Whats Best For The Patient Is Best For Business

In this episode of What's Best For The Patient Is Best For Business, Jerry sits down with Jason Wambold, MSPT and VP of Operations at OnusOne, to tackle one of the most persistent and challenging issues in physical therapy: clinician compensation.

Jason shares his personal story of nearly leaving the PT profession due to crippling student debt and a compensation model that didn't reflect his value. This experience led him to co-found OnusOne, a company revolutionizing how rehab professionals get paid by creating transparency and aligning incentives between practice owners and their clinical staff.

Jerry and Jason dive deep into the flaws of traditional salary and hourly pay models, explaining how they often suppress earnings and create misaligned expectations. They discuss how the OnusOne software platform empowers practice owners to build customizable, data-driven compensation models that allow therapists to see the direct connection between their work and their paycheck.

Key Takeaways:

• The Transparency Problem: Most therapists don't understand the link between the revenue they generate and their compensation, a fundamental disconnect unique to physical therapy compared to other healthcare professions.

• Unlock Earning Potential: Moving to a variable compensation model allows clinicians to directly control their income, giving them a clear path to achieve their financial goals without having to ask for a raise.

• A Powerful Hiring & Retention Tool: Implementing a system like OnusOne is a significant differentiator in the interview process, allowing owners to show candidates exactly how they can achieve their desired salary.

• The Calibration Point: The success of any model hinges on the owner first understanding their business's financial "zero point"—the minimum revenue needed to cover all expenses—before building plans for their team.

• Change Management is Key: Successfully transitioning a team requires a long-game approach, offering choice (including a safe, 100% salary option), and comprehensively testing models to build and maintain trust.

In this episode of What's Best For The Patient Is Best For Business, Jerry sits down with Seth Turnoff, Co-Founder and Managing Partner of Custom Medical Marketing (CMM).

They dive deep into the critical, often overlooked connection between marketing, sales, and patient experience in a private practice. Seth shares his unique perspective from his "Jerk Store" series on LinkedIn, where he breaks down bad sales outreach, and explains how his firm uses "searchless marketing" to target ideal patients through demographics and psychographics.

The conversation is a masterclass in why treating your front desk as a revenue-generating sales center, not just a logistics hub, is the key to sustainable growth. Jerry and Seth discuss the downstream chaos of poor lead handling, the danger of counting leads as revenue, and why the best marketing in the world fails without a system to convert interest into arrived, paying patients.

Key Takeaways:

• Marketing and Sales are a Partnership, Not the Same Thing: Effective marketing generates awareness, but a dedicated sales process is required to convert that interest into scheduled appointments. They must work in tandem, with data flowing back from sales to inform and improve marketing efforts.

• Your Front Desk is Your Sales Engine: Stop viewing your front desk team as merely schedulers. Empower them with the time, training, and systems to have meaningful conversations, set proper expectations, and gather crucial data on every lead—whether they schedule or not.

• Track Everything to Stop Guessing: You cannot improve what you do not measure. Implementing a simple lead tracker is essential to understand where your best patients come from, identify leaks in your funnel, and make data-driven decisions instead of emotional ones.

• Better Leads Lead to Better Conversions: The ultimate way to improve conversion rates is to attract higher-quality, better-fitting leads through targeted marketing. This reduces pressure on the sales team and creates a more efficient and profitable practice.

• Intentionality Creates Patient Success: Every patient touchpoint—from the first phone call and the check-in process to the clinical experience and billing—must be intentionally designed. Reverse-engineering the ideal patient journey ensures a seamless, professional experience that builds trust and loyalty.

Tune in for an honest, no-fluff conversation filled with actionable strategies to align your marketing, sales, and operations to serve more patients and build a healthier business.

On this episode of What's Best For The Patient Is Best For The Business, Jerry dives deep into the critical, often complex world of billing compliance with industry expert Rick Gawenda, PT.

Rick, the founder and president of Gawenda Seminars & Consulting, breaks down the high-impact proposals from CMS for the 2026 Physician Fee Schedule. They move beyond the headlines to provide a practical, actionable guide for clinic owners and therapists, with a special focus on the new Remote Therapeutic Monitoring (RTM) codes and how to leverage them for both improved patient outcomes and practice growth.

