66 episodes

The Smarter Way to Grow Your Clinic

Kate Markland - Biology of Business Kate Markland

    • Business

The Smarter Way to Grow Your Clinic

    Value of PR as part of your practice marketing mix

    Value of PR as part of your practice marketing mix

    Jo Smyth used to be a newspaper journalist when she had a young family she decided to set up her own boutique PR agency. Jo joins us today to help us understand what the value of PR for your physio therapy practice.

    Jo and I discuss the relevance of PR for Physiotherapy Practices with specific focus on

    1. Value of PR as part of the overall marketing mix

    2. What PR actually is as opposed to marketing

    3. Value of good content, especially online – as Google says “content is king”.

    If you would like to hear more from Jo

    Jo has a free download “My Free PR Discovery Checklist” which helps business owners work out what if PR can help them and what stories they have that make good PR. https://wordworker.co.uk/pr/

    Facebook Username:: https://www.facebook.com/WordWorkerPR

    Linkedin Username:: https://www.linkedin.com/in/josmythpr/

    Here are 4 ways I can help you grow your practice for FREE!

    1. Grab a copy of how to create a "Super Successful Practice Plan" https://marklandmethod.com/resources/

    2. Check out "Marketing Alchemy Revealed" to unravel the myths of marketing https://marklandmethod.com/resources/

    3. Join my free growth group https://marklandmethod.com/grow/

    4. Leave a 5* review or share this video so we can gain access to more influential people and bring their thoughts and ideas back here for you to hear.

    BONUS: If you would like to book a FREE 30-minute Diagnostic Call with Kate click here https://marklandmethod.com/30-min-discovery-call/

     

    • 16 min
    Your Clients Want You To Charge More!

    Your Clients Want You To Charge More!

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    Don’t miss out on the next episodes and some great expert guests to help grow your clinic or practice into a thriving business!

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    Or check out the transcript below…

    Kate M: Welcome welcome to a very special podcast that we've got happening today with a very special guest Mike Michalowicz. Mike, is a multiple author and has joined us to share some wisdom and thoughts, particularly on how you can help your practice get profitable with some really simple tips and tools that you can implement. Now, we've got a number of questions that have come from clients and Celia and I have some questions that you and I have that where you would like to put too. So thank you very much, Mike, for giving up your time to join us.

    Mike M: Kate, it's a joy to be here, so thank you for having me Celia. I appreciate this.

    Celia C: So we're going to kick off with "Fix This Next". We, run a book club every month and we picked fix this next as our first book club book. So, I guess one of the questions was, is e essentially would you change any advice that you've given in the profit first based on what you wrote in Fix this Next?

    Mike M: Oh, okay. Wow. So you're linking the two. No, the profit first book, I would not change. I think one thing I would encourage people to do more actively is to implement profit first, even without the confidence that will serve them. I've found that , the system, many people are skeptical of profit first or fix this next. And I get it. I don't create systems because I'm necessarily initially a believer I'm looking to solve a problem or struggle I'm having in my own businesses. And this is where I come from. These are things I've tested for myself and once it starts working and I start proving it out, I have confidence in it. So I think the one change I would perhaps make is in the books, just invite readers to try it out at a very simple level to dip their toe in the water. And then if it serves them to build upon it.

    Kate M: And I think one of the things I've really appreciated from your books is you're not trying to fix the person I'm trying to fix the process. We're trying to accept them, recognize it with humans, with verbal, and actually what can we do to put a process in place, but deals with our behavior rather than trying to change, change us too much.

    Mike M: Yeah, we, we need to celebrate the fact that we're human and that we have foibles and idiosyncrasies and differences because that's what makes us distinct in the market. We also have to realize that there's certain behaviors we have that can serve us extremely well and fighting those behaviors is the mistake. So it's interesting in profit first specifically is that I noticed many entrepreneurs and business owners, clinicians are told you got to follow the accounting system, follow the accounting rules and it forces us to learn something new. But our natural tendency is just to log into our bank account, see how much money we have and make decisions based upon that. So what I argue is don't change that if that's what our natural tendency is, let's create a system that uses that behavior to our advantage. You know, changing ourselves is really, really hard. So why not capture who we are and get the results we want. That's my goal in all my books

    Kate M: And for listeners that are not familiar with profit first system, it's basically granny's envelopes or granny's jars that were on the mantelplace , where she was putting aside every single week, the rent money, food money. And you've got a jar for all of your expenses, including the tax man, your salaries and profits.

    Mike M: Granny was like really smart. My granny, a little bit of a drinking issue, but that's, besides that really smart about carving up money to its intended use. What granny knew is that our behavioral pattern is that w

    • 27 min
    Live Q&A. What should the team and I wear in the clinic?

    Live Q&A. What should the team and I wear in the clinic?

    What should the team and I wear in the clinic? Live Q+A Ask Me Anything about Running Your Healthcare Practice Join Lunchtime Live’s with Celia and Kate
    Monday to Thursday at 1pm GMT, 2pm CET. Come and join us: Monday = #MarketingMondays Tuesday = #TrainingTuesdays Wednesday = #WealthWednesdays Thursday = #ThankfulThursdays #AMA #LiveQ&A
    To find out more about The Clinic Owners Business Club: Join our amazing community of Clinicians and Clinic Owners on Facebook: https://www.facebook.com/theclinicownersbusinessclub
    And check out The Clinic Owners Business Club website: https://clinicownersbusinessclub.com/
    #Physio #physicaltherapist #physiotherapist #pt #Podiatry #Osteopath #chiropractic #chiropractor #businesscoach #healthcarebusiness #physiotherapymarketingstrategy #physiotherapyclinicmarketingstrategy #physicaltherapyclinicmarketingstrategy #physicaltherapybusinessmodel #cashpt #physicaltherapybusinessplan #physiotherapybusinessmodel #physiotherapybusinessplan #physiotherapyprivatepracticebusinessplan
    Kate Markland: Good afternoon and welcome to The Clinic Owners Business Club Lunchtime live with Celia Champion and myself, Kate Markland on Thursday 3rd December. So I'm sure you want to know, just like I do. What sorts of Gin Celia had in last night's advent calendar?
    Celia Champion: It was an excellent, apple and spice. It was absolutely gorgeous. Did you have another chocolate brussel sprout?
    Kate: We have an Advent Train and my six year old has decided to be the elf and has put chocolate brussel sprouts throughout it. This is much to his delight as he knows I don't like sprouts, but still every Christmas day, I have to have one to keep granny happy. Anyway, today is Thursday and where this week is going? It seems to be flying by and on Thursdays we answering any questions. And this particular question has come in and I know full well, it consumed an awful lot of time and conversation in my clinic too. So I think it's important to answer the question....

    What Should The Team As I Wear In The Practice?
    So I really think from my own experience, it's something that you do have to make a decision about and that you do have to have guidelines in place because if you don't, you will get tested on them.
    Celia Champion: I think it's a very personal choice. So I think you need to think about want to be projecting about your practice and your clothing is going to be part of that. So it's part of your brand. Work out what your kind of key core values are, and what you want people to be saying about you when they come into your practice. Maybe you want them to be saying that your professional or your clinical, your casual, you're comfortable family friendly environment, you've got all those kinds of things are going to guide you as to what attire you might be wanting to wear. I've seen so many different things in practices. You know, I've seen people wear shirts and ties, people wearing clinical tunics, clinical coats, or you get a lot of clinics that have branded polo shirts and more kind of sporting gear.
    So if you're very sport orientated clinics, then maybe you'd go down that route. I suppose the one kind of thing that one needs to just be careful with around the clothing is if you're insisting for your self-employed to be wearing your branded clothing, that could contribute to suggest that they should be employed rather than self-employed, which is obviously a different conversation altogether, but it is something that you need to consider when you're supplying uniforms, whether you charge for them, whether you get them to wear branded stuff.
    Kate Markland: It really made a big difference for me when we had some very clear guidelines.  And initially I remember writing guidelines, I put down the position of the business on piercings, on tattoos, on hairstyles. And I remember at the time thinking really does it really needs to be this detailed, but it does. It does because you will get tes

    • 5 min
    Time is your most important asset!

    Time is your most important asset!

    Time is your most important asset! Feel like you never have enough time to get everything done? Today you will learn how to manage and prioritise your time. We will walk you through a step by step process that we help you 1. Stop putting out fires 2. Feel calm not chaotic 3. Have control and prioritise what needs doing 4. Have confidence delegating tasks
    Join Lunchtime Live's with Celia and Kate Monday to Thursday at 1pm GMT, 2pm CET. Come and join us: Monday = #MarketingMondays Tuesday = #TrainingTuesdays Wednesday = #WealthWednesdays Thursday = #ThankfulThursdays #AMA #LiveQ+A
    To find out more about The Clinic Owners Business Club:
    Join our amazing community of Clinicians and Clinic Owners on Facebook: https://www.facebook.com/theclinicownersbusinessclub
    And check out The Clinic Owners Business Club website: https://clinicownersbusinessclub.com/
    #Physio #physicaltherapist #physiotherapist #pt #Podiatry #Osteopath #chiropractic #chiropractor #businesscoach #healthcarebusiness #physiotherapymarketingstrategy #physiotherapyclinicmarketingstrategy #physicaltherapyclinicmarketingstrategy #physicaltherapybusinessmodel #cashpt #physicaltherapybusinessplan #physiotherapybusinessmodel #physiotherapybusinessplan #physiotherapyprivatepracticebusinessplan
    Kate Markland: Good afternoon and welcome to The Clinic Owners Lunchtime Live on 1st December. I hope your opened that 1st door on your advent calendar and had a lovely treat . I got a chocolate brussel sprout this morning.
    Celia Champion: I got a gin calendar this year, so I haven't opened mine yet. Mine will be opened every evening. It's a little bit early to start the day with I think.
    Kate Markland: Celia Champion and myself, Kate Markland are here to give you some hints and tips, advice, and support in terms of running your health care practice.
    And today we're talking about time and the fact that time is our most important asset. So I'm going to hand you over to Celia . Who's going to help explain this a little bit further, over to you Celia.

