In this episode, we break down one of the biggest mistakes clinic owners make that crushes their scalability—allowing patients to stretch out their packages over months instead of completing them in a structured timeframe. If you're stuck constantly needing more new patients to fill your schedule, this is the episode for you. Learn how to shift your approach to package fulfillment, increase patient retention, and build a scalable, predictable business.

Key Takeaways:

• Sell Based on Plan of Care, Not Affordability – Too many clinic owners sell small packages (5, 6, or 8 sessions) based on what patients can afford rather than what they actually need. Instead, base your recommendations on clinical judgment and the best outcomes for the patient.

• Stop Letting Patients Extend Packages Indefinitely – Packages should have a set fulfillment period (e.g., 90 days). When patients stretch out their sessions over 6-12 months, it kills cash flow, reduces retention, and makes it harder to sell future packages.

• Structure Packages with Clear Timelines – Offer 10, 15, and 24-session packages, ensuring they are completed within 90 days. This improves commitment, adherence, and long-term retention.

• Track Fulfillment Rates – Keep a close eye on key metrics:

  • Date of last appointment
  • Date of next appointment
  • Number of remaining sessions If a patient hasn't been in for 30+ days with no appointment scheduled, you're likely losing them. Follow up aggressively.

• Create a Strong Continuity Program – The goal isn't just to fulfill packages—it's to sell the next one. A structured continuity program ensures patients continue investing in their care beyond the initial package, increasing lifetime value and clinic stability.

• Shift the Staff PT Mindset – Many PTs focus too much on "not being needed" rather than recognizing the ongoing value of regular sessions. Your team must understand that weekly sessions—even after pain resolves—provide long-term health benefits and justify the investment.

If you have questions or want to hear specific topics covered, reach out via Instagram at @_jeremydupont. Like, subscribe, and stay tuned for more episodes packed with actionable business insights!

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