The Aaron LeBauer Show

Here's what happened.

Thirty days ago at our weekly meeting, Kaitlin gave me her 30 days notice.

I wasn’t planning to deal with this.

I went for a walk and called two friends who are business owners to get their advice. They asked me what was the desired perfect state of my business. I had to decided what I wanted my business to look like.

TIME STAMPS:

1:00 introduction

7:08 what to do next

10:30 thinking about closing the clinic

12:55 deciding to keep the clinic

19:42 You’re an entrepreneur, you fix problems.

26:16 the logistics of the shift

30:45 what do I have to do?

34:36 moving patients to Chris’ schedule

Connect with Aaron:

Facebook: https://www.facebook.com/AaronLeBauer

Instagram: https://www.instagram.com/aaronlebauer/

CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

As we come into the New Year, I want to share a reflection exercise I learned from my coach, Taki Moore. For me 2023, was a whirlwind, with a lot of change and adjustments, both in my business and personal life. There are four questions, and I’ll share my answers with you. But what I would love is to hear what yours are. 

Here are the Four Reflection Questions:

-Pride and Gratitude- Write down the top three things from the last 12 months you are grateful for.

-Growth - What are the biggest challenges you’ve grown through and what are the lessons you learned?

-What unfinished business do you have?

-What are you top three aspirations for the new year?

6) Sales Script - don’t sell “physical therapy”

Here's the sales script to close people without you feeling salesy

7) Work backwards from goal - how many people per week

-Do this with all our new members who are just getting started

-$5,000/month is 3 patients at $2K POC, 4 patients at $1,500

-TBD to Eval rate should be 60-80%

-5 TBD’s should get you 2-3 new patients

-What do you need to do to get 5 TBD’s per week? Even just 3 TBD’s?

How many people do you need to talk to or workshops do you need to do to get 5 TBD’s

8) Automate your intake, onboarding and customer retention 

-IntakeQ

-Predict the future - that they will be sore, that they will think they are done before they are

-Pre-frame what’s next

-Ask for Referrals & reviews

9) Modern Day Marketing

-Direct Response Marketing

-Email Marketing

-Fortune is in the follow up

-Website

-Application funnel

10) Get your advice from the right people - 

• Don’t just listen to your roommate, professors or someone who’s only just started. 
• Students - don’t listen to your professors
• PT’s be sure you’re getting advice from someone who’s actually done it and helped others do the same

11) Bonus - Work in sprints and get a personalized 90 day game plan

-Need to have a focus

-Like a race horse, put on the blinders

-Shiny Object Syndrome and the Good Idea Fairy

I’m not just here to solve your problems, I’m here to give you bigger, better money making problems.

How to go from mobile to brick-n-mortar or into a bigger space and negotiate your lease

Like when and who to hire - to buy your time back

How to invest your money and build wealth

How to automate your clinic so you can start an online business or open another location

My goal with this training is to get you tot $5K/month so we can have a real conversation about joining mastermind

I’m going to give you everything I can in the time that we’ve got. My goal is to help you get to $5k/month in the fastest time possible so you can join our Platinum Mastermind, quick your job and go all in on scaling your business.

Follow this exact video - if you want to know more, let’s get on a strategy call.

1) The CashPT Runway - 5 things you must have to start seeing patients and generating cash - 

1. License
2. Liability insurance
3. Space to treat patients
4. Payment system
5. Documentation system
6. Cashpt Checklist 

2) Mindset: It is Everything!

-Abundance

-Give to Get

-Growth

-Money

-Sales

-Must be coachable

3) Sell Programs NOT Packages -

-Don’t sell “physical therapy”

-You must sell the outcome they want

-7 Why’s

-Discount the commitment not the frequency

4) Set the Correct Prices & Sales Script

-Must be priced correctly $175+/visit

-Don’t charge $25/muscle just for Dry Needling - price shopping

-If you are priced wrong you’re potentially leaving millions of dollars on the table

-Had 1 client in brooklyn charging only $120/hr after $175 eval, she was under priced and missing out on $50K in revenue in the remaining 3 months of the year

SALES SCRIPT

Mrs. Jones, based on what you shared and the conversation we’ve had,

my recommendation is for you to get started in our ….

(Back the Box/Mat/Gym, Return to Running, Back Pain, etc) Program

You’ll be able to do this [ALL VISION & GOALS they shared]

And avoid this… [All Pain (not just physical) & Struggles they told you]

It’s only $1,998 for the program and if you decide to move forward, what that looks like is,

We’ll immediately take you through our comprehensive evaluation (assuming this is during the Discovery/Free visit), create a personalized treatment program for you, send you an email with instructions for your customized home self-treatment program, we will get you scheduled for your visits and get you into the process of getting back to….

[the thing they’ve been missing out on]...

so that you can….[The transformation they want].

How does that sound?

Mrs; Jones: “great!”

Ok, how would you like to take care of this today? 

Visa or American Express?

If they ask about other payment options.

Would you like to get started with our monthly plan at $166/wk for 3 months or pay just $1,998 for the full program today and take the $94 savings?

5) Workshops - be in the community

Dream 100

-Never workout alone

-Ask about them - script for approaching a coach

-Pitch a workshop or Injury Assessment

-How to pitch a TBD

Do dope shit.

Athletes have what it takes to be successful.

The power of community and Masterminding -

High performing team starts before building the team. My coach isn’t the smartest person in the room.

It’s the people around you who are going to lift you up.

