1. Ergotherapy -What does a physiotherapist sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which physiotherapist to choose? _____________________________________________________________________ Call Opening Questions: Do you specialize in any specific types of Ergotherapy, such as: patients with delay of development, disturbances of sensory integration, attention deficit, hyperactivity, hypoactivity, movement disturbances, learning disturbances, persons with a behavioural disorder or someone who can not act without help. Can you help people with more specialized problems such as: patients who have just had a stroke, who have conjenital deformities, or even an amputation? Do you offer any of the following even more specialized procedures or techniques such as Biopath concept (injuries to the brain), Affolter concept (problem-solving skills, non- verbal in some cases), or Castillo-Moralis method (children with slowed sensory-motor development) Does your facility provide a full line of rehab equipment (cybex machines), electrotherapy equipment (such as ultrasound), an area for aquatic therapy (pool) and/or massage therapy? Do you offer emergency services for regular patients (after hours, weekends)? Would you be willing to go to the person’s home to work with them if that’s where they felt more comfortable? What age do you start seeing children? Do your potential clients care about some of these points-if so, could we discuss in more detail? Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

2. Ergotherapy Needs Analysis Questions: Which types of patients do you want to work with the most? (possible headline) _________________________________________________________________________________ What % of your patients do these represent? What % would you like it to be? _____________________________________ _______________________________________ What other types of patients do you handle? Would you like more of any of these type of patients? (massage therapy, physiotherapy, etc. headings) _________________________________________________________________________________________________ How many therapists do you have? How many patients do they see a day (avg)? _____________________________________ _______________________________________ How many more patients (on average) could they see a day? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one patient visit? (ROI) __________________________________________________________________________________ WHY is your ergotherapy clinic the best choice for someone or a family? (subheadline) __________________________________________________________________________________ What type of specialized training have your therapists gone through? Are they professional and courteous? __________________________________________________________________________________ How far would you someone be willing to travel to visit your clinic or would your therapists go? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your practice now? (continuity of ad messages) __________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions