Before we get started. If you’re in the state of North Carolina, we’re headed to North Carolina State student conclave all these dudes getting together Elon university. If you’re out there, make sure to say, hi, always great to have this guy on the show. Danny comes on the program. Dude wrote a book we get into what it’s called. It’s an explicit title. Very naughty. We may get to play with the belief out button. A few times in this episode. And just so you know, we mentioned at during the episode how to win it or give it away copies of his book plus a chance to get a one on one phone call. If you’re thinking about jumping into biz PT opened a cash practice much like Danny and the people he works with. So stay tuned info to win that book in the consultation. Call all in the episode first round is brought to you by Owens recovery. Science a single source for PT’s looking for certification in personalized blood flow restriction rehabilitation training, Johnny and his team. They’re on the forefront. Doing the research testing releasing the papers about this stuff there. The goldstein. Wondered check them out online at Owens recovery. Science dot com. Broadcasting physical therapists around the world is this is the PT past. May I introduce to introduce you. Here’s your host physical therapist Jimmy MacKay back on the show, host of the podcast and founder of athletes potential in Atlanta and Decatur Georgia. Adel comeback show, ma’am. Yes. Jimmy. Thank you so much for having me on again it easily my favorite podcast to be on good job of like interviewing people and just so like team listen to south you, and it’s also cool. I don’t know if I have a record in anything else. But when I told my I’m gonna tell my wife about this. And I she’s gonna find me more tractive. Honestly, that’s what I bring table. You bring that. Mabel up here. More attractive, but we gotta add something else to your resume. I mean, we should also let people know you do business coaching specifically within the world of physical therapy. But now, author I’ll be honest, Pat myself on the back when I read a book, and you went out, and you wrote a book. Yeah. For somebody that also I have probably about fifty books that I’m halfway through have way through media. And I told my wife I was like, but if you add up the fifty percent of all of them, I’m through twenty five. Good. That’s pretty good. Yeah. It’s pretty solid. I just quick to kind of move on to something else. So the fact that actually sat down and for eight months put together my thought process on what I’ve learned in business. So for in particular in the cash practice realm is an interesting to me that actually you know, was able to finish it. But also, it’s it’s something that I think that will be there and my kids can pick it up and not granted the titles of extreme. But they’re no they’re no strangers to f word in the house, by the way, they they can use it in context, and they’re five and seven I mean, they can read and they can see like, oh, man. Mom and dad like, wow, they did this thing. And you know, they started this business. And I kinda talk about how I got started. I have kind of like an interesting story about how we left the military and went into business that we knew nothing about and some of the mistakes we made along the way which is a lot and hopefully people can learn from that. And then we really dive into stages of a cash practice, which I think are important in. No because I look at like martial arts. You know, you don’t just go one day and say, okay, I’m just going to get a black belt. You may think that, but you know, you go and you. For a while. And then you get a blue belt, and you get a purple belt. And then you have these stages along the way this show that you’re improving your learning new things, and you should celebrate those. So for me, I thought it was important to define the stage of cash practice, then to go through the two main kind of linchpins that I see within the business, which is sales and marketing, which you have a conversation about that in terms of plenty of other things besides just entrepreneurship, but if you’re gonna nose to skills, you’ll get better outcomes clinically you’re gonna have more business than you can handle. And you’re worth a lot more to clinic. Even if you decide to stay there. I think it’s something that will be helpful to a profession. Hopefully, so the name of the book is insurance, and I do like how you UP Gede it for the cover for the kids. It is used the asterisk in there. Let’s start you said took eight nine months to write it. What what got stuck in your mind? What were you like, you know, what people need to know this? I’m gonna put it all down one paper where was that driving force? I’m fortunate enough to like be able to talk to a lot of universities. I have friends that are professor at different ones. And they’re they’re interested. Enough. What I’m doing to be able to have me tell a console with their with their students and talk about business, and I tend to get a lot of same questions over and over again. And I also hear a lot of the same frustrations from new graduates and what I hear and this even this weekend. I was in this drilling coarser Atlanta, one of the guys there six months, I was practicing kinda describes the exact norm that tend to hear from people that are in particular fit, the mold that I like to treat in which is more performance based like I have a background training conditioning where you manual therapists as well. So use our hands to create a symptom change, and then we use our edition principles to create long-term positive improvements in their health and wellness that make sure is really effective, but you take something like that. And you throw him into clinic where they’re seeing, you know, twenty plus people a day, and they’re primarily work com Medicare population, and it’s only a matter of time before they start to get really frustrated with their career path.