144: From Scarcity to Success

What if you could transform your frustration as a healthcare practitioner into a thriving multi-location practice?On this episode of Practice Freedom, Mark sits down with Jessica Jones, a healthcare entrepreneur who scaled her practice from a single location to an impressive 22 sites. Jessica shares her path from burnout and underpayment to building a successful practice, offering thoughts on overcoming common industry pitfalls through passion, strategic planning, and practical business acumen.Are you curious about the cash-based model in healthcare? We dig into scaling a practice through high-value, cash-pay services that patients are willing to invest in. Jessica and Mark break down the decision-making process required for hiring additional staff and expanding service offerings while maintaining that personal touch in patient care. You’ll hear strategies to help you navigate transitioning from a solo practitioner to leading a burgeoning healthcare enterprise.We also tackle the elements of effective delegation, managing growth, and leveraging social media without feeling overwhelmed. We discuss building strong patient relationships and ensuring high standards of service. Jessica emphasizes feedback in cultivating a high-impact organization and shares her experiences balancing personal fulfillment with business growth.Whether you're just starting or want to expand, this episode is your guide to achieving success in the healthcare industry.In this episode, you will hear:Jessica Jones’ journey from one location to 22The strategic planning required for growthTransitioning to services that patients are willing to pay for out-of-pocketBalancing growth with personalized patient careThe importance of delegation, understanding the essential roles in a healthcare practice, and managing growth effectivelyNavigating the pressures of social media presenceAvoiding costly mistakes with high-pressure equipment salesStrategies for fostering strong connections with patients to drive business growth and maintain high service standardsAligning personal fulfillment with business goalsUnderstanding the different roles within medical entrepreneurshipThe importance of feedback in creating a successful healthcare organizationHow to use feedback for continuous improvementResources from this episode:Build Your Cash Based Medical Practice website: www.buildyourcashmedicalpractice.comEmail Jessica: [email protected] with Jessica on LinkedIn: www.linkedin.com/in/jessicajonesbuildyourcashpracticeAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Have you ever wondered why some leaders thrive while others struggle to keep up?Today's episode of Practice Freedom challenges the conventional wisdom surrounding success by uncovering the power of an abundance mindset. We start with a personal story about overcoming deep-rooted fears and learning to trust in abundant opportunities and resources. Understand how your belief system—whether you see the world as full of possibilities or as a competitive battlefield—shapes your personal and professional journey. We also share why love for your work and colleagues can be the ultimate game-changer in overcoming fear and achieving fulfillment.Navigating a high-growth organization's complexities comes with challenges, but making value-based decisions can steer you in the right direction. We delve into having those tough conversations early, the unsettling fear of losing key team members, and clearly defining roles and expectations. By fostering a culture built on core values, mutual trust, and genuine care, leaders can create an environment ripe for resilience and growth.Join us as we unpack strategies to align your choices with your long-term vision, ultimately promoting a thriving, abundant workplace.In this episode, you will hear:Understanding an abundance versus scarcity mindset and its impact on growth and successEmbracing value-based decision-making in high-growth organizationsThe importance of tough early conversationsBuilding a resilient culture aligned with core values, trust, and mutual careOvercoming fear with love in professional settingsThe power of loving your workClarity in role expectations for team members to foster a culture of abundanceStrategies for managing challenges in high-growth environments without compromising standardsGiving feedback and nurturing an environment of continuous improvement and supportResources from this episode:www.markhendersonleary.comAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Have you ever considered how much a good night's sleep shapes your day, health, and success?Max Kerr, DDS, D-ABDSM, a dentist and sleep apnea guru, joins Mark on a journey that bridges the gap between healing and leading. We unpack the historical context and modern implications of sleep disorders while Max shares his expertise on medical oral devices. His innovative approach to patient care extends beyond the clinic, fostering educational partnerships that enhance the patient experience and the entrepreneurial healthcare landscape.Navigating the healthcare field requires more than just medical knowledge. It demands leadership skills, operational savvy, and a culture that resonates with staff and patients. Max and Mark explore visionary leaders and integrators, detailing the impact that the right team dynamics can have on an organization's growth and the quality of care it provides. We celebrate the joys that come with the dual role of physician and business owner and share anecdotes of transformation and success through embracing systematic operational frameworks.Drawing from our diverse experiences, we reveal the pathway to practice freedom and underscore knowledge sharing among healthcare leaders. Tune in, and let us guide you toward optimizing your health, leadership, and entrepreneurial spirit.In this episode, you will hear:Sleep’s impact on cognitive function, performance, and health, particularly for high-achievers and healthcare leadersThe importance of rest and recovery for maintaining high performancePhysiological factors contributing to sleep apneaMarketing in healthcare and how it can lead to improved patient care by fostering educational partnerships and genuine relationshipsThe synergy between a passion for healing and successful business operationsHow conveying passion can enhance workplace culture and patient satisfactionImplementation of the Entrepreneurial Operating System (EOS) for improving leadership and organizational effectiveness in a dental practiceClear communication and honesty in leadershipHow to handle difficult conversations and maintain a culture aligned with core valuesThe benefits of hiring the right integrator to help balance the roles of a provider and a business leaderThe impact of effective delegation on business growthResources from this episode:Sleep Better Austin’s website: austinsleepapneatreatment.comEmail Dr. Max Kerr: [email protected] with Dr. Kerr on Facebook: www.facebook.com/mokerrusDr. Kerr on LinkedIn: www.linkedin.com/in/max-kerr-b430a83Find Dr. Kerr on Twitter/X: twitter.com/TheMaxKerrAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Why do some of the most brilliant doctors or lawyers stumble when leading a team? It turns out that the skills that make them high-value players in their fields don't always translate to management prowess. In this candid discussion, we peel back the layers of the unique challenges faced by individual contributors in healthcare private practices who are thrust into leadership roles. It's a truth that's not often discussed: those at the top of their game in personal performance may struggle to foster team dynamics, and we're here to explore that dichotomy. The conversation also highlights the cultural traps that equate climbing the career ladder with a transition into management, emphasizing the importance of role clarity for a thriving practice.Switching our focus to the high-stakes environment of the operating room, we consider the nuanced interplay between surgical assistants, support staff, and their managers. It's where precise role definition and empathetic, professional leadership are essential. Our episode looks at the need for healthcare providers to be helmed by individuals who can set clear benchmarks for productivity and customer service, guiding their teams with a steady hand toward excellence. Join us as we dissect how healthcare settings can reach their optimum potential through well-defined roles and the judicious choice of managers who understand the importance of nurturing an efficient and supportive workplace for everyone involved.In this episode, you will hear:The role and challenges of high-value individual contributors in healthcare private practices, such as doctors and lawyersHigh-value individual contributors’ transition to leadership rolesThe cultural misconception equating career advancement with moving into management positionsClear role definitions for individual contributors and managers to ensure practice efficiency and successOperating room dynamics and the need for empathetic and professional leadership for surgical assistants and support staffHow to set clear expectations for healthcare providers surrounding productivity, customer service, and team successSelecting the right managers for support staff and healthcare providers to foster a supportive and successful workplaceLeading and managing influential personalities in healthcareAligning everyone with the organization's core values and objectivesResources from this episode:www.markhendersonleary.comAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Have you ever wondered how a healthcare practice can thrive by focusing on lifestyle medicine and visionary leadership?On this episode of Practice Freedom, join Mark as he sits down with Dr. Dave Donohue, the mastermind behind Progressive Health of Delaware and Poplar Care, to reveal the secrets of integrating lifestyle changes into primary care. We dive into the future of healthcare, and Dr. Donohue shares his perspective on the symbiotic relationship between mission-driven work and the quest for profitability.Navigating healthcare entrepreneurship requires more than just medical knowledge. It's about balancing financial acumen with a passion for patient care. Throughout their discussion, Dr. Donohue and Mark explore the elements that sustain a successful practice, from innovative billing strategies to effectively using physician assistants and nurse practitioners. We also tackle the challenges of attracting new patients and staying ahead of regulatory compliance. We offer insights for any healthcare leader aiming to make an impact without compromising the bottom line.But what about the human element in healthcare? We delve into creating a culture of accountability and excellence among top-tier talent. Dr. Donohue explains the need for strategies that support provider well-being and job satisfaction, especially during the Great Resignation. We look at revenue generation beyond traditional models, examining the potential of value-based care and ancillary services to enhance primary care profitability.Don’t miss this conversation that bridges the gap between healthcare innovation and business savvy.In this episode, you will hear:Dr. Dave Donohue on merging lifestyle medicine with primary care to improve patient health and healthcare profitabilityStrategies for attracting patients to a practice focused on non-pharmacological health solutions, including marketing challengesThe balance between visionary leadership and practical business management in a healthcare settingAddressing provider accountability, job satisfaction, and the impact of the Great Resignation on healthcare practicesInnovative revenue generation in healthcare through value-based care models and ancillary services like intensive cardiac rehabThe importance of aligning team culture with a practice's mission for sustainable growth and profitabilityDr. Donohue's role as CEO of Poplar Care and CMO of Progressive Health of Delaware, focusing on lifestyle medicine in primary careResources from this episode:Poplar Care’s website: www.poplar.careConnect with Dr. Dave Donohue on LinkedIn: www.linkedin.com/in/Dave-donohue-0704941As always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Balancing specialization and success can be an acrobatic feat for private healthcare practices.On this episode of Practice Freedom, Mark will explore carving out your