The P.T. Entrepreneur Podcast

🎙️ 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

🎙️ In this episode, Doc Danny breaks down why the first phone call can make or break your practice’s success. Whether you’re handling these calls yourself or training a front desk team, how you communicate matters. Key Takeaways: ✔ Sell the destination, not the journey – Patients care about getting back to their life, not clinical features. ✔ Founders convert better – Clinic owners typically convert 80-90% of calls, while staff convert around 60-70%. ✔ Price sensitivity drops when trust increases – Understanding why a patient wants care improves compliance and willingness to pay. ✔ Train your team – If handing off calls, role-play, share patient success stories, and teach them how to ask the right questions. 💡 Enjoyed this episode? Drop a 5-star review & share with a fellow PT! 🚀 🔹 Try Clare AI for free → MeetClaire.ai 👉 Want to improve patient conversions? Book a free strategy call at physicaltherapybiz.com and learn how to optimize your sales process!

🎙️ In this episode, Doc Danny shares his journey from military physical therapist to building a thriving cash-based practice and ultimately helping over 1,000 clinicians start, grow, and scale their own businesses. He breaks down the key lessons, the hard pivots, and the mindset shifts that took him from clinician to business owner to educator. Key Takeaways: ✔ Military Training & Autonomy – How working as a brigade PT shaped his performance-first approach. ✔ The Cash-Based Pivot – Why he left the Army and launched a cash practice while teaching for The Ready State. ✔ From Side Hustle to Full-Time Success – How his clinic outgrew his expectations and became the foundation for PT Biz. ✔ Helping Clinicians Scale – The origins of PT Biz, the Cash-Based Field Manual, and why over 250 clinics work with his team today. ✔ Your Business Growth Bottleneck – Why becoming a better business owner is the key to scaling your impact and income. 💡 Enjoyed this episode? Drop a 5-star review & share with a fellow PT! 🚀 🔹 Try Clare AI for free → MeetClaire.ai 👉 Want to grow your cash-based practice faster? Book a free strategy call with our team at physicaltherapybiz.com and find out how we can help!

In this episode, Doc Danny breaks down a proven strategy to add $50K+ in recurring revenue to your clinic—without chasing new patients every month. By implementing small group training, you can create consistent income, improve patient retention, and maximize your existing space. Key Takeaways: ✔ Small group training is the easiest way to add predictable revenue while keeping past patients engaged. ✔ A simple two-day-per-week program with just 12 participants at $400/month generates $57K/year. ✔ Retention is high—patients stick around for years, creating stability for your clinic. ✔ This model helps offset rent & overhead costs while allowing clinicians to coach in a new, engaging way. 💡 Enjoyed this episode? Drop a 5-star review & share with a fellow PT! 🚀 🔹 Try Clare AI for free → MeetClaire.ai 👉 Want to implement this strategy in your practice? Visit physicaltherapybiz.com to book a call with our team and see how we can help!

In this episode, Doc Danny recaps the most impactful PT Biz Mastermind event yet—held at Truist Park in Atlanta. With over 200 clinic owners from across the country, this event revealed key trends shaping the future of physical therapy business. Key Takeaways: ✔ Cash-based PT clinics are scaling bigger than ever, with real exit strategies becoming more common. ✔ AI isn’t replacing PTs—but it’s eliminating time-wasting tasks like documentation. Check out meetclaire.ai for a glimpse into the future. ✔ Economic uncertainty is real, and small businesses need to adapt. Learn how to position your clinic for stability and growth. ✔ The power of in-person connection—entrepreneurship is lonely, but the right community helps you grow faster and stay motivated. Resources Mentioned: 🔹 Visit PhysicalTherapyBiz.com to learn how to scale your PT practice 🔹 Try Clare AI for free → MeetClaire.ai 🔹 Book a Free Business Audit Call → Schedule Here 💡 Enjoyed this episode? Drop a 5-star review & share with a fellow PT!