In this episode of the Grow Your Practice Podcast, host Chad Madden sits down with physical therapist and Lake Washington PT founder Ben Wobker to talk about one of the hottest issues in private practice: hiring.

Ben reveals his data-backed approach to attracting, hiring, and retaining top DPT grads—even during a nationwide staffing shortage. Learn how he uses a “draft board” system to nurture warm leads, mentors PT students years before they graduate, and leverages technology like AI scribes to create a clinic culture that wins the talent war.

Whether you’re struggling to recruit your next hire or looking to strengthen retention, this is a must-listen conversation with practical strategies you can implement today.

If you’re ready to simplify your hiring, boost staff retention, and grow your practice—schedule a free demo of Breakthrough today at https://getbreakthrough.com/demo

⏱️ Episode Timestamps:

00:00 – Intro: Wakeboarding and wake-surfing with Ben

01:10 – The PT shortage: Why hiring is harder than ever

02:00 – How Ben recruits from his own aide pipeline

03:45 – Building a “draft board” for DPT students

06:30 – Tracking warm leads with a simple Google Sheet

07:30 – The warm funnel that led to 14 new PT hires

09:15 – The structured (yet casual) interview process

10:45 – Building trust with personal emails and CEU invites

13:30 – Centralizing hiring to reduce internal competition

16:00 – Adapting to Gen Z’s definition of work-life balance

20:30 – Leveraging AI scribes to reduce documentation burnout

24:00 – Using ChatGPT, Gemini & AI agents in operations

32:00 – Creating scroll-stopping social videos with Opus Clip

36:45 – How to increase staff retention with autonomy, mastery, and purpose

40:00 – Mentorship as a competitive advantage

42:00 – Top podcast recommendations outside PT

45:00 – Ben’s favorite book: Bo Knows Bo

46:30 – Wrap-up and closing thoughts

In this episode of the Grow Your Practice podcast, Chad Madden dives deep into the foundational principles every private practice owner needs to scale sustainably, starting with clearly defined core values. If you’ve struggled with hiring, team alignment, or culture drift, you’ll want to take notes. Chad breaks down the “Planning Pyramid,” showing how to connect your daily accountability to your 10-25 year vision. You’ll learn how to identify and codify core values that attract A-players and repel toxic team members, plus how to build hiring scorecards that get results. Whether you're aiming for your first million or your hundredth, this episode sets the stage for lasting growth.

If you're ready to grow your practice with clarity and purpose, schedule a free strategy demo at https://getbreakthrough.com/strategy/ to see how our platform can help you attract new patients, increase profitability, and stay focused on your long-term vision.

⏱️ Timestamps

00:00 – Intro: Part 2 of the $100 Million Practice Series

00:30 – Why Core Values Matter More Than Ever

02:00 – The Planning Pyramid Explained (Based on Vern Harnish’s work)

04:00 – The Real Reason You’re Struggling to Hire (and What to Do Instead)

06:30 – What Goes in a Scorecard: Role, Metrics, Competencies, Core Values

08:30 – How Core Values Drive Accountability and Retention

10:00 – The Danger of Compromising Core Values When You’re Desperate

12:30 – Why Good People Can Still Be a Bad Fit (and How to Tell)

14:00 – Real Examples from the Clinic: Rewarding Core Value Behavior

17:00 – The 3 Core Values That Drive Madden PT

21:30 – How to Spot Grit, Growth-Mindset, and Team Players in Interviews

24:00 – The “Ocean Questions” and Red Flags in Hiring

26:00 – Stories of Impact: From World War II Veterans to Everyday Miracles

28:00 – Recap & Why Core Values Outlast You

29:00 – What’s Coming in Part 3: Goal Forecasting & Annual Planning

In this episode of the Grow Your Practice podcast, Chad Madden sits down with Neil Trickett—former private practice owner and founder of Practice Promotions—to uncover what the top 10% of physical therapy clinics are doing to thrive in today’s competitive healthcare market. Neil shares his journey from running a seven-figure clinic to building one of the industry’s leading marketing agencies. Together, they dive deep into the common traps practice owners fall into, how to stabilize patient flow, and why marketing is the engine that drives everything from hiring to profitability. You’ll walk away with actionable strategies from Neil’s “Market to Grow” system, insights into what sets high-performing clinics apart, and a renewed focus on leveraging marketing to take control of your clinic’s future.

If you're ready to grow your practice with clarity and purpose, schedule a free strategy demo at https://getbreakthrough.com/strategy/ to see how our platform can help you attract new patients, increase profitability, and stay focused on your long-term vision.

