The simple script to add $5K per month to your physical therapy practice

[00:00:00] Hey, what's up? Welcome to The Aaron LeBauer Show. My name is Dr. Aaron LeBauer. And I'm here to hopefully entertain you but also share with you some knowledge and stories. I've been sitting here working on some things at work, listening to some music, just jamming out.

[00:00:16] It was like, what was it, listening to Little Baby and The Prodigy and what's the other group? It was so good. I wish I could have like theme music on the podcast but it's not really it.

[00:00:31] Here it is. Left Field, Fat Planet is what it's called. These are like music that's great. It's just like beats and helps me work really efficiently, which is nice. So on today's episode, what I'm going to do is I'm going to share with you what I learned over

[00:00:50] the weekend in Nashville, Tennessee. I'm going to share with you the five milestones for launching your practice and the number one thing that you can do to add $5,000 in additional revenue in the next 30 days. So listen in and hopefully you'll be entertained and learn some really cool stuff.

[00:01:08] So this weekend, I was in Nashville, Tennessee with a good friend of mine, Greg, Greg Pennington. Greg owns a motorcycle shop here in Greensboro. He's a good friend. We've been friends for a long time.

[00:01:21] And there's a couple things. I won't tell you a story but I want you to pick out a couple things here that I think are important. We both own businesses and Greg has, you know, like been

[00:01:35] asking me, hey Aaron we got to go to Loretta because I want you to do, I want you to see X, Y, and Z and we just want to go have fun. So we went there. It's called Loretta Lynn's. It's Loretta Lynn Ranch.

[00:01:45] You know, the country singer. She's got a big ranch. She's got a big outdoor motocross thing. There's a couple things that I learned there. Not only motocross and motorcycle racing, but I think

[00:01:56] I sent this out in an email. I'm recording this on Monday and I wrote about this in the email that I wrote today because I'm promoting a webinar and a marketing training this week

[00:02:09] that you probably, this episode will be out after that training. But kind of the story was, it's about brand marketing versus direct response marketing. And there's a lot of things that

[00:02:20] happened there. A lot of stories I could pull but I think the big one is, you know, there's factory Yamaha riders, Honda riders. Greg's rider was on KTM. You know, Monster Energy was there

[00:02:31] giving out free stuff and I think one of the big things most people think they need to do when they market their clinic is to do the same kind of advertising. You know, you pay $500 for your

[00:02:41] banner here. You pay for this advertisement there. You pay for to be in the newspaper and all these things. And you know, it's all these things are just about a, hey, here we are. We're great.

[00:02:52] Come check us out. And that really has nothing of value to offer. I mean, you know, like there was a koozie and I got a free koozie and I used that for my big 20 ounce Monster Energy

[00:03:06] green tea, no sugar green tea so that would stay cold for 10 minutes. And that was the only use. And then I threw it away and I can't remember if it was a Fox shock or something else thing on there.

[00:03:15] I don't really know. But most everyone's doing brand advertising and what we need to be doing is called direct response advertising. Frank Kern, Dan Kennedy, John Carlton, he's a copywriter, but these guys are all doing like direct response. We got to get you to respond directly

[00:03:35] to the advertising. And it's not a, Hey, Aaron Labauer's coaching program is really great. Or Labauer physical therapy is really great. We're trustworthy. Come work with us. That doesn't tell you anything. So that's where, that's one of the lessons I want to lessons. I mean,

[00:03:50] I already learned that one, but that's one of the things I saw there. And I was like, it was awesome because when you're Yamaha, you can spend a ton of money to build engines and,

[00:03:57] and sponsor writers. And Greg's writer is more of a he's more of a, he's not sponsored by factory is more of a what's it called? Oh, I lost the word like privateer. You know, his family supports

[00:04:11] him. His family's the biggest sponsor and they work hard and he he won he won his event in the 19 to 24 year old you know, series, which is awesome. So what else did we do? We went to

[00:04:26] this race at two days. It was hot. It was dry. I wore sunscreen. I had no cell phone reception. And then we went out in Nashville and Nashville was kind of fun, but not really. The other funny

[00:04:39] thing is we ran into this marketing team. We're hanging out in the street and you know, there's so many bridesmaids out. It's funny. I mean, seriously, like everywhere you look, there was just like, the streets were closed off just like bridesmaids groups. And there's always like

[00:04:56] three happy people in the front, including the bridesmaid and like two or three people, you know, dragging on the back of the group, like upset that they're there. You know, it was really,

[00:05:05] it was really interesting. And it was just, it was nuts crowded and crazy. And by the way, John Bon Jovi's bar was completely empty. Kid Rock bar was so busy. We couldn't hear ourselves think

