Oct. 23, 2024
How Rise PT Scaled Four Clinics FAST!
In this episode, we dive deep into the innovative clinic model behind Rise Physical Therapy, founded by Tyler Green. Discover how Tyler and his team are reshaping traditional physical therapy by focusing on patient-centered, one-on-one care and direct access.
00:00 - Introduction to Tyler Green
02:20 - The Story Behind Rise Physical Therapy
05:45 - What Makes Rise PT’s Model Unique?
09:10 - Community Marketing: Building Trust and Awareness
13:30 - Challenges of Expanding to Multiple Clinics
18:45 - Effective Marketing Techniques for PT Clinics
24:50 - Lessons Learned from Rapid Growth
29:35 - How to Balance Clinical and Business Duties
35:20 - Advice for PTs Looking to Start Their Own Clinic
41:10 - Closing Thoughts: Growing a Successful PT Clinic
Tyler shares the challenges and successes of scaling from one clinic to four, while building strong community relationships through creative marketing. If you're a physical therapist or clinic owner looking to break the mold and grow your practice, this episode is packed with actionable insights.
Key Points Discussed:
How Rise Physical Therapy offers a unique one-on-one care model that sets it apart.
The importance of community-driven marketing and building a presence through events like running clubs.
The challenges of expanding from one clinic to four, and what Tyler learned from scaling too quickly.
Why creating a patient-focused culture is crucial for clinic success.
Tips on marketing for physical therapy clinics, including using CRMs and segmenting patients for better outreach.
Guest:
Tyler Green – Co-Founder, Rise Physical Therapy
Target Audience:
This episode is perfect for physical therapists, clinic owners, healthcare entrepreneurs, and anyone in the PT profession interested in scaling their practice and creating a patient-first clinic model.
Relevant Keywords:
WEBVTT
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Awesome.
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All right.
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So this is that you're the
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first person I mentioned
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before we hit record.
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You're the guinea pig, Tyler.
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Congratulations.
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Good luck.
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No, no standard.
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I can.
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No standard.
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You're going to set the standard.
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So we're calling this like
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innovative models for success,
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a PT business blueprint.
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So let's go ahead.
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Tyler Green, introduce yourself.
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Just give me a little bit of
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your superhero backstory.
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Yeah, PT in Arkansas,
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graduated in two thousand
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eight from University of
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Tennessee in Memphis,
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moved back to Arkansas in twenty twelve,
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kind of worked at a few
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different places that worked at, you know,
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corporate outpatient clinics,
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hospital settings.
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My last job before we opened
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Rise was at a hospital
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setting with my current partner,
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Derek Lee,
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and we opened that in twenty sixteen,
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set it open, open Rise.
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So.
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So let's talk about rise.
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Let's talk about your practice model.
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What makes it unique
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compared to a traditional PT clinic?
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Although as standard as someone might say,
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any clinic is they're all the same,
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they're all going to be
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different in different ways.
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So help me like understand
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the core idea of the
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practice and why it's why
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it's distinctive.
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How do you set yourself apart?
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Yeah,
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so kind of where it came from was we
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got tired of seeing a
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patient for an eval and
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passing them over to, you know,
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different PTA or PTA and
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never seeing them again
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until the update of plan of
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care or whatever was needed.
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So decided let's,
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can we create something
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that would be different than that?
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So our kind of unique for us is we're,
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we're one-on-one.
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That's unique in our area.
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So, and only.
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clinical needs and that kind of stuff,
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but not helping the patient care.
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So that's probably kind of
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our biggest unique characteristic.
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And then when we opened,
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hardly anybody was doing direct access.
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It was all physician referrals.
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So we were really geared
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towards marketing in the community,
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trying to get people to us
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more in that primary care
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type PT role where they're
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coming to us immediately.
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That's kind of what we
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envisioned it looking like.
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Did,
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did the marketing or the need for it
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come out of necessity,
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which is like the mother of invention?
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And then if so, like, what'd you do?
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Like, did you have a background in it?
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A lot of people in the profession are like,
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didn't really had to do it,
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had to figure it out.
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And like, you know,
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what did you lean into?
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What did you,
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what did you try and what worked?
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Yeah.
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I don't think we had any background in it.
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Like, you know, no marketing background.
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The only admin business
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class I ever took was, you know,
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the one hour credit PT school.
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It's really doesn't cover anything.
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it was just more out of necessity.
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I don't think we had a great plan.
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It was like, we're both, you know,
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we want to work hard,
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figure out how it happens, how to survive,
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uh, defeat our families.
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Um, so it was like,
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how do we drum up business?
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Um,
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it didn't work out just on system
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referrals.
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So let's get creative.
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Let's, let's, let's follow people on,
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you know,
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social media and see how they're
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doing it.
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Let's look at other places
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and talk to people and
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network and figure out what they,
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what they do that's working
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and not have to recreate
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the wheel completely.
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But like,
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Like what are they doing
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that we can maybe do?
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What can we do better?
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Well,
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I do have a background in marketing
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and that's step one.
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I mean,
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you did it without knowing it as
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you sat down, you thought about it,
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which is like, okay,
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like where are these people?
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They're online or they're in person,
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right?
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Like there's only three ways
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to get a new client.
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I don't care if you're
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selling cars or you're delivering PT.
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You pay for ads,
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that's paid traffic to get
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in front of people, organic traffic,
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right?
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Standing on the street
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corner or making a YouTube
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video like this,
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or it's shaking hands and kissing babies.
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But do not confuse the do,
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do not kiss hands and shake babies.
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You get a ticket for that, I believe.
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But what did you lean into
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with your practice that worked or was it,
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or that you're still doing
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that you feel like for
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every minute of effort or
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for every dollar,
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you're getting two minutes
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of return or two dollars in return?
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I think it was more the
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community marketing.
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We did a lot of events.
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Me and my partner are both runners,
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so that kind of became what
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we were known for.
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We were kind of the runner
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VTs of our area.
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We ran run clubs, connected with them.
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And early on,
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that was just running with friends,
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right?
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We didn't go in there.
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If you show up for day one
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to a run club and say, hey, I'm here.
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Come see me.
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You can't fake it.
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You've got to really be a
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part of that community.
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I think that's still paying off today.
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We were just at a race this
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past week and treated
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now we've got systems where
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we can go market back to them.
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Now we have ways to keep track of that.
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And that's definitely kind
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of evolved to figure out
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like how that value can
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kind of carry forward further.
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Yeah.
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When you,
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I wasn't going to let you go past that.
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When you say you do community events,
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that's not enough.
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I want you to double click.
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And you did.
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So you go to a running event,
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like walk me through the
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step-by-step because people
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out there sometimes don't,
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They're going to do it differently.
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So when Rise shows up to a community event,
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what's it look like?
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And then you mentioned a
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follow up or a way to capture.
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I'll talk more about that
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after I hear your explanation.
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Like, what's your process?
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What do you do while you're there?
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So we have to set up the treatment tables.
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We probably volunteer for the race,
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help them set up those sorts of things
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be part be part of the
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nonprofit that maybe that's
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helping support um we've
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got you know boosts now
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we've got qr codes people
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can scan in fill out their
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consent to treat so as soon
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as they do that then it's
00:04:48.084 --> 00:04:48.665
going to like load them
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into crm that we've got you
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know these these so many
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people that we can filter
00:04:53.548 --> 00:04:55.069
out whenever we want to um
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for like a slow season we're like
00:04:57.110 --> 00:04:58.033
We know spring races are
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going to be the next thing.
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We could go back and be like, hey,
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let's market back to some
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of these runners that we
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treated in the fall.
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So some soft tissue work,
00:05:05.004 --> 00:05:06.226
kind of see what they're doing,
00:05:06.427 --> 00:05:07.048
what injuries they might
00:05:07.067 --> 00:05:07.829
have after the race,
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but having conversations
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with them during that part,
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explaining what direction
00:05:12.567 --> 00:05:13.928
think, oh, I can't come see you.
00:05:13.949 --> 00:05:14.829
I need to have a doctor referral.
00:05:15.009 --> 00:05:16.110
Arkansas, you don't have to.
00:05:16.271 --> 00:05:17.932
So it's a lot of that.
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And sometimes it doesn't pay
00:05:19.033 --> 00:05:19.915
off right away.
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Like we'll have lots of
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people may not come see us
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six months later.
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Like, yeah,
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I saw you at that event and
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didn't need you then,
00:05:26.321 --> 00:05:27.422
but I remembered you and
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want to come back.
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Yeah, I'll tell.
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And we see this pretty
00:05:30.298 --> 00:05:31.137
consistent when people are
00:05:31.177 --> 00:05:32.057
doing events and they're
00:05:32.077 --> 00:05:33.918
looking for an immediate ROI.
00:05:34.178 --> 00:05:35.079
You touched on it a second
00:05:35.098 --> 00:05:37.240
ago and Seth Godin, sorry,
00:05:37.300 --> 00:05:38.901
Gary Vee will call it jab, jab, jab,
00:05:38.940 --> 00:05:39.721
right hook.
00:05:39.740 --> 00:05:40.581
Have you ever heard of that before?
00:05:40.600 --> 00:05:42.762
That phrase, which is, listen,
00:05:42.781 --> 00:05:43.641
if I show up and I
00:05:43.661 --> 00:05:44.903
immediately want something in return,
00:05:45.302 --> 00:05:47.444
what I gave you was not a gift, right?
00:05:47.744 --> 00:05:48.884
It was a give to get.
00:05:49.244 --> 00:05:50.605
And with jab, jab, jab, right hook,
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the jabs refer to these gives.
00:05:52.204 --> 00:05:52.665
It's, you know,
00:05:52.685 --> 00:05:53.985
every time Rise is at an event,
00:05:54.406 --> 00:05:55.526
And then after at that event,
00:05:55.646 --> 00:05:56.927
I get an email from from
00:05:56.966 --> 00:05:59.067
Tyler or your partner about, you know,
00:05:59.148 --> 00:06:00.028
running shoes or hey,
00:06:00.067 --> 00:06:01.208
here's a calendar of events
00:06:01.228 --> 00:06:02.028
you might want to get involved.
00:06:02.048 --> 00:06:02.709
It's never give.
00:06:03.108 --> 00:06:04.129
So the time you say, hey,
00:06:04.149 --> 00:06:05.730
if you need help getting
00:06:05.750 --> 00:06:06.870
ready for this running season,
00:06:07.490 --> 00:06:09.391
rise physical therapy is here for you.
00:06:09.630 --> 00:06:10.591
It doesn't feel that right
00:06:10.630 --> 00:06:12.632
hook doesn't feel so icky.
00:06:13.112 --> 00:06:14.473
Because you've given, given, given, given,
00:06:14.512 --> 00:06:14.833
given.
00:06:14.853 --> 00:06:15.934
And now they feel accustomed to you.
00:06:15.954 --> 00:06:17.295
And that's, I mean, I like that.
00:06:17.834 --> 00:06:18.795
Even when I know that this
00:06:18.836 --> 00:06:19.656
is what a company or a
00:06:19.675 --> 00:06:20.596
brand is doing to me,
00:06:21.057 --> 00:06:23.057
it still works because we're humans.
00:06:23.077 --> 00:06:23.838
And that's actually what
00:06:23.858 --> 00:06:24.519
we're looking for.
00:06:25.360 --> 00:06:26.379
Seth Godin did say,
00:06:26.720 --> 00:06:28.341
people don't buy products or services.
00:06:28.601 --> 00:06:30.523
They buy relation stories and magic.
00:06:30.762 --> 00:06:33.685
And relations is an often under,
00:06:34.384 --> 00:06:35.266
an overlooked and
00:06:35.346 --> 00:06:37.326
undervalued way of building a business.
00:06:37.346 --> 00:06:40.249
Yeah, we've seen that.
00:06:40.269 --> 00:06:41.228
Like, I mean, we're my partner,
00:06:41.269 --> 00:06:42.069
but we run a restaurant.
