Jeremy on Marketing Podcast

How to Turn Dry Needling Google Ads Leads Into High-Value Patients Dry needling leads are some of the hardest leads for clinics to convert if you treat them like every other Google Ads lead. But when you understand how these people think and what they actually want they become one of the highest ROI ad groups you can run. Over the last month Jeremy has helped multiple clinic owners completely shift how they view dry needling callers and once they made this mindset change they unlocked the ability to scale their ads profitably instead of shutting them off. If you want your Google Ads to work especially for dry needling you must sell these leads differently. Today Jeremy breaks down exactly how to do it. 📌 Episode Topics Why dry needling leads are uniquely valuable The mindset shift needed to convert these callers The call script that consistently books dry needling leads How to position the evaluation as the natural first step Why the real conversion happens in the evaluation not on the phone The common mistakes clinics make that kill these leads instantly 🧠 Why Dry Needling Leads Are a Goldmine Most clinic owners think dry needling leads are "bad leads" because callers often believe they only want one thing. But this belief is what makes them perfect for a cash based clinic. These people: Are already expecting to pay out of pocket Don't trust traditional PT or have already tried it Are actively searching for a progressive non traditional approach Want fast relief and something different In other words they are already searching for you. They just don't know how your model works yet. Once you learn how to communicate with them you can scale your Google Ads dramatically. 🔄 The Mindset Shift You Must Make The biggest mistake clinics make is trying to correct these leads. If you tell a dry needling caller "dry needling isn't enough" or "you actually need full PT" you lose them instantly. That is the exact clinical tone they are trying to avoid. The mindset shift is simple: You must lead with yes. You align with what they already believe before you teach them anything new. You meet them where they are instead of fighting them. 🗣 The Call Framework That Books Dry Needling Leads 1. Lead with yes "Yes we absolutely do dry needling. It is part of almost every session here." This immediately lowers resistance. They feel heard. They feel like they're in the right place. 2. Ask context questions "Have you had dry needling before? What was your experience like?" Gets them talking Reveals their real motivation Shows you what problem they are trying to solve 3. Establish authority without correcting them Explain the truth in a way that aligns with what they already believe. "Dry needling works best when it's used the right way at the right time and on the right part of the muscle. We use it as part of a bigger plan so the relief actually sticks instead of coming back a week later." This positions you as the expert without sounding condescending. 4. Pivot to the evaluation "The first step is an evaluation where we figure out exactly where you need to be needled and why that area keeps tightening up. And yes we dry needle you in that first session so you get exactly what you're looking for." You remove the commitment fear. You give them the outcome they want. You make the next step simple and logical. 🏥 Why the Evaluation Is Where the Sale Actually Happens Your job on the phone is not to sell a package. It is to get them into the evaluation. The PT's job is to: Over deliver Perform the dry needling they expected Show the full value of your approach Connect the dots between short term relief and long term fixes Once they experience how different you are from traditional PT they are far more open to plans of care and packages. ❌ What Not to Do With Dry Needling Leads Do not correct them on the phone Do not explain long clinical reasoning Do not debate whether dry needling works Do not redirect like an insurance question Do not say "just come in and we'll talk about it" Instead: Align with them Validate what they want Position yourself as the authority Lead them into the evaluation 🎯 Why This Unlocks Google Ads Scale Dry needling keywords have: High search volume Low competition Strong intent Clinics that master selling these leads can scale to three to five thousand dollars a month in ad spend sustainably and profitably. Clinics that don't make this shift usually shut their ads off and assume Google Ads "don't work." 🤝 Want Help Scaling Dry Needling Ads? If you want us to run your Google Ads or help you convert dry needling leads more effectively book a strategy call: https://thepatchsystem.com/demo-schedule Try Patch AI tools here: https://thepatchsystem.ai/ If you can master selling dry needling leads you can scale your clinic faster than almost any other ad group. The demand is there. The intent is strong. You just need the right conversation.

