The CEO Kickstart Program With New PPO Club Coach Tracy Bond

[00:00:00] Our biggest thing was making sure that everybody that walks in pays their co-pay deductible co-insurance, regardless of the situation. And my front desk is required to have 100% each day for each patient that comes in the door. And we've done that in a few different ways, but it's been very helpful. And the patients and the staff understand it because that's the expectation up front.

[00:00:27] Welcome. You've entered the Physical Therapy Owners Club podcast, where your host, Nathan Shields, and other successful PT owners and leaders share their experience and insights on how to build successful PT businesses. They'll share the stories of their paths to success and show you how you can also obtain greater freedom and more profits from your business. That's what the PT Owners Club is all about. Greater freedom and more profits.

[00:00:52] There's plenty of room for you as well. So come on in and join the club.

[00:01:00] Hello, ladies and gentlemen, welcome to the podcast. My name is Adam Robin. I'm your host today. And today I have a special guest, a new guest, somebody you might not have ever heard of.

[00:01:13] But before I introduce her, I want to tell you a quick story. So for those of you that do not know, I'm a physical therapist, super passionate about pouring into people, helping people see new possibilities for themselves.

[00:01:26] About a year and some change ago, I partnered up with Nathan Shields and we decided to rebuild the coaching program. And through that process, I've learned a ton. I've worked with so many practice owners, many of you have built relationships with.

[00:01:39] And I started a program and it's called the CEO Accelerator Program. And it's there to help owners build a practice that generates $1.2 million and that's prepared to scale.

[00:01:51] Through that process, I've learned a ton. I've met some startups. I've met some amazing practice owners, all your PTs, OTs, speech therapists.

[00:01:59] But what we have found is that we really weren't serving the startups and the smaller practice owners as well as we wanted to.

[00:02:09] You know, the newbies, the newbies who are like, they don't know where to start. They don't have the resources.

[00:02:13] They don't have the education to get started first, to get started and feel confident and feel excited about their practice.

[00:02:20] It's usually riddled with a little bit more fear and anxiety than it should be.

[00:02:24] And so I went on a mission, me and Nathan went on a mission to find somebody, an amazing human being who could help us build a program specifically to serve those practice owners.

[00:02:34] And I think we found her and her name is Tracy Bond.

[00:02:38] And so today our guest is our new PPO coach, Ms. Tracy Bond. How are you doing, Tracy?

[00:02:44] I'm great. How are you? Glad to be here. Glad to be part of PPOC and to meet lots and lots of people.

[00:02:50] Yeah. Yeah. I'm super grateful to have you here.

[00:02:53] I think the best place to start is, is just kind of like who you are, what your story is, because you have an awesome story.

[00:03:01] I thought my story was cool. Your story is amazing.

[00:03:04] But before you start just to kind of prep everybody, Tracy is a killer.

[00:03:09] That's how I introduce everybody to Tracy. She's a killer.

[00:03:12] She's scaled her practice, like super quick, radically committed to a vision that was really, really scary.

[00:03:20] And she's obviously really, really passionate about helping practice owners.

[00:03:24] So today we're going to dive into her story, kind of dig into her brain, figure out how she thinks and why she's so passionate about it.

[00:03:31] So Tracy, tell us who you are, where you're from and how you got started.

[00:03:35] First of all, it may be a little bit scary to dig into this brain. I don't know.

[00:03:39] Like Adam said, I am a practice owner and I've been a speech pathologist for 32 years, done pretty much every gamut of speech pathology that you can do other than acute care.

[00:03:52] So I've done everything just about and never had really a private practice on my radar.

[00:04:00] And I just kind of accidentally fell into it.

[00:04:04] And I had started a contract business for schools.

[00:04:08] I do pediatrics, but obviously a business is a business.

[00:04:12] Clinics are clinics. It all basically works the same as far as business principles.

[00:04:16] But I had started a company doing school contracts and ended up having to hire two other speech pathologists to help me because it was such a need in my area.

[00:04:24] And while I was doing that, I helped a friend of mine start her speech program in her OT clinic.

[00:04:29] And she said, you need to start a private practice.

[00:04:31] And I said, no way.

[00:04:33] I don't know anything about private practice, about hiring therapists, hiring staff, business, billing, all of that stuff that you have to know.

[00:04:42] She said, I really think you've got what it takes.

[00:04:44] Nine months later, I opened my first clinic in December of 19, which, as you all know, was perfect timing to close three months later for COVID.

[00:04:52] But then after COVID, we kind of exploded and we started out with OT and speech only.

[00:04:58] And I never had PT really on my radar.

[00:05:01] And when we opened back up from COVID, I had so many parents and so many physicians reaching out and saying, hey, we need you to do PT too.

[00:05:08] So we added PT after we opened back up for COVID.

[00:05:12] So at that point in time, well, when I opened, I had four staff members and two of them were in the schools doing the contracts.

[00:05:18] So I was working full time, less 20, 30 hours a week, and I was doing treatment the whole time.

[00:05:25] Then I had planned to have this one 3,000 square foot clinic for the rest of my life and everything would be great.

[00:05:33] And that was my retirement plan.

[00:05:36] So it didn't end up that way.

[00:05:38] My mission and vision was to grow to help as many children in my facilities as I possibly could while also helping their families.

[00:05:48] So I started this clinic and everything was going great.

[00:05:52] We were helping more and more kids.

[00:05:53] I kept having to hire more therapists.

[00:05:55] I don't like a waiting list.

[00:05:57] When somebody gets about 70% capacity, I hire the next therapist.

[00:06:01] So we opened our second clinic in June of 21, and it was five and a half hours away from my first clinic.

[00:06:09] So that was a challenge in itself, but we overcame that.

[00:06:13] And then we opened our third clinic in June of 22.

[00:06:17] So by 22, we had three clinics and we're up and going and we continue to grow with those three clinics.

[00:06:25] And now we're up to 65 employees.

[00:06:27] So we have grown exponentially.

[00:06:31] We did take a break in 2023 from opening clinics, and we haven't opened one in 2024, but we're working on those.

[00:06:38] And we plan to open two more in 2025 and obviously hire lots and lots more staff.

[00:06:43] So that's my story.

[00:06:45] That's amazing.

[00:06:46] And I don't know if you might have mentioned it, but if you did, I missed it.

[00:06:50] Where are your clinics located?

[00:06:51] I have two around the Huntsville, Alabama area, and I have one in Gulf Shores, Alabama.

[00:06:56] Got it.