00:06:45.966 --> 00:06:47.168
uh one guy one time I
00:06:47.187 --> 00:06:47.728
thought you were gonna be
00:06:47.747 --> 00:06:48.488
like that one restaurant
00:06:48.509 --> 00:06:49.610
guy who just showed up you
00:06:49.629 --> 00:06:51.430
know once or twice and
00:06:51.571 --> 00:06:52.192
asked for business and
00:06:52.211 --> 00:06:53.233
never came back again like
00:06:53.273 --> 00:06:53.812
you never asked for
00:06:53.833 --> 00:06:54.514
business you were just
00:06:54.553 --> 00:06:55.814
present and got to know
00:06:55.834 --> 00:06:57.396
people making community and
00:06:57.435 --> 00:06:59.377
I'll tell you man like the
00:06:59.418 --> 00:07:00.658
bar's low because there are
00:07:00.699 --> 00:07:01.619
peop there's more people
00:07:01.658 --> 00:07:02.540
like that who are looking
00:07:02.579 --> 00:07:03.920
for a quick turnaround than
00:07:03.940 --> 00:07:04.762
there are people who are
00:07:04.781 --> 00:07:05.562
willing to do the work and
00:07:05.603 --> 00:07:06.423
say I'm going to put the
00:07:06.442 --> 00:07:07.704
work in now for five years
00:07:07.723 --> 00:07:09.365
from now let me let me hear
00:07:09.384 --> 00:07:09.906
some of the biggest
00:07:09.925 --> 00:07:10.766
challenges how long has
00:07:10.826 --> 00:07:12.367
rise been in business real quick
00:07:12.668 --> 00:07:13.048
Like how long?
00:07:13.088 --> 00:07:13.307
Eight years.
00:07:13.327 --> 00:07:13.767
Eight years.
00:07:13.788 --> 00:07:14.389
All right.
00:07:14.428 --> 00:07:14.569
Yeah.
00:07:14.749 --> 00:07:16.408
In two days.
00:07:16.428 --> 00:07:18.129
You passed sort of the point of oblivion,
00:07:18.170 --> 00:07:18.370
right?
00:07:18.389 --> 00:07:19.470
It's like the first most
00:07:19.490 --> 00:07:20.290
businesses fail within the
00:07:20.331 --> 00:07:21.290
first two to three years.
00:07:21.870 --> 00:07:22.990
But give me a challenge,
00:07:23.110 --> 00:07:24.692
like a big challenge you think back on,
00:07:24.732 --> 00:07:26.072
like something that made you feel gross,
00:07:26.112 --> 00:07:27.333
maybe thinking about it right now.
00:07:27.752 --> 00:07:28.752
And then you overcame it
00:07:28.773 --> 00:07:29.713
because you're still sitting there.
00:07:29.774 --> 00:07:30.613
How'd you overcome it?
00:07:32.278 --> 00:07:33.459
It probably was that two year mark.
00:07:33.798 --> 00:07:34.800
So we opened our second
00:07:34.819 --> 00:07:36.100
clinic in twenty eighteen,
00:07:36.120 --> 00:07:37.740
around two years from where
00:07:37.761 --> 00:07:39.802
we opened and really weren't ready.
00:07:39.901 --> 00:07:41.903
We didn't have processes set up.
00:07:42.403 --> 00:07:43.663
We didn't really have a plan.
00:07:43.684 --> 00:07:44.504
We just knew people are
00:07:44.545 --> 00:07:45.904
asking us to go on that side of town.
00:07:45.944 --> 00:07:46.225
So we're like,
00:07:46.264 --> 00:07:47.165
if people want us to go there,
00:07:47.185 --> 00:07:47.745
we should do it.
00:07:48.125 --> 00:07:49.326
We were ready to scale.
00:07:49.367 --> 00:07:51.028
We just we just started working harder.
00:07:51.548 --> 00:07:53.269
We had a current director that we,
00:07:53.488 --> 00:07:54.149
you know, really liked.
00:07:54.189 --> 00:07:55.610
Well, great, great guy.
00:07:55.629 --> 00:07:56.651
We didn't train him well,
00:07:56.730 --> 00:07:57.932
so we kind of set him up for failure.
00:07:58.471 --> 00:07:59.473
So like things like that
00:07:59.492 --> 00:08:00.653
where it's like we just
00:08:00.713 --> 00:08:01.613
really weren't ready.
00:08:01.754 --> 00:08:02.574
I forget who I talk to,
00:08:02.613 --> 00:08:03.214
which course I went to.
00:08:03.235 --> 00:08:03.675
They're like,
00:08:04.072 --> 00:08:05.533
clinic one's hard, clinic two is like,
00:08:05.574 --> 00:08:06.154
what are you doing?
00:08:06.175 --> 00:08:06.935
You shouldn't do this.
00:08:06.954 --> 00:08:07.415
Clinic three,
00:08:07.435 --> 00:08:08.536
you probably kind of got it figured out.
00:08:08.576 --> 00:08:10.197
Clinic four, it's kind of rolling.
00:08:10.237 --> 00:08:10.778
So after that,
00:08:10.798 --> 00:08:11.980
you've got the right thing set up.
00:08:12.040 --> 00:08:12.759
And where are you now?
00:08:13.721 --> 00:08:15.302
We're at our fourth right now.
00:08:15.341 --> 00:08:15.762
So you can,
00:08:15.963 --> 00:08:17.603
you can speak to that sort of
00:08:18.165 --> 00:08:20.105
analogy from experience,
00:08:20.146 --> 00:08:21.427
but I'm not even a math guy.
00:08:21.687 --> 00:08:22.649
Going from one to two is the
00:08:22.709 --> 00:08:23.790
mathematical largest,
00:08:24.410 --> 00:08:26.132
largest percentage increase you'll make,
00:08:26.172 --> 00:08:26.351
right?
00:08:26.372 --> 00:08:27.773
Unless you're going to start adding,
00:08:28.213 --> 00:08:29.954
you know, like four clinics at a time.
00:08:30.415 --> 00:08:31.216
But, but
00:08:32.283 --> 00:08:33.125
When you talk about not
00:08:33.144 --> 00:08:34.385
having that marketing background,
00:08:35.368 --> 00:08:37.429
what other things besides community,
00:08:37.570 --> 00:08:40.212
you mentioned a QR code into a CRM,
00:08:40.572 --> 00:08:42.095
being able to email those things,
00:08:42.254 --> 00:08:42.995
email those people.
00:08:43.096 --> 00:08:44.837
And you mentioned words like segment.
00:08:45.318 --> 00:08:47.441
Remember you, you fibbed, man,
00:08:47.461 --> 00:08:48.101
you told me you had no
00:08:48.121 --> 00:08:48.763
marketing background.
00:08:48.783 --> 00:08:49.604
You've been doing this for eight years.
00:08:49.624 --> 00:08:50.924
You got a little marketing experience now,
00:08:50.945 --> 00:08:51.725
right?
00:08:51.806 --> 00:08:51.946
Yeah,
00:08:52.086 --> 00:08:53.386
I guess some kind of marketing
00:08:53.427 --> 00:08:55.089
background now with MBA and
00:08:55.109 --> 00:08:55.989
post-COVID basically.
00:08:56.009 --> 00:08:56.970
Right, right, right.
00:08:57.630 --> 00:08:58.471
So what are some other
00:08:58.490 --> 00:09:00.111
things that you do now that
00:09:00.231 --> 00:09:01.153
eight years ago were
00:09:01.212 --> 00:09:02.813
completely foreign to you?
00:09:02.833 --> 00:09:04.095
It was a different language
00:09:04.355 --> 00:09:05.736
that today it's like, well, of course,
00:09:05.756 --> 00:09:06.878
we're going to take that.
00:09:07.618 --> 00:09:08.957
uh that that consent to
00:09:08.998 --> 00:09:10.379
treat from the qr code take
00:09:10.399 --> 00:09:11.578
their email address tag it
00:09:11.599 --> 00:09:12.599
as a running event and then
00:09:12.619 --> 00:09:13.359
we're going to retarget
00:09:13.379 --> 00:09:14.519
that like that's that's
00:09:14.580 --> 00:09:15.720
pretty sophisticated what
00:09:15.740 --> 00:09:16.820
you did there but that's
00:09:16.860 --> 00:09:18.500
basics so what other things
00:09:18.520 --> 00:09:19.640
do you do because that is
00:09:19.740 --> 00:09:21.081
one of the biggest uh
00:09:21.221 --> 00:09:23.001
hurdles that clinic owners
00:09:23.022 --> 00:09:23.662
who are going to go from
00:09:23.721 --> 00:09:24.981
zero to one clinic or one
00:09:25.001 --> 00:09:26.363
to two are going to face
00:09:26.403 --> 00:09:27.442
what what are some things
00:09:27.462 --> 00:09:28.322
that eight years ago you
00:09:28.342 --> 00:09:29.062
would never thought of that
00:09:29.082 --> 00:09:29.743
you think about on the
00:09:29.763 --> 00:09:31.604
regular now uh marketing
00:09:31.624 --> 00:09:32.604
specific or just kind of
00:09:32.644 --> 00:09:33.344
general yeah let's go
00:09:33.384 --> 00:09:34.284
marketing specific first
00:09:36.869 --> 00:09:38.750
It's a good question.
00:09:38.770 --> 00:09:40.831
Maybe we do some AdWords and
00:09:40.892 --> 00:09:41.732
Facebook ads and that kind
00:09:41.753 --> 00:09:43.293
of stuff occasionally that people do,
00:09:43.333 --> 00:09:44.294
but we don't do that often.
00:09:44.315 --> 00:09:45.076
Cause I'm like, you've got to,
00:09:45.255 --> 00:09:45.996
you could just throw money
00:09:46.017 --> 00:09:46.756
at that all day.
00:09:46.777 --> 00:09:48.097
I think we did that a little bit early on.
00:09:48.118 --> 00:09:49.058
It's a different skill, man.
00:09:49.078 --> 00:09:49.960
It's, it's easy.
00:09:50.019 --> 00:09:50.760
It's simple to do,
00:09:50.780 --> 00:09:52.422
but not necessarily easy to be good at.
00:09:52.442 --> 00:09:54.202
So that is, that is where I always say,
00:09:54.344 --> 00:09:56.284
refer out, man, refer out to somebody.
00:09:56.304 --> 00:09:57.326
If that's, you know, like,
00:09:57.586 --> 00:09:58.547
Back to the three ways you
00:09:58.567 --> 00:10:00.749
can get a new patient is paid, organic,
00:10:01.028 --> 00:10:03.051
or in person, shaking hands.
00:10:03.331 --> 00:10:04.912
That paid one, you can, as you mentioned,
00:10:04.932 --> 00:10:05.753
throw money at it.
00:10:06.092 --> 00:10:07.014
But when you do,
00:10:07.355 --> 00:10:08.596
were you the person or was
00:10:08.615 --> 00:10:09.515
your partner the person or
00:10:09.535 --> 00:10:11.357
someone in clinic managing that?
00:10:11.378 --> 00:10:14.200
It was typically me early on
00:10:14.220 --> 00:10:15.522
and still has been until recently.
00:10:15.542 --> 00:10:16.142
And then we kind of passed
00:10:16.162 --> 00:10:16.643
that on a little bit as
00:10:16.663 --> 00:10:17.243
we've kind of grown.
00:10:17.263 --> 00:10:18.283
It's a different skill set.
00:10:18.443 --> 00:10:19.465
Like the rules of that game
00:10:19.504 --> 00:10:21.166
change every twenty four hours.
00:10:21.225 --> 00:10:23.427
It feels like unless you're a ninja at it,
00:10:23.488 --> 00:10:25.049
it can feel like a money pit.
00:10:26.731 --> 00:10:26.812
Yeah.
00:10:26.831 --> 00:10:27.493
The other thing is it's kind
00:10:27.513 --> 00:10:29.433
of been more of the like segmenting, like,
00:10:29.754 --> 00:10:30.114
you know,
00:10:30.153 --> 00:10:31.575
maybe what insurance a patient even has,
00:10:31.595 --> 00:10:32.196
like something like that.
00:10:32.216 --> 00:10:33.035
I wouldn't have thought early on,
00:10:33.056 --> 00:10:33.756
like we can, like,
00:10:34.197 --> 00:10:36.538
we know we can market back to, you know,
00:10:36.918 --> 00:10:38.120
a blue cross plan about pay
00:10:38.159 --> 00:10:39.581
better reimbursement wise
00:10:39.600 --> 00:10:40.501
than a United healthcare
00:10:40.522 --> 00:10:42.202
plan that we don't want to mess with.
00:10:42.222 --> 00:10:44.224
So factoring in like not
00:10:44.264 --> 00:10:45.205
every patient's equal,
00:10:45.264 --> 00:10:46.586
if we're trying to generate, you know,
00:10:46.706 --> 00:10:47.385
a dollar,
00:10:47.405 --> 00:10:49.128
you don't want to focus on that
00:10:49.168 --> 00:10:50.609
completely, but sometimes that's,
00:10:50.869 --> 00:10:52.009
that's a priority that you're like,
00:10:52.049 --> 00:10:53.389
if we want to get five more patients,
00:10:54.030 --> 00:10:54.951
which segment of them do we
00:10:54.971 --> 00:10:55.471
want to get them from?
