E490 | Live Event Wrap Up With Yves Gege

Welcome back to the P.T. Entrepreneur Podcast! Today, Yves Gege and I are unpacking what was probably our favorite, most memorable, Mastermind Live Event that we have had. We have been doing these events since 2018, and we break down our thoughts on this latest event today. Enjoy!

• The amazing community we get to work with
• Building momentum after each live event
• Growing through competition

www.physicaltherapybiz.com/apply

PT Everywhere: https://pteverywhere.com/

Do you enjoy the podcast?  If so, leave us a 5-star review on iTunes and tell a friend to do the same!

Are you a member of our free PT Entrepreneur Facebook Group? Join today!

Podcast Transcript

Danny: [00:00:00] So there's all kinds of hidden fees within your business that are just part of doing business. One of those is credit. Processing and for us, we didn't even realize how much we were paying in credit card processing with the first management software we were using for our practice. And when we switched over to PT everywhere, we just realized we were saving literally hundreds of dollars a month with credit card processing with their partner with Card point versus who we were using with our prior.

Software. This has made a massive difference. It's more than paid for itself. It allows us to decrease our overhead. It allows us to have more cash flow to reinvest in our people, in our technology, in our facility, in marketing and everything that's gonna drive the business. So don't get abused by credit card processing companies.

Make sure you're paying what you should pay. And if you're looking for a management software, highly recommend PT everywhere directly integrates. Processor makes it very easy and their rates are super, super competitive. So it's saved us a ton of money and it probably will do the same for you if you don't know what you are getting charged.

So head over to PT everywhere. Take a look at what they've [00:01:00] got. I think you really like it. So here's the question. How do physical therapists like us who don't wanna see 30 patients a day, who don't wanna work home health and have real student loans create a career and life for ourselves that we've always dreamed about?

This is the question, and this podcast is the answer. My name's Danny Mate, and welcome to the PT Entrepreneur Podcast.

Hey, what's going on guys? Hi. Denny here with Eve Gigi in the PT Entrepreneur podcast, and today we get a chance to man, just like unpack. Probably just our favorite mastermind event that we've ever done. I got a chance to kinda share some of my initial thoughts a couple weeks ago or I guess it was last week on, just what I learned from it and my experience.

But this is something that we've been doing now since two 17, I believe was the first [00:02:00] year that I'll tell you back, 2018 was the first year we did any live events, but consulting. Just in general, both short contracts and or just one-on-one stuff with people. 2016 2017 timeframe.

But 2018 was the first time that we, were able to do an event. And the funny thing about that is like when we did our first event at Athletes Potential and our our practice here in, in Atlanta we had dinner and everybody sat at the same table together. And this event, we had to rent out basically the entire.

Top floor of a hotel as we had 150 something people that were there. And we could definitely not all sit at one table together. So we've seen a pretty, in massive increase in the people that we get a chance to work with, which we are super proud of, but very thankful for the opportunity to be a part of these peoples in a journey and their business.

And we take their success very seriously. And, we want, we really want them to have as much success as possible with what they're doing. You. It was a lot, and it's always a lot. I feel like I'm always just brain dead [00:03:00] afterward. I remember we just getting back to the house where we're staying, I just, I got a beer and just went upstairs and just sat there and drank it by myself.

On, what was it Friday night. He couldn't find you. Where'd

Yves: Danny go? Oh, he's just, he's in his,

Danny: And it's because it's a lot, it's a lot of talking, it's a lot of engaging. It's awesome and it's all, and it just it's mentally it's mentally difficult to be such an active listener for so long, cuz I feel like the people we work with deserve a hundred percent of my attention when I am around them.

And, that's what I'll, that's what I'm gonna do. And, but at the end of the day, you're just like, whoa, I'm smoked. Like I don't wanna talk to anybody. I don't wanna do anything. I'm just gonna stare at the wall for a little bit and just, that's it. But but anyway, we'll get a chance to share our thoughts on that.

And I would love to just kick it off to you and ask you, what are your initial thoughts from the event. I

Yves: agree with you. It was a lot like end of day one, I almost lost my voice and I needed to present day two, which was like, oh boy, like, how's this gonna go?

Luckily, got a good night's sleep, didn't [00:04:00] stay out too late. All the, all of our members did, which I thought, was one of the coolest things o ever, everybody was Not like locked, right? But you're in a beach, you're in a beach community, there's not a lot of places to go.

You stay at the hotel, so everybody got to congregate and hang out from the beginning, right? You just saw these little pods of people all over the hotel. Even Wednesday, the event didn't start till Thursday and then you saw it even through the weekend. So I think that's the best part.

The best. For sure continues to be that we've got an amazing community of people who just get along really well and they don't even really know each other. Imagine going somewhere, it's these are my people, right? 150 of my friends. Like all people who like know, pretty much what I'm going through similar situations and they feel at home, and I think that's it's still the best part of the event. And you're right. Going into that active listening and being like, quote unquote on, that's exhausting, not that. Celebrities. But could you imagine if that's what you did day [00:05:00] in, day out, week in, week out, like those two events a year?

