Healthy Wealthy & Smart

In this episode, I am joined by Dr. Madison Oak, PT, DPT, to discuss vestibular rehabilitation therapy (VRT) - a form of rehabilitation designed to help people with vestibular disorders regain their balance and alleviate dizziness. She explained how the inner ear works, what can go wrong, and the most common diagnoses associated with vestibular disorders.   Show notes:  00:01:51 Vestibular rehabilitation therapy helps. 00:09:00 Migraine is a neurological disease. 00:11:05 Get medical advice for symptoms. 00:18:41 Ask for detailed descriptions. 00:20:04 Treat dizziness holistically. 00:27:51 Treat vestibular migraine with lifestyle. 00:29:15 Lifestyle changes can help. 00:35:28 Team sport: vestibular rehab. 00:40:30 Work for yourself and have fun.   More About Madison: Dr. Madison Oak is a physical therapist who specializes in treatment of Vestibular Migraine, Persistent Postural Perceptual Dizziness, and other vestibular disorders. Madison is the founder of Vestibular Group Fit, @thevertigodoctor, and Oak Physical Therapy & Wellness PC. Madison strives to provide excellent, educational, vestibular resources that are thorough, helpful, and actually make sense to people who have vestibular disorders.  Migraine, headaches, dizziness, and more affect SO many people in the US and the world. When she isn't talking about the vestibular system, you can find Madison out skiing in Jackson Hole, baking chocolate chip banana bread, and hanging out with her dog, Hugo.    Resources from this Episode:  Madison’s Website Instagram Twitter Facebook   Dr. Karen Litzy’s Social Media:  Instagram Twitter LinkedIn   Subscribe to Healthy, Wealthy & Smart: YouTube              Website                       Apple Podcasts           Spotify                     SoundCloud              Stitcher                      iHeart Radio           

In this episode, I am joined by Emma Jack, physiotherapist and coach, to discuss her journey from burnout to breakthrough. Emma was overwhelmed and unsatisfied with her career path until a panic attack in 2016 led her to reflect and make a change. Emma decided to take a step back and focus on herself to build a more sustainable, fulfilling career. This is her story and her advice for other healthcare practitioners.   Show notes:    00:05:17 Check in with yourself. 00:12:17 Fill yourself up first, serve others. 00:17:05 Take time for yourself. 00:26:28 Our worth is not outcomes. 00:30:49 Take care of yourself. 00:40:22 Lean into your true self. 00:40:40 Stay curious and evolve.   More About Emma:   Emma is a sport and orthopedic physiotherapist and owns her own practice Press Play  Physiotherapy and Pilates in London, Ontario, Canada. She holds a Masters of Physiotherapy as well  as a Masters of Clinical Science, has her Sport Physiotherapy Diploma, is a Fellow of the Academy of  Manual and Manipulative Physical Therapy and is a lead therapist with the Canadian National  Women’s Hockey Team.  Sounds pretty cool, right? While those accomplishments and credentials do bring a sense of pride,  Emma also recognizes that many of those things are ultimately what left her feeling intense anxiety,  chronic stress, overwhelm and burnt out. Her credentials may span two lines on a business card, but  in recent years Emma has totally transformed her practice and life in order to ensure that her  accomplishments no longer define her. Now, much of her time is spent working as a Co-Active  coach helping other clinicians show up fully for their lives and careers in a way that feels authentic,  sustainable and most importantly, fun!   Resources from this Episode:    Emma’s Resources Website Instagram Twitter   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927  

In this episode, I am joined by Dr. Abby Gordon, PT, DPT, SCS, CSCS, to discuss treating and managing chronic pain in adolescents. We discuss chronic teenage pain and how it’s often not given the attention it deserves. Dr. Gordon, who works at Seattle Children's Hospital, explains the types of symptoms, diagnoses, and treatments typically found in teenagers suffering from chronic pain. She speaks about the interdisciplinary team that examines and plans treatments for each patient and the importance of providing peace of mind to families. Finally, Dr. Gordon shares her advice on communicating with families of teenagers. Show notes: 00:01:06 Treat pain holistically. 00:11:56 Take breaks from activities. 00:12:07 Teach kids to advocate for themselves. 00:20:02 Nutrition is essential for healing. 00:29:36 Mental and physical health connected. 00:30:22 Pain is physical and emotional. 00:39:10 Believe and listen to kids. More about Dr. Gordon: Abby Gordon is a Sports Physical Therapist at Seattle Children’s Hospital and has served as the Team Physical Therapist for the Seattle Storm for the past eight seasons. She owns a mobile PT practice primarily working with women with chronic pain and body dysmorphia, body dysphoria, and/or disordered eating. She is an APTA Washington Delegate and helped develop her first legislative motion, RC 16-22, the APTA’s Position Statement for Inclusion of the LGBTQIA+ community, which the House of Delegates passed last summer. Her blog, “Abby’s World,” is where you can find physical therapy- and women’s basketball-related thoughts. Resources from this Episode: Dr. Gordon's Blog Dr. Gordon's Twitter Dr. Gordon's Instagram Subscribe to Healthy, Wealthy & Smart: Website: https://podcast.healthywealthysmart.com Apple Podcasts: https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify: https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud: https://soundcloud.com/healthywealthysmart Stitcher: https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio: https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927

In this episode, I am joined by Dr. Ginger Garner and Dr. Joe Tatta to discuss Integrative & Lifestyle Medicine in Physical Therapy. They are the co-editors of the book of the same name. They explain what integrative and lifestyle medicine encompasses and that physical therapists are uniquely positioned to implement integrative and lifestyle medicine effectively.  Show notes:  00:05:30 Practice intentional health promotion. 00:07:05 Integrate lifestyle into care. 00:19:57 Engage in healthy movement. 00:20:11 Empower patients to choose. 00:30:39 Model healthy lifestyle behaviors. 00:38:36 Behavior change is empowering. 00:40:00 Integrative medicine heals holistically. 00:53:15 Trust your instincts and succeed. 00:54:13 Cultivate diverse skills.   More about Dr. Ginger and Dr. Joe:  Dr. Ginger Garner PT, DPT, ATC/L is a therapist, author, educator, and advocate for improving access and equity to pelvic health physical therapy services. She is the founder and CEO of Living Well Institute, which certifies healthcare providers in Functional; Integrative Lifestyle Medicine and also offers wellness classes to the public on the same topics. She is also the creator of the Medical Therapeutic Yoga; Professional Yoga Therapist Certification, the only certification of its kind worldwide for medical professionals. Dr. Garner practices at Garner Pelvic Health, which she founded to offer integrative telehealth and in-person pelvic and orthopaedic care. Ginger is the author of multiple books and book chapters published in several languages. She has presented internationally at over 20 conferences, teaching on a range of topics about pelvic and orthopaedic health. Ginger is an active member of APTA, APTA North Carolina, APTA Private Practice, and Academy of Pelvic Health. She lives in Greensboro, NC with her family. Visit Ginger at www.integrativelifestylemed.com and on Instagram and YouTube. Dr. Joe Tatta is a global leader in integrative pain care and an advocate for the safe and effective treatment of chronic pain. He is the Founder of the Integrative Pain Science Institute, a cutting-edge health company reinventing pain care through evidence-based treatment, research, and professional development. For 25 years he has supported people living with pain and helped practitioners deliver more effective pain management. His research and career achievements include scalable practice models centered on lifestyle medicine, health behavior change, and digital therapeutics. He is a Doctor of Physical Therapy, a Board-Certified Nutrition Specialist, and Acceptance and Commitment Therapy trainer. Dr. Tatta is the author of two bestselling books Radical Relief and Heal Your Pain Now and host of The Healing Pain Podcast.   Resources from this Episode:  Dr. Ginger's website Dr. Joe's website Buy Integrative & Lifestyle Medicine in Physical Therapy Free Therapeutic Yoga Video Library   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927

In this episode, Founder of Hearth Healing, Laura Williams, talks about postpartum care after leaving the hospital. Today, Laura talks about the harms of finding generalized information online, setting postpartum expectations, and optimizing care to the mother and the baby. What is the difference between common and normal occurrences in the postpartum period? Hear about virtual postpartum healing, the outcomes of Laura’s virtual consulting, and get Laura’s advice to her younger self, all on today’s episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “There isn’t a one-size-fits-all approach to recovery, and we need individualized information.” “The key that unlocks that resilience is knowledge.” “There should be an equal attention to both the baby and to the patient.” “It may not be life-threatening, but it can still threaten your quality of life.” “Giving people knowledge can help them move forward in a meaningful way.” “Imposter syndrome is real but don’t take your knowledge for granted.” “Be brave.”   More about Laura Williams Laura Williams is a Doctor of Physical Therapy (DPT) and Board-Certified Women’s Health Clinical Specialist. She lives and practices in Salida, CO, with her husband, 3-year-old daughter, and second child on the way. Laura founded Hearth Healing, a 100% virtual postpartum healing service, in 2022, as a pelvic health consultant. Though not a substitute for in-person healthcare, postpartum healing consultation should be viewed as a vital way to bridge the gap in maternal care. People deserve information about how to improve symptoms that impact their quality of life after childbirth, without having to wait months, or feel limited by lack of childcare or transportation. At Hearth, Laura provides individualized answers to postpartum healing questions, early healing strategies, self-management advice, and guidance on appropriate resources, products, and providers.   Suggested Keywords Healthy, Wealthy, Smart, Pelvic Health, Postpartum, Education, Knowledge, Virtual Care,   To learn more, follow Laura at: Website:          www.yourhearthhealing.com. Facebook:       Hearth Healing. Instagram:       @yourhearthhealing.   Free gift: Sign up for the newsletter and get a free video on a breathing technique to quickly calm the nervous system.   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927

