The P.T. Entrepreneur Podcast

In this episode, Doc Danny—founder of Physical Therapy Biz—shares the two non-negotiable traits you need to succeed in business and in life. They’re not fancy strategies or marketing hacks. They’re human qualities that, when developed together, create a powerful foundation for long-term success. This isn’t fluff. It’s about building a practice—and a life—you can be proud of. 🔑 Key Takeaways: ✔️ Kindness Isn’t Optional – You’re probably already a kind person. That’s why you got into PT. But kindness in business makes you magnetic. Keep it. ✔️ Resilience Is the Edge – Half of businesses fail in 5 years. Kindness alone won’t save you. You need grit, courage, and the ability to get up after getting knocked down. ✔️ You Can Be Both – You don’t have to choose between being tough and being good. You can be kind and resilient. That’s what great leaders are. ✔️ Failure Is Part of the Game – Rejection, risk, tough conversations—entrepreneurship is full of fear. Success comes from doing it anyway. ✔️ This Is Personal Growth – Business is the best personal development tool on the planet. If you want to grow, it will force you to. 🧠 Pro Tip: “Be kind. Be resilient. That’s the combo that wins—at business, and at life.” 🔥 Want to Develop the Skills That Actually Matter? ✅ Join our free 5-Day Challenge → physicaltherapybiz.com ✅ Book a free advisor call—get clarity on your next move ✅ Want a tool to help you grow faster? Try Clare AI → MeetClaire.ai

🎙️ In This Episode: Doc Danny—founder of Physical Therapy Biz—explains why undercharging is quietly wrecking your cash-based clinic. Whether you’re at $100 or $300 per session, this episode dives into how pricing isn’t just about fairness—it’s about survival, growth, and scale. Most clinicians undervalue themselves. That mindset trickles into every part of the business—your perceived value, your margins, your ability to hire, and your exit plan. This episode gives you the blueprint to fix it. 🔑 Key Takeaways: ✔️ Price = Perceived Value – Your patients judge you the same way you judge a $100 lawyer vs. a $500 one. Higher price signals higher skill. Period. ✔️ Undercharging Kills Profit – You can’t build margin at $100/session. Even if you’re excellent, you’ll be viewed as average—and struggle to grow. ✔️ Revenue Per Hour is the Lever – You need to hit $200/hour to scale sustainably. That unlocks better salaries, facilities, benefits, and marketing. ✔️ Small Team > Big Payroll – Three high-performing PTs paid well will outperform six underpriced ones—less chaos, better culture, more profit. ✔️ No Margin = No Scale – Want to sell your clinic or step back? You need mid-level leaders. That means profit. And that means pricing up. ✔️ You Control This – Unlike insurance-based clinics, you decide what you charge. Most people undervalue themselves. Don’t be one of them. 🧠 Pro Tip: "If you’re world-class, charge like it. You’re not just helping people feel better—you’re giving them their life back." 🔥 Want to Price with Confidence and Scale the Right Way? ✅ Join our free 5-Day Challenge → physicaltherapybiz.com ✅ Book a free advisor call—get personalized pricing help ✅ Grab our book for proven tactics from 1,000+ clinics ✅ Looking to sell your value better? Try Clare AI → MeetClaire.ai

