Your 2021 Game Plan to 10x Your Physical Therapy Business


How the physical therapy business can thrive and grow during this pandemic is certainly a challenge, but it paves the way for new ideas that can be turned into actions. Aaron LeBauer in today’s episode as he shares how you can create your 2021 game plan to advance your physical therapy business despite the restrictions on face-to-face interactions. Aaron talks about the three essential things that most successful business owners have in common and how you can incorporate those things to your course of action. This episode is chock full of brilliant insights and encouragement. Listen in and be prepared to skyrocket your business this year!

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Your 2021 Game Plan to 10x Your Physical Therapy Business

This is a special episode. I want to share with you some insights and help you create a game plan for 2021. This is something that I did for an exclusive group of physical therapy business owners in my Platinum Mastermind Group. It was helpful to them. I decided that I wanted to make this available to everyone through the show. In this episode, you’re going to learn how to 10x your business and buy back your time in 2021.

If you want 2021 to be different than 2020, you need to do some different things. You have to think, act and play this game of business different. You’ve got to do it different because as Albert Einstein said, “The definition of insanity is doing the same thing over and over again and expecting a different result.” In this episode, what I’m going to do is give you everything I’ve got in the time that we have so that you can build a game plan for 2021, grow your business to help thousands of people and make a massive impact in the world. People are still out there getting surgery and injections because they think it’s going to work.

There was someone in one of these local groups, I don’t know if it was a mom’s group or an athlete’s group, someone was like, “I hurt my knee.” There were 100 comments. Three of them said physical therapy, everyone else’s like, “Go see my surgeon. Go see my ortho.” It’s like, “How do we get people to understand that physical therapy is a better first option?” I asked her this and she was like, “We have to change our culture around pain and injury.” In order to change our culture around pain and injury, the only way I know I can do that besides one person at a time in my clinic is to help you reach one person. If all 55,000 physical therapists I aim to help can reach one person a week then I think we’re going to get there. We can get that goal. If you can get on board with that, I want to know and this is the episode for you.

What I’m going to cover in this episode are the three keys to massive success. I’ll ring over the four stages of business and especially a physical therapy business. We’re going to go through eight core strategies to 10x your business, including how to get new patients in the door. We’re going to build out a 90-day game plan and then I’m going to share with you the next steps. My promise for this show is to give you everything I can in the time that we have. If you’d like to work together or get some more information or get more help from me, in the end, I’ll show you exactly where to go to get it.

3 Things You Can Promise:

In every episode, there’s some information about how to find us. You can find us in the CashPT Nation. You can find me over on @AaronLeBauer on Instagram. All you’ve got to do is DM me and let me know. My goal is to see how we can help you in the best way possible, conquer your dreams and change the world that we live in. I’ve got a promise I want you to make me. This is your promise as a reader. I want you to promise me to be quick to take action. If you can do that, say yes. Do you promise to be quick to take action? Do you promise to be quick to ask for help when you need it? Say, “Yes, I promise to be quick to ask for help.” I asked for help. I have a business coach and I belong to a mastermind group.

I guarantee you, I pay more for my coaching than most people earn in a whole year in cash practice. Do you promise to be quick to ask for help when you need it? Even if you don’t want to pay for it, you can still get help in places like the CashPT Nation. The third thing I want you to promise and I don’t care if you promise it to me, I want you to promise this to yourself, “I’ll be quick to share my wins and lessons.” What good is this whole world if we can’t celebrate our success and talk about the things that we learn with someone else who’s on this journey with us?”

If you can promise me those three things, I’d love for you to shoot me a message or a DM on Instagram, and say, “Aaron, YES.” These are the three keys to success. The three things that tie the most successful business owners that I know together are these and these include people like Julie Leigh, Ben Bagge, Amanda Zarriello, Nicholas Player, Derek Nielsen, no less than a dozen of my Platinum Mastermind members in 2020 reported to me. At some point in 2020, they were having their best year and month ever. These are the same things that I know about people like my coach, Bedros Keuilian, my good friend Tony Stephan, and Ryan Obernesser. They are the successful people that I know through my mastermind groups and coaching programs.