This is a must-listen for any practice looking to stay ahead of the curve, ensure compliance, and understand how to successfully implement innovative care models like RTM.

💡 Key Takeaways You'll Hear 💡

• The Real Impact of the 2026 CMS Proposal: Why a proposed 3.35% conversion factor increase doesn't mean a 3.35% pay raise for most therapy codes, and which common codes are actually facing a reimbursement decrease.

• Unlocking the Power of RTM: A clear explanation of the new RTM codes coming in 2026, designed for patients who are less compliant, and how they expand your ability to bill for remote care.

• How Long Can You Use RTM? The rules for continuing remote therapeutic monitoring after a patient is discharged from in-person care and the critical Medicare plan-of-care requirements you must follow.

• Billing RTM Correctly: The difference between patient-dependent codes (like 98977) and time-based management codes (98980/981), including how to count your time and the "medically unlikely edit" (MUE) limits.

• The #1 Key to Successful RTM Implementation: Why Rick advises that RTM should never operate in a silo and how the most successful practices are using it to boost completion rates, improve outcomes, and even negotiate better payer contracts.

• How to Have Your Voice Heard: The critical September 12th deadline to submit comments to CMS on the proposed rule—and how to make your comment personal and impactful.

Tune in for this masterclass in Medicare policy and learn how to turn regulatory changes into opportunities for your practice and your patients.

🔗 Subscribe to Rick’s newsletter to stay up to date with the latest industry changes: gawendaseminars.com

In this timely episode of What's Best For The Patient Is Best For Business, host Jerry Durham is joined by two powerhouse voices in healthcare: Angela Diaz, PT, VP of Market Development at TailorCare, and Dana Strauss, PT, DPT, a physical therapist turned health policy strategist.

Recorded in the wake of CMS's monumental 2025 Physician Fee Schedule proposed rule, this conversation is a masterclass in translating complex policy into actionable business strategy. Jerry, Angela, and Dana dissect the new regulations and mandatory models, moving beyond the headlines of reimbursement cuts to uncover the significant opportunities hidden within for forward-thinking physical therapy practices.

They break down the new ambulatory specialty model for low back pain, the WISER model aimed at reducing wasteful spending, and the TEAM model holding hospitals accountable for 30-day post-discharge care. The discussion provides a clear roadmap for PTs to pivot from being siloed service providers to becoming indispensable, collaborative partners in a value-based care system.

Key Takeaways:

• Why the conversion factor is only a small piece of the reimbursement puzzle and how PTs/OTs were inadvertently grouped with specialists, leading to a potential negative impact.

• How to leverage data to demonstrate your value to physicians and health systems participating in new mandatory models (like the ambulatory specialty model for low back pain), making you a sought-after partner instead of an ancillary service.

• The critical difference between capitation and true value-based care, and why attaching your payment to quality outcomes is the only sustainable path forward.

• A practical strategy for engaging referring physicians by focusing on their pain points and asking, "What can I do to help you be successful in this new model?"

• Why the future of PT isn't about doing less but about providing the right care at the right time—including phone calls, remote monitoring, and self-care guidance—to improve outcomes and reduce the total cost of care for a population.

Tune in for an empowering conversation that will change your perspective from one of uncertainty to one of opportunity, proving that by focusing on collaboration and patient outcomes, you can future-proof your practice and thrive in the new landscape of healthcare.

In this episode of What’s Best for the Patient Is Best for Business, Jerry welcomes back Angela Diaz, PT, VP of Market Development at TailorCare, to move from the “why” to the “how” of value-based musculoskeletal care.

They dive deep into the operational engine of TailorCare, a risk-based care navigation company that partners directly with payers to manage the entire MSK journey. Angela breaks down exactly how patients enter their system—through both inbound referrals from network providers and outbound, predictive data analytics that identify members at high risk for surgery months in advance.

Jerry and Angela explore the crucial performance metrics that define a "high-value" physical therapy partner in this new landscape, from risk-adjusted cost per episode and patient outcomes to timely access and reducing low-value care. This episode is a masterclass in future-proofing your practice, emphasizing that the transition to value-based care isn't a distant threat—it's an opportunity happening now.

