Will Power
Being a physical therapy entrepreneur can be unbelievably challenging at times. From patient care, to running the businesses, to balancing a family, it’s no wonder many entrepreneurs feel overwhelmed and burned out. Each Tuesday, join Will Humphreys, a retired private practice owner and medical entrepreneur, as he introduces game-changing leadership concepts and interviews other successful leaders in healthcare. If you want to start, scale, or sell your outpatient physical therapy business, this is for you. Together not only can we increase our income, impact and freedom, we can build the largest network of healthcare leaders in the world at the Will Power Podcast.
Will Power
Mastering Balance and Business in Physical Therapy with Dr. Jason Won
Mastering Balance and Business in Physical Therapy with Dr. Jason Won
In this episode, Dr. Jason Won shares his inspiring journey from a corporate career to building a globally recognized physical therapy business spanning six continents. Through his innovative approach combining physical therapy, strength training, and habit formation, Dr. Won reveals how a unique selling proposition (USP) and technology can help private practices stand out in a competitive market.
Key Takeaways:
- Learn the importance of a USP and leveraging technology to address modifiable health issues.
- Discover how personal health challenges can drive genuine client connections and sustainable growth.
- Understand the value of mentors and virtual assistants in refining strategies and reducing administrative burdens.
- Use personal experiences to recruit like-minded team members and connect authentically with clients.
4o
Virtual Rockstars specialize in helping support or replace all non-clinical roles.
Book a free call to learn how a Virtual Rockstar can help scale your physical therapy practice.
Subscribe here to our completely free Stress-Free PT Newsletter for your weekly dose of joy.
rock stars, thanks for tuning in. Today our guest is dr jason wan. He has a desirable, personally branded pt business that I believe is cutting edge for our industry and is an example as to why this is the best time in the history of physical therapy to become a pt. He's taking advantage of all these technologies to grow a business in a very simple but beautiful way. He's leveraging something called a unique selling proposition or a USP. He's going to talk about it throughout the episode. That's the main focus of this how identifying what that is is going to allow you to not just get more profitable but to hire easier, to get free with more profitability and maintain that homework balance. We're going through a whole bunch of resources, but the coolest thing is how he's taken that business to six continents. So listen closely for these tools and tips around this thing called the unique selling proposition and enjoy the show Rockstar. We're so excited to have Dr Jason Wong with us in today's episode. Jason, thanks for being on the show man.
Speaker 2:Yeah, thanks so much, Will I really appreciate it.
Speaker 1:The topic today is identifying our unique differentiators, so could you set the table a little bit as to why this is a problem in our industry and private practice?
Speaker 2:Absolutely Well. As we know, back before the pandemic, pts were already still like a dime a dozen. There's tons of PTs in the San Francisco Bay Area. There's PTs all across the United States. How do you truly differentiate yourself amongst the market where you don't want to be like a small fish in a super big pond. You want to be like the big fish in a very small pond. So how do you kind of make that work for yourself, so that version of or kind of understanding and defining what your unique selling proposition is, how you differentiate yourself, not just through, like, I guess, what features you have, what advantages you can give to your ideal kind of like, target audience, but also what is going to be. You know, how you're building your brand, how you personifying yourself, I think is huge. So a mixture of, like, personal branding plus understanding the USP, which is your unique selling proposition, I think, is what allows you to charge more for your services, allows you to stand out above the market and also be able to scale your business at full.
Speaker 1:Yeah, I don't think most of us are trained in that in school. I know when I started my private practice, jason, I was like oblivious to that, and if anyone asked me what my unique differentiator was as a private practice owner, I would have told them oh, it's my quality care, right? Sure, yeah, that's not a differentiator at all, especially when we're all saying that how do you measure that? I mean, I guess there are ways, but in ways that are meaningful for our clients. I don't think it's something that really is useful. Let's talk about your path, because Rockstar is what you guys don't know about Dr Jason Wan is that he has a really cool business model. That's very different. So let's kind of maybe jump forward now, describe your business so that people who are in that private practice space and in the grind of it can get some idea of how you've taken that lesson and applied it to your life to live a really cool life with your business.
