3 Things to Ensure Open Enrollment Doesn't Work

3 Reasons Your Open Enrollment Campaign Will Fail Open enrollment can be one of the most profitable campaigns a cash-based physical therapy clinic runs all year.

But it isn't automatic revenue.

In this episode, Jeremy breaks down the three biggest mistakes that cause open enrollment campaigns to underperform, why some clinics sell just a handful of packages while others sell 75 or more, and what clinic owners need to do now to make their 2026 campaign successful.

Episode Topics Why sending emails alone won't drive a successful open enrollment campaign The importance of personal follow-up with current patients and warm leads How to amplify your offer across multiple marketing channels Why your staff needs to be involved in the campaign The preparation timeline for November 2026 open enrollment 1. You Skip the Manual Follow-Up This is one of the biggest differences between clinics that sell a few packages and clinics that generate significant open enrollment revenue.

Jeremy explains that approximately 80–90% of open enrollment revenue in the campaigns he's run comes from personal outreach, not mass emails.

That means building a list of people who already have a relationship with your clinic and reaching out directly.

Your outreach list should include:

Current patients nearing the end of their packages Past patients who never continued into another plan of care Leads from workshops, referrals, or advertising who never booked People engaging with your open enrollment emails or social posts Jeremy recommends three personal follow-ups during the 2026 campaign:

November 2: Campaign launch November 11: Mid-campaign follow-up November 19: Final reminder before open enrollment closes These should be personalized conversations, not generic promotional text blasts.

The emails create awareness. The personal conversations drive the sales.

2. You Don't Amplify the Campaign Open enrollment isn't just an email campaign. Your patients need to see the offer repeatedly throughout the campaign window.

Jeremy recommends reinforcing the message across multiple channels: