Every practice owner faces this at some point: you’ve got a great clinician, but their patients are dropping off way too early. You’ve given them the scripts, the strategies, the playbook… and yet nothing changes.
It’s frustrating—and it threatens both your revenue and your reputation.
Here’s the truth: most practice owners assume their staff are primarily motivated by money or job security. But often, that’s not the case. If you don’t figure out what really drives each team member, you’ll never unlock their full potential, get buy-in and compliance with your instructions —or reduce those costly drop-offs.
This week’s episode will show you exactly how to do it.
What You’re Getting Today:
- The hidden trap: why money isn’t always the motivator
- The fix: tie desired behaviors to what your staff value most
- A free tool: The Motivator Index to uncover your team’s real drivers
1. The Hidden Trap: Assuming Everyone Cares About Money
Here’s the mistake: we think bonuses, raises, or “threats” of job loss will change behavior. Often they do. But sometimes they fall flat.
That’s because motivation isn’t one-size-fits-all.
Years ago, one of my most skilled clinicians had a high drop-off rate. Patients were self-discharging at around the 75–80% better mark, instead of finishing their full POC. Scripts and strategies weren’t sticking (in fact, they really weren’t being implemented).
I was perplexed because he was being paid on a per patient basis, so not implementing my script was costing him a lot of money too…
Why the non compliance?
Because money didn’t move him. What did? Practicing his craft at the highest level and helping people.
When I framed early drop-offs as patients being given a subpar result, and not being helped at the highest level and his reputation/results being similar to therapists in money-mill clinics—it clicked.
Suddenly, he understood. Suddenly, he used the scripts. And drop-offs plummeted.
2. The Fix: Find the Carrot, Not the Whip
If you want long-term staff performance, stop using the whip of threats, if you haven’t already found their carrot.
Here’s how:
- Ask questions. “What got you into PT?” “What do you love most about this work?”
- Listen for the driver. Clinical excellence? Patient connection? Autonomy? Recognition? Money? Security/Stability?
- Tie behaviors to their motivator. If they crave clinical impact, show how scripts keep patients long enough to fully heal and have a forever-changed life. If they love recognition, celebrate their retention wins publicly. Etc
When staff see that following your systems fuels their deepest motivations—not just your bottom line—they buy in.
3. Your Free Resource: The Motivator Index
You don’t need to guess what drives each employee. I’ve got a free resource for you: the Motivator Index, a one-page tool your team members can quickly fill out to rank what drives them.
Use it with:
- Every new hire during onboarding
- Your current staff (even if they’ve been with you for years)
- Yourself—yes, you should fill it out too
Invest in your team, invest in your practice! – download your free guide now!
Thanks so much for checking out this week’s Podcast… hope you enjoy the free resource!
The Final Word
Your staff aren’t motivated by the same things you are. And they’re not all motivated by money.
If you want lower drop-offs, stronger performance, and a thriving team, your job is to discover what truly drives each employee—and tie your systems to it.
Do that, and you won’t just improve patient outcomes. You’ll build a practice where staff thrive, patients rave, and growth compounds.
Onward and upward. 🚀
— Jarod
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HERE ARE SOME MORE EPISODES ON EMPLOYEE MOTIVATION, PATIENT RETENTION & FOLLOW-UP SYSTEMS:
CBP 206 4 keys to minimize patient drop off and get full POC commitment
I break down simple approaches that get patients fully committed to their plan of care so they don’t disappear at 75–80% better.
How to Follow Up With Dropped-Off Patients Without Being Pushy
My reactivation system (texts, calls, emails, even direct mail) that fills schedules and brings past patients back—without feeling salesy.
CBP 212: Unlocking the Secrets to Stellar Front Desk Staff Performance
Key metrics and simple systems that level up your admin’s conversion and follow-up—so fewer leads and patients slip through the cracks.
MORE RESOURCES TO BUILD & LEAD A GREAT TEAM:
Cash-Based Practice Freedom 2.0
This training gives you the systems, scripts, and leadership strategies to run a stable, scalable cash-pay practice. Learn how to build a business that grows consistently and gives you freedom. Check it out here.
How to Attract Top Talent, Manage Like a CEO, and Fill New Clinicians’ Schedules
In this focused masterclass, I’ll show you how to attract A-players, manage your team like a CEO, and get new clinicians fully booked quickly. If you’re ready to strengthen your team and accelerate growth, this training is for you. Check it out here.
