The 5 Best Marketing Strategies for 2024

[00:00:05] Welcome to The Aaron LeBauer Show. This is the number one show for passionate physical therapy and healthcare entrepreneurs looking to level up their income and impact on the world. If that's you, then you're in the right place. So

[00:00:18] sit back, chill out, and let's get into the show. Hey what's up? Welcome back to The Aaron LeBauer Show. Today what we're going to talk about are the 5 Best Marketing Strategies for 2024. So these are the marketing strategies that I

[00:00:37] would be using right now if I were you. It's the middle of 2024, it's summer. It's like what do we need to do? Get some more new patients on the books, get more clients in

[00:00:45] the door. What do I need to do to grow my business? So these are the top 5. First off let me just say a couple things real quick. One of these strategies is going to be awesome and you can utilize it today. The real thing is like I'm going

[00:01:02] to give you these five strategies but the real thing I need you to understand is that you have to do the fucking work. You just have to do it. If you want a result, you just got to get in the trenches and you just got to work and

[00:01:14] you just got to do it. That didn't mean you need to do everything. It doesn't mean you need to just take a bunch of spaghetti, boil it for five minutes, throw it at the wall, and see what sticks because nothing's gonna stick after five

[00:01:25] minutes. You've got to boil it until the temperature is right and it's the right amount of time. If you have the instructions, you don't need to throw spaghetti at the wall. You know when it's done. The best thing you can do is

[00:01:36] get a game plan. The best thing you can do is know which marketing strategies are working now. The best thing you can do is put yourself around other people who are in the trenches doing it with you because fighting war alone is

[00:01:48] terrifying, it's boring, and you're probably not going to win because there's only one of you. Maybe you can if your name is John Rambo but I'm not so sure that many of us can live up to the hype of Sylvester Stallone. So anyways,

[00:02:02] you just have to go do the work and what does that look like? That looks like showing up in your office and doing what you say you're gonna do. Showing up and getting in those few little wins during the day and then at the end of

[00:02:15] day saying, hey you know what I sent this email, I sent this text, I set up this thing. I made progress. I might not have done everything that I thought I was gonna do but maybe my expectations are a little unrealistic and if you have

[00:02:30] unrealistic expectations of yourself you're gonna push yourself. The people that get the some of the best results are the people that have a chip on their shoulder, they have unrealistic expectations, and they know that they're

[00:02:44] responsible for their own results and no one else is. So doing the work looks like taking the idea and seeing it through and then saying hey it didn't work the way I expected. Okay then go ask for help. Make it better and you can

[00:03:01] go search YouTube and do all those things. Cool, I've got some videos on there but sometimes there's a specific strategy like the five strategies today you may not need all of them. You may not need any of them. One of them might work

[00:03:14] really well for you or you might try it and then go okay what do I do now? Okay that's where you need some more help because we can get you so far but I

[00:03:24] can't get you you know to the finish line and even if I'm riding along in the what the golf cart with you, you still have to run the journey. So there's a big

[00:03:34] part of this it's up to you. You know and the other thing I'll say about this is when I first started what I thought I could do is just tell people here's what

[00:03:43] you need to do and they would go do it. What I've realized over the years is there's a ton of variables and there's a lot of decisions to be made and you need to get really good at making decisions. That's one of the reasons

[00:03:55] being able to make quick decisions, one of the reasons when we work with people we ask them when they get on the call like I need you be able to make a decision yes or no by the end of this call. It's not because it really matters

[00:04:07] to me but people that can make decisions yes or no left or right quickly are the ones that are gonna get to the end of the end of the maze fastest. Right they're gonna they're gonna find success fast and if we sit on the fence and we

[00:04:19] hem and low and we haul and we overanalyze then doesn't matter which of these strategies you choose. You're gonna take one, you're gonna overanalyze it and not get it done because you're like what do I exactly say or should I press the

[00:04:30] button that's X Y & Z and that's why it really helps to have other people around you being like press the button go next. So let's get into these strategies but that's the mindset piece I need you to have. Do the work, make decisions, do the

[00:04:44] work, extract the lessons, ask for help, do the work, do it, do it, do it. Okay so I think I said five I've got six written down and I'm gonna give you I'm gonna give you something hopefully really awesome by the end of this. I'm gonna

[00:04:58] write I've got these written down I've got my notes and if you'd like to get the script that I go over if you like to get these marketing strategies for 2024

[00:05:07] what I want you to do if you want to get it sent to you as like a PDF with the link in this script just DM me on Instagram go to Aaron Labauer and just

[00:05:17] DM me just say hey Aaron I want to get that PDF from the podcast and let me know if I get enough people actually messaging me I'll get it to you and send it out. Number one AI chatbots AI artificial intelligence AI is here you

[00:05:33] see it a lot news chat GPT you could probably go to my clinic website right now and see our AI chatbot or testing it out but what can it do it can help start setting appointments for you can it replace you no but it's gonna be

[00:05:50] awesome and it's only gonna get better and you don't want to be super like robody but even something as simple as how are you doing what question do you have do you take my insurance and they and you might be like that's a great

[00:06:05] question before we talk about insurance I have a few other questions to ask boom boom boom and you just like work through it and you kind of have to program it with your voice and some other things but AI chatbots are gonna

[00:06:17] be great you can utilize them in Instagram on your website etc Facebook if you've messaged me the word book to get a free copy of my book or message me the word checklist to get a free copy of the cash PD checklist you can do that

[00:06:32] right now you'll see I've got a little bot that replies it's not really you can't really have a conversation with it there are conversations I can set up to say hey would you like this or that but in the last few years or in last

[00:06:46] actually 12 to 18 months you can now start programming it to customize it rather than be a this or that type of thing but that's the beginning of this chatbot is like I can text it and it can trigger a response it's pretty dope and

[00:06:59] it's gonna get even doper there's another strategy that I would use it's called the cash PT revenue injector and this is a strategy that we use and our clients use to go and inject revenue into your business like you need some

[00:07:11] fast cash to buy a bodyweight treadmill which usually recommend or you need some cash to go on a trip or pay taxes because you bought a BMW and you forgot to pay your taxes I don't know like let's go get some let's go get some cash where do

[00:07:28] you get cash the people they've already paid you money in the past more likely to pay you money in the future if you solve another or a new problem or people who are currently and patients how do we get how do we get them paying

[00:07:44] you more or committing to the plan of care we use the cash PT revenue injector boom look this strategy does require you to talk to people and it does require you to use a little bit of sales a lot of people don't do it or they shy away

[00:08:00] from it because they're like oh I'm afraid what if people reject me well what if people say no I don't want physical therapy and they go get surgery and then they die during surgery is that a better outcome than you asking them to

[00:08:18] commit to five more visits in their plan of care and paying full up front I don't think so but we're so afraid of asking for money asking for people for something that they want that a lot of times we don't do it this is something

[00:08:35] that I used to try to teach when people first started but what I realized I need to build more trust because people are like it's very scary to go ask someone

[00:08:45] for money and say hey I'd like to get you to commit to a plan of care and X Y and Z there's a couple other strategies in here and scripts but the the thing is

[00:08:55] is this is what I would be using now because what does it do it allows you to almost not really guarantee a result but guarantee commitment to a plan of care so you have time to give people an even better result than they might get if

[00:09:10] they were just dipping their toe in and trying it and seeing if physical therapy really works the other thing that I would do is called the PIF tsunami paid in full tsunami how do we this is another fast cash strategy that we

[00:09:24] utilize to get money rolling in the door now and paid in full plans plans of care what do we need to do we need to talk to patients we need to set big

[00:09:37] goals we need to look at their plan and say hey you know what we can do it like this or we can do it like that and you and I both know that most people like

[00:09:47] you know you want to run a marathon for the first time or that first time in ten years because you've been struggling with hip pain you want to lose 40 pounds or what does patient really want to do they want to lose 50 pounds but they

[00:10:00] can't because they're dealing with the knee pain from a surgery 10 years ago and they just really can't exercise I can't squat like this isn't gonna take six weeks this is gonna take six months 12 months 18 months these are

[00:10:12] long-term programs and so we need to run some kind of program specials and offers for people for long term think outside the box insurance companies have put you in a box to think that patients need eight week plan of care twice a

[00:10:27] week you know maybe 12 weeks is too long you know patients are like oh my insurance isn't gonna pay so I can only come this certain amount of time and you go okay I'm afraid to talk to you about money remember we have to feel we have to

[00:10:42] be confident we have to project confidence having a financial breakdown conversation isn't always the right way either because that becomes too logical what we have to do in order for the cash PT revenue injector and the PIF tsunami

[00:10:56] to work is we have to be able to have conversations with people about what their true wants beliefs and desires are and then once you can do that you know okay here's the problem I can solve for you and the problem I've solved for

