Greg [00:00:00]:
I think it's amazing, you hear both of your stories, how the thing that we thought was our dream ends up becoming our nightmare. And it's amazing how we try to justify something that was our dream, and we're trying to convince ourselves this was supposed to be my dream, but not understanding that we're evolving. And the things that I love today, I might not love tomorrow. I think it's a balancing act, right? This is Secrets for success. Welcome to the Secrets for Success podcast. I'm your host, Greg Todd. Thank you, as always, for joining me today. I have the power couple.
Greg [00:00:48]:
Yeah, that's what I like to call the power couple. Owen and Jan Johnson. Can you all. Well, first of all, let me just thank you all for being on the podcast. And you came all the way from the West coast to come over here to the.
Jen Johnston [00:01:05]:
I'm from the East coast, so I'll take.
Greg [00:01:06]:
Okay, cool. Cool. Anyways, thank you guys for being here. Greatly appreciate it. I want to talk about so many different things with you guys. So before we get into all my questions for y'all, can you tell the listeners a little bit about yourself and your story?
Owen Johnston [00:01:21]:
Yeah, sure. So my name is Dr. Owen Johnston, and we both own advanced physical therapy and wellness. I kind of started it, and Jen was kind of. Yeah, I want no part in this, even though she's definitely a supportive spouse. And we've been in business now for, I think, like, a year and eight months. And Jen kind of signed on, like, six months in. She was like, wow, you're creating some movement.
Owen Johnston [00:01:41]:
And I'm like, yeah.
Greg [00:01:42]:
So it was awesome. Awesome.
Jen Johnston [00:01:44]:
It's been a fun journey. I actually left the physical therapy field for seven years. So that's where a lot of the resistance came for me, with getting involved in the business. I was like, no. I said I was done with this. I stepped out. I don't want anything to do with it. And then when I saw the impact that Owen was making in patients'lives and the passion he had about it, there was no way I could not get involved.
Greg [00:02:08]:
Okay, so let's go back to this whole seven years away from PT. Can we talk about your life prior to advance and what that looked like? We'll start with you. Seven years of being away from it and saying you didn't want to get into it. What happened?
Jen Johnston [00:02:25]:
I graduated in nine, and two weeks into my physical therapy career, I was in a really severe accident. Left me with a spinal cord injury, brain injury, and all kinds of back injuries. I'm in an outpatient mill clinic at the time, busy mill clinic was two patients an hour. That was like, I was pretty blessed to see two patients an hour. And it just was really hard on my body, and I kind of just was drowning in everything that was the field. I realized I couldn't really impact people's lives because I was constantly going through red tape and it was hard on my physical body. So I got into pediatrics. I built an entire special education department at a school district in San Diego.
Jen Johnston [00:03:02]:
It started with four kids. I left with over 100 kids at eleven sites and built this entire program. And then I was building an online business, and I was passionate about it and I loved it. And I realized that I could replace my income and make more money there, doing what I liked and not having to deal with all the school district nonsense and the rope of physical therapy. And I dove all in and I did that full time. And then when I met Owen, it was funny. He was like, I always wanted to date a physical therapist. And I was like, well, I'm kind of like a physical therapist, but I teach yoga and I sling essential oils and.
Jen Johnston [00:03:37]:
Yeah, okay. So I got moving with him and just, we started talking about life and 2020 hit 2021 with mandates. Really changed our lives. And I'm sure we'll chat a little bit about this, but basically, my amazing husband lost his job because his religious exemption got denied and he lost his job. He got put on unpaid admin leave the day before he proposed to me.
Greg [00:04:01]:
Wow.
Jen Johnston [00:04:02]:
They paid me and he asked me and said, I'll make sure of it. Are you sure you still want to go ahead and do this? And I said, 1000%.
Greg [00:04:08]:
Wow.
Jen Johnston [00:04:09]:
And I had no idea what the next two years was going to bring, and I wouldn't trade it for the world. So I really lost passion completely for this field, and he inspired it back in me with what he was able to build and the just passion and power he had behind this. I'm going to prove all these people wrong that are trying to knock me down. Like, I'm going to make this life for us.
Greg [00:04:33]:
Right. That's amazing.
Jen Johnston [00:04:35]:
Been a wild ride.
Greg [00:04:36]:
So that's your story. How long have you been a physical therapist?
Owen Johnston [00:04:41]:
That's a great question. Since 2015. So, eight, nine years?
Greg [00:04:46]:
Yeah.
Owen Johnston [00:04:47]:
So when she was getting out of the field, that was kind of like just getting into the field, which is pretty interesting. You want me to tell you how started.
Greg [00:04:57]:
So then what was your first job? Were you an outpatient PT? Were you hospital? What was your deal?
