ABOUT THIS EPISODE
You spent three years in PT school learning how to treat the body. Nobody taught you how to run a business.
That's not an accident. It's a design flaw — and it's the same flaw that funnels brilliant clinicians into insurance-based jobs they didn't train for, billing codes they resent, and a model that quietly caps their income no matter how good they get at the actual work.
In this episode, Kelly breaks down the specific business gaps that PT programs leave behind — not to shame the schools, but to name what you're working around so you can actually fix it. We're talking cash-based pricing strategy, discovery call conversion, how to position a specialty practice, and why "get more referrals" is the worst business advice ever given to a private practice owner.
If you've ever felt like you're figuring out the business side alone — in the margins of your clinical day, between patient notes — this episode is the map you didn't get at graduation.
- PT school teaches clinical excellence and almost nothing about revenue, pricing, or business development — that's the gap you're working with
- Cash-based practice requires a completely different skill set than insurance billing, and nobody's teaching it in entry-level programs
- Discovery calls, niche positioning, and referral network building are learnable skills — not personality traits — and they're the actual levers of practice growth
