EP163: "3 BIG Reasons Why Patients Leave You"

[00:00:05] Are you a motivated healthcare or fitness professional?

[00:00:08] Are you looking to work with more athletes, become a sports specialist, or even get a

[00:00:11] job in a sports setting so you can finally enjoy the career that you've always dreamed

[00:00:15] of?

[00:00:15] If so, you're in the right place.

[00:00:17] My name is Chris Garcia, physical therapist, business owner, entrepreneur, and residency

[00:00:21] trained sports specialist.

[00:00:23] I've been fortunate to work in professional sports and travel around the world working

[00:00:26] with elite athletes throughout my career and I've learned a lot of lessons along

[00:00:29] the way.

[00:00:30] I created this podcast to share my experiences and give you everything you need to know

[00:00:34] to help you become a sports expert.

[00:00:37] Welcome to the Sports PT Academy.

[00:00:42] Today I'm talking about 3 big reasons why patients leave you and it has nothing to do

[00:00:48] with their motivation or their compliance.

[00:00:50] It actually has to do with you and if you want to learn more, tune in to this episode.

[00:00:55] Hi everyone, welcome back to the podcast.

[00:00:57] Welcome all new listeners and welcome back to those who have heard my content in the

[00:01:01] past.

[00:01:02] Before we go on to today's episode, what is new?

[00:01:06] What is better in life?

[00:01:07] A couple of good updates for those who've been following for a while.

[00:01:10] My son Zach has been asking me for months, hey dad, I've been going to Jiu Jitsu

[00:01:17] enough.

[00:01:18] You did tell me a year.

[00:01:20] I promised him that if he stuck to this for a year that I would allow him to

[00:01:24] move on to a different sport.

[00:01:26] That's how it works in our household.

[00:01:27] It has to be filled with another time slot with more activity so that it's been a full

[00:01:32] year.

[00:01:32] All of my kids are outside of Jiu Jitsu now.

[00:01:35] Now they're on to flag football and soccer and gymnastics.

[00:01:39] So that's been great.

[00:01:41] My son Jacob is almost there.

[00:01:43] He's trying to beat that record to the fastest to potty train in our family.

[00:01:48] We're still about a month out from our Disney cruise which is amazing.

[00:01:52] I'm excited to do that.

[00:01:54] We'll be in the Caribbean which will be fantastic.

[00:01:58] Personally wise, my fitness is stable.

[00:02:01] It is consistent.

[00:02:02] I don't want to change anything.

[00:02:04] I love where I'm at.

[00:02:05] My back is feeling better so I'm ready to go on.

[00:02:07] For those who follow me on Instagram at chrisgarcia.dbt there's a special

[00:02:16] launch that I'll be doing in the next few days so pay attention to my Instagram.

[00:02:21] For those who are learning more and more about regenerative medicine, I'm launching

[00:02:24] something new for physical therapists and patients.

[00:02:28] So follow online for that.

[00:02:29] And then I have my cash PT clinical elevation course coming up in October so for those

[00:02:35] who are interested there are seats available.

[00:02:37] I'd love to see you inside that course.

[00:02:39] Alright, why are we talking about this podcast?

[00:02:43] Well, it's one of the biggest frustrations that I hear from physical therapists especially

[00:02:50] cash PTs.

[00:02:51] Now insurance based PTs is a different world, different problem.

[00:02:56] For cash PTs I hear this often.

[00:02:59] I ask people how's your schedule?

[00:03:02] They're like oh it's empty right now.

[00:03:04] I just haven't had a good batch of patients.

[00:03:07] There was good patients and they just keep leaving or I got them better so they're

[00:03:12] not coming back.

[00:03:13] So now that cash PT has this empty schedule, I was talking to somebody recently in my

[00:03:18] mentoring groups and I said you know what's the biggest reason why people leave you?

[00:03:23] And some people were stumped.

[00:03:24] They're like I don't know actually that's a good reason, a good question.

[00:03:30] And in most PTs we'll attribute it to two things usually.

[00:03:35] It's the patient's fault.

