PT Practice Success: Recent Episodes
Shaun Kirk
Take your physical therapy practice to the next level, and handle any break through all barriers to your expansion. Listen to renowned PT consultant Shaun Kirk, as he takes you through what to do to get your PT practice to where you want it to be, with weekly tips, tricks, techniques and stories!
I call it "Clinic Blindness" because you can't see it.
When you are too close to something, you can lack a point of view.
It can be hard to see what is directly in front of you that is impeding your growth as a practice.
Little changes lead to massive success is true, but what change should you make first?
Here it is: Overcome Clinic Blindness!
This presentation on "Overcoming Clinic Blindness" can help you find a path and the vision to see yourself get to your destination. Click on the link below and find out what "Overcoming Clinic Blindness" will do for your practice.
You can go straight to this presentation by clicking the link below.
HOW TO OVERCOME CLINIC BLINDNESS
In this presentation I cover:
- Learn how to overcome mediocrity from your team
- Find the "sweet spot" where action multiplies success
- Learn how character, work ethic, performance and purpose intertwine to bring about successful or failure
I hope you find this helpful for you as a practice owner.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
We need to deliver care in a fiscally responsible manner.
That means we need to deliver great care AND make money!
Setting appropriate benchmarks of expectations upon your clinical team that permits you and them to view what they are doing to bring about a heightened financial viability is crucial.
I always say that the only way to make more money is to make more money. Don't leave money on the table by failing to set and manage with your Standards of Care benchmark metrics.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
Asking for referrals from you super happy patients can feel pretty salesy, but if you have that viewpoint, you have the wrong viewpoint.
You are in the business of helping people live pain-free lives and I believe it should be to help as many people as possible.
We spend money on ads, we knock on doors, hold events and so many things, but do we ask a patient, "Who do you know who needs my help?"
You might be surprised with the impact this simple question can make.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
Description:
How do you implement something you've learned to better run your practice when you have no time? The answer is one bite at a time with dedicated focus.
This presentation will cover:
- Are you the Tortoise or the Hare? (Who got distracted?)
- How to manage distractions during your admin time.
- Learn the "Teflon Drill" to get others to solve problems.
- Find out the 4 D's of Time Management
Remember: “Little changes lead to massive success!”
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
In this episode, I want to share with you The Private Practice Blueprint
- Importance of Drive and Goal Setting: The critical role of 'drive' in distinguishing highly successful practices from moderately successful ones and stresses the necessity of clear, actionable goal setting.
- Strategic Planning and Team Alignment: The importance of having a well-thought-out strategic plan (practice blueprint) and the need for team alignment to achieve these plans effectively.
- Operational Efficiency: I introduce the concept of a 'five-hour block,' a dedicated weekly time for practice owners to focus on high-level management tasks without distractions, which he identifies as a game changer in practice management.
- Financial Management: Shaun addresses common areas where practices lose money and underscores the importance of identifying and plugging these financial leaks to stabilize and grow the business.
- Leadership and Resistance Management: Shaun talks about the inevitability of resistance when implementing new processes and how effective leadership and communication are vital for overcoming such challenges.
- Practice Blueprint for Success: Outline of the 'Private Practice Blueprint,' an eight-week course designed to equip practice owners with the tools to build a robust foundation for their business, enhancing both management efficiency and financial performance.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
In this podcast, The Fundamentals of Practice Management we will cover the following:
- Introduction to Practice Management Challenges: Shaun Kirk addresses the common administrative challenges faced by practice managers in busy healthcare settings, using a Texas practice as a case study.
- Staffing and Time Management: Discusses issues with staff shortages and the critical need for effective time management among clinic directors who are overwhelmed with daily tasks.
- Strategic Planning: Emphasizes the importance of planning ahead to prevent management by crisis, encouraging proactive rather than reactive management styles.
- Delegation and Staff Empowerment: Highlights the necessity of delegating tasks and empowering staff to handle problems independently to enhance operational efficiency.
- Management Routines: Shaun suggests establishing consistent management routines that drive the practice forward, reducing dependency on the practice owner for problem-solving.
- Utilizing Administrative Windows: Offers strategies for maximizing limited admin times, such as planning sessions and short-term goal setting to improve practice outcomes.
- Building a Self-Sustaining Team: Advocates for training and development that enable staff to manage their own areas effectively, thereby reducing the burden on practice owners.
- Tools for Success: Provides practical tips on creating management dashboards and using key performance indicators (KPIs) to track and improve practice performance.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
Patients will tell you anything. It is shocking the "secrets" they tell you.
In this episode, I will go over the value of this relationship and how you can leverage the relationship to grow your practice.
Physical Therapists as "Hairdressers of Healthcare": Discusses the unique, trust-based relationship physical therapists build with patients, akin to hairdressers, due to the personal nature of their interactions.
Marketing Challenges: Addresses the difficulties in standing out in a crowded market, the high costs of traditional marketing, and the often low return on investment from paid social media campaigns.
Effective Use of Marketing Budgets: Critiques the common practice of outsourcing marketing tasks like social media ads and emphasizes the importance of understanding marketing to maintain control over patient acquisition.
Crafting Effective Offers: Suggests refining the messaging and offers in advertisements to convert leads into patients more effectively.
Lead Management: Highlights the importance of properly managing and converting incoming leads, especially those that are weak or come from free service offers.
Leveraging Existing Patients for Referrals: Advocates for using satisfied patients as a marketing resource to attract new patients without the heavy costs associated with traditional marketing.
Building Rapport and Trust: Discusses the importance of building deep, trust-based relationships with patients to facilitate word-of-mouth referrals.
Communication Skills and Personal Connections: Emphasizes the need for physical therapists to be good listeners and communicators to foster relationships that encourage referrals.
The Art of Asking for Referrals: Provides strategies on how to comfortably ask patients for referrals to bring in new business without appearing forceful.
Training Staff on Communication and Referrals: Advises on training staff to enhance their communication skills and confidence in asking for referrals.
Sales as a Positive Interaction: Reinterprets sales as a helpful and necessary interaction in healthcare, encouraging a more proactive approach to patient referrals.
Feel free to reach out for assistance on building a referral-based practice and mentions an upcoming system to boost referrals even more effectively.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
In this podcast, I will share many successful actions to knock down walls, to help you build your MD referrals and relationships.
I am definitely not a fan of having a PT practice owner knock on doors, but I'm a huge fan of training up a staff member to do this for you.
Have a pen ready.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
Every client I am working with currently needs staff.
It is good that they are growing but really annoying how much challenge some are having at finding qualified applicants.
Since the options are limited,
...it's VITAL that we know how to effectively interview in such a way
...that gets the applicant humping your leg for the opportunity to work with you.
Let's go over how to hire the best of the best for your practice.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
This podcast episode is from a presentation I delivered some time ago.
There is a lot of information in this presentation that I believe may be helpful.
Perhaps there is just ONE thing that you may change that could improve things for your practice and help you rise above simply surviving to actually thriving in private practice. (I think there is more than one thing to learn from this podcast)
Will you just Survive or can you Thrive?
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
I want to deliver this week's podcast on the impact of morale and lost income.
I am not just talking about your staff morale,
...but your patient's morale also,
...and the impact their negative attitude may have on your success,
...and what you could do about it.
What we'll delve into:
The often overlooked financial impact of low workplace morale.
After visiting over 300 clinics, I have a lot to share about how a positive environment impacts your practice's financial health.
I will cover practical steps to recognize and address poor morale before it affects the bottom line.
Some experiences from businesses – perhaps stories you can relate to, and what they did to turn things around.
Looking forward to connecting with you all!
I hope you enjoy it!
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
If you know me at all, you'd know I seldom delve into how to write progress notes.
So, this must be something different...
Well, it is...
I am a firm believer that little changes lead to massive success.
So, what I am going to cover in this podcast is how to implement ONE THING.
One thing that will provide your referring doctors precisely what they're looking for when receiving a progress note.
Okay, maybe it still doesn't sound sexy.
Perhaps it is so simple that you won't believe just how powerful this podcast could be.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
A few months ago I delivered what I believe was a great presentation on having a winning mindset as a physical therapy practice owner.
This was given to a Private Facebook Group that you're more than welcome to join.
It isn't very long and you could play it faster, if you believe I talk too slow.
I feel like you'll find something in this podcast that can you use right away to improve your practice.
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Schedule a consult with Shaun by visiting https://ptpracticesuccess.com
In this episode of the podcast I break down what are the three pillars of success for private practice business owners along with real-life examples that follow these principles.
Other topics I cover inside this episode are:
- The WORST mistake you can make as a growing private practice
- A game plan for the types of roles to hire as your practice grows
- The importance of marketing -- and not just when things are looking rough
- The power of “boots on the ground” mentality to your promotion
- The surefire way to remove a Doctor’s “force field” and get them interested in you and your practice
- & more!
