Work On Yourself More Than You Work On Your Practice With David Bayliff Of Uncaged Clinician

[00:00:00] [SPEAKER_01]: The only thing I knew was PT being an inaclinic, taking insurance.

[00:00:05] [SPEAKER_01]: It's like I'd been down that road before as a director, I said, I don't want to get in that fire again.

[00:00:09] [SPEAKER_01]: So from this relationship, introducing me to someone who wanted me to come to them and pay me cash

[00:00:17] [SPEAKER_01]: That led to my purpose of, hey, I just figured out what it is I need to do.

[00:00:22] [SPEAKER_01]: And I became aware of the fact that there are people out there who do want quality care and they want it to be about them.

[00:00:31] [SPEAKER_01]: On their timeline, whatever, they want it to be about them.

[00:00:34] [SPEAKER_01]: Not about the system, not about what somebody else says that they can do, they want it to be about them, and they're willing to pay for that.

[00:00:44] [SPEAKER_00]: Welcome! You've entered the Physical Therapy Owners Club podcast, where your host, Nathan Shields,

[00:00:49] [SPEAKER_00]: and other successful PT owners and leaders share their experience and insights on how to build successful PT businesses.

[00:00:56] [SPEAKER_00]: 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.

[00:01:04] [SPEAKER_00]: That's what the PT owner's club is all about, greater freedom and more profits.

[00:01:09] [SPEAKER_00]: There's plenty of room for you as well, so come on in and join the club.

[00:01:14] [SPEAKER_02]: Hello, and welcome to the Private Practice Owners Podcast.

[00:01:18] [SPEAKER_02]: I'm your host, Adam Robin.

[00:01:21] [SPEAKER_02]: And today, I'm sharing a recording of a Facebook live that I recently completed with my friend David Bayliff from Uncaged Clinician.

[00:01:31] [SPEAKER_02]: You guys don't know who David is. David is a business coach that I've been a big fan of ever since I was in PT school.

[00:01:41] [SPEAKER_02]: I remember being in my apartment, studying for anatomy, listening to this guy, talk about cash pay services and doing travel therapy.

[00:01:52] [SPEAKER_02]: And he was just basically kind of a big influence to me as I was in PT school and really pioneered a lot of the way that I think about kind of going after what you want.

[00:02:02] [SPEAKER_02]: So, me and David hit it off pretty good on this recording and I believe that if you build yourself, believe in yourself and work on yourself harder than you work on your business that you will get everything you've ever wanted out of your business and in your life.

[00:02:16] [SPEAKER_02]: And we talk a lot about that on this podcast. So tune in and enjoy the recording.

[00:02:19] [SPEAKER_01]: Talk soon. Hello everybody. I'm here with my friend David. What's up, man? Are you doing what is going on to Adam and I'll tell you what it's a good day when I get to spend some time with you.

[00:02:30] [SPEAKER_01]: And I got up this morning and went to work out with the men's group from church in the first song played was going to have a good day.

[00:02:37] [SPEAKER_01]: And as I said, that's right. I'm going to talk to my man Adam today. It's going to be good.

[00:02:40] [SPEAKER_01]: I'll look up excited for this. Yes, sir.

[00:02:43] [SPEAKER_02]: I always start off with a little just kind of a little bit of a story about how we met.

[00:02:50] [SPEAKER_02]: For those that don't may not know David. I know David. I've been following David since I was in PT school.

[00:02:56] [SPEAKER_02]: I remember being studying for anatomy, being on the phone, looking at Facebook and watching David just like hammer out some value,

[00:03:05] [SPEAKER_02]: serving other people, helping business owners and you know, kind of became a little bit of a fan.

[00:03:10] [SPEAKER_02]: And so reach out to David. I guess about, I don't know, maybe a lot of month or two ago. We just kind of started chatting and we had an awesome conversation.

[00:03:18] [SPEAKER_02]: We did a podcast episode together. So I thought it would be super cool to just bring you on and introduce you to my people.

[00:03:25] [SPEAKER_02]: Yeah. And just like learn your story and see if we can have a good conversation. That worked for you.

[00:03:28] [SPEAKER_01]: Yes, sir. Absolutely. Man. Absolutely. I remember that first conversation. I knew within probably 45 seconds. I was like, man. I like this dude. I connect with this guy. So it's a pleasure being on this journey with you.

[00:03:42] [SPEAKER_02]: Sir, man. Can you start by just kind of like telling me a little bit about who you are and what you do?

[00:03:46] [SPEAKER_01]: Yeah. Again, David Baylitz actually, you know, being from the south for something to have always, you know, it wouldn't have always missed pronounced my last name.

[00:03:54] [SPEAKER_01]: My wife told me that I pronounced it as if it spelled L-O-F-F. Bayloth, but it's actually Baylith. That's just my lazy tongue, my lazy lips. But not David Bayloth.

[00:04:05] [SPEAKER_01]: For Israel from North Carolina, been in Arizona Phoenix for 30 years now. Always practice in Arizona and worked in the corporate setting for 19 years.

[00:04:14] [SPEAKER_01]: And 2013 started my own noble practice, cash base did that for a good number of years still have a few clients in that.

[00:04:21] [SPEAKER_01]: But now, you know, as you mentioned, just do some mentoring, some coaching now. But part of my pass is just group plan tennis played play tennis at Lake Forest and joy being outside. That's why I moved Arizona because I love sunshine and I love heat.

