E603 | How To Attract More Talented People

In this episode, the focus is on attracting talented individuals to service-based organizations, especially in a cash-based practice. Danny highlights the difficulty in finding the right cultural fit for a business, and the small pool of people who would be suitable for such a role.

To attract these individuals, Danny suggests sharing your vision and passion for the business. People want to be associated with companies that have a mission and vision they can believe in. Being clear on why you do what you do and why it is important to you is essential. 

Danny uses the example of the mission of Physical Therapy Biz, which is to help performance-based clinicians start, run, and scale their cash-based practices. It is important to have a clear mission and vision and share it with people so that they understand why they should want to work with you.

The episode also emphasizes the importance of building a culture that attracts and retains top talent. A culture that rewards hard work, encourages innovation, and promotes a sense of belonging is essential. Danny advises business owners to create a culture that aligns with their values and vision.

In conclusion, attracting top talent to a service-based organization is challenging but not impossible. By sharing your vision and passion, creating a culture that aligns with your values, and being clear on why you do what you do, you can attract talented individuals who will help your business thrive.

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Podcast Transcript

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-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 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.

So here's the question. How do physical therapists like us who don't want to see 30 patients a day, who don't want to 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 is Danny Mattei and welcome to the PT Entrepreneur Podcast.

What's going on guys? Danny here with the PT Entrepreneur Podcast and today We're getting super tactical. We're talking about how you can attract more talented people to be on your team. One of the biggest bottlenecks we see with any organization that's a service based organization is human capital.

It's people, it's the people in your business that you have to bring on to scale through fulfillment of the service that you have, there's really two main. Ways in which you can get bottlenecked with your business. If it's a service based business, a, you either don't have the space to fulfill with providers.

If this is an in person business like clinics or B, you don't have the people to fulfill, you don't have the talent, the personnel. And that is something that we see over and over again where, it's hard to find really good people. Everybody says that, it's. It's not a a cliche thing.

It's legitimately very difficult to hire and find the right cultural fits for your company. Because it's it's, it is difficult because there's a a small pool of people that really probably fit the right type of person for a cash-based practice, the right type of clinician for a cash-based practice, especially a performance based cash-based practice, right?

There's a, it's. There's not a lot of us in comparison to the general physical therapy profession. So how do you attract these people? How do you hire great people? How do you get people to want to work with you? And one thing that I kinda have always taken for granted until we've really grown our own company to, more people than I.

Kind of ever thought we would employ is just how important your vision is and just how important it is to share that with other people. Anybody that is in your ecosystem, that could be referral partners that you have, that could be professors that, you know, that, that could be, other clinicians.

And I think that if you can share your vision and be passionate about your vision and very clear on why you're doing what you do, it really attracts people. To that mission, because there's not a lot of people that are like that. There's not a lot of people that are out there that are really mission driven, trying to do more than just, have a business that supports their lifestyle.

And a lot of people have businesses that just sell stuff. They don't even care about, they do things that they don't care about. They do things that don't give them meaning. And we get a chance to have these clinics that legitimately help people live longer, enjoy. Being more active and enjoy the people around them, the world that they're in for as long as they're here at a much higher level than if they don't take care of themselves.

Like what a great way to also earn a living. It's just such a nice match and. You need to be beating that drum of what your vision is, of what your mission is and why it's important to you constantly more than you probably think everybody around you, everybody that has any interest in what you're doing, and I highly recommend that if you don't know why your company exists, like you really need to think about that.

Like why. Are you doing what you're doing? If you can't explain that to somebody else, it's going to be very hard for somebody to want to work with you to follow you because if they're saying, yeah, I want to work for this company, the bad news is they don't want to work for your current company.

They don't want to work for your subleased office in a gym. I know I've had people turn me down that we've offered positions to you in our cash-based practice when it was real small and it's just a little subleased office in a gym and you try to bring people into that. And they're like, I don't know about this.

It doesn't. I'm not sure if I trust that this is going to be anything more than that. It's a tough stage to be in, right? You don't really have any, you don't have a standalone space. You don't have these things you can point at that you're seeing growth with. They have to trust you. And the only reason or way that they'll do that is you're painting the picture.

Of what your future company looks like and the mission that it fulfills for them. And it's so vivid and it's so clear and you're so sure, I have such high conviction that you're going there that you can see it and you can articulate it so well that it starts to create doubt in other people that you can't do that.

And when I. When I look at people that do a really good job of this, they have no problem finding talent finds them because people want to be associated with those companies. They want to work with those companies. And if you really haven't even gotten clear on your mission and what you do and why it's so important, how do you expect to be able to articulate that in a detailed way to somebody else that's thinking about leaving or in most cases be a safer job?

To come and work with you and just to give you an example, right? When, with PT biz as an example when people look at it, they're like, oh yeah, okay, so you do, business education and consulting for cash and hybrid practices superficially, that's what we do. We help cash and hybrid practices grow their practices.

