Podcasts about practice freedom u

If you own a practice, want to sell it one day, but have never sold a practice before, this episode is for you. A practice sale is a complicated sale. Lots of moving parts. It's easy to make mistakes in complicated sales of entities you've never sold before. My guest today helps his clients grow their physical therapy practices and sell them, and his advice will help you no matter what type of practice you own.Dr. Jamey Schrier, PT is a best-selling author, speaker and CEO of Practice Freedom U, a business training and coaching company designed for physical therapists. Jamey is a former private practice owner and his book, The Practice Freedom Method has helped scores of practitioners treat less, earn more, and enjoy the life they deserve. Soon after he sold his practice, he began teaching other practice owners and their teams his proven business building methodology to help them create successful private practices. Jamey has helped hundreds of private practice owners successfully grow their business achieving financial prosperity and freedom, and is on a mission to help hundreds, if not thousands more.In this episode Carl White and Jamey Shrier discuss:What Jamey means by “the sale” – just the transaction or what happens before and after it alsoWho should be on a practice owner's advisory team when sellingThe proper role an owner should have during a saleSome of the common and uncommon costly mistakes Jamey has seenWant to be a guest on PracticeCare?Have an experience with a business issue you think others will benefit from? Come on PracticeCare and tell the world! Here's the link where you can get the process started.Connect with Jamey ShrierPractice quiz: https://bit.ly/PFUPTPracticeQuizCalendly: https://bit.ly/DiscoveryCallwithJameyLinkedIn @jameyschrierFB @jameyschrierIG @jameyschrierpfuYoutube @practicefreedomuConnect with Carl WhiteWebsite: http://www.marketvisorygroup.comEmail:  whitec@marketvisorygroup.comFacebook:  https://www.facebook.com/marketvisorygroupYouTube: https://www.youtube.com/channel/UCD9BLCu_i2ezBj1ktUHVmigLinkedIn: http://www.linkedin.com/in/healthcaremktg

In this episode of Pro Series, Eric sits down with Jamey Schrier, founder of Practice Freedom U and a true veteran of the physical therapy industry with over 20 years of experience. Jamey has spoken at top conferences like the Private Practice Section, APTA Combined Sections Meeting, and Ascend Conference, and is connected with thousands of PT practice owners nationwide.We dive into the core challenges that hold practice owners back—and how to break through them using smarter systems, not just more hustle. Jamey shares insight from his live trainings, coaching programs, and the proven strategies that have helped countless practice owners achieve more freedom and profitability.Whether you're just starting or looking to grow sustainably, this is a must-listen episode filled with practical advice and inspiration.https://practicefreedomu.com/https://practicefreedomu.com/dcwithjamey/

JameySchrier, DPT, is a best-selling author, speaker, and CEO of Practice Freedom U, a business coaching and training company designed for physical therapists. He is a former private practice owner, and his book, The Practice Freedom Method, has helped scores of physical therapists treat less, earn more, and enjoy the life they deserve. After selling his practice, he began teaching other owners and their teams his proven business methodology to create successful private practices. He has assisted hundreds of owners in achieving financial prosperity and freedom and is on a mission to help hundreds, if not thousands, more.

A Journey from Physical Therapy to Transformative CoachingEver wondered how the right mentor can guide you through profound career changes? In this episode, we welcome Jamey Schrier, founder of Practice Freedom U, who shares his journey from owning a successful physical therapy business to becoming a dedicated coach. Jamey's inspiring story offers insights on pursuing your true passions, facing challenges head-on, and the transformative power of genuine coaching.Key Takeaways:The Coaching JourneyNavigating the Coaching MarketplaceStanding Out in the Coaching FieldRedefining LeadershipThe Coaching ProcessInvesting in YourselfVirtual Rockstars specialize in helping support or replace all non-clinical roles.Book a free call to learn how a Virtual Rockstar can help scale your physical therapy practice.Subscribe here to our completely free Stress-Free PT Newsletter for your weekly dose of joy.

Welcome to this episode of The Practice of Therapy Podcast, where Jamey Schrier dives deep into the current challenges facing private practice in today's landscape. From navigating insurance reimbursements and integrating complex technologies like Electronic Health Records (EHRs) to grappling with the soaring costs of professional training, Jamey illuminates the daunting realities many mental health practitioners face despite the growing demand for their services. He argues passionately that the survival of private practices hinges on treating them as serious businesses, advocating for a shift towards equipping clinicians with essential business acumen alongside their therapeutic skills. Jamey's insights underscore the critical need for strategic thinking, scalability, and profitability to not only sustain but thrive in the evolving healthcare market. Join us as Jamey shares practical strategies and profound insights aimed at empowering clinicians to navigate and succeed in the complex world of private practice. Resources Mentioned In This Episode: Read the full show notes here GUSTO: Earn $100 when you run payroll Use the promo code "GORDON" to get 2 months of Therapy Notes free Start Consulting with Gordon Send me the FREE Podcasting Roadmap PDF The PsychCraft Network The Practice of Therapy Community Mental Health Wear Jamey's Website Tired of Working More and Making Less? Take Jamey's Quiz Jamey on Facebook Jamey on YouTube Jamey on Instagram Jamey on LinkedIn Meet Jamey Schrier: Jamey Schrier, P.T. is an author, former private practice owner and founder of Practice Freedom U...a company focusing solely on helping practice owners work less, earn more and build a business that sets you free. Jamey has helped hundreds of growth-minded owners in physical therapy, occupational therapy and other health professionals, create a vibrant practice that runs like clockwork. Working less hours and focusing on the things you love to do is a requirement to achieve what he refers to as "Practice Freedom.” Jamey has worked with owners wanting to expand locations, remove themselves out of patient care or wanting to maximize the clinics value before selling. He helps you build your dream practice and spend less time working “In” the clinic, and more time working "On" your business and enjoying life!

Brent sits down with Steve Allred, an executive coach at Practice Freedom U, to talk about 5 Principles to Building a High Performance Management Team.Steve helps clinical entrepreneurs break through the barriers to enable growth beyond 7 figures so they can prioritize their time on the most impactful part of their business that brings the freedom, security, passion back into their life.If you've already surpassed the $1 million mark and aspire to grow your practice further, aiming for the $3-5 million range without becoming overly tied to the business, then Steve is the person to guide you on your journey. He works with growth-minded practice owners who believe that people are the most important strength of the business and unlocking their power is the key to sustainable growth and success.LINKS for GuestPractice Freedom U WebsiteEmail Steve directly → steve@practicefreedomu.comSchedule a discovery call -> Click here!LINKS for Show:TheraSaaS.com → Level up your intake system.Get more private pay clients → Private Pay Practice Blueprint.Resources

In this inspiring episode, Jamey Schrier, a physiotherapist turned successful business coach, shares his remarkable journey from the thrills of starting a private practice to the challenges of managing a growing team and maintaining work-life balance. Jamey's authentic and engaging storytelling offers invaluable lessons on overcoming adversity, effective leadership, and the importance of personal growth in achieving professional success. Key Takeaways: Jamey's transition from clinic owner to dealing with the stresses of employee management and its impact on his personal life. The turning point after a fire destroyed his clinic, leading him to re-evaluate his priorities and approach to business. How perseverance, delegation, and clear communication transformed Jamey's practice, leading to significant growth. The parallel between leadership and parenting, emphasizing the need for support systems like therapy and coaching. Overcoming personal biases, hiring challenges, and the role of self-awareness in effective decision-making. The emotional and financial costs of lack of clarity, and Jamey's evolution as a leader and person. Opportunities for growth through positive associations, networking, and surrounding oneself with influential people. Jamey's actionable advice, including taking his "Practice Quiz" to identify areas for improvement. The importance of applying knowledge rather than just learning, with a call to action for practice owners. Whether you're a healthcare practitioner, business owner, or anyone seeking inspiration for personal and professional growth, this episode is a must-listen. Jamey's story is a powerful reminder that success lies in the relentless pursuit of self-improvement and the willingness to adapt and lead with authenticity. Jamey's Bio: Jamey Schrier, P.T. is a best-selling author, speaker and CEO of Practice Freedom U, a business coaching and training company who's helped hundreds of practice owners create highly profitable businesses. Jamey is a former private practice owner and his book, The Practice Freedom Method has helped scores of practitioners Work Less, Earn More, and enjoy a life they deserve. Find Jamey: Website Jamey's LinkedIn Practice Freedom U LinkedIn YouTube Facebook Connect With Us: Be a Guest on the Show Thriving Practice Community Schedule Strategy Session with Tracy Tracy's LinkedIn Business LinkedIn Page Thriving Practice Community Instagram  

In this new episode, Rick sits down with Jamey Schrier, to talk about how taking risks, correctly delegating treatment, and building relationships are key to building a successful business. After successfully expanding and selling his PT practice, Jamey founded Practice Freedom U, a coaching service that has helped hundreds of practice owners grow their business so they can earn more and work less. In this conversation, Rick and Jamey Schrier discuss topics, such as:   How Your Ego is Affecting Your Business Relationships > Referrals Delegation of Treatment 3 Stages of Business Growth Importance of Building Relationships Overcoming Failure The Confused Business Owner Taking Risks Being Curious & a Student of Learning   Follow Jamey Schrier: Instagram: https://www.instagram.com/practicefreedomu Watch the episodes on Youtube: https://www.youtube.com/c/RickLauCallHero Follow me: Instagram: https://www.instagram.com/thericklau/ Linkedin: https://www.linkedin.com/in/rick-lau-75453021/?originalSubdomain=ca Sponsors: Callhero: https://mycallhero.com/ Clinic Accelerator: https://clinicaccelerator.com/

Join me on another episode of DPT to CEO Interview Series! Our special guest during this episode is Jamey Schrier, physical therapist, entrepreneur, business coach, and owner of Practice Freedom U. During this interview we dive deep into all things business, mindset, and betting on yourself when considering starting a cash based practice. Jamey emphasizes the importance of being vulnerable, seeking truth, and being willing to learn about yourself in order to become the best entrepreneur you can be. He talks us through the misconceptions of "needing approval" that we all struggle with as professionals, and encourages physical therapists out there that they are experts in their field when they come out of school. Another certification isn't the answer to your business success. If you're looking for motivation and inspiration as a business owner, student, or clinician, this episode is for you! -- Follow me on Instagram: @drmorganmeese | Join my Facebook Group: DPT to CEO | Ready to start your own cash based practice? Let's talk! morganmeese.com/bookacall | MUSIC: We Are The Best Team! by WinnieTheMoog Link: https://filmmusic.io/song/6235-we-are-the-best-team- License: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://creativecommons.org/licenses/by/4.0/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠   Like our content? Buy us a coffee! ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.buymeacoffee.com/buymorgancoffee --- Support this podcast: https://podcasters.spotify.com/pod/show/dpt-to-ceo/support

Henry Ford said, “whether you think you can or you think you can't, you're probably right.” Jamey Shrier with Practice Freedom U rephrases that to “mindset is money”, and he shares what that means on this episode of PracticeCare. Dr. Jamey Schrier, PT is a best-selling author, speaker and CEO of Practice Freedom U, a business training and coaching company designed for physical therapists. Jamey is a former private practice owner and his book, The Practice Freedom Method has helped scores of practitioners treat less, earn more, and enjoy the life they deserve. Soon after he sold his practice, he began teaching other practice owners and their teams his proven business building methodology to help them create successful private practices. Jamey has helped hundreds of private practice owners successfully grow their business achieving financial prosperity and freedom, and is on a mission to help hundreds, if not thousands more. In this episode Carl White and Jamey Shrier discuss:When Jamey first realized that mindset is moneySome examples of limiting beliefs he comes across with clients when he starts working with themHow anyone can start to turn the corner on their own limiting beliefs Want to be a guest on PracticeCare?Have an experience with a business issue you think others will benefit from? Come on PracticeCare and tell the world! Here's the link where you can get the process started. Connect with Jamey ShrierPractice quiz: https://bit.ly/PFUPTPracticeQuizCalendly: https://bit.ly/DiscoveryCallwithJameyLinkedIn @jameyschrierFB @jameyschrierIG @jameyschrierpfuYoutube @practicefreedomu Connect with Carl WhiteWebsite: http://www.marketvisorygroup.comEmail:  whitec@marketvisorygroup.comFacebook:  https://www.facebook.com/marketvisorygroupYouTube: https://www.youtube.com/channel/UCD9BLCu_i2ezBj1ktUHVmigLinkedIn: http://www.linkedin.com/in/healthcaremktg 

In this episode, I am joined by Jamey Schrier, PT to discuss how the “gap in the game” can affect physical therapy business owners. Jamie explains that the gap is a concept introduced by Dan Sullivan, which involves creating an ideal vision for the future and then measuring oneself against that vision. This can often lead to feelings of disappointment and inadequacy. Jamie emphasizes how this concept can apply to physical therapy business owners and other entrepreneurs. Tune in to learn more about navigating the gap and finding fulfillment in your business journey.   Show notes:  [00:01:02] The concept of the gap. [00:05:08] Progress, not perfection. [00:09:07] Setting measurable goals. [00:13:09] Moving closer to the ideal. [00:18:23] Measuring progress towards the ideal. [00:23:34] Happiness and extrinsic goals. [00:25:31] Putting yourself out there. [00:29:41] Belief in "more is better". [00:35:32] The writing reflex. [00:37:02] Learned qualities of good leaders. [00:42:26] Marketing and developing relationships. [00:46:20] Being nicer to my younger self. [00:48:04] Stay healthy, wealthy, and smart.   More About Jamey: Jamey Schrier, P.T., is a best-selling author, business coach, speaker, and CEO of Practice Freedom U, a business training and coaching company. Jamey has helped hundreds of private practice owners Treat Less, Earn More, and live a life of prosperity and fun.   Resources from this Episode:  Freedom U Website Jamey's Facebook Jamey's LinkedIn Jamey's X Jamey's YouTube   Follow Dr. Karen Litzy on Social Media: Karen's Twitter Karen's Instagram Karen's LinkedIn   Subscribe to Healthy, Wealthy & Smart: YouTube Website Apple Podcast Spotify SoundCloud Stitcher iHeart Radio      

When emotions are high...intelligence is low!  This is an episode you do not want to miss! Dan and Paul are joined on the podcast with Jamey Schrier. Jamey is the owner of Practice Freedom U.  The three discuss communication skills and steps to take control of your emotions when tensions run high. Communication is a skill that we as physical therapists MUST develop, just like our clinical skills.

Jamey Schrier, P.T. is a best-selling author, speaker and CEO of Practice Freedom U, a business coaching and training company. He has helped scores of private practice owners treat less, and earn more, and enjoy a life of prosperity and fun. Check out our conversation about how to make more and work less in the health care system. Curious about what's standing in the way of you being a practice owner? For more information visit https://practicefreedomu.com/ and take their free survey today. --- Send in a voice message: https://podcasters.spotify.com/pod/show/bemoretoday/message Support this podcast: https://podcasters.spotify.com/pod/show/bemoretoday/support

Jamey Schrier, P.T. is the Founder and Chief Executive Officer of Practice Freedom U, a business coaching and training company. He's an executive business coach and leadership trainer. Founder of Lighthouse Leader®, Jamey helps physical therapy owners create self-managing practices that allows them the freedom they want and the income they deserve. He is the best-selling author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More, and Live Your Passion A graduate of The University of Maryland Physical Therapy School, Jamey specialized in orthopedics and manual therapy. He was the sole owner of a multi-clinic practice for more than 15 years. Jamey's passions are basketball, tennis, golfing, and reading. He and his wife, Colleen, and their 2 kids live in Rockville, Maryland. You can reach Jamey at www.practicefreedomu.com. For more about Sturdy, and his coaching, speaking, and programs for business owners, visit ⁠SturdyCoaching.com⁠. #smallbusiness #businessowner #leadership #management #entrepreneur

Jamey Schrier, PT, is the Founder and CEO of Practice Freedom U, where he helps growth-minded practice owners, including physical and occupational therapists, build and scale their businesses while working fewer hours in the clinic. He owned a multi-clinic physical therapy practice for over 15 years, which he sold for 66% over market value. As a sought-after speaker, business expert, and bestselling author of The Practice Freedom Method, Jamey has spoken at industry conferences, including the Private Practice Section APTA Conference. In this episode: If you're a medical practitioner, you probably believe that by executing your craft, business management will come naturally. Yet many practice owners take on too many responsibilities, going into debt in the process. How can you extricate yourself from your clinical tasks and focus on personal and professional growth? After working over 70 hours a week, struggling to attract and retain quality talent, and nearly losing his practice to a fire, physical therapist Jamey Schrier hired a business coach and delegated his tasks. Throughout the process, he observed three core business components: marketing, management, money, and mindset. To gain freedom from your daily practice, you must implement processes to build authentic referral sources, hire from the top down to create a team that shares your values, and manage finances effectively. By cultivating an ambitious mindset, you can build a business that carries a legacy. Adi Klevit hosts the Founder and CEO of Practice Freedom U, Jamey Schrier, on this episode of Systems Simplified to discuss liberating yourself from your private practice. Jamey shares the challenges he endured managing his practice, his revelation to gain freedom, and how to structure and build a thriving company.

