The P.t. Entrepreneur Podcast

We're digging into some basic business finance that's super important: profit and revenue. Sounds simple, but it's easy to misunderstand, especially when you're building your own cash practice. Think of solid financial understanding like a killer offensive line in football. They don't score touchdowns, but they stop bad things from happening. Same in business. Knowing your numbers, the difference between top-line (gross revenue) and bottom-line (net profit), is your bedrock. We'll talk about how your profit picture changes as you scale, why a $250k solo gig is a profitable job but not a business, and the trade-offs when you hire to build something truly passive and sellable. It's about understanding what kind of business you want to build.

Dropping another nugget from our Mastermind event, and this is a big one I wish someone had told me when I was starting out: earn the right to start a second project. So many of us, myself included early on, get shiny object syndrome. You start your cash practice, and then you're immediately thinking about online courses, digital products, multiple revenue streams. Here's the deal: splitting your focus like that when your primary business isn't yet self-sufficient is a recipe for slowing yourself down, or worse, mediocrity in both. We talk about the allure of "passive" digital income and why it's often harder than it looks. Before you dive into a second venture, build your first one to a point where it can largely run without you. Focus, build, systemize, then diversify.

Still buzzing with excitement and lessons from our recent mastermind event in Atlanta. We're all about tactical, actionable stuff you can implement right away, not just theory. Today, I'm hitting on a big one I saw over and over, especially with newer practice owners: this urge to be a jack-of-all-trades, trying to master multiple niches at once. You're a runner, but you want to be the CrossFit guru. You're a swimmer, but you're eyeing that CrossFit market. My message? Stop. Double down on your strength, that one niche where you have inherent credibility and a real passion. That's where the magic happens, and it doesn't limit you; it actually expands your reach.

Joined by Yves and Jerred, a little brain-dead after our two-day live mastermind event here in Atlanta. We just wrapped up and wanted to share some big takeaways while it's fresh. Man, it's incredible to see the growth – from 7 people in 2017 to 68 this year. We're diving into the power of getting the right people in a room, the energy, and the insane brainpower. We talk about the vetting process, the importance of an abundance mindset, and why we exclude big egos. Plus, we're spilling on a cool new thing we did with colored name tags based on revenue (it's a game-changer for motivation!) and the magic of structured hot seats for problem-solving. It's all about tangible results and supporting each other.

Got a real talk episode for you today. We all think we're pretty awesome clinicians, right? But what if I told you, you're probably not as awesome as you think you are when it comes to the stuff that really builds a bulletproof practice? Too many of us are chasing new patients, new patients, new patients. That's only 10% of the game. The other 90%? It's your service, your product, the experience you give people. We're talking about being the Chipotle of PT, focusing on delivering something so damn good, people can't help but talk about it, instead of just throwing money at ads. This one's about the little things that make a massive difference.

I'm tackling a big one: bringing on your first staff PT. This came up with one of our Mastermind members, and it's a hurdle for a lot of practice owners. That first hire is always the scariest, right? The unknown. We're diving into the common fear: "Will I have enough work for them?" and flipping that script. Your new hire isn't just a cost; they're an asset, another rep for your brand, another person to do marketing and networking. But you gotta set it up right. We'll talk about consistent marketing systems, cash flow, and the absolute necessity of investing time in training both clinically and in business skills. Don't make the mistake of hiring and then being too busy to support them.

Today, we're not just talking business, we're talkin' MATH. Yeah, the marketing math that can make or break your practice when it comes to paid ads. Sick of throwing money at Facebook and hoping for the best? I'm breaking down exactly what numbers you gotta track, cost per lead, show rates, all that good stuff, so you can see if those ads are actually bringing in cash, or just draining your bank account. We're talking turning one dollar into seven, eight, even nine bucks back. Time to get predictable with your growth, people!

So, I jumped on a sales call the other day, something I haven't done in a while, and it got me thinking. That whole "we're one on one" pitch? It's not the magic bullet it used to be. Lots of folks are doing one on one now. If that's your main differentiator, along with "we do dry needling" or "we have BFR," you're heading towards becoming a commodity. And when you're a commodity, it's a race to the bottom on price. We're diving into why you gotta go deeper, connect with people on their real problems, and deliver an experience that truly sets you apart, not just a list of services.

We're diving into TIME today. You think you're busy now? Wait 'til you're really in the thick of it with your own practice or a couple of kids. I'm breaking down how to stop wasting time on stuff that doesn't matter and actually get organized. We'll cover how to track your time honestly, block out what's important, and actually stick to it, so you can get more done and stop feeling so damn overwhelmed. This isn't just about managing time; it's about managing your energy and focus to build something great.

