I’ve learned something about you – Fight through your doubts

I have figured out why people don’t act. Why is it that people know that they need to do something but they won’t act. I put a post in a group about what do Physical Therapist needed help with and many people of the group said they need help with business/entrepreneurship, they need help with how to market themselves, they need help with insurance, they need help how to explain with patients. You know what their biggest problem is? Most people don’t believe in themselves. Most people have no confidence. Most people feel as though to pay 500 dollars for a course. It’s not that they don’t believe that I know the goods, of course they know I know the goods, but they don’t have enough belief that even if they knew everything that they can’t actually execute it and it paralyses them. They would just like, “If you give it to me for free, then at least I can just say that I kind of know it but I don’t really have to act on it.” that’s the problem. It has nothing to do with me, it’s just has to do with your belief.

Eileen created a course in seven days. She created a course called the iPhone Camera Academy – How To Create a Nice Video Using the Camera Phone. Her course is 1995. She created the course from start to finish in seven days. She comes on Periscope and for seven days she talks about things about cameras. She releases her course at 25 viewers at that time on Periscope. And then after the replay she got another thirty – 55 total viewers. In seven days she made 3000 dollars from a 1995 course on how to use the camera on your iPhone.

But what’s the difference with you and Eileen? Eileen fought through her doubts. Eileen said, “I didn’t know if anyone would buy it.” the same doubts that you have.

Every seminar that I went through, I still get nervous with sweat in my underarms. Is still got doubts; I still breathing heavy. The same things that you are dealing with, I still deal with. Sixteen years in, a million dollar company, I am still dealing with it. But I fight through it. You have to learn how to fight through it, or you are going to your grave with your gifts never been used. You will go to your grave with so much regret. You are dead anyway, but as you are dying, you are going to have so much regret because you have gifts and couldn’t get out of your own way. I still struggle with it. I am going to speak in Vegas, I will be scared again. I am going to be nervous, “No, they don’t want to hear this. But I am going on that stage anyways and I am going to murder it again but before I murder on stage I am going to be scared. I am going to be nervous and have doubts. What if somebody is going to say something bad and give me a bad review. Everytime I put a post up in a DPT student group, I get nervous. Not that I couldn’t help a thousand people but there might be one rogue that throws me off. I am still nervous till this day. I still get butterflies. You all have gifts but so selfish. Stop being selfish.

How Physical Therapists Can Make More Money

For the past twelve years, I have learned all of the ways that are available for physical therapists to make more, just understanding a few different things. I really believe that most PTs, including myself, just don’t know you don’t even know that these things are available to you and because of our lack of understanding of the finances, of the physical therapy business itself, of what patients are looking for, you just totally shut off all of those potential streams of revenue. I did that for quite awhile. Even when I had my private practice in the first couple of years, I did that and it made me suffer. I just thought that the only way that I could make more money is if I either brought in more patients, which I didn’t feel I have control over, or if I kept people there longer. It’s just not a good feeling to be in and I think it’s just because most physical therapists in a whole, most companies, they have a lot of tunnel vision with regards to how they help their patients.


The number one way is just understanding the financial ramifications of the physical therapy business.

PT on a whole is based on a couple of things. It’s based on understanding net revenue; that’s the amount of money that is coming in per patient based on their insurance. Understanding insurance, that the type of insurance plans that you are seeing within the facility that you are working for are going to pay a certain amount. Not all insurances are created equal. Understanding how cancellations affect your business. Understanding capacity, which is the amount of patients that you are seeing per hour based on the amount of revenue that you are creating for the clinic. All those things make a big difference and I just think that most physical therapists from staff PTs to homeowners don’t have a good pulse of that. You can’t manage what you don’t measure. I believe if you are a staff PT or you are looking to go in the field, I think just understanding those things will allow you to separate yourself from the rest of the pack just because you are willing to understand it. It’s a lot of taboo in our profession.


I think that those ways are really important and I think that is something that you understand it, now you can actually manage it, you can measure it, and now you can look at, “hey, we just changed this, where could we go?” and I always believe in the 10% group. You don’t have to complete a 180, you just make small little changes and it could radically change your career and financially change a lot of things for you.

Watch the Video: How Physical Therapists Can Make More Money

Number two, and I think this is a huge one I did in my practice is just increasing the lifetime value of your patients.

We can do that through a lot of different ways. Typically in PT, we get a patient, they come with their script, we see them, we make them leave, we are done and if they liked us and remember us then if anything aligns perfectly we’ll see them again three years from now. I just think that is not an efficient way of doing it. If you understand the power of customer reviews, patient reviews, that will bring more people to you. I think if you understand the power of additional services that you can offer, you now increase the lifetime value of that customer.


Let’s think about it for a second. Somebody is coming to your clinic, the average amount of visits that you’re seeing that person is eight, you got paid $80 per visit – that’s $640 for that person. To get that customer, you are getting $640 over here. What if you offer that person longer services, subscription-based model, they do massage therapy, they do other things at your office, running analysis, whatever things you have. And now, you can make that person an additional 400 – $500. That’s a huge difference, that’s 40 – 50% difference. 600 vs a thousand dollars for that person? And what if you have campaigns that are setup to where you are sending out email broadcasts to patients on different things that you are offering for your former patients every six months or maybe eight months. That person, now that can go from a $600 lifetime value to a thousand to fifteen hundred to 2000 to 3000. Those things are a big deal in understanding the lifetime value of your patient.


