E656 | Developing An Abundance Mindset

In this thought-provoking podcast episode, we dive deep into the fascinating concepts of fixed mindset versus growth mindset. We shed light on how having a fixed mindset can inadvertently restrict opportunities and create a sense of scarcity, while adopting a growth mindset can unlock abundance and open doors to new possibilities.

Throughout the episode, we unravel concrete examples of how a fixed mindset can manifest itself in our lives. From feeling the need to compete with similar businesses to believing that our family's genetic makeup predisposes us to certain health issues, these fixed thinking patterns can hold us back. We also explore the personal journey of renowned artist Alicia Keys, who faced her own struggles with a scarcity mindset early on in her career.

They share practical tips on how to become more self-aware of our fixed thinking and inspire us to shift our focus from perceiving threats to recognizing opportunities. Additionally, they highlight the power of maintaining a daily gratitude journal, showing us how starting small with these practices can result in profound transformations over time.

Ultimately, this episode aims to guide listeners toward reframing their mindset from fixed to growth-oriented. By doing so, we can enhance our well-being, achieve success, and develop a mindset that sees the world not through a lens of scarcity, but through one of abundance. Whether it's recognizing and redirecting fixed thinking patterns or cultivating a sense of awareness, optimism, and gratitude, this episode equips us with practical tools to embrace a growth mindset and experience the full richness that life has to offer.

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Podcast Transcript

Danny: [00:00:00] Hey, real quick, if you were serious about starting or growing your cash based practice, I want to formally invite you to go to Facebook and join our PT entrepreneurs Facebook group. This is a group of over 6, 000 providers all over the country. And it's a pretty amazing place to start to get involved in the conversation.

Hope to see you there soon. Hey, are you a physical therapist looking to leverage your skillset in a way that helps you create time and financial freedom for yourself and your family? If so, you're in the right spot. My name is Danny Mattei, and over the last 15 years, I've done pretty much everything you can in the profession.

I've been a staff PT. I've been an active duty military officer, physical therapist. I've started my own cash practice. I've sold that cash practice, and to date, my company, Physical Therapy Biz, has helped over a thousand clinicians start, grow, and scale their own cash practices. So if this sounds like something you want to do, Listen up because I'm here to help you.

Hey, welcome back. And thanks again for joining me on the PT entrepreneur podcast. And today I wanted to tee this one up for you and what you can expect. The title of this is developing an [00:01:00] abundance mindset. Now that, that can sound a bit out there and vague. And I think, For my purposes and what I want you to get from this is a conversation between Eve, Gigi and I about this concept, but really about the difference between a fixed and a growth mindset.

And this can apply to really any area of your life, a fixed mindset in terms of, physically, Hey, this is just the way I am. This way all my family is. I can't change. Hey, this is just the way I am. As far as like your ability to, Increase what you make as far as your income is concerned.

It could be anything, relationships you have, anything that you want. You can either have a fixed mindset or you can have a growth mindset. And the growth mindset is really the ability to think about improving in any area that you want by being able to figure out what you need to improve, put effort into it and stick to that over an extended period of time.

And. The abundance mindset really is the ability for you to look at things into this, more of this, opportunity to expand and not necessarily being finite or fixed. So as we get into this, I'm going to share a few different ways in which we've been able to get past this. And we've all had to deal with this.

I've definitely had to deal with this [00:02:00] in business and personal life. And I think. If anything, I think if I can teach my kids anything, I want them to understand this concept of being able to have an abundance mindset and knowing the difference between having a fix and a growth view on the world.

I heard somebody say once that a pessimist will always be right, but an optimist will always win and the reason that. They say that is, optimists can always find the positive in any situation and a pessimist will always find the negative and they'll always be right because there will always be a negative in basically any situation.

You can always find something that you think is going to be bad that happens or whatever it might be. But regardless of what happens, the optimist will be able to find opportunity and be able to have that. Growth mindset and move forward and have success in whatever they want to do. So I really hope that you take this away from this this talk that even I have hope that you enjoy the lessons that we the share that we share, that the stories that go along with that.

And hopefully you can apply this to what you're doing, both in business and in your personal life to help develop this abundance mindset, what's going [00:03:00] on. Hi, Danny here with Eve GG on the PT entrepreneur podcast, going live in the PG entrepreneur group. If you are listening to the podcast and you're not in the group, head over to Facebook and go ahead and look up PT entrepreneurs.

We'll make sure your clinician gets you in there and join about 6, 500 other clinicians that are talking about the business side of running cash based practices. It's really cool place to if nothing else, just see what conversations are happening, even if you don't want to get involved in them.

And we do. Weekly trainings in there as well. So if you want to see us on the video version, that's where it's at. Today, even I get a chance to talk about abundance mindset, and as I was prepping for this one I was thinking about the term of this. It's a, it's such a strange. Such a strange term, right?

Like this idea of like abundance mindset and it gets thrown around a lot. I think this is actually something that's like a pretty common business development, sort of personal development word that you hear people talk about a lot and. For me, what we want to do today really is just talk about how to work [00:04:00] on that and improve that.

