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Clinical Solutions Blog

Rick Lau

 

Rick Lau is a seasoned healthcare entrepreneur. He is an expert in clinic operations, digital & doctor marketing, e-commerce, call center operations and systems. Along with owning over 15 multi-disciplinary clinics, he also co-founded pt Health
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Recent Posts

28 Ways to Reward Your Employees Without a Raise

Posted by Rick Lau on Aug 28, 2019 8:17:38 AM

Managing employees and keeping them engaged is more difficult now than it ever has been. In the past, employers used financial rewards like performance based raises or bonuses as motivators. Now, however, employees, especially millennials want more. They value recognition and being part of something.

Many clinic owners struggle when hiring millennials because they don’t understand this one essential, key fact . According to the 2019 Deloitte Millennial Survey, 49% would quit their current job in the next two years if they had a choice. That’s frustrating considering how much time and effort goes in to recruiting staff. 

In this blog post, I’ll share with you the best 28 reward strategies I have learned from my work with hundreds of clinic owners. These strategies can go a long way towards rewarding staff and achieving their best efforts at the clinic, regardless of role.

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Topics: Clinic Culture

The Most Underutilize Marketing Strategy That Delivers High-Quality Patients (Not Referrals)

Posted by Rick Lau on Apr 4, 2019 7:00:00 AM

Never thought I would ever leave…

I finally “cheated” on Crystal, my barber by going to a different one near me. Why? For the past few months I’ve had to wait at least a week to get a haircut because her schedule is always full. I’m a very impatient person, and I kept complaining to her about it while getting a haircut.

I told her I just couldn’t wait that long to get a haircut. I’m traveling and working all the time…. She did try to "fit me in" but the time didn't work for me, and I was put on her waitlist. 

So I left, and went to Steve, a new barber who just opened up a shop near me.  I can walk there easily, and I don’t have to wait to get a haircut. It’s just way more convenient.

I’d been going to Crystal for 5 years and spent at least $3000 with her. I was her client when she was just getting started through to when she was very successful.

But she didn’t change anything about her business. I am not the only client with a tight schedule, and unless she makes some changes to keep her regular clients and bring in new ones, her business will stagnate.

I see this happening in clinics all the time. They get successful then become complacent and lose the hunger that drove them. They stop thinking about bringing in new marketing strategies to grow their practice and optimize their patient experience.

One strategy very few clinic owners are utilizing is Content Marketing – using online material that gives information about the kinds of conditions you treat. It does not directly promote your clinic, but will drive clients there.

A lot of clinic owners think it's a waste of time. Agreed, it takes some time to develop, and to start seeing results. However, once it starts rolling it's one of the most powerful ways to establish your clinic as the expert in the community and grow your business as a result.

When done right the potential patient comes to the clinic with good information about their condition or injury, and positive expectations for the clinic.  I used this approach in all the 8 figure businesses I built in the past 15 years.

It’s critical to have the right content to be effective. There are three main types of content. Each type you use is directed at a different point in the patient journey.

I’m going to show you a simple approach using the three types that will accelerate your content marketing strategy for 2019 and grow your business.

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Topics: Marketing

The 1 Type of Employee You Should NEVER Hire That 99% of Clinic Owners Believe They Should

Posted by Rick Lau on Dec 27, 2018 4:00:00 AM

Recently I was chatting with a clinic owner in Ontario (before the christmas break) who’d hit his goal to have a $1 million clinic. His clinic revenue had been growing 20% a year for the past 3 years- then suddenly his revenue flat lined.

I asked him what had happened? Was it the economy?

Nope. He told me he’d made ONE bad hire that turned the clinic’s culture on its head. I realized he didn’t understand that there are 4 types of employees. Like 99% of clinic owners, he had hired the type of employee he thought he should hire, not the type he needed.

The wrong type of employee will lower the morale of all your staff and cause a downfall in productivity and less focus on the patient experience. That will repel patients from the clinic.

You definitely don’t want them at your front desk answering phones and greeting patients.

When hiring someone for your clinic, you have to understand what type of employee they are. There are only 4 types of employees. Understanding this principle will prevent costly hiring mistakes and give you the Midas touch for finding the right person for your position consistently.

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Topics: Hiring & Firing

6 Little-Known Trends That Are Helping Clinic's Grow Exponentially in 2018

Posted by Rick Lau on Nov 14, 2018 7:00:00 AM

I finally left my barber and went to a different one near me. She does a fantastic job but I had to wait at least a week to get a haircut because her schedule is always full. I’m a very impatient person so I kept complaining to her about it while getting a haircut.

I told her  “ I  just can’t wait this long to get a haircut. I’m traveling and working all the time…. She just nodded her head but nothing changed.

I went to a new barber who just opened up near me.  It’s right near my house so I can walk there. I don’t have to wait to get a haircut anyone. It’s just way more convenient.

I’d been going to her for 5 years and spent at least $3000 with her. I was with her when she was not as successful and until she became very successful.

I see this happen to clinics all the time. They get successful they become complacent and lose the hunger that drove them. They are okay with making their patients wait and stop looking for ways to optimize their patients’ experience.

In today’s busy society your patients have very little patience. Just as I did with my barber, long time patients may leave in an instant when a new startup clinic opens near them.

Or worse - one of your clinicians sees the opportunity and leaves to open up a clinic right down the road and some patients go too.

That’s why it’s critical you don’t get complacent and lose that hunger. Keep learning strategies to provide the exceptional patient experience that will grow your clinic.

How do you not just survive but thrive in today’s fiercely competitive marketplace?

I’ve identified 6 Little-Known Trends That Are Helping Clinic's Grow Exponentially in 2018

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Topics: Clinical Operations

Top 7 Best Selling Physiotherapy Tables in 2018

Posted by Rick Lau on Oct 1, 2018 12:00:00 PM

Meet Tammy, a physiotherapist with OrthoCanada for the past 10 years.

Over the past decade she has helped hundreds of clinicians choose good quality equipment that would best meet their needs. Tammy has also tested many different brands of treatment tables that come from different parts of the world.

Whether you are opening a new clinic or simply replacing an existing physiotherapy table, it’s the one piece of equipment you will use with every patient that walks through your clinic door. It’s best to invest in one that is reliable, well made and will last many years.  

Here is what Tammy has to say about selecting a physiotherapy treatment table: 

"On the one hand, you want a bed that patients feel 100% safe and comfortable on. And on the other hand, you need a bed that can adapt to suit your treatment needs so you can work in an ergonomic manner that protects your body over the long term." 

Today we are going to share Tammy’s reviews of CSC's seven best selling physiotherapy table and equipment, including which type of practice these tables are most suited to and some pros, cons, and benefits that may help you make a better decision. 

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Topics: Clinic Startup, Product Sales

How to get 10 new patients in 30 days by just making this one tweak to your clinic

Posted by Rick Lau on Sep 12, 2018 7:00:00 AM

Most clinic owners think the only way to get new patients is by spending more money on marketing. But that's just not true. After either advising or owning hundreds of clinics, I discovered that most clinic owners don't have a marketing problem. 

They have this problem…

In fact, it’s the chokehold in every clinic owner’s business that causes them to struggle to get patients and many to go out of business. The good news is, it’s quite easy to fix.

In today’s blog post I'm going to show you how you can get 10 new patients within 30 days... without spending a dime more on marketing

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Topics: Marketing

Clinic Owner Series #12: Dr. Salim Mana – How to Keep high performing clinicians

Posted by Rick Lau on Aug 22, 2018 7:00:00 AM

Have you ever wanted to know how to keep high performing clinicians that help you grow your business and drive more patients? 

In today’s fiercely competitive marketplace your clinicians have to engage with your business. It's no longer okay to just have a good clinician who is good at their craft. They have to provide a great patient experience AND help grow your business.

But how do you keep high performing clinicians that help you grow your clinic?  Today's interview is with a high performing clinician, Dr. Salim Mana. He’s the type of high performing clinician that you want on your team. Listen to what he is looking for in a clinic and what would motivate him to stay.  

