[PART 2] 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. 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 a hundred thousand dollars 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

[00:02:53] do is go through 10 like major strategies that you need to do and follow to take your business from zero 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

[00:03:06] exactly what I would do these are the exact things that I would start with and put into play and I know I could generate five thousand even ten thousand my first month. I've had Platinum Mastermind members make seven thousand in their

[00:03:19] first month like Stephanie McMillan. Owen did seven thousand I think Stephanie did 15, 10, 12 thousand in her first month. I've had other people come in and they start and they make six thousand dollars maybe some make two thousand

[00:03:30] dollars 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 when you're not with me what are you doing any other

[00:03:42] 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 members for two full days three times a year and

[00:03:52] 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 the time that we have and my goal is to help you

[00:04:03] get to 5k a 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 how do we grow this and scale it not

[00:04:16] 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 isn't nearly as hard as zero

[00:04:32] to zero to eight 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

[00:04:39] gonna work really hard trying to figure it all out 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

[00:04:49] need to have to start seeing patients and 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

[00:05:00] there's a lot of places to get it don't 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

[00:05:11] spend too much time on it you need a 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

[00:05:24] do not give a percentage do not agree to a 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

[00:05:42] like you can use as an 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

[00:05:51] let's say you're renting in 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

[00:06:04] cost me 25 I've got 50 I'm up 5 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

[00:06:19] you're giving away 20 or 30 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

[00:06:33] flat fee something fair 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

[00:06:50] you're gonna say 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

[00:07:04] room depending on 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

[00:07:16] scared to make the 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

[00:07:27] to that in a minute 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

[00:07:38] the fees of taking 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

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

[00:08:01] 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 I mean done for okay for it you need a documentation system

[00:08:12] something like intake queue I've been using intake queue for eight nine years you go to intakequeue.com forward slash cash PT you get a 20% off discount for your first three months on me because they sponsored us at PT BizCon they've

[00:08:27] 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 online intake forms and scheduling you need a place to document

[00:08:42] 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 want to do next time and to prove that the

[00:08:52] 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 like a you know an accident like they had a car

[00:09:05] 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 that's one two three four five license to practice

[00:09:18] 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 go through more of the details like if you want to get them you

[00:09:28] 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 exactly what I use to launch my practice and then I mean is a

[00:09:40] 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 that they get my free book and they're like good to go great but

[00:09:53] 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 pricing and and rent and things like that so I think the second module

[00:10:05] 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 is everything it is who you believe you can be what you believe

[00:10:18] 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 open up a cash practice across the street or across town or

[00:10:31] 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 I'd probably stop doing it or I'd be upset with other people but you

[00:10:42] 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 influencing my decision-making my critical decision-making other than me

[00:10:55] 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

[00:13:17] street 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

[00:15:11] getting someone to understand how you can help them change their life 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

[00:15:25] working with you sales it's about asking questions it's not about coercion or 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

[00:15:39] to find out exactly what they want and why mindset you've got to be coachable 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

[00:15:52] to be able to go you know and implement some of these strategies to be 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

[00:16:03] lessons that's coachable if you sit on the fence and hem and haw or you come to 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

[00:16:13] you can go to people who you don't pay and probably not do the work maybe 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

[00:16:28] paying someone I'm just gonna do whatever you say just tell me what to do because 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

[00:16:38] you know soccer or basketball or baseball softball something you know we don't sports team of some sort or racing bikes you got to be coachable okay so that's number two mindset you've got to sell programs and not packages don't

[00:16:52] sell physical therapy in air quotes because you can get physical therapy down the 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 return

[00:17:06] to play ACL you know pro performance package or something like 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

[00:17:18] you decide to come to physical therapy because my knee hurts 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

[00:17:31] shape why is being feeling strong and in shape important to 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 kids so now we get

[00:17:41] 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 box program in

[00:17:52] 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 would

[00:18:03] 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 10 visits

[00:18:16] 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 the

[00:18:36] 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 the next piece it relates this you got to set the correct prices and use a sales script you're a user proven sales script so you must be priced correctly I'm gonna

[00:19:31] say for most 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

[00:19:42] 350 a visit depending on where you live I mean in Greensboro North Carolina we're charging 250 a visit okay some members have like hive come in with high volume and they don't need to charge 225 a visit to make an extra twenty

[00:19:57] thousand dollars a month some 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

[00:20:10] therapists and you have to 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

[00:20:22] well let me just go to CrossFit on 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

[00:20:33] of the word just pimping out your 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 the athlete who doesn't know

[00:20:44] the human body decide where they need to 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

[00:20:55] self physical therapy or dry needling or 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 53 50 if you're priced

[00:21:07] wrong you're potentially leaving 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 PT resident and we went back and looked at what he did

[00:21:17] versus what I did and Derek did ninety 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

[00:21:31] year he did fifteen thousand his eighth 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

[00:21:42] I think and then we went back and looked 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

[00:21:52] started with because I had no one 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

[00:22:03] rent I think they were I think they had 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

[00:22:17] the same across the board you're gonna 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

[00:22:28] struggling to pay her $3,500 a month rent 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

[00:22:43] she didn't want to do it and she left $50,000 on the 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

[00:22:56] so don't leave money on the table so let me give you the 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

[00:23:08] conversation we've had my 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

[00:23:19] said you know run squat play jump and 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

[00:23:33] knees you know or not being able to climb two stories to see your kids or 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

[00:23:44] seven wise okay so you avoid this you'll 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

[00:23:57] personalized treatment program for you 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

[00:24:07] playing whatever they've been missing 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

[00:24:16] you know Visa or American Express maybe 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 mr. Jones if you want to save

[00:24:29] $150 all we ask is that you pay in full 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 five and ten percent seven percent so seven percent of 1998 I think is like

[00:24:42] 150 bucks I can't remember it I would if I was selling this to her I would have all those numbers memorized make sense and they go oh that's it then they may be go ooh that's expensive you're like yeah mm-hmm so are we getting started

[00:24:54] today look I need to think about it that's cool mr. Jones tell me just so I understand exactly what is it that you need to think about and they go well you know I thought maybe was gonna take my insurance and blah blah you know and

[00:25:05] then you can say well mr. Jones besides the insurance thing is there any other reason you wouldn't get started today no okay well mr. Jones wouldn't you agree that with your insurance you told me you already had to wait three weeks to

[00:25:17] get in to see someone else and you were just doing 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

[00:25:30] talk to you one-on-one and figure out your exact 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

[00:25:40] check in in a few days and see how you're 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

[00:25:54] is like step strategy number five is workshops 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

[00:26:04] gonna be more expensive you got to be out in front of 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

[00:26:16] understand that like the Kirby vacuum cleaner guys or cut code 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

[00:26:29] right and when they're good knock on 100 houses 5% you know 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

[00:26:43] than that so workshops you gotta go be in your community create your 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

[00:26:55] never work out alone okay for your first six months don't work out alone work out somewhere new every day in a group approach the business owner and teachers ask about them you know say hey missus you know I've enjoyed your class been

[00:27:09] coming here for a few weeks or checked out your stuff online I would love to know a 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

[00:27:20] go for yoga I'd love to ask you some questions and about who I can send over here is there a do you have five minutes right now or is there a time later this

[00:27:25] week we can grab a coffee and then just ask them about themselves how'd you get into 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

[00:27:37] and then you can pitch a workshop or injury assessment you know one of the things you 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

[00:27:48] how do you handle it if someone like gets injured in class or you know do you guys ever 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

[00:27:58] was like you know so when that happens what do you guys do you know do the people ever 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

[00:28:10] how like we could help with your clients who maybe get injured or they're not getting 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

[00:28:21] it be crazy to ask if there's something we could try to put together or brainstorm 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

[00:28:32] problems with the common reasons and you know then it's what if we put together a 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

[00:28:44] it's a back pain workshop you teach the three three reasons common things that 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

[00:28:57] shouldn't and what that means is you probably need an assessment or a total 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

[00:29:09] sometimes there's a motor control or stability problem and in a total body 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

[00:29:23] 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 restored even when the pain goes away so you can explain that and really what I'm

[00:29:33] 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 right there I'm helping them identify when they have a problem that

[00:29:43] 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 minutes after class if you have an issue you'd like to discuss privately or

[00:29:55] 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 I need to see you in person in the clinic to really know what's going on and

[00:30:05] 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 body diagnostics this week and you get them scheduled and then you call them later go through all the details about

[00:30:17] 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 this Owen is the person that started his cash practice like he left home health

[00:30:29] 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 and after six months came on board started helping him with the business and they've

[00:30:43] 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 the year and

[00:30:56] 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 did they all

[00:31:10] 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 is if you

[00:31:23] go on 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 where was the bottleneck was I mean did three people show up well there's a bottleneck right

[00:31:33] 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 there's a market message match so we need to figure out where the bottleneck is and improve upon

[00:31:45] 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 I did a fourth one I changed this and this is did work that's sharing a lesson hey what's up

[00:31:59] 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 10x your marketing time income impact and scale your business to multiple six or seven

[00:32:11] 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 your goals identify the obstacles in your way uncover the hidden opportunities in your

[00:32:21] 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 the session feeling clear confident and excited about taking your physical

[00:32:33] 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 all the details thanks so much and we'll see you next week on the show welcome to

[00:32:54] the Aaron Labauer 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 sit back

[00:33:07] chill out and let's get into the show don't sell physical therapy so the transformation they want sell the transformation that they want I also want to share about Megan Simpson and Caitlin Voss a little story about them

[00:33:24] Megan had an in-network practice for years and she did millions of dollars in revenue over a million dollars in revenue a year easy it was so stressful for her she ended up getting sick and having an aneurysm and it was just like

[00:33:37] stress and you know one of the employees she hired was great but they both quit I think she sold out to like a the hospital facility and got out of that business was like I'm never doing this again and then she started up a

[00:33:49] cash practice and she brought in Caitlin who she had hired but they had both left and together they started this cash practice in rural Tennessee and it's a mission-driven faith-based practice and many people especially you know don't

[00:34:07] think that we should charge money for health care services because that's unethical everyone's right has a right to health care well you know everyone also has a right to earn a good living and get paid for what we do they

[00:34:20] restarted and they're now doing 20k months and even more but they started at $75 a visit because they're afraid to charge too much and we're struggling and how do you pay two business owners when you're seeing 20 people a week at

[00:34:32] $75 a visit you don't but now what they've done is they've created so much value and so much goodwill in their community they've got a really small community in rural town and they're charging 250 from a lot of people and I

[00:34:45] think some I think when they do travel or maybe weekends or something there they're charging over $300 for a visit in rural Tennessee which is dope it's all because of the sales script the value the fact that they're doing in-person

[00:34:57] consultations and conversations with real people and then it's also how can they but there how can they give back to their community if one they're not charging enough to stay in business and two they're not charging enough to donate

[00:35:09] back financially one of Megan's missions is to adopt a child in Africa and I don't know I'll have all the details but I know like it takes money and so some of the times when she has a bonus or gets a you know a commission or

[00:35:23] whatnot it's like going straight to that fund right because they have it's purpose mission and purpose driven so my recommendation to you is if you have a big purpose a big why a mission you're part of a faith-based community you know

[00:35:37] what do you do I've worked with many people who are in this situation one of my favorite strategies is to just make you know hate 10% of every treatment goes to your church or organization or 5% just make it a thing you know and I

[00:35:53] had one member of our mastermind lived in northern New Jersey wasn't charging enough he's like well I don't want to charge more for members of the church I was like look put it on a sliding scale because some people can't afford it and

[00:36:06] they'll cover what the other people can't otherwise he wasn't going to survive because the rent is high he's charging $75 he didn't want to charge more okay great I want to give back to the church okay great charge you know I

[00:36:19] was like look we got to bump that up to 175 right but then just everyone from the church who comes and pays you know just they know that 20 bucks is going back to the church or they can you know they can ask to pay less based on their

[00:36:33] income and then you can offer a sliding scale and there's a couple other ways to do that but it's the main point is is it's not about physical therapy it's about the person in front of you it's not the body part it's the person in

[00:36:47] front of you it's what they want it's a transformation and you have to build it the sales script I gave it to you before it's about asking questions and then making a pitch and covering it so here's the other little bonus I'll give

[00:36:58] you the number one way to handle object like sales doesn't start until you get your first objection so if you do this script and someone says yes let's go like great you took an order your marketing you did a great job marketing

[00:37:09] when someone says I don't know it's a little expensive now the sale starts and you have to handle the objection and there's like usually three objections okay if you want another resource I mean we've got objections training and all

[00:37:22] that in our mastermind but you want to go get a resource that's not Aaron go get by way of the wolf by Jordan Belfort actually get the audio book and listen to it so the first thing to do is just acknowledge that they acknowledge the

[00:37:34] objection get on their side yeah I know it is expensive or yeah I know it is important to check with your spouse or that is important conversation to have and then what you do is you say you gain clarity well besides objection is there

[00:37:47] any other reason you wouldn't move forward with the program right now because what we want to do is see is that a smoke screen or is it a real objection I'm like oh well I have these other questions oh well okay now is it a

[00:37:57] smoke screen no that's it okay so if I took that one off the table we'd be good good okay great like check with your spouse well does your spouse support you in your health goals yes has your spouse always supported you in your

[00:38:09] health goals yes you think if you went and asked your spouse hey you know this is really physical that my knees been bothering me physical therapy is really important to me and I found someone I really like do you think they'd have any

[00:38:19] problem with you coming here no okay well mrs. Jones why don't we go ahead and get started right now and then what we'll do you know we'll start getting you some results you go home and check in with your spouse and just let them know

[00:38:31] you're coming here if they'd like to come to the next visit with you to meet us that's totally cool so let's go and then what you gotta do is repitch and say yeah let's go ahead and get started and maybe they'll go okay yeah that's

[00:38:41] totally right like I don't need to check with them maybe if they do maybe it's a well why don't we you know set up another time you know is there any other reason no okay great are they free tomorrow or are they on

[00:38:53] are they free to get them on the phone right now like maybe they can get them on the phone right now and talk to him sitting in front of you or maybe together

[00:38:59] they can both come in the next day and we don't move forward bass there is it making sense and then they go you handle the spouse objection they go oh yeah but the insurance okay well you know a moment ago you said spouse is the

[00:39:10] only thing but now what you're saying is really it's an insurance question so you know it's just a lot of different ways that you just got to go down those little holes and each time you have to make repitch this is the next one like I

