A PT candidate showed up late to a phone interview… while driving.Dave Kittle explains why he ended the process, the red flags he watches for when hiring therapists, and how he uses multiple interviews and reference checks to predict whether someone will actually be reliable after they’re hired.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Reference Checks Are Usually Formalities[02:13] — Reliability Matters More Than Talent[03:15] — When Talent Lets the Team Down[05:12] — How to Hire for Reliability[06:46] — Dave’s Multi-Step Interview Process[09:21] — The Candidate Who Took an Interview While Driving[13:11] — Set Expectations or Test Candidates?[18:11] — Why Employee Behavior Changes Over Time[22:14] — Dave’s Reference Check StrategyYou schedule a job interview for 11:00 AM.The candidate misses the call.They call you back 6–8 minutes later…while driving.What do you do?A) Keep goingB) RescheduleC) End the interviewD) Depends on the rest of their resumeDave chose C.What would you do?-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

What if PT clinics stopped selling visits and started selling the outcome patients actually want?Dave Kittle breaks down his experiment with results-based PT packages, why therapists struggle to confidently present premium plans of care, and why $350 per visit may be the wrong thing to sell altogether.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Why Physical Therapy Has to Evolve[05:40] — Trends Change. PT Should Too.[09:44] — Networking and Recruiting Differently[18:41] — Reinventing the PT Business Model[21:11] — Should We Rename Physical Therapy?[25:50] — Marketing PT: Show, Don’t Tell[29:56] — Inside Dave’s $175 Mailer Experiment[31:17] — Stop Selling Visits. Sell Outcomes.[33:50] — Why Results-Based Packages Are Hard to Sell[35:43] — The PT Commodity Trap[39:41] — What PT Can Learn From Higher Education[44:41] — Should Therapists Handle the Sale?[45:44] — Using AI to Coach PT Sales[50:31] — Will AI Become the Salesperson?Would you rather sell:A) $350 per PT visitB) 12-visit packageC) A complete program built around one specific patient outcomeD) Something else entirelyAnd if you picked C:How would you explain the price without making it feel like a sales pitch?-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

Dave trains his virtual assistant to handle the hardest question in premium PT:“Why would I pay $350 when I already have insurance?”They role-play objections, break down Meta vs. Google leads, and show how a $97 evaluation turned into a $3,000 package.---⏱️ EPISODE BREAKDOWN[00:00] — Ad Campaign Overview[01:03] — The 4-Step Lead Form[03:28] — Qualifying Self-Pay Leads[07:56] — Chris Voss and “No” Questions[10:56] — The 3 Types of Lead Mindsets[13:02] — Using Form Answers to Handle Objections[15:57] — Role-Playing the Insurance Objection[17:37] — How $97 Became a $3,000 Package[25:15] — Why Speed to Lead Matters[30:15] — Framing Value vs. Insurance[32:47] — Google Leads vs. Meta Leads[41:33] — Why Friction Improves Lead Quality[46:46] — Handling After-Hours Leads[49:22] — The Economics of a Free VisitYou’re selling premium PT at $350 per visit.The prospect says:“But I already pay for insurance. Why wouldn’t I just use that?”What do you say?Drop your response below 👇Then watch how Dave coaches Luis through it in this episode.-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

I hired a virtual assistant in Costa Rica to help book premium PT patients in New York City and he might be better at selling it than I am.I break down what Luis is doing differently, how we trained him, and why his approach is converting skeptical self-pay leads.---⏱️ EPISODE BREAKDOWN[00:00] — My Virtual Assistant Sells PT Better Than Me?![00:40] — Why Luis Stands Out[02:37] — Could He Train the Next Sales Rep?[03:31] — A New Marketing Curveball[05:05] — Inside Our Lead Follow-Up System[08:28] — Facebook vs. Instagram Leads[08:56] — Reviewing the Ad That’s Bringing in Leads[11:37] — The Sales Message Behind the Ad[14:33] — Why Social Media Makes Him Better at Sales[16:42] — Selling to High-Profile Clients With Confidence[19:18] — The Prospect Journey[21:42] — From Lead to $350/Visit PatientWould you trust a virtual assistant outside the U.S. to handle your PT leads?A) Yes, with enough trainingB) Only for basic follow-upC) No, sales should stay in-houseD) I already use oneE) I’d try it if the numbers workedAnd for PT owners already using VAs:What’s the hardest thing to train sales, scheduling, objections, or follow-up?-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

What actually makes a PT practice valuable?Dave Kittle, Tony Maritato and Jimmy McKay break down the systems, tech stack, content, recruiting and business model choices that can turn a physical therapy practice from an owner-dependent job into an actual asset.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] – Tools Not Partners[00:54] – EMR And Resale Value[02:40] – Nine Questions Framework[03:42] – Cheaper Costs More[05:03] – What Is Your Tech Stack[06:10] – Accounting Tools Debate[07:34] – Patient Studio Setup[08:41] – Software As Interchangeable[09:03] – Tool Versus Partner Debate[09:50] – One Platform Vs Point Solutions[11:17] – Switching EMRs Nightmare[13:33] – Due Diligence Before Buying[14:22] – Social Media Growth Playbook[18:08] – Content Psychology And Authenticity[21:56] – Hiring Pipeline And Parting Shots PT owners what creates the most value in a practice besides revenue?A) StaffB) Patient databaseC) Referral relationshipsD) Systems / SOPsE) EMR + tech infrastructureF) Marketing engineG) Recruiting pipelineH) Brand / reputationAnd the bigger question:Could your practice continue operating without you?-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

