The P.T. Entrepreneur Podcast

Ever feel like business is a game you can't quite "win"? This week, I'm diving into a concept from Simon Sinek's book "The Infinite Game" that really clicked for me and explains so much about navigating the ups and downs of running your practice. In this episode, I break down the difference between finite games (like football, clear winners/losers) and infinite games (like business, where the goal is just to keep playing). Simon Sinek argues success in this infinite game boils down to two things: Will multiplied by Resources. We explore why starting out requires massive 'will' when resources are low, how established businesses can stall if their 'will' fades despite having resources, and why having both is key for major growth. Understanding you're in an infinite game fundamentally changes how you approach challenges and make decisions, focusing on longevity over short term 'wins'. Especially when times get tough, knowing which variable you need to ramp up (Hint: It's often your will!) is crucial for staying in the game. 🔑 Key Takeaways: ✔️ Business isn't a finite game with a finish line; it's an infinite game where the goal is to continue playing. ✔️ Your likelihood of success in the infinite game of business depends on the interplay of Will x Resources. ✔️ When starting or facing challenges (low resources), your Will (determination, mindset, hustle) must be incredibly high. ✔️ If resources increase but will decreases, growth often stagnates. ✔️ High will combined with high resources is the formula for significant scaling and impact. ✔️ Shifting your perspective to playing an infinite game helps you make decisions focused on long term sustainability and resilience. 🧠 Pro Tip: When resources feel scarce or are dwindling, the most critical factor you can control and must increase is your Will. Double down on your resolve, adaptability, and drive to navigate challenges and stay in the game. Let's Hit 200 Reviews! Alright team, we're closing in on 200 reviews on iTunes, that's huge for a niche pod like ours! Help us get there: Subscribe: Make sure you're subscribed on your favorite platform. Leave a Review: Seriously, I read every single one. Let me know what you think! Share on IG: Take a screenshot of this episode, post it to your Instagram Stories, and tag me @dannymattapt. I'll repost it! Thanks for listening and helping spread the word! Keep playing the infinite game. 🔥 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

Super pumped to have one of my buddies, Michael Tancini from Ground to Overhead Physical Therapy, on the show today. We actually connected way back in 2015 via email. Funny story about that in the episode and it's been awesome watching his journey. Michael jumped straight into private practice right out of school, built his business, moved it cross-country, and rebuilt it. We dig into the challenges of starting out, the importance of niche expertise (especially his CrossFit background), the reality of entrepreneurial ups and downs, and how getting structure and support was a total game-changer for him, especially when he was feeling isolated and stressed despite hitting financial goals. Michael gets real about almost taking another job because the grind was getting to him, and how finding the right framework finally helped him enjoy the process again. Michael shares his story from PT school inspiration (shout out Kelly Starrett!) to navigating clinical rotations he hated, which fueled his desire to build something different. He talks launching Ground Overhead PT immediately post-grad, first in San Diego within Invictus, facing networking hurdles, and then making the strategic move back home to North Carolina for family and a better fit. We cover the shock of seasonal business slumps, the feeling of being "on an island" without support, and the stress that comes with figuring out the business side alone. He candidly discusses hitting the six-figure mark but still feeling overwhelmed, leading him to join our Mastermind. He breaks down how that investment provided crucial structure, improved his sales confidence (converting 7 out of 8 leads right away!), reduced stress massively, and put him in a much better headspace and financial position, especially navigating the uncertainty of 2020. It's a great look at the power of mentorship, community, and playing the long game. 🔑 Key Takeaways: ✔️ Starting a cash practice right out of school can work if you have deep niche expertise (like Michael's CrossFit background). ✔️ Building relationships and networking is key, but can be challenging when relocating or facing established competition. ✔️ Understand your local market's seasonal trends to anticipate and manage cash flow fluctuations (like Chapel Hill's summer dip). ✔️ Hitting revenue milestones isn't enough; structure and support are vital to avoid burnout and entrepreneurial isolation. ✔️ Shifting your sales mindset from "taking money" to genuinely helping solve problems makes the process feel authentic and effective. ✔️ Investing in coaching/mastermind provides invaluable structure, shortcuts, and a crucial support system – it's not an expense, it's an investment. ✔️ Use slower periods strategically to build additional revenue streams like telehealth and programming. ✔️ Playing the "long game" requires building a solid foundation, systems, and a financial buffer for peace of mind. 🧠 Pro Tip: Stop thinking of sales as a dirty word or something you have to trick people into. Reframe it: You're not just taking someone's money, you're guiding them towards a solution they need and helping them avoid the often worse alternative (misinformation from other providers, ineffective treatment, giving up activities they love). When you truly believe you offer the best path forward, confidently communicating your value becomes an ethical service, not aggressive selling. 🔥 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

Dropped into the Mastermind group recently to lay out a framework I've been thinking about, the kind of entrepreneurial pyramid for us PTs. We often get stuck focusing only on clinical skills, wondering why we aren't getting ahead. In this episode, I break down the four levels I see: Fulfiller, Manager, Rainmaker, and Creator. Most of us start as Fulfillers, get promoted to Manager, get frustrated, and then jump into business ownership without the real skills needed to succeed long term. Those skills are the Rainmaker skills. We dive into why focusing solely on clinical skills is a trap set by the traditional system and why learning sales, marketing, and communication (the Rainmaker stuff) is absolutely crucial if you want to build a business that gives you time and financial freedom, not just create another job for yourself. We talk about where the real value lies and how to shift your focus to build the business and life you actually want. 🔑 Key Takeaways: ✔️ The Entrepreneurial Pyramid: Fulfiller (does the work) → Manager (manages fulfillers) → Rainmaker (drives business via sales/marketing) → Creator (visionary leader). ✔️ The Value Trap: Focusing only on clinical skills (Fulfiller/Manager focus) limits your income and freedom because insurance doesn't pay more for advanced certs or director titles. ✔️ The Missing Link: Most PTs starting a business jump from Manager skills to wanting Creator outcomes, skipping the essential Rainmaker skills needed to actually drive the business. ✔️ Rainmaker Skills = Freedom: Sales, marketing, and communication are the high-value skills that generate revenue, allow you to hire fulfillers/managers, and ultimately buy back your time. ✔️ Shift Your Focus: If you want growth and freedom, consciously shift your learning and time away from only clinical skills toward mastering Rainmaker skills. This is uncomfortable but necessary. ✔️ Creator Level: This is where true visionaries operate, focusing on ideas, leadership, and directing the overall vision, enabled by strong Rainmaker systems below them. ✔️ Long-Term Security: Rainmaker skills are transferable and highly valuable; they provide career security even outside of clinical PT. 🧠 Pro Tip: Stop defaulting to learning more clinical skills just because it's comfortable. Ask yourself: Is this really the skill holding my business back? If you want more freedom and income, you HAVE to get uncomfortable and focus energy on the Rainmaker skills: sales, marketing, communication, and building systems to bring in business consistently. That's where the leverage is. 🔥 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

This week, I had a great chat with Andrew Millett from Move Strong Physical Therapy, our recent Mastermind MVP! Andrew runs a killer cash practice inside Cressey Performance in Massachusetts, working with a ton of throwing athletes. We dive into his journey from traditional PT to starting his own thing, the challenges and rewards of scaling past being a solo practitioner, and the unique dynamics of building a business inside another established facility like Cressey's. Andrew Millett drops some serious knowledge bombs on building relationships, the importance of mindset, continuous learning through reading, and why genuinely caring for people is the ultimate business advantage. Plus, he shares his vision for Move Strong and how he balances growth with quality care and family life. 🔑 Key Takeaways: Scaling a practice means taking on responsibility for others, shifting your focus beyond just yourself. Deep listening and genuine connection, especially from your front desk/client manager, are crucial for building trust before a patient even walks in the door. Building synergistic relationships (like being inside a gym) takes time, trust, and genuine effort; it's about "courting" not just transacting. Diversify your referral sources – don't rely solely on one stream (even a great one like a host facility). Continuous learning through reading is essential, but *applying* those lessons is where the real growth happens. Genuinely caring about your patients and staff isn't just nice; it's a powerful, noticeable differentiator. Mindset matters immensely; focus on what you can control and how you react to challenges. 🧠 Pro Tip: Building relationships takes time and genuine investment *before* you ask for anything. Andrew Millett spent years training at Cressey Performance, building trust and rapport, long before the opportunity arose to put his practice inside. Don't expect overnight success; water those relationships! Connect with Andrew Millett: Instagram: @movestrongphysicaltherapy Facebook: Move Strong Physical Therapy Email: AndrewMillettPT@gmail.com 🔥 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

We're hitting pause on the usual interviews to bring some good news and positivity right from the Matta household during this crazy quarantine time. I brought the whole crew on Ashley, Jack, and Maggie to talk about what we've actually enjoyed about this forced slowdown. We get into the challenges (homeschooling, anyone?), but focus on the unexpected good stuff: tons more family time outside, bike rides, wrestling on the trampoline, and Ashley sharing the surprising relief of a less frantic schedule. It's a candid look at finding the silver linings and focusing on connection when the world feels upside down. Plus, Jack gives a shoutout to his previous episode appearance! This one's family friendly, so grab your kids and have a listen. 🔑 Key Takeaways: Even forced pauses can bring unexpected gifts, like more quality family time. Actively look for the positive moments and simple joys, like outdoor play or bike rides, especially during stressful times. A slower pace, free from constant scheduling demands (sports, pickups), can be a significant stress reliever. Kids value connection: more time with family and pets often tops their list. Challenges (like homeschooling) are real, but focusing on connection and finding small wins helps navigate them. Remember to "hang in there" this applies to both parenting and business right now. 🧠 Pro Tip: Use unexpected downtime, even when it's forced, to reconnect with your core priorities and the people who matter most. That quality time isn't just nice; it refuels you for when things inevitably speed up again. Don't just wait for it to pass; find the good moments now. 🔥 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

This week, I got to chop it up with my BFF, Shante Cofield, aka The Movement Maestro. You know we love talking shop, and with everything going crazy right now, I wanted to get her perspective on what's happening in the digital space, especially with social media and pivoting online. Shante's got tons of experience with virtual visits, building online courses, and crushing it on Instagram, so she dropped some major truth bombs. We talked about navigating the pandemic panic, why doubling down on your existing people is key, the power of listening before creating, why niching down is even MORE important online, and the insane opportunity this moment presents for our profession if we don't just scramble back to the old broken model. Plus, we geek out on podcasting and why it's such a powerful tool right now. You don't want to miss this one. 🔑 Key Takeaways: In times of crisis, double down on your existing audience; they're far more likely to buy than cold traffic. Listen first, sell later. Understand your audience's current problems before creating or pushing solutions. Digital doesn't mean replicating in-person exactly. Identify your core value and find a virtual way to deliver it. Don't create a course just because you have time. Build what people are actually asking for and need. Validate the idea first. Niching down is crucial online. It allows the right people to find you easily in a vast digital space. Be the "thumb person." Podcasting is a powerful tool for long-form connection and building trust passively. Don't underestimate the power of direct communication (phone calls, DMs, emails) it builds real relationships. This "pause" is a massive opportunity to rethink broken models and build a better future for your business and the profession. Consistency and reps matter. Success (online or offline) doesn't happen overnight. 🧠 Pro Tip: When chaos hits, resist the urge to immediately sell hard to new people or give everything away for free. Your first move should be connecting with your existing clients and audience. Check in, ask how they are, listen to their current challenges, and then see how you can serve them, potentially with modified or new offerings based on what they actually need right now. Connect with Shante: Instagram: @themovementmaestro Check out her courses (including the Instagram course she mentioned is currently discounted!) via her Instagram bio link. 🔥 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