[00:39:25] said we can spend a lot more time on it and I know you're gonna have more questions but you can still get to that 5k a month without really dialing that one in okay did to get the 20k months we got to spend some time together

[00:39:37] probably on the objections and sales let's talk about working backwards from your goal so we do this with all our new platinum mastermind members as they get started so $5,000 a month is three patients at a $2,000 plan of care

[00:39:52] that's actually $6,000 a month so if you're charging what we charge which is 1998 for an eight visit plan of care I mean you could charge 1998 for a 10 visit plan of care it didn't matter three patients that's all you need is three

[00:40:05] patients four patients at 1,500 so if you did 1500 for eight visits $187 a visit we just need one new patient a week in 30 days I mean don't you think you know more than five people who need physical therapy I mean where was I the

[00:40:23] other day where I was walking I was like everyone is oh I was at CrossFit and we're running and everyone's like all limping and you know doing their like wall balls like wonky I'm like god like half the people in here need some

[00:40:35] physical therapy three to four patients that's all we need in 30 days you're gonna see our for all four people on a Saturday morning four weeks in a row and all we need is them to you know pay for their visits and you know you know over

[00:40:52] time like they can all pay in full that first month like you know you saw Hannah you know did what she did six paid in full plans of care for $10,000 you can get them all paid in full or we can just get them on your schedule and within 30

[00:41:04] to 60 days we'll have this $5,000 in recurring revenue so four visits a week is $1,000 and you see four people on Saturday four times in the month that's 4,000 that's $4,000 okay I mean that's not we're not too far from that so

[00:41:23] that's all we need you know one of those people does paid in full and three of them do pay as you go you see them once a week we've got to our goal make sense and maybe you're that kind of analytical person's like Aaron's not

[00:41:35] right by $1 you get what I'm talking about right and it depends on how much you want to charge so if you want to charge less it's gonna be harder to get to that 5k but it's totally possible if you charge what we're charging and you

[00:41:48] see nine visits a week in 45 visits at 45 weeks of the year you're gonna make a hundred and eight thousand dollars so six figures is not that hard it really isn't but like I said that zero to five zero to eight that is the hardest part

[00:42:03] because there's a lot of work to do but to go from here to there is hard and then go from 8 to 20 it's about creating better systems and better strategies manipulating your pricing and packaging and leveraging you know systems and

[00:42:17] software and a few other people so here's what we need to do when you do a total body diagnostic which is kind of like a sales call conversation consultation etc it's a we do it as a 30-minute 20-30 minute visit we charge

[00:42:30] $75 for it if you decide to enroll in the plan of care we don't actually charge you for the TBD we just charge for the plan of care so we basically tell them well we'll apply the $75 to the plan of care we don't charge people

[00:42:43] the $75 before the visit we only charge them 75 if they don't want to do the plan of care and they leave they pay 75 bucks so what do we need to do to get

[00:42:54] two new patients a week if you have four TBDs in a week and you get two you're converting at 50% you should be converting TBDs to eval should be converting once you get good 60 to 80 percent you'll never convert 100% if you

[00:43:08] convert 100% you're not charging enough or you're not marketing hard enough so look focus on how do you get five TBDs a week five total body diagnostics a week how many people do you need to talk to or how many people need to call

[00:43:22] you to get that how many injury assessments do you need to do to get five a week how many workshops do you need to do to get you know ten injury assessments five total body diagnostics three new patients three new patients

[00:43:36] one week you're gonna blow this out of the water so how do we get that one new patient a week let's get three TBDs a week you got to have probably seven or eight phone calls or seven or eight injury assessments one workshop like a

[00:43:49] 30 person one 30 person workshop you could do 10 15 injury assessments and get eight new patients out of it I mean how do you think Owen got $10,000 and we've done the same okay how many people do you need to talk to or workshops you

[00:44:01] need to do to get those five TBDs so you need to work backwards from your goal and think about like what's your big goal so Kyle Womack is one of our mastermind members who does this really well he's done a lot of things really

[00:44:11] well he wanted to move back to Hawaii so he was trying to figure out how to do that and he had a cash practice in Oklahoma City and gets on a call with Jess, Jess Jenny who's one of our coaches and and it helps with everyone

[00:44:23] start when they start their strategy and gets on a call with her he's like yeah I'm gonna be back to Hawaii I think I need to go do my online course and she was like well you already have a business it's working for you is it

[00:44:31] making money yeah she's like why would you shut it down he's like well I don't know because I'm leaving he was like well we've done that with Ben Boggy as well like Ben, Ben is the my first million dollar client who had a six

[00:44:43] figure cash practice in Oakland and opened one in Iowa City and then Southern California and he's now doing like a million half a year maybe more hundred K months Kyle is you know and Jess is like we can do it he's like

[00:44:54] really that's possible it's like yeah so we scaled his practice in Oklahoma City he knew he wanted to move back to Hawaii and buy a house so he worked backwards from his goal how much money does he need how much time does he need we did that

