Transcript
Marla: Welcome everyone. Thank you so much for joining your, taking your Monday afternoon with us to listen and learn a little bit about turning summer disruptions into success. My name is Marla Anderi. I'm the head of Clinical Innovation and Clinical Strategy at Prompt Health, and I'm gonna be your moderator for today's session.
We have some fantastic attendees and leaders joining us today, and we're gonna. Be able to introduce them in just one minute. But before we start, a little bit of housekeeping. We definitely want you guys to be engaged. We wanna use the chat feature. Please feel free to write comments in that talk to each other.
But if you're gonna ask questions, we do want you to use that q and a button, which is on the bottom of your screen, if you can use that to ask those questions. That helps us keep track of it and also answer them later if we weren't able to answer 'em live today. As I said, we do wanna engage you in this conversation.
So we're gonna start with a quick poll, learning a little bit about who's here, and we wanna hear what is the biggest challenge your clinic typically faces during summer months? Is it lower patient volume providers taking PTO, increased cancellation and no-shows, troubleshooting and scheduling evals, or delayed hiring and onboarding.
Please feel free to take a second to answer that for us as we are gonna dive into all of these different topics, and we'd love to know what is most important to you. All right, and while you're answering that, I am going to introduce our panelists for day, so thrilled to have two guest speakers. We have Robbie Wilkers, and he is a single.
He scaled a single mom and pop clinic into three award-winning locations in just 18 months. Then he sold his shares to build something bigger. And as a co-founder of rehab, CEO, he now helps owners step outta treatment. Systems and lead businesses that serve their life, not the other way around. Robbie, thank you so much for joining us today,
Robbie: Marla.
I appreciate being here and it's always good to run it back, so I appreciate everybody who was on the last time and I'm excited for today as well. So Marla, good seeing you.
Marla: You too. And that was a really great session. So thank you so much for coming back and joining us. And in addition, we added Joey Alberton and he's the founder of PT Marketing Secrets, the agency behind hundreds of full schedules and five star reputation.
He helps clinics cut through the noise online and turn search traffic into real growth without relying on word of mouth or burnout. Joey, it's such a pleasure to have you as well.
Joey: Yeah, thanks for having me. I guess I, I made the cut this time, last time. You only wanted Robbie on this one, so here I am.
Marla: Absolutely made it even double better. So together they are rehab CEOs. They've helped over 400 clinics unlock bigger profits, stronger teams, and more meaningful impact. And their core belief is that your clinic isn't just about a place to treat pain, it's a vehicle to improve lives including your own.
And that's why we continue to have you guys back because we feel your missions and values really help with ours. And all of our, the owners that utilize prompt and. Any clinic owner, so definitely wanna talk about this topic as summer months are here and we start to see a lot more drop off disruption occurs and it just tends to be a slower season.
So we'd love to hear your feedback and hear a little bit about how can we help prepare our clinics for the summer lull and what causes it.
Robbie: Awesome. Awesome. Thank you guys for being here today. I see we have well over a hundred people on this webinar, which is awesome. I also know it's a Monday, so it's very tough to get outta your clinics and be able to be on a webinar here.
So if you're on the East Coast, it's 12 o'clock West Coast. I think you're at eight in the morning here. So we will make sure we keep this thing nice and tight, but also very informative so you guys could walk away with a nice blueprint in order to get through some of this summer disruption. So the first thing that I'm gonna talk about and for anybody who was here last time.
I operate off like a whiteboard of sorts. I guess it's a blackboard. It's not white, so it's a blackboard. But if you guys want, if you are inside of Zoom here on a desktop, up on the top right of your screen, if you hit view you could switch that over to speaker mode. And then I, you should be able to see my screen a little bit bigger just to make sure that you guys could be able to see what I'm writing.
So I'll give you guys a second to go ahead and hop over there. So if you guys are newer clinic owners in the chat, just hit one. So if you've been in business for less than three years, just go ahead and hit a one. If you've been in business for greater than three years, go ahead and press two just so I can see if we got folks here that were pre COVID or new.
We've got twos and ones popping up. Awesome. So awesome. Awesome. So what I wanna do first is for anybody here which by the way, it's wild to think it was just a couple years ago that when we were going through COVID, ultimately what happens here is that we'll look at COVID disruption to start.
A lot of owners were on a path where we had to close, right? So some people went all the way down to zero, they had to close for a little bit, and then reopened. Some owners here were able to do 50% and then they rebound it. Some people had to close about 25%, like social distancing and then rebound it.
And some people, if you're in Florida, you guys just stayed open. COVID wasn't a thing in Florida, right? So when you're looking at this thing, when it looks to a disruption season. We either closed, so if you guys closed during the COVID season in the chat, I would love to see who had to close down, right?
So Stephanie said that's true. Yeah. So some people had to close and then rebound it, and then some people had to do social distancing and we're like 50 to 25% capacity and some people just stayed open. Okay. So the reason why I tell you guys this is because as we're coming into the summer season, the same thing is happening that you guys just need to be aware of.
The only problem is that there's four disruptions in a row. And then this is why I saw a lot of you guys in the the poll here were mentioning that, Hey, we have a volume issue. We're dealing with cancellations, we're dealing with all this disruption. And the reason is because of this stuff that I'm about to show you here.
Okay? So what I want you guys to understand is that there's four disruption seasons. There's Memorial Day, which just happened. So there's Memorial Day. The next disruption season is gonna be what? So in the chat, let me see. You guys blow it up right now. So let's see, what's the next thing that happens after Memorial Day?
Yeah. Independence Day. So we have the 4th of July is coming up. So we got 4th of July is gonna hit, which by the way, Friday, let's go. So three day weekend, right? It's good and it's bad. It's kinda like a yay boo all at the same time, right? So we got 4th of July on a Friday. Then what's going to happen here is, ooh, let's see who knows what.
So I'm gonna, I'm gonna test you guys out a little bit. I'm gonna skip the third one because not everybody knows about the third. But then I'm gonna hit you with Labor Day, which by the way, is the 1st of September this year. What is the third? What is the third disruption season that happens? It's invisible season that nobody knows that it's happening until it happens.
Let's see how, let's see how smart you guys are. Yeah, BTS back to school. Okay, so you guys are also gonna want to figure out. When do your county schools go back to school? Awesome. So the reason why I mentioned this is if we look at a graph here, what is going to happen here is you guys are gonna be plugging wrong and then Memorial Day hits.
