EP162: "5 Clinical Mistakes You're Making As A Cash-Based PT"

[00:00:05] [SPEAKER_00]: Are you a motivated healthcare or fitness professional?

[00:00:08] [SPEAKER_00]: Are you looking to work with more athletes, become a sports specialist, or even get a

[00:00:11] [SPEAKER_00]: job in a sports setting so you can finally enjoy the career that you've always dreamed

[00:00:15] [SPEAKER_00]: of?

[00:00:15] [SPEAKER_00]: If so, you're in the right place.

[00:00:17] [SPEAKER_00]: My name is Chris Garcia, physical therapist, business owner, entrepreneur and residency

[00:00:21] [SPEAKER_00]: training sports specialist.

[00:00:23] [SPEAKER_00]: I've been fortunate to work in professional sports and travel around the world working

[00:00:26] [SPEAKER_00]: with elite athletes throughout my career and I've learned a lot of lessons along the

[00:00:30] [SPEAKER_00]: way.

[00:00:30] [SPEAKER_00]: I created this podcast to share my experiences and give you everything you need to know

[00:00:34] [SPEAKER_00]: to help you become a sports expert.

[00:00:37] [SPEAKER_00]: Welcome to the Sports PT Academy.

[00:00:42] [SPEAKER_00]: Are you a cash-based physical therapist and you think you're on the right track?

[00:00:46] [SPEAKER_00]: But I'm here to tell you your five clinical mistakes that you're making as a cash-based

[00:00:51] [SPEAKER_00]: physical therapist.

[00:00:52] [SPEAKER_00]: And in this episode, I'm going to share why these are so important inside your clinical

[00:00:58] [SPEAKER_00]: practice.

[00:01:00] [SPEAKER_00]: Hi everyone, welcome back to the podcast.

[00:01:02] [SPEAKER_00]: Welcome all new listeners and welcome back to those who have heard my content in the

[00:01:05] [SPEAKER_00]: past.

[00:01:06] [SPEAKER_00]: Before I go into this podcast, what is new?

[00:01:09] [SPEAKER_00]: What is exciting?

[00:01:10] [SPEAKER_00]: What is better?

[00:01:11] [SPEAKER_00]: I have a couple things, a couple notes I wanted to share with you.

[00:01:15] [SPEAKER_00]: Life is better.

[00:01:16] [SPEAKER_00]: Someone asked how is my back?

[00:01:17] [SPEAKER_00]: They've been asking about this.

[00:01:18] [SPEAKER_00]: I would say it's about 73.76% better.

[00:01:24] [SPEAKER_00]: I still can't pull heavy from the ground, but I'm still getting in my five days which

[00:01:29] [SPEAKER_00]: has been fantastic.

[00:01:30] [SPEAKER_00]: And someone asked what was the root?

[00:01:32] [SPEAKER_00]: What was the flare up?

[00:01:35] [SPEAKER_00]: I think there was a combination of things.

[00:01:37] [SPEAKER_00]: I think after the CrossFit Open in February and March, I think I just went into training

[00:01:41] [SPEAKER_00]: six, seven days a week right into Murph training and I just kind of set off a

[00:01:47] [SPEAKER_00]: cascade of things.

[00:01:47] [SPEAKER_00]: It was just too much.

[00:01:48] [SPEAKER_00]: The volume was too much.

[00:01:49] [SPEAKER_00]: So here I am back to five days.

[00:01:52] [SPEAKER_00]: So my back is feeling better.

[00:01:55] [SPEAKER_00]: 76.27%.

[00:01:56] [SPEAKER_00]: Life is good.

[00:01:58] [SPEAKER_00]: Family is great.

[00:01:59] [SPEAKER_00]: The latest with my kids is Jacob.

[00:02:03] [SPEAKER_00]: For those of you who don't know, maybe I mentioned the last podcast, but we are

[00:02:06] [SPEAKER_00]: going on a Disney cruise in the next, I think, month or two.

[00:02:10] [SPEAKER_00]: And one of the things that we're trying to get accomplished is my son Jacob.

[00:02:13] [SPEAKER_00]: We're trying to get him to the point where he is fully potty trained so that way he

[00:02:18] [SPEAKER_00]: can enjoy this kids club.

[00:02:19] [SPEAKER_00]: For those who don't know, Disney cruises have this kids club where they are just

[00:02:24] [SPEAKER_00]: like, it's basically like a mini Disneyland.

[00:02:26] [SPEAKER_00]: So excited for that.

[00:02:27] [SPEAKER_00]: Other than that, I'm done with my two week cut.

[00:02:31] [SPEAKER_00]: Officially done.

[00:02:32] [SPEAKER_00]: I ended up losing nine pounds and I kept it up.

[00:02:36] [SPEAKER_00]: I'm up, I think, 2.2 pounds.

[00:02:37] [SPEAKER_00]: So I'm still down seven pounds.

[00:02:39] [SPEAKER_00]: It's been great.

[00:02:41] [SPEAKER_00]: And I'm excited.

[00:02:42] [SPEAKER_00]: We have people registering for the cash PT clinical elevation course.

[00:02:47] [SPEAKER_00]: For those who don't know, it's my eight week mentorship course on how to improve

[00:02:52] [SPEAKER_00]: your practice, clinical outcomes and ultimately grow your business if you're a cash based

[00:02:56] [SPEAKER_00]: physical therapist.

[00:02:57] [SPEAKER_00]: So anyways, those are the updates.

[00:02:59] [SPEAKER_00]: Let's go on to this podcast.

[00:03:01] [SPEAKER_00]: Why am I talking about the five clinical mistakes?

[00:03:04] [SPEAKER_00]: So there's a portion of this I've had some really good discussions with local

[00:03:09] [SPEAKER_00]: providers and people who are kind of stuck inside where they're at.

[00:03:13] [SPEAKER_00]: And one of the conversations was triggered was the word cringy.

[00:03:18] [SPEAKER_00]: Someone I mentor told me, you know, Chris, I had a cringy evaluation,

[00:03:23] [SPEAKER_00]: a cringy sales call, a cringy session.

[00:03:27] [SPEAKER_00]: I think we've all faced that in some form or fashion.

[00:03:29] [SPEAKER_00]: You might not use that word, but you know that you felt internally like, gosh,

[00:03:34] [SPEAKER_00]: that didn't go the way I wanted.

[00:03:35] [SPEAKER_00]: And after kind of having that discussion of what is cringy, I wanted to bring up a

[00:03:41] [SPEAKER_00]: couple things that you are doing that are probably cringe worthy and you might

[00:03:47] [SPEAKER_00]: not see it. But from an outsider perspective, somebody who's done this

[00:03:50] [SPEAKER_00]: already for now 10 years and built a three location cash based company,

[00:03:56] [SPEAKER_00]: I can see what's cringy.

[00:03:58] [SPEAKER_00]: And from an outsider perspective, either you can fix it, maybe you don't

[00:04:01] [SPEAKER_00]: see it yet, but you can fix some of these things so that you feel better

[00:04:04] [SPEAKER_00]: about your craft, you feel better about your outcomes, you feel better about

[00:04:07] [SPEAKER_00]: your business development and you don't go home thinking, gosh, that was

[00:04:10] [SPEAKER_00]: horrible. I could have done a little bit better and I think you can expedite

[00:04:13] [SPEAKER_00]: that. So I'm going to share these five clinical mistakes that really are

[00:04:16] [SPEAKER_00]: cringe worthy that maybe in an insurance based care this would have

[00:04:20] [SPEAKER_00]: worked and now in cash it's just a little different.

[00:04:24] [SPEAKER_00]: So here are the five things.

[00:04:28] [SPEAKER_00]: One thing that you're making the biggest mistake on is your targeting

[00:04:34] [SPEAKER_00]: the words pain free. Pain free is very relative and I've brought this up on

[00:04:41] [SPEAKER_00]: numerous episodes that, you know, do people actually feel that they're

[00:04:45] [SPEAKER_00]: going to be pain free in life?

[00:04:46] [SPEAKER_00]: And I think that's really hard for people to really stomach like even

[00:04:50] [SPEAKER_00]: yourself or anybody that you treat.

[00:04:52] [SPEAKER_00]: They don't want to be pain free because pain is a normal part of life,

[00:04:57] [SPEAKER_00]: right? You have to make some pains.

[00:04:59] [SPEAKER_00]: I have some back pain right now, but it doesn't interfere with my life

[00:05:02] [SPEAKER_00]: enough to seek out care.

[00:05:05] [SPEAKER_00]: And ultimately that's where people want to thrive.

[00:05:07] [SPEAKER_00]: They want to have this balance of they're okay with a little bit of aches

[00:05:10] [SPEAKER_00]: and pains, but they're not fully pain free because that pain free is

[00:05:14] [SPEAKER_00]: so hard to achieve and it's momentary, right?

[00:05:16] [SPEAKER_00]: So you can get somebody at 100 percent, but the minute they go back

[00:05:19] [SPEAKER_00]: and they would go for a run and now their calf is strained again or

[00:05:23] [SPEAKER_00]: they go for a deadlift and their back is a little tight,

[00:05:26] [SPEAKER_00]: but it's not painful.

[00:05:27] [SPEAKER_00]: It's just a little tight.

[00:05:29] [SPEAKER_00]: And so one of the things when you target pain free,

[00:05:31] [SPEAKER_00]: you're setting yourself up for failure.

[00:05:33] [SPEAKER_00]: And the reason is for that because people don't expect that.

[00:05:36] [SPEAKER_00]: But you as a clinician, because you've been taught and trained by P.T.

[00:05:39] [SPEAKER_00]: school and traditional insurance based model is you have to get them

[00:05:42] [SPEAKER_00]: to pain free. They have to be zero out of ten or significant

[00:05:45] [SPEAKER_00]: outcomes or significant improvements.

[00:05:47] [SPEAKER_00]: And so because we've been trained that way,

[00:05:50] [SPEAKER_00]: we now are trying to achieve that in a cash based setting.

[00:05:53] [SPEAKER_00]: And you're like, well, why does that matter?

[00:05:55] [SPEAKER_00]: Well, the people in a cash based setting don't necessarily need

[00:05:57] [SPEAKER_00]: to be pain free.

[00:05:58] [SPEAKER_00]: They just want the quality of life that they've always wanted.

[00:06:00] [SPEAKER_00]: And that quality of life is it might be an ache, it might be a pain,

[00:06:04] [SPEAKER_00]: but it doesn't interfere with their life.

[00:06:05] [SPEAKER_00]: So all they want to do is enjoy life with less aches and pains,

[00:06:10] [SPEAKER_00]: but they don't necessarily need pain free.

[00:06:12] [SPEAKER_00]: So if you're shoving pain free down their throat,

[00:06:15] [SPEAKER_00]: you're offering something that they don't want.

[00:06:17] [SPEAKER_00]: And that's where the confusion lies.

[00:06:19] [SPEAKER_00]: The consumer just wants an active, healthy lifestyle.

[00:06:23] [SPEAKER_00]: And you're over here trying to offer pain free services.

[00:06:27] [SPEAKER_00]: There's very different things here.

[00:06:28] [SPEAKER_00]: And so that nuance of pain free,

[00:06:32] [SPEAKER_00]: you need to remove that from your vocabulary,

[00:06:34] [SPEAKER_00]: remove it from your website, remove it from your marketing.

[00:06:37] [SPEAKER_00]: Do anything that you're doing.

[00:06:38] [SPEAKER_00]: Don't talk about it, the initial valuation,

[00:06:40] [SPEAKER_00]: because it's setting yourself for failure, because here's why.

[00:06:43] [SPEAKER_00]: Let's assume you're six sessions in and that patient is

[00:06:47] [SPEAKER_00]: 70 percent better. That's pretty good.

[00:06:49] [SPEAKER_00]: 70 percent over six visits. Fantastic.

[00:06:51] [SPEAKER_00]: And you're like, well, are you pain free?

[00:06:53] [SPEAKER_00]: Are you pain free? And now in their head, they're like,

[00:06:55] [SPEAKER_00]: well, I'm not pain free.

[00:06:56] [SPEAKER_00]: Maybe you're not doing that good of a job.

[00:06:58] [SPEAKER_00]: And when in reality, what you should be asking is,

[00:07:01] [SPEAKER_00]: are you happy with your progress?

[00:07:02] [SPEAKER_00]: Are you in the direction?

[00:07:03] [SPEAKER_00]: Are you doing more that you want?

[00:07:05] [SPEAKER_00]: Are you living that half active lifestyle?

[00:07:07] [SPEAKER_00]: And they're probably going to say, yes, I'm actually like right back to it.

[00:07:10] [SPEAKER_00]: So then they're hitting certain markers that are successful for them.

[00:07:13] [SPEAKER_00]: But what you're doing is you're asking a different route.