[00:45:04] in less than a year he had moved back to Hawaii bought a house in Hawaii which are not cheap like we're talking 3,400 or 3,500 or $4,000 a month mortgage and I don't know 60 70 thousand dollars down and is open another his cash practice

[00:45:21] back up in Hawaii just for fun and see if it takes off he'll hire someone else there but Kyle's all about reverse engineering your dreams he spoke at PT BizCon about this Kyle is probably the I think the fifth person in about a year

[00:45:34] year and a half that bought a house from during the mastermind like just Jenny Nick Essen player bought one in New Northern New Jersey Kyle and I can't remember the other two people I just want you guys to know that it's it's

[00:45:45] real and so what did Kyle do he reverse engineered his dreams he established systems for his current business and leveled up his training and his leadership he took a three-week break the business kept running and did well

[00:45:57] without him he empowered his employees to do workshops on their own and drive their own referrals and clients so he's able to move and that's I've replicated that from my business to multiple other businesses now so that leads me to say

[00:46:10] in order to do that in order to free your time we number eight is automate your intake your onboarding and customer retention okay we have to automate things it's gonna free up your time so work smarter not harder so intake you

[00:46:23] was the I mentioned it before was one of the first things I did it allowed me to save probably five hours a week the people didn't have to show up and I didn't have to walk through the online intake forms with them now online intake

[00:46:33] forms are probably more universal but it can save you a ton of time and it's scheduling and they send appointment reminders and you can do your documentation in there you can use Google Docs and Google Docs is just as

[00:46:45] easy if as anything else we also need to use automated email follow-ups where you predict the future for them where like you send emails out this Amos Jones welcome to our practice here's the video that I mentioned in our eval today

[00:47:00] by the way you know like the next emails you know probably like here's what people you know oh my god what you do to me like that should be the subject line

[00:47:07] what you do to me you know I had a patient Andy was like Aaron what did you do to me like my leg hurts worse than it's ever hurt before you know I was like well no because I you know massage therapist for three years at that point

[00:47:18] I was like I didn't do anything well his body was having like just this like normal typical response it's like a pain protective response to the body work that I did it's normal and I let people know you know hey that's normal if you feel

[00:47:32] sore a couple days after therapy I also have an email that goes out here's the three phases of our business it's one is reduce pain and symptoms so that phase two now we can find out where the root cause of the problem was because pain

[00:47:46] masks and changes movement and then number three is better faster stronger phase and I say we're in we're the out of phase two and in phase three when you feel like you no longer need me because people go I don't need you anymore I'm

[00:47:56] good that's exactly when phase three starts and I predict the future for them and I'm future pacing us continuing to work together and I do that through our automated emails I pre-frame what's next and in those we also ask for

[00:48:11] reviews referrals and feedback I think I mentioned Derek Derek put in this exact system and that's one of the things that allowed him to ramp up to 15k a month in his eighth month he sent me a text I have it somewhere he's like Aaron I told you

[00:48:26] when I was make this we're gonna go buy some sushi we went and got great sushi out in San Diego and he's in a brand new town how do you do it through cultivating word-of-mouth referrals through a very strong follow-up system

[00:48:39] and automated system like Derek had a admin work for him for a little bit but majority of the time that he was in business as a cash practice owner he has been a solo provider which is fine making over 20k months Derek is now like

[00:48:52] decided after five or six years that he liked the marketing piece better and now he's going out and doing marketing and digital marketing and what's it called direct response marketing and helping other people grow their

[00:49:04] businesses which is totally cool which is awesome but he was able to grow his business and do all these things through automations and pre-framing what's next and automating onboarding intake customer attention etc okay this isn't a

[00:49:20] this is really like not like almost like a first 30 day thing this is like you know like you're just gonna get your first 5k this is gonna allow you to continue those 5k months is that making sense this is really for like a month 2

[00:49:34] and 3 because as you get happy customers we have to get them to bring in other people we want to cultivate word-of-mouth we don't want to just sit back and wait for it and rely and hope hope marketing isn't gonna get you anywhere we have to

[00:49:48] like actively cultivate it so that's why it's kind of at the end of the list we talked about workshops before in community I mean your personal Facebook is probably one of the most powerful platforms you have number nine modern day

[00:50:01] marketing so I was talking about Derek with this is called direct response marketing coca-cola the gap they do brand marketing it's like hey we're great most physical therapy practices are like the physical therapy you deserve I don't know what is the physical therapy you deserve like I don't

[00:50:15] know what that is someone came up with this is the physical therapy you deserve in the time that you need I don't know like who knows what that is you need to modern-day marketing email marketing direct response marketing your

[00:50:26] websites are pretty good but what you really need is an application funnel this is something we install for all our platinum mastermind members it's a place where people can go online to their website and apply to become their client

[00:50:38] creates bigger buy-in and if there's a follow-up email that goes along with it so like from the the automation one of the automations confirms with people that they contact of the right place that you know what they're talking about and

[00:50:49] gives you information about them before we get on a phone call with them and fortune is in the follow-up whereas we just have to be politely persistent and follow up with people not expect anything in return we're just out there

[00:50:58] to give and it'll come back and Michael Murphy was one of our most successful mastermind members at this he networked with everyone in town he was consistent he did this every week he had time on his schedule weekly maybe even daily and

[00:51:11] actually look at his schedule to do these activities like it was like there was time every day to make five new phone calls and then time to follow up with people and then he was doing workshops and events and just meeting people in

[00:51:23] person consistently and he went from zero to 20k months in less than a year and enough to you know to hire to you know start the hiring process the hiring process can take a while but to start the hiring process and in his first

[00:51:35] year for another PT and go out and start working on other business ventures which is amazing and it's mostly it's because of the marketing strategies we set up and not the same marketing strategies that most people teach and

[00:51:45] not Facebook marketing and not brand marketing and not just straight up like you build a website and people come because you can build a website and no one's gonna land on it you have to do this so direct response marketing is I

[00:51:56] create an ad or a thing and I'm asking you to respond to it just like my the cash PT checklist like it's a marketing thing and you either are gonna close the page or you're gonna enter your name and email in there and you're gonna

[00:52:11] download it or my free book you know cash PT blueprint book I mean it's like you're either gonna get it or you won't it's not a hey call us when you think about us the next time you get hurt because I'm a doctor and I wear glasses

[00:52:24] and have my hand hold a pen in a magazine on the airplane you know those airplane magazines have the 10 best doctors in America and there's never a physical therapist on there well you know I mean it's just a paid

[00:52:37] advertisement for you know expensive like dermatologists and where they called the cosmetic surgeons things like that like I said I've got a whole course on marketing I've got multiple courses on marketing there's a lot but those are the big ones so just understand it's modern-day marketing

[00:52:54] don't do what everyone else like other businesses are doing you need to do what you know already works for physical therapy cash practices we've talked about a lot of it but there is more in there we've got a whole roadmap for our

[00:53:05] platinum mastermind with a whole like marketing column there's for marketing sales systems and scale and there's a lot of things to work on but what are the big ones is the things we've already talked about okay number 10 get your

[00:53:20] advice from the right people just because your roommate classmate started a cash practice doesn't mean that their system is the one to go from I mean if they took a course of mine or someone else's and then they're teaching you my

[00:53:32] stuff or someone else's stuff they're just reteaching you someone else's stuff and you're kind of getting it for free and how valuable is that and how watered-down and diluted is it right or maybe your roommate or classmate or CI

[00:53:45] is like cash practice will never work don't listen to them especially don't listen to them maybe your friend who's got a cash practice and give you some pointers but please don't just go ask them to pick their brain that's

[00:53:57] disrespectful go pay him 100 bucks for the hour or something like that if you're a PT student don't listen to other dino PTs and professors who tell you need five years of experience one of my biggest pet peeves is hearing are the

[00:54:09] PT saying oh I need to just go get the CS CS so I can start my cash practice or get my OCS so I can start a cash practice finish my fellowship like you

[00:54:16] don't need that you do not need that to start a cash practice you need that to be respected in the APTA what would you rather be respected in the APTA or help thousands of patients and make money while doing it make more than $100,000

[00:54:29] a year doing it I mean I'd rather make a million dollars a year helping 100 million people I don't even make a help 100 million people to make a million dollars a year I need to help 50 people to make a million dollars a year I mean

[00:54:41] really if you charge the right price and it's all you need maybe you need to make maybe you need to may help 150 people to make a million dollars a year you know doing like a visit plans of care it's not a lot I'd rather do that

[00:54:55] then wait five years to get started because someone told me I needed more education in physical therapy and because they don't trust me just get your advice from the right people I started cash practice when I was a new

[00:55:07] grad I've helped I stopped counting how many new grads have helped launch six-figure cash practices we've got two members in our mastermind right now one who joined I think a month or two after she graduated she was starting she had

[00:55:23] you know opened a gym before and then knew she needed coaching to get her cash practice going off the ground and now she's crushing it and social media and her practice and is Robin Ringberg doing focusing on fighters people do an

[00:55:36] MMA and jujitsu Maria Wissman is a new grad she joined two months before graduation she actually missed out on most of her graduation weekend to be at her last retreat because is more important to her because of her mindset

[00:55:50] she's got her mindset in the right place she listens they're both listening the right people I helped so many people do do that over the years I just need you understand that if someone's telling you can't don't listen to them please

[00:56:01] I'm never gonna tell you you can't or you should not say you should probably focus on this other thing first based on my experience but you know you don't have to agree with me either what I'm saying is get your advice from the right

[00:56:11] people and make sure that you're in a room and you're learning from people who've done what you're doing and are more successful than you want to be make sense that's part of it being coachable is listening to the right people and then

