[PART 1] Grow a cash practice from $0 - $5K in just 30 days

[00:00:05] Welcome to The Aaron LeBauer Show. This is the number one show for passionate physical therapy and healthcare entrepreneurs looking to level up their income and impact on the world. If that's you, then you're in the right place. So

[00:00:18] sit back, chill out, and let's get into the show. Today we're gonna talk about how to grow a physical therapy cash practice from zero to five thousand dollars in just 30 days. My name is Dr. Aaron LeBauer. I've been in business for

[00:00:35] over 22 years. I started as a massage therapist in 99, became a physical therapist. Opened my physical therapy cash practice right after I graduated because on my first clinical rotation I saw 43 patients in one day and I knew

[00:00:49] that day I couldn't treat patients the way that I wanted to or they needed to be treated in a traditional in-network practice. You know as a massage therapist people have been telling me Aaron you're the first person that touched me where

[00:01:00] hurt. I've been to dozens of physicians, physical therapists, massage therapists, chiropractors, acupuncturists, etc. and you're the first person that touched me where hurt. We're talking like VMO, traps, levator scapulae, infraspinatus, piriformis, glute med. I mean not places that are super tricky to get to but that

[00:01:21] no one was actually touching them and helping them. And so I knew that day I saw 43 patients and was trying to work on someone's neck and yell exercises across the room that this wasn't possible. No one's gonna pay me what I

[00:01:32] expect to be paid and treat patients the way that I wanted to do that. So I launched a cash practice right out of school. I've never worked for someone else as a physical therapist as an employee and I've been coaching others to do the

[00:01:46] exact same for the last maybe 10 years. Since 2013 I sold my first online product. I had been helping people with forums and blogs and stuff for a few years before that. So I started my practice in 2009 and you know within a

[00:02:00] few years people are asking me for help. I've helped launch personally launched thousands of cash practices, online businesses, helped physical therapists scale up their you know online monthly recurring revenue, their in-person recurring revenue, their businesses from zero to 10k, 20k months, 65k months and

[00:02:18] even million dollar businesses. And people ask all the time how do you get started? What's the best way? The couple things are is that people don't see themselves being successful beyond like what they were earning in a job and one

[00:02:29] of the hard parts about coaching people, specifically people who want to grow and grow fast is you're not seeing beyond a certain destination. So what I want to do is open your mind to what the destination is which is you can generate

[00:02:41] 20,000, 30,000, 50,000 even $100,000 a month in a physical therapy business and in a physical therapy cash practice. But you might be thinking oh my god that's just too much like I totally get it. So what I want to do is go through 10 like

[00:02:56] major strategies that you need to do and follow to take your business from 0 to 5k months in the shortest time possible in 30 days. Like this is exactly what I do if I had to start over this is exactly what I would do these are the exact

[00:03:09] things that I would start with and put into play and I know I could generate 5,000 even 10,000 my first month. I've had Platinum Mastermind members make 7,000 in their first month like Stephanie McMillan. Owen did 7,000 I think Stephanie did 15, 10, 12,000 in her first month. I've had other people come in and

[00:03:27] they start and they make $6,000 maybe some make $2,000 their first month. Some people don't make any you know and it's nothing about the people but it's the strategies, the input like just like our patients I don't know what you're doing

[00:03:40] when you're not with me. What are you doing any other times? But you only need a few patients to make this work and I'm gonna run through the steps in this training on exactly how to make it work. We meet with our Platinum Mastermind

[00:03:50] members for two full days three times a year and even in that amount of time like I don't have enough time there's not enough time to do everything so in this training what I'm gonna do is I'm gonna give you everything I've got in

[00:04:01] the time that we have and my goal is to help you get to 5k month in the fastest time possible so then you can join our Platinum Mastermind quit your job and we can get to work on the hard questions the real questions and the big questions

[00:04:14] how do we grow this and scale it not just make money but help more people and do it without you having to work twice as hard because probably the hardest job the hardest time period is that zero to you know 5k 8k going from 8k to 20k

[00:04:30] isn't nearly as hard as 0 to 0 to 8. To make more money you do not have to work harder you just have to work smarter and doing it on your own is one of those things where you're just gonna work really hard trying to figure it all out

[00:04:41] and test it and fail and possibly get discouraged if you follow the exact steps in this video you're gonna be successful it's called the cash PT runway these are the five things you need to have to start seeing patients in

[00:04:51] generating cash revenue right away you have to have a license to practice physical therapy you need to be licensed in the state where your patient resides number two you need liability insurance there's a lot of places to get it don't

[00:05:02] hem and haw too much American Professional Agency HPSO there's like CM and F doesn't really matter get a quote from all of them find out who's the least expensive and do it just don't spend too much time on it you need a

[00:05:13] place to treat patients whether that's in your home at the gym at their home at their gym or you rent a space or sublease the space the number one thing that I want you to know about this is do not give a percentage do not agree to a

[00:05:27] percentage of what you charge for rent there's two problems with that one is like oh well now maybe if you're in a gym you're paying for referrals okay there's that ethical piece and whatever like you can use that as an

[00:05:43] excuse to tell the person like if they insist on a percentage you say like no I'm gonna do a flat fee but really what you don't want to do is you want to give someone else a percentage of your business so let's say you're renting in

[00:05:52] a gym you're charging $75 an hour and you agree to let's say 30% right let's make it easy $25 and you're like oh that's not so bad I make 50 bucks you know at the hospital is making $45 an hour the space cost me 25 I've got 50

[00:06:06] I'm up five bucks great this is fun and then you realize that okay there's not enough money to move from your job to this then you come coach with me and I'm like you raise your rates and then all of a sudden you're giving away 20 or 30

[00:06:20] percent of what you collect and you're like well if I charge 150 now I have to give them $50 a visit and now the rent is doubled don't do that that's the number one trap most people get into so just agree to a flat fee something fair

[00:06:34] is is 20 to you know $30 $40 a visit I mean if you're charging 250 a visit 40 is not that bad but then you don't do that for every visit in perpetuity you need to have a cap so if you want to reduce your risk you're gonna say

[00:06:50] something like hey look I'm gonna pay you $25 per hour that I use the space up to 10 hours a week and then I'm gonna pay you a flat fee of 250 a week you know and which is $1,000 a month which is pretty high for a one room depending on

[00:07:06] where you live like you might be able to get like a one small room like I'm standing in right now it's big enough 10 by 12 by 12 with access to a gym maybe you can rent that for 500 bucks a month just don't be scared to make the

[00:07:18] commitment because you're probably scared of making the commitment to renting a space for $500,000 a month or even 2,000 a month because you don't know how to charge enough for physical therapy and we'll get to that in a minute

[00:07:28] so just be aware of that that's the number one place people trap themselves you need a payment system something like GoCard Connect or maybe it's built into your EMR don't worry about the fees if you're worried about the fees of taking

[00:07:39] credit cards you're not charging enough it's plain and simple it's a cost of doing business find one set it up and just be done with it I've got a in the CashPT blueprint we've got a whole training on this and you can go through

[00:07:50] and use the people that we've been using it's great the GoCard Connect you can ask me for the link you get a you know a bundle of free things or not but but

[00:08:00] just get one you need to be able to accept credit cards it's one of my pet peeves when someone's like we don't accept American Express the reason they don't is because the fees are a little higher just raise your prices 50 cents

[00:08:09] I mean done for okay for it you need a documentation system something like intake queue I've been using intake queue for eight nine years you go to intake queue.com forward slash cash PT you get a 20% off discount for your first three

[00:08:22] months on me because they sponsored us at PT BizCon they've been a partner with us for a long time they're great you know but use something even if it's Google Docs for your EMR like I've used Google Docs for my EMR intake queue for

[00:08:39] online intake forms and scheduling you need a place to document even if you're seeing someone for wellness or training you need to document for you not for insurance companies you need a document to remember what you did and what you

[00:08:50] want to do next time and to prove that the person was in the room with you in case there's any reason that you know they want to contest that or maybe they file a claim with not just their insurance but with like I don't know

[00:09:02] like a you know an accident like they had a car accident or something like that you need a documentation system and in that you can deliver a super bill you know you can give them a super bill to file a claim on their own behalf so

[00:09:14] that's one two three four five license to practice liability insurance space to treat a payment system and documentation system beyond that you just need a willing patient so the sixth thing is you need a willing patient I