🎙️ In This Episode: Doc Danny—founder of Physical Therapy Biz—breaks down how underpricing is silently killing your clinic’s growth. Whether you're charging $100 or $300 per visit, this episode will change the way you think about pricing. It’s not just about what’s fair—it’s about what actually works for your business and your patients. This isn’t theory. It’s a blueprint for building a sustainable, profitable, and eventually scalable practice by charging what you’re truly worth. 🔑 Key Takeaways: ✔️ Perceived Value Drives Decisions – Patients assume higher price = higher quality. That $500/hr lawyer vs. $100/hr? Same thing happens in PT. If you’re great, charge like it. ✔️ Underpricing Hurts You – Charging $100/session makes you look mediocre, even if you’re world-class. Worse, it kills your profit margin. ✔️ Revenue Per Provider = Leverage – Clinics should aim for $200+/hour. It unlocks the ability to pay more, hire better, and reduce overhead chaos. ✔️ Fewer Staff, More Profit – 3 highly paid, high-performing PTs can produce the same (or more) revenue than 6 underpriced ones—with less stress and better culture. ✔️ Low Pricing Blocks Scale – Want to step back or sell your practice one day? You’ll need margin to hire mid-level leaders. That starts with pricing. ✔️ You Control This – Unlike insurance-based clinics, you can raise prices tomorrow. Most clinicians undervalue themselves—and it shows. Change that, and the rest follows. 🧠 Pro Tip: "You’re not just selling sessions—you’re giving people their life back. Price accordingly." 🔥 Ready to Raise Your Rates and Grow with Confidence? ✅ Join our free 5-Day Challenge → physicaltherapybiz.com ✅ Book a free advisor call—get personalized help pricing your services ✅ Check out our book for real-world strategies from top-performing clinics 🚀 Want help selling your value? Try Clare AI free → MeetClaire.ai

🎙️ In This Episode: Doc Danny—founder of Physical Therapy Biz—dives deep into price psychology and how it plays a pivotal role in your clinic’s success. From movie rentals to plan of care commitments, this episode unpacks the subtle (but powerful) strategies that get patients to say “yes”—not just to treatment, but to the right kind of treatment. Learn how to set up pricing that improves patient outcomes, increases revenue, and gives you the consistency you need to grow—all without being pushy or gimmicky. 🔑 Key Takeaways: ✔️ Price Anchoring Works – That $279 single-visit rate? It’s not about volume—it’s about value perception. It sets the stage for your plans of care to look like a steal. ✔️ Use Simple Psychology – A $1 difference turned a movie rental into a purchase. That same principle nudges patients toward committing to the care they actually need. ✔️ Prevent the Drop-Off Cliff – Most single-visit patients vanish around visit 3. Plans of care fix that by locking in long-term accountability and better outcomes. ✔️ Structure for Compliance – Make the best choice the obvious one. When the visual layout clearly favors 10 or 20 visits, commitment becomes the path of least resistance. ✔️ Revenue Stability = Clinical Freedom – Upfront plans mean fewer new patients needed, more predictable cash flow, and space to actually treat instead of chase volume. ✔️ Tailor to Your Niche – ACL post-ops and active adults aren’t the same. Build a pricing structure around the outcomes your specific clientele need—whether it's 10 visits or 9 months. 🧠 Pro Tip: "Don’t just think about what’s fair. Think about what’s effective—for the patient and the business. If a longer plan gets a better result, price to lead them there." 🔥 Want to Master the Art of Selling Plans of Care? ✅ Take the free 5-Day Challenge → physicaltherapybiz.com ✅ Need help structuring your pricing? Book a free advisor call ✅ Grab the book and see how top clinics sell without being salesy 🚀 Try Clare AI for free → MeetClaire.ai

🎙️ In This Episode: Doc Danny—founder of Physical Therapy Biz—dives into price psychology and how to leverage it inside your practice to drive commitment, improve outcomes, and increase revenue. Spoiler: This isn't just about charging more—it's about structuring your pricing so patients actually do what’s best for them (and for your business). He breaks down real-world pricing strategies he sees across high-performing clinics and how something as simple as a $1 movie rental vs. purchase can completely shift behavior. Whether you're building your first price sheet or tweaking an existing one, this episode is a blueprint for better conversions and clearer decision-making. 🔑 Key Takeaways: ✔️ Price Anchoring Matters – Your single-visit rate isn’t there to be popular. It’s there to make your plans of care look like a no-brainer. High anchor = higher perceived value. ✔️ Make the Right Choice Obvious – When you layout your pricing, people should instantly see the value in committing. Ex: $279 single vs. $2,200 for 10 ($220/visit) vs. $4,000 for 20 ($200/visit). ✔️ Avoid the Drop-Off Cliff – Most patients who pay visit-by-visit drop off around session 3—right when pain subsides. That’s where outcomes (and referrals) die. Commitment fixes that. ✔️ Get Paid to Plan – When patients commit upfront, you get predictability, higher revenue, and a roadmap to the real results they want. Everyone wins. ✔️ Know Your Overhead – Pricing isn’t copy-paste. It needs to reflect your numbers—your rent, staff, location, and cost per session. Don’t guess—know. ✔️ Design for Their Success – Pricing should drive the outcome that’s best for the patient. If that’s 10–20 visits over time, your structure should gently guide them there. 🧠 Pro Tip: “If someone’s in your office, they already want help. Your job is to make the next step so clear and valuable that not committing feels like the wrong choice.” 🔥 Want to Get Better at Selling Plans of Care? ✅ Take the free 5-Day Challenge → physicaltherapybiz.com ✅ Want feedback on your pricing sheet? Book a free advisor call. ✅ Grab the book and learn how the best clinics sell without being salesy. 🚀 Try Clare AI for free → MeetClaire.ai

