Skip to content

How to get more tennis elbow patients: a plan for orthopedic and sports medicine practices

A hand on a ringing desk phone at an orthopedic and sports medicine practice front desk

Tennis elbow care is a service some patients pay for themselves and others ask their insurer about, and how it is described shapes who books and what they expect. Many callers mention pain on the outside of the elbow, pain when they grip a racket or a tool, a weak grip, an elbow that got sore after a new sport or task at work, a referral from their family doctor, or wanting a second opinion, and the calls are from adults. This guide is for owners, coordinators and front desk teams in orthopedic and sports medicine practices that see adults for tennis elbow: what MedlinePlus and NIAMS say about tennis elbow and other elbow pain, how it is checked, which claims to avoid, and how to turn requests into well-informed evaluations. Here, the orthopedic surgeon or sports medicine physician (called the clinician below) evaluates the patient and decides on the treatment plan, and talks it through with the patient.

  1. SearchAn adult looks for care near them.
  2. Your pageWhat you treat, who sees them, one way to book.
  3. Call or formThey call or send a request.
  4. Front deskBooks the visit and never guesses a cause.
  5. Clinical teamThe clinician decides the plan.
How a new patient request reaches your practice.

1. Know what tennis elbow care is and is not

The MedlinePlus tennis elbow article says “Tennis elbow is soreness or pain on the outside (lateral) side of the upper arm near the elbow.” and “But any activity that involves repetitive twisting of the wrist (like using a screwdriver) can lead to this condition.” The NIAMS sports injuries page says “When you play tennis or other racket sports, the tendons in the elbow can develop small tears, wear down, and become inflamed, causing pain on the outside of the elbow.” The MedlinePlus elbow injuries and disorders topic page says “Tendinitis of the elbow is a sports injury, often from playing tennis or golf. You may also get tendinitis from overuse of the elbow.”

Care starts with an evaluation, not a set package of visits. The MedlinePlus tennis elbow article says “Your health care provider will examine you and ask about your symptoms.” The NIAMS sports injuries diagnosis and treatment page says “To diagnose your sports injury, your doctor will likely:” and lists “Ask about the injury and how it happened.” and “Perform a comprehensive physical exam of the injured area.”

Only a licensed clinician examines the elbow, and the clinician decides which tests or a referral are needed. The NIAMS sports injuries diagnosis and treatment page says “You may also see:” and lists “Orthopaedic surgeons, doctors who specialize in diagnosing and treating injuries to bones, joints, ligaments, tendons, muscles, and nerves.” and “Sports medicine specialists, specialists who work with athletes and others with musculoskeletal injuries.” The practice decides which clinician sees each visit, within each license.

The MedlinePlus elbow pain article says “Elbow pain can be caused by many problems.” The MedlinePlus golfer’s elbow article says “Medial epicondylitis is soreness or pain on the inside of the lower arm near the elbow. It is commonly called golfer’s elbow.” The front desk does not say whether a caller has tennis elbow, golfer’s elbow, a sprain, arthritis, a nerve problem or another elbow or arm problem or which treatment they need, and neither the front desk nor an ad can tell one cause of a sore elbow from another.

Some callers are sure they have tennis elbow, or read out a result from earlier imaging. The MedlinePlus tennis elbow article says “An MRI may be done to confirm the diagnosis.” and the golfer’s elbow article says “You may have x-rays and an MRI to check for other possible causes.” The tennis elbow article also says “Sometimes, there is no known cause of tennis elbow.” Staff never interpret an imaging report.

Other signs call for a provider visit. The MedlinePlus elbow pain article says “Contact your provider if:” and lists “You have a prolonged case of tendinitis that doesn’t improve with home care.”, “The pain is due to a direct elbow injury.”, “There is obvious deformity.”, “You can’t use or move the elbow.”, “You have fever or swelling and redness of your elbow.”, “Your elbow is locked and can’t straighten or bend.”, “A child has elbow pain.” and “There is a lot of swelling and bruising around the elbow.” The list is quoted whole, as MedlinePlus writes it. The tennis elbow article says “Contact your provider for an appointment if:” and lists “This is the first time you have had these symptoms” and “Home treatment does not relieve the symptoms”. The golfer’s elbow article says “Contact your provider if:” and lists “You have a catching or instability feeling in your elbow.” and “Symptoms worsen or are accompanied by numbness and tingling that goes down your forearm.” The MedlinePlus elbow sprain aftercare article says “Contact your provider if:” and lists “You have increased swelling or pain”, “Self-care does not seem to help” and “You have instability in your elbow and you feel that it is slipping out of place”. If a caller reports any of these during the call, tell them MedlinePlus says to contact their provider, then tell the clinical team promptly so a clinician can speak with the caller.