Look, things are crazy right now, and who saw this global pandemic coming? But complaining doesn't help. What does help is figuring out how to take your clinical skills online if you can't see people in person. This isn't new territory for us; we've been doing this for years and have been helping our Mastermind members rapidly build out the digital side of their businesses during this time. So, I want to share the process that's working right now to move your practice online, generate revenue digitally, and potentially build a whole new, scalable arm for your business even after things return to normal. We're talking about reaching out to past clients, defining your niche, creating killer content, mastering the sales call, crafting no-brainer offers, and then scaling what works. 🔑 Key Takeaways: Start with your warmest audience: Reach out to every single past client offering a free 30-minute virtual check-in (put a value on it!). No list? Define your niche: Get laser-focused on who you can hit a home run with (runners, CrossFitters, nutrition, etc.). Content is king: Create valuable content that educates and builds a bond/reciprocity, leading people to a free discovery call. Master the sales call: You need a repeatable process to understand needs, bridge the gap to their goals, and position your offer as the solution. Craft a no-brainer offer: Test offers (often $500-$1000 for initial digital packages) that provide massive value and solve a real problem. Fulfill digitally: Leverage platforms to deliver programming, guidance, and accountability effectively online (even if you're hands-on!). Scale with ads (when ready): Once your offer converts, leverage cheaper Facebook ad costs to reach more ideal clients. Long-term benefit: Building a digital arm now creates a scalable asset for your business moving forward. 🧠 Pro Tip: Don't just market "telehealth." Nobody buys telehealth. They buy solutions to their problems. Focus your outreach, content, and sales calls on understanding their specific pain points and goals, and clearly articulating how your specific digital offer provides the outcome they desire. 🔥 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: physicaltherapybiz.com/call If you want to jump on a free 45-minute call to strategize how you can implement this in your business, head over to physicaltherapybiz.com/call and grab a time that works. Let's figure this out together. Thanks for listening!

This week, I finally got to sit down with my buddy Doug Kechijian. You might remember him from some heated Twitter debates back in the day, but today we dive deep into his awesome story. Doug's a cofounder of Resilient Performance Physical Therapy up in New York City, but he's currently riding out the pandemic storm in Massachusetts. We get into his unique background going from pre med to joining the Air Force as a Pararescueman (PJ), which is some seriously intense special operations stuff focused on medical and rescue. Doug shares how that experience, dealing with high stress situations and learning diverse skills under pressure, shaped his path to PT school and eventually starting his own cash based practice. We talk about the lessons learned from the military like the value of practical application, standard operating procedures, controlling the controllables, and the importance of having solid partners. Plus, Doug gives his take on the current state of PT education and ConEd, and what Resilient Performance is doing to bridge the gap between rehab and performance with their upcoming online courses. Really insightful stuff from a sharp dude. 🔑 Key Takeaways: Diverse experiences (like military special operations) can provide invaluable lessons in stress management, learning, and system building applicable to business. Having reliable business partners with complementary skills is crucial, especially during challenging times. Control the controllables: Focus on what you can influence during uncertainty, rather than getting consumed by things you can't. Structure and routine are essential for productivity and mental well being when external structures (like patient schedules) disappear. There's a need for education that integrates different rehab and performance concepts, moving beyond isolated techniques to comprehensive systems. Practical application and learning from real world experience (like case studies) are just as important, if not more so, than purely academic knowledge. Don't underestimate the power of early triage and empowering patients/clients with self care strategies to reduce reliance on the formal medical system. Free market principles can incentivize better value and efficiency in healthcare settings compared to solely insurance driven models. 🧠 Pro Tip: In chaotic situations, fall back on established procedures and focus on the "good enough" solution now, rather than waiting for the perfect solution later. Develop standard operating procedures for your business's critical functions so you have a reliable framework when things get unpredictable. Control what you can control. 🔥 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 Connect with Doug & Resilient Performance: Website: resilientperformance.com Instagram: @resilientppt Doug's Twitter: @greenfeetppt Resilient's Twitter: @resilientppt Great chat with Doug. Hope you guys enjoyed it. As always, thanks for listening and we'll catch you next time!