[00:09:25] go through more of the details like if you want to get them you can go to cash PT checklist comm it's got those things and it's just a free download you can go get it it's got the whole checklist of how to really launch your practice it's

[00:09:37] exactly what I use to launch my practice and then I mean is a freebie download that we've had 5,000 people download which is kind of crazy it's cash PT checklist comm so that's the cash PT runway you do that like most people do

[00:09:50] that they get my free book and they're like good to go great but does that get you to $5,000 in the fastest time possible there's a couple other things that I think you've already heard me hint at that we need to touch on like

[00:10:01] pricing and and rent and things like that so I think the second module in my course is mindset is everything because it is we should spend a whole day or week on this but I'm not I'm gonna try to spend like five to ten minutes mindset

[00:10:14] is everything it is who you believe you can be what you believe you can do your outlook your vision the people that are surrounding you and who's feeding your ideas are really important you need to understand that just because other people

[00:10:28] open up a cash practice across the street or across town or someone else opens up a physical therapy coaching business to teach people how to launch a cash practice there's plenty of people to go around if I had a mindset of scarcity

[00:10:39] I'd probably stop doing it or I'd be upset with other people but you know what I believe that cash practice is the only ethical way to operate a health care business we direct contract with our patients there's no one else

[00:10:51] influencing my decision-making my critical decision-making other than me and the patient and maybe I can confer with colleagues but how I'm getting paid is not influencing my critical decision-making it shouldn't and if you're letting the fact that you charge a lot make you feel like you should get

[00:11:07] people better in three to five visits instead of the eight that your grandmother would get you're letting the money influence your critical decision-making so there's a couple mindset things that we need to talk about is abundance right scarcity is there's one pie and the more someone else eats

[00:11:20] the less I get to eat abundance is I've got a recipe for baking pies and I've got unlimited ingredients and all we're gonna do is just sit here and bake pies so no matter how many physical therapy practices or cash practices open up in

[00:11:31] Greensboro my clinic still gonna do good no matter how many which because there's like I was the first I was like the second maybe third not physician to own practice in Greensboro 15 years ago and now there's like eight cash practices

[00:11:46] here plus a bunch of independent ones I was like worried about that there's plenty of people here with back pain you know and there's plenty of people out there coaching people on how to launch a cash practice I didn't have a recipe and

[00:11:57] unlimited ingredients I might be a little scared but I'm not because there's I was just at CSM and I met dozens of physical therapists that knew nothing about cash practice and they didn't know who I was and they were like you're

[00:12:08] presenting a poster I'm like thanks for thinking I look that young right they just don't even know there's plenty of people there's plenty of people who have a problem that need your help and if you think it's all about you and it's all

[00:12:20] about like the people in front of you you're wrong and you're just living in scarcity it's probably maybe the people surrounding you the world is abundant there's many problems all you gotta do is find a problem and solve it it's

[00:12:30] abundance there's plenty of people and you just need to understand that number two thing that I teach is give to get you have to provide value to get something in return so what is value value is something like let me send you

[00:12:41] patients you know hey you know we're doing a thing let me invite you along you know go shout out another business ask them about themselves etc you need to be able to give provide service a free lead magnet a training you know

[00:12:55] those things are valuable hopefully this training is valuable I'm hopefully along the way giving you some information more than you expected in return whether you become a client of mine or not someone else's someone else

[00:13:06] I've never actually talked to might be so it's about putting value out into the world you know where you can call it karma like I put out good karma in one direction and it may come back from somewhere else it's not a two-way street

[00:13:17] never never give when you expect something in return okay you have to have a growth mindset what does that mean understanding that it's your constant duty to grow because if you're not growing you're dying even if you stay

[00:13:27] the same inflation is right now 8% even if you're staying the same when good years inflation is 3% like you're still losing 3% with just doing nothing so you have to be growing but growing doesn't mean that you have to work twice as hard

[00:13:40] you just have to work smarter you have to understand that there are bigger opportunities out there okay and your reference point might be small or might be attached to the job you had or the people you're surrounding yourself with

[00:13:52] surround yourself with people who are doing more than what you want to do okay there's a money mindset money like money's good money is not evil money does good things for the world you have to understand what you're actually worth