Speaker 2:Yeah Well, I mean I've gotten my business to the point where I've scaled it to the point where I have like a fulfillment team, I have like community managers, I have other coaches that are kind of working in the business and it's a really cool differentiating factor of like trying to treating the whole person rather than just kind of treating a specific symptom. You have to see that, as time goes on, eventually your program you have to continue to adapt it over and over and over again, because people are going to catch on to what your USP is. You have to make it even further unique. Maybe you start a different business and maybe you catch on to the AI fad and whatnot, and so you have to continue to adapt with the times.
Speaker 2:But I think where I started was I quit my corporate job because I was seeing 15 to 30 patients a day, super burnt out after just two years. And then the pandemic is what really kind of pushed me into that direction of doing things more from an online basis. I started off just strictly just starting an online program through people being attracted to me. I was doing a lot of powerlifting, I was bodybuilding. People are like, okay, cool, he's a really unique mixture of helping people with pain, strength and mobility, but he's also like he does personal training. He's super strong himself, and so I kind of caught onto that and I started just treating people like on a weekly basis. At some point got very saturated. I couldn't take on more than 15 to 20 one-to-one calls within a week.
Speaker 2:Sorry to interrupt, but those are remote, not in person. Yes, so I still do some in-person care just because I love just the interaction with people in San Francisco, but the vast majority of my call-ins are fully online. I've treated everyone from almost every single continent besides Antarctica. So pretty much the cool thing about PT is that you can make it your own. You can have physical therapy as, like the background, you can have a DPT to create that authority, and I am a board certified orthopedic specialist as well. But you can kind of different, like I am.
Speaker 2:You know I consider myself like a pain relief coach. I blend strength training and one of my unique selling propositions is you know, I put really put habits at the forefront and you really have to personify that. I don't think in the world, you know, you identify it's like I don't identify as almost anybody that has better habits than me and that's like a separating factor where you know 97% of diseases and pain out there is all modifiable If you just change your life. So I teach people how to automate exercise into their life and so that way they don't have to worry when their life gets busy. They still stay pain-free in that way by incorporating movement.
Speaker 1:That is so cool. Yeah, guys, if you're not watching this, you're listening to this. He's wearing a tank top and he's ripped, so he practices what he preaches. He is obviously drawing this attention for people because he's found something he's really passionate about. But I love what you said, jason, about.
Speaker 1:You were very passionate about this lifestyle already, and so for you to be in a position where you were able to help people in chronic pain, it's like you took that physical therapy background and didn't let the conformity of a traditional business model limit you and maybe that's where COVID helped, but you didn't just go. Okay, how many brick and mortar buildings do I want to open? It was forced in some degree to start doing things online and now it opened up this incredibly profitable business cash pay, I'm assuming yeah, so, and then you're scaling this and you're working with people in six of the seven continents. I mean, that's that, to me, is what's so exciting and I hope rock stars, you're listening this is it's breaking through barriers for you around, like what it is that we are able to do, right. So you define your unique selling proposition, your USP, as happiness and overcoming chronic pain.
Speaker 1:Your website, which is really cool, websites, flex with drjcom and on there. It's a really good example rock stars, if you go and just check this out, because he walks through all sorts of storylines. That just kind of paints this experience that people have with physical therapy. But it's almost like it could be for the physical therapist as well. Which I really love is like yeah, therapists are in that same position, so you work with chronic pain is a big part of what you do. Is that correct?
Speaker 2:Yeah, exactly, you work with chronic pain is a big part of what you do. Is that correct? Yeah, exactly, and that's part of like my storyline, which was I went, I got through two car accidents that actually left me in a state of just pretty bad neck and back pain like throughout five, six years of my life. And you know, at the same time, we want to support each other's. You know you want to support each other's businesses. You want to support each other all, all PCs as a whole.
Speaker 2:At the same time, your USP is a product of, like your own experiences. You create some polarity around like what sort of things didn't work for you, but what truly has worked for yourself, and when you can actually say that I personified it. I'm the one that got out of chronic pain through lifestyle changes, habit formation. People really lock onto that and they really buy into that. I mean, I had one person that was just kind of essentially she was pretty much very much pre-sold on working with me. She was like name your cost and I'll work with you, because she listened to every single one of my podcast episodes and she was able to be like wow, I really identify with everything that you've said and I really lock onto your USP.
