EP257 | The Things You Must Track In Your Business

We're diving deep into diagnosing the health of your cash practice and figuring out exactly where things might be going wrong so you can fix the right problems.

Too often, we see PTs spinning their wheels, trying a million things without knowing if they're working or even addressing the real bottleneck. Is it getting enough leads? Converting those leads into evaluations? Selling packages effectively? We break down how to look at your key metrics (KPIs) to pinpoint the issue, whether you're just starting or trying to scale past that $8k-$10k/month mark. Stop guessing and start treating the actual "diagnosis" of your business!

🔑 Key Takeaways:

• Diagnose Before Treating: Just like with patients, you need to identify the specific problem in your business (lead gen, conversion, retention) before trying to fix it.
• Track Key Metrics (KPIs): Know your numbers! How many leads? What's your conversion rate from lead to eval? What percentage buy packages? How many stick around for continuity?
• It's Not Always More Leads: Sometimes the problem isn't getting enough calls, but converting the calls you do get. Fixing conversion can dramatically change your business without more marketing spend.
• Sales = Communication of Value: Improving your ability to communicate the value you provide and guide potential patients to a decision is a critical skill. Develop conviction and practice your communication.
• Frameworks & Repetition Work: Using a script or framework for calls and evaluations builds confidence and consistency. Practice these skills like any clinical technique.

🧠 Pro Tip:

Stop flying blind. Take 30 minutes this week to calculate your basic conversion rates: Leads to Evals, Evals to Packages/Plan of Care Commitment. Knowing these numbers is the first step to fixing the real problem.

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