[00:14:03] not what someone pays you you have to understand that what you're worth is more to the patient than dollar amount could describe right and it's much more than you think if you help someone get back to CrossFit yeah great but maybe you're

[00:14:18] helping grandma be able to walk up that flight to you know or two flights to see her grandkids like in Brooklyn you know your family lives on the third floor your patients family lives on the third floor of a walk-up and grandma can't get

[00:14:33] up there to see her babies but you work with her for you know three months and now she can I mean don't you think grandma would part with a couple thousand dollars to be able to do that like I certainly do then we have to look

[00:14:47] at sales sales is not a four-letter word it's actually a five-letter word word sales is a good thing if you believe that physical therapy is what someone needs it's your ethical obligation to learn how to sell physical therapy and to

[00:15:00] sell physical therapy you're not actually selling physical therapy because physical therapy is a commodity that most chiropractors think that we are just do as a technician it's just a technical service they can provide to sales is getting someone to understand how you can help them change their life

[00:15:15] and understand that you know exactly how to do that and then seeing that what you've offered is worth much more than the investment they're about to make in working with you sales it's about asking questions it's not about coercion or

[00:15:29] making offers it's not about forcing people into a decision or feeling yucky sales is good because it's an opportunity to ask questions for someone to find out exactly what they want and why mindset you've got to be coachable

[00:15:44] okay I mean you if you want to do this all by yourself you don't have to be coachable but if you want my help even just by watching this video you've got to be able to go you know and implement some of these strategies to be

[00:15:56] coachable means you're quick to ask for help when you need it you're quick to take action and implement what you learn and you're quick to share your wins and lessons that's coachable if you sit on the fence and hem and haw or you come to

[00:16:06] me for help or any other business coach for help and you don't do the work you're not coachable you're not taking action you're second-guessing yourself you can go to people who you don't pay and probably not do the work maybe

[00:16:20] maybe you're coachable maybe not I know like if I'm not paying someone I'm gonna take that advice but I'm gonna still consider it and it's not gonna if I'm paying someone I'm just gonna do whatever you say just tell me what to do because

[00:16:31] I'm paying someone who's more successful than me you've got to be coachable you've got to have a coachable mindset just like when you were playing you know soccer or basketball or baseball softball something you know we're on a

[00:16:43] sports team of some sort or racing bikes you gotta be coachable okay so that's number two mindset you've got to sell programs and not packages don't sell physical therapy in air quotes because you can get physical therapy down the

[00:16:56] street for a copay you need to sell a program that no one else you know offers in town total body restoration or 12-month ACL return to play your you return to play ACL you know pro performance package or something like

[00:17:10] that you have to sell the outcome people want remember I talked about sales sales about asking questions so one of the things you can do in sales is ask seven why's why did you decide to come to physical therapy because my knee hurts

[00:17:21] why is your knee hurt something that you'd like to change because it keeps me from doing running okay why is running important to you because it helps me feel strong and in shape why is being feeling strong and in shape important to

[00:17:33] you because I want to reduce the stress that I have from work why is reducing stress you have from work important to you so I can be a good role model for my

[00:17:39] kids so now we get down to the real reason they want to change the knee pain or problem in their body so you got to find out why they're there then you can create a custom program around them return to sport program and back to the

[00:17:51] box program in a minute I'm gonna share with you the sales script and you'll see where this fits in when you do this and this is part about pricing but it's our part about packages don't don't discount the frequency of visits don't be like

[00:18:03] would you like to come in 5 10 or 12 visits and if you come in 12 it's cheaper per visit that's not health care that's personal training or massage therapy that's those wellness care health care is I'm the doctor you need

[00:18:15] 10 visits here's a 10 visit program you can do pay as you go or if you'd like to save 150 bucks and you you want to pay for your plan of care ahead you'll save 10% you know something like that reward their commitment give them a discount on

[00:18:36] the commitment to the plan of care so paying in full for the plan of care that you recommend not that they choose don't give them a discount on the frequency you give them a discount on the frequency for something like massage

[00:18:49] therapy personal training where it's a wellness service everyone always needs it not everyone always needs knee rehab one of our platinum mastermind members Hannah Schweitzer is from Fort Lauderdale she actually moved there from Tampa a couple months prior to working with us her first month her first week