[00:05:18] um, we went to another bar paid $16 for tonic water and no alcohol. It was really weird. Um, but we had a lot of fun and we're standing there in the middle of the street and these people come

[00:05:30] up to us last, last story for the moment, I promise. But this is a point they, they come up to us and they're like, Hey, can we interview you? And I'm like, for our Tik TOK. And I'm like,

[00:05:38] yeah, just don't ask me if you want me to, you know, like slap you or kiss you or something like that. And they're like, Oh no, we're not going to do that. Um, but they started asking

[00:05:46] us questions about like sex and sexuality and different things and like that. And probably not, I mean, not inappropriate to talk about on the podcast, but that's not the point. Um,

[00:05:55] and I was like, I was like, yeah, I'm not going to answer these because you know, like, I don't want, like, I don't want to be the next internet sensation, which I doubt I will be cause I have

[00:06:05] tall 50 year old with red hair. But anyways, answers weren't like answers that I wanted my kids to see. So I don't want them beyond the internet. Um, but, uh, they were interesting.

[00:06:16] I was like, but the guy was looking at his, um, here's, this is the point he was looking at his phone asking these questions. I was like, I was like, so you're, you're pretty new to this,

[00:06:25] to interviewing. He's like, Oh yeah, this is our first time. I was like, Oh, this is interesting. Um, I was like, well, when you ask questions, like ask, like, I was like, I do podcasts. I've,

[00:06:35] I've interviewed hundreds of people ask it like this. Why don't you ask this type of question? He was like, Oh, these are great. And I gave him like three or four questions. Um, and then,

[00:06:45] you know, they, we were like, we were just hanging out and chatting them up because there's random people that came up to us, but they actually like had a good vibe and no one

[00:06:53] else would like talk to the two of us while we were, we're both very social people. And they didn't want, they were like, there's lots of, I don't know, grumpy vibes at night. Um,

[00:07:04] but anyways, we sat, we, we sat, we stood and chatted with these guys for about 10, 15 minutes. And turns out they're from the, uh, they were like, Oh, we're from the, you know, like our company is the liberator. And, um, and they're like, we're just trying to get on

[00:07:19] our social media. And I was like, Oh, I know the liberator. And it's bit, and I know about this because of, I don't know, I'm 50 and I've had a lot of, uh, you know, clients who are sex therapists

[00:07:30] and public floor therapists. And they're the, one of the companies that make like the wedges for make sex more comfortable. And they have the sex furniture. And I was like, yeah,

[00:07:37] I know about you guys are like, you do. I'm like, yeah. And so he gives me a hat, which was really kind of funny. And I was like, Oh, that's cool. Um, so I have this like liberator

[00:07:46] hat that no one knows what it is unless you know, you know. Um, but, uh, but here's the point is they're out there. He's completely unprepared to ask questions, but yet he was doing it.

[00:08:03] He was, you know, this guy, I don't think he was that he wasn't the owner of the company. It's just some dude marketing team, but he had never done this before. It was clear. Like,

[00:08:10] I think we, I don't know if we were the first ones they were videoing, but you know, it was like, if you know your questions, you're, you've got like your 10 questions. I don't script my,

[00:08:20] my podcasts, like my interviews. I know kind of like the format of how I like to interview people. I've got notes for this one. Um, but they were just out there doing it and failing forward.

[00:08:32] And I think not enough people do that, whether it's in your own business or in a big company. So that, I mean, that was kind of neat. That was actually kind of funny. And I was like, Oh,

[00:08:39] and they're like, yeah, their headquarters is a couple, a couple miles from there. Remember this is like, you know, the, the Hock to a girl, just like the new internet sensation.

[00:08:50] It's just people out in the street. So they're like, well, how do we get on along with that trend? I mean, so that's what we need to be doing too, is what are the trends coming out? What do we

[00:08:59] need to be doing? What are the things that are, you know, fleeting? So we want to learn these marketing strategies. So what's the strategy is to go make some viral Tik TOK videos,

[00:09:10] get eyes on their product so that you can go to their website and maybe buy it. But what are they doing? They're not just putting out Facebook ads saying, Hey, look how great our stuff is. And putting ads in magazines throughout their own social media.

[00:09:24] They're looking for a direct response from people. You watch their video and the direct response is to like comment, follow, and maybe buy something. That's called direct response marketing. And it works. And we'd go over a lot of that in our

[00:09:38] platinum mastermind program and our cash PT academy. When we build people a personalized game plan and a portion of that includes the marketing plan for you. So it's really important to do that. If you're listening to my podcast and you'd like it, you'd like a free resource,

[00:09:55] like a free book, um, the book on the cash PD blueprint, or you're just getting started. You want a cash PD checklist or you want to, um, come check out a webinar. You can go to my

[00:10:05] website, Aaron labauer.com. Now that's direct response marketing. So hopefully I offer you something of value. It's higher value than you value your, not your privacy, but giving, exchanging your email and name for it so that I can deliver value to you in your email inbox and

[00:10:21] in a video and a training. And maybe you come to our private group, the cash PD nation, which is on Facebook. That's called direct response marketing. So hopefully that was lesson number one and two and three, maybe from my weekend in Nashville. Um, which was,

[00:10:36] which was a lot of fun. And I drove back from Nashville. Did I say last story? I drove back from Nashville on Saturday. We left relaxed. It was really cool. I get back home.

[00:10:46] My message, your friend was like, Hey, did you go to the glass animals concert in Charlotte? And she was like, yeah. And, uh, and she's like, she was there with her husband and friends. She's

[00:10:54] like, we're going to hold a spot for you up front. You've got time to get here. I went online, got my ticket and went and saw the glass animals last night at their pre tour show in like 1500

[00:11:04] people in Charlotte. It was dope. If you haven't heard them check them out. Um, anyways, I also promised, I wanted to talk about the five milestones and I want to talk about how do

[00:11:15] you add five K to your business? Because one, I want to deliver some dope value to you. Number two, um, the 10th anniversary of the cash PT blueprint is coming up in, uh, the end of August, beginning

[00:11:27] of September. I have to figure out what the exact date is, but right around the end of the month, we're going to run a special on the course because it's 10 years old, but I'm not just

[00:11:37] going to sell you a 10 year old course where put I'm putting in like, I've already put in like 50, 60 hours into, um, upgrading the course. We're upgrading it. We're, I'm going to be rerecording some of the modules. We're including some things that are vital and important because

[00:11:55] look over the last, um, since 2012 I was helped. I've been helping people with their business. I started my own practice in 2009. Um, there are people in our platinum mastermind that are going

[00:12:07] from, you know, they're doing like 15, 20, even 30 K in their first year. And it took me five years on my own to get to 15 K but like seven, eight years ago, um, mostly Derek came. Derek Nielsen

[00:12:22] is a good marker in 2018 started his own practice and he did 97, 97,000 his first year in business. And I think he did 15 K in his eighth or 10th month, you know? So, you know, my results sped

[00:12:34] up to Derek and then Derek's results sped up through like Owen. And you know, it's, and so there's things that we don't need to do anymore or that are lower priority than I used to

[00:12:44] think and things that are new and newer priority. And so they're going in the, in the program because the program is going to be about launching your business. We got to hit these five milestones

[00:12:52] and I'll tell you about them in a second. And then we want to add 5k to your business. And I'm going to, whether you have a brand new business or an existing business, if you listen

[00:13:02] in the next five minutes, I'm going to tell you how to add 5k to your business. Hey, what's up? It's Aaron real quick. Whenever you're ready, here's three ways I can help you grow your physical

[00:13:10] therapy business. Number one, grab a copy of my book. It's the roadmap to launch and scale your physical therapy business. Go to cashptblueprintbook.com or DM me the word book on

[00:13:21] Instagram, and I'll send you the link to get it shipped to you for free. Number two, join our cash PT blueprint case study program. I'm putting together a new case study group this month.

[00:13:31] If you'd like to work with me to launch a six figure cash practice and start seeing patients in just 90 days, send me a message over on Instagram with the words case study,

[00:13:39] and I'll reply back to you with all the details. Number three, join our cash PT academy coaching group. I meet with dozens of successful cash practice owners weekly on zoom to solve business headaches, brainstorm ideas, and teach the latest marketing and business building strategies and

[00:13:54] tactics. This is our coaching program that takes existing PT businesses and helps them scale to six and multiple six figures in 12 to 24 months. If you've got a PT practice and you're ready to

[00:14:05] add 10k a month or more to your revenue, you may qualify to join us. Just DM me the word academy over on Instagram and we'll set up as time to chat. And four, work with me and my team privately.

