Jeremy on Marketing Podcast

In this episode, we pick up where last week left off—diving into the second sale that most clinics miss: continuity. If you're getting people to buy packages but struggling to keep them coming back after their initial plan of care, this episode is for you. You'll learn how to structure continuity offers, frame the next plan of care, and systematize your sales process so that 30% or more of your patients roll into long-term plans. Key Takeaways: Continuity Is the ROI Multiplier If packages are the first step, continuity is the secret to raising LTV, boosting revenue, and making your marketing efforts 10x more profitable. Don't Sell Sessions—Sell the Next Plan Instead of offering "another 10-pack," frame a clear next plan of care based on your patient's upcoming goals (e.g., hiking season, marathon prep). Use Frequency-Based Continuity Offers Let patients pick from 1x/month, 2x/month, or weekly options. Charge them monthly, not session-to-session. This helps create predictable recurring revenue. Avoid Membership Model Pitfalls Don't lock people into rigid contracts. Use 3-month continuity blocks billed monthly, and pause billing if sessions stack up—this removes friction and builds trust. Downsell Into Continuity Rates Offer discounted rates for ongoing care. Patients see value and feel rewarded for their loyalty—while you keep them in the ecosystem longer. Execution Tips: Introduce continuity options before the last session of their package. Frame care around cadence, not volume (ex: "2x/month for 3 months" instead of "6-pack"). Use a CRM to automate 12-week check-in emails and drip campaigns. Train your staff with 12-week progress notes that remind patients how far they've come and what's next. Track continuity conversion rates like a KPI—30%+ should be your baseline. Why This Matters: Most clinics chase more evals month after month. That's not sustainable. Clinics that grow fast and profitably do so by maximizing LTV, reducing reliance on new leads, and systemizing continuity into their business model. 🎯 Want your PTs fully booked without constant marketing sprints? Nail continuity. 📥 Download the free Package + Continuity Sales Training, including templates and scripts at: thepatchsystem.com 👉 Like this episode? Follow @_jeremydupont on Instagram for weekly strategies to grow your cash-based practice.

Great marketing means nothing if you can't sell the offer. This episode bridges the gap between lead generation and conversions by breaking down how to structure, frame, and sell cash-based packages that people actually buy. If your packages feel hard to sell—or your calendar looks full but revenue's stuck—this is for you. 📌 Key Takeaways: 🔹 Marketing ≠ Sales Ads get attention. Sales close deals. Learn how to create irresistible offers that move people from interested to committed. 🔹 Why Discovery Calls Matter A 15-minute call with the owner (not just an admin) can boost conversion rates by 20–30%. These calls pre-frame your packages, warm up cold leads, and simplify the eval conversation. 🔹 Educate Before They Arrive Use a CRM to automate emails that explain your model, answer objections, and showcase what makes you different—before they walk through the door. 🔹 Sell Plans of Care, Not Sessions Don't just sell 10, 15, or 24 sessions. Sell a structured 12-week plan based on what the eval revealed. You'll build trust, boost LTV, and keep patients on track. 🔹 Use Payment Plans + Predictable Billing Break large packages into three payments. Charge on the 1st of each month to build consistent revenue you can plan around—no more feast-or-famine months. ⚙️ Execution Tips: Add a discovery call booking flow to your site. Build a short nurture email sequence. Use 12-week plan of care framing in evals. Offer payment plans (ex: 3 monthly installments). Track revenue predictability via 1st-of-month charges. 💬 Why This Matters: The best marketers in this space are also the best closers. Getting good at sales doesn't mean being pushy—it means building trust, framing value, and delivering an offer they can't ignore. 🎯 Ready to turn leads into paying patients? Nail your discovery calls. Frame your packages right. Sell care, not sessions. 🔗 Want the full package sales training? Download it free at thepatchsystem.com 👉 Like this episode? Follow @_jeremydupont on Instagram for weekly clinic growth strategies. 🚀