[00:56:27] paying for the advice and once you pay for it just like you're asking your clients to pay for your help you'll be you'll be more inclined to do the work and even more successful and you know if we're talking about pricing services

[00:56:41] the more people pay the more they pay attention that's why when EMR companies come to me and they're like you're not in our companies I'm sorry app companies like we've got this home exercise program app it helps come patient

[00:56:52] compliance and I'm like well I have no problem with patient compliance I'm like you didn't even ask me if that was my problem they're like you should do this because it improves home exercise compliance I'm like people pay 250 bucks

[00:57:03] to see me I don't have a compliance issue I just don't right our coaching my coaching clients that paid two thousand a month or fifty thousand dollars a year they don't have a compliance problem some of them have an indecision problem

[00:57:18] and that's about being coachable I said before but fifty thousand dollar your clients don't for sure it was like tell me what to do and I'm gonna do it boom I mean I paid 300 bucks a month for coaching with Brett Jones who's the

[00:57:32] director of education at strong first I want to become strong first certified you're paying like 300 something dollars a month he tells me what to do and I do it I mean like and I'm much stronger now I'm getting rate I'm snatching 24

[00:57:47] kilograms like it was 16 you know 16 kilograms five years ago I mean it's nothing for me snatching 28 is a different story but that's a big change in weight and you know whatever just get your advice from the right people pay

[00:58:05] for speed that's it this is still really this back to a mindset thing I just need you understand that so I'm gonna give you a bonus because I just can't help myself work in sprints and build a personalized 90-day game plan like we can

[00:58:20] talk about a five-year goal one year goal but really the thing that's good there's so much to do even I just this training is too much it really is like that's why I started with the checklist and you know I've got this free webinar

[00:58:33] and our course and mastermind but like like I said like what are the things that I want you to do like if there was one plan to go from 0 to 5k a month like what we just talked about is it and there's more to learn about each thing

[00:58:45] so don't ever think it just work in sprints here you know you need to get a personalized game plan we do this three times a year in our mastermind we build personalized game plans every new person who comes on board we build one

[00:58:57] together you and me because you need to have focus you know okay here's my goal here's my focus and then like a racehorse you got to put on the blinders because the good idea fairy is gonna come out of nowhere and land on your

[00:59:07] shoulder and be like hey Jennifer you should start an online course you're like but my focus is my cash practice like hey Jennifer you should become I don't know buy a game ready or a you know Norma tech boots for $1,000 and

[00:59:21] you're like I don't need that to make the money make the $5,000 you know hey you know if your niche is jujitsu like Robin and the running club is like hey you should come do a thing at the running club and rent a spot at our you

[00:59:34] know yoga studio you need to be like nope my focus is on my you know BJJ athletes you mean you know it's called it's also called shiny object syndrome where someone says hey you need this brand new thing it's gonna solve all

[00:59:50] your this one software is gonna solve all your problems but you haven't made any money like just focus on making the money and then we can decide on whether that's a shiny object or it's a necessary thing right you're gonna see

[01:00:04] five people offering the same thing you know the same course the same software the same this is gonna be five different options just make a choice and move on now whether it's my stuff or someone else's stuff whether yeah I'm an

[01:00:17] affiliate or not just the best thing for you to do is to find like what's the EMR what's the software what's the thing that makes the most sense to me make a decision and keep going because you can always you know course correct later

[01:00:29] but if you work in sprints like six you know not 90 day sprint six week sprints 30 minutes at a time right so we do these pomodoro's in our mastermind you join the mastermind you get a journal whether you keep a journal or not the

[01:00:44] whole idea is you work in like little 20 minute sprints 30 minutes prints like this training is more than that I don't even know how much how long it is right now it's almost too long and by the end of this I'm like I should be charging

[01:00:54] like thousand dollars for this training anyways working sprints right that's how I built this was like it just worked in sprints boom boom boom you just put down my ideas go fill it in do it and then like okay let's go record

[01:01:07] this thing we're gonna sprint right time block on Mondays at this time I'm gonna meet with I meet with my team on Mondays at 9 and 10 on Fridays I record like a podcast Tuesday Wednesday Thursday mornings is more like deep work

[01:01:25] thinking creation Tuesday Wednesday Thursday afternoons are calls every Tuesday at noon is a call for a platinum mastermind I pick up my kids you know so my schedule is like dialed in my kid pick up my kids 330 on Mondays and

[01:01:40] Tuesdays you know I drop them off I mean like I know when I'm doing all those things I've got my workouts planned at noon Monday Wednesday Thursday Friday on the weekends I put them in the afternoons but there's a little more

[01:01:54] flexible about when I do them game we're gonna sprint get a personalized game plan and time block and you'll be successful okay that was a lot I actually talked faster than I usually do because I want to try to get it all in

[01:02:08] it's too much and I probably shouldn't put that much in like maybe I shouldn't have told as many stories but I hope you got a lot out of this what love you do