[00:14:17] This might apply to you if you own a business or brand, you don't really have a cash practice, but you'd like to work together with me directly to help you get to seven figures or even add

[00:14:27] another 250k a year to your business. And you're looking for private one-on-one coaching, you're interested in VIP days or somehow interested in partnering together in your existing business, send me a message with the word private. Tell me a little bit about your situation, what you'd like

[00:14:41] to work on together, and we'll set up a time to chat now back to the show. Okay, so here's the five milestones. Number one, you need to be licensed. We need a business license. We need a, you know,

[00:14:53] a license to touch and we need your, you need to have an LLC. That's milestone number one. We've got a business. Really it's the LLC and the business license. Everyone here is a physical therapist has a license to touch or massage therapist or OT. Your business license,

[00:15:11] so you may need a city or state business license in North Carolina. It's a business, it's a state one, but you also need to file an LLC or maybe sole proprietorship. LLC is a good one.

[00:15:21] Number two, milestone number two is we need to be able to document. We need consent forms and we need some kind of EMR and the EMR can be as simple as paper or Google docs. But we need

[00:15:35] something to really schedule people and send them intake forms and that kind of thing. Consent forms like easy. We've got to have that. Milestone number three, you got to have a payment

[00:15:46] gateway and a bank account. Like you got to be able to take payments and you got to be able to put it somewhere. You don't have to have a separate business bank account to get started,

[00:15:54] but you need to be able to accept payments somehow and very few people paying cash or with checks these days. So you should be able to take credit cards. Okay. Milestone number four,

[00:16:06] this is when you sign your first patient. This is your first private client. It's worth a celebration. It's something that you should tell me about and you should share in our groups. If

[00:16:15] you're in any of the groups, getting your first private client is dope. It's awesome. It's a massive milestone. Okay. Milestone number five, this is when you hit your fifth patient and the

[00:16:28] fifth patient is where we're close to, we should be at 5k once we get to the fifth patient and not always 5k in the bank, but every patient national average for a physical therapy plan of care is

[00:16:44] about 1200 bucks. Um, maybe 1500 our clients average plan of care is $2,000. Let's just say your average plan of care, cause you're just getting started. A thousand bucks, five patients is $5,000. We just need five people to make $5,000. If you're charging, you know, middle of

[00:17:03] the ballpark range, you're going to be bringing in, um, 1200 to 1500 for a plan of care. This is whether it's, you know, you know, like something like five date visits, maybe 10 visits, it'll be about average 1500 bucks. So if it's only, if it's 1500 bucks, we only need to bring

[00:17:17] four patients to get to 5k. Um, and five patients milestone number five, why? Cause five and five is dope. But five people means you've got something that's proven. Cause I know if I sell

[00:17:30] something once, I might not sell it twice, but if I can sell something five times, I know I can sell it 10. Once I sell it 10, I can sell it 20. Once I sell it 20, I know I'm going to get 50. Once I

[00:17:39] get 50, I got a hundred and you got a, you got a good business at a hundred sales. Okay. Once you hit five, then we need a game plan. Okay. We can throw spaghetti at the wall. Um, but what we really

[00:17:51] need is a plan to grow your business in the fastest time possible. And depending on your niche, your location, your unique situation, um, whether you're still working somewhere else or not,

[00:18:00] we might need to get you a plan to quit your job, um, to pay off your loans, to, uh, navigate a baby on the way or a family vacation or something like that. When you get to a game plan to grow

[00:18:11] your business in the fastest time possible. And we do that after the five milestones are locked down or you can just keep rinsing and repeating because once you get five, you can get

[00:18:22] more. And sometimes what happens is you just hit like this plateau where you're so busy. Um, or you're bit, you know, you're so busy and you don't have time to grow or you're so busy and

[00:18:33] you're like, where's the money? Because we're not charging the right things and you can't raise your rates without feeling confident in enrolling people in a plan of care. Um, and sometimes the marketing needs to be even better because just word of mouth marketing

[00:18:46] means you might stall out at number six because not everyone knows about you and we need to build the list, et cetera. So there's a lot to do. There's a lot of problems to create, but if you're

[00:18:57] just getting started, we've got to hit those five milestones. Once we hit those, then we know we've got a business. Okay, let's talk about adding five K to your business. Number one, just get

[00:19:06] five new patients. It's easier said than done. Um, and if you've already got a busy practice, we don't need five new patients to make $5,000. We might just even need to ask two or three people

[00:19:19] if they're interested in paying off their current plan of care in full, they might be coming in one at a time. Um, and Mrs. Jones, like you've got five more visits. You know, I'm running a special

[00:19:31] this month. If you, um, paying full for your remaining visits, I'll give you a 10% discount or 15% discount, or I'll give you a free session. I'll give you two free sessions, one for you and one to give to a friend. You make that sweet offer to enough people.