TCLHP 168 | 2021 Game Plan

2021 Game Plan: Ideas are great, but an idea that has not been executed or attempted is nothing more than an idea.


What ties everyone together? Number one, they are quick to implement and execute. Ideas are great, but an idea that has not been executed or attempted is nothing more than an idea. If you can be quick to implement your ideas and execute the tasks at hand without wavering, you will be successful. It’s called Speed Wins. I almost got in trouble with that myself. I’m trying to fill out an application for one of these PPP loans and the banker’s like, “Go ahead and turn it in.” The accountant is like, “We’ve got to make sure all the numbers are right.” I’m like, “I’m trying to get a ton as soon as possible.” What you want to do is ask for forgiveness and not for permission. Take action and execute.

Number two, be quick to ask for help when you need it. You’re smart. You can do 1 or 2 things great like I know bicycle racing better than you. I might not know treating patients better than you do. There are people out there that, “How do you do treatments all day long?” I don’t do that. In business, I ask for help. I go to ConEd courses for treating techniques. I have business coaches. I’ve taken courses for business. I used to coach for racing bicycles. Ask for help when you need it because you only get to the destination faster. If there’s someone that has the information and you can buy or download it from them, you’re only going to get there faster and can improve upon the process even sooner. You’ll find success comes to you more easily. Success is what you define it but your goals will arrive faster if you ask for help, implement and execute.

Number three, share your wins and learning. One of the only reasons you’re reading this show is because I started sharing with other people what I was doing and how I was making it happen and what I learned along the way. One of the other more common definitions of learning that people use is failure. Failure is only fatal if you stop taking action. Once you can no longer fail, all you’re doing is learning what works and what doesn’t.

Share what works and share what doesn’t. Please share it with me. If you could share it with me, if there’s anything that’s helped you be insightful for you about this show whether it’s this episode or any of the other 150 or 160 episodes that we’ve put out, I would appreciate it if you’d share it with me. Shout me out on an Instagram Story and tag me or in the CashPT Nation. Share your wins and what you’re learning with other people because you can see it and you can do it but when you teach it, it’s something that’s yours forever.

4 Stages of Business:

Let me talk about the four stages of business. I’ve got a nice local graphic that I made. If you’re reading, I hope you’ll be able to visualize this. I’ll explain it to you but maybe you want to pop over to YouTube and check out the video. There are four-stages of business. Imagine there are four quadrants like a plus sign. In each quadrant, there are four stages of business. The first stage of business is E. That’s the upper left quadrant. It’s not a stage of business, it’s the employee. You have a job. Employees clock in and clock out. When you leave work, you have no responsibilities because you’re off the clock. This is how I was when I was a sous-chef at a restaurant. I was a bar back, I was a temp. I clocked in and I clocked out. I was an employee.

I’ve never been an employee as a physical therapist. That doesn’t mean that you shouldn’t be. Some of the most successful people I’ve worked with were in the employee phase at one point as a physical therapist. They realized, “This sucks, I don’t want to do this. I can’t do this anymore. Boss doesn’t listen to my ideas. I feel underappreciated, underpaid. I’m working hard and I can’t treat patients the way I want to because I’m being forced to bill or treat patients a certain way or certain time period.” That’s the E, Employee.

As an employee, as a physical therapist, you make somewhere between $56,000 and $150,000. You’re going to get into the six-figure mark over $100,000 when you’re working home health skilled nursing as an employee, maybe some kind of managerial position, but your salary as an employee is tied to reimbursement and how much you can collect, not just charge your patients. It’s not how much you do, it’s what the business that you work for can collect. If you can’t help that business generate more revenue, it’s hard for your boss to give you a raise.

