🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-join
If Robbie took over your clinic tomorrow, this is the sales system he would install.
In this training, Dr. Robbie Woelkers walks through the Transformational Selling Blueprint, a clinic-wide system designed to improve the way patients move from first inquiry to evaluation, plan of care, progress note, graduation, referral, and return.
You’ll see where most clinics lose patient commitment, why more leads do not always fix a sales problem, and how to create a process your front office and providers can actually follow.
This is for clinic owners who want a clearer, more consistent sales process across the full patient journey.
TIMESTAMPS:
[00:00] The Transformational Selling Blueprint
[01:05] Why this is Robbie’s full clinic sales system
[01:38] The clinic setup: four providers and two admins
[02:51] Why most providers struggle with sales
[03:12] Commission breath vs. selling from your own pocket
[04:37] Money beliefs, pricing bias, and provider hesitation
[05:38] Convincing vs. persuasion
[07:01] Why Robbie calls it transformational sales
[07:56] The moral obligation to help more patients
[08:48] Where clinic sales systems break down
[09:29] The infinity loop of the patient journey
[09:38] Reach, registration, and reputation operating systems
[11:20] Why more leads do not fix a broken system
[12:40] Working backward from your evaluation goal
[13:25] How conversion rate changes lead volume needed
[14:08] Speed to lead and why response time matters
[14:13] The 5x5x5 follow-up method
[17:31] The law firm example: one case vs. seventy cases
[20:37] Why systems beat star performers
[21:17] The three C’s of intake: conversation, call control, confidence
[21:58] The patient framework for intake calls
[23:18] How to open with the purpose of the call
[24:15] Agitating the problem
[24:31] Physical, participation, and personal impact
[26:42] The DIRT framework: duration, impact, root cause, trigger moment
[27:36] Transitioning from the problem to the goal
[28:26] “What did you like?” vs. “What would you change?”
[29:58] Intensifying the patient’s goal
[31:05] Explaining the cost of inaction
[31:41] Asking permission to sell
[31:59] Presenting the new opportunity
[32:21] Selling the future, not the features
[34:38] The rules of two for scheduling
[35:37] Using intake forms to improve arrival rate
[36:56] Registration recap and conversion targets
[37:45] Custom plans of care
[38:40] Diagnosing a clinic with 55 leads and low plan-of-care conversion
[39:26] Why only six patients signed up
[40:28] Selling the 10 pieces of a custom plan of care
[42:53] Connecting the problem to the payoff
[44:42] Physical exam and test-treat-retest
[45:15] The Trust Trinity: belief in you, the process, and the outcome
[46:50] Creating a custom plan of care
[47:30] Pain, priming, performance, and prevention
[49:15] Why six-visit packages lose patients after pain improves
[50:22] Frequency x duration x revenue per visit
[51:31] Getting the patient to say the timeline
[52:20] What to say when the patient thinks it will take longer
[53:20] What to say when the patient thinks it will take fewer visits
[54:05] Frequency and clinic capacity math
[54:49] Why three-times-a-week care improves completion
[56:00] Why patients drop off when visits are too spread out
[57:28] Perceived likelihood of achievement
[58:32] Handling schedule conflicts and plan objections
[59:23] Partner, spouse, family, and driver objections
[61:15] Moving into the financial conversation
[62:44] Presenting the price anchor
[62:52] Prepay-in-full and the 20% discount
[63:50] Half today, half later, and payment options
[65:15] How insurance clinics can still use price anchoring
[66:00] Collecting patient responsibility upfront
[66:48] Pre-booking the full plan of care
[67:45] The routine visit script
[68:35] Pre-framing the progress note
[69:12] Re-enrolling patients into the plan of care
[69:45] Graduation, celebration, and proof
[70:20] How to ask for better reviews
[70:58] The handshake referral strategy
[71:32] Teaching patients how to return
[72:05] Reach sales vs. reputation sales
[72:25] Join the Transformational Sales Workshop
Join 1,800+ PT clinic owners inside our free Skool community, where we post new trainings every week covering hiring, marketing, sales, operations, and profitability. Everything is free and built specifically for private-practice owners.
https://skool.com/rehabceos