[00:03:36] They're just not motivated to get better for that reason they're not coming back.

[00:03:41] Or they're not compliant with their home program and that's why they're not

[00:03:48] motivated, that's fantastic.

[00:03:50] I understand what you're saying, those two things, compliance and motivation are true

[00:03:55] in insurance based care.

[00:03:57] Now when you go to cash PT where you get to control all those variables and if somebody

[00:04:01] is coming to you they're probably motivated.

[00:04:05] People don't sign up for outta network or cash PT if they're not motivated because

[00:04:11] they're probably just would've been in an insurance based PT.

[00:04:15] So you can't say they're not motivated.

[00:04:17] Now, we'll go on to the podcast, but the support of that, can you keep them motivated?

[00:04:24] That's one piece.

[00:04:25] The other one is, are they compliant?

[00:04:28] In cash PT, they want to be compliant.

[00:04:31] That's where they're coming to you.

[00:04:33] They want that motivation.

[00:04:34] They want that information.

[00:04:35] They're ready to soak it in.

[00:04:37] So if you're saying in a cash PT setting that the patient is not motivated or compliant,

[00:04:44] they came in motivated and excited to be compliant, you couldn't keep them.

[00:04:49] So that's your fault.

[00:04:51] I'm here to explain why.

[00:04:53] So there's ultimately three things that you need to realize on why patients leave you.

[00:05:03] And if we take out the motivation and compliance factors, let's assume they're highly motivated

[00:05:09] when they came in on that initial evaluation.

[00:05:11] And they're willing to be compliant.

[00:05:13] Okay, so let's assume that's the case because that's pretty much what comes in the cash PT.

[00:05:19] There's three big reasons why they'll leave.

[00:05:21] First and foremost, it's because you couldn't deliver on the outcome.

[00:05:28] And that skill, right?

[00:05:30] You couldn't get the outcomes that they wanted.

[00:05:32] They wanted to be pain-free by their marathon.

[00:05:35] They wanted to have their shoulder not hurt with CrossFit.

[00:05:38] They didn't want their back to bother them in their orange theory class.

[00:05:43] They didn't want their shins to be hurting during their 5K.

[00:05:49] And you can't get them better.

[00:05:51] So their initial evaluation, they're highly motivated.

[00:05:53] They're compliant.

[00:05:54] You give them all the information.

[00:05:55] You probably overloaded them.

[00:05:58] They're still confused on why they're coming to see you and why they shouldn't

[00:06:01] go to insurance-based care because you couldn't provide that service.

[00:06:04] But more importantly, you couldn't give them the outcome.

[00:06:08] So they wanted pain-free by a month out.

[00:06:11] And you can deliver on that.

[00:06:13] That's a skill problem.

[00:06:14] That is a problem that cash PT's have faced early on in their business.

[00:06:22] And it's because you had a good enough skill for low-paying patients,

[00:06:29] meaning they were paying a low copay.

[00:06:31] So they're kind of like Walmart.

[00:06:33] That they were okay paying a lower price.

[00:06:36] But now they have to pay for that same product, that same shampoo, that same bike,

[00:06:40] that same product in Walmart.

[00:06:42] They have to pay more.

[00:06:43] Now they're like, wait a minute, what's different about this shampoo?

[00:06:45] What's different about this bike?

[00:06:46] What's different about this pillow?

[00:06:50] And how does it make them feel?

[00:06:52] That's the outcome.

[00:06:53] Could it get me a better sleep?

[00:06:54] Oh, that is actually better.

[00:06:56] Your ability to provide that skill was good for insurance.

[00:07:00] But now did you have the increased skill set to deliver on that in the cash pay side?

[00:07:06] That's one problem.

[00:07:08] So if you're new in cash pay, not new as a PT, because if you've listened to my previous

[00:07:14] episodes, there are people who have 10, 20 years experience who wouldn't be able to cut it

[00:07:19] inside cash PT.

[00:07:22] Not because they don't have the skill.

[00:07:24] They have the skill for Walmart insurance-based care.

[00:07:26] They don't have it for a better experience when you're paying cash out of pocket.

[00:07:30] It's a whole different ballgame.

[00:07:32] So do you have the clinical skills as a cash PT to deliver on the outcomes of somebody who's

[00:07:38] highly motivated and highly compliant and do it at the rate that they want?

[00:07:43] That's the first one.

[00:07:44] So you couldn't get them better.

[00:07:47] Basically, if you've heard by previous episodes, there's three Ps in business,

[00:07:50] people, product and process.

[00:07:52] Your product is pretty poor.

[00:07:55] In any business, you have to be good at these three Ps and hone them in.

[00:07:59] The product is the number one thing that people probably enter your world for.

[00:08:03] I hear you're really good at low backs, at knees, at hips.

[00:08:07] Can you help me with my hip before my race in a month?

[00:08:11] And you couldn't deliver on that.

[00:08:12] Of course they're going to leave you.

[00:08:13] So product, that's your skill.

[00:08:17] That's what you deliver.

[00:08:18] Number two is you didn't let them know what was next.

[00:08:25] Meaning you were a great cash PT, good clinical skill.

[00:08:30] You delivered on the product.

[00:08:31] They're fantastic.

[00:08:33] And maybe you got them there in six to seven visits and now they're feeling great.

[00:08:37] They're like, oh my goodness, my back feels fantastic.

[00:08:40] I'm now able to train and I can do my competition or I can work out now pain-free.

[00:08:46] Perfect.

[00:08:47] But you as a provider, you don't feel good about them letting them go because

[00:08:52] you got their back pain feeling better, but they're not strong.

[00:08:56] They're not stable.

[00:08:57] They're kind of soft and flimsy.

[00:08:59] And you know that if you just worked on some strength and conditioning

[00:09:03] or some wellness care that you can make some huge gains to help this prevent from coming back.

[00:09:09] And that customer doesn't know that, but maybe you waited until the six or seven visit

[00:09:13] and you're like, hey, I'm so glad your help.

[00:09:17] You're feeling better.

[00:09:18] However, going back to CrossFit with these, like the way you're moving everything else,

[00:09:22] that was good to get you pain-free, but you need the next level of care,

[00:09:25] which would be my next level program.

[00:09:27] And all that would do is get you stronger, get your back even more stable

[00:09:33] and allow you to work on mechanics so it doesn't come back.

[00:09:37] Well, that patient didn't know what you were planning to do.

[00:09:41] So now they felt great.

[00:09:43] All the expectations were met.

[00:09:44] Now you failed to deliver on what the next expectation was.

[00:09:48] So for you, you didn't tell them what was next.

[00:09:52] That was a process problem, meaning you had a fantastic idea.

[00:09:58] You were great at your product, great at your skill.

[00:10:01] You actually got them to where you wanted in your head.

[00:10:04] You knew what the next level was for them, but you failed to communicate that.

[00:10:08] That is a process problem.

[00:10:10] That's a communication problem.

[00:10:12] You should have let them know that from the beginning.

[00:10:16] Hi, Jane.

[00:10:17] I'm going to get your back pain better.

[00:10:19] Well, you can easily get you back to CrossFit.

[00:10:21] I'm going to get you there.

[00:10:22] However, there's two parts to this process.

[00:10:25] The first six weeks, I'm going to get you pain-free.

[00:10:27] The second six weeks, I'm going to get you stronger and more resilient

[00:10:30] so it doesn't come back.

[00:10:32] Now, I understand you just want to get pain-free,

[00:10:34] but you have to understand I don't want to see you under these circumstances

[00:10:37] because it's been three, four, five months of pain.

[00:10:41] I don't want you there.

[00:10:42] I'd rather keep you consistent and underneath my supervision

[00:10:45] so that way I can kind of see what you're doing inside your gym routine

[00:10:49] so I can guide you through that process

[00:10:50] and then catch you if any flare-ups happen.

[00:10:54] That's what people want to hear.

[00:10:56] So you got the outcome, but you failed to tell them what was next.

[00:10:59] And that was the process.

[00:11:01] Now, number one, do you have the skills?

[00:11:04] Could you deliver on the outcome?

[00:11:05] Number two, did you tell them what was next?

[00:11:08] Did you tell them the process and how things work?

[00:11:10] You probably didn't do that.

[00:11:12] Now, people blame motivation and compliance,

[00:11:15] but what if you don't have the skill?

[00:11:18] Motivation and compliance is the only thing that you know to say.

[00:11:22] And that patient's going to be like,

[00:11:23] well, let me just check my schedule.

[00:11:24] What they're saying is you're not good enough

[00:11:26] and I don't know how to tell you that.

[00:11:29] And you as a clinician didn't ask why they're leaving

[00:11:33] so you assume and blame it on somebody else except for yourself.

[00:11:37] Oh, they just weren't compliant.

[00:11:38] They weren't motivated.

[00:11:39] It's probably because you didn't have the skill.

[00:11:40] Number two, you didn't tell them what was next.

[00:11:42] And then number three, you didn't understand what they wanted.

[00:11:47] You didn't understand their goal.

[00:11:50] You didn't get them.

[00:11:51] You didn't understand their message.

[00:11:54] You don't understand them as a person.

[00:11:55] What I mean by this is you've seen this before where

[00:11:59] maybe it was a new grad or even a colleague

[00:12:02] or maybe even yourself and it was super cringy

[00:12:05] when you saw this happening.

[00:12:07] This patient, Bob, comes in and he says,

[00:12:12] my shoulder hurts every time I'm at the gym

[00:12:14] and I do shoulder press.

[00:12:17] And Bob is doing shoulder press

[00:12:19] because he's going to compete in a weightlifting competition.

[00:12:24] And he was working on getting his shoulder stronger

[00:12:26] so he can compete in the weightlifting competition.

[00:12:29] And that competition is, I don't know, three months out.

[00:12:32] And he was doing prep work.

[00:12:34] And you as a physical therapist or your colleague or a student

[00:12:38] comes in, figures out if it's a supraspinatus problem,

[00:12:42] it's an impingent problem, whatever the thing is,

[00:12:45] a slap, is it a labral, whatever it is.

[00:12:47] They come in getting all this fancy anatomical stuff

[00:12:50] and they give them the same like, you know,

[00:12:53] TheraBand or dumbbell exercises.

[00:12:56] And all they do is they focus on the five out of five,

[00:12:59] pain-free range of motion, impairments, lat length,

[00:13:04] you know, empty can, all these special tests, everything else.

[00:13:08] And they're focusing on this five out of five strength.

[00:13:10] You know what, Bob?

[00:13:11] We're just going to get you strong.

[00:13:12] We're going to get you strong.

[00:13:13] We're going to get you strong.

[00:13:14] And that takes six to eight weeks.

[00:13:16] Well, Bob has to compete at the three month mark

[00:13:19] and you're going to take six to eight weeks

[00:13:20] to get to, you know, getting the shoulder strong.

[00:13:22] What you fail to realize is,

[00:13:23] Bob still has to work out.

[00:13:26] So you're over here focused in on the shoulder

[00:13:28] and Bob's like, well, what can I train elsewhere?

[00:13:32] Can I still work on my legs?

[00:13:34] Can I work on my overhead positioning?

[00:13:36] What can I work on?

[00:13:37] And all you're doing, and typically you'll see this,

[00:13:41] is they keep delaying that.

[00:13:42] Well, next week we'll check in.

[00:13:43] Keep coming.

[00:13:44] Next week, let's see how you're doing.

[00:13:45] Let's see how you're doing next week.

[00:13:47] And all they're doing is buying time

[00:13:49] because they don't forecast.

[00:13:50] They don't think forward.

[00:13:51] They're not thinking about the person

[00:13:52] and what they need to do to compete

[00:13:54] at the level that they want to.

[00:13:56] You just keep it simple.

[00:13:57] Let me just work on their impairments.

[00:13:58] And those impairments will magically

[00:14:00] make this person better.

[00:14:01] And magically, I don't know the mechanics of that thing.