The NIAMS sports injuries diagnosis and treatment page says “You should see a health care provider if you have symptoms of a serious injury. These symptoms include:” and lists “Severe pain, swelling, or bruising.”, “Being unable to tolerate any weight on the area.” and “An obvious deformity.” If a caller reports any of these during the call, tell them NIAMS says to see a health care provider, then tell the clinical team promptly so a clinician can speak with the caller; if the report also matches a sign in the paragraphs above, relay that line too. Many reports match more than one line; relay each line that matches, so staff never choose between them. Callers with a problem after earlier elbow treatment, or a new injury, go to the clinical team promptly. The front desk does not say what is causing the symptoms, does not judge whether a symptom matters, and does not tell callers what to do at home, whether to keep using the arm or which medicines to take or stop; staff note it on the intake form and pass it to the clinician, and pass any other symptoms to the clinical team promptly.

Some callers ask for one specific treatment only, or bring imaging results or a plan from another clinic. Book the evaluation the same way, give the price, do not promise which treatment the clinician will use or how the plan will look, and do not promise a plan based on earlier imaging or an earlier visit elsewhere.

Do not present tennis elbow care or a named treatment or technique as the only answer or as a sure fix. The clinician explains the options and decides on the plan with the patient.

Some visits involve a referral, often from a family doctor or an internist, or after an urgent care or emergency room visit. The NIAMS sports injuries diagnosis and treatment page says “Your primary health care provider can manage most injury-related problems and he or she may refer you to an orthopaedic surgeon, or a sports medicine specialist.” Some patients come with a referral from their doctor and some without; staff check what the patient’s plan requires and do not promise anything either way. Make the hand off from referring clinicians easy, and never offer or accept payment for referrals. See also patient referrals for medical practices, how to get more shoulder pain patients and how to get more carpal tunnel surgery patients.

2. Keep claims in line with the risk information

MedlinePlus and NIAMS give a balanced picture of tennis elbow care and point out the limits.

  • the MedlinePlus tennis elbow article says “Over time, the tendon cannot heal, and this leads to irritation and pain where the tendon is attached to the bone.”;
  • the MedlinePlus tennis elbow article also says “Talk with your orthopedic surgeon about the risks and whether surgery might help.”

On results, the MedlinePlus elbow injuries and disorders topic page says “Treatment depends on the cause.”. What helps differs from patient to patient. Do not promise that the pain will go away, that grip strength will come back, a return to a sport or a job, a number of visits, a time frame or any other outcome in ads or on the phone.

Treatment choice belongs in the exam room. The NIAMS sports injuries page says “Treatment for a sports injury depends on the type of injury”. Do not push a named treatment, technique, device, product or add-ons; the clinician explains the options after the evaluation and decides on the plan with the patient.

Write about patients with respect. Do not use fear copy about losing grip strength, giving up a sport or a job, getting older, money or what other people think, do not blame or shame people about their age, their job, their sport, their technique or their fitness, never joke about weekend athletes, and avoid shock images and deadline pressure. The NIAMS sports injuries page says “Anyone can suffer a sports injury, but several factors can increase the risk of sustaining injury.” Do not use a named treatment, product, device or technique as an ad hook, and never advertise or promise any treatment, product or prescription as a fix. Keep ad copy aimed at adults, and never target minors in ads or social campaigns. Never aim ads at people who have just had an injury or an urgent care visit. Do not build ad audiences from elbow, arm or hand problems, imaging results, urgent care or emergency room visits, past treatments, prescriptions, diagnoses, medicines or other health information, and do not use age, sex or a type of job as a stand-in for tennis elbow.

Book adults only. If a caller is under 18, or a parent calls to book for a child or teenager, do not book an evaluation; pass the call to the clinical team. The front desk does not judge whether a caller’s age, job, sport or another health condition changes the plan; that conversation belongs to the clinician. If you text or email about an appointment, use the patient’s own contact details and consent; see texting patients and the TCPA.