Number three is CONSULTING. That’s a big one for me. As a consultant, you could usually make whatever you wanted to charge but if you have expertise in the area of physical therapy, if you know the area of physical therapy very well, and most of the physical therapists don’t know anything besides the clinical aspect of physical therapy, well you just separate yourself from everyone else. Understand this, if you are not understanding and you are not embracing the business of physical therapy, there’s many other non-PTs that are, you might work for one. And there are many non-PTs that see the value and they see the potential to help a lot of people in this area and they use you for consulting because they know that you have expertise in what clients go through and you can name your price as a consultant. My price for a consultant has increased by 350% over the last four years just because of the demand. That’s a really cool thing that you could continue to do if people know that you are expert in physical therapy along with one or two areas.


Number four, I believe that this is the wave of the future for PTs and that’s telehealth services. The thing that people are buying for is time and money and we know where insurance companies are going or moving towards trying to keep more of their money and to save people time and they know that there is opportunity in that. Physical therapy right now is not huge in telehealth even though telehealth is big with a lot of physicians now but physical therapy is moving towards that. Are you comfortable enough with tech? Are you comfortable enough with being able to manage someone’s care that wanted to be managed via telehealth or part of it being telehealth? That’s a huge opportunity for you to make more money in the PT profession.


And I think the final one is practice ownership. Because whenever company you work for, there are always going to have overhead that you are going to be working towards paying for. The bigger the company, the bigger the overhead. The more that you are doing with regards to treating patients and doing all these other things, the more it has to, now it will pay you but it has to pay all the other people up the chain.

Importance of Personal Development

When people talk about personal development, to me, I thought Personal Development was like if you didn’t have money and you go in a shrink. I look down on it so much, I just didn’t understand it. I thought, is there something wrong, like it’s self help? Is there something wrong with me? Why did I need that? Personal development is the key to your success because personal development is just you getting better in whatever area in life you are not so good at.

I have always been a giving person. I was a guy like, “I’m about me; I’m about trying to get my; I just try to get what I can.” but I decided that I needed help because I had my clinics and I was doing my thing – I am doing good – but it was all about me. I started to read books that was teaching me about leadership and how you need to promote others before yourself. For me, I needed help with leadership. That’s the personal development that I needed. And then I started to go in personal development that started to help me more with my confidence. The fact that I can come on here and I can speak to you and speak from my heart; sometimes I speak about my faith. You know how hard that is? Because you are thinking in your head, “maybe people don’t agree with me; maybe I can’t say anything.” that is confidence. How do you develop that? Personal development. Working on your mind. Working on trying to get out of your way. You are blocking yourself. How many times are you getting in your way? Think about it for a second. How many times are you like, “okay, I want to say this but I am so nervous that I am going to piss X, Y, and Z off – then I am not going to say it.” just think about that for a second. How are you going to ever pass that. Is there like a course you are going to take in college that is going to help you with that? I don’t know, I didn’t see it when I was in college. You are gonna have to get in personal development. How are you going to get into the point where you are going to put others first instead of yourself. You are gonna have to get in personal development.

Going to college and becoming a physical therapist, obviously, that has been fantastic. But personal development is what took me from being a good physical therapist to a million-dollar company. I can tell you right now if there is one thing I could be attributed to besides my God – in Him who keeps blessing me and putting opportunities in my way – it’s personal development. Personal development allows me to go after things even though I feel I am not ready, it gives me the confidence to just go for it. Personal development is what taught me how money works and how compound interest works either for you or against you – that’s personal development. Personal development has allowed me to understand business. Personal development has allowed me to understand what people are looking for. Personal development has allowed me to improve my leadership. Personal development has allowed me to become more confident. That’s why I start my course with that.

Because when you are a physical therapist – when you are in a room and you have a patient that’s trying to tell you what they learned in Google – do you have the confidence on how you are going to do it on that person but at the same time you are not going to piss that person off? That’s what you will learn in personal development. Sorry, your professor ain’t going to teach you that stuff. Personal development is going to teach you that.

I want to urge you all today. If you are not in a book, if you are not listening to audio, if you are not doing that, please start today. Five minutes, ten minutes, fifteen minutes today. Just start getting in it; start feeding your mind telling yourself, “I am good enough. I can do this. I can be better. I can learn. I haven’t tapped out on my ceiling yet.” Personal development.

You know how hard it was for me? I live in a predominantly white area and until I had the confidence – because I want to be me, this is who I am. I am hiphop. I love all music but in my clinic I want to be who I am. Me. And I had to be okay in being me. And what has happened, we are just talking about it this weekend, everybody feels comfortable. Not everybody in my clinic likes this music or whatever – but when everybody feels good with, all my employees is they are comfortable of being themselves. But it took me to work on myself to have enough confidence like, “this is me. I don’t care what patient it is. This it me, take it or leave it.” and everybody in my clinic – why people would never leave my company – is because they know that we are totally okay with them being who they are. At the end of the day, if every single day you got to front and you going to be something that you are not, that’s not a good way to live. You are not going to be happy. You are just going to be pissy all the time because you are fronting – you are not who you are. You are being somebody else. Personal development will allow you to put out your authentic self. I can’t stress that enough.

