The Aaron LeBauer Show

Here are ten lessons I've learned from being in business for over 25 years. Learn from the mistakes I've made! Stay the course. You only lose when you quit. Service first. Do right by your patients and the money will come. Partnerships are tough. Ride the wave. Set impossible goals. Embrace the mistakes and lessons.

Today, I speak with Dr. Owen Johnston, founder of Advanced Physical Therapy & Wellness, about scaling his cash practice. They specialize in group fitness and giving hope to the hopeless. Owen talks about being a Go Giver instead of a Go Getter and how that mindset has informed his entire outlook on business. He shares how they grew their practice to have multiple physical therapists and how the handle the ups and downs. *Owen references Dr. Kevin Downing of Turning Point Counseling We talk about: -being unemployable -burn the ships -lessons from hiring and scaling -coaching business -struggles hiring -staying in your lane -plans to expand Why I gave up treating patients What’s been your experience like in the Cash PT Platinum Mastermind? How has serving/coaching in the Cash PT Platinum Mastermind changed your life and practice? TIME STAMPS: 1:00 introduction 5:44 using the giving mindset to grow your business 9:45 first years in business 14:47 overcoming the big challenges 22:52 being unemployable 28:40 deciding not to coach 36:36 stepping away from treating patience 39:20 experience in the Platinum Mastermind 42:45 learning from teaching Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation 9 Profit Accelerators: https://www.aaronlebauerlive.com/9-profit-accelerators-webinar-registration Connect with Owen: Instagram: https://www.instagram.com/advancedptwellness/ Free tips, tricks, Q&As on Instagram https://www.instagram.com/cashpayptaccelerator/ Free trainings to help cash pay PTs: https://www.advancedptwellness.com/coaching YouTube: https://www.youtube.com/channel/UCmcaI8_Sn4T-P2d6DsxGNbg

Passive income isn’t work-free. This is working once and continuing to earn income on that effort. Here are the 8 secrets to making passive income as a physical therapist. 1) Give Results in Advance -Give value first to grow your audience. No one is going to buy from you if you don’t give results in advance. Build relationships. Build trust. Then your audience will buy from you. 2) Lead Flow -Your lead flow starts with blocked, no flow. Then it moves to a trickle. That is followed by a drip. After that, you get a flow. At the very top, you have a flood. The truth is, there are really only 2 kinds. You either have enough leads or you don’t. 3) Value Ladder -At the bottom rung, you have a free offer like a lead magnet. Then you move to a Low Barrier Offer (LBO), which is something low cost but high value. Then you move to a primary offer. This is a higher cost item like a plan of care. The top of your value ladder is a monthly recurring membership offer. 4) Proven Offer -It can be free and paid, but it has to be proven to work. You can have an idea for something, but you need to know it works before you build it out. You need to know people actually want it. 5) Work Smarter, not harder -Most who are struggling don’t have a favorable input to impact ratio. You have to get to a place where yo are leveraging a team and software to increase your impact without increasing our input. I can’t help more people if I’m stuck at a table working on people all day. That’s why I bought back my time with building the right team and software to expand my impact. 6) Evergreen Sales sequence -Have an automated sequence that moves people along the path to becoming a patient or a client. You want them moving up the value ladder. 7) Email Marketing System -You have to use email marketing. You just have to. That’s why we created the PT Email Engine for our CashPT Platinum Mastermind members and we’ve opened it up to everyone. It’s like buying a car and getting free gas for life. I’ve done all the setup for you. You just have to implement it with your email list. 8) Investing -You need to start investing at the beginning, but there are different levels of investments. You can start by investing your time to set up a marketing sequence. That’s investing in yourself. You need to invest in your business BEFORE you worry about debt like your student loans. Then you can start investing in the stock market, crypto, and real estate. Real estate can build long-term wealth. “If you’re not in the game, you’ll never win the game.”