Brent sits down again with Dr. Jamey Schrier, a physical therapist, former private practice owner, author of The Practice Freedom Method and founder of Practice Freedom U, to talk about hiring the right clinicians and talent for your private practice. LINKS for Guest:PracticeFreedomULINKS for Show:Marketing For Therapists FREE GuideFree Private Practice Marketing Resources!Simple Practice EHR (Up to 2 FREE MONTHS)TheraSaaS Marketing Software**All content on the Brand Your Practice Website, Podcast, and other media reflects my own opinions and should NOT be taken as legal advice, financial advice, or investment advice. Please seek out the guidance of professionally trained and licensed individuals before making any decisions. Some links in the description may be affiliate links.Connect

How do you market your physical therapy practice? How do you communicate with potential and existing clients? Have you ever heard of relationship marketing? Acquiring a new client is 5 to 25 times more expensive than keeping those you already have. A PT practice (and any business in general) that consistently shoots for new clients as their primary sales objective, will inevitably fall short with modern clients. The less you prioritize people, the less they will buy from you. Relationship marketing is founded on the premise that authenticity and honesty is what sells. In today's Healthcare Hacks and Connections episode, Nate will interview Jamey Schrier, P.T, a best-selling author, speaker and CEO of Practice Freedom U, a business training and coaching company. His book, The Practice Freedom Method has helped scores of private practice owners Treat Less, and Earn More, and enjoy a life they deserve. Jamey will touch on such topics as:How to look at the past and use it to improve the future.Effective hiring strategies for 2023.Breaking down relationship marketing and the advantages it offers.Why you should make your relationship marketing efforts less salesy and more authentic.The Give A Crap Strategy: Breaking through the noise to make sure your message reaches the intended audience.Make relationships with people that can send you lots of people. Hack: You will make exponential growth in 2023 by being quick at learning from your past mistakes and applying different strategies to achieve better results. Reach out to Jamey Schrier:Social Media:LinkedIn: @jameyschrierInstagram: @practicefreedomuFacebook: @PracticeFreedomUTwitter: @JameySchrierWebsite: https://practicefreedomu.com/Get Your Copy of his Book: The Practice Freedom Method by Jamey Schrier Reach out to Me:Socials:Instagram: @thepodcast_docFacebook: www.facebook.com/nate.navas Affiliates:physiomemes.com (Discount code = Nate20)www.poddecks.com (Discount code = PODDOC)