[00:06:57] Got it.

[00:06:58] I think that's incredible.

[00:06:59] It's incredible.

[00:07:01] One thing that you mentioned is somebody told you, I think you've got what it takes.

[00:07:08] So somebody saw a possibility in you, right?

[00:07:12] Which is awesome.

[00:07:13] It gets me fired up.

[00:07:14] But what I want to know is, what do you feel like that is?

[00:07:18] Like, what do you feel like it takes to do that?

[00:07:20] What do you feel like it takes to be successful?

[00:07:22] I think a mindset is the first thing.

[00:07:24] You have to have that entrepreneurial mindset and you have to be a go-getter.

[00:07:29] I think the biggest thing is a vision.

[00:07:32] You have to have a vision and know what you want from your company and know what you want

[00:07:37] from your staff and from yourself.

[00:07:39] So once you have that vision, which I think comes from experience, you've worked in these

[00:07:44] settings, you know what you want to do, you know what you want to accomplish with this

[00:07:47] business.

[00:07:48] So I think that's part of it.

[00:07:50] I think you have to have an excitement and a passion for what you do, how you do it, and

[00:07:55] be willing to work hard to get it.

[00:07:58] I think those were the main things.

[00:08:00] I felt confident in learning because as I was going through this process with her starting

[00:08:06] the speech department in her clinic, I was learning and growing from just that.

[00:08:11] And I think that's what she saw in me was the fact that I was able to learn and to grow

[00:08:17] and to really begin to understand those business principles.

[00:08:22] Yeah.

[00:08:23] So you mentioned, well, you mentioned a few things there, but I wrote down four.

[00:08:27] Number one, a go-getter.

[00:08:29] I like the idea of being a go-taker.

[00:08:32] That's a good point.

[00:08:33] But take what you want.

[00:08:34] Take what you deserve.

[00:08:35] Obviously in an ethical and compassionate way.

[00:08:37] But one of the things that I love about our profession, and when I say profession, I mean

[00:08:42] like rehab profession, PTOC speech, is our desire to just want to pour in others.

[00:08:49] We love people.

[00:08:52] We love just like it's self-sacrificing.

[00:08:55] We will just do anything to help other people feel comfortable, feel heard, feel seen.

[00:08:58] Right?

[00:08:59] Right.

[00:08:59] Where I see people struggle, well, some people struggle is they forget about themselves.

[00:09:08] Right?

[00:09:08] Like it's like, hey, I deserve to be heard and seen.

[00:09:11] And what I want and what I need is important too.

[00:09:15] Right?

[00:09:15] Right.

[00:09:16] And the owners that I talk to that I see struggle typically have that imbalance.

[00:09:21] That they put the needs of the patient and the team before, or like way up on a pedestal

[00:09:28] above the needs of the owner and the business.

[00:09:31] Right?

[00:09:32] Absolutely.

[00:09:32] Yeah.

[00:09:32] And I would give you that.

[00:09:33] Yeah.

[00:09:34] Me too.

[00:09:35] Me too.

[00:09:35] Like for a long time.

[00:09:36] That's the therapist heart that we have.

[00:09:38] That's right.

[00:09:39] That's right.

[00:09:39] We have a therapist heart before we have a business mind.

[00:09:42] That's right.

[00:09:42] And you know what?

[00:09:44] That's okay.

[00:09:45] But there's a lot of possibility that can be gained there, but there's also a lot of limitation

[00:09:49] there as well.

[00:09:51] And what I recognize is the owners that do well with us in our program and the ones that

[00:09:56] I coach, I know that you and I probably coach a little bit differently, but are the ones

[00:10:00] that decide that the owner's needs and the business needs are just as important.

[00:10:05] That we need to pull that need on equal playing field as the patients and the team.

[00:10:11] Right?

[00:10:11] So it's not the idea of like, I need to take from my patients and I need to take from my

[00:10:16] team in order for the business to win.

[00:10:18] And it's, I need to match that intensity.

[00:10:20] Right?

[00:10:21] So like, I need to keep serving my patients and my team at a maximum level, but I also

[00:10:24] need to bring the needs of the business up with it.

[00:10:27] So the ones that do that and create that mindset and that framework and buy into that and get

[00:10:31] their team bought into that idea typically do well.

[00:10:34] Right?

[00:10:35] And so the idea of being a go-getter and then the idea of having a vision, a compelling vision,

[00:10:41] something that excites you, something that brings passion.

[00:10:42] I would assume that you didn't start off with that type of vision.

[00:10:47] Nope.

[00:10:47] Not at all.

[00:10:48] I would assume.

[00:10:49] Right?

[00:10:49] But you were like, I'm just going to like, oh, we get a clinic going.

[00:10:51] You know what I mean?

[00:10:52] Yeah.

[00:10:53] It's like open one 3000 square foot clinic with OT and speech.

[00:10:57] I'm just going to figure it out.

[00:10:58] Right?

[00:10:58] Day one, I'm going to show up and I'm going to show up with my pen and the paper and I'm

[00:11:01] going to start asking questions and I'm going to figure it out.

[00:11:02] Right?

[00:11:03] Which is very time consuming without somebody to help you do that.

[00:11:06] Yeah.

[00:11:07] Yeah.

[00:11:08] So you developed a compelling vision through experience, through time, through that challenge.

[00:11:13] And then the other thing that you said was learning.

[00:11:16] The other thing that I see that separates great entrepreneurs and those that kind of repeat

[00:11:24] the same year over and over and over is this idea of learning.

[00:11:30] And I don't know if you follow Alex Harmozy any, but he's just like this very straight

[00:11:37] to the point business mind.

[00:11:39] Like this refreshing, like just shut up and do it kind of a thing.

[00:11:43] But the way he describes learning is like, if I show you a red card and I slap you in the

[00:11:49] face and then I show you another red card and you don't duck and I slap you in the face

[00:11:53] again, you didn't learn.

[00:11:55] Right?

[00:11:56] The ones that learn are the ones that see the red card and they're like, oh, I need

[00:12:00] to duck.

[00:12:00] Right?

[00:12:01] So they're good at stepping out of the chaos, debriefing their experience, recognizing when

[00:12:06] they're losing and then deciding that maybe something needs to change here.

[00:12:10] Maybe the habits that I have, what I'm spending my time on, the people I'm hanging out with,

[00:12:15] where I'm investing my energy typically changes frequently because they're learning lessons.

[00:12:20] I think that's hard because a lot of people don't adjust well to change.

[00:12:24] And that's something that a business owner has to be able to do.

[00:12:28] They have to be able to adjust with change, not only themselves, but train their staff and

[00:12:35] their leadership teams to be able to handle those changes as well.

[00:12:39] Yeah.

[00:12:39] You learned a ton and you learned a ton.

[00:12:41] And learning doesn't always means reading a book.

[00:12:44] Right.

[00:12:45] Learning means getting out there and doing it and messing it up and fluffing it up and

[00:12:49] failing and getting back up and doing it again.

[00:12:51] Right.

[00:12:51] And doing it differently.

[00:12:52] Right.

[00:12:53] Exactly.

[00:12:53] Willing to do the uncomfortable thing, fail, get up, keep going.

[00:12:57] And you should be doing that daily.

[00:13:00] Right.

[00:13:01] Not once a year, learn a lesson.

[00:13:03] Once a day, learn something great.

[00:13:05] Fail at something and learn and fix it and get better.

[00:13:07] Yeah.

[00:13:08] It's always ever evolving.

[00:13:09] Right.

[00:13:09] And so, like, I don't know if I'm sure you've had this experience, but you and I are wired

[00:13:14] similarly.

[00:13:15] But I've had my team complain to me at times and be like, Adam, you just got too much

[00:13:20] change.

[00:13:20] Like, it's just every day there's a new idea.

[00:13:22] There's a new thing that we're implementing.

[00:13:24] And it's like, yeah, because I'm learning, buddy.

[00:13:26] Come on.

[00:13:26] Get on this train.

[00:13:28] I'm learning.

[00:13:28] You coming with me.

[00:13:29] Let's go.

[00:13:30] That's some of the characteristics that I see in owners that really just take off.

[00:13:34] That's part of being a visionary.

[00:13:35] And I have the exact same problem.

[00:13:38] Luckily, I have an administrator that says, Tracy, whoa, slow down.

[00:13:42] We can't overwhelm all of these people.

[00:13:45] Right.

[00:13:46] And turn out these 15 changes on one day.

[00:13:49] We've got to do it in a gradient.

[00:13:52] Yeah.

[00:13:52] Somebody has to check me sometimes.

[00:13:54] Yeah.

[00:13:55] Yeah.

[00:13:56] Most people have a hard time matching your passion and your intensity and your desire

[00:14:01] to want to go.

[00:14:02] You know, and that's how you learn to balance that with your team.

[00:14:07] So your recipe is being a go-getter, having that compelling vision, having passion for

[00:14:13] what you're doing.

[00:14:14] Right.

[00:14:14] And being willing to learn.

[00:14:17] Absolutely.

[00:14:18] And some of those synonyms for learn equals fail.

[00:14:22] Mm-hmm.

[00:14:23] Do hard things.

[00:14:25] Get beat up and punch in the face.

[00:14:27] Right.

[00:14:27] All those things.

[00:14:28] But also learning how to overcome all those things.

[00:14:30] That's right.

[00:14:31] That's right.

[00:14:32] I want to talk around that, if you don't mind.

[00:14:34] No, not at all.

[00:14:35] Because I had this chat with a young practice owner earlier this week.

[00:14:40] And you kind of get those questions of like, hey, Adam, have you ever had patients be really

[00:14:47] upset with you if you stand your ground and charge them co-pays?

[00:14:50] There's some fear behind that.

[00:14:52] Yeah.

[00:14:53] At times we have.

[00:14:54] And I think that's a front desk issue, too.

[00:14:55] And it's training, training, training.

[00:14:57] You have to make sure that the parents know that's an expectation up front.

[00:15:01] We do a patient onboarding for all of our new patients.

[00:15:04] And that's part of the onboarding.

[00:15:07] They have that policy.

[00:15:08] They're explained how that policy works and why it works.

[00:15:12] And if we're not getting those co-pays, deductibles, co-insurance, if we're not getting that money in, we can't continue to function.

[00:15:20] And we are there to provide services, but we also have to get paid for our services.

[00:15:26] The front desk is something else that takes a lot of training.

[00:15:29] It's hard to ask people for money.

[00:15:31] Nobody likes to do that.

[00:15:32] But they have to understand why you're doing that and how important it is to get all of those in.

[00:15:39] So our biggest thing was making sure that everybody that walks in pays their co-pay, deductible, co-insurance, regardless of the situation.

[00:15:49] And my front desk is required to have 100% each day for each patient that comes in the door.

[00:15:54] And we've done that in a few different ways, but it's been very helpful.

[00:15:59] And the patients and the staff understand it because that's the expectation up front.

[00:16:04] There's a lot to unpack there.

[00:16:06] Yes.

[00:16:08] But you mentioned some...

[00:16:10] I wrote down two things.

[00:16:11] Number one, you said, if we don't get paid, we can't function.

[00:16:15] Right.

[00:16:16] Right.

[00:16:16] And you said something to the effect of, we have to serve our patients, but we also have to get paid for it too.

[00:16:23] Yep.

[00:16:23] And I'm going to rewind a little bit.

[00:16:26] But what you did was you took your patients and you brought your business up with it.

[00:16:31] Mm-hmm.

[00:16:32] And you said, hey, the business is important too.

[00:16:36] Right.

[00:16:37] And only once you establish that belief system and that mindset, were you able to enroll your team behind it and build training around it.

[00:16:47] Right.

[00:16:47] Yeah.

[00:16:47] Because I'm sure you're probably like, well, I don't know, maybe not, but like me, like I wasn't like that when I first started.

[00:16:52] I was the same way.

[00:16:53] Like if it was a $5 copay, I was like, I ain't charging it because I ain't losing this patient.

[00:16:58] Like I need this patient so bad.

[00:17:00] And I would just self-sacrifice.

[00:17:01] I'll just work on the weekends if I have to.

[00:17:03] That comes down to therapist heart too.

[00:17:06] Yeah.

[00:17:07] Perfect story there is when I started thinking about doing this and told my husband, I think I want to open a private practice.

[00:17:13] He said, he looked me in the eyes and said, Tracy, you have a therapist heart.

[00:17:17] I know how you think.

[00:17:19] We have to make enough money to pay the bills and to pay salaries.

[00:17:22] And I was like, okay, then if that's a requirement, you know.

[00:17:27] So that's exactly what it was.

[00:17:29] You know, you hate to ask them for money.

[00:17:31] But does a physician's office hate to ask for money when they walk into a physician's office?

