The Dave Kittle Show

Cash-based PT practices have built entire models around prepaid treatment packages.But recent positions discussed in this episode from physical therapy boards in North Carolina and Texas raise questions about whether certain prepaid or discounted visit packages are allowed.Dave, Tony, and Jimmy break down what the boards are saying, why Dave believes packages benefit patients, whether he'd ever give up his PT license over restrictions like these, and how practices may need to rethink the offer entirely from individual visits to programs, memberships, access, and episodes of care.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — The $97 First-Visit Strategy[01:07] — Can Cash-Based PTs Still Sell Packages?[05:20] — Why Is This Happening Now?[08:03] — North Carolina vs. Texas PT Board Rules[09:00] — State Boards vs. PT Associations[11:00] — How Dave Would Fight Back[12:12] — Why Packages Can Help Patients[13:56] — “I’d Consider Giving Up My PT License”[16:08] — Who Really Benefits From These Rules?[18:59] — Can Cash Practices Change the Offer?[20:59] — Stop Selling Visits. Sell Access.Cash-pay PT owners:You normally charge $200 per visit.Would you rather be allowed to sell:A) 10 visits for $1,500B) A $1,500 six-week rehab programC) Monthly membership/accessD) Pay per visit onlyThe guys get into an interesting distinction in this episode between selling future visits and selling access to a larger program or episode of care.Which model do you think is best for both the patient and the practice?-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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884

Should a well-paid full-time PT be allowed to work a second job?Dave Kittle explains why his therapists agree to a no-moonlighting policy, while Tony argues that owners shouldn’t try to control what employees do outside their primary job.They debate compensation, availability, employee freedom, outsourcing, AI, non-solicitation, referral relationships, and what “all-in” actually means inside a growing practice. Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Paying for Commitment[02:25] — Can Employees Outsource Their Own Job?[04:10] — Don’t Become the Elevator Operator[05:23] — Dave’s No-Moonlighting Policy[07:24] — Tony Disagrees: Let Employees Choose[08:29] — The Phillies Test for Employee Commitment[10:48] — Why Full-Time Availability Matters[15:42] — Guardrails Without a Noncompete[17:26] — Stop Chasing the Same Referral Sources[19:49] — Dave’s Provider Happy Hour ExperimentYou hire a full-time PT.They’re paid well.They hit performance bonuses.They treat fewer patients than they would somewhere else.But they want to pick up another PT job on nights or weekends.Would you allow it?A) Absolutely, their time is their timeB) No, full-time means all-inC) Only if it doesn’t competeD) Depends how much I’m paying themDave says no moonlighting.Tony says you shouldn’t have to force commitment.Who do you agree with?-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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884

Dave Kittle did something most practice owners would never consider: he publicly posted one of his one-star Google reviews.Dave and the guys break down why imperfect and unexpected content can outperform polished marketing, how negative feedback can clarify who your practice is actually for, and why taking a stand matters.Then Dave shares the behind-the-scenes challenge of delegating his front desk to virtual assistants and what the process is teaching him about systems, scheduling, training, and actually running a business.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Why This Show Doesn’t Have a Filter[03:45] — Why Changing Your Opinion Is a Good Thing[07:34] — Dave’s 1-Star Google Review[10:58] — Why Boring Content Doesn’t Work[13:31] — Turning Bad Reviews Into Good Marketing[18:22] — Tony Joins the Conversation[19:03] — Dave’s Virtual Front Desk Experiment[21:05] — Training VAs and Scheduling Home Visits[24:40] — Do You Want a Business or Just Clinical Freedom?You get a 1-star Google review.What do you do?A) Ignore itB) Try to remove itC) Respond professionallyD) Make a video about it 😅Dave chose D.Would you ever publicly use a bad review in your marketing?-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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884

Could most traditional outpatient physical therapy eventually be replaced by home programs, AI, and lower-cost care models?Dave Kittle and Tony break down reimbursement pressure, bundled payments, AI, premium cash-pay PT, and why the future of outpatient therapy may look completely different from the model clinicians know today.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Should You Hire Skill or Develop It?[02:03] — Who Fits a Premium PT Model?[05:16] — New Grads, Culture Fit, and Hiring[07:18] — Why We Stopped Hiring[09:07] — What a 15-Year Employee Taught Us About Hiring[12:21] — Interviewing for Core Values[15:21] — Are Surgeons Referring Less Physical Therapy?[16:51] — Why Insurance Is Squeezing Outpatient PT[21:01] — Could AI Disrupt Outpatient Ortho?[28:57] — Premium PT, Scale, and the Equinox ModelTony says:“80–90% of what outpatient ortho does could be wiped out tomorrow.”Not because patients stop needing help.But because some of that care could potentially be delivered through:A) AIB) Home exercise programsC) Lower-cost remote careD) All of the aboveDo you think he’s right?And if he is…what does a physical therapy clinic look like 10 years from now?-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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884

A PT candidate showed up late to a phone interview… while driving.Dave Kittle explains why he ended the process, the red flags he watches for when hiring therapists, and how he uses multiple interviews and reference checks to predict whether someone will actually be reliable after they’re hired.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Reference Checks Are Usually Formalities[02:13] — Reliability Matters More Than Talent[03:15] — When Talent Lets the Team Down[05:12] — How to Hire for Reliability[06:46] — Dave’s Multi-Step Interview Process[09:21] — The Candidate Who Took an Interview While Driving[13:11] — Set Expectations or Test Candidates?[18:11] — Why Employee Behavior Changes Over Time[22:14] — Dave’s Reference Check StrategyYou schedule a job interview for 11:00 AM.The candidate misses the call.They call you back 6–8 minutes later…while driving.What do you do?A) Keep goingB) RescheduleC) End the interviewD) Depends on the rest of their resumeDave chose C.What would you do?-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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884

What if PT clinics stopped selling visits and started selling the outcome patients actually want?Dave Kittle breaks down his experiment with results-based PT packages, why therapists struggle to confidently present premium plans of care, and why $350 per visit may be the wrong thing to sell altogether.Watch more from PT Pintcast →https://www.youtube.com/@PTPintcast---EPISODE BREAKDOWN[00:00] — Why Physical Therapy Has to Evolve[05:40] — Trends Change. PT Should Too.[09:44] — Networking and Recruiting Differently[18:41] — Reinventing the PT Business Model[21:11] — Should We Rename Physical Therapy?[25:50] — Marketing PT: Show, Don’t Tell[29:56] — Inside Dave’s $175 Mailer Experiment[31:17] — Stop Selling Visits. Sell Outcomes.[33:50] — Why Results-Based Packages Are Hard to Sell[35:43] — The PT Commodity Trap[39:41] — What PT Can Learn From Higher Education[44:41] — Should Therapists Handle the Sale?[45:44] — Using AI to Coach PT Sales[50:31] — Will AI Become the Salesperson?Would you rather sell:A) $350 per PT visitB) 12-visit packageC) A complete program built around one specific patient outcomeD) Something else entirelyAnd if you picked C:How would you explain the price without making it feel like a sales pitch?-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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884

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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884

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: Dave@Conciergepainrelief.comInstagram: @davekittle https://www.instagram.com/davekittle/LinkedIn: https://www.linkedin.com/in/davekittle/orCall (646)-781-8884