Summary

In this episode, Dave O'Sullivan and Paddy Mulligan discuss the biggest mistake clinic owners make, which is allowing their business to consume their life. They emphasize the importance of defining success based on how you want to feel on a daily basis, rather than focusing solely on achievements. They also discuss the need to hire and manage staff effectively, as well as the importance of delaying gratification and recognizing when you're struggling. The episode concludes with practical steps for applying this information, including getting clear on your definition of success and understanding the financial realities of your business.

Key Takeaways

The biggest mistake clinic owners make is allowing their business to consume their life.
Define success based on how you want to feel on a daily basis, rather than focusing solely on achievements.
Hire and manage staff effectively to avoid being overwhelmed and to optimize your own energy and focus.
Delay gratification and make decisions that are sustainable over time.
Recognize when you're struggling and take steps to bring yourself back into alignment with what's optimal and sustainable.
Get clear on your definition of success and understand the financial realities of your business.


Chapters

00:00 The Biggest Mistake Clinic Owners Make
03:26 Defining Success Based on Daily Experience
07:26 Hiring and Managing Staff Effectively
09:06 Delaying Gratification and Making Sustainable Decisions
16:59 Recognizing and Addressing Struggles
23:43 Getting Clear on Your Definition of Success and Understanding Financial Realities

Resources: 

Free Head Physio Systems 6 Step Checklist: https://thegotophysio.com/checklist/

Our Flagship ‘Go To’ Therapist Mentorship Program: https://thegotophysio.com/mentorship/

Our Clinic Owner Business Mentorship Program: https://thegotophysio.com/business-mentorship/

Happy Progressing Patients Book: https://thegotophysio.com/book/

For our Latest Updates, Be Sure To Follow Us On Social Media:

Facebook: www.facebook.com/daveosullivansportsphysio
Instagram: www.instagram.com/daveosullivanphysio/
LinkedIn: www.linkedin.com/in/daveosullivanphysio/

Building A Go-To Clinic: The Biggest Mistake Clinic Owners Make That Causes Burnout And Zero Profits

In this episode, Dave O'Sullivan discusses the importance of improving the patient visit average (PVA) in physiotherapy practices. He explains how to calculate PVA, its significance in clinic metrics, and the various factors that influence it, including patient engagement, therapist performance, and the use of packages of care. The conversation emphasizes the need for therapists to align their treatment plans with patient-defined outcomes to enhance retention and profitability. O'Sullivan also shares strategies for clinic owners to implement systems that can lead to better patient outcomes and increased revenue.

Takeaways
Patient visit average is a key metric for clinics.
Aiming for a PVA of six is reasonable for private practices.
Improving IA rebook rates can enhance PVA.
Patient engagement is critical for retention.
Therapists must communicate treatment plans effectively.
Packages of care can significantly boost PVA.
Understanding clinic metrics is essential for growth.
Aligning treatment with patient goals improves outcomes.
Effective systems can transform clinic profitability.
Clinical excellence leads to better patient results.

Sound Bites
"Your patient visit average is crucial."
"Fixing the IA rebook rate improves PVA."
"Packages of care can double your PVA."

Chapters
00:00 Understanding Patient Visit Average
02:55 Importance of Patient Visit Average
05:42 Strategies to Improve Patient Visit Average
09:04 The Role of Therapist in Patient Outcomes
11:57 Integrating Metrics for Business Success
14:42 Achieving Clinical Excellence and Profitability
18:20 Podcast Outro (audio fixed).mp4

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠

How To Improve Your Therapists Patient Visit Average Ethically

In this episode of the GoToPhysio podcast, Dave O'Sullivan discusses the three main growth levers essential for building a sustainable private practice. He emphasizes the importance of maximizing customer lifetime value, improving sales conversions, and optimizing marketing channels. The conversation highlights the need for realistic budgeting based on historical performance and the significance of understanding key metrics to drive growth. O'Sullivan shares insights on how to create a culture of success within a clinic and the importance of focusing on the right growth strategies to achieve long-term sustainability.