[00:14:04] And I don't know straight and conditioning of that sport.

[00:14:06] So I'm going to let Bob take care of that.

[00:14:07] But Bob doesn't know how to do that.

[00:14:08] And the physical therapist doesn't know how to do that.

[00:14:10] So who actually ends up paying the price?

[00:14:14] The consumer, the patient.

[00:14:15] Because they don't get to compete.

[00:14:17] Yeah, at the eight week nine week mark,

[00:14:18] Bob is now pain free.

[00:14:20] But he's like, now I have a crunch time

[00:14:22] to compete in a month.

[00:14:24] And you didn't understand that.

[00:14:26] And now my shoulder feels better,

[00:14:28] but I don't have any way to even compete.

[00:14:30] I'm not even going to be eligible.

[00:14:31] I don't have the strength.

[00:14:32] I'm going to be so bad at this event.

[00:14:34] And what you should have done is understood and said,

[00:14:37] Bob, I don't know your sport.

[00:14:39] Let's work on your mechanics.

[00:14:40] Show me what that looks like.

[00:14:42] I can easily fix the shoulder.

[00:14:44] But at week one,

[00:14:45] tell me what a normal progression would be like

[00:14:47] over the next three months.

[00:14:49] What are you doing the first month?

[00:14:50] What are you doing the next month?

[00:14:51] What do you do in the last month?

[00:14:52] Oh, you strength train.

[00:14:54] I see.

[00:14:54] Yeah, you can totally do squats and deadlifts.

[00:14:56] That's totally fine.

[00:14:57] Your overhead pressing is what we're going to hold on

[00:14:59] for the next month.

[00:15:00] We're going to slowly introduce that at the six week mark

[00:15:02] because we know that that's going to be

[00:15:04] from a healing perspective.

[00:15:05] That's a perfect timeline.

[00:15:06] And by that time, we'll calm all the inflammation down.

[00:15:09] We'll be working on your mechanics

[00:15:10] so that way at the six week mark,

[00:15:12] when you start over at pressing again,

[00:15:13] you haven't lost any strength in the lower body

[00:15:15] or your low back.

[00:15:17] So you can compete successfully by six weeks.

[00:15:20] Now you're still, now you're integrating from empty can

[00:15:23] and shoulder and dumbbell now back into weights.

[00:15:26] Now with shoulder pressing at a lower percentage,

[00:15:29] introducing overhead pressing

[00:15:30] so that way he has six weeks to actually compete

[00:15:35] and know that he feels comfortable underneath the bar

[00:15:38] or underneath the weight that he needs to be at.

[00:15:41] And if you can easily get their shoulder pain better,

[00:15:45] that's easy.

[00:15:46] The five out of five MMT,

[00:15:48] the range of motion, the goniometer,

[00:15:49] that's your wheelhouse.

[00:15:50] But what you didn't get was the person and what their goal was.

[00:15:54] Ultimately, you didn't understand

[00:15:55] what the solution to their problem was.

[00:15:57] You thought the solution was pain-free range of motion

[00:16:01] impairments and they'll magically allow him to compete.

[00:16:04] No, what you had to take a step back was

[00:16:06] what was the progressions?

[00:16:08] What was the strength that was needed?

[00:16:10] What was he needed to do in his fitness

[00:16:11] and his workouts and his daily activities

[00:16:13] that would reduce the stress

[00:16:15] and allow him to prepare for the event.

[00:16:17] That customer doesn't see physical therapy as it helped.

[00:16:22] It was, yeah, I got me pain-free,

[00:16:23] but it didn't allow me to compete.

[00:16:26] The customer or consumer is looking for a solution

[00:16:29] to the problem that they have,

[00:16:31] which is I don't know if I'm going to compete in 12 weeks.

[00:16:34] You see the problem as the impairments

[00:16:36] are causing the pain.

[00:16:38] Consumer is saying, I need to compete.

[00:16:41] PT is saying, I need to get this stronger

[00:16:44] and more flexible and the pain reduced.

[00:16:47] That doesn't translate to their overall problem

[00:16:49] and their solution that they need.