In this episode, Founder of Enhanced Recovery After Delivery, Rebeca Segraves, talks about physical and occupational therapy care after childbirth. Today, Rebeca talks about why this work is important, the ideal OT-PT-patient ratio, and the major mental health component. What should PTs and OTs be assessing in a person after childbirth in the hospital? Hear about hospital discharge criteria, preventing readmissions, and get Rebeca’s words of advice, all on today’s episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “A full evaluation by both disciplines is recommended after any type of delivery.” “A caesarian section is the most commonly performed surgery in the US.” “Among the most developed nations in the world, the US has the highest maternal mortality rate, and it’s climbing.” “The leading cause of death postpartum is now suicide.” “If we offered our services in the hospital after birth, we would see the maternal mortality and morbidity rate go down.” “Change is going to be person-driven.” “Don’t leave the hospital without an OT, without a PT consult.” “Get out and have some fun.”   More about Rebeca Segraves Rebeca Segraves, PT, DPT is a physical therapist and Board-Certified Women’s Health Clinical Specialist who has served individuals and families within the hospital and at home during pregnancy and immediately postpartum. She has extensive experience with optimizing function during long-term hospitalizations for high-risk pregnancy and following perinatal loss and pregnancy termination. In the hospital and home health settings, she has worked with maternal care teams to maximize early recovery after delivery, including caesarean section, birth-related injuries, and following obstetric critical care interventions. She is the founder of Enhanced Recovery After Delivery™, an obstetrics clinical pathway that maximizes mental and physical function during pregnancy and immediately postpartum, with hospital and in-home occupational and physical therapy. Her vision is that every person will have access to an obstetric rehab therapist during pregnancy and within the first 6 weeks after birth, perinatal loss, and pregnancy termination regardless of their location or ability to pay.   Suggested Keywords Healthy, Wealthy, Smart, Physical Therapy, Occupational Therapy, Childbirth, Surgery, Maternal Care,   To learn more, follow Rebeca at: Website:          enhancedrecoverywellness.com. Twitter:            @RebecaSegraves.                         @pelvicnetwork. Instagram:       @enhancedrecoveryandwellness.                         @pelvichealthnetwork. LinkedIn:         Dr. Rebeca Segraves.   Transform Recovery After Birth Program.   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927

In this episode, Founder of FitBux, Joseph Reinke, talks about financial freedom. Today, talks about understanding financial freedom, developing and implementing a financial plan, and FitBux. How long should you be focusing on one thing? Hear about student loan updates, budgeting vs financial planning, and get Joseph’s valuable advice, all on today’s episode of The Healthy, Wealthy & Smart Podcast. Key Takeaways “A budget is not a financial plan.” “You’ve got to have intangible financial freedom before you have tangible financial freedom.” “If you focus on one thing, you’re going to achieve it much faster.” “Keep saving.” More about Joseph Reinke Joseph Reinke is a Chartered Financial Analyst (CFA) Charterholder and is the founder of FitBUX. In the past 5 years, FitBUX has helped 15,000 rehab therapist manage over a $2.2 billion in debt and assets using their innovative financial planning technology. Suggested Keywords Healthy, Wealthy, Smart, Financial Freedom, Student Loans, Planning, Finances, Budgeting, Cash Flow, To learn more, follow Joseph at: Website: www.fitbux.com. Instagram: @fitbuxofficial. Facebook: FitBux Official Group. Financial Freedom Webinar: Sign up here using my affiliate link. Subscribe to Healthy, Wealthy & Smart: Website: https://podcast.healthywealthysmart.com Apple Podcasts: https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify: https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud: https://soundcloud.com/healthywealthysmart Stitcher: https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio: https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927

In this episode, VP of the APTA Connecticut Chapter, Dr Stephanie Weyrauch, CEO of Inclusive Care, Dr Krystyna Holland, and Obstetrics and Gynecology faculty member at Denver Health, Dr Jennifer Hyer, talk about bottom surgery and gender-affirming care. Today, we talk about vaginoplasty complications, pelvic floor goals post-vaginoplasty surgeries, and setting post-operative expectations. What are the barriers that trans people face when trying to access gender-affirming healthcare? Hear about pre-operative education, hysterectomy versus vaginoplasty outcomes, trauma-informed care, and hear their advice to healthcare providers, all on today’s episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “You only have one time in your life to be post-op.” “The only way out of this is through.” “Give yourself grace, because you need to heal.” “Trauma-informed care is a commitment to continuing to try to reduce our own propensity for perpetuating harm.” “Once you start, you’re going to see a lot of folks that need this care.” “Be honest about who you can help and what feels good for you.” “Not everyone currently is a safe person for trans and non-binary people, and that’s okay. We are not all for everybody.” “We are seeing patients who are gender-diverse, and we need to be able to provide good care to people.” “If you don’t change your environment, it’ll change you.” “The hard work is always worth it.”   More about Dr Stephanie Weyrauch Dr. Stephanie Weyrauch is employed as a physical therapist at Physical Therapy and Sports Medicine Centers in Orange, Connecticut. She received her Doctorate in Physical Therapy and Master of Science in Clinical Investigation from Washington University in St. Louis. Dr. Weyrauch has served as a consultant for a multi-billion dollar company to develop a workplace injury prevention program, which resulted in improved health outcomes, OSHA recordables, and decreased healthcare costs for the company’s workforce. She has served on multiple national task forces for the American Physical Therapy Association (APTA)—most recently, she was elected to the APTA Nominating Committee—and actively lobbies for healthcare policy issues at the local, state, and national levels of government. She currently serves as Vice President of the American Physical Therapy Association Connecticut Chapter and is a member of the American Congress for Rehabilitation Medicine. Dr. Weyrauch has performed scientific research through grants from the National Institutes of Health and National Science Foundation at institutions including Stanford University and Washington University in St. Louis. Her research examining movement patterns and outcomes in people with and without low back pain has led to numerous local, regional, and national presentations and a peer-reviewed publication in Archives of Physical Medicine and Rehabilitation, a top journal in rehabilitation.   More about Dr Krystyna Holland Krystyna Holland, DPT (she/her) is the founder and CEO of Inclusive Care, a physical therapy office in Denver, Colorado specializing in the provision of trauma informed pelvic floor care to individuals across the gender identity spectrum. Krystyna’s journey as a provider started as a patient. Traumatic experiences in her own medical treatment inspired her to open Inclusive Care. In addition to helping folks feel confident in their ability to live without leaking and have intimacy without fear, Krystyna aims to change the fundamental patient-provider relationship from one that centers the provider as a problem solver to one that focuses on collaboration between the patient and the provider. She is a well-known Instagram educator (@Krystyna.Holland), an instructor of trauma-informed care trainings, and a healthcare consultant.   More about Dr Jennifer Hyer Jennifer Hyer, MD joined the Obstetrics and Gynecology faculty at Denver Health in 2007. She is an Associate Professor of Clinical Practice in Obstetrics and Gynecology at the University of Colorado School of Medicine. She completed medical school at the University of Tennessee Health Sciences Center and completed her Obstetrics and Gynecology residency at the University of Colorado. She is a Fellow of the American College of Obstetrics and Gynecology and a Diplomate of the American Board of Obstetrics and Gynecology. She is a member of the 2017 class of the Association of Professors in Gynecology and Obstetrics (APGO) Academic Scholars and Leaders Program. In 2022, she joined the Denver Health Medical Staff Executive Committee.  In 2021, she was honored by her peers with the Denver Health Outstanding Clinician Award. Her clinical activities include full scope practice of Obstetrics and Gynecology at Denver Health Medical Center as an attending physician. She has been providing surgical management for transmasculine patients since 2016. In 2018, she expanded her surgical skill set under the direction of Dr. Marci Bowers and Dr. Chris Carey to include vaginoplasty for transfeminine patients. She continues to provide these surgical services and is the only transfem bottom surgeon at Denver Health. She has presented Denver Health gender affirming surgical data at both national and international conferences. She hopes to expand the Denver Health Gender Affirming Surgical Program and participate in research opportunities to improve care of all LGBTQ+ patients.  She also has a research interest focused on maternal mental health, and she has presented on this topic at both the national and international level. She has received grant funding from the Denver Health Foundation and Zoma Foundation to support integration of behavioral health into obstetrics clinics. Additionally, she has partnered with colleagues at academic institutions within Denver to collaborate on projects to improve maternal mental health and access to support services.  Suggested Keywords Healthy, Wealthy, Smart, Gender, Transgender, Surgery, Gender-affirming care, Education, Advocacy, To learn more, follow Drs. Weyrauch, Holland, and Hyer at: Website:          www.inclusivecarellc.com.                         Dr. Stephanie Weyrauch.                         www.denverhealth.org. LinkedIn:         Krystyna Holland PT, DPT.                         Stephanie Weyrauch DPT. Twitter:            @TheSteph21. Instagram:       @thesteph21.                         @krystyna.holland.   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927  