In this episode, CEO of Practice Freedom U, Jamey Schrier, talks about pricing your services appropriately. Today, Jamey talks about the guilt surrounding pricing, accessibility and luxury, and the 3X model. How should we express the outcomes of our services? Hear about job security, pricing according to the market, and get Jamey's advice to his younger self, all on today's episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “You don't strengthen the weak by weakening the strong.” “We need to charge appropriately for not what we do but benefits that we provide.” “Always get paid for R&D.” “People will pay for your results.” “I would've gotten help from an outside source sooner.”   More about Jamey Schrier Jamey Schrier, P.T., is a best-selling author, business coach, speaker, and CEO of Practice Freedom U, a business training and coaching company. Jamey has helped hundreds of private practice owners Treat Less, Earn More, and live a life of prosperity and fun.   Suggested Keywords Healthy, Wealthy, Smart, Pricing, Money, Quality, Experience, Value, Business,   Resources: FREE GIFT: PT Practice Quiz.   To learn more, follow Jamey at: Website:          www.practicefreedomu.com. LinkedIn:         Jamey Schrier. Instagram:       @jameyschrierpfu. Facebook:       Jamey Schrier.   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927   Read the Full Transcript here:  Unknown Speaker  0:02   Hey, Jamie, welcome back to the podcast, one of my most frequent guests, and I love you for coming on. It's so great. I love seeing you. If only your wife would were here, that would make it so much better. Unknown Speaker  0:14   Well, thank you so much, Karen. And she couldn't be here. But I think she's having fun with her friends, because it's around the holidays. And that's what she does. Unknown Speaker  0:23   Oh, wow. Next time she's coming on. So let's see, last time we saw each other was that PPS in Colorado? And you had you did a pre con there, right? What was that pre con about just kind of tell the audience in case you do it again, we can get some you know, Unknown Speaker  0:44   it's it's one of my it's one of my best pre cons. It's one of my best workshops, it's five steps to additional five figures. And what I do is just grab, like, a few key areas in every business needs these. So for this one, we did a lot of foundational stuff around vision and values. We then went into messaging like, actually, how do you communicate what you do we always complain, no one understands what we do. Chad went into a whole thing on you know, how to develop your message and how to put this message everywhere. So people actually understand what you do. And let's see, we did delegation. Who not you. So to get that stuff off your plate that we all hate doing. You and I are talking about behind the scenes, video editing, it's, we all have things that we hate doing, you hire someone else. And we did some other things around development of systems. So it was four hours, and it was awesome. And it went like just like that. Unknown Speaker  1:52   I'm sure it did. Well, it sounds great. And if you do it again, hopefully at PPS people you'll get I know you had like a sellout crowd, right? Unknown Speaker  2:02   Well, yeah, I mean, we had it sold out in like a few days. And I thought that we're going to expand it, because we had plenty of room but there was some mix up or whatever. So I'm hoping I can get back there next year and literally do the same talk. I think we could probably get 150 people in there without without a problem. Because it was it was great. I got people still reaching out to me saying, oh my god, I did what you said I, I tweaked my my ad and all of a sudden people reached out to me, they want to work for me. Amazing. There's no secrets, but there's definitely some certain principles that can can always help us. Right, right. Unknown Speaker  2:38   Absolutely. And so today we're gonna talk about pricing our services. So this is a question I get a lot, I'm sure it's something you get a lot. And I have a feeling it's what a lot of people struggle with is how do I price my services appropriately? So what is your best advice? Let's just start with that. So how do we how do we properly price our services? And before we even start, I'll also say, I think a lot of physical therapists, maybe you may disagree, are uncomfortable around this conversation of pricing. Because Unknown Speaker  3:19   therapists are uncomfortable around the conversation of money. Right? Unknown Speaker  3:23   Right. So let's start. Let's start. Let's start with that. So what do you say to those people who are like, Oh, I don't know, I feel bad. I feel bad charging people for what I do. How many times have you heard that? Unknown Speaker  3:37   A lot. I heard today, I had three conversations. One too, with clients, current clients and one with someone that was interested in our program. And they all brought up the same word guilt. Guilt is a word I hear so often. And it's the guilt of whatever making money, the guilt of what I should be charging the guilt of, you know, I feel like it should be in with my team and working all the time with them. Or, you know, it's just this idea of this guilt is a motion that isn't a rational emotion. Right. It's an irrational emotion. And that kind of leads us to making some decisions that aren't beneficial for anyone. So, you know, when people say, you know, I, I feel bad about charging and, you know, my, my response back is, you know, what, specifically do you feel bad about? And that's when they kind of stop and it's more of, well, why don't really know, like, they don't know why they feel bad. It's almost like a default mechanism. Right? It's just, it's if you say you feel bad, it's, I kind of refer to it almost like I feel bad. So I'm a good person. Like if I feel bad about charging people, I'm a good person. Now you and I would do a reframe on that. If I don't to charge you, then you don't get to experience my services in a way that you get to pay and feel the value of what I deliver, like that reframe all of a sudden changes the whole relationship. But we don't look at it from that way, a lot of times, I mean, obviously, if we really wanted to become multimillionaires, we probably wouldn't have gone into physical therapy. So we would be, you know, right down the street from in Wall Street. So, you know, many of us do have this idea that helping people and doing good in the world somehow means we shouldn't make money or can't make money. I mean, there's some deep money blocks that that are going on there. And I think that's what interferes, when we try to determine how much do we charge for our services? Unknown Speaker  5:50   Mm hmm. Yeah. 100%. And, you know, I think early on in my career, I had those feelings of like, wow, I don't know, I don't feel right about this. And then, and then you realize you have that mind shift of like, well, wait a second. If I am not charging appropriately, to keep my doors open, then I'm doing a disservice to my community, because I can't reach the people I need to reach. Unknown Speaker  6:20   Yeah, I mean, I say this all the time. It's, you don't, you don't strengthen the weak by weakening the strong, we are the strong, the business owner is the strong, we're the one that's taking this risk. We're the ones that is, you know, trying to create this vision is something that we want to do and help other people. And yet, we're the ones that work more hours than anybody in our business. Typically, if you add up the hours, you work by what you pay yourself, you're making less than your therapists that you're that you're paying. And you're stressed out, it affects your relationships at home, it's like you give your best to the people that you work with. And you give whatever energy is leftover to the people that you love and that are at home. Right, the whole model screwed up. And it has a lot to do with kind of kind of going back to either our childhoods or what schools kind of teaching us or whatever our influences are, that is screwing us up when we go into this business of physical therapy. Unknown Speaker  7:24   Right, right. Because, for me, what was the biggest aha moment or a change in mindset, if you will, is going from being a physical therapist who happens to own a business, to being a business owner, who happens to be a physical therapist. So once you're in that business owner mindset, you need to keep your doors open, you need to know what you need to make to turn a profit to gosh, I mean, at least pay your bills, right. But you should want to pay your bills and turn a profit. So you know, when it so let's talk about when it comes to pricing. Is there a formula? Is there something that people can look at or can plug and play? That gives them a better idea on what they can charge? Unknown Speaker  8:18   Yes. So I like to share a little story with you. Um, New York has some beautiful hotels, right? What's What's the nicest hotel you know, of in New York? What's the peninsula? Unknown Speaker  8:33   Peninsula, you're like, I don't know. flippin insula. Unknown Speaker  8:36   I don't know. Okay, the peninsula. Pretty Unknown Speaker  8:38   nice place, right? Right charges. Who knows how much per night but it's not. It's not like 150 bucks. And then there's the opposite end of the peninsula, there's probably, you know, maybe a red roof or something floating around there, maybe a small little Fairfield inn or whatever the case is. Right now, the peninsula probably does pretty well. And I know the Red Roof Inn, they do pretty well as it also. So these are two hotels. These hotels have to make a decision about what is your avatar? What are you about? What do you stand for? And if the peninsula thinks that they're trying to be a red roof in and do some of the things that the Red Roof Inn does, then you as someone that loves peninsula will be turned off. And of course, if the Red Roof Inn starts charging $20 for water in the room, which I imagined the peninsula will do minimum, then you're going to turn off that ideal client. So it is not about what you charge, you first have to answer the question, Who is the audience you're trying to track? And even before you answer that, you have to go in too, what are you about? Where do you put yourself from the peninsula, the high end, Four Seasons Hotel even higher, and the Red Roof Inn, because it isn't bad and isn't good. They're just very different in how they identify their avatar, and how they deliver deliver services and how they market and how they deliver the experience of the Avatar, they both have an avatar, and they both do financially very well. That's where we have to begin, we have to begin with identifying well are we going to be more of a place that might be, hey, we're a little bit more of a volume business, we accept insurance, we're only getting paid 50 bucks a pop, we got to see three people an hour, we do pretty good service, the beds are clean, the pillows work, you know, we keep the place clean, we keep the lights nice, but it is it's like you're going to stay the night and it does the job. Versus Are you going to be a high end boutique, high touch kind of place, you're going to do things that most places don't, you're gonna get that call, the person is going to have your cell number they're going to reach out to it's just a different experience. Each of those places has to charge a different amount they have to write this is really an exercise on clarity. This is an exercise on you looking in the mirror and saying what is this place about? And you have to be honest, because if you're like, well, we deliver the greatest care in New York and where the best work, okay, then that means you have to align your business to demonstrate that don't say you're the greatest, and you got a leak in the ceiling. Your carpet hasn't been changed in 20 years. Right? You know, you got some water fountains sitting outside. One of my one of my clients, he's in Brooklyn, he, you know, we did this exercise years ago, and I said, Lou, what are you about, and he goes on Equinox, I go, um, hi. And he does PT he does ot he does, you know, a little bit of rehab stuff. And by golly, you walk into his place, it is high. And that is his whole way of doing things from the towels he gives in the bottle of water in the art, everything is for that person that appreciates that. And yes, many of his non insurance prices reflect that. So that's, that's where you have to start, you have to determine where you are on that spectrum, let's say make it easy. Let's just say it's one to five. All right, the wine is solid, nice. Probably a little more volume ish, lower price, the high end Peninsula, that's where you have to start. Unknown Speaker  13:06   Yeah. And that's when I sort of started my business, I sort of coined the phrase like a concierge practice, because I patterned my business after a high end concierge is like at the peninsula, or at the Four Seasons, or at the, I don't know, the Andaz or something like that, right, these very high end, hotel chains that go above and beyond, you know, they go the extra mile. And so that's how I created my practice and what my practice is, you know, we're all about excellence in every sense of the word. Unknown Speaker  13:47   And if you said that to me, and I'm like, Oh, my God, that's great. I love that because I'm status, right? Yeah. When someone tells me the peninsula, it's not because the beds are really that much better. They probably are. But it's not because of that. Let's face it, Seth Godin talks about this all the time, it's connecting with status on a certain status. Now, if you said, I'm the greatest, and you told me you charge $75 a visit, I wouldn't go to you, right? Because that's not enough. I need to be connected with the best, right? Let's face it, the best usually has the biggest price tag. That's why Mercedes, that's why BMW are a different level than some of the other car companies, right. That's what people expect, even if they pay a lower amount, because they started bringing their prices down to fit a different type of it still has that element of oh, I drive a Mercedes. Unknown Speaker  14:43   Right. And I think it also comes down to you know, you're looking at that word luxury. Right. So I and I often wonder, I do I think physical therapy is a luxury item. I don't I mean it Well, it could be, but I do think physical therapy should be accessible to everyone. But why can't you be accessible and be luxury at the same time? Unknown Speaker  15:11   Well, that's interesting. So you're going to start now moving towards a little bit of the heartstrings that you and I have talked about many, many times. This is where people get into trouble, right? I'm working with a client right now. And he's coming out of a really bad situation for the last couple of years, because he made a decision and impulsive financial decision to accept Medicaid, his businesses, typical outpatient, ortho, you know, one of those types of places, whenever be a half hour type of thing. And he did this because he said, Oh, my God, there's nobody doing Medicaid. The money's not too bad. And we don't even have to mark it, we can get a million people. Well, what he failed to really go through is realize that this population didn't align with everything else that he's doing. It was a completely separate population. It doesn't mean he couldn't have them in, but it was just mixing everything up. almost cost him his business. So he realized, oh, yeah, it was it was seven figures, it was costing him. So he realized, Oh, my God, this is a disaster. Now, he said, like you said, I wanted to try to help and serve more people. So I can help them serve more people. It was easy to generate a referrals. And we can see the population. But the population that came in the type of services that were delivered, the type of culture, not bad or good, it was just very different. What they had, so it caused a lot of internal strife. And of course, the amount of work it took to actually get paid from the government. Unknown Speaker  16:56   Right, right. Yeah. Unknown Speaker  16:59   So when you start doing things out of alignment, just like our spine, when your spine is out of alignment, it starts to create a problem, it starts to break down. So this this a question about what should I charge? The question is, what are you about? What do you believe in? And then you start to do research, not comparing yourself what someone else is charging. You do research around? I'm similar to Karen. I feel like I'm that place. What is Karen charge? She charges 250 a visit? What is someone else? HR 300. This purchase this person charges? Two. So now, you know, anywhere from two to 300 is in that world? Unknown Speaker  17:42   Yeah, you're in the right ballpark, Unknown Speaker  17:44   you're in the right ballpark. Now that number can be I don't know, I mean, people that say, Well, I charge 125 of this, like, Okay, the first question is, is that number going to get you what you want? And that's a hard question to ask, right? Why would you want to make? Well, I want to make 200,000 I go, Well, 125 an hour is not gonna get you there. I don't care where you live. Right. Right, right. These are really difficult questions that we have to answer. But the idea is, value is not about. It's not about the techniques. It's not about all that stuff. You're learning all that stuff that our profession sells us, you got to learn more about this stuff, you got to have the fancy technique. It's not about that values, really about the big result. You help people plus the benefits that you add the result or the outcome, and the ancillary benefits. That's ultimately what we're selling, all of us are selling. And if you do this exercise, right, you really start looking at Karen, well, what is the big result that we're giving people? Yes, we're getting them out of pain. But what are they getting back to? They're getting back to running, they're getting back to work. They're getting back to living their life in full. You tell me what that's worth. Because if you dig down deep enough, guess what it's worth? It's priceless. Right? If you truly think about what we do, it's priceless. Because of our health because we only have one body. And you know, if you don't feel good, it's just a miserable, miserable way. So if the value that we provide is really priceless. Then we're just using the the hotel model to figure out where we want to be. And then we align our business and we align everything else we're doing in that way. Right the alignment that's the biggest issue. Because we all say we want to be the boutique, especially the cash base programs, we want to be boutique but our heartstrings, in the way we run our business is the red roof in one's not bad ones not good. It just doesn't aligned. And that creates stress. Unknown Speaker  20:10   Right, right. Yeah. So I think if, as when you're thinking about pricing, and correct me if I'm wrong here, but I think you want to look at quality, like, what is the quality of the product you're delivering? What kind of experience and reward are you creating for your patients? Is it through like a controlled sort of channel? Or is it chaos? That makes a big difference? Nobody wants chaos. And then finally, is it a personalized service? Or is it cookie cutter? And I think you have to think about all of those things before, as you're thinking about your pricing. Don't you think? Unknown Speaker  20:56   I'll push back a little bit on that? Yeah. I've never met anyone that told me they had a cookie cutter practice, ever. We everyone knows people. But when you look at yourself, right, says they have a cookie cutter practice. Right. Right. So you know, you said you said something about experience. I'll push back on that. I don't really care how much you know, I know. I Unknown Speaker  21:22   don't I don't mean, my experience. I mean, greens for the patient. Oh, their experience? Yeah. Have creating a good experience for your customer? I've heard that before. Yeah, that's my experience. No, no, no, Unknown Speaker  21:36   I got 10 years and 20 years. I'm like, No, it's the value you provide? Unknown Speaker  21:41   Yeah, no, I mean, the, like the patient experience, I should have been more specific the experience that you provide for for them? Unknown Speaker  21:50   Exactly. I mean, you know, look, if you're providing if you feel you're providing a higher service, and part of that higher service is creating an experience that really meets people where they are and meets their physical needs, their emotional needs, and all these other needs that they have, then you need to price it appropriately. So you need to look at other places that do something similar, and get an idea of where you should be. Right. I can tell you right now, nobody does that. What they do is they just pick a number out of the hat based on their internal guilt system. Am I feel okay with this number, or if I feel too guilty with it, it's a completely irrational system. And that's how they do because I've seen people people come in our program, and I go, how much you charge? And I like 121 30. I'm like, is that what you're worth? They're like, No, I'm worth 180. I go in charge 180. They're like, really? I can do that. I'm like, Sure can. And then you start getting into, well, what if they say no, what? Every single time very few people ever lead, they just gave himself a massive raise. And now they feel better about the services are providing, right? Let's face it, I guarantee when you were a little younger, as a therapist, you charge less, there's a slight little resentment, I care and just a slight, just a little resentment, like, I'm so freaking good at what I'm doing. And I'm only charging this amount. I know with me there was because I spent a fortune on my education, continuing it hours upon hours learning to get paid the worst paying insurance that I accept it. Right. I mean, it's it's a tough thing. But you need to really look at, you know, a great exercise I like to do is what are the benefits your service or program provides? Like, if you're trying to figure out what are the benefits? What is what is the model? Like, what is the treatment model? We refer to it as the business model. You know, this is the revenue you make for the program or for the service. And then what does the market charge for a similar thing? Now I know people listening will be like, well, no one does it quite like me. No one will ever do it quite like you. But let's face it, there's other people that do something similar to the outside public. It may not be similar to you, but if you're looking outside, it's similar. That will give you an idea of where where you can play, whether you get the high end, the middle end or the low end, not service or anything, just the lower end of what you're going to build for the services. And typically, like you said before, the lower end you charge, you're going to have to do more volume. I just did a masterclass and financial unit We're talking about this yoga program around financials and financial statements and how to look at what's a profitable model. And I like to use the three times model, meaning whatever you charge, per, whatever you charge, whatever you make per hour, has to be three times of what you're paying the person to deliver it. So if you're paying someone $50 an hour, that person has to generate at least $150 an hour. If not, there's not enough money for profit, and for overhead, and salaries and labor costs and all that. So that three times model was always a good model, you can use that really easily in the cash base model, right? Because typically, in a cash base model, you're literally just paying because a lot of cash base is an hour. But hey, if you're paying the person $50 an hour, you can charge less than 150. That makes it really easy to figure out. But I know your model, you're like, I'm not doing three times my models five times, even better. And as long as people are willing to pay it, and you feel good, and they feel good. This is more of a mind a mindset. What do you value, your own services. And the challenge we all have Karen is, once we learn all this stuff, once we go through all the heartache, once we go through all that stuff, all the money and everything, we typically forget about how much we put into doing this. And we only look forward, we only look at other people that we think are better than us. And they know more, and who am I to charge more, they don't even charge that much. When we get into that whole world. And that's tough. We need to to charge appropriately for not what we do, the benefits that we provide. Right? Right. That's what we're billing out. We build out outcomes benefits results. Unknown Speaker  27:02   100%? And how do you? What do you advise people to? Or how do you advise people sorry, to? To express that, to whether that be on their website? Or when they're talking to a patient on a sales call? How do they express what they do for them? So what those outcomes would be? Because in the end, everyone's always like, How much is it? Which is normal? Like if people are coming for your services, they should know how much it is right? So how do you so now we're getting Unknown Speaker  27:41   into the sales conversation? Well, you know, my favorite topics. Yeah. Unknown Speaker  27:48   It's up to you how deep of a dive you want to go on this. Unknown Speaker  27:51   But I love I love the sales conversation because it can be really, really simple. Right? I don't have a complicated sales process. I had three calls today. They're the most genuine, authentic just conversation, here's the thing. Step one, identify where the person is, what trouble what pain, what difficulty, are there have it step one be? What are those? What are the problems that they're having? How are they affecting their lives? So in our world, in the marketing world, it's called pain points. What are their pain points. This is not just physical pain points. These are emotional pain points. It could be spiritual pain points, it could be financial pain points, think about financial pain points for a second. So you're working with someone, and you're helping them potentially to avoid a $35,000 back surgery. So there's huge benefits to this, right, you're also potentially avoiding them because they don't want to take medication. So they're now not going to be hooked on oxy. So what's the benefits of that? What's the results of that? So you always start with where people are, have the problem that they're having. So we call them you start in the pain. And then you transition to their desires, their aspirations, their wants, what do they want? And I've had people say to me, well, Jamie, of course, they want to be out of pain. I go, No, they want more than that. Getting out of pain is one part of it. But to do what, like I've had chronic back pain for 30 years. Now when my back pain flares up. First of all, I'll write a check. I don't care how big 100% Right Second of all, what I want is not to get out of pain, necessarily. I want to go back and play basketball. Now of course, it's a hell of a lot easier to play if I'm not in severe pain. Now the question was, or the question is, so what is it about basketball? Well, it's social. It's physical. I stay in shape. I stay connected with my friends. What happens if you can't play basketball? Well, frankly, I'll get a little depressed. I'll just be a slob. I you know, a walk around the neighborhood but that's I'd like to talk smack with my buddies. So you get people into this emotional place of where you are now. And where they want to be where they want to be. The only thing that you need to provide, besides a sense of trust, which is, what's the biggest thing you provide, is you're providing a bridge from what I like to refer to as the House of Pain. Because I like to house the pain. Sure, jump around to play. Yeah, Unknown Speaker  30:30   of course, that was that was House of Pain, right? jump around, Unknown Speaker  30:33   I know you you got the House of Pain, to Pleasure Island, are going from pain to pleasure. The thing that gets us there, the bridge that gets us from pain to pleasure. That's what you provide. Now, if they want to know the specifics of what you do, then you can share the specifics you could share Well, step one, we do an intake evaluation, and we go through ABC, step two, we determine what's going on step three, we turn the player of the plan, step four, we get you better. So 1234, that's our plan. So because when I trust you caring, if I trust you, I don't need to know every little thing that you're going to do. I really don't care. All I care about is can you help me get what I want? And get me out of this place that I'm at right now. This is the, quote, sales conversation. I have. I mean, I tell people what the sales conversation because people think this is like some bait and switch, some coercive, the best sales conversation in the world are the ones that are most authentic, most genuine, and you actually care and you want to understand where they are. And you want to understand where they want to go. And you have confidence in what you do. If you don't have confidence. You show up weak weaknesses in something people trust, and you show up. I don't know if you're gonna be they really helped me. So if I asked you well, how much do you charge? Well, I don't I mean, kind of I mean, is 100 too much? I mean, I mean, I'll see you a couple of visits, like, you start almost apologizing, right? I've done it. Unknown Speaker  32:21   I've done it. I've done it a million times. 100. Yeah, absolutely. Unknown Speaker  32:26   But I've gotten over my emotion towards money, because that was my issues. And now it's just very clear. Well, here's what the program is, here's what we do, here's how much it costs. Hey, whatever, you know, credit card, check, whatever worried. And, yeah, I mean, this, this is where, you know, when we do an exercise around sales, you come out of this, not thinking twice about it. But we have to appreciate the fact that we went into physical therapy, we do have some money issues, we do have some guilt issues. But we can address those, because those aren't helping us get create the life that we want. And that's not going to serve the people we want to serve. And that's not going to attract the people that want to work for us either. Right? Because your staff, as much as we like to say, well, the generation, whatever generation we're on Z, Y, whatever, they don't want to work, they don't want to do anything they don't want to nobody wants to work for a boss who's broke. Because you know, why selfishly speaking? Karen, if you're broke, that means my job's unstable. My security is unstable, right? I want you to do well. So it's not that I don't want you to do well. But let's face it, it's it's it's expensive out there. And I want to make sure that I'm secure. So most of the people that bitch and complain about the people out there, they volunteer about his money. Well, the problem is, why can't you afford to pay them? And it's because you're not running an efficient business. Because of some of the things we talked about. Your services aren't priced correctly, you don't know actually how to position and sell your services. But those are skills. Those are skills you can learn there's nothing magic about it. Unknown Speaker  34:15   Right. And you can practice those skills. Absolutely. You have Unknown Speaker  34:19   to practice Yeah, well, how many when I worked with my, one of my first coaches in this business and in the coaching and training business on my nine years ago, he had me do this extra because he I had so much damn money stuff in my head. He goes, what what's the most you've ever sold in a program is like $500 Like, okay, so you're gonna charge $5,000 for your upcoming 90 Day Program. This This was the first thing I sold. I didn't sell a $97 program or $7 The first thing I was selling despite that I was sweating. And I go what do I say because you say exactly this. You ask them about this, you ask smell that. And then you say, here's what the price is, and you shut up. And I was scared I was sweating up for people said, Yes, I made more money in that thing. And they ended up being clients for a long time. Right? So what he had me do here was the exercise. He goes, I want you to practice doing the sales on your phone. And then I want you to send it to me. I'll give you some feedback. You do it again. So I practice 10 times. give me feedback. I practice 10 more, I knew the sales close. Right? Hey, so what are your thing? All right. So this, what do you that? So I kind of practice that, that thing. And by the end, I'm not saying I still didn't have some issues and butterflies when I said it, but it was a lot less emotional for me. And, of course, the people came on and they they loved it, they did well. So this is what we get to do we get to increase our skill levels and capabilities by practicing for sure. Unknown Speaker  36:06   Right, right. And and it's okay to not be perfect right out of the gate. Unknown Speaker  36:12   You're not going to be perfect, you're gonna screw this up, of course, you're gonna mess it up. And you know what, they're still going to pay you. Unknown Speaker  36:20   That's right. That's right. Unknown Speaker  36:22   Another mentor of mine told me always get paid for r&d. And everything's r&d. In other words, everything we're doing, we're just practicing, right, we're gonna practice this, you might as well practice it on people that can write new checks and come in as, as a patient. So, lean into the fear, lean into the worry, practice the the conversation and all that figure out where your price point is, and be confident people, people will pay for the results. Now, that's not your population. If your population is $125 a visit, that's fine, that's fine. People will pay for the results. That's right, you get to choose where your thing is, the only advice I would give you is just make sure you're at that three times multiple, do not charge and we're not talking about you because nobody pays themselves. We're talking about if you are someone if you're just a solopreneur. If you are someone to deliver services, just make sure what you're charging is three times what you pay them. If not, you're gonna you're gonna buck up on some on some issues there. Unknown Speaker  37:38   Right, right. And I think that's really good advice, and kind of a one. One have a really good solid takeaway from our conversation. Are there any other takeaways that you want the audience to remember? Unknown Speaker  37:54   Decide whether you're the peninsula or the red roof. Look for the people in that level of your market. Look at where they are and what their services are, and charge and price accordingly. Absolutely, Unknown Speaker  38:11   yeah. Yeah. I couldn't agree more great advice. Did we miss anything in our conversation? I feel like we hit a lot of really solid points. Was there anything that you were like I really wanted to get this point in? And we didn't hit it? Unknown Speaker  38:26   No, I don't think so. I mean, you know, you and I have lots of conversations around this. wish this was more complicated. It's not. It's not complicated. We make Unknown Speaker  38:38   it complicated. Unknown Speaker  38:39   I don't want to make it more complicated. Because I'm really good at doing that. I don't want to make this complicated. By giving all this other stuff. Here's the biggest problem we have with this. It's not that we're great at delivering what we do. The problem is we have our own internal issues around money around pricing around guilt. That's the part we have to address. No amount of fancy strategy, this subnet is going to change that. So the thing I gave you with the hotels with the this and that, it gives you an idea where you feel comfortable, make sure it's three times what you would have to pay someone to do it and try it. See they'll thank you. They'll thank you for doing that because your issues your own stuff is all in your head. So the only way you can address it is by addressing it so you don't need any more fancy stuff. It's just figure out where you are who you are. Charge it and go get Unknown Speaker  39:43   it right kiss keep keep it simple, stupid, right? Unknown Speaker  39:47   Keep it simple. Unknown Speaker  39:48   Keep it simple. absolute love it now. I know you know this question. So what advice would you give to your younger self? You've given plenty of advice here to your younger self, and I feel like it's a never end Doing well, sources. So give us another one. Unknown Speaker  40:03   What advice would I give to my younger self? Um, I probably I would have, I would have gotten help from an outside source sooner. Unknown Speaker  40:19   I love it. I just said that the other day, I think that's great advice. Unknown Speaker  40:23   You and I, you and I have a value system very similar when it comes to learning. You and I are lifetime learners. Mm hmm. And I wasn't always like this, I learned in my profession. But when it came to the business of physical therapy, I did not invest one 100 of what I invest in my, you know, manual skills and stuff, I, I wouldn't, I wouldn't, I would buy a book. And my younger self, I would have invested much more in my business acumen, I would have hired a coach, I would have went through the uncomfortableness of writing a check to my coach, which I eventually did. But then on the other side of that, you know, you get so much back of that, because you have to go through the fire, all of us have to go to the fire, even the overnight successes, which there's no such thing goes through the fire. So I would have gone through the fire sooner so I could get on the other side instead of through the torment that I did for for pretty much nine years. Unknown Speaker  41:27   Right? Right. I couldn't agree more. And now where can people find you? And what is your free gift for the listeners? Because I know there is one here. So they can you can follow me quiz. Ah, your PT practice quiz. Unknown Speaker  41:46   Yeah, I mean, look, the first thing you want to do is really understand kind of where you are in your business, you might think you understand where you are. But this this, this pte practice quiz and I have asked you questions that you're not asking yourself. So there's it only takes about five minutes to do it gives you a score kind of rates you where you are in your business, and then I provide resources to help you overcome those challenges that you're having. Because business really comes for most of us, you're really in three different areas of your business, you're in a Stage One Business stage two, stage three. And really what that means is where your income is your your total revenue, whether it's zero to 400,000 400,000 to a million or million to 3 million, that's where 90% of all of us are. So this quiz kind of will ask you some questions and really kind of teach you a lot about your business. So that's definitely something that I would highly recommend taking you want to reach me you know, best way to do is just follow me on LinkedIn. You know at Jamie Schreier. You can reach out for my you know, shoot me an email if you want to shoot me an email Jamie at practice freedom you. I'm all over the place. I'm like you, Karen. I'm all over social media. I tried to get myself out there and try to deliver good, good resources for people to try to help them. Unknown Speaker  43:07   Cool and I'll just remind people of the website it's practice freedom you the letter u.com Unknown Speaker  43:14   Yeah, practice u.com And then yeah, there's there's a quiz right there or you can leave the link to the quiz. Unknown Speaker  43:20   Yes, everything will all of Jamie's information will be at the podcast, website at podcast at healthy wealthy smart.com. In the show notes under this episode, one click will take you to anywhere you want to go. Jamie Schreier related. So I think that's pretty good, right. That's great. Great. So Jamie, thank you so much for coming on. Again, as always a great conversation. I really appreciate you. So thank you so much. Thank you, Karen. And everyone. Thanks so much for listening. Have a great couple of days and stay healthy, wealthy and smart.

