Easy Button Marketing for Cash PTs

[00:00:00] Hey, what's up? Welcome back to The Aaron LeBauer Show. Today, I've got a guest on again, Dr. Derek Nielsen.

[00:00:06] And today, Derek and I are going to break down the stocking stuffer promo that we ran for ourselves and for our clients in December.

[00:00:15] And how we've leveraged it to generate hundreds of referrals for cash practices.

[00:00:23] And just so you can learn some of the tips and tricks and lessons that we learned, what went well and what didn't.

[00:00:29] And it's kind of a follow up to the episode a few weeks ago where we broke down our, what was it? The Black Friday deal that we did.

[00:00:35] So, Derek, welcome to the show again.

[00:00:38] Good to be with you.

[00:00:39] Been a while. You're having me.

[00:00:40] I know. I know. So, let's start with this.

[00:00:45] Tell us, what are some of the, before we jump into the details, what are some of the struggles and challenges practice owners are coming to us with right now?

[00:00:59] Especially in terms of their marketing.

[00:01:01] What are some of the, I mean, like really it's like, why are we doing this is kind of the question.

[00:01:04] It's like, what are the things that they want, they need?

[00:01:07] What are some of the obstacles that they're trying to overcome?

[00:01:12] Yeah.

[00:01:12] I think it's, we're all too busy and you only have so much time in the day.

[00:01:17] And so, it's really about how can you leverage what you already have existing in your business.

[00:01:23] And the promotions that we run for clinics and the systems that we set up for them or with them kind of depends on who it is.

[00:01:33] But all of that is, allows them to leverage their time.

[00:01:36] And, you know, I recently got a testimonial from what a client that's inside our PT marketing machine software.

[00:01:44] And he said he doesn't know how he'd do business.

[00:01:47] And this isn't like, I hope this doesn't come off as some sort of sales pitch to people.

[00:01:51] You know, but he says he doesn't know how he would run his business if it wasn't for having the software working in the background.

[00:01:57] He looks at it like it's his first employee.

[00:02:00] Yeah.

[00:02:00] Oh, I totally agree with that.

[00:02:02] The first, one of the first softwares that I used was a scheduling software 10 years ago.

[00:02:07] And it saved me an extra two and a half hours a week.

[00:02:09] You know, just by not me scheduling, but it was like the online intake forms and scheduling.

[00:02:14] It was just like, you know, it was massive.

[00:02:17] Well, yeah.

[00:02:18] And then you put on top of that is like a business owner having to go out and find patients.

[00:02:23] You know, and then you get the patients in there and you have to do all the documentation, all the intake work.

[00:02:28] And I mean, wherever you can cut corners and save time, you know, systems is a big leverage point of that.

[00:02:34] And then doing these marketing promotions allows you to get, you know, leverage what your assets you already have existing in your business, like your email list, past patient list, current patients.

[00:02:47] It allows you to leverage those assets.

[00:02:49] And even when you're, when current patients are, well, I'm sure we'll talk about this, but when current patients are coming into the clinic, we're not just treating them.

[00:02:56] We're also telling them about the promotion.

[00:02:58] Right.

[00:02:58] Right.

[00:02:59] And I think it's one of the, one of the assets that people have in their business.

[00:03:02] It's most overlooked, especially for clinics that are 10 years old or older is this like patient contact list.

[00:03:09] They're really not doing much with it.

[00:03:11] They're not following with people over time and not much initially.

[00:03:15] And I think it's something that's really overlooked.

[00:03:19] And even as newer businesses come up, they don't know what to say.

[00:03:22] They don't know what to write.

[00:03:23] They don't really know how to set up some of the sequences in a way that feels genuine.

[00:03:28] And they don't want to be bothersome to their, to their patients either.

[00:03:33] But I think we both know that if you're helpful, you're not being bothersome.

[00:03:37] Right.

[00:03:37] Right.

[00:03:40] Got it.

[00:03:41] So, all right.

[00:03:41] So we did in December, we ran a stocking stuffer promo.

[00:03:47] I can tell you this.

[00:03:48] When I told people about it, they're like, Ooh, like the name is great.

[00:03:51] People loved it.

[00:03:52] So can you tell us a little bit about what was, what's the stocking stuffer promo?

[00:03:58] Like, how did it work?

[00:03:59] Like, how was it set up?

[00:04:00] What was the, you know, kind of like the structure of the offer?

[00:04:04] How did we, you know, like, and how'd you come up with it?

[00:04:10] How did I come up with it?

[00:04:11] Well, you know, funny enough is one of the private coaching clients.

[00:04:14] We were, this is last year because this is second year that I've run it.

[00:04:18] And we were talking about what promo to run and he, he came up with it.

[00:04:22] Yeah.

[00:04:22] Nice.

[00:04:23] So it wasn't even me that came up with it.

[00:04:27] But it's a, it essentially it's a, it's a, it's a promotion for new patients only.

[00:04:31] Uh, so you're giving a, a highly discounted visit, uh, for new patients only.

[00:04:39] And it goes as a gift for anybody to give away.

[00:04:45] So some, some people on your list that have never become a patient, they'll read it and

[00:04:49] say, Oh, heck yeah.

[00:04:50] All right.

[00:04:50] I'm going to jump at this.

[00:04:51] But what it's really positioned as is your current, your past patients are going to give

[00:04:58] away a Christmas gift to people to come and see you.

[00:05:00] Right.

[00:05:01] Right.

[00:05:01] And people can use it for themselves if they haven't been a patient.

[00:05:04] Um, you know, if they're on your email list, like I think majority of people on my email

[00:05:08] list are, have never been patients.

[00:05:10] Um, whereas, uh, you know, so I, I sold quite a few of those for people to use themselves and

[00:05:15] give away.

[00:05:16] Um, got it.

[00:05:18] And then how many, how many emails did you write?

[00:05:21] How many days long was it?

[00:05:24] It was 10 emails, five days.

[00:05:26] I think this one was 10 emails, five days.

[00:05:29] Yeah.

[00:05:29] Yep.

[00:05:30] And about how long did it take you to write each email and put this together?

[00:05:34] Well, you know, what's funny is I didn't, I really didn't touch the emails this year.

[00:05:38] I wrote them last year.

[00:05:39] So that's one of the benefits of having something run in the background is once it's done, you

[00:05:45] can just run it every year.

[00:05:46] Or we have like inside PT marketing machine, we have a birthday promotion that just runs

[00:05:51] in the background, a drop-off promotion or drop-off sequence that just runs in the background.

[00:05:55] You know, all of these, uh, or not all of these, you can, you can build a ton of different

[00:05:59] sequences that's, uh, just hangs out in the background and, and runs without you having

[00:06:04] to do anything.

[00:06:05] Well, just for instance, like how much time did you put into this though?

[00:06:08] Like, like how much time did we save our clients, you know, from having to come up with

[00:06:12] this on their own and, and write it all out and set it up?

[00:06:16] Probably 10 hours, 15 hours.

[00:06:18] Yeah.

[00:06:18] Yeah.

[00:06:19] Got it.

[00:06:19] Yeah.

[00:06:20] I mean, I think sometimes it takes me 30 minutes, 45 minutes to write an email when I'd send

[00:06:24] an email to my list, you know, there's the, the thought of how would I write?

[00:06:28] And then there also is the formatting and how do I get it structured and set up and what

[00:06:32] I want the call to action to be at the end, even it's like, oh, like I tweak it.

[00:06:37] Right.

[00:06:37] So, um, all right.

[00:06:40] And then when we gave it out to people, okay, it's took you about 10 hours to put that,

[00:06:44] write all those and put them together.

[00:06:46] How much time does it take?

[00:06:47] Like most of our clients to get it set up and ready to go.

[00:06:51] About an hour.

[00:06:52] An hour.

[00:06:52] Yeah.

[00:06:53] Yeah.

[00:06:53] About an hour.

[00:06:54] Cause I, I uploaded the emails into their account.

[00:06:56] This case, this one also came with a landing page or an offer page with a form on it.

[00:07:01] I built that for them.

[00:07:03] They had to put their logo on it and a couple of things, but generally it's about an hour

[00:07:08] for them to set up, um, with, you know, small things to edit, but, you know, making sure

[00:07:14] that they do go through the emails.

[00:07:15] Cause they might want to edit things.

[00:07:16] Everybody's a little bit different how they want to say things.

[00:07:20] Yeah.

[00:07:20] I know it took me about, I went through it quickly.

[00:07:22] It took me about 45, 50 minutes.

[00:07:25] And then I added, um, an extra.

[00:07:27] So we did like these gift cards, right?

[00:07:29] And I added one for another local business.

[00:07:31] So I, I went and added that and then was that the gift card?

[00:07:34] No, no, that wasn't the stocking server.

[00:07:35] That was a black Friday one.

[00:07:36] Sorry.

[00:07:37] Um, I'm getting confused, but then I also like, I did a different checkout page that you,

[00:07:42] that you had given.

[00:07:43] I was like, all right, let me do a checkout page.

[00:07:45] Um, and I updated some of the, uh, and added some more emails to the, you know, follow-up

[00:07:50] automations, but that was because I wanted to, and I had another hour to do that.

[00:07:55] Um, okay.

[00:07:57] So we've got that.

[00:07:59] We did it.

[00:07:59] Um, it's a gift card that people buy that they give to a, they can give away to a friend.

[00:08:05] What were some of the results that we got?

[00:08:06] Like what, what happened?

[00:08:08] Like with some of the clients, like, what did we see?

[00:08:10] What'd you see with like, how many people did we get, uh, you know, how many stocking

[00:08:14] stuff are sold?

[00:08:15] Um, do you know of anyone who's got people converted to a plan of care yet?

[00:08:19] I mean, Christmas, new year's, I mean, it's not been a lot of work days since then,

[00:08:23] since we're recording this, but you know, what are you, what are you, what are you seeing

[00:08:26] so far?

[00:08:27] Yeah, this, I do know.

[00:08:29] Mary did convert somebody to a plan of care, um, right after she sold this.

[00:08:35] Uh, I don't know of anybody else that has, this has, this is, has a really long tail.

[00:08:42] So last year when I ran it for, uh, the same client I ran it for this year, um, he actually

[00:08:48] got a patient in August from it from 20 rounds.

[00:08:52] And then he ironically, he also got one that came in in December.

[00:08:55] So last month from the stocking stuffer promotion, he ran 12 months before that.

[00:09:01] So it does have a really long tail to it.

[00:09:04] Yeah.

[00:09:05] Um, now obviously we want some patients to come in immediately, but that's why we have people

[00:09:10] fill out a Google doc.

[00:09:12] Who did you sell?

[00:09:13] Who, who bought it?

[00:09:14] And so that way you can follow up with them.

[00:09:17] And if nothing else, I mean, it allows you to keep the conversation going with your patients,

[00:09:23] past patients, you know, you bought the stocking stuff for a couple of months ago.

[00:09:28] Uh, who did you give it to?

[00:09:29] Or, you know, are you planning to use it?

[00:09:31] And just had that conversation continuing to go.

[00:09:34] Um, but, but to answer your question of how many do we sell the Mike, which is, uh, the

[00:09:40] guy that ran it last year, he sold 38 of them.

[00:09:42] Nice.

[00:09:43] Um, and his email, his email list size was 308.

[00:09:48] So not that big.

[00:09:50] Um, I do know he sold five of them in the clinic and then 33 of them were sold, uh, through

[00:09:58] the email.

[00:09:59] And I'm like, I'm very close on his account.

[00:10:03] He had somebody come in a couple of days ago and purchase one.

[00:10:08] Yeah.

[00:10:09] I think it's been, the deadline is gone.

[00:10:11] I mean, it was.

[00:10:12] Yeah.

[00:10:12] We had someone purchase two, like five days after the deadline.

[00:10:15] Okay.

[00:10:16] Yeah.

[00:10:17] Whatever.

[00:10:18] Yeah.

[00:10:18] So somebody shared the email and it was a new contact.

[00:10:21] It was a brand new contact.

[00:10:22] It wasn't a past patient, Kurt, nothing.

[00:10:24] It was a brand new contact came in there, purchased it.

[00:10:26] Someone must've shared the email with her.

[00:10:28] Um, and she booked a visit right away.

[00:10:31] Nice.

[00:10:31] Yeah.

[00:10:31] We had someone who bought one.

[00:10:33] Um, like I was just texting.

[00:10:35] They, they, her mom saw it on our email list.

[00:10:38] I got a text, sold it, uh, sold one to her and got, uh, her, uh, the, the recipient in that

[00:10:44] same week, you know, which was dope.

[00:10:46] And then we've got, I think three of them scheduled one this week and two next week already.

[00:10:52] And Chris has been, you know, working on making sure he's got names for everyone and reaching

[00:10:56] out to people that received them.

[00:10:57] Um, so, um, one other thing that I did that I know that like we didn't do as part of the promotion

[00:11:04] was I took some myself and gave them to people for free.

[00:11:07] Like I would fill them out and then give them out to like some of my dream 100 contacts, um,

[00:11:12] you know, to give it to them for free for Christmas that week.

[00:11:14] So owners of a couple of CrossFit gyms, some of the other coaches, yoga teachers, fitness

[00:11:20] professionals, um, I can't remember a couple other people that, you know, I was just like,

[00:11:24] well, here, let me give you a, a free visit in our clinic basically.

[00:11:28] Um, you know, and I think it's, uh, you know, whether they're going to turn them in or not

[00:11:33] at some point, it's a gesture of goodwill.

[00:11:36] And I think it's a, it's a give more than a take.

[00:11:38] And, uh, you know, I'm, I'm, I'm looking forward to seeing, you know, what comes, what

[00:11:43] comes of the promotion, you know, over the next few months for sure.

[00:11:46] We keep the relationship going.

[00:11:48] Yeah.

[00:11:49] You know, like Sarah, Sarah, who ran it, she emailed me like the day after it ended because

[00:11:55] she sold, she sold a 19 of them.

[00:11:58] And she said, you know, nobody has come in, nobody contacted to come in yet.

[00:12:02] What should I do?

[00:12:03] And I, and I told her like, you could, you know, you can reach out to the people at the bottom.

[00:12:09] You could even send them a card in the mail, some sort of card in the mail with,

[00:12:13] a picture of your family that has the voucher in it.

[00:12:17] So you're delivering the voucher to them and it allows you to keep building on that relationship.

[00:12:21] So there's many opportunities, even if people aren't coming in immediately, but like I said,

[00:12:26] it has a very long tail.

[00:12:28] Yeah.

[00:12:29] I forgot.

[00:12:29] The other thing that we did was we built out the, uh, a gift card, a gift certificate for

[00:12:35] people to print out an update.

[00:12:37] You know, I think I spent some time doing that where I took my gift card and, uh, put it

[00:12:41] on can we did that for this one, right?

[00:12:43] Remember I got a concussion a year ago.

[00:12:45] Uh, you know, um, we, you know, I built out the, a Canva template to give to everyone

[00:12:51] with instructions and links on, you know, cards to buy so they can print it out.

[00:12:55] If they didn't have something already printed.

[00:12:57] Um, I already had, you know, gift cards printed from a few years ago, but a lot of people didn't.

[00:13:01] And so we did that.

[00:13:03] And I think some people, about half the people that we contacted when the follow-up texts that

[00:13:08] we would send was say, Hey, do you want, would you like to, uh, find a time to come pick

[00:13:12] up your cards this week?