In this episode, Founder of Andro Brands, Corey Hiben, talks about marketing and websites. Today, Corey talks about the website do’s and don’t’s, optimal website design, and creating an offer. What should you look for when having a website built? Hear about the value ladder, building relationships, and get Corey’s advice to his younger self, all on today’s episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “Be 90% clear and 10% clever.” “What do you do, what problem do you solve, and what action do you want them to take next?” “Confused customers don’t buy.” “As long as your intentions are pure of trying to help people, you should never have resistance around marketing yourself, building a site, or any of the things you’re trying to do.” “You have the option to choose yourself and to do what you want to do, regardless of what other people tell you.”   More about Corey Hiben Corey Hiben is the host of The Health Hustle Podcast. He is also the founder of Andro Brands, which is a marketing agency for health & fitness professionals. Corey used to work as both a personal trainer and a healthcare professional and so he understands the challenges of providing incredible service to your current customers while also trying to attract new customers. Through many years of trial and error he realised that he is best suited to put all of his time and attention in helping other health & fitness professionals grow and market their businesses. His mission is to help as many of his fellow health & fitness entrepreneurs to build a business that fits their lifestyle.   Suggested Keywords Healthy, Wealthy, Smart, Marketing, Website, Offers, Value, Niche, Entrepreneurship, Business,   Resources: FREE GIFT: From Followers To Clients in 7 Easy Steps.   To learn more, follow Corey at: Website:          www.coreyhi.com. LinkedIn:         Corey Hiben. Instagram:       @coreyhiben. Facebook:       Corey Hiben. Podcast:          The Health Hustle.   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927   Read the Full Transcript Here:  00:03 Hey, Cory, welcome to the podcast. I'm happy to have you on today to talk all things marketing and website, which is something that is not intuitive for a lot of healthcare and fitness professionals because we didn't really go to school for that. So thanks for coming on and talking us through it. Yeah, that's exactly how I got into it is I solved a problem I had myself and now I help other people with it. So yeah, yep, that's always the way. So we're going to talk about website design, and we'll kind of see where it goes. But can you give the listeners, maybe some must haves and maybe must have nots? I don't even think that's a word on when it comes to website design. So let's talk about things that one should have, or maybe what a site what a good site should have, that will want people to come to see you. Because that's the point of the website. Well, for starters, something very funny and quirky to begin with. No, I'm just kidding. But uh, but just to give people some context, like, Yeah, I'm an occupational therapist, by trade, I really got into this marketing, website design and development thing purely through just a place of pain is somebody who understands the challenges and the struggles of really trying to get new clients and leads and customers and how challenging that can be to both see patients, do your documentation, keep up with emails, do everything you have to do from a practitioners standpoint, or even a fitness practitioner standpoint, and then also trying to figure out how do I also Garner leads and get get attention. And I think so many of us have felt the pain and struggle of like, I don't feel like I have time to do this. And so that's really where I fell back on to okay, how do I create the systems and the marketing and all those pieces in place have to get leads and to get new customers and to keep people coming in the door and in the clinic, and still have time to treat patients at a really high level. And that's really where I landed on this, this pocket of website design development and why it became something that was so interesting, and become so passionate for me is because like, I always tell people that your website is really, it's your mothership, it's your home base, it's your backbone, it's the thing that like, if you can get a lot of traffic and a lot of attention to that place, specifically, assuming it's designed correctly, which we'll talk about in a second, then you can essentially take all these people that are paying attention to you into somewhere down the road, hopefully clients and customers or even referral sources, because like all the other platforms out there, whether you use tick tock or Facebook or Instagram, or whatever your thing is, is you don't own any of them. The only ones that you own, or the ones that are on your email list are the ones that you have phone numbers to, or even maybe an address to if you want to write them a letter if people still do that today. But to answer your question of like, what are the must haves and shouldn't do is have a website? I would say first and foremost is   02:43 you have to have a compelling reason for somebody to want to reach out to you is the biggest mistake that I see is that so often people think if they just build a website and throw a contact form on there, that there's somehow going to get somebody to reach out to them. And I can tell you very unlikely, if not, will they ever reach out to you or ever fill out your contact form if you don't give them a compelling reason to do so. And that's why like the topics of like freebies and offers are something that you can offer a value to somebody is so so important, because the the pushback that I always get from people is that will I'm just asking for their email address, it doesn't cost them anything to give me their email address wrong, it costs them a lot to give somebody an email address. And what I mean by that it costs them their trust, it costs them their attention, it cost them the risk of maybe you spamming them. So if you're not giving them something of value in return for that email address, there's no way they're gonna give it to you unless it's your mom or your sister, or somebody that already knows and trust you. But if it's some random person perusing the internet, it's very unlikely. Or if you built up a lot of trust on your social media platform, and have some sort of ask them there that drives them back to it, that might be a way to get it. But I'd say that'd be the number one biggest thing is having a compelling reason for somebody to reach out to you. And unfortunately, I can't just tell you what that is that comes down to really tapping into a really deep layer of empathy of understanding the people that you're working with and how you're ultimately trying to help them. Because like, if you can really speak their language and understand who you're talking to you and have something that's very specific to their needs, then that offer becomes very obvious to you. And that's really what I tell people is like you want it to be a no brainer. It should be they're gonna look at it, they're gonna see this as an offer, and they're gonna go, Oh, my God, that's free. How is that free? Why would I not do this? Right? It's a no brainer offer. That's the biggest one. The one I would say the thing that people get wrong the most is that are the don'ts of a website is they try to do too much. They try to put all their photos and all the copy and they have the world's longest backstory about themselves, not even the person going to the website. And they have all these pages that are redundant and irrelevant and they have way too many colors and way too many buttons and it just becomes ugly and sloppy. And whether you like it or not, people have a judgment on you based on your website, no matter what. And if see   05:00 If you've a see a sloppy website or website that has really just way too much wording or something that just doesn't resonate with them, they're gonna assume that you're also sloppy or wordy or don't have a lot of structure into this. And so they will judge you on your website no matter what. And so like if you can have something that shows your authentic self, and I'm not saying it should be professional, I'm just saying, it should show up authentically as you and the people that you want to work with. And on top of that, it shouldn't even really be about you, it should be about them. That's the other mistake that I say, I see as well is that we, when we build sites, we really use what's called the story brand model, which I'm sure you're familiar with. So essentially, it's understanding that the client is the hero of the journey. That's the whole point of a website, right? It's for them to come to that to that site and go, Oh, they get me they understand me. Now there's a compelling offer that I can reach on connect with them. Kind of a long winded answer to your question, but those are some of the biggest things. Yeah, no, that wasn't long winded at all. That was great. When someone is looking to design a website, right? What advice do you have for people? If they're looking, let's say they're looking to hire someone to do their website for them? Are there questions I shouldn't? Let's say I'm the therapist, and I'm looking to have someone design my website. Are there things that I should be looking out for? From the designer before I hire them? Great question. I would say like most things in life, you get what you pay for. And so I think you if you wanted to go, the more simple or an easy route, obviously, there's always the Upwork or the the fibers where you can go on there and hire somebody. But I think what's really important for people to get from your question is that it's one thing to have a website, it is something completely different to have a website that actually attracts and converts customers, right. And that's where we get into the whole game of like SEO ranking on Google, having a compelling offer. Walking a person through a story, like these are all very intricate things that people don't fully recognize and understand. And so like, I would say, the first thing I would do is I'd be asking for referrals and references is like, there's obviously going to be people in your network that you know, that have had good experiences with it. Like, for example, I have a really good friend of mine here in town, I live in Austin, Texas. And she her whole thing, she's a PT, but she does purely pelvic floor in Austin, Texas. And basically, we're able to get her to rank very high specifically in Austin, Texas for the practice on that keyword search term, because we understand who her target market is, and how we're going to actually help her Garner and get leads from that specific population versus if you go to Fiverr and Upwork, which are totally fine, it's very unlikely that they're going to take that level of understanding of like how to actually build a site that actually gives you value to your business. Because like, just so people know, like a really, really good converting website, which people don't realize, is actually roughly maybe 5%. At most, right. And so like most people who have websites, I would argue if they either did it themselves, or they just kind of went the cheap route, which is fine, just so they have a presence on the Internet, are probably converting less than 1%. And if you understand just like basic statistics of how big of a difference that can make, do, how much more leads, you can get into your business from 1% to 5%. If you're getting, on average 1000 views a month, or whatever it is. That's a massive difference, right? And so like when you're researching people I, I've always told people to is like, if you if you don't have a reference to somebody that has shown proven results through data, which is very easy to prove the data, like you can look up Google Analytics, you can look up how well the website is converting, like if they can't show you that they're actually getting people results. That's probably a red flag.   08:48 Yeah, that's, that's great. So because I think it's important that the listeners know like, What do I look for? Do I just pick someone and ran at random? Or what questions you have. So that was really great. Okay, let's get back to the website design itself. So everybody wants to have a good user experience, right? Like you said, you don't want to have a million buttons where you don't know what's going on. Let's talk about when people first get onto your website, right? They're going to see live there. Let's say you're on a computer, and they're going to see kind of what's above the fold. Right? So above the fold is what you see before you start scrolling down. So what needs to be above the fold? Because some people might go on and what be on your website? For what three seconds? Yep. And be like, Nope, it's that quick. Right? So what do we need? When people first get onto that website? It should answer three questions, and it should answer them very clear. I always tell people be 90% clear and 10% Clever. And so like people always try to do like the quirky thing like me, as a web designer in the world. People are always like, I'm a website wizard. And it's like, cool, that's clever. But what the hell does that mean? That doesn't really give any context what you actually do.   10:00 So to answer your question is three things specifically, it's what