00:10:55.958 --> 00:10:57.379
It sucks that we got to think that way,
00:10:57.419 --> 00:10:58.780
but if you're trying to be
00:10:58.821 --> 00:11:00.221
financially viable, right?
00:11:00.241 --> 00:11:01.923
We have this Peace Corps
00:11:01.962 --> 00:11:04.725
gene in our DNA as physical therapists.
00:11:04.764 --> 00:11:06.186
We want to give away everything for free,
00:11:06.245 --> 00:11:07.407
but then there's a bill
00:11:07.427 --> 00:11:08.947
that comes every month from
00:11:08.967 --> 00:11:11.028
your power company and from
00:11:11.048 --> 00:11:13.130
your EMR and for rent and
00:11:13.171 --> 00:11:13.730
for all those things,
00:11:13.750 --> 00:11:14.571
and you got to pay people.
00:11:14.871 --> 00:11:16.993
So you have to think differently.
00:11:17.173 --> 00:11:17.994
What advice would you give
00:11:18.014 --> 00:11:19.995
to other PTs looking to go
00:11:20.054 --> 00:11:22.636
from zero to one and they're saying, yeah,
00:11:22.697 --> 00:11:23.417
I want to be that guy.
00:11:23.456 --> 00:11:24.378
I want to be that guy
00:11:24.418 --> 00:11:25.658
sitting there like Tyler.
00:11:26.499 --> 00:11:26.918
five,
00:11:27.139 --> 00:11:28.779
eight years from now with four clinics,
00:11:28.940 --> 00:11:30.701
is there any like broad
00:11:30.780 --> 00:11:32.782
scope advice you'd give?
00:11:32.802 --> 00:11:33.942
I think just learn from others,
00:11:33.961 --> 00:11:34.863
like try to network as much
00:11:34.903 --> 00:11:36.363
as you can talk to people.
00:11:36.943 --> 00:11:38.144
Um, I had colleagues, you know,
00:11:38.183 --> 00:11:39.904
I went to PT school with that, you know,
00:11:39.924 --> 00:11:40.764
I still pick their brain,
00:11:40.784 --> 00:11:41.645
try to go visit them,
00:11:41.765 --> 00:11:43.025
see what I can learn from them.
00:11:43.046 --> 00:11:44.767
Um, that's,
00:11:44.826 --> 00:11:46.288
that's been the most beneficial part.
00:11:46.607 --> 00:11:47.207
Um,
00:11:47.268 --> 00:11:49.288
I think partly it's easy to get jaded
00:11:49.509 --> 00:11:50.089
sometimes, you know,
00:11:50.109 --> 00:11:51.090
because PT is hard and
00:11:51.389 --> 00:11:52.070
burnout rates high.
00:11:52.090 --> 00:11:52.850
That's all you hear right
00:11:52.889 --> 00:11:53.951
now is like how hard it is.
00:11:53.990 --> 00:11:54.091
And,
00:11:54.551 --> 00:11:55.631
get out of PT but it's like
00:11:55.652 --> 00:11:57.152
it really can be great um
00:11:57.231 --> 00:11:58.052
if you found the right way
00:11:58.072 --> 00:11:58.832
if you can't find what
00:11:58.873 --> 00:11:59.874
works they may need to
00:11:59.913 --> 00:12:01.554
create it um and it's not
00:12:01.615 --> 00:12:02.754
easy so if people are out
00:12:02.774 --> 00:12:03.836
there also I think there's
00:12:03.855 --> 00:12:05.076
a lot of things on you know
00:12:05.136 --> 00:12:06.557
Instagram like just go
00:12:07.278 --> 00:12:08.857
create this cash based pay
00:12:08.958 --> 00:12:09.599
you know clinic it's gonna
00:12:09.619 --> 00:12:10.899
be easy run these ads you
00:12:10.919 --> 00:12:11.740
know thirty thousand
00:12:11.759 --> 00:12:12.799
packages and it's like well
00:12:12.841 --> 00:12:13.561
you might but it's gonna be
00:12:13.600 --> 00:12:14.400
hard like it's gonna be
00:12:14.441 --> 00:12:15.562
hard work like you're gonna
00:12:15.861 --> 00:12:17.403
really dive into it and make
00:12:17.423 --> 00:12:19.024
it work yeah I think
00:12:19.043 --> 00:12:20.004
there's a lot involved but
00:12:20.024 --> 00:12:21.405
I think if you're you know
00:12:21.446 --> 00:12:22.466
trying to learn work hard
00:12:22.486 --> 00:12:24.447
and just make wise
00:12:24.467 --> 00:12:25.188
decisions and learn from
00:12:25.208 --> 00:12:25.948
your mistakes and you're
00:12:25.969 --> 00:12:26.509
probably going to be pretty
00:12:26.529 --> 00:12:27.971
successful now your model
00:12:28.250 --> 00:12:28.990
if you were to break down
00:12:29.010 --> 00:12:30.052
your week right let's just
00:12:30.072 --> 00:12:31.013
say let's say you work
00:12:31.052 --> 00:12:31.913
forty hours but you're a
00:12:31.932 --> 00:12:33.453
business owner so there's
00:12:33.475 --> 00:12:34.394
no possible way you're only
00:12:34.434 --> 00:12:36.076
working forty hours in a
00:12:36.255 --> 00:12:37.778
week you're always on but
00:12:38.038 --> 00:12:39.158
are are you dividing your
00:12:39.198 --> 00:12:40.379
time between clinical time
00:12:40.659 --> 00:12:41.360
and business owner
00:12:41.399 --> 00:12:42.421
management marketing all
00:12:42.441 --> 00:12:43.822
the other thing time or are
00:12:43.861 --> 00:12:45.243
you purely on one side of the fence
00:12:46.113 --> 00:12:47.033
been working a lot over the
00:12:47.073 --> 00:12:47.674
last like year and a half
00:12:47.695 --> 00:12:49.275
two years I was you know
00:12:49.515 --> 00:12:50.677
full-time treating probably
00:12:51.298 --> 00:12:52.558
forty forty five hours a
00:12:52.578 --> 00:12:53.880
week for probably four
00:12:53.941 --> 00:12:55.121
years and then also you
00:12:55.142 --> 00:12:57.083
know doing business side
00:12:57.124 --> 00:12:58.325
marketing you know having
00:12:58.365 --> 00:13:00.046
meetings with you know my
00:13:00.066 --> 00:13:00.927
partner that kind of stuff
00:13:00.947 --> 00:13:01.788
and it's kind of gradually
00:13:01.847 --> 00:13:03.490
morphed to now I'm two days
00:13:03.529 --> 00:13:05.191
a full-time clinic um and
00:13:05.211 --> 00:13:06.192
then the rest is more you
00:13:06.211 --> 00:13:07.653
know admin working working
00:13:07.673 --> 00:13:08.474
the team trying to do some
00:13:08.494 --> 00:13:09.274
marketing stuff those types
00:13:09.294 --> 00:13:10.155
of things and that's been
00:13:10.196 --> 00:13:10.956
super successful to
00:13:12.278 --> 00:13:13.379
helpful to get out of like
00:13:13.399 --> 00:13:14.860
like working like end of
00:13:14.900 --> 00:13:15.782
business so much I know
00:13:15.942 --> 00:13:16.721
people always say work into
00:13:16.741 --> 00:13:17.543
this not all the business
00:13:17.562 --> 00:13:18.163
but it's like that was
00:13:18.182 --> 00:13:19.945
really hard to do um so
00:13:19.965 --> 00:13:20.504
that was probably one of
00:13:20.524 --> 00:13:21.466
the biggest successful
00:13:21.485 --> 00:13:22.606
things is find people that
00:13:22.626 --> 00:13:24.067
you trust hire a good
00:13:24.087 --> 00:13:25.989
culture um try to build off
00:13:26.028 --> 00:13:27.889
that hire great people um
00:13:27.950 --> 00:13:28.471
and we've been lucky to
00:13:28.490 --> 00:13:29.230
have a great team so I
00:13:29.250 --> 00:13:29.792
don't think we would
00:13:29.831 --> 00:13:30.451
definitely be here with
00:13:30.471 --> 00:13:31.832
other people that you know
00:13:31.873 --> 00:13:33.695
that are with us um so that's
00:13:34.394 --> 00:13:37.517
Learning to delegate has been critical.
00:13:37.537 --> 00:13:38.878
Just learn what your skill
00:13:38.898 --> 00:13:40.259
set doesn't necessarily favor.
00:13:40.399 --> 00:13:41.860
If you're not good at this,
00:13:41.899 --> 00:13:42.900
then find somebody else
00:13:42.921 --> 00:13:43.620
who's maybe better at it.
00:13:44.062 --> 00:13:44.922
Hire for your weaknesses.
00:13:45.241 --> 00:13:46.003
We'll bring up that word
00:13:46.043 --> 00:13:47.504
hire for hire for your weaknesses.
00:13:48.183 --> 00:13:49.524
Any tips on trying to find people?
00:13:50.306 --> 00:13:51.667
I'm sure you've made a mistake at a hire.
00:13:51.726 --> 00:13:52.366
We all have.
00:13:52.427 --> 00:13:53.768
You've hired someone and realized, oof,
00:13:54.248 --> 00:13:54.729
the interview,
00:13:55.188 --> 00:13:56.250
this was not on the brochure.
00:13:57.410 --> 00:13:58.530
How do you find that person
00:13:58.551 --> 00:14:00.111
that's going to fit with your clinic?
00:14:00.533 --> 00:14:02.094
Any insight into that and how you do it?
00:14:03.125 --> 00:14:04.346
Yeah, we've grown a lot in that lately.
00:14:04.427 --> 00:14:05.207
I think we're lucky because
00:14:05.227 --> 00:14:06.609
we've been a nice part of the country.
00:14:06.749 --> 00:14:08.610
So it's desirable.
00:14:08.650 --> 00:14:09.511
People want to move here.
00:14:09.532 --> 00:14:11.052
So we have a good list of
00:14:11.072 --> 00:14:12.534
candidates versus I know
00:14:12.554 --> 00:14:14.275
people in more rural parts
00:14:14.296 --> 00:14:15.157
of Arkansas haven't been
00:14:15.177 --> 00:14:17.099
able to get a hire in over a year.
00:14:18.620 --> 00:14:18.940
So for us,
00:14:18.980 --> 00:14:20.542
it's kind of setting our uniques,
00:14:20.562 --> 00:14:21.482
kind of what we talked about earlier,
00:14:21.523 --> 00:14:22.844
like what a work environment looks like,
00:14:23.024 --> 00:14:24.465
setting expectations early on.
00:14:25.285 --> 00:14:26.346
um kind of showing you like
00:14:26.386 --> 00:14:27.287
what a work day would look
00:14:27.346 --> 00:14:28.527
like what productivity
00:14:28.547 --> 00:14:29.408
standards are that way
00:14:29.427 --> 00:14:30.268
there's like all this
00:14:30.288 --> 00:14:31.149
stuff's kind of like on the
00:14:31.168 --> 00:14:32.089
front end hopefully there's
00:14:32.109 --> 00:14:32.948
not gonna be surprises on
00:14:32.969 --> 00:14:34.590
the back end um we've
00:14:34.629 --> 00:14:36.331
learned that more lately um
00:14:36.410 --> 00:14:37.211
and then lately it's been
00:14:37.230 --> 00:14:38.030
even having like a bench
00:14:38.071 --> 00:14:38.871
like you might have five
00:14:38.912 --> 00:14:39.631
great candidates that only
00:14:39.652 --> 00:14:41.533
need one position so like
00:14:41.552 --> 00:14:42.452
having some systems where
00:14:42.472 --> 00:14:43.813
it's like man I really I
00:14:43.874 --> 00:14:44.793
really wanted to hire her
00:14:45.094 --> 00:14:46.914
but like this other person
00:14:46.934 --> 00:14:48.676
was awesome so let's keep
00:14:48.696 --> 00:14:50.196
that contact um check in
00:14:50.235 --> 00:14:50.856
with them we're doing that
00:14:50.876 --> 00:14:51.537
we're doing that now
00:14:53.840 --> 00:14:54.539
I love the bench analogy.
00:14:55.600 --> 00:14:56.461
Yeah, the bench analogy,
00:14:56.520 --> 00:14:57.841
I was taught that when I was in radio,
00:14:57.860 --> 00:14:59.662
which is the person who's doing, you know,
00:14:59.942 --> 00:15:01.241
midnight to six a.m.
