Breakthrough Pt Marketing Podcast With Chad Madden

You may be looking at that title and screaming...why in the world would I be disappointed with a 3650% ROI when getting new patients? WARNING: I discuss a lot of direct response marketing concepts in this post that you might not be familiar with if you are new to my blog. If you are new, I encourage you to read it to get a grasp of what is possible in your practice. If you are advanced, then enjoy :) To be clear, I'm not disappointed anymore. However, I was initially when I was looking at it with the wrong mindset... Today, we’re going to talk about the importance of having a “long term” perspective versus a “snapshot” perspective on your marketing campaigns. By the end of this post you’ll learn: The danger of having a snapshot perspective and why it may be costing you money How to convert unconverted leads into customers through automated follow up. And an idea on how to get free traffic down your sale and marketing funnel. For more visit: http://breakthroughptmarketing.com/

"What Exactly Do You Do?" As a Private Practice physical therapy owner this is a question I get a lot. It's a question if you don't know how to answer, can stop you from getting new patients. Today we're going to talk about a really cool strategy I've found to overcome this. In this post, you'll learn how to make yourself stand out from other private practice PTs, how to motivate patients to complete their plan of care, and how to market yourself better so you get higher conversions. "Why should I choose your physical therapy practice and services versus going down the street to your competitor?" For those who know anything about Business Strategy, you'll know this as customers basically asking, "What's your USP?" The usual answer Private Practice PTs come up with are the boring ones, the ones that all other owners say, We have high quality care... You get to see the same Physical Therapist every time... We do one on one... You get manual therapy every time that you're in... For more visit: http://br

Are you tired of your Therapists & Staff Not Following Your Systems? Today we’re going to talk about how to get your staff to follow through on your systems. Why? Because the key to having an effective business, the kind you can scale up, is by having SYSTEMS. But your systems are worthless if your staff don’t follow through on them. In this post you’ll learn how to make your staff become intrinsically motivated to use your systems, how to hold them accountable and how to start seeing results improve in your business. A system does two things. 1.) It increases your EFFICIENCY 2.) It's REPEATABLE The goal of a system is to do the same thing over and over which improves your business, whether it's you executing it or somebody else. For more visit: http://breakthroughptmarketing.com/

Over here at BPTM we've developed something we like to call the "Killer Marketing System". It's a system that's gone through several revisions, has been iterated over time and honed to near perfection. Today it is an effective system to help get Private Practice PT Owners more patients. Wouldn't it be great if you knew you had a SYSTEM that was guaranteed to bring you in new patients...if you followed it to the letter? During our Bootcamps, our owners usually walk in feeling overwhelmed. We throw a lot of information at them and it can seem like too much. But one of my favorite parts is when we get through the events, owners tell me "Now everything makes sense." Here's the thing about the Killer Marketing System, you have to use ALL of it. You can't just pick and choose the shiniest object. You have to use all the different parts, in the right order, and with the right strategy, in order to get outstanding results. So without further ado, let's go through the Killer Marketing System. The Killer Marketin

This is the final part in a 3 part series on how you as a private practice owner can successfully scale and grow your business while still providing expert care. Here we are, finally the 3rd part of this series. In part 1 you found out about the number one limiting belief that's holding you back from working yourself out of your practice. In part 2 you found out how the different levels of private practice PT owners handle growing and scaling their business. We also talked about listing out your responsibilities and how to work yourself out of a job. Remember: The goal is to work yourself out of a job. To create LESS work for yourself, not more, while increasing your income. Today we're going to give some examples and stories to illustrate the power of handing off responsibilities in your business. Turning over responsibilities can be powerful. It not only frees up your plate, but it can also allow you to discover untapped assets in your business. Remember in part 2 how we talked about the difference

This is the 2nd of a 3 part series on how you as a private practice owner can successfully scale and grow your business while still providing expert care. Last week we talked about the simple mindset that can be sabotaging your business. The mental script that’s stopping you from scaling up your business. Today we’re going to go one step further. We’re going to show you how to start taking action to scale up your business. The problem is simple. You want to scale up your business, but without any drop in quality. The Four Levels of Private Practice PT Minor Leaguer This is the private practice PT owner that just got started. They are in charge of seeing all their patients. They don’t have a lot of money. Major Leaguer This is where most private practice owners that I’ve talked to tend to get stuck. They have maybe a dozen staff, yet are still integral to their business. Major Leaguers do well financially but don’t have a lot of time. All-Star The All-Star has solved the problem of little money AND l