[00:04:36] [SPEAKER_01]: And I don't like humidity and I don't like bugs. So Arizona checked off all those boxes and that's why I ended up out here or how I ended up out here. But got it got a beautiful wife got two kids.

[00:04:47] [SPEAKER_01]: So one just graduated college and other ones about to should be a junior this year down the University of Arizona. She studying aerospace engineering.

[00:04:55] [SPEAKER_01]: I don't know where she got those marks from. What and for me, but maybe they were passed through from one of my grandfather's who was in that world.

[00:05:02] [SPEAKER_01]: So, but very proud of both my kids. But now I just, I tell you, you know, like you Adam, you probably tell people that you don't really work.

[00:05:09] [SPEAKER_01]: I know you have some busy days and they might get you a little bit tired, but I know that what you do. You don't look at his work. And for a long time I've told people, man, I don't work. I have fun.

[00:05:20] [SPEAKER_01]: In fact, when I was working in the clinics, I would tell people like, no, when I go home, that's when my job begins. My kids were little. But I just look at what I do now. I'm just blessed thankful that Lord has given me the opportunity to just have conversations with people every day and just have fun.

[00:05:35] [SPEAKER_01]: So that's what I enjoy. Is that just trying to actually if you will, just just meant people be a disciple of people if you will and hopefully change people's lives. And maybe if I'm lucky, have an impact on the healthcare profession overall, is it is?

[00:05:51] [SPEAKER_02]: So thank you, I'm in.

[00:05:52] [SPEAKER_02]: Thank you, mentioned busy days. I wrote down busy at a conversation with one of our coaches today and it was just kind of one of those casual conversations. And we talked about the idea of being busy.

[00:06:04] [SPEAKER_02]: And there's a difference between being busy on paper.

[00:06:07] [SPEAKER_02]: Right, right, right, versus being busy in the mind.

[00:06:10] [SPEAKER_02]: Right. Yep.

[00:06:11] [SPEAKER_02]: It doesn't feel like you said, like, a lot of times I'm super busy, but I don't feel like it drains me.

[00:06:18] [SPEAKER_02]: Right, I feel like I'm able to work from a place of choice from a place of things that that fill my cup and that bring that inspire me. And that's a whole different type of type of work.

[00:06:27] [SPEAKER_01]: Yeah, yep, you know, I was talking to a good friend of mine who actually had him on several months ago in the podcast and it was about this topic being busy.

[00:06:35] [SPEAKER_01]: And there's a difference between being busy and being productive.

[00:06:40] [SPEAKER_01]: And so when you can fill your day with productivity, you're going, your energy levels are going to maintain high.

[00:06:46] [SPEAKER_01]: You can do some busy stuff that doesn't take a whole lot of maybe mental power, if you will, physical power, but when you just feel like you just just doing things, that's totally different than if you're being intentional.

[00:06:58] [SPEAKER_01]: And I've learned to be able to look at my day and instead of judging my day by, hey, did I stay busy all day is judging my day with was I intentional?

[00:07:09] [SPEAKER_01]: That's something that a coach helped me with.

[00:07:11] [SPEAKER_01]: Is it the end of the day is to write up a film review, hey, did I move the needle today?

[00:07:17] [SPEAKER_01]: What didn't go well? What am I going to do tomorrow?

[00:07:20] [SPEAKER_01]: And so when I started looking at hey, can I just be intentional today? Sometimes I might get two things done and it has totally changed my perspective versus when I worried about man did I just stay going after it all day long.

[00:07:34] [SPEAKER_01]: Because I knew that intentionality were things that probably in some way helped to move the needle and that's what's more important is moving that needle whatever that needle is for you but moving that needle.

[00:07:45] [SPEAKER_01]: So I think looking at things with intentionality, man, it's just amazing how it leaves a lot of energy in the tank for you.

[00:07:53] [SPEAKER_01]: So you don't sit down at the dinner table at night and think like, oh, thank goodness I finally get to sit down.

[00:07:58] [SPEAKER_02]: You know, man, there's so much I can go into on that. I had an awesome conversation with a client today and we talked about this idea of like being intentional and designing your work, right? Like being the designer of what you want to do, like tree designing what you want to do.

[00:08:13] [SPEAKER_02]: Yes. And he was the guy, you know, he's got a nice clinic nice business and he's like, you know, I'm just going to work and I'm just kind of putting out fires and I check Facebook and I'm looking at the bank account and I'm just kind of all over the place.

[00:08:26] [SPEAKER_02]: I don't have a plan.

[00:08:28] [SPEAKER_02]: Right.

[00:08:29] [SPEAKER_02]: You know what I mean?

[00:08:30] [SPEAKER_02]: And what is the saying it's like experience is not our greatest teacher. It's the experience that we reflect on and debrief exactly. Yep.

[00:08:39] [SPEAKER_02]: That is our greatest teacher. Right. And so we talked about this idea that you as the owner or the designer of your life or your business, right?

[00:08:50] [SPEAKER_02]: You inflict, you put input into the business to try to fix it to try to create it and that creates the outcome, right?

[00:08:57] [SPEAKER_02]: But who's working on you?