So you hit like a little bit of a Memorial Day bump, and then you're gonna try to recover and then all of a sudden 4th of July hits, and then you're gonna try to recover and then the back to school season's gonna hit and you're gonna try to recover. And then Labor Day's gonna hit. And then you guys rebound back to the numbers you were doing before all this disruption.
So typically what happens is once we start to see around like May 31st, all the way up until about nine 15, we have this thing called summer disruption season. Okay? So ultimately, everybody cool with that? Everybody on the same page. So I just wanna see the chat. Is that helpful to be able to see, I know a lot of you guys will have PTO and stuff included, but Joey, if you want to cover just some of the mindset around summer disruption season and why most people.
Just chalk it up to what do they usually chalk it up to?
Joey: Yeah. So a lot of times when I'm on calls with clients and you start to see even like we're really looking at your numbers, we look at trends and see where these start to hit. And what happens is, I'm like, what happened there?
They're like, oh, that's just when everybody goes on vacation. That's just normal. Or they're like, oh that's where all my team typically always takes their PTO. And so they started to do this, but then I lean in and I'm like on average, like unless you're with like these crazy affluent people who take an entire summer to go to a different place, which all your Florida peeps, yes, they actually do go to different places.
New York, they go to different places, but outside of those two states, there's not really any of these that are actually taking an entire, like 12 weeks off here during summer. And so it's one week of vacation, maybe two. And so I'm like what about those other like 10 weeks? And so there's a lot of things that we can start to put in place during this time to where we don't have to have slow seasons.
Like slow seasons are for people that don't have predictable marketing and systems. And so there's a way we can start to tweak these things and that's what Robbie's gonna talk more and more about. And we'll continue on this kind of process here.
Robbie: Awesome. And Marley, you seen anything in the chat or anything that you wanna cover before we get into it?
Marla: I think our, they were right on target with the different seasons and looks like they, they like to see that graph. And honestly, now that you're really made aware of these summer disruptions it, it makes or break the clinic right the whole year. Sometimes if you have a bad summer, you're really just catching up.
So really important I.
Robbie: Yeah and I'll cover something real quick 'cause I want you guys to join these things and not just hear information and then you leave and you're like that was awesome, but I don't have a tactical thing or strategic thing to do. So the first thing, all my owners that are here, so if you're an owner.
In the chat, what I want you to just, if you're an owner, just go ahead and hit one so I could just start to see the kind of the chat. If you're an owner here, 'cause I want to talk to my owner. We sometimes have clinical directors on here. We sometimes have pt. Hey, just go watch this webinar and tell me what you learned.
So I got a lot of owners and if you're a non-owner, just go ahead and hit a two for me. So I could just see the chat kind of blown up. So I got, my owners are hopping in and I got my twos here. Ooh, my twos. I'd be curious who you guys are, so if you guys could go ahead and just type type in your job title, that'd be awesome to see too, just so I know who I'm speaking with.
Yeah, A lot of times it's my office managers that get thrown in here, which is cool. It's a clinical manager off. Okay, great. That's what I was looking for from my non clinic owners. A lot of office staff is in this call. Perfect. Okay, so we have owners, so I'll cover you guys first. For owners, one of my favorite things to do is at the end of a month I get like a Google document or Excel sheet or whatever, and I pull it up and I just said, how did the month of may go?
What was the good, what was the bad, what was the ugly, what were some things that I wasn't aware of that for the next season I could prepare a little bit better. So we just, it's June 23rd at the time of filming this. So when July happens, I will look back on June and be like, Hey, what were some of the things that I wish I knew or prepared a little bit differently for the next?
Next time June comes up and you can pull your blueprints every single season. So then that way you could see okay, I was not aware of we had a Louisiana clinic and she's just, I was like, what happened here? And she's Mardi Gras, okay, we gotta prepare for Mardi Gras next year.
'cause it doesn't happen here in Virginia, but Louisiana, it's a VFD, it's a big freaking deal. So we gotta make sure that we get these things prepared. For my office staff and my owners. I'm gonna cover something here. So heading into a disruption season, you're gonna hear a lot of plan objections, okay?
Everybody in the chat right now, just repeat after me plan. So type in PLAN, just so we're all on the same page. You're gonna hear a plan objection. Okay? So what a plan objection typically means is when someone's Hey, Marla. I'm heading outta town. Most front office staff will be like, great, have fun.
Give us a call when you come back. Don't do that. Okay? Don't do that. So here's what you do, okay? Plan objection. I want you guys to know my plan. Objection framework here. It's, it's very complex. Okay? So I just wanna let you guys know my plan. Objection. Framework is just plan. Okay? So the first thing that we're gonna do here is we want to prepare.
Okay, so you guys can write that down. So we're gonna prepare. So what do I mean by prepare? Okay. We know the 4th of July is coming up, it's on a Friday. So about two weeks before the disruption season is when we're gonna start to hear the no shows and cancellations coming in. They're gonna say things like, Hey, I'm going out of town.
I won't be here. My family's coming into town. Yes or yes in the chat right now, type yes. If everybody's on the same page, you guys understand what I'm talking about, right? So we got a lot of yeses. So they're gonna start saying Hey, I'm going out of town. I can't schedule. So the first thing that we wanna do as an office manager or owner, you want to prepare your team starting this week and next week, that they are going to start to hear 4th of July plan objections.
So we wanna make sure we're preparing for that. We educate them, we're empowering them to push back a little bit, right? 'cause we're just giving people enough information to make a decision here. So the first thing is what? So in the chat right now, what's the first thing? Just to make sure you guys get it.
What's the first P stand for? Stands for what? So go ahead and type in, prepare. So type in, prepare here. We wanna make sure we're preparing the next thing that we do, which. This is where most patient care coordinators and office managers drop the ball is we wanna figure out what is the logistics of your plan?
What's your logistics? So in the chat right now, type in the word logistics. 'cause if I say it, you could disagree with me. If you say it, it has to be true. So go ahead and type it in the chat here. Logistics. Okay. What do I mean by logistics? Okay, great question. So what we were looking at, what do I mean by logistics?
Marla, you said you're going away for the 4th of July. When do you leave? Or when do you arrive? When do you depart and when do you return? These are the two questions. Anytime someone gives you a heading into a disruption season, hey, when does school start? When does school, back to school start?
And when does things calm down? When does labor day start? When do you return? So we gotta figure out when do you leave for vacation? And then when you guys return, everybody cool with that logistics, right? So we got number one is gonna be prepare. Number two is logistics. Okay? Everybody cool with that?