This will be the first of a 3 part series on how you as a private practice owner can successfully scale and grow your business while still providing expert care. As a private practice owner you might be facing a thorny problem. A problem that might get you into a lot of trouble. It's something I had to work through, and I've heard from a lot of other private practice owners who are struggling with this as well. The problem is this: How Can I Scale My Business, or Grow My Business, But Yet Keep The Same Level of Expert Care? Or in other words, how can I grow without having a decline in quality? How Many Balls Can You Juggle? Just think about how many different roles you have to take on as a private practice owner. Let's look at a few: Internal Marketing (marketing to your past patient base) External Marketing (marketing to people who've never heard worked with you before) HR & Personnel Finance & Billing Legal Policies & Procedures Logistics Goal Setting & Planning Management The list

How Systematized Is Your Practice? Are you still trading time for money or are you working to completely automate your practice? It's the step that allows you to move to the next level. It's the point where the success of your practice doesn't on you trading time for money, but where your business makes money without you. If you've ever said "I want to work ON my business, not IN it" then this is the step we're talking about. That line comes from E-Myth by Michael Gerber, and it's the next phase to focus on after you’re in control of getting new patients. It's the phase where you start building systems to automate your practice. For instance, 2 weeks ago we had a workshop with 35 registrants. Tomorrow, I'm hosting another workshop with a potential 57 registrants. This all came about with minimal marketing effort on my part because I have systems in place and a team to help me automate. And I'm going to show you exactly how you can do the same thing.Why We’ve Got To Stick Together... Visit www.breakth

f you’re reading this, then the chances are that you’re a physical therapy private practice owner, and you have one burning problem…. You want more ways to market your practice. You want more patients and you want them yesterday. You want more referrals, more direct access patients, and more business from your past customers. If that’s the case, then you’re in for a treat. In this article and the video below you’re going to find out some of the best ideas I’ve found over the years in marketing my practice. Ideas which grew Madden PT 600% in 30 months. The 3 Target Areas There are three “target markets” that you can focus your efforts on to get more patients. These are… Marketing To the General Public Marketing to Past Patients Marketing to Physicians

Today are going to talk about automation. It is a huge buzzword within private practice physical therapy right now and I think that there are some misunderstandings about it and exactly what it can do for us as private practice owners. Quick question, how would you like it if you had 250 people email you and say, “I’m in pain right now.” It would be pretty remarkable, right? That would be a lot of conversations to have. Even if you converted 1 out of every 50, you would at least have 5 patients on your schedule right now just by responding to them and having a positive conversation about what is going on for them. A lot of the times when we are thinking about automation, Facebook marketing, or email marketing, there is this misconception that the software or the program is going to do everything for us. I'm here to tell you that that is dead wrong. Automation simply starts the conversation. However, it is really up to us to put the work in to close those leads: To have an engaging conversation with th

It will mainly be useful to you if you’re looking to sell your business in 2 to 5 years. It can also be something to think about if you’re just “toying” with the idea of selling your private practice. I got in touch with Paul Welk, an attorney over at Tucker and Arnesberg, on what private practice owners should start looking at if they want to exit. He shared with me the following 15 selling points 1. EBIDTA First thing to look at is your EBIDTA. This stands for Earnings Before Interest, Taxes, Depreciation and Amortization. It’s really a fancy way for accountants to describe your profitability. How much profit does your practice make a year? There’s a lot of technical information out there on EBIDTA, and there’s no way to do the topic justice in this article. 2. Multiple The very next thing to think about is a multiple.The concept of a multiple is simple, you can think of it like this: Value of Business = EBIDTA (annual profit) x Multiple. This multiple varies across industries. However in private pra

