From Mat Leave to CEO: How This Mom Built a Thriving Clinic with Lindsey Walker

I'd be nursing a baby and like fulcrum physiotherapy, you know, and it was, it was stupid in hindsight.

How to get smarter in business and in life. This is the question and I'm on a journey to get you that answer. I'm going to interview the world's top entrepreneurs and deconstruct their winning secrets. Going to talk about everything from marketing money and living a bucket list life. I'm Rick Lau, healthcare entrepreneur. I grew and exited my 127 locations in my 30s. Welcome to the Clinic Boss show.

Hey everyone, welcome back to the Clinic Boss podcast. I'm Manju, solopreneur lead here at CA Clinic accelerator and I work with clinicians who are looking to start their practices. They're grow their practices. But let's be honest, I know Lindsay, you're probably going to agree with us is it's not an easy thing to jump into ownership, Right?

Absolutely.

And it for sure takes a village, if not more. Right. So today we're actually going to be talking. Yeah, it's like I get it, like we both understand that, right. And so today we're going to actually be talking about something that we've never talked about, Clinic Boss, which I think it's so crazy because I feel like it's one of the things we should be shouting out loud. It's kind of like a well kept secret, like an elephant in the room. And a lot of us are really kicking ass at those right now. Dare I say mommyhood, entrepreneurship and you know that word, work, life, balance. So I personally just want to share it. Like I have two young girls, you know this Lindsay. I had my practice for eight years through it, had my first baby, which I called my clinic, had my second actual baby. Right. My daughter who's seven and then another little one as well. So two girls who are four. Who was four, who's four, sorry. And throughout that, like all those mat leaves, all the, oh, three month mat leave, go back to work, pump freeze, oh, hire somebody else. Oh, someone gave me notice. How do I market? Am I actually doing well? All that stuff came out pretty strong during that time. And so while I was doing that, scaling my business, I was trying to figure out how to do this balancing without burning out. And today I want to introduce you to someone I feel that's been really kicking ass and that's you, Lindsay. So my good friend here, Lindsay, who is a solopreneur, she's a CEO at work, she's a CEO at home. And I Think you're just like, a boss babe in general. Lindsay. So this is Lindsay Walker from Fulcrum Physiotherapy.

Welcome. Thank you. That was a very kind intro.

It is. It's all you, honestly. So before we get started, I know there was, like, a lot of nodding and all that because I feel like we've almost paralleled this journey in so many ways. Right. You also have two ones. Right. Then how old are they?

So my oldest, my son, he's 4, and my daughter just turned 1 last week, which, coincidentally, her birthday is like the birthday of our clinic as well. So it's a lot to celebrate on one day.

So, Sears, you opened your clinic and had a little one.

Yeah, so. Well, so our clinic turned three and my daughter turned one. So they're not the same year, but it's the same day.

So I was gonna be like, oh, we need to have this, like, amazing superwoman title on top of this.

No, no, no. That. That's asking a lot. So. No, but yeah, it's February is a busy month in our household, for sure. So.

Absolutely. So, yeah, for those of you. Because I know you really well and I've, you know, kind of gone through this journey with you, been working together for almost a year now. Let's talk a little bit about, you know, your journey and how you arrived here.

Oh, man. Yeah. Well, I feel like a lot of.

You want to share.

Yeah. I was like, how far back do you want me to go? Because I always say, like, I'm. I was never set out to be an entrepreneur. I never wanted to own a business. I actually distinctly remember in a job interviewing, they asked me, like, what are your, you know, what do you want to do with your career? And I was like, I never want to own a business is what I had said. And so it's. It is kind of weird. Weird how I ended up here because it was never. I never set out to. To be an owner and definitely not an entrepreneur. It really doesn't actually fit with my personality. I'm like a low risk, safety structure type of personality. So to say that there's been some growing pains along the way is, like, sort of, you know, doesn't quite capture the experience from my perspective. But, yeah, I mean, it kind of. I think for a lot of people like Covid, just sort of really changed my perspective on things. It changed how I wanted to practice. I. You know, I kind of came out of there almost ready to, like, leave the profession altogether, which I think you talk to any clinician during COVID We were just kind of done with it. On top of that, I'd had my first kiddo during the pandemic, which shout out to all the first time moms during a pandemic. We are just built differently because what a bizarre experience. And then at a pandemic, like, life was a dumpster fire. It just, you know, it was so complex. And so I always say that kind of, like, prepared me to be a business owner because I was like, well, it can't be harder than that. You know, like, no one's dying, so we're good. And so, yeah, so I actually was ready to leave the profession. I did end up going. I left private practice altogether. I went and worked in the hospitals for a while, which, again, I think, interesting experience. It sort of solidified for me, like, what my values are and what I want out of, like, my work. Again, I had a great experience working in the public sector. This is not me trying to kibosh it. I just realized that, like, I really like efficiencies and I like, you know, sort of a little bit more autonomy and that sort of stuff. So that sort of helped me solidify what I want to do. An opportunity came up. It was always one of those opportunities that I had said to my husband, like, oh, like, that would just be the dream scenario. That would be my dream job. I would. I would do that if that came up. And then really randomly caught wind that there was this opportunity to open up. And I was like, okay, like, am I crazy for doing this? And so again, we had kind of thought, like, well, we've been through worse. Let's just try it. And hopefully we don't live out of our car at the end of it, you know, so. And. And like, three years later, we're doing okay. So here we are.

