The P.T. Entrepreneur Podcast

Alright team, let's talk about getting comfortable. Sounds nice, right? Wrong. Comfort is where progress goes to die. If you feel like you've hit a plateau, maybe you're just a little too settled in. In this episode, I break down this idea of "Killing Comfort," something my business partner Jared Moon covers in his killer new book. We dig into why embracing the suck, focusing on the process, and doing the hard things day in and day out is the real key to leveling up, both as a clinician and as a business owner. I share how this mindset shaped my own path and how you can use it to push past your limits. 🔑 Key Takeaways: ✔️ Comfort Kills Growth: Getting complacent is the fastest way to stall out. You gotta actively seek out challenges. ✔️ Embrace the Grind: Success isn't always flashy. Like wolves missing hunts most of the time, you gotta persist through failures and setbacks. Focus on not quitting. ✔️ Process Over Outcome (Initially): Obsess about getting better, about skill acquisition. The results will follow if you stick with the process long enough. ✔️ Do Hard Shit: Wake up early? Train when tired? Skip the extra junk food? Choose the thing that builds discipline. That's killing comfort daily. ✔️ Consistency Beats Talent: I wasn't the smartest PT in my class, but I was willing to put in the work consistently over time. That dedication pays off. 🧠 Pro Tip: "Stop looking for shortcuts. The 'secret sauce' is showing up, doing the work even when it sucks, and focusing relentlessly on getting better day by day. That's how you build something real." 🔥 Ready to Break Through & Build? ✅ Check out the book: Grab "Killing Comfort" by Jared Moon. Seriously good stuff in there. ✅ Grab MY book: If you haven't yet, get your FREE copy of "Fuck Insurance" at finsurancebook.com (just cover shipping) to nail the business side. ✅ Help Us Hit 200 Reviews! Subscribe to the podcast, leave an honest review on iTunes, and share a screenshot on your IG stories (tag me @dannymattapt)! Let's spread the word! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Today I've got Danny Laughlin from Laughlin Performance and Physical Therapy in Overland Park, Kansas on the show. Danny's a great example of someone who had a solid, primarily in network hybrid practice but saw the writing on the wall. We dive into how he's strategically shifted away from those crappy insurance contracts, dramatically increased his revenue per hour, and built out more cash based performance and wellness options. We also get into how the recent craziness pushed him to finally launch the digital side of his business he'd been planning for years. Lots of great insights here for anyone navigating the hybrid world or looking to boost their cash services. 🔑 Key Takeaways: ✔️ Insurance frustrations are real: Major issues include significant cash flow delays (waiting 30–90 days for payment) and insurance companies devaluing PT services (think $55 reimbursement for complex cases). ✔️ Shifting focus pays off: Danny went from averaging $90-95/hour with mostly insurance to $125-130/hour by increasing cash services and dropping poor contracts. That's a massive difference. ✔️ Reactivate your past clients: Running campaigns like "Open Enrollment" for wellness/maintenance packages can bring in significant cash flow (Danny signed up 30-40 people) and provide ongoing value. ✔️ Get comfortable talking price & value: Staff training on articulating value and discussing pricing confidently is crucial. Don't sidestep the money talk; own your worth. ✔️ Leverage your admin team: Train your front desk to lead with cash options and explain the benefits of private pay (more comprehensive care, focus on performance) before mentioning insurance. ✔️ Build continuity: Don't just discharge patients. Create pathways for them to transition into ongoing wellness, performance, or maintenance programs. They often want it but need the option presented. ✔️ Digital is the next frontier: Use platforms like TrueCoach to offer remote programming and telehealth. This expands your reach beyond local limitations and provides scalable options. ✔️ Challenges force innovation: The quarantine forced Danny to finally build out the digital platform they'd talked about for two years. Use disruptions as a catalyst for growth. 🧠 Pro Tip: Stop giving patients decision fatigue with too many options. Clearly state your professional recommendation for their plan of care, whether it's in person therapy, a digital program, or a continuity package. Tell them what you believe is best for them to get the results they want. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review. I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! Let's keep pushing this thing forward. Thanks for listening! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Today we're ditching the theory and getting super tactical. If you've got more time than money right now and need to get clients without burning cash on ads, this episode is your playbook. I'm breaking down the straightforward, no fluff strategy we've used and seen work time and time again. It boils down to creating the right content, actually talking to people, and figuring out what they'll pay for before you build it. 