Owen Johnston [00:05:05]:
Great question. And so I'm going to start with this story, I've told it a couple of times, and it's because I went into outpatient right away, like 95 or more percent of my classmates. So sitting in our class one day and we had a guest speaker, and she was acute rehab neurotherapist. And we're all sitting in there excited. It's our first year in PT school, and she's like, how many people want to go on acute rehab in Neuro? No one's raising their hands like crickets. Maybe one or two people, like the one or two peeds people and stuff that raise their hand. People say they want to do Petes, but Neuro. And she was like, okay, well, how many people want to do outpatient ortho? And like 95% of us raise our hand all excited, red nose, bush tailed and all that stuff, including me.
Owen Johnston [00:05:52]:
And then she was just like, she looked defeated and was like, yeah, I did, too. And things changed. And I was like, whoa, whoa, whoa. Hold on a second. What do you mean things changed? I was like, I got this, like, eight year plan thing going on, and things aren't going to change for me, sister. Like, I'm going outpatient rehab and I'm.
Owen Johnston [00:06:10]:
Going to love it.
Owen Johnston [00:06:11]:
And then I got my first outpatient job, and I worked there for just about two years, and it was my third clinical rotation before working there, and I was seeing four patients an hour on average, so it was about 30 patients a day. And I got burnt out within two years. I kept going to work every day, like brainwashing myself, saying, this is my dream job. This is my dream job. This is what I want to do. I love manual therapy, but if it weren't for the paperwork, and my old boss is still saying that to this day, he says, paperwork is a bane of my existence. This is my dream job. But the paperwork, after a while, I've been like, no dream job.
Owen Johnston [00:06:47]:
There's no buts. Dream job is your dream, and you get to help people the way you want to help them, not the way that people tell you're supposed to, like the insurance companies or your boss or whatever. And I envisioned in PT school that I was going to work with people all day. I was going to spend, like, one on one time with the patients, and that was going to be it. Not showing up 2 hours early every single day to do the notes from the day before and working ten to 12 hours a day, only getting paid seventy K a year at an eight hour a day salary, and even going in on weekends where I'd like work out and stuff, just to do notes. So got burnt out real fast. And just like that woman said, things changed.
Greg [00:07:29]:
Acute?
Owen Johnston [00:07:30]:
No, I didn't go to acute rehab, but I went to home health.
Greg [00:07:32]:
You went to home health?
Owen Johnston [00:07:33]:
Yeah, I had a buddy down in San Diego because I was on the Central coast at the time, still in a house in Lompo. And he worked for Kaiser Home Health. And he pretty much same exact story. He was like, brainwashed himself for even longer because he was like, you're going to be partners. The money's going to come flowing in. And then he went into home health. He'd been at Kaiser Home Health for almost 15 years. He told me how great it was.
Owen Johnston [00:07:53]:
He's like, oh, it's so great. You only see two to five patients a day. I got 30 days paid vacation a year. Actually, I got six weeks now because I've been over ten years. He's like, we got this tension. We got all this. We make over six figures. I'm making like one hundred and thirty K a year and my wife does too.
Owen Johnston [00:08:09]:
So we go on the snowboard trips and all stuff. He sold me the job and I was like, oh, cool. That's what I want to do. I want to work for Kaiser. They pay the best, got the best. Con Ed, they got the best. Everything's maxed out. And I was on some for coast and I was going, there's no Kaiser here.
Owen Johnston [00:08:22]:
And I was like, I was like, well, I mean, I want to get into home health. And if I got that experience, they'll probably be more likely to hire me in the future. And so I worked for a home health job for about a year before I actually did get to work for Kaiser. So he got me down there, he sold me the job, and I got in there and I was stoked to be working with them. I was happy, I was content, but I was not fulfilled as a PT because. Oh, great question. So, like I said, I got into PT school and I had this vision. I had a vision that I was going to work with people all day, like one on one sort of thing.
Owen Johnston [00:08:58]:
And I was going to help an injured athlete get back on the field. I was going to help a woman with their hip pain that couldn't walk on sunset with a beach with her husband. And I was going to give her that back, that connection with her husband. I was going to do big things. I wasn't going to help Grandma roll over in bed. I mean, you could put it like a little bit more technical terms, educating caregivers on an assist with bed mobility. Rolling supine. Du sit.
Greg [00:09:21]:
That wasn't your jam.
Owen Johnston [00:09:22]:
That was not my jam. That was not my jam. Listening to audiobooks and music and cool podcasts like this while on the road, that was kind of my jam, but not the patient care. And I did that for about five years.
Greg [00:09:36]:
I think it's amazing, you hear both of your stories, how the thing that we thought was our dream ends up becoming our nightmare. And it's amazing how we try to justify something that was our dream and we're trying to convince ourselves this was supposed to be my dream, but not understanding that we're evolving. And the things that I love today, I might not love tomorrow. I think it's a balancing act. Right? There are times where things are hard. Like you're living a dream situation with what you guys have now, and there are days where it's hard, but you know, this is an amazing situation, right? And we're doing something pretty epic and special versus. This was something I thought was going to be my dream and I'm living it. And I don't feel good about this every day and just coming to terms with that and acknowledging that and kind of seeing you both go on a different journey, but kind of all ending up into the same place.
Greg [00:10:45]:
All right, so let's talk about now. You've had the practice for a year and eight months, something like that.
Jen Johnston [00:10:53]:
October will be two years.
Greg [00:10:54]:
All right. And kind of tell us a little about the practice. And you've had some pretty awesome results, like, even this past month, right? Didn't you guys break a record?
Jen Johnston [00:11:02]:
Oh, yeah.
Greg [00:11:03]:
Right?
Owen Johnston [00:11:03]:
Yeah.
Greg [00:11:03]:
Okay.
Owen Johnston [00:11:04]:
I think it was fifty seven K.
Greg [00:11:05]:
Fifty seven K, yeah. Wow. So a cash based practice, $57,000 in revenue, your highest month that you all have had. So congratulations to you all for that. It's been a year and eight months, which is pretty darn fast to get that to happen. That fast. Okay. But when you started out, did you start out at what, forty K a month?
Jen Johnston [00:11:29]:
Oh, wait. We had some humble beginnings.
Greg [00:11:34]:
So let's kind of talk about that, because a lot of times we'll tell people about our amazing results. And I know even for myself, like when I buy something on Amazon or I have my mind set to buying something, and then I go to look at reviews when my mind is set to buy it, I only want to see the five star reviews when I don't want to buy something, which is very rarely for me. I just like to buy things I love to buy. Okay. But when I don't want something. My mind tends to go right to the one star reviews. Right? That's what I'm looking for. If you know me, you know that I hate clutter and I love efficiency and a one stop shop.
Greg [00:12:18]:
And that's the reason why I am so excited that SSHC has partnered with JaneApp. JaneApp is a complete practice management software that does your Online booking for clients, schedules your clients, allows your clients to come in. You can do your documentation, take their payments, and everything in between. If you're doing subscription, if you're doing packages, you're doing solution based offers. JNapp holds all those things in their platform, and it's seamless and efficient, and it is clean. And I can tell you right now, my clients have said nothing but amazing things about Jane App. What's even better is that it's not just for therapists. They work with so many different healthcare disciplines, from chiropractors, mental health counselors, anyone that has a practice, they can basically take care of you.
Greg [00:13:11]:
So I highly recommend for you guys to use Jane App. I actually have a code, SSHC, one Mo, that you can use to get a free trial of Jane App. Go check it out. So you've just had your greatest month ever in the two year olds business. Can we talk about how this thing started? Yeah, okay, go ahead.
Owen Johnston [00:13:32]:
Okay. So basically, I thought I was like, dude, faced with not having a job, just proposed to my now wife, and I'm like, I got to think fast. So I was like, I took 40 hours, two weeks, so 80 hours, basically. And I threw the business together, got all the paperwork and stuff, and I did everything on paper right away. I didn't start with all this cool EMR and automations. It was a lot of work. And I can say without a shadow of a doubt that I would have made probably about $800 that first month, probably.
Jen Johnston [00:14:06]:
And we can't leave this part of the story out. He rented open gym space out of a personal training gym. So he had to go to the gym every morning, set his stuff up, treat his patients, break his stuff down every single day. And it was across the street from a city building that dealt with homeless in San Diego. So this location was, I mean, when people are like, oh, the location's not good. I mean, if you could literally paint a picture of not a good location to start a cash based physical therapy business, I'm pretty sure, like, Owen's first place would be the. I mean, you have homeless people literally, at times, pooping on the sidewalk in front of the building.
Greg [00:14:54]:
Wow.
Jen Johnston [00:14:54]:
Like, we're talking really interesting neighborhood, to say the least.
Greg [00:15:00]:
So you're in an area that's not ideal. You've got people defecating and peepeeing all over the place. So it's not attracting everybody that we want to attract. You had to basically do a setup and tear down every single day.
Jen Johnston [00:15:16]:
Every day.
Greg [00:15:18]:
You did not have any fancy EMR system. You're basically putting things on paper, taking.
Jen Johnston [00:15:23]:
Pictures, and putting them into Google, scanning them into.
Owen Johnston [00:15:25]:
Scanning Google Drive into a HIPAA compliance.
Greg [00:15:30]:
But you got started. You got started. Were people paying you at that time?
Owen Johnston [00:15:36]:
That's a great question. So the first week they were not paying me. I did free evaluations, and that's how I got my first couple of clients in the door. And then the second week, I was doing these major discounts and I was charging them $33 for a follow up appointment. I was trying to do these like 30 minutes visits.
Greg [00:15:53]:
Right?
Owen Johnston [00:15:53]:
That wasn't my jam either. But that's how I can honestly say that I would have made probably about $800 or less was because of that model that I was building on this thinking that people weren't going to pay more than a copay for physical therapy. That's what I would have been making.