I graduated in 2000. That was the last year that it was a bachelor in PT and I just never went back. What happened was I started working with the Professional Tennis Tour, working with players privately and travelling. My plan was from when I graduated school, was in five years I was to go back and get my MBA so that I can open up a business one day. Well, I never did that.

There is only so much gain that you will get with body weight – and I am a body weight guy – you have to lift. If you want to get serious muscle – I didn’t get this from body weight. Body weight is great but you have to throw up some weights. You just have to be safe, you have to know what you are doing. You have to have good form. You have to throw up some weights if you want to achieve those type of goals. You can do body weights stuff wrong, you can do lifting wrong as well. It’s a lot easier to hurt yourself with traditional lifting than it is to do with body weights training. Either way, just learn how to do it right. If you don’t know how to do it right then ask somebody that knows.

I am rich in blessings, I am rich in life, I am rich in health – which I wasn’t always.

Life-long learning

People always say, “Greg, how do you speak every single day? Aren’t you going out of content?” I am like, “Well, am I going to run out of experiences? No.” I am doing this everyday. I am always learning every single day. I think the thing most of you don’t realize is that I am learning at a ten times higher rate than the majority of you.

In the field of physical therapy, they require us to have 24 CEUs (Continuing Education Units) that’s continuing education hours every two years. If you could calculate it, that is one continuing education hour per month.

My first year, I did a hundred and eighty. Every single day, I put in at least thirty minutes of personal development even if my day gets away from me. I am listening to audio books. I am reading a book. I am listening to something thirty minutes a day. I know that is the minimum because I am always in my car whether I am going to the office and treating patients or I am going to my office and to have meetings with my staff. Or I am just going to pick up chicken fillet for the family or I am going anywhere. I only have personal development on my car, I am always learning. The deal is that is the minimum – doing only thirty minutes a day – maximum when I am on my game, three hours a day.

Warren Buffett said that one piece of advice that he can give anybody is to invest in yourself over real estate, over your physical therapy clinics, over anything else. Double down on yourself. If I am going on one, I am doubling down on myself.  You can’t lose. Because if you are better, things around you are going to get better. You are going to attract different people; you are going to be a viable commodity instead of a liability to people. You are going to bring energy to people. Yesterday, I got two calls from these separate companies that found me on LinkedIn saying that they found my YouTube videos and they want to talk to me about a webinar to their companies because I have invested in myself. All I am doing is investing in myself constantly and I am sharing it with people.


Watch the video: Life-Long Learning

If the standard of physical therapy is every month we want you to invest one hour to becoming better, I say do ten; do fifteen, take it to that next level. You want to get where I am at? Start working on yourself more. Personal development is not just in business, it’s not in being a douchebag anymore; it’s everything. You want to become a better leader, start working on learning how to become a leader. You want to become better with learning how to educate your patients, learn how to do that. I did that for my students yesterday. I brought them in the room, I did this mocky evaluation, show them how exactly I do the evaluation with my patients. They are learning – constantly in a learning mode. As soon as I finish this broadcast; as soon as I am finished speaking to you in YouTube and Periscope, then guess what I am going to do? I am going right into my computer, I am going to do a payroll and when I do payroll, I am turning on my lessons and my marketing academy that I am doing right now. I am constantly learning. I will never run out of content because I am always learning. Once you think you will get run out of content, that means you think you are a know it all. I am not a know it all; I got so much more to learn. The same thing that you might have heard three years ago, today you might be in a different mindset. You have had three years of experiences, good and bad. That same thing that just blew up your head – now you are like, “wow, that’s what they mean.” Constant state of learning, constant state of evolving, raise the standards – I am not average, you are not average. Raise your standards, start investing in yourself – it’s the best thing that you can invest in.

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When I was in middle school, I was just an average student. Bs, Cs, few As – those were just my standards. I worked at TJ Max while I was going to college but I decided to raise my standards. My first semester, I got straight A’s. My standards just changed. I didn’t get smarter.

My daughter today, she has an award ceremony at her school. She’s at seventh grade. She was devastated last quarter because she got her first B in four years. Her standards are just different. I was asking her yesterday how was the end of the year going and she is like, “I got all A’s but I am a little concern about two classes.” She is like seriously concerned. I am like, “okay”. It’s just her standards are high. If you have a standards of “Okay I am going to do 24 CEUs every two years.” you just have low standards based on what the field of physical therapy has laid out for you. Step your game up and have higher standards for yourself. Why? Because you are worth it. Whether you believe it or not, I am telling you you’re worth it.

I don’t quit

I have ran four marathons, I’ve ran times between 5 hours and 37 minutes. And I’ve ran one marathon as fast as 3 hours and 50 minutes. But here’s the one thing that I have never done in a marathon. I’ve never been able to run the whole way.