[00:07:15] [SPEAKER_00]: Are you pain free? No.

[00:07:17] [SPEAKER_00]: Now they're not focusing on their function in life.

[00:07:20] [SPEAKER_00]: They're now focusing on, well, gosh, I'm still in pain.

[00:07:22] [SPEAKER_00]: It puts their mindset in a different space.

[00:07:24] [SPEAKER_00]: And so insurance, you had to do that because you had to show that you were,

[00:07:29] [SPEAKER_00]: you know, you were the person who can remove their pain.

[00:07:32] [SPEAKER_00]: You can remove all these impairments and that led to pain free.

[00:07:36] [SPEAKER_00]: And that was just for ADLs.

[00:07:37] [SPEAKER_00]: But people who are in cash based physical therapy, they're not here for ADLs.

[00:07:40] [SPEAKER_00]: They're here for higher level things.

[00:07:42] [SPEAKER_00]: And so pain free was good to ADLs, but no longer moving forward.

[00:07:47] [SPEAKER_00]: So that's one thing that is cringy.

[00:07:49] [SPEAKER_00]: It's cringe worthy.

[00:07:50] [SPEAKER_00]: And that's very, you can always tell you're in your first three to five years

[00:07:55] [SPEAKER_00]: if you're still using those as a cash based physical therapist,

[00:07:58] [SPEAKER_00]: because you haven't figured that out yet.

[00:08:00] [SPEAKER_00]: Now, if you're in your first second year, you're ahead of the game.

[00:08:02] [SPEAKER_00]: Now, after you're hearing this content, now you can now, you know,

[00:08:04] [SPEAKER_00]: just implement it quickly and it'll help.

[00:08:07] [SPEAKER_00]: It's going to be tough for you because it's the first thing you think about

[00:08:09] [SPEAKER_00]: like, oh, we get your pain free guys, you're pain free

[00:08:11] [SPEAKER_00]: and you're setting yourself for failure.

[00:08:13] [SPEAKER_00]: So remove that from your vocabulary.

[00:08:16] [SPEAKER_00]: Number two, you are impairment focused.

[00:08:19] [SPEAKER_00]: And what I mean by this is you're always looking for the thing that's tight,

[00:08:25] [SPEAKER_00]: that's loose, that's weak, that's strong, that's three out of five.

[00:08:28] [SPEAKER_00]: That's four out of five.

[00:08:30] [SPEAKER_00]: And they're very, very impairment focused.

[00:08:32] [SPEAKER_00]: And as I mentioned, the cash pay patient is all about outcomes and about function.

[00:08:37] [SPEAKER_00]: And this person just wants the active, the healthy lifestyle that they want.

[00:08:41] [SPEAKER_00]: And you're over here trying to sell pain free and impairments

[00:08:45] [SPEAKER_00]: and tight hamstrings.

[00:08:46] [SPEAKER_00]: We have to figure out how does pain free, tight hamstrings,

[00:08:49] [SPEAKER_00]: weak hips, weak shoulders translate to an active healthy lifestyle?

[00:08:53] [SPEAKER_00]: That's where the dilemma is going.

[00:08:55] [SPEAKER_00]: Now you have somebody who is offering impairments and the other one's

[00:08:58] [SPEAKER_00]: looking for active lifestyle that that message doesn't match.

[00:09:02] [SPEAKER_00]: And so you have the PT focusing on one thing and the patient

[00:09:06] [SPEAKER_00]: wanting another thing.

[00:09:07] [SPEAKER_00]: Now the expectations don't line up.

[00:09:09] [SPEAKER_00]: So I think impairments are important to help direct your care internally,

[00:09:15] [SPEAKER_00]: but it doesn't direct their plan.

[00:09:18] [SPEAKER_00]: And that's a very different concept.

[00:09:21] [SPEAKER_00]: In an insurance based model, you've always used impairments as your plan.

[00:09:25] [SPEAKER_00]: We're going to get you hamstrings 90 degrees in the next six weeks.

[00:09:29] [SPEAKER_00]: We're going to get you ab strength five out of five in the next eight weeks.

[00:09:33] [SPEAKER_00]: So your impairments were your portions of your goals and your plans.

[00:09:36] [SPEAKER_00]: Now, when you have cash based setting, these people aren't looking

[00:09:41] [SPEAKER_00]: for impairments to solve their problems.