[00:13:12] Or would you like to keep on filing about 40% of people, um, replied back to keep them

[00:13:17] on file, you know, which means we don't even have to fill out a gift card.

[00:13:20] Um, and cause it's probably useful.

[00:13:22] They're probably going to use it for themselves or a family member type of thing.

[00:13:25] Yeah.

[00:13:26] So, um, awesome.

[00:13:28] Well, yeah, I mean, I think I was trying to think, what else did we do?

[00:13:31] I think the other thing that I did that was, um, I put a little thank you message in, um,

[00:13:38] if they were a patient, uh, to give them a 20% discount on their next visit.

[00:13:43] Um, but I had mostly not patients come through and buy it.

[00:13:47] So it was a lot for me, it was a lot of people that weren't already patients who bought it.

[00:13:51] I was probably 12 of the 18.

[00:13:53] So, um, which is really kind of cool.

[00:13:55] So I got a lot of new people and a lot of people, pretty much everyone bought two or four

[00:13:59] and not just one, which was really cool.

[00:14:03] Um, I, I tested, I only tested it on one account and it didn't work, but I will continue trying

[00:14:09] to test this next year is what else can we do on the backend of it?

[00:14:13] You know, like, like you said, if, if a current patient is purchasing it, well, why should

[00:14:18] we stop it?

[00:14:19] Just offering the stocking stuff for promo?

[00:14:21] Why not?

[00:14:21] Why not give them some sort of a deal as well?

[00:14:24] So I did test that out last I heard nobody ended up taking it.

[00:14:27] So next year I'll try something different.

[00:14:29] Yeah.

[00:14:29] Yeah.

[00:14:30] I think it's like, what do we need to do to make it super enticing?

[00:14:33] And maybe it's not a treatment.

[00:14:35] Maybe it's, uh, you know, something else like a yearly, you know, physical type of thing,

[00:14:40] like a, a functional movement screen for, you know, 75 bucks or some other, you know, like

[00:14:46] type of visit.

[00:14:47] We do in our, in the clinic, we do, um, FMS screens for 150 bucks a minute to 45 minute

[00:14:53] session where Chris takes them through the FMS.

[00:14:56] And we do that a lot of times with people discharging or more of their fitness clients, but, you

[00:15:01] know, we could do some different offers like that.

[00:15:02] Some people have online offers, um, memberships, et cetera.

[00:15:07] Maybe there's some opportunity in there to offer, you know, a taste of that kind of stuff

[00:15:11] or an app, you know, membership to an app.

[00:15:13] Yeah.

[00:15:14] Yeah.

[00:15:14] So more awesome.

[00:15:16] I mean, something, something else to consider, Aaron is, you know, if, if you ever were to

[00:15:21] look at selling your business, um, these marketing promotions become valuable assets to somebody

[00:15:27] that's looking to invest.

[00:15:29] Mm-hmm.

[00:15:30] Yeah.

[00:15:30] Cause I can say, Hey, look, last year we ran these and we generated X amount of dollar with

[00:15:34] these email promotions and X amount of new patients.

[00:15:37] Yeah.

[00:15:38] So it's, it's, it's the system side of things.

[00:15:40] It's the, how big is your contact list?

[00:15:43] Mm-hmm .

[00:15:43] Like those become extremely valuable assets.

[00:15:45] So these marketing promotions, um, continuing to build them out.

[00:15:49] Like we're trying to tell everybody to do, uh, you know, becomes, becomes real money today

[00:15:55] and then money in the future.

[00:15:57] Yep.

[00:15:57] What would you say?

[00:15:59] Um, like if someone runs one of these where they run it themselves or they're running one of

[00:16:03] ours and they don't get the results they expect, like maybe they only sell one or two.

[00:16:07] What would you suppose would be like, like, how would you advise them to do something different

[00:16:13] next time?

[00:16:13] Or do you have an idea?

[00:16:14] Like, cause sometimes people are going to run this stuff or, you know, some people are like,

[00:16:18] yeah, I didn't, I'm disappointed.

[00:16:19] I didn't get the results I wanted.

[00:16:21] Is that like, is there something that we can do about it that makes it, you know, better the

[00:16:27] next time?

[00:16:28] Or what would you say might be, you know, a reason for, you know, a promotion not working

[00:16:33] the way someone expects?

[00:16:35] Yeah.

[00:16:35] I think there's two things.

[00:16:36] I think one thing is if you're not emailing your list and they forgot who the heck you

[00:16:43] are, then this thing just isn't going to work, um, as well as it could have.

[00:16:49] And then number two is how are you presenting it to people inside the clinic?

[00:16:54] Yeah.

[00:16:54] Yeah.

[00:16:54] Because I had on the coaching call on, on Wednesday, um, Andy, who was running this promotion,

[00:17:01] he hadn't sold any of them.

[00:17:02] Mm-hmm.

[00:17:03] And we talked about how you, how you should introduce it in the clinic.

[00:17:06] And he sent me a text later that night and he said, Hey dude, I sold four.

[00:17:10] Yeah.

[00:17:10] Nice.

[00:17:11] And so, and he ended up selling nine of them in total.

[00:17:15] Um, and his business is only a year old too.

[00:17:18] I mean, he's got, right.

[00:17:19] It's not, yeah, I think it's like a year, year and a half old.

[00:17:22] I mean, it's not very, no, he has an email list size of one one.

[00:17:25] So it's not big.

[00:17:26] Yeah.

[00:17:27] Um, but it's, it's one of those two things.

[00:17:30] And the thing that, you know, like with your, what do you, what do you call it?

[00:17:34] Your baked cookies?

[00:17:35] Yeah.

[00:17:36] Pre-baked cookies.

[00:17:37] Pre-baked cookies.

[00:17:38] It could be one of those things where if you wanted to test the promotion, you could test

[00:17:43] it inside the clinic first.

[00:17:44] And then if it seems like people are wanting it, then you can build a, uh, an email promotion

[00:17:49] around it.

[00:17:50] Yeah.

[00:17:51] Yeah.

[00:17:51] And I think like to answer my own question, you know, cause I want to know what Derek thinks,

[00:17:55] but I also know what Aaron thinks.

[00:17:57] And, you know, it's part of it's this, there's a couple of things about it.

[00:17:59] You know, like my email list is really big, but one of the lessons I learned was over the

[00:18:04] last three years, I haven't been emailing my list, my, my clinic list very as often as

[00:18:09] I should.

[00:18:09] The automation takes people through like a year, year and a half up to two years, depending

[00:18:14] on where they're in.

[00:18:15] But my clinic's been around since 2009.

[00:18:18] It's 15 years.

[00:18:19] So there's people that are on my, that have been on my email list for over 10 years and

[00:18:22] haven't heard from me, you know, except a couple of times during the year.

[00:18:25] Um, and so that's one thing I learned.

[00:18:27] And the other is, you know, it's really, it's this like the market message match.

[00:18:31] We have to have, um, an offer that matches with the, the, the market that we have.

[00:18:38] And if we get those wrong, it doesn't mean that the offer's wrong or that the promo is bad.

[00:18:42] We just have to tweak it in a way that connects with people or, you know, warm them up to the

[00:18:48] idea.

[00:18:49] And I can see that where a lot of my clients, when people become new patients, they use our

[00:18:53] onboarding sequence.

[00:18:54] But if someone didn't set that up initially and they run the marketing, then people aren't

[00:18:59] used to getting emails at all.

[00:19:01] And they may not even be opening them because they might be going to their junk trash spam

[00:19:05] and maybe they don't even see them.

[00:19:07] So, um, all those factors make a big difference.

[00:19:11] And I think that there's one thing that I tell a lot of our clients is just cause it didn't

[00:19:16] work the first time doesn't mean it won't work the next time.