I actually should say, “I have completed four marathons.” And there is one marathon where I got to the twelfth mile. The night before I was very sick – like really sick – and my buddy told me, “Greg, you can’t go out there.” and I did. And I walked 14.2 miles – walked and ran and crawled to the end. I will never quit. That’s one thing that you’re going to get with me. I will never, ever quit. The things that are important to me – I am not quitting. I am not quitting on my wife, I am not quitting on my kids, I am not quitting on me, my health. And I am not quitting on my business. And that’s it.

You find a way to finish. This 60-day program took me about seventy five days this time. Last round you know I hated fifty six for fifty six or sixty for sixty. Every single workout I hit, perfect eating. This one wasn’t like that. It’s a lot of travelling, a lot of producing courses. Two record breaking months for my business. It was hard. This was hard. But i didn’t quit.

That’s the message. I don’t know if you are still on day nineteen or twenty one day fix three years ago but you can’t quit. You can’t quit on yourself. It was ugly, but we got done.

I’m in a point now where I need a little bit of break before I go into something else. I want some ideas, I want to keep muscle. I actually considering doing three days a week of crossfit because I know it’s really hard. And it just taking other days off. About 22 minute hardcore.

If you have any advice for me on things to do. Remember, I will always be your coach. I don’t care where my life takes me. I don’t care what things continue to happen to me, I will always be your coach. On the comments below, give me ideas what you think I should do.

How to stay motivated

Everyday is a motivation. But let’s talk about how do you stay motivated. Let me tell you how to stay motivated. You got to keep your circle tight. One night, I went into all of my different groups and I had everybody introduce themselves. As you guys know, for those of you who don’t know me. I have just created six online courses for physical therapist on how I have been able to catapult my career. I’ve been a PT for sixteen years. And I have created these courses. The truth of the matter is this. Do you want to know how you stay motivated? You got to keep your circle tight. I’m just going to be honest with you, it’s been sixteen years since I have been a PT. From 2004 to 2014, my circle was so tight. You want to know how many physical therapist were in my circle during that time? Two. One was my partner that works at the other clinic because we share money. And number two was another physical therapist that worked with me that actually removed from my circle. I kept my circle tight. Tomorrow I am flying out to Seattle. To go speak at another conference. This is now the fifth conference that I spoken out this year and I am going to tell you right now once I speak on Wednesday, I’m going to ask you the same question I ask everytime: How do you know these things? Where did you find out how to do all these things? How do you know how to do these stuffs with Facebook? And how to do these stuffs with all of these strategies. How do you make with all these money with things that you’re doing? How? Which therapist taught you? None.

You want to know what the key was? For me, the key was not being around other therapist. I didn’t have nobody telling me I couldn’t do it. I didn’t have anybody telling me I couldn’t do it. Because when I was getting ready to start my own practice, I am four years out of school. I had all these people that I was working with telling me, “you can’t do that.” “you can’t open up your own practice.” “you’re 26. You can’t open up your own practice.” “you realize you’re black and you’re in a white area. You can’t open up your own practice.” “you got a pregnant wife. You can’t open up your own practice.”

Bounce, you’re out. I got to get you out. I can’t deal with you right now. One of the big things that you can do is to keep your circle tight. I don’t have a massive connected circle of physical therapist until now. And most of them are people that are in my groups. They’re in my private groups. Every single time, I am doing another Podcast interview. Did one last night. I’m going to do one this week when I am in Seattle. I’m going to get an interview in the event that I am speaking at. They’re going to aske me, “who are your mentors in PT?” I tell them the same answer every single time, “Nobody.” my mentors are in YouTube. That’s why I am so big on coming on this different mediums and doing it because when you want something, you’re going to find the people. I didn’t find them in PT straight up. Ain’t nobody there was my mentor. Straight up. YouTube was my mentor. Amazon was my mentor. My wife was my mentor. You got to keep your circle tight people. People think that in my courses, the best thing that they’re going to get is knowledge from me. No. You know what’s the best thing that they’re going to get? It’s they’re going to get this inner connected circle of people that are trying to do great things. That’s got to be the key. Because I got to tell you. My journey to where I’m at right now is lonely. It was lonely. I didn’t had no physical therapist. And that’s what I want from people. So stay motivated, keep your circle tight. People try to take away your dreams, get them the hell out – quickly. Because they will mess you up. You don’t have to be disrespectful now. But you got to bounce. Like, “Greg, do you want to go happy hour?” I say, “No, I can’t. I got to go home.” where they at now. “Hey do you want to go with me to bahamas?” “No, I got to go to work.”

You got to be okay. Not everybody is going to ride with you. It’s okay. You don’t need to be angry about it. You just got to do your thing. That’s why it’s important. I don’t want people to just blow through the beginning of the course because if you don’t know your “why”; if you don’t know why you are doing it. Because the truth is, is that you’re going to lose people along the way. That’s just part of it. You’re going to lose people along the way because not everybody is about that action. They don’t want to do anything that makes them uncomfortable. They don’t want to do anything for the long term. They just want to do short term. You cannot be always around them constantly and then you are doing your thing. You just got to get rid of them.

How to have Influence

I spent a lot of time as a Physical Therapist because most people don’t. You know why? Because most people that are consulting, they don’t see money in physical therapist. I don’t want to waste time with them. I see a massive opportunity to change the way we do physical therapy. I have already made my money. I needed help, I need to get back. If people listen to the things that I say, it’s gonna change their careers. I already know that. I know how God works, I know how the universe works. I take care of other people I always be taking care of. Opportunities will always come my way so I focus on physical therapist and I focus on young kids. To make sure that if they want to go to physical therapy, they know what exactly they are getting themselves into.