[00:09:42] [SPEAKER_00]: They're just looking for a solution to their problem.

[00:09:45] [SPEAKER_00]: So your plan has to be focused on function and percentages and where

[00:09:48] [SPEAKER_00]: they're going to be in their gym.

[00:09:50] [SPEAKER_00]: So now the impairments are good internally, but they're not good externally.

[00:09:54] [SPEAKER_00]: So if you're going to approach impairments, that's fantastic for

[00:09:58] [SPEAKER_00]: your own notes and documentation, your own internal progress, but don't

[00:10:01] [SPEAKER_00]: translate that to what the consumer, what the patient wants.

[00:10:04] [SPEAKER_00]: That's not what they're looking for.

[00:10:06] [SPEAKER_00]: They're looking for, well, am I back to the gym five days a week?

[00:10:09] [SPEAKER_00]: Am I able to squat?

[00:10:10] [SPEAKER_00]: Am I able to deadlift?

[00:10:11] [SPEAKER_00]: Those are two different things.

[00:10:13] [SPEAKER_00]: So don't try and offer impairments as a solution to their plan.

[00:10:18] [SPEAKER_00]: Differentiate those things.

[00:10:19] [SPEAKER_00]: So number one, uh, don't focus on pain free.

[00:10:21] [SPEAKER_00]: Number two, don't be impairment focused with the consumer, with the patient.

[00:10:25] [SPEAKER_00]: That's not what they care about.

[00:10:27] [SPEAKER_00]: Uh, number three, um, you're trying to compress an hour.

[00:10:33] [SPEAKER_00]: You're trying to now that you, you maybe insurance based, you had

[00:10:36] [SPEAKER_00]: maybe 15 minutes or 30 minutes of one-on-one care and now you have an hour.

[00:10:40] [SPEAKER_00]: And so you think, well, gosh, I've never had an hour.

[00:10:42] [SPEAKER_00]: So you try and fill that hour with all this treatment and rehab exercises.

[00:10:47] [SPEAKER_00]: And you're like, uh, you know, you shorten your subjective and

[00:10:50] [SPEAKER_00]: you shorten your plan and you shorten everything that you're going to do.

[00:10:53] [SPEAKER_00]: And you try and get 55 minutes or 50 minutes of rehab and exercise.

[00:10:58] [SPEAKER_00]: Cause you think that's what the patient wants.

[00:10:59] [SPEAKER_00]: You've never had that before.

[00:11:01] [SPEAKER_00]: Here's the problem.

[00:11:02] [SPEAKER_00]: That's what you've always wanted.

[00:11:04] [SPEAKER_00]: That's not what the patient has wanted.

[00:11:06] [SPEAKER_00]: This PT who's here now trying to deliver 50 minutes of care.

[00:11:10] [SPEAKER_00]: They're just selfish.

[00:11:10] [SPEAKER_00]: And what they're trying to do is they've never had that opportunity

[00:11:14] [SPEAKER_00]: in insurance based care.

[00:11:15] [SPEAKER_00]: So now they have cash.

[00:11:16] [SPEAKER_00]: Now they're like, oh my gosh, now I have more time to do hands on treatment

[00:11:20] [SPEAKER_00]: and more in a rehab exercises.

[00:11:22] [SPEAKER_00]: And by that time you've overloaded the patient.

[00:11:24] [SPEAKER_00]: Their body's all beat up.

[00:11:26] [SPEAKER_00]: You've done so much manual work.

[00:11:28] [SPEAKER_00]: You've over adjusted them and now you're doing 57 exercises.

[00:11:31] [SPEAKER_00]: They're beat up.

[00:11:32] [SPEAKER_00]: They're frustrated.

[00:11:32] [SPEAKER_00]: They're tired.

[00:11:33] [SPEAKER_00]: And no one actually listened to anything that they were actually wanting.

[00:11:37] [SPEAKER_00]: You were just trying to fulfill your goal of being that sports, you know,

[00:11:42] [SPEAKER_00]: cash based person and you,

[00:11:43] [SPEAKER_00]: you were doing all the cool exercises and speed and making them sweat when in

[00:11:47] [SPEAKER_00]: reality, maybe that person didn't want that.

[00:11:49] [SPEAKER_00]: Maybe that's a specialty of yours, but ultimately you didn't listen to them.