Is that helpful? Before we move on, just wanna make sure we're clear on logistics. So your front office team will be like, Hey, great Marla, when do you leave? And when do you return? Okay, so the next thing that we wanna look at a here, right? A is when? When are you going to arrive, right? So when you're going to depart.
What do I mean by that is, Marla, you could play around with me, so go ahead and unmute if you can. Yeah. So I would be like, Hey Marla, I, you mentioned that you're going out of town for the 4th of July. When do you guys, when do you guys leave?
Marla: I leave on the second and I'm getting back on the fifth.
Robbie: Okay.
So she leaves on the second, which, by the way, the 4th of July is the Friday, right? So she's gonna be gone Thursday and she's gonna be gone on Wednesday. So if we had a plan of care here, right? So if we have the plan of care and we're looking at two or three times a week. I have two days to get in three days.
So Marla, hey, I know we typically schedule Tuesday and Thursday, but because you're gonna be out of town on Thursday, let's do this. Would you be open to coming in on Monday and Wednesday before you go away on vacation? How does that sound?
Marla: I'm gonna need to, pack right before Monday, but maybe I could squeeze it in.
Robbie: That's okay. But think about like, how awesome will it be when you go on your vacation and they already have two sessions in before you do all that traveling, right? So what we wanna do with Marley is we wanna figure out like, when specifically are they going to be changing, right? So a would be like, adjust.
So we wanna figure out like when are we adjusting, right? And I said, arrive here, but if we look at this thing right? When do you arrive, when you depart? When do you a adjust? We wanna adjust the schedule. Everybody cool with that? So in the chat right now, I want you guys to type in, adjust, go ahead and adjust.
Okay? So we wanna give our team permission to be like, Hey, we gotta adjust the schedule here, right? So prepare disruption, seasons coming up, figure out the logistics, right? When do you leave? When you return? And now we want to be able to adjust. Okay. Everybody cool there? Okay. And by the way, some people are just like, ah, there's so much going on, right?
I just need someone to make a decision for me. That's why it's like, how amazing will it be, once you leave, you had these sessions in versus going a long period of time without being seen. By the way, if you guys are aware of this, there was a really nice study that was out a couple years ago that said that patients who are seen greater than seven days between appointments have like a 60% chance of dropping off the schedule.
So we're trying to make sure that we don't have a lot of time between sessions. Okay. So just a heads up on that. We're trying to make sure that we are keeping things tight and we're be able to see people. Cool. Is this helpful for you guys in the chat? Just let me know if this is helpful. Just comment helpful so we could make sure we're on the same page before we move on.
Yes. Awesome. Awesome. Awesome. And then the last thing we wanna do here. So we prepared, we figured out the logistics. So when you leave, when you return, we want to adjust the schedule for these people. And then the last thing here. Is we want to nail the return, okay? We want to nail the return.
By the way, not trying to sound a certain way, but heading into a holiday, you should be full because there's less days, right? So 4th of July is on a Friday, so you only have four days of availability. So you should be full the week of the disruption. It's the week you return and it's the week after that matters the most.
Because most people are gonna fall off heading into the disruption season, right? So that's, I can't schedule right now. It's when you guys get back to the clinic, right? You wanna nail the return. And Joey's gonna cover a couple things here in a second here, just to help you guys nail the return. But one thing I love to do is figure out like, Hey Marla, when do you guys actually return?
She gave me a date. Awesome. Let's go ahead and get you scheduled for when you return, but also one thing I'm gonna cover for nail the return is that you guys are gonna be hit with a lot of voicemails. From that weekend. Okay. A lot of people are gonna be canceling, getting back late, so on and so forth.
So one thing you guys could do as an office manager, and I'm not telling you that you gotta have people come in early here, but the first thing that you always want to do, if you, so I used to have my team come in about a half hour early before we started back up on Monday when we got back from a holiday so they could handle all the phone calls and the voicemails that came through.
Or what we do is it's the first thing you want to hit when you come back on the Monday is all of that. 'cause you're gonna be out Thursday, you're gonna be out Friday, you're gonna be out Saturday, Sunday, and some people, even Monday, you want to make sure that you guys are getting the return dialed in.
Everybody cool with that? So last thing here is nail the return. So in the chat right now, let's see, you guys say nail the return and then Joey's gonna show you guys here in a second how you guys could nail the return. Marla, what do you guys see in the chat here?
Marla: So someone said, can you repeat that 60% stat that you just mentioned?
Robbie: Without getting too far into detail, there was a study and Marla, I could pull the study. So I'm not just saying there's a study and not give you the study, but I could give it to you guys could post it. But at the same time, there was three things that led to drop offs. Okay? Number one is what I just said is that if there's greater than seven days between appointments, okay, that was one drop off indicator greater than seven days.
So if you guys are scheduling like. One time a week or once every other week. Right now we were starting to get into the situation where people are gonna start to drop off the schedule. By the way, how do I know patients don't want to be there? They literally tell us, I hope I never see you again, because it means they're hurt, right?
So it's a weird business that we're in, is like, people literally say, I hope I never have to see you again. But if I do, I know who to come back to, right? So we know that there's this thing called the law of entropy. So entropy just means everything's moving towards chaos and disorder if it's left to itself.
So we have to come in with energy, we have to come in with systems, we have to come in with this, right? All this planning to be able to overcome, most of our patients don't want to be there, right? It's the reality of it. And that's a good thing because that means we're getting people better. So greater than seven days between appointments.
Number two is back to back. No show. Cancel. Cancel. No show. Cancel or cancel, no show. Okay? So if you're a front office individual and you see someone come in for visit number two, visit number three, and then they cancel, we have to make sure that this next thing doesn't become a cancel or a no-show, or they're gonna drop off.
So if they go cancel, and then you go ahead and make sure that they come back for visit number four, usually they're back onto their plan of care. But if we go visit number one, visit number two, visit number three, cancel. And then they no show. Now they're gone. Okay. And if you don't believe me, go back and look at some of your back-to-back No-show and cancellations and see what happened.
Okay. Everybody cool with that? Is this helpful in the chat? So I just wanna make sure we're good with that. Awesome. Great question, by the way, whoever answered that. And then the last thing here, which by the way could be seen on your intake forms. This is why intake and like prompt has awesome intake forms and you guys are able to see this information quickly, specifically for admins, right?
Not just providers is greater than three comorbidities.