Today, I want to talk about how you get influence. This is how you create influence. This one tip: It is called reciprocation.

Let me tell you a story about reciprocation,

This young handsome fellow named, Sprinter32304. This guy starts following me on Periscope, maybe two to three months ago. Solely invested, trust me, I know who’s on my scopes and who’s not on my scopes. I don’t check everyday but when I go in, I go in. I know who’s on my scopes and who’s not. I know who’s participating and who’s not. Sprinter did, whether he knew it or not, it’s called reciprocation. He basically showed me, like I don’t need money or funds from him. But when I’m on here, I’m trying to give knowledge to people and the one’s who are willing to listen, then that’s good. Because then if they need more, I’m willing to give them more. So, here’s how it works. Dude comes on every single day. And finally got to the point where he reached out to me via email. Asked if I will be willing to speak with him. Usually, if it’s anybody else that I have never spoken to, you’re not setting up a meeting with me unless you drop $250. That’s it, that’s just the way it works. Okay, it’s my time. I value my time right now. And that is the lowest amount. I set up meeting with the guy and we spoke not on a Wednesday, we spoke on a Saturday. Why? Because reciprocation. He already invested in me. So we spoke about an hour and a half – two hours. And then he just continued to follow me on Periscope. Continued to interact with me on Periscope. My course went live, dude bought it, in four minutes. Again, reciprocation. He is supporting me. The first twenty people that bought my course, I gave them an hour of coaching with me. He took in a step further, drove down from Georgia to Tampa. Did I give him hour? No. I gave him six. He spent basically, the majority of the day at my clinic. And we went over with everything. Everything. You guys see what’s happening here? These are things reciprocating. Reciprocation.

Another story is, I won’t give out his name. But again, he reached out. I know I seen this in my scope quite a few times. He reached out to me via Messenger. And let me show you how he started it. He said, “I am a fan of yours.” do you think that’s gonna make me feel good? If you say I am a fan of yours? And I have a question before I go into an interview or some job offer, what not. So, again, usually you’re not setting up meeting with me unless you drop coin. But he reciprocated. He gave me a compliment. I know he is already invested in me. I gave him this private link that I have that I set up little fifteen minute things and I am not giving it out today. And so it was a fifteen minute appointment. The type of dude that I am – I don’t really do fifteen minute appointments. When I am talking with you, I am invested in you. And that fifteen minute appointment turned out to forty five minutes. He reciprocated to me, I gave back to him through that appointment. He saw, okay this guy gave me something that he didn’t have to do. He then bought my course, we’re just reciprocating back and forth.

You guys, go to Starbucks. There’s a time at my local Starbucks where it went for two hours. The person in front bought the other person in the back. They don’t know who they were but bought them their coffee. One time, it went for two hours because when you do something for someone it makes them want to do something for you back. So if you want to start creating influence, just do something for someone. Do something first.

Okay, I want to give you the flip side of that story. I get emails all day whether they’re from YouTube – notifications from YouTube who keeps me asking questions. People looking for jobs. Some dude apparently emailed me but I don’t check them all the time. In order to hustle and do what I need to do, I’m not locked-in to my email all day. Anyways, some guy is looking for a job. And he basically sends me an email. And he comes into my office last Monday. And says, “I have an interview with Greg” and my office is calling me, “Greg, do you have an interview with this guy?” and I was like, “I don’t know what you are talking about. I have no interview with anybody.” So, right there he already played himself. That is crazy. You can’t do that. Anyways, that’s not good. He didn’t invest in me, he didn’t do anything. You can’t just come into my office and create an interview. So the dude is coming over and over again and wants a job as a PTA. And I am like, “that does not how it works.” Finally, he called again yesterday. I said, “okay. Have him come in at 9 o’clock.” and as you can guys see it’s 7 o’clock and I am just taking my own good old sweet time. Because I am going to work out, I am going to have breakfast, I am going to stroll to the office around 9:45. I am just gonna stroll in because he played himself. He didn’t reciprocate to me. He didn’t invest in me. He didn’t respect my time. Those are things that you could do the right way. You don’t have any influence. You don’t have any hook-ups. Why don’t you just reach out to people that you want to emulate. Do something nice to them first. Say something nice. “Hey, I am a fan of yours.” “hey, I have been watching your stuffs on YouTube.” “I really respect the way that you do with X, Y, and Z.” Do the same things to the professors. “Hey, I love your work.” “I love how you teach.” “can you do this or could you help me out with this?” Start with that first before you go in and begging for something. Reciprocation. The art of reciprocation. Do it for patients. You see a patient for the first time, give them a compliment. You want to know the physician in Tampa that has the best reputation? This guy, I don’t care if he does a great surgery or bad surgery. He has the best reputation in Tampa. You want to know what he does? He is known to hug every single patient the minute he goes to the office. This guy, you can’t get in to see him because he hugs everybody. It’s reciprocation. I am not saying you have to do that. But do something. You want to create influence. You want to create that first great impression. Do something and people will automatically promote you – because people are people. There you go guys, reciprocation. That’s huge.