[00:09:01] [SPEAKER_02]: So that you can be the person that you need to be to create the change that you want to outcome that you want, right?

[00:09:06] [SPEAKER_01]: You know, I love that you kind of propose that question because if I may go here, I actually had a meeting earlier today with one of the pastors from my church.

[00:09:16] [SPEAKER_01]: And his very first sermon that he gave it church has been there for about a year is very first sermon was about it's not the here and you want to go there. It's not about what are the things I need to do, but it's who do I need to be?

[00:09:27] [SPEAKER_01]: And I remind of him of that and I said thank you for that sermon because I actually used that principle with so many of my people.

[00:09:35] [SPEAKER_01]: But your absolutely right Adam is that as we go through our day, as we go through life or as we're transitioning from an identity or I don't want to say an identity.

[00:09:46] [SPEAKER_01]: The arena of a lot of your the people who you work with, you know, they're achieving some great things is maybe as business owners but at one point they were the implementers.

[00:09:57] [SPEAKER_01]: So as they go through that transition from being an implementer to now being a higher level business owner it's so easy and I know you deal with this of people saying hey what are the things I'm you know what are the tactics what are the tactics.

[00:10:09] [SPEAKER_01]: But when the holds people back from actually getting there isn't that they don't know the tactics listen they don't go through that the work of who do I need to be to get up there.

[00:10:20] [SPEAKER_01]: Who do I need to be so I love that you said that and that's something that I reflect on every day is hey how do I need to be today who do I need to be and I think that man when you start to look answering that question.

[00:10:33] [SPEAKER_01]: The things that we want to achieve we end up not only achieving those things but we go farther.

[00:10:39] [SPEAKER_01]: Yeah because we're really working on that foundation that's going to truly get us there whereas man if we just think about the tactics of like what do I need to do okay we're gonna do that thing.

[00:10:50] [SPEAKER_01]: But it's kind of like going back to that saying if you aim for the moon or aim for the stars you'll at least hit the moon.

[00:10:56] [SPEAKER_01]: Well if you focus on only trying to hit the moon okay you might hit the moon but there's so much more out there.

[00:11:02] [SPEAKER_01]: Yeah but when you think about who do I need to be maybe thought you are aiming for the moon the next thing you know you're only way to Mars you know.

[00:11:10] [SPEAKER_02]: I had a mentor break it down to me in a way that and with this framework it's be do have yes.

[00:11:17] [SPEAKER_02]: Who do I need to become so that I can do the thing that I need to do so that I can have the thing that I want right so it's be do have right so like if you and you can reverse engineer that right it's like okay what do I want.

[00:11:30] [SPEAKER_02]: What do I need to do who do I need to become like I need to be a little bit smarter little bit was a little bit more patient I need to communicate a little bit better have to be more disciplined like all those I have to have more self were.

[00:11:39] [SPEAKER_02]: And all those things right but what people typically with guilty of charge I'm sure you've made this mistake too we come think it's the opposite right we think it's what do have be.

[00:11:51] [SPEAKER_02]: Yes I'll do the thing and so I can have it and then once I have it then I'll be ready for the thing right we have to eliminate the if then in the equation right and that's the type of work that that doesn't pay off instantly right so that's not that instant gratification it's that long term and that.

[00:12:09] [SPEAKER_02]: And that's the investment in yourself that never fades and that's the investment that you give to your children and to the people around you right so yeah this is why we hit it also well because we we we kind of like on this same like we could go deep off this.

[00:12:22] [SPEAKER_01]: You was like you're like the better looking twin brother of mine you know you're the older wiser.

[00:12:28] [SPEAKER_01]: Hey I pay a lot of money for this great here man.

[00:12:32] [SPEAKER_01]: But what are you oh shoot you just said something there and I was gonna it may be think something but oh I think what it was is that you're talking about the instant gratification I see that so often of.

[00:12:45] [SPEAKER_01]: People want their in goal and they want it right now they want it 10 minutes ago and so there are ways to.

[00:12:52] [SPEAKER_01]: Hit the moon if you will very quickly but what I've noticed is those people who get to the moon very quickly as they're standing on the moon.

[00:13:02] [SPEAKER_01]: Rejoined or you know like hey I made it here they're never satisfied they're never fulfilled there is a level of disappointment they're finding fault in things.

[00:13:12] [SPEAKER_01]: They're finding all they can think about is like the money that I've spent and the money that I'm not making and a lot of times and I know you've probably dealt with this too with people is that you didn't ask them like look at the money you're making right now did you ever make that money at the J.O.B.

[00:13:28] [SPEAKER_01]: And they're like oh not even close okay what are you unhappy about it's because when you get something so quickly and you don't sweat for it.

[00:13:38] [SPEAKER_01]: There is that lack of appreciation if you ever read any of dance Sullivan stuff I've read a little bit of his I know I've got a couple of his books somewhere but I'm horrible like remembering authors or names of books but I know I have one or two of his books.

[00:13:51] [SPEAKER_01]: So you wrote a book called the gap in the game oh yeah gap in the game.

[00:13:55] [SPEAKER_02]: Yep what will yeah so like you're kind of living the life that you whatever like you wake up every day you're doing your thing right you're going to work or doing the thing right.

[00:14:05] [SPEAKER_02]: And ideally you're making some progress in life either personally financially with your relationships right.