[00:19:18] We just have to tweak it.

[00:19:19] But that's about that persistence of saying, and I tell you this all the time, Derek, I'm

[00:19:23] like, oh, this is good, but we just got to tweak that one.

[00:19:25] There's one little tweak that we have to make because I think we were talking about a lead

[00:19:29] magnet earlier.

[00:19:30] I think the lead magnet is great, but you know, it wasn't giving you and I the result

[00:19:35] that we wanted, but there's sometimes there's a tweak or sometimes it's a different name

[00:19:39] and there's always room for improvement.

[00:19:41] But, you know, I have a coach and I've got people on my team like you that I can run things

[00:19:46] by.

[00:19:47] And that's what I think that, uh, makes a big difference is speed, speed, and then, uh,

[00:19:53] to putting it out there and speed to updating it and tweaking it until we can get the combination

[00:19:58] that works.

[00:19:59] And not giving up.

[00:20:00] Cause I, we had the conversation of, I was ready to just throw that lead magnet away.

[00:20:05] I'm like, well, I already, I already moved on.

[00:20:06] I started writing something new.

[00:20:08] Like I'm ready to move on from this.

[00:20:10] You know, it doesn't seem like it's generating what I own.

[00:20:12] I'm on, uh, when you are, have more, uh, you want to hang with it a little bit longer.

[00:20:19] And what happened?

[00:20:20] Like I got a, I mean, we go both enrolled about the same with our two different variations.

[00:20:24] You had a video and I did a PDF and then like my, uh,

[00:20:29] my conversion rate to download the PDF was, was much higher, but it didn't get us like

[00:20:34] the end, like result at the end that we were looking for.

[00:20:38] Um, but you know, it's not that mine is better cause we didn't even run hundreds of people

[00:20:44] through each side.

[00:20:45] And so I think that there's, I think there's little, little opportunities for improvement

[00:20:50] along the way.

[00:20:51] And sometimes like, I think the difference was, uh, your version was a video and my version

[00:20:56] was a PDF.

[00:20:56] And those are the only two differences.

[00:20:58] You know, cause I still emailed out about both of them and you know, it's like, okay,

[00:21:02] what do people want?

[00:21:04] And I'm going to say people want like something they can visually scan real quick

[00:21:09] versus like something you got to sit and watch.

[00:21:11] Although sitting and watching something is, is also time on, was it like not like time

[00:21:17] on target or time under tension?

[00:21:19] You know, they talk about in like training, you have to have more time under tension or

[00:21:23] time on brand.

[00:21:24] And I think that's also helpful.

[00:21:26] Well, it also, it also shows who's serious.

[00:21:28] Now back when I was, when I was running in the clinic and I had that sciatica video

[00:21:32] that it was like 40 minutes long.

[00:21:35] Yeah.

[00:21:35] You know, I knew if somebody inquired after watching that, they're becoming a patient.

[00:21:39] There's like, you know, they're, they're, they're pre-sold cause they already spent 40

[00:21:43] minutes with me.

[00:21:44] And that's kind of, that's the kind of the way that I, I look at it is, you know, even

[00:21:49] like the emails, emailing twice a day, you're spent, they're spending time with you, whether

[00:21:53] you realize it or not, they're spending time with you and your brand.

[00:21:57] Right.

[00:21:57] So are we going to run that sciatica video one month?

[00:22:01] Still, I think I still have it.

[00:22:03] Yeah.

[00:22:04] I mean, we, I mean, it's me.

[00:22:08] I don't know, we could test it with my clinic.

[00:22:11] I mean, you know, I mean, part of me is like, well, it worked.

[00:22:14] I mean, you know, like, I don't know.

[00:22:16] It's, it's me on my social media and people still see Dr. Chris or they saw you, you know,

[00:22:21] and they were like, oh yeah, Derek and I are on a roll.

[00:22:23] We're good.

[00:22:24] I don't need to see you anymore.

[00:22:28] Which was awesome.

[00:22:29] So, and so the story I'm alluding to is a lot of people are concerned that, you know,

[00:22:35] they start their own practice and patients are paying to see them and they won't want

[00:22:39] to see someone you hire.

[00:22:41] And I hired Derek and I think two months in, I went on a three week vacation.

[00:22:46] We drove the VW up to see some friends, my brother, friends up in Wisconsin.

[00:22:50] And I had a patient and I was like, Mrs. Jones, I'm going to have you see Dr. Nielsen

[00:22:55] the next few weeks while I'm gone.

[00:22:56] He's amazing and you're going to love him.

[00:22:58] She's like, yeah, but Dr. LeBauer, I'm here to see you.

[00:23:00] I said, look, if you, if you go see him and you know, when I get back, you're like completely

[00:23:07] unhappy and unsatisfied, like I won't make you pay.

[00:23:10] And she's like, okay, well, I'll take a chance on him.

[00:23:12] And I get back three weeks later and Sarah's sitting there and she goes, would you like to

[00:23:16] schedule a Dr. LeBauer?

[00:23:17] And she goes, no, we're on a roll.

[00:23:20] We're good.

[00:23:21] Which is like, and then she's the one that followed Derek to Durham and became one of his

[00:23:26] first really good patients.

[00:23:27] And so that was, uh, you know, so there is, there is that it's like, we all think, also

[00:23:32] think it's about us, but it's not really, you know, I mean, and you're pretty awesome too.

[00:23:37] You know, I mean, she bought, she ended up buying packages for her friends to come and

[00:23:42] see me.

[00:23:42] I know.

[00:23:43] That's dope.

[00:23:45] She had some deep pockets.

[00:23:46] Yeah.

[00:23:46] And she wanted to help and she wanted to.

[00:23:49] Right.

[00:23:49] Right.

[00:23:49] And they were still coming to see me for a little while in overlapping or Tyler, you

[00:23:54] know, a little bit.

[00:23:55] Um, but not forever.

[00:23:57] And, uh, but yeah, it was awesome.

[00:23:59] But I've had patients like that too, where they come in and they refer all their friends,

[00:24:03] you know, and I still got one patient who's coming to see me has referred like five or

[00:24:07] six people, many of whom you worked with, you know, or they're still coming in.

[00:24:11] They've slowly dwindled and moved out of town a couple of them over the years.

[00:24:15] But I think that's like really the long-term power of some of these promos.

[00:24:19] Like you said, like Mike got someone just this last month from 2023 promo.

[00:24:24] Um, yeah, 2023.

[00:24:27] And it's, uh, you know, so as long as we follow up with people and we're here and we play a

[00:24:31] long game, there is a compounding effect to a lot of the marketing strategies that we're,

[00:24:37] um, that we're teaching, running and doing ourselves.

[00:24:40] Yeah, absolutely.

[00:24:41] Yeah.

[00:24:41] So what would you do differently next time?

[00:24:44] Or, you know, like let's say next year, is there something you already know that you'll

[00:24:48] probably do differently or add differently in there?

[00:24:51] Well, the backend after the sale is definitely, um, one thing.

[00:24:56] What can I do after somebody purchases?

[00:24:58] Can we offer them something that they'll want to take?

[00:25:00] Um, cause this is like we talked about, this is, uh, positioned as a gift, right?

[00:25:05] More times than not, it's going to be a gift that they give away, which is something

[00:25:10] that we didn't talk about is, you know, I think about it's a referral essentially.

[00:25:14] Like it's me, let's say I buy one from you, Aaron, uh, and I'm going to give it away to

[00:25:19] my wife.

[00:25:20] And I, and what am I going to say when I give her the gift?

[00:25:22] You got to go see this guy.

[00:25:24] He's going to be able to fix you.

[00:25:25] You got to go see this guy.

[00:25:26] So it's, it's a really warm lead that's coming in, um, or referral that's coming in.