In this episode, Founder and CEO of Practice Freedom U, Jamey Schrier, talks about hiring and retaining staff. Today, Jamey talks about changing how business owners see employees, the 3X rule, and digging deep to find clarity. What can business owners do to hire the right people? Hear about the importance of being inspired by your vision, successful marketing strategies, slowing down the hiring process, and get Jamey's advice to his younger self, all on today's episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “Besides you, your employees are the most important people in your business life.” “Meet your prospects where they are.” “Employees want to work for a company that has a purpose.” “The first person your vision needs to inspire is you.” “When clarity happens, you get power, you get confidence, and you get dialed in. When you have that kind of focus, that's where magic happens.” “We've become infatuated with advancement. We've become infatuated with certifications.” “Hire for traits. Train for skill.” “If you are a business that's growing, then you can never stop looking for talent.” “Having a process and slowing things down is critical.” “Be vulnerable. Be open.”   More about Jamey Schrier Jamey Schrier, P.T. is a best-selling author, speaker, and Founder and CEO of Practice Freedom U, a business training and coaching company. Jamey is a former private practice owner, and his book, The Practice Freedom Method has helped scores of practitioners Treat Less, and Earn More, and enjoy a life they deserve.   Suggested Keywords Healthy, Wealthy, Smart, Business, Hiring, Employment, Purpose, Vision, Values, Inspiration, Interviews, Focus, Strategies, Marketing,   Get $200 off Jamey's Course   To learn more, follow Jamey at: Website:          https://www.practicefreedomu.com LinkedIn:         Jamey Schrier, PT Facebook:       Practice Freedom U                         Jamey Schrier Twitter:            @JameySchrier Instagram:       @JameySchrierPFU   Subscribe to Healthy, Wealthy & Smart: Website: https://podcast.healthywealthysmart.com Apple Podcasts: https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud: https://soundcloud.com/healthywealthysmart Stitcher: https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:  https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927   Read the Full Transcript Here:  00:02 Hey Jamie, welcome back to the podcast. I'm happy to have you on I think you're quickly becoming my most regular guest and I'm really happy and thankful for it. So welcome back. Oh, thanks, Karen. I   00:14 appreciate being invited back and I am honored to be a regular it's like the old school while I'm dating myself here with the Johnny Carson Show. I mean, that's, that's going back and I don't want to date either one of us, but it's like, you know, the regular guests that's on there. They can't find anybody. There. Schreier. He's a felon. He didn't come in there and fill up some time.   00:38 Oh, that's so funny. I think I was watching Seth Meyers and Rachel Drac was on and that's what they said, Rachel Drac is like, you know, someone else was supposed to be there. But I don't know if they got sick, or they couldn't make it. And so they called her that afternoon. She was like, Sure. Tell me about her.   00:55 Oh, I've watched a sports show called PTI. Pardon the Interruption around it takes place right in DC. And one of the guys is called Phil and Frank. It's like, if they ever need anybody, someone's out sick. You know, Frank, I saw he, he jumps in and fills in at any, you know, at a moment's notice. So, you know, I don't know if I'll fill in Jamie. But well, well, you're   01:17 not, you're not filling in, you're just a regular guest.   01:22 Thank you, thank you,   01:23 not a fill in. It's just a regular guest. So today, we're going to talk about something I don't think I've really talked about on the podcast, at least, I can't remember talking about this in great detail. And that is, how to hire people how to retain staff, which, you know, as we were speaking before we went on is a problem, not just in physical therapy right now, but in a lot of industries across the board around the country. So let's dive in. So you have four surprisingly simple ways to hire and retain staff. So let's get to it.   02:03 Yeah, I mean, you know, as we know, it's a difficult marketplace. And I think, you know, this shift isn't just a shift that is, oh, they're gonna have a shift, and it's gonna be all fine tomorrow. No, I'm not gonna say it's not a permanent shift, as far as we're always going to have this difficulty, you know, really finding good people. But I do think it's a shift that is going to stay around as far as what people are deeming important, what people are deeming valuable. And I think it's important for us in the hiring marketplace, that we begin to shift how we as business owners, and that's kind of the position, I always come from being a business owner, and you being a business owner, is how we need to shift our way how we think about employees. You know, it's interesting, you know, I speak to so many people every day, every week, whether there are clients or, or just people out and about and in the business industry, and, you know, I can't tell you, Karen, how many times people talk about employees as a cost, right? It's like, oh, how much are they going to cost and, and I don't know if I can afford them, and all they care about is wanting more money, and this and that, and, um, you know, and it, it kind of, it hits me, because I think the first thing we have to do collectively, at least as a group of business owners is start to shift that your employees besides you, your employees are the most important people in your life and your business life. And if you don't mentally look at them as an investment, just like you look at any other investment you're doing, that will bleed into other things. It'll bleed to how you treat them, it'll bleed into some of the things you say are some of the things that you create or benefits or whatever the case is. And I've seen that so often, I used to do that, because I used to kind of think that way is they were a cost come in, do your job, shut up and just leave me alone type of thing. And you know, that is not the right way. It's never been the right way. But now more than ever, that's kind of the premise of all of this is shifting in these people are an investment. And investments are things that you want to nurture. You want to help you want to grow, you want to be assets. And I think it takes that fundamental shift before anything, because if not, everything just becomes an empty strategy or something but it won't hold. It won't have teeth to it. If there isn't that shift and how we think you know what I mean?   04:54 I do I do and I think that's a really great distinction that you made that you for employers to look at their employees as a real investment, because if that employee is nurtured and you help them grow, if they can help grow and expand your business in ways that you never thought could even be possible.   05:17 Exactly. And it sounds simple, it's easy to read in a book or listen on a wonderful podcast, but actually doing it in the moment is not as easy to do. Because we have wiring ourselves, we have thoughts, we have biases, we have upbringings and influences in our lives, as we all do. And these things, you know, whether you call them, you know, limiting beliefs or negative biases, we have all of these things that start to affect how we think and how we communicate. And how we ultimately, you know, put into action, some of these things. And if you don't feel that way, you don't think that way, it will come out, during how you interview how you post an ad. I mean, you know, I can be very honest with you, I know, you know, my ads used to be going on, I don't even know if it was indeed at the time, but going on whatever the latest thing was Craigslist or something, and just looking at another company and just copying their ad. I mean, I didn't know what to say, I didn't really know what I was doing. But I just thought, hey, if the hospital, you know, put an ad up, they must know what they're doing. Because they got you know, a lot of money and they hire good people. So my ad was basically a hospital ad. And what's interesting is, so many so many people continue to do that they, they put up some vanilla job ad on indeed. And they're like, well, this used to work, it ain't working anymore, you cannot do that anymore. It's not going to get you people, and it's certainly not going to get you the right people. You know, the real, the real thing right now is, you know, truly differentiating yourself leading with the positives. And, you know, I know we'll get into this in a second, but really looking at these people looking at these potential employees as investments and learning, how do you meet them? Where they are, right, there's an old marketing term is, you know, you know, meet your prospects, where they are joined the conversation they're having in their brain, which really means is, understand them, perhaps better than they can understand themselves, do your do your research. And, you know, I never knew anything like that. But I think that that's, that's what we all need to do is pause for a second and really understand the type of person that we're looking for, and learn as much about them. And when you're able to do that, you're able to put together what's what's called an employee value proposition, you know, you've we've heard and and we talk marketing, your unique selling proposition, all kinds of different propositions, but this idea of a an EVP and employee value proposition, yes, our job is to seek out and actually sell people on what we have to offer, why they should buy quotes, what we're selling. And it is a different way of looking at it. And for a lot of people, it's uncomfortable, and it's like, I shouldn't have to do that as as some of the things I've heard, you know, I shouldn't have to do that. They should want to work for me, you know, we give the greatest care and, and we're the best at what we do. And we really care about our people and all that it's like, yeah, but so does everybody else.   09:08 That's what I was just thinking doesn't everybody?   09:11 Yeah, I'm okay. And I know you care just a little bit more than I do about quality care. And I know that I mean, but that's, that's the mindset we come with. What we don't come with is we need to put our best foot forward. And we need to understand these people that we are trying I know we hate the S word. But we are trying to I'll say the P word and said persuade them for coming to interview with us. And then if we liked them, persuade them to commit to working for us. And you know what, when you have the ability to get pretty much any job you want out there, you put a posting out that you got 10 potential offers maybe 20 You're in competition with A lot of other people, and you have to realize that and have to do the work. It's not hard work. But it's focused work to understand more about who you're trying to get than you ever needed to do in the past. So that's kind of the premise of the whole thing. Yeah. Yeah. So   10:19 I was gonna say, Is this part of these, like, we mentioned the top kind of simple ways to hire and retain staff, is this part of it? Or is this the background you need to do to get to?   10:32 I think, I think it's the background. I mean, if I mean, you could put it in there. But you know, for this for this conversation, I'm kind of setting the stage of, of the background of where people need to be coming from. I mean, the bottom line is, why should they work for you? It's really that simple. Why should they work for you, because they can work for someone else, no matter what you say, one an hour to an hour. But there's, there's already 10 other people doing the same thing. So you know, one of the things that now we're gonna get into the specifics, you know, one of the things we talked about, you know, we need to treat them like an investment. But it goes beyond that, we need to understand number one thing that every owner needs to do is understand what their worth is. I did some research on this. There's a recent Gallup poll. And they said 60% 64% of employees said that a significant increase in income and benefits. Was there number one won't. Now, which is interesting. It wasn't necessarily number one, a little while ago, it was never number one. For many years, it was never even a top five money was not the focus. Well, it is now and you can't blame them. Because let's say education is a fortune. Right? Some people No, in our industry are saying, it's not even worth it. If you look on paper, just money, you invest in education. And when you get it back, you might be in debt for 20 years before you actually pay it off. Depending if you have 234 100,000, you have inflation, it just cost more to live in some of these cities like yours, and mine, it costs a lot to live wow, you know, you adjust for the insurance that you get, if you do take insurance. It's not covering that. So they expect the employer to do that. So this, this question of, you know, what is their worth? I've heard from so many people that say to me, you know, I can't afford that. And I say, Okay, well, what can you afford? Well, I don't know. And there's the problem. You need to know what this person is worth to your company at the level that you want them working. So for instance, I like to use a three multiple and a typical outpatient example. So if you're a typical outpatient, orthopedics, not, you know, insurance based, most likely, but it really depends. And your multiple of salary, not benefits, not taxes, and it just salary. It has to be at least three times, meaning that if you pay someone 75,000, that person should produce 225,000 in revenue, a three multiple it's just a ballpark. Could it be less than a three? It could be? It really depends how what your expenses are like, what's your rent, like?   13:42 You know, your other overhead and all that kind of stuff to make sure that you can cover all that and still have money for profit, let's not forget, profit. If it's greater than that, you should be really clear you should be fine. So it's our job to really dial in, what can this person generate? And then use that ballpark three times to determine what you can afford. So this shines a light. Karen and I and I've had some recent conversations with people and analyzing their business is shines a light on people's business models, some people's business models, they have this altruistic will I want to do one patient an hour, I'm like, hey, you know, we don't tell people what your model should be. We just tell you whether it's going to be profitable. And it's going to achieve the goals that you want, especially especially to financial goals. So if you do one patient an hour at $100 a visit, I can tell you right now there is no way you're ever going to be able to afford the people to work for you. That stay with you. It's It's literally impossible, because there's not enough money. Let's say it's one patient an hour that's at the greatest 808 A day Don't eat everyday, which is not going to happen. So let's say it's 30 or 35, you know, a week at 100 bucks 3500, that's 14,000 a month, that's 120 450 $160,000 Eat, you're gonna afford $50,000 therapists. And most people don't look at it like that care. And they go into this. And they look at it in the Yeah, but I want to deliver, you know, quality care one an hour, but they don't they haven't done all the numbers, whether they can actually build a business on that. Now, can they work for themselves and be like you and I were talking about before the show solopreneur? Sure, they can do that, you can just give yourself a job. And you might be able to make some decent money, but that's the job, right? That's just a self employed job. And if that's what you want, that's fine. But if you want to hire people and actually build a business, where gives you freedom, you're going to have to make a decision. But that's, that's so many times where people kind of have the wake up call and be like, oh, man, I need to change kind of how we're doing No wonder I don't have any money in the bank, even though we're 90% utilization. And that's a horrible feeling. When you're working your butt off, everyone's working their butt off, and there's still no money. That's a fundamental flaw. So that's, that's kind of the surprisingly simple way is just get clear on what you can afford. Use the three times as just a guideline and see what a you expect them, how productive do you expect them to be? Is it 80% 85%, whatever visits you want, multiply that by how much you get paid per visit, and just see what that looks like. That's where you need to start, then you can answer the question how much you can afford, you can answer the question what the therapist is worth to your practice, how much they can generate. And at least it gives you more data to know if the person says 80,000, and you never given anybody more than 72 You know what you might be able to afford that. And it might be a really good hire if they're a good fit. So anyways, that's that's kind of a the the number one thing that I'll start with?   17:13 Yeah, I think that's great, practical, easy to understand. What's next, what else can we do to hire the right people?   17:20 Yeah. So number two is a biggie. And this is, comes to Forbes magazine talks about this, I call it be on purpose, be on purpose. According to Forbes, employees want to work for a company that has a purpose, right. And we have a such a deep purpose. Us as as therapists, caregivers, we are healers. We're healing the world. And sometimes that message gets lost. Sometimes we forget that message about what we're really doing. Sometimes we speak about metrics and productivity, and we lose the message about what we're doing this for. And other times, it's all about the quality of the quality. And we have a business that is in financial instability. So how do we become on purpose? Well, the first thing is we have to get a vision, we have to get a vision as Simon Sinek talked about a vision as a just cause there was an interesting TED talk that he was talking about, or maybe it wasn't a TED talk, it was just a video, but he was talking about having a just cause a vision needs to be your Northstar. A vision needs to be inspiring. And the first person your vision needs to inspire is you. If you're not inspired by envision, like, you know, caring if it's like, what's your vision, you share a vision and you're like, so, you know, how do you feel about there and like, whatever. If you're not inspired, you're not going to share that vision to others. And if you don't have a vision, we'll put in values. Your values don't have to be these company values that you see in whatever commercials and they're on some rock outside the thing. Values are your beliefs. What do you believe in? What do you believe about the work that you do? Why is this work so darn important to you? People want to be connected to something they can get a job working anywhere. So why do they want to work for you? What are you about? What is your story in your business? I share my story a lot I've shared it on on your podcast many many times. And more people come up to me and say oh my god, I resonated with your story. I didn't have a fire and burned down my place but I've had some really difficult times. We are story people we love movies. We love plays. We love dying. Begin to stories. What is it about your business? How did you get started what it means to you, because during an interview, that's what people are going to connect to. That's what's being on purpose. So take some time and write down what your vision is, what your story is, what your values are, what does this mean to you? And use that with your current team, of course. But also you can use that in your interview process.   20:30 Yep, I love it. That was a huge part of what I did. You know, maybe two years ago, I was really being intentional and looking at mission, vision and values, and really understanding why I do what I do, why I started my practice, why I decided to go out on my own. And it was really enlightening, and made me appreciate the business that I have so much more. So if if you are a business owner out there, and you haven't, like maybe you've written down like a mission, vision and values A while ago, just to have it on your website, or just to do it, I would suggest go back, revisit it and really think about who you are as a person why you decided to start your practice what is really important to you. Another thing that I talked about at ascend, and that we did in the Goldman Sachs 10,000 small business program was they had us find like a totem. So this totem could be, it could be a phrase, it could be a physical object. It could be a mythical creature, if you will, whatever you want. That encapsulates why you do what you do or encapsulates your vision. And I remember thinking, told them, I don't know what I don't know what that what do I told them? And they're like, yeah, just let it. And then I was like, Oh, of course I do. Because it's been my sort of guidance for, I don't know, 18 years now. So even before I moved to New York City, before I started my practice, I was sort of obsessed with the cathedral by Rodin, which is two right hands coming together. So when you look at it quickly, it looks like a right and a left hand is actually two right hands. So it's two right hands coming together, not touching. So I always looked at that is like therapist and patient coming together with space in the middle to kind of grow and move. But you could take that into you and an employee, it could be you and a partner, but it's coming together, but not fully. But having that space in the middle having space for new things to come. So that was kind of my totem. And I didn't even realize it until I did this went deeper into this process two years ago. So I highly suggest people if you've already done it, do it again.   23:08 Yeah, you know it. I love I love your story in a lovely, what you're sharing, you know, I think that as as highly left brain analytical, very smart people. I think sometimes we have a difficult time going deep. Cal Newport, who actually is here in Georgetown universe, Georgetown, you know, talks about deep work going below the superficial. And we have a tough time with that. I don't know if we have a tough time being vulnerable, which I know we do. A lot of people do. But vulnerability is power. That'll be maybe my next talk here. But I you know, we have a tough time of going below the superficial and going into the real deep, where the real work happens. The feelings, the emotions, the connections of why do you do what you do? You don't have to you can do anything you want. Why this? You don't have to start your business. No one forced you to why it's bigger than I didn't like my boss. That's why he started. It's bigger than that. You have to go deeper. And when you do you get such clarity. And because when clarity happens, you get power. You get confidence and you get dialed in. And when you have that kind of focus, that's where magic happens. Because other than that, it's a noisy world and it's easy to get distracted. I mean it's easy to get distracted by everybody else's stuff. So, so important, because here's the thing when you when you are dialed in on your your vision, your story, what who you are I'll tell you what One thing is going to happen, these people are going to come into your world candidates or whatever they're going to know who you are, they're going to know what you're about, they're going to know where you're headed. Now, whether they choose to be a part of it or not, that's their choice. But there's not going to be a confusion about what you're about. And you know what, give me that every day of the week, because what I don't want is there. They're just there. It's kind of like, everybody else, stand for something, draw a line. And it starts by doing that deep work. So that's number two. My next one is, is one of my favorites. It's higher for traits train for skill. I feel as as an industry, that we have become infatuated with advancement. And I don't, and if   25:52 you mean all those initials after your name,   25:56 well, we'll carry on, let's just say it we've become infatuated with, with with certifications, with initials with with almost to say, Karen, I got 28 initials. Karen, I'm better than you. I'm a good person. I'm a great therapist, because I'm really, really smart. Well, guess what, Karen, you were smart, when you graduated, you're smarter than better than 1%, you know, then the other 99% of the world, you were already smart? How much more do you need for you to look in the mirror and say, You know what, you're good enough. You're okay, because you can't remember 90% of the stuff that you're learning anyways, I don't know where that certification and that more and more is better. I mean, there's definitely a financial part there. Because, of course, people get paid for the more education and there's people that are doing that, that are highly paid. But you know, this idea of the more letters the better all be. Now, here's the problem with hiring with that, because you're like, Jamie, we're gonna how's the connection? The connection is this. Because you can get enamored with a resume with someone that has two things, one, a lot of experience, we love that. And to a lot of initials, because in our head, we've taken that, and I've had people tell me that on so many occasions, well, will they have experience in a ton of certifications? I go, and well, I just assume I go, Yeah, I just hope that they would, I thought that they would what? Well, I just thought that because of that they would just be this amazing person that walked in, and they would do things the way that I would do them. They would just own it. And they would just be amazing. And I said, yeah, no, that's not what makes them amazing. You see, being a professional is not about having all that stuff. It's okay to have it if you want to have it if you want to learn, but you know, what? What are the traits, the characteristics that you're looking for with a person? Whether it's a front desk, whether it's a therapist, whether it's a clinical director? Who are they? Who are you looking for, because that the person that's going to walk in, and that's the person you're gonna get. The other aspects the skill, let's face it, we can train someone for any skill that's out there. There is a course for it. There is of course, a certification for him. There is a continuing ed for which you can't really change who someone is. If they're not a timely person, then they're not a timely person. If they're an introvert, they're an introvert. I mean, if you want an extrovert people person and you hire an introvert with a great resume, you're gonna get an introvert with a great resume. But if you hire someone hungry, if you hire someone that just has the, the, the, the characteristics, the character that you're looking for, who believes in what you're doing, who shares your values, of integrity, of timeliness, of commitment of just doing what's right. Give me that person every day of the week, and I will train them on the other stuff. But Karen, here's where some of the challenges occur. What if you don't actually have a training process?   29:33 What if you don't really have a hiring and onboarding process it's kind of some I don't know just something you kind of do. Their lair lies the problem. The real challenge is you don't have that. And if you don't have that you do the hope and pray method. I hope I the worst that kill me is Jamie. I think I hired a rockstar and I go oh boy. Here we go. Because hiring a rockstar is the hope and pray method. In your mind, they're a rockstar because you are hoping that they are because you don't have time to deal with this. Because you need to move on to something else because you are overwhelmed. Give me someone who's passionate about playing the guitar, and I will turn them into a rock star, but a rock star at my place. I don't need a rockstar at someone else's place. Because rarely, if ever, does that convey in someone being that a player at my place. So that's the biggest thing. really sit down, write down what are the characteristics that you want for this position? Are they outgoing? Hi, Quickstart, you know, talk about their emotional intelligence, are they detailed oriented, they follow through communication skills, you know, relational skills, like really get clear again, on the type of person that you want. And if they're not that person, no matter what their resume says, then maybe they might fit another position. But you want to be really careful about bringing them in, because it's an expensive endeavor that you're making. You don't want to make the wrong investment.   31:14 Yeah, absolutely. And I think I'm just gonna repeat that one more time. Hire for traits train for skill, just so people have that embedded into their freight train for skill. Yeah, yeah. Excellent. Okay, what's the last one? Last   31:31 one, expand your reach? Look, marketing is about awareness. The more you create awareness out in the world, the more opportunities and people come to you, we are in the marketing, of looking for candidates. So we have to use that same mentality, we're trying to find good people, we need to ramp up our efforts. So we need more effort. And we need to expand our reach, we need to explore every channel and open every door that's out there and apply a massive amount of action for a long period of time, this doesn't end we are all Talent scouts, it never ends. As long as you're trying to grow, you're always looking for talent. And if there's a if you find someone, you'll figure out a way to bring them in, because you'll know what they're worth to you. So what are some things you can do LinkedIn, had a friend of mine do LinkedIn strategy, which is basically connect with with people connect with I mean, LinkedIn is a 24 hour, seven day a week networking site, they just connected with people just generally connected with people. And then, you know, said, Hey, by the way, you know, I'm looking for this particular type of person. Do you know of anybody? Would you mind sharing the this as sharing his job description? With your network? I'd really appreciate it. They're like, sure. Now, all of a sudden, he had 567 people 10 people sharing this. Within a week, he had someone in Texas, saying, actually, you know what, I'm just finishing up my rotation, which was kind of weird, because it was at the same place that he actually did a rotation at, you know, some massive sports place in Texas. And the person's he's flying them up for an interview here. I mean, that costs nothing. It costs nothing. So LinkedIn, your staff, if you have a decent staff, they like working there, well guess what their staff there, your staff has a network of people, especially your therapists, give them a referral bonus. Ask them to reach out to their people, you know, great way to network. And we've hired lots of people through people that already worked for us. Your past patients, your contact lists, you know, again, sounds simple. Put it out there, hey, we're growing we're looking for and be specific. We're looking for someone to join our team, someone that has these qualities. If you have to every state has a list you can purchase. Right? I did this several times I purchased a list. It wasn't very expensive. They give you addresses, they don't give you email addresses. It's funny, I can actually go to your home right now, Karen, because you're on that list. I can go to your home in New York. But God forbid I can email you. And you can just you can just say unsubscribe or or just delete me, but I can go to your house. I never really understood that one. But that's the way it is. You can purchase a list, you can send them a letter, hey, put your best foot forward send them a great letter about the position. Are they interested? Do they know someone and guess what? Nobody really gets any good mail anymore. They're going to open up your letter. So that's a little more expensive, but it's still worth it. And of course your network pass candidates students. A longer term approach would be have a student program it is the best way to do a 12 week interview with them. And then you know, you know, obviously there's there's companies out there, there's recruiters out there, definitely a bit more expensive. But if you know what the value is of them of the person that you're going to bring on board, then it might be an investment that's worth it to you. So the key is, if you are a business that's growing, then you can never stop looking for talent. And once you do that, you will start to bring in people quality people, look, most of us aren't these massive companies that need 1020 therapists, one or two people can make all the difference. So let's shift your mind out of the idea that there's nobody out there, there's no good people out there, there are, you don't need a million people, what you need is to get very clear on who you're looking for. And you need to put a massive amount of effort behind it into networks. And I promise you'll find somebody a lot quicker than you think. But don't just put an ad on, indeed, that you got from another person. And think that's all you need to do. It definitely takes a lot more effort these days.   36:11 Yeah. All right. So I'm gonna recap. So yes, understanding what would their worth is. So that's that three times, rule. Be on purpose, make sure you have a purpose, be clear on your vision, values and mission. Hire for traits not trained for skill, and finally, expand your reach. So in all great ways, for owners of any business, of course, here, we're sort of talking about physical therapy. But I think great advice for any business owner in this atmosphere that we are currently in, in an economic downturn in a time where it seems like man, I cannot find good talent, right? So it's looking inward at yourself as to what you're putting out into the world and then putting yourself out there to find those right people?   37:08 Absolutely. I got a fifth bonus one if you want. Yeah, let's do it. Bonus one here, slow it down. Kind of contrary, to put massive effort, but hear me on this. So the biggest challenge we have right now, as people, especially as business owners, the biggest challenge we have is a lack of focus. If we could just focus on what we wanted to get done, we'd get it done, because we're doers, and we can get things done. But we can't because of all of the distractions that's going on. Well guess what, most people hire out of reaction of something else happening. Either someone quit, or Oh, my God, we have an influx of people. So you're reacting to that. And when you react to something like that, this becomes emotional. And when it becomes emotional, we basically just want to solve the problem and move on because we're overwhelmed. When you slow it down, you slow it down in the form of a process. It's a hiring process. Right? One of the one of the most important things that I learned that I did is have actually a clear step by step process and not miss any of them. Because when I did this before, quick little story, I didn't have a process for a long time. You know, I had an ad and I put it out there, whatever, and I hired people. But when I was interviewing people, I wasn't interviewing them. I was basically trying to sell them to come in, I would literally ask them a question and give them the answers to it. Hey, Karen, you know, our values is integrity and honesty. And, and you know, we like to have fun. Is that is that? Do you believe in that too? I mean, that's an IQ test. All you have to do is say, Yeah, I do. I don't I thought you did. Hey, this is a great place. I'd love to have you would you want to come on board? I'll give you whatever you want. Like, just, I don't have time for this crap. I got other things to do. Let me bring in probably one of the most important people that I'm ever going to hire. This was for a clinical director job that I did a half hour interview and that was it. That was the entire interview process, half hour hire the person. Unfortunately, the person ends up getting arrested six months later. Why? Because let's see person improperly touched a woman during a screening process. Well guess what my board found out in Maryland. And I was called in an investigation and asked 156 questions and learned a lot about HR learned a lot about having processes, learn a lot about having policies and procedures. And then I started doing much more of a background check than I ever did. Oh, I did his check to see if he had a license in Maryland. Oh, guess what? In another state. He was on probation for doing something very similar. But he didn't report it to me which was on him. He was supposed to but I didn't even check right out of the have, you know, I just assumed that his references were good? So it sounds like well, Jamie, you're a moron. Well, maybe so. But what I ended up creating was a very clear step by step process that slowed me down to make sure I did a resume review, and did a checklist on it. I made sure I did a phone interview, knowing what questions to ask, then I did an in person interview, then I did a work interview on a work shadowing, then we did background checks. And then we did, I slowed down everything to a process. Now you can go through the process pretty quickly. But you're still checking the boxes, because it was a protection for the company. You see this person getting arrested and doing this stuff. That's on me that's on the owner. And then I come to find out that he was a little creepy to the rest of the staff, who of course, never told me anything, because I was very high on this person. So having a process and slowing things down is critical. Because once you do that, you then can continue to do that for every person you're hiring. And eventually, you can delegate that. So that's my fifth thing is, is slowing it down and creating a process in this. Yeah,   41:20 great advice. That's a crazy story. Holy cow. Oh, yeah. So it definitely behooves you to do a good background check, and really make sure this is the right person for your practice. Wow. All right. So as we wrap things up, what do you want people to leave with?   41:37 Well, I mean, look, this, this is not easy, right now in our world. And, you know, I gave you I gave you, you know, five actual things that you can do right now. And, you know, it's, it's hard. And you know, one of the things that I've that I've created during my turmoil as a business owner for 15 years is I created my own process. And I turned that process, actually into a program into a course called the right fit hire course. And I've used it in my own business ended up hiring really great people, you know, quadrupling my business and ended up selling it. And now I've used it with hundreds of other people. And what I'd like to do is I like to offer that to your audience. The courses is normally for 497. But I'd like to offer your audience take $200 off, you know, just just, you know, you'll, you'll you'll put the link up there. But you know, it's, this is going to save you a ton of time, ton of energy. It's already split up into how to, you know, recruit great people attract great people qualify them, what the interview questions are, how to do the checklist, it even adds job description, sample, job description, sample ads, sample offer letters, it has all the done for you templates, I did all of that stuff. It even has an onboarding process, and even a training process. So it goes through all four of those components, how to bring in people how to qualify them, and onboard and train them. So it's, it's 297, you'll see you'll see all the things that includes on there. But that's, you know, I want to help people during this trying time, and it's just something that I've used, and so many other people have used successfully that I think would be very beneficial   43:26 to your people. That's incredible. So again, if you're listening, head over to podcast dot healthy, wealthy smart.com. In the show notes of this episode, we'll have a link. So one click will take you right to this, this is a great opportunity. So if you are in the hiring mind, I highly suggest for you to check out this course from Jamie, thank you so much. Now, Jamie, where can people find you?   43:49 Oh, they can find me at Jamie at practice freedom. you.com. If you want to email me personally, you can go to the website, which is practice freedom you the letter u.com You can check that out. And yeah, and I'm all over social media, you don't have to look far. And you'll see me all over there. And yeah, if you want to reach out, say hello, feel free to do so.   44:11 Perfect. And again, we'll have all those links in the show notes as well. So last question, what advice would you give to your younger self? Now you got to keep coming up with new pieces of advice.   44:22 This is the hard part. No, I mean, the pieces of advice is you know, and I think about this more and more. It's like, Jamie, be vulnerable. Be open. One of the books I read, you know talked about being a broken, broken, open heart warrior. Be a broken open heart where we all are broken, we're not perfect, but just open your heart allow the good stuff coming in. There's a lot of great people in the world who want to help you. But it's hard to be helped when you think you know it all and you're closed off and you're and you're just resistance and And I've been like that for so long for so many years and my world changed when I just started to be open and vulnerable and saying, You know what, I don't have all the answers. And that's when so many good things started coming in to my life. And I always try to remind myself when I start to get a little bit of too much ego and remind myself a little bit of, you know, be vulnerable. It's a powerful thing.   45:22 Yeah, I love it. That is excellent advice. Jamie, thank you so much for coming back on the podcast. I know this information will help so many people. So thank you so much.   45:33 Thank you, Karen. Appreciate being back. Absolutely. And   45:37 everyone. Thanks so much for tuning in. Have a great rest of your week and stay healthy, wealthy and smart.

