You had a great consult call, they seemed interested, said it sounded like exactly what they needed, and then they ghosted. Or said they couldn't afford it. Or asked if you take insurance at the last minute. Sound familiar?

The problem is almost never your price. It's what happened at the end of that call. Most cash based physical therapy practice owners are running evaluations instead of consultations, and there's a huge difference between the two.

If you're hearing "I'll think about it" or "let me know" at the end of your discovery calls, this episode breaks down exactly why your consults aren't converting and what to change to start booking more evaluations consistently.

The biggest mistake? You're solving their problem on the call instead of leading them to a decision. When you give away the value of a full evaluation for free, there's no clear reason for them to book with you.

In this episode, you'll learn:

Why running an evaluation instead of a consultation kills conversions, the phrase that ends every consult call with no booking, how to make an offer that leads to a yes or no (not "maybe"), what to do when they say "I need to think about it", how to handle insurance objections without losing the sale, and the mindset shift from clinician to professional consultant.

Key Topics Covered:

The difference between consultation calls and evaluation sessions, why "let me know" hands control back to an indecisive prospect, how to position yourself as the guide in the conversation, addressing objections about cost and insurance coverage, and converting discovery calls into booked evaluations.

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Morgan Meese, the founder of a successful out-of-network physical therapy practice, has transformed her expertise into a role as a dedicated business and marketing coach. Specializing in cash pay physical therapy, Morgan owns a digital business where she collaborates with fellow clinicians, guiding them in launching and expanding their own cash-based solo practices. Her coaching extends to helping new business owners navigate the complexities of owning a physical therapy practice, incorporating elements like mobile physical therapy and telehealth. Morgan's unique approach incorporates niche marketing strategies, addressing the specific needs of clinicians and entrepreneurs. As a woman in business with ADHD herself, she also offers insights on time management for business owners, emphasizing the importance of digital marketing to attract more clients. Join Morgan on her journey of empowering women entrepreneurs, physical therapists and healthcare providers, combating burnout, and building a thriving business so you never have to go back to the clinic again.

Find me on IG: ⁠DPT to CEO⁠ and ⁠Dr. Morgan Meese⁠

---To learn more, visit ⁠our website⁠.

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Just getting started? ⁠The Therapy Business Basics Mini Course⁠ is the place to start!

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