[00:17:36] We're healthcare professionals just like a physician.

[00:17:38] And they should have those same expectations when they come into our clinic for therapy as they do going into a physician's office.

[00:17:46] Totally.

[00:17:46] 100%.

[00:17:47] But it took some work for you to get there.

[00:17:50] Right?

[00:17:50] Same for me.

[00:17:51] Over time, you shifted your belief to think like, hey, you know what?

[00:17:55] Dang it.

[00:17:55] I'm going to take a stand for this.

[00:17:57] Yeah.

[00:17:57] And I don't care if it's scary.

[00:17:58] I don't care what it is.

[00:18:00] Like, I got to put the business right there in the mix.

[00:18:02] Mm-hmm.

[00:18:03] So what were some of the things that you can kind of lean on of like, hey, you know what?

[00:18:09] These are like the top one, two, three things that really helped me change my mindset to step into that place of power and boldness around the business.

[00:18:17] What were some of those things that come to mind through your journey?

[00:18:20] One thing was financial situation.

[00:18:23] I started looking at this and I was like, okay, this is what we're making.

[00:18:27] This is our revenue based on what we're billing insurance.

[00:18:30] This is our revenue if we were collecting 100% of those co-pays and billing insurance.

[00:18:36] And it was so significant.

[00:18:38] That's what helped my business.

[00:18:40] Realizing where we needed to have that money coming in, why we needed to have that money coming in.

[00:18:45] If it's not coming in, we close the doors and we can't help anybody.

[00:18:49] So just really realizing that looking at the bottom line, you don't have a choice.

[00:18:55] This is something that you have to do.

[00:18:56] It's non-negotiable.

[00:18:57] And that's how my staff is trained.

[00:18:58] Non-negotiable.

[00:18:59] And I explained the same things to them.

[00:19:02] They respect physicians.

[00:19:03] They need to respect us too.

[00:19:05] And that we can't help anybody if we don't have the money coming in from every source we can.

[00:19:10] Lord knows we don't get the reimbursement that we deserve.

[00:19:14] So every penny that we can, we need to make sure it's coming in the door.

[00:19:18] Yeah.

[00:19:18] I love what you said there.

[00:19:19] Number one, you said you started objectively measuring things.

[00:19:23] Well, I would assume like prior to me, for me, prior to that, I was just experiencing a lot of pain.

[00:19:30] Like a lot of like long hours, overwhelm, work, work, work, work, work, work, and not really finding the freedom and the fulfillment that I really wanted out of my business.

[00:19:40] I went through that for like a year.

[00:19:42] And I was like, okay, no.

[00:19:44] So then somebody helped me.

[00:19:47] One of my coaches helped me say, hey, you know what?

[00:19:49] We're going to step out of this emotional decision-making process and we're going to step into the land of objectivity.

[00:19:56] And we have to actually start measuring what matters inside the business.

[00:19:59] 100%.

[00:20:00] Right.

[00:20:01] And so just that practice gave you a lot more clarity of like, hey, one plus one equals two.

[00:20:07] Right.

[00:20:08] It doesn't equal two if I'm feeling good that day or if I'm feeling it's two.

[00:20:11] You know what I mean?

[00:20:12] Yep.

[00:20:13] So I have recommitted myself and our program to the idea of like, we're going to put metrics first.

[00:20:20] Not necessarily before the patients or anything, but like the metrics matter.

[00:20:23] Like we can't stay in the emotional world.

[00:20:24] We have to get objective about the decisions.

[00:20:27] So getting objective was something that really helped you start to open your eyes.

[00:20:31] More than you can even imagine.

[00:20:35] We use so many statistics right now to be able to look at every single aspect of our company.

[00:20:42] And we are able to analyze those and see where we may be falling short.

[00:20:47] Or if we have a statistic tank one month, what happened?

[00:20:52] What happened that we need to change it?

[00:20:54] We need to go back and we need to do something that we were doing before.

[00:20:57] Add something to whatever we're doing currently.

[00:21:00] But then again, we also look at those wins.

[00:21:02] So when we have those wins and we have those great months, we also analyze that.

[00:21:07] What were we doing this month that made those numbers go up?

[00:21:11] Let's continue to do that on a consistent basis and then see what we can do on top of that to make those numbers go up even more.

[00:21:18] But I didn't know that.

[00:21:20] I was one of those that, again, I'm a therapist.

[00:21:23] I am not a numbers person.

[00:21:25] Was not a business.

[00:21:26] I was managing my company by the dollar signs.

[00:21:30] I managed my company by looking at my bank statement.

[00:21:33] At the end of every month.

[00:21:34] Yes.

[00:21:35] And it was working, but I wasn't growing.

[00:21:39] I was just getting by.

[00:21:41] And that is even more stressful is knowing that, OK, if something happens and I don't get that payment from Blue Cross Blue Shield this year, this month or this week, how am I going to make payroll?

[00:21:53] So I had to step back and, like you said, look at it more objectively and say, OK, I have to do this.

[00:21:59] There's no ifs, ands or buts.

[00:22:00] And I have to look at all of these measures.

[00:22:03] And my statistics have grown so much since I started.

[00:22:07] You know, I started with this is a set of statistics that I want to look at.

[00:22:11] I want to look at these daily, weekly, monthly, quarterly, annually.

[00:22:14] And then over the years, it's grown from 10 statistics to 100 statistics.

[00:22:20] Right.

[00:22:20] So I think that's a gradient that you have to really think about, too, because if you get all of those stats going at one time, it's so overwhelming to have to analyze all that.

[00:22:29] So you have to start somewhere and gradually increase those based on the needs of your company.

[00:22:35] Mm hmm.

[00:22:35] I love it.

[00:22:36] So obviously building in objectivity key goes back to learning.

[00:22:41] Right.

[00:22:42] Like when you could see the scoreboard, you can decide, are we winning?

[00:22:45] OK, great.

[00:22:45] Let's why are we not winning?

[00:22:47] Or why are we winning?

[00:22:48] Are we losing?

[00:22:49] OK, great.

[00:22:49] Why are we losing?

[00:22:50] Right.

[00:22:50] So it gives more objectivity around what you can fix.

[00:22:53] The other thing that you mentioned was this idea of non-negotiable.

[00:22:57] Mm hmm.

[00:22:57] And I'm just I'm going to I'm going to get on that for a little bit.

[00:23:00] Yeah.

[00:23:01] Because I think that that's important.

[00:23:03] You use the word non-negotiable.