People will promote you if you just take care of them first.

I love being able to give people that can’t give me back. It is totally exploded the way that I do things in the office. Presentations are so much better. Nothing can throw me off. If my mic goes down in my presentation in Seattle, how bad can that be? I could just wrap it. So, if you want to get good at your game, get on LIVE stream. It pushes you, you can’t turn back. It’s like getting off a cliff. Like you are already in the air.

LIVE stream is the way to go. I am doing this for a long time, as in like speaking. I kinda have an idea of what I want to say in the morning. And honestly all what I am doing everyday is what have happened in my life in the last 24 hours. That’s really what I decide to talk on. You learn so many things everyday.

The deal is this, to get a patient, to get a new person to know, like and trust you, you know how long it takes? Do you know how long it takes for someone to come into physical therapy and actually trust you? To exchange money with you? It is a massive investment in people. Usually when you are doing that through email, through going to a doctor’s office, or whatever. It takes a long time. LIVE video shows people exactly who you are. If you guys got an email from me, the transcription of everything that I just said. Would it be as powerful as you seeing me in my home. You see me in my game room. It is so easy to get people Like and Trust. LIVE video has allowed people to know, like and trust me so much quicker.

LIVE video with having a Facebook business page – my regular business page (Physical Therapy Business page) has 600 fans which is pretty good for a physical therapy page. These are people that know us and we see each other like three times a week. My Physical Therapy Builder page that I have been doing LIVE video on, I have as of this morning 640 Likes in three weeks. Because people know me.

Know, Like, and Trust. That’s the key.

Pretend you are the boss when you are in there. And you have confidence on those questions. Go through it. Don’t fly by it. You take every time you need. You got it.

How do you value yourself

Do you value yourself?

There was this one time in Doctor of Physical Therapy, a group that I follow, someone asked this question, “If I have health insurance, why would I go to a cash based physical therapist when I am already paying for my health insurance? I am paying 200, 300, 500 – like in my case, a guy with a household of six, I am paying like twelve hundred dollars a month. Why would I go to someone that is a cash based physical therapist instead of just going to the therapist that take my insurance?” I commented on it and the answer is “value”.

Whatever it is that you do – I don’t care if you are a to-be physical therapist, a hairdresser, if you work at Starbucks, if you work at Gamestop – people pay for perceived value. I don’t care what your economical situation is right now, whatever it is you pay for whatever you believe is of perceived value. Some people think that’s time. Some people think that is experience from Clinicient. Some people believe that that is expertise. It’s whatever that person perceives as valuable.

I took my son to the Eastern Conference Finals Playoff Hockey game here in Tampa. There was the Tampa Bay Lightning vs the Pittsburgh Penguins. I had an option, number one – it’s going to be on my TV at home. We could have just sat on our chairs and watch the game. That would have cost me zero. Option number two – I was given upper deck seats that were about a hundred and forty dollars each. There are two seats, upper deck, I could have paid that. And option number three was this nice lower deck seats about ten rows up that was two hundred and twenty five dollars a ticket. All three options I am basically watching the same game. I took option number three.

It is because for me, I don’t go to hockey games; I don’t have season tickets to hockey. I wanted to give my ten year old and myself the most amazing experience possible. I was willing because I found that valuable with that particular game. I was willing to spend $450 for us to go to the game and we got that experience – we didn’t win – but we still got that amazing experience because that was I found valuable. You have to understand that people will pay.

I have a friend of mine, he has four physical therapy practices that are privately based – cash only in the UK. In England, it’s socialized medicine. They can get free physical therapy right across the street. But he does well because he caters the people that find perceived value in the experience, in quality, in someone that is paying a lot attention to them. There’s plenty of people that wanted to have me on-call, to be able to text me whenever they need to, to be able to ask me questions and I can answer – people will pay for that. It’s what you find valuable. When I was running my first major marathon and I had an injury, I spent four months training for it. I was not going to let a stupid injury make me not run the marathon. So if I am you and there was a physical therapist or someone that can help me so that I could get to the starting line at the Disney Marathon and finish the race and they charge me a hundred and fifty dollars, even though I didn’t have as much money as what I might have today, I found that valuable because that race was so important to me – I will pay for it.

That’s how it works whether you like it or not. Whatever you offer today or whatever you are thinking offering – do you even value yourself enough to offer something to someone? That is a big deal.

I spend a lot of money trying to make myself better. I spend a lot of money on personal development. I spend a lot of money on making Greg Todd better. Greg Todd’s version 1.0 – that was many years ago. I move from 1.0 to 1.5, then I move to version 2.0 then I move to version 2.5. I am like version 5.5 now. I am trying to upgrade Greg Todd all the time. What you see today, next year it’s going to be an upgraded version. I am going to be bigger, faster, stronger, more eloquent, more energy, because I am constantly upgrading myself. Because I place value with that. I pay for that; I pay to get better. I don’t have a problem with then putting that on my clients because they are getting a better version of me. I don’t have a problem with bringing up my consulting raise when I get better. I don’t have a problem with bringing up my rates at my office when I have trained my people even better because I value myself.

