Today we kill multiple birds with one stone, so to speak. It’s time to confront what you might have been ignoring to emerge into 2021 poised for success - without making the same mistakes. It’s time to think ahead and learn what strategies you can employ for greater success with your Internal and External Marketing, while remaining Compliant!

Episode at a glance: 

• Beware the Marketing referral program (pot-hole for non-Compliance!)  
• Your “market” is anyone within a 30-min drive of your office 
• YOU establish your Company Culture 
• Patient Care Representative (PCR) = Internal Marketing 
• Front Desk Coordinator and therapists are ALSO part of Internal Marketing 
• External Marketing: social media, website, radio and newsletters 

Here's your guide to acquire, retain and manage patients effectively - Marketing Strategies Toolkit

We once again welcome Compliance Expert and DPT, Daniel Hirsch, to the podcast to discuss the necessity of having a Compliance Program in your practice. Here’s the secret: NO division of your practice is safe from violation in Compliance (and the penalties are steep!). Therefore, you must take responsibility by getting educated on how to stay compliant - be proactive and prepared. 

Episode at a glance: 

• People are not allocating enough time to Compliance 
• For staff and patient safety - you need a Policy & Procedure Manual  
• Don’t rely on memory to remember guidelines 
• Must be ongoing and constantly updated  
• The laws are always in flux and vary state by state 
• Compliance touches every division of your practice 
• We tend to ignore the things that we don’t understand 

Don't risk a violation - Check out our Compliance Program

On this podcast, Brain has a discussion with Gary Bowen from Aerus (formerly Electrolux) in New Port Richey, FL. Here, the two explore the efficacy and benefits of the Aerus air purification technology, which could be said to be the most powerful on the market. Developed with NASA and currently used in the International Space Station, in addition to being honored by the Smithsonian and inducted into the Space Technology Hall of Fame in 2017, this is a technology that every PT practice owner must know and explore. Tune in to learn how Aerus can add another crucial layer of protection and safety to your clinic! 

Episode at a glance:  

• Helped design air purification technology for the International Space Station 
• Incredibly cost-effective 
• Disinfects all air and surfaces (prevents having to constantly clean & wipe down) 
• Air inside home can be up to 10% more polluted than outside
• FDA Certified Compliant Laboratory & independent lab tested 

On this podcast, Brian begins by pausing to reminisce on his realizations about becoming a true CEO with work/life balance. He inspires his audience to lead by example, evaluate what type of owner they are, and work backwards from their products to find which stats & metrics they need to accomplish them. If you’re seeking a positive change, start with yourself and learn how important stats & metrics are for PT staff management and leadership. 

Episode at a glance: 

• Your greatest challenge in physical therapy is always the personnel 
• Acknowledge the person, and validate the performance 
• Who you are is more important than what you accomplish 
• Don’t get reasonable with your staff 
• Your accounts receivable should never be over 15% over 90 days old (Billing metric) 
• Make sure your staff knows how the statistics stack up in the overall company 

Brian recounts his discovery of virtual training, and how it changed everything! This effective, web-based virtual platform allows for cohesive & thorough training which will prevent you from hearing “I never learned that!” or I didn’t know that” ever again. Learn the bigger problem causing the symptoms in your clinic, and how to handle it. Here’s the secret: it all starts with your decision. 

Episode at a glance: 

• You can continually update a virtual training platform  
• You need structures & systems
• Leads to staff retention 
• Education - Duplication - Application 
• Role Play = confidence with application 
• Has to have certification & gamification 

Here is something we’ve learned at MEG - you can almost never get too much training. So let’s dive in and learn how to make your “good deeds well known” through your PR & Marketing, so as to help more patients through your amazing care in physical therapy. It’s time to take control of your future as we enter the 4th Quarter by identifying your goals and strategizing how your Marketing can help you achieve them. 

Episode at a glance: 

• 4 Types of Owners 
• Identify your targets & objectives 
• Hire people with the “PR Personality” 
• PCR (Patient Care Rep) = Internal Marketing 
• Marketing Coordinator = External Marketing 
• Front Desk Coordinator is a part of Marketing! 
• 2-Month Marketing Campaign  

This week, Brian gives his audience another powerful tool to propel them into our ever-changing societal landscape. Now is the time to repurpose, rebrand and reapply yourself, and what you learn. Let’s get clear and organized for the future of our practice and learn how to utilize the 4 Keys in today’s environment. 

Episode at a glance: 

• 1st Key: Environment 
• 2nd Key: Structure 
• 3rd Key: Personnel 
• 4th Key: Systems of Operation (SOP’s) 

This Resource Guide to Restructuring Post Pandemic will provide you with key data to consider in our new environment while adapting your practice to the future.

On today’s podcast, Brain is ready to have a discussion and drill down to the core of what’s really behind this 9% cut. As an advocate and member of the APTA, he refers to some of their material on the topic. It’s time to get positive - and change your operating basis. Tune in for some stabilizing advice & info on what this thing is and what to do about it.

 Episode at a glance: 

• Pay for what you use 
• Get your payroll under 60% of your total gross income - cut overhead 
• This cut = the conversion factor 
• Understand your RVUs (Relative Value Units) 
• You need 20% of your revenue to come from cash-based services 
• 40% increase in 5 year’s time for PT services 

On today’s podcast, we welcome guest Cathy Renkiewicz, DPT and Director of Virginian Rehabilitation and Wellness in Fairfax, VA. Brian sees it two ways: 1) you can either “wing it” through opening and expanding your practice OR 2) you can get the guidance and help that you need, and deserve. Tune in to learn about Cathy’s unique journey and how MEG helped her grow and expand successfully! 

Episode at a glance: 

• We have to take the responsibility to enhance the skills of those on our team 
• You need structure through Status Sheets and agreed-upon expectations 
• The people at your front desk are gold 
• The 5 Phase Hiring Process involves everyone 
• The ability to confront is not the same as “confrontation” 
• You cannot manage over a disagreement 
• Hiring is not a negotiation, it is a discussion 
• Have a market differentiator 

Let’s discuss “profitability” - this includes improving your community, your staff’s experience, the quality of your care, messaging & branding. On this week’s podcast, Brian reminds his audience that going into business should be a group activity, rather than for the sole profit of the individual. Remember, who you are is more important than what you accomplish. 

Episode at a glance: 

• The secret to success is GIVING 
• Practice owners who struggle financially typically went into it for the wrong reasons 
• You want 30% admin, 70% patient engagement 
• Calculate: average collections per visit, patient demographics, cost per visit, gross income & net revenue 
• You need to be profiting at least $15 or more per visit/hour 
• Commit to a 15% growth in income every year no matter what 
• You’ve got to get your operating expenses down to 10% of your annual gross income