[00:19:05] in our platinum mastermind she did six paid in full plans of care for a total of ten thousand six hundred and five dollars which is dope because she was able to take this script and take these ideas ask the right questions and

[00:19:17] discount the commitment not the frequency okay number four is the next piece relates this you got to set the correct prices and use a sales script your user-proven sales script so you must be priced correctly I'm gonna say for most

[00:19:32] places in the United States that's at least a hundred and seventy five dollars a visit or more most of our platinum mastermind members are by the time they're a few months in they're charging anywhere from 225 to 350 a visit

[00:19:43] depending on where you live I mean in Greensboro North Carolina we're charging 250 a visit okay some members have like high come in with high volume and they don't need to charge 225 a visit to you make an extra $20,000 a month some

[00:19:58] members need to do that some people stop at 225 and they scale a little bit faster 250 there's in 250 to 25 isn't that big of a difference but the people are stopping at 225 already have like three or four therapists and you have to

[00:20:11] not just level up your mindset but everyone on your team but eventually they're in there but you have to be you know if you're charging $75 a visit like you're not charging enough or if you're like well let me just go to CrossFit on

[00:20:23] the weekend and let people tell me where to needle and I'll charge them $25 per muscle like don't do that you're letting someone else decide where they need to be treated and you're just for better use of the word just pimping out your

[00:20:34] ability to needle people you know people aren't gonna respect you for that it's not health care right maybe people will pay for it but treat them evaluate them don't let that athlete who doesn't know the human body decide where they need to

[00:20:46] be treated you're just band-aiding a service and you're not using your critical thinking skills or the reason you are a doctor don't do that then the other reason you shouldn't do that or self physical therapy or dry needling or

[00:20:57] myofascial release anything is because people gonna price shop you'd be like well I can get dry needling down the street for a copay why would I pay you 150 to 25 to 50 350 if you're priced wrong you're potentially leaving

[00:21:08] millions of dollars on the table so I did this with Derek Nielsen I'll tell you about Derek again in a minute but Derek was my first cash PD resident we went back and looked at what he did versus what I did and Derek did ninety

[00:21:20] six thousand two hundred seven dollars his first year he he didn't price the right the way I recommended initially and he was starting in a brand new town essentially he did six figures his first year he did fifteen thousand his eighth

[00:21:32] month which that was when he was priced correctly he did ten thousand his first two months and we looked and we went back and said okay he did in eight months what it took me three years to do I think and then we went back and looked

[00:21:44] and I calculated he was like no don't do this I calculated that in the first five years of business I left a million dollars on the table based on what I was charging at that time versus what I started with because I had no one

[00:21:54] supporting me I had other person I don't even know remember their name I was on a call a strategy call with them a few years ago they're from Brooklyn one of the most expensive places in America for rent I think they were I think they had

[00:22:05] like an eval at 175 and they were charging 125 for follow-ups something like that it was August and I was like if we make this change and just bump your prices up so that you're charging the same across the board you're gonna

[00:22:19] make an extra $50,000 this year she said no you know so that's one of the things about sales is in physical therapy and coaching like you know what the problem is why people are struggling she was struggling to pay her $3,500 a month rent

[00:22:31] she was had 25 people to 30 people on her schedule a week and she was burnt out and she was ready to quit and I don't know what the problem is everything was right except her pricing she didn't want to do it she left $50,000 on the

[00:22:45] table I don't know if she eventually changed her rate but had she done what I said that would have more than doubled what I was asking you know in return there's a mindset block there so don't leave money on the table so let me give you the

[00:23:00] sales script I'm gonna read it this is what our mastermind members use to get it paid in full is what we use I'm gonna read this out Mrs. Jones based on what you shared in the conversation we've had my

[00:23:09] recommendation is for you to get started into our say back to the box program or back to the gym return to running back pain or total body restoration program you'll be able to do all the things you said you know run squat play jump and

[00:23:23] feel like a good role model for your kids so you repeat all the things that they said that they want and avoid all the things I said they don't running and worrying about the arthritis in your knees you know or not being able to

[00:23:35] climb two stories to see your kids are not feeling strong and calm you know not whatever they don't want because part of your sales process is asking what they want and what they don't remember the seven wise okay so you avoid this you'll