Key Takeaways:

• The Payer-Partnered Model: Learn how TailorCare operates "at the top of the funnel" by taking on risk from payers and why collaboration is grouped by payer network (e.g., Humana) rather than by individual provider relationships.

• Data is the New Currency: Discover how performance data—like risk-adjusted visit counts, patient outcomes, and avoidance of low-value care—is used to identify and partner with top-tier physical therapy practices and orthopedic groups.

• Inbound vs. Outbound Patient Engagement: Understand the two primary pathways: inbound referrals from PCPs and orthopedists, and outbound predictive outreach to high-risk members to guide them to the right care before they need costly interventions.

In this episode of What’s Best For The Patient Is Best For Business, Jerry sits down with Dr. Todd Norwood, Senior Director of Clinical Services at Omada Health, a virtual care platform specializing in chronic disease management. With a background as a board-certified orthopedic and sports physical therapist, Todd shares his journey from traditional clinical practice to the forefront of digital health innovation—including his role in co-founding Physera, a telehealth startup later acquired by Omada.

Jerry and Todd dive deep into the critical role of patient engagement in modern healthcare, exploring how technology can enhance outcomes while maintaining high-quality care. Todd breaks down key insights from his research, revealing how simple actions—like regular messaging between visits—can compound into significant improvements in patient adherence and clinical results. They also discuss the importance of data in proving value, the evolving landscape of telehealth, and why physical therapists must embrace digital tools to stay ahead.

Key Takeaways:

• Patient engagement drives outcomes: Each additional weekly message from a PT increases patient compliance with home exercises by 11%—and these effects multiply over time.

• Early intervention matters: Starting care within 24 hours of sign-up boosts long-term engagement and success.

• Tech is just a tool: The real skill lies in knowing when and how to use digital platforms to enhance—not replace—clinical expertise.

• Data is non-negotiable: Accreditation and payer trust require proof of impact. PTs must measure outcomes rigorously to demonstrate their value.

• The patient’s core needs: Clear diagnosis, prognosis, and defined roles (patient + provider) are the foundation of trust and retention.

Todd’s research underscores a powerful truth: what’s best for patients is best for business. Whether you’re a clinician, practice owner, or healthcare innovator, this episode is packed with actionable insights to elevate care delivery in the digital age.

🔗 Read Todd’s research on patient engagement here: https://pmc.ncbi.nlm.nih.gov/articles/PMC9214340/

In this insightful episode of What’s Best For The Patient Is Best For Business, Jerry sits down with Dr. Monique Caruth—home health physical therapist, entrepreneur, and founder of Caruth Staffing Agency. Dr. Caruth shares her inspiring journey from starting as a solo clinician to building a thriving home health business rooted in quality care, strong relationships, and intentional leadership.

Key Takeaways:

• The Power of Trust & Letting Go – Dr. Caruth discusses the challenges of transitioning from clinician to CEO, learning to delegate, and trusting her team to uphold her business’s mission.

• Culture Over Scale – Why prioritizing emotional intelligence and soft skills in hiring leads to better patient care and team longevity—even if it means saying no to rapid growth.

• Resilience in Business – From losing major contracts to overcoming health setbacks, Dr. Caruth reveals how adversity refined her focus on what truly differentiates her agency.

• The Value of Authentic Connections – Why saying "yes" to mentoring others and staying open to learning from every interaction can be pivotal to a person’s success.

Tune in for a masterclass in building a purpose-driven business that balances compassion with strategy—and discover why Dr. Caruth believes your struggles could be someone else’s survival guide.

In this episode of What’s Best For The Patient Is Best For Business, Jerry sits down with Dr. Alex Chan Yoon, founder of EverEx, and Ellen Morello, PT, DPT, U.S. General Manager for EverEx, to discuss how their Remote Therapeutic Monitoring platform is revolutionizing patient engagement and rehabilitation.

Alex shares the inspiring story behind EverEx—born from his frustration as an orthopedic surgeon seeing patients struggle with post-surgical rehab compliance. Recognizing the gap in care, he developed EverEx to bridge the divide between clinic-based therapy and at-home recovery, ensuring patients stay engaged and accountable.

