Life has been crazy for all of us within the past few weeks. In this week’s podcast, Brian addresses Compliance and strives to give his audience the means to raise the bar and think outside the box during these deeply transitional times. Tune in for advice on how to re-examine your life and ask yourself: “Am I living my life to my maximum potential?” It’s your turn - now is the BEST opportunity for change in your business. 

• NO better time to start a business than right now
• Generate 20% of your revenue through cash-based services
• Hybrid restructuring for your business to capture innovative services
• Best businesses to come out of financial crisis do NOT miss window of time to train and invest in your staff
• Goal: increase consistency and responsibility within your clinic

On this week’s podcast, we welcome two Guest Speakers! Jason Waz (DPT, NeuPTTech) and Jillian Warwick (NTP, LiveWellBeyond.com, nutritional therapist) join Brian to discuss cash-based service options to help get practice owners through these challenging times. Remember, Brian recommends that 20% of your gross income be cash-based. 

Jason Waz:

• In a way, the Neubie E-Stim technology allowed him to be somewhat prepared for this pandemic
• Cash-based referrals have not slowed down
• Neubie E-Stim: pulse-direct current device that addresses the Autonomic nervous system
• Can improve overall health through the nervous system.
• Improves Heart-rate variability (HRV).
• The machine system is mobile.

Jillian Warwick:

• Not a one-size-fits-all meal plan
• Finds out what works best for your body, bio-individuality
• Holistic approach 
• Root causes to certain symptoms
• Offers protocols that address specific issues (inflammation, digestion, hormonal health, anti-aging, etc)
• Can easily be done virtually, schedule is flexible

Jason Waz information: Website: https://neupttech.com

Jillian Warwick information: Website: livewellbeyond.com

This week, Brian discusses what you can do now to help your patients by taking new actions to keep up with the ever-changing circumstances of PT during Covid-19. He attempts to steer the mentality away from hoarding and cost-cutting, and more towards growth and perseverance in business. You need to “out-create” it by expanding and strengthening your practice. Tune in for tips on how to adapt and evolve your business in response to this crisis, and beyond. 

• Personal integrity - doing the right thing, even when no one else agrees
• Now is the best time to change old ways, and even to open a practice!
• 3 most important things in practice: a) driving new business to your door b) enhancing employee satisfaction c) giving back to your referral sources - Focus on these!

On this podcast, Brian lists the key marketing actions that you simply can’t afford to miss in your business. In all the noise around this topic, Brian strives to cut through it all and give you real, successful actions in this department. Learn how to invest in and collaborate with your marketing team. 

• We want you connected to legitimate resources
• You can market that you're doing e-visits, however you can not put people on them. They have to initiate the desire to do them.
• You will still need to have appropriate documentation to show medical necessity. 
• For more information on setting up telehealth and compliance issues, reach out to TelePT Solutions, or email Daniel Seidler.

“It’s all about education, duplication and application.” Brian centers this week’s podcast around tips for financing your startup and to continue growing your practice. This is a process you need to know how to map out in order to do it properly and in the correct, systematic order. Brian outlines these steps while reminding the listener that money should not be the end goal, but it is valid to strive to live the life that you envision for yourself. Check your purpose! 

• Many practices are moving to a model that replaces cancelations and no shows. 
• With the right telehealth platform, you can treat patients from home or consult/screen them remotely.
• Every state has different telehealth regulations. Here's a good resource listed by state. Most states you can treat from anywhere, but you need to be licensed in the state where your patients are.
• Coverage and reimbursements are different - but many states have parity. This means coverage and/or reimbursement is the same as if the patient were being seen in office.
• Many private practice owners who have succeeded having telehealth in their practice started offering the service as a cash-based service. 
• You do need a HIPAA compliant platform - meaning the technology you’re using to connect with the patient. There are telehealth platforms that do this and are secure. 
• Telehealth complements your care, it does not replace it. 

Daniel has a Masters in Physical Therapy from Columbia University and has been practicing since 1996. He is the founder and former owner of WSPT in the Bronx, NY. He specializes in treating back pain and chronic pain conditions. Daniel is an innovator in the delivery of Physical Therapy and a national leader in Telehealth PT.

Ever wonder about the doctor that your doctor goes to? Well, this week Brian is chatting with Lisa Chase, PT, owner of Back to Normal PT in St. Petersburg, FL. She’s an expert physical therapist and shares her background in physical therapy and how she has built a unique and successful practice using innovative technologies and education. Today, she’s sharing her experience, and the technology she utilizes that has catapulted her success as a therapist, practice owner and has helped her treat thousands of patients and professional athletes in a holistic way. 

