The P.t. Entrepreneur Podcast

This week, I'm chatting with Aimee Bailey, owner of Terra Lotus, doing business as The Pelvic Yogi out in Nashville. Aimee's got a cash practice, is a yoga practitioner, and importantly for this chat, she hosts her own local podcast. We got connected through Brandon, who manages both our podcasts, and I was fascinated to hear how she's leveraging that local podcast medium. We dive into how she's navigating the current craziness dealing with the aftermath of the Nashville tornado right into the pandemic shutdown, homeschooling three kids, and pivoting her concierge practice to telehealth. Aimee shares her journey into entrepreneurship after 16 years as a PT, why she finally took the leap (and wishes she'd done it sooner!), and the power of "doing it scared." We really dig into the nuts and bolts of her local podcast: why she started it, how she focuses on highlighting other local providers, her process for vetting guests and prepping interviews, and the direct and indirect benefits she's seeing just four month

Look, maybe you can't see people in person right now. That's tough. But here's the deal: this situation presents a massive opportunity. People are stuck at home, maybe feeling lost, maybe drowning themselves in Netflix and Ben & Jerry's. This episode is about how YOU can step in. We're diving into how to reframe this time as a golden opportunity for people to finally work on their health: movement, sleep, nutrition, stress management. I'm talking about building a remote coaching model that goes beyond basic telehealth. It's about providing real value, real accountability, and building a resilient, diversified revenue stream for your practice, even if you're starting from scratch or pivoting your existing cash practice. We'll cover the mindset shifts, the skills you need (especially getting over that fear of sales!), and how this can actually make your business stronger in the long run. Don't waste this time, let's talk about how to use it effectively.

Man, I finally got the chance to sit down and talk shop with someone I have a ton of respect for, Toko Nguyen from the Institute of Athletic Regeneration (IAR) down in Houston. You might know IAR from their con ed, residencies, or fellowships. I know when we get an IAR fellow in our Mastermind wanting to start a practice, it's like shooting fish in a barrel because their clinical skills are just top notch. In this episode, Toko shares his incredible journey, from his family escaping Vietnam as refugees to building multiple successful ventures: his education company IAR, his unique 30 minute cash practice model run out of a performance facility, and even working with the Houston Texans. We dive deep into his insane work ethic, how he manages his time across multiple demanding roles (hint: faculty development and an amazing wife!), the importance of building collaborative relationships (like with trainers in his facility), and overcoming the initial discomfort of charging what you're worth. We also get into wha

Got extra time on your hands with the current situation? Don't waste it. This episode dives into why focusing on lead generation right now is crucial. Learn actionable strategies to build your pipeline and come back stronger than ever when things pick back up.

Look, we're in the middle of some serious disruption with this global pandemic. Fear and uncertainty are high, I get it. But this isn't the time to freeze up or hide. In this episode, I'm giving you some straight talk, drawing on lessons from the military and running businesses through tough times. We cover how to maintain structure, lead or follow effectively, focus your energy where it counts, and most importantly, how to view this challenge as a massive opportunity to get stronger, personally and professionally. Stop focusing on the monsters under the bed and start focusing on what you CAN control.

Got a great question from the PT Entrepreneurs Facebook group about how to actually pay yourself when you're the boss, especially in a cash practice. It's a common question, and getting it wrong can cost you big time. We dive into the differences between structures like LLCs and S Corps, talk about the concept of a "reasonable salary" versus distributions, and why payroll taxes matter. I explain why just picking a low salary to save on taxes can backfire hard during an audit. Bottom line: understanding how to pay yourself legally and efficiently is crucial, but it's not something to guess on.

Today we're diving deep into SALES. Yeah, I know, maybe sounds weird to love sales, but mastering this is the linchpin for actually helping people and building a successful practice. It's not about tricking anyone; it's about clear communication and understanding the psychology behind decisions. We break down why selling is crucial for patient commitment and outcomes and when people pay, they pay attention! Learn how to frame your service using the 'river crossing' analogy: clarify where your patient is, where they want to go, and position yourself as the trusted guide (the ferry) to get them there. It's about their goals, their self-realization, not just your techniques. Selling a future-based outcome is tough, but it's the most impactful thing we do.

Today, let's talk sales, specifically how powerful storytelling can be. It’s not just for kids selling paper telescopes (like my son Jack learned!), it's a vital skill for us as clinicians. People connect with stories way more than features. When you frame your service within a relevant patient story, you help potential patients visualize themselves achieving the same success. You become the guide on their journey, not the hero. This builds trust and belief, especially early on, helping them commit to the process and ultimately get the life changing results they need. Learn to sell ethically using stories, and you'll help way more people.

Today I'm stoked to have my buddy Jeff Bitter from CustomFit Concierge Medicine and Health on the show. Jeff's got an incredible story, digging out of a massive $175k student debt hole in about four years using Dave Ramsey principles, then immediately launching his cash practice. We dive into how tackling that debt head on gave him the foundation and confidence to bet on himself. He shares the journey from side hustle to full time, the challenges of pricing (going from $100 to nearly $200 per visit!), hiring his first admin, and the mental hurdles of scaling and taking calculated risks. Jeff's journey is a powerful example of how financial discipline creates massive opportunity.