[00:23:05] I use the word commitment.

[00:23:07] Yeah.

[00:23:08] Right.

[00:23:08] And commitment to me means the absence of alternatives.

[00:23:11] Yeah.

[00:23:11] There are no alternatives.

[00:23:13] Is or it is.

[00:23:14] Mm hmm.

[00:23:15] Right.

[00:23:17] So I believe that owners who are radically committed towards their principles typically

[00:23:25] do well.

[00:23:26] Yep.

[00:23:27] Like there is no alternative.

[00:23:29] Like I'm just going to get it done.

[00:23:30] And even if it's scary and if I mess it up, I'm going to learn.

[00:23:33] Mm hmm.

[00:23:34] So I think that's great.

[00:23:36] And your staff needs to know it's OK to mess up.

[00:23:38] Of course.

[00:23:39] I have several in leadership positions now, and I wouldn't have put them in those positions

[00:23:45] if I didn't trust them.

[00:23:47] Same thing with the therapist.

[00:23:48] I wouldn't put them in that position if I didn't trust them to do their job.

[00:23:51] They don't need me micromanaging.

[00:23:52] But their biggest need is those very clear expectations from the very beginning.

[00:23:58] What does your commitment look like?

[00:24:00] What is non-negotiable in your specific role?

[00:24:04] Mm hmm.

[00:24:04] The other kind of phrase I like to use is something along the lines of like, there isn't a reality

[00:24:11] that exists where this isn't going to happen.

[00:24:13] Right.

[00:24:14] Like either the copay is getting paid or we're going to find somebody else who's willing to

[00:24:19] pay the copay.

[00:24:20] Like so like this is not unnegotiable.

[00:24:23] Or find somebody that's willing to collect those copays.

[00:24:25] Right.

[00:24:26] Right.

[00:24:26] Exactly.

[00:24:26] And that's not mean.

[00:24:28] You know what I mean?

[00:24:29] That's not mean.

[00:24:29] That doesn't mean we don't want to serve more than they've ever been served.

[00:24:33] We also have to hold the line and like the business is important too.

[00:24:36] Right.

[00:24:36] Yeah.

[00:24:37] So objectivity was a big thing that helped you start making progress.

[00:24:41] Was there anything else that comes to mind?

[00:24:43] I mean, you'll hear me say this a hundred times, but just training, making sure your staff

[00:24:48] knows exactly what you expect from them, why those expectations.

[00:24:53] A lot of times they don't.

[00:24:54] If you find somebody that's not doing what they need to be doing or not living up to your

[00:25:00] expectations, I've found that many times that falls on me or my leadership team.

[00:25:05] Maybe we haven't taught them the why.

[00:25:08] And people like to know, why do I have to do this?

[00:25:11] And without me being, quote, in the trenches, because I haven't done therapy in a long time,

[00:25:16] I stopped doing treatment about eight months into the practice because I just didn't have

[00:25:21] time.

[00:25:22] So since I'm not at that point in my career anymore, if I create a policy or a procedure

[00:25:29] or look at an EMR or any of those things that's related to therapists, for example, then I

[00:25:34] may create that.

[00:25:35] But then they may look at it and go, this makes absolutely no sense.

[00:25:41] Why did you do this?

[00:25:42] This does not work for us.

[00:25:44] But I also have that open communication that they come back and say, this isn't working.

[00:25:49] But the thing is, I also have to ask them why.

[00:25:54] Why is this not working?

[00:25:55] And what is your solution to this problem?

[00:25:58] Let's talk through some solutions.

[00:25:59] Does it mean that I'm always going to go with exactly what they recommended?

[00:26:03] No, because they don't have the business mind and they need to run a business.

[00:26:07] But it's important to take them into consideration because they are doing these things on a daily

[00:26:13] basis.

[00:26:14] So just to make sure that they have some input and some of those changes that are being made,

[00:26:19] because I know I'm not an expert in their field anymore and they're not an expert as

[00:26:25] a business owner.

[00:26:25] So we have to kind of draw a line somewhere and be able to negotiate those things.

[00:26:30] Mm hmm.

[00:26:31] Mm hmm.

[00:26:31] I love that idea of training.

[00:26:33] And my opinion or I would think that we can agree that it starts with training yourself.

[00:26:39] Oh, 100 percent.

[00:26:41] Thank goodness for good coaches.

[00:26:43] And I will go to the end saying thank goodness for good coaches, because that's exactly what

[00:26:49] has gotten me to where I am today.

[00:26:51] Oh, same.

[00:26:52] So let's dive into that just a little bit.

[00:26:54] Training, training.

[00:26:56] I did this lecture on leadership not too long ago.

[00:26:58] And, you know, we talked about this idea of creating this belief system around your business

[00:27:04] being just as important as the patients and your team.

[00:27:07] Just as important.

[00:27:07] I use that word belief system intentionally because there are only two ways to change your

[00:27:14] beliefs.

[00:27:15] Number one is the information that you consume, the education that you receive.

[00:27:20] So we're talking about books.

[00:27:22] We're talking about podcasts.

[00:27:24] We're talking about whatever way you like to consume information.

[00:27:28] Networking.

[00:27:29] Exactly.

[00:27:29] And then the other thing is going to be what people tell you.

[00:27:32] Yes.

[00:27:32] What people tell you.

[00:27:33] Right.

[00:27:34] So the information that you receive and what people tell you.

[00:27:36] So if we understand that, listen to me, guys.

[00:27:40] If we understand that the belief system that we hold will determine the outcomes of your

[00:27:45] business, because if I believe I can take a stand for it, I can create training around

[00:27:49] it, I can create clarity around it, I can train my team.

[00:27:51] And the way to do that is to, number one, consume quality information regularly.

[00:27:56] Yes.

[00:27:57] Right.

[00:27:58] Education, books, podcasts.

[00:28:01] Hang around people who challenge the way that you believe, the challenge the way that

[00:28:05] you think.

[00:28:06] So show me your friends.

[00:28:07] I'll show you your future.

[00:28:09] If you want to be a millionaire, you got to hang out with millionaires.

[00:28:11] I love it.

[00:28:12] Right.

[00:28:13] And then having a guide or a mentor or a coach who's been there, who's gone through that pain,

[00:28:19] that pain dip, and who can be like, hey, let me tell you how to overcome that.

[00:28:23] And also kind of hold you accountable to stay true to the things that you say you're going

[00:28:26] to commit to.

[00:28:27] Yeah.