Greg [00:16:09]:
Okay.
Owen Johnston [00:16:10]:
However, I used to say the omens, now I say, god. God gave me this path, kept opening up. These know, I asked Jen, hey, can I be connected to these people in Doterra? Guy John Bush, real man, awesome dude. He's like, he's like, you got to talk to Dr. Robert Snow. He used to own multiple clinics in San Diego. Dr. Robert Snow said, hey, you want to do cash PT? Because I was like, I'm just going to do cash.
Owen Johnston [00:16:31]:
PTS didn't even know what that was. And Robert Snow was like, well, if you want to do that, I'd look up a guy named Aaron LeBauer. And then I was like, okay. So I got his email list, and he did this free training, and then he sold me into this course, which cost $2,500. And it was a five.
Jen Johnston [00:16:47]:
Sweating about.
Owen Johnston [00:16:47]:
It was a five week course. We were kind of sweating about it. I think I had like $10,000 in the bank that I won off AMC or something like that, saving stock that's going to run out pretty quick. And so I was like, okay, $2,500. But he says, you at least double it or something like that. And I was like, okay, well, just following God's path. And so it started. The course started.
Owen Johnston [00:17:17]:
I already paid for it. I think, like, two weeks into business, like I said, free $33. And then those last two weeks, because I joined the course, Aaron was like, you got to sell these packages. You got to do. This is what you got to do. And I was just like a deer in the headlights.
Greg [00:17:31]:
I'm like, what?
Owen Johnston [00:17:32]:
I got to ask this much amount of money for, like, what and how many people? And then he incentivized us with a competition. And you're going to see, too, because me and Jen are on your leaderboard right now for your raise, your income.
Greg [00:17:45]:
You all are very competitive. I see that.
Owen Johnston [00:17:48]:
It was like a $100 gift card, Amazon gift card, and, like, a free coaching session with him or something like that. And I was like, well, I want that free coaching session. That $100 gift card may be cool, but I was going against all these other practice owners. They had already owned practices. They did this reactivation patient challenge. And I was like, well, Aaron, I don't have any patients to reactivate. And he's like, well, then you got a new patient challenge for this week. Good luck.
Owen Johnston [00:18:13]:
And then, yeah, I won the challenge. And that first month, with those last two weeks of the month, made $7,400 in revenue.
Greg [00:18:20]:
Wow.
Owen Johnston [00:18:21]:
So almost three X. I get chills still thinking about almost $3,000 return on investment from that course.
Greg [00:18:27]:
And now you said, okay, well, if that worked, let me continue to figure out what it is that I don't know. It's the biggest expense we have. It's the things that we actually don't know that's holding us back from getting to the goals that we desire.
Jen Johnston [00:18:45]:
We actually were talking about this last night after dinner because we love observing and seeing what everybody in the room does with advice that's given to them, and it helps us figure out what we're doing with the advice. Right. And one thing that we've stuck by is when we pay a coach, and it's something we've done through our whole business, when we pay a coach, if they tell us to jump, we say, how high? If you tell us to go in a direction, not to say we're going to blindly follow you, but we are paying you for a reason. And even if we think what you're saying sounds super scary and so crazy, we're like, well, we paid him to condense time for us, so this is what he's suggesting. I'm going to fully trust it.
Greg [00:19:30]:
Right.
Jen Johnston [00:19:30]:
And not everybody does that 100%, and you can't change that. As a coach. The only person that can change it is the recipient of the advice, and that is the mentality we've had with Aaron, with you. It's like if you tell us to do something, sometimes we're shaking our head like, oh, crap, do we really have to go do that? And then we do it. We buckle up and we do it. And he's amazing at it.
Greg [00:19:53]:
Yeah. There's so many different things that ways we can go with this. I think number one is as a coach, because I'm being coached by people, and when I am being coached by someone, I'm trying to also gain favor of that person, because usually, if you're going to pay somebody big money, like, I've paid Shaleen Johnson, I've paid Andy Frasilla, Ed Milette, Myron Golden Perry Belcher. Okay? Not only do I trust them, if I'm going to pay six figures to someone to help me get to that next level or 10,000 or five or whatever, but I also am trying to get favor with them. And what I've come to realize is this, is that what coaches, I got to figure out, what do they want? What coaches want is they want people to listen to them. So, yes, you need to vet out who your coach is going to be. Right. But then after that, you have a responsibility to actually do what they say and then get the results based on doing what they say.
Greg [00:21:02]:
And now that creates favor. I'm always asking God, every day, God, grant me favor with people. You want to know how you get favor? Do the thing that the people that are instructing you are telling you to do. And when you do that, they're like, wow, this person is actually worth my time. Yeah, right. They're worth my time. And what I've realized is that all of those people that I just said, what is even more powerful than the information that they gave me was that I did whatever it is that they asked me to do, whether it worked or not.
Jen Johnston [00:21:35]:
Yeah.
Greg [00:21:36]:
And they saw me actually do it, and I realized that only, like, 5% of people.
Jen Johnston [00:21:43]:
Ding, ding.
Greg [00:21:44]:
That pay money, actually do what the people said that they should do. And it granted me favor with them. And it went from just mentor mentee from a distance to mentor Mentee. And I actually have numbers and I have direct contact with them. And so that's a huge thing that you guys are doing. I'm watching you in the program. I'm like, yeah, they actually listen, and.
Jen Johnston [00:22:09]:
I never even put together. That's just natural to, I think, both of us, but I never even put together that it's that getting the favor of that trust. We do it because it's like, obviously this is what we're going to do, right?
Owen Johnston [00:22:23]:
So I take it a whole step further. I don't only do what they tell me to do, but I look for ways that I can serve them.
Jen Johnston [00:22:31]:
Yeah.
Greg [00:22:31]:
You guys have done that so ridiculously amazing with me. Let's face it, you've only been inside of my inner circle for two months. But we have developed a relationship for the last year. Right. And it's because you all have been trying to bring value to me, which then, and it's Robert Caldini's book on influence. That's literally whether you know what you're doing or not, that's what you're doing. Both of you are doing that. And when you started to tell people about my stuff and just basically promoting me, I was just like, I have to do something for them.
Greg [00:23:11]:
So I remember one day just saying, hey, I think I said to Brittany, I'm like, hey, look, can you get in touch with these people? I want to get them on my schedule. I just want to serve them. And then I remember doing a call with you 2 hours, and then you came on somewhere between the call and I just like, I got to serve them. And then now it's just been this, who can out serve each other, right? And just going back and forth. Back and forth. Yeah. And, oh, my God, it's so easy to do.
Greg [00:23:41]:
It's so simple to do.
Greg [00:23:43]:
But people won't, like, a lot of people won't do it, by the way. That's what Kelly does. She has never fought me on anything.
Greg [00:23:51]:
Yeah, just.
Greg [00:23:52]:
Okay, done.
Jen Johnston [00:23:53]:
Yeah.
Greg [00:23:53]:
That's it.
Jen Johnston [00:23:54]:
In our heads, we might be know peeing our pants metaphorically, but it should be that way. We do it, Jen.
Greg [00:24:00]:
It should be that. If you already knew what to do, then wouldn't you have already done it? So one of the things that I have come to realize is, am I ready to be coached? Like, am I ready to be coached? Because I already know that if someone's going to help me, take me to another level, right, if I want to get to multi eight figures, nine figures in business, or whatever it is that I want, okay, they're going to tell me something that I don't understand, and it's going to feel totally counterintuitive. Myron taught me that. He was like, if your coach is telling you something that you're like, oh, I already knew that. You got the wrong coach.
Jen Johnston [00:24:37]:
You need a bigger coach.
Greg [00:24:38]:
Yeah.
Jen Johnston [00:24:38]:
You need to be in a bigger room.
Greg [00:24:39]:
Yeah. That's wild. All right, so you paid Aaron, you went into his program $2,500. It then basically made you threefold back. And then I'm assuming you just kept on investing and kept on listening, and it's kind of brought you to where you're at, right?
Jen Johnston [00:25:00]:
The 2500 was way scarier than at the end. He pitched the mastermind. We're like, of course he's going to pitch a mastermind, right? And honestly, I think we hummed and Hod over the mastermind, which is a much larger investment than the five week program, because at that point, he'd already proven his value, right? And we're like, well, if he taught you that in five weeks, what could he teach you? And I know we were actually in the first year with him, the highest revenue earning team or person that's ever come through his program. In that first year, he said, we're on the top of it.
Owen Johnston [00:25:38]:
Yeah, I broke the record. But that's because I got in so quickly, I feel like, and did all the things. But when we joined his mastermind, like Jen said, it was like, yeah, no problem. Someone's like, what made you take the leap? And I was like, what leap?
Jen Johnston [00:25:53]:
There was no leap.
Owen Johnston [00:25:55]:
But Jen, basically, I remember she's like, so, well, I mean, she's like, you got your Kaiser job back. You brought in more revenue than you know from your paychecks from Kaiser in your first month. So many people are afraid to quit their jobs. And it's like, no, I made more than the best paying physical therapy job in the nation in my first month in business. And technically, it was two weeks with the mentorship. And she was like, she's like, well, you can either stay the same, you can stay where you were comfortable, or you can keep growing. And I was like, let's grow.
Greg [00:26:27]:
Let's keep on going.
Owen Johnston [00:26:28]:
Let's go.
Greg [00:26:28]:
Wow. That's absolutely amazing. That's the power of business. It's not that everybody's going to be able to do it, but it gives you that opportunity to where literally within a month or months, you can trump a therapist that has the best job in the nation. It's crazy. All right, so here's my question to you. I want to go back to you said you believe that part of the reason why you did so well was because you got in so early. So let's talk to that person that's a cash based practice owner.