And I actually to try to use verb is slightly different. And I think of it like a growth mindset versus a fixed mindset. And this is something that maybe will help, uh, conceptualize this a little bit better because I found. Yeah. If I'm like, oh, you need to have, you have abundance, right?

It's I don't know, that doesn't sound as concrete. It sounds a little bit more vague and a little more woo to people than what what I typically look at and the way that I like to educate and this idea of fixed versus growth, you can apply to basically anything, including your view of the world around you in general.

That's what we're going to get into today. Eve, you got anything to share on that before we start diving into the actual like meat and potatoes of this.

Yves: You're right. The word abundance is like interesting. We it's basically for me when I hear that and the same thing prepping, it was the perspective that there is more that you can handle, right? Like it's it's basically, if I, when you talk about money or you talk about relationships, or you talk about business, where you talk about new patients, it's basically [00:05:00] there's more out there and there's enough for kind of everybody. And so I love that you alluded to, because ultimately the foundation of that is that.

Not only is there more than enough for everybody, but I am able to go get that, right? I am empowered, I have the ability to move forward and grow, and do more for myself. And I think it's just like such a foundational belief. And we know from now working with so many people, that is a foundational belief in order to be successful in business.

Like you got to have this belief or you're going to have a really hard time and more than likely in the longterm burn out or, be unsuccessful, unfortunately. Yeah.

Danny: And what I hope to take away from this and the goal of this really is to shed some light on maybe in your life, where are you maybe practicing more of a fixed mindset versus a growth mindset, where are you seeing it in people around you?

And even I used to see this in patients all the time as well, and I can give you, some examples of that, but the first part [00:06:00] of improving this is to be self aware enough of the areas where you are. Limiting yourself in a lot of ways, right? And I found that this is for many people when they start to actually realize Oh, the things I'm saying, the way I'm saying them the people that I'm around that have these certain beliefs, it really is limiting what I think is possible.

And that's what it all comes down to, right? This concept of Do you think what you're talking about is possible and, we have small children and, they're an age still where they're like, they can do whatever they want in life. Like anything's possible, right? Like they could explain to you.

And at a certain point that changes, I don't really know when I am seeing a little bit now, my son's in middle school. And it's just okay, you have people around you that are dicks now. And they're telling you like. You can't do this or this is impossible or you're whatever they're and there's usually it's because they have some sort of insecurity themselves tends to be the case with anybody that's going to really be a limiter in your life.

It's kind of reflection [00:07:00] back on them in most cases. I think that being aware of that is the first step, just understanding where you feel like these things are occurring. And from there, being able to basically control that and realize that's not necessarily the case. In regards to the clinic, because many of you have seen this.

How many people have had somebody come in and they say, My, my family just has bad backs, my fam, my, my whole family has bad knees, my whole family has, you name it, X, Y, and Z. And maybe there's some like validity to congenital connective tissue differences between people.

That's fair, right? But maybe your whole family picks up shit off the ground like an idiot, right? So it's a learned behavior that maybe isn't a congenital problem. Maybe you just never actually learned how to move correctly. Or maybe. You have to do a little bit more training around things because that might be the case that you maybe aren't as robust, or maybe you're not as fast, or maybe you're not as coordinated or whatever.

But if you say to yourself, that person's I'm always going to have bad knees because my whole family has bad knees. noW they basically just created a fixed mindset for themselves that they're going to [00:08:00] have knee problems and they're going to be limited in things that involve what they want to do with their knees.

Forever. And that's a incredibly crappy place to live, right? It's just like you're stuck there versus we as clinicians, when someone like that comes in, we get a chance to break those false beliefs. And what's really cool. And one of the reasons that I think we get so much personal gratification out of that profession is.

Once that happens now, all of a sudden their whole world opens up and we get a chance to say, what do you want to do? Like physically, what are you interested in? And they're like, Oh, like anything. It's yeah, let's talk about it. What have you, is there anything you've always wanted to do? And I've always want to run that half pack, a half marathon.

I think that's possible. Absolutely. It totally is. So you get a chance to be that person that is a growth mindset person, influence in their life. It's helping them realize they can make improvements versus that person. That's telling them their family has bad knees. And that's a fixed mindset that they're not going to move past.

And we see it all the time in different ways. It really, shows up on the business side for people [00:09:00] as they get exposed to things where, it involves money and it involves doing things that other people in family don't understand and friends don't understand. And then, and that's where it can get really complex.

One of the best

Yves: parts about being a physical therapist being a coach is exactly what you just said. It is basically providing hope for people. They come in. They're frustrated. They're dejected. They're in pain. They don't see a way out. And then you can basically come in and. An hour long conversation, get them to realize that I'm able to turn these things around like it's so much the best part, right?

Like I remember I made to move when we came up with the taglines and it was like, you are strong, resilient and adaptable, right? That is everything to do with it. Like you have the ability to change. Ultimately, you have the ability to control your fate. And what I love about it is we [00:10:00] can do that for people, right?

