In this episode of What’s Best For The Patient Is Best For Business, Jerry chats with Elliot Cleveland, DPT, founder of Marching Health and co-founder of The Movement Doctors. Elliot shares his journey from PT school to building two thriving businesses with a focus on high patient arrival rates.

Key Takeaways:

- Value First, Always – Elliot reveals how leading with value—not price or insurance—ensures patients show up, stay engaged, and get results.

- The Power of Process Over Product – Learn why successful sales and patient retention come from a repeatable system, not just clinical expertise.

- Speak Your Patient’s Language – Discover how shifting your messaging to resonate with your ideal patient (or band director!) builds trust and drives conversions.

- Why Arrival > Scheduling – Elliot breaks down how his clinics achieve 100% arrival rates (even during holiday weeks) by setting clear expectations upfront.

- The 80/20 Rule in Practice – Find out how focusing on the right 20% of efforts (and patients) can maximize revenue and minimize headaches.

Whether you're a PT, business owner, or just love a good underdog story (Elliot was bottom of his PT class but now runs multiple successful ventures), this episode is packed with actionable insights.

Listen now and rethink how you attract, convert, and retain patients—because what’s best for them is best for your business.

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In Episode 115 of What’s Best For The Patient Is Best For Business, Jerry sits down with Keith Campagna, Chief Growth Officer at Accounted4, a company dedicated to helping healthcare practice owners gain financial clarity and confidence through data-driven insights.

Many private practice owners struggle with making proactive financial decisions, often relying on outdated, rearview-mirror accounting that focuses solely on past performance and taxes. Keith explains how Accounted4 shifts this mindset by providing real-time cash flow analysis, forward-looking projections, and strategic financial guidance—essentially acting as a GPS for your business finances rather than a rearview mirror.

Key Takeaways:

- Financial clarity = Mental clarity – Understanding your numbers reduces stress and empowers better decision-making.

- Stop "managing by the checkbook" – Learn how to use financial data to lead your business, not just react to it.

- Recruitment & culture benefit from financial transparency – Attract top talent by showcasing clear growth pathways tied to measurable results.

- Current-state assessment is critical – Before planning for the future, you need to know where your practice stands today.

- Numbers drive culture, strategy, and scalability – Whether it’s tax planning, owner compensation, or expansion, data should guide your path forward.

If you’re ready to turn your financial data into a strategic asset, visit accounted4llc.com to schedule a free QuickBooks assessment and start steering your practice toward success.

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this episode of What’s Best For The Patient Is Best For Business, Jerry continues his insightful conversation with physical therapist and sales expert Biagio Mazza in Part 2 of their discussion. Building on the foundation laid in Part 1, Biagio dives deeper into the art and science of sales, drawing striking parallels between the skills required in physical therapy and those needed to excel in sales. Whether you're a PT looking to improve patient outcomes or a business professional aiming to refine your sales strategy, this episode is packed with actionable insights.

Key Takeaways:

1. Sales and PT Are Both an Art Based in Science: Biagio explains how both fields require a blend of technical knowledge and interpersonal skills, emphasizing the importance of adapting to individual needs rather than relying on rigid techniques.

2. The Importance of Systems: Learn why having a structured sales process—similar to a PT treatment plan—is crucial for success. Biagio outlines his seven-step sales system, from building rapport to closing the deal.

3. Emotional Decision-Making: Discover why 95-100% of decisions are emotionally driven and how to identify and address the emotional "pain points" of your clients or patients.

4. The Power of Bonding and Rapport: Biagio shares practical tips for establishing trust and connection, whether you're in a clinical setting or a sales meeting.

5. Practice Makes Proficient: Just like mastering PT techniques, becoming skilled in sales requires consistent practice and refinement over time.

Tune in to hear Biagio break down his proven sales framework, complete with real-world examples and strategies you can apply immediately. Whether you're a PT, business owner, or sales professional, this episode will leave you with valuable tools to enhance your communication, build stronger relationships, and drive better results.
Listen now and take your skills to the next level!

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this episode of the podcast, Jerry sits down with Biagio Mazza, a seasoned physical therapist, business owner, and sales expert. With over two decades of experience in the physical therapy industry, Biagio shares his journey from starting his private practice in 2005 to founding *The PT Gold Mine*, a continuing education company focused on helping PTs master the business side of their practice.

Jerry and Biagio dive deep into the parallels between physical therapy and sales, emphasizing how both professions are an art grounded in science. They explore the importance of systems, structure, and the entrepreneurial mindset in building a successful practice. Biagio also opens up about the challenges he faced, including scaling his practice, navigating the complexities of insurance contracts, and learning to ask the right questions.

Key Takeaways:
1. The Art and Science of Sales and PT: Both physical therapy and sales require a blend of technical knowledge and interpersonal skills. Success in either field depends on understanding the science behind the practice while mastering the art of communication and relationship-building.
   