In this episode, Doc Danny—founder of Physical Therapy Biz—lays out the scrappy, step-by-step blueprint he’d follow if he had to start a cash-based clinic from scratch in 2025. No big budget, no fancy space—just hustle, clarity, and a game plan that works. Whether you’re still working PRN or ready to jump all in, this episode is a masterclass in starting lean, gaining momentum, and going full-time fast. 🔑 Key Takeaways: ✔️ Get a Job You Don’t Love (On Purpose) – Choose flexible, high-paying side work like home health or hospital PRN. Why? More time, less conflict of interest, and more fire to grow your practice. ✔️ Pick a Niche You Actually Belong In – Don’t chase a niche because it sounds profitable. Start with the community you’re already a part of—runners, lifters, climbers, whatever. You need street cred. ✔️ Start Cheap and Local – Sublease a space near your niche. Think back office at a running store or gym. Don’t overthink aesthetics—just get started and build from there. ✔️ Teach First, Sell Later – Deliver value through workshops and Facebook groups. Empower people with knowledge, and watch how fast the word spreads—even from folks who never book a session. ✔️ Be Generous on Social – Engage with local micro-influencers. Comment, share, support. Build digital rapport before asking for anything. Reciprocity wins over time. ✔️ Know Your Numbers and Jump Sooner – Don’t hang on to that part-time job forever. Most clinicians wait too long out of fear. Once you can replace your income with 25–30 visits/month, it’s time to go all in. 🧠 Pro Tip: Task-switching burns energy and slows growth. When you go full-time, you not only get hours back—you get mental clarity that helps your business take off. 💬 “There’s a difference between fear and danger. Fear is starting your business. Danger is picking up a rattlesnake.” 🔥 Ready to go from side hustle to full-time? ✅ Take the free 5-Day Challenge → physicaltherapybiz.com ✅ Want guidance from an advisor? Book a free call today. ✅ Download the book and start mapping your plan now. 🚀 Try Clare AI for free → MeetClaire.ai

In this episode, Doc Danny—founder of Physical Therapy Biz—dives into one of the most underutilized yet powerful tools for clinic growth: referrals. If you’re hoping referrals just show up without a system in place, you're leaving serious money and momentum on the table. Damon breaks down exactly how to generate consistent, high-quality referrals by optimizing the client experience and building a simple, scalable strategy to drive word-of-mouth growth. 🔑 Key Takeaways: ✔️ Deliver Results and Experience – Outcomes matter, but the feeling patients walk away with matters just as much. If they’re not talking about you, one of those two is broken. ✔️ Ask the Right Way at the Right Time – Don’t wait. Prompt your clients for referrals during emotional highs—after a breakthrough or big milestone. ✔️ Make It Easy (and Worth It) – A simple, win-win referral program can snowball your client base. Offer a free eval for their friend, and a free visit for them if it turns into a plan of care. 📈 The best clinics don’t hope for referrals—they engineer them. Build a flywheel that grows your business month after month by asking, delivering, and rewarding. 💬 “You feel awkward asking for referrals? You know what’s worse? A business that doesn’t grow.” 🔥 Want to implement this system? We help you dial in your sales, marketing, referrals, and ops—so you grow faster and work less. 🗓️ Book a free strategy call: physicaltherapybiz.com 🚀 Try Clare AI for free → MeetClaire.ai