Like as soon as you give them the ability to realize that they have some influence over their own destiny, like you can see that change in them. And it is, I just think it's the best thing. And then, being able to now do it on the business side, and do it on on a, we're doing the personal side before our bill to influence people's, not only life right now, but possibly generationally, you mean? From a business side is is amazing. Like you mean I can at some point have a business that like can function without me and it can provide me a six figure like income and yes, we actually, that path is very clear. Here are hundreds of examples, including our businesses and now all these other people's. And it's just man,

Danny: it's a cool thing to do. It really is, man. And I think that's for most people, when you find yourself. Feeling like there's scarcity around what's happening. It's typically because of a fear of of losing security.

I heard this is going to be like a really out there reference, but[00:11:00] I heard Alicia keys on a video talking about, yeah, dude I'll watch pretty much anything I find interesting, but she was talking about the first time that she That she spent money on herself. She grew up without much money.

She, she started having success in music. She wouldn't spend any money, nothing. And it's because she was really worried that it would be short lived and she wanted to save as much as she possibly could because she didn't know if it would last. So this is like one of the most talented musicians on the planet.

Scarcity mindset about her ability to actually like. Thrive in the profession that she's in. So this happens to everybody, but then she goes with her her friend to a store, like a department store in New York. And it's like all this designer stuff she's never bought before. And she just got this big check like her first really big check from from an album and she goes in and she gets five things.

And she goes to the register and it's 3, 000 and she literally picks this stuff up and she goes and puts it back and this was like way less than what [00:12:00] she had gotten from this check. And her friend's you got to get past this. You got to start do you like this stuff?

Do you want to reward yourself? You're all this hard work. And so she goes back up with two things instead of five and she buys that instead. And she talks about just how. Like hard. It was for her to do that. And just how much like remorse she had for buying these things. Cause she was worried that Oh my gosh, what if this doesn't work out?

Like this 2, 000 I just spent I could have, I could use that. I could live for a few months off of that. And if for her, what was interesting was to break through this sort of like money scarcity mindset. That's so many people that we work with have to deal with. And what she said that I thought was really interesting.

She said that she had some advice that was to live life with an open hand and not a closed fist. So think of it as like the idea of like abundance being, you have this open hand and things can come and go. And there's an infinite amount of times that can happen versus this closed fist. And you're holding onto this little thing.

You don't want to lose and you don't let anything in either. So you have people and they're like, They hunker down and their little business or their little ideas [00:13:00] about whatever they think things, how things should be. And they're not open to anything else. So you can apply this to basically anything in your life.

It's just a matter of unraveling where that's at. And the first thing that you have to realize is where do you feel insecure? Where do you feel a lack of security? In your life, because if you're not meeting those basic needs to talk about this Maslow's hierarchy of needs, right? It's like food, shelter, water, security for your family.

If you can't meet those things, then you can't actually focus on much of anything else. So if someone is successful as Alicia keys has to deal with. The scarcity of income and talent. Like what chance do any of us have to not have to deal with that? Like we all are going to have to deal with that to some degree.

So I think for you, Eve maybe we can start with this in business in particular, what would you say from a scarcity side? Scarcity mentality that you had to deal with a fixed mentality that you had to deal with when you started your business. Was there anything like in particular that was really hard for you to work past [00:14:00] and start to become more growth minded, abundance minded with that?

I think the.

Yves: There's a lot. There's a lot. What comes to mind instantaneously, I think, and it is a little bit further down in business, but I really thought that I was the only one that could like, do the thing. You know what I mean? I thought I was the only one in my business that could complete the tasks that needed to be completed, and obviously, if you think that the ability to grow and scale your business is, Yeah.

Really tough. Like you hire somebody and they basically just sit in the corner and Oh, only I can do these things. That would make you obviously a very bad manager, would not make very fun to be around. It also would be very difficult, I think, to scale. For me, that was a really tough one to get past.

I had to do a lot of self work. I had to make a lot of failures. I had to read a lot of books, but, be able to give up control and be like, Oh man, like actually. Other people are better at this than I, then I am, I think was a huge inflection point for me.

Danny: [00:15:00] Yeah. I think for most people, when we see with business, that's a big, that's a big challenge. The other area that's really common is that they see. Other businesses that are the same or similar types of businesses. And then they, they get very competitive and limited in terms of like how many people they feel they can work with.

This happens all the time with the providers that we work with. This happens with us, with our business and competition that we have in the same space. And it's not healthy because the first thing is you're just saying yourself. Number one, you're saying that person doesn't deserve to be successful.

Like they don't deserve to have a successful practice. And I don't think that's a fair, I don't think that's a fair thing to say to somebody else. Like we've had multiple staff members that have worked with us left and open practices, within close proximity of where we're at, where we're at.

And that's a hard thing to deal with because [00:16:00] it's a very, it's a very sensitive thing for you with your business. It would be like somebody like. Picking on your kid, right? You'd be like defensive over that but, it's up to them. Like they have to deal with that. And for me, what helped me with dealing with The sort of scarcity mindset around that was to remember, what are those people like as human beings a, they're great clinicians be they're great people, right?

They're trying to do something they think is a better long term thing for themselves and their family. If it's their lifestyle better, it's we didn't give them the right opportunities, whatever it might be, but what I want these people to succeed. Absolutely. For sure. Would I feel comfortable with somebody going and working with them?

