#1 Rated Clinic Owner Blog

Rick Lau

Has built three 10 million dollar healthcare businesses over the past 15 years including a network of 127 clinics with over 1400 employees. He is one of the most sought-after mentors for clinic owners in Canada and USA where he helps owners double, triple, and even quadruple their profits by optimizing their clinic operations using his proven systems and leadership strategies.
Find me on:

Recent Posts

7 Types of Outbound Calls that Will Make Money for Your Clinic Even During This Crisis

Posted by Rick Lau on Jul 21, 2020 5:00:00 AM

Every clinic needs more revenue, especially as we continue to wrestle with this pandemic and can’t fully operate our practices the way we want to.

As you’re about to see, the path to quickly accelerating your revenue doesn’t depend on finding new patients. It depends on making outbound calls to patients who have already reached out to you, and then using outbound call recording to improve your conversion rates.

To help you understand how this works, here are seven types of outbound calls your clinic can start making – right now to make you money.

Note: If you prefer videos to reading, you can also watch a video that explains the seven types of outbound calls.

Read More

Topics: Phone Call Analytics

Some of Your Marketing Is Working, but Some of It Sucks

Posted by Rick Lau on May 12, 2020 8:15:04 AM

Find Out What’s Working and Multiply Your Weekly New Patients!

You are probably engaged in a variety of marketing strategies for your clinic.

Before COVID-19, you probably felt fairly good about it because in most places there were more patients than the supply of clinicians could serve. So you were busy and didn't require to be a good at marketing.

As the lockdowns start to end, some people will probably be a little reluctant to jump back in to a normal routine. And that includes coming in to your clinic. Some will continue to prefer Telehealth and video treatment sessions. But either way, your demand will be much less than it was before, at least for a while until the unemployment rates rebounds. 

And if some of your marketing wasn’t working too well before, if you keep pouring money into it once you re-open, you may suffer losses too great to recover from after such a long dry spell.

What Marketing Are You Using?

Chiropractors, physiotherapists, dentists, massage clinics, and other healthcare businesses can use a broad array of strategies, including:

  • Website marketing and SEO
  • Doctor marketing for referrals
  • Live community events
  • Email marketing
  • Google Ads
  • Facebook Ads
  • Social Media 
  • Webinars 
  • Workshops
  • Print ads
  • Radio
  • Newspapers
  • Postcards and other direct mail

You can use all of these healthcare marketing strategies and probably many more. But the question is – which ones are working for you, and which ones are wasting your money and time?

You need to start ramping up your game and get really good at some specific strategies, each of which depend on having good data.

In this new normal, you need to be really good at 4 things or you will be dead in the water because the demand is not going to be the same with the unemployment rates in this country

  1. Getting patients to commit to their full care plan
  2. Generating a continuous flow of new patient leads through your marketing
  3. Increasing conversion rates for inbound phone calls
  4. Increasing conversion rates for outbound phone calls like follow-ups, winbacks, reactivations, and self-discharges

Here’s a guide to growing your revenue and improving staff and patient morale through specific healthcare marketing strategies

Read More

Topics: Marketing

How to Win Back Lost Patients Using Phone Scripts (Without Feeling Salesy) and Call Tracking for Dentists, Physical Therapists, and Chiropractors

Posted by Rick Lau on Jan 8, 2020 5:00:00 AM

Learn the Easiest Way to Boost Your Clinic’s Revenue by Thousands per Month

Which of these is easier: 

A:  Win back a lost patient who didn’t book an appointment in their first call

B:  Win new patients using online or doctor marketing

If you’ve been running a dental, chiropractic, or physical therapy clinic for any amount of time, you should know the answer is A.

A potential patient who has already called you is a far more promising lead than people who have never heard of you and still need to be reached with marketing. 

Yet, even though we all know this, most clinic owners devote far more energy to their marketing than they do to winning back lost patients. 

Today, you’re going to learn how to boost your clinic revenue in the easiest possible way – by winning back lost new patients using specific phone scripts (without feeling salesy) and call tracking strategies.

Read More

Topics: Phone Scripts

How Much Is Your Physiotherapy or Chiropractic Clinic Worth?

Posted by Rick Lau on Dec 12, 2019 9:40:55 AM

Learn How to Sell Your Physiotherapy or Chiropractic Practice at the Right Time, for the Highest Value

Is now the best opportunity for you to sell your physiotherapy or chiropractic clinic? Should you wait five years? Or are you on the flip side and looking to expand by buying more clinics? 