And I'll just put comorbidities, right? So greater than three. So if they have like hypertension, if they have some fibromyalgia going on, they have diabetes, they have congestive heart failure, right? If you start to see greater than three comorbidities. This is where we start getting into about 68% chance of dropping off the schedule if they have one.
If they have one of these three things. If they have more than one, it's higher than that. Cool. Is that helpful for you guys to be able to see? Awesome. Awesome. And Robbie,
Marla: just a heads up, two prompts, just release there. No show prediction and drop off ai. So a lot of this is in there, so they're gonna start to see actually being alerted about those patients that may drop off.
Robbie: Let's go. There you go. So when you guys are looking at it, it's just now with ai, AI is awesome. I think AI's just going to be able to allow humans to be quicker and more efficient. Some people are nervous it's gonna replace us, but lean into ai. This stuff's great. Because ultimately when you have more predictability, now all of a sudden it could be like, aha, this person's gonna fall off.
Cool. Everybody cool with that? Going once, going twice. Awesome. Joey, what are you seeing as far as like coming back? Nail, the return. I wanna make sure we're nailing the return.
Joey: Yeah, so there's nailing return, but before we get to the nail, the return, we've got the, how do we actually prevent it to start with.
And so pre-booking is gonna be one of the biggest things we wanna look at. And it goes into the back end here, but pre-booking is say, hey, someone comes in, doctor says they need to come in two times a week for the next six weeks. We need to be scheduling those out completely. If you want a very easy hack, literally just schedule out all 12 of those.
Print 'em out, you can text 'em. Also give them a link for their scheduling to actually change any of them that don't fit for them. 'cause you can do that with prompt scheduling. And so you schedule those out and then when they come in for the eval, the very first visit, what you effectively want them to do is say, Hey, does this first visit time work for you?
You then show 'em all the others. It's Hey, I don't need to go back and forth a hundred times. 'cause I'm sure every one of y'all here that are front office. You absolutely hate having to schedule those. You can actually get them to come in and just say, circle the three that don't work. And you can actually go schedule those on prompt through the online scheduling.
'cause most people want to have the convenience of doing that and the time to look at their schedule. So if we pre-book everybody out significantly further, this is how we get through these slow seasons. This is how like our Arizona people, whenever it's 110 degrees outside and everybody's melting, like they literally have a 30% decrease in census.
That's how we get through these things. So pre-booking is gonna be a really big one, but when they return, we also wanna start going through our active patient reporting, which you can look at your engaged versus your unengaged with impro to actually see who are the ones that are actively going through their plan of care.
And from there, an easy example, let's say I have a hundred active patients. We ideally maybe are trying to schedule two times a week. We know that they should have at least 1.8 times the act of patients as far as how many visits they should have on their schedule. So we should have at least 180. If we're at like one 20, we have no-shows, cancellation, drop-offs, people going on vacation, never getting back on the schedule.
So those are the first people we want to start to hit. Starting with the guys that are essentially within the first seven days that don't have anybody on the schedule, then 14, then 30, and if it's over 30, realistically they're probably not coming back. But that way you know who to prioritize and really emphasize as much across the board here.
And then from there we want to do a re-enrollment week is effectively what we do. So that's gonna be saying, Hey, I know we said you're supposed to be coming in three times a week. We do a progress summary. We say, you are or aren't on our process to where we need to be going. Let's reset expectations of, Hey, you're not where I want you to be.
We originally said two times a week, somehow you've gone back down to one time a week, whether that's through scheduling from all of these holidays or because maybe they weren't bought in when they first started. This is our opportunity to say for us to get better results. What I see would be the best option is for us to actually get you scheduled to two times a week.
Is that something you'd be open to getting better and faster results? Yeah, that's a psychol psychological thing. If you say, would you be open to getting better and faster results, it's very unlikely. Someone's I really don't want faster and better results, especially when related to my health.
So then it allows you to reset those and that helps with your visit frequency, going back up. And then from there we start getting into some of the marketing options. And so things you have to start looking at. Maybe in the chat here for marketing, what are the things that y'all think y'all could potentially do to start getting some more people on the door?
And you can just type in anything, whether that's like Facebook ads or past patients or whatever you think it is. Maybe we're gonna do mailers. What are the things that you think if I have someone I need to actually have this going beforehand? Actually, ideally, at least two weeks ahead of these disruptions.
But if not. What are the more faster acting ones that we can actually get in here? So anybody have some, so phone calls. That's good. So that's what's the act of patient reporting here. We got phone that'll allow us to get some of those people in here. Little social media, post media posts we got reaching out to past patients.
Email blast. Dry needling night. Okay. So that's almost like a little workshop. So those are all really good examples. Some of those are gonna be a little bit more manual. Some of those are gonna be a little bit slower. Social media posts, they can work decent. But we have the issue of what if we don't get a lot of reach on our social media posts?
And besides my mom, maybe she's the only one that actually watches our stuff. 'cause that's what we see in a lot of, in a lot of Facebook's. Okay, Google ads, that's a little bit slower, but. The way we look at this is one, yes, we always need the system going. We wanna ramp up our ad spin as we go, but if we're like, Hey, I need a quick influx.
Ideally we'd actually do text reactivation to pass patients. If you want bonus points, do it to your highest payers. 'cause you're, maybe you don't want your UHCs of the world at their $60 capitated. And instead we want Blue Cross Blue Shield who pays one 30. We can start to do marketing. So there's kind of two major ways we'd do marketing for Facebook and Instagram ads.
That would be for direct to an evaluation. Or that would be to a workshop. But for a workshop, you need at least two weeks of advertising for that to actually be able to get full. So that means we have to, like Robbie said, plan this stuff ahead of time so we know when these slow seasons are so we can help fill up as much as possible.
So text and email reactivations are gonna be very big players there. Ads for Facebook and Instagram are gonna be big for either direct to an evaluation or for workshops. Google Ads can, but there's just a longer lag for them to do that because unfortunately they are based off of search intent.
The search volume does go down during this time 'cause they're instead searching vacation in The Bahamas versus physical therapy near me. So you do see a dip there. So there is some of that aspect where you have to rely on these ones that are more disruption based versus search based. And I've already hit the pre-booking and stuff like that, but we don't wanna make sure we have something in place for every single one of those down points that we have.
We have it for 4th of July, we have it for back to school. We have it for Labor Day. So that way we never have to go down. We go up partially, we go down again. It's just we stay up. Like we can actually stay up across these things. So it does take a little bit of effort to do these and plan these, and there's a lot of logistics around it, but it'll allow you to get into some of the other things that Robbie's gonna talk about here that most people aren't even thinking about right now.