I was just down in Chattanooga and hit up Rock City, pretty cool spot. But get this, back in the 1930s, the founder got this place famous by hiring a guy to paint "See Rock City" on 900 BARNS. Nine hundred! Talk about getting your message out there. It really drives home a point: if people don't know who you are, they can't come see you. We gotta be doing our own version of barn painting, constantly getting in front of people with valuable stuff, not just hoping they stumble upon us.

Got inspired by my buddy Shante Cofield to lay out my own entrepreneurial timeline. We're talking about those moments, those people, like Andrew Bennett hitting me with some tough love in PT school, Carrie Store letting me chase my passion in the Army, Kelly Starrett opening my eyes to a new way of thinking, and Jeremy Houser giving me that final nudge. It’s wild how these seemingly small interactions can steer your whole path. This is my journey from military PT to launching Athletes' Potential and everything in between. It's about recognizing those pivotal points and the folks who helped shape where you are today.

Had a patient come in today, perfect example of what I call the "catch and release" strategy. Two months ago, she chose an in-network clinic over us. We still sent her some helpful shoulder exercises. Guess what? She had a terrible experience, got no better, and today she walked into our office, bought a package, and is super stoked. We're talking about why letting them experience the "other side," while still providing value, can turn folks into your most loyal, best-referring clients.

So, last week a patient told me, unsolicited, that we've created the best healthcare customer experience she's ever had. That's not by accident, people! We've spent a ton of time on this. The cool part? A lot of what makes a killer experience doesn't cost a dime. I'm diving into five simple, super effective ways you can up your game and make your patients feel like a million bucks, whether you're a solo act or have a team. These are the things that turn patients into raving fans and referral machines.

End of the year can get a little slow in the cash practice game, but I've got a couple of killer, simple strategies to pump an extra 5 to 20 grand into your business, like, today. We're talking FSA specials and tapping into that programming or nutrition coaching skill set you've got. These are quick wins, leveraging folks who already know, like, and trust you. Let's get that cash flow lookin' healthy for the holidays.

Look, entrepreneurship is a freaking roller coaster. If you think it's all smooth sailing and Bentley's, you're in for a rude awakening. Adversity isn't an "if," it's a "when." Today, we're talking about what to do when things ain't working, when you feel stuck, and when the business is kicking your butt. I'm laying out how to take extreme ownership, embrace the discomfort because that's where growth happens, and how to take that 30,000 foot view to figure out your next move. This path ain't for everyone, but if it's for you, these struggles are what make you stronger.

Just wrapped up some quarterly planning with Ashley, and man, it's a game changer. If you're not doing this for your business, you're missing out on serious clarity and growth. We're breaking down how to plan for success by focusing on three key areas: marketing for lead gen, sales and fulfillment, and that all important retention and recurring revenue. Stop just chasing new patients and start building a more stable, less stressful business. It's like eating an elephant, one bite at a time.

On this episode, we're talking about a game changer: why your practice needs to be about way more than just new patients. We're breaking free from that constant churn and looking at smarter ways to build your business. I dive into why relying only on that new patient treadmill is a stressful way to operate. We explore solid strategies to add other revenue streams using the skills you already have. Think corporate workshops and wellness programs, specialized coaching for athletes or specific goals, and even digital programming like custom training plans, nutrition coaching, or those niche programs that really set you apart. It's all about creating more stable, recurring revenue and giving your team diverse, engaging work.

We're talking workshops today, one of my favorite topics. If you're not doing them, you should be. But there's one massive mistake I see people making that kills their conversion. The biggest issue? PTs try to teach stuff that's way too complex. You're trying to show how smart you are, but you just end up confusing people. The goal of a workshop isn't to flex your PT knowledge; it's to give people a quick win, show them you can make a positive change in their body fast, and build trust. Keep it simple, make it fun, and demonstrate results.

Just got back from our staff retreat, and man, it was a game changer. I'm dishing out the three biggest takeaways from our time away that you NEED to hear if you're serious about building a team that actually gives a damn and a practice that crushes it. We're talking real culture, why fun isn't a luxury, and making sure your team knows where the hell the bus is going.

Just wrapped up our Blueprint Live Event, and man, my brain is buzzing. We dove deep into what it takes to build a killer cash practice, and I'm pulling out the three biggest gems for you guys. Whether you're just starting or stuck in a rut, this is gold. We saw a lot of new cash practitioners, mostly in that 0 to $8k/month range, trying to break through. We hit sales, marketing, systems, and finance. The goal? Get a clear plan to grow.