Takeaways
Sustainable growth is about feeling easy, not being easy.
Budgeting should be based on historical performance.
Maximizing customer lifetime value is crucial for growth.
Improving sales conversions can significantly impact revenue.
Not all patients or marketing channels are equal.
Focus on growth levers one and two before marketing.
Understanding your numbers is essential for success.
A culture of success is vital for team morale.
Sustainable growth requires a strategic approach.
You have limited time and energy; focus wisely.

Sound Bites
"Maximize your customer's lifetime value."
"Focus on growth levers one and two first."
"Sustainable growth is less reactive."

Chapters
00:00 Introduction to Sustainable Growth in Private Practice
05:07 Understanding the Three Growth Levers
10:23 Maximizing Customer Lifetime Value
15:35 Improving Sales Conversions
20:50 Optimizing Marketing Channels
22:54 Podcast Outro (audio fixed).mp4

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠


The Three Main Growth Levers In Private Practice For A Sustainable ‘Go-To’ Clinic

In this episode of the GoToPhysio podcast, Dave O'Sullivan discusses the implementation and benefits of the Net Promoter Score (NPS) in clinic management. He explains how NPS can enhance therapist performance and clinical standards by categorizing patient feedback into promoters, pacifiers, and detractors. The episode emphasizes the importance of tracking NPS over time and using the insights gained to improve patient experiences and operational efficiency.

Takeaways
The Net Promoter Score (NPS) is crucial for clinic performance.
Tracking NPS helps identify promoters, pacifiers, and detractors.
A high NPS indicates strong patient loyalty and satisfaction.
Implementing NPS can be intimidating but is ultimately beneficial.
Feedback from detractors provides valuable learning opportunities.
NPS should be tracked after the first session and at discharge.
Understanding patient feedback helps improve clinical standards.
Continuous improvement is key to maintaining high NPS scores.
Automation can streamline the collection of NPS data.
Clinic owners must be proactive in addressing feedback and solving problems.

Sound Bites
"Our three month MPS is 91."
"We track MPS after the first session."
"Go research the Net Promoter Score."

Chapters
00:00 Introduction to Net Promoter Score (NPS) in Clinics
03:05 Understanding NPS: Promoters, Pacifiers, and Detractors
05:50 Implementing NPS: Tracking and Learning from Feedback
09:03 The Importance of Continuous Improvement through NPS
10:54 Podcast Outro (audio fixed).mp4

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠


How To Use Net Promoter Score To Improve Your Therapists Performance And Your Clinic Standards

In this episode of the GoToPhysio podcast, Dave O'Sullivan discusses how to naturally increase therapist reviews and referrals by focusing on patient value and expectations. He emphasizes the importance of aligning treatment plans with what patients perceive as valuable and setting clear expectations from the first session. The conversation outlines a six-stage patient journey that enhances customer experience and ultimately leads to more positive reviews and referrals. O'Sullivan provides actionable insights for therapists to improve their practice and patient outcomes.


Takeaways
Most patients want to give reviews naturally.
Understanding perceived vs actual value is crucial.
Treatment plans must exceed patient expectations.
Setting expectations in the first session is key.
Align treatment with patient-defined value outcomes.
The first three sessions are critical for patient perception.
Customer experience is fundamentally about feelings.
Therapists need to audit their subjective assessments.
Focus problems often lead to low reviews and referrals.
Building a go-to clinic requires the right mentorship and tools.