I don't think I could do more than that. Like I would just be done, yeah. I, 24 to 48 hours after this one, I was like, I was just in a weird place. I was telling him, I was like, I can't come down, but I also can't rest. Like my body's confused what's going on here?

Danny: Yeah. That's a great way to put it, because I.

Yes, I feel exactly the same, and even when I would teach for mobility wa you know, we'd have maybe 50 people there at a time for a day. And the feeling is very familiar to me in terms of just exhaustion level of, typically it was me teaching all day for 50 people.

Sometimes I'd have an assistant instructor and I would lose my. Frequently because if I'm in a, if I'm in a gym that has like loud fans and stuff cuz I'd be yelling for, the whole day. And so yeah, I mean I, I think that was actually great experience leading into these other events where we're like trying to manage that all day long and, but it is interesting because.

And even for me Thursday, we have our [00:06:00] long day. We're doing a, we do a workout at six o'clock in the morning, which that one was rough cuz it was on the beach and it was like soft sand for probably half the run. It was raining, it was like a pretty, it was a pretty hard environment to do it in and, so pretty exhausting.

And and then you go straight into a full. Teaching and running stuff. But even after dinner, like I ended up staying out until, close to midnight. And I never really tried to do that on days where I have to teach at anything the next day. But it was just like so fun to hang out with everybody, at the hotel and even me, like I just am.

I just, I like being around our people so much. It's hard for me not to spend time with them like, cuz I. Totally be a member of this group if it, if I hadn't started it. And that's what's cool is like the people that were around, I like talking to, I like to learn about what's going on their business. I like talking to 'em about their families.

I get to meet a lot of little spouses, which was really cool. And just just see more of what's going on than just their business because we know the business is, [00:07:00] it is what they're, we're helping them with on the surface, but really, It's the personal side of things. Even having Kelly and Juliet Tourette do a working with your spouse kind of small group, which was so that's so awesome that they're cool to talk about stuff like that and help people out because it's a difficult relationship to manage.

And I feel like, I talked to a couple people after that, they're like, dude, this. The greatest marriage therapy we've ever had because it was just from people that had lived it for so long that had figured out how to make it work, sharing that with them and just short-cutting it, which was pretty awesome for the people that needed it.

So just stuff like that I just find so interesting and I'm proud that we get a chance to, host these events that. Hopefully are just, if super impactful and help people make true long-term changes. And it's so nice to be back in person with everybody in a, in what feels normal in the first time in a long time.

Yves: Yeah. Yeah. To go back what you said from the first event, like our [00:08:00] team of employees, contractors, whatever, just our team, I, using that verbiage better is bigger. The first event. So like just the people that are helping us with the event is bigger than the first event itself. Which, I pulled Kingsley House look around, man, like this is, it was almost as big as the one that we did.

Remember we hosted a dinner at Jared's house. Do you remember that one? Yeah. Where we cleared his house. Like it was almost as big as that event, which is Yeah. Which is just crazy. And that was like in the year two. So the exponential, it just shows you how. People were craving something like this, right?

The exponential increase of our group and how it's just, spider webbing out is. Is crazy, and I feel like we're beating a dead horse, but like at the same time, you probably can't talk about enough. It's just because we're talking about more than business and we're talking about the personal side and we're talking about spouse stuff and development.

I really think that is a difference maker for a lot of people, cuz a lot of people talk about their [00:09:00] business. But I think just as many people talk about their marriage or talk about their health, or talk about their own growth and development as a human being. Just as often, yeah this was a crazy moment and I'll just, I'll throw it out there real, vulnerability moment for me.

So Amy had to leave cuz Liam had a soccer tournament on Saturday. And so I'm just still decompressing from the event. It's Saturday. I'm just trying to like, get my head space right. Like I said I had to go for like hour and a half walk just to calm down. But before that she sent me a text and said you.

So many along the lines of I'm so proud of you. Like, all these people came up to me and talked about how they impact their lives and legitimately just shed a tear. You know what I mean? It's just I was like, this is un, this was unbelievable that Yeah. My wife gets to be a part of it and.

They're coming up to her saying how, we or me have been able to impact them in their lives. And I was like, man, I don't want to be doing anything else ever again. Yeah. It's no, nothing's gonna compare to that. How do you come back for that? You can't there's, this is it, I've

Danny: got it pinnacle.

It's in, it's incredibly personal rewarding. It's no doubt. I would [00:10:00] say what I thought was really interesting was your dad was there on the second day, and he was That's right. What was so great about. Is that he was taking notes and trying and coaching you up on how to be better a better presenter.

And I was like, this is so great. He had a little notepad, was giving me advice to give you and you giving you direct advice. And I was like and he's just such a man, he's just super nice and he's exactly what you think of with a, like a Swiss man, just, he's got a nice accent.

His name is Jurg, and he just was like, I think I, j Brandon said something to me about, I think he came to the Daniel, he was around them for the Daniel Island one or something like that. And, or no, immediate, I think he came to your house when we were there. And he was in like a tracksuit and he was like, this guy showed up in a tracksuit, this Swiss guy.

I was like, oh, that's Eve's dad. He's oh shit, that's his dad. And but like, how cool is that right? To be able to have your, your dads, see this, event that, you're a massive part of that. He gets to hear some of the things that you're [00:11:00] teaching and that's pretty awesome, I would assume.

Yves: Yeah, it was the coolest thing ever. I did, I had two talks, one specifically on block scheduling, another one more on delegating and effectively and how to do that. And after I got done with my first talk, they had to do a little bit of work and so I talked to him. I had no idea he was taking notes.

He's I took some notes. I'm like, ok. He's you say right way too often. I was like, I'm not gonna say one time in the next one. You know what? And he was like, you did a good job. You corrected. I was like, thank you, dad. Yeah. It's it was awesome. He wanted to come. I was like, of course you can come.

He felt weird about asking me. I was like, you can come and, give me some notes. I'm always happy to get some feedback, but yeah. Yeah, it was a cool moment for sure.

Danny: That's really cool. I think that the other thing that I noticed that I thought was interesting about this one, Is there's a lot of people that we've worked with now for a while, years.

And the newer people that are in our mastermind and let's say this was their first event, it's as somewhat of an intimidating place if you're a little more [00:12:00] introverted to go into a group where. 150 plus people, and quite a few of them already know each other and they're catching back up and it, you can feel like you're out of place initially.

But what I thought was just really interesting was how quickly everybody gets assimilated into the community and. Part of it starts with the workout in the morning, if they decide to come and do that at breakfast, people are just, bouncing around saying hello to new people, like getting 'em to sit down on a table and just like catching up or chatting about their business and The groups that we have that, they meet every single month.

Like they get, they see each other a little bit before that. They know what they look like. There's some level of comfort there, and now they see each other at the event. So I think I've been to quite a few events like this and I if I'm new to a group, it's, it can feel challenging sometimes too to break into that a little bit.

But I think that that happened really [00:13:00] fast. I feel. Even the most introverted people that we work with can find some comfort with the way that that these are set up and the structure. And that's, that's intentional in a lot of ways, but it's really the community of people that we work with.

And I keep saying community, like we're a cult. So I. And maybe we are, but we're a cult. That's like pretty awesome. And we're not like drinking Kool-Aid at the end of the live events. And but it's definitely something that where I feel like it's a non-threatening environment in a lot of ways where people are pretty, pretty good about like bringing new people into the group.

Yeah.

Yves: And we've got a really. Mix of people, right? From a lot of different backgrounds, from a lot of different areas with now with different kinds of businesses. So that's another been another cool thing to see is we have remote people, we have, people not necessarily in a jam.

We have people like that have a mobile side, right? Yeah. So and then now we have people who are. Getting so good at business that they're trying new things that I've never even thought of. Yeah. And [00:14:00] bringing completely new things on the table so that I think that's. It's supposed to happen, I think at this size is like the group becomes a whole lot smarter than any individual.

Like even us okay, we're basically just trying to like channel, channel all of the thought into hopefully succinct ways to get it, to the group as quickly as possible. And we're getting to see that I think a lot more. And like it gets me excited about, oh, cool, what's next?

Can we even now transcend beyond, this idea of cash physical therapy or performance pt? It's gonna be bigger than that, but what's next? And so I get excited after these events too to, dig into what's

Danny: possible. Yeah. It's the, it's a network effect, right?

There, there's a concept called Metcalf's Law, which is essentially based on network effects. So you could look at this with the internet, you could look at this with cell phone adoption and early on it's slow to build, but then once there starts to be mass adoption, it's a hockey stick increase short period of time.

And what I, what. I think [00:15:00] is interesting and unique is the openness of business owners to share what's working with each other and to create this network of transparent practices with running these types of businesses. Now, much of that, we're trying to, vet and share and things like that, but a lot of that comes from conversations we're having with people that are doing things that in a different way, and it's oh.

That you might be onto something let's share that. Let's get a few groups to test that and then let's compile that and let's see if it's actually really a better way to go about it. And then we can, develop some standard operating procedures around that and share it. And that network effect, I think is where the power is.

It's just It's all over. It's and if they're communicating and sharing these things, it's just so hard to compete with that. That's why I tell people too, and it's not that this isn't like a, a 45 minute long advertisement for our Mastermind by any means.

But if you honestly think you're gonna be [00:16:00] able to accelerate your business faster than. You plus 150 other people that are openly willing to share what's going on that are at different stages of your business journey. Like I just don't see that happening realistically. I don't think it's possible.

And it might be, but I think your odds are much lower. And if you're looking at just purely statistics of the thing that is going to provide li a livelihood for you and your family and potentially create. Long-term, time independence and financial independence. I would prefer to take the best odds in that context because it's the most important thing for me to get right.

And and that's what I think is the value, honestly. Yeah. We like to think that we're smart and we have some shit figured out that maybe we can teach them, but more than anything, it's the group of people that is where the true value is in that sort of network.

Yves: Yeah, I mean there's so many hidden benefits to it, right?

I was, I'm able to have conversations with the people that are struggling and those are just the conversations I'm [00:17:00] having. Imagine people just within their own groups or they've made some friendships within that and they've got, they're just having a tough time and just having somebody else to talk to.

Like we've both been through it. We've both been in entrepreneurship. Alone, like with not somebody else to bounce ideas off of. There's just so many, and now, which I just wanna highlight, we have multiple million dollar practices in the group.

