Why PTs Struggle to Negotiate (And What to Do About It)

Most physical therapists know they should negotiate—but few feel confident doing it.In this episode, Jimmy McKay and Rebekah Griffith break down why negotiation feels uncomfortable in PT and how that hesitation impacts salary, contracts, and clinic growth.This isn’t about becoming a “salesperson.” It’s about communicating value clearly so you can get paid appropriately and build better professional relationships.Key Insights:• Negotiation isn’t about you—it’s about the impact you create• If you don’t define scope first, price conversations fall apart• Most PTs start negotiating too late in the conversation• Asking better questions is more powerful than “selling”• Saying no is a critical business skill—not a failure• You need a clear “floor” before entering any negotiation• Every conversation is a negotiation for informationWhy This Matters to PTs & Clinic OwnersIf you can’t negotiate:• You accept lower reimbursement• You underprice your services• You limit clinic growth• You burn out doing work that isn’t alignedBetter negotiation = better business decisions and better patient outcomes.GUESTRebekah GriffithSPONSORSSaRA HealthHelping clinics increase revenue between visits with automated patient engagementhttps://sarahealth.comEMPOWER EMRFaster documentation, better workflows, built for PTshttps://empoweremr.comU.S. Physical TherapyClinician-led growth and career development opportunitieshttps://usph.com

Most PT clinics still believe growth comes from referrals alone. But patients don’t choose clinics the way they used to.In this episode, Jimmy breaks down why digital presence is now the first impression—and often the deciding factor—for new patients.If your clinic isn’t showing up online in a meaningful way, you’re losing patients before they ever call.Key Insights:• Digital is now the front door to your clinic• Referrals still matter—but they’re no longer first• Word of mouth is still alive, but it’s happening online• Content builds trust before the first visit• You can’t “hack” attention—you have to earn it• Consistency beats one-off marketing effortsWhy This Matters:A busy clinic owner doesn’t have time for guesswork. This episode gives a clear direction: if you want more patients, you need to be visible, trusted, and consistent online.SPONSORSSaRA Health — Helping clinics generate revenue between visitsEMPOWER EMR — Built for speed and PT workflowsU.S. Physical Therapy — Supporting clinicians and clinic growth

Physical therapy feels harder than ever for many clinicians—burnout, declining reimbursement, and career uncertainty are constant conversations.But what if the problem isn’t the profession… it’s perspective?In this episode, Derek Landis shares what happens when you step outside the U.S. system and practice in a place where access to care is limited and every PT skill matters.Key Takeaways:Why PT burnout is often tied to perceived value, not actual impactWhat changes when patients finally get access to careThe hidden skills PTs undervalue (like transfer training and education)How serving underserved populations can improve clinician satisfactionWhy clinic owners should create opportunities for purpose-driven workWhy This Matters for Clinic Owners:If your team feels disengaged, this episode highlights a lever most clinics ignore—creating meaning through impact. Supporting outreach, pro bono work, or mission-driven care can improve morale without changing compensation models.Guest Links:Website: https://landis-family-jamaica.epistle.org/Friends of the Redeemer: https://friendsoftheredeemer.orgSponsors:SaRA Health – Helping clinics generate revenue between visitsEMPOWER EMR – Built for faster, cleaner PT workflowsU.S. Physical Therapy – Supporting clinician growth and clinic partnerships

Most physical therapy clinics are tracking metrics—but not all metrics actually matter.In this episode, Jimmy and Tony break down how KPIs can unintentionally drive the wrong behavior inside your clinic. From arrival rate to cancellation tracking, they explain how focusing on the wrong numbers can lead to worse patient outcomes and stalled business growth.They also explore a bigger shift: why PT clinic owners should think beyond traditional revenue models and start leveraging attention, content, and alternative income streams.Key Insights:Why “what gets measured gets messed up” in PT clinicsHow arrival rate can actually hurt patient accessThe difference between downstream vs upstream metricsWhy profit—not activity—should guide decisionsThe “patient drop-off cliff” after visit 2–3How content and media can become a revenue streamWhy fear keeps PTs playing small in businessWhy This Matters:If you’re a clinic owner, tracking the wrong KPI doesn’t just waste time—it trains your team to prioritize the wrong behaviors. Fixing this can immediately improve patient retention, staff decision-making, and profitability.GUEST Tony Maritato SPONSORSSaRA Health — https://sarahealth.comEMPOWER EMR — https://empoweremr.comU.S. Physical Therapy — https://usph.comSUBSCRIBE & FOLLOWApple Podcasts: https://podcasts.apple.com/us/podcast/pt-pintcast-physical-therapy/id1000443325Spotify: https://open.spotify.com/show/3LmMUT64yrUc2iGo9EmafcYouTube: https://www.youtube.com/@PTPintcastLinkedIn: https://www.linkedin.com/in/jimmy-mckay-pt-dpt-a4207659/Instagram: https://www.instagram.com/ptpintcastX / Twitter: https://x.com/PTPintcastWebsite: https://www.ptpintcast.com/