Still struggling to sell your packages consistently? This episode fixes that. We break down the most overlooked sales strategy for cash-based clinics: value stacking. If your eval-to-package rate is under 75%—or your paid ads aren't turning into paying patients—this one's for you. 📌 Key Takeaways: 🔹 Why Value Stacking Works – Price isn't the problem. It's unclear value. We show you how to position your offer so well that saying "no" feels like a mistake. 🔹 The Dream Outcome Formula – Borrowed from Hormozi's $100M Offers: Dream Outcome x Likelihood of Success / Time Delay x Effort We break down how to apply it directly to your PT packages. 🔹 Build a "What You Get" Sheet – Most clinics under-communicate their value. 60-min sessions, dry needling, online support, and partner perks are worth real money—show that clearly. 🔹 Strategic Partnerships = Extra Value – Offer free cryo, DEXA scans, or Orange Theory passes by teaming up with local businesses. We show you how to pitch it right. 🔹 Educate Before You Sell – A solid CRM email drip can do the heavy lifting. Add a comparison guide, nurture leads, and make your evals a warm handoff. ⚙️ Execution Tips: Audit your current offers and extras. Build your value stack sheet with real dollar amounts. Train your team to use it in every eval. Reach out to partner businesses now. Automate lead education through emails and workshops. 💬 Why This Matters: You're already delivering more value than most clinics—you just haven't packaged it. Value stacking improves conversions, boosts confidence, and maximizes ROI—without changing your actual offer. 🎯 Ready to sell more packages? Stack the value. Show the offer. Train the team. Close the gap. 🔗 Need help building yours? Book a free strategy call at thepatchsystem.com 👉 Like this episode? Follow @_jeremydupont on Instagram for weekly growth tips. 🚀

Most clinics say they'll "do more marketing this quarter"—but never actually map out what that means. Then Q2 flies by, and they're stuck with no new leads, no new patients, and a whole lot of shoulda-woulda-couldas. This episode changes that. In today's episode, we walk you through three plug-and-play marketing campaigns you can run this quarter to create momentum, drive patient bookings, and build top-of-mind awareness—without staring at a blank screen wondering what to say. 📌 Key Takeaways: 🔹 The Fresh Start Campaign – Q2 is prime time to help people reset. After a long winter, your audience is itching to get outside, move more, and shake off the rust. Use this moment to offer a discounted eval (e.g., $59–$99) to returning or new patients, paired with a short session pack to carry them through summer. Think: "Get pain-free and back to your routine before summer hits." 🔹 The Running Campaign – Target recreational and competitive runners gearing up for spring races. Position your offer as a Run Strong Assessment with a gait analysis or performance screen—even if they're not in pain. Tailor the copy to race season vibes: "Whether it's your first 5K or your next PR, we'll help you prep right and stay injury-free." 🔹 12 Weeks to the 4th Campaign – For clinics that lean performance: promote a transformation-style program focused on looking, feeling, and performing better by July 4th. Tie it to strength training, pain relief, and confidence for summer. Perfect for active adults who want results now (and a bit of accountability to stay on track). ⚙️ Execution Tips: Choose one campaign to run through the full quarter. Start marketing now—don't wait until May. Send emails weekly. Post on social. Use flyers. Mention it in sessions. Discounts = momentum. It's okay to offer something lower ticket if it gets people in the door for upsells later. Tailor your message to your region + your niche. (e.g., CrossFit = Murph Prep, Pelvic Health = Mother's Day, Golf = TPI screens.) 💬 Why This Matters: Most clinics say they'll "do more marketing" and then wonder why nothing changed. These campaigns give you clarity, consistency, and conversions—because if it's not planned and on the calendar, it won't happen. 🎯 Ready to dominate Q2? Pick a campaign. Lock in the offer. Get your content ready—and execute. 🔗 Want help mapping your Q2 marketing plan? Book a free strategy call at thepatchsystem.com 👉 Like this episode? Subscribe and follow us on Instagram at @_jeremydupont for weekly strategies to grow your clinic. 🚀