[00:14:12] [SPEAKER_02]: And as you start to like really the whole book is is really is surrounded by the question like what are you comparing yourself to are you comparing yourself to the gap which is from where you are to where you want to be right so that's a place of lack like I am not there yet therefore I can't be happy you're right you never gonna be happy right because every time you get better.

[00:14:33] [SPEAKER_02]: You're like chasing horizon right the horizon every time you get a little bit closer it gets a little bit further away right yep so we have a tendency and I say we are habit that we have is to compare ourselves to the gap right where we want to be like I want to be as cool as that guy well you're never gonna be there but instead if we can develop the habit of.

[00:14:53] [SPEAKER_02]: comparing yourself from to the game right look back two years ago and what were you doing right and look where you've come now right and so when you can be brief your experience and realize how far you've come.

[00:15:04] [SPEAKER_02]: You start to develop a new mindset of gratitude and optimism about life about what you're doing so yeah it's a much better habit right and a lot of people forget to turn around look at.

[00:15:16] [SPEAKER_01]: the progress that they've made that's right I've been guilty of that many of the time but you know it's interesting that you brought up the gap in the game actually.

[00:15:23] [SPEAKER_01]: But a year ago I did a talk at an event and I referenced gap in the game in the example that I gave if I could just share this real quickly with your people is my wife and I when we go to visit her family in Texas we drive and it's give or take a few minutes it's 16 hours we do it nonstop.

[00:15:40] [SPEAKER_01]: And you know Arizona to Texas had not direction probably like for you being in Mississippi ahead in the Texas you're not gonna hit too many hills alright it's going to be pretty flat so we get up to the Mexico get into Texas and I mean you know just you know saying you can see your dog run away for two weeks.

[00:15:57] [SPEAKER_01]: And 16 hours nonstop that gets to be very long and 40 just goes straight there ain't too many curves and so what I've noticed is that when I just focus on straight ahead that man is like are we ever going to get there.

[00:16:12] [SPEAKER_01]: But I've noticed that when I turn my head side to side meaning taking in the moment looking in the rear view mirror.

[00:16:22] [SPEAKER_01]: Alright looking what I've covered enjoying my surroundings of where I am right now.

[00:16:29] [SPEAKER_01]: That gap that horizon actually does start to get a little bit closer and it makes that 16 hours a lot more palpable because I'm enjoying where I in the moment and I think a lot of us I mean I know I certainly have been guilty many times but we have trouble with enjoying where we are in the moment and appreciating the work that we've done in the moment.

[00:16:51] [SPEAKER_01]: Told you guys he was wise.

[00:16:54] [SPEAKER_01]: You know speaking of that I think in my opinion or as my buddy my best friend from high school back in North Carolina is he had say in my humble but accurate opinion that the reason why I think people struggle with their gifts.

[00:17:08] [SPEAKER_01]: It's kind of a topic changed along these lines reason why people struggle with their gift is because think about how we are conditioned through life, how are we rewarded.

[00:17:19] [SPEAKER_01]: We are rewarded when we've worked hard for something when we've accomplished something.

[00:17:25] [SPEAKER_01]: But our gifts because they are our gifts and they come to us naturally we don't put value in that well that was simple I didn't have to work for that.

[00:17:34] [SPEAKER_01]: And so we tend to poop who are gifts and that's something that I think that all of us should probably recognize of like no we actually should embrace that here's why we poo po it let's embrace it.

[00:17:46] [SPEAKER_01]: They're your gifts for a reason but and I've been guilty myself of really self deprecation or whatever it may be of not really acknowledging my guess because well it's can everybody in everybody like this.

[00:18:00] [SPEAKER_01]: No they're not so that was chasing the squirrel from Mississippi North Carolina we're going to chase squirrels and rabbits and possums but hey we have no agenda here man.

[00:18:10] [SPEAKER_02]: You're showing doing the woman yeah what that reminds me of is what I'm doing right now is we're doing employee reviews with my leadership team right so I'm meeting with them one on one.

[00:18:22] [SPEAKER_02]: And basically what we're doing is like we are grading each other right how am I experiencing you from these values and how are you experiencing me from these and hey how can I be better for you.

[00:18:34] [SPEAKER_02]: And what I'm realizing through that process is that we significantly underestimate how we impact each other like in a positive way and we don't typically you know like like you mentioned like the gifts that we have and the impact that we do make on the world.

[00:18:48] [SPEAKER_02]: We don't see it because it's just us doing our thing right and it's hard to put value on that unless others kind of tell us right so I think that's really cool because.

[00:18:59] [SPEAKER_02]: That really kind of goes down goes back to the idea of like hey when you have people and you like that that you're really care about make sure you telling you love them make sure you tell them like how much you mean to them and why because it's important right it's really really.

[00:19:10] [SPEAKER_01]: Yeah, you know what you just spoke about him.

[00:19:13] [SPEAKER_01]: Let's bring that back to round to what you just spoke about a middle go of B do have when we.

[00:19:19] [SPEAKER_01]: Dars for that accolade if you will now we're not really placing our identity or who need to be in the right place.

[00:19:29] [SPEAKER_01]: It's it's misplaced identity.

[00:19:32] [SPEAKER_01]: So I think part of recognizing our own identity and that's where I think a lot of struggles challenges come from four people and posh our syndrome comparison syndrome things like that it's really an identity, a self identity awareness.