[00:11:53] [SPEAKER_00]: The most important pieces of an entire cash based setting is the,

[00:11:58] [SPEAKER_00]: the subjective and the plan.

[00:11:59] [SPEAKER_00]: And you have to have five to 10 minutes minimum on the subjective to one

[00:12:03] [SPEAKER_00]: know how they're doing as a human before you go into, you know, all the treatment.

[00:12:08] [SPEAKER_00]: And on the backend is the plan of care and setting up what's the next week

[00:12:11] [SPEAKER_00]: look like, whether the next two weeks look like.

[00:12:13] [SPEAKER_00]: And so when you compress, you know,

[00:12:15] [SPEAKER_00]: when you do treatment and rehab all the way out and you do it fills up

[00:12:18] [SPEAKER_00]: most of the time of the session,

[00:12:19] [SPEAKER_00]: that person wasn't heard and they didn't get the thing that they wanted,

[00:12:23] [SPEAKER_00]: which was a plan and execution of all this.

[00:12:25] [SPEAKER_00]: You gave them a great hour,

[00:12:26] [SPEAKER_00]: but they still don't know what to expect down the line.

[00:12:29] [SPEAKER_00]: So that's natural in a cash based setting early on because you're like,

[00:12:32] [SPEAKER_00]: I've never had this and you're now in a kid in a candy store and you get to all

[00:12:36] [SPEAKER_00]: this time and you fail to realize you would not meet the demands of what the

[00:12:39] [SPEAKER_00]: patient wanted.

[00:12:40] [SPEAKER_00]: And you were so used to because what the insurance company told you was you

[00:12:43] [SPEAKER_00]: had a short amount of time. Now you have this freedom to do it,

[00:12:46] [SPEAKER_00]: but that maybe that's not what the patient wants.

[00:12:48] [SPEAKER_00]: That's not always what they want.

[00:12:50] [SPEAKER_00]: And that's probably 80% of your caseload.

[00:12:52] [SPEAKER_00]: And so if you're overloading people and you're trying to fill in with more

[00:12:55] [SPEAKER_00]: exercise, that's not what you're trying to achieve.

[00:12:57] [SPEAKER_00]: Leave more time for the subjective and the plan of care. So number one,

[00:13:01] [SPEAKER_00]: no more targeting pain-free. Don't be impairment focused. And number three,

[00:13:06] [SPEAKER_00]: don't try and fill an hour of treatment and rehab exercises. Number four,

[00:13:11] [SPEAKER_00]: stop trying to help everyone.

[00:13:13] [SPEAKER_00]: You know,

[00:13:13] [SPEAKER_00]: I had a great conversation with someone on my mentorship groups yesterday and

[00:13:18] [SPEAKER_00]: you know,

[00:13:18] [SPEAKER_00]: they said it's sad that we can't help when we talk about orthopedic care

[00:13:22] [SPEAKER_00]: and all the quality of care is dropping on all these things.

[00:13:24] [SPEAKER_00]: Insurance base is no longer in bursting at a certain rate.

[00:13:27] [SPEAKER_00]: There's going to be all these patients who will be able to get the

[00:13:30] [SPEAKER_00]: quality of care that you want. And the reality is you can't help everyone.

[00:13:33] [SPEAKER_00]: The reason why you got in cash and cash physical therapy is because you wanted

[00:13:37] [SPEAKER_00]: to have that one-on-one time.

[00:13:38] [SPEAKER_00]: You wanted to specialize and not be the general Walmart approach and treat

[00:13:42] [SPEAKER_00]: everyone.

[00:13:43] [SPEAKER_00]: And because you enjoy creating outcomes for people who want it,

[00:13:45] [SPEAKER_00]: the highly motivated, the highly active,

[00:13:47] [SPEAKER_00]: there are people who want a better quality of life and you just can't

[00:13:50] [SPEAKER_00]: help everyone.

[00:13:50] [SPEAKER_00]: And so you're scared to think about that, right?

[00:13:54] [SPEAKER_00]: Because you got into healthcare because you wanted to help more people.

[00:13:56] [SPEAKER_00]: And the reality is,

[00:13:58] [SPEAKER_00]: is that the only way you help people are the ones who want to be helped by

[00:14:02] [SPEAKER_00]: you using your specialized care.