Sound Bites
"Patient-defined value outcomes are crucial"
"Customer experience is a feeling"
"Build a go-to clinic with the right tools"

Chapters
00:00 Introduction to Patient Reviews and Referrals
00:56 Understanding Value in Patient Care
03:20 Aligning Treatment with Patient Expectations
06:10 Setting Expectations for Patient Success
09:28 The Importance of Patient Defined Value Outcomes
12:19 Transforming Patient Experience and Confidence
14:26 Podcast Outro (audio fixed).mp4

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠

How To NATURALLY Increase Your Therapists Reviews And Referrals

In this episode of the GoToPhysio podcast, Dave O'Sullivan discusses the importance of using performance metrics effectively to enhance therapist accountability and improve patient outcomes. He emphasizes the need to identify therapist willingness, implement patient-defined value outcomes, and understand the patient journey. O'Sullivan also highlights the significance of empowering therapists with the right knowledge and skills, creating a supportive environment, and applying real-world solutions to common challenges faced by clinic owners.

Takeaways
Using numbers can significantly improve therapist performance.
Identifying high-willed versus low-willed therapists is crucial.
Patient value outcomes help hold therapists accountable.
The patient should define their treatment goals.
Understanding the patient journey is essential for success.
Therapists need clarity on where to go next with patients.
Empowering therapists with knowledge leads to better outcomes.
Creating a supportive environment is key for clinic success.
Real-world applications of mentorship can solve common problems.
Effective clinic management requires understanding both clinical and business systems.

Sound Bites
"Six stages of the patient journey"
"Inputs equal outputs in therapy"
"Delivering results in the real world"

Chapters
00:00 Introduction to Performance Metrics in Therapy
02:50 Identifying Therapist Willingness and Accountability
05:45 Implementing Patient Value Outcomes
09:00 Understanding the Patient Journey
11:45 Empowering Therapists with Clarity
15:04 Building Systems for Success
17:54 Conclusion and Call to Action
20:18 Podcast Outro (audio fixed).mp4

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠

How To Use Numbers The Right Way To Improve Your Therapists Performance

In this episode of the GoToPhysio podcast, Dave O'Sullivan discusses the implementation of packages of care in a clinical setting without feeling salesy. He emphasizes the importance of understanding patient value outcomes, empowering patients to co-create their care plans, and ensuring that every session has a clear plan. The conversation highlights the need for clinicians to build trust with patients and the efficiency that packages of care can bring to a healthcare business.

Takeaways
Packages of care can improve efficiency in clinics.
Understanding patient value outcomes is crucial.
Patients should co-create their treatment plans.
Every session should have a clear plan and milestones.
Trust is built through clear communication and progress.
Sales scripts can feel uncomfortable and erode culture.
Packages of care should be positioned as savings for patients.
Empowering patients leads to better engagement and outcomes.
The initial assessment is key to successful package implementation.
Packages help reduce cancellations and improve rebooking rates.

Sound Bites
"If it looks salesy, it probably is salesy."
"99% of patients will turn up anyway."
"There are actual milestones along the way."

Chapters
00:00 Introduction to Packages of Care
02:51 Understanding Patient Value Outcomes
06:05 Empowering Patients in Their Care Plans
08:59 Building Trust and Confidence in Treatment
11:44 The Role of Admin in Package Sales
14:41 Overcoming Mental Blocks and Misconceptions
17:58 Conclusion and Call to Action
19:17 Podcast Outro (audio fixed).mp4

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠


How To Install Packages Of Care Without Feeling Salesy

In this episode of the GoToPhysio podcast, Dave O'Sullivan discusses the three-step hiring process essential for clinic owners seeking true freedom through great staff. He emphasizes the importance of a structured approach to hiring, which includes a phone interview, a Zoom interview, and an in-person interview. Each step is designed to assess candidates' communication skills, core values, and practical abilities, ultimately leading to better hiring decisions. Dave also shares best practices for the hiring process, including the importance of checking references and trusting one's instincts.

Takeaways
Good people are essential for clinic owners' freedom.
The three-step hiring process is effective and time-saving.
Phone interviews help gauge initial interest and communication skills.
Zoom interviews allow for a comfortable environment and technology assessment.
In-person interviews should include role-play scenarios to test skills.
Consistency in answers is crucial throughout the interview process.
Hiring should be a slow process to ensure the right fit.
Involve multiple team members in the hiring process for diverse perspectives.
Always check references before making a hiring decision.
Trust your gut instinct while backing it up with objective observations.