Avoid “fix your tennis elbow”, “back on the court”, “no more elbow pain”, “heal your tendon”, “skip surgery”, “cortisone shot”, “steroid injection”, “PRP”, “shockwave”, “tennis elbow brace”, “natural remedy”, “quick fix”, “walk-in”, “risk-free”, “insurance will cover it”, “no referral needed” and “FDA-approved”. Better: “the clinician will ask about your elbow and what you have noticed, examine the elbow, explain any tests and the options and decide on a treatment plan with you”.

3. Answer first-call questions honestly

  • How much does it cost? Give a clear starting price, say what it includes (the evaluation, any imaging, follow-up visits, any in-office treatment, whether medicines, devices and supplies are extra) and that what the clinician finds, the treatment plan the clinician recommends, where it is done and how many visits it includes affect the total. Say whether the evaluation, any imaging, follow-up visits and any in-office treatment are priced separately.
  • Does insurance pay? Do not promise coverage. Coverage varies by plan, so the practice checks each patient’s plan.
  • Which treatment will you use, and will it work? “We cannot tell that on the phone. The clinician will ask about your symptoms, which arm is affected, when it started and what makes it worse, your work, sports and hobbies, any earlier imaging, your health and medicines, examine the elbow and talk with you about the options and whether treatment makes sense.”
  • Can I be seen if I already have treatment from another doctor, take other medicines, have had elbow surgery or have other health conditions? Do not answer either way. Current treatment, other medicines, earlier elbow surgery and health conditions are questions for the clinician; staff note them on the intake form and the clinician talks them through at the evaluation.
  • Who does the work? Give the orthopedic surgeon’s or sports medicine physician’s name and real credentials. Let callers check them with the state medical board or the state board that licenses that clinician.

When a caller asks about insurance, staff take the plan details and say the practice will check; they never say the treatment will be covered.

Leave screening to the clinician. Your intake form can ask the patient’s age, the reason for the visit, which arm or both, what the patient notices, when it started and what makes it better or worse, the patient’s work, sports and hobbies, earlier imaging results, any earlier diagnosis and current treatment elsewhere, any earlier elbow surgery or injury, any urgent care or emergency room visit for it, any referral and the referring clinician, current medicines, allergies and health conditions. The NIAMS sports injuries diagnosis and treatment page lists “Ask about any recreational or occupational activities you do and if you recently changed the intensity level of these activities.” among the steps the doctor will likely take; staff collect these answers and never comment on them. Care at home, use of the arm, and whether to take, stop or change a medicine are decisions for the patient’s clinicians, never for the front desk. Never tell a caller to stop a medicine by a certain date, and never suggest a medicine, a product, a device or a home remedy. If a caller asks whether to keep taking, stop or change a medicine, or whether to keep playing, working or using the arm, suggest nothing; pass the question to the clinical team. The front desk does not judge how urgent a call is. Pass any report of elbow pain, swelling, redness, warmth or bruising, a fever, an elbow that looks out of place, locks, catches or feels unstable, an elbow the caller cannot use or move, numbness, tingling or weakness in the arm or hand, a new injury, a problem after earlier elbow treatment or surgery, symptoms that follow another medical treatment or get worse, any question about a medicine, or a caller who says they feel anxious, stressed or upset about their elbow or their arm to the clinical team promptly. If a caller says they are thinking about killing or hurting themselves, stay with them and tell them to dial 911 if it is an emergency or to call or text the 988 Suicide and Crisis Lifeline at 988, as MedlinePlus advises, then tell the clinical team. If a caller reports any of the signs listed in section 1 during the call, tell them what MedlinePlus or NIAMS says for that sign, as set out there, then tell the clinical team. The clinician decides whether someone is a candidate and which treatment is suitable. Front desk staff only collect the answers. Use the new patient phone script for the rest of the call, and book the evaluation, not the treatment, while the caller is on the line.

4. Plan the evaluation, treatment visits and follow-up

The MedlinePlus tennis elbow article says “The exam may show:” and lists “Pain or tenderness when the tendon is gently pressed near where it attaches to the upper arm bone, over the outside of the elbow” and “Pain near the elbow when the wrist is bent backward against resistance”. The NIAMS sports injuries diagnosis and treatment page lists “Order imaging tests such as x-ray or magnetic resonance imaging (MRI) scans to evaluate the bones and soft tissues.” Any steps before a visit or a scan are for the clinician to set. Tell callers that the choice of care comes after the exam.