[bctt tweet=”‘Insanity is doing the same thing over and over again and expecting a different result.’ – Albert Einstein” username=”AaronLeBauer”]

In the bottom left corner is SE or Self-Employed. The majority of the people that I know in the CashPT Nation and small cash practice owners are self-employed. Self-employed isn’t a bad thing and this is different than the business documents you might sign because you could be self-employed and also still form of a corporation or an LLC. You’re self-employed if you’re the chief bottle washer and physical therapist. There’s no one that works for you. What this means is you’ve built yourself a job, which is fine.

I did this for years. The limits of self-employed are, when you go on vacation, you take a pay cut because no one else can treat your patients but you. When you’re self-employed, if you get sick, the business closes. What if you get COVID for two weeks? I would hope not. What if when you’re pregnant, you want to take maternity leave? If you’re self-employed, your patients don’t get to see you for 1 or 2 months. One of my Platinum Mastermind members, Amanda Zarriello and I solved this problem. We started working together in September or October 2019. One of our goals was to grow our business. Six months later when she told me she was pregnant, then we had to shift to figuring out how we’re going to make it so she can go on a two-month maternity leave and still keep her business going, which went from $5,000 to $15,000 in her first 30 to 45 days.

What we did is we started systemizing and planning to hire someone else. She hired another physical therapist that month. July of 2020 was one of her best months ever. Other physical therapists look $10,000 worth of physical therapy plans of care. She was able to go on her two-month maternity leave and still maintain a business that was growing. She was no longer self-employed. She moved into the next category, which is the business owner. Upper right-hand corner, business owner, this is someone who runs a business but also employs other people. Physical therapy, if you think about it, it’s a highly skilled job. It’s a highly educated technical job. The act of doing physical therapy with someone treating someone is the money-generating task, you’re the business owner and you’re doing it but you’re trading time for money.

When you move from self-employed to a business owner, you start getting out of the trading time for money trap because other people that you employ are doing some of these money-making tasks for you. Maybe you hire an admin first and that saves you an extra hour a day, pays their salary and you can get home to your kids earlier. That’s what happened to me, or you hire a physical therapist first, which is what Ben Bagge did. He was able to start hiring physical therapists and they were able to start treating more patients and went from $22,000 to $32,000 a month in about 30 days of working together and then built up to $65,000 a month without him treating patients at that point. He was able to take a month off and open a second location in Southern California because he was getting into a business owner.

As he started to pull himself out of the business owner and working in the business, he started moving into the last category, which is entrepreneur. A little bit more about self-employed. If you’re self-employed as a physical therapist, you should be able to generate somewhere between $150,000 to $250,000 a year based on how many people you want to see and what you charge. When you get into a business owner, it starts to become unlimited what you can. It’s based on how many patients you can see and what you charge.

When you start seeing less patients, you start spending more time on growing your business in your systems and doing more marketing and other people are treating patients, this is one of the hardest things for people to let go of is, “People are coming to see me.” The number one mistake that people in the business owner category make is thinking that they need to see all the patients and when they hire another physical therapist, they need to have the other physical therapists in charge of building their caseload. It’s not your job to build their caseload.

It’s your job to offload your patients to these other people because when you offload your patients to the other therapists because you wouldn’t hire them if you didn’t trust them, what you’re doing now is leveraging your time. This other person can treat that patient for less money than you would pay yourself. If you’re charging $200 an hour, you’re self-employed and patients pay $200 an hour, great. You cost $200 an hour but when you hire Jennifer or John, the other physical therapist, and you pay them $70,000 to $80,000 a year salary or $100 an hour for example. The patient pays you $200 and you pay that other person $100. You’re $100 in the positive minus expenses, plus you get to use that time to generate more business.

TCLHP 168 | 2021 Game Plan

2021 Game Plan: As an entrepreneur, you’re out there not only taking risks, but helping more people grow.


You can fill people’s schedules even faster because your time is focused on your business growth and systems, plus time with your family. Business owners or people that hire other people and are outside of the time for money trap. They’re no longer trading time for money. You may still be trading some time for money but not all of it. Your earning potentials can be high, millions of dollars a year, even billions a year. How do you get into that next category? What’s that fourth category that I’m in, that people like Ben are in, people like my coach Bedros are in? The fourth category is entrepreneur. What is an entrepreneur? How’s that different than a business owner?