[00:14:04] [SPEAKER_00]: So get rid of the concept that you help everyone. You know, it's very,

[00:14:07] [SPEAKER_00]: very tough. It's not possible. Now you can help multiple age ranges,

[00:14:11] [SPEAKER_00]: but you might have to specialize in certain groups or certain body parts or

[00:14:14] [SPEAKER_00]: certain approaches, or maybe you're a McKenzie approach,

[00:14:17] [SPEAKER_00]: you're a Maitland or a manual therapist,

[00:14:19] [SPEAKER_00]: you're only rehab or whatever it is,

[00:14:21] [SPEAKER_00]: or maybe you do personal training inside your sessions.

[00:14:23] [SPEAKER_00]: Those are very specialized, but not everybody wants those things.

[00:14:26] [SPEAKER_00]: And that's okay. But you just have to get very,

[00:14:28] [SPEAKER_00]: very close and hone in on what makes you special. So number one,

[00:14:33] [SPEAKER_00]: no targeting pain free. Number two, don't be impairment focused.

[00:14:36] [SPEAKER_00]: Number three, don't try and compress a full hour of rehab and treatment.

[00:14:41] [SPEAKER_00]: You cannot help everyone figure out what makes you special and stick to that.

[00:14:45] [SPEAKER_00]: And number five is you are probably not outlining clearly what the plan

[00:14:54] [SPEAKER_00]: expectations are.

[00:14:56] [SPEAKER_00]: And the easy way to say that is you're not communicating properly and it's very

[00:15:00] [SPEAKER_00]: cringy to watch people. They fill an hour, they shorten down the subjective.

[00:15:05] [SPEAKER_00]: They're like, yay, I already know what I'm going to do with it for your,

[00:15:07] [SPEAKER_00]: your low back. You go through the whole process, give them all the exercises.

[00:15:10] [SPEAKER_00]: They're ready to go. And you really don't have a plan. You're like,

[00:15:13] [SPEAKER_00]: okay, perfect. Let's see you next week. And let's like,

[00:15:15] [SPEAKER_00]: see how you feel next week. Okay. That sounds great, Mary.

[00:15:18] [SPEAKER_00]: And that patient didn't want that any of that. They,

[00:15:22] [SPEAKER_00]: what they wanted was somebody to just listen to them.

[00:15:24] [SPEAKER_00]: They wanted to understand how long this is going to take at what marker will

[00:15:28] [SPEAKER_00]: they be a hundred percent? When can they start running? When can they do this?

[00:15:31] [SPEAKER_00]: When will they have the quality of life that they wanted?

[00:15:33] [SPEAKER_00]: And what you wanted was I want to solve your problem fast, but what you,

[00:15:36] [SPEAKER_00]: what you assumed was the back pain was the problem and the problem is

[00:15:41] [SPEAKER_00]: bigger than that. It's they have a problem inside their strength training

[00:15:44] [SPEAKER_00]: regimen. They don't know what to do. They don't know all the form.

[00:15:47] [SPEAKER_00]: And so while you're over here trying to mechanically fix the low back pain,

[00:15:50] [SPEAKER_00]: that's not what they want. What they want is how do I run better?

[00:15:54] [SPEAKER_00]: How do I run more efficiently? I would have a marathon in three months.

[00:15:57] [SPEAKER_00]: Is that possible? I'm scared. You need to be able to empathize with them,

[00:16:00] [SPEAKER_00]: understand what their concerns are so you can speak to that.

[00:16:03] [SPEAKER_00]: That is what you're missing.

[00:16:04] [SPEAKER_00]: And so when you go straight into designing your own planet care,

[00:16:08] [SPEAKER_00]: well you have failed to realize is that that person has a different

[00:16:12] [SPEAKER_00]: planet care that they want and you have to listen to them and help direct

[00:16:14] [SPEAKER_00]: that. And what you're doing is you're going straight to, you know,

[00:16:18] [SPEAKER_00]: straight to the dessert and you're like, I just want to get treating.

[00:16:21] [SPEAKER_00]: I want to get working. And what if that patient doesn't want manual work?

[00:16:24] [SPEAKER_00]: Maybe they don't want rehab exercises. They just purely want a plan.

[00:16:27] [SPEAKER_00]: And that's different as an insurance based provider.

[00:16:29] [SPEAKER_00]: You come in and you're hungry to just treat.

[00:16:32] [SPEAKER_00]: And what you fail to realize is the consumer is looking for something

[00:16:35] [SPEAKER_00]: different and it's not just the treatment.

