Jeremy on Marketing Podcast

The 4 Foundational Automations Every Physical Therapy Clinic Needs If your clinic is doing manual follow-up, tracking leads in spreadsheets, or relying on memory to move people forward, you are making this harder than it needs to be. In this episode, Jeremy breaks down the four foundational automations every physical therapy clinic needs, whether you're seeing a few patients on the side or running a multi-location operation. These are not advanced funnels or flashy tools. These are the automations that consistently turn more leads into patients and make clinic life significantly easier. 📌 Episode Topics The four automations every clinic needs regardless of size Why speed-to-lead is the biggest conversion lever How to educate patients before they ever walk in the door Where AI fits into modern clinic automation Why generic CRM templates fail clinics 🧠 Why Automation Is No Longer Optional Automation software is cheaper, easier, and more flexible than ever. There is no reason clinic owners should still be doing manual follow-up or letting leads sit untouched for hours or days. The ROI on automation is massive because it: Reduces response time Improves conversion rates Removes repetitive admin work Creates consistency regardless of workload Whether you're solo, part-time, or managing a large team, these four automations form the foundation of a scalable clinic. ⚡ Automation #1: New Lead Follow-Up This is the most important automation in your entire system. Any time someone fills out a form, clicks an ad, or inquires about services, follow-up must happen immediately. Speed-to-lead is the single biggest factor in turning inquiries into patients. This automation should include: An immediate email response confirming the inquiry A clear next step (usually booking a discovery call) Conversational SMS follow-up, not spammy blasts Waiting hours or days to respond makes scaling nearly impossible. Automation ensures every lead is contacted fast, even when you're busy. 🎯 Automation #2: Opportunity Email Drip An opportunity is any lead that has taken a real step forward, typically by booking a discovery call. Between booking that call and deciding to move forward, patients have questions. This automation exists to answer them before they ever show up. The opportunity drip typically runs for about 14 days and should: Explain how your clinic is different Address common objections (cost, insurance, time) Educate patients on why your model works This is especially critical for cash-based clinics where education is required before commitment. 🩺 Automation #3: New Patient Automation Once someone becomes a patient, automation should continue. This automation typically runs for 90 days and supports the entire initial plan of care. Its goals are to improve retention, generate referrals, and prepare patients for continuity. This sequence often includes: A welcome email setting expectations Mid-plan check-ins Referral requests Google review prompts Education around ongoing care options The key is to start talking about continuity before the last session, not during it. 🔁 Automation #4: Lost Patient Follow-Up Every clinic has lost leads and lost patients. Most clinics ignore them. Any lead or patient who doesn't move forward should be enrolled in a lost patient automation. This can be as simple or advanced as your clinic allows. At a minimum, this should include: Monthly check-in emails Automated reminders for manual follow-up Basic objection-based education When done well, this alone can reactivate multiple patients per month without spending more on ads. 🤖 Where AI Fits (and Where It Doesn't) Jeremy explains why traditional "set it and forget it" SMS automation is losing effectiveness. Text messaging is personal. Poor automation feels robotic and annoying. The future is conversational AI that: Responds naturally to replies Adjusts follow-up timing Feels human, not scripted This approach improves engagement without burning your list. ⚠️ Why Templates Don't Work The biggest mistake clinics make is using generic CRM templates. Every automation in this system must be customized to: Your services Your pricing model Your patient demographics Your clinical philosophy A templated CRM is barely better than no CRM at all. 📞 Want These Automations Built for You? If you want help setting up these four automations or learning how they apply to your clinic, the Patch team walks through this on a free strategy call. 👉 Book a free strategy call with Patch The goal isn't more software. It's a system that runs your follow-up so you don't have to. 🏁 Final Takeaway If you want a clinic that scales without burning you out, automation is not optional. Start with these four. Everything else builds on top.

The Patient Automation Map Every Clinic Needs to Stop Leaking Revenue If your clinic is getting leads but revenue still feels inconsistent, the problem isn't marketing. It's follow-up. In this solo episode, Jeremy walks through the exact patient automation roadmap used inside Patch to automate the entire patient journey inside a physical therapy clinic. This isn't theory. It's the system that handles every touchpoint from the first ad click or form fill all the way through booking, care continuity, reactivation, and referrals. And if this map doesn't exist inside your CRM, you are bleeding revenue you already paid for. 📌 Episode Topics Why a CRM is not just a contact list The full patient journey from lead to long-term continuity Where automation should replace manual follow-up How clinics add $10k–$20k/month just by fixing follow-up Why lost leads matter more than new leads 🧠 The Big Misconception About CRMs Most clinics think they need more leads. What they actually need is a system that stops leads from falling through the cracks. A CRM doesn't magically generate more leads. It patches the holes in your business by: Capturing every lead automatically Running consistent follow-up without relying on memory Nurturing undecided prospects over time Reactivating lost leads months later If you're still tracking leads in Google Sheets or relying on your front desk to remember who needs follow-up, you are losing deals you already paid for. 🗺 The Patient Automation Roadmap In this episode, Jeremy breaks down the full automation map your CRM should be built around. This includes both the successful path and the far more common unsuccessful paths that most clinics ignore. The roadmap covers: Consideration stage: ads, Google search, referrals, DMs, local events Awareness stage: automated follow-up, email drips, AI SMS, manual touchpoints Acquisition stage: discovery calls, evaluations, packages Service & continuity: package completion, ongoing care, referrals Reactivation: no-shows, stalled leads, lost patients, unfinished plans of care The key insight: most revenue lives in the paths where people don't immediately book. If those paths aren't automated, they're forgotten. 📞 Why Follow-Up Must Be Automated Jeremy explains why every lead should receive multiple touchpoints within the first 72 hours, across: Phone calls Voicemails Text messages Email From there, automation takes over. Not spammy blasts, but intelligent follow-up based on how each lead actually interacts with your clinic. This is how clinics consistently reactivate 6–8 patients per month without spending another dollar on ads. 🔁 Successful vs. Unsuccessful Funnels The most important part of the automation map is not the perfect patient journey. It's what happens when things don't go perfectly. The roadmap accounts for: Leads that never book a discovery call No-shows and cancellations Patients who don't buy a package Patients who don't finish care Patients who finish but don't continue Each scenario has a different follow-up sequence. This is where most CRMs fail when they rely on generic templates instead of custom automation. 🤖 Where AI Fits In (and Where It Doesn't) Jeremy also explains how AI fits into modern CRMs, especially for: Natural-feeling SMS conversations Lead follow-up that feels human Reducing front desk workload without sounding robotic The goal isn't more messages. It's better timing, better context, and fewer missed opportunities. 📥 How to Get the Patient Automation Map The patient automation roadmap discussed in this episode is not a generic worksheet or public download. To access it, you'll need to book a free strategy call with the Patch team. During that call, they'll: Walk you through the full automation map Explain how it applies to your specific clinic Show where revenue is currently leaking 👉 Book your free strategy call here This map only works when it's customized. The value comes from seeing how it's built for your clinic, not from a one-size-fits-al

Why Every PT Clinic Needs a CRM in 2026 If you own a physical therapy clinic and you are still running your business from your inbox, spreadsheets, and sticky notes, you are leaking money and you probably have no idea where it is going. Most clinic owners think the problem is marketing, ads, location, or not having enough leads. In reality most clinics already have plenty of leads. The real issue is that there is no system to capture them, follow up with them, or learn from them. That is where a CRM becomes one of the most important systems in your entire business. In this solo episode Jeremy breaks down what a CRM actually is, why it matters for cash based and hybrid clinics, and how it helped him grow and sell his own seven figure practice. 📌 Episode Topics What a CRM really is in simple terms Why most clinics have a "bucket problem" not a lead problem The four core jobs a CRM should do for your clinic How a CRM turns growth into a math problem instead of a guessing game Why building your own CRM system usually becomes a second full time job How Patch was built to solve this for clinic owners 🧠 What a CRM Actually Is Forget the jargon. A CRM is simply the place where every lead and patient interaction lives in one system. That means: Every form fill Every phone call and voicemail Every text and email Every booked evaluation or missed follow up Instead of this stuff living in your email, in your head, on paper, or in random spreadsheets, it all lives in one central source of truth. That is where the clarity and leverage start. 🪣 Your Business Is a Bucket Jeremy uses a simple picture. Your business is a bucket. Leads are the water you pour into the top. Most clinics do not have a lead problem. They have a bucket problem. Without a CRM the bucket is full of holes: No consistent follow up No nurture emails No sequences for past leads No data on what is working and what is not The result is predictable. Leads drip out the side of the bucket. People inquire once and never hear from you again. Workshop attendees never get a follow up offer. Ad leads vanish after one missed call. A CRM does not magically pour more water into the bucket. It patches the holes so you keep what you already worked hard to earn. 🧩 The Four Core Jobs of a CRM 1. Store everything in one place All leads, all patients, all conversations, all in a single system. Not: Some names on paper from a workshop Some leads in your EMR Newsletters in Mailchimp or MailerLite Other people hidden in a Google Sheet A good CRM becomes the central nervous system of your business so you always know who is a new lead, who is active, who is cold, and who needs contact. 2. Make follow up automatic A strong CRM triggers follow up without you having to remember it: New lead fills out a form and gets an automatic email and text sequence Event attendees get a post workshop nurture and offer New patients get set expectations, reminders, and education on what comes next Follow up becomes a system not a hope. 3. Nurture leads over time A CRM should also be your email marketing engine. From the same place you can: Send weekly or biweekly newsletters Run quarterly campaigns and promos Enroll new leads into drips that explain cash PT, out of network, and continuity Ask for Google reviews and referrals automatically Over time this builds trust and makes it much easier for someone to say yes when they are ready. 