[00:25:32] It's not just some random person.

[00:25:35] So it's more times than not, these people do, uh, end up moving into packages, but back

[00:25:41] to the question, um, is it's really that backend that I want to be able to change a little bit.

[00:25:47] I can keep messing with that because the emails, I mean, they work great.

[00:25:51] They work awesome.

[00:25:52] They work awesome.

[00:25:53] And, uh, let's see, what's the next, what's the next promotion that we're running?

[00:25:57] I mean, what can you share a little bit, uh, sneak peek about what you've got, um, written

[00:26:02] up for this month?

[00:26:03] And do we have anything identified for the next few months?

[00:26:07] We're doing a, so we're positioning it as, you know, basically the new year's resolution

[00:26:13] things.

[00:26:14] And I, and I actually wrote an email about this, um, that's going in the promotion, uh, is

[00:26:19] I looked up the statistics of what people, uh, do for new year's resolutions and exercising

[00:26:25] as, as consistently year after year.

[00:26:27] It's the top three.

[00:26:29] Healthy is another one.

[00:26:31] Um, it's not smoking was losing weight or something, losing weights.

[00:26:36] They're losing weight, exercise, eating healthy.

[00:26:38] Like those are the three main things.

[00:26:40] Um, and so, uh, we're going to run the promotion.

[00:26:44] That's basically around, Hey, you want to exercise more, but you have aches and pains

[00:26:49] and stuff, right.

[00:26:51] Right.

[00:26:51] Coming for a, for a, um, uh, I forget the name of the visit, what we called it.

[00:26:57] Yeah.

[00:26:58] Um, like transformation challenge or something else.

[00:27:01] Did you do something similar to that?

[00:27:04] Uh, I forget what I named it, the visit, but it's not like physical therapy.

[00:27:08] It's, it's a readiness exam.

[00:27:09] Oh, the state of readiness check.

[00:27:12] Yeah.

[00:27:12] Yeah.

[00:27:12] We're doing a, uh, basically a readiness exam or state readiness check, whatever you want

[00:27:17] to call it, uh, that we're going to look at, uh, and identify anywhere that's stiff, tight,

[00:27:23] painful.

[00:27:24] We're going to give them a warmup, a cool down, and then obviously, uh, talk about next

[00:27:29] steps if they wanted to.

[00:27:31] Derek, I know people are sitting there thinking, what is in the state of readiness check?

[00:27:34] Do I need to go to see, go to con ed to learn this thing?

[00:27:38] You know, next, next thing, next month, we're starting a con ed, you know, joking.

[00:27:43] Stay tuned.

[00:27:45] Stay tuned.

[00:27:45] I tried that once.

[00:27:47] I didn't like it.

[00:27:49] So what would you do?

[00:27:50] Like, just real quick, like what's there between a state of readiness check, a discovery

[00:27:55] visit, a total body diagnostic, a consultation?

[00:27:57] Like, how do you see this?

[00:27:58] Yeah.

[00:27:59] There's really nothing.

[00:28:00] It's, it's positioning.

[00:28:01] And that's where it, that's where the, the, um, that's where the email promotions, like

[00:28:07] most of our clients, they offer physical therapy and that's it.

[00:28:10] Right.

[00:28:11] Not like they have all these different offers.

[00:28:13] And so in order to, in order to run a monthly marketing promotion, we have to get creative.

[00:28:19] Right.

[00:28:20] And, you know, to be able to say physical therapy, so many different ways and bundle it and package

[00:28:26] it in so many different ways.

[00:28:27] Um, you know, state of readiness exam is just another way of saying an eval.

[00:28:33] Mm-hmm.

[00:28:34] Mm-hmm.

[00:28:35] Yeah.

[00:28:35] An eval or even for me, I might even distinguish it as like there's a comprehensive eval and

[00:28:41] then there's the state of readiness check or the total body diagnostic, which is more to

[00:28:44] me, it's really like a sales consultation.

[00:28:46] I need to find out where they are, where they want to go, build a gap and figure out, can

[00:28:51] I help them get there?

[00:28:52] And if I can, then it's on me to enroll them into a plan of care.

[00:28:56] And I'll tell people, yeah, and then next visit, we'll do a comprehensive eval.

[00:28:59] And that's where I go through like the physical therapy evaluation piece, maybe do a SFMA

[00:29:03] breakout and that kind of stuff.

[00:29:06] Um, which is very different, like I was starting to solve a problem in what we all might consider

[00:29:11] like an eval, but really we need to have a conversation with people where we can kind

[00:29:17] of get a baseline and get a, you know, get some goals and cover some goals and why it's

[00:29:21] important for them and then build like the game plan or build their fitness plan, et cetera,

[00:29:26] you know, recovery plan, you know, which I think is an important distinction.

[00:29:31] Um, and a lot of the, you know, a lot of the newer PTs and I did this too, uh, you know,

[00:29:37] they want to play hero in that first visit.

[00:29:39] They want to play hero and try and prove, you know, that they can, they can solve the

[00:29:44] person's problem, but, um, that's not the best approach that can work sometimes, but what

[00:29:50] happens when you don't help them?

[00:29:51] Right.

[00:29:51] Right.

[00:29:52] I've had people, I've done the same and they're like, Oh, I'm healed after one visit.

[00:29:55] Like, I don't need you anymore.

[00:29:57] Or that.

[00:29:58] Yeah.

[00:29:58] Or I'm like, Oh, like, yeah, but they, it's not like they don't really, they just think

[00:30:03] they don't need me anymore.

[00:30:05] Or, or the opposite is I did everything and it didn't change anything.

[00:30:09] Like, Oh, well, physical therapy doesn't work, you know?

[00:30:12] And it's not that physical therapy doesn't work or that I actually healed them in one

[00:30:16] session.

[00:30:16] It's that, you know, I got them better, but I didn't build a big enough like plan or gap

[00:30:21] to make sure that they stay there.

[00:30:22] Cause we know if we can help someone really to make meaningful long-term change takes, you

[00:30:28] know, eight to 12 weeks, probably minimum of them doing something over and over.

[00:30:32] Um, and with progression or, you know, we don't get rid of pain, but you know, there's

[00:30:37] people that can now do more and they hurt the same, you know, we've made it all that

[00:30:41] pain.

[00:30:41] There's lots of different like bot, you know, like bottlenecks that I've run into like

[00:30:45] that, where, you know, um, I've tried to do too much.

[00:30:49] Um, even had people say, well, what are you doing?

[00:30:51] Like, cause you're not doing anything.

[00:30:53] And I'm like, cause I'm working in the problem area, but not where it hurts.

[00:30:56] And I didn't spend the time to explain to them that I have to work in this area.

[00:31:00] You know, even though your shoulder hurts, I got to work on your back for a little bit.

[00:31:03] I got to do some stuff with your back or your hip because whatever the activity they're

[00:31:07] doing, that limited emotion is affecting the other body part.

[00:31:12] But I don't go through the process.

[00:31:14] I didn't go through the process of explaining it or explaining it well enough and setting

[00:31:18] the correct expectations, which I think.

[00:31:19] Yeah.

[00:31:20] It's all about expect.

[00:31:20] It's the diagnostic and the expectations.

[00:31:23] I mean, and, and, and, and you know this, Aaron, and when do most people buy a package?

[00:31:28] They buy a package before you've helped them.

[00:31:30] So they're buying a package based on how well you diagnose and how well you are setting

[00:31:35] expectations.

[00:31:36] And that really, right.

[00:31:38] Right.

[00:31:38] Absolutely.

[00:31:39] I think playing hero and trying to fix somebody in one visit.

[00:31:42] It actually slows the process down.

[00:31:43] Yeah.

[00:31:44] It's interesting because, and this probably pissing people off, but a lot of times when

[00:31:47] I hear PTs say, you said, what is it?

