Greg Todd [00:00:00]:
What is it costing you if you're not able to do that? And that's what you are going to pay if it means enough to you. You don't have to do it, guys, but you don't need everybody to do it. And I think that's one of the biggest things that even I had to unlearn. All Jamie has to do is just put the offer out there. Not everybody needs to do it. If she gets five people a month to do her $5,000 package or her $3,000 package or her $9,000 package, whatever it is, that can get them the result that she feels she needs to do in order to get them that result. How many people do you all need? 5810. We're not talking 35 a day.
Greg Todd [00:00:44]:
We're talking ten new people a month. Ten new people a month at $5,000 is what Jamie's kind of base packages. 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. I have a special guest on this morning. This is a lady that is, has actually become a dear friend of mine, a massive asset to our community, and I wanted to share her with you all today.
Greg Todd [00:01:22]:
Jamie Preble, thank you for being on the podcast.
Jamie Pribyl [00:01:25]:
Thanks for having me.
Greg Todd [00:01:26]:
Okay, so why don't you tell the people a little bit about your story, who you are, and your whole entrepreneurship journey. How the heck did you get here?
Jamie Pribyl [00:01:37]:
Well, so I live in Reno, Nevada, and I am a manual based, I'm like cash based physical therapy clinic. So I don't know. I kind of have a long, weird story. But I worked in your typical outpatient physical therapy clinic, you know, straight out of school. I specifically went. I learned about manual therapy right before I went to school. And so I really wanted to do that because what I was taught, well, what I kind of learned back then is, like, you don't want to be replaceable, right? Like, exercises can. People can always do exercises at home, but you want people to want to come in and see you and do manual therapy.
Jamie Pribyl [00:02:19]:
And plus, I just saw people get better so much faster with hands on manual therapy. So I really did enjoy that. Got out of school, and of course, you know, immediately tried to find someone that would be a mentor to me and would teach me and found a place. They said they did manual therapy, said they wanted to be a mentor, and quickly, you know, I'm working 50, 60 hours a week, seeing anywhere from 40 to 60 patients a day.
Greg Todd [00:02:51]:
A day. Did you be in a week or a day?
Jamie Pribyl [00:02:54]:
A day? Yeah.
Greg Todd [00:02:57]:
40 to 60. Okay. All right. I never heard. I've never heard that before. Dang. I thought I saw a lot of patients. Okay, 40.
Greg Todd [00:03:03]:
60 a day. The hell were y'all doing?
Jamie Pribyl [00:03:07]:
And then, like, if the other PT was out, then I'd have to see his patients. And so there was a week that I saw 60 patients a day, and I would come home and, like, just fall to the floor. And I was angry and I was bitter, and it was. It was awful. Yeah. So I did that for.
Greg Todd [00:03:26]:
Wait, I gotta stop you here. Hold on. I can't just gloss over this 40 to 60 thing a day.
Jamie Pribyl [00:03:31]:
Yeah.
Greg Todd [00:03:32]:
Jamie, was there any inkling or any thought while you were in PT school that this would be your reality?
Jamie Pribyl [00:03:42]:
No.
Greg Todd [00:03:43]:
Yeah.
Jamie Pribyl [00:03:45]:
No.
Greg Todd [00:03:46]:
Wow. This is an outpatient facility and you guys are just jamming people in. I guess my question is, you went into PT to be a manual therapy provider. What skills were you able to really convey and execute on when you're seeing that amount of people?
Jamie Pribyl [00:04:08]:
None. I mean, I literally got five minutes at my peak. I got five minutes with each one of my patients.
Greg Todd [00:04:16]:
Wow. Wow.
Jamie Pribyl [00:04:17]:
And it's not. I mean, and I specifically chose that clinic because I knew there were other clinics in town that did that, and I specifically avoided them. But here, in the end, we just got so busy and. But I'm not gonna lie. At the same time, it was like. I don't know. I just put in the work because I had these astronomical student loans, and I got. I got paid.
Jamie Pribyl [00:04:40]:
Well, for the first year as a PT, which, I mean, even looking back now is still nothing.
Greg Todd [00:04:46]:
What? What did you get paid? Could you mind? 90 grand.
Jamie Pribyl [00:04:51]:
Yeah.