[00:11:10] people isn't just fixing your herniated disc it's not just I can't get in there and scrape away the arthritis I mean does that really work anyways is arthritis really causing the problem or is it maybe lack of movement lack of

[00:11:26] confidence the confidence is eroded by a medical system so if we can figure out what their real goals are I can make them an offer and provide a great solution for them and then money rolls in kind of like I mean I think Odell

[00:11:41] Miller went left I think our February retreat this year I went and did 8,000 in one day he might have done I don't know if he did 12,000 one day I think he's done like 8,000 in a day he's definitely done 30,000 a month in visits

[00:11:55] Joey Seaforth did a bunch in visits Sarah Martinez I mean I even had a couple people early on Alex Kerbach went and sold a $1,300 plan of care his first like few weeks of his business and that was only after enrolling in our cash PT

[00:12:11] blueprint case study program and so we have to be able to make offers and in order to make offers we have to build a big vision we have to build a big gap for people and when you can build a big enough gap between where they are and

[00:12:24] where they want to be and make it realistic and offer them you know the a plan to get there they're gonna say yes it's got to feel realistic but also a little bit out of reach because if they can do it on their own with P90X videos

[00:12:38] and the treadmill they can buy at Sears which you know Sears is close down here anyways you can get it off Amazon why would they want your help so we have to build a big enough gap and be confident I can help you get there but really the

[00:12:53] only way I can get there is if we can like work together on an ongoing basis I know that doesn't mean every week it can be varied it can be spread out it can be different touch points but when we can do that these strategies are gonna

[00:13:06] work okay there's a another strategy we use it's called the new patient challenge this is the strategy that Owen Johnson used his first month to make $7,400 his first month in business it's pretty dope and it's a simple script and

[00:13:23] email and what we do is we send it out and it generates it starts conversations and it allows us to hop on calls get new people in get family and friends in etc and build a caseload without doing Facebook ads without doing workshops or

[00:13:42] in-person marketing events it's pretty awesome and what it allows you to do is reach other people through your current network there's so many marketing strategies but I only want to give you like the five big ones but I think I've

[00:13:59] kind of got six in here like I said so new patient challenge everyone wants more new patients but you know why I didn't start with a new patient challenges because the people have already given you money are more likely

[00:14:09] to work with you again new patients are harder because they don't trust you yet they haven't paid for a service and once someone pays for a service or buys a product they're more likely to come back again how many of you listening are

[00:14:25] on like your second or third Android how many of you on your third or fourth iPhone you know you're are you going back and forth or are you sticking with the same one I mean once you buy one iPhone more likely to buy another once

[00:14:40] you come to physical therapy at Labar PT hopefully you're more likely to come back to me what happens is patients don't always understand it just because I helped them with their knee pain once that I can now help them with their neck

[00:14:51] because their knee and their neck are super far apart and most of medicine treats you as individual parts not as a whole body but they're still more likely to come in once they recognize and know that oh they're like dr. Lauer you can

[00:15:05] help me with my neck and headaches too I'm like absolutely tell me more about it so you got to run the new patient challenge new patient challenge is one of the ways that you can generate more new patients quickly without doing

[00:15:20] Facebook ads and crazy like internet marketing caveat if you want to run a virtual business a telehealth business or some kind of online coaching or other online business you've got to have an internet presence and if you're afraid to

[00:15:35] do social media marketing but you want the freedom of an online business your priorities are not in sync you've got to if you want to make money online doing like one-to-one services or one too many services you've got to be the face of

[00:15:52] your business and you've got to build an audience online in order to sell online like you don't have to do exactly what I do there's different ways to do it but you gotta do that so that's side ADHD side point okay so there's two more what

[00:16:09] I would do if I were you and I want to do more marketing and I wanted to do I want to build my business and this is what I'm doing is develop a monthly recurring revenue program we call it our wellness warrior program you need a

[00:16:26] monthly recurring revenue program it can look like a couple different things it can look like part online part in person all in person all online so all in person all online or a hybrid of the two for a long time we've done the in

[00:16:42] person one because I had a patient come to me and say Dr. LaBauer do you think if I came in every month I wouldn't have these big flare-ups in my back and so this is a patient who came to me like five years before for his back got

[00:16:55] better but he didn't finish his plan he didn't really finish his plan carry just like I'm better I'm good and then a year later he's like oh my back is hurting again and came in for more visits but we I was like hey let's follow

