Use It or Lose It!

by Dr. Kevin J. McGovern, PT, CSCS - McGovern Physical Therapy Associates

I wanted to take some time out of my schedule to write about the value of the Patient Compliance Course. This course teaches you and your staff how to sell which is taboo in some areas of the physical therapy world. Those people usually work for hospitals or large organizations. They do not have to create their paycheck; YOU DO!

If you think that you, as a clinician or practice owner do not need to know how to sell, you may want to re-think your business model. You have to sell everyday to your patients.

Here is a simple example. A patient comes in and after the evaluation, you determine that their plan of care will be 3 times a week for 4 weeks. They say they can only really make in 1 to 2 times a week due to work, co-pay cost and the like. How do you get that patient to come in for the plan of care that you prescribed? YOU SELL IT TO THEM!

The great thing about this course is that when you really think about it, every member of your practice has to sell. Your front desk has to sell in order to get their percentage of arrivals up. Your collection people have to sell in order to get insurance adjusters to cut the check faster. Your referral coordinator has to sell to get her referrals faster. Do you see now?

This course is vital to the continues success of your organization. I had Measurable Solutions deliver this course right in my office for 18 of my staff members. Only 3 of these staff members had been to Clearwater for other training. The course was a huge hit for everyone! All of my staff took to the easy methods with vigor and enthusiasm. I would suggest delivering this course to as many staff members as you can.

At my practice we have taken the course a step further. Like any new skill you must use it or you lose it! All of our staff is trained to report back to their supervisor if they fail to close on someone or something that they tried to sell. The staff member must look up in the Patient Compliance Course exactly what step they missed or did not use. They then re-read the section in order to continue to grow comfortable with the material.

All of the reports are routed to our Corrections Department. We look for patterns or situations that keep occurring. We then re-educate and drill so the situation doesn’t occur again.

In closing, if you want continued growth and stability of your practice, this course is a necessity!

The Best Course I've Taken Yet At Measurable Solutions

It has only been a couple weeks since the three of us completed the course, but we have applied the Patient Compliance Course data by revising the form we use for free consultations to improve our percentage of client contacts who make an appointment for a free consultation and to increase the percentage of those who become patients in our system. We also shared and drilled the revised format with everyone at staff meeting last week. So far, we have been able to use the revised approach at a health fair in a large Chicago law firm, where we could only talk to clients, not examine (or evaluate) them. In just a few hours, my staff had scheduled over ten free consultation appointments, a record for us, with six more clients asking us to call them to schedule appointments later. The feedback from staff using the approach with new patients has been quite positive. PT staff report feeling that they are communicating much more effectively with patients, and that the Patient Compliance Course data has helped patients understand their own conditions much more like we understand them, and so feel the same urgency that we do to get the condition handled.

I'm excited about the improved product that this data is helping us to get, namely patients who are very happy and satisfied with the treatment they received, and eager to refer friends, family, and co-workers to us. Now that's a formula that can help to counteract POPTS.

Thank you so much for the best course I've taken yet at Measurable Solutions.

-- Kevin Cronin, PT, ATC, JSCCCEO, Advanced Rehabilitation Clinics, Inc

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A Must Do For All Of Your Staff

THIS IS THE COURSE I'VE BEEN WAITING FOR! I've been looking for a better way to deliver information to my staff and this is it! Since the course I have had dramatically increased compliance with my patients and my staff and I are on the same page. It's a very trainable, effective way to deliver the information to and educate all of your staff on the importance of compliance while giving them the tools on how to keep patients present. It's a great tool for your marketing staff as well – it provides basic sales techniques that will help your Divisions 2 & 6 generate more patient inflow! Hands down, this is the best course I've taken at Measurable Solutions!

-- Steve Ryland PT, DPT, Owner – Patient Compliance Course

The Patient Compliance Course is a MUST DO for ALL of your staff! The information provided in the course gave me a new perspective on how to get our patients on board with their care plans. The course taught us how to work on gaining agreement. I highly recommend that anyone working with patients – from front desk to the therapist – take this course!

-- Sarah Bowers VPA – Patient Compliance Course

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Here Is What A Few Of Our Clients Have To Say About The Patient Compliance Course

I was never trained, nor even thought about, the need for the patient to have full buy-in into what I was explaining to them. Then I did the Patient Compliance Course. This was a great course as it brings the clinician through the process of an evaluation and teaches the clinician how to combine our medical training with a proven step-by-step process to increase the compliance of the patient. This is not only good for business, it is actually extremely beneficial to the patient as they are motivated to attend therapy as determined necessary by the treating therapist.

-- Jacques Beauchamp and Eric Bull

All I can say is WOW!!! This is what I’ve been looking for in patient compliance know-how all along. I’ve know what needs to be done from a CEO perspective on how to close a patient on compliance but not how to get my PTs into the same realization. Now I do. I have the data and it is doable. Now nothing is going to stand in my way of reaching my ideal scene! Thanks again!

Steve Ryland, Owner
Beachside Physical Therapy

The Patient Compliance course is the course every physical therapist should take. Too often our PTs are so confident in their abilities and skills but are not able to get their patients on board. This course has given me great insight on what to be aware of when working with a patient as well as how to get them from “well…..” to a sell!

SaRah Bowers
Beachside Physical Therapy

The Patient Compliance course is just what I needed to get all patients to enjoy the benefits of therapy. I feel like those patients who are at risk of non-compliance are now going to be handled in a very effective, caring way.

In preparation for opening a cash based practice, I was definitely concerned about my ability to “sell” a patient and get them to come in for therapy and pay cash for it. After this course, I really feel like I can get people the care they need, get them to realize why they need it and best of all I can do it without compromising my own ethics! Thank you.

Lisa Harris, Co-Owner
Austin Health Works

The Patient Compliance Course is absolutely amazing! It has provided a way to successfully sell one of the things I am very passionate about…. My practice and the service we provide. Before this course I never realized a good-hearted all American girl like myself could sell something with good integrity and ethics.

Amy Rohsner, Co-Owner
Austin Health Works

This course made clear the many “sales” cycles that occur daily in a traditional practice. This is the key to physical therapists getting their sub-products up and being able to get more referrals! The executives can and should use this tech in their attempts to establish agreement with juniors. Great data!

Blaine Stimac, Owner
Kalispell Rehabilitation Associates, Inc

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