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00:00:09.313Rockstars.
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00:00:11.016I am so proud of this episode.
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00:00:12.707Please listen to the entire thing.
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00:00:14.486I'm going to give you some reasons why.
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00:00:16.385Here in a second, our guest is Michael Silva.
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00:00:21.893He and I had just the most amazing conversation just now about leadership.
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00:00:26.611This is applicable for anyone owners, leaders within private practices.
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00:00:31.571I want you to listen to this episode from a place of understanding how we get in our own ways.
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00:00:39.104That's kind of like one of the main themes how do we get in our own way as leaders, especially in the private practice space and healthcare companies?
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00:00:45.460We're going to talk about where those causes are and then how Michael, as a coach, has helped people overcome that.
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00:00:47.908But there's two main concepts here.
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00:00:48.850The first I'm going to tell you.
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00:00:50.463The second I'm going to let you discover on your own.
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00:00:59.411The first is helping us understand where we do create the most value as leaders and how that gets us out of our head into creating massive impact.
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00:01:12.611Like the secret to massive impact is going to be revealed in how we serve our teams, okay, and then it pulls back round to the ultimate secret of how we get out of our own way, and it is.
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00:01:14.444This was not a pre-planned episode.
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00:01:20.427It's going to feel very circular, but you're also going to hear very authentic moments where we don't know the answers to our own questions.
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00:01:22.132Enjoy the show.
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00:01:25.750Please let me know if you have any questions afterwards in the comments.
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00:01:39.506Yeah, michael, I love this idea of owners who get in their own way and how that's a limitation for growth, because I know as an owner for me, I felt like if I didn't show up and do the thing like it would never have gotten done.
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00:01:46.430So to hear from, I'm guessing, a lot of our audience members who own private practices who are like what do you mean get out of my own way?
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00:01:48.055What do you mean by that?
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00:01:53.822When you talk about getting out of helping you, because you said something that you're a master at you help private practice owners get out of their own way.
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00:01:55.668What does that mean to you?
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00:01:58.677Well, it's pretty literal to me.
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00:02:00.441I had to learn that the hard way as well.
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00:02:18.673It's just you don't realize how much you're actually holding back the business by trying to control everything is a good way of looking at it, I guess, um being able to delegate and um trust in your team in order to give you the space to work on the business.
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00:02:29.822Not, you can't be the number one clinician, you can't be the marketing guy, you can't be everything in the business, especially when it gets to a certain critical mass where it's just too much.
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00:02:53.973So, learning ways where we can pull it back, work on the owner himself or herself, working on them as a leader, freeing up the space to do what's most important the vision, the leadership, the, the guidance, the vision, the leadership, the guidance, the mentorship all those things that a lot of business owners want to get to, but they're too stuck in doing the little things.
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00:03:00.723I mean, a lot of them still want to treat clinically, but they don't have to handle a lot of the administrative load.
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00:03:09.352Unloading those things so they can just free up the space, I guess would be another way of putting it, and losing this is one I had to do.
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00:03:11.379I had to lose my ego, Like.
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00:03:12.143I really had to get up.
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00:03:12.584Interesting.
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00:03:14.810It always comes back to mindset, doesn't?
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00:03:16.764It, it just comes back to that mindset.
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00:03:17.907So tell me about ego.
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00:03:19.900How does what do you mean ego Like?
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00:03:20.681What does that mean to you?
00:03:20.942 -->
00:03:22.584Well, what does it mean to me?
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00:03:27.431All right, so my wife's a coach and she, she has a whole new definition and she helped me get rid of my ego.
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00:03:31.864But, um, I would say I'm going to draw on my own experience.
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00:03:46.442So I built this private practice because I wanted to do things differently and wanted to do it my way, and I built it as the sole person, I was the, I was the everything at first, and the business became about Michael Silva, you know, and I had a niche in the world.
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00:03:50.991I was the brand and you know, and I had these people lining up.
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00:03:53.103I had a wait list to see me, see me, see me.
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00:03:55.287Um, it filled my ego.
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00:03:58.939I'm like, whoa, everyone wants me, like it's me, me, me.
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00:04:02.926But then I tried to grow a business and I can't grow a business of me.
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00:04:11.890I needed to step back, get out of my own way and realize wait, I've got to, I've got to mentor my clinicians so they can do what I'm doing.
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00:04:16.067I've got to build this brand as the team that we are.
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00:04:18.033It's not about Michael Silva, about Michael Silva.
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00:04:22.571You know, I was a young 20 something when this all started and I was working with Olympic athletes, so I thought I was the man you know and then I realized I'm not.
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00:04:24.456I was 20-something when this all started and I was working with Olympic athletes.
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00:04:28.247So I thought I was the man you know and then I realized I'm not.
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00:04:31.891I was just in the right place at the right time and I brought a lot of value to patients.
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00:04:46.608And by doing that and just realizing it's not about me anymore, it's about the mission of the business, it's about the team, it's about developing my team, it's about the individual goals of all my team members, never mind the clinical goals of all our patients.
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00:05:01.206And as soon as I realized that and stepped back and trusted because I had some phenomenal therapists and trusted them that they could do the job and kind of carry that into the conversations I had with my patients, I'm like no, don't worry, you're in good hands.
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00:05:20.504I remember going into rooms with, like the Michael only patients that I had to get on other people's schedule Right, and I would go in and I always made it a point and I don't know if this was a good thing, but I always made it a point to go into the room where they were seeing one of my clinicians and like to say, hello, you're in good hands, compliment the PT, let them know.
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00:05:21.485I would always make the same joke.
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00:05:26.127I'm like oh, you finally got a real PT to work on you, so you're going to get better much faster than when you're working with me.
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00:05:27.769Like, just build the trust in them.
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00:05:40.437And my staff really liked that because I was boosting their confidence and I helped their patient PT relationship just by taking two minutes to go in there, say hello, give them a compliment.
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00:05:46.696And then I was able to walk away and those people got better and I didn't have to touch them or do anything?
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00:05:47.519Yeah, but you had to let go of the ego.
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00:05:48.521What's that?
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00:06:02.548But you had to let go of that ego first I had to and it was hard and I remember walking into my clinic when it really started to grow and I'm seeing patients that I did not evaluate in my offices using my equipment, being treated by my team.
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00:06:03.471I'm like who's?
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00:06:03.711that.
00:06:04.291 -->
00:06:07.175And at first it was a little off-putting, but I loved it.
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00:06:09.220It's weird, isn't it, when you're used to be the show.
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00:06:19.505I remember those days, michael, of like everyone, I knew everyone's backstory, they all loved me, all those things, and then later on, like no one in the gym floor even knew who I was.
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00:06:20.687I was just.
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00:06:26.612They would look at you kind of like the stranger that you are to your own business, and it was off-putting and beautiful.
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00:06:28.214I love that you describe it like that.
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00:06:29.276It was awesome.
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00:06:34.963At first it was off-putting and I'm like almost a little bit sad.
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00:06:49.067And then, when I would walk in to any of the offices and just see these people who I've never met, who had no clue, who I am having a great time, you know, enjoying the benefits of the therapy that we're providing for them, meeting their goals, it was awesome.
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00:06:52.043And then, if I get introduced to them, oh here's Michael, he's the owner and they would.
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00:06:56.764They would come to me and give me the compliments of the team and how great this office is.
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00:07:02.060And this team or this person, like, what better like, can you ask for anything more as a business owner?
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00:07:04.622No, it's such a cool thing, I think.
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00:07:17.052I think when you tell that story, obviously anyone who's gone through that journey which is a small percentage of private practice owners they relate to it so much because the ego is that first layer it has to be.
00:07:17.052 -->
00:07:20.516I remember what it was like when I didn't get my cookies.
00:07:20.516 -->
00:07:29.786You know patients bringing desserts and it was just kind of like when I didn't like no one was even bringing me anything.
00:07:29.807 -->
00:07:31.473I remember going through a small depression because I was leaning on that.
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00:07:32.596Yeah, the cookies, the cookies there was.
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00:07:35.363It was so much more than sugar and dough, like.