⏱️ Timestamps

0:01 – Introduction: Meet Neil Trickett and his journey from clinic owner to marketing expert

1:09 – From PT owner in Florida to founding Practice Promotions

2:47 – The early days: Direct mail inspiration from chiropractors

4:05 – The big marketing realization: “Marketing solves all problems”

6:00 – How Neil’s newsletters became a recruiting magnet

6:26 – The philosophy behind “Market to Grow” and the top 10% of clinics

9:03 – The three biggest challenges: New patients, hiring, and reimbursement

11:13 – How one practice added $120K in cash services in Q1 alone

11:41 – The “New Patient Roller Coaster” and how to get off it

13:43 – Breaking down the “Market to Grow” system

14:59 – Why website conversion rates are a secret weapon

17:01 – Real-world example: 8%+ website conversion rates using heatmaps and AI

18:50 – “Market to Hire”: Proactive recruiting and why your careers page matters

21:04 – Getting found on Google for jobs (and bypassing Indeed)

23:05 – Real story: When your marketing attracts top talent away from competitors

24:22 – The “Revenue Ratio”: A new way to assess clinic profitability

25:33 – Two tactics for attracting better-paying patients and promoting cash services

27:08 – Common marketing mistakes practice owners make

28:55 – How much should PT clinics really be investing in marketing?

30:55 – If you’re overwhelmed, start with this first step

32:03 – Where to get Neil’s book, Market to Grow

33:00 – Rapid Fire: Marketing myths, overlooked tactics, case studies, and more

35:56 – Final thoughts and takeaway from Neil Trickett

In this powerful solo episode, Chad dives deep into the concept of the Big Hairy Audacious Goal (BHAG)—a strategic visioning tool popularized by Jim Collins. Whether you're a solo practice owner or leading multiple locations, Chad explains why setting a bold, long-term goal can transform your business, align your team, and reignite your purpose. He shares personal stories from building his $20M+ practice, his challenges, and the exact framework you can use to craft your own BHAG. Plus, hear the pivotal moment that shaped the future of Breakthrough.

If you’re ready to stop playing small and start building a practice with real impact, this episode is for you.

If you're ready to grow your practice with clarity and purpose, schedule a free strategy demo at https://getbreakthrough.com/strategy/ to see how our platform can help you attract new patients, increase profitability, and stay focused on your long-term vision.

⏱️ Timestamps:

0:00 – Intro

Why we’re talking about BHAGs—and what makes them so powerful.

1:17 – What Is a BHAG?

Definition, key attributes, and why it's more than just a lofty goal.

2:33 – Vision-Driven Leadership

How BHAGs connect to core company vision and direction.

4:18 – From Theory to Practice

Chad shares his clinic’s BHAG and the competitive landscape in Central PA.

6:45 – How a BHAG Creates Alignment

Using a BHAG to guide hiring, marketing, operations, and focus.

8:14 – Beyond Survival: Inspiring a Mission-Driven Team

The power of getting your team aligned behind a bigger purpose.

10:12 – Filtering Out Shiny Objects

Using your BHAG as a North Star for strategic decisions.

11:32 – “Too Small to Think Big”? Think Again

Debunking the myth that BHAGs are only for big companies.

13:00 – Real-Life Example from Early Practice

Chad’s first vision as a 27-year-old and how it came true.

14:38 – The Fear of Failure & Uncertainty

Why you don’t need to know every step to think long-term.

16:45 – Building a Vision-Driven Team

Tips for attracting and retaining people aligned with your mission.

18:22 – Common Challenges with BHAGs

From team buy-in to feeling undeserving of success.

20:27 – The Framework to Craft Your Own BHAG

Step-by-step process to define purpose, impact, and time horizon.

25:45 – Business Math vs. Relationships

Why your BHAG should inspire people—not just hit revenue goals.

28:00 – The 20-Mile March

Jim Collins’ rule for sustainable long-term growth.

30:00 – Sharing and Aligning the Vision

How to make your BHAG part of everyday conversations and culture.

31:15 – Myths and Pitfalls to Avoid

Avoiding vague, boring, or unbalanced goals.

33:00 – A Personal Story That Changed Everything

The moment Chad decided to build something bigger than himself.

40:00 – Recap & Action Steps

Draft your BHAG, share it with your team, and start filtering decisions through it.

In this episode, Chad Madden breaks down the 12 hidden benefits of reactivating past patients in your physical therapy, chiropractic, or healthcare clinic. From boosting revenue during slow seasons to improving staff morale and patient outcomes, reactivations are the easiest, most overlooked growth channel for private practices.