In this interview, you'll learn:

  • The two primary drivers of a high performer. Harness this and they’ll love working with you and never leave.
  • The key factors this breed of clinicians look for when choosing where they work.
  • How to find great clinicians when there are shortages (knowing this will give you a huge edge over your competitors).
  • The #1 challenge they have when transitioning from school to private practice so you can make the transition easier (most don’t tell you this).

And more!

Let’s deep dive into Salim’s interview

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Topics: Owner Interviews

[Trend] 6 reasons for the surge in clinic owners offering Shockwave Therapy (#6 is Golden)

Posted by Rick Lau on Jul 10, 2018 12:00:00 PM

More and more patients are asking for shockwave therapy that very few if any clinics offer in your community. One of the clinic owners I’m mentoring right now told me that he is crushing it at his multi-million dollar clinic. His patient base is skyrocketing and he’s introducing new services to fill his patient’s requests.

One of the services he recently added is shockwave therapy for MSK conditions. He says his patients are getting better treatment outcomes faster. Plus he’s found his other services are more effective when combined with shockwave therapy.

So that’s why I want to give you 6 reasons why every clinic owner needs Shockwave Therapy to be more competitive so you can grow their practice and serve even more people in your community. 

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Topics: Product Sales

The Only 3 Ways To Grow Your Clinic Revenue By 30% In 30 days Without Spending Any More Money

Posted by Rick Lau on Apr 24, 2018 12:00:00 PM

I recently attended a fitness business summit where thousands of fitness owners of gyms, boot camps, and personal training studios came to together to discuss what’s working now. While I was there I discovered that they had the same issues clinic owners constantly struggle with.

  • They struggle to get new clients
  • They struggle to keep their clients on the plan
  • They struggle to duplicate themselves by building a team that can scale their business.

When I mentor clinic owners, the most common question I get asked is how do I grow my revenues? Many clinic owners believe that in order to grow it’s complex and they have to do all these different things. However, that’s just not the case.

Through my experience of building 3 multi-million dollar healthcare companies, building, and selling over 100 rehab clinics, I discovered that there are ONLY 3 WAYS to grow any clinic’s revenues. By implementing what I’m about to share in this blog post can increase your monthly revenue by 30% percent in as little as 30 days without spending any more money.

This is the exact information I share with all my clinic owner clients and when I speak at high ticket seminars.

So let’s get started…

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Topics: Patient Engagement

Top 4 Best Selling Electric Massage Tables in 2018

Posted by Rick Lau on Apr 2, 2018 7:22:50 AM

I work with many successful clinic owners and my favourite business model is multidisciplinary practice: 25% chiropractics, 25% physiotherapy, 25% massage therapy, and the rest naturopathy, personal training, or other allied health practitioners.  

A multidisciplinary clinic is the ideal business model: and if you have a 3000SF clinic, it should turn over $2M+ annually.

Why is it so crucial to have a diversified clinic? Because every potential patient has unique needs. Some may need (or want) chiropractic services, while others may need rehab and physiotherapy, or seek pain relief with massage therapy.

Offering a diversified range of services at your clinic will increase the number of patients you attract and your ability to keep them long term through ‘maintenance’ services or the complementary services you offer.

   
 
DON'T MISS ANYTHING ON YOUR CLINIC STARTUP
 
Learn from other successful clinic owners

Download the Ultimate Equipment Checklist

If you’re considering opening a massage therapy clinic or offering this service at your existing clinicthe massage therapy bed you select is incredibly important, not just for you but for your patients.

The last thing a patient wants is to be treated on a bed that feels rickety, squeaks, and is uncomfortable to lie on.

Patients expect a professional to use a table that's robust, sturdy, and provides maximum comfort. You want patients to be able to lie down and think: "I can relax, my massage therapist has professional gear and knows what they are doing."

So if you're in the market for a new massage table, here is a list of our top best selling electric massage tables for 2018. We ’ve share d what clinicians  like and dislike most about the tables, along with our best picks for quality, purpose and price.
Read More

Topics: Clinic Startup, Product Sales

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