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00:07:39.192It was like validation that I was worth something, right.
00:07:39.192 -->
00:07:48.165And it's so interesting because, um, and you know, the ego needs to be stroked when we don't know our value as individuals, right, like.
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00:07:49.148I think, when we know.
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00:08:09.387well, I mean, this has just been what you and I have journeyed together is is, like you know, when we can find our confidence in our impact and don't need somebody else to validate it, that's when we can be free, mentally and operationally, to start making a bigger difference across the globe, without the same credit.
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00:08:11.293So, right, right, right yeah.
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00:08:12.016So, how do you help?
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00:08:17.391How do you help people as a coach overcome that, that ego Like I don't even know how you'd begin to do that.
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00:08:18.221Yeah, I mean it's.
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00:08:19.869It's different with everyone depending on the person.
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00:08:28.711Um, and I, I typically see the ego more of an issue in the males out there, the young males, you know as fighter pilots?
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00:08:30.334I don't know, that's just my experience.
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00:08:37.452I think the big thing is just letting them know that if you want to build a business, you have to trust.
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00:08:43.753And if you don't have trust and it comes down to you, your mentorship and your training then something's lacking.
00:08:43.753 -->
00:08:48.350You know, if you're hiring the right people, which is where it all starts right.
00:08:48.350 -->
00:08:51.529So, as you know, recruiting you got to hire the right person.
00:08:51.529 -->
00:08:56.932If you hire the right person, you mentor the right way, you train them, you empower them.
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00:08:58.684You have to have trust.
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00:09:01.950If not, I think it's our responsibility as the owners.
00:09:01.950 -->
00:09:06.030Like, what did I do wrong to not feel that I can trust this employee?
00:09:06.030 -->
00:09:07.907Did I hire the wrong person for the wrong job?
00:09:07.907 -->
00:09:09.706Is the wrong butt in the seat?
00:09:09.706 -->
00:09:11.426Is the wrong person in the clinic?
00:09:11.426 -->
00:09:18.048So I think, starting there and just letting them know that it's not, there's no more me, me, me, me in the business.
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00:09:19.505You're growing the business, you're growing a team.
00:09:19.505 -->
00:09:30.884Everything's got to be about we, about the team, and trying to get them to step back.
00:09:30.904 -->
00:09:33.419And again it's hard to say no, why don't we have one of your lead clinicians do this marketing event at the local CrossFit gym?
00:09:33.419 -->
00:09:34.806Why do you don't need to be there.
00:09:34.806 -->
00:09:39.248Let's feature someone else besides yourself, because what happens is you're the face.
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00:09:44.067People want to come see you, they want to get in your schedule and now they get disappointed because what do you mean?
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00:09:46.211He's not taking patients, right?
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00:09:50.051He just came over to talk to us about injuries and he said I needed PT, and now he's not going to do PT.
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00:09:54.229So well, there's all these different scenarios, but I think that's where I would start is just learning.
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00:10:04.822Making sure they have the right people in the right seats doing the right job, they have a great mentorship and there's, you know, the follow-up.
00:10:04.822 -->
00:10:16.226Making sure that whatever goals we're setting for the employees, they're being hit, they're getting what they need to be the best, most valuable part of the team, and then allowing them to step back and just watch it happen.
00:10:16.947 -->
00:10:20.947Wow, I love how you customize that per person and you build that.
00:10:20.947 -->
00:10:24.369But there's certain steps that sound the same right, like when you say that they step back and watch it happen.
00:10:24.369 -->
00:10:29.591It's like they have to experience this new world called you matter.
00:10:29.591 -->
00:10:31.672But we matter matters more.
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00:10:35.812Right, Like we not me kind of thing.
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00:10:50.298Right, right, yeah, and it's different Because I think the way I do things is I just need to connect with someone and see where they're struggling as a human and as a business owner and as a leader, to see where they need the most.
00:10:50.298 -->
00:10:52.278And sometimes I get to reach for help outside of me.
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00:11:07.994I know where my skill set lies in, but if I get to refer to, if someone's really battling confidence issues or there's some sort of mental block or anxiety that I can't coach someone through, then I've got referrals that I can send people out to Um and I.
00:11:07.994 -->
00:11:10.760You know I needed that help with my journey along the way.
00:11:10.760 -->
00:11:15.552I didn't realize how anxious I was until someone told me yeah, man it's kind of funny.
00:11:15.572 -->
00:11:16.019I, you know.
00:11:16.019 -->
00:11:17.542I have to say you know, I don't.
00:11:17.542 -->
00:11:19.965I don't think there is a five-step process.
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00:11:27.394Many of the people I've talked to who are master coaches that worked on me over the decades the best ones didn't have a five-step process Like it was.
00:11:28.034 -->
00:11:31.787Because everything when it comes to mindset, mindset is one of the biggest, is the biggest.
00:11:31.787 -->
00:11:32.509I'll just say it.
00:11:32.509 -->
00:11:34.160In my opinion is the biggest.
00:11:34.160 -->
00:11:38.133Uh, mastery needed for leadership.
00:11:38.133 -->
00:11:40.600You know, to improve in leadership is our mindset.
00:11:40.860 -->
00:11:50.011So to have someone customized from experience is the best way for me, like when I've worked with someone as a coach who's been where I've been and has gone where I want to go.
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00:12:02.881Then they can come and step in to see the world through my eyes and go oh, it's all ego, but your ego is coming from a place of insecurity around blank and then having someone kind of walk me through that here's.
00:12:02.881 -->
00:12:03.643This is a true story.
00:12:03.643 -->
00:12:15.452So my first step into coaching ever, michael, I was working with this guy named David Berg who wasn't a coach, he was a CEO and still is CEO of Arrowhead Health Company here in Arizona.
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00:12:36.282It's now a multi-location hospital, so he's not a physical therapist, he was a private practice owner that turned big time and he was a chiropractor by trade and the first phone call I had with him cause I was joining his little coaching group through an organization called entrepreneurs organization and he wasn't charging anyone, he was doing this for free.
00:12:37.083 -->
00:12:44.889So, he's mentored literally hundreds of people, including friends of mine that have nine figure businesses.
00:12:44.889 -->
00:12:45.931We all go, we all.
00:12:45.931 -->
00:12:49.683But we've all been taught in the ways of David Berg and so I'll never forget.
00:12:49.683 -->
00:12:54.686First call five seconds in he's like, oh so you're a physical therapist, dude, I'm a chiropractor?
00:12:54.686 -->
00:12:57.066And he goes are you still treating?
00:12:57.066 -->
00:13:01.927And I said yeah, and he goes well, you're gonna get over that because you're gonna realize that doesn't matter.
00:13:01.927 -->
00:13:08.649And he intentionally bull baits like that to create these emotional responses and what was your emotional response?
00:13:09.301 -->
00:13:16.046So when I told him because I'm a people pleaser I was like, oh okay, inside I was like who the heck do you think you are?
00:13:16.046 -->
00:13:19.155Like I was so pissed, but I'm I.
00:13:19.155 -->
00:13:22.846Unfortunately, my character back then was to not show those feelings as much as I do now.
00:13:22.846 -->
00:13:25.312So I just kind of was like whatever.
00:13:25.312 -->
00:13:26.865And now I know what he's talking about.
00:13:26.865 -->
00:13:33.865He was pushing it hard to prove a point, not to say that treating didn't matter, but so that I could shift my mindset.
00:13:35.292 -->
00:13:38.934Yeah, so I don't know Everyone's different when I used to coach.
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00:13:41.480That's not my style per se but, it was very effective.
00:13:41.821 -->
00:13:52.302Yeah, same here and I think with some of the coaches and courses I've taken over the years, like, okay, what's your unique five-step plan?
00:13:52.302 -->
00:13:53.796Let's come up with a name for it.
00:13:53.836 -->
00:13:54.298Let's do this.
00:13:54.298 -->
00:13:55.735I'm like what?
00:13:55.735 -->
00:14:00.581So I can print up an infograph with my five-step process?