2. The Power of Systems: Whether it’s running a podcast or a PT practice, having a structured system is crucial for consistency and growth. Biagio and Jerry discuss how investing in the right guidance and tools can lead to significant ROI.

3. Knowing Your Numbers: Understanding your financials and setting clear goals is essential for any business owner. Biagio stresses the importance of tracking key metrics to ensure profitability and sustainability.

4. The Value of Front Desk Staff: Your front desk team is a critical asset. Empowering them to solve problems and contribute to decision-making can lead to better patient experiences and smoother operations.

5. The Importance of Target Markets: Narrowing down your ideal client and referral sources can help you focus your marketing efforts and avoid wasting time and resources on unproductive leads.

6. Learning from Mistakes: Both Jerry and Biagio reflect on the mistakes they made early in their careers and how those experiences shaped their approach to business and patient care. They emphasize the importance of sharing these lessons to help others avoid similar pitfalls.

7. The Role of Negotiation and Sales in PT: Biagio shares insights from his course on negotiation and sales, highlighting how these skills are vital for PTs looking to grow their practices and improve patient outcomes.

Tune in for an engaging conversation filled with practical advice, personal anecdotes, and actionable strategies for PTs and business owners alike. Stay tuned for Part Two, where Jerry and Biagio continue to explore the intersection of physical therapy, sales, and entrepreneurship.

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this episode, Jerry sits down with Dr. Nick Hoopes, a Doctor of Physical Therapy based in Ohio, for a deep dive into the art of patient care, communication, and the challenges of navigating biases in clinical practice. Nick shares his experiences and strategies for building trust, managing patient expectations, and fostering therapeutic alliances.

Key Takeaways:

1. Building Trust Through Communication: Nick emphasizes the importance of listening to patients and understanding their perspectives, even when their beliefs may conflict with evidence-based practices. He shares how acknowledging a patient's experiences and beliefs can create a foundation for trust and collaboration.

2. Managing Expectations: The conversation highlights the critical role of setting and managing patient expectations. Nick explains how aligning treatment plans with patient goals and being transparent about uncertainties can lead to better outcomes.

3. The Power of Therapeutic Alliance: Both Jerry and Nick discuss the significance of building strong relationships with patients. Nick shares how investing in the personal side of care, rather than just the technical aspects, can lead to long-term success and patient loyalty.

4. Navigating Biases and Defensiveness: Nick opens up about the challenges of addressing patient biases and defensiveness, especially when patients come in with preconceived notions about their conditions. He offers practical advice on how to approach these situations with humility and empathy.

5. Earning Every Visit: The episode concludes with a discussion on the importance of earning each visit by continuously engaging with patients, asking better questions, and adapting treatment plans based on their feedback and progress.

Tune in to this episode for a thought-provoking conversation that will resonate with clinicians and anyone interested in the nuances of patient-centered care. Whether you're a seasoned physical therapist or just starting out, Nick's insights and Jerry's probing questions will leave you with valuable lessons to apply in your practice.

Listen now and discover how putting the patient first can transform your approach to healthcare.

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this episode, Jerry sits down with Hunter McWhorter, a Business Consultant at Paysafe and former front desk professional in the physical therapy industry. Hunter shares his unique journey from starting as a Patient Services Coordinator at PT Solutions to becoming a key player in the business and tech side of healthcare and payment processing. 

Throughout the conversation, Hunter and Jerry dive deep into the often-underestimated value of front desk teams in physical therapy practices. They discuss how front desk staff are more than just taskmasters—they are the directors of first impressions, crucial to patient retention, satisfaction, and overall clinic success. Hunter shares actionable insights on how to empower front desk teams, improve patient experiences, and leverage tools like NPS (Net Promoter Score) to track and enhance clinic performance. 

Key takeaways from this episode include: 
1. The Power of the Front Desk: Front desk teams are the backbone of patient experience and retention. They are the first and last point of contact, making their role critical to the success of any clinic.  
2. Training and Systems Matter: Proper training and systems are essential for front desk success. Without them, even the most talented team members can fall short.  
3. NPS as a Game-Changer: Implementing NPS scores can provide invaluable feedback on patient satisfaction, helping clinics identify areas for improvement and celebrate wins.  
4. Connecting Marketing to Sales: Marketing campaigns are only as effective as the front desk's ability to manage leads. Training and preparation are key to converting leads into loyal patients.  
5. Payment Processing Insights: Hunter shares how modern payment solutions, like those offered by Paysafe, can streamline operations, improve patient convenience, and even enhance marketing efforts.  

Whether you're a clinic owner, front desk professional, or someone interested in the intersection of healthcare and business, this episode is packed with practical advice and real-world examples. Tune in to learn how to elevate your front desk team, improve patient satisfaction, and run a more efficient and profitable practice.