Speaker 2:So, what is it that you've said? And I really lock onto your USP. So, like, what is it that you offer? So it's pretty cool that, like, as you market yourself in that way and just I wouldn't say spread yourself out thin, but over time started off on Instagram, then transition like Facebook, youtube, podcasts right. Then you become more omnipresent, right. You develop that, that authority, that stage in which then, all of a sudden, you're not really having to fight for your next client. Your clients are just simply coming in and filling out an application.
Speaker 1:That's amazing. How would you guide people who are listening to this? On defining how does someone define their unique selling proposition? How do they go about that process?
Speaker 2:I think that's a great question. I kind of stumbled upon it because people were telling me what I didn't know. They're like man. I don't know a lot of people that are. You know I'm not as a gloating factor. I don't see as many people as ripped as you. I don't see a lot of parents that are as disciplined as you.
Speaker 2:That has a specific journey in which, like you, overcame your own chronic neck and back issues and now you're just. You're just a person that personifies everything so you can go based on, like what you're already comfortable, like kind of play to your strengths. You play to your strength, what is unique about what you're doing in your life that keeps you healthy, that keeps you pain-free. That could be one angle. Another way is just kind of like, okay, seeing what the market kind of is out there and let's say there's somebody that's doing something and simply like that's how the market goes. It's like you see a product and all you do is you simply like make one small tweak to that product and they can differentiate yourself. As such. I don't mind that angle.
Speaker 2:The problem with that is that that was something that I just couldn't. I couldn't be passionate into that. That that thing right. It could be profitable, but are you going to actually enjoy doing it in that specific way? If you take somebody else's business model, tweak it yourself, is it something that you're going to actually be proud of, that you can be happy about? They can be super passionate. When I'm on sales calls which I still take, sales calls I have a team of salespeople. Now I really speak with so much passion to the point where it's like I'm closing 70, 80% of people right on the spot and they're just like I can see your passion. This is what I want. Let's work with you, because if you don't have that passion, people are going to see that in your posts, in your stories, they're going to see that they can go to a consultation with you. And you don't want to just be a fraud and like making a ton of money. You want to really stand behind your business and something that you can be truly passionate about.
Speaker 1:I like that. I think you said that's really powerful is this idea about how passion is a clue, a breadcrumb trail of our unique selling proposition? If we're passionate about it, then we can talk about it, we can sell it. And Rockstars, as you're listening, my experience has been something that Jason personified, which is that our passion is almost always defined in our past pain. So past pain usually sets that foundation for us. It's like we have to dig in there and see what it is, because when we've hurt and we've overcome something, we are super passionate about it. But we can get so mind-numbed with day-to-day working in our businesses. And before this call, you mentioned something very clearly to me. You're like, yeah, one of the things I'm really big on is making sure I work on the business, and I'm sure you could speak into that on a couple of angles. But when you, what does that mean for you now to work on your business?
Speaker 2:For sure. I'm definitely still at a place where I'm wanting and I'm yearning to scale my business. But you know, I always tell even my team that you know my some of my team they make commissions off of, like certain backend offers and all that. But you don't want to be in a business where you're being sucked dry out of your time, where you're like you're being taken away from your family, right, and that's potentially. I'm not saying that I wasn't at that place, I was. I was in a place of like 2021.
Speaker 2:I was pretty depressed, pandemic, hardly getting any clients at that time. People are really skeptical losing their jobs. So there were times where you had to just suck it up and just like break through those barriers of I'm not going to be that 85% statistic of businesses that fail within their two years. I was like I'm too stubborn for that right, I don't care what happens, I'm going to push through. And I did right. Started getting a lot of clients, started getting developed some authority, got some social proof and then started to build this business.
Speaker 2:And now where I'm at, where I'm saying I'm working on the business, is I'm now more so like managing the four sectors of business.
Speaker 2:I have an operations team.