Most PTs focus on getting better clinically. The ones who build lasting careers do something different—they get involved.In this episode, Edie Benner shares how engagement in associations, events, and community directly impacts your career, your clinic, and your long-term satisfaction in the profession.If you’re feeling stuck, isolated, or burned out, this episode gives you a practical path forward.OPTA Gala Event: https://www.ohiopt.org/event/OPTA75GalaKey TakeawaysNetworking isn’t optional—it’s how opportunities happenAssociations provide mentorship, referrals, and business insightClinic growth often starts outside the clinicThe shift from “expert” to “coach” is critical for modern PTsBurnout decreases when you reconnect with purpose and peopleWhy This MattersFor clinic owners:Better connections = better ideas, referrals, and strategyFor staff PTs:Involvement = faster growth, more opportunity, less burnoutGuest LinksWebsite: www.arhs.usInstagram: @adverehabhealthspecInstagram: @edieknowltonSponsorsSaRA Health — Helps clinics generate revenue between visitsEMPOWER EMR — Faster workflows, better clinic operationsU.S. Physical Therapy — Growth, mentorship, and career pathsSubscribe & FollowApple Podcasts: https://podcasts.apple.com/us/podcast/pt-pintcast-physical-therapy/id1000443325Spotify: https://open.spotify.com/show/3LmMUT64yrUc2iGo9EmafcYouTube: https://www.youtube.com/@PTPintcastLinkedIn: https://www.linkedin.com/in/jimmy-mckay-pt-dpt-a4207659/Instagram: https://www.instagram.com/ptpintcastX / Twitter: https://x.com/PTPintcastWebsite: https://www.ptpintcast.com/

Many clinicians feel tension between patient care and productivity targets. In reality, that tension often exists because clinicians were never taught how the business side of healthcare works.In this episode of PT Pintcast, Jimmy McKay talks with Katie Holterman about how clinics can bridge the gap between clinical excellence and operational performance.The discussion focuses on practical ways clinic leaders can introduce metrics without alienating clinicians — and how transparency, standardization, and communication help teams work toward the same goal.Key Insights From the Episode• Why clinicians often resist productivity metrics• The role of clinical guardrails in protecting care quality• Why every clinic needs clear performance metrics• How dashboards and scorecards improve clinician buy-in• The leadership mistake that causes teams to reject metrics• Why some clinical standardization actually improves autonomy• How value-based care is changing rehab expectationsPractical Takeaways for Clinic Owners• Explain metrics using clinical language, not just business terms• Show clinicians how documentation protects their license and revenue• Use scorecards to make performance expectations visible• Limit KPIs to the few metrics that truly matter• Connect metrics directly to patient outcomes and clinic sustainabilityWhen clinicians understand why the numbers matter, the conflict between business and care becomes alignment instead of tension.SponsorsSaRA HealthThe remote care platform helping clinics boost revenue through automated patient check-ins and RTM support.EMPOWER EMRAn EMR designed for rehab clinics with faster documentation and cleaner workflows.U.S. Physical TherapyA national network supporting clinic owners and clinicians with growth opportunities and leadership development.Subscribe & FollowApple Podcastshttps://podcasts.apple.com/us/podcast/pt-pintcast-physical-therapy/id1000443325Spotifyhttps://open.spotify.com/show/3LmMUT64yrUc2iGo9EmafcYouTubehttps://www.youtube.com/@PTPintcastLinkedInhttps://www.linkedin.com/in/jimmy-mckay-pt-dpt-a4207659/Instagramhttps://www.instagram.com/ptpintcastX / Twitterhttps://x.com/PTPintcastWebsitehttps://www.ptpintcast.com/

