The Dave Kittle Show

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

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

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

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

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