[00:31:50] You send me a patient and I can fix them in three visits or my average number of visits

[00:31:53] is three to five.

[00:31:55] Like I don't see people more than five visits.

[00:31:57] I'm like, I don't think you're doing a good service to people.

[00:32:00] Like, you know, like I really don't know many people who are going to come in and get

[00:32:05] fixed in like three visits.

[00:32:07] I've seen some people, but it, you know, when people brag about that stuff,

[00:32:11] like, Oh yeah.

[00:32:12] Like, okay.

[00:32:14] Maybe there's two problems with that.

[00:32:15] One is it's like hero complex, but two, what more could you do for that person?

[00:32:20] If you saw them for 12 visits in 12 weeks or 16 weeks, how much further could you get

[00:32:24] them?

[00:32:24] But we're operating.

[00:32:25] It's almost like people are still operating in this frame of, I got to get you, I got to

[00:32:30] do less to get you okay because insurance isn't going to pay for it.

[00:32:34] But now that we're cash, you know, we can treat people as long as we want, as long as

[00:32:39] they agree.

[00:32:40] But then people are like afraid of charging too much and like, Oh, well I'll just charge

[00:32:43] the least amount to get you the minimum amount of help.

[00:32:47] And they're like, yeah, I fixed the person.

[00:32:48] But I can tell you, I've talked to hundreds of people who've told me they've been to PT

[00:32:52] before and it didn't help.

[00:32:54] Why didn't it?

[00:32:55] It didn't help for a lot of reasons.

[00:32:56] You know, expectations probably, um, you know, probably the person didn't have enough time

[00:33:01] to figure out where the root cause of problem.

[00:33:02] There are a lot of judgments, but I think like, to me, it's like someone says, I can help

[00:33:06] you.

[00:33:07] Like I, I fix most people in three visits.

[00:33:09] I'm like, yeah, no, I don't believe that.

[00:33:12] I don't believe that for a minute.

[00:33:13] Get them out of pain.

[00:33:15] Yeah, maybe.

[00:33:17] But that's not, you know, it's going to come back more than life.

[00:33:20] I mean, your, your, your clinic does treat a lot of chronic pain.

[00:33:24] So there is that to say.

[00:33:25] And there's less, and I see less people, I see less chronic pain patients now than we

[00:33:29] did, than I did 20 years ago.

[00:33:31] Cause I changed like USP and a little bit of the message, but pretty much.

[00:33:36] If someone comes to me and says, I've been to see the physical therapist, orthopedic

[00:33:39] surgeon, chiropractor, acupuncturist, massage therapist, et cetera.

[00:33:44] Um, and they've told me there's nothing wrong with me and I'm like, and they hurt and they

[00:33:48] can't do an activity.

[00:33:48] I'm like, yeah, you're in the right place.

[00:33:49] I can help you.

[00:33:50] I pretty much know if someone's been told there's nothing more they can do that I can,

[00:33:54] you know, if it's an orthopedic problem, you know, like it's a pain, it's a, it's a

[00:33:58] mobility issue.

[00:33:59] It's a activity issue that I can help them in some way.

[00:34:02] You know, and a lot of it's, you know, activity modification.

[00:34:05] It's not me having like magic hands or the healing power of Jesus or any shit like that.

[00:34:10] You know, it's like, you know, but it's thinking through things in a different way.

[00:34:14] Um, and you know, what are people, are people going to pay $2,000 for a physical therapy

[00:34:21] plan of care when they have a minor sprained ankle?

[00:34:24] No, I don't think so.

[00:34:26] No, not just to fix the sprained ankle.

[00:34:28] Hey, you want to train to, you know, try out for the NFL combine because you sprained

[00:34:34] your ankle?

[00:34:34] Well, we got to build a bigger goal and then someone might do that, but that's not three

[00:34:37] visits either.

[00:34:39] Yeah.

[00:34:40] I mean, back when I was treating, it was if somebody had an MRI or an X-ray, they had

[00:34:46] a diagnosis.

[00:34:47] That was a tick mark in my favor of them saying yes.

[00:34:49] If they already tried PT, chiropractic massage, something, that was another tick mark.

[00:34:54] If they had a goal that was to get back to being active, some sort of activity, that

[00:34:59] was another tick mark, you know?

[00:35:01] And if they were over, you know, 40 years plus, that was another tick mark.

[00:35:06] And once I said, you know, and I started developing my sales process around, okay, who, who is most

[00:35:12] likely to say yes.

[00:35:13] Once I identify that, what questions do I need to ask in order to identify who I'm talking

[00:35:18] to?

[00:35:19] And, you know, once I started lining those up, you know, I just knew, you knew when

[00:35:25] they started answering those questions, you knew if they were going to say yes or no before

[00:35:27] they even said anything.

[00:35:28] All right.

[00:35:29] So while we're on the clinical stuff, let me ask you this.

[00:35:31] What are the, what were the things that they would tell you that were the red flags?

[00:35:33] You knew that they weren't the right patient or they weren't going to work with you?

[00:35:37] Um, generally if they, if I was the first person they call, that was out.

[00:35:43] Person they call as general, unless if it was a referral, um, then, then I was out.

[00:35:49] Um, if they hadn't, if they hadn't heard anything about me, that was like kind of a little bit

[00:35:56] of a red flag as well.

[00:35:57] I knew I had a lot of work to do.

[00:35:59] Yeah.

[00:35:59] Yeah.

[00:36:00] I kind of similar, like I would, I used to ask him as a long time ago, I'd say, Hey,

[00:36:03] you know, how'd you find out about us?

[00:36:05] So I still ask that and people said, Oh, I saw your website.

[00:36:07] So 10 years ago when people looked at my website, I knew that they spent time and they were

[00:36:12] familiar with what we did and how it was different lesson because of Google maps, less and less

[00:36:16] people hit the website first these days, but there was that one.

[00:36:20] But I always knew if someone said my wife, my spouse, my husband, my so-and-so told me

[00:36:25] I needed to be here.

[00:36:26] I was like, yeah, this person isn't going to be a good fit.

[00:36:29] They're not there for themselves.

[00:36:30] They're there for the loved one in their life who's not, you know, so they stopped nagging

[00:36:34] them about it.

[00:36:35] Yeah.

[00:36:36] I mean, dude, I can think of like three people off the top of my head that just, you know,

[00:36:41] they were super disappointed.

[00:36:42] They're like, this is crazy expensive, but they had unrealistic expectations.

[00:36:46] They had no, no real goals.

[00:36:48] And they really just wanted me to fix their posture.

[00:36:50] Cause they're these two guys, their wives were bugging them about their forward head

[00:36:54] posture, you know, but they didn't have any pain or problem with it.

[00:36:57] And they were just there to, you know, keep their marriage intact, I guess.

[00:37:01] Yeah.

[00:37:03] It was generally the, yeah.

[00:37:04] And it's generally the wife saying, go and see.

[00:37:08] Yep.

[00:37:08] Yeah.

[00:37:09] You know, and the person didn't have any, that the individual didn't have any buy-in.

[00:37:13] Yeah.

[00:37:13] They were just there for someone else or someone's like, yeah, my, my, my daughter told me I

[00:37:17] needed to be here.

[00:37:18] You know, so there's a lot of PTs and in our world and the network and our group cash

[00:37:22] PT nation who've, I mean, there's a handful of people who've sent family members to see

[00:37:26] us in our clinic, um, whether their kids are in school here or parents here.

[00:37:30] And it's great.

[00:37:31] But a lot of times, um, and so thank you if that's been you, but a lot of times when people

[00:37:35] are saying, Hey, my so-and-so told me I need to come see you.

[00:37:39] It's generally like, they're still there for the other person.

[00:37:41] Um, and they're not there for themselves.