[00:16:37] [SPEAKER_00]: And so you have to identify that and ask, you know,

[00:16:39] [SPEAKER_00]: what are the main goals? What has worked for you in the past?

[00:16:42] [SPEAKER_00]: What hasn't? What are you looking for specifically?

[00:16:45] [SPEAKER_00]: How soon do you expect these results to get there?

[00:16:47] [SPEAKER_00]: And once you outline these things, you know what their expectations are.

[00:16:49] [SPEAKER_00]: You can speak to that in their plan of care.

[00:16:51] [SPEAKER_00]: And those are the five things that you're doing that are creating clinical

[00:16:55] [SPEAKER_00]: mistakes and they're super cringy.

[00:16:58] [SPEAKER_00]: And as a cash based provider who mentors business owners like yourself,

[00:17:02] [SPEAKER_00]: I can see it from afar.

[00:17:04] [SPEAKER_00]: And if you're really trying to hone in on your clinical skills,

[00:17:07] [SPEAKER_00]: your outcomes,

[00:17:07] [SPEAKER_00]: grow your practice and be that go-to expert inside community,

[00:17:11] [SPEAKER_00]: you got to get rid of these quickly. So if that's, you know,

[00:17:14] [SPEAKER_00]: something you're passionate about and you want more mentorship on,

[00:17:17] [SPEAKER_00]: you know,

[00:17:18] [SPEAKER_00]: I designed my cash PT clinical elevation course specifically for people like you

[00:17:22] [SPEAKER_00]: who are looking for, you know, what do I need to do inside my sessions?

[00:17:24] [SPEAKER_00]: What am I missing inside that I can get the customer in the door.

[00:17:28] [SPEAKER_00]: I'm just, I'm not getting the outcomes I want.

[00:17:30] [SPEAKER_00]: I'm not getting the scenario I want. I can't get create the plans.

[00:17:33] [SPEAKER_00]: I'm going one-off treatment sessions one by one.

[00:17:35] [SPEAKER_00]: I just can't have continuity and that's where you're lost.

[00:17:38] [SPEAKER_00]: And the reality is it has nothing to do with your clinical skills.

[00:17:41] [SPEAKER_00]: It really has to do with your approach and how you structure and your

[00:17:44] [SPEAKER_00]: system inside your clinical practice.

[00:17:46] [SPEAKER_00]: And that's what I'm here to solve.

[00:17:47] [SPEAKER_00]: And so if you are interested in that eight week online mentorship course,

[00:17:51] [SPEAKER_00]: you can go to drchrisgarcia.com forward slash elevation and put yourself in a

[00:17:56] [SPEAKER_00]: position where you're actually going to thrive in your business and you can

[00:17:59] [SPEAKER_00]: have projection and forecast and be successful.

[00:18:02] [SPEAKER_00]: So I'm excited to see you inside the course. If not,

[00:18:05] [SPEAKER_00]: I'll see you guys on the next episode. Take care.

[00:18:07] [SPEAKER_00]: Thanks for tuning into the sports PT Academy podcast.

[00:18:10] [SPEAKER_00]: It means the absolute world to me. If you enjoy my content,

[00:18:13] [SPEAKER_00]: subscribe to the podcast.

[00:18:14] [SPEAKER_00]: So you know exactly when your episodes come out next,

[00:18:17] [SPEAKER_00]: help me help others by giving me a five star review on Apple podcasts.

[00:18:20] [SPEAKER_00]: I personally read all the reviews and I appreciate your support.

[00:18:23] [SPEAKER_00]: This gives me an opportunity to provide healthcare professionals and fitness

[00:18:26] [SPEAKER_00]: professionals just like you with great information to become sports experts.

[00:18:30] [SPEAKER_00]: If you have any questions,

[00:18:31] [SPEAKER_00]: reach out to my team at drchris at drchrisgarcia.com and tell us

[00:18:35] [SPEAKER_00]: exactly what you're looking for. Do you want more?

[00:18:38] [SPEAKER_00]: Head over to my website, drchrisgarcia.com and sign up for my VIP email

[00:18:43] [SPEAKER_00]: list to stay in touch with my latest updates on courses and mentorship

[00:18:46] [SPEAKER_00]: programs. If you know someone who would benefit from my content,

[00:18:49] [SPEAKER_00]: please share this episode with them until next time. Have an incredible day.