Most clinic owners wing it every quarter—and then scramble at the end when the numbers don't add up. But the most successful owners treat every quarter like a mini New Year: a fresh start to map out one goal, three clear strategies, and a weekly execution plan that gets results. In this episode, we break down a proven quarterly planning system that clinic owners can follow to hit financial targets, become stronger leaders, and move their business forward—without guesswork. 🔑 Key Takeaways: 🔹 Start with ONE Thing – Every quarter needs a single, measurable goal. And yes, it should be financial. Top-line revenue is the anchor; if you don't hit it, nothing else really moves. Set your quarterly number, then break it down by month, week, and day. 🔹 Strategy #1 – Finance: Back Into the Numbers – How much of your goal can be met with continuity? What's left to bring in from new patients? Break that down into the number of leads you need based on your average conversion rate and lifetime value (LTV). When the math is clear, you'll stop playing defense. 🔹 Strategy #2 – Leadership: You Are the Bottleneck – Want to scale your clinic? You need to grow as a leader. That means reading, reflecting, setting weekly team rhythms, and committing to self-development. Your clinic can't grow if you don't. 🔹 Strategy #3 – Your Zone of Genius – Choose one project you actually enjoy: whether it's marketing, systems, or improving clinical operations. The key is focus. If it's outside your strengths, hire it out. Don't scatter your energy—go deep. 🔹 Execution – The Real Secret – Break every strategy into monthly, weekly, and daily actions. No more vague intentions or hoping things get done. If it's not on the calendar, it won't happen. 💬 Why This Matters: Quarterly planning isn't a fancy productivity trick—it's how real businesses scale. Without a plan, you're just reacting. With one, you're in control. And when you focus on simple math, consistent habits, and a clear roadmap, your goals become inevitable. 📈 Ready to crush Q2? Get your plan in place, execute like a machine, and watch your clinic grow. 🔗 Want help building a game plan for your next quarter? Book a free strategy call at thepatchsystem.com. 👉 Like this episode? Subscribe and follow us on Instagram at @_jeremydupont for more strategies to grow your clinic. 🚀

Most clinic owners focus on clinical skills, but the secret to long-term patient retention isn't just what you do—it's how your clinic feels. Patients don't just remember the treatment; they remember the sights, sounds, smells, tastes, and textures that create their overall experience. In this episode, we break down how to leverage the five senses to turn your clinic into a place patients actually want to return to—boosting retention, referrals, and revenue. Key Takeaways: 🔹 Sight: First Impressions Matter – Your clinic's branding, lighting, and overall aesthetic shape a patient's perception before you ever treat them. Bright, well-lit spaces, intentional decor, and clear signage eliminate confusion and set the tone for a high-end experience. 🔹 Sound: Patients Associate Sounds with Emotions – A curated playlist that fits your brand creates an atmosphere people enjoy. Clinics with total silence or generic music miss an opportunity to build connection. Investing in high-quality speakers ensures a polished experience. 🔹 Smell: One of the Strongest Memory Triggers – Patients associate certain scents with specific places. If your clinic smells generic—or worse, like sweat—it's a missed opportunity. Using a signature scent (like a luxury hotel or gym) creates familiarity and reinforces your brand. 🔹 Touch: Quality Equipment & Comfort Matter – Every surface a patient interacts with should feel intentional and high-quality. From top-tier treatment tables to gym equipment, lockers, and even towels, the little details set your clinic apart. 🔹 Taste: A Small Gesture with Big Impact – While clinics aren't restaurants, simple touches like offering bottled water, coffee, or even a cold brew station make your space feel premium. These small moments add up to a memorable patient experience. 🔹 Why This Matters – High-ticket clinics thrive on experience, not just service. If you want patients to invest in your packages, refer their friends, and stay long-term, you have to create an environment they want to return to. 💡 Want to build a premium clinic experience? Book a free strategy call at thepatchsystem.com to optimize your brand, marketing, and patient retention strategy. Like this episode? Subscribe and follow us on Instagram at @_jeremydupont for more growth strategies. 🚀