00:14:00.581 -->
00:14:02.293Like what does that really mean, you know?
00:14:02.293 -->
00:14:18.291So I tried, I tried that at the beginning and I have this great like um ebook that I came up with with like the five pillars of business development, and I sent that out to everyone that I had an email for, and it didn't do much and yeah, so I think it goes back to this too.
00:14:18.291 -->
00:14:27.383So you know, I've, when I started consulting, which is a totally new world for me building a PT practice and trying to gain consultants from all over the country is a totally different.
00:14:27.383 -->
00:14:29.445I mean, clients from all over the country is totally different.
00:14:29.445 -->
00:14:30.145Yeah, totally.
00:14:30.145 -->
00:14:34.937And I tried Facebook ads, I've tried my email list.
00:14:34.937 -->
00:14:38.900I had the free gifts of this PDF, this e-book.
00:14:38.900 -->
00:14:40.634Nothing was really working.
00:14:40.634 -->
00:14:46.621You know, where I made most of my clients is the people I met face-to-face.
00:14:47.222 -->
00:14:47.423Yeah.
00:14:47.649 -->
00:14:50.178Like when I saw you in DC at the PPS conference.
00:14:50.178 -->
00:14:55.221Right Totally I met five, six young practice owners.
00:14:55.221 -->
00:14:57.386Three are clients now.
00:14:57.407 -->
00:15:00.556No way, yeah, yeah, I think with coaching relationships, word of mouth.
00:15:00.556 -->
00:15:05.942Say it again I think relationships is where it's at with coaching, because it's such an intimate relationship.
00:15:05.942 -->
00:15:08.580So you got three of those and then everything else is word of mouth.
00:15:08.580 -->
00:15:10.630Word of mouth yeah, that's cool.
00:15:10.751 -->
00:15:27.072And it's funny you mentioned relationships, because I put in a proposal for I don't know if it was one of the local APTA chapters or for PPS, for next year, but it's basically on relationships and how to build a thriving practice through relationships with your staff, with your referral sources and with your clients.
00:15:27.072 -->
00:15:29.519Wow, I mean, think about it.
00:15:29.519 -->
00:15:32.173If you can just foster those three relationships.
00:15:32.173 -->
00:15:33.720Is there anything your business cannot do?
00:15:34.322 -->
00:15:34.624Totally.
00:15:35.587 -->
00:15:35.748Yeah.
00:15:35.788 -->
00:15:43.596It's amazing to think about what and what's interesting for my journey is that, as I learned how to step out of treating and into leadership was how.
00:15:43.596 -->
00:15:51.682That's when my world pivoted internally at home, because I became more of this like leader across all of the domains of my life.
00:15:51.682 -->
00:15:58.836Because it was about learning how to empower others, which was so important to me and I'm so grateful for that painful lesson.
00:15:58.836 -->
00:16:08.230Because of great coaches like you, it helped upgrade the experience my kids had as a father and my wife is, you know, for me as a husband.
00:16:08.350 -->
00:16:09.695So yeah, it's, it's.
00:16:09.695 -->
00:16:11.200It's such an important lesson.
00:16:11.200 -->
00:16:16.424It has so much little to do with business, even though that was the most successful thing.
00:16:16.424 -->
00:16:19.697Probably we could say that would grow our business as a stepping into leadership, but it's.
00:16:19.697 -->
00:16:21.255It's so much more important than that.
00:16:21.770 -->
00:16:23.397Right, and I agree with you a hundred percent.
00:16:23.397 -->
00:16:31.537And being a father and, you know, the leader of the household, yeah, even though my wife is definitely the leader of my house, my wife is the CEO of the house.
00:16:31.789 -->
00:16:33.534Yes, Confidently and she should be.
00:16:33.534 -->
00:16:35.500She's, she's, she's, um.
00:16:35.500 -->
00:16:42.982She earned that title very, very well.
00:16:42.982 -->
00:16:44.208Oh shoot, what was my point there?
00:16:44.208 -->
00:16:46.131Yeah, it's just.
00:16:46.131 -->
00:16:49.065It's just all connected Like if, if I'm, if I'm improving my confidence as a leader at work, I come home and I'm just a more fun dad.
00:16:49.085 -->
00:16:52.692I'm a more confident dad, I'm a more confident husband and vice versa.
00:16:52.692 -->
00:16:57.278I'm having to, if I'm killing it as the dad and the husband at home, I come into work more confident.
00:16:57.278 -->
00:17:00.140Like you can't I don't know about you and I don't know if this is.
00:17:00.140 -->
00:17:03.264This is my, my take on life.
00:17:03.264 -->
00:17:06.652Like you can't compartmentalize who you are in my opinion.
00:17:06.652 -->
00:17:12.784Like you can turn on work mode, but I'm who I am at work, I'm who I am at home.
00:17:12.784 -->
00:17:17.637You know I'm still a 15 year old kid with potty humor and you spend enough time with me.
00:17:17.637 -->
00:17:18.400You'll hear that.
00:17:18.400 -->
00:17:24.382But yet I've got values and principles that I live by and that I and you know.
00:17:24.382 -->
00:17:31.431Hopefully those trickle down into the people I worked with as clients now and in my team and hopefully some of that's trickling down into my kids.
00:17:31.431 -->
00:17:40.160You know I'm mentoring my kids and they're they're they're young adults now and I I think I did an okay job, because they're two of the finest human beings I've ever met.
00:17:41.191 -->
00:17:42.155That's all that matters.
00:17:42.155 -->
00:17:51.365I mean, it's so funny because we as men in particular you know some women too, but more so on the men, you know they studied and found that our self-worth is tied directly to our business.
00:17:51.365 -->
00:18:05.352That being the case, I think any business owner ties some of their self-worth to their business, initially at least self-worth to their business, initially at least and and I think that's just such an important thing to remember is that this is the rubber ball that can bounce that glass ball at home with the kids and the family.
00:18:05.352 -->
00:18:10.335If we have that, that's the ball that we can't drop, and that leader that we become at work becomes the leader at home.
00:18:10.335 -->
00:18:15.511So when we talk about, like, getting out of our own way, um, what?
00:18:15.612 -->
00:18:16.732Let's go into more of the specifics.
00:18:16.732 -->
00:18:18.816The first thing we talked about was ego and mindset.
00:18:18.816 -->
00:18:28.886So now that we've kind of addressed that out of like how you help people get out of their own way, what would you say are, like, the main mistakes that people make?
00:18:28.886 -->
00:18:31.876Like, what are the main things that they're doing to get in their own way?
00:18:33.019 -->
00:18:34.063outside of the mindset.
00:18:34.063 -->
00:18:37.172Well, we're going to go back to the conversation you had with your first coach.
00:18:37.172 -->
00:18:38.073Are you still treating?
00:18:38.073 -->
00:18:38.794No?
00:18:38.794 -->
00:18:41.855We're going to go back to the conversation you had with your first coach.
00:18:41.855 -->
00:18:42.596Are you still treating no?
00:18:42.596 -->
00:18:46.339No, but they have to realize that where is the most value you can bring to your business?
00:18:46.339 -->
00:18:49.123And typically it's not continuing to treat patients.
00:18:49.702 -->
00:18:56.249I'm glad you started with that, by the way, because I think that is the majority of people's time being spent when they're getting in their own way is treating their own patients.
00:18:56.249 -->
00:18:56.388It is.
00:18:56.549 -->
00:19:00.811And I hear the same thing all the time, but I still love treating I'm like I get that.
00:19:00.811 -->
00:19:08.836But if you want to run a business, you can't be a full-time clinician and run a business at the same time successfully Like something has to give and that's about getting out of your own way.
00:19:08.836 -->
00:19:25.074So having that conversation and giving them like okay, seeing the value that they bring to the business and to their team, and showing them sometimes they don't even realize the value they have and a lot of them don't have that confidence or they have that ego because they're inconfident and you know right.
00:19:25.173 -->
00:19:26.076They're stuck in the devil.
00:19:26.076 -->
00:19:29.315They know because they're scared of what they don't think they're capable of outside of that.