Are You Building a Business or Just Treating Inside One? Most clinic owners don't fail. They just wake up five years later realizing they built a job they can't escape from. In this solo episode, Jeremy breaks down the uncomfortable truth behind why so many owners feel capped and exhausted and why the real issue isn't marketing or insurance or staffing but misalignment between the life they want and the decisions they make every day. This episode is about clarity. If you want a clinic that gives you freedom, you have to act like an entrepreneur, not a clinician who happens to own a business. 📌 Episode Topics Why owning a clinic doesn't automatically make you an entrepreneur The difference between building leverage and providing relief How busy schedules hide deeper decision avoidance Why burnout happens when you try to do both roles at once The seven day test that reveals your true path 🧠 The Core Idea: Entrepreneurship Is a Behavior, Not a Title Jeremy explains why most clinic owners unintentionally stay clinicians while expecting business owner outcomes. They treat too much. They delay hiring. They avoid sales. They do work that feels familiar instead of work that creates freedom. And then they wonder why the clinic depends entirely on them. Entrepreneurs build systems. Clinicians create relief. Both are valuable, but they are not the same job. And the space between the two is where burnout lives. ⚠️ Default vs Designed Clinics Most clinics grow by default. More patients. More hours. More stress. No real strategy. Just inertia. Designed clinics grow on purpose through: Clear decisions Delegation Hiring before you feel ready Learning sales Spending money on advertising Building systems that eventually replace you If your clinic collapses without you, it isn't a business. It's a dependency. And that is what traps most owners for years. 🔍 The Seven Day Test Look back at your last seven days and ask yourself: How much time did I spend treating How much time did I spend building How much time did I spend thinking strategically If you repeat that same week for the next three years, where does your clinic end up? That answer tells you whether you are behaving like an entrepreneur or a clinician. 🎯 The One Question to Answer Before 2026 Do your daily actions match the future you say you want? If you want leverage, freedom, time back, and long term scale you must adopt entrepreneurial behaviors even if you still enjoy treating. Hiring before you are comfortable. Building systems. Spending money on ads. Delegating things you are good at. Selling confidently. These are the behaviors that separate clinic owners who grow from clinic owners who grind. The mistake isn't choosing to be a clinician. The mistake is saying you want entrepreneurial outcomes while behaving like a full time provider. 🤝 Want Help Becoming the Entrepreneur Your Clinic Needs? If you heard this episode and thought yes I want a clinic that works without depending on me Jeremy wants to talk to you. Email him directly: jeremy@patchsystem.com Or book a strategy call with the Patch team: https://thepatchsystem.com/demo-schedule Try the PatchSystem AI tools: https://thepatchsystem.ai/ Your clinic will either be built by default or by design. The only difference is whether you choose which path you're actually on.

How To Use KPIs And Simple Math To Plan Your Quarter Most clinic owners set big top line goals but never back them with real numbers. Jeremy explains how to use eight simple KPIs to reverse engineer your quarter and make your revenue predictable instead of random. This is one of his most important solo episodes because it finally shows how to plan like a real business and not guess your way through Q1. What You'll Learn • The eight KPIs that actually move revenue • How to turn a monthly revenue goal into a specific leads target • Why MRR and LTV matter more than people realize • How to make your entire quarter a math equation instead of a hope • How to use the PatchSystem AI calculator to plan your growth The Eight KPIs That Matter Total leads per month You should be able to answer this instantly. Leads are the fuel that runs the whole clinic. Percent of leads that become patients If you know this number you can predict exactly how many leads you need each month. Monthly recurring revenue MRR This is why payment plans beat paid in full. MRR makes your baseline revenue predictable and covers overhead. Lifetime value LTV per patient A simple estimate is fine. You just need to know what the average patient is worth. Eval to package conversion rate Track this for the clinic and for each provider. Seventy five percent is the minimum standard. Percent of packages that continue into continuity This KPI is gold. It drives MRR up. It drives LTV up. And it keeps schedules full. Average time to complete the initial package Closer to three months means higher session frequency and stronger schedules. Average length of active care How long does someone keep coming at least once a month. This shows true retention. Turning Your Revenue Goal Into a Math Equation Quarterly revenue goal: 60k Monthly revenue goal: 20k If your MRR is 2k Your new patient revenue target becomes 18k If your LTV per patient is 2k 18k divided by 2k equals 9 new patients If you convert 20 percent of leads into patients You need about 50 leads to land 9 to 10 patients Once you know the leads number you can reverse engineer everything Ads Workshops Word of mouth Organic reach You assign a target to each source and the rest becomes execution instead of guessing The PatchSystem AI KPI Calculator This tool lets you plug in • Your revenue goal • Your current MRR • Your LTV • Your conversion rate • Your current monthly leads It then tells you exactly how many more leads you need to hit your number You can try it here https://thepatchsystem.ai/ Book a Free Strategy Call If you want help setting up these KPIs or want a full walkthrough of your numbers with our team you can book a call here https://thepatchsystem.com/demo-schedule

