Ep60 | Why You Need a CRM

Why Every PT Clinic Needs a CRM in 2026

If you own a physical therapy clinic and you are still running your business from your inbox, spreadsheets, and sticky notes, you are leaking money and you probably have no idea where it is going.

Most clinic owners think the problem is marketing, ads, location, or not having enough leads. In reality most clinics already have plenty of leads. The real issue is that there is no system to capture them, follow up with them, or learn from them. That is where a CRM becomes one of the most important systems in your entire business.

In this solo episode Jeremy breaks down what a CRM actually is, why it matters for cash based and hybrid clinics, and how it helped him grow and sell his own seven figure practice.

📌 Episode Topics

• What a CRM really is in simple terms
• Why most clinics have a "bucket problem" not a lead problem
• The four core jobs a CRM should do for your clinic
• How a CRM turns growth into a math problem instead of a guessing game
• Why building your own CRM system usually becomes a second full time job
• How Patch was built to solve this for clinic owners

🧠 What a CRM Actually Is

Forget the jargon. A CRM is simply the place where every lead and patient interaction lives in one system. That means:

• Every form fill
• Every phone call and voicemail
• Every text and email
• Every booked evaluation or missed follow up

Instead of this stuff living in your email, in your head, on paper, or in random spreadsheets, it all lives in one central source of truth. That is where the clarity and leverage start.

🪣 Your Business Is a Bucket

Jeremy uses a simple picture. Your business is a bucket. Leads are the water you pour into the top. Most clinics do not have a lead problem. They have a bucket problem.

Without a CRM the bucket is full of holes:

• No consistent follow up
• No nurture emails
• No sequences for past leads
• No data on what is working and what is not

The result is predictable. Leads drip out the side of the bucket. People inquire once and never hear from you again. Workshop attendees never get a follow up offer. Ad leads vanish after one missed call.

A CRM does not magically pour more water into the bucket. It patches the holes so you keep what you already worked hard to earn.

🧩 The Four Core Jobs of a CRM 1. Store everything in one place

All leads, all patients, all conversations, all in a single system. Not:

• Some names on paper from a workshop
• Some leads in your EMR
• Newsletters in Mailchimp or MailerLite
• Other people hidden in a Google Sheet

A good CRM becomes the central nervous system of your business so you always know who is a new lead, who is active, who is cold, and who needs contact.

2. Make follow up automatic

A strong CRM triggers follow up without you having to remember it:

• New lead fills out a form and gets an automatic email and text sequence
• Event attendees get a post workshop nurture and offer
• New patients get set expectations, reminders, and education on what comes next

Follow up becomes a system not a hope.

3. Nurture leads over time

A CRM should also be your email marketing engine. From the same place you can:

• Send weekly or biweekly newsletters
• Run quarterly campaigns and promos
• Enroll new leads into drips that explain cash PT, out of network, and continuity
• Ask for Google reviews and referrals automatically

Over time this builds trust and makes it much easier for someone to say yes when they are ready.

4. Give you real data and insight

This is where growth turns from guessing into math. With a CRM you can see:

• Where each lead came from
• Which sources actually convert into patients
• Which campaigns and keywords make money and which do not
• Where leads stall and drop off in your funnel

Once you have this clarity it becomes much easier to decide what to stop, what to double down on, and which levers actually move revenue.

📊 From Guessing to Knowing

When Jeremy was running his clinic he went deep into their CRM. He knew:

• The exact ROI on each ad group
• Which keywords people searched before booking
• Which leads had opened five emails in a row but never booked

That allowed him to step in with personal follow up only where it mattered. It did not feel weird to the lead because he was simply responding to behavior they had already shown.

This level of clarity is what helped him scale to seven figures, hire seven PTs, step out of day to day care, and sell the clinic in under three years.

⚙️ Why Most Owners Should Not Build This Alone

A real CRM setup is not just software. It is:

• Marketing strategy
• Sales psychology
• Patient behavior
• Operations and workflow
• A lot of trial and error

Most clinic owners are capable of figuring it out but that does not mean it is the best use of their time. Your highest leverage is usually:

• Leading the team
• Refining your offer
• Building partnerships and marketing channels

This is exactly why Patch exists. Jeremy took what worked at his clinic and built it into a ready to use CRM system designed specifically for cash based and hybrid PT clinics so you do not have to start from scratch or duct tape tools together.

🤝 Want to See How This Would Look in Your Clinic?

If you are serious about growing your clinic and you are tired of running everything from Google Sheets and inbox searches, it is time to get a real CRM in place.

• See how your leads would flow through a proper pipeline
• Look at what automations and nurture could be built around your current systems
• Identify where your "bucket" is leaking right now

👉 Book a free strategy call with our team and we will walk you through what a CRM could look like in your clinic and how Patch can help you stop leaking leads and start growing with intention.

Growth does not come from guessing. It comes from knowing. A CRM is how you start to know.