Two PT clinics generating roughly $400K in annual revenue sounds interesting until you realize they’re averaging only about $59.70 per visit.The guys break down what a buyer is actually acquiring: staff, contracts, patients, location, relationships or potentially just another job.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] – Revenue Per Visit Shock[00:50] – Therapist Positivity Mindset[01:51] – Can PTs Charge 200[03:00] – New Coaching App Trend[03:45] – Niche Audience Strategy[05:57] – Monetizing Audience Evolution[07:02] – Knee Pain Advice Value[09:14] – Jimmy Joins The Call[09:32] – Summit And Bourbon Story[10:28] – Practice For Sale Breakdown[11:00] – The Listing Details[12:41] – Tony Spots Red Flags[14:11] – $59 per Visit?[15:30] – What Is Actually For Sale[20:41] – Who Would Buy This?Would you buy this practice?2 locations~$400K annual revenue~6,700 visits/year~$59.70 revenue per visitExisting staff + referral relationshipsWhat would you investigate first before making an offer?And would you view this as:A) OpportunityB) Turnaround projectC) Buying yourself a jobD) Valuable only to a larger operator-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

What makes physical therapy truly premium? Join the guys this week as they tell all about the patient experience, hiring the right clinicians, cash-pay psychology, premium positioning, direct-mail marketing, and why great clinical care alone may not differentiate your practice.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] – Paying Changes Commitment[00:51] – Premium Care Vibe[01:48] – Small Practice Magic[03:16] – Selling The Experience[04:55] – Limits Of Scaling Relationships[05:51] – Portfolio Of Cash Practices[07:44] – Hiring Is The Business[08:35] – People Process Product[09:57] – Affinity And Likability[11:11] – ARC Triangle Framework[13:04] – Interview Funnel Red Flags and Hiring Process[15:29] – Postcard Campaign Results[21:01] – Analog Marketing Swipe File[23:47] – Ad Copy For Skeptics[25:48] – Parting ShotsWhat actually makes PT “premium”?Is it:1. One-on-one treatment2. Same therapist every time3. Better service4. More convenience5. Stronger relationships6. Better results7. All of the aboveTony said something on this week’s episode that sums it up well:“I don’t sell physical therapy. I sell an experience.”-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

Why do premium PT clinics keep patients longer?Dave Kittle, Jimmy McKay, and Tony Maritato break down what makes premium physical therapy feel more valuable and why better retention often comes from continuity, certainty, service, and experience.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:51] Pricing Golf PT Concierge Idea[02:09] Could It Sell In NYC[03:36] Front End vs Back End Offer Structure[05:41] Naming Your Offer[06:44] Niche PT For Dentists[07:10] Instagram Fall Training Clip[09:16] Fraud And Scope Questions[10:24] Licensing Moat Debate[11:22] Burnout and Finding Your Niche[14:10] Competition Like Uber Airbnb[15:53] Hotels vs Airbnb Marketing[20:00] Positioning Cash PT BetterWhat do you think makes patients stay longer in a premium PT clinic?A) One-on-one careB) Better continuityC) More convenienceD) Better service / experienceE) Clearer plan of careF) Something elseIf you own or run a clinic, what’s one thing you do that makes patients want to keep coming back?-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

Should physical therapists expect patient care alone to create wealth?The Breakfast club debate PT salaries, retention, premium offers, business ownership, social media, career fit, AI and why the future value of physical therapists may come from solving increasingly complex problems.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---⏱️ EPISODE BREAKDOWN[00:00] – PR Slights in Sports[00:56] – Sophie Cunningham Goes Viral[02:36] – Tom Brady PR Stunts Debate[05:44] – PT Wealth Beyond Patient Care[07:53] – Clinic Metrics and Retention[10:37] – Jimmy Shows and Tell[14:28] – Purple Cow Clinic Marketing[17:47] – Lightning Rod Marketing Lessons[21:05] – Simplifying Expertise and Pay Talk[23:18] – PT Money Talk and Inflation[27:17] – Conservative Life Debate[28:14] – Salary Floor vs Ceiling[29:54] – Career Cuffing Season[31:11] – Make Money Then Serve[33:11] – Moneyball Job Scorecard[35:47] – High Ticket Offer Idea[39:07] – Business Problems This Week[42:51] – AI From Google Reviews[45:43] – Golden Mile and AI Future Proof CarePTs:Would you rather have:A) $150K salary + high-volume jobB) $110K salary + great schedule/cultureC) $90K clinical job + another income-producing asset/businessD) Own the clinic and accept the risk/upsideAnd second question:Do you believe patient care should be your primary wealth-building vehicle?-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.

How do physical therapy clinics turn social media into actual patients?Dave Kittle, Jimmy McKay and Tony Maritato break down 18 million Facebook views, AI-powered content analysis, raw TikTok videos generating PT leads, platform algorithms, engagement, and the simple formula of attention → trust → action.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] Launching TikTok Leads[02:03] Dave Says "Know The Game"[03:15] Personality Over Stability[04:01] Who Sells The Career[05:44] Burnout And Fit Debate[06:30] ChatGPT Social Audit[09:27] FITVP For Content[10:57] Platform Shifts And Focus[12:39] Becoming The Knee Resource[15:00] What Clinics Should Do[16:02] Raw Phone Content Strategy[18:00] Posts That Spark Comments[18:55] Make Media Social[23:15] Attention Trust Action [30:00] Parting Shots PT owners:What is currently stopping you from posting more content?A) I don't know what to postB) I think the quality needs to be betterC) I don't have timeD) I don't believe it will actually generate patientsAnd if you’re already posting:Which platform is giving you the best return right now?-Want to Connect with Dave?Book a strategy call:https://clarity.fm/davekittle/expertise/physical-therapy-merger-acquisitions-valuations-healthcare-marketing-salesThinking of selling your practice or partnering?https://www.fieldmakergroup.comConnect with Dave:Email: [email protected]: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884 Hosted on Acast. See acast.com/privacy for more information.