Speaker 2:I have a couple of people in sales, I have people in the fulfillment team so that I don't have to do as much of the customization and programming for my clients, although I still enjoy it. So I still do it. But I now have, like you know, two other therapists that are really passionate about my philosophy and how I do things, so they're able to carry on the fulfillment. All I do is kind of bring them in and then eventually, where I want to be because I'm currently managing, like the sales team, fulfillment operations, even marketing is I do want to be at a place where I have a sales lead, I have fulfillment leads, I have people that know the SOPs of everything that I do. They can take my brain and essentially they can compel those other therapists to do the work, for example, and essentially we're just building this business that we'd be very passionate about, and the more that we scale, I'm more passionate, less about the revenue, I'm more passionate about really helping thousands, if know, thousands, if not millions of people, if that's possible.
Speaker 1:Yeah, it's such a cool experience to watch that from this side of the episode because I've seen it with other people in my world. I've had my own experience around that. When there's enough profitability, this whole new world of possibility starts to break through. We get enough profits, but it's not just profitability financially. I like how you said when you're working on your business.
Speaker 1:You also strongly mentioned the balance between family and business in that and I think that's something that PT owners and business owners in general just have a hard time understanding is that the purpose of the business is always to feed the home, and so if it's pulling us out of the home to an unhealthy degree, then its natural purpose isn't being lived. And so where you found success, starting with your passion and really breaking through in your messaging, and really when we're talking about that unique selling proposition, we're talking about your ability to put language around it and then build around it as the people are hearing it. But then you're growing it from a place of like, yeah, now we're profitable, I can step back, but you're also protecting that family time. How have you been able to manage your family time during this whole journey? Because you've got two little kids. You're doing the bedtime routines right now, getting them potty trained. What does that look like for you now?
Speaker 2:Well, I think one is you have to create boundaries. I think my wife you know, thankfully my wife has been the absolute most supportive of quitting a six figure job that was very like stable and I was going to get a pension, you know, after five years to pursuing my passions of just doing things online and like building my own brand. So I think one is just having your partner or your spouse just be extremely supportive and just be extremely supportive and just be like, hey, there are going to be some dark times. That's how it is. It's like when you start from zero and you have no experience with business. That's how it's going to be. But I am going to learn through experience. I will support this family, you know, and I just need your love and support to do that for me.
Speaker 2:She was filming things for me. She was creating, creating documents for my clients. What else was she doing? She was one of my first salespeople, she was DMing people. So it's quite amazing to have a spouse that's that supportive.
Speaker 2:And then I think that at this point in life, where I now have a one-year-old and a three-year-old, your time is still not your own, so you still have to separate it. I'm very Google-driven, so Google driven. So a lot of times I'll like set reminders for myself. I'll create gaps. I even have now I've just brought this on but I have a VA and an assistant that now manages my email and my schedule and my calendar. She knows it just as well as myself, as if she was living in my body. So it's now I say like I just said, it was quick message to be like hey, break out at least two hours of just time spending with my son and I don't want anybody to touch that. So she'll write DMV. She'll be like do not book, so that none of my other team members like really book anybody onto my schedule.
Speaker 2:So, having those kinds of separations and having that clarity and that transparency, like with your schedule, there's a really good book for anybody that's trying to open up more time for themselves. We call it Buy Back your Time by Dan Martell Really insightful book. It's one of the main books that helped me to start delegating, to start creating standard operating procedures so that I'm not doing everything in the business and then I can eventually kind of step away as long as your team members can do at least 80% of the capacity and the accuracy of what you do, that's a win right there. They'll never maybe be able to do it as well as you unless they do, and of course you're just like that's a win. They can do it better than I can, but as long as you do 80% of that capacity, you really open up your time and eventually you can start to have a better balance on quality of life.
Speaker 1:Yeah, I love that my virtual assistant. I was on the line with her right before this and she was prepping me for our episode. The virtual assistant thing is such a big deal it's the second fastest growing trend in healthcare for a reason. But I like that you talked about not just the concept of a VA, but using that person to support the bigger vision of putting boundaries in place, and so I really, really hope people are listening to this and Rockstars as you're listening. I just want to ask you do you have the right boundaries in place as you're driving or working out or as you're walking? Think about where your energy is. Look, there's no such thing as perfection, right? I'm sure, jason, you still probably go through periods where you're overwhelmed, right?