00:19:29.434 -->
00:19:34.894Right, right and um, you know, I was that way Like I remember running my first team meeting.
00:19:34.894 -->
00:19:44.922I'm like who the hell am I to like sit there and tell these people, like you're doing great, or don't do this, do that, like I didn't run a great meeting at first because it was all about what you're doing wrong and what we have to do better.
00:19:44.922 -->
00:19:48.461Right, but I mean, we have a hard time with that as humans.
00:19:48.461 -->
00:19:53.221I think I think, if you don't, that's a gift, because I teeter on even to this day.
00:19:53.221 -->
00:19:56.892Ok, do I really know the value I'm bringing?
00:19:57.573 -->
00:20:01.575Yeah, and, as you know, do I really know the value I'm bringing and my wife will tell you I need a lot of validation.
00:20:01.575 -->
00:20:04.576Is that still because I have the sense of incompetence of what I'm doing?
00:20:04.576 -->
00:20:06.238Because this is a huge career shift?
00:20:06.238 -->
00:20:07.298Oh, yeah.
00:20:07.298 -->
00:20:17.726I'm going to go on a separate tangent, because I want to ask you this question yeah, please, when you sold your business your first one did you have a plan right after, or did you just sell and figure out what you're going to?
00:20:17.945 -->
00:20:18.445do no plan.
00:20:18.445 -->
00:20:20.867Started kind of just trying to figure it out.
00:20:21.188 -->
00:20:21.769Right, Did you?
00:20:21.769 -->
00:20:27.102Did you have like a little depression or a little lull, and or were you just like partying right off the bat?
00:20:27.102 -->
00:20:27.363No, no.
00:20:27.589 -->
00:20:28.372I I went through.
00:20:28.372 -->
00:20:34.359I was surprised that there was a brief period of elation after I sold, like a brief like we like took my wife and kids.
00:20:34.359 -->
00:20:38.001We moved to Europe for six months but like literally two months, yeah, that was.
00:20:38.001 -->
00:20:54.580I really recommend that, when we make these life transitions, to highly celebrate them, because entrepreneurs and leaders who are entrepreneurs, their default is like the next to solve the next problem and they never give themselves space to like reward themselves, and that has been proven.
00:20:54.580 -->
00:20:58.894They've done studies to show that that's what changes how we operate to be more successful.
00:20:58.996 -->
00:21:07.337So, even with a six month hiatus that I was willing to go to spend the money on, dude, two months in the anxiety hit hard.
00:21:07.337 -->
00:21:08.480What am I going to do?
00:21:08.480 -->
00:21:14.936I have all this money in the bank but I'm watching it go down every month, especially when I wasn't working, and I'm like, okay, what am I going to do?
00:21:14.936 -->
00:21:16.815That's a problem to solve, the entrepreneur kicked in.
00:21:16.815 -->
00:21:18.236And to do that's a problem to solve, the entrepreneur kicked in.
00:21:18.236 -->
00:21:18.616And so no, it was.
00:21:18.616 -->
00:21:21.499It wasn't depression as much as anxiety for me, like straight up stress.
00:21:21.880 -->
00:21:27.625Yeah, I mean I think I had probably both, because we're talking about our identity, like I was tied to my business.
00:21:28.246 -->
00:21:28.726Oh yeah.
00:21:28.767 -->
00:21:34.695Michael Silva, the owner of foundation performance, the running PT, like this is who I was and all of a sudden gone.
00:21:34.695 -->
00:21:35.936Gone, you know.
00:21:35.936 -->
00:21:40.682And I was like Whoa, you know know, I stayed in with the business, I bought mine for a while and then I had some.
00:21:40.682 -->
00:21:48.237I had some life things I had to deal with, so I took some time off as well and, um, I was like who am I like?
00:21:48.237 -->
00:21:49.578What am I doing?
00:21:49.578 -->
00:21:52.991Yeah, I re-shingled my house just to spend some alone time.
00:21:52.991 -->
00:21:59.352I didn't move to europe for six months, but we did buy a place in europe because we always wanted to, so that's what I did where'd you go?
00:21:59.412 -->
00:21:59.792where'd you buy?
00:21:59.893 -->
00:22:01.915well, we have a place in Europe because we always wanted to.
00:22:01.915 -->
00:22:02.415So that's what I did?
00:22:02.435 -->
00:22:02.797Where'd you go?
00:22:02.797 -->
00:22:03.116Where'd you buy?
00:22:03.116 -->
00:22:04.199We have a place in southern Portugal.
00:22:04.199 -->
00:22:04.838Oh man, that's such a good place.
00:22:04.858 -->
00:22:05.220Good for you, yeah.
00:22:05.220 -->
00:22:07.423So I mean I did that, that was great.
00:22:07.423 -->
00:22:09.365But then I was like, who am I, what am I doing?
00:22:09.365 -->
00:22:19.943And I was looking for jobs outside of shop and then nothing was panning out.
00:22:19.943 -->
00:22:22.195I was going to buy this building, I was going to open a coffee shop here.
00:22:22.195 -->
00:22:26.155I actually entertained, which is the kiss of death opening a restaurant with someone.
00:22:26.376 -->
00:22:26.758Oh never.
00:22:26.758 -->
00:22:30.878Yeah, exactly I grew up in a restaurant family where my dad owned restaurants so I know that world.
00:22:30.878 -->
00:22:31.750It is the worst.
00:22:32.191 -->
00:22:32.872I don't know the world.
00:22:32.872 -->
00:22:33.633So what was I thinking?
00:22:33.633 -->
00:22:35.796I don't know, but I didn't, Thank God.
00:22:35.796 -->
00:22:38.500Even my wife was like you really want to do what with who?
00:22:40.303 -->
00:22:41.104Why spaghetti?
00:22:41.104 -->
00:22:43.727Just kidding, I don't know what you're on.
00:22:43.910 -->
00:22:45.376And then she was the one who really pushed me toward it.
00:22:45.376 -->
00:22:49.935She's like, listen, she's like you ran a successful business, you know how to do that.
00:22:49.935 -->
00:22:53.538She's like, why not just help other people do that?
00:22:53.538 -->
00:22:56.694Like you don't have to do it, but teach other people and coach them and mentor them.
00:22:56.694 -->
00:22:58.759I'm like, fine, I'll do it.
00:22:58.759 -->
00:23:01.564And begrudgingly, yeah, she's always right.
00:23:01.564 -->
00:23:04.115So I did it and it worked out.
00:23:04.115 -->
00:23:07.675And again, the first client I have is now a business partner of mine.
00:23:07.675 -->
00:23:12.359I have all these other clients and I believe they're finding value.
00:23:12.359 -->
00:23:17.478They're enjoying the guidance I'm giving and the coaching I'm giving.
00:23:17.478 -->
00:23:19.156I'm having a blast doing it.
00:23:19.156 -->
00:23:28.136I really like it and I'm not tied to a brick and mortar building and a schedule like I was as the previous business owner, so there's some freedom to it.
00:23:28.136 -->
00:23:30.182But it was a journey, man, to get here.
00:23:30.690 -->
00:23:31.874And you're giving freedom to your partner.
00:23:31.874 -->
00:23:32.496That you you know.
00:23:32.496 -->
00:23:35.556I mean it's interesting because freedom is the main theme of this podcast.
00:23:35.556 -->
00:23:37.221So it's interesting to see that cycle.
00:23:37.221 -->
00:23:51.097And I don't know about you, but, like for me, when I stepped into being owning a medical billing company, which was the first thing I started after selling my practice, I then stepped into coaching, I went through a total arc, just like being a PT owner, all over again.
00:23:51.097 -->
00:23:52.624I was super insecure.
00:23:52.624 -->
00:23:54.088I worked crazy hours.
00:23:54.088 -->
00:23:55.413I started getting success.
00:23:55.413 -->
00:24:01.455I started it wasn't patient care, but it was like certain team member relationships I started to hold in the same way.
00:24:02.118 -->
00:24:06.862And then coaching was the same thing for me, where I didn't think who's going to hire me for a coach?
00:24:06.862 -->
00:24:10.234And then, before you knew it, I have more coaching clients than I had space on my calendar.
00:24:10.234 -->
00:24:20.140So I started raising my prices and you just kind of start going through the same cycle of like, okay, that's who I am, I'm a coach or I'm a medical billing owner and then, like I had to do the same thing all over again.
00:24:20.140 -->
00:24:22.864I had to step out of that mindset.
00:24:22.864 -->
00:24:28.477So it's not like this isn't just like, hey, if you're, if you're listening to this, and you're a healthcare private practice owner or leader.
00:24:28.477 -->
00:24:30.768It's not about, like, getting away from patient care.
00:24:30.768 -->
00:24:31.630That's not what we're saying.
00:24:31.630 -->
00:24:37.674It's about changing the mindset for continual progression and it's and it looks similar at every step.
00:24:37.674 -->
00:24:45.682It's scary, it's insecure, but then you gain some competence and right behind some competence comes a whole lot of confidence.
00:24:46.241 -->
00:24:51.705And then we get comfortable in that confidence which prevents us from making more progress, right?
00:24:51.746 -->
00:24:52.707So if we're not careful.
00:24:52.707 -->
00:24:54.171Right right.
00:24:54.171 -->
00:25:03.202It's a similar song that has been sung over and over and over again by entrepreneurs everywhere, and I guarantee even people outside of health have the same same story.
00:25:03.904 -->
00:25:04.086It is.
00:25:04.086 -->
00:25:06.996You know, I've been in a business networking group for almost 20 years.
00:25:06.996 -->
00:25:09.823None of them are healthcare uh owners.
00:25:09.823 -->
00:25:10.731They're all business owners.
00:25:10.731 -->
00:25:14.351Outside of healthcare, it's the same thing If you're the cookie maker, getting it.
00:25:14.351 -->
00:25:20.470It's harder in healthcare, in my opinion, because we define ourselves so cleanly by being a healthcare like.
00:25:20.470 -->
00:25:22.336I am a physical therapist.
00:25:22.336 -->
00:25:24.364No one says I am a cookie maker.
00:25:24.364 -->
00:25:26.673It's like I don't know why I'm obsessed with cookies.
00:25:26.673 -->
00:25:27.659Maybe I've got low blood sugar.
00:25:27.659 -->
00:25:39.583But this whole thing about like you know what I'm saying Like this whole thing about like we as healthcare providers, we identify with our service so much more than someone who owns a product, but we still create identity within our businesses that are limiting.
00:25:39.583 -->
00:25:48.059If we are truly being honest, our ego is getting stroked at some level, and so we can only grow to the degree of our, our ego.
00:25:48.079 -->
00:25:49.305You know, right, Right, that's deep.
00:25:50.106 -->
00:25:50.588Oh, thanks.
00:25:50.588 -->
00:25:54.878Well, you're bringing it out of me, coach, like you're clearly getting me there.
00:25:54.878 -->
00:25:56.182So, no, I love this idea.
00:25:56.182 -->
00:25:56.932So that's.
00:25:56.932 -->
00:25:59.440I loved how I asked what's the main thing that people get in their way?
00:25:59.440 -->
00:26:01.025It's, I love how I asked what's the main thing that people get in their way?
00:26:01.025 -->
00:26:02.606It's, it's treating, which goes back a little bit to mindset.
00:26:02.606 -->
00:26:10.958Do you find with your clients that, like, sometimes they just don't even know what to even do, cause I wonder if that limits them a little bit.
00:26:11.077 -->
00:26:12.876They do, and they hide behind the busy schedule.
00:26:13.549 -->
00:26:18.178So they're super busy and burned out, but they're also like the reason I'm doing this, because I don't know what I do if I wasn't doing this right.
00:26:18.638 -->
00:26:23.855At least I'm bringing in revenue, I'm doing something positive right treating patients and they have no idea.
00:26:23.855 -->
00:26:25.439Like you, you give them a little time.
00:26:25.439 -->
00:26:31.181If you don't, if they don't have the guidance and a plan set, then they're not going to know what to do.
00:26:31.201 -->
00:26:32.343So what should someone be doing?
00:26:32.343 -->
00:26:33.672Let's say, let's take two people.
00:26:33.672 -->
00:26:35.674Let's take because there's two types of people listening to the show.
00:26:35.674 -->
00:26:39.299There's business owners and then there's leaders who don't own the business.
00:26:39.299 -->
00:26:43.786So what should business owners be doing besides treating if they own a practice?
00:26:44.651 -->
00:26:48.577Oh God, step out of the business, work on it.
00:26:48.577 -->
00:26:54.134I know it's a cliche term, like, but no like.
00:26:54.134 -->
00:27:00.365And if you don't know even where your business is at like, do do a whole um business assessment.
00:27:00.365 -->
00:27:02.057And this is how I start with a lot of my clients.
00:27:02.057 -->
00:27:04.337So we look at, like, financial health of a business.
00:27:04.337 -->
00:27:06.538We look at the processes of the business.
00:27:06.538 -->
00:27:07.875We look at the team of the business.
00:27:07.875 -->
00:27:08.838We look at everything.
00:27:08.838 -->
00:27:19.218Step back and look at everything what's working, you know, and honestly look at it, because I can make everything look good in my eyes if I didn't want to do any improvements or make any changes right.
00:27:19.659 -->
00:27:28.155Oh, she's fine, she's just she'll, she'll get it Like, yeah, she's the right person in that seat, we're okay, we'll just leave her there, you know.
00:27:28.155 -->
00:27:34.741But taking an honest look at the business, seeing where you need to improve If you don't know how to get, help doing it, but work on it.
00:27:34.741 -->
00:27:47.898Because once I started stepping away from the business and looking at it almost from a new lens outside, I didn't realize how many improvements I need to make, because I was just patient, patient, patient.
00:27:47.898 -->
00:28:01.512And I was that guy who stayed really busy and brought in a lot of revenue because I didn't know what the hell to do until I hired my first coach and she was like slow down there, tough guy, Bring it back, let's go.
00:28:01.733 -->
00:28:06.222And it was that moment where I was like, oh yeah, I can't just do this.
00:28:06.222 -->
00:28:09.181So I forgot what the original question was.
00:28:09.521 -->
00:28:11.128But no, you were answering it the whole time.
00:28:11.128 -->
00:28:12.994You're talking Cause we're talking about what.
00:28:12.994 -->
00:28:14.660Should people be working on their business?
00:28:14.660 -->
00:28:17.194And what I heard you say was that it kind of depends on the person.
00:28:17.194 -->
00:28:19.882But all of it is that cliche of working on the business.
00:28:19.882 -->
00:28:23.846But there's departments of finance, marketing, leadership.
00:28:23.846 -->
00:28:24.809What are the key things?
00:28:24.809 -->
00:28:24.970Like?
00:28:24.970 -->
00:28:32.965If you could say two or three super high-level things that every owner should keep their attention on outside of treating, where would you say that they should be focused on?
00:28:33.089 -->
00:28:34.436I'm going to go back to what we talked about before.
00:28:34.436 -->
00:28:38.132The first thing is how are the relationships with your team members?
00:28:38.751 -->
00:28:39.112Oh, I see.
00:28:39.112 -->
00:28:41.212First thing is, how are the relationships with your team members?
00:28:41.212 -->
00:28:43.013Oh, I see, their primary role is the team builder.
00:28:43.034 -->
00:28:44.074Love that that's a good one.
00:28:44.074 -->
00:28:51.597Check in have you ever sat down one-on-one with one of your team members and just taken them to lunch or breakfast or dinner or go get a beer?
00:28:51.597 -->
00:28:53.657Do you know what's going on in their life?
00:28:53.657 -->
00:28:54.759Are they happy?
00:28:54.759 -->
00:28:57.819Are they just telling you they're happy because they don't want to lose their job?
00:28:57.819 -->
00:28:59.000Like really.
00:28:59.000 -->
00:29:09.505And then you've got to set this environment that people feel open and honest and vulnerable enough that they're going to be able to be honest and have that be accepted.