[00:16:51] So you have to blend a little bit of what you do

[00:16:54] on a normal basis, impairment-based treatment

[00:16:56] like insurance and PT school has taught us

[00:16:59] with cash pay setting of help the customer

[00:17:01] see the journey of how it's going to relate.

[00:17:04] I don't play pickleball.

[00:17:05] I don't do any of that.

[00:17:06] But what I will do is understand

[00:17:09] what a two month training cycle of pickleball is

[00:17:11] and how their knee pain will transition back into play,

[00:17:15] how often they can go, how many hours or minutes they can play,

[00:17:19] and at the intensity that they're allowed to do.

[00:17:22] That will allow that consumer, that patient

[00:17:25] to understand by month one,

[00:17:27] you're not going to be playing pickleball

[00:17:28] but you will be practicing on just standing drills.

[00:17:31] At month two, you'll be back on the court

[00:17:33] working about 50 to 60%.

[00:17:35] At month three, you'll be about that 90% mark

[00:17:38] playing at the rate that you need.

[00:17:39] That customer knows that whole process.

[00:17:41] Guess what? I didn't even talk about the impairments

[00:17:43] because that's all the patient wants.

[00:17:45] It is how quick can you get back on the pickleball court?

[00:17:48] Not that my IT ban is tight or loose or weak

[00:17:51] or whatever it is that my calves are weak,

[00:17:53] my hips are weak, but all that.

[00:17:54] That doesn't translate to great, can I play pickleball?

[00:17:58] And you don't get them.

[00:17:59] That's why the consumer leaves you.

[00:18:01] And that is understanding people.

[00:18:04] That's that third P.

[00:18:06] You didn't have the product

[00:18:07] because your clinical skills weren't good enough

[00:18:09] in cash pay setting.

[00:18:10] You used insurance based clinical care

[00:18:13] and skills to come over.

[00:18:15] That didn't translate no matter how long you've been practicing.

[00:18:18] Number two, you didn't tell the customer what was next

[00:18:21] and you didn't understand the process.

[00:18:22] So they self-discharge when they were weak,

[00:18:24] not stable, but pain free.

[00:18:26] That's what they got.

[00:18:27] That's insurance based care.

[00:18:28] Stop doing that.

[00:18:30] Third, try and solve the problem

[00:18:33] and provide a solution to the customer's

[00:18:36] real deep rooted problem,

[00:18:37] which I'm concerned I can't play pickleball anymore.

[00:18:41] Stop focusing on the impairments,

[00:18:43] the hope that solves the problem.

[00:18:45] Understand the person and what they want.

[00:18:47] What's the thing that this pain is limiting from?

[00:18:51] Add that to your repertoire of questions.

[00:18:53] I understand your needs hurting Mary.

[00:18:56] What is it limiting you from doing?

[00:18:58] What's the most important thing

[00:18:59] that if this new is pain free

[00:19:01] that you'd love to get back to?

[00:19:03] That is understanding the person,

[00:19:04] the consumer, the patient.

[00:19:07] So underneath everything,

[00:19:09] the product is what you deliver.

[00:19:12] The process is how you deliver that

[00:19:16] and the person and the root of understanding them

[00:19:20] is why you're delivering the care.

[00:19:22] Most physical therapists just work on what to do.

[00:19:26] What should I do with this knee?

[00:19:27] What should I do?

[00:19:28] And that's where you fail

[00:19:29] and that's why people leave you in a cash-paste setting.

[00:19:32] They won't come back to somebody

[00:19:33] doesn't provide them value.

[00:19:35] And that's ultimately what you have to understand

[00:19:38] when people don't want to pay for your services anymore,

[00:19:41] it's because you don't provide them value.

[00:19:43] It's not your skill wasn't good enough.

[00:19:45] That was what to do.

[00:19:46] You can have the best skill in a cash-paste setting.

[00:19:48] If you don't tell people what's next

[00:19:50] and you understand and solve their real root

[00:19:52] through the problem

[00:19:53] and provide a solution long-term,

[00:19:55] they won't stay

[00:19:56] and they will easily jump off of your schedule.