[01:02:17] right now is if you we were coaching in person I'd ask you what was most helpful for you or what was most insightful for you about this is maybe you just like write down type it out like what was most helpful for you about this right

[01:02:31] now what do you know you already need to do just write that down maybe you can pause this and just write it down and come back but what is it that you know you already need to change and what's been most helpful for you about this you

[01:02:43] know look like I mentioned before me I mentioned this before I'm not here to solve all your problems if you start taking action on these we're gonna create new problems I'm here to give you bigger better money-making problems

[01:02:57] like I want you to have good problems I want you to have a problem of like Aaron you know I've got 20 people a week and I'm I'm mobile and I don't have any more

[01:03:06] time and I need to move it a brick and mortar I need or I've got this small space in the gym and I need to get into a bigger space and you need help negotiating your lease I mean I helped save Ruth back when $20,000 you know in

[01:03:20] negotiating a lease for her and this is like six years ago I want you to have the problem of I'm too busy I've got a waitlist and I need to hire because we need to buy your time back so you can build your business even bigger or have

[01:03:31] more time for your kids your family I want you to have the problem of how do I best invest my money in and build wealth you know how do I automate your clinic

[01:03:39] so you can go on a three week four week vacation or automate it so that you can start an online business so we can figure that one out or open another location and then we have more staffing leadership problems you know how

[01:03:53] do we scale you know you know I want you to get stuck at $65,000 a month so we can open that bottleneck so my goal with this training is to get you to 5k months so we can start to have a real conversation about what it looks like to

[01:04:08] work together and building a bigger vision for you like I mean selfishly I want you to be in the mastermind because I think that's the best value that I can provide you because we build you a game plan we meet three times a year we get

[01:04:19] to see each other almost weekly on zoom three times a year and it's an amazing community that did not exist when I started when I started the APTA private practice section had a list of you know mentors and I contacted the first person

[01:04:35] I contacted asked me a little bit about my business he said it'd be a conflict of interest for me to help you I'm like and he's 30 minutes away and in a network practice and I told him I'm starting a cash only practice and it was a

[01:04:47] conflict of interest I mean that's the resistance I got I mean I got so much resistance from APTA it's not funny I guess I didn't know when to stop so that's my goal is to help you is like with this training you can do it you

[01:05:01] know the thing is is maybe you need some more help you know once you get to 5k then we need to start talking about like the nine profit accelerators and which are the big three ones that we can put into play for you and then from there

[01:05:15] look at a roadmap and say okay here's the projects that you need to get you to you know 10k months from 10 to 40 K months 40 K to 70 K months what are those projects you know so that's my goal you know and look if you want to

[01:05:28] have a because I want to have a real conversation about not just launching a practice and super bills and you know how do we have these conversations with patients about insurance Medicare dealing with HIPAA all those things like

[01:05:46] I want to talk about like let's let's strategize plans to grow and scale your business and give you that you know four-week vacation or allow you to move back home or open another location like I said or just grow your business and

[01:05:58] help more people add three or four more employees so you can grow a DME business on the side you know and work less and make more I've got many mastermind members are working two to three days a week making 30 40 50 K months which is

[01:06:14] dope like getting there's like those are some of the real conversations so it's over to you now to do the work or if you want and you want to get in touch with me so we can build a personalized game plan just you know DME on Instagram you

[01:06:30] know game plan and I'll reply back to you with some details and some questions and we can hop on a call and build out a personalized game plan for you to crush your goals otherwise you know if you're not ready for that yet no worries if you

[01:06:44] want my free book and get the checklist you can DM me the word book on Instagram as well or if if you don't want help no worries I want to know what was most helpful for you about this if you've watched this training you've gone

[01:06:59] through this and you've taken any action and even if you don't want to any more help from me I really would love the feedback to know what was helpful what was insightful and what other questions do you have so that I

[01:07:09] can make the next training even better hope you got a lot out of this I just spent a lot of time putting it together I've got you know years of helping people and these are those essential things that I know are gonna get you to

[01:07:20] 5k months so that you don't have to worry about where the money is coming from so you can invest in yourself you can grow your business you can pay off your loans you can buy a house and you can invest in helping even more

[01:07:31] patients in your community all right thanks so much my name is Aaron if you didn't already know that I look forward to meeting you in person soon peace oh yeah if you want that personalized game plan just DM me the word game plan and

[01:07:43] we'll do it I'll set you up with our team we'll look at your business we'll brainstorm some ideas find the bottlenecks the hidden opportunities and build your plan to grow it scale it have a ton of fun hey what's up it's Aaron

[01:07:58] 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 10x your marketing time income impact and scale your business to multiple six or seven figures then I'd

[01:08:10] 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 your goals identify the obstacles in your way uncover the hidden opportunities in your business and then

[01:08:21] 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 the session feeling clear confident and excited about taking your physical therapy

[01:08:32] 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 all the details thanks so much and we'll see you next week on the show