00:29:09.505 -->
00:29:12.426But I think start there Like who's?
00:29:12.426 -->
00:29:14.728I mean, what are we without our team?
00:29:15.307 -->
00:29:15.528Yeah.
00:29:16.288 -->
00:29:16.449Right.
00:29:23.609 -->
00:29:24.773And I think that's what we forget when we make patients.
00:29:24.773 -->
00:29:25.957Our priority is that we forget about those individuals.
00:29:25.957 -->
00:29:26.980It's not that we forget about them, but I used to.
00:29:26.980 -->
00:29:27.762I used to not hate my team, but I hated.
00:29:27.762 -->
00:29:34.652I hated the distraction of having to manage those relationships because I was using them as a tool that to like just grow my business Cause I didn't know how to treat more patients without them.
00:29:34.652 -->
00:29:48.155But when, like for me, a big mindset shift was oh, they're my primary focus, right, right, like for me, a big mindset shift was, oh, they're my primary focus, like, the more I can develop the connections and, by the way, that was so much more rewarding than patient care.
00:29:48.175 -->
00:29:51.691It was right it took more time, but like, but like at the same time, like in the end.
00:29:51.691 -->
00:29:53.675When I sold my company, I never missed my patient care.
00:29:53.675 -->
00:29:56.383I miss my core team every.
00:29:56.383 -->
00:29:57.633It's been six years since I sold.
00:29:57.633 -->
00:30:13.682I miss them every day and I talked to other people who've sold, like you, and all we do is talk about those amazing men and women who just made us, who thought more of us than we deserved and loved us and worked their butts off and we and we did all that we could honor them Like that was the greatest reward of owning that company.
00:30:13.829 -->
00:30:17.098I think that if you don't do that, don't do anything else.
00:30:17.098 -->
00:30:21.751You have to start there, and most people need some help with that connection.
00:30:21.751 -->
00:30:35.121But I learned the hard way by not putting time into certain employees that needed more of me as a leader, and a few of them have left, and I had to learn the hard way that I need to be there for them.
00:30:35.821 -->
00:30:36.604How profound.
00:30:36.604 -->
00:30:41.111How profound that you just said that, and I think you are right for them.
00:30:41.111 -->
00:30:42.614How profound that you just said that, and I think you are right.
00:30:42.614 -->
00:30:49.013I've never heard that so cleanly, michael, that, like, as a business owner, our first focus should be on that team more than anything else.
00:30:49.013 -->
00:30:53.338And you said that, like hey with, regardless of anything else you could have your attention on, that team is number one.
00:30:53.660 -->
00:30:54.222I agree.
00:30:54.222 -->
00:30:57.012Yeah, totally Right, we can just drop the mic there.
00:30:57.012 -->
00:30:58.696We should which is in the episode.
00:30:58.856 -->
00:31:03.458The team thing is so important to be developing that and it turns into this really fun journey.
00:31:03.458 -->
00:31:10.294But at first it's intentionally hard, because no one's good at it naturally at least not in my world, no and that's where I think.
00:31:10.294 -->
00:31:12.685For me, by the way, michael, having a coach was really big for that.
00:31:12.685 -->
00:31:14.892Yeah, we were talking about human relationships.
00:31:14.892 -->
00:31:20.199So having somebody who's been in those circumstances they don't know the people directly, but you know how this is.
00:31:20.199 -->
00:31:27.553After you own a business long enough, you see the same eyes in other people, I think I just quoted Star Wars.
00:31:27.874 -->
00:31:34.243They're in that temple Ray is in there, and the woman goes when you spin it around, as long as I have, you see the same eyes in other people, it's true, though.
00:31:34.243 -->
00:31:37.711You see these people coming into your business.
00:31:37.730 -->
00:31:38.571You're like okay, here we go yeah.
00:31:38.752 -->
00:31:43.817Or oh yes, here we go, and so you can help coach people through those elemental discussions.
00:31:43.817 -->
00:31:57.363Because the human relationship part I always tell people this too, Michael Retaining is recruiting insurance, oh yeah, so retaining, learning how to retain those people by having those relationships.
00:31:57.363 -->
00:32:00.439You don't have to recruit when you have these amazing people working for you.
00:32:00.439 -->
00:32:02.576So what are some of the key things?
00:32:02.576 -->
00:32:09.921You mentioned a few of them loosely, but what are some of the key things you tell your coachees about how to focus on their team?
00:32:10.710 -->
00:32:15.015Well, one is I encourage them all to spend some alone time with each individual employee.
00:32:15.470 -->
00:32:17.154You mentioned, take them out to lunch and stuff.
00:32:17.154 -->
00:32:17.957Why is that important?
00:32:18.638 -->
00:32:26.474Get out of the office, because when you're in the office, they see you as the boss.
00:32:26.474 -->
00:32:26.976They're the employee.
00:32:26.976 -->
00:32:29.344Take them out, have a beer drink, if that's what what you like, or just go to breakfast.
00:32:29.344 -->
00:32:30.627Get out, I like doing it.
00:32:30.627 -->
00:32:33.134I did those things and I encourage them to do it outside.
00:32:33.134 -->
00:32:36.751Get away from the work environment, even if it's on a weekend after work.
00:32:36.751 -->
00:32:42.162Block their schedule for a couple hours in the middle of the day, just get away and just, and I, the first thing.
00:32:42.162 -->
00:32:46.195What I tell them is don't sit there and talk about are you happy in your job role?
00:32:46.195 -->
00:32:47.700Like, can I be a better boss?
00:32:47.700 -->
00:32:50.211Like, no, like, how are your kids doing?
00:32:50.211 -->
00:32:51.373You know?
00:32:51.373 -->
00:32:53.256Oh, just had a graduation.
00:32:53.256 -->
00:32:54.096How is that?
00:32:54.096 -->
00:32:55.358How's your husband?
00:32:55.358 -->
00:32:56.079What does your husband do?
00:32:56.079 -->
00:33:02.031Like, get to know them as a person, really connect with them Like number one.
00:33:02.031 -->
00:33:03.798So that's what I would.
00:33:03.798 -->
00:33:05.020That would be my number one, right there.
00:33:05.450 -->
00:33:07.438Yeah, I don't think people feel like they have enough time to do that.
00:33:07.438 -->
00:33:21.172Some people would even argue, uh, Michael, that making it too personal could be bad, Like, is there a point in those relationships where you feel like the personalization maybe goes too far, or is is is it like the closer the better for you?
00:33:21.759 -->
00:33:23.325Um, no, I'm sure you can't get too far.
00:33:23.325 -->
00:33:33.663Um, you know, then you can get way too far and end up in weird relationships with um, inappropriate relationships, which I've never seen happen, thank, thank goodness, but yeah, no.
00:33:33.663 -->
00:33:35.970So I think, yeah, anything can be taken too far.
00:33:35.970 -->
00:33:42.692I think if, if you're generally leading with your heart and just trying to connect with someone, I don't think anything negative will come of it.
00:33:42.692 -->
00:33:51.573You know, I say this and then I'll tell you a quick story where my business lawyer because I did get a former employee of mine tried to sue me.
00:33:52.153 -->
00:33:52.474Oh my.
00:33:52.960 -->
00:33:53.845Yeah, that was fun.
00:33:53.845 -->
00:34:00.922And my lawyer was like you're in business long enough, it's going to happen, it's probably going to happen again, but you know it was not legit.
00:34:00.922 -->
00:34:04.448You're in business long enough, it's going to happen, it's probably going to happen again, but you know it was not legit.
00:34:04.448 -->
00:34:05.368We worked it all out, it was fine.
00:34:05.429 -->
00:34:07.412It didn't affect me or the business, and it was nothing I did.
00:34:07.412 -->
00:34:09.195Oh sure, I'm with the game of owning a business, yeah.
00:34:09.719 -->
00:34:15.550But then he says this is why most small business owners are cold-hearted pricks.
00:34:15.550 -->
00:34:18.474Part of my friendship, totally.
00:34:18.474 -->
00:34:24.561He's, totally he's like because I was hurt.
