In our previous newsletter, we reviewed the four Medical Exercise Services (MES) client categories: Post Rehab, Medical Exercise, Corrective Exercise and Functional Maintenance. This newsletter will discuss the 'Post Rehab' client category.
You may be wondering, “Why should I categorize medically-based clients?” Simply put, categorizing MES clients allows you, the Postrehabologist to:
· Better manage your client,
· Provide the appropriate exercise program, and
· Monetize your services.
As we discuss the Post Rehab client, you will see their specific needs, recommended services and keys to monetization.
Post Rehab clients are within one year of onset of their condition, injury and/or surgery. The first year is most critical in the management of most medical conditions. Regardless of the condition, any client you see that is within one year or less from the onset of their condition or surgical procedure is categorized as 'Post Rehab'. Though the client may demonstrate a high level of function, the one year since the onset of the condition takes precedence. The Post Rehab clients have usually completed physical therapy and/or chiropractic care. A referral from a medical professional is required for the Post Rehab client to enter the MES program. The referral requirement is necessary due to the recent medical history (1 year).
Examples of conditions in this Post Rehab client category include:
· ACL reconstruction,
· Total joint replacement,
· Rotator cuff tear, and
When a Post Rehab client enters the MES program you must ask for their medical referral. As we discussed earlier, most of these clients will have a referral, but those that do not, must be sent to their physician, physical therapist or chiropractor to obtain medical clearance. If the client does not have one of these medical professionals to return to to obtain a referral, this becomes a golden opportunity for the postrehabologist to establish a relationship with a medical professional in the community. By sending this client to a medical professional to obtain the necessary clearance you have significantly boosted yourself up the rehab referral chain. In your referral letter to the medical professional specifically mention your request for medical clearance and recommendations for the client's exercise program. Your referral will pay dividends later.
Post Rehab clients require certain components in their exercise programming. First and foremost is a thorough post rehab screening and assessment. The screening will determine if the client is appropriate for medical exercise services. The assessment allows you to specifically identify the client's residual functional deficits and establish post rehab goals. The assessment should be priced based on the regional rate for a personal training assessment of the healthy client. Price your post rehab assessment 25 to 50% above the rate for the personal training assessment. Your post rehab assessment requires more skill and knowledge to identify functional deficits and establish appropriate program goals. This justifies the higher fee. The higher fee also includes the forwarding of your assessment findings and goals to the referring medical professional.
The exercise programming options for the Post Rehab client are based on the client's diagnosis. In post rehab training the phrase 'managing the condition and training the client' is key. If you use a protocol-based approach to managing the client's condition you will find training the client, whether utilizing group or one-on-one, much easier. You will also reach the post rehab goals identified during the assessment and produce a positive functional outcome for your client.
The protocol-based approach will also allow the development of 'Med-Fit Package' training programs. These programs allow you to train clients with similar conditions in small groups. This model can provide a highly profitable approach, while also offering your clients (particularly seniors) an economical option to improve their health and function. I recommend developing Med-Fit Packages using the following model:
· 4 to 10 participants in a small group setting,
· 6 to 8 training sessions ranging from 75 to 90 minutes in length.
· Sessions begin with a 10 – 15 minute 'lecturette' discussing a key point regarding exercise management of the 'featured' condition.
· Remaining portion of the training session is exercise training, supervised by a postrehabologist, with participants performing at the appropriate intensity level.
I recommend a minimal charge of $180 to participate in a Med-Fit Package program. Research your area and adjust the Med-Fit fee higher or lower depending on rates and overhead costs in your community. Examples of the Med-Fit Packages include our Dynamic Back School, the Total Joint Functional Training School and the HTN/DM Exercise program.
Managing, monetizing and attracting post rehab clients starts with a clear understanding of their needs and exercise programming options. As noted above, programming options include one-on-one training as well as Med-Fit packages. All graduates of one-on-one and Med-Fit packages are eligible for 'medical memberships'. Medical memberships are just another income stream when managing the Post Rehab client.
In upcoming Post Rehab Connections, we will review the key components of Med-Fit Packages and medical memberships.Please join us Tuesday, August 9th at 6pm ET/3pm PT for Post Rehab Profit$ & Protocols when we discuss more details on the 'Medical Exercise Services Client Categories – Post Rehab Client'.
Click the link below to join the teleseminar: