Clinical Solutions Blog

I recently came back from attending the Hubspot Marketing conference in Boston. The whole conference was fantastic. But the keynote delivered by Gary Vaynerchuk was my favourite.

Gary Vanderchuck is an inspiring and unconventional entrepreneur.  A marketing and business genius.  Gary is a pretty in-your-face kinda guy. He’s loud, swears a lot, and gets straight down to the point. Some might say they don’t like him, or they feel offended by him. But for a guy who built a $3M business to a $60M in just 5 years, then moved onto run VaynerMedia with 750 employees that service the biggest companies worldwide - well, you’d be stupid to ignore what he has to say. And like I said, it was one of my favourite keynotes.  

I wanted to share my takeaways with you because what Gary had to share may just have the most incredible impact on your health business. I know it will on mine.

So here we’re going to cover:

• The era of opportunity for clinic owners
• The new face of communication
• What type of marketing you need to do
• 3 killer health business growth tactics
• Also you can watch Gary's keynote at this event :)  

Let’s dive in...

Social media - Facebook, Twitter, LinkedIn, Instagram, Snapchat...ahhh. It all seems too overwhelming!

But, you also know social media is HUGE. You’ve heard it is an effective marketing channel. But you don’t know where to start, which platforms to choose, how to get a real return on investment and where to find the time.

Well, by the time you’re finished reading this, you will have some proven, practical social media strategies that will help you boost your practice.

However, just one key tip before you get started: make sure your clinic is answering the phones and saying the right things to convert callers into booked appointments.

Make this your first priority, otherwise you’ll be wasting a lot of your marketing money and efforts to drive phone calls that don't get picked up.

In any case, here you'll learn:

• The main objectives of social media
• 5 practical strategies you can use starting today
• Lots of examples from Myodetox, PhysioRoom, Strive, Calgary Core, Physio2U, Nova Physio & Bellefleur
• Getting the most out of social to boost your brand and business
• Tools and tips to be more time efficient on social

Every single clinic owner we’ve interviewed so far has a great story to tell. Each have their own passions, goals and dreams of how their ideal clinic should be. Some like to keep their business small, while some find their business expands beyond what they may have originally imagined.

That’s what’s happened to today’s featured clinic owner - a massive expansion. This is a big clinic, with a team of professional therapists and experienced business people. You’re about to learn some amazing gold nuggets that could change the way you do business.

Meet Krista Williams, Registered Physiotherapist from Parkway Physiotherapy + Performance Centre. Krista is co-owner of this ever growing clinic that boasts a team of 15+ and the clinic is currently in great need of more clinicians to meet patient demand. Besides being on the management team, Krista is also a practicing clinician qualified in multiple therapies, including physiotherapy, kinetics, acupuncture, and intramuscular stimulation.

In this amazing interview Krista shares:

• Why I decided to upgrade to 4300 SF and buy my commerical space
• Helpful tips on setting up agreements with partners
• Why having pizza meetings keeps our staff engaged
• And what it really takes to have a kickass business

Let’s dive into Krista’s interview now...

In my coaching program, I'm helping one of my clients expand into a larger space. He's upgrading to 3600 SF and now has close to 30 clinicians.

Since I've been working with this client, he has been growing at a rate of 15% each quarter and is seeing record profits flooding in.  In addition, he has over 40 Google reviews with a 4.6 rating.

Another great indicator of the solid business platform we’ve been building is, he hasn't had a single clinician leave in the last two years. He also has a bench of physiotherapist and chiropractors lined up to work with him in future when new clinician places open up.

If you're like most clinics, you may currently have between 1500 to 2500 SF, that’s pretty standard. If you work with me in my Clinic Accelerator Program, we would flood your clinic with new patients, and pretty soon, just like my client above, you will run of room at your clinic.

The obvious solution would be to slash patient appointment times and see more patients in one hour. But we know how difficult it can be to convince your clinicians to do that. And, your focused on great customer service so you don’t really want to cut into patient time.

The other obvious solution is to get more space and expand your clinic. But then there’s negotiating new leases, working out new locations, not to mention the great expense involved that you’re not yet ready for.

So, how can you schedule more patients without having to add more space or another clinic location?

The answer is to systemize and optimize your space. And I’m going to share exactly how to do that.

We’ll talk about:

• Optimizing your schedule to increase booking rates
• How flex rooms can open up ample opportunities and how to set them up
• 4 effective ways to schedule more patients
• How to get your clinicians onboard with the new changes

Let’s go.

I talk to a lot of clinic owners and when I ask them what their biggest challenge is, they often tell me it's their patient engagement.

According to Strive Labs, 20% of patients drop out in 3 visits and never come back again. That's a lot of new patients who self discharged and never came back to your clinic.  

I’ve previously written quite a number of blogs on this topic:

• Why do patients self discharge and what to do about it
• How to measure patient satisfaction and boost referrals
• How to boost patient compliance that drive repeat visits

These blogs also have the highest open and click through rates, which just confirms that it’s a topic you may need help with too.