Healthcare organizations spend millions on marketing — yet patients often trust a clinician with a phone more than a polished hospital commercial.In this episode, Jimmy and Andrea unpack why authenticity beats traditional healthcare marketing and how PT clinics can leverage clinician voices to build trust with patients.They also dive into one uncomfortable truth:Many clinics believe they have a marketing problem when the real issue is operations and patient experience.From the “three T’s and three P’s” of clinician content to the role of authenticity in healthcare communication, this conversation gives clinic owners a practical lens for thinking about marketing, retention, and patient trust.Key TakeawaysAuthentic clinician content often outperforms corporate healthcare advertising.Clinicians should be empowered to create educational content.Most clinics underestimate the operational impact on patient retention.The “three T’s” for clinician content: Tools, Training, Time.The “three P’s” for clinic marketing: People, Process, Product.Why This Matters for PT ClinicsIf patients trust real clinicians more than traditional marketing, clinics should focus less on polished campaigns and more on empowering clinicians to communicate directly with patients.The result can be stronger trust, better patient education, and more sustainable growth.

Physical therapists often feel pressure to collect certifications and letters after their name.But does that actually make better clinicians?In this episode, Jimmy talks with Clint Serafino and Nate Henry about why the PT profession needs more mentorship, deeper clinical reasoning, and better collaboration across healthcare disciplines.They also share the story behind Global Physio Training, a nonprofit working to deliver hands-on clinical education to physical therapists in underserved communities like Cameroon.Instead of focusing on expensive equipment or healthcare infrastructure, their mission focuses on something simpler — training clinicians.Because better clinicians create better healthcare systems.Chapters00:00 — Why Credentials Aren’t Expertise04:30 — Mentorship In Physical Therapy10:00 — Building Global Physio Training15:30 — Lessons From Cameroon PTs21:30 — Interdisciplinary Healthcare Teams27:00 — Diagnosing Movement Problems33:30 — Future Of Physical TherapyIn This Episode• The difference between technicians and clinicians in PT• Why mentorship matters more than credentials• What American PTs can learn from global clinicians• How interdisciplinary healthcare teams improve outcomes• Why PT clinics should collaborate with physicians and other providers• The vision behind Global Physio TrainingResources MentionedGlobal Physio Traininghttps://www.globalphysiotraining.com

Most physical therapists feel stuck between productivity expectations, documentation requirements, and changing reimbursement models.But what if the problem isn’t clinicians — it’s the systems around them?In this episode, Jimmy talks with Katie Holterman about how healthcare systems, documentation processes, and compliance frameworks can either burn clinicians out or support them.Katie explains why efficiency and quality are not enemies, why most documentation is unnecessarily complex, and how clinics can design systems that protect clinicians while improving outcomes.The conversation also dives into the future of value-based care, the role of outcomes in physical therapy reimbursement, and why most continuing education fails to deliver practical clinical value.If you’re a physical therapist, clinic owner, or healthcare leader, this episode offers practical insight into building systems that actually work for clinicians.Key TakeawaysWhy documentation is often more complicated than necessaryThe three questions that simplify compliant documentationWhy productivity isn’t the enemy of good patient careHow clinic systems should protect clinicians instead of burning them outWhy most continuing education fails cliniciansHow outcomes will shape the future of physical therapy reimbursementWhy understanding the “why” behind metrics changes everythingGuestKatie Holterman

Physical therapy clinics don’t struggle because they lack skill. They struggle because they lack attention.In this episode of PT Breakfast Club, Jimmy McKay and Tony Maritato explore how PT clinic owners can rethink marketing using lessons from unexpected places — viral videos, restaurant chains, and real-world business strategy.Instead of chasing trends or expensive advertising, the conversation focuses on creating authentic attention through simple ideas, repeatable content, and engaging storytelling.They also dig into leadership inside PT clinics — including how to hire the right people, how culture impacts performance, and why insecure leadership can quietly destroy organizations.The result is a practical conversation about how clinics can grow without complicated marketing systems.Key Topics DiscussedWhy one-star reviews can actually help credibilityThe marketing strategy behind Wendy’s viral campaignsWhy authenticity beats polished marketingHow small clinics can win attention faster than large companiesTurning patients and staff into authentic content creatorsThe “content hackathon” strategy for clinicsWhy most physical therapists misunderstand marketingHiring people who take initiativeThe hidden cost of insecure leadershipGuest Links & ResourcesTony Maritato YouTube: Total Therapy SolutionsDave Kittle Website: ConciergePainRelief.com YouTube: The Dave Kittle ShowSponsorsSupport for PT Pintcast comes from:SaRA Health – AI-powered patient engagement for rehab practices EMPOWER EMR – Built for modern rehab clinics U.S. Physical Therapy