Last week was one of the biggest events of the year for cash-based clinic owners—the PTBiz Live Event. If you weren't there, or you're still processing everything you learned, this episode is for you. We break down the key insights from the event and how to implement them in your clinic without getting overwhelmed. Key Takeaways: 🔹 Focus on Fundamentals Before Fancy Tactics – Too many clinic owners get distracted by new marketing trends, automation tools, or advanced strategies before nailing the basics. The most successful clinics consistently follow up with leads, engage with patients beyond sessions, and systemize their touchpoints—things many owners overlook. 🔹 Marketing is the Lifeblood of Your Business – Most clinics rely too much on word of mouth or sporadic workshops instead of actively marketing. If you're serious about growth, you need a structured marketing plan: face-to-face networking, paid ads, SEO, email campaigns, and social media engagement. Clinics that treat marketing as a core function—not an afterthought—win in the long run. 🔹 Set Clear Expectations for Staff PTs – If you have a team, you need clearly defined roles, responsibilities, and performance metrics. Clinics that scale successfully have structured staff scorecards, track session counts, conversion rates, and continuity percentages, and hold regular check-ins. Without these, managing staff becomes a guessing game. 🔹 Refine Your Patient Journey – From booking to follow-ups, every patient touchpoint should be smooth, clear, and optimized for engagement. One of the biggest missed opportunities? Making it easy for potential patients to book appointments online and ensuring seamless follow-ups post-evaluation. Small tweaks in this process can massively impact retention and referrals. What's Next? Take just two or three of these takeaways and commit to executing them over the next quarter. Break them down into monthly, weekly, and daily action steps. That's how real progress happens. If you have questions or want to hear specific topics covered, reach out via Instagram at @_jeremydupont. Like, subscribe, and stay tuned for more episodes packed with actionable business insights! 👉 Grab your free resources to scale your business with The Patch System! These tools are designed to help streamline your operations and boost growth. Check them out here: thepatchsystem.com/freebies

In this episode, we reveal a massive blind spot that's costing clinic owners new patients every month—ignoring SEO. Too many clinic owners rely solely on word of mouth, workshops, and local marketing, without realizing how much traffic they're missing online. If your website isn't bringing in consistent new patients, this episode is for you. Learn how to leverage SEO, increase website traffic, and turn Google searches into a predictable stream of paying clients. Key Takeaways: 🔹 Why SEO Matters for Cash-Based Clinics – If someone searches "physical therapist near me," your clinic should be on page one of Google. Otherwise, you're invisible to potential patients actively looking for your services. 🔹 The Myth That SEO "Doesn't Work" – Many clinic owners dismiss SEO because they don't get much traffic. But that's the problem—most aren't optimizing their site, so they're stuck at 150 visits a month instead of 5,000+. 🔹 How to Capture Thousands of Monthly Searches – In most cities, search terms like "best PT near me" or "dry needling Boston" generate thousands of searches. The clinics that show up for those terms win. Those that don't, lose. 🔹 SEO vs. Local Marketing – Workshops and community events are unpredictable and time-consuming. SEO, when done right, delivers a steady flow of potential patients every month. 🔹 Avoiding Common SEO Mistakes – Doing Nothing – Hoping patients will find you just because you have a website. Hiring the Wrong SEO Company – Many firms focus on vanity metrics (blog traffic from random keywords) instead of driving local patients. Relying on AI for Blog Content – Google now penalizes AI-generated content that isn't unique or valuable. 🔹 The 20 New Patients Per Month Formula – If your site gets 1,000 monthly visitors and just 2% book an appointment, that's 20 new patients a month—without running a single ad. 🔹 How to Start Ranking Higher – SEO takes time (6-12 months), but investing in website optimization now means you'll be ahead of your competition in a year. If you have questions or want to hear specific topics covered, reach out via Instagram at @_jeremydupont. Like, subscribe, and stay tuned for more episodes packed with actionable business insights! 👉 Grab your free resources to scale your business with The Patch System! These tools are designed to help streamline your operations and boost growth. Check them out here: thepatchsystem.com/freebies

