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 Angela Diaz, PT, Vice President of Market Development for TailorCare, to explore the future of physical therapy in a value-based healthcare system. With decades of experience as a clinician, practice owner, and healthcare executive, Angela shares her insights on why PTs must lead—or risk being left behind—in the shift toward patient-centered, outcomes-driven care.

Key Takeaways:

-  Value-Based Care Is Here – Physical therapists must transition from fee-for-service models to payment structures that reward high-quality outcomes, cost efficiency, and patient satisfaction.

-  Data Is Non-Negotiable – PTs need to track pain, functional outcomes, and patient satisfaction to prove their value. Angela emphasizes: "If you can’t measure it, you can’t improve it—or get paid for it."

-  The Power of Shared Decision-Making – Angela shares a case study of a knee pain patient who avoided surgery through tailored PT and lifestyle changes—highlighting how aligning care with patient goals improves outcomes and reduces costs.

-  PTs as First-Line Providers – In TailorCare’s model, PTs triage musculoskeletal cases, collaborating with PCPs, orthopedists, and behavioral health to streamline care and prevent unnecessary procedures.

-  Future-Proof Your Practice – Angela outlines four trends reshaping PT: hybrid care (telehealth + in-person), integrated care teams, AI/wearables for outcomes tracking, and patient choice driving reimbursement.

-  "Step Up or Get Left Behind" – Angela’s rallying cry: PTs have a unique role in prevention, recovery, and wellness—but must advocate for their place at the table in policy and payment reform.

Whether you’re a clinician, practice owner, or healthcare leader, this episode is a masterclass in positioning physical therapy as the cornerstone of value-based MSK care. Tune in and rethink what’s possible for your practice and your patients.

In this episode of What’s Best For The Patient Is Best For Business, host Jerry sits down with Dr. Lizzie Bellinger, DPT and Founder of Alliance Physical Therapy, to explore her inspiring journey from clinician to entrepreneur.

Two years into running her thriving practice in Baltimore, Maryland, Dr. Bellinger shares how personal loss and a deep commitment to inclusive care led her to create a clinic specifically serving the LGBTQIA+ community. From selecting the right EMR to designing an affirming patient experience, she reveals how clarity of mission shaped every decision—and ultimately fueled her rapid success.

Key Takeaways:

- Why niche focus drives growth – How identifying an underserved community led to strong demand and a 93% first-visit arrival rate.

- Building a culture-first practice – The intentional choices behind everything from intake forms to front-desk interactions.

- Productivity vs. arrivals – Why Dr. Bellinger ditched traditional "productivity" metrics in favor of measuring real patient engagement.

- The power of waitlists (and when they’re a red flag) – How staffing and systems impact access to care.

- Lessons from early stumbles – Medicare site visits, construction delays, and the moment she refused to accept her clinic keys.

Whether you’re a practice owner or simply passionate about patient-centered care, this episode is a masterclass in aligning business strategy with values. Tune in for an authentic conversation about resilience, representation, and redefining success in healthcare.

In this episode of What’s Best For The Patient Is Best For Business, Jerry sits down with Dr. Dionne Middlebrooks, DPT and Founder of Reign Physical Therapy & Wellness, a mobile-based practice in Stockbridge, GA. Dr. Middlebrooks shares her inspiring journey from burnout in a traditional clinic setting to building a thriving business that prioritizes patient-centered care, flexibility, and community impact.