Ellen dives into the platform’s user-friendly features, including personalized exercise programs, real-time feedback, and automated patient-provider communication—all designed to improve adherence and outcomes. She highlights how EverEx empowers clinicians to monitor progress, adjust care plans, and deliver high-value care beyond the clinic walls.

Key Takeaways:

• Patient-Centered Design: EverEx was built by clinicians, for clinicians, with a focus on improving rehab adherence and outcomes.

• Seamless Integration: The platform simplifies workflows—bundling exercises, tracking compliance, and automating check-ins—without adding extra burden to providers.

• Data-Driven Results: Research shows that remote monitoring leads to better recovery rates, reduced no-shows, and stronger patient-provider relationships.

• Beyond Billing: While RTM codes offer financial benefits, the real value lies in delivering better care—keeping patients motivated and connected throughout their rehab journey.

Tune in to learn how EverEx is helping clinics enhance patient outcomes while optimizing business success—because what’s best for the patient truly is best for business.

🔗 Learn more: everex.kr/en

In this episode of What's Best For The Patient Is Best For Business, Jerry sits down with Patrick Tarnowski, PT, MBA, Chief Commercial Officer of OneStep, a groundbreaking mobile app that measures key mobility data to help identify fall risks and improve patient outcomes.

Patrick shares his extensive background in physical therapy, healthcare administration, and payer-side insights, emphasizing the critical role of objective mobility data in improving patient care and business success. He dives into how OneStep leverages smartphone sensors to analyze gait and movement, providing real-time insights that enhance clinical decision-making, reduce fall risks, and even optimize post-surgical recovery.

Key Takeaways:

• Gait as a Vital Sign: Mobility data is a powerful predictor of health risks—slower gait speed correlates with higher fall risk, mortality, and cognitive decline.

• Seamless Workflow Integration: OneStep fits naturally into existing care models, using devices patients already own (smartphones) to capture actionable data without extra burden.

• Remote Monitoring & Value-Based Care: The app enables providers to track patients remotely, bill for remote therapeutic monitoring (RTM), and justify extended care with insurers using objective metrics.

• Proving Impact: With tools like OneStep, clinics can demonstrate reduced hospital readmissions, shorter skilled nursing stays, and improved outcomes—key for payer negotiations and value-based contracts.

• Expanding Opportunities: From senior living communities to orthotics/prosthetics and cancer rehab, mobility analytics is transforming care delivery across healthcare.

Tune in to learn how leveraging technology doesn’t mean more work—it means better care, stronger data, and smarter business growth.

🔗 Connect with Patrick: [email protected] | Visit: onestep.co

In this episode of What’s Best For The Patient Is Best For Business, Jerry is joined by executive coach Steve Allred for a thought-provoking discussion on why understanding your healthcare practice’s current operations is the key to navigating—and thriving in—a rapidly changing industry.

Six months after their last conversation, Jerry and Steve revisit the critical need for practice owners to optimize their businesses before adding new revenue streams, technology, or expansion strategies. From financial literacy to efficient systems and leadership delegation, they break down the foundational elements that allow clinic owners to adapt to industry shifts—whether it’s value-based care, direct-to-employer models, or AI integration.

Key Takeaways:

• Master Your Metrics: If you don’t understand your financials, workflows, and key performance indicators, you’re unprepared for change—and risk being left behind.

• Systems Over Hustle: You can’t scale or innovate if you’re bogged down by day-to-day operations. Build systems that free up your time to lead and strategize.

• Adapt or Get Replaced: Complaining about insurers, regulations, or competitors won’t move the needle. The future belongs to those who leverage technology, data, and new care models proactively.

• Opportunity in Disruption: From hybrid care to primary care PT, those who embrace change (instead of resisting it) will find untapped revenue and impact.

Steve also shares a free financial tool to help practice owners model the true cost and ROI of hiring a new clinician—because decisions should be driven by data, not fear.

Whether you’re a solo practitioner or a multi-clinic owner, this episode is a wake-up call: Get your house in order now, or risk being outpaced by those who do.

Check out Steve's customizable financial model at this link: https://subscribepage.io/9jHCI8

Website: practicefreedomu.com
Email: [email protected]