[00:19:45] [SPEAKER_01]: And we are expecting our identity to come from a different source or our identity come based on an accomplishment or based on something based on somebody else's impression.

[00:19:58] [SPEAKER_01]: But when we can eliminate that no our true identity, we're about those those type of things so I want to pivot just a little yeah because.

[00:20:08] [SPEAKER_02]: Some of the people that are going to watch this or physical therapist or in the rehab space, some of them are not probably my mom when here somewhere.

[00:20:14] [SPEAKER_02]: Shout out to mom but what I think is really cool about you and what you've done and what I admire is that you know you were.

[00:20:23] [SPEAKER_02]: I never even knew that when I was going into school, I didn't know that people did mobile physical therapy right like actually like step out of the clinic drove to people's homes.

[00:20:34] [SPEAKER_02]: And did therapy in an outpatient basis right and not only that but you did that and you were charging cash like you weren't even accepting insurance.

[00:20:44] [SPEAKER_02]: Right so you kind of dove into the mobile world and the cash paste world before that was even a thing you're like a pioneer in that right so like I would love to hear.

[00:20:56] [SPEAKER_02]: How you found that like what were you seeing that made you number one like helped you identify that this is what you want to do and like how did you develop the courage to go and do that right whenever like nobody else was doing that right.

[00:21:11] [SPEAKER_01]: I'm much time we got a good thing I got me some fluid here five minutes go great question I love this question there and I say this with just as fact and humility there's a lot to learn from my story for people and I say that because there are a lot of things that people.

[00:21:26] [SPEAKER_01]: Just as you talk to you know business owners I talked to business owners just a lot of the issue that people struggle with.

[00:21:33] [SPEAKER_01]: For me first I want people to know this is that okay including my mobile mobile practice well mobile practice and including what I do now I've had five jobs and the only job that I ever saw.

[00:21:46] [SPEAKER_01]: Was my very first job every other job after that found me including being mobile which goes back to what we talked about earlier okay be do have.

[00:21:58] [SPEAKER_01]: Let's change the words a little bit what is my identity from my identity what relationships do I build from that and from that I'm able to serve into my purpose.

[00:22:07] [SPEAKER_01]: What people tend to do what we tend to do is the complete opposite is the opposite direction alright I'm trying to figure out my purpose trying to figure out my purpose.

[00:22:18] [SPEAKER_01]: People try to figure out their purpose and from that purpose then they develop relationships and then from that they say oh then I can identify is this.

[00:22:27] [SPEAKER_01]: And when you go in that direction alright that's an upward direction that's a lot of weight on your shoulders when you recognize your identity.

[00:22:35] [SPEAKER_01]: Developed relationships from that let that serve into your purpose that's down hill that's a lot that's going with gravity it's a lot easier.

[00:22:41] [SPEAKER_01]: So where I'm going with that is that.

[00:22:43] [SPEAKER_01]: For people when they recognize like again what are your gifts how do you influence people and then be open to the possibility of maybe that arena changes your gift doesn't change how you help people doesn't change but the arena may change.

[00:22:56] [SPEAKER_01]: You know I had a conversation with a guy and he said you know I do this in this area very well, but I don't know where else I could do this so he's a big nicks fan.

[00:23:08] [SPEAKER_01]: And so I said hey okay where do the New York nicks what do they do they play basketball great where do they play basketball out of some square guard awesome okay when the New York nicks come out here to Arizona and there at the footprint center what do they do.

[00:23:22] [SPEAKER_01]: They play basketball awesome yep when they go down the street to Brooklyn what do they do they play basketball.

[00:23:29] [SPEAKER_01]: So when they go to Boston to the garden what do they do they play basketball that's right they play basketball the arena changes but what they do doesn't change so can you be open to the arena change and you're still doing what you do it may look differently.

[00:23:43] [SPEAKER_01]: The surroundings might be different but you're still doing what you do so for me knowing that hey this is who I am this is what I do from that a relationship was built with a local concierge doc who I will see in a lot of her patients.

[00:23:58] [SPEAKER_01]: I'm getting to the answer here and so from that she said hey I've got a guy who he's been to the clinics many times before that's not his thing.

[00:24:09] [SPEAKER_01]: He likes for people to come to him would you be willing to go to his house and see him.

[00:24:14] [SPEAKER_01]: I was like of course I'd never heard that this is at this time this is 2011 and I said sure I mean I got a couple mornings a week I don't work sure I can do that and so you know who pay cash.

[00:24:25] [SPEAKER_01]: Oh no okay that sounds great I cash yeah I like cash man is just as good as money you know somebody like that said that but.

[00:24:34] [SPEAKER_01]: And at at the time Adam I had been thinking like man I've been in the clinic at the time I was 45 and like I do not want to be a 50 year old staff clinician I have no life here.

[00:24:44] [SPEAKER_01]: Like this this just stinks and I'm just I'm done with the system I'm done with insurance done with everything you know I'm tired of most nights being here till eight thirty because I didn't have a particular reason like rush home so that I got to do something else but I didn't know what the only thing I knew was PT.

[00:25:02] [SPEAKER_01]: Being in a clinic taking insurance so I got out you know I had been down that road before as a director I said I don't want to get in that fire again so from this relationship.