00:15:01.302 --> 00:15:02.422
on Saturday into Sunday
00:15:02.461 --> 00:15:04.623
morning now could be your
00:15:04.682 --> 00:15:06.923
morning girl three years from now.
00:15:07.144 --> 00:15:08.443
But, you know, how are you helping that?
00:15:08.543 --> 00:15:10.184
How are you helping that person grow?
00:15:10.205 --> 00:15:11.284
And I remember thinking, well,
00:15:11.304 --> 00:15:12.644
I'm giving her I'm giving her time.
00:15:12.664 --> 00:15:13.605
I'm giving her shifts.
00:15:13.706 --> 00:15:14.105
I'm paying her.
00:15:14.125 --> 00:15:15.046
They're like,
00:15:15.066 --> 00:15:16.907
that's not all that person wants, though.
00:15:16.927 --> 00:15:18.047
Paycheck's nice, right?
00:15:18.086 --> 00:15:18.767
Covers your costs.
00:15:19.206 --> 00:15:20.388
But those are table stakes.
00:15:20.408 --> 00:15:21.567
What are you doing with that person?
00:15:22.048 --> 00:15:22.227
You know,
00:15:22.248 --> 00:15:23.389
you bring that person into culture,
00:15:23.409 --> 00:15:24.370
you're helping them learn.
00:15:24.951 --> 00:15:25.851
I've worked at some places
00:15:25.892 --> 00:15:27.573
where that was clearly not a focus,
00:15:27.794 --> 00:15:28.455
where they were just like,
00:15:28.475 --> 00:15:29.496
we'll find people, right?
00:15:29.517 --> 00:15:30.977
We're big enough, we'll just find people.
00:15:31.119 --> 00:15:31.859
And then there were small
00:15:31.899 --> 00:15:32.700
places who were like,
00:15:33.360 --> 00:15:35.082
we gotta grow these people from scratch.
00:15:35.102 --> 00:15:35.903
We gotta plant them in the
00:15:35.923 --> 00:15:36.904
soil and make sure they stick,
00:15:36.945 --> 00:15:37.946
hopefully they stick around.
00:15:38.667 --> 00:15:40.249
Last question's a dual question,
00:15:40.428 --> 00:15:41.470
backwards and forwards.
00:15:42.030 --> 00:15:42.731
What has been the most
00:15:42.792 --> 00:15:44.452
rewarding part of this
00:15:44.533 --> 00:15:46.274
journey with Rise Physical Therapy?
00:15:46.394 --> 00:15:47.455
And then what's next?
00:15:48.075 --> 00:15:48.975
What's something you've done
00:15:48.995 --> 00:15:49.956
and been doing it for eight years?
00:15:49.995 --> 00:15:51.116
What's something you hope to
00:15:51.157 --> 00:15:52.258
hit in the next eight years?
00:15:52.278 --> 00:15:53.859
Okay, good question.
00:15:53.979 --> 00:15:55.559
Kind of two-part.
00:15:55.580 --> 00:15:56.301
The most rewarding,
00:15:56.801 --> 00:15:59.842
it's awesome to see our team grow.
00:16:00.403 --> 00:16:01.524
Our first PT we ever hired
00:16:01.604 --> 00:16:03.164
just got promoted to a
00:16:03.205 --> 00:16:04.946
sales marketing role, non-clinical role.
00:16:05.005 --> 00:16:05.567
Great PT,
00:16:05.586 --> 00:16:07.168
but it's awesome to see her grow
00:16:07.207 --> 00:16:08.589
and build into something different.
00:16:08.609 --> 00:16:10.269
So a few different people on our team.
00:16:10.370 --> 00:16:11.890
We had our first ever front desk.
00:16:11.971 --> 00:16:13.351
tires and LPG like seeing
00:16:13.371 --> 00:16:14.273
something like that happens
00:16:14.493 --> 00:16:15.474
been just cool you know
00:16:15.494 --> 00:16:16.475
you're feeling like you're
00:16:16.495 --> 00:16:18.155
growing something and part
00:16:18.196 --> 00:16:19.216
of your your team just
00:16:19.236 --> 00:16:20.638
continue to like improve
00:16:20.658 --> 00:16:21.278
and help you build
00:16:21.318 --> 00:16:23.039
something and then it's
00:16:23.080 --> 00:16:23.961
hard to be like a good
00:16:24.000 --> 00:16:25.101
Google review right when
00:16:25.121 --> 00:16:26.062
you go through a patient
00:16:26.082 --> 00:16:26.864
just left a review it's
00:16:26.884 --> 00:16:28.205
just like man that's why we
00:16:28.225 --> 00:16:29.245
did this that's why we get
00:16:29.265 --> 00:16:30.066
up every day that's why I
00:16:30.086 --> 00:16:31.807
worked hours a week was to
00:16:31.827 --> 00:16:32.828
create something where they
00:16:32.849 --> 00:16:33.828
had that kind of experience
00:16:34.049 --> 00:16:34.970
like those are those are
00:16:34.990 --> 00:16:35.671
always just awesome
00:16:36.014 --> 00:16:36.535
Dr. Justin Marchegiani Yeah,
00:16:36.556 --> 00:16:37.235
that's fantastic.
00:16:37.616 --> 00:16:37.937
All right.
00:16:38.317 --> 00:16:39.198
Last thing we do on the show
00:16:39.219 --> 00:16:40.039
is the parting shot.
00:16:40.059 --> 00:16:42.201
You've already given sort of some of it.
00:16:42.221 --> 00:16:42.942
But you know,
00:16:42.982 --> 00:16:43.744
how would you how would you
00:16:43.803 --> 00:16:44.966
summarize this last eight
00:16:44.985 --> 00:16:45.726
years with rise?
00:16:45.746 --> 00:16:46.528
Is there something you want
00:16:46.548 --> 00:16:48.889
to leave with your mic drop moment about,
00:16:49.390 --> 00:16:49.610
you know,
00:16:49.650 --> 00:16:50.952
going ahead and jumping in and
00:16:50.993 --> 00:16:51.754
starting your own clinic?
00:16:54.001 --> 00:16:54.863
I don't know.
00:16:54.923 --> 00:16:56.124
It's like just be ready to do it.
00:16:56.144 --> 00:16:57.345
You're never going to feel good about it.
00:16:57.384 --> 00:16:57.945
Like I said,
00:16:57.965 --> 00:16:59.245
I would never open a PT clinic.
00:16:59.505 --> 00:17:00.047
Like I was like,
00:17:00.106 --> 00:17:00.966
I'm never going to do this.
00:17:01.128 --> 00:17:03.428
But just like frustrations led to like,
00:17:03.448 --> 00:17:04.190
we can do this better.
00:17:04.250 --> 00:17:05.069
It can be done better.
00:17:05.550 --> 00:17:06.590
If you really feel that way
00:17:06.631 --> 00:17:07.751
and you're willing to put in the effort,
00:17:07.912 --> 00:17:08.932
I think you can make that happen.
00:17:09.960 --> 00:17:10.361
Well done.
00:17:10.941 --> 00:17:12.323
Tyler Green, Rise Physical Therapy.
00:17:12.343 --> 00:17:13.845
Appreciate you being the guinea pig here.
00:17:14.346 --> 00:17:15.027
We just wanted to give
00:17:15.047 --> 00:17:17.048
people insights into what
00:17:17.088 --> 00:17:18.631
do these clinics look like?
00:17:18.951 --> 00:17:19.752
How do they operate?
00:17:19.792 --> 00:17:20.574
How are they different?
00:17:21.134 --> 00:17:21.714
And then maybe they're
00:17:21.755 --> 00:17:22.876
accessible to more and more
00:17:22.977 --> 00:17:24.439
physical therapists to take
00:17:24.459 --> 00:17:25.359
charge of their career and
00:17:25.420 --> 00:17:26.121
open their own business.
00:17:26.161 --> 00:17:27.021
Tyler Green, appreciate it, man.
00:17:27.041 --> 00:17:27.462
Thanks for your time.
00:17:27.482 --> 00:17:28.002
Appreciate it.
00:00:00.009 --> 00:00:01.030
Awesome.
00:00:01.050 --> 00:00:01.290
All right.
00:00:01.310 --> 00:00:02.071
So this is that you're the
00:00:02.111 --> 00:00:03.232
first person I mentioned
00:00:03.251 --> 00:00:04.133
before we hit record.
00:00:04.152 --> 00:00:05.394
You're the guinea pig, Tyler.
00:00:05.514 --> 00:00:06.254
Congratulations.
00:00:06.315 --> 00:00:06.674
Good luck.
00:00:06.775 --> 00:00:07.857
No, no standard.
00:00:07.876 --> 00:00:08.577
I can.
00:00:08.637 --> 00:00:09.157
No standard.
00:00:09.198 --> 00:00:10.298
You're going to set the standard.
00:00:10.679 --> 00:00:12.240
So we're calling this like
00:00:12.340 --> 00:00:13.821
innovative models for success,
00:00:13.862 --> 00:00:16.085
a PT business blueprint.
00:00:16.385 --> 00:00:17.065
So let's go ahead.
00:00:17.126 --> 00:00:18.606
Tyler Green, introduce yourself.
00:00:18.626 --> 00:00:19.288
Just give me a little bit of
00:00:19.307 --> 00:00:20.309
your superhero backstory.
00:00:21.451 --> 00:00:22.611
Yeah, PT in Arkansas,
00:00:23.131 --> 00:00:23.832
graduated in two thousand
00:00:23.852 --> 00:00:24.591
eight from University of
00:00:24.611 --> 00:00:25.891
Tennessee in Memphis,
00:00:26.132 --> 00:00:27.952
moved back to Arkansas in twenty twelve,
00:00:29.092 --> 00:00:30.332
kind of worked at a few
00:00:30.353 --> 00:00:32.594
different places that worked at, you know,
00:00:32.613 --> 00:00:33.954
corporate outpatient clinics,
00:00:34.033 --> 00:00:34.975
hospital settings.
00:00:35.695 --> 00:00:36.954
My last job before we opened
00:00:36.994 --> 00:00:38.396
Rise was at a hospital
00:00:38.435 --> 00:00:40.235
setting with my current partner,
00:00:40.256 --> 00:00:40.676
Derek Lee,
00:00:42.076 --> 00:00:43.877
and we opened that in twenty sixteen,
00:00:44.116 --> 00:00:45.277
set it open, open Rise.
00:00:46.497 --> 00:00:46.597
So.
00:00:47.398 --> 00:00:48.177
So let's talk about rise.
00:00:48.418 --> 00:00:49.499
Let's talk about your practice model.
00:00:49.899 --> 00:00:50.719
What makes it unique
00:00:50.799 --> 00:00:54.121
compared to a traditional PT clinic?
00:00:54.381 --> 00:00:56.281
Although as standard as someone might say,
00:00:56.701 --> 00:00:58.203
any clinic is they're all the same,
00:00:58.243 --> 00:00:58.722
they're all going to be
00:00:58.783 --> 00:00:59.762
different in different ways.
00:01:00.064 --> 00:01:00.904
So help me like understand
00:01:00.944 --> 00:01:01.863
the core idea of the
00:01:01.904 --> 00:01:03.465
practice and why it's why
00:01:03.484 --> 00:01:04.064
it's distinctive.
00:01:04.105 --> 00:01:05.006
How do you set yourself apart?
00:01:05.888 --> 00:01:06.067
Yeah,
00:01:06.087 --> 00:01:07.528
so kind of where it came from was we
00:01:07.549 --> 00:01:08.989
got tired of seeing a
00:01:09.030 --> 00:01:09.891
patient for an eval and
00:01:09.930 --> 00:01:11.391
passing them over to, you know,
00:01:11.412 --> 00:01:12.352
different PTA or PTA and
00:01:12.393 --> 00:01:13.112
never seeing them again
00:01:13.132 --> 00:01:14.114
until the update of plan of
00:01:14.174 --> 00:01:15.375
care or whatever was needed.
00:01:15.415 --> 00:01:17.075
So decided let's,
00:01:17.355 --> 00:01:17.917
can we create something
00:01:17.936 --> 00:01:19.037
that would be different than that?
00:01:19.177 --> 00:01:20.638
So our kind of unique for us is we're,
00:01:20.799 --> 00:01:21.418
we're one-on-one.
00:01:22.420 --> 00:01:23.420
That's unique in our area.
00:01:23.500 --> 00:01:24.161
So, and only.
00:01:28.331 --> 00:01:29.652
clinical needs and that kind of stuff,
00:01:29.671 --> 00:01:31.052
but not helping the patient care.
00:01:31.674 --> 00:01:32.614
So that's probably kind of
00:01:32.634 --> 00:01:34.355
our biggest unique characteristic.
00:01:34.915 --> 00:01:36.837
And then when we opened,
00:01:36.977 --> 00:01:38.918
hardly anybody was doing direct access.
00:01:39.078 --> 00:01:40.480
It was all physician referrals.
00:01:41.200 --> 00:01:42.141
So we were really geared
00:01:42.161 --> 00:01:43.301
towards marketing in the community,
00:01:43.340 --> 00:01:44.762
trying to get people to us
00:01:45.162 --> 00:01:46.983
more in that primary care
00:01:47.004 --> 00:01:48.144
type PT role where they're
00:01:48.165 --> 00:01:49.284
coming to us immediately.
00:01:49.385 --> 00:01:50.546
That's kind of what we
00:01:50.626 --> 00:01:51.527
envisioned it looking like.
00:01:51.807 --> 00:01:52.007
Did,
00:01:52.027 --> 00:01:53.688
did the marketing or the need for it
00:01:53.769 --> 00:01:54.689
come out of necessity,
00:01:54.730 --> 00:01:56.210
which is like the mother of invention?
00:01:56.290 --> 00:01:58.153
And then if so, like, what'd you do?
00:01:58.192 --> 00:01:59.493
Like, did you have a background in it?
00:01:59.513 --> 00:02:00.954
A lot of people in the profession are like,
00:02:01.475 --> 00:02:02.516
didn't really had to do it,
00:02:02.537 --> 00:02:03.417
had to figure it out.
00:02:03.617 --> 00:02:04.237
And like, you know,
00:02:04.337 --> 00:02:05.198
what did you lean into?
00:02:05.259 --> 00:02:05.659
What did you,
00:02:06.219 --> 00:02:08.442
what did you try and what worked?
00:02:08.662 --> 00:02:08.782
Yeah.
00:02:08.801 --> 00:02:10.242
I don't think we had any background in it.
00:02:10.282 --> 00:02:12.365
Like, you know, no marketing background.
00:02:12.485 --> 00:02:13.366
The only admin business
00:02:13.385 --> 00:02:14.627
class I ever took was, you know,
00:02:14.646 --> 00:02:16.027
the one hour credit PT school.
00:02:16.149 --> 00:02:17.689
It's really doesn't cover anything.
00:02:19.500 --> 00:02:20.501
it was just more out of necessity.
00:02:20.520 --> 00:02:21.641
I don't think we had a great plan.
00:02:21.882 --> 00:02:23.263
It was like, we're both, you know,
00:02:23.323 --> 00:02:24.024
we want to work hard,
00:02:24.044 --> 00:02:25.544
figure out how it happens, how to survive,
00:02:26.164 --> 00:02:26.966
uh, defeat our families.
00:02:27.385 --> 00:02:28.067
Um, so it was like,
00:02:28.146 --> 00:02:29.127
how do we drum up business?
00:02:29.348 --> 00:02:29.448
Um,
00:02:29.487 --> 00:02:30.568
it didn't work out just on system
00:02:30.609 --> 00:02:31.088
referrals.
00:02:31.109 --> 00:02:32.310
So let's get creative.
00:02:32.389 --> 00:02:34.412
Let's, let's, let's follow people on,
00:02:34.752 --> 00:02:35.012
you know,
00:02:35.051 --> 00:02:35.793
social media and see how they're
00:02:35.812 --> 00:02:36.173
doing it.
00:02:36.212 --> 00:02:37.294
Let's look at other places
00:02:37.354 --> 00:02:38.495
and talk to people and
00:02:38.555 --> 00:02:39.855
network and figure out what they,
00:02:39.876 --> 00:02:41.137
what they do that's working
00:02:41.157 --> 00:02:42.117
and not have to recreate
00:02:42.138 --> 00:02:42.959
the wheel completely.
00:02:43.038 --> 00:02:43.399
But like,
00:02:44.264 --> 00:02:45.944
Like what are they doing
00:02:45.985 --> 00:02:46.425
that we can maybe do?
00:02:46.465 --> 00:02:46.985
What can we do better?
00:02:47.004 --> 00:02:47.085
Well,
00:02:47.104 --> 00:02:48.185
I do have a background in marketing
00:02:48.205 --> 00:02:48.966
and that's step one.
00:02:48.985 --> 00:02:49.225
I mean,
00:02:49.265 --> 00:02:50.566
you did it without knowing it as
00:02:50.586 --> 00:02:51.667
you sat down, you thought about it,
00:02:51.706 --> 00:02:52.627
which is like, okay,
00:02:52.687 --> 00:02:53.747
like where are these people?
00:02:53.926 --> 00:02:55.407
They're online or they're in person,
00:02:55.487 --> 00:02:55.728
right?
00:02:55.747 --> 00:02:57.109
Like there's only three ways
00:02:57.149 --> 00:02:57.949
to get a new client.
00:02:57.989 --> 00:02:58.528
I don't care if you're
00:02:58.549 --> 00:03:00.189
selling cars or you're delivering PT.
00:03:01.030 --> 00:03:02.090
You pay for ads,
00:03:02.170 --> 00:03:03.471
that's paid traffic to get
00:03:03.510 --> 00:03:05.572
in front of people, organic traffic,
00:03:05.632 --> 00:03:05.792
right?
00:03:05.812 --> 00:03:06.512
Standing on the street
00:03:06.551 --> 00:03:07.953
corner or making a YouTube
00:03:07.973 --> 00:03:08.693
video like this,
00:03:09.354 --> 00:03:11.213
or it's shaking hands and kissing babies.
00:03:12.074 --> 00:03:12.995
But do not confuse the do,
00:03:13.034 --> 00:03:14.475
do not kiss hands and shake babies.
00:03:14.656 --> 00:03:16.197
You get a ticket for that, I believe.
00:03:16.637 --> 00:03:18.076
But what did you lean into
00:03:18.097 --> 00:03:20.157
with your practice that worked or was it,
00:03:20.217 --> 00:03:21.519
or that you're still doing
00:03:21.538 --> 00:03:22.919
that you feel like for
00:03:22.959 --> 00:03:24.259
every minute of effort or
00:03:24.280 --> 00:03:25.180
for every dollar,
00:03:25.561 --> 00:03:26.721
you're getting two minutes
00:03:26.760 --> 00:03:28.342
of return or two dollars in return?
00:03:29.433 --> 00:03:29.954
I think it was more the
00:03:29.973 --> 00:03:30.974
community marketing.
00:03:31.115 --> 00:03:32.116
We did a lot of events.
00:03:32.235 --> 00:03:33.437
Me and my partner are both runners,
00:03:33.456 --> 00:03:34.197
so that kind of became what
00:03:34.217 --> 00:03:34.737
we were known for.
00:03:34.758 --> 00:03:35.397
We were kind of the runner
00:03:35.418 --> 00:03:36.299
VTs of our area.
00:03:36.318 --> 00:03:38.219
We ran run clubs, connected with them.
00:03:38.680 --> 00:03:39.181
And early on,
00:03:39.241 --> 00:03:40.801
that was just running with friends,
00:03:40.842 --> 00:03:40.981
right?
00:03:41.021 --> 00:03:41.662
We didn't go in there.
00:03:42.062 --> 00:03:43.043
If you show up for day one
00:03:43.062 --> 00:03:45.405
to a run club and say, hey, I'm here.
00:03:45.824 --> 00:03:46.425
Come see me.
00:03:46.444 --> 00:03:48.067
You can't fake it.
00:03:48.086 --> 00:03:48.866
You've got to really be a
00:03:48.926 --> 00:03:49.907
part of that community.
00:03:50.427 --> 00:03:52.088
I think that's still paying off today.
00:03:52.128 --> 00:03:53.310
We were just at a race this
00:03:53.349 --> 00:03:54.230
past week and treated
00:03:56.551 --> 00:03:57.393
now we've got systems where
00:03:57.413 --> 00:03:58.354
we can go market back to them.
00:03:58.373 --> 00:04:00.436
Now we have ways to keep track of that.
00:04:00.475 --> 00:04:01.217
And that's definitely kind
00:04:01.257 --> 00:04:02.699
of evolved to figure out
00:04:02.718 --> 00:04:04.139
like how that value can
00:04:04.319 --> 00:04:05.382
kind of carry forward further.
00:04:05.981 --> 00:04:06.162
Yeah.
00:04:06.201 --> 00:04:06.402
When you,
00:04:06.543 --> 00:04:07.704
I wasn't going to let you go past that.
00:04:07.723 --> 00:04:09.104
When you say you do community events,
00:04:09.765 --> 00:04:10.407
that's not enough.
00:04:10.447 --> 00:04:11.268
I want you to double click.
00:04:11.288 --> 00:04:11.568
And you did.
00:04:11.587 --> 00:04:12.489
So you go to a running event,
00:04:13.250 --> 00:04:13.990
like walk me through the
00:04:14.009 --> 00:04:15.031
step-by-step because people
00:04:15.072 --> 00:04:16.473
out there sometimes don't,
00:04:17.112 --> 00:04:18.012
They're going to do it differently.
00:04:18.112 --> 00:04:20.254
So when Rise shows up to a community event,
00:04:20.274 --> 00:04:21.093
what's it look like?
00:04:21.434 --> 00:04:22.394
And then you mentioned a
00:04:22.475 --> 00:04:24.795
follow up or a way to capture.
00:04:25.175 --> 00:04:26.096
I'll talk more about that
00:04:26.136 --> 00:04:27.055
after I hear your explanation.
00:04:27.096 --> 00:04:28.495
Like, what's your process?
00:04:28.516 --> 00:04:31.377
What do you do while you're there?
00:04:31.396 --> 00:04:34.197
So we have to set up the treatment tables.
00:04:34.838 --> 00:04:35.978
We probably volunteer for the race,
00:04:35.999 --> 00:04:37.519
help them set up those sorts of things
00:04:37.819 --> 00:04:39.019
be part be part of the
00:04:39.079 --> 00:04:39.980
nonprofit that maybe that's
00:04:40.000 --> 00:04:41.721
helping support um we've
00:04:41.742 --> 00:04:43.843
got you know boosts now
00:04:43.903 --> 00:04:44.723
we've got qr codes people
00:04:44.742 --> 00:04:46.144
can scan in fill out their
00:04:46.163 --> 00:04:47.225
consent to treat so as soon
00:04:47.305 --> 00:04:48.064
as they do that then it's
00:04:48.084 --> 00:04:48.665
going to like load them
00:04:48.685 --> 00:04:50.107
into crm that we've got you
00:04:50.127 --> 00:04:51.947
know these these so many
00:04:51.968 --> 00:04:53.488
people that we can filter
00:04:53.548 --> 00:04:55.069
out whenever we want to um
00:04:55.089 --> 00:04:56.471
for like a slow season we're like
00:04:57.110 --> 00:04:58.033
We know spring races are
00:04:58.052 --> 00:04:58.673
going to be the next thing.
00:04:58.694 --> 00:04:59.475
We could go back and be like, hey,
00:04:59.495 --> 00:05:00.576
let's market back to some
00:05:00.596 --> 00:05:01.838
of these runners that we
00:05:01.858 --> 00:05:02.701
treated in the fall.
00:05:03.541 --> 00:05:04.964
So some soft tissue work,
00:05:05.004 --> 00:05:06.226
kind of see what they're doing,
00:05:06.427 --> 00:05:07.048
what injuries they might
00:05:07.067 --> 00:05:07.829
have after the race,
00:05:07.850 --> 00:05:08.730
but having conversations
00:05:08.771 --> 00:05:09.692
with them during that part,
00:05:10.334 --> 00:05:11.014
explaining what direction
00:05:12.567 --> 00:05:13.928
think, oh, I can't come see you.
00:05:13.949 --> 00:05:14.829
I need to have a doctor referral.
00:05:15.009 --> 00:05:16.110
Arkansas, you don't have to.
00:05:16.271 --> 00:05:17.932
So it's a lot of that.
00:05:18.314 --> 00:05:18.973
And sometimes it doesn't pay
00:05:19.033 --> 00:05:19.915
off right away.
00:05:20.194 --> 00:05:20.716
Like we'll have lots of
00:05:20.735 --> 00:05:22.398
people may not come see us
00:05:22.418 --> 00:05:22.997
six months later.
00:05:23.057 --> 00:05:23.377
Like, yeah,
00:05:23.778 --> 00:05:25.661
I saw you at that event and
00:05:25.721 --> 00:05:26.300
didn't need you then,
00:05:26.321 --> 00:05:27.422
but I remembered you and
00:05:27.521 --> 00:05:27.983
want to come back.
00:05:28.737 --> 00:05:29.137
Yeah, I'll tell.
00:05:29.576 --> 00:05:30.257
And we see this pretty
00:05:30.298 --> 00:05:31.137
consistent when people are
00:05:31.177 --> 00:05:32.057
doing events and they're
00:05:32.077 --> 00:05:33.918
looking for an immediate ROI.
00:05:34.178 --> 00:05:35.079
You touched on it a second
00:05:35.098 --> 00:05:37.240
ago and Seth Godin, sorry,
00:05:37.300 --> 00:05:38.901
Gary Vee will call it jab, jab, jab,
00:05:38.940 --> 00:05:39.721
right hook.
00:05:39.740 --> 00:05:40.581
Have you ever heard of that before?
00:05:40.600 --> 00:05:42.762
That phrase, which is, listen,
00:05:42.781 --> 00:05:43.641
if I show up and I
00:05:43.661 --> 00:05:44.903
immediately want something in return,
00:05:45.302 --> 00:05:47.444
what I gave you was not a gift, right?
00:05:47.744 --> 00:05:48.884
It was a give to get.
00:05:49.244 --> 00:05:50.605
And with jab, jab, jab, right hook,
00:05:50.625 --> 00:05:52.125
the jabs refer to these gives.
00:05:52.204 --> 00:05:52.665
It's, you know,
00:05:52.685 --> 00:05:53.985
every time Rise is at an event,
00:05:54.406 --> 00:05:55.526
And then after at that event,
00:05:55.646 --> 00:05:56.927
I get an email from from
00:05:56.966 --> 00:05:59.067
Tyler or your partner about, you know,
00:05:59.148 --> 00:06:00.028
running shoes or hey,
00:06:00.067 --> 00:06:01.208
here's a calendar of events
00:06:01.228 --> 00:06:02.028
you might want to get involved.
00:06:02.048 --> 00:06:02.709
It's never give.
00:06:03.108 --> 00:06:04.129
So the time you say, hey,
00:06:04.149 --> 00:06:05.730
if you need help getting
00:06:05.750 --> 00:06:06.870
ready for this running season,
00:06:07.490 --> 00:06:09.391
rise physical therapy is here for you.
00:06:09.630 --> 00:06:10.591
It doesn't feel that right
00:06:10.630 --> 00:06:12.632
hook doesn't feel so icky.
00:06:13.112 --> 00:06:14.473
Because you've given, given, given, given,
00:06:14.512 --> 00:06:14.833
given.
00:06:14.853 --> 00:06:15.934
And now they feel accustomed to you.
00:06:15.954 --> 00:06:17.295
And that's, I mean, I like that.
00:06:17.834 --> 00:06:18.795
Even when I know that this
00:06:18.836 --> 00:06:19.656
is what a company or a
00:06:19.675 --> 00:06:20.596
brand is doing to me,
00:06:21.057 --> 00:06:23.057
it still works because we're humans.
00:06:23.077 --> 00:06:23.838
And that's actually what
00:06:23.858 --> 00:06:24.519
we're looking for.
00:06:25.360 --> 00:06:26.379
Seth Godin did say,
00:06:26.720 --> 00:06:28.341
people don't buy products or services.
00:06:28.601 --> 00:06:30.523
They buy relation stories and magic.
00:06:30.762 --> 00:06:33.685
And relations is an often under,
00:06:34.384 --> 00:06:35.266
an overlooked and
00:06:35.346 --> 00:06:37.326
undervalued way of building a business.
00:06:37.346 --> 00:06:40.249
Yeah, we've seen that.
00:06:40.269 --> 00:06:41.228
Like, I mean, we're my partner,
00:06:41.269 --> 00:06:42.069
but we run a restaurant.
00:06:45.966 --> 00:06:47.168
uh one guy one time I
00:06:47.187 --> 00:06:47.728
thought you were gonna be
00:06:47.747 --> 00:06:48.488
like that one restaurant
00:06:48.509 --> 00:06:49.610
guy who just showed up you
00:06:49.629 --> 00:06:51.430
know once or twice and
00:06:51.571 --> 00:06:52.192
asked for business and
00:06:52.211 --> 00:06:53.233
never came back again like
00:06:53.273 --> 00:06:53.812
you never asked for
00:06:53.833 --> 00:06:54.514
business you were just
00:06:54.553 --> 00:06:55.814
present and got to know
00:06:55.834 --> 00:06:57.396
people making community and
00:06:57.435 --> 00:06:59.377
I'll tell you man like the
00:06:59.418 --> 00:07:00.658
bar's low because there are
00:07:00.699 --> 00:07:01.619
peop there's more people
00:07:01.658 --> 00:07:02.540
like that who are looking
00:07:02.579 --> 00:07:03.920
for a quick turnaround than
00:07:03.940 --> 00:07:04.762
there are people who are
00:07:04.781 --> 00:07:05.562
willing to do the work and
00:07:05.603 --> 00:07:06.423
say I'm going to put the
00:07:06.442 --> 00:07:07.704
work in now for five years
00:07:07.723 --> 00:07:09.365
from now let me let me hear
00:07:09.384 --> 00:07:09.906
some of the biggest
00:07:09.925 --> 00:07:10.766
challenges how long has
00:07:10.826 --> 00:07:12.367
rise been in business real quick
00:07:12.668 --> 00:07:13.048
Like how long?
00:07:13.088 --> 00:07:13.307
Eight years.
00:07:13.327 --> 00:07:13.767
Eight years.
00:07:13.788 --> 00:07:14.389
All right.
00:07:14.428 --> 00:07:14.569
Yeah.
00:07:14.749 --> 00:07:16.408
In two days.
00:07:16.428 --> 00:07:18.129
You passed sort of the point of oblivion,
00:07:18.170 --> 00:07:18.370
right?
00:07:18.389 --> 00:07:19.470
It's like the first most
00:07:19.490 --> 00:07:20.290
businesses fail within the
00:07:20.331 --> 00:07:21.290
first two to three years.
00:07:21.870 --> 00:07:22.990
But give me a challenge,
00:07:23.110 --> 00:07:24.692
like a big challenge you think back on,
00:07:24.732 --> 00:07:26.072
like something that made you feel gross,
00:07:26.112 --> 00:07:27.333
maybe thinking about it right now.
00:07:27.752 --> 00:07:28.752
And then you overcame it
00:07:28.773 --> 00:07:29.713
because you're still sitting there.
00:07:29.774 --> 00:07:30.613
How'd you overcome it?
00:07:32.278 --> 00:07:33.459
It probably was that two year mark.
00:07:33.798 --> 00:07:34.800
So we opened our second
00:07:34.819 --> 00:07:36.100
clinic in twenty eighteen,
00:07:36.120 --> 00:07:37.740
around two years from where
00:07:37.761 --> 00:07:39.802
we opened and really weren't ready.
00:07:39.901 --> 00:07:41.903
We didn't have processes set up.
00:07:42.403 --> 00:07:43.663
We didn't really have a plan.
00:07:43.684 --> 00:07:44.504
We just knew people are
00:07:44.545 --> 00:07:45.904
asking us to go on that side of town.
00:07:45.944 --> 00:07:46.225
So we're like,
00:07:46.264 --> 00:07:47.165
if people want us to go there,
00:07:47.185 --> 00:07:47.745
we should do it.
00:07:48.125 --> 00:07:49.326
We were ready to scale.
00:07:49.367 --> 00:07:51.028
We just we just started working harder.
00:07:51.548 --> 00:07:53.269
We had a current director that we,
00:07:53.488 --> 00:07:54.149
you know, really liked.
00:07:54.189 --> 00:07:55.610
Well, great, great guy.
00:07:55.629 --> 00:07:56.651
We didn't train him well,
00:07:56.730 --> 00:07:57.932
so we kind of set him up for failure.
00:07:58.471 --> 00:07:59.473
So like things like that
00:07:59.492 --> 00:08:00.653
where it's like we just
00:08:00.713 --> 00:08:01.613
really weren't ready.
00:08:01.754 --> 00:08:02.574
I forget who I talk to,
00:08:02.613 --> 00:08:03.214
which course I went to.
00:08:03.235 --> 00:08:03.675
They're like,
00:08:04.072 --> 00:08:05.533
clinic one's hard, clinic two is like,
00:08:05.574 --> 00:08:06.154
what are you doing?
00:08:06.175 --> 00:08:06.935
You shouldn't do this.
00:08:06.954 --> 00:08:07.415
Clinic three,
00:08:07.435 --> 00:08:08.536
you probably kind of got it figured out.
00:08:08.576 --> 00:08:10.197
Clinic four, it's kind of rolling.
00:08:10.237 --> 00:08:10.778
So after that,
00:08:10.798 --> 00:08:11.980
you've got the right thing set up.
00:08:12.040 --> 00:08:12.759
And where are you now?
00:08:13.721 --> 00:08:15.302
We're at our fourth right now.
00:08:15.341 --> 00:08:15.762
So you can,
00:08:15.963 --> 00:08:17.603
you can speak to that sort of
00:08:18.165 --> 00:08:20.105
analogy from experience,
00:08:20.146 --> 00:08:21.427
but I'm not even a math guy.
00:08:21.687 --> 00:08:22.649
Going from one to two is the
00:08:22.709 --> 00:08:23.790
mathematical largest,
00:08:24.410 --> 00:08:26.132
largest percentage increase you'll make,
00:08:26.172 --> 00:08:26.351
right?
00:08:26.372 --> 00:08:27.773
Unless you're going to start adding,
00:08:28.213 --> 00:08:29.954
you know, like four clinics at a time.
00:08:30.415 --> 00:08:31.216
But, but
00:08:32.283 --> 00:08:33.125
When you talk about not
00:08:33.144 --> 00:08:34.385
having that marketing background,
00:08:35.368 --> 00:08:37.429
what other things besides community,
00:08:37.570 --> 00:08:40.212
you mentioned a QR code into a CRM,
00:08:40.572 --> 00:08:42.095
being able to email those things,
00:08:42.254 --> 00:08:42.995
email those people.
00:08:43.096 --> 00:08:44.837
And you mentioned words like segment.
00:08:45.318 --> 00:08:47.441
Remember you, you fibbed, man,
00:08:47.461 --> 00:08:48.101
you told me you had no
00:08:48.121 --> 00:08:48.763
marketing background.
00:08:48.783 --> 00:08:49.604
You've been doing this for eight years.
00:08:49.624 --> 00:08:50.924
You got a little marketing experience now,
00:08:50.945 --> 00:08:51.725
right?
00:08:51.806 --> 00:08:51.946
Yeah,
00:08:52.086 --> 00:08:53.386
I guess some kind of marketing
00:08:53.427 --> 00:08:55.089
background now with MBA and
00:08:55.109 --> 00:08:55.989
post-COVID basically.
00:08:56.009 --> 00:08:56.970
Right, right, right.
00:08:57.630 --> 00:08:58.471
So what are some other
00:08:58.490 --> 00:09:00.111
things that you do now that
00:09:00.231 --> 00:09:01.153
eight years ago were
00:09:01.212 --> 00:09:02.813
completely foreign to you?
00:09:02.833 --> 00:09:04.095
It was a different language
00:09:04.355 --> 00:09:05.736
that today it's like, well, of course,
00:09:05.756 --> 00:09:06.878
we're going to take that.
00:09:07.618 --> 00:09:08.957
uh that that consent to
00:09:08.998 --> 00:09:10.379
treat from the qr code take
00:09:10.399 --> 00:09:11.578
their email address tag it
00:09:11.599 --> 00:09:12.599
as a running event and then
00:09:12.619 --> 00:09:13.359
we're going to retarget
00:09:13.379 --> 00:09:14.519
that like that's that's
00:09:14.580 --> 00:09:15.720
pretty sophisticated what
00:09:15.740 --> 00:09:16.820
you did there but that's
00:09:16.860 --> 00:09:18.500
basics so what other things
00:09:18.520 --> 00:09:19.640
do you do because that is
00:09:19.740 --> 00:09:21.081
one of the biggest uh
00:09:21.221 --> 00:09:23.001
hurdles that clinic owners
00:09:23.022 --> 00:09:23.662
who are going to go from
00:09:23.721 --> 00:09:24.981
zero to one clinic or one
00:09:25.001 --> 00:09:26.363
to two are going to face
00:09:26.403 --> 00:09:27.442
what what are some things
00:09:27.462 --> 00:09:28.322
that eight years ago you
00:09:28.342 --> 00:09:29.062
would never thought of that
00:09:29.082 --> 00:09:29.743
you think about on the
00:09:29.763 --> 00:09:31.604
regular now uh marketing
00:09:31.624 --> 00:09:32.604
specific or just kind of
00:09:32.644 --> 00:09:33.344
general yeah let's go
00:09:33.384 --> 00:09:34.284
marketing specific first
00:09:36.869 --> 00:09:38.750
It's a good question.
00:09:38.770 --> 00:09:40.831
Maybe we do some AdWords and
00:09:40.892 --> 00:09:41.732
Facebook ads and that kind
00:09:41.753 --> 00:09:43.293
of stuff occasionally that people do,
00:09:43.333 --> 00:09:44.294
but we don't do that often.
00:09:44.315 --> 00:09:45.076
Cause I'm like, you've got to,
00:09:45.255 --> 00:09:45.996
you could just throw money
00:09:46.017 --> 00:09:46.756
at that all day.
00:09:46.777 --> 00:09:48.097
I think we did that a little bit early on.
00:09:48.118 --> 00:09:49.058
It's a different skill, man.
00:09:49.078 --> 00:09:49.960
It's, it's easy.
00:09:50.019 --> 00:09:50.760
It's simple to do,
00:09:50.780 --> 00:09:52.422
but not necessarily easy to be good at.
00:09:52.442 --> 00:09:54.202
So that is, that is where I always say,
00:09:54.344 --> 00:09:56.284
refer out, man, refer out to somebody.
00:09:56.304 --> 00:09:57.326
If that's, you know, like,
00:09:57.586 --> 00:09:58.547
Back to the three ways you
00:09:58.567 --> 00:10:00.749
can get a new patient is paid, organic,
00:10:01.028 --> 00:10:03.051
or in person, shaking hands.
00:10:03.331 --> 00:10:04.912
That paid one, you can, as you mentioned,
00:10:04.932 --> 00:10:05.753
throw money at it.
00:10:06.092 --> 00:10:07.014
But when you do,
00:10:07.355 --> 00:10:08.596
were you the person or was
00:10:08.615 --> 00:10:09.515
your partner the person or
00:10:09.535 --> 00:10:11.357
someone in clinic managing that?
00:10:11.378 --> 00:10:14.200
It was typically me early on
00:10:14.220 --> 00:10:15.522
and still has been until recently.
00:10:15.542 --> 00:10:16.142
And then we kind of passed
00:10:16.162 --> 00:10:16.643
that on a little bit as
00:10:16.663 --> 00:10:17.243
we've kind of grown.
00:10:17.263 --> 00:10:18.283
It's a different skill set.
00:10:18.443 --> 00:10:19.465
Like the rules of that game
00:10:19.504 --> 00:10:21.166
change every twenty four hours.
00:10:21.225 --> 00:10:23.427
It feels like unless you're a ninja at it,
00:10:23.488 --> 00:10:25.049
it can feel like a money pit.
00:10:26.731 --> 00:10:26.812
Yeah.
00:10:26.831 --> 00:10:27.493
The other thing is it's kind
00:10:27.513 --> 00:10:29.433
of been more of the like segmenting, like,
00:10:29.754 --> 00:10:30.114
you know,
00:10:30.153 --> 00:10:31.575
maybe what insurance a patient even has,
00:10:31.595 --> 00:10:32.196
like something like that.
00:10:32.216 --> 00:10:33.035
I wouldn't have thought early on,
00:10:33.056 --> 00:10:33.756
like we can, like,
00:10:34.197 --> 00:10:36.538
we know we can market back to, you know,
00:10:36.918 --> 00:10:38.120
a blue cross plan about pay
00:10:38.159 --> 00:10:39.581
better reimbursement wise
00:10:39.600 --> 00:10:40.501
than a United healthcare
00:10:40.522 --> 00:10:42.202
plan that we don't want to mess with.
00:10:42.222 --> 00:10:44.224
So factoring in like not
00:10:44.264 --> 00:10:45.205
every patient's equal,
00:10:45.264 --> 00:10:46.586
if we're trying to generate, you know,
00:10:46.706 --> 00:10:47.385
a dollar,
00:10:47.405 --> 00:10:49.128
you don't want to focus on that
00:10:49.168 --> 00:10:50.609
completely, but sometimes that's,
00:10:50.869 --> 00:10:52.009
that's a priority that you're like,
00:10:52.049 --> 00:10:53.389
if we want to get five more patients,
00:10:54.030 --> 00:10:54.951
which segment of them do we
00:10:54.971 --> 00:10:55.471
want to get them from?
00:10:55.958 --> 00:10:57.379
It sucks that we got to think that way,
00:10:57.419 --> 00:10:58.780
but if you're trying to be
00:10:58.821 --> 00:11:00.221
financially viable, right?
00:11:00.241 --> 00:11:01.923
We have this Peace Corps
00:11:01.962 --> 00:11:04.725
gene in our DNA as physical therapists.
00:11:04.764 --> 00:11:06.186
We want to give away everything for free,
00:11:06.245 --> 00:11:07.407
but then there's a bill
00:11:07.427 --> 00:11:08.947
that comes every month from
00:11:08.967 --> 00:11:11.028
your power company and from
00:11:11.048 --> 00:11:13.130
your EMR and for rent and
00:11:13.171 --> 00:11:13.730
for all those things,
00:11:13.750 --> 00:11:14.571
and you got to pay people.
00:11:14.871 --> 00:11:16.993
So you have to think differently.
00:11:17.173 --> 00:11:17.994
What advice would you give
00:11:18.014 --> 00:11:19.995
to other PTs looking to go
00:11:20.054 --> 00:11:22.636
from zero to one and they're saying, yeah,
00:11:22.697 --> 00:11:23.417
I want to be that guy.
00:11:23.456 --> 00:11:24.378
I want to be that guy
00:11:24.418 --> 00:11:25.658
sitting there like Tyler.
00:11:26.499 --> 00:11:26.918
five,
00:11:27.139 --> 00:11:28.779
eight years from now with four clinics,
00:11:28.940 --> 00:11:30.701
is there any like broad
00:11:30.780 --> 00:11:32.782
scope advice you'd give?
00:11:32.802 --> 00:11:33.942
I think just learn from others,
00:11:33.961 --> 00:11:34.863
like try to network as much
00:11:34.903 --> 00:11:36.363
as you can talk to people.
00:11:36.943 --> 00:11:38.144
Um, I had colleagues, you know,
00:11:38.183 --> 00:11:39.904
I went to PT school with that, you know,
00:11:39.924 --> 00:11:40.764
I still pick their brain,
00:11:40.784 --> 00:11:41.645
try to go visit them,
00:11:41.765 --> 00:11:43.025
see what I can learn from them.
00:11:43.046 --> 00:11:44.767
Um, that's,
00:11:44.826 --> 00:11:46.288
that's been the most beneficial part.
00:11:46.607 --> 00:11:47.207
Um,
00:11:47.268 --> 00:11:49.288
I think partly it's easy to get jaded
00:11:49.509 --> 00:11:50.089
sometimes, you know,
00:11:50.109 --> 00:11:51.090
because PT is hard and
00:11:51.389 --> 00:11:52.070
burnout rates high.
00:11:52.090 --> 00:11:52.850
That's all you hear right
00:11:52.889 --> 00:11:53.951
now is like how hard it is.
00:11:53.990 --> 00:11:54.091
And,
00:11:54.551 --> 00:11:55.631
get out of PT but it's like
00:11:55.652 --> 00:11:57.152
it really can be great um
00:11:57.231 --> 00:11:58.052
if you found the right way
00:11:58.072 --> 00:11:58.832
if you can't find what
00:11:58.873 --> 00:11:59.874
works they may need to
00:11:59.913 --> 00:12:01.554
create it um and it's not
00:12:01.615 --> 00:12:02.754
easy so if people are out
00:12:02.774 --> 00:12:03.836
there also I think there's
00:12:03.855 --> 00:12:05.076
a lot of things on you know
00:12:05.136 --> 00:12:06.557
Instagram like just go
00:12:07.278 --> 00:12:08.857
create this cash based pay
00:12:08.958 --> 00:12:09.599
you know clinic it's gonna
00:12:09.619 --> 00:12:10.899
be easy run these ads you
00:12:10.919 --> 00:12:11.740
know thirty thousand
00:12:11.759 --> 00:12:12.799
packages and it's like well
00:12:12.841 --> 00:12:13.561
you might but it's gonna be
00:12:13.600 --> 00:12:14.400
hard like it's gonna be
00:12:14.441 --> 00:12:15.562
hard work like you're gonna
00:12:15.861 --> 00:12:17.403
really dive into it and make
00:12:17.423 --> 00:12:19.024
it work yeah I think
00:12:19.043 --> 00:12:20.004
there's a lot involved but
00:12:20.024 --> 00:12:21.405
I think if you're you know
00:12:21.446 --> 00:12:22.466
trying to learn work hard
00:12:22.486 --> 00:12:24.447
and just make wise
00:12:24.467 --> 00:12:25.188
decisions and learn from
00:12:25.208 --> 00:12:25.948
your mistakes and you're
00:12:25.969 --> 00:12:26.509
probably going to be pretty
00:12:26.529 --> 00:12:27.971
successful now your model
00:12:28.250 --> 00:12:28.990
if you were to break down
00:12:29.010 --> 00:12:30.052
your week right let's just
00:12:30.072 --> 00:12:31.013
say let's say you work
00:12:31.052 --> 00:12:31.913
forty hours but you're a
00:12:31.932 --> 00:12:33.453
business owner so there's
00:12:33.475 --> 00:12:34.394
no possible way you're only
00:12:34.434 --> 00:12:36.076
working forty hours in a
00:12:36.255 --> 00:12:37.778
week you're always on but
00:12:38.038 --> 00:12:39.158
are are you dividing your
00:12:39.198 --> 00:12:40.379
time between clinical time
00:12:40.659 --> 00:12:41.360
and business owner
00:12:41.399 --> 00:12:42.421
management marketing all
00:12:42.441 --> 00:12:43.822
the other thing time or are
00:12:43.861 --> 00:12:45.243
you purely on one side of the fence
00:12:46.113 --> 00:12:47.033
been working a lot over the
00:12:47.073 --> 00:12:47.674
last like year and a half
00:12:47.695 --> 00:12:49.275
two years I was you know
00:12:49.515 --> 00:12:50.677
full-time treating probably
00:12:51.298 --> 00:12:52.558
forty forty five hours a
00:12:52.578 --> 00:12:53.880
week for probably four
00:12:53.941 --> 00:12:55.121
years and then also you
00:12:55.142 --> 00:12:57.083
know doing business side
00:12:57.124 --> 00:12:58.325
marketing you know having
00:12:58.365 --> 00:13:00.046
meetings with you know my
00:13:00.066 --> 00:13:00.927
partner that kind of stuff
00:13:00.947 --> 00:13:01.788
and it's kind of gradually
00:13:01.847 --> 00:13:03.490
morphed to now I'm two days
00:13:03.529 --> 00:13:05.191
a full-time clinic um and
00:13:05.211 --> 00:13:06.192
then the rest is more you
00:13:06.211 --> 00:13:07.653
know admin working working
00:13:07.673 --> 00:13:08.474
the team trying to do some
00:13:08.494 --> 00:13:09.274
marketing stuff those types
00:13:09.294 --> 00:13:10.155
of things and that's been
00:13:10.196 --> 00:13:10.956
super successful to
00:13:12.278 --> 00:13:13.379
helpful to get out of like
00:13:13.399 --> 00:13:14.860
like working like end of
00:13:14.900 --> 00:13:15.782
business so much I know
00:13:15.942 --> 00:13:16.721
people always say work into
00:13:16.741 --> 00:13:17.543
this not all the business
00:13:17.562 --> 00:13:18.163
but it's like that was
00:13:18.182 --> 00:13:19.945
really hard to do um so
00:13:19.965 --> 00:13:20.504
that was probably one of
00:13:20.524 --> 00:13:21.466
the biggest successful
00:13:21.485 --> 00:13:22.606
things is find people that
00:13:22.626 --> 00:13:24.067
you trust hire a good
00:13:24.087 --> 00:13:25.989
culture um try to build off
00:13:26.028 --> 00:13:27.889
that hire great people um
00:13:27.950 --> 00:13:28.471
and we've been lucky to
00:13:28.490 --> 00:13:29.230
have a great team so I
00:13:29.250 --> 00:13:29.792
don't think we would
00:13:29.831 --> 00:13:30.451
definitely be here with
00:13:30.471 --> 00:13:31.832
other people that you know
00:13:31.873 --> 00:13:33.695
that are with us um so that's
00:13:34.394 --> 00:13:37.517
Learning to delegate has been critical.