Greg [00:27:08]:
They're just getting started, or they're considering getting started. Talk about the unlearning process versus learning process. You got people that have been doing this for two, three, four years, and they're stuck. Right. Versus. And then you have those people that are considering doing it and they're like, you know what? I'm going to get started, but maybe I'll do coaching or I'll be coached by somebody two, three years down the road. You got coached early in the game. How pivotal do you think that was to the success that you're having now?
Owen Johnston [00:27:40]:
Oh, pivotal. I wouldn't have been able to do any of this. Let's see here. With Aaron's help, I can honestly say, because it took him five years to hire his first team member. We did that in six months, right?
Greg [00:27:49]:
Yeah.
Owen Johnston [00:27:50]:
Moved to a brick and mortar location, hired a first team member in six months. So five years. Collapsed time into six months.
Greg [00:27:56]:
Right.
Owen Johnston [00:27:56]:
And it only cost me $18,000.
Greg [00:27:58]:
Right.
Owen Johnston [00:27:58]:
I'm like. I asked somebody, I'm like, how much would you pay for five years? That's like, prices, like, hundreds of thousands of dollars, right?
Greg [00:28:05]:
Yeah. That's huge. It's so crazy that when we think of investment. So you paid Aaron Eighteen K. And that first year of business, do you know what? You guys made over 200.
Jen Johnston [00:28:19]:
We were just over 200.
Greg [00:28:21]:
And if you didn't pay him that, shout out to Aaron, we're giving you, like, the most amazing testimonial here, bro. But if you didn't, you were on track to basically doing a bunch of $33.
Jen Johnston [00:28:34]:
Oh, he probably would have quit before the end of the year and found a job. I don't know. You would have ever quit. You're not a quitter.
Greg [00:28:43]:
But it would have been tough.
Jen Johnston [00:28:44]:
He wouldn't have broken 100,000. He probably wouldn't have broken 50,000.
Greg [00:28:48]:
Okay, so it's so crazy because I.
Jen Johnston [00:28:50]:
Can'T even picture not doing it. Sorry. That's the hard part.
Greg [00:28:53]:
It's like having kids. If. We'll talk about that in a second. It's so fascinating to me when we think of investments, because when you hear somebody say, oh, you're investing in yourself. Oh, my gosh, I would never pay that type of money. Invest in myself. But what is so crazy is that we would not even think twice about investing big time money into getting your degree.
Jen Johnston [00:29:20]:
Or so much more money than that.
Greg [00:29:21]:
So much more money. And what's the upside? Or how about in a property? Like, I'm looking at the last year, I bought two properties, and they both are around the same amount. 650. And these are technically investment rental properties. And everybody's like, oh, my God, what a great thing, Greg, that you did. And by the way, for me, there's a reason why I'm doing it. I more want the properties for my clients and for my family. But if you really think about it, 650K, right? I invest in a prOperty, I have to put down 20%.
Greg [00:29:57]:
One of the properties, I put down a little bit more. So two hundred and fifty K I put down for the one that I did in Georgia. Right. 250,000 you put down. I've made less than $10,000 in cash flow from that property, and I got a mortgage on it as well. Everybody thinks that's the greatest investment ever. 250 to get back.
Jen Johnston [00:30:20]:
Ten. Not to mention the pipe might burst or the electrical issues that come up with all the things.
Greg [00:30:27]:
Oh, by the way, just a while ago, I had to knock down a whole bunch of trees and lay down some USAD. 10,500.
Jen Johnston [00:30:35]:
Yeah. So there goes your profit.
Greg [00:30:37]:
Yeah, but nobody thinks twice about that. But when it comes to betting on themselves, that's the issue. So, my question to you all, and then I want to get into how you've filled up your practice. My question to you all is, is it hard for you to bet on yourselves? Because you guys just came into a program with me for 50K.
Owen Johnston [00:30:55]:
Yeah.
Greg [00:30:57]:
Can we talk about the real discussion behind the scenes? How hard is it to bet on yourselves? And is it tough? Come on. Okay, let's get real.
Jen Johnston [00:31:06]:
I'm going to say one side of it, that's not necessarily the conversation that happens in our home. But I want to address this, because we are not normal humans, okay? I think most people struggle with betting on themselves because they've let themselves down time and time again. So I'm going to lose weight. They do it for six weeks, they quit. They don't lose the weight.
Greg [00:31:29]:
Right.
Jen Johnston [00:31:30]:
I'm going to quit drinking. They do it for six months, they decide they're going to start drinking again. Right? So a lot of people bet on themselves in certain areas and let themselves down. So their record is not great. And we all do this no matter what. Owen and I are not normal humans. And when we bet on ourselves, we come hell or high water, will not look back down until we reach our goal. Okay? So we know with statistical facts here that we not only will succeed, but we know what percentage of return we will receive on our investment.