Sound Bites
"What do you know about my company?"
"Hire slow, fire fast is the rule."
"I want them to have core foundations."

Chapters
00:00 Introduction to the GoToClinic Hiring Process
00:58 Step 1: The Phone Interview
04:15 Step 2: The Zoom Interview
06:40 Step 3: The In-Person Interview
09:23 Best Practices for Hiring
12:33 Podcast Outro (audio fixed).mp4

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠


The 3 Step ‘Go-To’ Clinic Hiring System For Finding Great ‘Go-To’ Private Practice Therapists

In this episode of the ‘Go-To’ Physio podcast, David O'Sullivan and Paddy Mulligan discuss the hidden confidence crisis faced by new therapists in private practice. They explore the common challenges in hiring, the importance of communication and setting clear expectations, and how to build confidence in new hires. The conversation emphasizes the need for clinic owners to provide structured support and mentorship to help therapists thrive in their roles, ultimately leading to better patient outcomes and a more cohesive team.

Takeaways

The hidden confidence crisis affects both new and experienced therapists.
Effective communication is crucial in managing expectations between clinic owners and therapists.
New therapists often experience fear and uncertainty when starting in a new role.
Setting clear expectations from the beginning can prevent mismatches in hiring.
Regular check-ins and structured support help build confidence in new hires.
Therapists need to feel they are evolving and improving in their roles.
A common language among team members enhances collaboration and learning.
Clinic owners should prioritize mentorship and training for their staff.
Understanding the emotional state of therapists is key to supporting them effectively.
Creating a positive and fun work environment fosters better relationships and performance. 

Sound Bites

"I was actually a little bit afraid."
"You can't over communicate."
"The best therapists are inquisitive."



Chapters

00:00 The Hidden Confidence Crisis
02:54 Communication: The Key to Success
05:55 Expectations and Reality in Hiring
08:49 Understanding the New Grad Experience
11:52 Building Confidence in Clinicians
15:06 The Importance of Clinical Frameworks
17:51 Creating a Supportive Environment
20:51 The Role of Mentorship
24:04 Aligning Goals for Better Outcomes
26:52 Top Tips for Successful Hiring

Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠


Building A ‘Go-To’ Clinic: The Hidden Confidence Crisis What Your New Therapist Won't Tell You

In this episode of the 'Go-To' Physio podcast, David O'Sullivan and Paddy Mulligan discuss the hidden confidence crisis faced by new therapists in private practice. They explore the common challenges in hiring, the importance of communication and setting clear expectations, and how to build confidence in new hires. The conversation emphasizes the need for clinic owners to provide structured support and mentorship to help therapists thrive in their roles, ultimately leading to better patient outcomes and a more cohesive team.

Takeaways
- The hidden confidence crisis affects both new and experienced therapists.
- Effective communication is crucial in managing expectations between clinic owners and therapists.
- New therapists often experience fear and uncertainty when starting in a new role.
- Setting clear expectations from the beginning can prevent mismatches in hiring.
- Regular check-ins and structured support help build confidence in new hires.
- Therapists need to feel they are evolving and improving in their roles.
- A common language among team members enhances collaboration and learning.
- Clinic owners should prioritize mentorship and training for their staff.
- Understanding the emotional state of therapists is key to supporting them effectively.
- Creating a positive and fun work environment fosters better relationships and performance.

Sound Bites
"I was actually a little bit afraid."
"You can't over communicate."
"The best therapists are inquisitive."

