In this episode of What's Best For The Patient Is Best For Business, Jerry welcomes Kevin Tims, founder and CEO of Tealeaf Health and 20-year healthcare data scientist, to discuss what happens when you stop chasing more leads and start building the kind of trust that brings better ones.

This conversation starts in clinical trials—where pretty much every trial in the world fails at recruiting effectively, on time, and at a reasonable cost—and quickly becomes a masterclass in patient engagement strategy for healthcare practices of every kind.

Kevin breaks down why digital ads are the "devil they know" for clinical trials and physical therapy alike: cheap to run, notoriously low ROI, and optimized for impressions instead of activation. His alternative is a platform built around trusted message and trusted messenger—finding who your very specific target audience already trusts (barbers, pastors, influencers, blogs), creating educational, patient-centric content that doesn't feel like an ad, and delivering it through those channels to reach the patients who aren't responding to campaigns.

Jerry and Kevin explore why "I need more leads" is the wrong question in every corner of healthcare, why activation is not awareness, why readiness matters as much as need, and why marketing and sales are roommates who share a one-bedroom apartment and never stop talking. From a 380% increase in active leads for a fertility telehealth client using 10 posts to the argument that telehealth is fundamentally a right person, right place, right time access solver—this episode reframes patient engagement from a tactic to a philosophy.

Key topics include: why digital ads are the devil they know for clinical trials and PT practices alike, trusted message + trusted messenger as the alternative to ad campaigns, finding where your target audience already interacts (barbers, pastors, influencers), why readiness matters as much as need, activation vs. awareness, telehealth as an access and triage solver, marketing and sales as roommates who need to communicate constantly, 380% lead increase using 10 educational posts, why impressions and views are the wrong metric, health literacy as the hidden conversion killer, and why patient engagement is the umbrella—not the tactic.

If you're still running the same Facebook ads and wondering why the leads aren't converting, if you've ever said "I need more leads" when what you actually need is better ones, or if you're ready to build a model where patients arrive already trusting you—this conversation will change how you think about marketing forever.

Key Takeaways:

• The Clinical Trials Problem Is the Same as the PT Practice Problem
• Ads Are the Devil They Know—And It Shows
• Trusted Message + Trusted Messenger: The Alternative That Actually Works
• Better Leads, Not More Leads
• Activation Is Not Awareness
• Telehealth as the Right Person, Right Place, Right Time Solver
• Marketing and Sales Are Roommates Who Never Stop Talking
• 380% in a Month with 10 Posts: The Force Multiplier Math
• Health Literacy: The Hidden Conversion Killer
• Patient Engagement Is the Umbrella—Not the Tactic

In this episode of What's Best For The Patient Is Best For Business, Jerry welcomes Clint Saraphino, PT, DPT, private practice owner and founder of Global Physio Training, to discuss what happens when physical therapy functions as true primary care—and why the civilian healthcare system refuses to adopt it.

Recorded in December 2025, this conversation reveals the model Clint experienced working with US Special Operations in Stuttgart, Germany during COVID, where PTs functioned as the central hub of a multidisciplinary team with direct referral authority to neurology, primary care, and specialty providers—no gatekeeping, no 6-week waits, just the right person at the right time.

Clint shares how the POTFF (Preservation of the Force and Family) program integrated strength coaches, athletic trainers, dietitians, chaplains, sport psychologists, and social workers to keep service members deployable and operational. He explains why his athletic trainer screening a "calf strain" and immediately walking the patient to get a Doppler for a DVT is what healthcare should look like everywhere—and why it doesn't exist on the civilian side because "it's territorial and we got to make money."

Jerry and Clint explore why the profession's obsession with payment models is a distraction from the real question: How does the payer model impact how you interact with the person sitting across from you who says "I need your help?" They discuss why Clint left the podiatry model behind after realizing he was measuring his success by Achilles ruptures and bunion surgeries instead of keeping people functional, why fellowship training taught him every tool but not when to use them, and why his cash-based clinic in Charlotte starts with a 90-minute evaluation that costs what 3-4 insurance visits would pay.

From building a nonprofit to train PTs in Cameroon (where there are 6 PTs for 30 million people) to proving the primary care triage model in resource-limited settings before bringing it back to the States, this episode is a masterclass in systems thinking, scope of practice, and refusing to accept "that's just how it works here."

Key topics include: the POTFF model with direct referral authority, why everything on the civilian side is siloed and territorial, athletic trainers screening DVTs and walking patients straight to imaging, "right person, right place, right time" as the core operating principle, fellowship training on every tool without knowing when to use them, leaving podiatry after realizing his success metric was foot surgeries, 90-minute cash evals vs. 3-4 insurance visits, training 6 PTs in Cameroon to impact 30 million people, why payment models don't matter when someone needs help, and why the United States has to move beyond 40-50 visits per week as the impact metric.