Jen Johnston [00:32:14]:
And actually have done the math on that and seen it time and time again.
Greg [00:32:18]:
Right?
Jen Johnston [00:32:18]:
So I want to speak to the people that are sitting there saying, I am unsure to invest in myself because I just hit a little mark on them with I don't follow through.
Greg [00:32:30]:
Right.
Jen Johnston [00:32:31]:
You got to let your ego go. And you have to believe in yourself. And you have to decide that this is going to be the time that no matter what, no matter what happens, no matter what other people say, you are not going to let yourself down. Or you can just stop right now and go get yourself a nine to five again and call it a day. But you have to believe in yourself. But we have the math. What is our percentage of return when we invest in ourselves?
Owen Johnston [00:32:53]:
3350. So every one dollars that we invest into ourselves, we get a 33.50 cent return on investment.
Jen Johnston [00:33:01]:
And this is shown from small investments, like two thousand five hundred dollars to eighteen thousand dollars investments.
Owen Johnston [00:33:08]:
It's shown and it's pretty close to Alex Ramosi's return on investment when I read the 100 million dollar offer.
Greg [00:33:16]:
So if you want your investment to pay off, this has to do with you.
Jen Johnston [00:33:22]:
It's a you problem.
Greg [00:33:23]:
It's a you problem.
Jen Johnston [00:33:24]:
Okay, but you said it too. 5% of people do what you tell them to do in this program. So we're part of that 5%. So we know when we invest that this will return.
Greg [00:33:34]:
Right.
Jen Johnston [00:33:34]:
The other 95% of you have to decide that you're going to leave your ego at the door. You're paying someone because they know more than you, they have the life you want, and they're going to be able to compress time for you. And you've got to be humble enough to take that advice and do it.
Greg [00:33:48]:
Yeah, I think the ego part, and really eating the humble pie is huge. I also think you have to start to do confidence based activities. One of the things that I do in my planner is I have a section. To me, it's the most important part of the planner. It's what am I going to do tomorrow? That's what it has at the bottom right hand side of the planner. These are the three things I'm going to do tomorrow. And then what are the three things that I accomplish the next day? And it's got to be those three things. And when you start to stack these wins each day, when I do the three things, I put a W in the top right hand corner of it.
Greg [00:34:28]:
And basically I'm stacking these wins. And it's self confidence wins. So I really start to believe that I'll do what I say I'm going to do. And so for me, I've stacked it so many days in a row over years. That I'm not afraid of any investment because I know that if you tell me what to do, I'm going to do it, but it's because I've stacked the wins and it can be little things.
Jen Johnston [00:34:48]:
Well, and it shouldn't be. I'm going to sell a package. Because you can't control that.
Greg [00:34:53]:
Right.
Jen Johnston [00:34:53]:
But it's. I'm going to pitch a package to three people.
Greg [00:34:57]:
Right.
Jen Johnston [00:34:58]:
I'm going to make ten phone calls or whatever it be. It's got to be things you can control so that you know you're winning. And then when you are making ten phone calls and not making any sales, well, okay, then you get to have a step back and talk to the sales team or figure out why you're not making those sales. But you can't have those goals set of, like, I'm going to sell $10,000 today. That's not really in your control.
Greg [00:35:19]:
That's not in your control. You guys are giving a master class on how to take action and how to actually make investments pay off. It comes down to you. It's building yourself. All right, so you've done extremely well with your practice. The biggest problem that most people have is getting clients in a door. You all have been able to do this primarily through workshops. Is that correct?
Owen Johnston [00:35:40]:
Yeah.
Greg [00:35:41]:
So can you talk about maybe two to three things before we wrap it up? Two to three things that you do in your workshops to actually make them successful.
Jen Johnston [00:35:51]:
I'll say my number one thing, and I actually have this. Like, I've teached this all the time. Leave your ego at the door. No one cares that you're a doctor of physical therapy and, you know, big words. Talk to everyone like they are fifth graders and stop teaching about the Iliacus and where it inserts on the anterior portion of the lumbar side. Nobody cares. Nobody cares. They care that their back hurts, and they want you to help them make it feel better.
Jen Johnston [00:36:18]:
So, Owen really created the framework for our workshops. Do you want to tell them about the framework?
Owen Johnston [00:36:24]:
So, I mean, it just starts with creating an organic connection. That's it. Creating a connection, creating a relationship, not going into it being like, I think we can help each other. Just like you said to us, how can I serve you? How can I help you? How can I be helpful to you? So what we do is we do workshops and we do injury screens. And craziest thing is, they're both free. We're not paying expensive ads. We're not even getting coaching. Yeah, we learned some stuff from Aaron's stuff.
Owen Johnston [00:36:51]:
But really, we took all those systems, we made them better and fast forwarded and collapsed our own time. I hope to in the future. It's like if Aaron saved us five years, I would like to save somebody else five years and be at our level, our five year level in one year.
