So it's still creating, again, this ecosystem that just moves people along right, as quickly as possible, which it can only go so fast, but it moves 'em along as quickly as possible to get them in to see you as a patient. And [00:47:00] then it's gonna be, yeah, up, up to you, which is whole again, another conversation of how to keep them, retain them, provide the mu, the best value.

Danny: Right. That's a whole, right. A whole nother kind of, you know, backend section of the business. How do you, how do you take these, let's call it 50 people that we're bringing in and you increase the lifetime value of those people, you know, in a way that you're still massively helping them out? I mean, I think, you know, it's, it, it, it's like the ice cream store reference, right?

Say, alright, you have this ice cream store and, uh, you know, like, are you telling people to stop coming back to get ice cream after they've had like three, you know, waffle cones? Not if you want that wa like ice cream store to actually like, be functional in a business for a while yet, you know, we're quick to discharge people and stop working with people.

Um, even though there's so much more value we can provide them, oftentimes they don't even know what we can do. Right. And, uh, so like that's a whole nother kind of backend side of it. But, you know, I think it's a good segue into really the last thing which kind of falls underneath, I guess could be both these, or one of one of its own, [00:48:00] uh, is referral marketing.

So how do you get the people that you are working with to actually send you more. Of people like you wanna work with. They like them, right? And, uh, I, I think people think this is just this elusive thing that's like, oh, well so-and-so sent me somebody. Um, that's great, right? Like, but like engineering systemizing the ability to know, okay, if I ask somebody to send me somebody, which by the way, if you're not actually asking somebody, if you, if you have patience and you're, and, and you never ask them to send somebody your way, the, the likelihood of them sending someone your way is pretty low.

Cuz they don't know, uh, or who just send their way. Like, I hear people and they're like, no, nobody's, nobody's, you know, sending anybody my way. It's like, well what are you saying? Like, well, I'm asking 'em to like, Hey, if you know anybody, I could help just send 'em away. Like that doesn't help them at all.

That confuses them. Like, you need to be very specific. Like, if you know any other middle-aged runners that are dealing with plantar fasciitis, that's stopping them from running their 10 ks or half marathons. I can help them. [00:49:00] Like I'm a ninja with that shit. And I'll make you look really good to all your friends and your family.

Uh, so like now all of a sudden they're like, oh, well Billy over there, I know him. You know, and he's got this plantar fasciitis issue and he's not getting better or whatever. So like, now all of a sudden you've very much narrowed it down, down for them and actually giving them, uh, a more clear idea of who they should send your way.

Cuz it's kinda like writer's block, right? If you're just like, yeah, if you know anybody, send 'em my way. And then they're, that could be anybody, you know, versus very, very specifically picking out who it is that you can help them with. And oftentimes it's gonna be whoever's similar to them,

Yves: right? You gotta give them ammunition, right?

You can't just like let them leave with a, you know, uh, a gun without ammunition in it. Right? And we a hundred percent know if you just put that generic blank statement, they're not gonna picture anybody in their head. But if you give them that specific ammo, right? It's like, hey, a runner who can't run anymore, who's frustrated and injured, With plantar fasciitis, [00:50:00] like I can help them, right?

They're instantly already forming two or three people in their head or similar to, so you gotta help them paint that picture, right? And the likelihood that they take action on that increases exponentially. Right. Uh, a similar, you know, thing to that is like Google reviews where like we would ask, you know, uh, for Google reviews through email and like we'd get a couple trickle in, but now we're specifically ask asking in the session, texting them afterwards, and we're getting like two to three Google reviews on a regular basis.

Right? So like, that just goes to show you, if you can kind of like paint the picture for them, create the barrier or create the smallest barrier possible, the likelihood that they take action is extremely

Danny: high. Yeah. Yeah. And I think I, I think the two of those kind of go in, in under the same sort of like, I guess overarching, uh, referral marketing because social proof is massively helpful.

For getting people in the door. And especially if you have a friend, like, I mean, just think of yourself, right? If, if, you know, if I'm telling Eve, like, [00:51:00] okay, well I hurt my, my foot, right? And, and Eve's like, well, you gotta go see, gotta go see my guy. Like, this is the practice. What are they gonna do? They're, they're going to look you up, they're going to internet search you.

And if you have any social proof, they're going to read that stuff. If there's any videos of, of, you know, client testimonials or whatever, like, they're gonna look at your website, they're gonna see what does this person look like? Does he look like a creep? Does he look like he's cool? Do we have anything in common?