And that they're going to get like really great clinician that's going to help them achieve the goals they have? Absolutely. So why wouldn't I want more people to actually get helped by these other people? Because the other big challenge for many of us is we think that there's like this tiny amount of people that we can actually help.[00:17:00]

But the reality is there's a tiny amount of people that actually know they have a problem that we can help them with. There's a massive number of people that don't even know that they have a problem that somebody that we can help them with that exist out there. And that's such a huge group of people.

That's when we talk about like the abundance side of things of make the pie bigger, not just fight over the same little piece. Because most people fight over this tiny little piece of the pie, and they forget that there's this whole other part, they don't even know you exist. They don't, not only do they not know you exist, but they don't know that they have a problem you can help them solve.

When we look at this sort of fixed mindset would be, Oh, there's only a certain number of people in this area, and I gotta be super protective, and talk shit about these other people, because that, that way they'll think they don't want to work with them, and, hey Quick piece of advice.

Don't talk shit about your competitors because it makes you look awful. Just keep it to yourself and focus on what you do versus Hey, how do I get more of these people that don't, that need our help to actually come in and we work with them. So there's so many more people than we even think of.

Even the city of Atlanta, it's almost blow my mind. I'm like, there's 7 million people [00:18:00] live in the city, in the metro area, surrounding area. I like 7 million people like, God, what fraction of a percent of those people do you think have any idea where the physical therapist actually is, let alone that we can, the type that we are, that we can help them in some area.

So you got to keep these things in mind and realize that your little echo chamber you live in is tiny in comparison to the vast amount of other people and other opportunities that are out there. And just like Alicia Key says, if you're that person with a closed fist, not only are you're holding on tightly to the things that you have currently, but you're not letting anything else in versus if you open yourself up and you're looking for opportunities and you're positive and optimistic about it.

And you're honestly trying to help people no matter if they. Did the right thing with you, the wrong thing, whatever. If they're like doing the right thing for people in their clinic, then you should root for them. You want them to be successful. And that comes back to you in a lot of really important ways.

It's hard to tell sometimes, cause it's hard not to get defensive, but it's normal. The, and the first step is. [00:19:00] Be aware of it and then start to do some of these things we just talked about to start to work around that and help you not feel quite as defensive over your little clinic. Hey, sorry to interrupt the podcast, but I have a huge favor to ask of you.

If you are a long time listener or a new listener and you're finding value in this podcast, please head over to iTunes or Spotify or wherever you listen to the podcast. And please leave a rating and review. This is actually very helpful for us to get this podcast and really help them develop time and financial freedom.

If you would do that, I would greatly appreciate it. Now back to the podcast.

Yves: Yeah. And people can tell, if you're one of those people that are close fisted I think you. Might underestimate, like we're human beings. We are meant to read other human beings and very quickly you will get the reputation. Like we all probably know somebody who's like that, like in the CrossFit world, there's always that one gym, that one gym who that owner doesn't want to do with anything else.

And I'll tell you right now, typically that gym is not the one [00:20:00] that's thriving in the community. And it is a challenge to be that way. It's not saying that you're not going to have those feelings. I also want to emphasize that as well. Like you'll still have the feelings of man, I got to protect this, right?

Those feelings come up for you, but what you do in response to those feelings and how you act, and what you do and in your actions and what you say to other people is what's going to matter. And I think we both have, for sure in the clinical world with our practices and I think with PT Biz have been open handed and will continue to be open handed and have seen just the results of what that is like always trying to be help first and wanting everyone to thrive because the pie is pretty dang big and there's enough to go around and it just like you said it comes back tenfold.

Danny: Yeah. And I think where people really struggle with this is the idea of like competition. And viewing that as a really negative thing. And even though today I put a reel up on my on my [00:21:00] Instagram and I was basically, I was highlighting this article that I wrote that I read about.

Cardiologists and orthopedic surgeons being the highest paid medical professionals and was making the parallel between what they, what their income is, and that we have people that we work with in our mastermind. They make the same amount of income owning a cash based practice as a, a orthopedic surgeon does.

And just the difference in lifestyle and all the things I wouldn't trade that to go, I'd much rather own a cash based practice than be an orthopedic You know, but like one of the comments I got was like, there's already too many, there's already too many physical therapy practices.

That's one of the comments I got. And I was like, this is silly. Like the epitome of a fixed mindset, like that person views the world as like this finite thing. And it's probably because if I'm being honest, they probably see like competitors around them. They probably see changes in the market that are not viewed as a beneficial thing to them.

I've been there too. When I opened my practice indicator, [00:22:00] there was one cash practice on that side of town and one on the other that I knew of. By the time that, that by the time we sold our practice, there's probably a dozen within a couple of mile radius of where we're at. And a lot of it has to do with.

Insurance changes and things and people having more skin in the game and people also seeing there's more of a opportunity there. Some of it probably had to do with the fact that our practice was pretty damn successful in this area and people see that and they're like, oh, it must work over here, kind of thing.

And they end up just copying what you're doing, which is what just happens. It happens in all kinds of industries and people will say oh, there's too much competition in this. Name one freaking industry where there's not a massive amount of competition. Like it doesn't exist. And if there isn't much competition there, it's not going to be like that for long, because that's not the way that the open market, like the open market works.