[00:28:27] And help them problem solve, just like we want to help our staff problem solve.

[00:28:31] Exactly.

[00:28:31] Yeah.

[00:28:31] If you just plug yourself in, if you say like, hey, I'm going to build this environment

[00:28:35] around me and plug into it, I'm going to commit to it.

[00:28:37] It's a non-negotiable.

[00:28:39] It's impossible for you not to succeed.

[00:28:41] Right.

[00:28:42] Right.

[00:28:42] Yeah.

[00:28:43] I agree.

[00:28:44] Right.

[00:28:44] So coaching changed my life.

[00:28:46] It really did.

[00:28:47] Like coaching, it changed my life.

[00:28:49] That's why I became a coach.

[00:28:50] That's what I love about it too.

[00:28:52] Right.

[00:28:53] Talk to me about that.

[00:28:54] Tell me about how coaching has changed your life and like how you developed such a passion

[00:28:58] for it.

[00:28:59] I think my passion came from just doing what I was doing.

[00:29:03] And like you were saying, you know, that education piece and I could learn it on my own

[00:29:08] and I did for eight months.

[00:29:11] But it was always the chicken and egg scenario.

[00:29:14] What comes first, the chicken or the egg?

[00:29:16] And that was especially true when I started opening a business.

[00:29:19] What do I do first?

[00:29:20] Do I create an LLC?

[00:29:22] Do I get an EIN?

[00:29:23] Do I get an MPI?

[00:29:25] So just trying to figure out what comes first and what should come next.

[00:29:29] So that was one big piece.

[00:29:31] The other thing with my coach was they didn't necessarily tell me, these are the things you

[00:29:38] need to do.

[00:29:38] They said, let's look at your weaknesses.

[00:29:41] What do you feel like you're weak in?

[00:29:43] So we would talk about a weakness.

[00:29:45] Then they would say, do you have a strength that you could put toward that weakness?

[00:29:52] And let's talk about that.

[00:29:54] Now, what do you think based on this information and all this data you have, whatever the data

[00:29:59] is, what do you think you can do to improve the situation?

[00:30:03] So they kind of led me to water, but I had to drink it.

[00:30:08] So it was better for them to teach me how to problem solve than for them to just hand

[00:30:13] me a solution.

[00:30:15] And with that, I have done several programs and had several coaches that have been detrimental.

[00:30:23] I mean, it would have been detrimental if I didn't have them.

[00:30:26] So it has been a phenomenal experience.

[00:30:29] And that's the reason I want to get back.

[00:30:31] They helped me get to where I'm at.

[00:30:33] And I want to help others get to that point.

[00:30:36] That's such a passion for me.

[00:30:37] That's what I love doing.

[00:30:39] That's what gets me up in the mornings.

[00:30:40] That's what makes me excited.

[00:30:42] I don't necessarily, I'm not in the clinics as much as I was.

[00:30:46] So that's the reason that gives me time to do that strategic planning and teach other

[00:30:51] people how to do that strategic planning so that they can scale their business as they

[00:30:54] want to.

[00:30:56] Yeah, that's amazing.

[00:30:57] That's awesome.

[00:30:58] I love it.

[00:30:59] So tell me about the Kickstart program.

[00:31:02] So the Kickstart program is new, like Adam said, and it is for those people who are looking

[00:31:09] to actually open a clinic in three to six months so we can help them get organized and get into

[00:31:15] the groove and figure out the chicken and egg scenario and help them do that.

[00:31:20] And then it's also for those who have just recently started their business.

[00:31:23] But again, need some organization, need some structure, need to figure out where they're

[00:31:30] going with their organization and plan to go in that direction based on their vision and

[00:31:36] their mission and their core values.

[00:31:38] I think that's important as well.

[00:31:39] So it's just to get people over some of those hurdles and to decrease that pain, as you were

[00:31:46] calling it.

[00:31:47] And I think it's very important for them to know you're not on an island.

[00:31:52] We have all been there.

[00:31:54] And if you think that you're the only one that has had $10 in the bank and you need $11, you're

[00:32:00] not the only one.

[00:32:03] We've all been there.

[00:32:04] We've all struggled through that.

[00:32:05] But that's what the Kickstart program is for.

[00:32:08] It's to help you struggle less.

[00:32:11] We'll all have our trials and tribulations.

[00:32:15] That's the name of the game.

[00:32:16] But if there's somebody there that we can help you struggle less and to help you with

[00:32:22] those problem solving, that's huge.

[00:32:24] So the Kickstart program does that.

[00:32:26] We do a lot of networking.

[00:32:27] I was just mentioning networking a few minutes ago.

[00:32:30] It's important to be around those people who are sharing the same things you are and

[00:32:35] to see that, OK, they've done this, but they've overcome it and they can share how

[00:32:40] they've overcome that.

[00:32:41] So just bouncing ideas off of each other and having that networking component in addition

[00:32:48] to coaching, in addition to just getting it from a coach who may be, well, in my case,

[00:32:55] five years into the real world company business world versus those who have just gone through

[00:33:02] it a month or two ago.

[00:33:03] And so the group calls are great.

[00:33:07] And I would encourage everybody to find those friends that you can reach out to on any of

[00:33:15] our platforms or just pick up the phone, give them a call, talk through a scenario.

[00:33:20] Make sure you develop those relationships with your coach and with other people.

[00:33:25] I have some more questions about that program.

[00:33:27] But the one thing what I experienced, what happened was we had our accelerator program built,

[00:33:34] but we had Kickstart people in it.

[00:33:35] Yeah.

[00:33:36] And we could there was an obvious gap, right?

[00:33:38] There was a gap between like, how do I get started and how do I make a million dollars

[00:33:44] a year?

[00:33:44] Right.

[00:33:44] Like it's a different stage of business.

[00:33:46] Right.

[00:33:47] Some of the common questions were like, how do I market?

[00:33:51] How do I market to physicians?

[00:33:52] How do I how do I build a marketing plan?

[00:33:54] How do I do credentialing?

[00:33:55] How do we handle billing?

[00:33:56] How do we do referral management?

[00:33:57] How do we how do we have a team meeting?

[00:33:59] Right.

[00:34:00] Those are the things that you learn the hard way if you don't have somebody to help you through

[00:34:03] this.

[00:34:04] That's right.

[00:34:04] That's right.

[00:34:05] How do I get started?

[00:34:06] How do I get this place open and get some patients in the door?

[00:34:09] And what I typically see in that stage is there's a lack of implementation because the education

[00:34:17] level is so low in the owner.