do you do? What problem do you solve? And what action do you want them to take next? Those are by far the most important things you could do. And so for you, for example, it could be   10:13 physical therapy in Where do you live, New York City, New York City. So physical therapy in New York City, we help females with pelvic floor issues, click here to schedule a consultation, right? Very straight to the point, you could get a little bit more clever, quirky with it. And you can sit down a little bit, but it's pretty straight to the point. Like if you don't answer those questions right away, people are already going to leave. And I see that my own searching behaviors, if I land into a website of somebody that like refers me to their site. And if I can't figure out what it is they even do, there's no way I'm sticking around to continue to check out their content. I will say the other thing, too, that isn't often talked about is how important the, the image slash or maybe video at the top of the website is, is like this goes back to my original point is that people are going to judge you based on your website, whether you like it or not. And so like, if you have, let's say, some background video of people working out at what looks like a CrossFit gym, what does that tell people about? It's gonna it and that may turn off a lot of people 100% Right, just fine, right? If you only want CrossFit people, that's great. But that's a slim amount of people, even in a city as big as New York City. Exactly. It's not a lot of people. Exactly. Which could be a good thing, right? Because like, you equally want to turn people on as you do want to turn them off. Right? Is because like, not only are you trying to attract leads and get customers, you're also filtering the people that aren't a good fit for you. Right? Like if you right, you don't want to work with, for example, the 60 year old grandma, which I'm sure is a wonderful human, then probably having a CrossFit type workout in the background is a good thing, you're gonna filter out that human because she's gonna go there, and she's gonna go, oh, no, this isn't for me, right? So it always comes back to back to just like, really deeply garnering empathy, which PTS OTS trainers are all really great at in that realm. And so like, the more you can understand them, and the more you can build this, this home shipper, this backbone to talk to them and to understand them as a human, the more likely you'll be to convert somebody into a lead or a customer. Right? Yeah. And can you I want you one more time to repeat those three things that everybody must have above the fold. I really want to drill this in. What do you do? What problem do you solve? And what action do you want them to take? Next? Right, exactly. And that action is normally in the form of a button. Right? So it's either schedule here, call here, something like that. But it should be really clear. And it shouldn't be a teeny, tiny little thing off to the side. You want you want people to notice it.   12:57 Yeah, you definitely want people to notice it. So if you can answer those three questions, when you look on your website, kudos to you, if you cannot figure it out,   13:07 Figure Figure out how you can answer those three questions. Because I know when I redid my website a couple of years ago, it was like a total, like I had a website that I kind of did myself on Squarespace, which is fine. You know, in the beginning, I understand like, everyone's got a budget, and certain things need to be budgeted in a certain way.   13:30 But then when I hired people to do it, it what it also did for me is it forced me to look at my business and do a deep dive into that, and dive even deeper into the people that I want to work with. So that things became a lot clearer for me as well. So I think it's important for whether you're a therapist or healthcare or a fitness professional, when you're doing your website, it's your turn, it's your chance to really do a deep dive into who you are as a business owner, who you want to be the people you want to attract and how you want to present yourself to the world. Yeah, I think it's important to just be as authentic as possible to is like, that's the very first thing we do with every project with every client that we work with is that we really get to your point, we understand exactly who we're talking to. We go through all the exercises to dive really deep into who they are as a business who we're trying to attract. And how can we differentiate so ourselves in the market because there's of course, there's millions, if not, I don't even know billions of websites, maybe at this point. And if you're not finding your uniqueness, whether it's funny or quirky or weird or you like doing workouts with cats, in cat sweaters, whatever whatever your thing is, is like as long as you can be authentic to who you are and who you want to attract. That's the most important thing and so like really understanding like, who you jive with and how you help them is so important. Right right and and a website doing a deep dive into website is a great way to figure all that out. And and then what will happen is like   15:00 You said, You'll filter out people. And all of a sudden the people that you really like to work with will be coming to you. And it'll just make your life so much better.   15:11 Yeah, it's always fun when you get a contact message or somebody signs up in a newsletter, and you recognize that they're like, they're your people. And they're like somebody that you get, and they get you. And it's like, oh, okay, this is fun. Like, that's where things honestly get. So fun is like, when you start building that community via through your website, and contact forms, or however else you want to build it. It's like, that's where things get really fun. It's like when you realize you're connecting with the right people, because again, even to that original point of like, you could garner a lot of tension from people that you're not a great fit for. And that's not fun, right? Is that like, then you got to refer them to other people, which is great for other people. But at the end of the day, like, if you're a PT, or training or whatever, like you're really trying to build a community, honestly, right, and the throw everything at the wall and steel, see what sticks marketing technique is not a good one is that what I'm hearing you say? I literally just today actually finished a whole article about that entire topic, I had somebody have a podcast show as well. And I had somebody on that show recently, that just reminded me of, I think that there's a stage in most people's journeys, where that's kind of the initial part of where you have to throw some stuff at the wall. But really, the whole spray and pray approach is not a useful method to getting people. Like I always, I always compare it between, like, the difference between being a hunter and a farmer, is that as a hunter, you're just like, you're going out and you're shooting everything and you're attacking everything, and you're trying to get them and you're going over here and you're throwing spears this direction, versus a farmer just waters their seeds in their area of the people that they're trying to nurture and connect with and have relationships with. And I feel like the farmer approach is way more fun and way more fruitful. And way more. Just no pun intended. Yeah.   17:00 Exactly. Just way more helpful for everybody involved in that entire situation of like, so I always give people grace of like, yeah, there's a stage of prayer, spray and pray. But like, if you came to me, and you talked to me, and I was consulting you, I'd probably be like, not probably not right approach to this. But Right, right. Not, not the best. Not that not the best, not the best way to go. So is there anything else about websites? Let's talk about like maybe what you see, that drives you insane, that you're like, oh, my gosh, I want to jump through the computer or my phone. And I need to change this. And actually, for me, it's non responsive websites. So websites that are that when you look on your phone, you're like, Come on, man, like make this this this should be better. Right? So when I say like non responsive, it means they didn't like optimize it for a phone or an iPad. It's only on the computer. That is like one of my biggest pet peeves. What are yours? Yeah, considering the fact that I think it's now 70% of people that browse the internet, use it on a mobile phone. And so like we we design every website now with mobile first knowing that the majority of traffic is going to come from there. So for anybody listening, keep that in mind and to your earlier point of like, if you are somebody listening, and you're in that situation, where doing it yourself is kind of the avenue you want to go. I think to your point about Squarespace is a good option, because they have a lot of great templates that make that very simple for people to just write on their own. So anybody in that situation, that's usually where I refer them if they're not ready to invest in something like that.   18:32 But other than exactly what we're talking about, of not knowing who you're talking to. That is my number one pet peeve. But other than that one, because obviously I feel like we beat that one. Yeah, I would say that the other one is, is   18:47 they tried, like I was saying before is they try to do too much is that they have multiple buttons, multiple offers multiple links to things is like, just understanding just to help people from context of basic human psychology is confused, customers don't buy. And so if you go to your website, and if it's confusing at all, if it's confusing to a seven year old, if a seven year old goes to your website, and they don't know what to do, that's a problem. They should then we need to talk about what is the one no brainer offer that you can present to this audience that will get them to actually make a connection and to make a decision. They've done so many studies on it, we don't have to beat it down. But basically less choices is better. It's the same reason why we get like, what is it called? Analysis paralysis. It's like, you go to the shopping aisle in the grocery store, and there's 8000 cereals. And so you choose the one that you've always chosen because you don't want to have to make a decision on a new one. Right? This is true for the websites and the internet as well. Right? It's like if there's too many options, you don't make a decision. And that's not what you want on your website. And so don't make the mistake of having too many offers have one very straight and simple offer.   