Here in Episode 59 I chat with Jamey Schrier of Practice Freedom U about time management strategies for busy business owners.Episode 59 Show Notes~~~

Here in Episode 58 I chat with Jamey Schrier of Practice Freedom U about time management strategies for busy business owners.Episode 58 Show Notes~~~

A frequent flyer Jamey Schrier, founder of Practice Freedom U and author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More. Jamey is on a mission to save PT owners from the struggles and hardships of owning a healthcare business in today's world. Episode TakeawaysDefining the patient experience and it's component in patient engagementWays to communicate efficiently for your client or patient to understandCreating an XYZ statementHow to train practice owners and staff on business processes and systems Three QuestionsWho is someone the audience should follow to learn more about today's topic? Dan Sullivan at Strategic Coach What is something the audience should take a look at if they want to take a deeper dive into some of the things we talked about today? Take the PT Practice QuizWhy should people care about this episode/topic? As a practice owner, learning to arm yourself and learning the business of physical therapy. Parting ShotUnderstand your WHO. Do your WHAT statement. Know your Avatar. Know what problem you solve. Use that to start creating the experience that you want your clients and patients to have.” - Jamey Schrier Connect with Jamey and Practice Freedom UTwitterInstagram: Jamey Schrier, Practice Freedom UWebsiteBook PT Pintcast is brewed by:Practice Freedom UFor PT Owners who want to Treat Less, Earn More, and create the business you've always dreamed of. Take the Practice Quiz now to see where you stack up. Visit practicefreedomu.com.FYZICAL Therapy and Balance CentersDo you want to open a Physical Therapy Practice? Thinking about selling your practice?You should know this: on average, a private practice who joins the FYZICAL network grows more than 40%! If you're ready to discover how the largest network of PT private practice owners are growing and adapting to industry changes, visit FYZICALFranchise.comCBDRX4U.comYOUR CBD Store - get the ABC's of CBD at CBDRX4u.comJackson TherapyProviding awesome adventures in patient care for physical therapists who care about where they're going! Look no further than JacksonTherapy.comMW TherapyAn EMR is to a Physical Therapist as a Hammer is to a Carpenter. You deserve to LOVE USING IT!It's time for something better. It's time for something customizable. That's where MWTherapy comes in, take a demo of their amazing EMR now at MWTherapy.com where switching your EMR is easy!FIRST ROUND Owens Recovery ScienceYour single course for clinicians who want certification in Personalized Blood Flow Restriction Rehabilitation Training and the equipment YOU Need to apply it properly In your clinical practice. Find out where you can get certified NEXT at www.owensrecoveryscience.com. PARTING SHOTThe Academy of Orthopaedic Physical TherapyThe leaders in orthopedic PT are the academy OF orthopedic PT, orthoPT.org now with Current concepts of Orthopedic PT 5th edition.