Whereas if there's opportunity, people swoop into that shit and they find out, so it's going to happen no matter what, if you're not already in that industry, but what you have to think about is competition is just something that makes you better. There's the infinite game and Simon Sinek wrote, and he talks about [00:23:00] apple and Microsoft and how, if it wasn't for.

Microsoft, Apple wouldn't be what it is. And if it wasn't for Apple, Microsoft wouldn't be what it is because they force each other to be progressive, to be better, to iterate on what they're doing, and it gives them a worthy competitor. That's the term they talk about. Do you have a worthy competitor when you were playing sports?

Did you have somebody that was like, Biting at your heels to take your starting position. Did you have somebody that you were competing with constantly? Did that make you worse or did that make you better? And we look at this idea of competition as a bad thing, but in actuality, it can make everybody better because it forces you to actually level up your your business, level up your clinical skills, level up, whatever it is that you're doing.

And I actually think that's a really good thing, even with us. We see the same thing. We're not the only people to do this, but the fact that there's. Other people in the industry that help business owners the way that we do. Now, obviously we think we're, don't take me, don't get it wrong. I think we're the best in the industry by a long shot, but the fact that there's other people forces us to actually improve what we did.

Otherwise we'd be lazy, [00:24:00] just sitting around and be like, we're the only option. This is no, no problem. And that forces you to have to improve what you're doing as well. And that's a really positive thing. So I'm very thankful to have the opportunity to have competition because it forces us to have to get better every single day.

So there's one of two ways to look at it's oh, crap competition. That just means that you're you're fixed. That means that you're not trying to be great. That means that you're concerned that you suck at what you do. And now when you get like a little bit of competition, they're going to eat your lunch and they fucking should eat your lunch.

You want to know why? Because you shouldn't be great at what you do. And the only reason you'd be great at what you do is try to get better all the time. And if you're not willing to accept that, then my, my solution to that is go get a job somewhere and be employed by somebody else. And then that stress is off your plate.

But if you want that, and you want to have to be able to compete to stay where you're at or to grow business is one of the greatest vehicles I've ever found. To challenge that and force you to grow and have an abundance and growth mindset. Otherwise just a matter of time until you dwindle away.

Yves: Yeah. If you look at it, if there's no competition in your space and there [00:25:00] actually never is any competition, it's probably not a good space to be in. That's not going to grow. That's the bottom line, right? You're like, Oh crap. There's no one else around. There's typically not a good thing in business.

So one red flag. And I think we've got some really good examples of this, right? Just like you. When my practice started, your practice started, there really was no competition. And now it's everywhere. It's everywhere in both Charleston and Atlanta. Massive. So what's happened to our practices since then?

Did they shrink? No, they grew. They only grew, honestly, Exponentially with more practices, like it's just a use case and we're seeing it across the board, right? So not as more practices happen, we're seeing the practices we've been working with for a long time do worse. No, they continue to grow and get better.

So like proof is in the pudding. I don't think that's a saying, right? So

Danny: I understood that what kind of proof they put in that pudding. I'm just, yeah, it is super [00:26:00] weird, man. But I've never really checked. You check a snack pack next time to see if there's any proof in there. I don't know.

Anyway, the getting back to, this idea of like more competition and you're right. All these other practices all around and these practices still grow. And it's because you're constantly improving and you have great providers and you're all, and there's so many more people that are hurt out there, then we can all help.

We don't, there's not enough practices to help everybody that's actually hurt. If they knew what was going on, if they knew they had, if they knew they actually had a solution to their problem. Man, people would be beating down your door, right? To actually get that to get that result. But, even with additional competition you can look at it as one of two ways.

Fixed mindset says, oh crap, another one, another practice. Oh my God, I can't take this anymore. Okay. That's fixed mindset. Growth mindset. Awesome. More marketing for all of us. Like more people getting out there and getting awareness of this because I can tell you having lived through this, dude, when I was having conversations with people in 2014 about cash based practices, they thought it was a [00:27:00] dick.

They're like, why do you want to take my insurance, man? Like, why are you being an asshole? And I'm like, Oh, wait a second. Your insurance sucks. Do you know that? They don't like you either. Like they don't have your best interest. Like it's expensive and you have a lot of skin in the game.

Now conversation is, Oh, we know insurance sucks. I have a lot of skin in the game. I want to find the best solution that I possibly can for, the injury that I have going on. And that's key for people to understand that yes, in some ways there's more competition, but there's far more awareness for.

What they're looking for and they're informed consumers now. So to go out and educate, you don't have to do that as much. My biggest problem was educating people on this alternative model initially. And then it turned into, okay, now I have to differentiate myself from these other people.

I'll take that problem all day. Have it been on both sides of it? Dude, it is a, it is an absolute grind to try to explain to people the insurance first non insurance model and why they might want to come and work with you versus. You versus another, [00:28:00] competitor of yours, or maybe it's it one is better than the other and you got to be sending those people over there because it's the right thing to do, right?

It's because there's always going to be people to work with. You just have to understand like the game you're playing it at which point you're playing it. Yeah,

Yves: if you remember one of the presentations I did when I did the local marketing kind of sprint stuff, I looked at some of the data and it was like we serve it was like 3 percent of the musculoskeletal disorder conditions like it was such a minute.

Percentage of people that we could help and do help. So again, it was just data. It was just data driven. And just like you said, concierge cash practices are everywhere. My parents, my wife's parents, they're all going concierge cash. Like they're all going to this different model. It's only the thing is it's only it's just now starting to go on the uptrend, like it's not like we're capped and on the way down, there'll be a time when that's that happens. But we are not, we are just starting to see the uptick of health, wellness, [00:29:00] longevity, right? Like strength and conditioning being a part of health care. That's it's literally just started.

Man we're. Honestly, just starting the golden age, in

Danny: my opinion. And it's there, there's a, I feel like I see a pretty significant trend occurring. I've been paying attention to a lot more like healthcare and like fitness, health and wellness news and businesses that are getting started there and in startups in particular.

I feel like the thing is like the technology industry. Flows to wherever they think they have a big opportunity. These are not clinicians. Like those of you listening to this, it's not clinicians like you and me and Eve, these are people raising a buttload of money from, investors so that they can make a buttload of money.

That's the goal. The healthcare industry is definitely, it is archaic and it gets worse every year in terms of the healthcare industry, like it's something like 45. Percent of every dollar that goes into a healthcare premium, basically just, it has to do with the actual like healthcare entities running [00:30:00] that company.

So what you're saying is like basically half of everything that you're paying, that doesn't even come back in any positive way. To, to you. And I like, it's primarily profit for those big companies. So if you think about it, like the stats that I've seen, the average American, it costs $13,000 a year to have healthcare for a family.

It's double that. It's $24,000 a year. So $2,000 a month. That's for healthcare premiums? Not necessarily actually like. The paying for anything else. So I see a trend of a lot of people and they're basically just going, let me get the absolute most catastrophic, plan, the least expensive plan I could possibly find, and I'm paying for everything out of pocket and guess what?

I want the best people I can find because it's my cash now. And not only that. Let me go ahead and be proactive about this because it's going to save me money in the long run. So you see all this technology is being dumped into proactive assessments of things, proactive treatments, longevity, health, wellness.

Look at how many lifestyle medicine clinics are popping up all over the place with disgruntled medical doctors, [00:31:00] nurse practitioners that are starting to microbiome.

Your sleep hormones, all kinds of stuff. And people are flocking to these types of providers because they are looking for alternative solutions to sitting in somebody's office for an hour longer than they're supposed to talk to their doctor for 10 damn minutes and get no actual benefit from it.

Yeah,

Yves: you know what else they're doing? Med spas, like just the writing on the wall, right? Like people are leaving healthcare and they're starting all these auxiliary service, which again, is also a good thing for us, right? Like we I haven't vetted it yet, but there's like more Payment help models, right?

Like you can finance this med space, I think it's called cherry or something like that. And I was like, look at that. I was like, that didn't exist a decade ago. I was like, why does this exist now? I was like dental, because a lot of people doing dental work, like they want, whitening and those things are expensive and you pay cash.

And then it said med spots. Those are those there's two, I was like, Oh my God this is amazing. It's going to have so much benefit to our people, that they can actually like now get the services that maybe they. [00:32:00] Couldn't afford, they can finance it. And like, why is this happening? It's just because everywhere is becoming more of this, cash model, more health, more wellness.

Okay, yeah, it's beauty and aesthetics too. Like maybe those do or don't fall in. But bottom line is now people are, can get the help that they need. They're not typically going to get it. From a proactive standpoint, for sure, from regular healthcare, so not only are they aware of it, but now they're seeking it out and now they're getting financing to seek it out, like again, and just getting started, can only imagine, what's going to happen there.

And from an abundance standpoint, I guess you could say, Oh crap, there's more competition again. There's more things happening. It's no, it's only going to continue to be, rising tide raises all ships. I'm just all about the, liners today, but it's true.

Danny: Yeah, he got eating some pudding in that ship while I guess, it's I think it's if you look at other countries and I remember when I got a chance to go teach down in Australia I was, I had just got out of the army.

Listen I was born into a socialized medical system and I worked in a socialized medical [00:33:00] system. There's never been a day in my life where I wasn't on TRICARE until the day I left the military when I was 29 years old, right? So I'm almost 30 damn years old and I didn't know it. Thing about any insurance whatsoever.

No idea. So I go down to Australia. It's like literally the month after I get out of the military and I'm teaching down there for about three weeks for for Kelly's group. And the guy that I taught with was another physical therapist and his family. He has all his cousins were there. Like his, like basically.

His mom's side of the family was Australian. So he had all these family connections and we just were staying in his family's like his cousin's house. It's just bouncing around between Brisbane and Sydney, like just, living it. I was like sleeping on people's couches, reading bedtime stories to their kids.

Like I got to like really live with these folks and talk to them about. Like I was fascinated by the difference in health care in particular, because that's a socialized medical system. We have a a somewhat socialized medical system with Medicare and Medicaid, but really it's really a third party payer system in comparison.