If you think insurance reimbursement dictates how you practice, if you've ever wondered what PT looks like when it's the central point of access instead of tertiary care, or if you're ready to see what happens when we stop waiting for people to show up and start becoming the front door, this conversation will change how you think about the profession forever.

Key Takeaways
- The Military POTFF Model
- The DVT Story
- Everything Is Siloed and Territorial Because We Got to Make Money
- Fellowship Taught Him Every Tool, Not When to Use Them
- He Left Podiatry Because His Success Metric Was Foot Surgeries
- 90-Minute Cash Evals vs. 3-4 Insurance Visits
- Training 6 PTs in Cameroon to Impact 30 Million People
- "Who the F*** Cares About the Payment Model?"
- The United States Has to Move Beyond 40-50 Visits Per Week as the Impact Metric
- Everyone in the System Knows Their Lane

In this episode of What's Best For The Patient Is Best For Business, Jerry welcomes Andrew Gorecki, founder of Movement RX and private practice owner, to discuss the real story behind Remote Therapeutic Monitoring (RTM)—a story that started years before the billing codes even existed.

Recorded in December 2025, this conversation reveals why Andrew spent years developing a patient engagement app with no intention of billing for it, how he battled Blue Cross Blue Shield for two years to prove the value of RTM, and why the profession is getting RTM backwards by focusing on codes instead of outcomes.

Andrew shares his journey from recording exercises on a digital camera in 2009 to building an FDA-approved platform used by thousands of patients. He breaks down the data that proved RTM patients had better outcomes across every metric, the $75,000 claim that forced Blue Cross to demand evidence, and why he submitted a grant to conduct the first randomized controlled trial for RTM and back pain—a study that will also measure downstream healthcare cost savings.

Jerry and Andrew discuss why 98% of eligible Medicare patients aren't receiving RTM, why only 1.6% of evaluated patients get set up on monitoring programs, and what the billing codes reveal about how poorly the profession is executing. They explore why therapists push back on monitoring ("we don't have time"), how Movement RX solved this with remote PTAs earning $30/hour, and why EMR integration is the wrong priority when clinics haven't figured out the engagement strategy first.

From the front desk putting patients on the app before their first visit to eliminating the concept of discharge, this episode delivers a masterclass in patient engagement with billing as the byproduct, not the driver. Andrew explains why his most successful clients don't ask about codes—they ask about outcomes and arrivals—and why the future of physical therapy depends on proving value through data, not just claiming it.

Key topics include: the 7+ year journey building Movement RX before RTM codes existed, why Andrew never caught a PT overbilling in 18 years, the Blue Cross battle that required medical manual review for two years, 70% of patients don't complete their plan of care (and we own that), why accountability is uncomfortable for golden retrievers, remote PTAs as the secret to sustainable monitoring, the NIH grant for the first RTM RCT studying back pain, why EMR integration solves the wrong problem, what the billing code data reveals about poor execution, PPS 2025 observations, and why patient engagement must be a strategy, not just an app.

If you're exploring RTM and starting with billing codes, if you think EMR integration is your biggest barrier, or if you're ready to understand why engagement drives everything from arrivals to revenue to outcomes, this conversation will change how you think about remote monitoring forever.

Key Takeaways

• Patient Engagement Came Before Billing Codes…And That's Why It Works
• The Blue Cross Battle: Proving Value Takes Persistence and Data
• 70% of Patients Don't Finish Their Plan of Care…And We Own That
• Remote PTAs Are the Secret to Sustainable RTM
• The Billing Code Data Reveals We're Doing RTM Backwards
• EMR Integration Is the Wrong Priority (And It's Ruining RTM)
• Front Desk Can (And Should) Onboard Patients to the App
• Tell Patients It's Standard Operating Procedure, Not Optional
• The NIH Grant Will Prove Downstream Cost Savings
• PPS 2025 Felt Different: People Were Ready to Change

In this episode of What's Best For The Patient Is Best For The Business, Jerry welcomes back repeat guest Amit Gaglani PT, OCS to discuss business as risk mitigation, why practice owners need to stop measuring the wrong metrics, and how a mindset shift can transform your margins. Recorded in December 2025 following the PPS Conference, this conversation cuts through the noise about what actually drives successful PT practices.

Amit shares insights from an exclusive Vegas trip with high-rollers that completely shifted his perspective on risk—revealing why PT owners play too conservatively and leave money on the table. But the real breakthrough comes when Jerry and Amit dissect the fundamental problem plaguing physical therapy: we're obsessed with getting more new patients when 70-80% of patients are dropping off our schedules before completing their plan of care.

This isn't about working harder. It's about measuring what matters. Jerry reveals his "holy shit moment" when he realized "who referred you" and "how did you find us" are two completely different questions—and one column is worth a million dollars while the other is worth maybe a hundred thousand. Amit shares data from dozens of practices showing the same pattern: owners think their problem is not enough new patients, but the real problem is poor retention systems.

