Can owners who are selling their companies get top dollar exit offers just by focusing on the client experience? Can you switch your mindset from focusing on the bottom line and start serving clients in a way that makes them actually want to pay you — even if it means you'll let them work with the competition?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Jerry Durham. Jerry is a physical therapist, previous practice owner, podcast host, and consultant/advisor to practice owners who are serious about growing their businesses, adding more profits, while working less.

We will touch on such topics as:

• It is extremely important to understand your customers' journey and transition between stages to ensure they are getting the best help.
• You need to understand your patient’s journey and build a “how” in their experience. This system helps you manage the touchpoint to someone who is willing to be part of your business.
• Your team should be aware of how to deliver the message and the system to your patients - healthcare practice model.
• If you are not tracking your leads you are losing money in your frontdesk today. There is an opportunity in that lead. If you are not tracking, you are not checking the results of your marketing.
• Flip the conversation. Don't let insurance drive the conversation.
• If the patients ask about “insurance”, they treat your business as a commodity. 

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Reach Out To Jerry:

Website: www.ClientExperienceCompany.com

Linktree: https://linktr.ee/jerrydurhampt. 

Plus, you can search "Jerry Durham PT" on YouTube or click on this link here:

https://www.youtube.com/channel/UCPz8_pWAP2yd4T7vWrgAeJw

Last but not least - tune into Jerry’s podcast titled: “What's Best For The Patient Is Best For Business”: On Apple Itunes and on Spotify. 

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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Selling your practice allows you to structure the sale of your business in a way that provides you with financial freedom but still allows you to stay involved without getting burnt out on administrative work. But what happens if your business is listed on the broker’s directory for a year or more? What is a broker’s perspective on patterns of businesses that sell quickly versus businesses that stay on a broker’s listing for more than 12 months? What can a broker do to get more potential buyers to look at a potential therapy practice?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Joseph Hertz. Joseph is the President of TransWorld Business Advisors of 5 Towns and Jamaica (Queens, NY). He’s also a business broker/advisor who helps service-based business owners (and more), including but not limited to physical therapy, occupational therapy, speech therapy, as well as other healthcare niches and areas outside of healthcare. 

We will touch on such topics as:

• If a business has been listed for a long time and hasn’t sold yet, it is either the business or the seller’s expectations are not good as well as the broker.
• The more you remove ownership from the business, the more assets you can sell and transfer to potential buyers.
• When a broker is not marketing the business correctly, not talking to the buyers, and not putting the actual strategic value that that business brings into perspective, making sure to reach out to potential buyers that would be interested in the business would be a factor for the business to stay in the directory for a long time.
• As a broker, it is your responsibility to educate and coach the seller on the realistic approach to selling the business.
• Create a list of what distinguishes you from other brokers.

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Reach Out to Joseph:

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/joseph-hertz-95494026/

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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Are you a new private practice owner who wants the most value out of your practice without causing yourself tremendous stress? How do you ensure that you maximize the value of your physical therapy practice on both sides of this business transaction?

This week's Dave Kittle Show episode, Dave Kittle will talk about the 5 mistakes that he believes you should avoid when selling your physical therapy practice. These useful tips will help you make the biggest transaction in your life - the sale of your physical therapy business. Hopefully, after listening to this episode, no matter if you are a prospective Buyer or Seller, these insights can help you to sell your business at a higher price and/or for a faster transition than you would normally expect.

He will touch on such topics as:

• Not knowing the true way of measuring how valuable your practice is based on your private practice truly earning.
• If you don't know where you are going, any road will get you there. - Lewis Carroll
• You need to start thinking about your exit strategy from day one, even before you start your practice.
• The more unique and intangible assets buyers see, the more they are likely to pay you top dollar for your practice. These assets - which don't appear on the financial statements - make a practice 'special' and can be used as a strategic tool to help increase the value of your practice, whether you're selling it privately or through a broker.
• Learning some basic skills in negotiation can improve your chances of getting a good bargain or securing a better deal.
• Stop selling to any kind of buyers. Remember who you sell to will affect your employees and the reputation of your private practice.

P.S. Subscribe, rate, and review Here

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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Starting a business from scratch is where most small business owners begin, taking passion and skills and combining them with real-world applications, but if you acquire another therapy practice, how far can you change the business strategy to keep the loyalty of past clients? How can an occupational therapist, like you, acquire an outpatient physical therapy practice? When will the deal be closed? And how can you finance the purchase?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Rafi Salazar. Rafael Salazar II, MHS, OTR/L is an occupational therapist and private practice owner of ProActive Rehabilitation & Wellness in Augusta, GA. And, Rafi is also the principal owner of Rehab U Practice Solutions https://rehabupracticesolutions.com/. 