But why am I doing this? Why have I chosen this over, frankly, many other things that I could be doing, including still seeing patients, which I freaking loved, to be honest with you. Didn't I enjoyed it? And I'm not at right now. I'm not anymore. And it's because I think I have a bigger mission to fulfill than helping people with their musculoskeletal problems and their general health.

And what PT Biz really exists for is. Yes, business skills within the clinical setting, but we work with performance based clinicians. We work with health minded individuals that understand how to help people with movement, sleep and stress management and nutrition and improving their community and living a high performance, pain free life for as long as humanly possible and join the world around them with the people that matter to them the most for as long as possible.

We help those people work with more of those people. So yes, we exist on the business side, but I don't like the business side is we need that in order to be able to help more people. But we're in the business of helping great clinicians change the landscape of people's health for generations. That's why I do what I do.

It's not just so I can talk to people about sales. It's not so I can talk to people about marketing. It's not so we can talk to them about operations and finance and all the other bullshit that we need to know. The important things that we need to know within business. It's so that I know that in the last 12 months, the group that we work with in our mastermind alone saw 50, 000 new patients.

That's 50, 000 people. That now have a better understanding of how to take care of their own body. That's 50, 000 people that have done right are now going to be able to share that information with their brother or their sister or their kids or their spouse. That's 50, 000 people that are back to be more active and understand how to take care of themselves, in a number of ways from the health and wellness side.

There's no way that in the time period that I've been working on this with PT Biz that I could have gotten even close to helping 50, 000 people, new people. That's not even including people that are coming in and some sort of continuity program. 50, 000 new people in a 12 month period in my own business or by myself, impossible.

And the mission for me has never been business. It's always been generational health changes, very similar to the the group that I first started to work for with mobility, what with the stretch Kelly and Juliette's threat, where they just came out with their new book built to move like that is.

So important to me that those concepts within that book and I don't need to be them I don't need to be them putting that information out there far better at than I am But what I found in the unique sort of place where I fit is helping great clinicians Take the information in books like that take the information in the things that they've learned and help educate You know, other people on that massive amounts of people, if we took those 50, 000 people, we put them into a, sports arena, it would fill it up.

That is impact. That's why we do what we do. That's why I don't sit in an office with people. You want on one for an hour anymore and talk to them about their back pain. Even though I might like it, I have a much bigger impact doing what I'm doing here. When I say things like that, the truth about what we do and why we do it.

I have, we have no problem whatsoever finding people that are interested in working with us because the mission is big. It's important to so many of us and it, but if nobody knows what your mission is. Or what your vision is what do you expect them to do? Just figure it out on their own. Like they need to know why you exist and what's important to you.

And it has to be so much bigger than just your little office. It has to be more. Otherwise you're not going to be able to attract talent. You're not going to be a track, be able to attract a players that want to work with you and be a part of that. That is your unique advantage in a small business. That is a huge part of what you need to focus on.

And frankly, when you get very clear on your mission, you get very clear on your purpose and the direction you're trying to go. You start to make the right decisions far more often. You start to be able to say no to the wrong things. You start to be able to be very tight and clear with what you're doing, when you're doing it, how much time you're spending on it and why it's important because you know that if you say yes to this, you have to say no to something else.

And if you truly are mission driven and you're trying to go towards whatever it is, you say, it's important to you and help the people that you say are important to you, whatever that is, then you obviously are contradicting yourself if you're not making decisions that are leading towards that. But clarity is hard to come by.

You got to sit down, you got to think about it and you got to write it out. Why is this business important to you? What are you doing with this? It's gotta be bigger than just trying to offset your salary from working somewhere else. Maybe that's it. It's not going to be too much bigger than you.

If that's the case, how exciting is that? Yeah. I started this business so I'd have to work for somebody else. That's not going to be very compelling to try to bring people in to work with you. It's not a mission. What do they care? Mission accomplished. You win. Cool. You're not doing anything bigger than yourself there.

And in that case, you can have a hard time acquiring talent. So if you really want to have less problems with talent acquisition, have less problems with really finding key people to help your company, as you grow, you got to think big and you got to talk. To everybody that you can about why you do what you do, what you're passionate about and what you're really trying to accomplish.

And that will help you attract the right people without you having to work so hard at trying to find them.

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. We get you crystal clear on exactly how much money you need to replace by getting you ultra clear on how much you're actually spending.

We get you crystal clear on the number of people you're going 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 want to go full time in your own practice. And then finally, we help you create a one page business plan. That's right, not these 15 day business plans. You want to take the Small Business Association, a one day business plan.

It's going to help you get very clear on exactly what you need to do and when you're going to take. Action, if you're interested in signing up for this challenge, it's totally free head to physical therapy, biz. com forward slash 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 going to help you tremendously As long as you're willing to do the work if you're doing the work you're getting 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 physicaltherapybiz.

com forward slash challenge and get signed up today