🔑 Key Takeaways: ✔️ Identify your ideal client: Who would you bet on getting results for, even if you only got paid on outcome? Know them inside out. ✔️ Content is king (but simple): Figure out the top 10 questions your ideal clients actually ask. Create content answering those. Don't overcomplicate it. ✔️ Engage directly: When people like, comment, or view your stuff on Instagram or Facebook, don't just sit there. Message them directly. Start a real conversation. ✔️ Get 'em on the phone: Offer a free call. It's just a conversation to understand where they are, where they want to go, and what's stopping them. No pressure. ✔️ Test your offers live: Use these calls to float potential solutions or programs. See what resonates. Get feedback before you build anything complex. ✔️ People vote with their wallet: If nobody buys your offer after these conversations, it's probably not the right offer. Listen to what the market tells you with their money (or lack thereof). ✔️ Market research is mandatory: Stop assuming you know what people want. Talk to them, use their language, and build what they've shown they'll actually invest in. 🧠 Pro Tip: Stop building programs in a vacuum. Get on calls, talk to real potential clients, and find out what they actually need and will pay for before you invest your valuable time creating it. Test first, build second. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review – I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! Let's keep pushing this thing forward. Thanks for listening! 🔥 Want to Grow Your SEO Without Burning Out? (Even though we talked organic social today, if SEO is on your radar, check these out): ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Quick heads up before we dive in, the audio on this one had a few hiccups cause of connection issues, but stick with it because the content from Clay and Emily Jones is pure gold. Might be one to listen to with headphones, not just in the car. These two are absolute rockstars from 901 PT in Memphis, Tennessee. They've been in our mastermind for years and watching their growth has been incredible starting with just Clay, now they just brought on their fifth clinician. All 100% cash, in a city like Memphis. It's proof of what's possible when you focus on the right things. We talk about their journey from Clay being frustrated in traditional settings, to bootstrapping the practice (literally Clay doing home visits out of his car), Emily jumping in with her marketing background, and how they've built such a strong team and culture. 🔑 Key Takeaways: ✔️ Start Lean & Bootstrap: You don't need a massive loan. Clay started with home visits, minimal expenses paid off quickly, and they saved aggressively. ✔️ Leverage Your Network: They started by reaching out to friends, family, and Clay's existing reputation. Don't underestimate your personal connections. ✔️ Build a Cash Cushion: Saving diligently from the start allowed them to hire their first therapist without financial stress, fueling faster growth. ✔️ Complementary Skills are Key: Recognize strengths. Clay focused on clinical care and team leadership; Emily took on marketing, finances, and operations based on her background. ✔️ Define Roles & Communication: Working with a spouse requires clear lanes and setting specific times for business discussions to avoid burnout and frustration. ✔️ Invest in Your Team: Mentoring and creating the "best possible experience" for employees, not just patients, is crucial for sustainable growth and retention. Clay intentionally blocks time for this now. ✔️ Get Outside Perspective: Being in a mastermind provided crucial feedback and pushed them (especially Clay on managing his schedule) to think bigger and differently. ✔️ Build the Business Around Your Life: The goal isn't just revenue; it's creating the freedom (time, financial, travel) you want for your family. They design the business to support their life goals. 🧠 Pro Tip: If you're going into business with a spouse or partner, identify your distinct strengths early. Divide responsibilities based on those skills (like Clay on clinical/team and Emily on marketing/ops) instead of both trying to do everything. It prevents burnout and maximizes your collective impact. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review. I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! Big thanks to Clay and Emily for sharing their journey. Go check them out at 901pt.com, @901pt on Instagram, and 901 Physical Therapy on Facebook. 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Quick heads up, if you're scrambling trying to figure out how to take your PT skills online right now, we got you. We've been doing this for years. Let's jump on a free 45 minute call and strategize how you can make digital visits and remote programming work for you. Head to physicaltherapybiz.com/call. It's free, let's figure it out together. Alright, let's talk sales. Had a call today with one of our Mastermind members really struggling with this, losing people on the front end, and honestly, it can derail your whole business. Here's the deal: sales isn't some mystical dark art. If you're a clinician, you already have the core skill set. Think about it: sales is basically a subjective exam. You're diagnosing a problem, asking questions, listening, and helping someone get clear on where they are and where they want to go. This episode breaks down how to reframe "selling" into "diagnosing" so you can use the skills you already have to confidently communicate your value and help more people. 