Make second opinions easy, and give patients time to talk through the plan, care at home and any medicines with the clinician first.

For the evaluation and treatment visits, ask your clinicians for written notes on preparing for the visit, what to bring, such as a list of current medicines and earlier imaging results, any referral the patient’s plan asks for, care at home as the clinician sets it, warning signs and follow-up visits. On follow-up, the NIAMS sports injuries diagnosis and treatment page says “But if pain persists, seek help.” and “Seek medical care when you need it.” Share them with callers early. Aftercare depends on the treatment; the clinician gives exact instructions and sets the follow-up schedule.

5. Price, finance and follow up

  • Self-pay patients may be entitled to a good faith estimate; see the good faith estimate guide.
  • If you advertise a discount, follow advertising prices and specials. Avoid deadline pressure on a treatment decision.
  • If you offer financing, follow the patient financing guide.
  • Before-and-after photos need written authorization and honest comparisons; see before-and-after photos. FTC guides treat a patient’s result as typical unless you disclose what patients can generally expect.
  • Follow up after the evaluation without pressure; see consultation to treatment. Track tennis elbow requests and referrals separately, from request to evaluation to treatment, and keep the notes the clinician needs for follow-up visits.

Where MediLeadGen fits

MediLeadGen sends practices requests from people interested in cash-pay elective treatments. Each request goes to one practice only, with the person’s consent naming that practice, at a fixed price per delivered request.

See how it works for practices

Questions practices ask

How do we get more tennis elbow patients?

Answer requests quickly, give clear prices and what they include, introduce the orthopedic surgeon or sports medicine physician by real credentials, keep claims in line with the risk information, make referrals and second opinions easy, and book an evaluation where the clinician can ask about the symptoms, which arm is affected, work, sports, earlier imaging and medicines, examine the elbow and explain any tests and the options before deciding on a treatment plan.

Can we promise callers that treatment will end their elbow pain?

No. MedlinePlus says that sometimes there is no known cause of tennis elbow and that treatment depends on the cause, and NIAMS says treatment for a sports injury depends on the type of injury. Staff collect intake answers only, and the orthopedic surgeon or sports medicine physician decides on the treatment plan with the patient after the evaluation.

What should the front desk do when a caller reports a swollen or misshapen elbow, numbness or feeling upset about their elbow?

Collect the intake answers and pass any report of elbow pain, swelling, redness, warmth or bruising, a fever, an elbow that looks out of place, locks, catches or feels unstable, an elbow the caller cannot use or move, numbness, tingling or weakness in the arm or hand, a new injury, a problem after earlier elbow treatment or surgery, symptoms that get worse, any question about a medicine, or a caller who says they feel anxious, stressed or upset about their elbow or their arm to the clinical team promptly. If a caller reports tendinitis that does not get better with home care, pain from a direct elbow injury, an elbow that looks deformed, an elbow they cannot use or move, a fever or swelling and redness of the elbow, a locked elbow, a lot of swelling and bruising, these symptoms for the first time, home treatment or self-care that does not help, a catching, unstable or slipping feeling in the elbow, increased swelling or pain, or symptoms that get worse or come with numbness and tingling down the forearm, tell them MedlinePlus says to contact their provider, then tell the clinical team promptly so a clinician can speak with the caller. If a caller reports severe pain, swelling or bruising, being unable to put any weight on the area, or an obvious deformity, tell them NIAMS says to see a health care provider, then tell the clinical team promptly, and relay each other line that also matches. If a caller says they are thinking about killing or hurting themselves, stay with them and tell them to dial 911 if it is an emergency or to call or text the 988 Suicide and Crisis Lifeline at 988, as MedlinePlus advises, then tell the clinical team. The front desk does not judge how urgent a call is, say what is causing the symptoms or whether a symptom is serious, or suggest a treatment, product or medicine; the clinician decides.

Does insurance cover tennis elbow care?

Coverage varies by plan. Check each patient’s plan, and do not promise coverage in ads or on the phone.

General information for practice teams, not legal or clinical advice. Check device labeling, FDA requirements, state rules and your advertising with counsel and your clinicians. Last reviewed October 2026.

More resources

All resources for practices