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How To Use Medical Fitness To Attract More New Patients

How To Use Medical Fitness To Attract New PatientsMost physical therapists and chiropractors who are in private practice find they need multiple ways to attract new patients.  While patient referrals from other healthcare practitioners and patients are always a preferred type of new patient, physical therapists and chiropractors must still market for additional new patients if they want to grow and maintain a healthy profit margin.

And with ongoing reductions in patient insurance reimbursement, as well as the impending changes in healthcare reform starting to take place, attracting more new patients to your practice takes special strategies that are guaranteed to work month in and month out.

One of the best “game changing” strategies to attract more new patients and increase practice income has been to offer a cash-based medical fitness and wellness program as part of your practice services.

Considering a Fitness Franchise as a Wellness Program to Your Practice? Think Again…

Most healthcare professionals that I talk to love the idea of incorporating a medical fitness and wellness program into their practice, because of the obvious benefits of being able to really help their patients be more healthy and adding an all-cash revenue stream to their income.

This much is pretty consistent within the healthcare industry.

However, there are differing views on the best way to make this happen, and I must say — one of the ways really is WAY better than the other.

Basically, there are two options: 1) start your own program from the ground up using a proven “template” or 2) buy some sort of developed fitness franchise and adhere to their exact rules and regulations.

The second option might sounds nice, right? At least, it sounds like less work. But the truth is there are some major downsides to buying a franchise.

Crucial Medical Fitness Component #5: An Automated Cash Billing & Collection System

For the billing of your medical fitness and wellness program, we recommend you use an automated recurring billing system.  This is a win/win situation for you and your patients.  Your patients get better, more permanent results because they end up staying in their program for a longer period, and don’t have to be bothered by writing checks and remembering to pay you on time.

You, on the other hand, start building a predictable monthly cash revenue stream.  As long as you are providing an excellent service and program, patients will stay enrolled and you will have an additional profit center in your practice.

Here are two simple rules to remember about billing:

* You can’t sell single exercise sessions, and

* You can’t sell small blocks or packages of exercise sessions.

Crucial Medical Fitness Component #4: Supervision, Accountability and Support

Over 60% of people who start an exercise program drop out before seeing any actual change.  It’s not because they didn’t want to be healthier or more fit, but simply because they didn’t get the supervision, accountability and support they needed.

With your medical fitness program, you need to provide that, and there are three levels on which you can. The first level is provided by you, their doctor.  The second is provided by your staff and the third by the systems inherent in your program. 


First Level: You.

Your job is medical oversight. You oversee your medical fitness program, policies, staff and program outcomes. This oversight demonstrates to your patients that while you’re not directly providing the services to them, you are still committed to their ongoing participation and success. Your involvement as this advisor and overseer helps to increase the number of patients that participate in the program and it improves their overall compliance to the program.

Crucial Medical Fitness Component #3: Efficient, Systemized Delivery of Services

It’s important to have the systems in place to ensure your staff delivers your services to patients on a consistent basis during each session. This is critical. There’s no room for shooting from the hip or operating at random.

Remember: you’re not selling fitness memberships. You are providing fitness programs that address your patients’ specific needs and goals. You need to prove that with every session.  You must have a system in which your staff works, not have a staff-driven program.

For example, our medical fitness program promises to provide “high quality, day-to-day service”, not “facility stuff”.  In our program, a medical fitness instructor receives the client at every exercise session to check their health status, set the session plan, and ensure that incremental improvements are made during that session.

You must have a system in place that shows your staff how to:

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