How to Start a Physical Therapy Clinic: Mastering the First 90 Days

Starting a physical therapy clinic is a challenging yet rewarding endeavor. While many clinicians excel at patient care, building and growing a business demands a different skill set. If you're a physical therapist looking to transition from a side hustle or employment into full-time entrepreneurship, one of the most crucial steps is mastering the first 90 days of your business operations. This period can make or break your clinic’s success, setting the foundation for long-term growth.

Here’s a practical approach to get your clinic off the ground, inspired by the wisdom shared in this podcast episode.

1. Set Clear Goals for Your First Quarter

The first step in your entrepreneurial journey is to set tangible goals for the first 90 days. Think of this as your "quarterly planning" phase. This plan will act as a roadmap, helping you navigate the many challenges of running a clinic. Start by setting a specific goal that you want to achieve by the end of your first quarter. For example, you might aim to increase your monthly revenue from $5,000 to $10,000. This could be the income threshold that allows you to leave your current job and focus full-time on your practice.

Once your goal is set, organize your plan into three main categories: Marketing, Sales, and Fulfillment. These are the pillars that will support your clinic’s growth.

2. Build a Marketing Strategy to Attract New Patients

Marketing is essential for driving new patients to your clinic. One of the biggest mistakes physical therapists make is relying solely on clinical skills to attract clients. To grow your clinic, you need a proactive marketing strategy.

In your first 90 days, focus on activities that will generate more new patient inquiries. This could include:

• Teaching two workshops per month to showcase your expertise.
• Scheduling meetings with local business owners to establish referral relationships.
• Creating targeted content for social media, including videos and blog posts, to engage your audience and attract potential clients.

By focusing on a few key marketing activities, you can significantly increase the number of new patients coming through your door. Remember, marketing isn’t just about getting your name out there—it’s about strategically positioning your clinic to attract the right kind of clients.

3. Optimize Your Sales Process for Higher Conversions

While attracting new patients is important, converting inquiries into actual appointments is where the magic happens. You could have the best marketing strategy in the world, but if your sales process isn’t optimized, your clinic’s growth will stall.

In your first 90 days, track key sales metrics such as your conversion rate (the percentage of inquiries that turn into patients). For example, if only 50% of people who inquire about your services end up booking an appointment, there's room for improvement.

Here are some ways to optimize your sales process:

• Improve your front-end conversion by following up with inquiries more effectively.
• Develop a script or checklist for initial consultations to ensure consistency in your approach.
• Increase your package sales by offering compelling options that encourage patients to commit to a longer course of treatment.

By focusing on sales, you can maximize the value of every new patient inquiry, boosting your revenue without needing to constantly chase new leads.

4. Focus on Fulfillment to Retain Patients and Ensure Quality Care

The final pillar of your first 90-day plan is fulfillment, which refers to the quality of care and patient experience you provide. Once you’ve attracted and converted new patients, retaining them and delivering outstanding care is key to your clinic’s success.

To improve fulfillment:

• Consider sending handwritten thank-you cards or providing a welcome gift, like a branded t-shirt, to new patients as part of their onboarding experience.
• Ensure clear communication with patients by sending appointment reminders and checking in between sessions.
• Track patient outcomes and satisfaction to continually improve your services.

When patients feel valued and experience tangible results from your treatments, they’re more likely to complete their plan of care, return for future services, and refer others to your clinic.

5. Seek Support and Mentorship

Starting a physical therapy clinic can be overwhelming, and it’s easy to feel isolated when you’re navigating uncharted territory. That’s why it’s essential to seek support from other entrepreneurs and mentors who have successfully built their own practices. Whether you join a business mastermind group, hire a coach, or simply connect with other clinic owners in your area, having a support system can help you avoid costly mistakes and accelerate your clinic’s growth.

Final Thoughts

Starting a physical therapy clinic requires more than just clinical expertise. By setting clear goals, developing a solid marketing and sales strategy, focusing on patient fulfillment, and seeking mentorship, you can build a thriving practice. The first 90 days are critical for laying the foundation of your clinic, so take the time to plan and execute with intention.

Remember, running a clinic is like driving a car—you need a clear destination and a roadmap to get there. With the right preparation, your clinic can grow from a side hustle into a successful, full-time business that allows you to do what you love—helping people improve their lives through physical therapy.

By following this strategy, you’ll be well on your way to achieving your goal of starting and growing a successful physical therapy clinic.