We have a Facebook Group called, PT Growth Strategies for Insurance-Based Practices. It is free to join if you are a practice owner or wish to start one in the future.
Here is the link: https://ptgrowthstrategy.com/optin-group
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In this podcast called, "Productivity Hacks!", I will go over my recommendations of fundamental actions to manage a team.
The game is to beat last week. If you can do that week over week, you will win big. Consistent actions make all the difference in the world.
This information delivered in this presentation, WHEN APPLIED will be the foundational to building a strong, accountable and efficient team.
I hope you find it helpful. This is a small part of our 12-Week Practice Acceleration Course. You should check it out.
Here's the link: https://ghl.ptpracticesuccess.com/practice-acceleration-course
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I was talking to a Clinic Director of one of my clients recently who felt VERY uncomfortable getting buy-in from his patients on the expected frequency and duration of care to effectively resolve their condition.
He was afraid of being too "salesy" or being too focused on the money than their condition.
He asked me a ton of questions.
"What do you do when..."
"What do you say if..."
"What if they have Blah, blah...
You know what I mean.
In this presentation, I want to share some things you can do to help handle these things.
Find out more about our 12-Week Practice Acceleration Course designed to help your practice expand with less effort on your part.
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In this episode, you will hear Nathan Sheild's "unplugged" as he shares his story of becoming a private practice owner and what to do to get to the highest level.
Listen to this episode to discover:
- Does it take a lot to start your own practice?
- What is the catalyst to becoming a private practice business owner?
- Learn how to stop sacrificing your personal freedom and solve successfully running your practice.
- Why you should stop calling yourself a physical therapist but call yourself a business owner instead.
- Getting off the hamster wheel of the practice to a guided path and destination.
Find out about how you can catapult your practice to new heights by visiting PTPracticeSuccess.com!
Schedule a chat with Shaun. Click: HERE!
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I had the unique opportunity to be a guest on Nathan Shields' podcast with PT Owners Club.
Get ready to hear about:
- The KEY statistic that determines financial viability in your practice.
- How to be more comfortable changing direction toward increasing productivity and efficiency.
- How to make more revenue per week.
- Two simple actions that can take the "brick" off of your practice, and more...
Schedule a consult with Shaun by visiting PTPracticeSuccess.com
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This podcast is taken from a webinar delivered by Shaun Kirk in Feb 2022 entitled "How to Become More Profitable in Today's Shrinking Reimbursement Environment". This part one of a two part series.
Get ready to learn:
- What 3 things determines your profitability in business?
- What does "leadership" actually mean?
- What's the one thing that makes your staff roll their eyes when you start to talk about it?
- How to get agreement and cooperation from your staff, so that getting things done is imensely easier.
- How to not money slip through the cracks.
- How to increase patient visits per hour
- How to STOP losing buckets of money you probably don't even know you are losing.
- Why only 70% of your patients are completing their plan of care and how to fix that to get up to 95-96%.
Download slides from the original presentation HERE
Schedule a consult with Shaun by visiting PTPracticeSuccess.com
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Listen to this episode to find out:
- How simple is it to find good people?
- Learn a quick exercise you can do to drastically change your hiring efforts and results for the better!
- How important is the granting of importance of people and ewhat happens when you do it?
- How do you get your staff to feel a real belonging to your practice?
- What 3 things you must look at in regards to retaining the best staff.
- How to set expectations of what is really needed and wanted from your staff without causing upset
- How to adjust your marketing so it cathcesthe attention of the best talent out there
- An example of a killer hiring letter that will pluck top tier applicants from wherever you send it!
- An amazing LinkedIn tactic to get high quality talent approaching YOU with hiring requests
- How NOT to write a great hiring message.
- and much more!
Find out about how you can catapult your practie to new heights by visiting PTPracticeSuccess.com!
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In this episode you will learn:
- How to add fuel to your purpose and reach your goals
- The difference between a goal and a dream.
- What does a purpose need to succeed?
- When does life become work?
- What 3 vital things must be present for you to have long term success in your practice?
- How to create an economically viable practice with or without your presence.
- Where does the "fuel" for your practice come from?
- What type of character should you look for in a prospect when hiring, so that you know this is the right person for the job?
- And more!
Schedule a consult with Shaun by visiting PTPracticeSuccess.com
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In this episode we will be talking about getting patients to refer their friends and family.
Listen to the show to learn:
- My special formula for getting patients to refer people to you.
- Why "sales" is not a dirty thing.
- How powerful a "well placed silence" in a conversation can be, and how to use it.
- How I had one patient send me 26 referrals!
Schedule a consult with Shaun by visiting PTPracticeSuccess.com
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In this episode we will cover the basic actions to build a productive team. Such as:
- What should you do every day, every morning?
- What should you ask every staff member every morning?
- How do you get your staff to own their statistics?
- What you should never do with a staff member, which will prevent heavy overwork on your part.
- The best way to get your team to come together and focus on productivity which results in practice growth.
- How to set proper benchmarks.
- What key statistics should you be tracking?
- and more!
Schedule an appointment with us by clicking HERE!
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- Learn the 8 questions to ask in your hiring interviews to take the "mask" off in would-be hires.
- What's the main thing you are looking for when asking questions? (it has NOTHING to do with their answer)
- What a person with a "mask" on WON'T tell you in an interview.
- Should you ask prospects "What do you hate about your current job?"
- A surefire way to find out if your prospect will be a troulemaker even before you hire them.
- What is the last question you should ask them in an interview?
- When to keep going in an interview or cut it off right then and there
Reach out to Shaun by clicking HERE!
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In this episode I'll be covering how to hire clinical staff and specifically:
- Things you can do that can better your chance of them saying yes to you
- How to qualify people and find out if they are a good fit or not.
- What leads up to them picking you over someone else.
- The proper steps to take to be ready for an interview
- How to get a desirable applicant to see himself working with you, even before you hire him.
- How to make applicants feel safe and "take their mask off" so you see the real person
- The 4 key things you must do in the opening of any interview
- How to find your prospects "go" buttons!
- How going into the close to early can ruin everything and how to do it right.
- What are the two crucial aspects to any job interview?
- How to handle new grads that are "shopping" and get them on your team.
- When to lay your cards on the table.
- The proper time to close your prospect, and not a minute before.
- What is the last thing to discuss when closing an applicant. And how it could be lethal if you bring it up first.
Reach out to me by going to https://ptpracticesuccess.com/
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In this episode I go over my story of how I went from the biggest loser in the room, to having a booming, successful practice that I eventually sold to help other PTs with their own practices.
Listen to discover:
- Why are you are not successful (or as successful as you want to be)
- What to do to find lost revenue in your practice that can be recovered immediately!
- What to do if you are feeling desparate, lost, or dejected
- How it doesn't matter what your situation is when you start, but that you can always do something about it if you know this ONE thing.
- How I went from the biggest loser in the room to raging success
- How PT Practice Success came to be
- Where are your weaknesses, and what to do about them
Reach out to me by going to https://ptpracticesuccess.com/
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In this episode I ask the question to practice owners: "Could you survive without insurance?" I guess the real question is, "Can you sell?" Because if you have cash based services you need to be able to sell them. This podcast tells you how.
In this episode you'll learn:
Why Shaun "sucked" at sales in his early years
What to do when a patient asks "How much does it cost?"
You'll learn how to correctly finish this sentence in a sales discussion: "The first one to speak is __________"
Learn easily what Shaun learned in sales, the hard way
When to shut up, and not say a thing!
How you are unkowingly HAND DELIVERING to the patient their main objection to buying your service
How to sell , like a master, your services that are not covered by insurance
How create want in your prospective patient. Want is DIFFERENT than interest
Schedule a talk with Shaun at https://ptpracticesuccess.com
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Learn how to handle weakness at the front desk and with schedule book control to recover a tremendous amount of lost income for your practice.
Discover such things as:
- The TRUE value of your receptionist and how they are VITAL to recovering lost income
- How to get people to keep their appointment and achieve a high percentage of arrivals
- Where the POWER behind good schedule book control really comes from
- Why low arrival rate is almost NEVER the problem of the front desk
- What clinicians MUST say to their patients to get them to continue coming in and completing their plan of care
- How to "set the stage" so that the patient is very reluctant to cancel future appointments
- How you should approach "cancel or no-show fees" and whether you should use them or not
- What your receptionist should NEVER say when asked about your no-show policy
- What’s the WORST thing to do if a patient misses an appointment
Schedule an appointment with Shaun HERE!
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In this episode we go over the 6 points of practice management.
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