Today, I speak with Dr. Sarah Martinez, a homeschooling mom of four, who also runs her cash-based practice out of her home. Sarah grew up loving sports and taught group fitness through high school and college. After physical therapy school, she worked for a big chain, and hated the hours and the patient load. She lasted six years before "retiring" and being a stay at home mom. She opened up her business a little over a year ago. She treats active adults in Houston, TX. The clients she mostly serves are women who enjoy pilates, yoga, and barre. TIME STAMPS: 1:00 introduction 2:42 Sarah’s business 11:40 treating out of her home 13:20 homeschooling her four kids 18:54 “retiring” her husband 24:53 being a flight attendant 30:00 direct access laws 35:00 when to hire Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation Connect with Sarah: Instagram: https://www.instagram.com/covenantpt/ Website: https://www.covenantphysicaltherapy.com/

Today, I speak with Dr. Joey Seyforth, a Cash-Based physical therapist in North Denver who primarily works with CrossFit and baseball athletes. Joey shares how he went from feeling completely stuck to confident and growing in a matter of months. He tells us what allowed him to grow so quickly and gives advices he thinks other physical therapists need to hear. The comeback is always greater than the setback! TIME STAMPS: 1:00 introduction 7:15 deciding to move to Denver 8:40 the promise versus reality 11:38 deciding to start his own practice 15:54 the plan for growth 19:40 big jumps in growth 25:25 the sales process 31:40 explaining cash pay to others 40:40 getting referrals 50:32 being quick to act Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation Connect with Joey: Instagram: https://www.instagram.com/comeback_performancept/ Instagram: https://www.instagram.com/shoulder.comeback/ Website: https://comebackperformancept.com/

Today, I speak with Dr. Maria Wisman, a physical therapist based out of Westerville, Ohio. She is the founder of The Cheer Doctor where they help cheerleaders and cheer teams go from good to great through physical therapy and strength training resources. She also has a membership group online for cheerleaders and cheer teams who need strength and conditioning and other resources. TIME STAMPS: 1:00 introduction 2:31 different aspects of cheer 8:10 deciding where to go to school 10:23 finding strength & conditioning 12:17 from cheer to PT school 14:35 deciding to start a business 21:30 joining the CashPT Platinum Mastermind 25:00 being busy 27:30 offering different programs 33:05 the biggest challenges 35:19 growing Instagram & email list 41:20 goals for the future 42:20 advice for new grads Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation Connect with Maria: Instagram: https://www.instagram.com/drmariawisman/ Instagram: https://www.instagram.com/the_cheerdoctor/ Website: https://thecheerdoctor.com/

Today, I speak with Dr. Odell Miller, owner of Off the Bench Physical Therapy & Sports Performance, located in Kalamazoo, Michigan. Odell shares his journey from the NFL to physical therapy school, and what motivates him to strive to do everything to the highest level. Being an elite athlete, Odell takes the lessons he learned from sports to his practice as a physical therapist and coach. He now strives to pass on what he’s learned to others and help broaden opportunities for those coming up behind him. TIME STAMPS: 1:00 introduction 3:35 lessons from the NFL 7:34 experiences in PT school 10:39 starting a business while still in school 16:01 advice to students 18:39 Deciding to open an in-person practice 21:21 van life 25:08 building social media 31:29 time between graduation 35:50 biggest game changers 38:48 vision for the future Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation Connect with Odell: Instagram: https://www.instagram.com/odellmiller25/ Website: https://offthebenchpt.com/

Today, I’m going to share 7 steps to hiring your perfect employee. This is one of the most common topics we talk about in the CashPT Platinum Mastermind because hiring is vital to your business. As I always say, “Hire slow, fire fast.” This conversation focuses mainly around hiring physical therapists for your practice, but the same principles can apply to hiring any position. TIME STAMPS: 1:00 introduction 3:34 where to hire 6:20 sell the lifestyle 11:44 where to post 15:43 compensation models 23:35 leading your team Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

Today, I’m going to share some of the changes and milestones in my business over the past few months. I know some people won’t be happy to hear this, because they think it isn’t possible for them. But really, it’s possible for anyone. So many of our mastermind members are hitting milestone months!

Today, I sit down with a returning guest of the podcast, Dr. Jess Jenney from WanderlustPTs. She’s also a long-time member of the CashPT Platinum Mastermind and my friend! Jess shares a little bit about her story and her path to building a multi 6-figure business. In addition to living her life by design, Jess helps other PTs design their ideal work-life balance through freeing up their time and location. TIME STAMPS: 1:00 introduction 11:33 WanderlustPTs Lifestyle 14:05 van life 17:27 advice for travelers 20:32 red flags 24:45 software in business growth Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation Connect with Jess: Instagram: https://www.instagram.com/wanderlustpts/ Website: https://wanderlustpts.com/

If you don’t know where you want to go, you’ll never get there. About a year ago at one of our Platinum Mastermind retreats, we spent about two hours talking about goal setting and creating a vision for your life. We even created vision boards to help us keep track of our targets. Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

When someone cancels an appointment in your clinic, assume they just had a scheduling conflict. Don’t go into it thinking they are having buyer’s remorse. When someone no shows, don’t take it personally. Things like this happen to the best of us. Try to put yourself in the other person’s shoes. Try to look at it from their perspective. Before you respond, sit for a minute and think about the possible reasons something happened. Assume the other person has the best intentions. Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

Lead by example - Lead from the front Read books on leadership Be around leaders Do what you say Making decisions quickly Show up Team must buy into your mission They need to have their own mission and it must align with yours Give them opportunity & delegate responsibilities Don’t ask for permission ask for forgiveness. Give them Rope Don’t be a micromanager Listen and believe Set a weekly and monthly pace You can only grow your business as far as your own personal development Be unwavering in your resolve & speak your truth The Go All In Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

The short answer is having “leverage” means I’m able to use my time to magnify my income and results as well as others income and results. If I have software and team members that save me time and generate more income and results than I can in my own, I have leverage. Stop trading Time for Money with the leverage you build. Most people are stuck here, especially physical therapists. That’s the trap schools, insurance and even society want you to fall into. Two ways to get our of the time for money trap You leverage your current income to build your future investment income Leverage is power - power for good in your life and the lives of others. Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

Here are the thirteen most common excuses I hear for not starting a business. But let’s talk about the real reasons why people don’t want to start a business. I need to save money I need to graduate I need 5 years of experience I need to have a baby I am getting married I need to get certified I need to wait quit my job My town is too small I don’t know anyone Patients won't pay cash It's not the right time, I need to pay off my student loans Honestly I'm afraid I might fail. Im not worth it I don’t trust myself I’d love to invite you to hop on a Free New Patient Strategy Call. We can brainstorm some ideas, build a game plan together, see if we are a good fit to work together. Just go to www.CallwithAaron.com to book in your call. Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

Here's what happened. Thirty days ago at our weekly meeting, Kaitlin gave me her 30 days notice. I wasn’t planning to deal with this. I went for a walk and called two friends who are business owners to get their advice. They asked me what was the desired perfect state of my business. I had to decided what I wanted my business to look like. TIME STAMPS: 1:00 introduction 7:08 what to do next 10:30 thinking about closing the clinic 12:55 deciding to keep the clinic 19:42 You’re an entrepreneur, you fix problems. 26:16 the logistics of the shift 30:45 what do I have to do? 34:36 moving patients to Chris’ schedule Connect with Aaron: Facebook: https://www.facebook.com/AaronLeBauer Instagram: https://www.instagram.com/aaronlebauer/ CashPT Nation FB Group: https://www.facebook.com/groups/CashPTNation

As we come into the New Year, I want to share a reflection exercise I learned from my coach, Taki Moore. For me 2023, was a whirlwind, with a lot of change and adjustments, both in my business and personal life. There are four questions, and I’ll share my answers with you. But what I would love is to hear what yours are. Here are the Four Reflection Questions: -Pride and Gratitude- Write down the top three things from the last 12 months you are grateful for. -Growth - What are the biggest challenges you’ve grown through and what are the lessons you learned? -What unfinished business do you have? -What are you top three aspirations for the new year?

6) Sales Script - don’t sell “physical therapy” Here's the sales script to close people without you feeling salesy 7) Work backwards from goal - how many people per week -Do this with all our new members who are just getting started -$5,000/month is 3 patients at $2K POC, 4 patients at $1,500 -TBD to Eval rate should be 60-80% -5 TBD’s should get you 2-3 new patients -What do you need to do to get 5 TBD’s per week? Even just 3 TBD’s? How many people do you need to talk to or workshops do you need to do to get 5 TBD’s 8) Automate your intake, onboarding and customer retention -IntakeQ -Predict the future - that they will be sore, that they will think they are done before they are -Pre-frame what’s next -Ask for Referrals & reviews 9) Modern Day Marketing -Direct Response Marketing -Email Marketing -Fortune is in the follow up -Website -Application funnel 10) Get your advice from the right people - 11) Bonus - Work in sprints and get a personalized 90 day game plan -Need to have a focus -Like a race horse, put on the blinders -Shiny Object Syndrome and the Good Idea Fairy I’m not just here to solve your problems, I’m here to give you bigger, better money making problems. How to go from mobile to brick-n-mortar or into a bigger space and negotiate your lease Like when and who to hire - to buy your time back How to invest your money and build wealth How to automate your clinic so you can start an online business or open another location My goal with this training is to get you tot $5K/month so we can have a real conversation about joining mastermind

I’m going to give you everything I can in the time that we’ve got. My goal is to help you get to $5k/month in the fastest time possible so you can join our Platinum Mastermind, quick your job and go all in on scaling your business. Follow this exact video - if you want to know more, let’s get on a strategy call. 1) The CashPT Runway - 5 things you must have to start seeing patients and generating cash - 2) Mindset: It is Everything! -Abundance -Give to Get -Growth -Money -Sales -Must be coachable 3) Sell Programs NOT Packages - -Don’t sell “physical therapy” -You must sell the outcome they want -7 Why’s -Discount the commitment not the frequency 4) Set the Correct Prices & Sales Script -Must be priced correctly $175+/visit -Don’t charge $25/muscle just for Dry Needling - price shopping -If you are priced wrong you’re potentially leaving millions of dollars on the table -Had 1 client in brooklyn charging only $120/hr after $175 eval, she was under priced and missing out on $50K in revenue in the remaining 3 months of the year SALES SCRIPT Mrs. Jones, based on what you shared and the conversation we’ve had, my recommendation is for you to get started in our …. (Back the Box/Mat/Gym, Return to Running, Back Pain, etc) Program You’ll be able to do this [ALL VISION & GOALS they shared] And avoid this… [All Pain (not just physical) & Struggles they told you] It’s only $1,998 for the program and if you decide to move forward, what that looks like is, We’ll immediately take you through our comprehensive evaluation (assuming this is during the Discovery/Free visit), create a personalized treatment program for you, send you an email with instructions for your customized home self-treatment program, we will get you scheduled for your visits and get you into the process of getting back to…. [the thing they’ve been missing out on]... so that you can….[The transformation they want]. How does that sound? Mrs; Jones: “great!” Ok, how would you like to take care of this today? Visa or American Express? If they ask about other payment options. Would you like to get started with our monthly plan at $166/wk for 3 months or pay just $1,998 for the full program today and take the $94 savings? 5) Workshops - be in the community Dream 100 -Never workout alone -Ask about them - script for approaching a coach -Pitch a workshop or Injury Assessment -How to pitch a TBD

Do dope shit. Athletes have what it takes to be successful. The power of community and Masterminding - High performing team starts before building the team. My coach isn’t the smartest person in the room. It’s the people around you who are going to lift you up. Ultimately, It’s up to you to do the work “If it’s hard, it’s because you chose to make it hard” “Constraints create freedom” What are the ingredients for your ideal year, month, and week? “What’s the indulgence that you can’t live without that costs less than $20?” Leadership - 80% with the team, 20% on customers and delivery “If you are spending your time working all day and your income hasn’t gone up, you’re working on the wrong things” -> Hire people who are smarter than you at the thing that they do. Ask them, “so what do you think we should do?” Wealth is a by product of a life well lived Playing not to lose (most people) and playing to win (entrepreneurs) are still both scarcity models. When the win is in the work, you enjoy the process along the way. When do you know if you’ve won?