How to Plan a Q1 Content Strategy That Actually Supports Your 2026 Goals If your goals for 2026 are bigger than what you did in 2025, but your plan is to do your marketing the exact same way… you're setting yourself up for a harder year than it needs to be. In this solo episode, Jeremy breaks down how to plan your Q1 content so it actually matches your growth goals: not just one "New Year" email and hoping for the best, but a clear plan for newsletters, social content, and campaigns that warm your audience up and then give them a reason to buy. 📌 Episode Topics How nurturing your list earns the right to sell Why consistent social and email content matters before offers How to plan around what's actually happening in your clinic Four Q1 campaigns that work How to tie campaigns to real timing—not random sales blasts 🧠 Before You Plan: Two Big Questions Have you been nurturing your list? If you haven't been sending consistent emails or posting useful content, you haven't earned the right to sell yet. You'll see: Low response to your "New Year" offers List burnout and deal fatigue More unsubscribes every time you promote What's actually happening in your clinic in Q1? Look at January–March and ask: Are you hiring a new staff PT? Raising rates? Moving locations? Adding a new service or program? Those moments should get priority for your sales campaigns. Don't burn your big "sales bullet" too early and then struggle to fill a new PT's schedule later in the quarter. ✉️ Nurture First, Then Sell If you ran open enrollment in Q4 and then went silent… you can't just pop back up in January with "New Year, New You" and expect big results. Jeremy's rule of thumb: Send at least 4 nurture newsletters in a row (weekly or biweekly) Then you've earned the right to make an offer to your list Two Newsletter Styles That Work Block-style newsletter: Short clinic story or update Repurposed post content Curated insights (Huberman, Attia, run/PT content) Patient win or case highlight "60-second" newsletter: Quick brain-dump style One tight lesson or insight Easy to consume on mobile One isn't "better" than the other—whichever you'll be consistent with is the right one. Social Media Nurture Post educational, top-of-funnel content consistently Don't disappear for weeks and then show up only to sell Your social feed should build trust long before you ask someone to buy 📅 Q1 Campaign Planning: Start with the Calendar Once you've answered the two big questions above, plan Q1 in this order: Block out clinic events: New hires Rate changes Service launches Location changes Decide where your "sales bullets" go: Save the biggest offer for the moment that matters most (e.g., filling a new PT's schedule) Layer in proven quarterly campaigns: see below 🎯 Four Proven Q1 Campaigns That Work 1. New Year, New You Campaign (Early January) A classic & effective campaign when your list is warmed up. Position PT as the support system to help people actually stick with their new year goals—not just gym memberships. Typical offer structure: $50 evaluation or re-entry session 10% off packages 2. Resolution Rescue Campaign (Late Jan–Feb) Often the best Q1 performer: January motivation fades People realize they can't fix aches on their own Copy should speak to frustrated resolution-makers This campaign works because you're emailing the person in the moment and the copy feels like it's written for them today. 3. CrossFit Open Campaign If you serve CrossFit athletes or are inside a box: The CrossFit Open usually runs in Feb Run emails and social content tied to the weekly Open workouts Position your clinic as the recovery support they need to survive the next WOD 4. Spring Race / Marathon Training Campaign For clinics near large spring races (e.g., Boston Marathon): Runners are in peak training in Jan–Mar Email and posts should speak to training aches, recovery, and performance Don't wait until April when it's too late 🏁 Bonus: New Staff PT Campaign If you're hiring in Q1, a "Meet the new PT" campaign gives you: A reason to sell Fresh stories and posts to share A focus on filling someone's schedule You can combine this with the Resolution Rescue copy so the offer feels timely and targeted. 🗓 Why You Need to Plan This Now, Not in January If you wait until: The first week of Jan to write your New Year emails, or The end of January to plan your Resolution Rescue drip, …you simply won't get them done. Clinic life is too busy. Your content plan should be drafted before: Holidays hit, Christmas rush begins, and You're in full reactive mode. 🤝 Want Help Building & Executing the Plan? This is exactly what we do at Patch: Help you decide which campaigns make sense for your clinic Write and sequence your emails and social content Line it all up so your Q1 actually launches on time 👉 Book a free strategy call with our team — we'll walk through what makes sense for your quarter. If you want a bigger 2026, you need a bigger Q1. And if you want a bigger Q1, you have to plan now, not repeat last year's playbook.

How Elevation Athletics Runs Without Its Owner (and What That Means for Your Clinic) What would it look like if your clinic could run and grow without you in the day-to-day? In this episode, Jeremy sits down with Dr. Ryan Perez, owner of Elevation Athletics in Fort Worth, TX, to break down exactly how he: Got himself out of patient care, Built a team that can run the clinic with minimal oversight, and Is now aiming for a 7-figure year in 2026 while working ~8 hours a week on the clinic. 