Had a chat with a student recently about getting their personal finances straight, especially with student loans looming and dreams of starting a practice. It reminded me how critical it is to get control of your spending early on. It ain't always fun, but it sets the foundation. Today, I'm breaking down the three biggest areas where you can slash expenses without totally sacrificing your life: Food, Housing, and Transportation. Forget the fancy dinners and brand new cars if you're trying to get ahead. We're talking practical, actionable steps like eating at home, house hacking, and driving a reliable (maybe not cool) car so you can crush debt and build real financial freedom. Remember, it's not what you make, it's what you keep.

I was joined by Yves early this morning. We're recapping our quick trip out to Denver for CSM, well, kinda. We skipped most of the conference but hosted a killer happy hour and hit the slopes in Breck. It was awesome connecting face to face with listeners, mastermind members, and students. We noticed a big trend: younger clinicians are way less afraid to jump into their own thing right out of school, valuing work life balance differently. But, impatience can be their kryptonite and you still need those clinical reps and life experience to truly connect and get results. We also talked about clinic "saturation" (it's a myth, think about how many gyms exist!), finding space, the easier cash based conversation these days, and why figuring it out alone is the slow, painful, and potentially relationship ruining way versus getting help.

My son hit me with a deep question this morning: "Dad, if money is just paper, why is it valuable?" Good question, right? It's valuable because we agree it is. That got me thinking how many other things in our lives, especially our own limitations, are just things we've agreed are true, often because of the people around us? Today, we're digging into mindset. Those boundaries you think you have? They're mostly made up, just like the temperature scale or the value of a dollar bill. Stop letting negative people or colleagues who haven't done shit define what you're capable of. Surround yourself with people who push you, believe in you, and watch how your own self belief skyrockets. It takes time, like training, but breaking those mental barriers is the key to unlocking your potential.

Got back from CSM and noticed a big gap many practice owners have: focusing only on new patients. Today, we're diving deep into continuity options and the key to stable recurring revenue and a less stressful business. I'll break down three powerful ways to keep clients engaged long term, boosting your bottom line and their results.

Ever feel like you're hitting a wall trying to sell your services? Maybe you think switching things up, like going digital instead of sticking with in-person, will solve the problem. I recently chatted with one of our mastermind members who felt exactly that, struggling with price objections and lacking confidence. But here’s the raw truth: your limitations, especially around confidence and communicating value, will follow you wherever you go. Changing the arena doesn't change the player. This episode breaks down why avoiding your weaknesses is the worst strategy and how facing them head on is the only way to truly grow your business and yourself.

This week, I got to flip the script and interview my buddy Jared Cooper, who actually just interviewed me on his own show, the Physio Mission Podcast. Jared's a PT entrepreneur running both a brick-and-mortar practice, Moment Physical Therapy in New Jersey, and a digital business, Physio Secrets, teaching clinical skills. We dive into how he balances it all, his journey from martial arts and film to fitness and PT, and his unique engineering inspired approach to teaching through simple frameworks. We talk about the huge gap in soft skills training in PT school, why digital businesses can be tougher to start than physical ones, and why focusing on homeostasis is key to patient success (shoutout to Florence Kendall!). Lots of gold in this one. Find Jared at Physiosecrets.com.

On this episode, I'm diving into something super important but easy to overlook when you love what you do: taking care of yourself. It's easy to get addicted to the progress and the work, especially when you're passionate about building your practice. But that passion can lead straight to burnout if you're not careful. I share my own struggles with hitting a wall, how multitasking crushed my nervous system, and the steps I'm taking now like using objective data like blood tests and a Whoop band to stay healthy for the long haul. Because let's face it, you're no good to your business, your family, or your patients if you run yourself into the ground. This is a marathon, not a sprint.

Had one of my business partners, Jerred Moon, join me on the PT Entrepreneur Podcast today. We planned to talk digital content, but took a hard left turn into something just as critical: getting your personal finances dialed in as an entrepreneur. Jerred shared his awesome journey from Air Force fighter pilot to successful online fitness coach (check out Garage Gym Athlete!), including how he crushed $100k in debt fast. We dove deep into why sorting out your insurance (life, auto, home, umbrella) is non negotiable, why investing in YOURSELF and your skills often beats traditional retirement accounts early on, the power of cash flowing assets like real estate versus just accumulation, and why you absolutely need to own your financial future instead of just handing it off.

Today, we're tackling a beast: student debt. It sucks, it's stressful, and it holds too many PTs back. I get it, I've been there. I break down the two main paths to crush that debt: the slow-burn sacrifice method (like Dave Ramsey's snowball) and the faster, more powerful way dramatically increasing your income by betting on yourself. Listen, the fastest way to get rid of your debt isn't just scrimping and saving, it's making more money. Period. We talk numbers and mindset shifts required to accelerate your debt payoff and truly change your financial future.

I’ve got my awesome wife Ashley joining me (and Big Head Ted, our dog). We're diving into a book that really hit home for both of us: "The Power of Moments" by the Heath brothers. We chat about how creating specific, memorable positive experiences not just everyday stuff, can make a huge difference for your patients, your staff, and even your family. Think turning a negative situation into a win, the surprising impact of small thoughtful gestures, and why focusing on staff appreciation is just as vital as patient care.

Dropping some truth today about the rush to build digital products. Everyone wants that leveraged online income, but too many people skip the most crucial step: actually working with people face to face first. I'm talking about earning the right to go online. You can't effectively solve problems for the masses digitally if you haven't put in the time understanding those problems and honing your solutions in the real world. Stop chasing the passive income fantasy and focus on building real expertise first.