🏥 How to work with us: The Million Dollar PT Practice (Step-by-Step Roadmap):

https://youtu.be/1cuu8-CyIhc

Download the free Patient Care Investment Calculator:

https://start.therehabceos.com/lm-itc-pcicalc-optin

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Your patient agrees to treatment.

Then money comes up—and the conversation changes.

Your coordinator speeds up. Starts overexplaining. Offers every payment option at once. Suddenly, a patient who was ready to move forward needs to “think about it.”

The price didn’t change.

The delivery did.

In this video, Dr. Robbie Woelkers explains how physical therapy clinic owners can train their front office to lead financial conversations with confidence, present the full plan of care, and get every visit booked before the patient leaves.

It starts with one habit: say the number, then stop talking.

We’ll cover:

— Why an untrained checkout can cost your clinic more than a missed evaluation

— The two money conversations your front office needs to master

— Why the initial phone call should only sell the evaluation

— How to present a price without apologizing or offering an unrequested discount

— How cash, in-network, and out-of-network conversations differ

— The four checks to clear before discussing the plan’s cost

— How to uncover concerns that show up as price objections

— Why shrinking the therapist’s plan can undermine the patient’s goal

— How to present payment options one at a time

— What to ask when none of those options works

— Why prebooking every visit is part of the patient experience

— How an owner’s discomfort with money can shape the entire team

Your front desk doesn’t need to convince patients to want a plan they’ve already agreed to.

It needs to help them understand the investment, find a workable payment option, and leave knowing exactly what happens next.

Present the plan. Say the number. Give the patient room to respond.

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Get the free Patient Care Investment Calculator:

https://start.therehabceos.com/lm-itc-pcicalc-optin

Use it to:

— Build a custom plan of care and calculate the total investment

— Walk through the four payment options

— Support cash, out-of-network, and in-network conversations

— Turn the screen around so patients can follow along

Your assignment this week: sit in on one checkout.

Listen for what happens immediately after your coordinator presents the price. Do they pause—or keep talking?

Start there.

Free download.

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Want the complete operating system for growing your practice?

Watch The Million Dollar PT Practice (Step-by-Step Roadmap):

https://youtu.be/1cuu8-CyIhc

00:00 - Why Patients Hesitate When Money Comes Up

01:23 - What an Untrained Checkout Costs Your Clinic

02:44 - Where Benefits and Plan of Care Fit

04:38 - Are Patients Leaving With Their Full Plan Booked?

05:31 - Payment Options: Stack vs. Ladder

06:56 - The Phone Call: Sell Only the Evaluation

08:36 - Ask Permission Before Discussing Money

10:54 - The Complete PT Practice Operating System

11:48 - The Front Desk’s Job After the Evaluation

12:45 - Four Checks Before You Present the Price

15:07 - What to Do When Patients Hesitate

16:22 - Never Shrink the Therapist’s Plan

18:23 - The Four-Step Payment Ladder

21:34 - Prebook Every Visit Before Patients Leave

24:18 - How Your Team Learns Your Money Habits

26:40 - “My Patients Can’t Afford That”

28:18 - The Complete Patient Registration System

30:30 - Get the Patient Care Investment Calculator