Re: Paying a Marketing Employee

February 18, 2008

A client recently called to ask if I knew how to structure a compensation

package for a marketing person. I was able to share some thoughts with him,

but thought I would ask this list serve how different individuals/companies

structured financial packages for people they hired.

Any thoughts? Did you offer salary and bonus? What successes have you

experienced? What failures?

Please feel free to share with the list or contact me directly.

Thank you,

Jim Hall, CPA <///><

General Manager

Rehab Management Services, LLC

Cedar Rapids, IA

319/892-0142

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2050827?NCID=aolcmp00300000002598)

February 19, 2008

Jill,

Remember, you are not paying the marketing person to market. You are paying

them to get you a product. The product they are to get you is new patients.

They can " market " all day long and get you no new patients. What's that

worth? You should establish a product-oriented pay system and track their

productivity. You can pay them a reasonable base salary plus a commission

on each new patient. And remember, a new patient is not worth anything to

you until they show up for their first visit and are treated by a therapist.

What if you gave your marketing person $10 for each new patient who arrives

for treatment? Do you think that might motivate them? If each new patient

represents an average revenue to your practice of $1200, then you would be

paying less than 1% commission to the marketing person. Another piece of

advice: any new marketing person really needs to know what they should say.

I recommend taking them to the New Patient Course offered by Measurable

Solutions. This will establish your base marketing program for your

practice. Their phone is .

Rob Jordan, PT, MPT, GCS, OCS

_____

From: PTManager [mailto:PTManager ] On Behalf

Of JHall49629@...

Sent: Monday, February 18, 2008 7:55 PM

To: PTManager

Subject: Re: Paying a Marketing Employee

A client recently called to ask if I knew how to structure a compensation

package for a marketing person. I was able to share some thoughts with him,

but thought I would ask this list serve how different individuals/-companies

structured financial packages for people they hired.

Any thoughts? Did you offer salary and bonus? What successes have you

experienced? What failures?

Please feel free to share with the list or contact me directly.

Thank you,

Jim Hall, CPA <///><

General Manager

Rehab Management Services, LLC

Cedar Rapids, IA

319/892-0142

************-**Ideas to please picky eaters. Watch video on AOL Living.

(HYPERLINK

" http://living.aol.com/video/how-to-please-your-picky-eater/rachel-campos-du

ffy/ " http://living.-aol.com/video/-how-to-please--your-picky--eater/rachel--

campos-duffy/

2050827?NCID=-aolcmp0030000000-2598)

February 19, 2008

With all due respect to Rob, I'd advise caution in the structuring of any

compensation for a " marketing " person. On first blush Rob's suggestion

could be interpreted as " fee splitting " which would run afoul of

prohibitions against such structuring of compensation. In many states, New

Jersey in particular, our professional services are regulated in many ways

including licensure regulations including fee splitting and laws regarding

proper structuring of professional practices.

I'd strongly suggest you consult with an attorney with expertise in

healthcare and professional service compliance.

Mark F. Schwall, PT

Future Physical Therapy, PC

1594 Route 9

Unit 2

Toms River, NJ 08755

Fax

Skype mfschwall

President

New Jersey Society of Independent Physical Therapists

2123 Route 35

Sea Girt, NJ 08750

From: PTManager [mailto:PTManager ] On Behalf

Of Jordan

Sent: Tuesday, February 19, 2008 3:01 PM

To: PTManager

Subject: RE: Re: Paying a Marketing Employee