    Celia Champion: Thank you. so we all have the same 86,400 seconds every 24 hours And we need to just really be able to make the most of it.  So I just want to talk through Stephen Covey's, time management quadrants,
    to give you a bit of an assistance in terms of just managing your time a little bit better. So there are four quadrants, we've got, things that are urgent and important, so they have deadlines things like your tax return, as an example, you know, you need to get it done by a certain time. so you just have to crack on and do them. So, a phone ringing is, you know, if it's a patient booking in, you're going to be taking that phone call because it's there and you're gonna be treating your patients.
    Celia Champion: Those are, you know, kind of can be seen as important and urgent to be, to be sorting out. So that's your first quadrant. The second quadrant are those things that are important, but there's no urgency to them. That quadrant is one of the most important quadrants that you need to look after because it's those things. That's like the planning, it's your marketing, it's your relationship building. It's all the things that you don't have to do. But if you do do them, you reduce the amount of urgent things on your desk. So those are the first two quadrants. And the third quadrant is the area that it's important to be done, but it's not important for you to be doing it. So it might be urgent, but it's not important that you, that you need to do it. So that quadrant is the area where you look at, what can I delegate
    And that's where you start looking at, how much is my time worth.
    So you can take an example of say, let's say you treat patients and you charge £50 per session, so if you treat a two patients, you'd be earning £100/hour, why would you then be doing the cleaning, which you can pay a lower fee per hour or the bookkeeping or those kinds of things. So it's really loo

    • 5 min
    The Words We Use

    The Words We Use

    The Words We Use
    In today’s Lunchtime Live we help you create a message your clients can resonate with. We walk you through a step by step framework which will help you 1. Connect better with your clients and potential new clients 2. Feel confident with your message 3. Get buy in from clients 4. Ensure your clients feel confident in you
    Join Lunchtime Live's with Celia and Kate Monday to Thursday at 1pm GMT, 2pm CET. Come and join us: Monday = #MarketingMondays Tuesday = #TrainingTuesdays Wednesday = #WealthWednesdays Thursday = #ThankfulThursdays #AMA #LiveQ+A
    To find out more about The Clinic Owners Business Club:
    Join our amazing community of Clinicians and Clinic Owners on Facebook: https://www.facebook.com/theclinicownersbusinessclub
    And check out The Clinic Owners Business Club website: https://clinicownersbusinessclub.com/
    #Physio #physicaltherapist #physiotherapist #pt #Podiatry #Osteopath #chiropractic #chiropractor #businesscoach #healthcarebusiness #physiotherapymarketingstrategy #physiotherapyclinicmarketingstrategy #physicaltherapyclinicmarketingstrategy #physicaltherapybusinessmodel #cashpt #physicaltherapybusinessplan #physiotherapybusinessmodel #physiotherapybusinessplan #physiotherapyprivatepracticebusinessplan
    Kate Markland: Good afternoon and welcome to lunchtime. Live on 30th of November, I Kate Markland and I'm joined by Celia Champion.

    Today we're talking about the words we use, and why they are important, to make sure that as clinicians and clinic owners that the messages we're putting out r esonate with our audience, it's very important that we are not communicating too much clinical language and not paying enough attention to thinking about the words and the language that our clients will resonate with, especially when it's in the written form. So today we're just going to take some time to think about how we can, apply a simple framework and some simple rules that we can follow to make sure our message resonates with our clients and potential clients over to users.
    Celia Champion: Yeah, so, we are a great fan of a book called building a StoryBrand by Donald Miller. And in that he gives us a very simple framework to follow, to be able to get our message across, in the language of our clients. And so that they really understand where we're coming from and how we can help them. And he likens it as, as if you're creating a movie and there's seven clear steps in the scripting. so the first thing is you have a character. Now the character is often mistaken, as you think you're the character,

    but actually the character is your client. So your patient is your character. So you really need to understand who your kind of key perfect patients are. So they, your character, and then they have a problem. And he has three different areas of the problem.
    Celia Champion: So they have an external problem, which would be their pain. So in the beginning , you're able to say , I work with

    runners and understand that sometimes you might get running injuries, so you get a painful foot to a painful knee or painful hip, that causes an internal problem. So you're communicating with your patient that you understand that that pain causes an emotional problem for them as well, that they feel distressed about it. They feel upset that they can't do what they love doing. And then he also talks about a philosophical problem. And I think that that's really relevant in, this particular sector of private health care, because often the philosophical problem might be, Oh, well you're 60 or 70 or 80. You're bound to put up with pain. Oh, you've just had a baby you're bound to have to put up with pain.
    Celia Champion: Where as you as clinicians know that actually that's not true,

    so you can help them. So you have to overcome, you have to help them overcome those philosophical problems. So you have a character who has a problem who meets a guide, which is you. And in meeting that guide

    • 5 min
    Is now the right time to reinvest in my practice?

    Is now the right time to reinvest in my practice?

    Is now the right time to reinvest in my practice? Today we will help you navigate uncertainty about reinvesting in your practice with confidence you will 1. Gain clarity on how to decide if now is the right time for you to reinvest in your practice 2. Identify what you should have in place to safeguard your reinvestment 3. Identify what else you could do with your practice profits
    Join Lunchtime Live's with Celia and Kate Monday to Thursday at 1pm GMT, 2pm CET. Come and join us: Monday = #MarketingMondays Tuesday = #TrainingTuesdays Wednesday = #WealthWednesdays Thursday = #ThankfulThursdays #AMA #LiveQ+A
    To find out more about The Clinic Owners Business Club:
    Join our amazing community of Clinicians and Clinic Owners on Facebook: https://www.facebook.com/theclinicownersbusinessclub
    And check out The Clinic Owners Business Club website: https://clinicownersbusinessclub.com/
    #Physio #physicaltherapist #physiotherapist #pt #Podiatry #Osteopath #chiropractic #chiropractor #businesscoach #healthcarebusiness #physiotherapymarketingstrategy #physiotherapyclinicmarketingstrategy #physicaltherapyclinicmarketingstrategy #physicaltherapybusinessmodel #cashpt #physicaltherapybusinessplan #physiotherapybusinessmodel #physiotherapybusinessplan #physiotherapyprivatepracticebusinessplan
    Kate Markland: Good afternoon and welcome it to The Clinic Owners Business Club, Lunchtime Live with Celia Champion and myself, Kate Markland on Wednesday, 2nd December.
    So yesterday Celia shared with us that she had a gin advent calendar. I've got a chocolate brussel sprout one . And last night you were going to open your gin door number one.

    Celia Champion: I had a beautiful, Gin from from Devon. So it was really, really lovely.
    Kate Markland: Lovely. so today we're talking about whether now is the right time to reinvest in your practice. If you are creating profit in your practices, there are three things you can do with the profit. You can either pay down the debt, you can pay yourself a dividend as the owner, or you can reinvest back in your practice. And today we're just going to think about the things that you might want to consider if you are considering reinvesting in your practice, because obviously when you make that decision, there's also the opportunity to perhaps make more money or make a bigger impact on your community. But there's also the potential to lose any money that you choose to reinvest in your practice as well. And you might wish you'd made one of the alternative decisions of paying down debt or paying yourself dividends or doing nothing and just letting cash accumulate. So over to you, Celia, for some tips to help the clinic owners decide whether now is the right time to reinvest in their practices.
    Celia Champion: I mean, obviously we've been through quite rocky roads, this whole year . So it pays, to be picky now as you decide if you're going to reinvest or not. But I have seen a lot of reinvestment in the clinics that we work with over the last few months. I've got some clients that have looked into different equipment that they might bring on board to broaden their services that they provide to clients. So, I've got a few clients that have invested in shockwave machines, few clients that have invested in IDD machines, and then also just other products and the services that those products relate to so that they can actually supply the products to patients. So, there is an, there's an element of investing in things that you can offer, you can broaden your services, but then I think that there's also been what I've seen, where we've actually seen quite a bit of investment in practice managers to have training so that they can take over more and more and more of the duties. There's a thing about investing in your team members now, so that they can support you in rebuilding your practice. If indeed, that is the case for you at the moment.
    Kate Markland: So what I'm hearing that is really making s

    • 5 min

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