Speaker 2:Oh, obviously it still happens weekly, but you work through, through it and that's the point of scaling a business and you kind of put that internal pressure on yourself as an entrepreneur to have that right. Sometimes my wife has to remind me, like, jay, look how far you've come. Let's just sit back and on the couch for a bit and just have some dessert, watch some Netflix. And I'm like, yeah, yeah, it's like I deserve this. And like let's just go to the zoo and let's just like take a day off. And I'll tell my VA like like, please do that, you know, clear out my meetings. And like let's go ahead and just have family time.
Speaker 2:But yeah, there are definitely still dark times and, like I said, I'm preparing anybody that's in business, that's starting their own business, not part of like the nine to five setting.
Speaker 2:You really have to essentially like dive deep into, find that unique selling proposition. You have to get good at sales. You have to get good at understanding business ethics and creating again this USP, where you create an USP in order to drive the revenue and people pay for the value that you would give. Right, because some the average thing that I see on Instagram bios is more like $100 evals and $150 evals, maybe sometimes less, and for me I'm like, hey, if my time is that worth it, and if you can create coursework and a community and you can build something so robust that people are so excited about it, people are going to pay less about the features, they're going to pay more about the outcome and the potential, support and vision of what they're going to get out of it, and then you can start charging in the thousands, right, and then, therefore, you can serve one person wholeheartedly versus serving like 20 people for the same exact cost.
Speaker 1:Yeah, totally, it's so funny. My question to you now is what came first for you? Maybe it was a little bit of both at the same time. Was it about defining your unique selling proposition or was it boundaries? Did you find that the unique selling proposition created enough success for you to where you were able to get on top of your business and then create boundaries, or did you need to create boundaries to identify your unique selling proposition? It feels like a little chicken and egg to me. I wonder what your journey was like on that.
Speaker 2:Yeah, that's a great question, I think, why I? I don't think that anybody gets really good at business or scales a business without having mentors. So I think a call to action for anybody that's listening right now is you don't just learn by yourself, because you can learn by yourself, but it probably will take you years. It will take you years of free YouTube videos and even then, like, will you succeed? So if you want to speed up the curve, if you want to get from chapter one and get to chapter 20 at the end of the book as fast as possible, I don't doubt that I've spent well over six figures on different mentorships and coaching in order to get to where I am today, and that was well. Every single time. It was well worth the investment, right? So you have to invest in yourself and have somebody that's done it already and having them as a mentor to speed up that learning curve.
Speaker 2:So I guess, when it comes to the USP, versus where it kind of started, I think that initially I already hired a coach really early on, and this coach was from the UK.
Speaker 2:They were all about fitness businesses and I still keep in touch with some of them today and I've met a lot of entrepreneurs I still keep in touch with from that program five years ago and I we were developing already like essentially like a USP, like what are what are people's, what are people's problems? Can you agitate that problem within your post? Right To agitate this and then and then provide a solution after which is a common PAS type of posting problem, agitation, solution and there's many other formulas for copy. But once I started to put it out there and as long as I was being very passionate about myself, once I was posting out of the sheer passion of just like what I do, people started to lock on. They buy you, they don't buy the program, right, so don't get that twisted. They buy your brand and they buy who you are and they trust you. They don't trust the program. But once they trust you, whatever program that you are selling, they're going to be behind that, especially if you've given value in advance.
Speaker 1:Yeah, that's such a cool thing. The coaching angle is such a big one. It's when I promote a lot. I've never in my 20 years ever not had a coach. After I found my coach, it was the same journey, as people who are listening know, and so I've become such a big believer in it Jason just to kind of punch that with you that whenever I'm doing anything new, the first thing I do is like, all right, who's the best coach I can find? I'm actually at a point now where I'm really big on finding coaches because I'm so coached over the years that I find coaches who don't have as much. They have a really good knowledge base on like a podcast. I have a podcast coach. She's amazing. She has built her own podcast. She's helped other people do that. She just started her own coaching program. She's charging way too little.
Speaker 2:And I I got to catch her now where her prices are low.
Speaker 1:Oh, she's amazing. I'll give you her information. And it was one of those things where I'm actually coaching her to raise prices and I'm going to pay those prices. But literally I found these people that I can. I've been such a great recipient of coaching. I'm helping people who are starting in coaching develop that with them and I'm getting the discount. But I mean I've paid six figures as well and at one point I had three coaches at one time. It's such an immediate return on investment.