Greg Todd [00:04:52]:
So. So let's just hear. You know what? If you don't mind, I'm just gonna bring up my calculator here. I wanna kinda just piece this together. So let's just say on an average day, what would you say, like, for the year, were there just, like, one or two crazy 40 to 60 days, what would you say is, like, the average day of what you would get paid? Yeah.
Jamie Pribyl [00:05:12]:
The average day was 30 to 40 patients.
Greg Todd [00:05:15]:
Probably 30. 40. Okay, so here's what I'm gonna do. Sorry, y'all. I'm doing this live on the podcast, but I wanna figure this out. So let's just say 30. She said 30 to 40 was the average day. So let's go ahead and say 35.
Greg Todd [00:05:27]:
Okay. And let's say that's times five. Five days a week, right? You work five days a week? Is that right?
Jamie Pribyl [00:05:33]:
Yeah.
Greg Todd [00:05:34]:
Okay, so that was. That's 175 patients visits a week. 175. Okay, now let's do this. Let's assume Jamie got 50. She worked 50 weeks a year. She got two weeks off. Okay.
Greg Todd [00:05:48]:
Okay. Let's just assume that. Okay. And we're gonna go ahead and say 50 weeks a year. That means that Jamie saw approximately 8750 patient visits for a calendar year. Okay, now let's go ahead and let's take 90,000, which is what she got paid, divided by 87. 50. 90,000 divided by 8750.
Greg Todd [00:06:12]:
That means that she got paid an average $10 a patient. $10.28 a patient. I really want everyone, as you're listening to, just let that sink in. Now you're like, whoa, but those are crazy numbers. Well, are they really that crazy? They're really not that crazy, because she got paid $90,000 a year. She saw 35 patients a week. On average. There were sometimes she saw 60, sometimes a little bit less than that, but on average, it was 35 a week.
Greg Todd [00:06:47]:
I want every single one of you to figure out what is your amount that you're getting per client, because the one thing I know is this. Every single client, the level of intention and the level of interaction that you have with the client and the way that you show up for that client will dictate if that client will look at you at a high level of value, if that client will want to continue to work with you. So if Jamie's only getting paid $10.20 something cents per client, and she can only. She said she can only show up for them about five minutes of actual individual time. Does that give Jamie or anyone that works in that environment a really good shot at those people wanting to work with her at a higher level? Probably not. And that's what creates frustration. Okay, sorry. I just had to wrap my brain around that, because I actually think Jamie, that is a normal situation for a lot of people.
Jamie Pribyl [00:07:52]:
Yeah, I don't know about now, and I don't know about countrywide, but at least where I am, I mean, it definitely was. And there are some clinics that it's still like that. I think there are more smaller clinics breaking off, providing better quality of care. But, yeah, I think a lot of new grads get sucked into that because they think that this is the only way to make money, and it leads to burnout. And, I mean, ultimately, I mean, I've seen some, like, I follow a lot of groups on Facebook and things like that, and I see some students that are just in clinical rotations that are like, this is the one I want to do.
Greg Todd [00:08:30]:
Yeah, yeah, yeah, yeah. So you, I'm assuming, are a lot like me and that entrepreneurship and you having your own clinic wasn't part of your plan, correct?
Jamie Pribyl [00:08:44]:
No, actually. So what? My plan was to own my own clinic.
Greg Todd [00:08:47]:
Oh, really? Okay.
Jamie Pribyl [00:08:49]:
Yeah, it took me I doing it completely different of how I thought I would, but no, the reason I went to. So I went to University of St. Augustine, and they are like, my plan was to go to school, you know, become a PT, own my own clinic. I thought it was, you know, the standard clinic.
Greg Todd [00:09:10]:
Right.
Jamie Pribyl [00:09:11]:
It's totally different now.
Greg Todd [00:09:12]:
Gotcha, gotcha. Okay, so you ended up doing that and you did that for a couple years, and then what? When did you make that transition to having your own thing? And then after that, I wanna talk about how you set up your clinic today and how it works and whatnot today.
Jamie Pribyl [00:09:31]:
So I left that job after two years. I found another clinic that did provide mentorship and manual therapy. Started out as a great place, but then once again, kind of really started going towards, I mean, I get it, you know, it's hard with like insurance. It just continuously, you know, they increase the payment from the, from the client and the, you know, the pts don't get paid anything. I mean, in the 14 years I've seen this, I've never seen insurance reimbursement go up. I've only seen it go down.
Greg Todd [00:10:06]:
Yep, yep.