Does PQRS seem like a major headache to you? Just more paperwork without any bump? Let’s look at it a different way. Here I Go With Another Sales Funnel Example Anytime that we are using direct-response marketing or content marketing and we are attracting people in… there is basically a 6 step process that we want to be thinking about our businesses. Step #1 is Lead Magnet. So this is…you have seen me do this where I’m offering a free video or a book or a free report something like that. Very low value, low time commitment, low ask and they get it for free. That just allows us to have an ongoing conversation with that person. Step #2 is Trip Wire. That is something with a little more commitment. Still something that is low-barrier and inexpensive…like a consultation or whatever. It kind of ramps them up…it gives that person a soft landing into our Core Service, it changes our relationship with time from prospect into buyer. Then #3 is Core Service. That is the 97001, 110, 140 if we are bi

Are you dictating to your staff? Or are you empowering them? The difference can make a huge difference in your work environment. Two Types of Management, Two Radically Different Outcomes Recently I was reading a book, Smarter, Better, Faster by Charles Duhigg. It is an awesome book if you haven’t read it. In it, he talks about 5 different types of management. Two of them our the Authoritarian and the Trust/Empower style. I heard somebody else in the physical therapy space talking about the importance of us to give scripts to our staff. While I agree that it is good for us to be constantly testing what we say to patients and move in the right direction, I think it is a lot more important that we look at the type of management and we decipher that and decide on the type of management that we want to have for long term stability of our private practice. Rather than just handing scripts to our staff. Personally, I don’t want employees that regurgitate everything I say to do. I don’t want robots. I want staf

Why are you in PT? To help patients, provide for your family, maybe something different? Hear How I Learned The Most Valuable Button Of My Career So about 5 years ago, I went to a business event here in Harrisburg. There was a guy who was a syndicated newspaper columnist. His name was Jeffrey Gitomer....He's had 7 different books on the New York Times bestseller list for business and sales including The Little Platinum Book of Cha-Ching, The Little Red Book of Sales. Biggest takeaway? He said we all can can have a voice. It is basically the gold rush of media and now we all have a chance. We are at the dawn of the information age. Just because things are snowballing really, really fast and now we have Twitter, Facebook, LinkedIn and Snapchat... and a lot of different social media platforms. The most important, the most valuable lesson that I got out of that event with Jeffrey Gitomer was this: Hit record. Once I started doing that and I committed to doing that, it changed my life. Here is what I

How effectively are you targeting patient list with promotions? Are you looking to attract more patients while decreasing your ad spend? Let’s find or target the segment of our past patient lists that respond to our mailings and then focus our ad spend on them. Now this is where the Recency principle comes into play: The first and easiest way segment your past patients is based off of how long they’ve been on the list…or how recent of a customer they are A simple exercise is to find out people that respond to your ad and then go back and plot on a timeline and see when those people were patients. What you should find is that the actual respondents to your promotions are typically going to be newer patients. They are more recent on the timeline. If somebody came to you for physical therapy, let’s say it was 10 years ago, they are less likely to respond than somebody who came to you 3 months ago. That is the Recency Principle in action. You can use that. So we can go back and find the cut off point on

Problem: How To Attract Seniors But Not Medicare Solution: A simple, yet effective formula that you can use in your ad to not only attract who you want to attract, but also to repel who you want to repel. Anyways, I got this question from Practice Owner Hina Sheth asking… “We are a cash-based practice that does not take Medicare. From the pics and posts it seems like many of the workshops that are successful are attracting seniors. Any tips to attract patients that are not Medicare?” That’s a really good question…all of us want more patients but we also want patients that can pay us (since some of us don’t accept Medicare) Killer Marketing member Dave Wilderman responded to Hina and said… “Same problem with me, Hina. I did not designate an age range in my first attempt at a newspaper insert. I got 27 responses, 25 of whom were Medicare. So my next ad I just put at the top ‘If you are between the ages of 35 and 64, this workshop will specifically benefit you.’ It goes in the Sunday paper on Easter so we w

The question: How do I attract seniors to my practice for physical therapy? First off, I think this can be a really loaded question, but I am going to break it down for you using a very simple principle that you can use in marketing your private practice going forward. Whether you want Direct Access, Out-of-Network or Cash Pay, whatever that may be relative to seniors, this is how you want to look at it… The first thing that we are going to do is take a look at is something that I’ve blogged about in the past… Dan Kennedy’s triangle of Market-Message-Media Match. We need to define the market, then we need to craft the message to that market. Finally, we need to deliver that message using the correct media for that particular market.