🎙 Guest Guest: Dr. Ryan Perez, owner of Elevation Athletics Clinic Website: elevationathleticspt.com Ryan's Instagram: @dr_ryanperez Clinic Instagram: @elevationathleticspt 📌 Episode Topics How Ryan went from treating full-time to 0 clinical hours What he actually does now in his 8-hour workweek for the clinic Using time audits to decide what to offload first Building a business that can run—and scale—without you How to think like an owner instead of an employee in your own clinic Why most PTs are "accidental entrepreneurs" and how to fix that Org charts, accountability charts, and giving your staff a real growth path "Who, not how" and buying back your time as a clinic owner Predictions for 2026: small group training, performance, and longevity services 🚪 Step One: Decide What You're Actually Offloading Ryan's first advice to any owner who wants to get out of the day-to-day: do a ruthless time audit. List everything you're doing in the business each week. Identify what should be: Owner-level work (vision, leadership, key relationships, high-level decisions), Director-level work (managing PTs, metrics, operations), Admin-level work (scheduling, basic comms, data entry). Once you see it on paper, the next hire or next system you need becomes obvious. Different stages of business require the owner to focus on different problems. If you're still doing everything, you'll stay stuck at the same stage forever. 🕒 What Ryan's Week Looks Like Now Ryan no longer treats patients in the clinic. His time in Elevation Athletics is about 8 hours/week and looks like this: Monday: Attends (but doesn't lead) the staff meeting. He "shows face," listens, and lets the system run. Thursday: 1:1 meetings with: His clinic director (leadership, growth, internal systems), and Staff PTs (case studies, treatment philosophy, coaching). The day-to-day is handled by the team. Ryan's role is leadership, training, and high-level decision making—not plugging schedule gaps. 🎯 The Goal: Control of Time, Not Just Income Ryan's philosophy wasn't "escape patient care at all costs." It was: build a business that runs without me, so I can choose when and how I treat. Key mindset shifts he shares: You're not "just a PT" anymore—you chose to be a business owner. Wealth = control of your time, not just higher revenue. He wants the option to: Move anywhere in the country, Open additional Elevation locations with a ready-made playbook, Step into clinical care if he wants extra profit—not because the clinic "needs" him. 👥 From Direct Impact to Indirect Impact As a solo cash PT, Ryan could help maybe 100 patients/month directly. With a team: His indirect impact is now 300+ patients/month through his staff. He's not just changing patients' lives—he's changing PTs' careers by giving them a place to treat the way they believe people deserve to be treated. If your mission is to "help people," hiring and leading a team is one of the most powerful ways to multiply that impact. 📚 Books That Changed How He Operates E-Myth (Michael Gerber) – Showed him how to build a business with systems and roles, not just grind. Traction & Rocket Fuel (Gino Wickman) – Helped him design vision charts, org charts, and real accountability. Who Not How (Dan Sullivan) Buy Back Your Time (Dan Martell) After applying these, Ryan stopped asking, "How do I do this?" and started asking, "Who can do this better than me so I can focus on what actually moves the needle?" 🧱 Org Chart, Vision Chart, and Making Growth Real Ryan didn't just hire randomly and hope it worked out. He built: Org chart: Who reports to whom, and what the structure looks like today. Accountability chart: Who owns what KPIs, metrics, and responsibilities. Vision chart: Where the business is going—future roles, future locations, and impact. He even shows the future org chart on the clinic website. Result: PTs now reach out saying, "I want to be part of this and here's how I think I can help." 📈 From 20K Months to 50–70K Months Early on, Ryan hit ~$20K/month as a solo clinician—but he was working 50–60 hours/week, burned out, and never home. The turning point was realizing: Without systems, scorecards, KPIs, and clear roles, staff can't win. He needed: Clear job descriptions Clinic director ownership of PT metrics Weekly 1:1s and real accountability Once those were in place, the team could manage themselves, and revenue scaled with far less chaos and far less of Ryan's time. ⏱ "Who Not How" and the Time Audit Reality Check Ryan pushes clinic owners to do the math: Figure out what your time is worth per hour (based on what the clinic pays you). List tasks you do that could be outsourced for less than that hourly value. If something doesn't light you up and it's below that threshold, delegate it. Example he walks owners through: You're tempted to DIY SEO, ads, blogs, landing pages, email marketing. Realistically, it'll cost you 10–15 hours/month. Those same hours could: Fill your schedule with evals, Train your staff to sell better plans of care, Build partnerships and workshops. When he has clinic owners do this time audit, most realize: "I've already blown past what this should cost me. I need help." 🔮 2026 Goals for Elevation Athletics Ryan's plan for 2026: Hire 1–2 more PTs Grow small group training Expand personal training and nutrition coaching Cross the $1M revenue mark He intentionally slowed down hiring in 2024 to fix the foundation—systems, leadership, ops—so 2026 growth is sustainable, not chaotic. 📊 The Future of Cash PT: More Revenue Per Provider Ryan's prediction for where cash PT is headed: Maximizing revenue per PT by: Offloading admin work, Letting PTs focus purely on patient care, Adding services like small group training, performance, and nutrition. Leaning into the wellness & longevity trend: People are spending more than ever on performance and long-term health, Physical therapists are uniquely positioned to own that space. In his view, the clinics that win in 2026+ will: Generate more revenue per provider, Pay PTs more, And use tools like AI and smarter systems to strip away low-value admin work. 📱 Connect with Ryan & Elevation Athletics Clinic Website: elevationathleticspt.com Ryan's Instagram: @dr_ryanperez Clinic Instagram: @elevationathleticspt If you're a clinic owner who feels like you're doing everything, this episode is your permission slip to stop trying to be the entire business—and start building a machine that can run without you.