And it's gonna end up costing people tens of thousands of dollars when they go to do what we talk about here in a second here.
Marla: And I love this plan. I love how you also said nail the return and the psychological aspect of how you message that out to people. I did have someone in the chat say, can you re, can you restate how you said, would you be open to getting better, faster?
I think that was Robbie. Can't remember if Joey or Robbie who said it, but if you could restate that. Yeah.
Joey: So pretty much what you're gonna do is you're gonna do a little progress summary. You're gonna be like, Hey, this is where you're at. So it's the test retest kind of model here.
This is where you're at, this is our expectations of where we'd want to be. Based on what we're seeing, we're really not quite where we would be expecting. So for most people, we would actually be able to get the best results if we were. Would you be open to coming in a little bit more often so that way we can get you better and faster with the best possible results?
Same thing. If any of y'all need a quick little nugget here for insurance objections. If any of y'all are outta network, when someone says, do you take my insurance? The one thing you can say is, just so I'm have a better idea, is taking your insurance or getting the best possible outcomes, your main priority.
By default, they say best possible outcomes. It implies that taking insurance, it allows them to not get that, and so they will logically go towards best possible outcomes. So you can use that in a lot of different ways, but you just want to give permission to sale. You want to actually let them fill in control.
But another little scheduling nugget for any of y'all, we never want to just offer one time for them to schedule. We don't wanna offer three or more or say Win works. You only offer two ever. You say, does Thursday or Friday work better? They tell you Friday. Okay, cool. Friday. Does eight or 12 o'clock work better?
Because if you give them one, they feel like they have no control. If you give them three, they say, I need to check my schedule. If you give them two, it's not a, do you want it? Which it's a, which do you want? Not do you want it? And so limit it to two. And that helps a ton when it comes to scheduling.
And then we wanna always be dragging up people from the end of the week to the start of the week. Because that allows us to have more availability. 'cause if we move someone from Thursday to Tuesday, not only does that fill that gap on Tuesday, now there's more availability on Thursday for someone to pick a time that actually works.
'cause they may say yes to a two o'clock 'cause that's the only thing you had. But in reality that 12 o'clock that got moved up actually fits better and now they won't No show this Thursday. So there's a lot of these little small nuggets that allow you to do it. It's kinda one of those small hinges, swings, big doors thing, and it allows you to really focus on these things.
So you don't have to always be like, all right, here's summer slowness. Here we go again.
Marla: Yeah. And something I learned from Robbie last time that I absolutely loved was the question you would ask them, is there anything that would prevent you from making this appointment? I love that. Yeah.
Robbie: Awesome.
Yes the tie down. And I'll recap too, 'cause I know some of you guys are visual learners and not just auditory learners. So Joey mentioned here, number one thing you could do heading into a disruption season is pre-booking. So before the disruption even happens here, you wanna make sure that you're pre-booking out the patient's plan of care.
Why is pre-booking important for folks? Number one is because you get the times. And the dates that you want. And then also for my bigger guys in the channel right now, those with multiple locations, multiple providers, right? One of the reasons why people drop off around visit 3, 4, 5 is continuity of care.
Different providers, right? Different providers, and it's just I told five different providers my story. Nobody knows my story. So sometimes we start to see, so pre-booking allows you to get the dates, the times providers that you guys want, and then ultimately, I love, people are like, we call people.
Absolutely. So you would do something called active, right? So active patient, Joey mentioned active patient reporting. Prompt does a great job with telling you guys, hey, these are the patients who are engaged and these are the ones that are non-engaged, right? The ones that are non-engaged, these are the ones you might wanna do a wellness check with, right?
You want, I know the EMR and sometimes you have the ability to prompt people to be able to come back in, but sometimes even just a simple phone call, just say, Hey, good news. I just wanna let you know we still got six visits in your authorization. Let's get that thing scheduled out. So wellness checks for those engaged folks, they might actually have a full plan of care already scheduled, which is awesome.
So they have their frequency and duration scheduled out. Some of these guys only have a partial plan of care, so they either have a frequency issue where they're supposed to be coming in three times a week, but they're only coming in once. Or they might have a duration issue. They have three times a week scheduled, but only for one week and not four.
Okay. So these are the things that we're talking about. If that's helpful for you guys in the chat, just let me know that it's helpful to be able to see pre-booking is number one heading in active patient reportings next. And then also I did post a guide, so if you guys need access to it, I could drop that in if Marla, you're okay with that.
Just a little SOP here that we have for re-enrollment week. I know sometimes we say things and you're like, what the heck is that? But there's a link there for re-enrollment weeks. So just go ahead and grab that. So that's one of my favorite things to do after a disruption season is we want to re-enroll people back into their plan of cares.
Okay. Now most patients don't make it to the progress summary. Okay. Progress summary, I think we're all in agreement is around visit number 10. Okay. So if we're looking at the progress summary. One of the key stats that we love to look at is how many of our new patients actually make it to the progress summary, right?
So most people don't get to the progress summary, so we want to do some re-enrollment and being like, Hey, here's where you're at, here's where we're trying to get to. You're actually progressing better, you're progressing slower than we thought, so we wanna re-enroll after a disruption season.
Okay? Everybody cool with that? And then the last couple things here that Joey mentioned, which I loved, is some of you guys are gonna turn on and do a past patient reactivation campaign. He did mention texting these individuals, right? So if you guys have text opportunities, awesome. If not, you could always email, but text we see in our data, the text has a better response than email.
And then ultimately, I love what he said is if you're already full right now and you're booking out and you're like I don't know if I wanna he just mentioned texting. Your higher payers. And what I mean by higher payers is my office managers here, you guys could let the owners know what insurance carriers are high low burden, let's start there.
Low burden, right? I don't need off. I don't need this. I don't need Right. Lower burden. What are the payers that want to cause you to leave your job? So we have some that are high burden. We got some that are low, right? Yes or yes. If you guys know what I'm talking about here, right? So it's just like we have some payers.
So if we have the opportunity to text people and reactivate, maybe there's an opportunity for us to reactivate the ones that we wanna work with. I'm not a huge fan of playing that game at the front desk. I think it puts your front office in a weird position to be like they have a high payer, so let's get them in quicker.
They have a low payer, so let's not get them in. I think that's weird, right? It causes some friction at the front and it causes some congruency stuff if you're doing it. That's no disrespect, but it's just what I look at is like we could play that game with our marketing. Not our front office.