Jamie Pribyl [00:10:06]:
And so they started packing them in. So then, same thing. I started seeing on average, in a ten hour day, it was anywhere from 20 to 30 patients. And I was like, this is not what I signed up for. So left there, became the director of physical therapy and pain management clinic so I could run things the way that I wanted to. But even in that situation, it was still. I had to see so many patients in order to get paid a decent amount from insurance. And then I got sick.
Jamie Pribyl [00:10:43]:
I was not feeling well, and I'd always thought about opening up my own clinic, but I started to realize that if I took insurance, I was going to be down the same racket as all these other clinics. Force you to see that many people.
Greg Todd [00:10:59]:
Okay, guys, this is a unique story to Jamie, but this is such a common story that we hear just through and through. Okay. And so I want to just kind of unpack everything that Jamie has said, and then we're going to talk about her clinic that she has now. In a second, we'll talk about the good, the bad, and she's having some record months, but let's talk about all the, like, all the stuff that comes with it. But here's the lesson that I think we can take from Jamie, from Jamie's story and what led her to, yes, she eventually had her practice like what she predicted, but she's doing her practices in a totally different way than what she thought she was going to do it. In every single place that Jamie worked for, Jamie was part of a model, and the model was a low profit, high volume model. Okay? So the first place she worked for it was low profit. Why is it low profit? It's because they were in charge of what they were charging to the customer.
Greg Todd [00:12:02]:
Okay? They had two customers. Actually, they had one main customer. Their one main customer was the insurance company, okay? And the insurance company said, hey, this is what we are going to pay you. If you don't take us and you don't use us, we will not give you access to our members. This is how it works, guys. All right? And the amount that the insurance company is going to pay, you have to understand, the insurance company is in a business as well, and their business model is a low profit, high volume model as well. So their thing is we're going to get our members to pay us money every single month. And then our goal and how we stay in business is how much of that money can we hold onto? And that money that we hold onto, they treat it.
Greg Todd [00:12:45]:
They're very much like a bank. The amount of money that they can hold on to, can we hold on to that money and can we put that money in a vehicle that makes money for us? So insurance companies put their money into investments, and if I can hold that money and keep it there, then the investments can work and I can gain interest. Now, what they don't want to do is they don't want to have to give the money to providers like Jamie. I like the place that she worked at first place, the second place, even the third place. They don't want to have to give that money back if they have to. They want to delay it as much as possible and give as little as possible to them. So it is a model that works for them. It is a great business model for them.
Greg Todd [00:13:24]:
It is not a great business model for us because we have to take the pennies. And the only reason why we have to take the pennies is because we don't know how to get access to people like what Aetna, Cigna, Blue Cross, Blue Shield, Humana have built. They've built a great marketing strategy to get access to those people. And now we want their people, and this is. This is the penalty. Okay? So what ends up happening is we start working in a low profit, high volume model. And that's what causes places like where Jamie worked to have to see 30 patients in a day, or 35 patients a day, or even on some crazy days, 40 to 50 to 60 patients a day. If a therapist calls out and you can't say, hey, all the patients stay home, because if we made all the patients stay home, guess what? The place is a low profit, high volume model, meaning that if there's not high volume and because it's such low profit, they will go out of business.
Greg Todd [00:14:21]:
So it wasn't like, hey, you know what? We just let everybody stay home. We're high profit, high volume. No, it didn't work like that. They couldn't. They had no margin for error. So it burns people like Jamie out. So she goes to one place, it does the same thing, goes to another place. It might start out good.
Greg Todd [00:14:37]:
It's the same thing. Okay. Let me be a clinic director now. I'll be in control. You're not in control because it's still the same business model. It's a low profit, high volume model, and you're not in control, because if you don't see this high level of volume, the place can't operate in theory. Nobody wants to do it. It's just the way that it is.
Greg Todd [00:14:59]:
So now Jamie's like art, screw this. I got to go do my own thing. Let me cut out some of that fat, let me go ahead and not have to deal with the third party payers, and I'm going to go and open up my own clinic. And so let's continue the story there. But I think everybody needs to understand this, because people think it is their manager. They think it's their director. They think that these are evil people. No, they're not evil people.