Chad shares personal stories (including losing $98K in one quarter), walks through real math on lifetime patient value, and explains why your patient list is your biggest business advantage.

Whether you're a practice owner looking to grow, stabilize revenue, or eventually sell your clinic, this episode will show you exactly why reactivations should be your #1 priority.

00:00 - Intro: What is a Reactivation?

01:15 - Why Reactivations Are Underrated

02:20 - Losing $100K in Q4 (and how it changed everything)

03:45 - Why Cold Traffic & Referrals Failed During Holidays

05:20 - The Breakthrough: Free Exam Day = 70+ Reactivations

07:09 - Benefit #1: Revenue Stability

08:00 - Benefit #2: Higher Lifetime Patient Value

09:32 - Benefit #3: More Efficient Operations

11:10 - Benefit #4: Better Clinical Outcomes

12:40 - Benefit #5: Stronger Community Reputation

14:20 - Benefit #6: Happier Staff, Easier Workflows

16:45 - Real Story: Seeing Past Patients in Costco

19:15 - Benefit #7: More Predictable Scheduling

21:35 - Benefit #8: Lower Marketing Costs

22:45 - Benefit #9: Better Patient Compliance

23:50 - Benefit #10: Higher Practice Valuation

26:25 - Why Buyers Care About Reactivation Systems

27:50 - Benefit #11: Data-Driven Decisions

30:00 - Benefit #12: Competitive Advantage (Blue Ocean Strategy)

32:20 - Final Recap: All 12 Benefits of Reactivations

33:30 - What’s Next: 4 Levels of Reactivation Skill & Action Plan

In this episode of the Grow Your Practice podcast, Chad Madden, owner of Madden Physical Therapy and Breakthrough, discusses the importance of establishing metrics and Key Performance Indicators (KPIs) for every role in a private practice. Chad explains the definitions and difference between accountability, responsibility, and authority, and shares insights on how metrics and KPIs can improve management decisions and practice efficiency. He also emphasizes the necessity of having staff own their metrics and be accountable for their areas of production. Tune in to learn best practices for creating an accountability chart and setting up key metrics for each department in your practice.

Download the FREE 35 Private Practice Marketing System Checklist going  through all five new patient pathways, reactivations, word of mouth referral. Physician or professional licensed referral, partner referrals, and then cold traffic marketing:

https://hubs.ly/Q033nBgR0

00:00 Introduction to the Podcast

00:19 Understanding Metrics and KPIs

01:03 Defining Accountability

02:31 Importance of Metrics and KPIs

09:59 Stages of Tracking Metrics

11:26 Staff Ownership and Reporting

14:10 Handling Overwhelmed PTs

16:01 Complex Systems and Metrics

17:11 Marketing System Overview

17:21 New Patient Pathways

17:42 Download the Marketing Checklist

17:50 Building Confidence in Your Clinic

18:05 Global Experience and Success

18:18 Free Marketing System Checklist

18:32 Accounts Receivable Management

19:13 Staff Meeting Reports

20:30 Tangible Metrics and Accountability

22:21 Self-Limiting Beliefs in Tracking Metrics

22:52 Establishing Metrics and KPIs

23:17 Connecting Metrics to Overall Practice

29:20 Finance and Expense Tracking

31:13 Monthly Snapshot and Profitability

33:35 External Marketing and New Patients

34:00 Production and Therapist Involvement

Join host Chad Madden in this episode of the 'Grow Your Practice Podcast' as he discusses strategies to help your private practice achieve its big goals, or as some might call them "unattainable goals." Chad breaks down the process of setting a Big Hairy Audacious Goal (BHAG) and how to map out a Three-Year Highly Achievable Goal (3HAG). Listen in as participants share their three-year goals and Chad offers actionable advice on creating a roadmap that includes quarterly objectives, hiring needs, marketing strategies, and facility expansion. This episode also touches on the importance of leadership and mentorship training in scaling your practice. Get a sneak peek into Chad's marketing systems and download a free checklist to streamline your practice's marketing efforts.