[00:25:11] [SPEAKER_01]: I'm going to introduce me to someone who wanted me to come to them and pay me cash that led to my purpose of hey I just figured out what it is I need to do.

[00:25:23] [SPEAKER_01]: And I became aware of the fact that there are people out there who do want quality care and they want it to be about them on their timeline whatever they want it to be about them not about the system not about what somebody else says that they can do they want it to be about them in their willing to pay for that.

[00:25:41] [SPEAKER_01]: And again this was at a time when I knew one other one other buddy here in town who about a year year and a half prior he actually had started a cash based practice and of course I was like how is he doing that like people actually pay him what.

[00:25:55] [SPEAKER_01]: Well then I found out like oh people will pay and then when I started thinking about going all in again I had all the maceaers from people and my deepest inner circle from colleagues other clinicians anybody who I talked to you better take insurance you better take insurance because they were used to the system that's what they knew.

[00:26:15] [SPEAKER_01]: But I had been exposed to a world recognizing that way to second when people when it's about them like they're willing to pay when it's about them they're willing to pay for just a different level of service does it mean that I'm like the best therapist in the world heck no.

[00:26:32] [SPEAKER_01]: But what they're getting it's a different level of service because it's about them wasn't so much that was mobile but it was it was about them so that that's how I got into that into mobile.

[00:26:42] [SPEAKER_01]: Really being introduced to it and then saying hey there are people who want someone to come to them and they're willing to pay for that.

[00:26:49] [SPEAKER_01]: So that really is how I got the courage to again biogist was done with insurance like I wish I could do away with insurance hey wait a second people are willing to pay.

[00:26:58] [SPEAKER_01]: And then how did that go all in you know what I talk about number one is I believed in myself just I knew that like hey I'm decent with people I'm pretty good with people most people tend to like me I tend to make a difference in most people's lives.

[00:27:12] [SPEAKER_01]: I owned those things like yeah, you know what I do change people's lives people do come back people do tell their friends about me so I don't need to be worried I just need to be me.

[00:27:22] [SPEAKER_01]: I believed in myself I was passionate about helping people I knew that I had the grit.

[00:27:27] [SPEAKER_01]: I mean anybody who goes through graduate school PT school OT whatever you go and you get a certification whatever it may be in order to be successful you have to have grit.

[00:27:38] [SPEAKER_01]: So I knew like I've got grit you know do I have as much as somebody else me I mean we all have different levels but new had it.

[00:27:45] [SPEAKER_01]: And then I knew that I had had the patience in other words patience meaning persistence.

[00:27:52] [SPEAKER_01]: I'm just I like to say I'm just a little stubborn country boy from North Carolina which means I'm too dumb to quit so I had the patience I had the active patience but mainly I just I believed in myself and that's what gave me the courage to to finally go all in because I knew like worst case scenario was that hey there's I'm always going to have a job.

[00:28:13] [SPEAKER_01]: But that scenario was never an option and you know when I first started even though for me for a couple years you know kind of sweating bullets literally every single day.

[00:28:24] [SPEAKER_01]: I never had a day or a grit you know I was at peace with it because again just going back to the things that I believed in myself.

[00:28:31] [SPEAKER_01]: I believed in how I changed people's lives and I knew that as long as I just stick with it and stay true to who I am and what I do like I'm going to get there.

[00:28:41] [SPEAKER_01]: I'm going to get there as just like you know I relate it to maybe people who run say half marathon's.

[00:28:47] [SPEAKER_01]: And right everybody has a goal of making it 13.1 miles some people get there in an hour and a half.

[00:28:53] [SPEAKER_01]: Some people get there in four hours but everybody they get there eventually and when they get there guess what everybody gets a finishers medal.

[00:29:01] [SPEAKER_01]: Everybody gets the t-shirt everybody gets the bagels and the gatorade and the chocolate milk.

[00:29:06] [SPEAKER_01]: So what if some people get there faster than others just get there enjoy being in the game and not worry about the gap.

[00:29:13] [SPEAKER_01]: You want to love about you.

[00:29:18] [SPEAKER_02]: Because I was my accent.

[00:29:22] [SPEAKER_02]: You freaking care man.

[00:29:24] [SPEAKER_02]: You freaking care about people.

[00:29:26] [SPEAKER_02]: Thank you ever see that brother.

[00:29:27] [SPEAKER_02]: There's some freaking nuggets in that story.

[00:29:32] [SPEAKER_02]: And so hopefully I can wrap this in a bow for the people who are listening.

[00:29:38] [SPEAKER_02]: I want to kind of bullet point what I heard and then kind of put my language to it so you'll probably say more eloquently than I did maybe.

[00:29:47] [SPEAKER_02]: So the first thing that I heard was.

[00:29:51] [SPEAKER_02]: Do you despite what the outcome might be right you have to be detached from the perceived outcome right if you seek an outcome.

[00:30:02] [SPEAKER_02]: Right then you're not going to be focused on who you are right.

[00:30:05] [SPEAKER_02]: And I think a lot of the reason why people don't want to be themselves is because they're scared of like what others might think.

[00:30:13] [SPEAKER_02]: Or they're scared that maybe if I do this I'm not going to get the prize that my mom and dad want me to get right whatever that is.

[00:30:20] [SPEAKER_02]: If I be a YouTuber right my dad won't be happy with me so I can't be a YouTuber right you know what I mean sure so.