Greg Todd [00:15:22]:
They're just in a business model that cannot work. It can't work. And it's a business model also, especially if you're a manual therapist, okay? It's a business model where you are working with other people, and you're having to physically do work on them. So you're using a limited resource, which is your physical nature. It's your body. It's like me working out. If I work out and I work out for 30 minutes, it's one thing, but if I keep on doing curls and I do curls for 6 hours, I'm not gonna be able to move my arms. I'm physical in nature, okay? And we're dealing with time, which is another limited resource.
Greg Todd [00:15:59]:
So, guys, you have to understand, like, it doesn't work. It doesn't matter who you work with. It can't work long term for you. Okay. All right. I just need to say that because this is, like, your story, but this is my story. This is everybody's story, and people don't get it. Okay.
Greg Todd [00:16:17]:
All right. Okay. Go ahead and talk about your practice now and you opening up.
Jamie Pribyl [00:16:22]:
Okay. So, yeah, I was totally burned out, got sick, and I was to the point of, like, I was gonna quit. I'm like, I'm not doing pt anymore. I'm gonna go be literate like everyone else and make all this right. Like, that was my plan. But then I, like. And I tried, you know, I kind of stumbled on you somewhere in between there, and I tried to do, like, this online thing, and that's when I got sick and I just couldn't do it. But, you know, and I.
Jamie Pribyl [00:16:48]:
Listening to you so many times, it was like I kept being like, I don't know what to provide to people. And you're like, what do the people want? Well, my people want me. They want manual therapy, which kind of screws me, because then it's one on one, and I'm like, how do I go with that? Yeah, so. Because, I mean, I could just give some basic exercises online and, you know, compare. I'm no better than any other pt to exercises, you know, but I. My skills in manual. So I said, okay, I'm going to try this. I'm going to try the cash based physical therapy clinic.
Jamie Pribyl [00:17:19]:
And if it works, great. If not, I'm doing something else. So I started really, really small. I have a daylight basement in my house. And so I started out of my basement and doing mobile, and I think my original price was, gosh, I think when I first started out of my house, it was like $125 a session and then double if I drove to their house. So it was like 125, 150.
Greg Todd [00:17:51]:
Hi.
Jamie Pribyl [00:17:51]:
Biker isn't my son.
Greg Todd [00:17:53]:
Hey, buddy.
Jamie Pribyl [00:17:56]:
And so I started there, and I had assumed I was like, okay, it's going to take me, you know? So I actually got a part time job at a home health clinic to try to pay the bills because there was no way that I was going to be able to work where I was part time and do this. So I was like, okay, I'll just, like, work, home health, work a couple days a week, do this, build my clinic. It's gonna take me at least six months, maybe a year to get to where I want to be and replace my income, which I ended up never even seeing my first clients at home health because I made my goal in a month.
Greg Todd [00:18:35]:
Wow.
Jamie Pribyl [00:18:36]:
Of 20 patients a week.
Greg Todd [00:18:38]:
Wow.
Jamie Pribyl [00:18:39]:
Yeah.
Greg Todd [00:18:40]:
So where'd you get the paces from?
Jamie Pribyl [00:18:44]:
So a lot of people followed me.
Greg Todd [00:18:46]:
Yeah.
Jamie Pribyl [00:18:47]:
Just posting on social media like crazy. I did find. So a friend of mine had just started. We have one of those local magazines in town that you put, like, it's to each neighborhood, right. And so there's like, on the very front is like someone of your. It's a picture of your neighbor, and they do a story, and it's kind of their paper version of social media. And then they geotarget for Instagram and Facebook and Google for you. And so I basically chose someone close to.
Jamie Pribyl [00:19:20]:
It's a neighborhood close to me that's like a very, very high end part of Reno, and that's where I chose to advertise, kind of. I signed a three year contract. Kind of wish I hadn't. But it was just, that was the only marketing I really did. But I only needed 20 patients a week.
Greg Todd [00:19:39]:
Okay, let's stop. Let's stop right there. Okay, okay, okay, okay, okay, okay. Oh, my God. This is so good. Okay, so, so, so you needed 20 patients a week to basically replace your income that you were getting from the last place that you worked?
Jamie Pribyl [00:19:57]:
Yes.
Greg Todd [00:19:58]:
Correct. Okay. I want you all to understand, this is now a high profit, low volume model. Does everybody understand what I just please go back and rewind the podcast, and I want you to listen to the last two and a half minutes of what we just talked about. Jamie, for the first few years of her career, was working in a low profit, high volume model. That low profit, high volume model. I don't know if Jamie's going to get into it, but she briefly talked about what it did to her physically. It made her physically ill.