Yeah. Like the gold name tag, which the whole name tag system has. Been amazing, but like we've had this, you hit these tiers and you get these name tags, and we've had, I don't know if it was it four or five, I think it was five, five practices hit that. Which is which is crazy, right?

And so you've always got somebody. Just starting, which I think is really valuable. You've got people who are with you and doing the same things, which is valuable, and you've got people that are ahead of you, which is valuable. Yeah. There's just, as you said, there's just no way to, there's no way to quantify, that amount of knowledge and be able to have that at your fingertips.

[00:18:00] What we're teaching and like what we do works and we're templating it out, but that's just, yeah. That's what I think a lot of people pay for.

Danny: Even one of our coaches that has a seven figure practice I was talking to him about these live events and he goes, you know what I think the most valuable part is?

And I said, I don't know. Is it the guest presenter? Is it the, content? He is no, man. It's me being able to talk to all these practices that are just getting started because he's first of all, it helps give me perspective as to just how. You know I've come and just how like difficult that early stage is.

But he said the other thing is, They like the amount you have to focus on fundamentals early on changes quite a bit in terms of losing sight of some of the things that you forget that you need to do, like when you're just like, when every single person counts so much because you don't have a lot of lead flow coming in.

You're just so much better at making every single person count because you have to, and he said he gets so much out of talking to these businesses that are like,[00:19:00] sub, maybe they're sub $10,000 a month or somewhere in that range. Maybe they're at, a 10th of the size of his business or something.

And he's I get a ton out of that. And I think that's to his, That is a incredible like perspective that I know a lot of you are more senior business owners and they feel like that smaller business owner wastes their time versus getting them to reframe what they're doing.

Understand that if they're, if they can teach something, they know it even better and, or hey, you could probably learn something from some of these folks that, and what they're doing slightly different and how can that be applied to your business if you're willing and, have enough humility to, to take that as.

A potential, benefit to your business. Yeah,

Yves: you've definitely. Have to be an implementer. I think everybody in that room takes it and goes and uses it. And I think that's also really cool to just be with a bunch of people who are just like, getting after it. You can use some of the cliches, right?

But they're just like in there and they're just like, they're all [00:20:00] in, right? Like they're all in about who we are, what we're doing, why this is important, and are super. Passionate about it. And that just, the volume and the level of that passion is just it's so evident in that room.

And like it just, I. I know for a fact it provide so much momentum for people afterwards, those live events, right? Because we see it. Like we track everybody's numbers pretty intently, and next two to three months inherently, and they just have a ton more energy and they go out and they just hustle and all of a sudden they break through some of these, ceilings that they haven't been able to break through.

And yeah, no it's always real cool to see. I

Danny: think the other thing that's really helpful is a healthy dose of competition, because, the vast majority of businesses that we work with fall into what we consider like the performance sort of based niche which really there's many sort of sub niches within that, whether it's CrossFit runners, performance based women's health focus practices, getting people back to activities. You can, it could be active adults or whatever, but they're helping people move, be [00:21:00] healthier and potentially even like helping them with that as they're not in pain anymore, in more of the strength and conditioning side of things.

And that's the vast majority of businesses that we work with. But these people are typically coming from an athletic background of some sort. We have a lot of people that were. At least, somewhat competitive to also like pretty high level athletes that you put those people in an environment where they're, they know us, there's a scoreboard.

They know like the rules that they can play by, and you give them awards associated with changes in, in the score. It's one of the better ways to motivate a community of people that is competitive and motivated. And they know they're gonna see each other in six months. And they want to make sure that they have.

As good of a score as they can by the time that they come back. And I think that's positive in a lot of ways because, competition is a healthy motivator as long as it doesn't, ruin your life. If you just take, if that's the only thing. But if you have, if you need that little extra as sort of motivation [00:22:00] because you're gonna see your buddy in six months and you wanna make sure that you business grew more than theirs.

I don't think there's anything wrong with that. I think that's that's a, that's a. It's a good way to motivate people to put hard work in, which is really what they have to do. They have to implement on these difficult changes that need to be made.

Yves: Yeah. My favorite video, like we always get a ton of social media, obviously after these events enduring, I think it was Brian Lad, I don't know if you saw the one.

He has like a magnetic whiteboard. Oh yeah. Yeah. I think he had I don't know, it was like the white name tag and then just literally punched it off of his whiteboard and threw the new one on there. And I was like that. Yeah, he did is great. Yeah, that's what I wanna see. And yeah, you know that this competitive stuff works because bottom line Energy level and like being able to just get up every day and just be persistent and consistent is hard. And any edge you can get in entrepreneurship is gonna be huge. And I think, yeah, the competitive edge and the competitive spirit, using that in a positive way has helped a lot of people in our group.

Danny: Yeah. Yeah, it totally has. And I feel like we've figured out [00:23:00] some things too, because it's not like we went to business development group school or something like that. It's not, this doesn't even exist, and so to just, to be honest, like it's, these are things that we're constantly trying to test and refine and improve.

It's a business model that we are trying to figure out and make as good as possible as well. And, we don't know everything and there's plenty of other options that people can go and work with different groups. And I think that it's great that we have as much business development support within our community, like just within, mainly.

