E701 | Why We Undervalue Ourselves

In this podcast episode, Doc Danny delves into the prevalent issue of physical therapists undervaluing their expertise and skills. Drawing parallels to professions like software development, Doc Danny sheds light on how physical therapists often underestimate the unique impact they have on their clients' lives.

Throughout the discussion, Doc Danny shares poignant anecdotes, including a transformative experience with a training partner, to underscore the life-changing potential of physical therapy interventions. He passionately advocates for physical therapists to internalize the profound impact of their work, emphasizing that their services go beyond mere treatment—they catalyze meaningful transformations.

Doc Danny urges fellow physical therapists to reassess their pricing strategies, stressing the importance of aligning rates with the true value they bring to their clients' lives. By embracing a mindset that acknowledges the profound impact of their interventions, physical therapists can not only enhance their personal satisfaction but also cultivate sustainable business success.

Tune in to this episode for invaluable insights into why physical therapists should recognize their worth and price their expertise accordingly.

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Podcast Transcript

Danny: This person could be, they're in software sales or their technology or they're a CPA or whatever it is. And what they do, they understand really well. And what you do, you understand really well. And we assume other people know what we know. Hey, are you a physical therapist looking to leverage your skillset in a way that helps you create time and financial freedom for yourself and your family?

If so, you're in the right spot. My name is Danny Matei. And over the last 15 years, I've done pretty much everything you can in the profession. I've been a staff PT, I've been an active duty military officer, physical therapist. I've started my own cash practice. I've sold that cash practice. And today my company physical therapy business helped over a thousand clinicians start growing scale, their own cash practices.

So if this sounds like something you want to do, listen up, cause I'm here to help you. What's going on. Dr. Danny here with the PT entrepreneur podcast. And today we're talking about why do you undervalue yourself? Why do you not think you're worth what you are? And this is an interesting sort of topic and the psychology around it is.

Is fascinating. And for most of you, you probably look at what you do as just your job, but also maybe not something that is incredibly unique as far as the knowledge you have, the skill set that you have and what you're able to help people with. And I was having a meeting today actually with with a clinician that was in the professional sports world for about a decade.

And he's he's leaving to, to start his own clinic. And, we started talking about what he's charging and he's, and he's somewhat undercharging and really he knows it. And and I was talking to him and I said, imagine this right. Like you think what you do is common knowledge, right?

We all do, but let's think of it from this perspective. Let's say that you were talking to a software developer, right? And you're like, okay I want an app. I want this app built and I want to do this, and this. And that person's Hey, no problem. Everybody knows how to do this, right?

Everybody knows how to do this. Custom code and application that can do, whatever it is that you want to do. And we would look at that and think to ourself, no, I don't know anything about that. I have no idea how that works. I don't understand any of it. That's why I need to hire somebody to be able to do that.

But somebody that builds software price, very similar to us probably thinks that what they do. It's pretty straightforward. And, the average person probably has a better understanding of it than they actually think that they do. When in actuality, we don't know shit about how to build software.

Very similar to how most people don't know the first thing about how to deal with an injury or to get themself back on track from a health and wellness standpoint. And, I've seen this firsthand now with. People that that I I work out with it just in my local community. I've had a a training partner that I've worked out with now for the last about six months.

And, just to watch the transformation in this guy's physical health and in his life is just been really cool to see. And. For him, he's lost a lot of weight. He's not taking any sort of medication anymore. He's pretty much completely stopped drinking alcohol. His sleep is way better.

He's got all this, more energy to play with his kids. And, he's more efficient at work. And a lot of it is just that, he's just doing some things that we take for granted, right? Like physical training on a regular basis, the right. Movements in the right dosage and all that stuff, getting enough, just basic nutrition in your life, cutting out some of the bad stuff, sleeping a little bit more, drinking a little bit more water.

Like we think this stuff has commonplace, right? But the average person, this is not what they do for a living. And this might not be what they're interested in. This person could be, they're in software sales or their technology or they're a CPA or whatever it is. And what they do, they understand really well.

And what you do, you understand really well. And we assume other people know what we know, which really makes us downplay the value of the information that we have. So to put this in perspective, right? Six months training with somebody. It basically just does what I do in the garage in my garage gym from six o'clock to seven o'clock, he just does what I do simple as that shows up, does the workout for him to have more energy with his kids to lose, 25 pounds to not take medication anymore.

His internal blood panels was like follow up with his primary care doc or they look way better, all this for all these things. What is that worth to somebody? And what are those outcomes worth? If you were to assign value to that, what would somebody be willing to pay for that?