Greg Todd [00:20:37]:
That low profit, high volume model is actually what connected me with Jamie, probably, maybe even she's listening to my stuff. It's probably what connected her to me was because I was in a low profit, high volume model as well. And I got very sick, and I started having autoimmune issues, and it put even more stress on my family, and my wife started having autoimmune issues and all types of stuff and whatnot. It's a low profit, high volume model. It is killing you people. She then leaves and says, enough is enough. I can't do this anymore. After three jobs, she figured it out.
Greg Todd [00:21:12]:
All right, this ain't working. And by the way, did you hear her rates? Her rates were in the low hundreds, but even still, it was allowing her to go from seeing anywhere between 20 to 35 on average patients a day to 20 to 25 patients on average a week in a high profit. And I wouldn't even say that's high profit, but at least at that time in relation to what she was doing.
Jamie Pribyl [00:21:42]:
I was working out of my house and I was going mobile, so, yeah, I mean, that's how I opened.
Greg Todd [00:21:47]:
Yeah.
Jamie Pribyl [00:21:48]:
Than now.
Greg Todd [00:21:49]:
Yeah, yeah, but I think people. And you were able to basically replace that in the first month. Yeah, so I think. And guys, really. I mean, did she work any harder? I mean, I don't know. Did you work any harder than what you were doing before? What would you say?
Jamie Pribyl [00:22:08]:
Different.
Greg Todd [00:22:09]:
It was different, yeah.
Jamie Pribyl [00:22:13]:
I mean, you're working when you go out on your own, you're working all the time, like all the time. And even right now, I do feel bad sometimes because I did this for my family, and my kids will say sometimes, like, mom, you're always working. Because I'm working in the clinic and I'm a different case. It totally depends on each person. But I am a mom, and I am in the situation where a lot of times I have to take care of the kids, take them to school, pick them up. My husband has no flexibility in his job, so it's, everything is on me, so it's like I'm doing everything that I can. I'm seeing as many people in the clinic as I can. Then I go get my kids, and then I'm trying to do documentation later, and I'm texting people and I'm calling people while I'm at soccer practice.
Jamie Pribyl [00:22:57]:
And so it's a different kind of work. So, you know, I've always been a really hard worker as it is. So I wouldn't say it's hard. Harder. It's just, it's just a different.
Greg Todd [00:23:10]:
It's just different work. Yeah. Yeah, guys, I mean, this is real. This is real. This is how it truly is. It's definitely not harder work for fulfilling, but when you're running a business, there are other components that you have to do that other people, when you work for somebody else, are doing for you. So when you work for an outpatient orthopedic place that's based on insurance, that place is not really focused that much on marketing. You want to know why? Because their marketing is they're getting their clients through the insurance providers, they're getting their clients through the insurance companies.
Greg Todd [00:23:48]:
And so that's where they're getting their people from, okay, so as a physical therapist, as an occupational therapist, as a speech therapist, you're not focused on that part. But when you go out on your own, you have to go find your clients, you have to go schedule your people, especially if you're starting at the beginning, you have to do those things. But fulfillment wise, you don't have to spend all your time. You could spend probably anywhere between a ten to 25% of the time fulfilling. As intriguing as what you would do at a place that you worked for, because you are now in a higher profit, lower volume model. And so in the beginning, it's, it's just the work is different. It's not that it's more, it's just different. But the upside to it is so much more.
Greg Todd [00:24:35]:
And so why don't you talk about like where your practice is at now and what you're doing and how you're seeing patients, and you can talk about your numbers, you can talk about whatever you want.
Jamie Pribyl [00:24:45]:
Yeah. So once I got busy enough, I moved into a business suite. It's not a huge clinic, it was literally just one suite in a shared business place. But I moved in there in March of last year, and so January of this year, I, January, February, I just rented out two more suites. So now I charge, I charge 250 per visit if I'm doing per visit. But I have added on, it's not your typical physical therapy clinic at all. I actually kind of have a hard time calling it a physical therapy clinic because people think, oh, it's what you do therapy, but it's so different. So it's kind of like a wellness clinic now is what it's building into.
Jamie Pribyl [00:25:35]:
And I treat people holistically. When I got very sick, there were no answers for me. I probably spent $40,000 on trying to find people in going traditional westernized medicine route. And nothing really helped me except for the functional medicine route. And I found some supplements that were like a game changer for me. And so I partnered with that company and I said, everybody needs this. And so I now, so if people decide to work with me, we do a package of let's work together for x amount of time. Like on average it's twelve weeks.