If you want to sell a physiotherapy or chiropractic practice now or in the future, you will need to know how to determine an accurate valuation for your practice. If you’re looking to buy, you’ll need the same set of skills to assess how much the one you want to acquire is really worth.

Consolidation Is Coming for Your Clinic (and Community)

With the increasing consolidation in healthcare caused by corporate takeovers, mergers, and acquisitions by private equity, if you own a clinic and haven’t been approached by a big corporation yet, just wait. It will happen. And while your first reflex may be to show them the door, the idea will be planted. 

Someday, you will want to sell your physiotherapy or chiropractic practice, and now is the time to learn how to do it such that you reap the valuation you’ve worked hard for.

This is what happened to a clinic owner in Ontario some time back, who was asking for my help with a dilemma he faced during a mentorship call.

He and his wife are in their 50s. With kids still in school, they’re not ready to retire yet, but it’s on their mind. His physiotherapy clinic has been earning about $1 million in revenue the last five years. He’s not quite ready to sell because the sale is his retirement plan. Selling now would remove his source of income too early. At least, that’s what he has been saying. 

But then he got an offer from a "big corporation" that owns hundreds of clinics, and wanted my help to decide how to respond. 

What would you do in this situation?

He has an offer now. If he doesn’t take it, what if he can’t find a buyer five years from now? And is this even a good deal? He doesn’t really know what his clinic is worth. 

Read More

Topics: Sell or Buy Clinic

Should Clinic Owners Do Brand Marketing or Direct Marketing?

Posted by Rick Lau on Nov 20, 2019 5:00:00 AM

I’ve talked to a lot of clinic owners this past month on our quarterly 1:1 coaching sessions and the topic that keeps popping up over and over again is online marketing trends. 

They hear about how they should be doing online marketing but are confused and overwhelmed. It seems to change every week and they barely have enough time to run their business and treat patients.

The mistake I see clinic owners make is they market like big corporations do. They do brand marketing. They want to build a brand.

The problem is unless you have millions of dollars to spend like these big corporations and willing to wait years (or decades) to see if it works. It just won’t work for you.

"Followers" or "Likes" don't feed families

Brand marketing doesn’t make your phone ring. You can’t measure and have no idea if it’s working or now. What really makes your phone ring is direct marketing. Whether it’s direct marketing for Physical Therapists, Chiropractors or Dentists.

It allows you to know exactly with 100% confidence if your campaign is working. How many calls you’re generating from that marketing campaign like CallHero software tells you. You know exactly what your ROI is. 

Read More

Topics: Marketing, Call Tracking Metrics

How to Negotiate Your Lease for a Physical Therapy, Chiropractic, or Massage Clinic

Posted by Rick Lau on Oct 3, 2019 5:00:00 AM

10 Money-Saving Provisions that Can Save You Stress, or Cause It If You Overlook Them

You’ve found the perfect location for your next clinic startup or perhaps you're renewing an existing lease, now what?

You need to learn how to negotiate the most favourable lease possible for your clinic. You want a lease that protects you from getting run over by the landlord, should certain conditions arise, and one that saves you money. 

Before you sign on the dotted line, here are 10 provisions you need to look at when negotiating your commercial lease for your physical therapy, chiropractic or massage clinic. 

Note: If you prefer videos to reading, you can also watch a video that explains these same 10 lease provisions.

Read More

Topics: Clinic Startups

Clinic Owners: How to Know When to Dump Your Marketing Company (or Your Front Desk)

Posted by Rick Lau on Jun 25, 2019 7:00:00 AM

1st Clue: Are They Showing You Marketing Metrics that Actually Mean Something?

Which marketing metrics should you pay attention to, and which ones can you ignore?

I had a talk recently with a clinic owner in my #clinicboss community that shines a light on all the ‘dead numbers’ marketing companies like to boast about.

Here’s his story:

He’s been operating his clinic for about five years, and has been crushing it, hitting almost $1 million in sales last year. But in terms of revenue, he noticed he has been starting to plateau (if you are growing less than 15% a year, you have plateaued in my world). Have you ever experienced this? When your revenue flattens, you have a few choices for what to do:

1) Nothing – just be content with whatever profits you’re making, and hope nothing changes for the worse

2) Make changes to your clinic business – including monitoring marketing metrics like call tracking

3) Jump down the rabbit hole of online marketing

You can guess which one this clinic owner chose (the same one you probably think you need to do more of, because it’s what everyone is obsessed with these days).