[00:17:08] up in three months in six months and you know he's just like well I'm just feeling good and then you know he's like I started hurting again he's like I'm gonna try all the things Dr. LaBauer did and showed me and it wasn't getting

[00:17:18] better he's like oh and it just it took longer I think it took like 12 visits this time instead of five and eight and then he goes you know do you think if I just came in monthly on a regular basis like this wouldn't happen again I was

[00:17:31] like yeah I think that'd be a great idea and that's how we started our wellness warrior program eight years ago and what is it's a monthly recurring revenue program when people don't pay they're not buying a pack of ten it's set up so

[00:17:45] that they're paying every month and they get all the features and bonuses that you promised them you know visits priority scheduling etc and then then come in every month for like one visit you know whether it's an hour 45 minutes

[00:18:02] or 30 they can you know you can do virtual check-ins etc there's a lot of different things you can do but having some kind of program like this which is more of a I'll call it a continuity program this isn't just wellness visits

[00:18:15] that aren't covered by insurance or allow you to you know do wellness to see Medicare patients or it's not a membership to give a discount for your services is to give people what they really need which is access to a

[00:18:31] medical professional to ask questions and get some treatment and people love the hands-on stuff by the way and there's nothing wrong with providing hands-on treatments that's why I was making more money than PTs as a massage

[00:18:44] therapist because I was making 85 I was getting $85 an hour plus some tips as a massage therapist because people need to be touched and if you haven't listened my episode on touch a few episodes ago be sure you do that people won't be

[00:19:02] touched so some people just want to come in and just you know feel good and that's totally cool let's check in on where you are I'm doing great guess what something flares up you go and dunk a basketball on a nine-foot goal and your knee you

[00:19:14] know gets flared up you get to come back in and you get a discount for additional visits and it's a great program and that's what I'll be doing I'll be marking that to my current patients you probably have a list of former and past

[00:19:26] patients that would love a program like this if you'd like to put together a custom program like this for your business whether you're cash based or in network or hybrid and you'd like my eyes on it all you got to do is go to

[00:19:42] callwithaaron.com book it in time to chat we'll brainstorm some ideas and see if there's a program we can put together and a game plan for you to grow your business it's called callwithaaron.com you may or may not have heard me

[00:19:52] talk about that before but it's a free 15-minute visit what we'll do on that visit is figure out where you are where you want to go what you've tried what's worked what's not where the bottlenecks and opportunities are and then we'll

[00:20:06] brainstorm a plan to help you grow your business and if we're a good fit to work together we'll book in another time to chat about how and what that looks like but the call is free it's there's I'm not gonna sell you on anything on that

[00:20:18] call I just want to chat and see where you're at see if maybe we can help you and if I can help you and if if I think I can help you and I ever make an offer

[00:20:28] for you to work with me it's because I know if you go through the program and you do the work you should get a result that at least 2 or 5 X's your investment in me really the goal is a 10x investment over time like you give me a

[00:20:44] hundred bucks I should be able to make you a thousand so I've got a even a program is called patience and profits and early bird tickets are a hundred bucks and I put in a free strategy in there as a bonus that should make you at

[00:20:58] least a thousand bucks but you what you have to you have to do is be willing to put a token in the door and walk through the door take the ticket read the ticket and follow the instructions if you have a wellness warrior program your idea

[00:21:10] you've got a business you've got hundreds of past clients this is a thousands this is a great type of program okay the last marketing strategy that that I'm going to share with you today it's called it's two-way SMS

[00:21:25] marketing it's text marketing okay so I can send out a text notification I also want to be able to message you back and forth and this is what we're using PT marketing machine to do this is our marketing software and platform that

[00:21:39] allows us to do the automated emails text social media scheduling scheduling clients patients we actually even had someone come through today through our instant appointment link and funnel that's on our Google business listing this allows us to set up quick websites and funnels it does click funnels it

[00:21:57] does type form it does active campaign it does all these things and I can send out these text broadcasts so I can upload a list of my patients and clients and I can text them I can text them emails they're just saying hey it's dr.