In this episode, we break down one of the biggest mistakes clinic owners make that crushes their scalability—allowing patients to stretch out their packages over months instead of completing them in a structured timeframe. If you're stuck constantly needing more new patients to fill your schedule, this is the episode for you. Learn how to shift your approach to package fulfillment, increase patient retention, and build a scalable, predictable business. Key Takeaways: Sell Based on Plan of Care, Not Affordability – Too many clinic owners sell small packages (5, 6, or 8 sessions) based on what patients can afford rather than what they actually need. Instead, base your recommendations on clinical judgment and the best outcomes for the patient. Stop Letting Patients Extend Packages Indefinitely – Packages should have a set fulfillment period (e.g., 90 days). When patients stretch out their sessions over 6-12 months, it kills cash flow, reduces retention, and makes it harder to sell future packages. Structure Packages with Clear Timelines – Offer 10, 15, and 24-session packages, ensuring they are completed within 90 days. This improves commitment, adherence, and long-term retention. Track Fulfillment Rates – Keep a close eye on key metrics: Date of last appointment Date of next appointment Number of remaining sessions If a patient hasn't been in for 30+ days with no appointment scheduled, you're likely losing them. Follow up aggressively. Create a Strong Continuity Program – The goal isn't just to fulfill packages—it's to sell the next one. A structured continuity program ensures patients continue investing in their care beyond the initial package, increasing lifetime value and clinic stability. Shift the Staff PT Mindset – Many PTs focus too much on "not being needed" rather than recognizing the ongoing value of regular sessions. Your team must understand that weekly sessions—even after pain resolves—provide long-term health benefits and justify the investment. If you have questions or want to hear specific topics covered, reach out via Instagram at @_jeremydupont. Like, subscribe, and stay tuned for more episodes packed with actionable business insights! 👉 Grab your free resources to scale your business with The Patch System! These tools are designed to help streamline your operations and boost growth. Check them out here: thepatchsystem.com/freebies

In this episode, we explore one of the most eye-opening tests you can give your business: the Hit By a Bus Test. While the name might sound extreme, this exercise forces you to evaluate whether your clinic could operate smoothly if you were to step away for a day, a week, or longer. By temporarily removing yourself from the daily grind, you can identify weaknesses, pinpoint operational gaps, and develop a plan to ensure your business thrives—even without you in the driver's seat. Key Takeaways: Your Business Shouldn't Depend on You – A successful clinic should continue running without your constant presence. Run a Stress Test – Take time off and observe what breaks down in your absence. This will show you where your systems, processes, or team need improvement. Build a Reliable Team – A key employee should be in place to manage day-to-day operations, handle decisions, and maintain business momentum. Revenue Shouldn't Stop – If your business stops making money when you're gone, you have a job, not a business. Create SOPs and train staff to sell, collect payments, and manage client relationships without you. Marketing Needs a System – If your absence means no new leads, emails, or social media presence, you need a predictable and automated marketing system in place. Embrace the Chaos & Fix the Gaps – Things will go wrong when you step away, but that's the point. Identify the weak spots, create a plan, and systemize your business for long-term growth. If you have questions or want to hear specific topics covered, reach out via Instagram at @_jeremydupont. Like, subscribe, and stay tuned for more episodes packed with actionable business insights! 👉 Grab your free resources to scale your business with The Patch System! These tools are designed to help streamline your operations and boost growth. Check them out here: thepatchsystem.com/freebies