4. Give you real data and insight This is where growth turns from guessing into math. With a CRM you can see: Where each lead came from Which sources actually convert into patients Which campaigns and keywords make money and which do not Where leads stall and drop off in your funnel Once you have this clarity it becomes much easier to decide what to stop, what to double down on, and which levers actually move revenue. 📊 From Guessing to Knowing When Jeremy was running his clinic he went deep into their CRM. He knew: The exact ROI on each ad group Which keywords people searched before booking Which leads had opened five emails in a row but never booked That allowed him to step in with personal follow up only where it mattered. It did not feel weird to the lead because he was simply responding to behavior they had already shown. This level of clarity is what helped him scale to seven figures, hire seven PTs, step out of day to day care, and sell the clinic in under three years. ⚙️ Why Most Owners Should Not Build This Alone A real CRM setup is not just software. It is: Marketing strategy Sales psychology Patient behavior Operations and workflow A lot of trial and error Most clinic owners are capable of figuring it out but that does not mean it is the best use of their time. Your highest leverage is usually: Leading the team Refining your offer Building partnerships and marketing channels This is exactly why Patch exists. Jeremy took what worked at his clinic and built it into a ready to use CRM system designed specifically for cash based and hybrid PT clinics so you do not have to start from scratch or duct tape tools together. 🤝 Want to See How This Would Look in Your Clinic? If you are serious about growing your clinic and you are tired of running everything from Google Sheets and inbox searches, it is time to get a real CRM in place. See how your leads would flow through a proper pipeline Look at what automations and nurture could be built around your current systems Identify where your "bucket" is leaking right now 👉 Book a free strategy call with our team and we will walk you through what a CRM could look like in your clinic and how Patch can help you stop leaking leads and start growing with intention. Growth does not come from guessing. It comes from knowing. A CRM is how you start to know.

How to Turn Dry Needling Google Ads Leads Into High-Value Patients Dry needling leads are some of the hardest leads for clinics to convert if you treat them like every other Google Ads lead. But when you understand how these people think and what they actually want they become one of the highest ROI ad groups you can run. Over the last month Jeremy has helped multiple clinic owners completely shift how they view dry needling callers and once they made this mindset change they unlocked the ability to scale their ads profitably instead of shutting them off. If you want your Google Ads to work especially for dry needling you must sell these leads differently. Today Jeremy breaks down exactly how to do it. 📌 Episode Topics Why dry needling leads are uniquely valuable The mindset shift needed to convert these callers The call script that consistently books dry needling leads How to position the evaluation as the natural first step Why the real conversion happens in the evaluation not on the phone The common mistakes clinics make that kill these leads instantly 🧠 Why Dry Needling Leads Are a Goldmine Most clinic owners think dry needling leads are "bad leads" because callers often believe they only want one thing. But this belief is what makes them perfect for a cash based clinic. These people: Are already expecting to pay out of pocket Don't trust traditional PT or have already tried it Are actively searching for a progressive non traditional approach Want fast relief and something different In other words they are already searching for you. They just don't know how your model works yet. Once you learn how to communicate with them you can scale your Google Ads dramatically. 🔄 The Mindset Shift You Must Make The biggest mistake clinics make is trying to correct these leads. If you tell a dry needling caller "dry needling isn't enough" or "you actually need full PT" you lose them instantly. That is the exact clinical tone they are trying to avoid. The mindset shift is simple: You must lead with yes. You align with what they already believe before you teach them anything new. You meet them where they are instead of fighting them. 🗣 The Call Framework That Books Dry Needling Leads 1. Lead with yes "Yes we absolutely do dry needling. It is part of almost every session here." This immediately lowers resistance. They feel heard. They feel like they're in the right place. 2. Ask context questions "Have you had dry needling before? What was your experience like?" Gets them talking Reveals their real motivation Shows you what problem they are trying to solve 3. Establish authority without correcting them Explain the truth in a way that aligns with what they already believe. "Dry needling works best when it's used the right way at the right time and on the right part of the muscle. We use it as part of a bigger plan so the relief actually sticks instead of coming back a week later." This positions you as the expert without sounding condescending. 4. Pivot to the evaluation "The first step is an evaluation where we figure out exactly where you need to be needled and why that area keeps tightening up. And yes we dry needle you in that first session so you get exactly what you're looking for." You remove the commitment fear. You give them the outcome they want. You make the next step simple and logical. 🏥 Why the Evaluation Is Where the Sale Actually Happens Your job on the phone is not to sell a package. It is to get them into the evaluation. The PT's job is to: Over deliver Perform the dry needling they expected Show the full value of your approach Connect the dots between short term relief and long term fixes Once they experience how different you are from traditional PT they are far more open to plans of care and packages. ❌ What Not to Do With Dry Needling Leads Do not correct them on the phone Do not explain long clinical reasoning Do not debate whether dry needling works Do not redirect like an insurance question Do not say "just come in and we'll talk about it" Instead: Align with them Validate what they want Position yourself as the authority Lead them into the evaluation 🎯 Why This Unlocks Google Ads Scale Dry needling keywords have: High search volume Low competition Strong intent Clinics that master selling these leads can scale to three to five thousand dollars a month in ad spend sustainably and profitably. Clinics that don't make this shift usually shut their ads off and assume Google Ads "don't work." 🤝 Want Help Scaling Dry Needling Ads? If you want us to run your Google Ads or help you convert dry needling leads more effectively book a strategy call: https://thepatchsystem.com/demo-schedule Try Patch AI tools here: https://thepatchsystem.ai/ If you can master selling dry needling leads you can scale your clinic faster than almost any other ad group. The demand is there. The intent is strong. You just need the right conversation.