I didn’t always value myself though. I used to be a dude always looking for free stuff, “let me see if I could find it for free. Let me see if I could find it here on YouTube. Let’s see if I could find it here on Google. Let’s see if I can piece it all together.” Back then I didn’t really value my time. Truthfully, I wasn’t willing to pay to get information together for me. But now, I value my time; my time is extremely valuable. If I know somebody has put it together, I will pay 500 dollars for it, I will pay a grand for it, I will pay two grand for it – because I value my time. It’s not just that I have more money – it’s that I value those things. I was spending money five, six, seven years ago – it was just on other things that I have more value in. I don’t have a lot perceived value in going at the bar so you will never see me go and throw it on fifty dollars at a bar drinking beers because I don’t find that valuable. You have to make sure that with nothing else, I don’t care what you do for a living – you have to make sure you find yourself valuable. And if you don’t currently, that’s a problem but there is a solution – and that is to invest in yourself. And that’s I want you to do today.

Money makes a lot things easier. Money makes you more of what you already are. I am a giving person, so as I got more money I just given more. It’s true. It’s just a tool. When I didn’t have money; when I didn’t have the money that is coming to my clinics now, I wasn’t able to bless community events, gatherings – but we do a lot more now. Somebody comes in they say, “Greg, would you sponsor my kids baseball team?” Now, one time a quarter, we sponsor a community – kids team. I couldn’t do that before. But I have been a giving person for a long time so I am just able to give more now. If I have more money, I can give more. Ten years ago I could probably get five. Money makes you more of what you already are. It doesn’t really buy you happiness, it just makes you more of what you already are.

You can help without money. Some people are blessed with time, with kindness. Right now, my life is really busy and that I have a lot of responsibilities but I do have financial resources that I can bless with. Maybe when I am sixty, I can be part of organizations and help more with the homeless. Things change for you throughout time but what you need to learn from now is to give what you have. Whatever it is that you have, whether it’s time, whether it’s money, whether it’s benevolence, whatever you have you have to learn how to give it because you can’t get more in unless you let it out. Whatever it is that you have right now, just value yourself.

Do What You Love and Love What You Do

Everyday you need to do what you love, you got to love what you do. You don’t always have to live with money. I understand that we need money to live. I understand that we need money to survive. But you gotta do what you love. You have to do what you love.

Two things happened. I had meetings and consultations usually scheduled: Tuesdays, Thursdays, and Fridays. And it’s really cool because I’m usually able to block out two to three hours to spend with my family, my wife, whatever. And then I do consulting either in the morning or in the afternoon or sometimes, if it is really crazy, both. Specially since I am leaving to Seattle next week, I want to make sure I spend some quality time with my wife. We went out to lunch, had some good times. But in the morning, I did some consulting. And two other companies that were talking to me said, “we love your passion.” and they said, “how do you get that?” and I said, “because I love what I do when I do what I love.”, “I don’t live with money.” Listen, coming on YouTube, I don’t get paid. Coming on Periscope, I don’t get paid. But I love it! When I’m in the office, I don’t reimburse anymore from blue cross. When I bring up my iPad, and the passion comes out, and I go on to complete anatomy and I start showing the page, “just look, this is what is going on with you. Like, isn’t that crazy? You know, like this was going on.” and they see the passion.

I love physical therapy. I love it. I love it because I know what it can do for people. I love it because I know that it is the best option for musculoskeletal conditions. I know what surgery can do for people and what it has done. I always want for them to exhaust on all the possibilities before they undergo something that they really don’t know what they are getting themselves into. So I know that a lot of times they just need someone to explain what the hell is going on with them. And if someone just explained it right, then they can be like, “ohh, I get it.” But most people, not everybody takes the time. And they see that I am passionate about, I love it because I know what life changing impact it can have.

I know that whether my YouTube channel used to have 2 views and that one view is me and the other view was my son, or my momma. It didn’t matter because I knew that what I was saying was something that someone needed to hear. And then like, five or six months later, in my email it said, “Greg, you received a comment from YouTube.” and with some girl or some young boy say, “Thank you so much for saying what you said. That actually helped me make a decision.” You see, it doesn’t always matter, like it doesn’t always have to be, “well I don’t have a channel of 500 people or 800 people or a thousand people like you do, Greg.” It’s like, “no man, if you love what you do, it shouldn’t matter. Because it’s just about making a life-changing impact one person at a time.” That’s all is about. My grandparents went through a lot of stuff just like yours did – to get us to the point where.. I got my phone, and I am looking at my phone and I got people that I am talking to in Europe – LIVE – in my house. If you show your passion, whatever it is that you do. Your ability to influence people has never been easier. It is never been easier and more impactful. Today, you could start with zero followers, zero friends, zero patients, and you can make an impact today.

That’s got to be exciting for all of you. It’s got to be exciting. Do what you love, love what you do – and you will never work a day in your life.

“I know you’re gonna be fine.” and that’s all that she needed to hear. We’ll find out next week. It’s nervous but thank you so much.