[00:34:20] Right.

[00:34:20] They're just newbies.

[00:34:21] They don't know anything.

[00:34:23] They don't have the experience to draw from.

[00:34:24] So the decision making speed is so slow.

[00:34:28] So it's so hard to make traction.

[00:34:33] And lack of education leads to overwhelm.

[00:34:36] Correct.

[00:34:36] You ended up getting massively overwhelmed, head way below water, spending way more time,

[00:34:43] energy and money trying to get a practice started when you could just like, boom, boom, boom,

[00:34:47] boom, boom, make the decision and roll.

[00:34:49] I was listening to a talk that Jeff Bezos did the other day.

[00:34:52] And I mean, he's got an amazing company.

[00:34:53] I don't think he's got like a thousand employees or something or 1500 employees.

[00:34:56] I don't know what he's got more than me.

[00:34:59] He said, it's amazing how my company, we have so many people on our team, but we're still

[00:35:04] fast.

[00:35:05] We still make quick, rapid decisions.

[00:35:08] And the teams and the entrepreneurs that can get to the decision quick and implement, those

[00:35:13] are typically the people who do really, really well instead of sitting around and, well, let

[00:35:18] me ask Tracy, let me Google it.

[00:35:19] Let me, let me ask my friend.

[00:35:20] Oh, that didn't work.

[00:35:22] Right.

[00:35:22] They're trying to find that clarity.

[00:35:23] So that's the power that I see in the Kickstart program.

[00:35:27] Like we're empowering these people to like, this isn't going to take five years to get

[00:35:31] profitable.

[00:35:32] Let's get profitable in three months.

[00:35:33] You know, because how many times have you heard people say a business is not going to

[00:35:38] bring in any profit for five years?

[00:35:39] Yeah, that's bull.

[00:35:41] Whatever.

[00:35:42] That's bull.

[00:35:44] I hate that.

[00:35:45] Yes.

[00:35:45] It's a lie.

[00:35:46] Yes.

[00:35:47] Yes.

[00:35:48] It's a complete lie.

[00:35:49] And I also see a lot of business owners, clinic owners who don't take a salary.

[00:35:54] They're two years in and they're not taking a salary.

[00:35:56] What are you doing?

[00:35:58] We've got to figure out some way that you're being at least minimal.

[00:36:03] I'm totally compensated for those, all those blood, sweat and tears that you're putting

[00:36:08] in, all of those hours you're putting in.

[00:36:10] So let's make a plan around that.

[00:36:13] I love that.

[00:36:14] I love that.

[00:36:15] So essentially it's like, how do I get the knowledge, experience and network of somebody

[00:36:22] who's been in business for five years in six months?

[00:36:25] I love that.

[00:36:26] I get it in six months.

[00:36:27] It's like, you talk about getting on a rocket ship, like you can make a lot of progress.

[00:36:31] The other thing that I wanted to ask you about, and we talked about it a little bit

[00:36:34] before we pressed record is what I thought was really beautiful is you've created some

[00:36:41] flexibility in the price, right?

[00:36:43] So obviously if you're going to hire a coach, if you're going to jump into a kickstart program,

[00:36:46] it's going to cost some money.

[00:36:47] It's going to cost some thousands and save you millions, right?

[00:36:50] So like, and we don't necessarily have to jump into the details of the price, but can

[00:36:55] you talk through like those tiered structures and kind of what like tier A, tier B, tier C,

[00:37:00] what that might look like?

[00:37:02] Yeah, we've got three tiers and I kind of think of them as a la carte because we have certain

[00:37:07] things that we're going to be doing in those, but we also want to be able to start people

[00:37:13] like you were saying, that big gap.

[00:37:14] We want to be able to look at what owners are currently doing and figure out what exactly

[00:37:20] they need to help them.

[00:37:22] So our first or kind of our lowest tier, if you want to call it that, is we do three group

[00:37:28] calls a month and, you know, our expectation is to be there at least to two of them.

[00:37:33] One of them is kind of optional and I'll talk about that too.

[00:37:35] We have access to our Slack channel.

[00:37:37] So you've got that direct messaging or instant messaging to everybody that's enrolled in the

[00:37:43] Slack channel and then we, I'm creating and it will be ever evolving what we call a kickstart

[00:37:48] vault.

[00:37:49] And that's going to be a lot of great information and great resources for new owners to be able

[00:37:57] to have examples, have templates.

[00:38:01] Everybody can write a policy.

[00:38:02] Everybody can write a procedure, but where do you start?

[00:38:05] So those things are in that vault.

[00:38:07] In addition to how do I get motivated?

[00:38:10] How do I start marketing?

[00:38:11] How do I get a front desk up and running?

[00:38:14] So that information is in there.

[00:38:16] And as we have questions about different things, then we'll continue to add to that vault.

[00:38:22] That's amazing.

[00:38:23] Then the second tier is all of that, the three group meetings, the Slack channel, kickstart

[00:38:29] vault, and then you have access to my cell phone number.

[00:38:33] If you need me, shoot me a text, pick up the phone and give me a call.

[00:38:36] If there's something emergency that you're like drowning and you have to have, if your

[00:38:41] hair's on fire, then get in touch with me.

[00:38:44] And then the other thing with that program is there's a one-on-one call with me for every

[00:38:48] month.

[00:38:49] So for an hour, you would just sit down, if you need an hour, you'd sit down and we'd

[00:38:54] talk about what your challenges are, what your wins were for the last month, and then

[00:39:00] what we need to do over the next month to get that scale growing.

[00:39:05] And then the third one is all of that, plus we do four one-on-one calls per month.

[00:39:12] There are a total of 24 calls or an hour long.

[00:39:15] And we do some of the same things.

[00:39:17] You know, we have homework weekly instead of daily.

[00:39:20] So it holds you accountable to, okay, I'm not going to wait till the third week in the

[00:39:25] month because I've got a call with Tracy next week.

[00:39:27] So I'm not going to wait three weeks, I'm going to actually get this done every week.

[00:39:30] And we want that to help you get yourself organized, look at your time management and how you can

[00:39:37] pour back into yourself and into your business.

[00:39:39] And then, of course, we still have the three group calls.

[00:39:42] And the three group calls, the first one of the month is a book study that I'm calling

[00:39:47] Star Books.

[00:39:48] And we'll have a book that we'll read every month.

[00:39:50] And then we'll have a discussion on that book on the first Wednesday of the month.

