In another episode of The School of Impact Podcast, Jason Meland welcomes Dr. Ray Gorman, an expert in offers, sales, and helping physical therapists build profitable businesses beyond in-person sessions. Dr. Ray shares his journey from traditional PT to launching a cash-based model, highlighting key challenges and the pivotal shift to a hybrid approach blending in-person and virtual services. They discuss common mistakes in adding online components, the importance of positioning and messaging, and why systemization and sales training are crucial for success. Dr. Ray also breaks down effective sales techniques, client engagement strategies, and the mindset shifts needed to thrive in the industry. Tune in for valuable insights and actionable steps to create a sustainable, high-impact PT business!

 

“What we actually do in our model is we provide a system of clinical evaluation where it's like, okay, we're going to break down range of motion, we're going to break down strength balance, we're going to break down technique, we're going to audit their lifestyle, audit their training history. And once I really know and understand that system, it doesn't matter if I'm working with a Crossfitter, a powerlifter, an Olympic weightlifter, a field athlete, a pickleball athlete, I can run any sort of active person, any sort of person, really, through my system and come out with that same answer of what we're gonna do, how we're gonna manage it, it's just such second nature, because I really understand what that, that whole experience is going to look like.” - Dr. Ray Gorman

 

Let’s talk about:

 

• Hybrid Business Model for Sustainability – Blending in-person and virtual services creates a more stable and scalable PT business.

• Effective Positioning and Messaging – The way a virtual offer is framed (e.g., “prescriptive exercise program” vs. “remote programming”) significantly impacts client interest and conversions.

• The Power of Systemization – A well-structured in-person business sets the foundation for a successful transition to online services.

• Sales Training is Crucial – Developing confidence in sales, asking the right questions, and structuring conversations effectively can make a huge difference in client engagement.

• Embracing Risk Leads to Growth – Overcoming fear of failure and pushing through challenges is essential for building a thriving PT business.

 

Connect with Dr. Ray Gorman:

Instagram: @raygormandpt Youtube: RayGormanDPT

Website: www.engagemovement.com

Connect with me:

Email: [email protected]

Website: https://www.growmyvisibility.com/

Instagram: @coachjasonmeland

Facebook: Jason Meland - In Demand Coach

LinkedIn: Jason Meland