CBP 311: The Costly Retention Mistake Most Practice Owners Overlook

Most practice owners assume that if they want to grow, they need more leads. More referrals. More website traffic. More ads. More people calling the clinic. Sometimes that's true.  But after coaching more than 1,000 Cash-Based practice owners over the years, I've found that most practices actually have a much bigger and more costly problem with conversion and retention, than they do with lead generation. This episode is a perfect example of that distinction, and how fixing customer retention can unveil that you can keep a wonderfully full schedule of cash-pay patients with your current lead flow..  One of my Mastermind and Forum members recently shared a huge win. Her pelvic health therapist was averaging just 3.7 visits per plan of care. Patients were dropping off long before they received the full benefit of care, and the clinic was constantly forced to replace those patients with new ones.  After implementing a few key changes, that number increased to more than 10 visits per evaluation, creating a dramatic improvement in patient outcomes, schedule utilization, revenue, and profit per patient. And before you leave the episode page, make sure you scroll down for this episode's free resource. The Motivator Index has become one of the most valuable leadership tools I've ever used for hiring, managing, and motivating team members, and it plays an important role in the story you'll hear today. P.S. If you'd like help identifying hidden bottlenecks in your business and building systems that improve retention, conversions, and profitability, click here to join the Cash-Based Practice Mastermind and get the real-time guidance you need from me and a group of successful practice owners walking the path shoulder to shoulder with you. What You'll Learn in This Episode Why many practices have a retention problem disguised as a lead generation problem How to identify therapists with unusually short plans of care The connection between patient buy-in and visit frequency Why clinician expectations need to be clearly defined How to use the Motivator Index to improve staff performance and patient retention The role KPIs play in driving clinician accountability How to coach underperforming employees before considering termination USEFUL INFORMATION: Check out our course: Automated Top Talent Attraction and Hiring System