The P.t. Entrepreneur Podcast

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.

Danny Matta here, rollin' in the truck with Jerred and Yves, and we got into a killer discussion about PRICING. It all started with a bottle of whiskey called "Chicken Cock" that was priced way higher than anything else. Made me think, why aren't more of us PTs pricing ourselves like that? Your price says a TON about your practice and what people expect. We're heading to our live event where we see so many cash PTs stuck in that 120 − 150 range. Time to break that mold and understand the psychology behind what you charge.

Today, I'm talking about something old-school but crucial: your local relationships. It's easy to get sucked into the digital world, but those face-to-face connections are what make your cash practice truly bulletproof. If Facebook disappeared tomorrow, would your business survive? Let's dig into why these "friends" in your community are your best asset. We see it all the time: practitioners get busy, hit 50-70 visits a month, and then drop the ball on nurturing the very local relationships that got them there. That's a mistake.

I've got my buddy Jeff Vajay on the show. Jeff's the real deal, running Smart Athlete Physio, a killer cash practice, working with pro tennis players on the ATP tour, AND he's the brain behind PT Everywhere, a software built for folks like us. We dive into how he juggles it all, the power of niching down, and the journey of building a software company from a clinician's perspective. Super insightful stuff for any entrepreneur out there. Jeff shares his journey from being a frustrated clinician wanting a better way to connect with patients to developing PT Everywhere. We talk about the importance of systems, especially when you're a parent and entrepreneur, and how niching down into his passion (tennis) has made his practice thrive and his work more enjoyable. He also drops some truth bombs about taking the leap into your own cash practice sooner rather than later.

I'm headed to the clinic, and I want to drop two quick efficiency bombs on you that I've been seeing a lot of new biz owners struggle with. If you're under that $10k/month mark, these are game changers. We're talking energy management and stop trying to wear all the damn hats at once.

I wanted to rap about the state of insurance in our world. Seeing more and more insurance-based practices looking to add cash services, and it's no surprise. Reimbursements are down, deductibles are up. If you're building a cash practice, you're already ahead of the curve. Over the last 10 years, insurance has been paying us LESS. So, practices are either cramming more patients in, burning out staff, or realizing they need a better way. Even big insurance-based practices are looking for ways to add cash services to stabilize their revenue and increase average patient value.

Today, I'm talking about the speed of learning in business and why going it alone is usually the SLOW, painful route. I've got the scars to prove it from my early days with health, relationships, almost tanking the business. You don't have to make the same mistakes. When I started, I ignored advice to get a coach. Thought I could DIY it. Big mistake. It led to burnout, strained relationships, and nearly ruined my business. The turning point? Realizing I needed help and investing in myself.

Ever find yourself scrolling social media, looking at what other PTs are doing and feeling like crap about your own progress? Yeah, we've all been there. Today, I'm diving into a topic that's a personal one for me and a massive roadblock for so many: comparison. It's the ultimate joy-killer and a huge waste of your most precious resource, time. I've been a competitive guy my whole life, always looking at who's "winning." But in business, and in life, that's a recipe for misery. Teddy Roosevelt said, "Comparison is the thief of joy," and he was damn right.

Got a quick hitter for you today, something actionable you can use right now. I'm talking about SPEED. Speed of implementation, speed of testing, speed of getting shit done instead of just dreaming about it. I see so many people get stuck in "perfection paralysis." Don't be that person. After a bunch of calls today with folks looking to level up their biz, one thing is crystal clear: the ones who move fast, test ideas, and aren't afraid to put something out there that's not "perfect" are the ones who win.

I've got a story for you. Met a guy today becoming a cardiothoracic surgeon with 20 YEARS of education and training, working 100+ hour weeks for like $14 an hour. It blew my mind and got me thinking hard about PATIENCE. It's a superpower, and the lack of it can absolutely wreck your career and your business. This ties into something my buddy Brett Bartholomew said about the lack of patience in our field. We want success FAST, but true skill and lasting success take time and commitment to the process. I've struggled with this big time.

Today, I'm diving into a touchy but crucial topic: MONEY. And more specifically, how your own hangups with it might be sabotaging your practice's success. Had a chat with a staff member recently that really highlighted this. This staffer couldn't understand why a patient wouldn't pay $200 to fix their shoulder, saying they couldn't afford it. But this same staffer will drop $300 − $400 on a functional med doc visit. The difference? Perceived value and understanding. We devalue what we know how to fix. Your clients DON'T know how to fix their shoulder, and they value that solution.