The P.T. Entrepreneur Podcast

I've been diving deep into sales, and one thing stands out above all else: it's not what you say, it's how you say it. The tone of your voice is everything. When you speak with unwavering confidence and conviction about how you can solve a client's problem, you build instant trust and eliminate their doubt, which is the biggest barrier to getting them the help they need. 🔑 Key Takeaways: Tone is more powerful than words in communication and sales. A confident tone conveys expertise and builds trust with a potential client. Shift from an uncertain prognosis ("I think this will help...") to a confident one ("99% of people we see with this get better in 8-10 visits."). Most sales objections come down to a lack of trust in you or a lack of trust in themselves to do the work. Your confident tone addresses the first part. 🧠 Pro Tip: Record yourself explaining a plan of care to a mock patient. Listen back and honestly assess your tone. Do you sound like a confident expert or someone who's unsure? Practice delivering your recommendations with conviction. 🔥 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

I brought on my buddy Jerred Moon to demystify Facebook ads, and he dropped some serious knowledge. The biggest mindset shift? Treat Facebook like an employee that you expect a return from. We get into the nitty-gritty of why you need to give ads a 90-day cycle to work and why starting with content and retargeting is the smartest way to build your brand without just burning cash. 🔑 Key Takeaways: Think of your Facebook ad spend as an employee's salary. It must generate a return on investment (ROI). Give your ad campaigns at least 90 days to mature and gather data before deciding if they work. Start with retargeting ads (targeting website visitors). They should be profitable within two weeks. Use content ads (articles, videos) to warm up cold traffic and build brand awareness before asking for a sale. 🧠 Pro Tip: Set aside a budget you're comfortable "losing" over 90 days. Commit to running ads for that full period without turning them off. This forces you to gather real data and see the long-term effects of brand awareness instead of quitting after three days. 🔥 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

I see so many PTs getting bogged down trying to do everything themselves, especially with tech stuff like building funnels or websites. You have to realize what your time is worth. If you can make $100 seeing a patient, why would you spend 30 hours on a task you could pay an expert $500 to do in 10? The key to growth isn't learning to do everything, it's learning who can do it for you so you can focus on what you do best. 🔑 Key Takeaways: Your time has a monetary value. Calculate it based on what you can earn seeing a client. Outsource tasks that are outside your expertise to people who can do them better and faster. The creation of a digital product is the easy part (10%); marketing and sales are the hard part (90%). Don't try to chase multiple revenue streams until you've optimized one. 🧠 Pro Tip: For the new year, shift your focus from "what do I need to learn?" to "who do I need to connect with?" Find the experts who can accelerate your progress by handling the tasks that slow you down. 🔥 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

As 2018 wraps up, I wanted to share the top 8 lessons I learned this year that really moved the needle for our business. From realizing the cash model is more viable than ever to understanding that "not marketing" is nothing to be proud of, these are the takeaways that will help you crush it in the new year. It's all about building relationships, investing in yourself, and focusing on what truly gives you energy. 🔑 Key Takeaways: The cash PT model is booming, but that means you have to focus on building strong client relationships to stand out. Being proud of "not marketing" is a mistake. It means you're leaving money and impact on the table. The safest and most important investment you can make is in yourself and your business skills. Company culture doesn't just happen; you have to intentionally build it with your team. Content is still king. It's how you build relationships and trust with potential clients at scale. 🧠 Pro Tip: Learn to say "no" more often. Every "yes" to a non-essential project is a "no" to the high-impact activities that will actually grow your business. 🔥 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

I hear it all the time: "I'm not worth $200 an hour," or "My clients can't afford that." This is a mindset problem, not a market problem. You're not selling an hour of your time; you're selling a solution to a massive problem in someone's life. When you shift your perspective to the value of the outcome you provide, you'll realize you're worth every penny and more. 🔑 Key Takeaways: Your worth isn't determined by your hourly rate; it's determined by the value of the problem you solve. The belief "I'm not worth it" is an internal confidence issue that can be fixed by improving skills or getting around other successful entrepreneurs. The belief "no one can afford it" is a false assumption. People pay for what they value, from teachers to firefighters. Don't project your own financial limitations onto your clients. 🧠 Pro Tip: If you're struggling with your pricing, find someone in a similar or even less affluent market who is successfully charging more than you. Seeing is believing, and it will shatter your limiting beliefs about what's possible. 🔥 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

I got to chat with Teddy Willsey, a PT who's absolutely mastered the hybrid performance model and built an Instagram following of over 500,000 people. He breaks down how he went from zero PT clients for three months to building a thriving cash practice inside a gym. His story shows the power of niching down, building a strong local presence, and leveraging social proof to become the go-to expert in your area. 🔑 Key Takeaways: Partnering with an existing facility (like a gym) can provide a built-in referral source and patient population. Niching down (e.g., becoming the "ACL guy") makes your marketing message clear and positions you as a specialist. A large social media following acts as powerful social proof, building trust with potential local clients before they even meet you. Authenticity is key. Share parts of your personal life to become more relatable and build a stronger connection with your audience. 🧠 Pro Tip: Don't just post exercises. Share your story, your values, and what makes you relatable. People buy from people they know, like, and trust, and social media is your platform to build that trust at scale. 🔥 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

Ever feel like your follow-up emails are falling flat? It's probably because your messaging is off. I learned a simple but powerful framework that breaks follow-ups into three types: emotional, logical, and scarcity. When you learn to weave these three messages together, you'll see your conversion rates go way up because you're hitting all the right buttons. 🔑 Key Takeaways: Emotional: Use a relatable patient story to connect with the prospect's feelings and journey. Logical: Present a clear, rational argument for why you're the expert solution, using social proof like reviews. Scarcity: Create urgency by highlighting limited availability (e.g., "we only have 3 new patient spots left this month"). Combining all three in a sequence is the most powerful way to drive action. 🧠 Pro Tip: Audit your current email sequence. Are you just saying "come see us for your back pain"? Try rewriting it to lead with an emotional patient story, follow up with a logical case for why you're the best choice, and end with a time-sensitive offer. 🔥 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