Owners will, at some time in their experience, get to a point where they're feeling stuck or "languishing" in their business – things aren't progressing, things are "OK" but could be better, and they may feel lost and unsure of what to do next. It's at those times where it's important for the owner to recall their purpose, generate a vision of what they desire, continue to learn and grow, and take the time to work on your business. Jamey Schrier of Practice Freedom U joins Nathan on the podcast to discuss exactly what owners need to consider when they feel like they're "stuck" in order to get out of that rut.Love the show? Subscribe, rate, review, and share! https://ptoclub.com/

Email us at: slpswineandcheese@gmail.com Follow us on Instagram here: https://www.instagram.com/slps_wine_and_cheese_pod/?hl=enLeave us a review here: https://podcasts.apple.com/us/podcast/slps-wine-and-cheeses-podcast/id1384334799 SLP Shout out to: Hinda Rubin who's Instagram can be found here: https://www.instagram.com/claynguage/?hl=enThank you to Trinchero Family Estate https://www.tfewines.comOur guest was our first Physical Therapist ever on the show, Jamey Schrier. Jamey is a former private practice owner and CEO of Practice Freedom U. He is the author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More, and Live Your Passion. Jamey is on a mission to help private practice owners grow their business by working less, earning more and living their best life.Facebook: https://www.facebook.com/PracticeFreedomU Youtube: https://www.youtube.com/channel/UCskHGsLHkl8ahEV485Qdoew We have an upcoming Marketing/ Referral Generation workshop next month (March 24-25), they can register here: https://practicefreedomu.com/march-workshop-20225 MIN. PT Practice Quiz https://shrtlnk.co/wEGICThe 3 out of 7 steps Jamey discussed:1. Establish a Goal2. Create an Avatar3. Delegate(part 2) 4. Systemize5. Track Progress6. Deliver a "Wow" Experience7. Develop Your NetworkEVENT INFO: Upcoming Marketing/ Generating Referrals Workshop for our Practice Owners located in Gaithersburg, MD. It is Thursday and Friday March 24-25th from about 8 am - 5 pm the first day (then a happy hour), and about 8 am - 3 pm the second day.It is regularly $497 to attend, but we can waive that for anyone you refer and it will only be $97 (basically just to cover food cost - breakfast and lunch for both days). Email Vanessa at vanessa@practicefreedomu.com and mention SLPs wine and cheese for the discount!! See acast.com/privacy for privacy and opt-out information.

Deb drank a sponsored alcohol removed wine from Trinchero Family Estate. It can be purchased here: https://www.tfewines.com/our-brands/fre-alcohol-removed-wines/Thank you to Trinchero Family Estate https://www.tfewines.comOur guest was our first Physical Therapist ever on the show, Jamey Schrier. Jamey is a former private practice owner and CEO of Practice Freedom U. He is the author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More, and Live Your Passion. Jamey is on a mission to help private practice owners grow their business by working less, earning more and living their best life.Facebook: https://www.facebook.com/PracticeFreedomU Youtube: https://www.youtube.com/channel/UCskHGsLHkl8ahEV485Qdoew We have an upcoming Marketing/ Referral Generation workshop next month (March 24-25), they can register here: https://practicefreedomu.com/march-workshop-20225 MIN. PT Practice Quiz https://shrtlnk.co/wEGICThe 3 out of 7 steps Jamey discussed:1. Establish a Goal2. Create an Avatar3. Delegate(part 2) 4. Systemize5. Track Progress6. Deliver a "Wow" Experience7. Develop Your Network See acast.com/privacy for privacy and opt-out information.

EP 88 features my mentor and good friend of the Be More Today Show Dr. Jamey Schrier. Dr. Schrier is a Physical Therapist, former private practice owner and CEO of Practice Freedom U. He is the author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More, and Live Your Passion. Jamey is on a mission to help private practice owners grow their business by working less, earning more and living their best life. If you are a practice owner and are looking to take your practice to the next level, visit practicefreedomu.com/bemoretoday and take this special survey to Be More Today! For the You Tube version of this episode visit https://youtu.be/YqE8SrEmDWs. --- Send in a voice message: https://anchor.fm/bemoretoday/message Support this podcast: https://anchor.fm/bemoretoday/support

For this interview, I brought back the guest from Episode 119 so we could dig deeper into the topic of time management for clinicians and clinical practice owners and managers.Jamey Schrier, P.T. is an author, former practice owner and founder of Practice Freedom U. PFU solely focuses on helping practice owners work less, earn more, and reignite their passion for patient care. His book, The Practice Freedom Method, has been an Amazon best-seller. Jamey is on a mission to help ambitious practice owners achieve their dreams of what he refers to as Practice Freedom.Resources mentioned during this interview:*The Seven Habits of Highly Effective People by Steven R. Covey - https://www.franklincovey.com/the-7-habits/*TEDs talk by Dr. Anne Zachry, PhD, OTR/L - "Be a Daydream Believer" - https://www.youtube.com/watch?v=omGbKQIzoWY To connect with with Jamey:Email - jamey@practicefreedomu.comTwitter - https://twitter.com/jameyschrier Facebook Page - https://www.facebook.com/PracticeFreedomU Instagram - https://instagram.com/practicefreedomu

In life and business, we always value our hard work that equips our success, but does working harder really help you get ahead? Does working hard mean earning more? How would you shift your action into being successful while living your best life?  In this week's episode, I will be joined again by Jamey Schrier. Dr. Jamey Schrier is a physical therapist, former private practice owner, author of The Practice Freedom Method, and founder of Practice Freedom U, a company solely focused on helping physical therapists build highly profitable practices while becoming “operationally irrelevant”, allowing them to live a more fulfilled and balanced life.   After expanding and successfully selling his own PT business, he began teaching practice owners and their teams his proven business-building methodology that shows physical therapists step by step how to overcome their immediate challenges to create a financially stable practice they love and a well-balanced life they deserve.   In this episode, we talked about How to build a business in PT. How to Practice working less. The 3 things you need in your business. How to organize your time and prioritize your work. How to Practice Freedom Method and Mindset. The Systems that would help you achieve your dream life. The key activities that lead to revenue and money. Find your self-worth and value of your time. Start small and everything will follow!  What you'll learn from this podcast:1:55 - How he build his business while working less and living the best life5:31 - How to achieve the work-life balance you want8:07 - How to manage your time? 16:05 - The misconception of “hard work means success.”24:19 - What are the challenges that people face during the treatment? 29:44 - Find value of your time 36:09 - What strategies do you need to do? 39:24 - Start your action plan! 44:48 - When is the best part to start the risk?  Reach out to :Social:Instagram:  @practicefreedomuWebsite: www.practicefreedomu.com/Additional information:If you are tired of trying to figure out this game of business, marketing, and sales, all on your own, and  you are ready to just implement what's already proven to work, rather than reinventing the wheel head over to healthcarebusinessradio.com/insider right now and there you will find over $7,000 worth of training, resources, and coaching available only for listeners of this show. https://www.healthcarebusinessradio.com/insider

Here in Episode 39 I chat with Jamey Schrier of Practice Freedom U about the 7 steps to a 7 figure business. Jamey shares a wealth of valuable information. Even if you don't have the goal of a seven figure business, you can use these steps to avoid burnout and achieve that much needed work/life balance, however you define it. Even for those of us who may be working toward an $80 or $100K business, these steps are golden.Episode 39 Show NotesJamey's WebsiteHop on a Discovery Call with JameyFollow Mountain Practice Journeys on Facebook and Instagram Simple Practice FREE trial & $50 credit25% off MOO Business Cards SocialBee social media scheduling FREE trial Mountain Practice Journeys StoreThe Introvert's Guide to a Simplified Private PracticeOld School Financial SpreadsheetEmail Marketing Basics for TherapistsGoogle Workspace FREE trial (email me for a discount code: mountainpracticejourneys@gmail.com)DISCLAIMERSome links included in this description may be affiliate links. If you purchase a product or service with the links that I provide I may receive a small commission, however there is no additional charge to you. Thank you for supporting Mountain Practice Journeys so I can continue to provide you with free content!Links to other websites, products, and services do not endorse or guarantee the services, products, or information contained at the other sites. The information, products, resources, materials, services, and documents found here are not intended to be a substitute for legal, financial, or other professional advice, nor does their use establish a professional relationship between you and Cindy Norton or Mountain Practice Journeys.Support the show (https://www.paypal.com/biz/fund?id=CU6J8KWTMPCFY)

My guest today is a Physical Therapist, former private practice owner and CEO of Practice Freedom U. He is the author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More, and Live Your Passion. Jamey is on a mission to help private practice owners grow their business by working less, earning more and living their best life. https://practicefreedomu.com/success-inspired-podcast (Click here to sign up for Jamey's Online Course ) Highlights:[00:01:15] Jamey's story of overcoming adversity [00:07:01] How to build a 7 figure health practice [00:13:08] Why figuring out your ideal customer avatar should be one of the most important things to do in order to have a thriving business [00:18:33] Why building your network is so important when you want to have steady stream of new customers. [00:30:04] You've gotta hire A Players [00:37:44] Know your metrics focus on operating a data driven business [00:45:17] Take ownership over your leadership [00:49:54] Providing amazing experiences to your customers [00:56:01] Control your time to have a healthy balance [00:57:59] Jamey's second story of overcoming adversity [01:02:11] 3 key take away points to remember Subscribe So You Don't Miss Out:Subscribe to SIP mailing list to get regular updates https://forms.aweber.com/form/16/1748098216.htm (by clicking here) Listen on your favourite platform -https://successinspiredpodcast.com/listen ( click here)Support This Show:Love this Podcast? https://lovethepodcast.com/successinspired (Click here )to leave a review ! Become a Patreon! https://www.patreon.com/thatvitmuller (Click here) Follow on https://www.linkedin.com/showcase/success-inspired-podcast (Linkedin) Follow on https://twitter.com/SuccessInspire3 (Twitter) Like on https://www.facebook.com/successinspiredpodcast/ (Facebook) Follow on https://www.instagram.com/successinspiredpodcast/ (Instagram) Enquiries :Contact Vit on https://www.linkedin.com/in/vitmuller/ (LinkedIn) Get Vit's updates on https://www.facebook.com/thatvitmuller/ (Facebook) Follow Vit on https://www.instagram.com/thatvitmuller/ (Instagram) Find Vit on https://twitter.com/thatvitmuller/ ( twitter) Looking To Start A Podcast?I host this podcast with Captivate, the world's only growth-oriented podcast host™ - you can too, and get your first 7-days on me https://www.captivate.fm/signup?ref=vitmuller (by clicking here now.) This podcast uses the following third-party services for analysis: Podcorn - https://podcorn.com/privacy Chartable - https://chartable.com/privacy Support this podcast