Key Takeaways:

- From Burnout to Empowerment: Dionne opens up about leaving a high-volume clinic where she saw 30+ patients a day, struggling to balance work and family life. Her decision to start a mobile practice allowed her to reclaim her time, provide better care, and be more present for her family—all while homeschooling her three children!
- The Power of Time Blocking: Learn how Dionne manages her busy schedule as a mom, wife, and business owner by meticulously time-blocking her days—a strategy that ensures productivity and prevents overwhelm.
- Mobile PT & Meeting Patients Where They Are: Dionne’s mobile practice eliminates barriers for busy patients, offering personalized care in the comfort of their homes. She discusses why this model fosters deeper trust and compliance compared to traditional clinic settings.
- Collaborative Care & Women’s Health: Reign PT goes beyond physical therapy, partnering with nutritionists, mental health specialists, and other providers to address root causes of health issues—especially in underserved areas like women’s health.
- Redefining “Discharge”: Dionne challenges the notion of discharging patients, emphasizing lifelong relationships and “tune-ups” to maintain optimal health over time.
- Advice for Clinicians & Entrepreneurs: Dionne shares hard-won lessons on growth, staying true to your mission, and the importance of saying “I don’t know” to build trust and foster collaboration.

Whether you’re a healthcare provider, entrepreneur, or someone navigating work-life balance, this episode is packed with actionable insights on building a purpose-driven business that serves both patients and your personal well-being.

In this episode of “What’s Best For The Patient Is Best For Business”, Jerry Durham sits down with John Delucchi, DPT, CEO & Co-founder of COACH!, to discuss how his innovative company is transforming musculoskeletal care by bridging the gap between rehab and long-term fitness.

John shares insights into COACH!, an online platform connecting patients with expert-level coaches (PTs, strength coaches, chiropractors, and athletic trainers) to continue their recovery journey after formal rehab ends. He also dives into his collaboration with Brett Miller, MD, founder of the HURT! App, a musculoskeletal triage system that fast-tracks patients to the right care—saving time, money, and frustration. 

Key Takeaways:

- Breaking Down Silos: COACH! strengthens the continuum of care by integrating PT, fitness, and performance—ensuring patients don’t fall through the cracks after discharge. 
- The HURT! App: A free, nationwide triage tool connecting patients with 2,000+ orthopedic professionals to avoid unnecessary ER visits and delays in care. 
- Virtual Coaching: COACH! provides scalable, on-demand programming for post-rehab patients (e.g., ACL recoveries, total knees) to bridge the gap to full activity. 
- Collaboration > Competition: John emphasizes leveraging multidisciplinary expertise instead of PTs trying to "do it all"—highlighting the future of integrated healthcare. 
- Access & Accountability: Both platforms prioritize “right person, right place, right time” care while holding providers to high standards through feedback loops.  

Tune in to learn how these models are disrupting outdated systems—and why collaboration, not silos, is the key to better patient outcomes and business growth.

In this insightful episode of What’s Best For The Patient Is Best For Business, Jerry sits down with Dr. Mark Kargela, DPT—a seasoned physical therapist, educator, and thought leader in patient-centered care. Mark shares his transformative journey from a manual therapy-focused clinician to embracing a biopsychosocial approach that prioritizes the whole patient—not just their symptoms.

Jerry and Mark dive deep into the critical connection between clinical expertise and front-desk operations, exploring how seamless communication and intentional processes can elevate patient outcomes while reducing provider burnout. They discuss the power of active listening, setting realistic expectations, and leveraging teamwork to create a frictionless patient experience.

Key Takeaways:

- The Shift from Fixing to Understanding – Mark reflects on his transition from a "fix-it" mindset to embracing pain science and the biopsychosocial model, emphasizing the importance of addressing patients' emotional, social, and environmental factors.

- The Front Desk’s Role in Patient Success – Discover why the front desk is the linchpin of a thriving practice—setting the tone, gathering crucial patient insights, and ensuring providers walk into each session prepared.

- Listening Over Treating – Learn why spending more time on the subjective exam leads to better clinical outcomes than rushing into interventions.

- Team-Based Care for Better Outcomes – How breaking down silos between clinicians and administrative staff fosters trust, reduces no-shows, and improves patient retention.

- The Power of Sales in Healthcare – Why PTs should embrace ethical sales tactics to better communicate their value and align patient expectations from the first interaction.

Tune in for a dynamic conversation filled with actionable insights on creating a clinic culture where what’s best for the patient truly drives business success.

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.

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.

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!

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.

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.