Jamie Pribyl [00:26:14]:
And I just throw everything at them that I can to get them better. So that comes with supplements that helps open up their drainage pathways. So instead of taking an anti inflammatory, we're actually utilizing the inflammation to promote healing, because I also use stemwave. So a form of shockwave therapy. I purchased that in January and that's been a game changer for my clinic, having the stem wave, because it's another way of facilitating healing. It's getting people better so much faster. And that's where I can make a really high ticket offer to people, because it's like, okay, so we're going to give you supplements. We're going to give you nutritional advice.
Jamie Pribyl [00:27:01]:
You have an online exercise library. You will see me as much as you need to. You get the stem wave package, which is decreasing arthritis and getting rid of tendinitis very, very quickly. And any soft tissue injury, it's promoting the healing response naturally. And so with that, people, they know that within three months, they're going to be better. Instead of, okay, let me just continue to go to physical therapy three times a week, doing the same exercises, and paying dollar 50 every single time they go in for their copay.
Greg Todd [00:27:35]:
And what are you charging people, on average, for that result?
Jamie Pribyl [00:27:40]:
So for that reason, if they decide to buy my all in package for, like, one treatment area, $5,000.
Greg Todd [00:27:48]:
$5,000. Okay.
Jamie Pribyl [00:27:49]:
Yeah.
Greg Todd [00:27:50]:
And have people bought that?
Jamie Pribyl [00:27:51]:
Oh, yeah, lots.
Greg Todd [00:27:53]:
Okay. It comes a long way from those 45 patient days, huh? It's. It's funny. From. From ten. From $10 to 5000. Okay, so. So that.
Greg Todd [00:28:07]:
So that's interesting. So, so what have you learned, you know, since you have done this for yourself personally, and then now for others that. That you maybe didn't believe before, you're now using stemwave, you're using supplements, you are adding yourself, you're using online education, and you're packaging that in a way to get people a result, which is to help them with decreasing the inflammation in their body, amongst other things. So what have you learned from when you started to now about what it is that people buy and how people buy?
Jamie Pribyl [00:28:50]:
Um, what? Just let me. Let me just finish this call. Okay. Sorry. My other son just hook up. So, yeah. You know, from talking to you and taking your program and just seeing these people, they. They want a result.
Jamie Pribyl [00:29:12]:
People do buy results. They don't, you know, and so much of it is, like, confidence, too, like, in how it's presented. Like, I have an answer for you. You know, do you want to get better? I had a gal that came in. I actually have. So I have two that came in. There's a clinic in town that the orthopedic surgeons own, and so it's the biggest mill in town because all the really good orthopedic surgeons are there in one clinic, and they're like, hey, okay, go to the physical therapy clinic. So one, she had severe knee pain.
Jamie Pribyl [00:29:52]:
They gave her a cortisone injection, and she wants to go hiking with the gorillas in Africa in July, and they couldn't get Erin for a month. And so she's like, well, what am I supposed to be doing? And they're like, well, you need to strengthen your knee. She's like, well, I don't know what to do. So she ended up with me, and she bought the $5,000 package. I had another client who just came in. She had a total knee replacement, and they scheduled her for physical therapy one visit. And then when she went in, because they didn't schedule her out, they were so booked up, she had a total knee replacement, and they couldn't get her in for another three weeks.
Greg Todd [00:30:28]:
Wow.
Jamie Pribyl [00:30:29]:
Yeah. So she ended up on my table completely distraught because she's like, I need to get this knee moving. She bought from me a $9,000 package because I need to see her three times a week right now to get that knee bending right, because she needed the results and she wants to get better, and she cares about her body. And so, you know, there and then, but then I have other people that tell me, well, you're way too expensive. But then 10 seconds later they say that, oh, I just spent $15,000 on a facelift. So it's just, it's what people value is what they're going to spend their money on. And so you don't need to find, when you're a high ticket offer, you don't need to find 25 people a day. You just need to find the ten that value, what you do.
Greg Todd [00:31:18]:
Okay. I think this is a huge thing for everybody to understand. Okay. Number one is it is about all Jamie has done is she hasn't gotten better as a therapist. She has just gotten better at conveying her message. Okay, I think that's number one. Number two, it's about unlearning a few different things. And one of the big things that you have to unlearn is you have to unlearn that.