That would be #3 – the classic mistake of believing online marketing can fix all your revenue problems.

He noted that all the new clinics starting up seem to be on Instagram and Facebook (aka Wastebook), and so he felt compelled to do the same. If they’re all doing it, it must be working, right?

So, for the past three months, he’s been spending $1000 per month on Google and Facebook marketing. In that time, he’s seen no measurable increase in new patients, and his revenue still clings to the same plateau line. No growth. No change.

But his marketing company sure is excited!

They’ve got all these next-gen marketing metrics like site impressions, unique visitor counts, click through rates, likes and followers. And look – they’re going up! Isn’t it exciting? Your marketing is “working,” they tell him.

But is it?

The very reason I was having this conversation was because his revenue was still flat.

Read More

Topics: Marketing

7 Reasons You Need to Attend Accelerate LIVE 2019

Posted by Rick Lau on Feb 27, 2019 8:09:21 AM

Have you got your Accelerate LIVE 2019 ticket yet?

>>Get Your Ticket Here Before They Double<<

Attending an event can seem inconvenient right?

You have to take time off from running the clinic, find someone to take over, travel there, get a hotel, etc.

You may be thinking I'll just get the recordings when they come out. However, recordings are not available for anyone who doesn't get a ticket.

What's most important about an Event. Just one idea can make your investment back 10 fold. You apply a couple more ideas you can make 100 times what you spent on the event.

So if it's inconvenient for your schedule. Early Bird Ticket is equivalent to $10,000 put towards coaching or courses.

Here are 9 more reasons you should attend Accelerate LIVE 2019. At Accelerate LIVE You’ll learn...

Read More

Topics: Marketing

Battle-Tested 5-Step Plan Reveals How Call Tracking Metrics Enable Smart Clinic Owners to Explode Their Revenue

Posted by Rick Lau on Jan 29, 2019 7:00:00 AM

Learn What to Measure, How to Improve Staff Trainings, Get More Patients

Some time ago I came across a dentist and a physical therapy clinic (PT) in the same area of town.

Both had one doctor on staff. Similar sized offices. Same client base. So, I figured they’d also have similar revenue, even considering the differences between dental clinics and physical therapists.

Boy was I wrong.

The PT clinic had nearly twice the revenue as the dental clinic. How could this be? I started digging.

My first guess:

The PT clinic must have better marketing. But when I went online, the dental clinic was actually doing more marketing than the PT clinic, and it wasn’t any better or worse. More referrals maybe? Better service? They had pretty similar online reviews, mostly high. There was no clear reason why one clinic should be so much more profitable than the other.

What gives?

Read More

Topics: Call Tracking Metrics

The Unusual Employee Onboarding Process I Use to Retain Loyal and Talented Employees

Posted by Rick Lau on Dec 5, 2018 4:00:00 AM

 

I spoke with Tom a clinic owner last week that I’ve been mentoring for the past 2 years. We grew his revenue from $1.3 million to $1.7 million in the last 18 months.

Tom thought he had a marketing problem like most clients who hire me. The truth is most clinic owners don’t have a marketing problem but a people, training, and process problem.

They think in order grow their clinic they have to improve their healthcare marketing so they hire marketing agencies and consultants to come in. They spend a lot of money on advertising only to get poor results or lose it all.

Even if the marketing agency or consultant is really good. There is not much they can do if your front desk is not trained on how to maximize the number appointments on the phone. How to handle patient objections so they don’t call your competitor instead.

Then once you get the appointment is your patient experience great so they keep coming back and refer their friends, co-workers, and family to you?  And even give you a google review.

I told Tom before you even think about marketing you first need to get really good with clinic operations so you get the highest ROI possible from your marketing. Otherwise, you just speed up the rate at which your community finds you’re not good.

He was struggling to train new employees for his front desk. So I told him about the unusual employee onboarding process I use to train new employees fast so they can start producing right away. Not only that it’s the key to retaining talented and loyal employees. I wish someone told me this a decade ago when I was making all kinds of costly onboarding mistakes at my clinics.

Plus I’m going to give you a simple strategy to accelerate training even more that 99% of clinic owners don’t even know about.

Read More

Topics: Clinic Culture

New call-to-action

New call-to-action

Get Even More Patients Without Relying on Your Marketing Agency or Visiting Another Doctor Office

Most Popular Posts