Learn how to confidently navigate cash-based sales conversations with this guide on creating an effective cash-based sales script for PT, OT, and SLP practices.

The scariest part of starting a therapy private practice, is selling yourself. We’ve spent our careers using insurance either as employees or practice owners, but what if we wanted to pivot to cash pay – what will patients say? In this guide, we’ll walk you through the conversation you’ll have with patients if you want to charge cash for PT, OT or SLP services.

The Cash Based Sales Script for PT, OT and SLP Practices

Reframe Your Mindset:

Before we go into the sales flow, it’s important to reframe the conversation you’ll have with your patient, caregiver, or family member.  Instead of thinking of this as a sales call, which when we think this way can make us feel scared, slimy, and not why we started our practice, we should instead just focus on the call on the following:

Answer any of our potential patient or their loved ones questions to the best of our abilities

Guiding this potential patients care, making sure they are appropriate for therapy and that you are the best provider for them

Learning about their care and providing care, advise, and recommendations based their diagnosis and aliments

If you treat this consultatory phone call with your therapist hat on, then usually people recognize your passion, your knowledge, and your ability to help them. And this attitude can really help make you feel more comfortable on these sales calls as well as help close more bookings. 

Prepare For Common Questions:

There are going to be some frequent questions that you’ll likely receive on every or at least most phone calls. Having prepared answers to these questions will greatly improve your confidence and comfort and success with your sales calls just like reframing your mind will.

Common questions may include: 

Why choose you vs the other practices?

Prepare this answer by looking at what your competitors are doing and how you are different? Is it the time you spend with the patient? Is it your credentials or extra certifications? Is it your demeanor and personality? Is it your background/experience? Is it the tools or technology you use? Is it the extra accountability or apps or education your provide included in your services?

There are a number of things you ask yourself to help prepare for this question but think about the hard and soft skills that make you special. 

There are a number of things you ask yourself to help prepare for this question but think about the hard and soft skills that make you special. 

Why should I pay cash vs using insurance?

How long have you been practicing, what have you treated (this may also be said in a way where they ask if you’ve seen their diagnosis), what is your experience? In this question, just be prepared to say how many years you’ve been a practitioner for, what settings and diagnosis you’ve seen, and if you know the prospective  client’s diagnosis ahead of time then you can prepare an answer about the experience with their diagnosis. 

Keys for these common questions is to, within HIPAA, provide patient success stories and real examples. This helps patients visualize how you’ll treat them and feel more confident that you’ve had success with their diagnoses. 

Sales Script Template for PT, OT, and SLP clinics

Welcome them:

YOU: Hi ___name_______, thank you so much for your interest in our practice! I’d love to know what is causing you to reach out for our _____PT,OT,SLP___therapy services? 

PATIENT: Patient will talk about his pain, diagnosis, aliments. You’ll simply listen and take notes.

Review what they said:

YOU: Thank you for sharing that information. Let me just summarize so that we are on the same page and then we’ll talk about how I can help you, as I really feel like we could make a dramatic impact on your ___pain, quality of life, walking etc______________________.

Perform brief summary. Then ask, is that correct?

PATIENT: Yes, that’s correct! Finally, someone who is listening!

Now impress them with patient example and what you would do to help:

YOU: Great, I’m glad we are on the same page and we have treated a lot of people in your same situation! In fact _____share patient success story (brief story)__________________________.  We would focus on address __briefly cover how you would help them, what the issue is______________________. 

PATIENT:  Wow, that sounds like that is what I need!

Now schedule them: 

YOU: Oh good, I’m so glad – we really try hard to make sure we can help and that everyone is in the best place to feel better! 

I would love to schedule you for your evaluation – we are a cash only clinic and the evaluation is $150. Included in the evaluation is a full hour one on one with one of our highly skilled therapists who will answer all your questions, perform a detailed evaluation of diagnosis, and give you several things you can do that very same day to make you feel much better.  Although we accept only cash, we’ll also provide you with what’s called a “superbill” that you can take to get reimbursement back from your insurance. 

This is the hardest part of the call. You have built repour, made sure the prospective patient is the right fit, and proven your knowledge level. This point in the call is where the prospective patient may have some hesitations. 

PATIENT: I’m not sure I can afford that…….

YOU:  This is where you could talk about results, perhaps you get patients better in less visits that other clinics. That’s at least a $20 co pay savings each time. So they can make up that savings in co pays.  

You can also talk about that you have had direct experience and that they have been trying to have help for years with no avail, this is that chance to really get better. 

You can also explain the superbill and how that will offset their costs and so really the end cost could likely be 50% of that, so only $70. 

Make sure to try to schedule them on the call and take payment on the call. 

Post Call:

Make sure you’ve set up text and email reminders for patient to ensure they show up to their evaluation. 

Make sure you email them a thank you email about how excited you are to see them, parking details, and any other important information they may need to make their visit with you easy and stress free. 