Are You Building a Business or Just Treating Inside One? Most clinic owners don't fail. They just wake up five years later realizing they built a job they can't escape from. In this solo episode, Jeremy breaks down the uncomfortable truth behind why so many owners feel capped and exhausted and why the real issue isn't marketing or insurance or staffing but misalignment between the life they want and the decisions they make every day. This episode is about clarity. If you want a clinic that gives you freedom, you have to act like an entrepreneur, not a clinician who happens to own a business. 📌 Episode Topics Why owning a clinic doesn't automatically make you an entrepreneur The difference between building leverage and providing relief How busy schedules hide deeper decision avoidance Why burnout happens when you try to do both roles at once The seven day test that reveals your true path 🧠 The Core Idea: Entrepreneurship Is a Behavior, Not a Title Jeremy explains why most clinic owners unintentionally stay clinicians while expecting business owner outcomes. They treat too much. They delay hiring. They avoid sales. They do work that feels familiar instead of work that creates freedom. And then they wonder why the clinic depends entirely on them. Entrepreneurs build systems. Clinicians create relief. Both are valuable, but they are not the same job. And the space between the two is where burnout lives. ⚠️ Default vs Designed Clinics Most clinics grow by default. More patients. More hours. More stress. No real strategy. Just inertia. Designed clinics grow on purpose through: Clear decisions Delegation Hiring before you feel ready Learning sales Spending money on advertising Building systems that eventually replace you If your clinic collapses without you, it isn't a business. It's a dependency. And that is what traps most owners for years. 🔍 The Seven Day Test Look back at your last seven days and ask yourself: How much time did I spend treating How much time did I spend building How much time did I spend thinking strategically If you repeat that same week for the next three years, where does your clinic end up? That answer tells you whether you are behaving like an entrepreneur or a clinician. 🎯 The One Question to Answer Before 2026 Do your daily actions match the future you say you want? If you want leverage, freedom, time back, and long term scale you must adopt entrepreneurial behaviors even if you still enjoy treating. Hiring before you are comfortable. Building systems. Spending money on ads. Delegating things you are good at. Selling confidently. These are the behaviors that separate clinic owners who grow from clinic owners who grind. The mistake isn't choosing to be a clinician. The mistake is saying you want entrepreneurial outcomes while behaving like a full time provider. 🤝 Want Help Becoming the Entrepreneur Your Clinic Needs? If you heard this episode and thought yes I want a clinic that works without depending on me Jeremy wants to talk to you. Email him directly: jeremy@patchsystem.com Or book a strategy call with the Patch team: https://thepatchsystem.com/demo-schedule Try the PatchSystem AI tools: https://thepatchsystem.ai/ Your clinic will either be built by default or by design. The only difference is whether you choose which path you're actually on.

How To Use KPIs And Simple Math To Plan Your Quarter Most clinic owners set big top line goals but never back them with real numbers. Jeremy explains how to use eight simple KPIs to reverse engineer your quarter and make your revenue predictable instead of random. This is one of his most important solo episodes because it finally shows how to plan like a real business and not guess your way through Q1. What You'll Learn • The eight KPIs that actually move revenue • How to turn a monthly revenue goal into a specific leads target • Why MRR and LTV matter more than people realize • How to make your entire quarter a math equation instead of a hope • How to use the PatchSystem AI calculator to plan your growth The Eight KPIs That Matter Total leads per month You should be able to answer this instantly. Leads are the fuel that runs the whole clinic. Percent of leads that become patients If you know this number you can predict exactly how many leads you need each month. Monthly recurring revenue MRR This is why payment plans beat paid in full. MRR makes your baseline revenue predictable and covers overhead. Lifetime value LTV per patient A simple estimate is fine. You just need to know what the average patient is worth. Eval to package conversion rate Track this for the clinic and for each provider. Seventy five percent is the minimum standard. Percent of packages that continue into continuity This KPI is gold. It drives MRR up. It drives LTV up. And it keeps schedules full. Average time to complete the initial package Closer to three months means higher session frequency and stronger schedules. Average length of active care How long does someone keep coming at least once a month. This shows true retention. Turning Your Revenue Goal Into a Math Equation Quarterly revenue goal: 60k Monthly revenue goal: 20k If your MRR is 2k Your new patient revenue target becomes 18k If your LTV per patient is 2k 18k divided by 2k equals 9 new patients If you convert 20 percent of leads into patients You need about 50 leads to land 9 to 10 patients Once you know the leads number you can reverse engineer everything Ads Workshops Word of mouth Organic reach You assign a target to each source and the rest becomes execution instead of guessing The PatchSystem AI KPI Calculator This tool lets you plug in • Your revenue goal • Your current MRR • Your LTV • Your conversion rate • Your current monthly leads It then tells you exactly how many more leads you need to hit your number You can try it here https://thepatchsystem.ai/ Book a Free Strategy Call If you want help setting up these KPIs or want a full walkthrough of your numbers with our team you can book a call here https://thepatchsystem.com/demo-schedule