20:00 And then even just repeat it is like I think people feel like this, I see this in marketing all the time is people feel like they're saying the same things over and over again, and they're being redundant. And it's like, you gotta understand the first 10 times you said it, they probably didn't even notice it, it's very unlikely that they even noticed it. And so like, if you feel like you're being redundant, you probably need to say more, honestly. And so like, if you can repeat that offer, again, multiple times throughout the course of the website, that'll one increase the odds that they'll even see it in the first place. And two, it'll make it very clear to them. This is what I want you to do. This is how we can continue to move forward. This is the next step in the process of how we can even start a conversation, whether it is signing up for a contact, whether it is a newsletter, a freebie or whatever it is, but like, make it very clear on what your one offer is. And be a little redundant about it, honestly. And yeah. Thanks for elaborating a little bit more on what the offer is. Because that's because when people hear offer, they're like, What do you mean? Would I have to like, does it? Is it a video? Is it can it just be like book with me? Can it be? So when you say an offer? Can you be a little more specific on maybe some different options that people can use as that offer on their website? Yeah, great. I'm glad you brought that up. Because like that is a whole discussion and of itself is like understanding even how to create an offer. I think so often, that's the thing. The problem that I see in marketing just in general as well is that   21:29 people often think that they have a marketing attention problem when really they have an offer problem. And so really an offer at its core level is it's whatever is going to compel them to click to say Yes, right. And so that could be that could be a freebie, like we talked about, it could be an ebook, it could be a free course, it could be an email chain, it could be an email chain, it could be, it could be actually buying the product, depending upon what it is, if you're some sort of product based service, it could be you see it in SAS companies all the time, it could be like, try this free trial for 14 days, I actually have a trainer, a good friend of mine here in town who's doing two weeks for free. And then at the end of the two weeks, you can decide if you want to work them with him or not. And it's actually for any other trainers out there. It's worked out great for him. Because then they get to experience what it's like to work with them for a few weeks, and they often choose to buy but that's his offer right now. Right? says two weeks free, no charge to you. To me, that's a no brainer if you're somebody that concerning our trainer, right? And so like the best piece of advice I can give to anybody who's considering what sort of offer I should do, and I'm stealing this quote from the guy that everyone seems to know about these days is Alex from Mozi. But basically,   22:45 it should be so good. People would say dumb to say no to it.   22:49 Right? Like, yeah, two weeks for you with a trainer. If I'm looking for a trainer? Hell yeah. Why would I not do that? Right? Like something that something?   22:58 Yeah, that's definitely a no brainer. Now when it comes to, let's say, healthcare professionals, where maybe we can't kind of, we can't really give away our services, because as you know, we're a little more regulated than the personal training business.   23:15 So what have you found that works best to convert? People, let's say convert emails for wanting to get people on our email list? What have you seen in your experience that works really well is like a lead magnet or an offer? Yeah. And so I want to frame this so that this can be helpful for everybody listening to the show. And I think what's important to first understand is the basics of what a value ladder is. And so a value ladder is essentially like the lowest possible hanging fruit is the thing that you want to offer first, and then you work your way up the ladder. So for example, it could be something of free. And then your next offer is like a $20. Offer, your next dollar is like your $200 offer. And then your next offer is like I buy three months for $2,000. Right, is that you work them up the ladder, you never it's very rare that it works to start at the top and go the other direction. That is That is a thing. It's called an ascending model. But we don't talk about that. But like it's really about understanding, okay, what is my premium offer, and everybody should have a premium offer. If you are listening to the show, and you don't at this point in your business have a premium offer you need to start thinking about that right now today, you need to know is like what is the ultimate crazy priced thing that you could offer somebody that if somebody was willing to buy it, you'd be like, hell yeah, that would be an awesome thing for me to sell to this person, whether it's like a six month package, if you're a trainer or whatever it is like some sort of very high premium style offer. And now what you do is you basically take that and you work backwards from there to get to what is that smallest piece within that giant premium offer that if if your ideal client came to you, and they were like, Oh, I just want this one little tiny problem solved. That's what you love.   25:00 Looking for like, for me, for example, I'll just use myself as an example, is that somebody who does marketing, website design development, that's essentially what I do for business, is that my premium offer is like the whole package, right? It's the funnel. It's the website. It's the newsletters. It's the marketing campaign. It's the content. It's everything, right? That's a very big premium package. Right? Well, within that, when I distill it all the way down to its very base level is one little tiny thing in there that people often get wrong, is how to define your niche.   25:31 Right. And so my little tiny, very just stepping stone offer for people, which we can talk about at the end of this episode, is like, it's how do you define your niche, right. And so I created this tiny little thing, it's totally free, I can give it to your audience for free. It's called the niche test, there's three pieces that go into it that really talks into, it's not as simple as just picking your niche because everyone in their mom just says, just like pick a niche, and then they'll throw money at you. And unfortunately, it's not that easy. There's actually a lot that goes into it. And but I basically broke down how to do that. But that's my tiny little offer just to get people into my community and very transparent. That's purely the reason that I built it was that just to get them onto my newsletter so that I can obviously continue to offer and garner value to their inbox and continue to talk about marketing things specifically for the health and fitness professional. And through that, we work up the funnel, right. And so for anybody listening to the show, is understand just to break it down really quickly, when we're last time is like understand your premium offer, break that all the way down to the micro thing within that that you can offer your ideal clients. And then that's your freebie. That's your offer. That's you're getting them into the door just to start a conversation, essentially. I love it. Thank you for that. And now, as we kind of start to wrap things up here, what would you what are the main points you want the listeners to take away from this discussion around websites and marketing and how to make them work for you.   26:50 I think it's really easy to complicate a lot of it. And I think that the biggest thing I really want people to take away from it, though is that like, if,   27:00 in the years that I've been doing marketing, what I've realized time and time again, is that all it is, is another way of saying building relationships. That's really literally all it is, at the end of the day, if you look at all good marketing, for that matter, not your spammy, annoying, slamming at your door, I literally just had to deal with this the other day, it was like some auto deal. It's always auto dealers. But like that type of marketing does not build or Garner relationships. And that's not fun for me. And that's not fun for them. And it's very unlikely that I would buy from them. Right? He's world, it's all built on the back of like, how can we build relationships, and that's really all marketing is, is it's how can I put things out into the world, that's a value to my audience, or that your audience or whoever's listening to the show, that's helpful for them, that will help us build a relationship to support and help each other. That's all it is. And we can complexify it all we want. But like, as long as your intentions are pure, of trying to help people, you should never have resistance around marketing yourself or building a site or any of the things that you're trying to do as long as your intentions are pure of like, I'm just trying to help people and build relationships. That's really all it is. Yeah, it takes out the creepy marketing the slight, you know, because people are like, Oh, I don't want to feel like just slime ball being like marketing to people. But like, if you're not a slime ball in real life, you're probably not going to be slimy with your marketing either. You know, like, if your intentions are pure, you're okay. I always tell that to people. So thanks. I love that now. Last question. It's when I ask everyone and that's knowing where you are now in your life. And in your career? What advice would you give to that young guy ran out of OT school, I would have chose myself sooner. And what I mean by that, just to give people context is I like I said, I used to be an occupational therapist. And there was a point in my career in my journey, where I was very burnt out on patient care, I was struggling with this whole marketing thing, the website thing, all this stuff, I had no idea what I was doing. It didn't know where I wanted to go. And there was a really a point in my career where I was actually trying to get into the tech industry and into the marketing industry and actually get out of being an OT, because I was just so burnt out on insurance model health care, which anyone listening to show can obviously understand. And it's it took the I was in a spot where the pain outweighed the fear of the unknown. And I read a book at that time was called choose yourself by James all teacher. And the title basically says it all is that I was like I was looking for permission. I was asking tech companies would you hire me or I was like reaching out to other facilities or other entrepreneurs or whatever it was that people have like hire me or take me out or metro me or whatever. And I realized after reading that book is like, I can just choose myself and decide to start putting myself out there and start doing what I ultimately want to be doing, regardless of what anybody tells me and it's the greatest thing about modern day society in the world that we live in today is that anybody now can step up and grab the microphone, no pun   30:00 intended and choose themselves right and start putting value out in the world, the very first person I ever started building website for I did it for completely free. I helped her for $0 because I just wanted the relationship and I just wanted to show her that I could help her. And so talking to my younger self, or anyone fresh out of school, or whatever it is early stages is like you have the option to choose yourself and to do what you want to do regardless of what other people tell you. Right. Great advice things first time I heard that one. And I've been I've been doing this for a long time. So I thank you so much. That was great. Now where can people find you? And where can they get the free offer you alluded to earlier? Sure. So it's on my website. It's Cory high.com/niche is where the offer would be. You can find me and Cory had calm I'm most active on LinkedIn and Instagram. I also have a podcast show called The Health hustle. I talked to a similar audience that you do is other health and fitness entrepreneurs, specifically little people in Austin, Texas. So if anybody's listening to show in Austin, Texas and you want to grab a coffee, by all means, let me know I love connecting with people in your in town. It's my favorite place in the world. But yeah, that's my plug. Excellent. Well, thank you so much, Cory, for coming on and giving us your time and your information. I really appreciate it. Thank you so much. Appreciate it. Thanks for having me. And everyone. Thanks so much for listening. Have a great couple of days and stay healthy, wealthy and smart.