00:34:24.561 -->
00:34:30.192I was hurt on an emotional level that this person actually thought that low of me that they wanted to sue me for something that wasn't legitimate.
00:34:30.192 -->
00:34:34.528Like I was crushed and he kept saying listen, we're making business decisions.
00:34:34.528 -->
00:34:40.626You can't, you can't get emotionally involved like you need to be cold, you need to have cold, you need to have these borders, you need to have walls.
00:34:40.626 -->
00:34:42.050So he was on the opposite side.
00:34:42.050 -->
00:34:51.007Um, I think there's a a middle way where no, you can, you can develop good relationships, you can have a connection with your team.
00:34:51.248 -->
00:34:52.070I did, I liked it.
00:34:52.070 -->
00:34:53.740You know, I enjoyed it.
00:34:53.740 -->
00:34:55.384I don't think I ever crossed the line.
00:34:55.384 -->
00:35:01.014I think it helped me build trust and help them know that I'm, I'm, I've got their back.
00:35:01.014 -->
00:35:13.108Yeah, I think I think COVID was a big example, like they knew, like just getting through that whole ordeal and being able to keep people working.
00:35:13.108 -->
00:35:14.893And I did a fundraiser to raise money.
00:35:14.893 -->
00:35:19.728I gave all that money to my team Like I had to let them go.
00:35:19.728 -->
00:35:21.994They were all not working Like cause I had to let them go Like they were all not working.
00:35:22.054 -->
00:35:29.081So you know, I think because I had that solid relationship with them, they knew that I was, I'm doing my best for them and they it was.
00:35:29.081 -->
00:35:33.541Without that trust I don't think I would have gotten through COVID as successfully as I did.
00:35:34.385 -->
00:35:40.344Yeah, I think we can relate this as you're talking, the image that comes to mind is the relationship a medical provider has with their patients.
00:35:40.344 -->
00:35:51.871The really good ones have a personal connection with boundaries, and the boundaries are more for just keeping things on a professional basis, cause when we get too personal we get too casual.
00:35:51.871 -->
00:36:02.034So this idea of like being being personable, like a good doctor remembers I mean, oh my gosh, if your doctor comes in and remembers your kids' names and knows that they're in soccer, like how would you feel?
00:36:02.034 -->
00:36:03.380Same thing with employees.
00:36:03.561 -->
00:36:06.028We've been burned so many times as employers or leaders.
00:36:06.028 -->
00:36:09.751I always tell this to people that we get fired more than anyone.
00:36:09.751 -->
00:36:15.393Like when someone is being fired, that employer fires that person.
00:36:15.393 -->
00:36:28.400But as employers, when people quit, every time we get fired and it hurts, and when they sue, it's so personal and so it's you get to a point where you get jaded and that's where I know I got jaded at a certain point.
00:36:28.400 -->
00:36:31.449But that's when, again, we're coaching, really stepped in and help.
00:36:31.469 -->
00:36:41.306But I love this discussion because what it's evolved into is under helping understand that leaders primary job is to build more leaders.
00:36:41.306 -->
00:36:52.568So when we're too busy treating, we're not creating space to, to, to create connection and, like you're, you're obviously a connection leader, which goes really well in healthcare.
00:36:52.568 -->
00:36:55.704People don't care what you know till they know you care and all those things.
00:36:55.704 -->
00:37:02.219So, as you're spending time developing those relationships, you're, you know, retaining talent, which is recruiting insurance.
00:37:02.219 -->
00:37:04.188You're also building people.
00:37:04.188 -->
00:37:06.507You're also giving them, you know, an opportunity.
00:37:06.547 -->
00:37:26.065But I will say this the surprise for me as well is that the relationships to this day I've partnered with ex-employees in two of my companies and in both cases we have these deep personal relationships that are still highly rooted in the professional relationship coming first.
00:37:26.065 -->
00:37:28.512Like it's weird, you would think that.
00:37:28.512 -->
00:37:32.563Well, I mean cause we know about each other's personal worlds but we're not telling each other's personal problems either.
00:37:32.563 -->
00:37:35.356It's like there's this, these boundaries around.
00:37:35.356 -->
00:37:38.545Like you know, if I know what's going on, I'm there to help and support.
00:37:38.545 -->
00:37:41.471I'm the first one you know to contribute to whatever they need.
00:37:41.471 -->
00:37:52.025But 90 something percent of what we talk about is work and how we're building this thing together, cause there's nothing more personal than what we can do together in that domain, cause it shapes that personal domain Right.
00:37:52.447 -->
00:38:12.606And I think you answered your own question is like where's the line cut or when does it become too personal, like it's professional first, but knowing that you care for this person and there's a human connection there, um, but yeah, like people didn't come to me to tell me their marriage troubles and right you know.
00:38:12.606 -->
00:38:19.048But they did come to me and needed an extra mental health day because they said they're just dealing with some family stuff.
00:38:19.048 -->
00:38:21.382And I get it, I'm here.
00:38:21.402 -->
00:38:24.938That's how you're showing up being personal without being too casual, yeah.
00:38:24.978 -->
00:38:32.994Yeah, yeah, yeah, cause I'm sure there's many lines being crossed all over the place and I'm sure there's other coaches that disagree with building a strong connection.
00:38:32.994 -->
00:38:35.362But you know, that's how I, that's how I'm getting through life.
00:38:35.362 -->
00:38:37.385It's working so far, and honestly.
00:38:37.425 -->
00:38:45.282I will tell you this the people I look up to, michael, are just like you and you're a person I look up to as well and I'm talking about people who have, like these massive companies, nine figure businesses.
00:38:45.282 -->
00:38:52.347They, they're very personable, like, they're very sincere, they're present with people, they care, they invest.
00:38:53.007 -->
00:39:05.105I have a very close friend of mine who owns the third largest pest control company in the United States and I'll never forget seeing how he interacted with someone at a concession stand at a son's game, a basketball game.
00:39:05.105 -->
00:39:08.269He was just so like how's your day going?
00:39:08.269 -->
00:39:12.692And like the guy was just lighting up and you know he's just getting the guy's hot dog.
00:39:12.692 -->
00:39:16.465But at the end of it they were like laughing and I remember going I get it.
00:39:16.465 -->
00:39:21.800Now, you know it's.
00:39:21.800 -->
00:39:25.733There's what's really funny, michael, is, don't you think healthcare providers are kind of pre-wired to do that?
00:39:25.733 -->
00:39:28.262Well, yeah, I mean, we're all in healthcare, we're all treating patients.
00:39:28.282 -->
00:39:29.266We all do that well, so why?
00:39:29.266 -->
00:39:34.501Why is it that we struggle in shifting from doing that with our patients to doing it with our employees?
00:39:34.501 -->
00:39:34.942Do you think?
00:39:37.324 -->
00:39:37.744Why do we?
00:39:37.744 -->
00:39:38.905That's a really good question.
00:39:38.905 -->
00:39:42.027I don't know.
00:39:42.027 -->
00:39:43.807Yeah, I don't know.
00:39:43.807 -->
00:39:44.949I wish I had a good answer.
00:39:44.949 -->
00:39:45.829I don't either.
00:39:45.829 -->
00:39:47.630Something of the.
00:39:47.630 -->
00:39:54.275Maybe this is like the ownership this is my company, You're part of this.
00:39:54.275 -->
00:39:56.016I don't know.
00:39:56.016 -->
00:39:56.538No, I don't know.
00:39:58.260 -->
00:39:59.061I'm just thinking out loud here.
00:39:59.061 -->
00:40:02.751I love the fact that we're both like we don't know, but it's, but it's transparent that that's what happens.
00:40:02.751 -->
00:40:14.585It's like we're so good naturally with our um, with our own patients, and developing those relationships not every healthcare provider, but most especially the owners or leaders.
00:40:14.585 -->
00:40:20.347They're really good, they're getting the cookies, but then they don't know how to interact as much and usually it recreates.
00:40:20.347 -->
00:40:27.347I will tell you this what I have seen when I used to coach and recruiting was how, like, a lot of times there's this vilification of of their team members.