How to Plan a Q1 Content Strategy That Actually Supports Your 2026 Goals If your goals for 2026 are bigger than what you did in 2025, but your plan is to do your marketing the exact same way… you're setting yourself up for a harder year than it needs to be. In this solo episode, Jeremy breaks down how to plan your Q1 content so it actually matches your growth goals: not just one "New Year" email and hoping for the best, but a clear plan for newsletters, social content, and campaigns that warm your audience up and then give them a reason to buy. 📌 Episode Topics How nurturing your list earns the right to sell Why consistent social and email content matters before offers How to plan around what's actually happening in your clinic Four Q1 campaigns that work How to tie campaigns to real timing—not random sales blasts 🧠 Before You Plan: Two Big Questions Have you been nurturing your list? If you haven't been sending consistent emails or posting useful content, you haven't earned the right to sell yet. You'll see: Low response to your "New Year" offers List burnout and deal fatigue More unsubscribes every time you promote What's actually happening in your clinic in Q1? Look at January–March and ask: Are you hiring a new staff PT? Raising rates? Moving locations? Adding a new service or program? Those moments should get priority for your sales campaigns. Don't burn your big "sales bullet" too early and then struggle to fill a new PT's schedule later in the quarter. ✉️ Nurture First, Then Sell If you ran open enrollment in Q4 and then went silent… you can't just pop back up in January with "New Year, New You" and expect big results. Jeremy's rule of thumb: Send at least 4 nurture newsletters in a row (weekly or biweekly) Then you've earned the right to make an offer to your list Two Newsletter Styles That Work Block-style newsletter: Short clinic story or update Repurposed post content Curated insights (Huberman, Attia, run/PT content) Patient win or case highlight "60-second" newsletter: Quick brain-dump style One tight lesson or insight Easy to consume on mobile One isn't "better" than the other—whichever you'll be consistent with is the right one. Social Media Nurture Post educational, top-of-funnel content consistently Don't disappear for weeks and then show up only to sell Your social feed should build trust long before you ask someone to buy 📅 Q1 Campaign Planning: Start with the Calendar Once you've answered the two big questions above, plan Q1 in this order: Block out clinic events: New hires Rate changes Service launches Location changes Decide where your "sales bullets" go: Save the biggest offer for the moment that matters most (e.g., filling a new PT's schedule) Layer in proven quarterly campaigns: see below 🎯 Four Proven Q1 Campaigns That Work 1. New Year, New You Campaign (Early January) A classic & effective campaign when your list is warmed up. Position PT as the support system to help people actually stick with their new year goals—not just gym memberships. Typical offer structure: $50 evaluation or re-entry session 10% off packages 2. Resolution Rescue Campaign (Late Jan–Feb) Often the best Q1 performer: January motivation fades People realize they can't fix aches on their own Copy should speak to frustrated resolution-makers This campaign works because you're emailing the person in the moment and the copy feels like it's written for them today. 3. CrossFit Open Campaign If you serve CrossFit athletes or are inside a box: The CrossFit Open usually runs in Feb Run emails and social content tied to the weekly Open workouts Position your clinic as the recovery support they need to survive the next WOD 4. Spring Race / Marathon Training Campaign For clinics near large spring races (e.g., Boston Marathon): Runners are in peak training in Jan–Mar Email and posts should speak to training aches, recovery, and performance Don't wait until April when it's too late 🏁 Bonus: New Staff PT Campaign If you're hiring in Q1, a "Meet the new PT" campaign gives you: A reason to sell Fresh stories and posts to share A focus on filling someone's schedule You can combine this with the Resolution Rescue copy so the offer feels timely and targeted. 🗓 Why You Need to Plan This Now, Not in January If you wait until: The first week of Jan to write your New Year emails, or The end of January to plan your Resolution Rescue drip, …you simply won't get them done. Clinic life is too busy. Your content plan should be drafted before: Holidays hit, Christmas rush begins, and You're in full reactive mode. 🤝 Want Help Building & Executing the Plan? This is exactly what we do at Patch: Help you decide which campaigns make sense for your clinic Write and sequence your emails and social content Line it all up so your Q1 actually launches on time 👉 Book a free strategy call with our team — we'll walk through what makes sense for your quarter. If you want a bigger 2026, you need a bigger Q1. And if you want a bigger Q1, you have to plan now, not repeat last year's playbook.

