The P.T. Entrepreneur Podcast

The 20% Rule: Health, Reputation & Real Growth for Your PT Clinic In this solo episode, Doc Danny Matta shares a simple story with a big lesson: a 67-year-old foundation repair rep drops into a perfect squat and pops back up—proof that health is a choice and momentum. Danny connects this to how PTs can reach the 70% of people who aren’t actively searching for help yet, using reputation, relationships, and clear asks—not just ads. 🎯 Episode Summary The 20% vs. 80% reality: A small slice stays active and sharp; most slide without structure and accountability. Choice beats chance: Health is built—daily—through movement, learning, and engagement. The market you’re missing: The majority who don’t know you exist (yet) won’t find you via Google. Reputation compounding: Treat people like family and ask for warm introductions—consistently. From pain relief to life change: Get them moving, educate them, then expand goals (10K, hiking, travel). 💡 Key Takeaways Most growth is offline: Referrals & community presence beat cold clicks for trust and conversion. Clarity wins: Tell people who you help and how. Make it easy to refer. Sell outcomes, not visits: Mobility, confidence, and longevity are the real value drivers. Momentum matters: It’s never too late—but it’s harder later. Create quick wins early. 🧠 Pro Tips You Can Use Today Referral script (use verbatim): “Who in your world is saying ‘no’ to things they want to do because of pain or mobility? I’m happy to chat with them.” Community flywheel: Host monthly screens/workshops; follow up with a clear next step and a simple offer. Reputation hygiene: Same-day follow-up, handwritten notes after big milestones, and a quarterly check-in list. Outcome stories: Share real client arcs (knee rehab → 10K) to widen who sees themselves as a fit. 🔊 Notable Quotes “Health is a choice. Once you slide into inactivity, digging out is hard—but not impossible.” “Don’t fight over the sliver searching on Google. Win the majority through reputation and relationships.” “Treat every patient like family. That’s how referrals become automatic.” 📌 Action Items Ask for one warm intro from a current patient today—track it. Book your next local talk/screening—set the date before the week ends. Write a 3-sentence ‘Who we help’ blurb for your site, email signature, and front desk. 🔗 Resources & Links PT Biz Website

Building Independence & Culture: Inside PHYT Collective with Ashley Speights In this episode, Danny sits down with Ashley Speights, PT Biz coach and founder of PHYT Collective in Washington, D.C. Ashley shares how she built her 4,000 sq ft practice during the pandemic, structured a unique contractor-based collective model, and created a culture of independence, collaboration, and empowerment. They explore the realities of running a clinic in a high-cost city, setting compensation models that work, and why listening deeply to patients creates lifelong loyalty. 🎯 Topics Covered How Ashley launched PHYT Collective during the pandemic with a creative lease negotiation The “barbershop-style” model that allows PTs to work for themselves—together Key legal and cultural considerations when structuring contractor vs. employee roles Why independence and time freedom attract top clinicians How to balance provider risk with clinic sustainability Running successful sales and price raises during economic uncertainty Empowering patients through education and proactive care The network effect: how community relationships fuel growth 💡 Key Quotes “We all work for ourselves—together. That’s the heart of PHYT Collective.” “You can’t set their hours, you can’t tell them what to wear—but you can create a culture people want to be a part of.” “If you don’t raise your rates, your business won’t survive. But you can do it in a way that supports your community.” “Time freedom and true independence are what great clinicians value most.” “Age isn’t the limitation—it’s just the knowledge on how to get there.” 🧠 Pro Tips Negotiate your lease creatively—early concessions can make or break your launch Be clear on contractor rules: no set hours, no PTO, no mandated dress codes Build culture through empowerment, not control—welcome baskets and shared values go further than rules Structure compensation simply: clear percentage splits with incentives at milestones Price with confidence—your time and doctorate-level expertise are worth it During uncertain times, strategic discounts can build trust and long-term loyalty Patients value proactive care and education just as much as pain relief 🔗 Resources & Links PT Biz Website – Business coaching and training for cash-based clinicians Join the 5-Day Challenge – Learn how to go full-time with your practice Download the PT Biz Manual – Lessons from 1,000+ clinicians who built thriving cash practices PT Biz YouTube Channel – Weekly videos on sales, leadership, and marketing PHYT Collective Website – Learn more about Ashley’s clinic model PHYT Collective Instagram – Follow Ashley and her team 📍 About PHYT Collective Founded by Ashley Speights, PHYT Collective is a 4,000 sq ft hybrid-style practice in Washington, D.C. Built on independence, collaboration, and culture, the collective allows physical therapists to operate as contractors under one brand while retaining autonomy in how they serve patients. PHYT Collective combines community relationships, proactive patient care, and innovative business models to redefine what a modern PT clinic can be. 🧭 Final Thought Scaling a clinic doesn’t always mean building a traditional team structure. Ashley’s story shows how independence, culture, and community can create a thriving model that empowers both clinicians and patients. If you’re exploring new ways to grow your practice, this episode is full of practical insights and inspiration.

Why 10x-ing Your PT Business Might Be Easier Than 2x-ing It Episode Highlights: Why small, “safe” goals are limiting your growth How 10x goals force innovation and smarter systems Real-life client examples who went from 100K to 1M+ The mindset shift that separates growing clinics from stagnant ones Why even “failing” at a big goal gets you further than hitting a small one Resources Mentioned: Get the PT Biz Manual Sign up for the Part-Time to Full-Time Challenge Like what you’re hearing? Please consider sharing this episode with a fellow PT and tagging Danny on Instagram. Let us know what part stood out most!

Scaling Smart: Lessons from Building a Multi-Location Hybrid PT Clinic In this episode, Danny interviews Chris Roble, a longtime friend, PT Biz coach, and founder of Physio Room, a hybrid model clinic with 4 locations in Colorado. They dive deep into the evolution of his business, how he’s structured team incentives, front desk systems, and the mindset shifts that allowed him to scale without sacrificing culture or profitability. 🎯 Topics Covered The pros and cons of early business partnerships How Chris structured his hybrid model (cash + limited insurance) Why the front desk is your most important (and underutilized) sales asset How he builds team culture and accountability from the inside out What most PT owners get wrong about compensation and growth Opportunities for cash-based clinics in the next 5 years 💡 Key Quotes “Culture eats strategy for breakfast. Mindset drives everything.” “The front desk is the most important position in the clinic. They’re client experience and sales in one.” “You can’t think small and expect to scale. You have to set scary goals.” “If you want to pay your team more, you either raise your rates or raise your volume. Those are the levers.” 🧠 Pro Tips Invest in your front desk like they’re a high-level salesperson—they are Set up clear benchmarks and career ladders for your clinicians Use a 75/25 cash-to-insurance ratio to maintain margins while growing Let your team lead—give them lanes, then let them run in them Don’t underestimate the power of local reputation and word of mouth 🔗 Resources & Links PT Biz Website – Business coaching and training for cash-based clinicians Join the 5-Day Challenge – Learn how to go full-time with your practice Download the PT Biz Manual – Lessons from 1,000+ clinicians who went from burnt out to in control PT Biz YouTube Channel – Weekly videos on sales, leadership, marketing, and more 📍 About Physio Room Founded by Chris Roble, Physio Room operates multiple hybrid clinics across Colorado with a focus on culture, autonomy, and scalable systems. Learn more at www.physioroomco.com 🧭 Final Thought If you're serious about scaling your clinic, you need more than visits—you need systems, mindset, and culture. Chris shows how it's done in this must-listen conversation for growth-minded PTs.

How to Get More New Patients From Local Workshops Most clinicians who run workshops don’t know how to confidently position themselves—and as a result, they walk away with little to no new patients. In this episode, we break down: The mindset shift that turns workshops into patient drivers Why most clinicians fail to confidently pre-frame and close Exactly what to say at the end of a workshop to get new patients Resources & Links: Join the 5-Day Challenge – Learn how to go full-time with a clear, actionable plan Get the PT Biz Book – Discover how cash-based PTs overcame fear, imposter syndrome, and built thriving practices Watch our YouTube Channel – Weekly strategies for mindset, marketing, and more Visit PT Biz – Coaching and support to build your dream practice Connect With Us: Instagram: https://www.instagram.com/ptbiz YouTube: https://www.youtube.com/@ptbiztraining Website: https://www.physicaltherapybiz.com Enjoy the episode—and if you’re ready to stop winging it and start seeing results, check out our free challenge or book a strategy call.