In this episode, CEO of Practice Freedom U, Jamey Schrier, talks about pricing your services appropriately. Today, Jamey talks about the guilt surrounding pricing, accessibility and luxury, and the 3X model. How should we express the outcomes of our services? Hear about job security, pricing according to the market, and get Jamey’s advice to his younger self, all on today’s episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “You don’t strengthen the weak by weakening the strong.” “We need to charge appropriately for not what we do but benefits that we provide.” “Always get paid for R&D.” “People will pay for your results.” “I would’ve gotten help from an outside source sooner.”   More about Jamey Schrier Jamey Schrier, P.T., is a best-selling author, business coach, speaker, and CEO of Practice Freedom U, a business training and coaching company. Jamey has helped hundreds of private practice owners Treat Less, Earn More, and live a life of prosperity and fun.   Suggested Keywords Healthy, Wealthy, Smart, Pricing, Money, Quality, Experience, Value, Business,   Resources: FREE GIFT: PT Practice Quiz.   To learn more, follow Jamey at: Website:          www.practicefreedomu.com. LinkedIn:         Jamey Schrier. Instagram:       @jameyschrierpfu. Facebook:       Jamey Schrier.   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927   Read the Full Transcript here:  Unknown Speaker  0:02   Hey, Jamie, welcome back to the podcast, one of my most frequent guests, and I love you for coming on. It's so great. I love seeing you. If only your wife would were here, that would make it so much better. Unknown Speaker  0:14   Well, thank you so much, Karen. And she couldn't be here. But I think she's having fun with her friends, because it's around the holidays. And that's what she does. Unknown Speaker  0:23   Oh, wow. Next time she's coming on. So let's see, last time we saw each other was that PPS in Colorado? And you had you did a pre con there, right? What was that pre con about just kind of tell the audience in case you do it again, we can get some you know, Unknown Speaker  0:44   it's it's one of my it's one of my best pre cons. It's one of my best workshops, it's five steps to additional five figures. And what I do is just grab, like, a few key areas in every business needs these. So for this one, we did a lot of foundational stuff around vision and values. We then went into messaging like, actually, how do you communicate what you do we always complain, no one understands what we do. Chad went into a whole thing on you know, how to develop your message and how to put this message everywhere. So people actually understand what you do. And let's see, we did delegation. Who not you. So to get that stuff off your plate that we all hate doing. You and I are talking about behind the scenes, video editing, it's, we all have things that we hate doing, you hire someone else. And we did some other things around development of systems. So it was four hours, and it was awesome. And it went like just like that. Unknown Speaker  1:52   I'm sure it did. Well, it sounds great. And if you do it again, hopefully at PPS people you'll get I know you had like a sellout crowd, right? Unknown Speaker  2:02   Well, yeah, I mean, we had it sold out in like a few days. And I thought that we're going to expand it, because we had plenty of room but there was some mix up or whatever. So I'm hoping I can get back there next year and literally do the same talk. I think we could probably get 150 people in there without without a problem. Because it was it was great. I got people still reaching out to me saying, oh my god, I did what you said I, I tweaked my my ad and all of a sudden people reached out to me, they want to work for me. Amazing. There's no secrets, but there's definitely some certain principles that can can always help us. Right, right. Unknown Speaker  2:38   Absolutely. And so today we're gonna talk about pricing our services. So this is a question I get a lot, I'm sure it's something you get a lot. And I have a feeling it's what a lot of people struggle with is how do I price my services appropriately? So what is your best advice? Let's just start with that. So how do we how do we properly price our services? And before we even start, I'll also say, I think a lot of physical therapists, maybe you may disagree, are uncomfortable around this conversation of pricing. Because Unknown Speaker  3:19   therapists are uncomfortable around the conversation of money. Right? Unknown Speaker  3:23   Right. So let's start. Let's start. Let's start with that. So what do you say to those people who are like, Oh, I don't know, I feel bad. I feel bad charging people for what I do. How many times have you heard that? Unknown Speaker  3:37   A lot. I heard today, I had three conversations. One too, with clients, current clients and one with someone that was interested in our program. And they all brought up the same word guilt. Guilt is a word I hear so often. And it's the guilt of whatever making money, the guilt of what I should be charging the guilt of, you know, I feel like it should be in with my team and working all the time with them. Or, you know, it's just this idea of this guilt is a motion that isn't a rational emotion. Right. It's an irrational emotion. And that kind of leads us to making some decisions that aren't beneficial for anyone. So, you know, when people say, you know, I, I feel bad about charging and, you know, my, my response back is, you know, what, specifically do you feel bad about? And that's when they kind of stop and it's more of, well, why don't really know, like, they don't know why they feel bad. It's almost like a default mechanism. Right? It's just, it's if you say you feel bad, it's, I kind of refer to it almost like I feel bad. So I'm a good person. Like if I feel bad about charging people, I'm a good person. Now you and I would do a reframe on that. If I don't to charge you, then you don't get to experience my services in a way that you get to pay and feel the value of what I deliver, like that reframe all of a sudden changes the whole relationship. But we don't look at it from that way, a lot of times, I mean, obviously, if we really wanted to become multimillionaires, we probably wouldn't have gone into physical therapy. So we would be, you know, right down the street from in Wall Street. So, you know, many of us do have this idea that helping people and doing good in the world somehow means we shouldn't make money or can't make money. I mean, there's some deep money blocks that that are going on there. And I think that's what interferes, when we try to determine how much do we charge for our services? Unknown Speaker  5:50   Mm hmm. Yeah. 100%. And, you know, I think early on in my career, I had those feelings of like, wow, I don't know, I don't feel right about this. And then, and then you realize you have that mind shift of like, well, wait a second. If I am not charging appropriately, to keep my doors open, then I'm doing a disservice to my community, because I can't reach the people I need to reach. Unknown Speaker  6:20   Yeah, I mean, I say this all the time. It's, you don't, you don't strengthen the weak by weakening the strong, we are the strong, the business owner is the strong, we're the one that's taking this risk. We're the ones that is, you know, trying to create this vision is something that we want to do and help other people. And yet, we're the ones that work more hours than anybody in our business. Typically, if you add up the hours, you work by what you pay yourself, you're making less than your therapists that you're that you're paying. And you're stressed out, it affects your relationships at home, it's like you give your best to the people that you work with. And you give whatever energy is leftover to the people that you love and that are at home. Right, the whole model screwed up. And it has a lot to do with kind of kind of going back to either our childhoods or what schools kind of teaching us or whatever our influences are, that is screwing us up when we go into this business of physical therapy. Unknown Speaker  7:24   Right, right. Because, for me, what was the biggest aha moment or a change in mindset, if you will, is going from being a physical therapist who happens to own a business, to being a business owner, who happens to be a physical therapist. So once you're in that business owner mindset, you need to keep your doors open, you need to know what you need to make to turn a profit to gosh, I mean, at least pay your bills, right. But you should want to pay your bills and turn a profit. So you know, when it so let's talk about when it comes to pricing. Is there a formula? Is there something that people can look at or can plug and play? That gives them a better idea on what they can charge? Unknown Speaker  8:18   Yes. So I like to share a little story with you. Um, New York has some beautiful hotels, right? What's What's the nicest hotel you know, of in New York? What's the peninsula? Unknown Speaker  8:33   Peninsula, you're like, I don't know. flippin insula. Unknown Speaker  8:36   I don't know. Okay, the peninsula. Pretty Unknown Speaker  8:38   nice place, right? Right charges. Who knows how much per night but it's not. It's not like 150 bucks. And then there's the opposite end of the peninsula, there's probably, you know, maybe a red roof or something floating around there, maybe a small little Fairfield inn or whatever the case is. Right now, the peninsula probably does pretty well. And I know the Red Roof Inn, they do pretty well as it also. So these are two hotels. These hotels have to make a decision about what is your avatar? What are you about? What do you stand for? And if the peninsula thinks that they're trying to be a red roof in and do some of the things that the Red Roof Inn does, then you as someone that loves peninsula will be turned off. And of course, if the Red Roof Inn starts charging $20 for water in the room, which I imagined the peninsula will do minimum, then you're going to turn off that ideal client. So it is not about what you charge, you first have to answer the question, Who is the audience you're trying to track? And even before you answer that, you have to go in too, what are you about? Where do you put yourself from the peninsula, the high end, Four Seasons Hotel even higher, and the Red Roof Inn, because it isn't bad and isn't good. They're just very different in how they identify their avatar, and how they deliver deliver services and how they market and how they deliver the experience of the Avatar, they both have an avatar, and they both do financially very well. That's where we have to begin, we have to begin with identifying well are we going to be more of a place that might be, hey, we're a little bit more of a volume business, we accept insurance, we're only getting paid 50 bucks a pop, we got to see three people an hour, we do pretty good service, the beds are clean, the pillows work, you know, we keep the place clean, we keep the lights nice, but it is it's like you're going to stay the night and it does the job. Versus Are you going to be a high end boutique, high touch kind of place, you're going to do things that most places don't, you're gonna get that call, the person is going to have your cell number they're going to reach out to it's just a different experience. Each of those places has to charge a different amount they have to write this is really an exercise on clarity. This is an exercise on you looking in the mirror and saying what is this place about? And you have to be honest, because if you're like, well, we deliver the greatest care in New York and where the best work, okay, then that means you have to align your business to demonstrate that don't say you're the greatest, and you got a leak in the ceiling. Your carpet hasn't been changed in 20 years. Right? You know, you got some water fountains sitting outside. One of my one of my clients, he's in Brooklyn, he, you know, we did this exercise years ago, and I said, Lou, what are you about, and he goes on Equinox, I go, um, hi. And he does PT he does ot he does, you know, a little bit of rehab stuff. And by golly, you walk into his place, it is high. And that is his whole way of doing things from the towels he gives in the bottle of water in the art, everything is for that person that appreciates that. And yes, many of his non insurance prices reflect that. So that's, that's where you have to start, you have to determine where you are on that spectrum, let's say make it easy. Let's just say it's one to five. All right, the wine is solid, nice. Probably a little more volume ish, lower price, the high end Peninsula, that's where you have to start. Unknown Speaker  13:06   Yeah. And that's when I sort of started my business, I sort of coined the phrase like a concierge practice, because I patterned my business after a high end concierge is like at the peninsula, or at the Four Seasons, or at the, I don't know, the Andaz or something like that, right, these very high end, hotel chains that go above and beyond, you know, they go the extra mile. And so that's how I created my practice and what my practice is, you know, we're all about excellence in every sense of the word. Unknown Speaker  13:47   And if you said that to me, and I'm like, Oh, my God, that's great. I love that because I'm status, right? Yeah. When someone tells me the peninsula, it's not because the beds