niche, addressing the hesitations that come with honing your focus, and how it positions you as a presence in a bustling marketplace. Mark shares why mastering a specific craft is pivotal for brand recall. For any healthcare provider striving to be top-of-mind, we examine how to become the best in your niche, transforming your practice into a brand that resonates in healthcare.The notion that physicians can be your primary patrons—especially when they funnel a steady stream of patient referrals your way—takes center stage. Mark explores strategies to cultivate these connections, setting a cycle of patient care and seamless communication into motion. We outline patient-centric marketing, creating advocates for your practice, and the clarity from operational frameworks like EOSⓇ.Whether you're a medical professional or just laying the groundwork for your practice, this episode offers actionable insights and strategic know-how to thrust your healthcare practice into the limelight.In this episode, you will hear:The importance of healthcare professionals to find their niche to excel in their fieldComparing niche mastery in healthcare to musicians perfecting their skills at Berklee College of Music for standout successAn example of a podiatrist who successfully branded their practice around treating runnersThe concept of viewing other physicians as primary customers for referrals and nurturing those professional relationshipsExploring the role of EOSⓇ (Entrepreneurial Operating SystemⓇ) in maintaining organizational efficiency and traction within a healthcare practiceEncouraging healthcare practitioners to recognize their unique strengths and market them confidently to build a strong, recognizable brandThe patience required to develop a marketing strategy that resonates with the ideal patient demographicResources from this episode:www.markhendersonleary.comAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Do you ever wonder how the best healthcare practices magically attract the right patients?On this episode of Practice Freedom, join Mark and guest Matty McLain of Boost Patients as they unpack niche marketing in healthcare—where specialization is the cornerstone of thriving practices. From bariatric surgery to LASIK, we dissect the strategies that help clinics become magnets for their ideal clientele. We contrast healthcare marketing's unique hurdles with those of other industries and spotlight the roles within a marketing team that can make or break your practice's growth.In the complex world of healthcare, community and competition often intermingle. This episode takes you behind the scenes of bariatric surgery marketing, where creating a network of knowledge-sharing clinics through masterminds is transforming the industry. Matty shares Boost Patients' journey in becoming a linchpin for clinics nationwide, nurturing a culture of collaboration over competition. Plus, we delve into the granular details of marketing for specialty procedures and discuss the balance between specificity and scalability for businesses aiming to branch out without losing their core focus.In patient communication, personalization reigns supreme. We explore successful lead generation tactics, modernizing the age-old adage of “the customer is always right” to a more nuanced “the right customer is always right.” Learn how targeted strategies, such as Facebook ads and diligent follow-up systems, revolutionize patient engagement. And for those at the helm of health ventures, stay tuned for our insights on choosing flourishing sectors, the merits of staying niche-focused, and the power of collaboration among entrepreneurial healthcare leaders.Ready to revamp your practice? We've got the blueprint.In this episode, you will hear:The effectiveness of niche marketing for specialized healthcare fields like bariatric surgery and LASIKThe importance of attracting the right patientsCommunity in healthcare marketing, particularly for procedures that involve personal transformationHow shared learning and masterminds can improve patient care qualityThe balance between competition and scalability in specialized healthcare marketsAdvocating for a focus on core services to facilitate growth and the ability to expand into additional medical servicesPersonalized patient communication for patient satisfaction and lead nurturingTargeted Facebook ads and a follow-up system to convert leads into patientsThe longevity of marketing channels like emailSales in specialized medical fieldsStrategic decisions for business growth, including expansion from bariatric services to LASIKSelecting growing industries for business venturesThe healthcare value chain and the potential for direct marketing in sectors like hair restoration, orthopedics, and fertilityCollaboration among entrepreneurial healthcare leadersAdvocating for private practices to share resources and achieve economies of scaleStaying niche-focused for sustainable growthResources from this episode:Boost Patients website: www.boostpatients.comEmail Matty McLain: [email protected] with Matty on LinkedIn: www.linkedin.com/in/mattymclainMatty on Twitter: twitter.com/mattymclainAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Prepare to transform your approach to the shift from employee to business owner as Mark explores the mindset changes needed to navigate the complexities of entrepreneurship.On this episode of Practice Freedom, from the surge of accountability to the relentless task lists, we dissect the strategies for mastering your time and prioritizing what moves the needle in your business. Struggling to maintain productivity outside the conventional 40-hour workweek? You're not alone. We discuss the reality of time management for the self-made business leader, dispelling the myth of endless working hours and highlighting the importance of “vision work.” This episode outlines that success is about financial gain, personal satisfaction, and family achievements. Learn how to keep your sights set on the ultimate prize—balancing your aspirations with the needs of the business.We tackle the balance between professional and personal life, especially when policy changes can throw a wrench in even the best-laid plans. We stress regular self-assessment