{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F2b0ff15e-07b2-482b-8a01-097483625f23","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"Why Physical Therapists Shouldn\u2019t Worry About PQRS","description":"Does PQRS seem like a major headache to you? Just more paperwork without any bump? Let\u2019s look at it a different way.\n\nHere I Go With Another Sales Funnel Example\n\nAnytime that we are using direct-response marketing or content marketing and we are attracting people in\u2026 there is basically a 6 step process that we want to be thinking about our businesses.\n\nStep #1 is Lead Magnet. \n\nSo this is\u2026you have seen me do this where I\u2019m offering a free video or a book or a free report something like that. \n\nVery low value, low time commitment, low ask and they get it for free. \n\nThat just allows us to have an ongoing conversation with that person. \n\nStep #2 is Trip Wire. \n\nThat is something with a little more commitment. Still something that is low-barrier and inexpensive\u2026like a consultation or whatever.\n\nIt kind of ramps them up\u2026it gives that person a soft landing into our Core Service, it changes our relationship with time from prospect into buyer.\n\nThen #3 is Core Service.\n\nThat is the 97001, 110, 140 if we are billing insurance. \n\nOr if we are playing the \u201ccash pay only\u201d deal, then it is whatever we charge per visit. \n\nThen Step #4 is Cash Pay, which is back-end services that we have. \n\nStep #5 is Return Path and Step #6 is Referrals \n\nPQRS Magic: Turning a Pain Into an Opportunity.\n\nSomething magical happens now with PQRS and new Medicare regulations where we have to go through and track 9 different things.\n\nWhat we have to do on that first Medicare visit is ask the patient to step on the scale. \n\nWe have the height chart and we look it up and 75% of the time we are saying, \u201cHey, your BMI is over 30. You need to handle this.\u201d \n\nAt least for us in the beginning, we were thinking \u201cWow, this is a really awkward situation. We are Physical Therapists. We are not nutritionists. We don\u2019t have in-house\u2026our 8,000 square feet is packed with PT. We don\u2019t have anybody else in-house, so we need to refer out. This is a real pain in the neck.\u201d","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/f11cd4a7-959c-428e-97d6-15afe4b670ca/avatars-cohhduopmdn0rncw-l3b1vw-original.jpg"}