And I'm not saying that one is maybe better than the other, but if you look at [00:34:00] costs, like the cost of of that system on average is going to be about half what we're paying per person to have coverage. But what was really interesting to me, it had nothing to do with the actual, like setup of the system.

It was their approach to proactivity. So I remember talking to one of one of these guys it was like his second or third cousin and she was a teacher, but she was a runner and she would try to run like a half marathon a couple of times a year. So she would ramp up her training and she would, take some time off.

Remember training takes time off and she would go in and she'd see her physio before she started ramping her training it up. To get it assessed to make sure everything was looked good to get some modifications to things she needed. And then she would start building her training up. And partially it was because there, they have a certain amount of money that gets allocated towards visits with physios that if they don't use it, my understanding is that role doesn't roll over.

So you use it or you don't whatever, but it's there. And I was like, wow, that's interesting. So you're going to go see somebody before you're hurt. And she was like, [00:35:00] yeah. Why would I wait until I'm hurt and then go see somebody? And it was like, it's like she was talking to a 10 year old, right?

She was just like, okay, what don't, what is strange about that? And I was like, no, you don't understand. That's not the way we look at it. Like it's literally people will have to get a leg cut off before they go see somebody in most cases, in the U S we look at it completely different. So if you can start to shift, and I think this is happening.

This shift to proactive care because it's better for the consumer as far as what they're paying. It's better for the for the healthcare system as well, because we're dealing with less chronic problems. And I think that it's trending that direction. Technology going that direction.

You see all these private providers going that direction and a certain point when you're looking at a mortgage payment. For your health insurance on a monthly basis, for God's sakes, like that's going to break at a certain point. And people are just going to be like, I'm fed up with this. I'm going to be uninsured and I'm just going to pay for shit on my own.

And I'm seeing so much of that happen at this point.

Yves: No, I love that. That's what we're striving for, right? This proactive way to look at your [00:36:00] healthcare and it's pointing in that direction and looks like more and more often. As a result of the system being educated more often and it's the coolest part like that's like we are perfectly positioned to do some of that as performance clinicians, right?

Like we are amazing at talking about, we talked about the quarterback for your health. I just think that value proposition for us and our practices is only going to exponentially increase over the next 5, 10, 15, 20 years.

Danny: Yeah. And you're not as expensive as a lifestyle medicine provider.

You're not as intimidating as a personal trainer. You live in this world where you can help people with injuries, but you can also help them with these movement based goals that they have, these performance based goals that they have. And it's a really interesting sweet spot.

So getting back to this, growth first fixed mindset, we could also sit here and say, there's gotta be 10 times more cash practices. Oh my God. What are people going to do? How are you going to get patients in the door? We better just like close [00:37:00] everything down and just make sure like trade secrets don't get out and whatever else like that's one approach.

And people think that, it's obvious, like I've seen it and. That's just the wrong way of looking at it. Not only that is a very stressful way to live. Like what a stressful way to live to think that somebody's always out to take your shit. And you're like, Oh, I'm going to take my stuff.

It's you're just like that stressed out, swirl and ice age. There's always trying to find that one acorn. Yeah. That's you. If you think that everybody's coming out to take your business, right? Don't. Be like that. That's not a great way to live. Like it's an unhealthy mindset to have.

And in business, we have enough stressors to deal with for them. There's so much stuff. So you got to look at this as what opportunities are out there, because if you're looking for opportunities. They're gonna find you 'cause you're gonna be more open to them. It's the whole idea of like your reticular activator.

You I buy a Toyota Tacoma. All of a sudden I see Toyota Tacomas everywhere, right? Or my wife's pregnant. She's not by the way, but let's say she was. And then boom. Now all of a sudden I see pregnant women everywhere. There's not more pregnant women, not more Toyota Tacomas. I'm just more [00:38:00] perceptive.

I'm more aware of it because the lens in which I'm looking at in the world, I'm more aware of those things. So when you're more aware of opportunities because you're looking for them, they're gonna find you, you're gonna find them, versus if you're. More aware of threats, you're going to find more threats and one is a lot better place to be than the other.

Yeah.

Yves: Honestly, said, it's like you can have one version of it or you can have the second. And obviously we're laying out, which one do you want to be? And yes, we're talking about it. And yes. It can be challenging if maybe you're programmed in a certain way and you do that, but man, if you can really pull yourself to the other side and we've had to do the work, right?

Like whenever it comes to money mindset, when it comes to business, right? Like you have to do the work in order to see the world as more opportunities and rather than threats, because we will have less stress, you will actually grow. As opposed to be fixed in the same position, right? And, honestly, you'll thrive, and that's honestly what we want, right?

We all want to be, like, happy, we want to thrive, we want to do that, and I [00:39:00] think this is just such a foundational way of looking at the world that will just allow everything else to layer on top of it. And, again, we see it all the time. If you don't have this kind of foundational perspective, it just gets

Danny: really tough.

Yeah. And I tell you what, I've been on both sides of it and, sitting in my little office by myself on social media and on getting on other commissions website and seeing what are they charged? What are they doing? What are they saying? That sounds like what I'm saying, they're saying the same thing.