[00:23:47] be able to do this and avoid that it's only 1998 for the program and if you decide to move forward what that looks like is we'll take you through our comprehensive evaluation we'll create a personalized treatment program for you

[00:23:58] send you an email with instructions for your customized home treatment program and get you scheduled for your visits so you can get in the process of getting back to running lifting squatting playing whatever they've been missing

[00:24:08] out on so that you can play with your grandkids you know walk up the three flights play with your grandkids how's it sound and miss Jones goes great okay how would you like to take care of that you know Visa American Express maybe

[00:24:19] they ask about other payment options where you say would you like to go ahead and pay per visit or learn how you can save $150 and they go I want to save $150 well mrs. Jones if you want to save $150 all we ask is that you pay in full

[00:24:31] for your plan of care today and then we'll give you a 10% discount or maybe it's a five you know somewhere between 5 and 10 percent 7% so 7% of 1998 I think is like 150 bucks I can't remember it I would if I was selling this to her I

[00:24:45] would have all those numbers memorized make sense and they go oh that's it then they maybe go ooh that's expensive you're like yeah mm-hmm so are we getting started today look I need to think about it that's cool mrs. Jones tell me just

[00:24:58] so I understand exactly what is it that you need to think about and they go well you know I thought maybe it's gonna take my insurance and blah blah you know and then you can say well mrs. Jones besides the insurance thing is

[00:25:09] there any other reason you wouldn't get started today no okay well mrs. Jones wouldn't you agree that with your insurance you told me you already had to wait three weeks to get in to see someone else and you were just doing

[00:25:20] exercises you already knew how to do so wouldn't you agree that the plan we put together is the right one for you yeah okay and that working with a provider that has time to sit down and talk to you one-on-one and figure out your exact

[00:25:31] goals and create a program for you that you can't do on your own at home is important to you yeah okay well how about we go ahead get started today get you some results and then we'll check in in a few days and see how you're

[00:25:42] after a few visits and see how you're feeling okay sounds great done that's a sales script okay so how do we get opportunities to pitch the sales script the fastest way to do this this is like step strategy number five is workshops

[00:25:56] workshops and be in your community be the person that's out in your community you can you can do this hiding in a hole you can kind of do it you know running Facebook ads it's just gonna be more expensive you got to be out in front of

[00:26:06] people you gotta be in your community and remember the whole thing about sales and community is it's just a numbers game you're gonna get rejected more than you get accepted just understand that like the Kirby vacuum cleaner guys or

[00:26:19] cutco knife guys they knock on 100 houses but they know they only need that one house a day to buy $3,000 worth of product and they're they made their you know Commission right and when they're good knock on 100 houses 5% you know

[00:26:34] 3% conversion rate they get three houses to buy $1,000 $3,000 worth of stuff they're doing great that's all we're looking for and you can probably convert much higher than that so workshops you gotta go be in your community create your

[00:26:47] list like your dream 100 list who are the top hundred people or even 20 people in your community that you know who have customers that are also your clients never work out alone okay for your first six months don't work out alone work out

[00:27:01] somewhere new every day in a group approach the business owner and teachers ask about them you know say hey miss you know I've enjoyed your class been coming here for a few weeks or checked out your stuff online I would love to know a

[00:27:14] little bit more I'm a physical therapist here in town I've got some patients that are always looking for yoga and asking me about where do they go for yoga I'd love to ask you some questions and about who I can send over here is

[00:27:23] there a do you have five minutes right now or is there a time later this week we can grab a coffee and then just ask them about themselves how'd you get into

[00:27:28] this what do you like what do you do be friends with them you know don't try to get anything just give by being friendly create a personal relationship and then you can pitch a workshop or injury assessment you know one of the things you

[00:27:40] might ask is you know do you guys have like just drop-ins or do you do monthly memberships oh we do we do both we have monthly memberships you know how do you handle it if someone like gets injured in class or you know do you guys ever

[00:27:52] have people come and say hey I want to stop my membership because they're in pain and they might say yeah all the time and then you might say it was like you know so when that happens what do you guys do you know do the people ever