From the PPS conference vibe to the metrics that actually matter, from marketing versus sales to why your front desk team needs to know what your Facebook ads say, this episode delivers the evidence-based business practices that most PT owners are missing. Jerry and Amit break down the marketing-to-sales-to-retention pipeline and explain why fixing retention first gives you the highest ROI with the tightest margins.

Key topics include: all business is risk mitigation, the Vegas mindset versus the PT owner mindset, why the PPS exhibit hall felt like a tech conference, the difference between marketing and sales, measuring the metrics that matter, the two-column tracking system that changes everything, why 70-80% patient drop-off is your real problem, how to calculate ROI on marketing spend, the five-star hotel approach to patient care, and why you can't cut your way to success.

If you're tired of throwing money at marketing without results, if you think you need more new patients when you're actually bleeding existing patients, or if you want to understand how high-performers think about risk and growth, this conversation will shift your entire approach to running your practice.

Key Takeaways

• All Business Is Risk Mitigation: Four years ago, Jerry read that "all business is risk mitigation" and it transformed how he views every decision. Everything you do in business is about adjusting risk—not eliminating it, but managing it intelligently. High-performers understand this: they put more chips on the table because they've calculated the upside and downside, not because they're reckless.
• The Vegas Lesson—Conservative Thinking Keeps You Small: Amit's trip with high-rollers revealed a critical mindset difference: PT owners play conservatively (one chip at a time), while successful entrepreneurs understand calculated risk. They know the house always wins long-term, but they also know how to play the game with systems and discipline. In PT, playing too conservatively means smaller margins and missed opportunities.
• Stop Chasing New Patients—Fix Your Retention Problem: Data from dozens of practices shows 70-80% of patients drop off before completing their plan of care. Yet owners keep saying "I need more new patients." If 7-8 out of 10 patients aren't finishing their care, adding more new patients just pours water into a leaking bucket. Fix retention first—it's the highest ROI move you can make.

In this episode of What's Best For The Patient Is Best For The Business, Jerry sits down with Anik Lauzon, DPT, founder of Zola Mind Body Wellness, to discuss why women's wellness is the future of physical therapy and why we're massively underserving this population. Recorded in December 2025, this conversation goes beyond pelvic floor treatment to reveal what comprehensive women's wellness care actually looks like.

Anik's journey into women's health began at 17 after a snowboarding accident, but it was becoming a mother and later surviving a severe car accident, during COVID, that transformed her approach to PT. She discovered that treating the whole person, not just isolated body parts, changed everything. Now running a mobile concierge practice in Naples, Florida, seeing 90% women, she's bridging the gap between PT science and women's wellness: hormones, nutrition, posture, lifestyle, and the emotional load women carry.

This isn't about treating neck pain as neck pain. It's about asking the right questions upfront and discovering that neck pain is actually about C-section scar tissue affecting breathing patterns, which created upper trap tightness, which flared up that "moderate arthritis" everyone blamed. It's about understanding that women move through different seasons, pre-pregnancy, pregnancy, postpartum, midlife, menopause, post-menopause and each requires different care based on hormonal shifts.

From her vision to create a national certification in women's wellness (not just pelvic floor) to her role as Women's Wellness Expert at Lasso Wellness, Anik is building the infrastructure to change the standard of care for women. Jerry explores why 65% of PTs are women, 60-65% of patients are women, women make the healthcare decisions in families.  

Key topics include: the women's wellness gap in PT, treating the whole person vs. isolated body parts, why breathing patterns and posture matter more than you think, the different seasons of women's health, building a certification and network model, why only 10% of people who could benefit from PT ever see a PT, the three pillars of success (help, educate, empower), and why setting expectations upstream changes everything.

If you believe women's health is undervalued, underserved, and represents the biggest opportunity in our profession, this conversation will give you the roadmap to do something about it.

Key Takeaways

• It's More Than Pelvic Floor.. It's Women's Wellness: Women's health in PT has been reduced to pelvic floor treatment, but true women's wellness encompasses hormones, nutrition, posture, lifestyle, emotional load, and the different seasons of a woman's life. Anique treats 90% women using a whole-body approach that connects all the dots PT school taught us to connect.
• The Body Is Connected.. Healthcare Is Not: We have specialists for everything, but the cardiologist doesn't talk to the rheumatologist. Medicare won't let you treat two body parts in the same session. Yet neck pain might be caused by ankle dysfunction, and we can't solve the problem if we're treating everything in silos. Patients feel this disconnect and crave providers who see the whole picture.
• Ask Different Questions, Get Different Outcomes: Within 5 minutes of Anique asking holistic questions about life, stress, previous surgeries, hormonal shifts, and daily challenges, patients say "no one has ever asked me these questions." That's the competitive advantage. The person who understands the journey,not just the diagnosis,wins the patient's trust and gets better results.
• The Three Pillars: Help, Educate, Empower: Success in women's wellness (and all of PT) comes down to three things: help people solve their problems, educate them about their bodies and journey, and empower them to take control. If your website, phone call, and first visit deliver these three things, the payer model doesn't matter. People will choose y