[00:37:43] And when people say, you know, my, my family member needs to come see you unless it's a

[00:37:47] kid, if it's a husband or someone else, I'll say, Hey, cool.

[00:37:50] Have them reach out to us so we can have a conversation with them and book them in.

[00:37:54] Um, but we're way off topic now.

[00:37:57] We've been on for, I know that's on.

[00:38:00] Yeah.

[00:38:01] Another one that was like, you know, if they're, uh, you know, if they're taking payments,

[00:38:07] if that's like something that they've been relying on for a while, if they're telling

[00:38:11] them that, then I know that they're, they're probably not a good fit.

[00:38:14] Yeah.

[00:38:14] Or they're, they're not really willing to do a lot of the, you know, it's tough to

[00:38:19] make a, uh, uh, what is it?

[00:38:21] Like a, um, what's the word?

[00:38:24] Like a, not a judgment, like a generalization, but yeah, people that are on like chronic,

[00:38:29] like pain meds, opioids, it's, you know, it's like they're on like, it's almost like the,

[00:38:35] the drug is so powerful and they've been on it so long and it's less and less now,

[00:38:39] I think a few years ago, but it's like people who are relying on a drug or a thing, a East

[00:38:46] M or something like that.

[00:38:48] They're still just relying on a passive procedure to relieve the symptoms.

[00:38:52] And I found less likely to actively participate.

[00:38:55] And they're just looking for someone else to come up with a solution, but people aren't

[00:38:59] like that with their bodies.

[00:39:00] They're like that with their business too, you know, and they're like that with a lot

[00:39:03] of things we're a fix it now society.

[00:39:06] And a lot of times the best things come with hard work and not, you know, having someone

[00:39:10] else just fix it for us.

[00:39:11] I wish I had a light switch in the back room where I could just flip it and solve someone's

[00:39:15] problems, but that's not how it works.

[00:39:18] Unfortunately, I've told a lot of patients.

[00:39:20] I was like, yeah, if I had a light switch in the back room, I just go flip it right now.

[00:39:23] And we could have a conversation about bicycles, you know, and not talk about this, but it

[00:39:28] takes time.

[00:39:29] You'd also be a lot richer.

[00:39:31] I would, right?

[00:39:32] I mean, I'd have a big room full of a lot of switches.

[00:39:39] Oh my goodness.

[00:39:40] Okay.

[00:39:41] So, um, I want to get kind of get back to, so like we run these monthly marketing promotions

[00:39:46] for our PT marketing machine accelerator clients.

[00:39:48] And these are people that are using our software PT marketing machine, but they're in this accelerator

[00:39:54] program where we provide them monthly marketing, um, promotions.

[00:39:57] We do weekly implementation calls, marketing and sales strategy.

[00:40:01] And, um, and we kind of basically give them, uh, these like pre-written marketing promotions

[00:40:08] and trainings on how to use it.

[00:40:10] Um, is there anything else about that, that like, that we're doing that I didn't mention?

[00:40:16] I mean, as some of our platinum mastermind members who are using PT marketing machine,

[00:40:19] we'll get these promotions as well.

[00:40:20] Um, is there anything else about that program that those are really, I just want to say,

[00:40:24] those are the clients we're talking about, um, right now.

[00:40:26] Um, is there anything else about that program you think is important to share or other features

[00:40:30] about it that, you know, have been really helpful for people?

[00:40:34] I mean, we're always improving.

[00:40:37] Like even this month, this year, this promotion will be better next year.

[00:40:41] Last year is better this year than it was last year.

[00:40:43] It'll be better next year than it is this year.

[00:40:45] And so on and so forth.

[00:40:46] The PT marketing machine is the same way.

[00:40:48] One thing that I've been working on in the background is developing some sort of an onboarding sequence

[00:40:56] that, because you know this Aaron, and I want to start getting our clients in this frame set

[00:41:01] frame of mind as well, so that their month, their monthly marketing promotions continue to work better

[00:41:06] is if, if the second that we get somebody in the software, an email, the second we get them in

[00:41:12] there, we need them to click on an email.

[00:41:14] We need them to reply to an email more than just open and read it.

[00:41:17] We need them to click and reply.

[00:41:19] And so every, every way or every doorway that our clients have people come into their world,

[00:41:28] we want to be able to have them replying or clicking inside the email.

[00:41:32] So that way, when we do send out the promotions, they just continue to work better and better.

[00:41:38] So I think you, you explained everything.

[00:41:41] Well, I would just add on there that we're constantly improving.

[00:41:45] Right.

[00:41:45] Well, I know that you and I are always adding new, like little tweaks in the background and

[00:41:49] anything pretty much we add in my account that could be utilized in a better way for our coaching

[00:41:55] clients.

[00:41:56] Like we just make it available to them or we'll strip out the Aaron stuff, you know, and make some of those

[00:42:01] workflows and, and little tweaks available to them.

[00:42:04] And I, I get to try it all good and bad in my clinic first, you know, so basically people don't

[00:42:10] have to like at least test it the first time in their own business.

[00:42:13] You know, Aaron gets to like make the mistakes, you know?

[00:42:17] Well, one thing that, you know, and your audience could definitely take this is, uh, on the,

[00:42:23] on the new patient email.

[00:42:25] Email, right?

[00:42:26] So you're the, the, the people in your business who are most likely to open up emails or new

[00:42:30] patients, like those are the new patients, new leads.

[00:42:34] Those are the people that are most likely to engage.

[00:42:36] So those are the people you should be sending the most emails to initially because they're

[00:42:41] most likely to engage with them.

[00:42:43] Um, but what I was going to say is I just set this up in Mike's account is where four weeks

[00:42:49] after they become a new patient, we ask them if they know anybody in the community that,

[00:42:54] you know, they should introduce us to.

[00:42:56] Right.

[00:42:57] You know, we're trying to, we're trying to help more people in the community.

[00:42:59] Do you know any small business owners you could introduce us to, to start a relationship

[00:43:02] with them four weeks after they become a new patient?

[00:43:05] So that's one of these background promotion, if you will.

[00:43:08] I say that with, you know, quote unquote promotion, but it kind of is though.

[00:43:12] It's like something that's going to continue work in the background.

[00:43:15] Every time he brings in a new patient, that's just, I mean, it's, somebody's going to say,

[00:43:19] yep, I know somebody.

[00:43:20] Right.

[00:43:21] And they're going to reply and connect them with, um, people over time.

[00:43:24] Right.

[00:43:25] And then another one that I have in there is, I think it's, there's six hours after they

[00:43:29] come in or even like a day where it's like, here's, here's like a little background story

[00:43:33] or just make sure you got it.

[00:43:34] And Hey, reply here and let me know you got this, you know?

[00:43:36] So I do, we've got that in some of the, um, like snapshot workflows as well, because we

[00:43:41] want people to reply and we need people to, you know, not only open,

[00:43:45] open it, but also message us back because that, you know, that gets their, our future

[00:43:51] emails in their inbox even better.

[00:43:54] Um, and little things like that, it's not just about, you know, warming it up in online

[00:43:59] somewhere.

[00:43:59] We have to get people to interact with us and the more they interact with us.

[00:44:02] Um, and especially the sooner they're, the sooner they do that when they are new,

[00:44:07] fresh and excited about working with us, the better it'll be.

[00:44:11] And the interesting thing is, is I've got a couple of these emails and I get people all

[00:44:14] the time replying and saying, Dr.

[00:44:17] Lauer, I'm so glad I found about, about your business.

[00:44:20] Like this is a, it's a breath of fresh air.

[00:44:22] Like I've been so many places and this is great.

[00:44:25] And it's because I've sending these emails.

[00:44:28] I mean, yes, like the vibe in our place is nice.

[00:44:30] If you want to see it, you see it on YouTube.