Speaker 1:So I love that you said don't worry about necessarily figuring out if you're going to set those boundaries or get the unique selling proposition. Just get a coach to help you do all of them in the right time for you. And that just takes a lot of stress out because we are so busy and we have so many things going on and we're overwhelmed with kids. So I think at the end of the day, how do you define success around that when you I mean the USP or the unique selling proposition is very easy to define because you're growing financially Like that's your income and your your all those things but how do you define success with the boundaries while you're growing your business, like, what does that look like for for Jason?
Speaker 2:I'll share something just more personal for me, and I think everybody has their own personal agenda and reason for why they would start a business, and some people that are motivated strictly by just the money and scaling that's fine. I think that's your personal thing. That's fine. I mean, I started my business because I just wanted to have more impact beyond just San Francisco Bay Area. I just felt the innate need that I had. It's something that was really unique about me which was really preaching habits and prevention Right.
Speaker 2:There was something that in 2019, it was just all about like fixing. Like a knee pain, fixing this is like versus. I love to fix the entire body. I am more passionate. I have better habits than 99% of people in the world. So this is what I'm going to push it to the world is, if you develop better habits and you can exercise consistently, you can sleep better, you can eat better and I teach all those things in my program is that you can have a completely pain-free life, be able to help your family and be more serviceable and contribute to your family.
Speaker 2:So my why is was like I've been shared this pretty in 2008, when I was 19 years of age and I had to come home every single week when I was going to college, not necessarily just to visit family, but just to understand that my dad's going to. He's not going to be here within the next year or so, so I just came home every single day. At some point he started to lose his functional mobility. I had to get him off the couch, had to do a whole bunch of things that I don't think any other 19 year old person would want to do, and that was one of the reasons that he's one of the reasons why I started this business, because I want to make sure that parents that see me and come across my page are seeing a version that they want to become, and I want them to become that because I don't want them to go through the things that I did.
Speaker 2:It sucks very much to lose a spouse, let alone lose a role model like that, and if you want to be more present with your kids, if you want to have the strength and capacity to do things with them and not be sidelined by it, I really felt passionate about sharing my own hurts in order to motivate people, to get them off the couch and to realize that if I don't change my lifestyle now. I'm going to pay it forward later. I'm going to regret this later. So I'm all big about that habit and preventative portion and that's why I think again my program. It tends to sell people really well but at the same time, clients get such good results because I am leading by example. I'm not just textbook, I'm literally doing everything that I tell them. And as long as I do everything and I start to live a life that's similar to Dr J's, there's no doubt that I can get there too, and I think that's really cool about what I'm currently doing now, yeah, so very articulate.
Speaker 1:So sorry to hear about your dad, and what a personification of what we're talking about. Because the unique selling proposition isn't a technique or a tactic. It's a legitimate, from the heart expression of what defines you right and how you want to impact the world. And that's why it sells so well is because you are number one, an example of the thing that you preach. But then you also have this incredible like why that you can articulate so as people are listening, like what are the pains that you've gone through? Like what are the things that you've experienced in the back of your lives that you're maybe keeping close to the chest, that you could really lean into from a place of like, defining a purpose that you could draw endless energy when those dark times come as a business owner. And not just that, but then create a business around it. Because, again, what's cool about what you've built, jason, is that this business model for me, when you're standing up there as DrJ on your website, there's this whole brand around you as an individual right, differentiating yourself immediately with your story. Like no one else here has anything even close to that in terms of unique ability, unless they've done the work, but your business being built around it is like it's all about number one, promoting the industry.
Speaker 1:Because you're Dr J, right, you're not some service that gets referred out to, you're a doctor in the community and then you have this unique clarity that is drawing those people in. And I just think that's something that when people come to me, they oftentimes are looking for virtual assistants, which is my main business, or I do coaching on recruiting, and they're always like how do I find them? How do I hook them? I'm like man, that's the wrong question, right, the right questions have to define with like what is it that I stand for? And then, because I'm guessing, when you start to bring on other PTs, it's not like you were going to conform to how they wanted to do things you mentioned. They're super passionate about your way of doing things. How did you find those individuals?