Why I Hate Black Friday (and What to Do Instead) Black Friday is supposed to be a marketer's dream. But sitting down on the Sunday after Thanksgiving with 133 unread emails in his inbox, Jeremy realized (again) that for most clinics, Black Friday week is the worst time to be screaming into people's inboxes. In this episode, he breaks down why traditional Black Friday plays are broken—and why a simple holiday gift card campaign in December quietly beats them every time. 📌 Episode Topics Why Black Friday Feels Broken: 130+ unread emails, but zero interest. Inbox Reality: Why Thanksgiving week is the noisiest, worst-performing email window of the year. Intent vs. Timing: Why buyers decide before Black Friday. How to Run Black Friday (If You Must): The only way Jeremy will do it anymore. The Holiday Gift Card Campaign: The December play that actually fits how people think and buy. 💡 Big Idea Black Friday is no longer about "sending the email on Friday." It's about intent and momentum. By the time Thanksgiving week hits, people already know: Which brands they care about, What they're planning to buy, and Roughly what the deal will be. If you're introducing your offer on Thanksgiving, Black Friday, or that weekend, you're just another subject line in an inbox war you can't win. 📬 Why Thanksgiving Week Emails Flop Jeremy walks through his own week: travel, family, football, food, catching up with friends. Checking marketing emails is nowhere on that list. By Sunday, even someone who normally keeps their inbox at zero is staring at 100+ unread emails. Most Black Friday blasts get: Automatically deleted, or Ignored while people unsubscribe from lists they forgot they were on. It's not that people aren't buying. They've just already decided what to buy—and from whom. ⌚ Black Friday Is About Intent, Not "The Day" Brands have trained consumers to expect: Early access Black Friday, VIP Black Friday, Deals rolling out in the first half of November. The brands Jeremy actually buys from didn't wait. They: Warmed him up weeks before, Told stories, teased the offer, and Let him plan purchases before his inbox exploded. By the time Black Friday arrived, their emails were just a deadline reminder—not the introduction. 🧨 Why Most Black Friday Campaigns Feel Gross The lazy version of Black Friday looks like: "Last chance!" every 12 hours, Fake scarcity ("Deal ends Friday… just kidding, extended to Sunday!"), Copy-paste discounts with no real thought about the buyer's headspace. The problem isn't discounts—the deals can be great. The problem is the execution: crowded inboxes, zero differentiation, and timing that ignores how people actually behave. 📅 How Jeremy Ran Black Friday for Clinics (Without the Noise) Jeremy's team did run Black Friday campaigns—but differently: Started 2 weeks early: Not on Thanksgiving week. Warmed the list: Stories, education, and teasing the offer before the pitch. Built desire ahead of time: So Black Friday was only a , not a cold ask. When Friday hit, interested people had already raised their hands. The final push was just helping them follow through—not fighting for fresh attention. 🎁 The Better Play: Holiday Gift Card Campaign For clinics, Jeremy argues that December beats Black Friday almost every time. Why the Holiday Gift Card Campaign works so well: Timing fits mindset: People are reflecting on the year and thinking about their health, habits, and routines for the new one. Inbox is calmer: Travel is winding down, routines are back, and the email noise has dropped. Gifting fits your service: Easy to position as "invest in yourself" or "give someone a head start on their goals." Clean, seasonal, and not spammy: It feels helpful, not desperate. 🧭 Your Playbook for Next Year 1️⃣ If You Must Run Black Friday Start warming your list in early November. Tease the offer, tell stories, share wins, and build curiosity. Use Black Friday as the deadline, not the first time people hear about it. 2️⃣ Run a December Holiday Gift Card Campaign Position it as: "Gift better movement/less pain/a stronger 2026." Give people a simple, clear offer (e.g., eval + 2 sessions, or a dollar-value gift card). Send a handful of thoughtful emails across December—not a firehose in one weekend. 📣 Share This Episode Know a clinic owner who blasts three Black Friday emails and wonders why nobody buys? Send them this episode before they repeat it next year. 📱 Connect with Jeremy Got questions about Black Friday strategy or the Holiday Gift Card Campaign? Send Jeremy a DM on Instagram: @jeremydupont. Don't get lost in the Black Friday noise. Warm people up early, then let December be the month where your offer actually lands.

The SEO Foundation Most Clinics Get Wrong: Site Structure 📍 Get Your Free Local SEO & Website Audit | 🧩 Book a Patch Demo Every clinic owner wants more new patients from Google. Most think the answer is "more blogs" or "better keywords." But if your site structure is wrong, Google literally can't understand who you help, what you treat, or where you treat—and no amount of content will fix it. In this episode, Jeremy breaks down the exact website architecture Patch uses to rank clinics in 2025 and 2026. 📌 Episode Topics Why Most Clinic SEO Fails: Great content on a foundation Google can't read. What Google Actually Cares About: Who you help, what you treat, where you treat. The Services + Locations Blueprint: The site map structure that consistently ranks. Internal Linking 101: How to connect pages so Google "gets" your clinic. Owning Your Website: Why you must control your own site to build real enterprise value. 💡 Big Idea SEO isn't "write more blogs." SEO starts with architecture. Until your site is structured around your locations and services, Google will keep sending patients to the clinic across the street—not because they're better, but because their site is easier to understand. 