In this episode, CEO and Founder of Practice Freedom U, Jamey Schrier, talks about creating success by changing mindsets. Today, Jamey talks about developing a growth mindset to achieve greater success, what the biggest problems are that owners face, and how to ‘fix' those problems. What's your goal for the next 30 days? How do you keep your energy tank full? Hear about the different growth mindsets that owners get wrong, reacting versus responding, and get some valuable advice on how to grow and become more successful, all on today's episode of The Healthy, Wealthy & Smart Podcast.   Key Takeaways “How someone thinks determines the actions they take, and the actions they take produces results.” “The eyes only see, the ears only hear what the brain is looking for.” “You have got to look at a yourself as the owner, the CEO, the entrepreneur, the head honcho.” “Being busy is not an owner mindset.” “You have to slow down. You have to pause. You have to spend more time getting out of the immediate present.” “The biggest problem with the overwhelmed operator is there's not organisation in place, there's not systems in place, there's no control over one's time.” “The more you can bring people in an organised, systematic way, the less overwhelmed you'll be later on.” “The best is yet to come. The future is brighter than the present and it's brighter than your past.” “Business is all about trying things, failing, learning, and trying again.” “What you focus on, what you pay attention to, grows.” “You don't know what you don't know, and you never will no matter how smart you are.” “It's not enough to be busy - so too are the ants. The question is, what are you busy about?” “Keep your tank full.” “Reacting is an emotional response. Responding is a rational response.” “When things get busier at the office, there's one thing that you sacrifice more than anything else - that's your self-care.” “You don't strengthen the weak by weakening the strong.” “Overcome your ego. It's okay you don't know everything. Enlist some help. Invest in your business. It will pay off dividends in your future - not only to you, not only to your family, but for everyone that's around you.”   More about Jamey Schrier Jamey is the founder and CEO of Practice Freedom U, and the best-selling author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More, and Live Your Passion. He is a sought after speaker on systems, marketing, and elevating the patient experience. Over the past decade, Jamey has helped hundreds of physical therapists, occupational therapists, speech therapists, and mental health professionals build their highly successful practices and create more financial security without working longer hours.   Suggested Keywords Owner, PT, Physiotherapy, Business, Entrepreneurship, Purpose, Mindset, Success, Actions, Thoughts, Leadership, Freedom, Productivity, Busyness, Progress, Reacting, Responding, Self-Care,   Jamey's Book: The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More, and Live Your Passion.   Discovery Call: https://www.practicefreedomu.com/discoverycall   To learn more, follow Jamey at: Website:          https://www.practicefreedomu.com Facebook:       Practice Freedom U Twitter:            @jameyschrier LinkedIn:         Jamey Schrier YouTube:        Practice Freedom U   Subscribe to Healthy, Wealthy & Smart: Website:                      https://podcast.healthywealthysmart.com Apple Podcasts:          https://podcasts.apple.com/us/podcast/healthy-wealthy-smart/id532717264 Spotify:                        https://open.spotify.com/show/6ELmKwE4mSZXBB8TiQvp73 SoundCloud:               https://soundcloud.com/healthywealthysmart Stitcher:                       https://www.stitcher.com/show/healthy-wealthy-smart iHeart Radio:               https://www.iheart.com/podcast/263-healthy-wealthy-smart-27628927   Read the full transcript here:  Speaker 1 (00:01): Hey, Jamie, welcome back to the podcast. I am happy to have you back. I always love having you on, well, Speaker 2 (00:08): Thank you Karen. I am so happy to be here. Speaker 1 (00:12): And so every time you come on, we talk about some aspect of the physical therapy business, which is great because I know a lot of the listeners want to know more about how to run a business, how to be successful, what's going on in the market. So let's kick it off with what is in your opinion, the biggest problem facing physical therapy, practice owners today, Speaker 2 (00:42): Karen, you're just going, you're just right out of the gate. Like you're just like, you know what? We're not messing around. Hey, Jamie telling me about yourself or, or give it. It's just, I'm going fast ball down the middle either. You're going to hit it or you're going to strike out and we're going to be done. Speaker 1 (00:57): Yeah. They, they, they know who you are. You Speaker 2 (01:01): That's a good sign though. Right? what's the biggest problem facing practice owners today? That that's a really great question. And the answer may not be what people might think the answer is. The biggest province, really what, the topic that we're talking about simply put it's how we think it's just that simple. There, there's a, there's a simple formula that, that I've been following for years now, years and years and years. And basically it's just says how we think, how someone thinks, determines the actions they take and the actions they take, including their communication and their stuff. They do produces results. And too many times I've heard people that are not happy with their results, whether it's referrals, whether that's revenue, whether it's profit, whether it's hiring, whether it's retention, whether it's time, God forbid, people want time and control. They don't have that. Speaker 2 (02:03): So if you reverse engineer the result back to, well, why isn't the result we want? Is it some strategy? Is it some technique and answers? No. It's how an owner thinks. I mean, let me, let me give you an example. We went to school, right? All your listeners went to school. We are highly educated, very smart people. Now who educated us, right? We had professors in school and we, and, and, and PT school. We had professors who were educating us on what they were educating us on how to be a clinician, more specifically, how to pass the boards, because that is what schools do. They help you pass the boards. So then you can become a licensed clinician, licensed physical therapist. So you do that, whatever one year, you're five years, 10 years, and you have this urge, you have this thing inside you that says, I want to be a business. Speaker 2 (03:07): Now I want to run my own thing. So do you go back to school? Most people do not go back to school care and they don't get an MBA. They don't get any kind of, maybe they read a book, hopefully my book, right? The practice, freedom method, plug, shameless plug, but they, they just signed the dotted line. And now they're an LLC. And what are they doing? They are making decisions with the brain that was built and created with all of the information of how to be a talented clinician, which they are. But now that same brain is making decisions around business and there lies the problem. Speaker 1 (03:48): Okay. So you just described most physical therapy owners. So how do we fix this? How do we, what do we do if this is, if this is our mindset or if this is where we are, this is where we're thinking. And you know, everybody gets, I think people start their own practice because they want to help people. They want to see patients the way that they feel they should be seen, et cetera, et cetera. Right. So how do we take off the clinician hat and put on the owner hat? Or, or do we split it into, how does that work? How do we fix it? Speaker 2 (04:27): Yeah. So there's a great quote by one of my mentors, Dan Sullivan, and it says the eyes only see the ears only hear what the brain is looking for. And we've seen this, right. You know, you're, you're thinking about buying a car. You know, the last car I bought was a Jeep. Right. I bought a Jeep. I've never seen Jeeps on the road. Oh my God. I feel like the whole world has a Jeep. Right. You're seeing them everywhere. Did they magically all of a sudden become more Jeeps in Maryland? No, because you started your, you started to tell your brain Jeeps, Jeeps, Jeeps. So it really starts with recognizing that this is an issue and you don't know what you don't know. And Karen that's, that's hard for a lot of people that was very hard for me because I'm a smart person. Speaker 2 (05:24): I did really well in school. So did you, so did everyone, I haven't really made a million mistakes in my, at least academic life course. We wouldn't have been through school, but then you get in the business and you realize that, you know what, I, I don't necessarily know how to do this. Maybe I should get help, whatever that means. Like, I think it's just recognizing that I shouldn't be an expert at all this business stuff, because I'd been taught. I've never been trained. I haven't done self-development and work on that. I think that's one of the biggest things we just need to recognize. We'll get into, you know, I have some specific things that people can do, some tangible things they can do. But I think I just want to get people just to recognize that that's the issue, because if you don't think that there's a problem, even though you're working 50, 60 hours a week, you're not making the revenue you want your, your staff is coming and going, or you can't get them to actually do what you want them to do. Speaker 2 (06:30): So you're taking on some of their job, all those things that we complain about, if you don't actually say, look, you have created this model. So the only way to uncreate this model is to start to change how you're thinking about the business. And that starts with how you think about yourself. You have got to look at yourself as the owner, the CEO, the entrepreneur, the head honcho. You have to see yourself like that. That's scary, right? I don't think myself, I'm just a PT. The problem is that's how everyone else is looking at you. And you have to own that. Now you are playing multiple roles here. I've said one time, multiple personalities. It's not really multiple personalities. It's multiple roles, but your role as a clinician own it when you're treating treat. But when that ends, you have got to shift your mind to perhaps the role as the director, and then you have to shake. Speaker 2 (07:36): It shifts your mind. The role as the owner, the mindset you have for each of those three is so different, especially between the clinician and the owner, how you see your business, how you see your staff, how you communicate to people. That's very different than a clinical mindset. So I think that's the first thing we have to own it. The, the, the other big thing is success is 90% preparation and 10% perspiration people may have heard that they may have heard it in different types of things. 99%. This 1% that I've heard that before, never really understood what it meant. What does that mean? It means that we are by human beings. We are naturally doers. We do do, do I call up the home Depot model, you know more savings, more doing we're here to help the doers. So doers like to do they get off on doing stuff. Speaker 2 (08:38): And then those people like to be busy, busy, busy, busy, which is, seems to be the mantra of everyone nowadays, what are you doing? I'm really busy, but that is very different than being productive. That is very different than being efficient. So being busy is not an owner mindset. An owner mindset is how can I be more productive? How can I run things more efficiently? How do I utilize my time? Better? That alone will change what you focus on and how you start putting your business together. So this 90% preparation stuff is all about. How about having time to think about your business. If you're busy all the time, constantly filling your schedule with patients, with meetings, with putting out the fires in your business, just constant stuff. Where's your time Karen, to just think about what is it, where's my business going in the next month or three months or week. Speaker 2 (09:39): You don't have that time. You're just on the hamster wheel of doing, doing, doing busy, busy, busy, and the results don't really significantly change or worse. They start to improve a little bit, but they improve only because of the effort and the work that you're doing. So now you're trapped because if you shift that all of a sudden the results will, will go down. So you get trapped by that. So that, that, that motto of 90% per preparation and 10% perspiration and having this shift of you have to slow down, you have to pause and you, we have to spend more time getting out of the immediate present. And that is my first mindset shift. Speaker 1 (10:30): Yeah. It's hard to sometimes get out of your business so you could work on it, you know, and how, if you can make that mind shift, I think you still, so you can make the shift of like, Hey, I'm the owner. I need to not just work in my business, but work on it. Be creative, things like that. So what advice do you have for people to, let's say once they've gotten that mindset, okay. I am a business owner. There are other things I have to do here. What, what can they do to get to that, that area of creativity and of, well, let's look at how we can streamline things and be more efficient if you're always like, well, I have to treat patients because if I don't treat any patients that don't have any revenue coming in and that's not good because I don't have a business. Right? Speaker 2 (11:26): So unless you bought an existing practice, we all come in as what we call it at practice freedom, you a committed clinician, right? Your solo preneur, that's it. Maybe you have an, a, maybe you have a part-time PT PTA or somebody, but it's really just you. Okay. That's how we all come in. That's how I came in. That's how you started your business. We all do that. Now committed clinician. The biggest challenge, because the challenges are different between the two examples I'm going to give the challenges with that person is, well, you got to get busy and most of your bills, dizziness is going to, or you got to get busy, meaning you got to generate more work referrals and get your schedule busy. So your job is to start delivering great care, maybe going out, meeting some different referral sources. That's what most of us do. Speaker 2 (12:17): And your schedule will get busier. It always happens. Then there's going to come a point where you're like, I'm running at a time. Every time I start to mark it by place gets busy. And when I stopped play starts to go down. So we call that kind of, that role of poster. And you start teetering on the next slide level of business ownership. And the next level is called overwhelmed operator. Love that term. I coined that term years ago because it just describes that type of owner. This owner has hired people. And when you start hiring people, you probably don't have a lot of organization and systems in place. You just kind of doing it. You're trying to, you know, I got some good people. I know how to judge people, but you're you still have your schedule. You're still doing your stuff. When you hire people, now you're responsible for them. Speaker 2 (13:12): So now all of a sudden this whole HR there's human resources stuff comes into play. Ignorance is an excuse. It doesn't matter if you're ignorant. Like I broke the law department of labor, reached out to me and say, Jamie we got to investigate you because you're doing some illegal acts. What? Well, you're supposed to be paying overtime to certain employees. I'm like, I didn't know that. I thought they were a exempt from that. Like, no, these are exam these. I mean, then all of a sudden I'm like, well, I didn't know that. And I'm like, well, you're going to find out, cause we're going to find you. And I'm like, okay, from now on, I will make sure I have someone on my team that knows that stuff. So what happens with the overwhelmed operator? You start bringing in staff, not only do you have your job now, Karen, but you start taking on other people's jobs. Speaker 2 (14:01): Maybe not the whole thing, but you're taking on a little bit of it. Right? And there's reasons for that. The biggest problem with the overwhelmed operator from I call it crossing the street crossing well sometimes. So it's a big, big, huge river crossing over to more of this idea of practice freedom, which I'll get to that in a minute is there's not organization in place. There's not systems in place. There's no control over one's time because you're busy, busy, busy. That's why I started with the idea of the problem is we're not thinking like an owner. You are still an overwhelmed operator thinking like maybe not only a clinician, but you're probably playing the role of clinical director is not an owner director. So leadership position in your company, but it's not where the practice owner needs to be. Right? If you're a director, you need to remove yourself from that position. Speaker 2 (14:58): That's where people are. They're in one of those two categories. So if you're, if you're a committed, if you're an owner, if you're a committed clinician, your job is to start bringing people in. But the more you can bring people in, in an organized systematic, having some things in place way, the less overwhelmed you'll be later on, there's still going to be somewhat overwhelmed. It's just kind of part of growing a business, but there's a way to do it where it's not so much. So one of the things that we that, that, that I want to share with the group, one of my mindset shifts that nobody spends any time on. I never did. Cause I thought it was a waste of time, whether you're committed clinician, whether you're a overwhelmed operator is the mindset shift of the best is yet to come. Speaker 2 (15:52): The best is yet to come. I won't get into the story around this, but really what it means is the future is brighter than the present. And it's brighter than your past. The future is brighter. You have a vision, you, you have something that you want. Is it written down? Have you taken the time to describe it? John Lennon CRA wrote, imagine, right? Talking about peace and unity. Martin Luther king has I have a dream, not, I have a project plan. I have a dream little kids go to Disney world and Disney land. But when you get older, you think that's stupid. Why? Because you're too busy doing it, doing it, doing it, doing it. You don't step out of the fray and say, where is this all leading to you? And I, before this call, we're talking about you know part of, part of the program that you're taking is focusing on, well, what are your personal goals? Speaker 2 (16:58): What's your purpose about what are you about Karen? See, we all have something we're about. And when you start to create that and develop that, that gives you your north star, that starts to give you direction. That's a shift. We all have to have to make, you know, I love Bruce Springsteen like the next person, but let's not have glory days. Our favorite song. Cause that means the best is in the past. So we have to shift that. Why is that important? Because it gives you a a plan. It gives you kind of like the horizon to know the direction you're moving the company. What, it also does, little known secret. What it also does is let people that you're hiring, know what they're a part of. Most of us, most of the owners, at least I can share my own story. Most of the owners I've talked to Karen. They don't have a clue, dental have anything written down a lot of a plan. They don't have a vision. They don't even have, they couldn't even articulate just a dream. Like the, you know, I just imagined the place being like this. It's usually a half a sentence of kind of, sort of, because they're just overwhelmed and busy and that's the place we have to start. Speaker 1 (18:17): Yeah. And, and I think getting, making that shift in the beginning, I know I can speak, well, I can speak for myself. Is uncomfortable of like, well, wait a second. I'm not in the, in this role. Speaker 2 (18:34): So Karen, why I agree with you, but is it uncomfortable? Speaker 1 (18:39): And, and again, I think it's, it's I, and again, I'm just speaking for myself. It's hard to like, let go of that control. It's hard to step away from being the clinician because part of my identity as a person and an owner is wrapped around being a really good physical therapist, not an entrepreneur. Speaker 2 (19:01): So what you're really saying is a there's some fear there. And the fear is, and this has been my experience working with hundreds of practice owners. What if I'd only achieve it? Yeah. Karen, I'm not used to failing. What if I don't achieve it, then I'll feel like a failure. I'm already overwhelmed. I'm already feeling bad about myself. I'm already feeling ashamed that I didn't deliver what I said to my spouse and my friends, what I would do when I opened my practice. See, I think it's more about that fear of failure. And that's one of the things we have to learn to embrace because this isn't school, business is all about trying things, failing, learning, and trying again. That is business. And if we want to protect ourselves in a little too Kuhn, you're going to be miserable. And I hate to see that I was miserable for so many years. Speaker 2 (20:03): You'll never hear anyone say it because I've been there. I've been in the private practice section. Now for 10 years, I've never heard one person ever telling me they're not doing well. Even though the odds are 85% of them are, how is that? Because it's pride and you don't want to tell people that stuff, but it's really happening. So by writing it down just for you, this is the exercise. Just write it down, create what's your vision. I don't care if you use six months, a year, two years, something reasonable, but just write it down. If anything was possible. And remember anything you want to do has been done a hundred million times before. There's nothing you're going to want that some other company hasn't created. So it's not like it can't be done, but anyone that helps you, you come to me, first thing I'm gonna say is, well, what do you want? Speaker 2 (20:58): Well, I don't know. Then how can I help you? I don't know what you're trying to keep. If you're going to hire someone, a good somebody, a good person that is going to work for you, better ask you. So what's your vision? Where are we going with this? Because they're looking at themselves as what is my growth opportunity here. So it is your duty as an owner. And to your point, yes, we as practice owners have an identity crisis. We actually don't know who we are. We have to embrace the fact that we are in owner. I know I'm going against what probably people have said before. You will always be a PT. Yes, you will always have a license. You always be a PT, but mentally you have to embrace it. You're an owner because you chose to go into business ownership. You didn't have to, it's a free country. Speaker 2 (21:49): You chose it. And there is more that you want. So how about we embrace it? And when you embrace it, it's amazing what you're going to be able to achieve. And you're going to make this whole process a lot more easier right now. You're making it difficult because you are battling these two kinds of brains. You're battling that clinical brain, that kilt brain that I don't know who I am. I'm just a PT and all, but I want this. I want to go on vacation for three weeks. Oh, I want him, I want to make money so I can put money away and write a check for college or, or have this or buy this. I want to help more people than I'm doing right now. And right now I'm not helping enough people. So it's your purpose. Your impact has to be the keys to this. Speaker 2 (22:32): So that's one thing. I do want to share a, another one. If I may. The other a growth mindset shift is focus. First one is the best is yet to come. The next one is focus. What you focus on, what you pay attention to grows. Now here's the caveat. It includes crap. You focus on a flower. You cultivate that flower. You put that little seed in there and you water it and take care of it. You're going to get a nice blooming flower. You cultivate that piece of crap and make it really nice. That maneuver is going to wreak real good. So whatever. So what does that mean? What's the manure stuff. It's the stuff that you're doing. That's not moving the needle in your business and in your life. It's the things that, although may be important. It's not what you should be doing because you can't do it all. Speaker 2 (23:42): And having the mindset of, I gotta do it all. I'm a great multitask. If I get one more person, tell me how great of a multi-tasker they are. Do you realize we are all researchers and science people? There's no, it's impossible for the brain to multitask. It can only focus on one thing at a time. All you're doing is focusing on a lot of one things really, really quickly. And then there's this thing called residue. This delay, right? If you're focused on something for a while and you focus on something else that delay, that thing stays with in your brain for a period of time, come on. You're not going to have a badge of honor saying what a great multitasker you are. Now. I'm not talking about the moms out there. And I, yes, yes. That's a whole nother world and I've seen it with my wife, but I'm talking about business owners, oh, I'm doing this, I'm doing this. I'm doing this. When they do that to me, they do it like they're bragging. And I go, why, why, why would you want to do that? You don't even like half the stuff you're doing. Why can't you get rid of it? And then we get back to the identity crisis. Well, I can't let it go. And there lies the issue. So focus having laser focus is like taking a magnifying glass to your business, letting the sun come in and dialing that energy. That is so strong. It can burn through wood. Speaker 2 (25:07): You have to have as an owner. And I've never met a successful business owner, entrepreneur, CEO that didn't have laser focus, never in any industry. Never because they couldn't be in that position. They couldn't have the level of success. I've met CEOs that their company wasn't great. Oh, they're all over the place. I've seen that plenty of times. So I don't necessarily what I had my practice. I didn't call myself the CEO. I couldn't get around that day. Those two corporate is it doesn't matter what you call yourself. Just think of yourself as you're the leader. This is your business. This is your thing. But it doesn't mean Karen that they have to do it all. No one said to dude, do it all. You're making this up. You're taking it all on. And it ain't working. If it was working, I'd be like, keep doing more, do more. Speaker 2 (26:07): Don't worry. We'll add more hours to the day. Do more. We'll take more time away from your family. Do more. It's not working. So focus. How do you, do you ever see the video? The invisible gorilla talk about focus, type invisible to grill. It's also called monkey business illusion. So here's what it is. There's six people, three in black shirts. I believe three. And white shirts. They're passing a basketball, right? And the, the, the exercise is count. How many passes? The white shirt? People throw to each other. That's it? That's all the directions is. I've seen it before. The first time I saw it at the end, the person goes, did you see it? And I'm like, see what? That was 18 passes. Yes. The number of passes were 18. Did you see the gorilla? And I went gorilla fricking no gorilla. There was a gorilla that come out. Speaker 2 (27:09): I'm gonna ruin it for people, but you have to see it. There is a grill that comes through the screen that starts dancing around and then walks off the screen. 50% of the people that see it, don't recognize it. Gorilla. This was a psychology experiment by, by the person that who the psychologist who did this. So being the smart Jamie, I just watched this the other day too. I've watched another version of it. Here's what's crazy. Of course. I saw the gorilla cause I was looking for the gorilla, but you know what? I didn't see. I didn't see the background completely changed colors. I didn't see one of the people that were passing the ball leave, like it's wild. What the brain is looking for the brain will see. So we have what's called and I don't want to get too technical here, but we have, what's called a bias. Our brain has a bias. Every single one of us, more specifically, it's called a negative bias. No matter how much we think we know, we can't think outside of our own bias. Speaker 2 (28:17): So the way you can kind of play with this a little bit is getting very clear at what you are focused on. Thinking through what you're focusing, then executing the plan. That's the only way to get through the bias except to have. And this is what I absolutely recommend. Someone else, someone else that's mentoring or coaching you, you don't know what you don't know and you never will, no matter how smart you think you are. And that's one of the problems we have because we are very smart people, but intellectually smart around physical therapy and anatomy. Yeah. That's great. But that's not going to help you with your business, right? So what you focus on, what you pay attention to grows. If you want more referrals, if you want more time than focus on the things that are going to help you do that. Speaker 2 (29:17): But the mindset shift is you have to be very honest with yourself. You have to ask yourself, do I like the results I'm getting? Do I like the income? Do I, I know we feel really weird about money and income, but it does pay the bills. Right? Can't pay the bills in likes, right? Oh, I got a thousand likes. Okay. Well how much you make nothing. Okay. You know, it does take money. It's okay to make money. What about time? Do you have control of your time? We call it freedom of time. Are you controlling your schedule? You're missing your kids' games. Are you missing events with your friends? Are you doing notes on the weekends? And so I was talking to someone yesterday, say, Jay, man, I do notes until 12 o'clock at night. I go, this is your business. And he goes, yeah, I'm working for a lunatic right now. Speaker 2 (30:06): Right. But that was kind of funny. So so that's, that's the thing. So I like to break it down for most of the committed clinicians and overwhelmed operators out there. 30 days, we, we have, we have a tool called a 30 day sprint. You can use that to 30 day goals. What's your goal for the next 30 days? Not 90, not a year, 30 days. What does it do you want to accomplish and choose one thing. Karen, just blend it because it's going to be hard for you to choose one because you're used to doing 20 and not achieving really any of them at least completed. So that's, that's an exercise that everyone can do. What area do you want to improve? Like I said, I gave you, I gave a bunch of examples. There's one, there's one code. I'm not monopolizing this conversation about, you know, that you're like, this is great. I have Jamie on 32 minutes. I'm like, thank you. Speaker 2 (31:06): I'm still answering the first question. Right? Henry David Thoreau. Great, great quote. It says it's not enough to be busy. So two are the ants. The question is what are you busy about? So by focusing more, you change your busy-ness to being intentional with what you're doing, that moves to being productive. The difference between productive and busiest productive is moving towards something that is desire busy. It's just activity. And there's a whole dopamine thing that we all have in our brain that, oh, but when I'm busy and I, I, you know, I take a post-it note and I throw it I feel so good about myself. I'm like, I know it's that quick dopamine hit that you achieve something. But the reality is you throw all of them away. You keep creating new ones and then you step back a little bit and you realize you haven't moved anywhere. Speaker 2 (32:02): You're still kind of doing the same stuff you were months ago or even years ago, you know? There's a, there's, there's, there's one more thing that we have, do we have time? Are we good? We're good. There's one more thing I wanna, I want to leave your audience with a growth mindset tip. And that is and this is probably now not probably it's the most important one and that is keep your tank full. And when I re referred to the proverbial gas tank, I'm referring to your energy level. We have all been in places where we are exhausted. Our energy is zapped. Our brain is fried and we just want to be left alone. If you have kids, you've been there many a times. If you have lots of patients, you've been there many a times. If you are running a business, you've been there many a times. If you've got annoying friends, you've been there many a times. Speaker 2 (33:05): And if something happens when you are in that state of just exhausting fed up, what's happening is your energy take low, near empty. A problem happens. How do you see that problem? Well, according to research in our beautiful little amygdala or my daughter calls it, the Amy, the gala, when emotion is high, such as when you're exhausted, fed up too much, intelligence is low. Your brain is hijacked. This goes back millions of years ago. When the Tiger's coming after you, you're not going to rationalize the tiger. Your body's going to go into overdrive and start running. However, what hasn't changed, even though we've transformed and we've we've, we've, we've, we've got all this new way. And in the neocortex, this is all old school brain stop. Something can happen. And you'll still get that feeling. You'll still get that emotional, like, oh my God, I got to react to something. Speaker 2 (34:12): And when your energy is low and your tank is low, you start to make really bad decisions. And when you make a bad decision with your friend, you yell at her, right? You yell at your friend, you yell at your kids, you yell at your spouse. You yell at your boyfriend and girlfriend, whoever you yell at people. And then later on you say, I wish it ends. I apologize. I shouldn't have said that. But when you make a bad decision in your business, oh boy, this is a decision that will, that could cost you thousands of dollars or tens of thousands. I've seen hundreds of thousands of dollars with literally one decision. It can cost you employees. It can cost you culture. It can cost you time and it can cost you a hell of a lot of frustration. Now imagine you're making these types of decisions, some grander than others, all the time, that's what's happening. Speaker 2 (35:10): Karen, we are making way too many decisions when our tank is well below halfway, and we're doing nothing to bring our take back up to full. What is a full tank? A full tank is your highest, most creative, innovative place. It's the place that you just feel on top of the world. It's the place of the highest level of confidence. It's the place that your friend says something stupid. And you're like, oh, you're foolish and come on. But that same person says something. When your tank is empty, you're going to bite our head off in business. You have someone asking you a question or someone coming to you for the umpteenth time that so w w if I want to take off next week, what do I have to do? And you just blow up on the person next day. You're like, yeah, yeah. You know, I'm sorry, whatever that person doesn't forget. Speaker 2 (36:09): Something like that. And when you start doing that and you start reacting, there's a difference between reacting and responding. Responding is what we do when the tank is full. Reacting is what we do when the tank is near empty. Reacting is an emotional response. Responding is a rational response. So what can we do? The fastest thing you can do when your tank is down is evoke physiology. What we do. So what's going to turn around deep breaths, count to 10, take 10 deep breaths. I guarantee whatever the problem is, it will subside. And you will think differently about it. Exercise. I know for me, when I exercise, God, I feel great, right? Anytime. And I've, I've, I've infused as I'm not perfect at it, but I've infused as, especially the last few years, especially last year during COVID when I think I might've come on here. Speaker 2 (37:20): And you're like, Jamie, what's the secret to dealing with. COVID pause. Just pause. Just stop. Just take care of yourself. Take care of your team. Like just personally. So I'm a great thing to do is don't make any decisions until after you exercise. I don't care if it's a walk. I don't care if it's, you know, basketball, I'll give it a round of golf. If you consider that exercise whatever it is running, you will think differently about the issue. If you have a problem with an employee, take some deep breaths and pause, do not address it in a high level of emotional state. This, if you just stop doing this so often, I will promise you, your business will get better. I promise because you'll just stop making these decisions that you don't even realize. We don't even realize we make these decisions, but then all of a sudden problems happen. Speaker 2 (38:16): And then we justify why. And I guarantee, at least with me, the justification was well, Jamie it's because you're in a high emotional state. That's why this problem. No, I started looking for someone to blame. I look for the prop, the answer to the problem, somewhere outside of where it really came from, that gets expensive. That causes you then to hire people you shouldn't hire to pay. I mean, I paid so much money in marketing and stuff like that. Why I was in a really bad emotional state. And I was just trying to solve it, writing a check on it. Wasn't it, it wasn't, it, it wasn't a rational thought through issue. And I did that again and again, and I did that with a lot of other problems too. So you know, when emotions are high intelligence is low. Karen, this is an opinion. Speaker 2 (39:09): This is a fact. We like facts as PTs. This is a fact. So pause 10 seconds, 10 deep breaths exercise before decision. And you don't have to wait for your, for your tank to get low. I know we do that. Like I'm, I'm one of those. Not only does the light come on, but that, that thing gotta be at the line. Or even below the line for me to go to the gas station. We can't do that with ourselves. When that thing gets around half, half full it's time, start, start doing some things, put this into your regular routine. Here's what I've learned over the years. I didn't realize this. So I started talking to a bunch of people around this particular point of keep your tank full. And I don't know the exact number, but it's overwhelmingly more than I would say, 80%. When you, when you get busier, when things get busier at work in the office, there's one thing that you sacrifice more than anything else. That's your, self-care you exercise. Normally you stop going to the gym, right? You do yoga, you stop it, you meditate, you stop it. You go, you stop. The thing that actually is keeping you sane and keeping you mentally strong and mentally fit. That's when you have to pause and saying, I'm the most important person in this company, my thinking and how I think about this business affects everyone in the business, including the staff and the patients and the community. So when I'm feeling like that, I know it's time to do some serious take care of me time. Speaker 1 (40:57): Yeah, absolutely. So now, if we start to, we'll start to kind of wrap things up here. So I just want to review some of the things that you said that physical therapy owners can do to kind of change their mindset around them being clinician, a PT an owner, to help them be successful. So you just talked about not making decisions on an empty tank or a near empty tank. We talked about changing we talked about some little like mindset tricks and tips and things like that. What else? Speaker 2 (41:40): Well, the, the three things that specific thing could be talked about, cause a lot of them have to do with that is growth mindset tip number one, the best is yet to come. The exercise for that is take 15, 20 minutes. You can, you can, you can handle that. Write down what the heck you want one year from today, one year from today, if you and I had a conversation and we were going to look back on to this moment, what would happen for you to feel happy about your business, about your bank account, about your family, about your personal life, what would you, what would have to happen? Write that down. I don't care if it happens or not. No, one's going to call you on it, but I want you to go through what it feels like to actually put that down on paper. Speaker 2 (42:27): Don't type it out on the computer. There's something special about writing it out on paper, right hand to paper. That's number one, that's number one, number two, focus, growth mindset. Number two, focus. What we focus, what we pay attention to grows. So what are you focused on? One thing for the next 30 days? What is one outcome? One goal that you want once you do that reverse engineer, that and then say, okay, in order to achieve that goal, what happens? What do I have to achieve this week? Say that exact line. What do I have to achieve for this week? Do that four weeks in a row. And I promise you, I promise you, call me out. If I'm wrong, you will be either hit the goal, go way past the goal or make significant progress, which you won't be is where you are. Excellent is the 80 tank. Speaker 2 (43:28): Keep your tank full. If you get into a high level of emotional state resist making decisions, or if you have to make a decision deep breaths count to 10 exercise, something that helps you increase your energy level. And then of course the second part of that is incorporate that on a regular basis every day, maybe a couple days a week, three days a week, but on a regular basis. And for whatever you do, no matter how busy and crazy life gets, do not sacrifice your time, your self care is the most important thing. There is you are not a hero by killing yourself. You don't strengthen the weak by weakening, the strong you killing and sacrificing yourself is not helping anyone. You don't need to do that. And then of course the overarching thing that we've talked about is, you know, some of the ideas around really thinking of yourself and considering yourself and talking about yourself as a business owner, right. If you're treating tree, that's great. But other than that, you own a business. Speaker 1 (44:49): Yeah. Perfect. All right. Where can people find you? Speaker 2 (44:55): Yeah, learn more. You can just go to my website practice freedom, U the letter u.com. I got some goodies on there. You can download my book on there. What I would recommend if people want to dive in deeper with me and, and just kind of, you know, you want to have a conversation. I am offering a, what we call a discovery call and we'll see kind of where you are mentally. We'll see where your mindset is. We'll see where your business is and we'll see if there's ways we can help you. We do have programs. We'll see if it's a, if it's the right fit for you, if not definitely give you some things that you can do in the meantime, maybe point you in some other directions. So you can go. I'm sure you'll put that in, but you can go to practice freedom, u.com/discovery call. Speaker 1 (45:41): Perfect. And yes, this will all be in the show notes at podcast out healthy, wealthy, smart.com under this episode. So last question, Jamie, what advice would you give to your younger self? Speaker 2 (45:53): Oh my God. Overcome your ego. Jamie it's okay. You don't know everything enlist. Some help invest in yourself, invest in your business. It will pay off dividends in the future. Not only to you, not only to your family, but for everyone that's around you, including your staff and community. Speaker 1 (46:15): Excellent advice. I love it. I love it. And I feel like you've given different pieces of advice each time you've been on very impressive. Cause I've asked this question before and the advice is always different, so well done. You so thanks so much for coming on and sharing. This was great advice for anyone who is a current owner or who's maybe thinking about becoming an entrepreneur. So I thank you very much. Speaker 2 (46:41): You're welcome. Thank you so much, Karen. Speaker 1 (46:42): Yeah. And everyone who's listening. Thanks so much for tuning in, have a great couple of days and stay healthy, wealthy and smart.  