Chapters
00:00  The Hidden Confidence Crisis
02:54  Communication: The Key to Success
05:55  Expectations and Reality in Hiring
08:49  Understanding the New Grad Experience
11:52  Building Confidence in Clinicians
15:06  The Importance of Clinical Frameworks
17:51  Creating a Supportive Environment
20:51  The Role of Mentorship
24:04  Aligning Goals for Better Outcomes
26:52  Top Tips for Successful Hiring

Additional Resources:
Free Head Physio Systems 6 Step Checklist: ⁠thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠

The Hidden Confidence Crisis in New Physios (And How Clinic Owners Can Fix It)

In this episode, David O'Sullivan and Paddy discuss the challenges faced by clinic owners and therapists, focusing on the importance of understanding the therapist's role, the customer journey framework, and the significance of metrics in clinical practice. They explore the transition from problem unaware to solution aware, emphasizing the need for effective coaching and accountability. The conversation highlights the impact of leadership on team dynamics and the necessity of creating a positive clinic culture to foster growth and development.


Takeaways

Understanding the therapist's role is crucial for clinic success.
The customer journey framework helps in identifying patient needs.
Ego can blind clinicians to their issues, affecting patient care.
Metrics reveal the truth about clinic performance and therapist effectiveness.
Navigating the solution aware stage requires careful management.
Coaching is more effective than traditional teaching methods.
Accountability is vital for both therapists and clinic owners.
Creating a positive clinic culture enhances team dynamics.
Leadership vision is essential for guiding clinic growth.
Reflecting on the journey helps in continuous improvement.


Sound Bites

"Your biggest problem as a clinic owner."
"Ego can blind clinicians to their issues."
"Accountability is vital for growth."


Chapters

00:00 Introduction to Therapist Types and Clinic Challenges
02:52 Understanding the Customer Journey in Therapy
05:27 Identifying the Problem Unaware Therapist
08:43 The Role of Ego in Clinical Practice
11:35 Recognizing Mismatched Expectations
14:09 Clinic Owner's Perspective on Therapist Performance
17:05 Navigating Conversations with Therapists
20:11 Moving from Problem Aware to Solution Aware
22:50 Setting Standards and Accountability in Clinics
25:41 Finding the Right Fit for Your Clinic
27:58 The Importance of Honest Conversations
30:36 Navigating Difficult Decisions in Leadership
32:22 Tracking Metrics for Team Performance
35:00 Creating a Vision for Growth
35:29 Coaching vs. Teaching in Clinical Practice
38:51 Understanding Inputs and Outputs
40:16 The Role of Questions in Coaching
42:31 Developing Skills Through Experience
46:38 The Impact of Leadership on Team Dynamics
48:41 Empowering Clinicians to Make Decisions
54:37 Podcast Outro (audio fixed).mp4





Additional Resources: 
Free Head Physio Systems 6 Step Checklist: ⁠https://thegotophysio.com/checklist/⁠
Our Flagship ‘Go To’ Therapist Mentorship Program: ⁠https://thegotophysio.com/mentorship/⁠
Our Clinic Owner Business Mentorship Program: ⁠https://thegotophysio.com/business-mentorship/⁠
Happy Progressing Patients Book: ⁠https://thegotophysio.com/book/⁠
For our Latest Updates, Be Sure To Follow Us On Social Media:
Facebook: ⁠www.facebook.com/daveosullivansportsphysio⁠
Instagram: ⁠www.instagram.com/daveosullivanphysio/⁠


Building A ‘Go-To’ Clinic: The 4 Therapist Types (And Why #2 Is Your Biggest Problem)

The Go-To Physio Podcast helps therapists differentiate themselves from other therapists by making sense of the most complex patients symptoms, effectively explain the problem & solution for complete buy in & design a bespoke step by step treatment plan for complete patient adherence while empowering your patients to build resilience that ethically increases your revenue, retention, referrals & reputation as the Go-To Therapist in your town!

Dave O'Sullivan is the Current England rugby league Head Physio, Best selling author, Private Practice owner & Founder of The Go-To Therapist Mentorship.

Building A Go-To Clinic: The Biggest Mistake Clinic Owners Make That Causes Burnout And Zero Profits

Dave O'Sullivan - The Go To Physio

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