How Elevation Athletics Runs Without Its Owner (and What That Means for Your Clinic) What would it look like if your clinic could run and grow without you in the day-to-day? In this episode, Jeremy sits down with Dr. Ryan Perez, owner of Elevation Athletics in Fort Worth, TX, to break down exactly how he: Got himself out of patient care, Built a team that can run the clinic with minimal oversight, and Is now aiming for a 7-figure year in 2026 while working ~8 hours a week on the clinic. 🎙 Guest Guest: Dr. Ryan Perez, owner of Elevation Athletics Clinic Website: elevationathleticspt.com Ryan's Instagram: @dr_ryanperez Clinic Instagram: @elevationathleticspt 📌 Episode Topics How Ryan went from treating full-time to 0 clinical hours What he actually does now in his 8-hour workweek for the clinic Using time audits to decide what to offload first Building a business that can run—and scale—without you How to think like an owner instead of an employee in your own clinic Why most PTs are "accidental entrepreneurs" and how to fix that Org charts, accountability charts, and giving your staff a real growth path "Who, not how" and buying back your time as a clinic owner Predictions for 2026: small group training, performance, and longevity services 🚪 Step One: Decide What You're Actually Offloading Ryan's first advice to any owner who wants to get out of the day-to-day: do a ruthless time audit. List everything you're doing in the business each week. Identify what should be: Owner-level work (vision, leadership, key relationships, high-level decisions), Director-level work (managing PTs, metrics, operations), Admin-level work (scheduling, basic comms, data entry). Once you see it on paper, the next hire or next system you need becomes obvious. Different stages of business require the owner to focus on different problems. If you're still doing everything, you'll stay stuck at the same stage forever. 🕒 What Ryan's Week Looks Like Now Ryan no longer treats patients in the clinic. His time in Elevation Athletics is about 8 hours/week and looks like this: Monday: Attends (but doesn't lead) the staff meeting. He "shows face," listens, and lets the system run. Thursday: 1:1 meetings with: His clinic director (leadership, growth, internal systems), and Staff PTs (case studies, treatment philosophy, coaching). The day-to-day is handled by the team. Ryan's role is leadership, training, and high-level decision making—not plugging schedule gaps. 🎯 The Goal: Control of Time, Not Just Income Ryan's philosophy wasn't "escape patient care at all costs." It was: build a business that runs without me, so I can choose when and how I treat. Key mindset shifts he shares: You're not "just a PT" anymore—you chose to be a business owner. Wealth = control of your time, not just higher revenue. He wants the option to: Move anywhere in the country, Open additional Elevation locations with a ready-made playbook, Step into clinical care if he wants extra profit—not because the clinic "needs" him. 👥 From Direct Impact to Indirect Impact As a solo cash PT, Ryan could help maybe 100 patients/month directly. With a team: His indirect impact is now 300+ patients/month through his staff. He's not just changing patients' lives—he's changing PTs' careers by giving them a place to treat the way they believe people deserve to be treated. If your mission is to "help people," hiring and leading a team is one of the most powerful ways to multiply that impact. 📚 Books That Changed How He Operates E-Myth (Michael Gerber) – Showed him how to build a business with systems and roles, not just grind. Traction & Rocket Fuel (Gino Wickman) – Helped him design vision charts, org charts, and real accountability. Who Not How (Dan Sullivan) Buy Back Your Time (Dan Martell) After applying these, Ryan stopped asking, "How do I do this?" and started asking, "Who can do this better than me so I can focus on what actually moves the needle?" 🧱 Org Chart, Vision Chart, and Making Growth Real Ryan didn't just hire randomly and hope it worked out. He built: Org chart: Who reports to whom, and what the structure looks like today. Accountability chart: Who owns what KPIs, metrics, and responsibilities. Vision chart: Where the business is going—future roles, future locations, and impact. He even shows the future org chart on the clinic website. Result: PTs now reach out saying, "I want to be part of this and here's how I think I can help." 📈 From 20K Months to 50–70K Months Early on, Ryan hit ~$20K/month as a solo clinician—but he was working 50–60 hours/week, burned out, and never home. The turning point was realizing: Without systems, scorecards, KPIs, and clear roles, staff can't win. He needed: Clear job descriptions Clinic director ownership of PT metrics Weekly 1:1s and real accountability Once those were in place, the team could manage themselves, and revenue scaled with far less chaos and far less of Ryan's time. ⏱ "Who Not How" and the Time Audit Reality Check Ryan pushes clinic owners to do the math: Figure out what your time is worth per hour (based on what the clinic pays you). List tasks you do that could be outsourced for less than that hourly value. If something doesn't light you up and it's below that threshold, delegate it. Example he walks owners through: You're tempted to DIY SEO, ads, blogs, landing pages, email marketing. Realistically, it'll cost you 10–15 hours/month. Those same hours could: Fill your schedule with evals, Train your staff to sell better plans of care, Build partnerships and workshops. When he has clinic owners do this time audit, most realize: "I've already blown past what this should cost me. I need help." 🔮 2026 Goals for Elevation Athletics Ryan's plan for 2026: Hire 1–2 more PTs Grow small group training Expand personal training and nutrition coaching Cross the $1M revenue mark He intentionally slowed down hiring in 2024 to fix the foundation—systems, leadership, ops—so 2026 growth is sustainable, not chaotic. 📊 The Future of Cash PT: More Revenue Per Provider Ryan's prediction for where cash PT is headed: Maximizing revenue per PT by: Offloading admin work, Letting PTs focus purely on patient care, Adding services like small group training, performance, and nutrition. Leaning into the wellness & longevity trend: People are spending more than ever on performance and long-term health, Physical therapists are uniquely positioned to own that space. In his view, the clinics that win in 2026+ will: Generate more revenue per provider, Pay PTs more, And use tools like AI and smarter systems to strip away low-value admin work. 📱 Connect with Ryan & Elevation Athletics Clinic Website: elevationathleticspt.com Ryan's Instagram: @dr_ryanperez Clinic Instagram: @elevationathleticspt If you're a clinic owner who feels like you're doing everything, this episode is your permission slip to stop trying to be the entire business—and start building a machine that can run without you.