What's their background? What do other people have to say about it? And, and honestly, what other people have to say about you. What a random, uh, stranger has to say about you means a lot more than whatever you say about yourself. And it means less than what their friend says about you. Right. Because if they're friends, like, trust me, legit.

I've had people that have literally offered to like reimburse people if they didn't think they were in the right spot. Like, that's crazy. I've never like, and I didn't know he was doing that for months. And this is a, this is a realtor friend of ours that was like, look, if you, if, if you don't think it's the right spot, I'll pay, I'll pay you back for whatever the first office visit was.

So, you know, like [00:52:00] using social proof is huge. So what we found and, and just having like a system, a cadence for this, it, it can't be sporadic. Like you have to systemize this. For us, what we found is when we get that big epiphany moment sort of change, somebody comes back in and they're like, oh my God, I was able to.

Swing a golf club for the first time in, you know, a month and my back didn't hurt the next day. You know, like they're, they're jacked up. They're, they call 'em like a buyer in heat, right? Like that's where you want to be like man, that's awesome. Like, hey, we help people like this all the time. If you know anybody else that you play golf with or a friend of yours that's dealing with anything like this, we'd love it if you would connect us.

Cuz you know, we really are, we're a small business. A lot of our, our business is based off of referrals from people like yourself. Cause we don't have a big marketing budget of like a corporate practice or a hospital or anything like that. So it would be amazing if you could help us help more people like yourself.

And, and so from there they honestly asking them for support, right? That's much more likely to have somebody to actually follow through on that. Um, than if you just say like, Hey, send, send us some people. That'd be awesome. On the flip [00:53:00] side of that social proof we found, we get a better response towards the end of their plan of care.

That way they have more of a, um, life cycle of working with us. You know, and, and the way that we frame it. It's really based off of, you know, where are you at when you started, what did you have to go through, where are you at now? And sort of this, this patient life cycle, this patient story of them actually being able to detail us out in, in a, whatever, a Google review or something like that.

And then we give them everything they need to be able to do that very easily. Like a template of what other people have said, here's a link to be able to leave it in there. You know, we very much, uh, prioritize people with Gmail addresses because they, they don't even have to like, create anything. They just sign they're already signed in.

They can leave a review like that. Um, so, but we systemize that based off of where they're at in their, in their plan of care. And it's not just random like, oh, it'd be great if you leave me a review. It's like, Nope, it's toward end of your plan of care. This is what they're gonna get. This is how you write it.

This is where you leave it. It increases likelihood dramatically. Yeah, I think,

Yves: [00:54:00] uh, word of mouth referrals by far for almost every practice. The number one referral source. So anything you can do to add fuel to that fire, cuz it, guess what? It happens anyway even without these systems. But if you do what Danny's talking about, it absolutely exponentially increases.

And those are the best referrals, right? Like they're easiest to get on packages. The easiest to create con continuity, the easiest to sell on the phone, right? Because the other thing we've talked about, right, like this is also about getting leads and then converting those leads, right? We didn't even talk about that.

Right? Right. So like, you know, we're also just trying to get as many people as possible to call you, right? So you have the opportunity to get them in for an eval, right? So these people, though, again, buyers in heat, great analogy. Like they're gonna, they're not, you don't care what the cost is, right? They're just ready to get their problem solved.

They know, like, and trust you to the 18th degree and they're just, they're ready

Danny: to go. Yeah. Yeah. I a hundred percent agree. I'll take. I'll take 10 word of mouth referrals over 20, you know, whatever. Like paid [00:55:00] advertising opt-ins. Yep. Any day of the week. Like it's such a more qualified group of people.

They're so much more indoctrinated into what you're doing. They're so much less price sensitive because their friends have just validated you so much, or their family members. So those are huge. And I think, again, people think this is just sort of like, oh, well they'll send somebody my way if. If they want to.

And that's true, they will. But you can definitely incentivize and structure, you know, how you're having these conversations with people, how you're systemizing this, how your staff is doing this. And I see this a lot. It's actually very easy for an owner to do this, but if you're staff member, you bring staff on and they're, they're just trying to solve a problem.

They're, they're not remembering like, oh yeah, if you know anybody, like, you know, sending my way or whatever. Um, these are things you have to train your staff on too. Like, these are things where you have to be able to multiply yourself by having these other folks come in and running proven systems that you have created and put together to make it simple and repeatable so that they can be successful as well.