Check out his podcast, where he’s the host of The Better Outcomes Show at www.betteroutcomes.show 

We will touch on such topics as:

• Closing a deal can be the most stressful part of acquiring a practice.
• It is more fun if you get something that is already working and you are tweaking and optimizing it as opposed to starting your business from scratch.
• People don’t realize the value and difficulty of building a past patient list.
• There is a lot of value in purchasing a practice with a list of a hundred past patients who you can reach out or launch a marketing campaign.
• When you are buying a business, it is easier than getting a student loan because the bank is looking at the financials of the business, which is easier to cover with cash flow.
• At some point, all the consolidation in the market is going to hit its head. It is not sustainable because some of the organizations are growing and the only way they can grow is through acquisition.
• Most healthcare organizations these days are making decisions based on excel spreadsheets, and at some level, you kind of have to because of the scale of your organization. But the problem is, if you are making decisions based on the average, you are actually making decisions that need no one. 

P.S. Subscribe, rate, and review Here

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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Are you one of those people who always looks at market websites to acquire businesses? Where can you increase efficiency? Where can you add value to the structure that they already have? Who are the appropriate people to consider buying an existing physical therapy practice or some other business? And what is the best option for you to succeed?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Anthony Maritato. Anthony (Tony) Maritato is a physical therapist, private practice owner, and online business entrepreneur. He owns Total Therapy Solutions in Ohio with 2 outpatient physical therapy clinic locations. He’s been a licensed PT since 2006 and a practice owner since 2002. Tony is also the founder of several successfully growing projects and businesses including not limited to:

Learn Medicare Billing website: https://www.learnmedicarebilling.com

Learn Medicare Billing YouTube channel: https://www.youtube.com/c/MedicareBilling

“Medicare Home Therapy” website directory: https://www.medicarehometherapy.com

Connect with Tony Maritato on Facebook at: https://www.facebook.com/anthony.maritato.73

We will touch on such topics as:

• Researching market values gives you a chance to compare where your practice is relative to other practices out there.
• Take a look at what's going on in the marketplace in your area to know if you are achieving or moving forward towards your goal.
• Peek behind the curtain for existing practices in different business models.
• Go to different market sites not to see what other physical therapists are doing, but rather, to see what other businesses are out there that you can either acquire and implement or acquire and leverage.
• For a therapist who has never owned a business before, acquiring an existing business is not the right way to go, even if it is a successful therapy clinic, because they haven’t developed the skills to run a business.
• Either you create a business from scratch to develop your skills, make your mistakes, and then you will be better equipped to acquire a business.
• It is beneficial to get inside your brain to see what you can think of and what stands out as being of importance to you. 

P.S. Subscribe, rate, and review Here

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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As a practice owner, you may want to focus on stimulating growth, gaining competitive advantages, and increasing your company's market share, but do your core values reflect who you are in your business? Are you being transparent about your beliefs? How will "doctors supported, patients driven, and staff focused" be implemented in your organization? Why go and pursue the route of acquisition? And how would you assess cultural fit to make sure that they are the right fit for your group?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Dr. Todd Russell, DDS. Dr. D. Todd, is the founder and CEO of Empire Dental Arts, a successful dental partnership organization based in Northeast Ohio. He is an award-winning dentist and executive leader with 30+ years’ experience driving best practices across strategic practice operations and patient care. He is adept at identifying and executing disciplined operational and business strategies across dental facilities management, clinician teams, patient care, and organizational visioning. He champions sound, disciplined management planning to elevate practice performance and patient engagement. Dr. Russell is an executive and community leader who continues to advance provider excellence and optimize practice performance. With unmatched clinical and industry experience, he masters a collaborative leadership approach to surpass provider and patient expectations and drive innovative dentistry healthcare advancements.

We will touch on such topics as:

• Let the doctors become your partners within your organization.
• Strongly believe in a relationship between your patients and practitioners. Recognize that, in the dental space in particular, people don’t gravitate to a brand name, they gravitate to the doctor instead.
• Without doctors, patients, and your staff, you don’t have anything to be able to serve a community to the fullest extent.
• Whether you choose to change or not, what you are doing in your practice makes you different.
• It is important that when you have core values, you go to the depth of the talk and walk the walk with your team. This creates conversation that brings the team closer together.
• Have the autonomy, confidence, and ownership mindset to know that you can solve any problem without repercussions as long as, ultimately, the patient is the happiest person in the world. 

P.S. Subscribe, rate, and review Here

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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As the owner of a healthcare practice, what would be the most impressive and potentially helpful tip for practice owners like you going through the process of exiting or selling your practice? What is the decision-making process and if you own the practice location, what happens to your real estate? How will you prepare your employees and make them understand that you are searching for opportunities?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Bob Babb PT, MBA. Bob Babb, PT, MBA is a physical therapist and was the founder and previous CEO of Physical Therapy & Wellness. Bob founded PTW in 2002 and grew it to 11 locations in the Philadelphia suburbs, and partnered/exited to Ivy Rehab in 2019. He looks back in hindsight and thinks that he got lucky in selling this practice about 1 year before the Covid-19 pandemic. Bob also owns real estate and that includes owning the properties of several of his original clinic offices. After the transaction with Ivy, he kept the real estate of these clinics which means now Ivy Rehab is a tenant at several of his properties.