[00:30:28] [SPEAKER_02]: Be bold enough to embrace enough to be yourself despite what you think or what others perceive the outcome might be yes right and then the second thing.

[00:30:40] [SPEAKER_02]: Is essentially be completely detached from the outcome and what happens is if you allow yourself to be detached from the outcome you'll find new possibilities for yourself absolutely.

[00:30:48] [SPEAKER_02]: You'll find new possibilities possibilities that you didn't realize existed.

[00:30:51] [SPEAKER_02]: You might need a physician who pay you cash right you might find a needle in hastack right you might find this whole another tribe that you didn't know existed.

[00:31:00] [SPEAKER_02]: Better that can that people that can support you that can rally behind you right absolutely so number one is be detached from the outcome be yourself despite the perceived outcome number two.

[00:31:11] [SPEAKER_02]: You do that and if you're brave enough you might find new possibilities for yourself things that align with you the third thing is you took a risk on yourself sure right you took a gamble in yourself you had the bed on yourself at the end of the day like the thing that separates you this my belief the thing that separates you to where you really want to go is just.

[00:31:30] [SPEAKER_02]: Beer right like we kind of stop ourselves because it's scary and people and we might fail right but like at the end of the day you got to take a gamble in yourself and you got to go for exactly which leads me to my next point is you got to go all in.

[00:31:44] [SPEAKER_02]: Got to go in got to freaking go all in like you went not only did you go like you quit your job you went out of network you went all freaking in all in.

[00:31:54] [SPEAKER_02]: So this idea of like being radically committed is important. Yeah, right absolutely and then last thing is grit right grit like have the grit like you got to show up you got to do the word man that's awesome.

[00:32:06] [SPEAKER_01]: They know they mean they know free lunches we think they're free lunches any free lunches a love your bullet point your wrap ups because you put it more much more diligently than I speak about it but I love that.

[00:32:18] [SPEAKER_02]: I love that you have people in my network that tell me that I'm good with words and I think that language is important for me.

[00:32:26] [SPEAKER_02]: Right maybe that's one of my guess right like I think that putting clear language behind what you're saying it gives it power right kind of gives things power so.

[00:32:35] [SPEAKER_02]: I think that's freaking awesome so.

[00:32:38] [SPEAKER_02]: I mean, I would argue that what you describe right there is really that's I mean me you are so aligned and that's with that whole framework of like that's how you find in my opinion that's how you find success with anything business family church.

[00:32:54] [SPEAKER_02]: You want to learn how to cook you want to learn how to you want to lose 10 pounds it's all the same principles it's all the same stuff right like I can't tell you how many like that's all I talked about.

[00:33:05] [SPEAKER_02]: In my coaching program is like I give you the framework and now it's really like I help you to to turn into the person that you need to be so that you can commit to yourself.

[00:33:13] [SPEAKER_01]: And go all in yeah and then you know you met progress when I first started I used to be a networking business group thing and there was another guy in there he had just started his practice he did kitchen count grandic kitchen countertops.

[00:33:26] [SPEAKER_01]: And we would have conversations in one day said you know because businesses are more like than they are different so you know you're absolutely right.

[00:33:33] [SPEAKER_01]: And then as I started working with some of my clients and these guys they were maybe.

[00:33:38] [SPEAKER_01]: You know, maybe they were the CEOs or owners of companies that dealt absolutely nothing to do with healthcare maybe those are oil business or whatever and they would talk about like meetings that they had or days that they had and things that they needed to do.

[00:33:50] [SPEAKER_01]: And they would just talk about it and I would sit there and say this is exactly like what I tell people so like what you were saying doesn't matter what you want to do in life.

[00:33:59] [SPEAKER_01]: Is the understand just the principles of being successful and I like to say we're the only ones who define what our success really is.

[00:34:08] [SPEAKER_01]: But success meaning that hey you move forward.

[00:34:13] [SPEAKER_01]: And so when you can learn to just build relationships with people to be humble with people to listen to people to be a risk taker and just say hey I'm going to go all in.

[00:34:24] [SPEAKER_01]: And listen to people communicate with people you're going to have success your success my on the outside might look differently than someone else a success.

[00:34:34] [SPEAKER_01]: But that's okay this is a principles it doesn't matter what arena you're in alright, doesn't matter what arena the the new or next are in.

[00:34:42] [SPEAKER_02]: Is the principle of playing basketball love it so I also shared that so we're live now in our Facebook group the proper practice owners club so we've got some on people listening.

[00:34:53] [SPEAKER_02]: And you also help practice owners right I would love to hear like more about like who you work with just kind of tell me about like what you do the types of people you help which you help them do and like yeah just go for it.

[00:35:05] [SPEAKER_01]: Like let's let you talk about that absolutely yeah, no thank you thank you for asking.

[00:35:10] [SPEAKER_01]: You know our bread butter is that brand new person starting from scratch and you just kind of when you're when you were kid and you maybe for some people they're like I want to be a magician alright.

[00:35:20] [SPEAKER_01]: So it's that clinician who wants to become a magician meaning I want to create some magic I've never done a magic trick in my life.

[00:35:29] [SPEAKER_01]: But I want to do magic tricks alright, in other words, I want to take and I want to build something from nothing they're at ground zero that's really who we work well with the type of people who we tend to attract are the people who honestly it's a variety.