Why I Hate Black Friday (and What to Do Instead) Black Friday is supposed to be a marketer's dream. But sitting down on the Sunday after Thanksgiving with 133 unread emails in his inbox, Jeremy realized (again) that for most clinics, Black Friday week is the worst time to be screaming into people's inboxes. In this episode, he breaks down why traditional Black Friday plays are broken—and why a simple holiday gift card campaign in December quietly beats them every time. 📌 Episode Topics Why Black Friday Feels Broken: 130+ unread emails, but zero interest. Inbox Reality: Why Thanksgiving week is the noisiest, worst-performing email window of the year. Intent vs. Timing: Why buyers decide before Black Friday. How to Run Black Friday (If You Must): The only way Jeremy will do it anymore. The Holiday Gift Card Campaign: The December play that actually fits how people think and buy. 💡 Big Idea Black Friday is no longer about "sending the email on Friday." It's about intent and momentum. By the time Thanksgiving week hits, people already know: Which brands they care about, What they're planning to buy, and Roughly what the deal will be. If you're introducing your offer on Thanksgiving, Black Friday, or that weekend, you're just another subject line in an inbox war you can't win. 📬 Why Thanksgiving Week Emails Flop Jeremy walks through his own week: travel, family, football, food, catching up with friends. Checking marketing emails is nowhere on that list. By Sunday, even someone who normally keeps their inbox at zero is staring at 100+ unread emails. Most Black Friday blasts get: Automatically deleted, or Ignored while people unsubscribe from lists they forgot they were on. It's not that people aren't buying. They've just already decided what to buy—and from whom. ⌚ Black Friday Is About Intent, Not "The Day" Brands have trained consumers to expect: Early access Black Friday, VIP Black Friday, Deals rolling out in the first half of November. The brands Jeremy actually buys from didn't wait. They: Warmed him up weeks before, Told stories, teased the offer, and Let him plan purchases before his inbox exploded. By the time Black Friday arrived, their emails were just a deadline reminder—not the introduction. 🧨 Why Most Black Friday Campaigns Feel Gross The lazy version of Black Friday looks like: "Last chance!" every 12 hours, Fake scarcity ("Deal ends Friday… just kidding, extended to Sunday!"), Copy-paste discounts with no real thought about the buyer's headspace. The problem isn't discounts—the deals can be great. The problem is the execution: crowded inboxes, zero differentiation, and timing that ignores how people actually behave. 📅 How Jeremy Ran Black Friday for Clinics (Without the Noise) Jeremy's team did run Black Friday campaigns—but differently: Started 2 weeks early: Not on Thanksgiving week. Warmed the list: Stories, education, and teasing the offer before the pitch. Built desire ahead of time: So Black Friday was only a , not a cold ask. When Friday hit, interested people had already raised their hands. The final push was just helping them follow through—not fighting for fresh attention. 🎁 The Better Play: Holiday Gift Card Campaign For clinics, Jeremy argues that December beats Black Friday almost every time. Why the Holiday Gift Card Campaign works so well: Timing fits mindset: People are reflecting on the year and thinking about their health, habits, and routines for the new one. Inbox is calmer: Travel is winding down, routines are back, and the email noise has dropped. Gifting fits your service: Easy to position as "invest in yourself" or "give someone a head start on their goals." Clean, seasonal, and not spammy: It feels helpful, not desperate. 🧭 Your Playbook for Next Year 1️⃣ If You Must Run Black Friday Start warming your list in early November. Tease the offer, tell stories, share wins, and build curiosity. Use Black Friday as the deadline, not the first time people hear about it. 2️⃣ Run a December Holiday Gift Card Campaign Position it as: "Gift better movement/less pain/a stronger 2026." Give people a simple, clear offer (e.g., eval + 2 sessions, or a dollar-value gift card). Send a handful of thoughtful emails across December—not a firehose in one weekend. 📣 Share This Episode Know a clinic owner who blasts three Black Friday emails and wonders why nobody buys? Send them this episode before they repeat it next year. 📱 Connect with Jeremy Got questions about Black Friday strategy or the Holiday Gift Card Campaign? Send Jeremy a DM on Instagram: @jeremydupont. Don't get lost in the Black Friday noise. Warm people up early, then let December be the month where your offer actually lands.