[00:28:01] come back and they're probably like no not really and you might say would it be crazy to ask if you know you'd like to brainstorm some ideas about how like we could help with your clients who maybe get injured or they're not getting

[00:28:15] injured necessarily getting injured in yoga they're just you know tweaking their back working or running or doing something out of here is would it be crazy to ask if there's something we could try to put together or brainstorm

[00:28:24] some ideas about how we can help them so that they don't drop with their membership yeah and you might be like well tell me what are the common problems with the common reasons and you know then it's what if we put together a

[00:28:35] web workshop on back pain for your members would that be something you think they'd be interested in and boom at the workshop you teach the let's say it's a back pain workshop you teach the three three reasons common things that

[00:28:49] cause back pain you take people through a self-assessment like a squat and a lunge and a twist you know you're like if you have pain with any of these you shouldn't and what that means is you probably need an assessment or a total

[00:29:01] body diagnostics so we can learn exactly where it's coming from as you can stretch this out all you want but sometimes stretching isn't the problem sometimes there's a motor control or stability problem and in a total body

[00:29:13] diagnostic we can tell the difference between a mobility problem and a motor control problem a motor control problem is your brain shutting off control of the movement or area because it's been injured or somewhere else has been injured it's our body's protective response and sometimes that doesn't get

[00:29:29] restored even when the pain goes away so you can explain that and really what I'm doing with this whole thing and like we could do a whole nother couple hour class on this is what I'm doing is I'm helping I'm not fixing their problem for them

[00:29:40] right there I'm helping them identify when they have a problem that can be helped and improved with physical therapy and what they can do about it is that making sense okay and then I might say hey I'm gonna be here for a few

[00:29:50] minutes after class if you have an issue you'd like to discuss privately or personally one-on-one I'll be up here and doing you know five minute injury assessments and from the injury assessment I might say hey you know what

[00:30:02] I need to see you in person in the clinic to really know what's going on and create a plan for you is that something you'd be interested in they go yeah okay cool well we've got time for five total by diagnostics this week and you get

[00:30:14] them scheduled and then you call them later go through all the details about coming in and then you run a TBD and then from the TBD you pitch them into a planet care Owen Johnson is one of our platinum mastermind members who does

[00:30:24] this Owen is the person that started his cash practice like he left home health started cash practice and he made seven thousand this first month he did two hundred and forty thousand dollars his first year his wife Jen is also a PT

[00:30:39] and after six months came on board started helping him with the business and they've just grown rapidly and Owen's done workshops recently where they're going out and making 10 12 and even 15 K from one workshop but he hasn't only done five workshops he's done dozens and dozens of workshops in

[00:30:55] the year and he's got a proven formula for him to help people to create connections and enroll people into their programs and then I've had other members say hey Aaron I just did three workshops and they all failed well one

[00:31:09] did they all really fail you know well how many have you done like three okay it's three enough like from a randomized controlled trial to understand that a treatment technique does or doesn't work no it's not enough volume so my advice

[00:31:22] is if you go out and do three or four or five or even ten you're like oh they're not working do more do three more but what we have to do is learn the lesson

[00:31:30] where was the bottleneck was I mean did three people show up well there's a bottleneck right there did 20 people show up and no one signed up well what's the topic what was the reason they were there was your offer the right offer is

[00:31:40] there's a market message match so we need to figure out where the bottleneck is and improve upon it that's learning lessons that's sharing wins making 10k from a workshop and sharing lessons like I did three and this is what didn't work

[00:31:53] I did a fourth when I changed this and this is did work that's sharing a lesson hey what's up it's Aaron thanks so much for taking the time out of your day to listen to the show if you have an established PT business and you want to

[00:32:05] 10x your marketing time income impact and scale your business to multiple six or seven figures then I'd love to invite you to join me or someone on my team for a free strategy and scale session on this call will help you get clear on

[00:32:18] your goals identify the obstacles in your way uncover the hidden opportunities in your business and then we'll map out a three-step action plan so that you have more fun help even more people make even more money much quicker and you'll leave

[00:32:30] the session feeling clear confident and excited about taking your physical therapy business to the next level sound good if that's a yes just DM me the word call over on instagram at Aaron Labauer and I'll get back to you with

[00:32:41] all the details thanks so much and we'll see you next week on the show