🔑 Key Takeaways: ✔️ Reframe Sales as Diagnosis: Stop thinking "sales," start thinking "subjective exam." You're diagnosing the person's problem and how it impacts their life. ✔️ Listen More, Talk Less: Just like a good subjective, ask open ended questions and actively listen. Aim for 70% them talking, 30% you. People know if you're truly listening. ✔️ Help Them Self Realize: Guide the conversation so they articulate their pain, limitations, goals, and what's truly important to them. ✔️ Confirm Understanding: Repeat back what they told you about their problem, history, goals, and motivations. Ask, "Is that right?" This builds massive rapport and shows you heard them. ✔️ Focus on the Outcome, Not Insurance: Position working with you as the solution to their problem. Insurance reimbursement is a bonus, an icing on the cake, not the main reason to work with you. ✔️ Ask the Value Question: "If you didn't get reimbursed a dime, but we solved this problem and got you back to [their specific goal], would it be worth it?" ✔️ Explain the "Why": Justify your plan of care and build buy in, just like you explain a clinical diagnosis. People need to trust you to do the "weird" PT stuff. ✔️ Conviction is Key: Your confidence in your ability to help them is crucial. 80% of getting someone to commit comes from your conviction. Be confident like you are with a clinical diagnosis. ✔️ Detach Your Ego: Whether they say yes or no doesn't define your worth. Your job is to help them make an informed decision. 🧠 Pro Tip: Stop treating sales like a separate, scary skill. Treat it exactly like your subjective exam. Use your diagnostic mindset to ask great questions, actively listen, understand the real problem behind the pain, and confidently explain how you can help solve it. Master the diagnosis, master the sale. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review. I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! Alright guys, use those diagnostic skills. Thanks for listening! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Before we jump in, quick note. If you're trying to figure out how to move your clinical skills online with everything goin' on, we've been doing this for years and helping tons of PTs figure it out. Jump on a free 45 minute strategy call with us. Head over to physicaltherapybiz.com/call and let's game plan how you can make digital visits and remote programming work for you. Alright, today I got two of my favorite people on the show, Aaron and Lauren Snyder from THRIVE Physical Therapy — San Diego, CA. These guys are in our Mastermind, they're building an awesome cash practice as a husband and wife team, and they keep it real. We talk about how they got started, Lauren jumping ship first into the women's health niche, Aaron eventually joining and carving out his space with runners, and the real deal challenges and successes of building a business together while married. They share how they built their practice through genuine local relationships, not just chasing doctor referrals, and how they're using this current downtime to build stronger systems. Plus, you get to hear about their therapy dog Gus. 🔑 Key Takeaways: ✔️ Niche Down Authentically: Lauren leaned into her passion for women's health; Aaron found his groove with runners after realizing traditional ortho marketing felt soul crushing. Focus on who you genuinely connect with. ✔️ Relationship Marketing Works: Success came from building real connections in the community (doula circles, running groups, fitness classes) rather than just traditional physician outreach. Make friends first. ✔️ Start Lean, Grow Smart: Lauren started solo, building a base before Aaron joined. They didn't need massive upfront capital. ✔️ Working with Your Spouse: It takes intentional effort. They invested in communication tools (Amago Therapy) and benefit from clearly defined roles and tasks (helped by the Mastermind structure). ✔️ Know Your Strengths & Weaknesses: Recognize what each partner excels at (e.g., Lauren with finances/big picture, Aaron with task execution) and divide responsibilities accordingly. ✔️ Delegate Non Core Tasks: Bringing on an admin and using bookkeepers allows them to focus on high value activities like patient care and relationship building. You don't have to be good at everything. ✔️ Use Downtime Strategically: They're using the current situation to build foundational systems, create content, and train their admin, setting themselves up for a stronger return. ✔️ Define Your Own Success: Their goal isn't a massive empire, but a thriving practice that supports their desired lifestyle and allows them to provide great care and a great work environment. 🧠 Pro Tip: Stop grinding on marketing tactics that feel draining. Double down on what feels natural. For Aaron and Lauren, that was building genuine relationships in their local community. Go where your ideal people are, make friends, offer value, and the business will follow. Big thanks to Aaron and Lauren for jumping on. Check them out online at sdthrive.com, and on social media @ThrivePhysicalTherapySD on Instagram and Facebook. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review. I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! Alright guys, thanks for listening! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Quick reminder before we dive in: If you're trying to figure out how to move your clinical skills online, leverage digital visits, remote programming, whatever. Let's talk. We've been doing this stuff for years. Jump on a free 45 minute strategy call with us. Head over to physicaltherapybiz.com/call. Let's game plan your move online. Alright, today we're talking about something simple but super important: getting on the damn phone with people. I know, I know, maybe it's generational, maybe it just feels weird, but hiding behind emails and DMs when you're trying to figure out if people will actually pay for what you offer is a huge mistake. Had a call with someone trying to test an offer via email and messages, and I was like, dude, just talk to them! This episode breaks down why direct conversations, whether phone or Zoom, are critical for validating offers, getting real feedback, and overcoming that sales anxiety we all face. 