Ultimately, It’s up to you to do the work 

“If it’s hard, it’s because you chose to make it hard”

“Constraints create freedom” 

What are the ingredients for your ideal year, month, and week?

“What’s the indulgence that you can’t live without that costs less than $20?”

Leadership - 80% with the team, 20% on customers and delivery

“If you are spending your time working all day and your income hasn’t gone up, you’re working on the wrong things”

-> Hire people who are smarter than you at the thing that they do.

Ask them, “so what do you think we should do?”

Wealth is a by product of a life well lived

Playing not to lose (most people) and playing to win (entrepreneurs) are still both scarcity models.

When the win is in the work, you enjoy the process along the way.

When do you know if you’ve won?

I turned 50 years old this week! Honestly, I woke up feeling the same.

Age is just a number

Five years ago I set out to hit an “impossible goal” for my body and fitness. I wanted to pass the strong first kettlebell certification. The goal was to do 100 24 kilogram snatches in 5 minutes by the time I was 50.

5 things i’ve learned

1. Have fun
2. People are mean
3. Explore the world and opportunities
4. There is more than what most people expect
5. Family is your foundation

Life is hard but lemonade is still sweet.

Freedom Formula = (Dream + Business)/Team

Problem: You've built yourself a JOB

When you go out of town for vacation or con-ed, you're taking days off and losing revenue while also spending money so it's like double dipping into your bank account.

You're busy and it feels like in order to grow, get more new patients in the door to fill someone else's schedule that you'll have to work twice as hard

You don't know how you'll fill the schedule of another therapist when you're kinda struggling to stay busy yourself.

You don't want the responsibility of keeping someone else's family alive.

Possibility

You want control of your destiny and control of your life.

You don't want anyone telling you what to do or telling you that you can't do it. "you dind't get into this to be told what to do all the time" - I'm in control of my own future

You want to unlock your earning potential

you can do that many ways, I show you how to do that with a cash practice - I'm going to show you how to do it the way I did it.

Business is hard, I was there, I get it. 

Choose your hard 

1. work hard for someone else’s dreams or 
2. Work hard for your family & your dreams

Here's how I did it....

1. Make a BIG Goal
2. Build a Game Plan
3. Stick to the plan - no matter what
4. Do the Work!
5. Don’t blame anyone else
6. Be on time
7. Get OCD
8. Have high expectations of yourself and others
9. Get fit and strong and mobile
10. Bonus: Don’t stop Never quit

If you own a physical therapy business, and are not completely satisfied with your growth, revenue, free time or just want to speed up your success.

I’d love to invite you to hop on a Free New Patient Strategy Call with me or someone on my team to brainstorm some ideas, build a game plan together, see if we are a good fit to work together. Just go to www.CallwithAaron.com to book in your call.

I was interviewed last week by my business coach Taki Moore for our monthly Black Belt Hot Seat on the strategies that took my coaching business from $35K months to over 1 million per year.

I’ve spent 100’s of thousands on business coaching so I can pass along what I learn and test out to my clients for just a fraction of what I’ve invested in my business.

3 Key Strategies I learned from Black Belt that really helped grow my business - and have helped 100’s of others grow theirs

1) Upgrade how I run my coaching calls and client events

2) 6 week game plan - having a focus, tracking my sales and sticking to the plan.

3) Evergreen onboarding and kick off call, delayed 1-on-1 call with me until after the created a Game plan, agree to platinum promise and upgraded welcome sequence - helped with retention

At the end Taki asked for 3 Lessons or pieces of advice for other business coaches

1) Automate - emails, onboarding/kick off call

2) Be relentless & stick to the plan

3) No matter how hard it feels, keep going.

4) 80% is Good Enough - perfection is a business killer

If you are a PT/OT with an online fitness, health or business coaching program, want to scale up beyond $20K/month and have room for more new clients I’d love to chat with you to see if our time, income and impact systems can help. Just go to www.CallwithAaron.com and book in a time to talk.

The Problem with Success

$0-$10k/Month problems

$100K/month problems

Time - problems - your too buys

Good Problems

The Struggle - Life, business, family

Everyone is struggling with something - you just don’t know about it. 

Success, privilege, health, relationships, belief, confidence, shame, fear, imposter syndrome, 

Why don’t you want to get on social media?

What you see is only part of the story.

Use social media for your business, don’t let it use you.

Once you start generating cash, where do you invest your money?

Business Bottlenecks:

Team: People lol!

Systems: Do you even have replicable systems? Where are they breaking down and causing churn or erosion?

Vision for where you are going, beyond what you can see or that feels comfortable

Time - I know you can probably get there on your own. You’ve gotten this far. The question is, how much longer are you willing to wait and would you choose a different strategy if you knew it was guaranteed to get you there faster?

You: a seasoned entrepreneur knows they are their own worst enemy and bottleneck.

Good Ideas, Too many things to do - Need a Roadmap and specific Game Plan

Freedom Paradox - the more choices and freedom you have the more restricted you feel - this is where routine, rules/bumpers and a consistent plan help you navigate life

Reset: - sometimes life forces your hand and you have to reset your vision, mission, goals and path.

The real question is what are you going to do about your situation right now?

If you have a successful business, but are not completely satisfied with your revenue, growth, free time or like me are never satisfied and would like to brainstorm some ideas and build game plan together we might be a good fit to work together in our Platinum Mastermind or as a private coaching client.

I’d love to invite you to hop on a Free New Patient Strategy Call with me or someone on my team to see if we are a good fit to work together. Just go to www.CallwithAaron.com to book in your call