And that, that's really what it's all about. So, um, [00:56:00] you know, it's, in summary, we'll kind of wrap this up and make sure that you guys kind of know the main things that you're looking at and, and more than anything you can work on trying to improving any of these. Um, but I would focus on just trying to improve kinda just one area.

Uh, exclusively. Don't try to fix everything at once, cuz that's where you'll actually, you get very frustrated and you won't be able to implement everything at once. This has taken us a very long time to be able to have this all work together, and there's still a lot of stuff, things that we, that we need to improve and we can't improve.

So, you know, they all function together. They all work together, but local marketing, big one, meetings with the right people, really connecting, building your network and workshops, right? So getting your brand out there, getting in front of people, um, and, and starting to like, you know, actually build your presence in the community.

Those are huge creation of content, you know, being able to create those pieces of content, put them out there. These are things that live forever by the way. Like you, it's like planting a seed. You know, if you create that, now you have this asset [00:57:00] you can point somebody to if they have a question, you know, you can put it up on YouTube and get views that are coming in.

And that helps with your search engine optimization and all these other things that content helps you with. It just doesn't happen overnight, right? Like you can't just, you can't plant the little plant and then all of a sudden you're eating it the next day. It doesn't work that way. Like it's, it takes time.

You have to be patient and consistent. And it's a great way to highlight that in within your newsletter to make sure that you're sharing your content with people on a regular basis and staying top of mind. And the last thing is really just making sure you're asking people to send folks your way. So referral, marketing, um, doing that in a manner that, you know, it compels them to want to do that.

As well as leaving you social proof to make you more credible, at least looking to other potential clients and more likely for people that are referring people your way to send folks your way and for them to actually come in because they see so much positive social proof about how you work with people.

Did I miss anything? No, you

Yves: got it all, man. I. Layer those and, uh, the Fab 50

Danny: will be yours. Layer those and you're good to go. [00:58:00] Yeah. And again, just focus on one thing at a time. Uh, don't try to do all of 'em at, at once. So, um, guys, that's, that's how you get 50 cash paying clients in the door. This is something that we have quite a few people within our mastermind that are building and are built up to this stage.

Um, obviously you have multiple clinicians at this point. If you have 50 new patients yourself, you're getting to hire really fast. Mm-hmm. Um, you know, which is not necessarily a bad problem, um, not a bad problem to have. Uh, but, uh, you know, if, if you guys are interested in getting. Actual support and help on actually dialing this stuff in.

We do this with people in our Clinical Rainmaker program in our mastermind all the time. If you're interested in having a conversation with one of our, um, you know, team members to really see where you're at, if it's even the right fit, maybe there's a better fit with another company or resource we can share with you.

Uh, you can head to physical therapy biz.com/apply. Um, you know, answer a couple questions, we get a little more information on you, and then we know we jump on about a 45 minute call and really dig into your business and see what's going on. Um, so if you're interested, head there, you [00:59:00] get signed up, it's totally free.

Uh, like I said, we want to know, can we help you, can we not? Who's a better fit for you? Uh, but we just want you to be successful in business cuz we honestly think that these are one of the best ways to really make long-term health changes. Physical, you know, health changes with people, you know, in our populations, um, and teaching them how to take care of themself for, for a lifetime.

I mean, it's, it's generational. Family health is what we feel like we're really, um, helping people with. So if you want help on the business side, that's what we do. We'd love to, uh, if not, no big deal. We will get you eventually once you figure out how hard this is. Uh, we're not going anywhere. Uh, we're, we're, we're sticking around.

So as always, guys, thanks so much for listening to the podcast or watching this in the Facebook group. And me and Eve will catch you guys next time, right? E Yeah man. See y'all next time. See ya.

Hey, real quick before you go, I just wanna say thank you so much for listening to this podcast, and I would love it if you got involved in the conversation. So this is a one way channel. I'd love to hear back from you. I'd love to get you [01:00:00] into the group that we have formed on Facebook. Our PT Entrepreneurs Facebook group has about 4,000 clinicians in there that are literally changing the face of our profession.

I'd love for you to join the conversation, get connected with other clinicians all over the country. I do live trainings in there with Eve Gigi every single week. And we share resources that we don't share anywhere else outside that group.

So if you're serious about being a PT entrepreneur, a clinical rainmaker, head to that group. Get signed up. Go to facebook.com/groups/ptentrepreneur, or go to Facebook and just search for PT Entrepreneur. And we're gonna be the only group that pops up under that.