[00:44:32] But, um, we've got the, uh, you know, it's, it's because of the emails that we send and

[00:44:37] we're creating a conversation with people where they actually do have access to their,

[00:44:41] their doctor.

[00:44:42] And, or even, Hey, I don't know, you go to, I mean, I don't know when the last time you

[00:44:47] went to, uh, uh, a PT mill, when could, could you text your PT or email your PT?

[00:44:54] No, but you can do that with us and with all of our clients.

[00:44:58] So people, um, people, I think do find value in that, even though they might not, you know,

[00:45:04] it might not be make or break.

[00:45:05] I think they see that and they, they built a connection and trust with them.

[00:45:08] It allows them to want to keep opening things in the future.

[00:45:12] So I think it's, it was super important.

[00:45:13] I don't think I've heard it, but it's like people, they come for the solution, but they

[00:45:17] stay for the relationship.

[00:45:19] And so it's PT as a cash practice is really relationship driven.

[00:45:25] Yeah.

[00:45:26] And that's what, that's why I think I wrote a, I've written quite a few emails about

[00:45:29] this.

[00:45:29] It's like your, your competition wants to automate and use AI for everything.

[00:45:35] Like it's always been, it's, you've always been a better relationship driven business.

[00:45:40] You've always been better at like prioritizing that.

[00:45:42] But I think that's always, that's even going to become stronger and stronger over the years

[00:45:46] as everybody starts to continues to fall in love with AI and they want to automate everything.

[00:45:51] Those people that really focus on how can I, how can I focus on the relationship and foster

[00:45:57] that as opposed to how can I use AI to automate everything?

[00:46:01] Right.

[00:46:01] I think you're going to win even more.

[00:46:03] Yeah.

[00:46:03] And I think if you rely on AI, you're probably not going to win.

[00:46:09] I mean, seriously.

[00:46:13] Yeah.

[00:46:14] It wasn't back in 2018.

[00:46:15] I'm remembering the guy's name, but the guy who owns First Form, Andy Frisella did a presentation

[00:46:21] at Fitness Business Summit, which was Bedros's, you know, fitness, you know, event.

[00:46:26] Um, and he was talking about like, basically the inefficiencies in business are where you

[00:46:31] win.

[00:46:31] And he's got this massive business and they still do like handwritten thank you cards.

[00:46:35] And I was like, you know, I still do handwritten thank you cards.

[00:46:38] And so one of the things that we have in like the automations is when someone becomes a new

[00:46:43] patient, it sends my team a message that says, please write this person, um, a thank

[00:46:50] you card for becoming a new patient.

[00:46:51] It's got the script right there.

[00:46:52] And then it, if there was, someone was referred to us, it says, please write this person a

[00:46:56] thank you message for referring this patient to us.

[00:46:59] And so we still write these handwritten thank you cards.

[00:47:02] Um, send those, uh, vouchers with them now.

[00:47:05] Yeah.

[00:47:05] And now we send some vouchers with them, you know, which is a great idea.

[00:47:08] Thank you.

[00:47:09] Yep.

[00:47:10] You know, but it is, it's like, Hey, here's a voucher for a, you know, a free visit.

[00:47:14] And I think that, um, I mean, those little things like are, are massive and people remember,

[00:47:20] um, and who gets snail mail anymore?

[00:47:23] Nobody.

[00:47:25] Hmm.

[00:47:26] I've had, I had success with, uh, getting community partners by sending snail mail.

[00:47:31] Yeah.

[00:47:32] Yeah.

[00:47:32] Reaching out, reaching out to, uh, gyms and whatnot in the area with snail mail.

[00:47:37] I've had clients do that and they've had success with it too.

[00:47:39] Yeah.

[00:47:40] And that's awesome.

[00:47:41] Um, well, I think we need to wrap it up, Derek.

[00:47:44] Is there anything else you want to share before we finish?

[00:47:48] Well, I think we went over our time.

[00:47:50] Yeah.

[00:47:50] We went over a lot.

[00:47:51] We'll be back on.

[00:47:52] Um, Hey, if you're a physical therapist and you own a cash practice, or maybe you own an

[00:47:56] in-network business, um, and you want to do cash or not, and you just like some help with

[00:48:01] the marketing, you might be a great fit for our PT marketing machine accelerator program.

[00:48:05] This is the program I was mentioning before, where we give you a monthly marketing promo

[00:48:11] that can generate you thousands of dollars in revenue every month.

[00:48:15] Um, I mean, one of the, one of our members did $15,000 in October.

[00:48:20] I mean, November, November, November.

[00:48:23] And when someone did 8,000 was someone to do 8,000.

[00:48:26] Yeah.

[00:48:26] So, you know, and we had people do 18, uh, 20, 30, uh, cards, um, from the stocking stuff.

[00:48:34] Remember, we had a couple of people do like 10, you know?

[00:48:36] Um, I mean, even if you got four new patients valued at a thousand bucks a piece, that's a,

[00:48:40] that's a $4,000 bonus, um, that you weren't getting before.

[00:48:45] So if that sounds interesting to you and you just want like the easy button to do your marketing,

[00:48:49] um, and you'd even like us to, I mean, not only do some concierge onboarding, but I'll

[00:48:54] pay my VA to help set up, uh, your account.

[00:48:57] Um, all you gotta do is message me the word demo over on Instagram at Aaron Labauer.

[00:49:02] I mean, you could look up Derek and message him too.

[00:49:05] Is it at Derek Nielsen?

[00:49:06] What is your Instagram?

[00:49:08] I don't.

[00:49:09] Yeah.

[00:49:09] Don't message Derek on Instagram.

[00:49:11] Facebook's a better place.

[00:49:12] Find Derek on Facebook.

[00:49:14] Um, it's Nielsen, N-I-E-L-S-E-N.

[00:49:17] Just go to Aaron Labauer at Aaron Labauer on Instagram.

[00:49:20] Send me a DM with the word demo.

[00:49:22] I'll send you a link to book in a demo call.

[00:49:24] You can take it for a test drive.

[00:49:25] Um, you'll meet with Derek.

[00:49:27] Uh, he'll walk you through the promotions and the software and all the capabilities.

[00:49:31] Look, it does too much, but all you need is one feature to pay for

[00:49:34] itself.

[00:49:35] Um, and, uh, everything else is bonus.

[00:49:38] So, um, hopefully this has been a helpful episode.

[00:49:40] Derek, I know it's always good for me to like break down these things together.

[00:49:43] And sometimes we do it without recording it.

[00:49:46] And I think that doing these, um, for people to learn along the way, um, is helpful.

[00:49:51] Um, it's helpful for me to share.

[00:49:52] So thank you very much for spending time with us today.

[00:49:55] Yeah.

[00:49:55] Thanks for having me.

[00:49:56] I mean, if any of the listeners want us to break down other things like system side of

[00:50:00] things, you know, reach out to Aaron and we're open to any ideas that you want to hear

[00:50:06] more about so that you can, even if you don't work with us, we'd love to help you, uh, continue

[00:50:10] to grow your business and make it easier.

[00:50:12] Yep.

[00:50:13] And that's one of the cool things about Derek.

[00:50:14] He's like super giving of his time and, and, uh, strategies.

[00:50:18] So look, we're not going to do a bunch of free stuff forever.

[00:50:21] And at the same time, we're happy to share pretty much anything that we know on the podcast,

[00:50:26] um, through social media, et cetera.

[00:50:28] So if you have questions, specific questions or general questions about marketing, promotions,

[00:50:32] emails, sales, enrollment, I don't know, treating chronic pain.

[00:50:36] I think we both have a lot of experience doing that.

[00:50:38] Um, just shoot me a message on Instagram and otherwise, um, happy new year and we will

[00:50:44] see you on the next show.

[00:50:45] Peace out.