When you’re self-employed, you build yourself a job because you are getting out of a bad situation, a bad shitty job. As a business owner, you start to create systems, hire other people and leverage your time. What does an entrepreneur do? An entrepreneur gets to spend their time in their zone of genius being creative, thinking about multiple ways to generate money. Entrepreneurs generate money with multiple streams of revenue. Not just one business or one service but multiple services, multiple streams of revenue that do not require any of your time for money unless we’re talking an hour of whatever one-on-one time for thousands of dollars. We’re talking about your time is spent figuring out, “How do I leverage my time, expertise and other people’s time? How do I leverage my time so I spend less time working, have other people doing more things for me and taking more responsibility?”

The biggest thing that gives people anxiety about growing their business is the thought, “In order to grow my business to make more money, I have to work longer.” That is not true. You don’t need to work longer or harder. You have to work smarter. In order to work smarter, sometimes you have to let go of your ego. Drop your ego. You’re not the only one that can do this work. There are thousands of other physical therapists out there treating patients who are successful and people love. You’re not the only one. If you can hire someone and they can do 80% as good as you, then that’s all you need to do. “Can this person do 80% as good of a job as me?” “Yes,” then get over yourself. It doesn’t have to be perfect.

Hire that other person because you have to hire the other person to buy back your time. You do that and now you’re a business owner. To the entrepreneur side, you’ve got one set of systems running. You go set up another set of systems in another business. It’s maybe two different businesses or two major income streams. You’re spending your time every day thinking about creative ways to help more people. You are leveraging other people’s time, ideas and expertise to grow your business and serve your business. As an entrepreneur, what you’re doing is you’re out there not only taking risks but you’re helping more people grow. You’re helping more people and impacting many more lives than you can just on your own.

As an entrepreneur, that’s where not only can the money grow but the time grows. You have more time because time is fleeting. Time is going away. Money comes and goes. You can get a job as a staff, physical therapist and make a couple of thousand dollars next month or in a week in the right home health job. You can always find more money. If you have a job or you get a paycheck, your bank account is going to fill up again next week. If you lose your job then you just find another job.

If you can’t find another job, you start a business or you go on Social Security or unemployment and you’re still going to get money. Your time is the thing that’s always going away. If you have kids, you’re 28, a cyclist and you know the peak in racing bikes is somewhere around 30 years old and you haven’t yet got that pro contract, you’ve got a few more years left. If you’re 28 without a pro contract like I was, you’re probably not going to get one. It’s simple as it is. I didn’t get a pro contract. I was close. I was the best person on my amateur team but everyone else was younger than me. They brought in three older pros. Those were the rules. That’s what people do.

I was in Belgium and I was 26. The guy’s like, “Why are you here? You’re too old.” I was like, “I’m here pursuing my passion and my dream.” I went all in. I moved all my stuff to Belgium. I ate pasta, carrots, celery and tuna fish every meal for two months and I raced bikes. The only time I would get myself a hamburger from the stand was if I could finish at least half of the race. I would get at a greasy hamburger and some fruits. Occasionally, I had enough money to get a beer.

[bctt tweet=”Success is what you define it, but your goals will arrive faster if you ask for help, implement and execute.” username=”AaronLeBauer”]

I want you to know, which stage are you? Are you employed? Self-employed? Are you in the business owner stage? Are you in the entrepreneurial stage? Are you on the cusp of the next one? What’s it going to take for you to move into the next phase? People get into my course, The CashPT Blueprint, when they want to go from employee to self-employed. Sometimes people are already self-employed and they’ll get into that program. My Platinum Mastermind is designed to help people go from self-employed to employed to entrepreneur. Even when you go to the entrepreneurs when I do more private coaching and a twelve-month mentorship, that’s how I’ve done it because I went through those stages and I utilized a couple of different programs and coaches to get through there.

It’s my job to bring a couple of other people along with me. If you know where you are, then it’s easy to see the path to where you want to be. You have to have your goals. We’ve done goal setting before. If you know where you want to go, we’ve got to know where you are and hopefully, you know exactly where you are, now we can build your roadmap to getting there. What I want to do before we finish is go through the eight core strategies to 10x your business in 2021.

Number one, you’re going to schedule your social media calendar. Instead of willy-nilly posting randomly on Instagram or Facebook, sit down and pick three different types of posts for the week. Start with three days a week. Mondays are for motivation. Winning Wednesdays feature a successful client or patient. Fridays are what are you thankful for, or here’s something else like a transformation. You can later on add a Tuesday or Thursday, and then you can add multiple posts. If you schedule it out, “These types of posts, I’m going to schedule it out. I’m going to pick a topic and sit down and use something like Hootsuite. I’m going to schedule out the whole month in advance.” You can do that in 1 or 2 hours max.

Schedule out the whole month. The whole month is done and you can focus on other things. Schedule out your social media calendar. People ask me all the time, “How do you do all that? You’re killing it on Instagram.” I’m like, “Number one, we’ve got a schedule and we know what we’re posting every day, we do it ahead and I don’t do it. I leverage my time.” This is what Brenda does so well for us. She does our social media posting and she doesn’t do it every day. She sits down and once every 1 or 2 weeks, she’ll schedule out all our posts.

Number two, adopt a daily routine. Most successful entrepreneurs I know have a daily routine. It’s because you pick a daily routine that works now doesn’t mean you have to stick to it forever. Case in point, I had a great routine this summer, it was COVID, kids weren’t going to summer camp. I’d wake up at 6:00, go work out, come to have breakfast, everyone was chilling out. I get into work at 8:30. It’s fine. We didn’t have to rush off to school. It was good. School started back for us in October 2020. It started getting cold and that didn’t work out, the kettlebells were too cold to hold onto. I had to switch it up. It took me about a month to figure it out, but now it’s wake up at 5:30, come into work for a couple of hours, go home, help the kids get to school, come back to work, then go home and work out before lunch at 11:30 or 12:00. I did that and it’s great.

In the past, when I work out in the evening where I had my schedule in 2020, there was a CrossFit gym I would go to 2 or 3 days a week, and it was convenient. I would go after work on Mondays and Fridays I’d work out with my buddy, John, early in the morning on Thursdays and do my other things on the weekend. That was a great one. It worked at that time. You’ve got to shift it and stick to a schedule. If you have a daily routine, even things like knowing what clothes you’re going to wear, it reduces your decision fatigue. You don’t have to make decisions based on small things. It’s the same reason Barack Obama has the same blue suit he wears all the time. It’s why Mark Zuckerberg from Facebook is always wearing blue jeans and a white t-shirt. They don’t have to decide what clothes to wear. They have 1,000 copies of the same stuff. It’s decision fatigue. Once you get into the entrepreneur category, you’re going to find that you don’t want to make decisions. You want someone else to pick where you go for dinner and you’ll be totally fine with it.

If you adopt a daily routine, you start to reduce your decision fatigue and improve your productivity. The next one is a marketing idea. In person, it doesn’t work now or in some places, it does but everyone’s online. How can you run an online workshop and not keep people on there for an hour? How can you do it in 20 or 15 minutes? What’s a little mini online workshop that you can create? People are online. I talked to many people in 2021 and they’re like, “I don’t do social media.” I’m like, “Get on the social media, you have to do social media.” One of my Platinum Mastermind members, Jenny, is crushing it with her online business helping other physical therapists, travelers and even people launch telehealth businesses.

TCLHP 168 | 2021 Game Plan

2021 Game Plan: As you get more time, you get more money, get more meaning, and have more impact.


I was like, “You’ve got to get online and do this.” She’s doing it, getting online and running her workshops, even redoing a webinar that she’s done before. She’s crushing it because she’s online doing something that’s valuable for people out of her comfort zone and growing tremendously. There are other people who I know like you don’t like social media. You can’t let social media use you. You’ve got to use it. Take your marketing and put it in front of people. The most powerful thing you can do is talk to someone face-to-face. When you can’t get in front of someone face-to-face or even if it’s the winter and it’s cold, get comfortable giving them value and sharing what you know and creating offers on the internet. You’re reading this episode, so you’re on the internet somewhere. Get comfortable using it for your business too.

Reactivate old patients. Everyone comes to me and says, “Aaron, the number one problem I have is I need new patients. I want to know where do I get new patients. All I want is new patients.” All these Facebook ads marketer guys want to do is bring in new patients. Every day I get emails, “Can you handle new patients?” I’m like, “I don’t want your new patients. What I want to do is reactivate my old patients because someone who’s bought from you is 80 times more likely to buy from you again than someone who’s never bought from you.” People who have already done business with you are more likely to do business with you again in the future.

Figure out how you get those people who you’ve helped with their back pain understand that you know how to help them with their knee pain or their neck too. I’ve had a ton of people say, “Dr. LeBauer, I didn’t know you also worked on shoulders.” I’m like, “Yes, I do.” They’re like, “What led you to believe that?” I’m like, “Just because you were here for your back and I have a back pain book, it doesn’t mean I can’t help you with your shoulder.” I do that with people all the time and vice versa. If the person who can come in and say, “You helped me with my shoulder so much. I didn’t realize you could help people with my back.” I’m like, “I can.” Reactivate your old patients by reaching out to your old patients, keeping in touch with them using email marketing, not just newsletters but sending regular emails, blogs and even creating a private Facebook group for them is a way to keep people in your circle buying from you over and over again.

If you have an iPhone now, I guarantee you’ve already had an iPhone before. This isn’t your first iPhone or maybe if this is your first iPhone, how many Android phones did you have? Where are they from? Did you have two Samsungs or a Motorola? Did you have a Motorola Razr and then you got another Motorola until the Samsung took over? You’ve bought more things from the same companies before because you trust them. Your patients are going to do the exact same.

Let me get back to efficiency. The next strategy to 10x is to time block your schedule. We’ve touched on this but this is where you have a daily routine, you’re pre-scheduling your social media and now you know, “On Tuesdays, I work on my business. Specifically at 12:00, I’m on a coaching call with Aaron. Tuesday at 4:00, I’m on a coaching call with my coach. Tuesday in the morning, I’m working on creating videos for my clinic. Wednesday in the morning, I’m creating videos for the coaching business. Mondays, I have meetings with my team members. Tuesday at 2:00, I have a meeting with Amber. Thursday at 2:00, I have a meeting with Katelyn and at 11:00 AM, I have a meeting with Brenna and Delisa.” I know what I’m doing every day.

The time will come and I’ll move things around or maybe not get something done because someone else took a little longer. If you take your schedule and you block out time to work on certain things and not just your patients, you’re going to improve your efficiency tremendously. Erson Religioso is the person that I know who uses this well. He’ll only check Facebook at a specific time for a specific 30 minutes and then he’s off of it. He only will do things at certain times of the week. This guy is efficient. He works part-time and got a massive business. He has so much more success in selling online store merchandise, teaching and in running Facebook ads. He does a ton. He’s efficient because he schedules his time and tasks.

The next one is to take action daily. One of the three things that most successful business owners do is take action. Take action daily, do something every day to move you one step closer to your goals. Hire, help and buy back your time. We talked about this in building out what stage of entrepreneur you are but think about this. When you’re hiring, when you’re paying other people, whether to work for you or to help you because you need help, what you are doing is you’re buying back your time. It’s either hiring a physical therapist to treat for you. Instead of being able to treat 26 patients a week, maybe now your clinic sees 50 or 65 patients in a week because you’ve hired other people.

[bctt tweet=”You don’t need to work longer or harder. You have to work smarter.” username=”AaronLeBauer”]

You can see three times as many people without seeing them all at the same time at one hour. Hire help. Hiring coaches for me isn’t like paying someone for advice, it’s buying speed. It’s like I bought my degree. I went to Elon, I got a degree. It didn’t matter where I went but I went to the closest place that I could get through the fastest. That was Elon. I was buying the doctor, Dr. in front of my name. I’m buying speed working with Bedros. I’m buying speed because I want to get there faster. I don’t want to waste time. Think about this. Your time is so much more valuable. What can you do every day to take action, to get more time? As you get more time, you get more money, you get more meaning and you have more impact.

The last one is to commit to working with a coach and surrounding yourself with people who are on the same path as you. To me, working with a coach means working with someone who’s where I want to be. Surrounding myself with people belonging to a mastermind, like the Empire Mastermind, and going out to conferences. Now, I’m not going to conferences but what I do instead is I’m in a coaching group with people who are on the same path as me or ahead of me. I don’t want to be the smartest person in the room. When I’m paying to be somewhere, I want to be the low man on the totem pole. I want to be there to learn because success leaves clues and speed wins. I want to get there.

If you can commit to doing that, I know if you were ever an athlete, you worked with a coach. I know if you are reading this and you are a physical therapist, you had a Clinical Instructor or CI. Commit to going all-in on your business as you did on your career. When you do that, you’ll be massively successful because you need a reason why. Don’t you agree? You need to know exactly like, “Why is this worth it?” Getting through all this effort, work, frustration and burnout. You need a reason why. I know my reason. Do you know what your reason is?

90-day window:

Here’s what I want to know now. Here’s how we’re going to build it. What’s your 90-day win? What has to happen for you in the next 90 days? Think about this. Let’s say I teach you everything I know and do everything I can and we help you get some results. I want you to fast forward even a year from now. Looking back over that year, what has happened in your life personally and professionally? With you and your family, you and your hobbies, sports activities, what’s happened for you personally and professionally in your business or career so that you feel happy with your progress and satisfied with your results?

What are those things? Is it earning a certain amount of money? Is it buying a boat, house, going on a vacation? Is it, “I want to go from 10 patients a week to 25, I want to hire five people and generate $500,000 a year?” What’s your one-year goal? If you know your one-year goal, what do we need to do to get, “What’s your 90-day win? What has to happen in the next 90 days or 3 months to make sure that you’re on target for your one-year goal?” This is a show and I can talk you through this. I spend hours working on this stuff. I’ll sit down, do some journaling and I’ll map out my one-year impossible goals. I know my ten-year goals and I’ll work it backward. From one year, I know what I need to do in the next 90 days. I already have my plan. I need to get 250 people to join me at PT BizCon in 2021. That’s my big 90-day goal and win.

What’s that going to do? My family win is we get a vaccine and we feel like we can travel more, go out and do some more things. After PT BizCon, I’ll take a week off and we’ll go to the beach or the mountains. Even if we don’t want to go out, we’ll do that. We’ll go on a family vacation or even a family camping trip in the van again. I know what my 90-day win looks like. In order for me to get there, I know exactly what I need to do every day because I have it mapped out. If you don’t have it mapped out, that’s okay. What do you need to do now? What’s your 90-day win? What do you need to do after you finished reading this episode? Start making progress towards your 90-day win.

Here’s what I want to know is what was most helpful? You answered this in your head. What was the most helpful thing or most insightful thing from this show so far? I would totally appreciate it if you could share it, tag me on Instagram and I’ll reshare it or send it as a DM on Instagram. I would love to know what was most helpful for this. If you’re inclined, you want to leave it as a five-star rating review for the show, that would be incredible. It means a ton to me.