[00:20:00] And that's typically what happens

[00:20:01] with younger, newer cash-pay PTs

[00:20:04] because they're just trying to grind

[00:20:06] with more clinical skill.

[00:20:07] But that's not you

[00:20:08] because you're listening to this podcast

[00:20:09] and ultimately you're trying to figure out

[00:20:11] how to separate yourself

[00:20:12] and become the go-to expert inside your community.

[00:20:16] And if you find yourself stuck

[00:20:17] and you're looking for more of the solutions,

[00:20:19] you're like, I guess I get it.

[00:20:20] I just need to learn how to implement it.

[00:20:22] What do I do in this scenario?

[00:20:23] How do you do it?

[00:20:24] And that's why I built my cash-pT

[00:20:26] clinical elevation course

[00:20:27] ultimately to provide you with the resources

[00:20:30] of providing a better framework

[00:20:32] and a better structure and process

[00:20:35] to how you work with cash-pT patients.

[00:20:40] And the root on why you're not doing well right now

[00:20:43] or you're not where you want to be

[00:20:44] is not because you need to take more CEU courses,

[00:20:47] it's because you need to have a framework

[00:20:49] to how you're running your business

[00:20:51] or if you're working for somebody

[00:20:53] who is in cash-pT setting,

[00:20:54] it's because you don't understand

[00:20:56] maybe your company doesn't have a process.

[00:20:58] They don't have a framework,

[00:20:59] but you have to develop your own.

[00:21:01] And if you're just using insurance-based style,

[00:21:03] waiting for that patient to come in

[00:21:05] and you're going to work on what's next,

[00:21:08] you're being a reactive physical therapist.

[00:21:10] Just go back to insurance-based care

[00:21:11] because that's where it does best.

[00:21:13] You need to be a proactive person

[00:21:14] who understands the patient,

[00:21:16] creates a process, and then delivers on the product.

[00:21:19] And ultimately that's why I created my course

[00:21:22] to give you that.

[00:21:23] And it's templates, it's scripts,

[00:21:25] it's the process is how to successfully manage

[00:21:28] a cash-pay patient with ease

[00:21:30] without having to guess,

[00:21:32] taking that guesswork out.

[00:21:33] And after mentoring thousands of cash-pTs,

[00:21:37] I'm exploring that

[00:21:39] and I'm now just delivering

[00:21:40] and giving those options

[00:21:42] to people who want more success.

[00:21:44] They want to have better outcomes,

[00:21:47] not just the ones that were great

[00:21:48] in insurance-based care,

[00:21:49] but ultimately to be successful

[00:21:51] in cash-pT, develop a business,

[00:21:54] and thrive inside their local community.

[00:21:57] So if that's for you,

[00:21:58] you can go to my website

[00:22:00] at drcourscarcia.com forward slash elevation.

[00:22:04] And this course is scheduled for October 15th of 2024

[00:22:08] when I re-listed this.

[00:22:10] And I'd love to see you inside the course.

[00:22:12] If I don't see you inside the course,

[00:22:14] I will see you guys on the next episode.

[00:22:16] Take care guys.

[00:22:30] Read all the reviews and I appreciate your support.

[00:22:33] This gives me an opportunity to provide healthcare professionals

[00:22:35] and fitness professionals

[00:22:36] just like you with great information

[00:22:38] to become sports experts.

[00:22:40] If you have any questions,

[00:22:41] reach out to my team at drcourscarcia.com

[00:22:44] and tell us exactly what you're looking for.

[00:22:47] Do you want more?

[00:22:48] Head over to my website,

[00:22:49] drcourscarcia.com,

[00:22:51] and sign up for my VIP email list

[00:22:53] to stay in touch

[00:22:53] with my latest updates

[00:22:54] on courses and mentorship programs.

[00:22:57] If you know someone who would benefit

[00:22:58] from my content,

[00:22:58] please share this episode with them.

[00:23:01] Until next time,

[00:23:02] have an incredible day.