Greg Todd [00:31:40]:
You need to be able to cater to everyone. You don't need to be able to cater to everyone. You don't have to. Jamie just gave you an example of someone that wants to go and hang around with the gorillas in Africa. Okay? You need to be able to convey a message on this is the result that you want. What is it costing you if you're not able to do that? And that's what you are going to pay if it means enough to you. You don't have to do it, guys, but you don't need everybody to do it. And I think that's one of the biggest things that even I had to unlearn.
Greg Todd [00:32:12]:
All Jamie has to do is just put the offer out there. Not everybody needs to do it. If she gets five people a month to do her $5,000 package or her $3,000 package or her $9,000 package, whatever it is that can get them the result that she feels she needs to do in order to get them that result. How many people do you all need? 5810. We're not talking 35 a day. We're talking ten new people a month. Ten new people a month at $5,000 is what Jamie's kind of base packages is, $50,000 a month. Now, that doesn't mean that you're going to talk to ten people.
Greg Todd [00:32:57]:
That means that you might talk to 50, knowing that not everybody thinks that way. Not everybody values the thing that you are presenting to them. But what you can do is you can get better at presenting what it is that you do offer to people and what it yields to them in the form of a result that they're looking for, you can get better at that. And if you get better at that, people will buy it. They'll buy it. But you can't talk to ten people. To get ten new clients, you might have to talk to 40. You might have to talk to 50.
Greg Todd [00:33:29]:
You might have to talk to 60. But what I am telling you is that we live in a world today, in healthcare, to where people are sick and tired and fed up with the absolute mediocrity that is out there in traditional healthcare. And there is a group of people that are like, if you can solve my problem, I will pay for it, because I value this more than I value the facelift. I value this more than I value getting a new car. I value this more than I value even taking a vacation. Because if I'm so sick that I'm going to be miserable on a vacation, I'd rather just not go on a vacation. And you got to find those people, you guys. Oh, man, this was so powerful.
Greg Todd [00:34:10]:
This is like, this is great, because this just shows Jamie that if you just focus on the right things, like, your life can change and it can change dramatically. But you have to be in a model where if you do focus on those things, like your life can actually change. And hard work does not guarantee you success, but hard work in the right model can yield you success eventually, and you are living proof of that. So, anyways, any other things you want to say before we finish up?
Jamie Pribyl [00:34:43]:
I just think there's so many people. So I hesitated for years to do the cash based physical therapy model because everyone told me that can't be done. Why would anybody see you? You know, we have insurance. You won't get enough people. And I knew it was being done. It was funny. I actually had the idea before I even knew that it was a thing. And then I found out it was a thing, and it was growing nationwide, and I was just too scared.
Jamie Pribyl [00:35:12]:
And there was just so many people telling me, like, no, no one's gonna pay for that. No one's gonna pay for that. But. And then I've talked to some people that are like, no, not in my town. No, not in this town. You know? And I used to think the same thing in Reno, and now, you know, I've opened up, and there's multiple cash based physical therapy clinics now, and it's just, you know, we talk about mindset and being surrounded around the right people and just don't. You know, sometimes you just kind of have to ignore what the average people talk about, and there are things you. You can always change your situation, so you just have to have the right mindset and believe in yourself and go for it.
Greg Todd [00:35:54]:
Wow. Well, thank you so much. Thank you for believing in yourself. Thank you for not settling for mediocrity. Thank you for taking matters into your own hands. And by the way, I'm gonna be seeing you at the event, and here, I'm gonna put you on a spot. I'm gonna put you on a panel. I'm gonna put you on a panel on Friday.
Greg Todd [00:36:12]:
I'm going to put some of the platinum members on the panel. I think it'd be good for people in the audience that are new to this stuff to be able to ask you guys questions. So, anyways, if you guys are coming, if any of you that are listening, come to the event. You will meet Jamie there. And, Jamie, if you're cool, we'll put you on a panel on Friday. I think that'd be great for people to be able to pick your brain a little bit. Is that cool?
Jamie Pribyl [00:36:32]:
Yeah, sounds awesome.
Greg Todd [00:36:33]:
Awesome. Awesome. Thank you, Jamie. Appreciate you.
Jamie Pribyl [00:36:35]:
Thank you. Appreciate you. All right.