and business check-ins to ensure you remain true to your vision.Balancing a business with your personal life can be tricky, and Mark lays out the steps you can take to make this process easier.In this episode, you will hear:The shift from employee to entrepreneur that requires embracing a learning mindset to manage the accountability and breadth of new responsibilitiesPrioritizing tasks using emotional valuation and metrics, recognizing that productivity extends beyond the standard 40-hour workweekAdapting strategies in response to external factors like policy changesMaintaining work-life balance and regularly reassessing personal and business alignmentQuarterly business check-ins and adjusting strategies to optimize personal fulfillment and business successVision work, including setting goals and introspection, to navigate balancing professional and personal lifeThe emotional cost of business decisions as a factor in reassessing priorities and ensuring the business serves personal life goalsInfinite opportunity cost and recognizing time limits to optimize effectivenessResources from this episode:www.markhendersonleary.comAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Have you ever felt the pull between your skills as a clinician and the lure of leadership within your medical practice?On today’s episode of Practice Freedom, Mark discusses how the right mindset can transform a technical professional into a leader who flourishes not by having all the answers, but by asking the right questions. We delve into what it means to be a visionary leader and individual healer and the complexities accompanying these medical roles. We provide actionable strategies for professionals striving to enhance the operational efficacy of their organizations while achieving personal fulfillment. Mark reveals the essential personal transformations needed for this transition. Visionary leaders often begin with no definitive maps, understanding that groundbreaking innovation cannot follow a pre-charted course. We explore the interplay between immediate value production and long-term strategic planning and how resilience and humility are the cornerstones of learning from setbacks and propelling personal growth and professional leadership.If you're ready to redefine your leadership journey in medicine, you won’t want to miss this episode.In this episode, you will hear:The contrast between a visionary leader and an individual healer in medicineThe need for leaders to ask questions and embrace humilityCultivating a culture where inquiries lead to growth and improvementsChallenges in transitioning from technical expertise to visionary leadershipBalancing immediate value production with strategic long-term planningA continuous learning process, including adaptability to manage operations and personnel changes for future growthLearning from failures and positioning humility as a key to progressNurturing leadership skills while guiding practices toward new operational excellence and innovationBalancing clinical roles with leadership responsibilities for practice bettermentResources from this episode:www.markhendersonleary.comAs always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

A healthcare venture is a complicated combination of visionary leadership and the realities of business management.On this episode of Practice Freedom, Mark sits down again with Dr. Natalie Hone to continue discussing her journey of starting a dermatology practice, from the unexpected administrative burdens to the precious moments of patient care that fuel a founder's passion. Mark shares his personal experiences of healing and growth under Dr. Hone's care, and we peel back the layers of what makes a healthcare business tick, including the resilience required to navigate its complexities.Striking the right chord in a partnership can turn dreams into successes. Dr. Hone shares insights into her business partnership with Dr. Camila Antia, sharing anecdotes from their collaboration as they grow and define their roles. Trust, open dialogue, and strategic thinking form the core of their partnership philosophy—elements that have been paramount in scaling their business while maintaining personal satisfaction.Healthcare leadership extends beyond the clinic walls. It's about inspiring a team, cultivating a shared vision, and creating an environment where patient care remains at the heart of operations. In this episode, we discuss strategies for nurturing a strong organizational culture and the wisdom of maintaining patient interaction amidst business expansion.Join us as we explore the emotional and strategic facets of team building, balancing business acumen with the art of healing, and ultimately, growing a practice that resonates with patients and practitioners alike.In this episode, you will hear:Dr. Natalie Hone’s experience launching a dermatology practiceThe disparity between pre-launch expectations and post-launch realitiesThe benefits and challenges of healthcare business partnerships, including evolving roles and trust dynamics with business partner Dr. Camila AntiaOpen communication and setting clear expectations in the workplace for employee satisfaction and effective managementMaintaining a balance between the clinical side of healthcare and administrative responsibilitiesEmphasizing continuous learning and improvementStrategic decision-making regarding direction, culture, and maintaining service standards without sacrificing personal satisfactionBuilding a team with a shared mission and culturePersonal growth, balancing business growth with people management, and recognizing the importance of vision and strategic planningResources from this episode:The Skin People Dermatology website: tspderm.comFind The Skin People on Instagram: theskinpeople_ Email The Skin People: [email protected] always, this is a two-way conversation, and we want your feedback. Let us know if we’re on the right track and you’re getting something from the podcast, or if you have questions or comments on how to make it better. Click here to send Mark a voice memo with your thoughts on each episode. - http://speakpipe.com/practicefreedomFollow and Review:We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.