As a clinic owner, you spent a lot of money on marketing or building your brand (aka word of mouth). When a patient comes to your clinic and sees YOU, they stick around and complete their entire plan of care. And they even come back for massage therapy, buy that knee brace you recommended, and give you a 5 star Google review - they are the perfect patient.

Where the problem lies is when the new patients see one of your clinicians. Because your clinic is expanding, you seem to give your practitioners tons of new patients, but for some reason they can't keep them. Your leaky patient funnel is causing these patients to self discharge after the third visit and never come back again. Even worse, they may leave you a bad review which will affect your brand.

What are you to do?

Well, you certainly don’t want to do nothing. As you know, it’s super competitive out there so you can’t afford to lose new patients who come into your clinic. You want to make sure you maximize your marketing dollars and have every patient complete their care plan and keep coming back for more.

So let’s talk about:

• What this metric is and how to use it
• How to make sure your metric works to boost engagement
• How doing this right can double your revenues

Let’s dive in…

I recently talked to a frustrated clinic owner who had many people at her clinic leave recently - front desk, clinicians and unfortunately, customers too!

When we drilled down into the problem, she revealed that, behind the scenes there was a lot of betrayal going on - rumors, and bad gossip. You get it. That awful stuff that just shouldn’t happen.

Another clinic owner I spoke with a few months ago, found out their most senior physiotherapist - who had been loyal to the business for years and is the highest biller in the business - was partnering up with the office manager to setup a clinic across the street! 

This is like your worst nightmare. And when this stuff happens to you, you start questioning your leadership abilities, your ability to positively influence people and why you became an entrepreneur in the first place.

I totally understand what this feels like because I’ve been there myself. Over my many years of being in business I’ve learned many things the hard way, which is why I often share them with you - so you can take the easy road.

Seriously though, I lost a lot people over the years. In fact, it took me 5 years of constant bad leadership to finally get it, for the light bulb to switch on.  

Today I want share how I managed to turn it all around and how you can get your staff fully engaged so that both your staff and your customers absolutely love your business.

We’ll cover:

• The most important factor to win over employees and customers
• How focusing on these factors dramatically improves your business
• Some critical steps to focus on first to ensure success
• 8 effective strategies to give and get customers to love your business

We're racking up a great collection of clinic owner interviews that all have the potential to completely transform your practice.

Quite interestingly, one of the most recommended business books mentioned by clinic owners so far is The E-Myth by Micheal Gerber. If you've never read that book, Gerber talks a lot about working ON your business, not just IN your business. And putting systems and processes in place that can help automate the majority of things and make things easier for you to make more money in less time.

Many top entrepreneurs speak about the same principles in business. And today we've got one clinic owner who has used these principles to grow out of clinical practice, selling a multichain of clinics, and now travels the world as a business coach and consultant for healthcare business owners.

Meet Paul Wright. Australian-based physiotherapist, turned successful entrepreneur, business consultant, speaker and educator. In this interview, Paul shares some of his secrets on how you too can work on your business, design your business freedom blueprint, and live more of the life you want to live.

Here's what we cover:

• Learn Paul's journey of opening 10 clinics 
• Why you always need to think about positioning your business to sell
• What to do BEFORE you think about opening your next clinic
• How to get the biggest bang for your buck on marketing
• One key thing to never put a monetary value on

Let's dive in...

This is our 5th awesome interview so far in this clinic owners interview series. If you have a story to share, please get in touch, we want to share your inspiration with others, too.

I absolutely love sharing the stories of successful clinic owners because people’s journey’s always reveal so many powerful insights.

Today is no exception. We have the honor of sharing a young woman’s journey to success.

Meet Charlotte Anderson, physiotherapist and owner of ALPHA Health Services.

In just 3 short years Charlotte has built a team of multidisciplinary experts and ALPHA is set to soar to even greater heights in the next 12 months to come. Not only has Charlotte been busy building a business, she has also been undergoing a PhD in an area of physiotherapy that is lacking research, an area she hopes to expand as a specialization for physiotherapists far and wide.  Awesome thing is she is less then 30 years old and only works 10 clinical hours per week.  

Here’s some of the insights you’ll gather:

• How she manages to only work 10 clinical hours per week
• How learning to trust your gut and the process builds a better business
• Why she decided NOT to have partners and go solo
• The power of referrals and what type works
• Why she is switching over to Jane App

If you’re like most clinic owners, you treat a lot of patients and don’t have much time to grow or manage your business. It’s hard to juggle the two, let alone make sure your employees and contractors are engaged and committed to their roles.

Sometimes, it can seem like a struggle to get a bigger commitment from them. You really want your staff to work for you like clinic owners who care about the business. But, for some reason it doesn’t seem to work out that way.

The secret to having a highly engaged team and a winning business is not as difficult as you think. In fact, it’s actually pretty easy.

What you need to do is: Build a culture that everybody loves!

Culture is the one core element that will make all the difference. And from there you take the time to celebrate small wins, keep track of your score so you know you're winning, and you hire the right people.

In this post I will share:

• How paying attention can inspire action
• A super easy technique to engage staff right now
• The one key thing you need to do right now that will make all the difference
• A quiz to test your team's engagement