If they felt like they could change their health in such a significant way in, half a year, it's hard to assign value to that, but I can tell you, with the person that I work out with It's an astronomical difference in so many ways in his life that he would be willing to probably pay so much money to be able to have that outcome happen.

And yet for me even myself, I just don't even think it's that big of a deal and it's because it's just common knowledge to me and to people that I'm around, but not to those folks. So when we feel like what we know is not that valuable, it's not that. Unique that's where we get in trouble when we undervalue ourself We under charge because we assume everybody knows this shit Everybody knows they should sleep more and how to improve that right?

Everybody knows how to squat Everybody knows that they should get a certain amount of protein or water in everybody knows that they probably shouldn't you know Do certain things that stress them out? We think we all know that stuff And they don't and then you later on what everybody knows what to do if their knees bugged them a little bit or if They tweak their back like, here's the first couple things you do.

Most people don't know the first freaking thing about That's the truth and what you know is incredibly valuable and you change people's lives in the clinic We see it all the time people come in. They're frustrated. They're bummed out They think that they have to mail it in the rest of their life and they can't be active And that their physical, freedom has been taken away from them, or maybe they have been limiting things for a long time, or they've put themselves in such a hole from a health standpoint, they think they can never dig themselves back out and with the right guidance and accountability, and and buy in from you being able to get trust from people to make habitual lifestyle changes, you can legitimately add years to their life and change their physical ability to enjoy activities in the world with the people they love doing them with.

That is insanely valuable so valuable and if you don't understand that if you don't think that what you do Is that valuable how could you possibly get anybody else to believe that what you do is valuable? Even though they might see it as being value valuable if you downplay it Then they start to downplay it as well.

So you have to have the internal mindset that what you do changes people's lives and we're not making the shit up. Just think about the people that you've actually worked with. Think about Christmas, around the holidays in a clinic and how many people bring in baked goods just to thank you for how awesome you are.

That shit doesn't happen in accounting firms. That doesn't happen in legal firms. That doesn't happen in software sales. People aren't bringing, a Bundt cake in because you changed their life with a piece of software. You sold them. We're fucking lucky to be able to do what we do with people and that we get a chance to wrap up A business around that supports our family and allows us to develop time and financial freedom You hit the fucking lottery if you don't understand that then you're you're Completely missing out on the opportunity that you have To match both a personal goal that you can personally be satisfied with the work you get to do and help people live the life they want and a business opportunity that is a really good business opportunity.

It's not the best business opportunity. It's not a Amazon. You're not going to sell your company for a, 500 million, but you're going to have a great business opportunity that allows you to provide an amazing life for your family and truly help people along the way. That is unique. So understand that and really conceptualize and to your core, realize that what you do is so valuable and you're so fortunate to be in a situation where you can marry those two things together.

When most people hate what they do for work, even if they do make a lot of money or if they don't make a lot of money, most people don't even like what they do. And if you love what you do, And you can stack on, a great business opportunity that allows you to do what you want, be creative and help people in those manners.

Gosh, how lucky are you? And people don't know what, so don't discount what, it's incredibly valuable charge, what you're worth. You don't get people amazing outcomes and your business is going to thrive.

Hey peach entrepreneurs, we have big, exciting news, a new program that we just came out with that is our PT Biz part time to full time five day challenge. Over the course of five days, we get you crystal clear on exactly how much money you need to replace by getting you ultra clear on how much you're actually spending.

We get you crystal clear on the number of people you're going to see and the average visit rate you're going to need to have in order to replace your income to be able to Full time we go through three different strategies. You can take to go from part time to full time. You can pick the one that's the best for you based on your current situation.

Then we share with you the sales and marketing systems that we use within our mastermind that you need to have as well. If you want to go full time in your own practice. And then finally, we help you create a one page business plan. That's right. Not these 15 day business plans. You want to take the small business association, a one day business plan.

It's going to help you get very clear on exactly what you need to do and when you're going to do what to take. If you're interested in signing up for this challenge, it's totally free head to physicaltherapybiz. com forward slash challenge, get signed up there. Please enjoy. We put a lot of energy into this.

It's totally free. It's something I think is going to help you tremendously. As long as you're willing to do the work, if you're doing the work, you're getting information put down and getting yourself ready to take action in a very organized way. You will have success, which is what we want. So head to physicaltherapybiz.

com forward slash challenge and get signed up today.