So we don't want to, we don't want to be turning people away 'cause of their insurance. We, if they're here, they're calling. Yeah. They might have a lower paying insurance, but guess what? Their friends and families might have the insurances that we're looking for. So we don't wanna miss an opportunity here just 'cause we're worried about insurance.
Okay. Cool. Everybody's on the same page there. And then the last thing that Joey mentioned here too, which I really loved is he mentioned switching from discovery visits to just get right into straight we, straight to eval. So if you guys are running Facebook ads, some of our data shows that the discovery visit adds a couple extra layers of conversion there.
And a little bit more friction. So when we switched our ads out to just run straight to evaluation ads, right? We get a bigger up update because people are like, wait, I get an eval and I get treatment. Yes. And then they come in quicker and it has a higher value to it than, oh, it's just a discovery visit.
So it, I'm not telling anybody to switch up your ads or anything like that, but if you guys wanna look into that for the next disruption season, something I switch to. Cool. Everybody cool with that? Going once, going twice before we move on. So just wanted to do a little recap so you guys know what we were talking about there.
Marley, you got anything in the chat before we move on? Just wanna make sure everybody's good. Is this helpful for you guys? If it's helpful, post a one in the chat and then if it's not helpful, then just post a one in the chat. So let's go. Marlon, what do you got on your end?
Marla: Good. Everyone seems to be saying this is pretty helpful.
I think that it's really great to get these. True examples and the sheet that you guys shared in the chat. And I'd just love to continue to know more about, okay how can they further leverage these disruptions during the summer to possibly grow and scale their business? What else? You said?
Turn it into opportunity. What can we be doing?
Robbie: Great question. I know earlier we were, we asked is there owners in the room or is there office staff or providers in the room? So it was awesome. It was pretty, pretty swell split. So a couple things that, this next section is like more for our owners, but if you're an office manager, clinical director, PT on this webinar, I want you guys to take this information back and be like, hold on a second.
We have an awesome opportunity here and we need to start game planning. Because I'm here to tell you that a lot of owners get left behind in July, August and September, and then they try to make up for it in October and they pay for it. And what I mean by that is I'm gonna ask you guys in the chat right now, does anybody know the significance between these two dates, July 27th and July 28th?
Does anybody know what's happening? July 27th and July 28th? According to the website, it could just be one. But July 27th, July 28th, what do you guys think happens on July 27th or July 28th? Let's see. This is always the fun part. Marley, you probably won't get a ton, but I was really impressed by them knowing back to school season.
'cause that's a huge disruption. Anybody in the chat, any brave souls out there wanna know the difference between, or what's the importance, the significance between July 27th and July 28th? Ooh, how many people we got on 1 32? Yeah, we got cricket. Crickets right now. We got crickets. Ooh. So you guys are gonna learn something good here.
Awesome. We got Medicare budget, we got kids going to school. Best guest is the second half of the year. Awesome. This is great. This is awesome. Okay, I'm excited now. July 27th is the National Physical Therapy Board Exam. Okay, it's the board exam, so this is really cool. I get to show you guys some fun stuff and people are gonna be like, oh, I knew that.
I just didn't know that's what he was asking. It's all good. Okay, so what I want you guys to be aware of here, there's the fall and then there's this spring. Okay? There's this fall and there's this spring. In the fall, there's two test dates. Now, I don't need you to argue when I show you the second one. I get it.
It's not in the fall, but it's the fall semester students. So there's going to be October, and then there's going to be January, and then in the spring there's going to be April, and then there's July. Okay. Why is that important? By the way, which is pretty cool, there's 315 accredited universities now.
There used to be in like the hundreds. So more and more schools are finding out like, hold on a second. If we have a PT program, we can make money. And they're like, yeah. And they're like, okay, let's get accredited. So there's according to the physical therapy the, it's called the pit cast, the PT centralized app Application service.
They have over 315 accredit universities. Why is that important to you? Is that 20% of all universities will graduate in the fall, and then 80% of all those universities will graduate in the spring. Of that 20%. 20% will take their board exam in October. 80% will take their board exam in January of the 80% here, 20% take it in April.
So many times people like to, those go-getters, those overachievers they like to take, let me see. National board exam. Yeah. 7 27. Perfect. So we got July 80%. So in the chat right now, looking at those numbers here, what do you guys think is the biggest. The biggest hiring season of the year. So if you guys had a look at those numbers.
So in the chat right now, you could put October, January, April, July. What do you guys think? Awesome. Awesome. Ooh, I see some splits here, which is awesome. Yeah, so I got some Januarys. I got some Julys. So go ahead. We got July. So we got August. Yeah. Awesome. Awesome. So the biggest hiring season of the year is going to be July 15th.
All the way to September 1st. The second biggest hiring season of the year is going to be one 15 all the way to March 1st. You guys can mark those down. Okay. Fun stuff In clinics, what typically happens in the wintertime and what typically happens in the summertime? You guys took a poll on it so see if you guys know the information, right?
So what typically happens in the winter and summertime in most clinics? Yeah, they're usually a little bit slower, right? Usually a little bit slower. Wintertime you have deductible season. Usually have, in the winter days are getting shorter, right? Usually get a little bit slower there.
Summertime you guys hit it. That's why you guys are all on this webinar right now. 'cause you're like, Hey, I want to handle summertime disruption. Because it's a little slower. Numbers are usually a little bit down, but here's the cool part about that, right? So what we always teach our owners here is that during the summertime so if we're looking at the summertime, there's going to be an increase supply of PTs coming out.
But there's a decrease in demand. And I'm not a someone who's big on economics here, but I. It's a pretty good thing. Everybody cool with that? Is that helpful to see? Okay. So now what I wanna be able to do here in a second, and Marla I'll turn it over to you just in case we see anything in the chat that you guys need to, because I can see it, but I can't see it.
Yeah. But just if there's anything in the chat that we need to cover, I'll make sure that I stop there for a second. But is everybody on the same page there? So if you guys are like all on board and ready to go and I can show you guys how to leverage this next season here, hit summer in the chat.
So just hit summer in the chat and I wanna make sure that you guys are getting this. Awesome.
Marla: Yeah, I think most people think it's actually the worst time to hire a new clinician when their census is down. So really looking forward to hear from you guys why that might be completely wrong.
Robbie: Yeah.
So what I'll do, I'm, we're gonna break this up into two seconds two sections here. 'cause I don't wanna overwhelm people with a ton of information. I'm gonna go ahead and show you guys how to do something called a delayed start and how to leverage this hiring season here. And then Joey's gonna tie it together here and give you some marketing stuff to get oversubscribed as you guys head into bringing on a new provider here.