[00:39:56] And what we'll do is I'll send out an agenda so you know for the next three, four months,

[00:40:03] whatever, what the books are that we're going to read.

[00:40:04] So you can have those ordered in time.

[00:40:06] Then we'll have an agenda and we'll have questions, discussion questions.

[00:40:10] And there's always, if you've got something that you specifically want to talk about,

[00:40:15] specifically want to ask, then we have a form that you can submit.

[00:40:18] And that will help me add all of those things to the agenda.

[00:40:21] So we make sure we cover everything that you want to.

[00:40:24] The second one is what I call education station.

[00:40:27] And it is we choose a topic.

[00:40:30] And this is a topic based on the needs of the group.

[00:40:33] What are some needs that several people in this group are looking at?

[00:40:36] If it's time management, then that meeting will be on time management.

[00:40:40] What are some things that we can do to control our schedules a little bit better

[00:40:44] and how we can delegate things off of our schedule?

[00:40:47] And then the third one is a coach's corner.

[00:40:50] And that is basically just a question and answer.

[00:40:53] You would give me the questions you want answered.

[00:40:55] We'll fit it into the schedule or the agenda.

[00:40:58] And we'll cover those and get feedback from me and feedback from others.

[00:41:03] And just ask any questions that you want to have.

[00:41:06] Then we've kind of added an a la carte because some people feel like they need

[00:41:09] more one-on-one meetings than once a month, maybe not three times a month.

[00:41:16] And they want to schedule them when they're needed.

[00:41:18] So we've added that as well.

[00:41:20] So we can do a phone conversation or a Zoom or whatever,

[00:41:23] just as an extra benefit to any of those programs that they choose.

[00:41:27] I wrote down fractional business partner.

[00:41:32] Right?

[00:41:33] Yeah.

[00:41:33] I mean, listen, the power of having a therapist who's scaled three clinics, soon to be five,

[00:41:41] in a matter of five years on your team to have access to that person, to be able to tap into

[00:41:47] her brain, her energy, her resources, her experience, her network.

[00:41:50] How are you not going to get value from that?

[00:41:52] You know, it's like, it's hard.

[00:41:54] It's worth the investment.

[00:41:56] You know what I mean?

[00:41:56] Like, that's just an investment in yourself.

[00:41:58] And that kind of comes back to that idea in the beginning of like, investing in that

[00:42:02] training, that training of that coaching, that, that the books, the podcasts, the community,

[00:42:08] right?

[00:42:09] Investing in that so that you can empower yourself to build the business that you want.

[00:42:12] Right?

[00:42:13] And when I was starting with my coach, I used the excuse, I don't have time.

[00:42:17] I don't have time.

[00:42:18] And I would put off things that I knew needed to be done.

[00:42:22] I would put them on the back burner.

[00:42:23] And what I learned was when I started with my coach and after a year of having a coach,

[00:42:30] I learned now all of those things I should have done in the beginning, I'm having to go

[00:42:34] back and redo or create.

[00:42:37] And I should have blocked off that time.

[00:42:40] I should have really dove in and did those things, create time in my schedule to be able

[00:42:46] to follow through with all those tasks.

[00:42:48] So when you're a year in, you don't go back and go, oh, I've got so much to do.

[00:42:53] Even metrics.

[00:42:55] Going back and looking from the beginning is so overwhelming versus, okay, I've only been

[00:43:00] open three months and that's not as big of a deal as let's look back for a year and start

[00:43:05] putting all that information in some kind of spreadsheet or database or whatever.

[00:43:09] But I think for owners to pour back into themselves, to help them get that business mindset that they

[00:43:17] need to help them with organization and time management and knowing what priorities are

[00:43:23] up front will save a lot of time in the future.

[00:43:27] And it saves a lot of time up front because, again, they don't have to figure out what to

[00:43:31] do first.

[00:43:31] And there's somebody that can help them navigate those things and how to do them.

[00:43:35] Yeah.

[00:43:35] And it's the investment that just keeps on giving.

[00:43:38] Yeah.

[00:43:38] Once you can start a practice and build it successfully and scale it, that doesn't depend

[00:43:42] on you.

[00:43:43] Now you can do anything.

[00:43:44] You can start a new program.

[00:43:46] You can open up another clinic.

[00:43:47] You can do whatever you want.

[00:43:48] Right.

[00:43:48] There's so many skills that you develop there.

[00:43:50] Yeah.

[00:43:51] I think it's amazing.

[00:43:52] I do have to run.

[00:43:54] Yeah.

[00:43:54] But what I'm going to do is I'm going to drop your booking link, your call booking link

[00:44:01] into the post.

[00:44:03] So those that are listening, if you're on the podcast, come over to the Facebook group,

[00:44:07] find the post, scroll down, click, book a call with Tracy.

[00:44:09] If you want more information, it's a no sale.

[00:44:11] Listen, we don't even know if you're right for us.

[00:44:13] You don't even know if you're right for this.

[00:44:15] What this is, is an opportunity for us to connect, to explore what you want to do.

[00:44:19] And then if it's a good fit, we can share more details.

[00:44:22] And if it's not, we can connect you with somebody who might be able to support you.

[00:44:25] Does that sound fair?

[00:44:26] Sounds great to me.

[00:44:27] And I look forward to working with you, with everybody.

[00:44:30] Tracy, if somebody wanted to connect with you for just a question without booking a call,

[00:44:34] how would they connect with you?

[00:44:35] They can always email me.

[00:44:37] They can email me.

[00:44:38] I'm obsessed with email.

[00:44:39] So if I get one, I will probably be emailing you back pretty quickly.

[00:44:44] And just let me know how the best way to get in touch with them is in the email,

[00:44:47] and I'll get back in touch with them.

[00:44:49] I will drop Tracy's email in that post as well.

[00:44:52] Perfect.

[00:44:53] Tracy, you're amazing.

[00:44:54] Let's do this again.

[00:44:55] Sounds great.

[00:44:56] Bye.

[00:44:57] Bye, Adam.

[00:44:57] Bye-bye.

[00:45:01] Thanks for joining us today in the Physical Therapy Owners Club,

[00:45:04] the resource for stability and freedom in your PT practice.

[00:45:08] Reach out and join the network today.

[00:45:10] Subscribe to our podcast, get links to social media,

[00:45:13] and access all of our episodes with show notes at ptoclub.com.

[00:45:19] Bye.

[00:45:19] Bye.

[00:45:19] Bye.

[00:45:19] Bye.