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This episode is part 2 of my interview of Jerry Durham, co-owner of San Francisco Sport and Spine Physical Therapy who transitioned his 3-clinic practice completely out of network with all 3rd-party payors except Medicare. This part of our interview dives into the details of the initial phone conversation with a prospective patient when your clinic is not in network with any insurances. He goes into so many important details, I actually recommend listening to this one twice and taking notes if you are serious about transitioning your practice out-of-network. If you haven’t already listened to part 1 and would like to, click here.

(please excuse the audio quality issues between minutes 10-12… it improves!)

In this episode, you’ll learn about:

  • The “three points of conversion” for any new patient
  • Everything he has learned about optimizing the initial call from a prospective patient; especially given his clinics are out-of-network with all insurance
  • The interview process they went through to find the best people to answer the phones, and the qualities to look for in applicants for this position.
  • Three books he highly recommends for anyone in private practice.
  • Key concepts about how to handle (and train employees to handle) the initial call from prospective patients when your clinic is out-of-network
  • The concept of “Unique Value Proposition” and it’s importance to your clinic’s ability to survive, and your staff to sell your out-of-network services to prospective patients.
  • “Needs vs Wants” in your prospective patients, and their importance in how you speak with them on the phone and how you guide that conversation.
  • How to define your own “brand promises” and “unique value proposition”
  • Why we are NOT selling Physical Therapy
  • As an out-of-network provider, how do you respond to the “do you take my insurance?” question.

 Resources and Links mentioned in this episode:

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[Click to Tweet] Thank you @Jerry_DurhamPT for being an awesome guest on the Cash-Based Practice Podcast w/ @DrJarodCarter

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