00:13:37.537 --> 00:13:38.878
Just learn what your skill
00:13:38.898 --> 00:13:40.259
set doesn't necessarily favor.
00:13:40.399 --> 00:13:41.860
If you're not good at this,
00:13:41.899 --> 00:13:42.900
then find somebody else
00:13:42.921 --> 00:13:43.620
who's maybe better at it.
00:13:44.062 --> 00:13:44.922
Hire for your weaknesses.
00:13:45.241 --> 00:13:46.003
We'll bring up that word
00:13:46.043 --> 00:13:47.504
hire for hire for your weaknesses.
00:13:48.183 --> 00:13:49.524
Any tips on trying to find people?
00:13:50.306 --> 00:13:51.667
I'm sure you've made a mistake at a hire.
00:13:51.726 --> 00:13:52.366
We all have.
00:13:52.427 --> 00:13:53.768
You've hired someone and realized, oof,
00:13:54.248 --> 00:13:54.729
the interview,
00:13:55.188 --> 00:13:56.250
this was not on the brochure.
00:13:57.410 --> 00:13:58.530
How do you find that person
00:13:58.551 --> 00:14:00.111
that's going to fit with your clinic?
00:14:00.533 --> 00:14:02.094
Any insight into that and how you do it?
00:14:03.125 --> 00:14:04.346
Yeah, we've grown a lot in that lately.
00:14:04.427 --> 00:14:05.207
I think we're lucky because
00:14:05.227 --> 00:14:06.609
we've been a nice part of the country.
00:14:06.749 --> 00:14:08.610
So it's desirable.
00:14:08.650 --> 00:14:09.511
People want to move here.
00:14:09.532 --> 00:14:11.052
So we have a good list of
00:14:11.072 --> 00:14:12.534
candidates versus I know
00:14:12.554 --> 00:14:14.275
people in more rural parts
00:14:14.296 --> 00:14:15.157
of Arkansas haven't been
00:14:15.177 --> 00:14:17.099
able to get a hire in over a year.
00:14:18.620 --> 00:14:18.940
So for us,
00:14:18.980 --> 00:14:20.542
it's kind of setting our uniques,
00:14:20.562 --> 00:14:21.482
kind of what we talked about earlier,
00:14:21.523 --> 00:14:22.844
like what a work environment looks like,
00:14:23.024 --> 00:14:24.465
setting expectations early on.
00:14:25.285 --> 00:14:26.346
um kind of showing you like
00:14:26.386 --> 00:14:27.287
what a work day would look
00:14:27.346 --> 00:14:28.527
like what productivity
00:14:28.547 --> 00:14:29.408
standards are that way
00:14:29.427 --> 00:14:30.268
there's like all this
00:14:30.288 --> 00:14:31.149
stuff's kind of like on the
00:14:31.168 --> 00:14:32.089
front end hopefully there's
00:14:32.109 --> 00:14:32.948
not gonna be surprises on
00:14:32.969 --> 00:14:34.590
the back end um we've
00:14:34.629 --> 00:14:36.331
learned that more lately um
00:14:36.410 --> 00:14:37.211
and then lately it's been
00:14:37.230 --> 00:14:38.030
even having like a bench
00:14:38.071 --> 00:14:38.871
like you might have five
00:14:38.912 --> 00:14:39.631
great candidates that only
00:14:39.652 --> 00:14:41.533
need one position so like
00:14:41.552 --> 00:14:42.452
having some systems where
00:14:42.472 --> 00:14:43.813
it's like man I really I
00:14:43.874 --> 00:14:44.793
really wanted to hire her
00:14:45.094 --> 00:14:46.914
but like this other person
00:14:46.934 --> 00:14:48.676
was awesome so let's keep
00:14:48.696 --> 00:14:50.196
that contact um check in
00:14:50.235 --> 00:14:50.856
with them we're doing that
00:14:50.876 --> 00:14:51.537
we're doing that now
00:14:53.840 --> 00:14:54.539
I love the bench analogy.
00:14:55.600 --> 00:14:56.461
Yeah, the bench analogy,
00:14:56.520 --> 00:14:57.841
I was taught that when I was in radio,
00:14:57.860 --> 00:14:59.662
which is the person who's doing, you know,
00:14:59.942 --> 00:15:01.241
midnight to six a.m.
00:15:01.302 --> 00:15:02.422
on Saturday into Sunday
00:15:02.461 --> 00:15:04.623
morning now could be your
00:15:04.682 --> 00:15:06.923
morning girl three years from now.
00:15:07.144 --> 00:15:08.443
But, you know, how are you helping that?
00:15:08.543 --> 00:15:10.184
How are you helping that person grow?
00:15:10.205 --> 00:15:11.284
And I remember thinking, well,
00:15:11.304 --> 00:15:12.644
I'm giving her I'm giving her time.
00:15:12.664 --> 00:15:13.605
I'm giving her shifts.
00:15:13.706 --> 00:15:14.105
I'm paying her.
00:15:14.125 --> 00:15:15.046
They're like,
00:15:15.066 --> 00:15:16.907
that's not all that person wants, though.
00:15:16.927 --> 00:15:18.047
Paycheck's nice, right?
00:15:18.086 --> 00:15:18.767
Covers your costs.
00:15:19.206 --> 00:15:20.388
But those are table stakes.
00:15:20.408 --> 00:15:21.567
What are you doing with that person?
00:15:22.048 --> 00:15:22.227
You know,
00:15:22.248 --> 00:15:23.389
you bring that person into culture,
00:15:23.409 --> 00:15:24.370
you're helping them learn.
00:15:24.951 --> 00:15:25.851
I've worked at some places
00:15:25.892 --> 00:15:27.573
where that was clearly not a focus,
00:15:27.794 --> 00:15:28.455
where they were just like,
00:15:28.475 --> 00:15:29.496
we'll find people, right?
00:15:29.517 --> 00:15:30.977
We're big enough, we'll just find people.
00:15:31.119 --> 00:15:31.859
And then there were small
00:15:31.899 --> 00:15:32.700
places who were like,
00:15:33.360 --> 00:15:35.082
we gotta grow these people from scratch.
00:15:35.102 --> 00:15:35.903
We gotta plant them in the
00:15:35.923 --> 00:15:36.904
soil and make sure they stick,
00:15:36.945 --> 00:15:37.946
hopefully they stick around.
00:15:38.667 --> 00:15:40.249
Last question's a dual question,
00:15:40.428 --> 00:15:41.470
backwards and forwards.
00:15:42.030 --> 00:15:42.731
What has been the most
00:15:42.792 --> 00:15:44.452
rewarding part of this
00:15:44.533 --> 00:15:46.274
journey with Rise Physical Therapy?
00:15:46.394 --> 00:15:47.455
And then what's next?
00:15:48.075 --> 00:15:48.975
What's something you've done
00:15:48.995 --> 00:15:49.956
and been doing it for eight years?
00:15:49.995 --> 00:15:51.116
What's something you hope to
00:15:51.157 --> 00:15:52.258
hit in the next eight years?
00:15:52.278 --> 00:15:53.859
Okay, good question.
00:15:53.979 --> 00:15:55.559
Kind of two-part.
00:15:55.580 --> 00:15:56.301
The most rewarding,
00:15:56.801 --> 00:15:59.842
it's awesome to see our team grow.
00:16:00.403 --> 00:16:01.524
Our first PT we ever hired
00:16:01.604 --> 00:16:03.164
just got promoted to a
00:16:03.205 --> 00:16:04.946
sales marketing role, non-clinical role.
00:16:05.005 --> 00:16:05.567
Great PT,
00:16:05.586 --> 00:16:07.168
but it's awesome to see her grow
00:16:07.207 --> 00:16:08.589
and build into something different.
00:16:08.609 --> 00:16:10.269
So a few different people on our team.
00:16:10.370 --> 00:16:11.890
We had our first ever front desk.
00:16:11.971 --> 00:16:13.351
tires and LPG like seeing
00:16:13.371 --> 00:16:14.273
something like that happens
00:16:14.493 --> 00:16:15.474
been just cool you know
00:16:15.494 --> 00:16:16.475
you're feeling like you're
00:16:16.495 --> 00:16:18.155
growing something and part
00:16:18.196 --> 00:16:19.216
of your your team just
00:16:19.236 --> 00:16:20.638
continue to like improve
00:16:20.658 --> 00:16:21.278
and help you build
00:16:21.318 --> 00:16:23.039
something and then it's
00:16:23.080 --> 00:16:23.961
hard to be like a good
00:16:24.000 --> 00:16:25.101
Google review right when
00:16:25.121 --> 00:16:26.062
you go through a patient
00:16:26.082 --> 00:16:26.864
just left a review it's
00:16:26.884 --> 00:16:28.205
just like man that's why we
00:16:28.225 --> 00:16:29.245
did this that's why we get
00:16:29.265 --> 00:16:30.066
up every day that's why I
00:16:30.086 --> 00:16:31.807
worked hours a week was to
00:16:31.827 --> 00:16:32.828
create something where they
00:16:32.849 --> 00:16:33.828
had that kind of experience
00:16:34.049 --> 00:16:34.970
like those are those are
00:16:34.990 --> 00:16:35.671
always just awesome
00:16:36.014 --> 00:16:36.535
Dr. Justin Marchegiani Yeah,
00:16:36.556 --> 00:16:37.235
that's fantastic.
00:16:37.616 --> 00:16:37.937
All right.
00:16:38.317 --> 00:16:39.198
Last thing we do on the show
00:16:39.219 --> 00:16:40.039
is the parting shot.
00:16:40.059 --> 00:16:42.201
You've already given sort of some of it.
00:16:42.221 --> 00:16:42.942
But you know,
00:16:42.982 --> 00:16:43.744
how would you how would you
00:16:43.803 --> 00:16:44.966
summarize this last eight
00:16:44.985 --> 00:16:45.726
years with rise?
00:16:45.746 --> 00:16:46.528
Is there something you want
00:16:46.548 --> 00:16:48.889
to leave with your mic drop moment about,
00:16:49.390 --> 00:16:49.610
you know,
00:16:49.650 --> 00:16:50.952
going ahead and jumping in and
00:16:50.993 --> 00:16:51.754
starting your own clinic?
00:16:54.001 --> 00:16:54.863
I don't know.
00:16:54.923 --> 00:16:56.124
It's like just be ready to do it.
00:16:56.144 --> 00:16:57.345
You're never going to feel good about it.
00:16:57.384 --> 00:16:57.945
Like I said,
00:16:57.965 --> 00:16:59.245
I would never open a PT clinic.
00:16:59.505 --> 00:17:00.047
Like I was like,
00:17:00.106 --> 00:17:00.966
I'm never going to do this.
00:17:01.128 --> 00:17:03.428
But just like frustrations led to like,
00:17:03.448 --> 00:17:04.190
we can do this better.
00:17:04.250 --> 00:17:05.069
It can be done better.
00:17:05.550 --> 00:17:06.590
If you really feel that way
00:17:06.631 --> 00:17:07.751
and you're willing to put in the effort,
00:17:07.912 --> 00:17:08.932
I think you can make that happen.
00:17:09.960 --> 00:17:10.361
Well done.
00:17:10.941 --> 00:17:12.323
Tyler Green, Rise Physical Therapy.
00:17:12.343 --> 00:17:13.845
Appreciate you being the guinea pig here.
00:17:14.346 --> 00:17:15.027
We just wanted to give
00:17:15.047 --> 00:17:17.048
people insights into what
00:17:17.088 --> 00:17:18.631
do these clinics look like?
00:17:18.951 --> 00:17:19.752
How do they operate?
00:17:19.792 --> 00:17:20.574
How are they different?
00:17:21.134 --> 00:17:21.714
And then maybe they're
00:17:21.755 --> 00:17:22.876
accessible to more and more
00:17:22.977 --> 00:17:24.439
physical therapists to take
00:17:24.459 --> 00:17:25.359
charge of their career and
00:17:25.420 --> 00:17:26.121
open their own business.
00:17:26.161 --> 00:17:27.021
Tyler Green, appreciate it, man.
00:17:27.041 --> 00:17:27.462
Thanks for your time.
00:17:27.482 --> 00:17:28.002
Appreciate it.