🔍 What Google Sees (That You Don't) Google doesn't care about pretty colors, brand photos, or how "nice" your homepage feels. It cares about: Who you help (types of patients and problems), What you treat (services and conditions), Where you treat them (cities, neighborhoods, regions). If your site can't answer those three questions clearly and cleanly, it drops you down the rankings and rewards clinics with better structure. 🏗 The Site Structure Blueprint Most clinics only have a handful of pages: Home, About, Contact, maybe a generic "Physical Therapy" page. That's not enough. Jeremy walks through the structure Patch uses for hundreds of clinics: 1️⃣ Core Pages Homepage: Who you are, who you help, what you do, and clear next steps. About: Your story, team, and why patients should trust you. Contact: Forms, phone, booking links (discovery call, eval, etc.). Privacy Policy: Critical for compliant SMS, forms, and ad platforms. 2️⃣ Locations Folder (Where You Treat) Create a /locations/ hub with a separate page for every area people actually search: City-level (e.g., Charleston), Neighborhoods (e.g., Daniel Island, Mount Pleasant), Feeder towns within your 5–20 mile radius. If you only have "Charleston" but people search "physical therapist Mount Pleasant," Google has no reason to show you without a dedicated Mount Pleasant page. 3️⃣ Services Folder (How You Help) Create a /services/ hub with a page for every major offer, such as: Physical Therapy Running PT ACL Rehab Back Pain, Shoulder Pain, Neck Pain Pre/Post-Op Rehab Dry Needling, BFR, Sports Massage, Pelvic Health, etc. Each service page should: Explain who it's for and what problems it solves, Outline your approach or 3-step process, Link to relevant location pages (e.g., "Physical Therapy in Charleston, Daniel Island, Mount Pleasant, Charlotte"). 4️⃣ Condition / Problem Pages & Blogs Once your services and locations are in place, you can layer in: Condition pages: Back pain, knee pain, shoulder pain, etc. Blog categories: Grouped to support core services (e.g., "Running PT," "ACL Rehab," "Pelvic Health"). These pages should internally link back to your service and location pages so Google can see the full web of relevance. 🔗 Why Internal Linking Matters Internal links are how you tell Google, "We do this service in this place for this problem." For example: Your Physical Therapy page links to: Charleston, Daniel Island, Mount Pleasant, Charlotte location pages. Your Back Pain page links to: Physical Therapy + your key locations. Now when someone searches "back pain physical therapist in Charlotte," Google can connect all three: problem + service + location. That's how you start ranking for high-intent searches that actually turn into patients. 🏦 Own Your Website (Or You Don't Own the Asset) One of the biggest red flags Jeremy sees: clinics who don't even have access to their own site because an agency controls it. If you don't own your site, you: Can't fix your structure or SEO without permission, Can't reliably scale or pivot your marketing, Can't truly sell the business someday—because you don't own a key asset. You should always have full access to your website, hosting, and DNS so changes to structure, pages, and content can be made as your clinic evolves. 🚀 What to Do Next Use this episode as a checklist against your current site: Do you have a Services hub with a page for each main service? Do you have a Locations hub with a page for each city/neighborhood you actually draw from? Are services and locations internally linked in both directions? Do your condition and blog pages support those same services and locations? Do you own and control your own website platform and hosting? 📣 Share This Episode Know a clinic owner posting nonstop content with no SEO payoff? Send them this episode. Their traffic problem might not be content—it might be site structure. 📱 Next Steps with Patch Want a professional set of eyes on your current site and rankings? 👉 Get a Free Local SEO & Website Audit Want Patch to build the full SEO-ready site structure and systems for you? 👉 Book a Patch Demo and see how we're rebuilding clinic sites to win in 2025–2026. Fix the foundation first. Once your site is structured the way Google thinks, every piece of content you create starts working 10x harder for you.

Don't Wait for January: Build Your 2026 Engine Now 🧩 Book a Patch Demo Most clinic owners talk about "hitting it hard" in January. New year, new marketing plan, new patients… right? But if you wait until January 1st to start your ads, SEO, and systems, your Q1 2026 will be slower than you think. In this episode, Jeremy explains why November and December are the real starting line if you want 2026 to be your biggest year yet. 📌 Episode Topics Why January Isn't a Reset Button: Same systems, same problems, same empty calendar. The Google Ads Learning Period: Why you should "pay tuition" now, not in peak season. SEO as a Slow Burn: How to get your money pages ranking before the New Year search spike. CRMs & Backend Systems: Turning chaos into a predictable pipeline before 2026 hits. Action Plan for the Next 6–8 Weeks: Concrete steps to set up ads, SEO, and systems now. 💡 Big Idea If you want a big Q1 in 2026, January is not the time to start—it's the time to cash in on the work you did in November and December. Marketing has lag time. So does SEO. So do systems. Treat Q4 like an athlete's preseason: build the base now so you can actually perform when the year starts. 📈 Why You Start Google Ads Before January Most owners think Google Ads are "flip the switch and the phone rings." In reality, every new campaign goes through a learning period where Google figures out: Which searches actually lead to conversions (e.g. "physical therapist near me" vs. "knee exercises"). Who should see your ad and who shouldn't. What counts as a true lead or booked eval in your account. If you launch on January 1st, you're paying peak seasonal prices while Google is still "learning." You're not buying leads—you're buying tuition. Start in November instead: Weeks 1–2: Launch campaigns, gather search data, fix obvious bad keywords. Weeks 3–4: See which keywords convert, refine ad copy and landing pages. Weeks 5–6: Add negative keywords, cut waste, tighten bids, improve quality scores. By January, your ads aren't guessing anymore—they're dialed in and ready to catch the "New Year, new body, my back hurts" surge. 