We will touch on such topics as:

• You get the keys to the kingdom when you open up your own practice, and you have a lot of responsibilities and wear a lot of hats. One of the hats that you wear is leadership, which helps people grow in their careers.
• The mindset that you should have is that the business is always up for sale so you can understand what’s important to potential buyers and what the best practices are.
• Every business owner should shift their mindset to understand that this is part of your responsibility as a leader. You need to understand what the opportunities are for the business and for the people as you continue to grow.
• Follow what you feel is good and what you work really hard on, especially if you are good at it.
• Selling your practice gives you an opportunity to go out and do other things. 

P.S. Subscribe, rate, and review Here

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

Hosted on Acast. See acast.com/privacy for more information.

An acquisition can help your company rapidly increase its market share. Even though competition can be difficult, growth through acquisition can help gain a competitive advantage in the marketplace. But the question is, how does it work from a patient acquisition standpoint? Are you marketing to physicians or referral organizations, or are you trying to get direct access to the consumer? How will you grow and scale acquisition as an out-of-network practice while using a platform as a jumping point into a strategic acquisition growth strategy?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Rafael Salazar II, MHS, OTR/L who is an occupational therapist and private practice owner of ProActive Rehabilitation & Wellness in Augusta, GA. Rafi is also the principal owner of Rehab U Practice Solutions. You can learn more on his website at https://rehabupracticesolutions.com/.

You can also check out his podcast, where he’s the host of The Better Outcomes Show at www.betteroutcomes.show

We will touch on such topics as:

• At the end of the day, not all businesses can be the right fit for every single consumer.
• Growth through acquisition will help you get to where you want to be faster.
• When having a long-term investment horizon, you don’t need to have a quick 5 to 7 year return on investment, which is a short-term play.
• Look outside the box. Look and find resources. There’s an opportunity to find something that will help you start your business.
• There are ways where you can acquire a practice that you already know and trust, so you can see that you can work hard on it and implement new ideas into it.
• Look at the pros and cons of acquiring someone else’s practice. 

P.S. Subscribe, rate, and review Here 

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

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Your business should be simple to operate. Do you even wonder why big businesses and corporate owners have been able to have more free time than you as a small business owner? How were they able to take longer vacations, more work-life balance, and be less stressed than you?

This week's The Dave Kittle Show episode, Dave Kittle will be joined by Sturdy McKee. Sturdy is the Senior Coach and Advisor at Sturdy Coaching. He works with founders and business owners to implement programs in business to make their business Simple, Easy, and Profitable.

He loves working with business owners and helping them realize their Visions. He loves helping and watching them grow as leaders. He loves seeing their cultures bloom and their energy grow as they engage and learn to work both in and ON their companies. Check out his website at https://sturdycoaching.com/ .

Are you the "bottleneck" in your business? Now, this Indiegogo campaign offers a discount that will be expiring soon, so check it out while it's available.

Check this link: https://www.indiegogo.com/projects/the-best-small-business-in-the-world#/

We will touch on such topics as:

• When value has been created it is easier to exit a business, or find new employees.
• To increase the independence of your business use systems and procedures. Systems help with clarity and efficiency, knowing what's supposed to get done, and how.
• 80-90% of business owners experienced the same challenges as you are right now: hiring process, delegation, and releasing control.
• What is the foundational piece that really could help and impact essentially any small business?
• We aim to democratize business coaching by providing affordable solutions that help you get results.
• Be creative, but don’t worry about making mistakes.
• Your job, as a coach, is to help them actualize, transcend, become that person that they want to be.

P.S. Subscribe, rate, and review Here

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

Hosted on Acast. See acast.com/privacy for more information.

Your business was not worth that much when you opened your doors and you started completely from scratch, but since then, your practice has grown a bit and, over that time, the proportion of your assets tied to your practice has most likely increased. That’s when you built a successful physical therapy practice, but when was the last time you calculated the percentage of your net worth tied to your practice’s value? Are you one of the practice owners looking for your “Freedom Point” and thinking about exiting or selling your practice? 

This week's Dave Kittle Show episode, Dave Kittle will talk about 3 options for physical therapy practice owners who are considering exiting or selling their practice when they get to their point of freedom and want to diversify their net worth. 

He will touch on such topics as:

• When you get to the point of freedom and want to diversify, but still don’t want to retire, you have a lot of options in order to achieve that.
• Selling a minority stake in your business allows you to diversify your net worth while continuing to control your business.
• When selling a majority stake in your practice, the buyer may ask you to continue to run your business for many years to come.
• When selling your physical therapy practice, you will likely have to agree to a transition period, which varies for several reasons.
• Building a successful practice is rewarding, but when your personal balance sheet is mostly tied up to the value of your practice, that’s when things get challenging.  

P.S. Subscribe, rate, and review Here 

Connect with him on:

Email: [email protected]

Instagram: @davekittle

LinkedIn: https://www.linkedin.com/in/davekittle/

or

Call (646)-781-8884

Hosted on Acast. See acast.com/privacy for more information.