Download the FREE 35 Private Practice Marketing System Checklist going  through all five new patient pathways, reactivations, word of mouth referral. Physician or professional licensed referral, partner referrals, and then cold traffic marketing:

https://hubs.ly/Q033nBgR0

00:00 Introduction to the Podcast

00:19 Understanding BHAG and 3HAG

00:32 Breaking Down Goals into Manageable Steps

01:18 Real-Life Example: Roy's Practice

02:02 Creating an Action Plan

03:32 Combining and Prioritizing Initiatives

05:53 Defining Swim Lanes

13:27 Quarterly Review and Adjustments

14:47 Conclusion and Final Thoughts

In this episode of the Grow Your Practice Podcast, host Chad Madden, owner of Madden Physical Therapy and Breakthrough, shares an in-depth guide on how to diversify new patient sources and reduce reliance on physician referrals. Madden outlines the benefits of diversification, discusses the five new patient pathways (reactivations, word-of-mouth referrals, physician referrals, partner referrals, and cold traffic marketing), and provides a step-by-step framework for maximizing new patient flow. He also covers the critical components of effective marketing and sales, including addressing self-limiting beliefs and positioning your services. Additionally, Madden offers a free downloadable checklist to help practice owners refine their marketing strategies and ensure consistent new patient flow.

Download the FREE 35 Private Practice Marketing System Checklist going  through all five new patient pathways, reactivations, word of mouth referral. Physician or professional licensed referral, partner referrals, and then cold traffic marketing:

https://hubs.ly/Q033nBgR0

00:00 Introduction to the Podcast

00:19 The Challenge of Reducing Dependence on Physician Referrals

00:35 Benefits of Diversifying Patient Sources

02:59 Personal Story: Starting a Practice

04:57 Decline in Physician Referrals

06:11 Five New Patient Pathways

08:26 Reactivation Campaigns

08:57 Word of Mouth Referrals

14:09 Partner Referrals

17:48 Cold Traffic Marketing

23:26 The Importance of Marketing and Sales

27:06 Overcoming Limiting Beliefs

30:16 Conclusion and Next Steps

Join Chad Madden, owner of Madden Physical Therapy and Breakthrough, as he delves into the best practices for crafting successful email and text campaigns aimed at reactivating past patients. Chad addresses common challenges such as what content to send, how often to send emails, and fears around unsubscribes. He shares personal anecdotes, including his initial struggles with email marketing and his game-changing meeting with Carl Mattiola from Tesla. Learn specific strategies for creating valuable goodwill content, leveraging patient questions, and utilizing Google queries for content inspiration. Chad also discusses the importance of balancing goodwill content with targeted offers, overcoming self-limiting beliefs, and optimizing conversion rates. Stay tuned for his insider tips and data on the most effective campaigns currently in the market.

Download the FREE 35 Private Practice Marketing System Checklist going  through all five new patient pathways, reactivations, word of mouth referral. Physician or professional licensed referral, partner referrals, and then cold traffic marketing:

https://hubs.ly/Q033nBgR0

00:00 Introduction to the Podcast

00:19 Understanding Email and Text Campaigns for Reactivations

01:16 Common Mistakes in Email Campaigns

02:52 Personal Journey and Lessons Learned

12:44 Effective Email Marketing Strategies

18:45 Creating Valuable Content for Your Campaigns

24:55 Overcoming Self-Limiting Beliefs

28:10 Top Performing Campaigns and Conclusion

Welcome to the Grow Your Practice podcast! In today's episode, host Chad Madden, owner of Madden Physical Therapy and Breakthrough, interviews Justin Pezick, a private practice owner in Burlington, Massachusetts, of Orthopaedics Plus Physical Therapy. Justin shares his journey from being a fascinated young anatomy enthusiast to becoming a successful physical therapist and practice owner. He dives into building a goal-oriented mindset, strategic changes he implemented in his practice, and the significant impact of enhancing leadership skills. Justin also discusses the importance of aligning systems, financial optimization, and his experience with the 'Profitability Under Pressure' program. Packed with insights on managing and growing a private practice, this episode is a must-watch for all physical therapy professionals.

There are two blog posts that he refers to in this podcast episode along with his patients and staff. Check them out here:

The 4 Reasons Behind Almost Everyone’s Back Pain

Manipulating the 4 Cornerstones of Low Back Pain to Keep your Back Healthy

You can find Justin at Orthopaedics Plus:

https://orthopaedicsplus.com/

[email protected]

Download the FREE 35 Private Practice Marketing System Checklist going  through all five new patient pathways, reactivations, word of mouth referral. Physician or professional licensed referral, partner referrals, and then cold traffic marketing:

https://hubs.ly/Q033nBgR0

00:00 Introduction to the Podcast

00:34 Meet Justin Pezick: From Anatomy Enthusiast to PT

02:36 Journey to Practice Ownership

04:45 Challenges and Growth as a Practice Owner

11:59 Leadership and Organizational Health

19:27 Aligning Systems for Success

24:45 Current Initiatives and Future Plans

26:21 Conclusion and Contact Information