Speaker 2:You know, some of them are long friends from before I even started my business, so definitely there's already some know, like and trust. There's also a vetting process of like, hey, like, once you do things here, like, there's a specific course and agenda that you have to do If we're cranking out this amount of clients at this success rate. It's like if you're not willing to adapt with the current philosophies that we have, then you're not the best fit for this, right? So it's just that screening out process and you have to. You know, when it comes to hiring which is probably for another like podcast episode you just gotta yeah, you just gotta be like. It's just like speed to lead. It's like you have to be speed to fire when you, when you need to right, if you don't feel like they're passionate about it, you got to cut it right away and be able to move on with somebody else. But I guess, yeah, when it comes to training the team, they lock onto that philosophy. They see the passions that I have, and it's the same thing like selling to a lead which is a potential customer, versus selling to your PTs as well and selling to your team. It's that. And selling to your team is that they feel my conviction right.
Speaker 2:There's something by Alex Ramosi and, I think, and Dean Graziosi. There's a video I always refer to which is called Conviction Over Commission and the thing here is that if you don't stand by it, if you don't have a strong enough, why, if you're on a sales call or if you're trying to sell it like through stories or whatever your promotional medium is, people are going to look right through that. They're going to sell it like through stories or whatever your promotional medium is people are going to look right through that. They're going to be like oh God, this guy's super salesy, this guy is not passionate, but when you're speaking with conviction, you could be like a subpar salesperson but still be absolutely floored. They'll just buy whatever you want because your conviction is conveyed beyond the dollar value.
Speaker 2:And I think that you know that's why, like, okay, you sell a program for like $5,000, $10,000. It's like people are going to be absolutely convicted once they hear your tonality and once they see how excited you are about your program. Like I, I feel horrible when people don't buy my program because then I know they aren't going to get as good of results on their own and I feel really crappy about that, and so when people feel that it's not like you're being like, buy my program, buy my program being super salesy, they're just like dude. I would feel so bad if you didn't just put your foot beyond the line and just make the decision to work with me, because once you do, you'll realize within the two to three weeks that this was the best decision ever.
Speaker 1:Yeah, and you hire for that, like you're looking for people who are going to see that philosophy. But where we get in trouble on the hiring this is going back to, the unique selling proposition is if we don't really know what makes us different, then we're going to be hiring based on the fogged mirror rule, which means if they fogged a mirror, let's bring them in, and so so when you know what you stand for, I do think it makes it much easier to charge more, develop a new business model, get better clients and get better team Because, like you said, it's an art. It's not like any of us have this clarity and it just filters. But I will tell you, the current company I've been building has been the easiest business I've ever started because I have my unique selling proposition, and I said this to my wife this morning. No kidding, I'm like this company is like building itself, because all I do is stand in that passion, like you do. And, by the way, you kind of remind me of the PT version of Alex Ramosi, just saying it out there.
Speaker 1:I love that guy. He's from Phoenix as well. I do love his stuff as well.
Speaker 2:Super smart guy, though he's the real deal Super smart guy though he's the real deal.
Speaker 1:I've been following people forever and in this if you don't know who that is guys YouTube him. He's jacked, big beard, just kind of shoots very clean and straight His little tidbits. I've been like scrolling, kind of get entertaining, and then I'll get like two tidbits and I'm like it changes my business. There's one thing I won't go into detail, but I was scrolling and I saw something he said it was like a 30 second deal. I made that change the next day and I increased my profitability by 3% over the next two months. It was.
Speaker 1:It was like that's amazing, yeah, so, um, like we should get more offline about like you know that, those things. But I just think there's something about the clarity. It's not that it's not hard, cause I get that from you, but you're also like it's really clear when I'm meeting someone who has what I consider to be a business that feeds their life and not the other way around, and that's truly what you've built here with that. So if someone was going to get started, this is a really important question. If you're, you know a lot of people that listen to my show are people who are like PTs, who are looking to start businesses. A lot of them have businesses but some are just like trying to get into it. What advice would you give like someone who was thinking about starting a business or a practice in general, like anything at all that you could that comes to mind that would be best practices for them to consider doing it, cause most people I talk to they want to do it but they're scared of doing it.