• The mystery is in the history. If you take the time to listen to your patients, and ask the right questions, your patients will tell you exactly where you need to go. 
• Find the game changers and the differentiators - Neubie E-Stim, Dry Needling, ASTYM, magnet therapy, etc.
• Find a way to have 20% of your GI come from self-pay if you’re still in the insurance model. 
• Think through the full journey of the patient. 
• If you have a foundation in manual therapy, Lisa can come in and teach the Exercise foundational course. If you want to get patients better faster or if you want to get a certification, go to Michigan State. You do not need to take the exercise course to use Rehablinks. 
• Lisa can be reached at: [email protected] or by visiting her website.

This week’s podcast covers what it takes to be a successful practice owner. We’re not talking about the executive characteristics and traits that you need to be a successful practice owner, but rather, how to overcome a lack of confidence or uncertainty to take the leap into practice ownership. We’re working to get you in the mindset, and how to overcome common barriers that prevent you from making the leap into private practice starting with your ideal scene. 

• Don't peg your happiness to the statistics. Peg your happiness to the enthusiasm and energy, and growth of the group and that you had within the group. 
• To discover your ideal scene, bullet point out what your life would look if everything went exactly as you envisioned in your professional life in private practice and what your personal life would look like. 
• Three categories of success in private practice 
• 45 - 60 visits per week is break-even. Most startups that we work with break-even within 3-6 months. 
• Once you’re in a power condition, you can plan out offices 4-8 in 24 months

This week, Brian is elaborating on some conversations with students that he had at CSM. Students and new graduates, you have to be willing to look at yourself and where you are in the profession. New grads and students often have a slightly resentful attitude towards employers based solely on the ideas that they have before even entering the workforce. This is playing into what many consider to be an already over inflated self-entitlement point of view from today’s graduating students. This is not only having a negative impact on their careers and the profession of Physical Therapy overall, but also is impacting private practice owners across the country. At a time when private practice owners are already dealing with excessive regulations, decreasing reimbursement, increased competition from hospital systems and physician owned clinics.  We are all DPT’s and we need more understanding and collaboration – not less – in order to strengthen our profession.  So let’s talk about how to get on the same page. 

• Hire the applicant that is excited to get the invitation to join your group. Not the one who wants to explore all their options.
• Blame academia and the federal government. This story from REVEAL shares the real student loan crisis going on.
• Having a student loan compensation plan is a great benefit - so long as your employee is in full exchange (i.e. working tues - sat for an extra $10,000 on their salary).

In this week’s episode, we’re focusing on the pinnacle of what every practice owner needs to know in order to run a successful practice, and it’s not what you think. Yes, we all struggle with the rules and regulations required to be compliant in this heavily regulated environment. But honestly, those elements can be taught and mastered and will remain quite fixed moving forward.  However, the office personnel that you are trying to manage is another story entirely. Depending upon what phase in private practice you are in will dictate the order you need to address these issues. So, in this 100th episode, we’re giving you a better understanding of these common struggles and what you can do about them. 

• Good leadership starts with being a good listener.
• Roughly 45 visits per week is break even - set a target of 60 visits per week. You need a marketing team who can drive 12-15% new patients each week.
• If you are a family private practice (1-3 offices), your challenges are personnel onboarding and professional enhancement,
• There is a way to do an interview with the five-phase hiring system that will help you close the right candidate 80% of the time.
• The three most common challenges of multi-site owners are consistency, lack of company culture and high morale, and staff retention.
• If you treat your staff as a number, that's what you're going to get.

It’s time to live the life of a practice owner that you deserve. On this week’s episode, Brian briefly recaps his conversation with PPS president, Sandra Norby, from last week’s podcast. He discusses the importance of advancing the cause of the APTA to make the physical therapy profession the very best that it can be. He then goes on to share his seven best strategies on how to get your practice to the top 10%.  

Episode at a glance:

• The three main “mental focuses” to keep at the forefront of your mind: Is my staff winning? Are my patients winning? And is my community winning?
• Always give more in value than you expect in return.
• Outsource anything that is clerical that is not physical therapy-related from Billing to Marketing.
• Get the best all-in-one EMR system for your staff.
• The most successful businesses have career development training program internally within their company that covers compliance and onboarding and professional enhancement.
• Payroll is the largest expense within your practice. Convert to a shared risk model: reward-based on production, quality and efficiency. A therapist should generate 3.5 times their expense (salary and benefits). 

Learn more about how we can get you to the top 10% in physical therapy private practice