🔑 Key Takeaways: ✔️ Get Over Phone Anxiety: Hiding behind asynchronous communication like email or DMs avoids rejection but doesn't give you real time feedback or build connection like a direct conversation. ✔️ Validate Offers Directly: The best way to know if an offer is good is if someone will pay for it. Test your packages, pricing, and positioning in live conversations, either phone or Zoom, before building everything out. ✔️ Phone Calls are Market Research: Use calls to test price points, how you position things, and handle objections. You'll learn exactly what potential clients want and what concerns they have. ✔️ Direct Connection Builds Trust Faster: In person or phone/video calls establish value and trust far more effectively than passive methods like email lists or website copy alone. ✔️ Build Offers Backwards: Talk to people first, figure out what they need and will pay for, then build the program or course. Don't waste time building something nobody has validated. ✔️ Embrace the Reps: Getting told "no" is part of the process. Each call makes you better, less anxious, and refines your approach. You won't get better at sales conversations by avoiding them. 🧠 Pro Tip: Stop building courses and programs in a vacuum. Your best market research and offer validation tool is a simple phone or Zoom call. Talk to real potential customers, pitch your idea, listen to their feedback and objections, and find out what they'll actually pay for before you invest hours building it. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review. I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan.

Before we get into it, quick heads up: If you're trying to figure out how to move your clinical skills online right now, leverage digital visits, remote programming, all that jazz. Let's talk. We've been doing this stuff for years. Jump on a free 45 minute strategy call with us. Head over to physicaltherapybiz.com/call. Let's game plan your move online. Alright, today I got one of my favorite mastermind members, Courtney Morse, on the show. Yeah, I thought he was a girl when I first talked to him too, but this dude is crushing it with Natural Wellness Physiotherapy out in Wichita, Kansas. We talk about his journey, which is pretty wild, from wanting to be a strength coach, driving a Schwan's truck, getting into PT school later, and eventually leaving the traditional high volume clinic director grind. He literally started his cash practice in a hair salon and built it up from scratch in a mid sized market. We dig into how he grew, brought family into the business, his slow growth philosophy, the importance of systems, and why you don't need to be in a major city to build a successful cash practice. 🔑 Key Takeaways: ✔️ Start Where You Are: Courtney literally started seeing patients in a hair salon. Don't wait for the perfect space; just get started and iterate. ✔️ Opportunity Knocks: He jumped on the chance to take over a small patient list from another PT, even though the setup wasn't ideal. Be ready to take action. ✔️ Slow, Systemic Growth Wins: Courtney prioritizes building solid systems and fiscal responsibility (Profit First from day one) over rapid, potentially unstable expansion. This builds resilience. ✔️ Leverage Your Team (Even Family): Bringing on his brother for ops/marketing and his wife for nutrition coaching created an ecosystem and allowed him to step back and work on the business. ✔️ Use Downtime Wisely: Instead of panicking during shutdowns, Courtney focused on building infrastructure, creating content, and setting up systems he didn't have time for before. ✔️ Mindset Matters: Influences like Jocko Willink and Ryan Holiday helped shape his approach to facing adversity and focusing on what he can control. ✔️ Smaller Markets are Viable: You don't need to be in a huge coastal city. Wichita works. Less competition can be an advantage. Focus on serving your community well. 🧠 Pro Tip: Be fiscally responsible from day ONE. Implement Profit First, know your numbers, and build a cash cushion. It removes massive stress and allows you to make strategic decisions (like hiring or weathering downturns) from a position of strength, not desperation. Big thanks to Courtney for sharing his story. Check him out @naturalwellnessphysio on Instagram and Natural Wellness Physiotherapy on Facebook and their website. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review. I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Quick reminder before we dive in: If you're trying to figure out how to move your clinical skills online right now, leverage digital visits, remote programming, all that jazz. Let's talk. We've been doing this stuff for years. Jump on a free 45 minute strategy call with us. Head over to physicaltherapybiz.com/call. Let's game plan your move online. Alright, today we're diving deep into pricing. I've had a bunch of consulting calls lately and noticed a scary pattern: almost everyone starting out is massively undervaluing their services, charging like $70 to $99 an hour. They think being cheap gets people in the door, but it actually does the opposite. I share a story about a guy confused why people weren't booking even though he was cheaper than insurance rates, and break down why that happens using a bike shop analogy. If something seems too cheap, people think something's wrong with it. This episode is all about the psychology of pricing, why you can't be the cheapest in cash practice, how your own self worth ties into what you charge, and why justifying your price actually kills its value. 