are really that much better. They probably are. But it's not because of that. Let's face it, Seth Godin talks about this all the time, it's connecting with status on a certain status. Now, if you said, I'm the greatest, and you told me you charge $75 a visit, I wouldn't go to you, right? Because that's not enough. I need to be connected with the best, right? Let's face it, the best usually has the biggest price tag. That's why Mercedes, that's why BMW are a different level than some of the other car companies, right. That's what people expect, even if they pay a lower amount, because they started bringing their prices down to fit a different type of it still has that element of oh, I drive a Mercedes. Unknown Speaker  14:43   Right. And I think it also comes down to you know, you're looking at that word luxury. Right. So I and I often wonder, I do I think physical therapy is a luxury item. I don't I mean it Well, it could be, but I do think physical therapy should be accessible to everyone. But why can't you be accessible and be luxury at the same time? Unknown Speaker  15:11   Well, that's interesting. So you're going to start now moving towards a little bit of the heartstrings that you and I have talked about many, many times. This is where people get into trouble, right? I'm working with a client right now. And he's coming out of a really bad situation for the last couple of years, because he made a decision and impulsive financial decision to accept Medicaid, his businesses, typical outpatient, ortho, you know, one of those types of places, whenever be a half hour type of thing. And he did this because he said, Oh, my God, there's nobody doing Medicaid. The money's not too bad. And we don't even have to mark it, we can get a million people. Well, what he failed to really go through is realize that this population didn't align with everything else that he's doing. It was a completely separate population. It doesn't mean he couldn't have them in, but it was just mixing everything up. almost cost him his business. So he realized, oh, yeah, it was it was seven figures, it was costing him. So he realized, Oh, my God, this is a disaster. Now, he said, like you said, I wanted to try to help and serve more people. So I can help them serve more people. It was easy to generate a referrals. And we can see the population. But the population that came in the type of services that were delivered, the type of culture, not bad or good, it was just very different. What they had, so it caused a lot of internal strife. And of course, the amount of work it took to actually get paid from the government. Unknown Speaker  16:56   Right, right. Yeah. Unknown Speaker  16:59   So when you start doing things out of alignment, just like our spine, when your spine is out of alignment, it starts to create a problem, it starts to break down. So this this a question about what should I charge? The question is, what are you about? What do you believe in? And then you start to do research, not comparing yourself what someone else is charging. You do research around? I'm similar to Karen. I feel like I'm that place. What is Karen charge? She charges 250 a visit? What is someone else? HR 300. This purchase this person charges? Two. So now, you know, anywhere from two to 300 is in that world? Unknown Speaker  17:42   Yeah, you're in the right ballpark, Unknown Speaker  17:44   you're in the right ballpark. Now that number can be I don't know, I mean, people that say, Well, I charge 125 of this, like, Okay, the first question is, is that number going to get you what you want? And that's a hard question to ask, right? Why would you want to make? Well, I want to make 200,000 I go, Well, 125 an hour is not gonna get you there. I don't care where you live. Right. Right, right. These are really difficult questions that we have to answer. But the idea is, value is not about. It's not about the techniques. It's not about all that stuff. You're learning all that stuff that our profession sells us, you got to learn more about this stuff, you got to have the fancy technique. It's not about that values, really about the big result. You help people plus the benefits that you add the result or the outcome, and the ancillary benefits. That's ultimately what we're selling, all of us are selling. And if you do this exercise, right, you really start looking at Karen, well, what is the big result that we're giving people? Yes, we're getting them out of pain. But what are they getting back to? They're getting back to running, they're getting back to work. They're getting back to living their life in full. You tell me what that's worth. Because if you dig down deep enough, guess what it's worth? It's priceless. Right? If you truly think about what we do, it's priceless. Because of our health because we only have one body. And you know, if you don't feel good, it's just a miserable, miserable way. So if the value that we provide is really priceless. Then we're just using the the hotel model to figure out where we want to be. And then we align our business and we align everything else we're doing in that way. Right the alignment that's the biggest issue. Because we all say we want to be the boutique, especially the cash base programs, we want to be boutique but our heartstrings, in the way we run our business is the red roof in one's not bad ones not good. It just doesn't aligned. And that creates stress. Unknown Speaker  20:10   Right, right. Yeah. So I think if, as when you're thinking about pricing, and correct me if I'm wrong here, but I think you want to look at quality, like, what is the quality of the product you're delivering? What kind of experience and reward are you creating for your patients? Is it through like a controlled sort of channel? Or is it chaos? That makes a big difference? Nobody wants chaos. And then finally, is it a personalized service? Or is it cookie cutter? And I think you have to think about all of those things before, as you're thinking about your pricing. Don't you think? Unknown Speaker  20:56   I'll push back a little bit on that? Yeah. I've never met anyone that told me they had a cookie cutter practice, ever. We everyone knows people. But when you look at yourself, right, says they have a cookie cutter practice. Right. Right. So you know, you said you said something about experience. I'll push back on that. I don't really care how much you know, I know. I Unknown Speaker  21:22   don't I don't mean, my experience. I mean, greens for the patient. Oh, their experience? Yeah. Have creating a good experience for your customer? I've heard that before. Yeah, that's my experience. No, no, no, Unknown Speaker  21:36   I got 10 years and 20 years. I'm like, No, it's the value you provide? Unknown Speaker  21:41   Yeah, no, I mean, the, like the patient experience, I should have been more specific the experience that you provide for for them? Unknown Speaker  21:50   Exactly. I mean, you know, look, if you're providing if you feel you're providing a higher service, and part of that higher service is creating an experience that really meets people where they are and meets their physical needs, their emotional needs, and all these other needs that they have, then you need to price it appropriately. So you need to look at other places that do something similar, and get an idea of where you should be. Right. I can tell you right now, nobody does that. What they do is they just pick a number out of the hat based on their internal guilt system. Am I feel okay with this number, or if I feel too guilty with it, it's a completely irrational system. And that's how they do because I've seen people people come in our program, and I go, how much you charge? And I like 121 30. I'm like, is that what you're worth? They're like, No, I'm worth 180. I go in charge 180. They're like, really? I can do that. I'm like, Sure can. And then you start getting into, well, what if they say no, what? Every single time very few people ever lead, they just gave himself a massive raise. And now they feel better about the services are providing, right? Let's face it, I guarantee when you were a little younger, as a therapist, you charge less, there's a slight little resentment, I care and just a slight, just a little resentment, like, I'm so freaking good at what I'm doing. And I'm only charging this amount. I know with me there was because I spent a fortune on my education, continuing it hours upon hours learning to get paid the worst paying insurance that I accept it. Right. I mean, it's it's a tough thing. But you need to really look at, you know, a great exercise I like to do is what are the benefits your service or program provides? Like, if you're trying to figure out what are the benefits? What is what is the model? Like, what is the treatment model? We refer to it as the business model. You know, this is the revenue you make for the program or for the service. And then what does the market charge for a similar thing? Now I know people listening will be like, well, no one does it quite like me. No one will ever do it quite like you. But let's face it, there's other people that do something similar to the outside public. It may not be similar to you, but if you're looking outside, it's similar. That will give you an idea of where where you can play, whether you get the high end, the middle end or the low end, not service or anything, just the lower end of what you're going to build for the services. And typically, like you said before, the lower end you charge, you're going to have to do more volume. I just did a masterclass and financial unit We're talking about this yoga program around financials and financial statements and how to look at what's a profitable model. And I like to use the three times model, meaning whatever you charge, per, whatever you charge, whatever you make per hour, has to be three times of what you're paying the person to deliver it. So if you're paying someone $50 an hour, that person has to generate at least $150 an hour. If not, there's not enough money for profit, and for overhead, and salaries and labor costs and all that. So that three times model was always a good model, you can use that really easily in the cash base model, right? Because typically, in a cash base model, you're literally just paying because a lot of cash base is an hour. But hey, if you're paying the person $50 an hour, you can charge less than 150. That makes it really easy to figure out. But I know your model, you're like, I'm not doing three times my models five times, even better. And as long as people are willing to pay it, and you feel good, and they feel good. This is more of a mind a mindset. What do you value, your own services. And the challenge we all have Karen is, once we learn all this stuff, once we go through all the heartache, once we go through all that stuff, all the money and everything, we typically forget about how much we put into doing this. And we only look forward, we only look at other people that we think are better than us. And they know more, and who am I to charge more, they don't even charge that much. When we get into that whole world. And that's tough. We need to to charge appropriately for not what we do, the benefits that we provide. Right? Right. That's what we're billing out. We build out outcomes benefits results. Unknown Speaker  27:02   100%? And how do you? What do you advise people to? Or how do you advise people sorry, to? To express that, to whether that be on their website? Or when they're talking to a patient on a sales call? How do they express what they do for them? So what those outcomes would be? Because in the end, everyone's always like, How much is it? Which is normal? Like if people are coming for your services, they should know how much it is right? So how do you so now we're getting Unknown Speaker  27:41   into the sales conversation? Well, you know, my favorite topics. Yeah. Unknown Speaker  27:48   It's up to you how deep of a dive you want to go on this. Unknown Speaker  27:51   But I love I love the sales conversation because it can be really, really simple. Right? I don't have a complicated sales process. I had three calls today. They're the most genuine, authentic just conversation, here's the thing. Step one, identify where the person is, what trouble what pain, what difficulty, are there have it step one be? What are those? What are the problems that they're having? How are they affecting their lives? So in our world, in the marketing world, it's called pain points. What are their pain points. This is not just physical pain points. These are emotional pain points. It could be spiritual pain points, it could be financial pain points, think about financial pain points for a second. So you're working with someone, and you're helping them potentially to avoid a $35,000 back surgery. So there's huge benefits to this, right, you're also potentially avoiding them because they don't want to take medication. So they're now not going to be hooked on oxy. So what's the benefits of that? What's the results of that? So you always start with where people are, have the problem that they're having. So we call them you start in the pain. And then you transition to their desires, their aspirations, their wants, what do they want? And I've had people say to me, well, Jamie, of course, they want to be out of pain. I go, No, they want more than that. Getting out of pain is one part of it. But to do what, like I've had chronic