Like what happened there? What are they doing? And. It's a complete waste of time. And it's a great way to stress yourself out. So if you're doing that, stop, right? So if we were to summarize this, number one, it comes down to being self aware enough. When you realize you're doing these sort of negative habits of really comparing yourself to other people.

And Teddy Roosevelt said, comparison is a thief of joy. It can't be. That's one of the most accurate sentences I've ever heard in my life. Every time that I'm comparing myself to somebody else. A, I either feel like a dick because whatever I'm doing is better than that person. I'm like, Oh, [00:40:00] great.

Congrats asshole. Or B, I feel worse about myself because they're doing something better than me. So it's just focus on yourself, focus on all the problems you have to solve within your own business and in your own Personal and mental health in your own relationships. Focus on that, focus on other people.

Then from there, once you're self aware enough of that, then redirect that towards things that are positive, things that are optimistic, things that are opportunities that you can potentially see and ways in which, you can view things in the opposite lens of what you're probably pre wired to, to view them in.

And it's normal for us to see threats because that's how we stay alive, right? So all of our ancestors were good at seeing threats, right? They were good at not. Running off a cliff. They were good enough picking up snakes. They were good at not eating that berry because that thing will kill you.

So we have these protective mechanisms that are deep rooted in us. So we see threats in areas we see perceived in our life, right? Versus abundance. We live in a completely different world. At this point, and we have a lot more opportunity than anybody has really had ever. So look at the world through that lens.

And then from there, the last thing is yeah. [00:41:00] And start to practice things that are going to help you with this. And for me the number one thing that I would recommend, if you can take anything away from this, it's as simple as using a journal and writing down things that you're thankful for. It could be anything.

It could be, and I'm so thankful for the day. What a great day. It's 75 degrees and sunny out here, and I'm so thankful that I got a chance to throw a frisbee with my kid today, right? I'm so thankful that I had a great workout this morning. I'm so thankful. I got a great night's sleep. I'm so thankful that I get to go see family members this weekend and do X, Y and Z, right?

And if you can just write down these things that you're grateful for, like that one habit, do that for one minute a day. So literally all it'll take you first thing in the morning before you go to bed man, what are you grateful for? Write a couple of things down. Think about that. And honestly, like practice being grateful for those that will change.

Your life, if you honestly do that, especially if you bias towards being more negative, more protective, more scarcity mindset, like it's a slow shift that's going to occur, but it will help in a tremendous way. If [00:42:00] you do that for even a month, your whole worldview can change in a significant way. I'll leave you on that.

Eve, do you have any Hey, one piece of advice, if you struggle with this, try this. No, I'm just

Yves: going to echo it. I love that you said literally this would take one minute a day, you could take one minute, write the things down. And if you just consistently did that's an easy habit to implement in your life right away.

And you won't see it immediately, but if you consistently do it, like most things in life, you'll start to see that shift. So I don't want to add anything to that. I think that is the easiest actionable step to take

Danny: right now. I'm gonna do it right now. I'm thankful that I have business partners like Eve that I can talk to stuff talk this stuff out and share it with people who actually listen.

All right, Eve, you're up.

Yves: Yeah. I'm grateful the opportunity to continue to help clinicians start and grow their practice. There's just nothing I love more. And I'm grateful that this is my job every single day.

Danny: Homework, go tell somebody you're grateful for something, write it down, take a minute and write down a couple of things.

And it really, I find it really impactful if you actually verbalize that with somebody too. Like I'll do that with Ashley. I'll do that with our kids. And that can go a long way because [00:43:00] now it's a ripple effect for them too. And they're like, Oh yeah, I'm grateful for this. And you don't have to just do it at Thanksgiving.

Everybody, sits around the table and the one time a year, everybody says something they're thankful for. Like just do it every day and you'll feel a lot better. So in summary, be self aware, realize whenever you're starting to find yourself, be really scarce minded and fixed minded in different areas of your life, health, wealth, business, your relationships, all kinds of stuff.

There's, it's, it'll show up everywhere. Once you're there. Then start to redirect that, try to focus that in the opposite way. Look for opportunities, look for things that are great and practice gratitude at the end of the day, beginning of the day and make that a habit. And those three things should start to shift your perspective on this fixed mindset and make you into more of a growth mindset individual.

It's not going to happen overnight. And you're, and also you're going to get tested. Like even as we, it happens every week, every month, whatever, like I get tested on this. All the time constantly and my national behavior still is to be protective and I but I'm so good about quickly shifting that now [00:44:00] that I, it doesn't fester and bother me the way that it used to.

And it's great because it doesn't feel good to live like that. It sucks, man. And it's stressful. It's terrible for our body and it's terrible for everybody around us. So it's not, you're not immune to it. It's never going to go away, but you understand how to actually deal with this sort of negative framework that we have and make it positive and you'll feel a lot better if you go about doing that.

Good stuff. This is a good one. All right. Hey, thank you so much for listening and watching the live stream. If you're in the Facebook group and as always, we'll catch you guys next week. Hey peach entrepreneurs, we have big exciting news, a new program that we just came out with. It is our PT biz part time to full time five day challenge over the course of five days.

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