[00:35:44] [SPEAKER_01]: But the people who are looking for hey I want this and I want this right now they tend to go to other places and that's totally fine.

[00:35:52] [SPEAKER_01]: You know we're very transparent with people we say hey we want you know you need help we want you to get help from whoever you connect with because when you connect with that person you're going to go much farther.

[00:36:02] [SPEAKER_01]: And that's what we care about just like how we want to ultimately change healthcare I know with what you do your ultimately changing healthcare you're helping people to achieve their personal legacies and to have the best come out and them.

[00:36:13] [SPEAKER_01]: You know the same thing that's what I love about what you're doing and if someone you know comes to an atom robin and they connect with you awesome people do great things.

[00:36:23] [SPEAKER_01]: If someone comes to me and they're like man I just I don't connect with that he's not that person is not going to get anywhere so I tell them you got to connect that particular person that there is something about them or maybe they need whether they know it or not they need a little bit more that hand holding.

[00:36:39] [SPEAKER_01]: A lot of them maybe they need a little bit extra work between the ears which is not necessarily a bad thing but that's like for me working with them that's where I thrive is helping people to just get out of their own way a lot of people are different.

[00:36:53] [SPEAKER_01]: I mean I get my own way too at times so sometimes when I'm coaching people I'm sitting there telling myself they've been listening to yourself but that brand new person who doubts like hey I know other people have done this before but can this really work.

[00:37:06] [SPEAKER_01]: Because again it goes back to I know David Copperfield has done magic tricks but I've never done a magic trick can I really do a magic trick.

[00:37:14] [SPEAKER_01]: Give them that belief in the confidence to be able to do that so that's who we thrive with who we work best with is that just that brand new person looking to get started where do I go and I would assume it's going to be people who are willing to.

[00:37:30] [SPEAKER_01]: Go all in on who they really are and get committed you know that would be best and I know you've well you've seen this as well but that person who's not committed.

[00:37:41] [SPEAKER_01]: They're not going to get there no they're not they are not going to get there and people coming in people will oftentimes they may tell you what they think that you want to hear or they say what they want to be telling themselves.

[00:37:55] [SPEAKER_01]: But there's still that level of fear from from a number of sources to where they just can't go all in so then they don't get anywhere that's how my control.

[00:38:05] [SPEAKER_01]: But had plenty of conversations with people who they're working a full-time job they're taking on PR and work with home health and they say well I'll give attention to my thing when my thing gets busy.

[00:38:17] [SPEAKER_01]: You're not all in yeah I tell and say what here's what I'm seeing is you want the girl garden.

[00:38:24] [SPEAKER_01]: But you use the farmers analogy okay you want a girl garden you want the garden to be there.

[00:38:30] [SPEAKER_01]: But yet all your seed packets or all your seeds are still in the packet and you haven't even reploped with the packet yet so how do you expect your garden to grow.

[00:38:37] [SPEAKER_01]: You know I said let's do a review here of everything you're saying yes to full-time job would say I get it full-time job PR and job and you keep saying yes to PR and job.

[00:38:46] [SPEAKER_01]: Let's do a rundown what you're saying no to your thing what's going on.

[00:38:50] [SPEAKER_01]: How is your thing supposed to grow if you haven't even opened up the seed packets to plant a seed?

[00:38:57] [SPEAKER_01]: It's scary and I get it yeah, but you've got to be willing to be courageous to be bold and for Adam for your people if I could if I could give them one gift.

[00:39:09] [SPEAKER_01]: And if anybody that you work with that they're a little bit nervous if they feel a little bit scared I want them to stop and say hey you know what despite aware I may be right now.

[00:39:19] [SPEAKER_01]: I made a decision that 95% of my colleagues will never make say they've already exhibited an massive amount of courage.

[00:39:31] [SPEAKER_01]: So if you have anybody that's maybe questioning themselves I want them to know hey you've already displayed a massive amount of courage so you're more than halfway there.

[00:39:40] [SPEAKER_01]: And that's something I try to impart on people as well.

[00:39:45] [SPEAKER_01]: A lot of people need permission to feel like it's okay that maybe they're not a success yet, but they also need permission to recognize where they are and maybe what they are struggling with but they need permission to acknowledge hey this is what we know to be true about you.

[00:40:02] [SPEAKER_01]: Thank you.

[00:40:03] [SPEAKER_02]: Thanks man.

[00:40:04] [SPEAKER_02]: Thank you.

[00:40:05] [SPEAKER_02]: Drop some value there.

[00:40:07] [SPEAKER_02]: If people want to get in touch with you how do they get a hold of you?

[00:40:09] [SPEAKER_01]: Yeah absolutely man they could just find me up there on Facebook they can just DM me you have got personal page or Facebook page is the engage connection but they can DM me there in Facebook and I'm always happy to chat with people answer questions or whatever happy to serve so.

[00:40:25] [SPEAKER_02]: Absolutely man I appreciate the time David let's do it again sometime yes sir Adam I'll look forward to it brother.

[00:40:33] [SPEAKER_00]: Thanks for joining us today in the physical therapy owners club the resource for stability and freedom in your PT practice reach out and join the network today subscribe to our podcast get links to social media and access all of our episodes with show notes at ptoclub.com