The clinical world, and we're both physical therapists, so I'm gonna biase this towards our profession. We're historically very bad at business. We, no one really learns much in school and. A lot of us wouldn't have even started practice if we could have functioned in an environment where we could have had less patience and seen them, and for longer, without insurance telling us that their time was up and be able to really, truly [00:24:00] make some of the changes that we wanna make with them.

But we weren't allowed to. And that turned into, all right we'll figure it out our own way of going about it. So we work with a lot of people like that. They are reluctant entrepreneurs. This is not their first choice. They didn't have a grand plan of this. It was. You get ba, backed into a corner and you had no other choice, as far as what they wanted their life to look like.

So work with a lot of people like that and I think it's important for us to understand and have a respect for that because as much as we have seen growth and improved many things within the community, there are so much that we still are not great at, that we have to improve and find other people to help us make it better and, That's exciting and terrifying at the same time because the I feel like there's a lot of pressure, even though it's not on me necessarily, or you or Jared or any of our other coaches to do the work for people, but we do take it very seriously if they do well or they do not.

And their families, they're investing in their business [00:25:00] with us and. They need. They should get an r o i they deserve it if they do the work. I think for us it's important to also, after these events, I'm just like, man, I don't know enough. I'm not as good as I need to be for these people.

And it's like this constant progression that is awesome in so many ways, but also it's like you're being like hunted by an invisible animal in some ways. Like eventually it may catch up to you and you're just obsolete, because people know so much and they're so smart and you're constantly trying to stay ahead of it.

So I actually, I like it in a weird way. Yeah.

Yves: You've always been competitive in so many areas, and I think that's a big piece that, that drives you and. I believe that's what's going to keep us at PT Biz and the whole community because that, honestly, it comes from the top down, right? Like this idea of constantly trying to.

To get better, to gain an edge to win the game, right? You've got to keep that as a part of [00:26:00] the spirit. And I think that's a big part of the spirit of what PT Biz is like. We're constantly trying to figure out, and I said this before I started and I meant it. I was like, we're just gonna do everything we can.

Like we legitimately, you and I probably think about this not only for our own families and our own. Lives, but also like, how can I share this? Putting it through that lens too with as many of our people as we can, and we're gonna keep doing that as long as we're physically able or we are useful, yeah. There's just no, there's no reason to stop lifelong learning, right? We can go down the stoic stuff. I'm deep into that right now. But it's a big purpose, right? It's just like gaining knowledge. Implementing knowledge and testing it out and figuring out what's work and then sharing it with others I can't see a different kind of purpose, at least for myself.

Danny: The other thing I noticed that I thought was interesting was people that we had worked with for a few years I've seen them now in person at different stages of their business journey, right? Most people are super stressed. Early on, they're just [00:27:00] very stressed. That's true. They're ultra busy.

And then once they once they start making like pretty consistent revenue around like 12 to $20,000 a month, like life gets a lot less stressful for them because they're not worried about paying their mortgage anymore. They're not, unsure of if this is gonna work. And then they're less stressed.

But then, To grow, they have to take on some debt, some equipment, do a build out, go into a standalone space, and now all of a sudden they're hiring people and they're having to like deal with other human beings and trying to get those human beings to do the things that they want them to do. Even though they're, it's not an easy thing to do, to get another person to do anything, especially not do anything ESP and them think that it's a good idea.

Oh man. So they have to improve as managers and leaders. And so I see them get stressed out again around this stage where they're going through this growth cycle of bringing these initial folks. [00:28:00] And then around the stage that it's usually between five, probably 500,000 up to, a million in gross revenue.

They've got some stuff figured out, they've got some time independence cuz they can't see all the patients themselves. So they have some flexibility in their week and they're just like way less stressed again, and so it's like stress. No stress. Not no stress, but less stress. And then from there it just it just keeps ups and downs like that.

And until they figure out how to manage themself and manage their expectations and what they want to accomplish in business. So I think that it's funny to watch that, cause I can almost tell like what stage people are in based on their mood and based on their level of concern with what's going on with their business.

And if they seem Chill. Oh, awesome. Like you're in a, you're in a good spot right now. And if they seem really stressed out, they're probably going through a growth cycle.

Yves: Yeah. It's these growth phases and these kind of more, more stable phases. And what I really like, and again, talk about another unfair advantage, right?

A both of us [00:29:00] dealing with those stages and understanding what it means to get through them at a personal level and now going through. And be able to watch people go from literally no business to all the way to the stage where they're managing multiple people in a standalone clinic and seeing that over and over repetitively, 10, 20, 30, 40, 50, 60 times, the knowledge that we're able to gain from that and glean from that, and then share with other people.

Like we haven't mapped out at this point. Like we don't have everything figured. But like I have a general idea of what it's gonna take to get you from zero to 10, a general idea of what it's gonna take to get from 10 to 20, 20 to 30 20, 30 to 40, and then 40 plus we pretty much have it mapped out, right?

Here are the skills that you need. Here's the staff that you like. It's. It's all there, and man, like what I would've paid, as you said before, to have somebody tell me that from day one would've would've been some blood, sweat and tears that I could have avoided.

For sure.