3 Important Cash-Based PT Trends in 2025 What’s changing in the world of cash-based physical therapy? In this episode, Danny Mattei breaks down three emerging trends in 2025 that every clinician should know—whether you're just starting your practice or trying to scale past yourself. These shifts are reshaping the profession and will impact how you grow, hire, and stay profitable. 📈 The 3 Trends Clinicians are starting younger than ever: More DPT grads are skipping traditional jobs and going straight into private practice. Is this the new norm? The first growth cycle is getting harder: Inflation, higher overhead, and tougher competition make scaling past yourself a real challenge—and many get stuck or quit. Compensation plans must evolve: Clinicians want more guaranteed income and less variable pay. Business owners need better systems and higher margins to compete. 💡 Big Ideas Why early-stage solo clinics are exploding in number Why it's harder (but more profitable) to grow past $20K/month How private equity interest shows the maturity of the cash PT model Why performance-only pay structures are being rejected—and what to do instead The importance of becoming a business owner first, clinician second 🔗 Resources & Links PT Biz Website – Coaching & strategy for starting or scaling your cash-based practice Join the 5-Day Challenge – Go from part-time to full-time with a clear plan Get the PT Biz Book – How 240+ clinicians grew thriving cash practices PT Biz YouTube Channel – Weekly training for entrepreneurial PTs 🧭 Final Takeaway The landscape is better than ever for starting a cash-based clinic—but scaling is harder. The reward? Massive income potential and time freedom if you can push through. Know the trends. Prepare to lead. And build a real business, not just a side hustle.

The Speed Trap: Why Going Too Slow Is Costing Your Business In this episode, Danny explains why momentum is everything in business—and how clinicians often sabotage their growth by going too slow. Using the analogy of riding a bike or snowboard, he breaks down how fear, hesitation, and “waiting for the right time” lead to instability and burnout, not safety. 🎯 Topics Covered Why clinicians tend to move too slowly—and how it backfires The difference between healthy speed and reckless acceleration How going too slow creates pain, burnout, and lost momentum The mindset behind self-sabotage and hesitation How to identify when you're playing small out of fear Why momentum matters more than perfection 💡 Key Quotes "Going too slow might feel safe, but it’s actually where most people fall." "Momentum creates stability. Without it, your business wobbles and crashes." "You’re not stuck—you’re scared. And that’s costing you growth." "Playing it safe often leads to the exact pain you were trying to avoid." 🧠 Pro Tips Push yourself to make timely decisions, even when it’s uncomfortable Recognize when fear—not logic—is driving your delay Audit your pace: Are you stuck in “prep mode” for too long? Realize that momentum attracts opportunity—don’t let it die Leaning in creates confidence. Hesitating kills it 🔗 Resources & Links PT Biz Website – Strategy and coaching to build your dream clinic Join the 5-Day Challenge – Free training to break out of neutral and start scaling Get the PT Biz Book – Learn from 240+ clinicians who stopped playing small PT Biz YouTube Channel – Weekly insights on growth, mindset, and leadership 🧭 Final Thought The biggest risk isn't going too fast—it's moving too slow. Momentum brings clarity, opportunity, and control. If your growth feels wobbly, it might be time to pick up the pace.

The Debt Mindset Shift You Need to Scale Your Clinic In this episode, Danny breaks down one of the most overlooked barriers to growth: fear of debt. He shares hard-earned lessons from building his own clinic and working with 1,000+ others—and explains why your mindset around borrowing can make or break your business as you grow past the lifestyle phase. 🎯 Topics Covered Why PTs are so debt-averse (and why it makes sense) How bootstrapping can hurt your growth The real risks of borrowing vs. self-funding Why strategic debt isn’t bad—it’s a business investment The scary truth about growing from 1 to 3+ employees How to push through the “profit dip” and build a real business The mindset shift from clinician to CEO/investor 💡 Key Quotes "You're a business owner now. Think like an investor—not just a clinician who happens to own a business." "Bootstrapping your growth sounds noble, but it’s usually just slower and more stressful." "Borrow in a position of strength, not when you’re desperate. That’s when banks will actually lend to you." "Push through the tough stage as fast as you can. Profit comes back. Freedom follows." 🧠 Pro Tips Start lean—but don’t try to scale lean. Growth needs capital. Use debt strategically to accelerate team building and capacity. Expect your profits to dip before they rise again—it’s normal. Borrow when you’re stable, not scrambling—it puts you in control. If you want a scalable clinic, shift your identity to business owner/investor. 🔗 Resources & Links PT Biz Website – Get expert coaching to start and scale your clinic Join the 5-Day Challenge – Build your practice with clarity and momentum Get the PT Biz Book – Learn how 240+ clinicians grew their dream practice (many with smart debt) PT Biz YouTube Channel – Weekly insights on business growth and strategy 🧭 Final Thought If you want to build a practice that gives you freedom—financial, time, and impact—you can’t stay stuck in a debt-avoidant mindset. Learn to think like an investor. Borrow wisely. Grow faster. And build the business you were meant to run.

How to Use Imposter Syndrome as Fuel (Not a Roadblock) In this episode, Danny shares how to turn imposter syndrome from a source of fear into a tool for personal growth. Whether you're starting a business, hiring a team, or simply trying to charge what you're worth, Danny breaks down how to reframe your doubt and use it to level up—again and again. 🎯 Topics Covered Why almost every high performer feels like an imposter The story of TJ McConnell and the power of outworking everyone How to flip self-doubt into motivation for growth The difference between confidence, humility, and arrogance Why imposter syndrome shows up at every stage of success How to become the person worthy of your next goal 💡 Key Quotes "At every stage you level up, you’ll feel like an imposter again. That’s the game." "It’s not ‘Who am I to do this?’ It’s ‘Who do I need to become?’" "Imposter syndrome is a sign you care—and that you’re ready to grow." "You can be confident and humble. That’s not arrogance. That’s power." 🧠 Pro Tips Use your doubt to drive consistent learning and growth Seek out mentorship, education, and new challenges Reframe imposter syndrome as a signal—not a stop sign Commit to becoming the person your goals require Understand that each stage of business brings new challenges 🔗 Resources & Links PT Biz Website – Build and scale your cash-based clinic Join the 5-Day Challenge – Gain momentum with a clear, proven plan Get the PT Biz Book – Discover how cash-based PTs overcame fear, imposter syndrome, and built thriving practices PT Biz YouTube Channel – Subscribe for weekly coaching and insight 🧭 Final Thought Imposter syndrome doesn’t mean you’re unqualified—it means you care. Use it as fuel to become the kind of leader, business owner, or clinician that no longer questions whether they belong. That’s how you win—one stage at a time.

Why Your Customer Experience Is Killing Referrals (and How to Fix It) In this episode, Doc Danny shares the three-step customer experience framework that drives more referrals, boosts retention, and builds a reputation that speaks for itself. Inspired by a recent emergency surgery experience with his son, Danny lays out exactly how clinics can elevate their communication and consistency—without spending a dime on marketing. 🎯 Topics Covered The two biggest reasons patients refer (it’s not just outcomes) What hospitals get wrong about communication—and how not to repeat it Why breakdowns happen when you scale past yourself The three phases of a 5-star customer experience How to systematize follow-up for better retention and referrals Why internal communication channels make or break your team The power of weekly meetings to unify your staff and improve outcomes 💡 Key Quotes "Your reputation is earned in drops and lost in buckets." "Don’t be the clinic people have to make excuses for." "If you want word-of-mouth referrals, deliver the experience people will rave about." "The best time to generate a referral isn’t after discharge—it’s in the first few visits." 🧠 Pro Tips Break the customer journey into three parts: set expectations, meet them, and follow up Have a centralized communication channel like Slack to reduce miscommunication Build weekly team meetings to review patient progress and follow-up needs Create a system for post-visit touchpoints to check in and reinforce trust Remember: Patients refer based on how they feel, not just how they heal 🔗 Resources & Links PT Biz Website – Business coaching for cash-based clinicians Join the 5-Day Challenge – Learn how to grow your clinic without burnout Get the PT Biz Book – Real-world stories from 240+ cash-based PTs PT Biz YouTube Channel – Subscribe for weekly tactical content 🧭 Final Thought Most clinics think great outcomes are enough. They're not. Patients remember how they were treated more than the treatment itself. Communication is free, but the ROI is massive. Start with clear expectations, deliver consistently, and follow up like it matters—because it does. Your clinic’s reputation (and referrals) depend on it.