The SEO Foundation Most Clinics Get Wrong: Site Structure 📍 Get Your Free Local SEO & Website Audit | 🧩 Book a Patch Demo Every clinic owner wants more new patients from Google. Most think the answer is "more blogs" or "better keywords." But if your site structure is wrong, Google literally can't understand who you help, what you treat, or where you treat—and no amount of content will fix it. In this episode, Jeremy breaks down the exact website architecture Patch uses to rank clinics in 2025 and 2026. 📌 Episode Topics Why Most Clinic SEO Fails: Great content on a foundation Google can't read. What Google Actually Cares About: Who you help, what you treat, where you treat. The Services + Locations Blueprint: The site map structure that consistently ranks. Internal Linking 101: How to connect pages so Google "gets" your clinic. Owning Your Website: Why you must control your own site to build real enterprise value. 💡 Big Idea SEO isn't "write more blogs." SEO starts with architecture. Until your site is structured around your locations and services, Google will keep sending patients to the clinic across the street—not because they're better, but because their site is easier to understand. 🔍 What Google Sees (That You Don't) Google doesn't care about pretty colors, brand photos, or how "nice" your homepage feels. It cares about: Who you help (types of patients and problems), What you treat (services and conditions), Where you treat them (cities, neighborhoods, regions). If your site can't answer those three questions clearly and cleanly, it drops you down the rankings and rewards clinics with better structure. 🏗 The Site Structure Blueprint Most clinics only have a handful of pages: Home, About, Contact, maybe a generic "Physical Therapy" page. That's not enough. Jeremy walks through the structure Patch uses for hundreds of clinics: 1️⃣ Core Pages Homepage: Who you are, who you help, what you do, and clear next steps. About: Your story, team, and why patients should trust you. Contact: Forms, phone, booking links (discovery call, eval, etc.). Privacy Policy: Critical for compliant SMS, forms, and ad platforms. 2️⃣ Locations Folder (Where You Treat) Create a /locations/ hub with a separate page for every area people actually search: City-level (e.g., Charleston), Neighborhoods (e.g., Daniel Island, Mount Pleasant), Feeder towns within your 5–20 mile radius. If you only have "Charleston" but people search "physical therapist Mount Pleasant," Google has no reason to show you without a dedicated Mount Pleasant page. 3️⃣ Services Folder (How You Help) Create a /services/ hub with a page for every major offer, such as: Physical Therapy Running PT ACL Rehab Back Pain, Shoulder Pain, Neck Pain Pre/Post-Op Rehab Dry Needling, BFR, Sports Massage, Pelvic Health, etc. Each service page should: Explain who it's for and what problems it solves, Outline your approach or 3-step process, Link to relevant location pages (e.g., "Physical Therapy in Charleston, Daniel Island, Mount Pleasant, Charlotte"). 4️⃣ Condition / Problem Pages & Blogs Once your services and locations are in place, you can layer in: Condition pages: Back pain, knee pain, shoulder pain, etc. Blog categories: Grouped to support core services (e.g., "Running PT," "ACL Rehab," "Pelvic Health"). These pages should internally link back to your service and location pages so Google can see the full web of relevance. 🔗 Why Internal Linking Matters Internal links are how you tell Google, "We do this service in this place for this problem." For example: Your Physical Therapy page links to: Charleston, Daniel Island, Mount Pleasant, Charlotte location pages. Your Back Pain page links to: Physical Therapy + your key locations. Now when someone searches "back pain physical therapist in Charlotte," Google can connect all three: problem + service + location. That's how you start ranking for high-intent searches that actually turn into patients. 🏦 Own Your Website (Or You Don't Own the Asset) One of the biggest red flags Jeremy sees: clinics who don't even have access to their own site because an agency controls it. If you don't own your site, you: Can't fix your structure or SEO without permission, Can't reliably scale or pivot your marketing, Can't truly sell the business someday—because you don't own a key asset. You should always have full access to your website, hosting, and DNS so changes to structure, pages, and content can be made as your clinic evolves. 🚀 What to Do Next Use this episode as a checklist against your current site: Do you have a Services hub with a page for each main service? Do you have a Locations hub with a page for each city/neighborhood you actually draw from? Are services and locations internally linked in both directions? Do your condition and blog pages support those same services and locations? Do you own and control your own website platform and hosting? 📣 Share This Episode Know a clinic owner posting nonstop content with no SEO payoff? Send them this episode. Their traffic problem might not be content—it might be site structure. 📱 Next Steps with Patch Want a professional set of eyes on your current site and rankings? 👉 Get a Free Local SEO & Website Audit Want Patch to build the full SEO-ready site structure and systems for you? 👉 Book a Patch Demo and see how we're rebuilding clinic sites to win in 2025–2026. Fix the foundation first. Once your site is structured the way Google thinks, every piece of content you create starts working 10x harder for you.