🔑 Key Takeaways: ✔️ Pricing Too Low Screams "Something's Wrong": Just like a $2000 bike offered for $200 raises red flags, charging significantly less than perceived value makes potential clients suspicious, not excited. ✔️ Cheap Doesn't Work for High Value Service: Cash PT is built on quality, time, and results, not volume. Trying to be the cheapest contradicts the value proposition and attracts price sensitive clients, not value sensitive ones. ✔️ Your Price Reflects Your Confidence: If you doubt your worth, it shows in your pricing and sales conversations. You need conviction that you are the solution. ✔️ Stop Justifying Your Price: The more you try to explain why it costs what it does, the less value the client perceives. Confidence in your price speaks volumes. ✔️ Value Expertise, Not Discounts: Attract clients who value their time, individualized care, expert results, and a relationship, not just the lowest price point. ✔️ Sales Skills are Essential: You need to learn how to effectively communicate your value and lead a sales conversation naturally. Pricing feels awkward if your sales skills are lacking. ✔️ It's Your Duty to Help: Realize the value you provide in guiding people away from the often confusing and detrimental traditional healthcare path (unnecessary imaging, negative framing, etc.). 🧠 Pro Tip: Stop pricing your high value, one on one service like it's on a clearance rack. Pricing significantly below the perceived value makes potential clients think something is wrong with you or your service. Align your price with the premium outcome and experience you provide, and state it with confidence. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review – I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan

Quick heads up before we dive in: If you're trying to figure out how to move your clinical skills online right now, leverage digital visits, remote programming, all that jazz. Let's talk. We've been doing this stuff for years. Jump on a free 45 minute strategy call with us. Head over to physicaltherapybiz.com/call. Let's game plan your move online. Alright, today I got one of my favorite people, Missy Albrecht, on the show from Invincible Movement, Education and Healing out in Denver, Colorado. Missy's got a bit of a rollercoaster entrepreneurial story – from early influences like Kelly Starrett, to a failed first practice attempt right out of school, finding her way bouncing between gyms, and eventually building a solid practice. We talk about her unique niche blending visceral manipulation with athletic performance, the importance of community and systems in overcoming burnout, and how she's strategically building a digital course right now by beta testing it first. Lots of real talk about the ups and downs of this journey. 🔑 Key Takeaways: ✔️ Early Failures are Lessons: Missy's first practice didn't work out, but she learned from it and kept moving forward. Don't let initial setbacks stop you. ✔️ Find Your Unique Niche: Transitioning from general CrossFit mobility to specializing in visceral manipulation for athletes gave her a distinct edge and passion. ✔️ Community Combats Burnout: Feeling isolated is tough. Joining a community like our mastermind helped Missy regain confidence, implement systems, and feel supported. ✔️ Systems are Crucial: Implementing processes for follow up, sales conversations, and financial organization transformed her practice from feeling chaotic to feeling like a real business. ✔️ Validate Digital Offers First: Instead of building a whole course and hoping it sells (like her first attempt), Missy is beta testing her current digital program, gathering feedback and then building the final version. Sell it before you scale it. ✔️ Confidence is Key: Overcoming self doubt ("Why would they want to hear from me?") and trusting the value you provide is fundamental to success, especially in sales and pricing. ✔️ Use Downtime Productively: Leverage slower periods to build infrastructure, create content, train staff, and work on the business, not just in it. 🧠 Pro Tip: Don't build an entire digital course in isolation. Beta test your concept with a real audience first. Get paying customers, gather their feedback through the process, and use their input to build the polished 2.0 version. This validates the idea and ensures you're creating something people actually want and will pay for. Huge thanks to Missy for sharing her journey. Check her out at stayinvincible.com and on Instagram @stay_invincible. Help us smash 200 reviews on iTunes for the PT Entrepreneur Podcast! It's huge for a niche show like ours. Subscribe wherever you listen. Leave an honest review. I read 'em all. Screenshot this episode, share it on your Instagram Stories, and tag me @DannyMattaPT. I'll repost it! 🔥 Want to Grow Your SEO Without Burning Out? ✅ Use Clare AI to get 2–5 hours/week back on documentation ✅ Join our free 5-Day Challenge to work smarter ✅ Book a free strategy call and get personal help with your SEO + growth plan