Danny: Dude, I would've paid us a hundred thousand dollars to [00:30:00] join for the amount of shit that I had to go through stress, the stress I put on my family the lessons I had to learn the hard way, the financial mistakes that I made and. It would be more than a hundred thousand dollars.

It's it would be so much damn money because at least I have perspective for this now. And I had to learn a lot of things the not so fun way which has some benefits because we can talk to people on a level where we understand what they went through, right? So it's okay, so maybe all of these, mistakes and challenges.

Just struggles that you go through and you can't avoid all of them by any means. But it helps us speak to people on a level that we can relate to them that many people cannot. They haven't experienced that or gone through it, but, it is definitely something that.

I feel like it's interesting to watch, the shortcuts that that occur and it really is just like interesting to be involved in that group and be able to have some of these sidebar. I just like the sidebar conversations that we get to have. I just enjoy so much and the, I think the culture is [00:31:00] so interesting now.

A lot of high integrity people that are self, regulated and have high expectations of each other is an interesting thing to see es especially if you start looking at the amount of people I saw describing their spaces and their their decision for standalone locations. And a lot of people are in that stage where they're in between.

An office sublet and then a standalone location. It was in really interesting for me to hear some of these conversations that were happening over lunch or after, the event or, whatever, after our workout. And then to see how many people have hit us up to look over blueprints for, their standalone spaces or to look over their leases and I'm like, holy shit.

There's a dozen people that within a couple days afterward are literally. Look like about to close a deal on either buying or renting standalone spaces. And that's not even a week out. It's nuts, and it's because they gain confidence from other people that they meet that are not superheroes True.

That are doing something more than what they're, they have done so far. And then [00:32:00] in a weird way, they gain a lot of confidence from the fact that these people are just normal, like them. And they're like, I can do this too. And then they. Yeah,

Yves: they, I didn't think about that. You're right. The influx was like, why is there such a big influx?

But I think you're right. Like as soon as they have those conversations, and again they break some of those false beliefs they go for it. I feel like a year or two ago we were breaking this down and the really cool part was we were getting a lot of people to quit their jobs and go full-time.

Yeah. And now, People are buying commercial spaces, right? And signing three year leases and buying brand new equipment. And man, and I forget sometimes, like it was a good reminder as I prepared for my own presentations cuz I wanted to share a lot of personal stories, when I was going through my block schedule and all that stuff.

And it was just like, you forget sometimes, as you were saying, like the. Glass balls, you almost broke the relationships that got strained. Me having a startup and doing that for a while, I had the licensee thing. There's just a lot of stuff that went, yeah, that didn't go wrong, but that I just learned from, and [00:33:00] failures that I had to overcome to get at this next stage.

And sometimes I think, I don't know, I forget. I tend to always look forward and I forget some of the shit we went through, man. Like it's, it was a lot for sure.

Danny: A ton of stuff. I look back, I told somebody, cause they were like, yeah, what do what do you feel like the biggest mistakes you made in in business?

I was like, how much time you got, dude? I got, I'm not quite sure I'm gonna be able to get into all of them, and I remember, I, I told him I go, oh, very early on, we decided that we were gonna have this sort of informal partnership with this physician because we wanted to pull blood panels.

I was like, deep down the rabbit hole of looking at, bio. I remember that. Dude, I was. I don't even know how many hours I spent like self-learning, biomarkers. I started this when I was in the Army cuz I could pull blood panels. And when I got out I got frustrated cuz I was like, I can't do this now.

What? I have to rely on your physician and they're not gonna send me your, your number so I'm gonna have to wait till you get here and then I'm not gonna really gonna be able to spend as much time on as I want. And so we found this guy at a CrossFit gym and he was like, they were like, Hey, you guys should connect whatever he [00:34:00] seemed totally.

It's totally normal. So he was down with it. He's yeah, this is good. I don't have any problem with this. We go through his license. He wanted to do some potential like p r p injection stuff at our office. And so it, it was basically a trade off of yeah, cool. You couldn't use our office.

You can do your P R P stuff here. We're gonna, we will go through your license to get these blood panels. And turns out he was, an anesthesiologist that had been self-medicating. A drug addict for a while. He got, he lost his license. He had put it on probation. He wasn't allowed to function as anything outside of some very specific scope of medicine.

It didn't tell me, and I found out because. I finally, my, it was my brother. He was like, oh, he goes, all anesthesiologists are drug addicts. I go, really? He goes, yeah, you should see why he's not practicing his anesthesiologist anymore. And I look up the practice and it's, it'll show if someone's license has been taken away or it's been like put on pause or whatever, and it's and it's public record and it says exactly in there.

I looked it up and I was like, holy shit. So I sat down with this guy and I go, dude, we can't work together anymore. [00:35:00] Like you. Didn't even tell me this, and he's, this is like a 60 year old man, all this is not an easy conversation for me to have for, to have with this guy. And I just remember thinking, what a stupid idea not to even look this up to begin with.

This could have been terrible if I let this guy like, I mean he seemed like fine. He seemed fine, but he could have been injecting people in my office and somebody could have gone wrong and somebody could have found that. And the next thing you knew, I'm getting sued and Right. I didn't think about any of that.

