The Truth about Getting Started & Making Money from Exercise Referrals. Nichola Curran Founder & Director Evolve Leisure
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1 The Truth about Getting Started & Making Money from Exercise Referrals Nichola Curran Founder & Director Evolve Leisure
2 What we will cover: 1. How GP s are financially rewarded 2. Where to focus your attention (conditions to tackle) 3. Putting together your package 4. Why you need to measure & evaluate 5. Who to sell your package to
3 My background Delivered training courses for 16 years & Qualified over 1,500 instructors Sit on 2 expert panels which look at the content of UK fitness qualifications (TEG & Level 4) Managed 500 referred patients Founder of Evolve Leisure & now work with Fit Pro s who want the skills, knowledge & tools to be really successful
4 Why am I doing this? Not interested in churning out qualifications Am interested in helping Fit Pro s to be successful Am passionate about this industry Want to share my experiences to give you a heads up Want to take away the confusion and give you facts Want us to make a huge impact upon the nation s health
5 Let s get down to business. GP s & Quality Outcomes Framework (QOF) QOF voluntary incentive and reward scheme Each GP/Practice are scored on health outcomes per patient The higher the score, the higher the financial reward for them
6 Examples of QOF s The percentage of patients with: Hypertension, who are given lifestyle advice on increasing physical activity and healthy diet. Hypertension in whom the last blood pressure reading is 150/90 or less. Diabetes in whom the last blood pressure reading is 145/85 or less. Diabetes who have a record of HbA1c of 7 or less.
7 Key findings of 2010/11 QOF reporting: Across all ages Hypertension & Asthma have the highest prevalence Depression in those aged 18 yrs + has the highest prevalence Followed by Obesity in those aged 16yrs.
8 Where do you come in? You help GP s to increase their scores Show them how what you do solves their problems too, i.e. you ll be recording BP, sign posting to smoking cessation You will help reduce the no. of patient visits You will reduce in-patient & out-patient costs Your service becomes a profitable asset to their business model
9 Where to focus your attention? Each region of the UK will have a particular prevalence of medical conditions. Find out what these conditions are in your area. shows the health profile per post code Consider the results from QOF reports. It needs to be important and resonate with you.
10 Don t model the typical GP Referral Scheme Commissioners look for innovation and real value Find your USP where do you bring added value? Ensure you have relevant qualifications Level 3 Exercise Referrals is the gold standard Ensure you have insurance & CRB checked
11 What s Your Package? Identify the conditions you will work with e.g. Diabetes, COPD, Obesity, CHD??? Outline the problems they have which you help solve What biomarkers you will measure - Waist, BP, Weight, BMI, Blood Glucose Levels, Peak Flow??? State when they will be measured How long is the programme?
12 How many times per week will people attend? Include nutrition & lifestyle education Include added value products/services Sign post to other groups, e.g. smoking cessation Work out your overheads and what you will charge? Think about how many people you can help and over what period of time (you will be asked) Use success stories to help with promotion?
13 Pitching to Public Health & GP s.. Show the patient journey step by step what the patient will be doing, when and where Show the referring GP s journey the referring criteria, the forms to fill in e.g. GPPAQ, Informed Consent Highlight the health outcomes the service will achieve - make it as easy as possible for GP s to understand the value to them & patients Make it as easy as possible for GP s & other healthcare practitioners to refer to you
14 What s your message? Ask the person next to you what they do and write down their answer
15 STOP talking about what you DO I m a fitness professional who works with people suffering with Diabetes and Obesity. I m a personal trainer. I m a group exercise instructor I m a Boot Camp Instructor. BLAH BLAH BLAH
16 START talking about how YOU solve problems I work with Diabetic patients to control their glucose levels, reduce their blood pressure, minimise the risk of further complications and dramatically improve their quality of life. I work with GP s to provide improved health outcomes for their patients, reduce the number of their patient visits, saving them time and money. I m a PT who specialises in helping people to drop 2 dress sizes, get their diabetes under control and ultimately save their lives
17 YOU CHANGE PEOPLE S LIVES YOU SAVE PEOPLE S LIVES
18 For 30,000 the NHS can prevent For 30,000 the NHS can prevent: 1 heart attack with statins 2 heart attacks with smoking cessation 38 heart attacks with physical activity
19 Physical activity is by far the most cost-effective approach!!! So. Why are GP s not prescribing it?
20 The language barrier both parties need to start to speak the same language We need to collate data to prove PA is credible We need to be more hard hitting with our message We need to be able to reach more than just a handful of people Consider collaborative & partnership work to make a real impact
21 We Must Monitor & Evaluate Don t leave this to chance have a plan How and when will you monitor success? Evaluate patient retention, satisfaction, improved health outcomes etc Highlight the success stories Show hard data and facts
22 Who to pitch to Local Public Health Commissioners (advise GP s of services to use) Local Authority Practice Managers GP Commissioning Groups will decide which service they wish to commission for their patients. Practice Nurses give lifestyle advice and will sign post patients
23 Alternative business models Physio s - an alternative route for a specialist service Personal Training specifically for clients with medical conditions in a club or on your own Corporate companies as part of their Health & Wellbeing Policy Private Hospitals/Clinics
24 How it s worked for those I have worked with..
25 "For some time I had been eager to break into the Exercise Referral market but didn't understand how the process worked. After speaking with Nichola I was able to set up 2 meetings with a group of GP s and a PCT. The GP s have agreed to refer patients to my Nordic Walking programme and the PCT have offered me a position on their focus group for exercise & physical activity. Nichola is no doubt a leader in the field of education and referrals and I would not hesitate to recommend her to anyone wanting to succeed". Beverley Boon
26 After completing the Exercise Referrals course with Nichola, we wanted to build a working partnership with a Physio so we both went on to do the Level 4 Low Back Pain course. Having tutors who know how GP s and Physio s work has made all the difference to us. After just a couple of weeks we were receiving referrals via a Physio and in the first month alone our PT revenue increased by 2,500. The way we work with clients has changed, our confidence has increased and our clients are getting better results. Katie Pond, Sports Manager and James Fugl, Personal Trainer. P.S. James, is now one of the top 5 performing PT s across the UK for a premium sport & fitness chain
27 In summary Decide upon the conditions you will specialise in Ensure you are adequately qualified Get clear with your message how do you solve their problems (patients and GP s) Put packages together to show added value Get to know who commissions the services in your area Have a private approach without GP s referring
28 Don t let this information stay on your notes or in your head Take Action and Do Something Different
29 Remember Take Action THANK YOU
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