So for my multi clinic guys my owners in the chat right now, you guys might not even have hiring on your radar, but what we typically do is there's three things around the physical therapy board exam. There's gonna be the students that are looking to get a job before, there's students that are gonna be looking to get a job after they pass.
Then there's gonna be students that are looking for jobs after they relocate. Okay? And I want you guys to be aware of this. The students that are looking before, they're gonna be looking for jobs on seven 15 all the way up until the board exam. So let's just call that eight one. And then afterwards, these are the students between eight one, once they learned, they passed all the way until about eight 15.
And then for relocation, these are the students. They're gonna be looking for jobs on eight 15. All the way up until Labor Day. Okay? So I want you guys to be aware of this. If you don't start looking to hire in the middle of July here, right? You're gonna miss out on these students and these students. Okay?
So then what's gonna be left here When you start to possibly look, or the students that are relocating. Now I'm not here to, sound a certain way, but think about the type of student who would like to take their board or look for a job before they pass their board exam. It's a pretty good student, right?
And there's nothing wrong with waiting until you pass and then finding out if you pass and then look for a job, totally get that as well. And then one thing I will take off the board here is 40% of all new grads are accepting jobs at their clinicals. So those numbers that I showed you before basically get cut in half because most students are taking jobs at their clinicals.
If we're waiting till the fall to hire, we're gonna be left behind. So what I want you guys to know is you guys could do something called a delayed start, where you could hire here in July or hire here in August, but they don't start working till about 30 or 60 days later, right? Because they still gotta pass their board exam.
They gotta possibly relocate. You gotta get 'em credentialed. And then you could go ahead and tell 'em like, Hey, we're gonna hire you here, but your start date is the weekend after the for labor Day. You guys see that? Is that helpful to see in the chat right now? So if that's helpful for you guys, just say hiring.
Just put hiring in the chat so I know that you guys are getting this. Awesome. And Joey, I know that you are. Yeah, we wanna make sure that I see people. I'm like, yeah, I know you guys are here. So there you go. Hopefully you guys are getting this right. So if you're guys are looking at this, you have the biggest hiring season coming up.
We have before. After relocation, and Joey's gonna come on next because I want him to cover the next objection. You guys are I'm not full right now, right? I'm not full right now. So that doesn't make sense. And it's just I know most owners are thinking the same way. So Joey, why don't you go ahead and cover.
And then Marla, we'll watch the chat and then I know we got about 13 minutes left and we'll look it up, maybe get some questions here at the end. So go ahead
Joey: Joey. Yeah, for sure. And then going back to the supply and demand that Robbie talked about, the thing that most people aren't realizing is if we don't hire at this time, and instead we hire a little bit later, what ends up happening is the salary of that PT now goes up by 10 to 15,000 because we're trying to hire when there's just not a ton of them left anymore.
And so one, now we can actually just allocate that budget that we are willing to pay salary, even though that's a yearly salary that you'd have to pay. We can push that into a marketing budget to actually get them full. The other thing to think about is when we're trying to get someone full, usually what's happening is you're paying a salary and you don't want to have to pay marketing budget on top of that, on someone who's not producing yet.
Since we did the delayed start, we can effectively already do all the marketing before we're getting double hit with the fact of marketing budget and that we're having to get hit with the salary of someone who's not producing yet. And luckily we also have these things called credit cards. So there's a 30, 30 day delay before we actually have to pay for the ad spend and some of those things as well.
So all of those things line up from a better cash flow standpoint. And so we have to start looking at all these things. So kinda like we talked about with the pre-booking, but on the marketing side it's like this is when we should be turning on Google ads. So when should we should be turning on Facebook and Instagram ads?
Going into this hiring season, realistically, if we know we're about to hire this aggressively, I've got someone right now that's got three PTs that they just hired, and they're like, let's fill 'em, Joey. I'm like, all right, so let's do this. And so like we have to do Facebook ads, Instagram ads, past patient marketing.
We're doing email marketing. We want to actually have not only workshops in our own facility, so you do a workshop every two weeks effectively. There's strategies you can do to actually do workshops with other people's audience so you don't have to come out of pocket for that. So you do a workshop at yours, you do a workshop at someone else's location, workshop at yours, and you would just slam those as much as you can.
Now, if you're like, Hey, I hate workshops, I don't wanna do that. Yes, there's other ways to do this, but that's like the easiest, most predictable way to do it. On top of making sure we're ranked in Google. Google takes about 90 days for us to get from not ranked all the way to number one. So we've already missed the boat a little bit there, but we wanna make sure that we're at least ready for the next season as well. So Google Ads would be a lot faster in this standpoint as well as Facebook ads during this time. So we definitely want to start towards there. And then realistically, if we do all these things right, we should be able to fill someone in four to six weeks.
And so if it's taking longer than that, that either means we essentially like. Hired and hoped that we could actually fill someone up without a good stra strategy, or we're essentially starting to do these things and like we're waiting, wishing that it's gonna change, but we're essentially not changing our inputs and expecting different outputs.
I. And so you have to start to put these strategies in place. But you can literally there's no marketing that doesn't work if you know what you're doing. It's just a matter of what is your allocated budget for this. But most people's budget is significantly lower than what it should be.
Knowing that for every week someone is not full, you're losing $5,000 a week in revenue. So like when you know that, how much would you be willing to spend there? Like each therapist should be able to make at least $240,000 a year in revenue, assuming we're only 86% full, because 14% is the national no-show cancellation rate.
So if I said, Hey, if we drop five grand in advertising for you to make 80 to $90,000 a year in profit, at a minimum, if that was an investment for the stock, yeah, but that sounds like there's no way that could be true, even though all of us have access to that actual investment right now. And it's called a PT clinic.
And so this is something that we really have to get in, and then we'll have to start looking at how do we actually start to really push some of these off? So there's very specific ways how we get owners and clinical directors to start handing off some of their caseload to these providers. We don't just immediately slam 'em with all of the evals and visits and say, good luck.
Like we have to have a training process because otherwise we're gonna drop people off. So we'll call ourself like essentially a therapy team. We wanna start to establish some authority. We have campaigns that are very specific for new hires. So you'll say, Hey, we have a new hire who specializes in X, Y, z, who's starting with us to celebrate, we're doing X, Y, Z promo.
And so if you're an orthopedic therapist, the thing that you specialized in is shoulder, back and knee, which is pretty much everything. So that way you can get anybody in and you can really optimize this across the board. The other thing that you really kinda have to look at is we want to really make sure.
That we really hit all of this to where we know across the board at week three to four, we should be at least like 75% full. And if we're not having that, it's either because of marketing handoff process, or we just haven't actually trained that therapist the way we need to. 'cause a lot of times we throw 'em in.
We don't actually block any time to actually schedule them. And then we'll say we will train 'em for one to two hours, realizing it probably takes 30 to 40 hours to actually train someone across the board. And if it takes, if we allocate two hours and we're saying it takes 40, it's cool.
They'll be trained this time, six months from now, and then wondering why they have a harder time staying full. And so the more we can really hit this, the better. But does that make sense? Robbie, I think you have maybe have something to even share on top of that.
Robbie: Yeah. Yeah. So that's why the delayed start is key.
'cause you pick the delayed start se you hired now and then you spend the next six weeks or the rest of the summertime starting to get what I like to call your quick win marketing update. 'cause this is all your direct response marketing because ultimately the fall, why are people busy? Because people are searching for physical therapy and referral sources are starting to pick up and people want to get their.
PTN because they hit their deductibles and they also wanna start getting, we got fall sports and they wanna start getting some of their surgeries done by the end of the year and then recover over the winter time. So that's why a lot of you guys are gonna get full in the summer, or excuse me, full in the fall season.
You're gonna start to see that increase now. So we're gonna just use a little bit of what I like to call the VIP strategy, which is visibility is profitability. So the more visible you guys can get when most people are retracting budgets during the summertime. Now we have marketing going, but behind the scenes, right?
We always say rehab CEOs move in silence because we are just scooping up, able to get our staffs fully staffed, and then we're ready to rock and roll for a busy season. What most owners do is they hire during the fall season, September, mid-September, October, possibly even early November, when they're busy and you pay for it, right?
This is where you start to see those upper salary ranges, benefits, requests, residencies, all the things, and then we sometimes don't have providers there. To be able to hire. And then not only that is we do have to remember that we have a retention season. So if it's not a hiring season, it's the retention season.
We gotta make sure we're pouring into our staff during the fall because they are busy and we don't want busy to lead to overwhelm. And that's where Marlon, these guys do a great job with. Some of the reports and stats and getting notes done and all that other stuff and AI and doing all that stuff, which is great.
But Marla, I'll turn it back to you. Hopefully that was helpful for you guys to see and worth your time here. I think we're coming up to the end of the hour. We might do some q and a and some questions that you might see on your end, Marla, but is there anything else on your end? And if any questions that you guys had, wanna make sure we cover it before we log off for today?
Marla: Yep. A couple things. So you said it should take about three to four weeks to really onboard and ramp up that new provider to about 75%. Somebody did ask about what, how much you should be spending on ad campaigns and reactivation campaigns to make sure that the patients are full and get back on that schedule well, and fill the schedule.
So any thoughts on that?
Joey: Yeah, so typically when you're looking at ad spend, it's gonna be, there's some nuance, of course, I can't speak to everybody's very specific situation here, but typically for Facebook and Instagram ads, you're looking at about $30 a day Google ads, you're looking at about a thousand dollars a month per location, unless we have a lot of locations that are super close.
'cause then we can advertise. For multiple locations within the same budget and be more effective. It's like an example of that for Facebook and Instagram ads. It may be $30, but if they're close enough, we could actually do $45 a day and get the same results because we are pulling from a bigger audience and the algorithm's able to do its work a little bit more.
On the reactivations, one thing to take into consideration there, there's some companies out there that do more of like your reactivations through postcards and stuff like that, but I see people spending thousands of dollars on that and like hoping that someone actually sees a postcard without it just being thrown away.
And it's like I can spend like 0.90 cents and just text person and I don't know about you, but like my text is like a hundred percent read rate 'cause I had never don't read it. Email's a different case and it's gonna be like, okay, maybe they don't. Email's still very effective. But texting is like negligible money.
Like it's the easiest, lowest hanging fruit across the board. That's like why when someone starts with us, the very first thing we do is a reactivation to pass patients. 'cause it's like cool, we've paid for our investment for the whole year. Like it doesn't take much there. So we don't typically go towards the postcards on those things.
'cause texts and email are gonna be significantly more ROI centric and you can have an actual true conversation versus feeling like you're having to sell someone hard.
Marla: Great. This is so helpful and I see a ton coming in, so I will say there's gonna be a popup that asks if you wanna learn more about prompt rehab CEOs both, or also Prediction Health will prompt just acquired Prediction Health in case you guys haven't heard brand new news, hot off the press.
Awesome. Very exciting, huge news. So Awesome. So for all of these that have questions, please still put them in the chat, not the chat, the q and a, so we can absolutely answer them afterwards, since we're getting close to the end here. Would love to make sure we reach directly out to you and have Ravi or Joey reach out to you with those questions.
So I saw a lot of them in chat. If you move those over to the q and a, that would be really helpful. And we just really thank you guys, Robbie and Joey. This has been so valuable. I love the plan technique. I love the delayed start the way that we are talking to patients and using psychology behind, making sure we ensure that they are committed to coming in and how we say that and what we do about that.
And we will have a bunch of additional webinars coming up. Always love to have you guys on board. I'm sure once the holiday season hits again, all of these can be used over and over, whether if it's for Christmas. Whether, if it's for the summer seasons valuable information to, to continue utilizing.
And we do have our next webinar on July 17th with Prompt and Prediction Health to talk about battling burnout and using AI so that we get all these clinicians that wanna come to our clinic. They wanna work for us because we have great ways to help support them to do what they love, which is treating.
But thank you guys. Really appreciate it. Yeah,
Robbie: You just come on and just drop some big news. That is awesome. Congratulations. I didn't even know and I got to chat. They're like that's new. So there you go. So Prompt and PredictionHealth. That is great because I know I love what PredictionHealth was doing.
I love what you guys are doing. That's a slam dunk partnership, so that's awesome. So love to hear that you guys acquired them. So awesome Marla. Thank you guys so much for tuning in. Hopefully this was helpful for you guys. Marla, I don't know if you have anything else on our end that we need to cover, but I always appreciate the pleasure of being here.
Marla: Yep. We will definitely be reaching back out to all of you and also have this as a live recording. So thank you again for joining. Please share with all of your colleagues as well. Thank you all.
Robbie: Awesome. See you guys. See you.