That girl has a major ride or die crew. It’ll matter what happens, she already know. She’s always gonna be with us. Don’t worry, you’re gonna be good. She got drive, she got passion, she get always make coin. Because she always lives with drive and passion. She’s been with me for seven and a half years. And let me tell you something, you guys thinks you get it rough – I trained that girl to be like me. She’s had to go through everything. All of my changes, she see my health stuff, she had been ride or die with me. That’s the reason why the minute she got her license, she basically has got to have a piece of renewal rehab – first day. Because she deserved it. She earned it. And that’s why I know you all can do it. You just gotta love what you do. That’s all it is. You just gotta love what you do. You gotta breath it. Breath it.

I might not get paid to come on here but this is a privilege. It is a privilege to talk to you guys every single day. Do not take technology for granted. It is a privilege to \e able to speak life into people. Because not everyday everybody’s feeling all hyped. And someone’s going to listen to this today and say, “this guy just amped me up. This guy just helped me. He helped me do something I was gonna do.” It is a privilege. This is a privilege. This is not about making a point. This is a privilege. This is a total privilege. You don’t understand sometimes when you were younger, when you go through some -ish. When you go through some stuff. And you realize every single time I have the opportunity to speak to someone – to mentor someone – to work with someone. It’s all a privilege. And technology is all just a gift. This is just a gift. I am using my gift.

Business Owner vs. Employee

I want to talk about the difference with being an Employee and a Business Owner. There is one big thing that you just have to come to understand. If you’re thinking, “gosh, could I own a business one day?”. “Should I be an employee?”. So, let me just explain this. I’m not gonna make this video very long. But it’s really important for people to understand what should make your decisions. Of whether or not you should be an employee for the rest of your life or you should be a business owner. Okay, so let me explain the two differences:

Alright, as an employee – right? It doesn’t matter whether you are for checkers. It don’t matter if you are from McDonalds. Don’t matter if you are a physical therapist, you’re a doctor, whatever. It doesn’t matter. If you’re an employee for the rest of your life, you are going to exchange your time for money. I go to my office – let’s just say I didn’t own the business – I go to my office, I treat a patient, I get paid either per patient or per hour. I give them my time and I get money. Okay, nothing necessarily wrong with that. For me, I didn’t want that for my whole life. I’m okay with putting in work on the front end, and not necessarily getting paid for it but on the back end now my money makes more money – for me. So I have time now. I have time to wake up at 8 o’clock and go on Periscope. And before I have five consulting calls this afternoon, take the Mrs off for breakfast, checked in with some of my staffs, do whatever. But for me, like you know – I have to consult all this afternoon. But that’s the difference. You guys understand that? Please, if you understand that, let me know. Because there is a huge difference as an employee, you will always exchange your time for money. You will always look at, okay well, like if you love what you do – fantastic. Then you don’t care. Like you don’t mind if you’re working all day or if you’re home ‘coz you love what you’re doing. That’s why I say it’s so important. But, when you are a business owner, in the beginning you’re going to work really hard and you won’t get a lot of money. In many cases, you’re gonna sometimes invest money. Many times, you don’t have to invest anything. And the world of business change so much. And where before, you would have to come up with all this money to open up the business. That’s not the truth anymore. Like, you could be right here on a livestream – whether it’s YouTube, Periscope, Facebook Live. And if you have something that you can help people with, you could put it in your Profile and say “Hey! I can help you with that.” And as long as those people trust you, they can go by their thing and you can make money and you have a business.

That’s called you give a little bit time in the beginning, but now people are going to buy whatever it is that you have and you’re gonna make money whether you are doing something for them or not because you are already putting the time. I don’t think a lot of people understand that. I don’t think a lot of people truly understand the difference with being an employee and a business-owner. And that’s the reason why for me even though I am very passionate about physical therapy, I also am very passionate about my time. I have a wife, I have four children. We have a very close family culture. Not just theirs but my staff as well. I like to spend time and invest time with all of those people. Because they are all of my family. So, I need not to be a slave to exchanging time for money. Does that makes sense? I hope it does. Because that’s what I want to let you guys know today. At some point, if you don’t want to exchange time for money, you’re gonna have to look into business ownership.

I just finished creating my seventh course now in the last five to six months – online course. I show physical therapist how to become little mini business owners without doing it the traditional way. By selling the things that they are already knowledgeable at but they don’t even realize that people need that. So that’s what I do. But in order to create those courses, it was a lot of time on the front end. But I’ll wake up in the morning and two people bought my course and I just made like a thousand dollars. While I’m sleeping – and I didn’t even sleep long yesterday. So, that what is called business guys. That’s business. Now, when I was working hours after hours in the beginning and there was no money coming in, I had to believe on what it is that I was doing in order to keep on doing that because some people say, “you’re insane. You’re doing all this work and there’s no money coming in.” But I know how business works.

Understand the difference between and employee and a business owner. Employee – you are going to exchange time for money for the rest of your life. A business owner – you’re going to put in a lot of time on the front end but eventually your money will just continue to make you money.

I have been a business owner from the age of twenty-seven. And I didn’t even understand that when I became a business owner. I didn’t know what I was doing. I just knew I just got to try to treat patients and be on my own schedule. But I didn’t really understand that. And I think the one thing I want to leave you guys with today is understanding that you don’t have to have some traditional – “okay I gotta have to get a $50,000 loan.” Well, you can literally open up a business today for a $150. Get license in whatever state you’re at. And you can have a business like online businesses that works at right now.