TCLHP 168 | 2021 Game Plan


It means more people get to read this, more people get help and get on the path to crushing their goals. What are your action steps? What are the very first things you need to do besides sharing? What do you need to do to get this 90-day win? What action do you need to take? How many patients do you need to get? How many phone calls do you need to take? What systems do you need to build? What decisions do you need to make and get off the fence? Sometimes the biggest action you can take is just getting off the fence.

I want to give a shout out to all the people that I’ve helped over the last few years. I haven’t helped them. They’ve helped me. To me, getting on my coaching calls is the highlight of my day. When I did a month or twice a month, our second power call and Q&A for the Platinum Mastermind, I finished and I was like, “This made my day.” I love it because I get to spend time with people who are passionate, driven and they want to help other people.

They do it genuinely and authentically. It’s awesome. If you’re one of my Platinum Mastermind members, current or past or one of my coaching clients in the CashPT Blueprint or even if you’re in the CashPT Nation, you’re living it. I appreciate you a ton. If I haven’t shared it with you in the past, I want to share it with you now because it’s one of the most fun things we do. We get together three times a year, generally pre-COVID, to eat food and steaks, which is one of my passions is eating food.

I enjoy getting together with people. We don’t get together in person but we get together in our virtual boardroom. Strategy number three that I shared with you is to get together with people and create a unique experience online. That’s the running online workshops because people need to connect with you and they want to connect with you. If you connect with them in any way, you can now rather than not connecting with them, they’re going to be grateful for you and for the connection. This is a special invitation I’m going to extend to you. It’s an invitation for you to join us at PT BizCon 2021.

Maybe you thought I was going to ask you to come coach with me. No. I wanted you to come to PT BizCon. It’s a two-day live interactive event for passionate and driven physical therapy entrepreneurs who want to scale their business, their brand and their impact. We had 192 people at PT BizCon in 2020. It’s 160 or 170 and we moved it online right when COVID hit. We had another 25 people come, which was awesome. It was amazing. We had Friday of PT BizCon where Greg Todd was the guest speaker in that zone. We had 2,000 comments on Facebook Live that we did with PT BizCon. It was nuts. We had some amazing speakers. I’ve got some amazing speakers in 2021 because many of you told me after PT BizCon what impact it had for you.

Even though everyone’s struggling in 2021 and it’s a lot of work to put together, I decided we had to do it again. We’re putting together PT BizCon 2021, and it is going to be a two-day live and interactive. This isn’t going to be any old webinar. If you’ve been on one of my webinars, it’s not going to be the same nearly at all. It’s going to be different. I’ve got a lot of things in the works. I’ve put thousands of dollars into a studio and creating an amazing event. We’re going to be giving away thousands of dollars’ worth of cash and schwag prizes. We’re going to have nine amazing international guest speakers coming to speak to you and share their knowledge and wisdom.

How do you get a ticket for PT BizCon? You’re going to go to You probably went there in 2020. Maybe you’ve checked out the recording from 2020 and haven’t decided to buy it. This year, there are some amazing special bonuses. Check out all the amazing bonuses and specials we’ve got for people to get the early bird tickets and VIP tickets. I’m excited to see you on the show. I’m stoked that you spent this time with me on the show and you’ve been a part of our show success. We passed the 100,000-download mark. I’m sure we’re over that by the time you read this episode.

I appreciate you for reading, downloading it, sharing it and for going out there and doing what’s right for your patients. When you work for patients, the money is going to follow. The success and impact that you want to make, the meaning, the reason you became a physical therapist is going to be there for you. I’ll see you at PT BizCon. Shoot, give me a shout out over on Instagram and please tell your friends, colleagues, coworkers and anyone else you know who needs to read this, share it with them and invite them to join us at PT BizCon. We’ll see you on the next episode. Thank you so much.

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About The Author

Aaron LeBauer

Aaron LeBauer PT, DPT, LMBT started a 100% cash based physical therapy practice right after graduation. He's on a mission to save 100 million people from unnecessary surgery & enjoys helping passionate therapists build successful businesses without relying on insurance.

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