Greg [00:37:10]:
Okay. I want to ask you all a few things about the workshop.
Jen Johnston [00:37:13]:
Yeah.
Greg [00:37:14]:
Because when most people are converting people from a prospect to a patient, they're doing it. Being in the room with someone, one to one, and doing it. I guess we want to call a discovery visit or this or that or whatever. You're doing one to many selling, correct? Basically, yeah. And so can you give me one or two of the advantages of doing one to many selling versus me doing one to one with somebody in a room?
Jen Johnston [00:37:41]:
Well, I think it's time. It's time. It's that you can influence more people. And just because someone doesn't buy from you that first time, you're influencing them and they might buy from you in six months.
Greg [00:37:53]:
Right.
Jen Johnston [00:37:53]:
And whether you're doing one to one as like an injury screening or a community event, or you're doing one to 20 at a workshop, you want to talk to them at their level, you want to show them where their pain is so your knee hurts. Let's all do a deep squat. Let's see where that knee pain is. Do you all feel it? Everybody feel their knee pain? Okay, we know what hurts, right? Okay. We're going to do two to three things together to help that knee pain. We're going to give you tools, you're going to help your knee pain. And then we have them retest, and we watch the light bulbs go bing, bing, bing, bing, bing. And we know whose light bulbs go off.
Jen Johnston [00:38:30]:
We know whose pain we were able to affect. And then from there, we make an irresistible offer at the end. This is where I think physical therapists coming from, insurance models to cash PT, mess it up time and time again. Well, my evaluation takes more work and more time, so you need to pay me more money. So you're going to pay me $250 for the evaluation? No, that's not irresistible, right? That's resistible. I can resist that very easy. Make it irresistible. You want to get them from that one to many conversation to a one to one conversation.
Jen Johnston [00:39:01]:
So you're making a small sale and time commitment from them. They're committing time and money to you to get into your door, to spend time with you so that you can make the larger sale and cast the bigger vision for them. But that needs to be a small commitment of time and money so they're willing to come over.
Greg [00:39:20]:
Right. I think for me, when I was in my clinics, workshops changed a game for me as well. I think one of the other big things that it did for me was it created massive authority because I wasn't just in a room with someone, right? There was now 15 2025 people. And with them being one of those 2025 people, they were like, we're all listening to this person. And there was now massive authority. And when there's massive authority, that creates massive perceived value. So now, even to do that irresistible, you add an irresistible life changing offer with it. Oh, my gosh.
Greg [00:39:59]:
I'm going to get that person and their method to me for this price. Okay, I can get started. And then once they see that, they get that small win, very similar to how you all got that small win for the $2,500. Then it's like, okay, let's keep on going. And, yeah, that's really awesome. All right, so with that said, how can people find out more about you guys? Because I think your story is phenomenal. I want people to be able to follow you, and I want y'all to be able to help people with these workshops because I know a lot of people want help with it.
Jen Johnston [00:40:28]:
Yeah, Owen's the master of the workshop.
Owen Johnston [00:40:31]:
Yeah. And I guess to just sum that up real quick, compliment people work better when they feel better. Test, treat, retest. Irresistible offer.
Greg [00:40:39]:
That's it.
Jen Johnston [00:40:40]:
That's the magic formula.
Owen Johnston [00:40:42]:
There's a lot more that can go into it to make conversions better, but that's about it.
Greg [00:40:45]:
I would listen to that again. Y'all listen to that piece again. Okay, rewind. Rewind that again. And, yeah, that's pretty awesome. Go ahead.
Jen Johnston [00:40:53]:
So, where can you find us? You can go to our website, advanceptwellness.com, and click the coaching tab, and you can get access to all kinds of free trainings that we've done. There's some amazing value there. But also, follow us on Instagram. It's Cashpaypt accelerator. And that's where we drop the knowledge. You'll see me, Owen, our daughter, just sharing real life, our highs and lows of business, what's working, what we see, people making mistakes with mistakes we've made, what's winning, all the ups and downs. So come say hi, be a part of our community, and, yeah, we're excited to get to meet you all.
Greg [00:41:28]:
Before I finish the podcast, I want to honor you both. You all are. You are great coaches. Because I've watched you now coach people and help people within the group that we're in, but you all are even better students. There is nothing that anyone can do for me better than just executing on the things that I'm telling you and understand that the things that I'm telling you are from pain, and it's from pain of not doing it right. It's from pain of screwing it up. And when you all do it in the way that I'm telling you to do it, it makes me feel as though the pain that I went through was actually worth it. And so thank you for you all both doing that.
Greg [00:42:21]:
It's the greatest thing ever. So I appreciate you guys. Y'all. Follow them on Instagram. Go to their site, get all your gems. ThEy are true givers. I would highly recommend that you really immerse in their information if you're truly looking to level up your cash based practice. All right, y'all, till next time.
Jen Johnston [00:42:42]:
That was easy.