Summary: 

We hope this sales guide has helped to illustrate how you can just be yourself and let best patient care help you in your success.  The more you practice this script the easier it will be as well and you’ll learn the nuances of your particular city and patient population as well. 

Choose HelloNote as your trusted EMR partner for cash-based practices. Simplify scheduling and superbill creation to streamline your workflow. Schedule your free consultation today!

Co-treatment vs. duplicate services: understand the key differences in therapy. Tips for accurate co-treatment documentation and effective progress notes.

If you work in a setting that offers multiple types of therapy, such as a skilled nursing facility (SNF) or inpatient/acute rehabilitation unit, you have probably, or eventually will encounter something called co-treatment.

So what exactly is co-treatment and how does it impact you as a therapist? According to Medicare, co-treatment is when different professional disciplines can effectively address a patient’s treatment goals, in a single therapy session. For example, a Physical therapist might be addressing balance training for improved functional mobility while an Occupational therapist focuses on ADL training for increased independence. Co-treatment is covered by Medicare, but as a therapist, you must follow specific rules to ensure documentation and billing is completed correctly so that rendered services are not seen as duplicate services by insurance companies.

Now that you know what co-treatment is, you might be asking yourself when exactly co-treating is appropriate? The answer provided by the ASHA, AOTA, and APTA is: when coordination between two disciplines will benefit the patient, not simply for scheduling convenience. Co-treating should also be limited to only two disciplines providing interventions during one single therapy session, so whether that is PT and OT or PT and ST, just no more than two disciplines at one time.

When documenting for a co-treatment session, be sure to include the following:

• The rationale for co-treatment
• The specific task and goal that was addressed by each therapist and how it is related and/or interdependent upon the goals of the other therapist
• Must be documented and explicitly state in the documentation, by both disciplines, that the interventions provided were part of a co-treatment session

***The most important part of documenting a co-treatment session is explaining why this is the correct treatment for this specific patient and how it will lead to better outcomes for the patient, specifically when compared to a 1:1, single discipline therapy session.

While accurate documentation is crucial, as a therapist you must also appropriately bill for the co-treatment session. How you bill will depend on which part of Medicare you are billing for as well as the collaborating disciplines and setting. Here are some general guidelines when billing different parts of Medicare:

• • Part A (SNF setting): If a patient receives therapy from two different disciplines in a single therapy session, then both therapists may separately bill for the entire treatment session.

• • Part B (outpatient hospital or clinic setting): If co-treatment occurs in this setting, therapists cannot bill separately, but can split the units billed between them, specifically for PT and OT. The units and total time billed must be equal to the total duration of the session performed.

**Please note: The exception to co-treatment billing for Medicare part B is if speech therapy is the second discipline. Since the codes billed by SLPs are typically not time based, if co-treating, SLPs should bill for one untimed session and the OT/PT should bill for all of the timed treatment codes.

***Also, if a PTA or OTA provides the co-treatment, you must bill using the respective modifiers, CO for OTA and CQ for PTA. Beginning in 2022, if more than 10% of services during one session are being provided by an OTA/PTA, Medicare will only provide reimbursement for 85% of the Medicare fee schedule for services.

Keep in mind, co-treating will be appropriate for some, but not all, patients and if providing this service, your documentation must clearly justify why co-treating is appropriate for that particular patient. If you provide a co-treatment session, but your documentation does not provide justification, then insurances can deem your services as “duplicate services” and decline reimbursement for those services.

Here are 4 tips to prevent duplication of therapy services:

• Educate all therapists: The claim will be denied if documentation shows two different disciplines treating the same goal or treatment area.

• Define the differences between each discipline, especially when addressing functional mobility, transfers, and/or balance.

• Relate the treatment session back to discipline-specific goals: Be sure to have at least one goal for each functional deficit and/or area that you plan to treat. For instance, if a PT plans to treat for gait deficits, there must be a SMART gait goal. Similarly, if an OT plans to treat for shower deficits, there must be a specific shower goal in their plan of care.

• Progress notes are important: When writing progress notes, be sure you are providing rationale for why your discipline-specific skilled therapy services are required for that particular patient.

If you find yourself in a situation where co-treating is the right choice for your patient, be sure to refer back to this guide to ensure you are appropriately documenting and billing for co-treatment services so that Medicare does not think you are duplicating services during your co-treats. For all of your therapy documentation and billing needs, be sure to check out HelloNote, an EMR documentation system made by therapists for therapists.

Resources:

Joint Guidelines for Therapy Co-Treatment Under Medicare

Co-Treatment Things to know and consider

How to Avoid Duplicating PT/OT Services

CMS Final Rule: Physical Therapy Medicare Guidelines 

Billing Examples Using CQ/CO Modifiers for Services Furnished In Whole or In Part by PTAs and OTAs