00:40:27.849 -->
00:40:33.672It's like all students care about is money and being lazy, like, like, oh, that's not true, let's not.
00:40:33.672 -->
00:40:34.414You know there's.
00:40:34.414 -->
00:40:39.407Let's talk about some trends that you're seeing and then maybe some truth around that, but let's not talk about generalizations.
00:40:39.407 -->
00:40:41.932But, yeah, I like the fact that we don't know.
00:40:41.932 -->
00:41:01.887Maybe that's another thing for us to think about and jump on another episode, and I love that you and I are in that transparent, honest space of like, yeah, when they figure it out, we are the best at growing teams, but there's something in the middle between transitioning our natural leadership and care and personalization from our patients to our employees.
00:41:01.887 -->
00:41:03.913That is the big barrier.
00:41:04.882 -->
00:41:06.507Maybe it comes back down to ego, who knows?
00:41:07.309 -->
00:41:10.264Oh, I bet At some degree it has to right.
00:41:10.264 -->
00:41:13.492Yeah, yeah, man.
00:41:13.492 -->
00:41:16.139So okay, we've talked, so I love this discussion.
00:41:16.139 -->
00:41:33.356This has been so fun, michael, talking about how to get leaders and owners out of their own way in private practices, starting with the ego, understanding what their primary job is the main thing that gets in the way of patient care and then transitioning to this thought of what should they be focusing on, and that is your team.
00:41:34.701 -->
00:41:44.306And I almost don't want to go further in that particular domain because, it's so concise and clean for the listeners that I think that's really powerful in that regard.
00:41:44.306 -->
00:41:49.163What are we missing, though, in your journey of helping people get out of their way?
00:41:49.163 -->
00:41:55.630Is there anything else that comes to mind that you would want to share with people who are clearly in their way and maybe don't even see that they're in their way?
00:41:55.630 -->
00:41:56.923What are they missing?
00:41:58.869 -->
00:42:07.840Oh man, they missing.
00:42:07.840 -->
00:42:11.976Oh man, I want this like drop the mic moment right now, with this ending, on this statement, and I feel like I've got pressure and I can't think of anything.
00:42:11.996 -->
00:42:14.784No, man, I love this and, by the way, I wasn't trying to set you up for that.
00:42:14.784 -->
00:42:16.329I think that's okay, I would.
00:42:16.329 -->
00:42:19.688I'm coming, I literally ask questions from a place of like what is that?
00:42:19.688 -->
00:42:26.525And I just think you have such an experience of helping not just yourself but other people get out of their own way, and maybe we've covered it all.
00:42:27.027 -->
00:42:27.789I'll let you know.
00:42:27.789 -->
00:42:31.369So I had two client meetings yesterday and right before we got on today.
00:42:31.771 -->
00:42:31.992Yeah.
00:42:32.780 -->
00:42:33.362Both of them.
00:42:33.362 -->
00:42:38.293I had to encourage and coach these two individuals on their self-care.
00:42:39.561 -->
00:42:41.565Oh my gosh, Is that land hard.
00:42:42.490 -->
00:42:50.141Because they were not taking care of themselves, because they were in the grind, you know, treating patients, trying to grow, doing this.
00:42:50.141 -->
00:42:57.163There's other factors, but and I and I always check in with all when I sit down we have, like this, a personal check-in how's everything going?
00:42:57.163 -->
00:42:58.045How are you doing?
00:42:58.045 -->
00:42:59.646I'm faking it until I make it.
00:42:59.646 -->
00:43:00.349Well.
00:43:00.349 -->
00:43:01.791No, that's not a long-term strategy.
00:43:01.791 -->
00:43:02.652So what's going on?
00:43:02.652 -->
00:43:10.840So, getting to the bottom of it, but these last two meetings I had, I'm like you need to like non-negotiable blocks in your schedule.
00:43:10.840 -->
00:43:21.143You need to go for a walk at lunch, you need to hit the yoga class, you need to do something for yourself, because you are burning and you're not going to make smart decisions when you're this stressed and this fatigued and this tired.
00:43:21.143 -->
00:43:24.905So you need to prioritize your self-care.
00:43:24.905 -->
00:43:27.927So I would say maybe that's missing in this equation.
00:43:28.369 -->
00:43:48.204That hit me almost emotionally and I'm hoping listeners rock stars, as you're listening to Michael, I have to say that was brilliant, because the hope of what you're hearing at home and in your car or driving or walking is is this idea of like leadership begins with self leadership.
00:43:48.204 -->
00:43:51.652We can't we're the utensils, the tools in the world that we serve in.
00:43:51.652 -->
00:44:01.072And like Abraham Lincoln, who was asked once like you know, if you had four hours to cut down a tree, what would you do?
00:44:01.072 -->
00:44:05.021And he said I'd spend three hours sharpening my ax, it's like we.
00:44:05.021 -->
00:44:20.251I will tell you from personal experience, without making this episode about me, how much that resonates with me and I just hope that as people are listening they recognize that, at least for me, from my experience, the second I stopped taking care of myself is the second I stopped leading others.
00:44:20.893 -->
00:44:23.880Yeah, yeah, yeah, yeah.
00:44:23.880 -->
00:44:32.909So it goes back relationship with self uh relationship with your team, relationship with your clients, relationship with your referral sources.
00:44:32.909 -->
00:44:36.583It's all this relationship building, but it has to start with self 100%.
00:44:37.784 -->
00:44:57.188It's interesting how our discussion started with ego, which is a relationship with ourself, kind of thing, and then it ended with, like getting rid of the things that don't serve us individually and internally, and then it wrapped into others, in terms of what we should be focusing on, and then all the way back into caring for ourselves.
00:44:57.188 -->
00:45:09.786Seriously, man, I don't think we could have done a better job planning this out, this discussion, so um hopefully people realize we did not plan this discussion Like we just started talking and it came out Um.
00:45:09.987 -->
00:45:11.751I think this is because we're having an honest conversation.
00:45:12.360 -->
00:45:14.666Yeah, and I want to thank you, you know, for the.
00:45:14.666 -->
00:45:21.913For the people who are listening to the end of the episode, I really want them to know how much I regard you, michael, you um the feelings mutual.
00:45:22.380 -->
00:45:33.164Yeah, it's, it's I and I say that from a place of like encouraging others who are listening, who are feeling inspired right now, that if you need a coach and if you don't have a coach, then guess what you need a coach.
00:45:33.164 -->
00:45:35.309I highly recommend Michael.
00:45:35.309 -->
00:45:38.804I'd get nothing out of recommending you, buddy, I just other than just helping others.
00:45:38.864 -->
00:45:41.268So thank you for this wonderful discussion today.
00:45:41.528 -->
00:45:44.514You have been such a phenomenal guest and I hope to have you back.
00:45:45.175 -->
00:45:46.621Absolutely, we'll set it up.
00:45:46.621 -->
00:45:48.048Okay, sounds good.
00:45:48.048 -->
00:45:48.369Thanks, bill.
00:45:48.751 -->
00:45:49.193Everyone else.
00:45:49.193 -->
00:45:50.659Thank you so much for listening.
00:45:50.659 -->
00:45:53.226Well, until next time, guys.
00:45:53.226 -->
00:45:55.612Thank you for taking time to listen to today's episode.
00:45:55.612 -->
00:45:59.431If you found today's information to be useful, could you take a minute and help me?
00:45:59.431 -->
00:45:59.731I would love it.
00:45:59.731 -->
00:46:01.552If you could leave's information to be useful, could you take a minute and help me?
00:46:01.552 -->
00:46:05.617I would love it if you could leave a podcast review in your app so that other people who are looking for this information can find it.
00:46:05.617 -->
00:46:14.210Plus, my dream is to have the largest network of medical entrepreneurs and leaders in the world so that together, we can change healthcare to make it better for all.
00:46:14.210 -->
00:46:22.954So, in addition, if you can think of anyone that you could send this to, not only would that mean a lot to me personally, but it would build this network so that we can make healthcare the way that we want it.