In this tactical episode, Doc Danny breaks down the three key drop-off points in your clinic that are quietly crushing your growth. If you’ve been focused only on plan of care conversion, you're missing the bigger picture—and leaving thousands on the table. Danny walks through the full client journey and shows you exactly how to tighten up your systems to increase revenue, boost patient outcomes, and build long-term continuity. 🔑 Key Takeaways: ✔️ Conversion – Get clear on the real reason they’re in your office, not just the pain. ✔️ Completion – Symptom relief ≠ the end. Educate clients early on why they must finish. ✔️ Continuity – Give them a path to stay strong, mobile, and pain-free for life—and build predictable monthly revenue for you. 🎯 Whether it’s manual therapy, remote coaching, or small group training—you need something people can ascend into after their plan of care. 🧠 “Amateurs focus on the front end. Pros track the whole system.” Which clinic do you want to be—the one with 12 continuity clients or 36? 💡 Inspired by this episode? Share it with a fellow clinician and leave a review to spread the message. 🔹 Want help improving these systems? Book a free strategy call: physicaltherapybiz.com 🚀 Try Clare AI for free → MeetClaire.ai

In this episode, Doc Danny shares a powerful story from the early days of his clinic that completely changed how he views client care. After proudly boasting about his low visit average, a 50-year-old marathoner sat him down and explained exactly why she wanted ongoing care—and how he was missing the bigger picture. 🔑 Key Takeaways: ✔️ Stop chasing the lowest visit average – You’re not winning by rushing clients out the door. ✔️ People want a guide – Especially when they have big physical goals. Be that person. ✔️ Ask better questions – “What do you want to do now that you’re out of pain?” can change lives. ✔️ Performance care = recurring revenue – And happier clients who stick around. ✔️ Don’t wait to learn the hard way – Build this into your process from day one. 🎯 Whether it’s helping someone run a marathon in all 50 states, row across the Atlantic, or hike across Ireland—your business can be a launchpad for big dreams. 💡 Inspired by this? Share it with a fellow clinician and leave a review to spread the message. 🔹 Ready to build a practice that helps people beyond pain? Book a strategy call: physicaltherapybiz.com 🚀 Try Clare AI for free → MeetClaire.ai

In this powerful episode, Doc Danny reflects on his journey from military PT to business owner, sharing the 10 most important lessons he’s learned since starting his first clinic a decade ago. Whether you're just launching or years into your practice, this episode will hit home. 🔑 Key Takeaways: ✔️ Comparison is the thief of joy – Focus on your path, not someone else's curated highlight reel. ✔️ Progress > Perfection – You don’t need the whole roadmap. Just know your direction and move forward. ✔️ Your kids don’t care how much money you make – They care if you’re there. Time and presence matter more than income. ✔️ Take care of your health – You’re your greatest asset. Don’t sacrifice your physical or emotional well-being for the grind. ✔️ Wolves don’t concern themselves with the opinions of sheep – Stop letting fear of judgment hold you back from taking big swings. ✔️ Delay gratification early on – Live below your means to build a strong financial foundation and reinvest in your business. ✔️ But don’t wait forever – Experiences matter. Use money to create memories with people you love now. ✔️ Cash flow is king – High revenue doesn’t mean success. Profit and cash in your pocket are what allow freedom. ✔️ Recurring revenue = freedom – Build a model where clients stick around. Predictability lowers stress and improves growth. ✔️ Live a full life, not just a profitable one – Success isn’t just revenue; it’s health, relationships, impact, and freedom. 🎁 Danny’s 40th birthday lesson? Time is limited. Use your business as a tool to create a life you love—with the people who matter most. 💡 Inspired by this episode? Share it with a friend and leave a 5-star review to help more clinicians live life on their terms. 🔹 Want help designing your ideal business and life? Book a free strategy call at physicaltherapybiz.com 🚀 Try Clare AI for free → MeetClaire.ai