back pain for 30 years. Now when my back pain flares up. First of all, I'll write a check. I don't care how big 100% Right Second of all, what I want is not to get out of pain, necessarily. I want to go back and play basketball. Now of course, it's a hell of a lot easier to play if I'm not in severe pain. Now the question was, or the question is, so what is it about basketball? Well, it's social. It's physical. I stay in shape. I stay connected with my friends. What happens if you can't play basketball? Well, frankly, I'll get a little depressed. I'll just be a slob. I you know, a walk around the neighborhood but that's I'd like to talk smack with my buddies. So you get people into this emotional place of where you are now. And where they want to be where they want to be. The only thing that you need to provide, besides a sense of trust, which is, what's the biggest thing you provide, is you're providing a bridge from what I like to refer to as the House of Pain. Because I like to house the pain. Sure, jump around to play. Yeah, Unknown Speaker  30:30   of course, that was that was House of Pain, right? jump around, Unknown Speaker  30:33   I know you you got the House of Pain, to Pleasure Island, are going from pain to pleasure. The thing that gets us there, the bridge that gets us from pain to pleasure. That's what you provide. Now, if they want to know the specifics of what you do, then you can share the specifics you could share Well, step one, we do an intake evaluation, and we go through ABC, step two, we determine what's going on step three, we turn the player of the plan, step four, we get you better. So 1234, that's our plan. So because when I trust you caring, if I trust you, I don't need to know every little thing that you're going to do. I really don't care. All I care about is can you help me get what I want? And get me out of this place that I'm at right now. This is the, quote, sales conversation. I have. I mean, I tell people what the sales conversation because people think this is like some bait and switch, some coercive, the best sales conversation in the world are the ones that are most authentic, most genuine, and you actually care and you want to understand where they are. And you want to understand where they want to go. And you have confidence in what you do. If you don't have confidence. You show up weak weaknesses in something people trust, and you show up. I don't know if you're gonna be they really helped me. So if I asked you well, how much do you charge? Well, I don't I mean, kind of I mean, is 100 too much? I mean, I mean, I'll see you a couple of visits, like, you start almost apologizing, right? I've done it. Unknown Speaker  32:21   I've done it. I've done it a million times. 100. Yeah, absolutely. Unknown Speaker  32:26   But I've gotten over my emotion towards money, because that was my issues. And now it's just very clear. Well, here's what the program is, here's what we do, here's how much it costs. Hey, whatever, you know, credit card, check, whatever worried. And, yeah, I mean, this, this is where, you know, when we do an exercise around sales, you come out of this, not thinking twice about it. But we have to appreciate the fact that we went into physical therapy, we do have some money issues, we do have some guilt issues. But we can address those, because those aren't helping us get create the life that we want. And that's not going to serve the people we want to serve. And that's not going to attract the people that want to work for us either. Right? Because your staff, as much as we like to say, well, the generation, whatever generation we're on Z, Y, whatever, they don't want to work, they don't want to do anything they don't want to nobody wants to work for a boss who's broke. Because you know, why selfishly speaking? Karen, if you're broke, that means my job's unstable. My security is unstable, right? I want you to do well. So it's not that I don't want you to do well. But let's face it, it's it's it's expensive out there. And I want to make sure that I'm secure. So most of the people that bitch and complain about the people out there, they volunteer about his money. Well, the problem is, why can't you afford to pay them? And it's because you're not running an efficient business. Because of some of the things we talked about. Your services aren't priced correctly, you don't know actually how to position and sell your services. But those are skills. Those are skills you can learn there's nothing magic about it. Unknown Speaker  34:15   Right. And you can practice those skills. Absolutely. You have Unknown Speaker  34:19   to practice Yeah, well, how many when I worked with my, one of my first coaches in this business and in the coaching and training business on my nine years ago, he had me do this extra because he I had so much damn money stuff in my head. He goes, what what's the most you've ever sold in a program is like $500 Like, okay, so you're gonna charge $5,000 for your upcoming 90 Day Program. This This was the first thing I sold. I didn't sell a $97 program or $7 The first thing I was selling despite that I was sweating. And I go what do I say because you say exactly this. You ask them about this, you ask smell that. And then you say, here's what the price is, and you shut up. And I was scared I was sweating up for people said, Yes, I made more money in that thing. And they ended up being clients for a long time. Right? So what he had me do here was the exercise. He goes, I want you to practice doing the sales on your phone. And then I want you to send it to me. I'll give you some feedback. You do it again. So I practice 10 times. give me feedback. I practice 10 more, I knew the sales close. Right? Hey, so what are your thing? All right. So this, what do you that? So I kind of practice that, that thing. And by the end, I'm not saying I still didn't have some issues and butterflies when I said it, but it was a lot less emotional for me. And, of course, the people came on and they they loved it, they did well. So this is what we get to do we get to increase our skill levels and capabilities by practicing for sure. Unknown Speaker  36:06   Right, right. And and it's okay to not be perfect right out of the gate. Unknown Speaker  36:12   You're not going to be perfect, you're gonna screw this up, of course, you're gonna mess it up. And you know what, they're still going to pay you. Unknown Speaker  36:20   That's right. That's right. Unknown Speaker  36:22   Another mentor of mine told me always get paid for r&d. And everything's r&d. In other words, everything we're doing, we're just practicing, right, we're gonna practice this, you might as well practice it on people that can write new checks and come in as, as a patient. So, lean into the fear, lean into the worry, practice the the conversation and all that figure out where your price point is, and be confident people, people will pay for the results. Now, that's not your population. If your population is $125 a visit, that's fine, that's fine. People will pay for the results. That's right, you get to choose where your thing is, the only advice I would give you is just make sure you're at that three times multiple, do not charge and we're not talking about you because nobody pays themselves. We're talking about if you are someone if you're just a solopreneur. If you are someone to deliver services, just make sure what you're charging is three times what you pay them. If not, you're gonna you're gonna buck up on some on some issues there. Unknown Speaker  37:38   Right, right. And I think that's really good advice, and kind of a one. One have a really good solid takeaway from our conversation. Are there any other takeaways that you want the audience to remember? Unknown Speaker  37:54   Decide whether you're the peninsula or the red roof. Look for the people in that level of your market. Look at where they are and what their services are, and charge and price accordingly. Absolutely, Unknown Speaker  38:11   yeah. Yeah. I couldn't agree more great advice. Did we miss anything in our conversation? I feel like we hit a lot of really solid points. Was there anything that you were like I really wanted to get this point in? And we didn't hit it? Unknown Speaker  38:26   No, I don't think so. I mean, you know, you and I have lots of conversations around this. wish this was more complicated. It's not. It's not complicated. We make Unknown Speaker  38:38   it complicated. Unknown Speaker  38:39   I don't want to make it more complicated. Because I'm really good at doing that. I don't want to make this complicated. By giving all this other stuff. Here's the biggest problem we have with this. It's not that we're great at delivering what we do. The problem is we have our own internal issues around money around pricing around guilt. That's the part we have to address. No amount of fancy strategy, this subnet is going to change that. So the thing I gave you with the hotels with the this and that, it gives you an idea where you feel comfortable, make sure it's three times what you would have to pay someone to do it and try it. See they'll thank you. They'll thank you for doing that because your issues your own stuff is all in your head. So the only way you can address it is by addressing it so you don't need any more fancy stuff. It's just figure out where you are who you are. Charge it and go get Unknown Speaker  39:43   it right kiss keep keep it simple, stupid, right? Unknown Speaker  39:47   Keep it simple. Unknown Speaker  39:48   Keep it simple. absolute love it now. I know you know this question. So what advice would you give to your younger self? You've given plenty of advice here to your younger self, and I feel like it's a never end Doing well, sources. So give us another one. Unknown Speaker  40:03   What advice would I give to my younger self? Um, I probably I would have, I would have gotten help from an outside source sooner. Unknown Speaker  40:19   I love it. I just said that the other day, I think that's great advice. Unknown Speaker  40:23   You and I, you and I have a value system very similar when it comes to learning. You and I are lifetime learners. Mm hmm. And I wasn't always like this, I learned in my profession. But when it came to the business of physical therapy, I did not invest one 100 of what I invest in my, you know, manual skills and stuff, I, I wouldn't, I wouldn't, I would buy a book. And my younger self, I would have invested much more in my business acumen, I would have hired a coach, I would have went through the uncomfortableness of writing a check to my coach, which I eventually did. But then on the other side of that, you know, you get so much back of that, because you have to go through the fire, all of us have to go to the fire, even the overnight successes, which there's no such thing goes through the fire. So I would have gone through the fire sooner so I could get on the other side instead of through the torment that I did for for pretty much nine years. Unknown Speaker  41:27   Right? Right. I couldn't agree more. And now where can people find you? And what is your free gift for the listeners? Because I know there is one here. So they can you can follow me quiz. Ah, your PT practice quiz. Unknown Speaker  41:46   Yeah, I mean, look, the first thing you want to do is really understand kind of where you are in your business, you might think you understand where you are. But this this, this pte practice quiz and I have asked you questions that you're not asking yourself. So there's it only takes about five minutes to do it gives you a score kind of rates you where you are in your business, and then I provide resources to help you overcome those challenges that you're having. Because business really comes for most of us, you're really in three different areas of your business, you're in a Stage One Business stage two, stage three. And really what that means is where your income is your your total revenue, whether it's zero to 400,000 400,000 to a million or million to 3 million, that's where 90% of all of us are. So this quiz kind of will ask you some questions and really kind of teach you a lot about your business. So that's definitely something that I would highly recommend taking you want to reach me you know, best way to do is just follow me on LinkedIn. You know at Jamie Schreier. You can reach out for my you know, shoot me an email if you want to shoot me an email Jamie at practice freedom you. I'm all over the place. I'm like you, Karen. I'm all over social media. I tried to get myself out there and try to deliver good, good resources for people to try to help them. Unknown Speaker  43:07   Cool and I'll just remind people of the website it's practice freedom you the letter u.com Unknown Speaker  43:14   Yeah, practice u.com And then yeah, there's there's a quiz right there or you can leave the link to the quiz. Unknown Speaker  43:20   Yes, everything will all of Jamie's information will be at the podcast, website at podcast at healthy wealthy smart.com. In the show notes under this episode, one click will take you to anywhere you want to go. Jamie Schreier related. So I think that's pretty good, right. That's great. Great. So Jamie, thank you so much for coming on. Again, as always a great conversation. I really appreciate you. So thank you so much. Thank you, Karen. And everyone. Thanks so much for listening. Have a great couple of days and stay healthy, wealthy and smart.