🔎 SEO: The "Quiet Kid" That Wins Later SEO is slow on purpose. Google doesn't reward spammy, overnight behavior. When you: Rebuild your site structure, Add money pages like "Best sports physical therapist in [City]," Write targeted blogs and optimize your Google Business Profile, Google doesn't instantly hand you page-one rankings. It crawls, indexes, tests, and slowly builds trust over weeks to months. If you start SEO in January, real results may not show up until Q2 or Q3. Instead, use November and December to: Define your high-intent keywords (e.g. "sports PT [City]," "dry needling [City]," "back pain physical therapist [City]"). Create dedicated money pages for each service/problem—not one generic "Services" page with 12 bullets. Plan and write 4–8 supporting blogs around your core topics. Clean up technical SEO: site speed, mobile friendliness, H1/H2 structure, metadata, and schema. January shouldn't be when you start SEO. It should be when your SEO is already working in the background. 🧠 Backend Systems & CRM: Your Clinic's Nervous System You can't hit consistent $30k, $50k, $80k+ months while running your pipeline out of your inbox and memory. A proper CRM is what keeps leads organized, follow-up happening, and reactivations rolling in—especially around the New Year. With the right CRM, you can: Track every lead: new inquiries, free calls, evals, active plans, and lost leads. Automate nurture sequences when someone fills out a form or ghosts after an eval. Reactivate old patients at scale around key times like January. Send newsletters and campaigns directly to segmented lists (past patients, warm leads, etc.). But here's the catch: CRMs take 1–2 months to set up, customize, and bake into your team's habits. If you start in January, you'll spend Q1 learning the tool instead of leveraging it. 🧩 What "Start Now" Actually Looks Like 1️⃣ For Google Ads Set up your campaigns and landing pages. Install conversion tracking and call tracking correctly. Let the learning period run while volume is lower and clicks are cheaper. 2️⃣ For SEO Decide which keywords you want to own in 2026. Build or rebuild your core money pages around those terms. Draft a small blog/content calendar (4–8 posts) that supports your main services. Optimize your Google Business Profile and ensure NAP consistency. 3️⃣ For CRM & Systems Choose a CRM platform and define your pipeline stages. Import leads/past patients so everything lives in one place. Set up simple automations: new lead nurture, post-eval follow-up, reactivation campaigns. Train your team to log deals, update stages, and live inside the system daily. 🚀 The 2026 Timeline (If You Start Now) November–December: Launch and refine ads, build SEO foundation, set up CRM and basic automations. January–March 2026: Ads are optimized, SEO starts to kick in, CRM is reactivating old patients and nurturing new leads. Rest of 2026: You're scaling—adjusting budgets and capacity—instead of waking up hoping the phone rings. 🎯 Your Challenge This Week Before the end of the week, do one of the following: Book a call with whoever handles your Google Ads and set clear 2026 goals. Email your web/SEO person and say: "Let's get my core money pages live before January." Sign up for a CRM and sketch your pipeline on paper: lead → call → eval → plan of care → past patient. Once you start, everything else becomes tweaks—not a massive, overwhelming overhaul. 📣 Share This Episode Know a clinic owner saying "We'll hit it hard next year" for the third year in a row? Send this to them. Next year doesn't change until this quarter does. 📱 Next Steps Want to close more of the leads you're already paying for? Check out Jeremy's Phone Sales Course for scripts, objection handling, and full call frameworks. Ready to have the ads, SEO, and CRM built with you and for you? Book a Patch demo and see how the full engine works together. Don't wait for January. Build the engine now—then spend 2026 stepping on the gas.

Answer the Damn Phone: Turn Google Ads Into Booked Evals 📞 Master Phone Closing — Full Course | 🧩 Book a Patch Demo Most clinic owners try to scale by throwing more money at Google Ads. But if you miss calls or freeze when someone asks, "Do you take my insurance?", you're just scaling wasted spend. In this episode, Jeremy lays out the real lever: speed-to-lead + phone skills + a simple eval offer that converts clicks into paying patients. 📌 Episode Topics Speed to Lead: Why answering within minutes turns ad clicks into evaluations. Phone Skills That Print: Scripts, objection handling, and selling the eval confidently. Low-Barrier Eval Offers (LBOs): $50–$99 intro evals that remove friction and fill schedules. Ads ≠ Growth (Alone): How missed calls set your ROI on fire. Simple Systems: AI call pickup as "smart voicemail," Reimbursify for benefits, and a tight follow-up loop. 💡 Big Idea Scaling ads only works if you answer the damn phone and sell the evaluation in real time. Missed calls = burnt budget. Quick pickup + confident script + a low-friction offer = booked evaluations and a 3–6x ROI vs. 1–2x. 