Listen now to gain fresh perspectives and actionable strategies from Hunter McWhorter, a true advocate for front desk excellence and business innovation in the healthcare space.

Follow Hunter McWhorter on LinkedIn for more insights, and don’t forget to hit “subscribe” for more episodes like this one!

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this episode of What's Best for the Patient is Best for Business, host Jerry Durham welcomes back Anthony Maritato, a seasoned physical therapist and innovative clinic owner. Together, they dive into the importance of completed plans of care and how it directly impacts patient outcomes, clinic success, and provider satisfaction.

Anthony shares insights from his own practice, highlighting how refining patient engagement and front desk processes can dramatically improve patient retention. Jerry and Anthony explore how understanding the patient journey—from the first phone call to the last visit—can make all the difference in keeping patients engaged, reducing drop-offs, and delivering real results.

Key Takeaways:
✔️ The Front Desk is Key – The first point of contact sets the tone for the entire patient experience. A well-trained front desk team can make or break completed plans of care.
✔️ Understand Your Ideal Client – Identifying who you serve best ensures better patient alignment, leading to higher retention and better outcomes.
✔️ Patient Engagement Drives Retention – Using tools like RTM, text messaging, and automated check-ins keeps patients connected and accountable.
✔️ The Role of the Therapist – Burnout often stems from a misalignment between the therapist’s approach and the patient’s expectations. Clarity on both sides improves the care experience.
✔️ Adapting Business Models – Leveraging telehealth for initial evaluations and onboarding can streamline care, improve accessibility, and even boost revenue.

Tune in for an insightful conversation filled with actionable strategies to improve patient retention, create a thriving clinic, and ultimately do what’s best for both the patient and the business.

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this episode, Jerry sits down with longtime friend and physical therapist Stephanie Wayrauch to talk about the evolving journey of balancing career, family, and leadership in the PT profession. From meeting on Twitter as a PT student to now running her own mobile pelvic health practice in Montana, Stephanie shares her path—from early career decisions and APTA involvement to navigating work-life balance as a parent and business owner.

They dive into:
🔥 Why "what’s best for the patient is best for business"
🚀 How proactive decision-making shaped Stephanie’s career moves
👶 The reality of juggling parenthood with professional ambitions
🏥 The challenges of private practice and building a patient-first business
💡 Why collaboration (not competition) is key in physical therapy

Stephanie’s story is full of actionable takeaways for PTs at any stage of their career—especially those questioning how to create a fulfilling, sustainable career. Whether you're a new grad, a clinic owner, or someone considering a career pivot, this conversation will challenge you to rethink what’s possible in your professional life.

📩 Want to connect with Stephanie? While she’s on a social media break, you can email her at [email protected] to continue the conversation!

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this episode, Jerry sits down with Steven Allred, an expert in healthcare business profitability, to explore the critical elements of running a successful private practice. From the importance of understanding the numbers behind your business to optimizing systems for long-term growth, Steven shares actionable insights gained from years of experience in executive coaching, payer negotiations, and healthcare operations.

Together, they discuss why profitability isn’t just about cutting costs but about making smart investments, building systems, and empowering teams to align with the practice's goals. Steven breaks down the "cashflow formula," the importance of clinical treatment models, and how to shift from day-to-day operations to investor-level decisions that drive sustainable growth.

Whether you’re a practice owner or part of the healthcare community, this conversation is packed with practical advice to help you build a more resilient, profitable, and purpose-driven business. Tune in to learn how to move beyond survival mode and create a practice that supports your vision, values, and bottom line.

Connect directly with Steven here:
https://calendly.com/steveallred

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!

In this week's episode, Jerry Durham sits down with Adam Buglio to dive deep into the intersection of patient engagement, operational efficiency, and revenue opportunities in physical therapy practices. Adam, with decades of experience in the therapy industry, shares his journey, from occupational therapy to his role at North Coast Medical, and the lessons he’s learned about maximizing value for both patients and clinic owners.

The conversation highlights RX Cart, a powerful tool designed to streamline product recommendations, increase patient compliance, and drive clinic revenue—all while eliminating the hassle of inventory management. Adam explains how this innovative platform empowers front desk team members, enhances patient satisfaction, and provides clinics with measurable financial impact.

Jerry and Adam also discuss the importance of understanding fixed vs. variable costs, leveraging patient trust to recommend meaningful solutions, and creating systems that empower staff to play a key role in the patient journey.

If you’re looking for practical insights to improve patient outcomes, drive revenue, and take control of clinic expenses, this episode is packed with actionable advice and thought-provoking ideas.

Tune in to learn how a simple shift in strategy can lead to big wins for your clinic, your team, and your patients.

If you'd like to learn more about Strata EMR & RCM and achieving a 99.99% reimbursement rate for your PT, OT, or SLP Clinic head over to stratapt.com and book a demo with their team!