[00:19:46] You got five K. If you make that offer to people and you get five K because you heard this, please let me know about it. I'd love to, uh, feature you, interview you, um, share it,

[00:19:58] or even just celebrate with you. Um, that that's a win, but I'd love to know. Okay. Now it's number one. If you're just getting started, you can, you get your first five people

[00:20:08] and just make them a deal to pay off their plan of care in full. Okay. Um, let's think about it like this. You do 10 total body diagnostic, free total by diagnostics or paid total by diagnostics.

[00:20:21] We just need five, half of those people to say yes. And three of them to pay in full for a $15 plan of care. We got five K so hopefully that was valuable. Um, here's what you're going to say,

[00:20:34] Mrs. Jones, you know, um, my recommendation is we've, we worked together for eight visits so that you can, you know, run daily and, uh, hit a PR in your next marathon, you know? Uh, without worrying about arthritis in your knees. How does it sound? Great. Okay. My recommendation

[00:20:56] would get you started with eight visits. It's, Oh, let's just say 1500 bucks, which is $186 a visit. Um, when you pay in full, I'll take a hundred bucks off and, um, so you'll save a hundred bucks

[00:21:10] and it's essentially one 75 visit. I don't, I want you to get away from the one 75 visit, but it's $150 for the plan of care. Um, if you pay in full, we'll, uh, take a hundred, a hundred bucks off.

[00:21:22] Um, how's that sound? Great. So it's $1,400 today. Boom. We do that, uh, three times we're close and four times we're over $5,000. Sounds simple. There's a lot more to it. I don't have

[00:21:36] time to give you everything you need to know in, uh, on just a podcast, but if you can just go take some action on these things, um, I'm sure you'll get some traction in your business. Make

[00:21:50] sense? Look, if you've got a physical therapy practice and you're not doing six figures yet, maybe you're not doing 5k a month yet. You might be a great fit for a cash PT academy where

[00:22:01] not only can we make sure that you've got a good foundation for your business, we can give you that personalized game plan to make sure you get on track and hit six figures

[00:22:09] in the next, uh, I don't know, five to 12 months, depending on where you are in your business. If you're at 5k months, we can help you hit six figures, you know, in 30 to 90 days.

[00:22:18] If we're just getting started and you've got a lot of other things going on, it might take 10 months. Um, if you've got another job and a business and a family, you want to grow slow and you want

[00:22:27] to take a lot of risk, it might just take some time, but that's what the cash PT academy is for. We can get you this personalized game plan, ongoing coaching, the trainings you need,

[00:22:35] the information and a pathway to growing your business, to getting to six and then multiple six figures. If that's you just go to call with Aaron.com or message me academy over on Instagram.

[00:22:46] And I'll tell you a little bit more about it in the meantime, take action on these strategies. Let me know what has been helpful for you. And if you're thinking about starting a business or you've recently started pay attention because sometime in the next few weeks,

[00:22:58] I'll be announcing on my email list, um, special deal on the cash PT blueprint, for the 10th anniversary of the cash PT blueprint. So that's it for today. Um, if you ride motorcycles, uh, keep the rubber side down and, uh, I'll see you on the next show.

[00:23:13] Peace out. Hey, what's up? It's Aaron. Thanks for listening to the show. Whenever you're ready, here's three ways I can help you grow your physical therapy business. Number one, grab a free copy of my book. It's the roadmap to launch, grow, and scale your physical therapy

[00:23:25] business. Go to cash PT blueprint book.com or DM me the word book over on Instagram. And I'll send you a link to get it shipped to you for free. Number two, join our cash

[00:23:36] PT blueprint case study program. I'm putting together a new case study group this month. If you'd like to work with me to launch a six figure cash practice and start seeing patients in just 90 days, send me a message over on Instagram with the words case study,

[00:23:49] and I'll apply back to you with all the details. Number three, you can join our cash PT academy coaching group. I meet with dozens of successful cash practice owners weekly on zoom to solve business headaches, brainstorm ideas, and teach the latest marketing and business building

[00:24:03] strategies and tactics. This is our coaching program that takes existing PT businesses and helps them scale to six and multiple six figures in just 12 to 24 months. If you've got a PT practice

[00:24:14] and rate at 10 K a month or more to your revenue, you may qualify to join us. Just DM me the word academy over on Instagram, and I'll set up a time to chat. And for some reason, if you're not one of

[00:24:25] those and you own a business brand, you want to work with me directly to help you add seven figures to your business or another 250 K this year. And you're looking for private one-on-one coaching VIP days, et cetera. And you'd like to maybe partner together in your existing business.

[00:24:39] Send me a message with the word private. Tell me about your situation, what you want to work on together, and we'll set up a time to talk to I'll see you next time. Peace.