Speaker 2:Well, obviously I feel like we can go for days on that subject too, like where somebody get started. One is definitely just writing pen to paper your USP and being like what is my differentiating factor? What is my why? What is something that I can be compelled by. That's one. I think number two is just more of a mindset thing.
Speaker 2:But you have to fail your way to success. I struggled with that so much because I was a straight A student all throughout PT school, davis, everywhere that I went, it was just like there was no way I was going to fail anything. And getting used to failure as in like you didn't know crap about business and you just like had to, like, just learn on the fly. It was just failing a ton, just over and over and over again. But as long as you didn't quit, it was no, there was no reason to say that I was not going to succeed because I felt like I was very good at what I do. So just fail your ways to success and then just realize that you have to be able to put yourself out there. I don't care if you have zero followers or even a hundred thousand followers, but if you're not willing to just put the camera out there. Like video nowadays is is king. Right, content is king. So if you're not willing to like video your podcast, or just video your perspective on like certain modalities and things and like express your opinion, then people are never going to learn about you, you know. They're not gonna learn about you just strictly through like a written post. So I think I think video is huge when it comes to scaling your business nowadays.
Speaker 2:And then I guess, lastly, is sales I mean sales, at the end of the day, is the lifeline of your business. I've had PTs that are like Jay, I want to grow a business but I don't want to be salesy. I'm like well, you don't have to be salesy. If you're being, if you're convicted about what you do, right, you don't appear. You don't be, you don't appear salesy. Nobody says to do that back in the day when I was struggling with clients.
Speaker 2:But that conviction and just getting very affluent with like learning how to persuade, getting good at like sales psychology I think that that goes. That, if not, is one of the most important in my opinion, is learning sales psychology, becoming more emotionally intelligent, being able to empathize with people while you're on the call and making people and persuading people to make that emotional decision around the life that they can have is absolutely critical. Because if you don't express, if they're not 100 certain and bought in on the emotional side of things, they then you'll have to charge really low prices for your stuff and therefore you're going to take on, you're going to tap out quicker that way versus ifus, if you take on a $7,500 client, it's going to be a lot easier, right, but you have to just compel that person and be absolutely convicted and, again, sales is huge.
Speaker 1:Love that. Yeah, if you're already in it, it's the three Ds death, divorce and disease will usually motivate people to make a change, but if you're getting started in it, don't be scared by that, because you're getting the tidbits here with Dr Jason Wan. So that was incredible advice I think I'm going to ask the listeners to do is to follow you. I think the best way to learn because a lot of people heard you say things like if you're not doing video podcasting, I'm like well, I guarantee most people are like I don't even know how to start a podcast.
Speaker 1:Everyone should have a podcast, everyone should have a social media following you and I obviously live in that space but I don't think people who are listening realize how that unlocks the door. Once you get your unique selling proposition of how you can message and get out there to people for you, I would like for them to follow you. I think that's the best way they could do that. How can they follow you? I'll put everything in the show notes, of course, but just if someone's listening, how can they follow you and get more from you?
Speaker 2:My handle on almost all platforms is FlexWithDrJ, so FlexWith and then the forward DrJAY. You can follow me on Instagram, tiktok, youtube. You'll probably find me on podcast if you type that in as well. My advice also is if you're just starting off, I start with just mastering absolutely just one medium first and not spreading yourself out thing, because then you're going to drive yourself crazy. So if you want to start with Instagram, great Instagram. You can go viral, you can start reels, you can get a lot of views that way and start a small following.
Speaker 1:But I also have a Facebook group too, no-transcript can learn about different models like yours that are wildly more successful when they better their business, they better the industry and they better the population. So thank you so much, Jason, for being on the show. It's been a pleasure to have you. Yeah, thank you so much, Will. Thank you for listening, rock stars, and if you're one of the many medical professionals and leaders who have had it dealing with the drama of hiring and training people that you think are overpriced, then let's think about how virtual assistants can offload you to do what you love, which is changing people's lives. In the show notes there's a link to jump on our calendar so that we can show you why. Linkedin shows that virtual assistance is the second fastest growing trend in healthcare, next to artificial intelligence, At no obligation. We'll see if this is a fit for you. I hope to talk to you soon.