Going live solo today right before hitting the garage gym. I wanted to share a really important lesson, learned the hard way this past week through a bit of trial and, honestly, error in our local practice. With seeing people in person being tough right now, everyone's looking at online options like telehealth. But let's be real, there's often resistance. We found just telling people "we're switching you to telehealth" works better than asking, but it's still not perfect. The real gold is in figuring out the right online offer. I gotta share a failure here, because as Winston Churchill said, "Success is going from one failure to the next with great enthusiasm." We tried launching a low ticket ($29/mo) minimal equipment training membership to our huge list of past clients (2500 people). Thought it'd be a home run. It wasn't. Less than 1% signed up. Total bummer, wasted a ton of time. But, the enthusiasm part? We pivoted fast. We scrapped the low ticket offer and upsold those few signups (and started focusing outreach) on what we should have done all along: higher ticket ($200 $300/mo) individualized remote coaching. Why? Because it's just as hard, if not harder, to sell a cheap membership as it is a premium coaching service. The difference is perceived value, accountability, and results. People pay attention when they invest more, and frankly, the individualized approach is what gets people the best outcomes and solves their real problems right now. Don't make my mistake and go straight for the high value, individualized solution. 🔑 Key Takeaways: Low ticket memberships ($15 $30/mo) are incredibly hard to sell without massive volume and often lead to low client commitment/results. Higher ticket, individualized remote coaching ($200+/mo) has much higher perceived value and encourages client accountability and follow through. It's often easier to sell a higher value, personalized service via direct conversation (phone calls!) than a low ticket offer via mass emails/ads. People WILL still pay for solutions to significant problems, even now. Don't assume everyone is broke; focus on the value you provide. Personalized coaching directly addresses client needs, provides accountability, and typically leads to better health outcomes than generic programs. Fail fast and learn. Use market feedback (even failed launches) to quickly pivot to what does work. Don't get fancy; solve the core problem directly. Selling higher ticket services requires a real conversation (phone/video call) to build trust and convey value effectively. 🧠 Pro Tip: Stop trying to launch low ticket memberships thinking it's the easy path to online revenue. It's just as hard (or harder) to sell, requires massive volume you likely don't have, and gets less client commitment. Go straight to offering higher value, individualized remote coaching. You can sell it effectively via direct conversation, and clients get far better results because they're invested. 🔥 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

This week, I'm chatting with Aimee Bailey, owner of Terra Lotus, doing business as The Pelvic Yogi out in Nashville. Aimee's got a cash practice, is a yoga practitioner, and importantly for this chat, she hosts her own local podcast. We got connected through Brandon, who manages both our podcasts, and I was fascinated to hear how she's leveraging that local podcast medium. We dive into how she's navigating the current craziness dealing with the aftermath of the Nashville tornado right into the pandemic shutdown, homeschooling three kids, and pivoting her concierge practice to telehealth. Aimee shares her journey into entrepreneurship after 16 years as a PT, why she finally took the leap (and wishes she'd done it sooner!), and the power of "doing it scared." We really dig into the nuts and bolts of her local podcast: why she started it, how she focuses on highlighting other local providers, her process for vetting guests and prepping interviews, and the direct and indirect benefits she's seeing just four months in including getting new patients and becoming a go to provider for other healthcare professionals. If you've ever thought about starting a podcast, especially a local one, this episode is packed with insights. 🔑 Key Takeaways: A local podcast focused on highlighting other community providers is a powerful networking and referral building tool. Consistency is key: Aimee hasn't missed a weekly episode since starting, building trust and momentum. Vet your guests: Meeting potential guests beforehand ensures alignment and quality content for your audience. Outsource the tech you don't enjoy or have time for (like editing) so you can focus on content and connection. Don't wait for perfection or to feel completely ready: "Do it scared" is a powerful motto for entrepreneurship. Use downtime strategically: Build systems you've been putting off (like an email list or website revamp). Concierge models require careful consideration of travel time; factor that into your pricing or model structure. Podcasting builds confidence and opens doors to new opportunities and connections you might not expect. 🧠 Pro Tip: Use a local podcast to build your network by serving others first. By interviewing and highlighting other quality practitioners in your area, you provide value to them and your listeners, establishing yourself as a trusted connector and resource in the community, which organically leads to referrals back to you. 🔥 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 Connect with Aimee: Instagram: @thepelvicyogi Website: thepelvicyogi.com Email: Aimee@thepelvicyogi.com This was a great conversation with Aimee. Hope you guys enjoyed it! As always, thanks for listening and we'll catch you next time.