No stranger Jamey Schrier, founder of Practice Freedom U and author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More. Jamey is on a mission to save PT owners from the struggles and hardships of owning a healthcare business in today's world. Social Media Twitter: @jameyschrier IG: @jameyschrier   Website: www.practicefreedomu.com ⏱️ Time Management ⌛ Time = Value

Jamey Schrier shares with us his journey in creating Practice Freedom U and helping PTs run successful practices. Make sure to subscribe to get updates on when it's released. Jamey highlights a variety of topics such as:  Having the proper mindset to succeed in business  Important skills needed to succeed in business  The most impactful books for PTs in business  Challenges facing our profession and how to overcome them  How being a good PT and good in business are not the same https://practicefreedomu.com/ You can find the podcast on Apple, Spotify, Google, Amazon, and Podbean platforms. Make sure to rate and subscribe! Thanks Everyone!

Jamey Schrier, PT, is an author, former physical therapy practice owner, and founder of Practice Freedom U. PFU solely focuses on helping practice owners work less, earn more, and reignite their passion for patient care. His book, The Practice Freedom Method has been an Amazon best-seller. Jamey is on a mission to help ambitious practice owners achieve their dreams of what is commonly called Practice Freedom. On this episode, Jamey shares about how changing one's mindset can transform and in some cases even save a business including a private practice. Here's how to connect with Jamey:Email - jamey@practicefreedomu.comTwitter - https://twitter.com/jameyschrier Facebook Page - https://www.facebook.com/PracticeFreedomU Instagram - https://instagram.com/practicefreedomuLinkedIn - https://www.linkedin.com/in/jameyschrier/

Dr. Jamey Schrier, PT is a physical therapist, former private practice owner, author of The Practice Freedom Method and founder of Practice Freedom U, a company solely focused on helping physical therapists build highly profitable practices while living the life they deserve. After growing and then successfully selling his PT business for a substantial multiple, Jamey began teaching practice owners his proven business building methodology to generate consistently more referrals, hiring amazing staff and being able to work less while making more. He has helped hundreds of private practice owners successfully grow their business achieving financial prosperity and freedom, despite today's unpredictable and ever-changing times. http://practicefreedomu.com/discovery --- Send in a voice message: https://anchor.fm/bemoretoday/message Support this podcast: https://anchor.fm/bemoretoday/support

Jamey Schrier, P.T. is an author, former practice owner and founder of Practice Freedom U. PFU solely focuses on helping practice owners work less, earn more, and reignite their passion for patient care. His book, The Practice Freedom Method has been an Amazon best-seller. Jamey is on a mission to help ambitious practice owners achieve their dreams of what is commonly called Practice Freedom.In Ep 64 of The More Practice Profits podcast Jamey joins Lorcan to discuss Mindset Shift

Jamey Schrier, founder of Practice Freedom U and author of The Practice Freedom Method: The Practice Owner's Guide to Work Less, Earn More. Jamey is on a mission to save PT owners from the struggles and hardships of owning a healthcare business in today's world. Social Media Twitter: @jameyschrier IG: @jameyschrier Website: www.practicefreedomu.com Questions What is Practice Freedom? Why does it matter? What makes achieving practice freedom so difficult? What are steps to achieve Practice Freedom? How can a clinician cut their work time in half? What is happening with declining third-party reimbursements? What are steps to consider when developing out of pocket service? What are the 3 reasons that hold PT's back from freeing themselves from the administrative abyss? What are 3 steps to increase free time by delegating? Banners

How to Build a Better Team. Secrets to Increased Productivity and Greater Morale with Jamey Schrier Jamey Schrier is a physical therapist and the founder of Practice Freedom U – teaching PT’s and business owners the balance between self-management, income, and freedom. In the time of COVID, Jamey notices owners re-evaluating their business to fix issues moving into the future. If a company wants to reset, he suggests to start with a clear vision and purpose that both the owner and employees believe in. Jamey concisely defines mission, vision, values and why these components are crucial in the hiring process. He visualizes his business order in a “reverse triangle” which puts the business owner on the bottom supporting the rest of the team. Some mistakes business owners make which results in an unsuccessful team * Not providing for your team* Not giving initial expectations* Not meeting the employees where they are To prevent these types of mistakes, have a clarity conversation between the business owner and employees to clear up confusion and bring attention to concerns and issues. QUOTES “Vulnerability is a strength. It is a powerful strength.” – JAMEY “Confused people don’t take action and action is what we want.” – JAMEY “There is no reason that every business owner can’t have a great team and there is no reason a great person can’t work for a great owner.” – JAMEY PARTING SHOT “Nothing happens until it is put into motion. Motion cures fear. Action. Implementation. Doing it is the key with all this stuff.” - JAMEY

Jamey Schrier is a physical therapist and the founder and CEO of Practice Freedom U where he teaches business owners how to maintain freedom by balancing life and work as a business owner. Check out Practice Freedom U: https://practicefreedomu.thinkific.com/ Jamey tells his story of an event he experienced early in his career that changed the way he wanted to help in the PT world. He shifted from being the business owner of a clinic to helping others build their own. He paints us a picture of his ideal patient for his clinic and building relationships and connections to this patient population helped him define his target audience. Identifying the target audience will eventually transform the business operation. Bringing back to the basics, Jamey breaks down the difference between benefits and features of treating patients and owning a business. Here are Jamey’s three types of relationship strategies to find that ideal client: · Referral partners · Connecting with the customer directly · Have something to offer the target audience QUOTES “The more you niche, the better your business will be.” – JAMEY “I believe in alignment. Alignment in your business and alignment in your life.” – JAMEY “People don’t do things when you’re ready. People do things when they’re ready.” – JAMEY “Communicate the transformation.” – JIMMY “The best customer you have is the past patient who has already been there.” – JAMEY “You are your own worst enemy when it comes to competition.” – JAMEY PARTING SHOT “You can do this. You can create the kind of business that you want. You can create the kind of life that you want.” – JAMEY