Cause I was like, I just wanna get blood panels. That was it. That's all I had in my mind. So dumb man. Like just a reckless decision amongst many things that I did that I would not have done again. So I think. There's lots of things you can learn from mistakes, assuming that they don't, cripple your business.

So there's a time and a place for mistakes for sure, but I, avoidance of a mistake in my opinion, is, Just as valuable, if not more so than a winning decision. If you're like, oh, that worked out really well, versus, oh, I decided not to do that and I avoided a hell of a lot of problems with it.

It's just as important.

Yves: Yeah. And that's tough to quantify, right? Everybody [00:36:00] wants Yeah. The next cheat code or the next email campaign, they'll get a bunch of new patients. But what about Yeah. Learning from, yeah. Turnover, staff turnover, like learning to be a better leader, right?

Like in you. You cannot quantify that, like that will save you hundreds of thousands of dollars or learning how to train your staff.

Danny: Even Rick puts in perspective, remember what Rick said about he is our guest presenter and he said something to the effect of he is talking about customer experience and he's talking about retention and all this stuff.

And he basically said if your service or your product. So awesome that it's better than everybody else's. Marketing is easy, super easy. It's not that hard. I if it's mediocre. You have to be an incredibly good marketer. Could you get people into your mediocre business? But if you and I tell people this all the time, they're like I'm not getting as many new patients like, you're not as good as you should be when they get in the door.

How can you be better? How can you be a better communicator? How can you get better outcomes? How can you. More clear about what's going [00:37:00] on and the problem that you're working with and having the right conversations, because if you were really that awesome, they would send all their friends and family your way.

You're living in a world of mediocrity where you're not so bad that they're gonna talk bad about you, but you're not so good. They're gonna tell everybody about you. And the more you can start to creep up to the point where it's this is the greatest healthcare experience I've ever had in my entire life, and you have to go see this person because they're gonna help you.

And then you've been bitching about your knee forever. That then new patient, volume and lifetime value starts to change dramatically because you're just awesome at what you do. Instead of trying to figure out these little Facebook hacks or these little, marketing campaigns or whatever email, copywriting, just be better, right?

Just be better at what you do and everything's easier.

Yves: Yeah. I hear about all the time, especially on onboard calls or man, I'm just getting so many word of mouth referrals. I feel like I should be getting more referrals in these other areas. I'm like, no, you're doing exactly what you need to be doing.

Yeah, this is the foundation. We're gonna layer local marketing. We're gonna layer digital assets, on top of here. But this is it, man. Like this is this [00:38:00] we can work with. Like you're going to grow like. It's, when you come in and you've got no word of mouth, mark, marketing and that's not working for you.

Okay. Now we've gotta probably look at your product to service and what's going

Danny: on here. Yeah, it's a incredibly important sign to see that where, and I, it, I feel like people they freaking poo on word of mouth referrals, it's you don't wanna live and die by word of mouth referrals.

If that's your only channel, That's true, but that should be a very sizable chunk of your channel because they are the greatest people to work with, and it's a very healthy sign that your business is doing something well. If you're if all you have is inbound leads from social media marketing, that's it.

No word of mouth. Referrals are coming your way. You're not a very good clinician. Like your service is not that great versus what if your service was amazing and you still had these inbound leads coming in, and now every one of those people turns into two or three other people. That is flywheel and that is something that's gonna scale quickly versus, Mar just being a slick marketer.

It, that's a hard [00:39:00] business to run, especially when economy kind of sucks. We saw this happen with Covid man. We had we had people reaching out, seeing it like, Hey, can we buy a prepay a package cuz we can't come in and see you guys. We wanna support you guys. That was cool to see. As shitty as that time was, we saw, oh man, like we have really good relationships with our people and they wanna see us be successful.

Like they weren't doing that shit to ihop, I don't know whatever, like some other, business that's just some random business to them. They only do that to businesses that they feel strongly about, that they have a relationship with. I think that's part of the key is just you gotta ask yourself if you're really good enough.

Are you doing the right things? Are you going above and beyond for your clients? People can tell and there's a lot of average people out there. You don't wanna be. Yeah,

Yves: I think that was a cool thing to see that Rick talked about, right? You go through these cycles. I think you go through it clinically sometimes too.

You're like, oh, I got these foundations and I learned all these really cool new things. I'm like, oh, wait a minute. The foundation's what works, right? And it's same thing for us. We're like word of mouth referrals. Be really good at your, good communicator and be good at your job. Oh, crap.

Instagram, [00:40:00] Facebook, TikTok, blah, blah. Oh crap, I just have to be really good at my job. He came back down around to that, right? And that was, this guy's. Running at a huge franchise and like doing some really cool things. And like he talked about his best business practices and the main things he talked about was like just some of the basics, right?

Like market to your avatar, right? Like that whole milkshake story, which I still can't, yeah. It's just crazy, right? Like he's instead of, creating You did it backwards, right? You're basically going to create, you're gonna make the product really good to bring people in as opposed to like the other way around, right?

Like innovation comes from the product and I was just like, man, like spot on. Like how can we make this patient experience better? That's what's gonna bring people in the door, not necessarily having the next laser tool or even B F R, right? It's gonna be, the patient experience and how they feel when they come in and when they leave.

Danny: We brought that up I believe it was Steve Jobs that he was referencing. Building a product that people want versus building a product and marketing to them why they should want it. Trying to convince them they want something versus understand what they [00:41:00] really want and how to solve that in a very simplified way.

And then the product sells itself. Exactly. I think that's a, you can take different angles with that, but that, that made a lot of sense. To me and his, he was awesome. I got a ton outta his his presentation alone. But but yeah, so I. We'll wrap it up here.

This was our I don't remember what number of event this is, I

Yves: know I wanted to I was, I wanted to be like, this is the 15th date or whatever. But I have no idea. I'm really bad at that. We both we're just talking live

Danny: events. Yeah. It's probably like number eight, right?

Or something like that. Just, so we, I look forward to number 10. Yes. And crossing double digits. And it's gonna be even better, by then. And and I would, To leave you with this. If you're listening and you have a practice and you're just trying to figure it out all on your own, like you, if you're smart and you're gonna work hard, like you'll be successful.

But I think that it'd be worth taking a look at what we're doing if it sounds like, a niche and a group of people that maybe you align with because there's a lot of value [00:42:00] to what we. From a purely revenue standpoint, like we see pretty significant increases in these businesses. But from a personal standpoint, and even I both have addressed this as lo entrepreneurship is tough, super hard.

My my brother and his wife and my nephew were in town this weekend. And what was interesting was we were all, we're all like, Did a little workout yesterday. We're like dragging sleds in, in this school parking lot across the street from us. And my sister-in-law, she goes, last time I saw you, which last time I saw her was like three years ago.

They just, it's been a very long time. She was like, you're so less stressed right now. You're just you seem like a different person from three years ago. And what a customer. Yeah. And I'm like, That's good. Like in a good way. She's you're just, you're not as she's you're just calmer, and you don't seem as stressed and kinda all over the place. And I'm not like rushing off to work all the time. And I thought that was really interesting. And a lot of it is just been from being expose myself to a lot of other people working [00:43:00] on things that I know I need to work on. I think if you're listening to this and you have a cash or hybrid practice and you're at the stage where you want to grow past yourself or really tighten up some of the things that you're doing, if you have grown past yourself, but you're still doing everything yourself, like you should take a serious look at what we do.

If you go to physical therapy biz.com, you can learn more about it, you can learn more about our mastermind and see what that looks like. But it's a pretty cool group of people. Obviously we're very biased, it I honestly think it would be worth you taking a look at. And if those people look like people that are the kind of people you want to be around, it might be worth having a conversation with somebody on our team.

Yves: Yeah, a hundred percent. I think most people are worried about the re return on investment, and I would just ask yourself like, if you'd rather do this alone, you'd rather go figure it out. Hey, there are people like that. I get that like you, you want to go fair. That's just who you are.

But for most people, they'd rather. Be with a group of people who are doing it. They'd rather learn how the most straightforward, stress, less stressful way to do it. And if that's what you're looking for, we've proven that we can help [00:44:00] people get there. 100%.

Danny: Totally. All right, cool.

Eve, thanks again for your time guys. As always, thanks so much and we will catch you next week. See ya.

Hey, peach entrepreneurs. We have big, exciting news, a new program that we just came out with That is our PT Biz part-time to full-time, five day challenge. Over the course of five days, we get you crystal clear on exactly how much money you need to replace by getting you a. Ultra clear on how much you're actually spending.

We get you crystal clear on the number of people you're getting to see, and the average visit rate you're going to need to have in order to replace your income to be able to go full-time. We go through three different strategies that you can take to go from part-time to full-time, and you can pick the one that's the best for you based on your current situation.

Then we share with you the sales and marketing systems that we use within our mastermind that you need to have as well. If you wanna go full-time in your own practice. And then finally we help you create a. [00:45:00] Page business plan. That's right. Not these 15 day business plans. You wanna take the Small Business Association, a one day business plan that's gonna help you get very clear on exactly what you need to do and when you're gonna do it.

To take action if you're interested and sign up for this challenge is totally free. Head to physical therapy biz.com/challenge. Get signed up there. Please enjoy. We put a lot of energy into this. It's totally free. It's something I think is gonna help you tremendously, as long as you're willing to do the work.

If you're doing the work and you're. Information put down and getting yourself ready to take action in a very organized way, you will have success, which is what we want. So head to physical therapy biz.com/challenge and get signed up today. Hey, real quick before you go, I just wanna say thank you so much for listening to this podcast, and I would love it if you got involved in the conversation.

So this is a one one-way channel. I'd love to hear back from you. I'd love to get you. Into the group that we have formed on Facebook. Our PT Entrepreneurs Facebook group has about 4,000 clinicians in there that are literally changing the face of our [00:46:00] profession. I'd love for you to join the conversation, get connected with other clinicians all over the country.

I do live trainings in there with Yves Gege every single week, and we share resources that we don't share anywhere else outside of that group.So if you're serious about being a PT entrepreneur, a clinical rainmaker, head to that group. Get signed up. Go to facebook.com/groups/ptentrepreneur, or go to Facebook and just search for PT Entrepreneur. And we're gonna be the only group that pops up under that.