[00:22:13] labauer so I did this with one of my friends a few weeks ago he only has a list of like 30-something people and we uploaded his account and we sent out a message I was like hey first name it was like this is you know this is will

[00:22:31] this is really me I sent you an email with a link to this training I want you to see let me know you got it just as simple as that and he all of a sudden

[00:22:42] got like four or five phone calls and about a dozen text messages of people saying oh it's so great have your number and access to you I've been meaning to get in touch with you about you know working with you again doing a different

[00:22:54] deal etc I mean he may probably did $100,000 in business over a few days as a fine I mean as a financial advisor with four or five people really dope we've sent something similar to our our clinic and I think I only just did this

[00:23:11] yesterday so I'm gonna read to you exactly what I sent and you can just pick up your phone and send this to people that you've worked with in the past or get a Google voice number but I would recommend using something where you can

[00:23:25] send this to multiple people at once you can't send it to all thousand people at once because you'll get marked as spam but with PT marking machine there's a way to drip him out and here's the text that I sent I said let's see I said hey

[00:23:41] hey Jennifer and I've said hey first name it's dr. labauer hope you're doing well and staying out of heat because it was a scorcher yesterday this is a text from our new system that we now use to answer questions and communicate with

[00:23:52] our patients I'm also reaching out to let you know that this month we're running a two-for-one summer jumpstart special it's only for our patients who are ready to commit to their long-term health and healing when you enroll in

[00:24:03] this program this month you get two free visits on us that's one for you and one for a friend or family member reply back and let me know you got this and if you're interested in jump-starting your fitness and health goals before summer's

[00:24:15] over dr. labauer so we sent that out and it's gonna go out to 100 people a day for the next two and a half weeks I will keep you posted on how that works out but from my experience helping clients run similar programs and doing

[00:24:32] it for Will I have no doubt that we're gonna you know reconnect with people pick up some new patients but we're also gonna people saying oh they want to opt out of messages and it's totally fine too but this is the kind of thing that

[00:24:44] you can do there's lots of different ways to do it lots of different programs and like I said my friend will he didn't even offer a special he did it with an email and sent a email with a video talking about one of the programs and

[00:24:59] investments that he and investment strategies that he typically recommends more of an educational piece and it still drove it still drove new clients to his business so this kind of thing is really powerful and then people reply

[00:25:14] back and you can have a conversation with them or what question do you have you can run them you know like you can run the new patient challenge through SMS you can run a lot of these things through a lot of these strategies through this

[00:25:26] platform and it's so it's super powerful so here that's what I want you to do is really what I want you to do is pick one of these strategies and if you need some tools or help implementing them just reach out to me on Instagram let me know

[00:25:42] we're gonna hop on a call see if we can help if you're looking for a marketing platform like PT marketing machine I can get you a great deal and get you set up

[00:25:50] with that and even just give you a lot of the scripts into your account you just also have to message me maybe just message me with the word marketing machine or say Aaron what's that software that you're using how do I get

[00:26:02] it how do I get set up on it where I'm working with Derek Nielsen he's been on the podcast recently and he's doing you know concierge onboarding and setting up accounts for you and loading in a lot of our emails and strategies whether

[00:26:14] it's in the clinic or business I mean I took a lot of my coaching business templates and gave them to my my friend Will because they're very similar if you need some help with those things just reach out to me on Instagram it's Aaron

[00:26:27] LeBauer yeah I'm hard to I'm not that hard to find I know most of you are probably already there but if I were you right now I would pick one of these and implement it and go for it and then if you want to keep building your business

[00:26:41] pick another one and do it and then let me know how it works for you I'd love to hear I'd love to get some feedback from you if you're feeling generous maybe leave us a five-star rating review over on iTunes that'd be totally appreciated

[00:26:55] I don't get notifications about those and I have to go look at them so I haven't in a while I probably should do that now or shoot me a message on Instagram or just you know grab a copy of my book you DM me the word book on

[00:27:10] Instagram I think I've realized yesterday that I sold seven thousand six hundred and ninety five copies of my book the cash PT blueprint since we published it in 2018 beginning of 2018 which is really dope I'd love to get to

[00:27:25] eight thousand by the end of the year but I know I will so maybe eight thousand by the end of the summer if you want to be one of those last few hundred copies that'd be amazing I don't know who's going to get the eight thousandth copy

[00:27:38] otherwise I'd put if I did I'd put a little golden ticket in there but I don't know because I can't handle it because people buy them from Amazon and Barnes & Noble and from my website directly but that's it pick a strategy

[00:27:50] make a target shoot for the stars land on the moon just keep rocking and rolling keep going get after it every day I'll see you on the next episode peace out hey what's up it's Aaron thanks for listening to show if you enjoyed the

[00:28:09] episode and you'd like to help support the podcast please share it with others post about on social media or leave a five-star rating in review over on iTunes and to catch all the latest from me follow me over on instagram at Aaron

[00:28:21] laBauer thanks again and I'll see you next time