📈 From Clicks to Patients At Ripple, answering every call (anywhere, anytime) led to 2–3 new evals/week straight from Google Ads—no nurture funnel required. The lesson: ads create intent, but the phone call closes it. ⚙️ How to Implement This Answer Fast (Speed-to-Lead): Pick up every call. If you miss one, call back within 5 minutes. Pain is now—so is the buying decision. Use an AI "Smart Voicemail" (Optional): Let an AI agent capture name, pain, and callback permission, then promise a human call in minutes. Better than dead-end voicemail. Get Good at the Phone: Practice a short script, lead with empathy, and guide the call. Be ready for: "Do you take my insurance?" → Reframe value, offer LBO, verify benefits for them. "That's a lot of money." → Anchor to outcomes, expertise, and speed of results. Sell the Eval as a One-Off: Offer an LBO ($50–$99 or 50% off) to reduce risk. Position it as a full session with a clear plan—no long-term commitment required. Verify Benefits for Them: Use tools like Reimbursify and collect insurance info during intake so you walk into the eval with answers. Tight Follow-Up: If they can't book on the spot, schedule a callback window and text the LBO link immediately. 🧪 Offers That Convert $50 Eval: Great for volume and feeding multiple providers; rely on in-room sales. $99 Eval / 50% Off: Slightly higher filter with similar friction reduction. Test for your market. Pro tip: The "right" price is the one that maximizes booked evals without overwhelming your schedule. Test and track. 📊 Why This Works Buyer Behavior: People click "Call" on Google and expect a human. No answer? They call the next clinic. ROI Math: Phone skills + fast pickup are the difference between a 2x and 6x return at any budget. Admin ≠ Closer: Owners must own the hardest calls and objections—then train the team. 🔥 Real-World Tools Phone Scripts & Objection Handling: Grab the Phone Sales Course Done-For-You Ads + Call Systems: Book a Patch Demo 🚀 Your Challenge For the next 7 days, answer (or return) every ad-sourced call within 5 minutes, pitch a simple LBO, and track outcomes in a sheet: calls → booked evals → plan-of-care conversions. Watch the numbers move. 🎯 Try This Today Write a 6–8 line phone script you can deliver anywhere. Set your LBO (price + language) and add it to your intake workflow. Enable AI "smart voicemail" as a backup, not a crutch. 📣 Share This Episode Know a clinic owner "scaling" ads while missing calls? Send this to them. Their ROI is hiding in their ringtone. 📱 Follow & Next Steps Level up your phone closing here: thepatchsystem.com/phone-sales-course Want Patch to build the whole engine (ads, tracking, AI pickup, follow-up)? thepatchsystem.com/demo-schedule Ads don't close patients. People do. Answer fast, sell the eval, and let your results do the rest.

Selling Ripple: Lessons from a 7-Figure Clinic Exit 📍 Read Jeremy's Full Reflection on Selling Ripple One year after selling his clinic, Ripple, Jeremy Dupont opens up about what it really takes to build a sellable business, survive the M&A process, and why hitting $1 million in revenue is the entry fee for serious buyers. Whether you plan to sell or not, the path to a valuable business is the same: remove yourself, tighten your systems, and focus on what scales. 📌 Episode Topics The Million-Dollar Benchmark: Why you need $1M in top-line revenue to attract real buyers. The Emotional Marathon: What selling your business actually feels like—from endless negotiations to identity shifts. Focus Over Diversification: Why chasing multiple ventures kills growth (and how focusing on one can explode it). Key Man Risk: How to make your business valuable by making yourself replaceable. The Ripple Legacy: How letting go can fuel your next big thing. 💡 What Jeremy Learned After a year of reflection, Jeremy boiled his experience down to three core lessons. Whether you're years away from selling or never plan to, these lessons define what real enterprise value looks like. 1️⃣ Selling Takes Time (and Grit) The sale of Ripple took over a year—filled with banks, lawyers, landlords, and sleepless nights. Even with a trustworthy buyer, the emotional toll was immense. Selling a business isn't a sprint. It's a slow, unpredictable marathon. Expect negotiations, delays, and detours. You need mental endurance as much as financial readiness. 2️⃣ Focus Is the Ultimate Multiplier Jeremy admits trying to split his energy between Ripple and building Patch was "bad leadership." The day he sold Ripple was the day Patch took off. His takeaway: stop diluting your focus with side projects, online coaching, or new offers. Double down on your core service. If you're stuck at $40K/month, the answer isn't a pivot—it's mastery of what already works. 3️⃣ Build to Sell—Even If You Don't "You don't have to want to sell," Jeremy says, "but you should build like you might." That means removing yourself from day-to-day operations, hiring the right people, and running clean books. If your business depends on you, it's not valuable. The goal? A clinic that runs profitably, predictably, and independently. ⚙️ What Makes a Clinic Sellable $1M+ in Top-Line Revenue: The entry ticket to serious buyers like private equity. Clean Books & Clear Profit: Know your EBITDA, SDE, and what truly counts as expenses. No Key Man Risk: A clinic that thrives without you is one that can sell without you. Systems & CRM: Data-backed operations that show lead flow, conversion, and patient lifetime value. Proven Marketing Funnels: Paid ads, Google reviews, and automated follow-ups that keep growth consistent. 🔥 Bonus Lesson: Hire Before You're Ready Too many owners delay hiring out of fear. But you can't scale—or sell—without a team. Expect a short-term dip in margins during the ramp-up, but the long-term payoff is freedom. When your clinic runs without you, you've already won, whether you sell or not. 🚀 Final Thoughts Jeremy's clinic, Ripple, didn't just sell—it thrived after he left. That's the ultimate measure of success. Building a business you can step away from means you've created real independence, both financial and personal. 📣 Share This Episode If you know a clinic owner chasing "freedom" but stuck in the grind, send them this episode. The path to freedom isn't another offer—it's building something that can outlast you. 📱 Follow for More Follow @_jeremydupont for real-world systems to grow, scale, and eventually sell your clinic—without losing your sanity in the process. Build a business that runs without you. That's how you win—whether you sell or not.