Amazing. And we're gonna deep dive further because I know a lot of people want to hear, like, every step of the way, right? Like, how do you make those decisions? How do you know, like, these are my values now? Because sometimes when you're in school, you don't realize that. Like, you don't realize how much of a role that plays. Right. As you totally rear.

Yeah.

As you were talking, I was thinking to myself and. And even yesterday, I was thinking, like, okay, in schools now, it's not like it is before, like, where it's male dominant in physio schools and Cairo schools. So 70 to 80% of students are actually women now going into school. And the funny thing is, only 30% of them actually go to run their own practices after. And it's such a big disparity because I'll say as well, like, I always wanted to be a clinic owner, but, boy, did I not. I didn't know what the heck I was doing. Right. Like, I had no idea what I was jumping into. But in your experience, you never wanted that and you started off in the hospital, Is that right?

So I had worked private practice for most of my career, and then out of COVID like, so October 2020, I went on Matt leave. And at that point, I basically, like, piece out of my job, and I was like, not coming back. Don't know what I'm doing. It was kind of. I just like, for me, that the. The year away was just kind of like, I got to figure out what I'm doing because I. I don't want to keep doing what I'm doing. And then.

And then after, like, what was about, like, you were in.

Like, I was in private practice. Yeah.

Knew, like, that point you're like, yeah, this is not for me. I don't care what I'm doing, but I'm not doing that.

Yeah.

So what. What about.

Yeah, I think if I, like, really boil it down to what it, like, you know, sort of cutting through all the fluff, I think what it really was, it was like, it was a misalignment of values. Right.

Okay.

I'm such a typical, stereotypical millennial. I'm all about, like, my values and my. My work and my expression of myself and work. Right. And so. But I think, like, just really recognizing that of, like, that. That discontent and that tension that I felt in my job, that I felt like it was just draining me of everything, was just really, at the end of the day, it was a misalignment of values and. And just recognizing that, like, okay, this isn't working for me, so, like, walk away and be okay with the uncertainty. And then, you know, had a baby. And I think also for me, like, motherhood really gave me clarity on what do I value. Right. Like, if you talk to any parent at the end of the day, they're like, family first. Like, my kids come first. And so I think for me, like, sort of the alignment of all of that just really helps sort of, like, strip away all of, like, the things that I would get worried about or stressed about and realizing, like, this is what I value, and this is what I want my life to look like. And so, again, I took a job in public care just because, like, I needed a job.

Yeah.

And coming out of the pandemic, things were, you know, having a bit of stability and having that salary and having that sort of, like, structure was really, again, comforting to a personality like myself. And then again, coming out of that, you just start to realize, like, okay, well, this isn't really fitting my values either. So what. What do I need in order to be able to, like, practice the way that I want to practice? And if I'm honest, like, I really enjoy private practice. I do. I really love, like, the connections that I make with my clients, and especially, like, which is. This is sort of more dependent on my geography and the fact that I've been in my area for as long as I have been. Like, a lot of these people, I've walked through their life with them. Right. Like, they're there. It's kind of that family physician mindset of, like, I am their family physio. Yeah. That community. And so, like, I. I love it. I grew up in a small town, so even though I'm in a big urban center, I love when I run into my clients at the grocery store. I've just learned to accept that they're going to see me, like, in my sweatp with my pineapple bun on the top of my head, and that's fine, you know, and my kids are freaking out, but it's like, you know, you just. And so I. I just learned that, like, for me, having those. That community and that connection, and that's more important to me than, like, all of the other stuff. So.

And that's so interesting that you say that because, you know, we talk about the village, we talk about community, and more and more we lean on our community, which is often not family anymore because everybody's sort of spaced out now, it seems, in terms of distance. And so that's that same community that you wanted to encounter, not only necessarily for your kids to grow up in, but even that's what you value for your own career, which I find.

Yeah.

So interesting. Right. Like, a lot of times there's that disparity, like, oh, I want this for my job, but I don't want this for my life necessarily.

Yes.

Yeah.

Yeah.

So when you left your private practice, like, the, you know, like, first time when you were. Had your, you know, you were pregnant, what were you making? Like, what was it compensation? Like, was it split? Was it salary? What were you sort of like, what was your take home week to week? Do you remember?

Oh, that's a good question. Well, so we had, like, the. The company had gone, like, had redone their Pay structure during COVID So that was also kind of part of it. It sort of felt like a bit of a shock to the system. I mean, I. And again, I have complete sympathy for all parties. Like, Covid was awful, especially for people industries. Right. And so I think I. What I do remember is that by the time I, like, from what I was making to that point to then when I was going on mat leap, I had taken like, what was a 40% pay reduction. So it kind of was like, for me, that was like the nail in the coffin of, like, well, this isn't even worth it anymore. And so I don't remember the specifics, but I. It was very, like, typical. Like, it was very. I remember I would kind of felt like I made, like, middle of the road. I was paid. Before COVID I was paid hourly. And again, I liked that as like a. Like a. I prefer safety. And also as a young clinician, like, you don't really have the confidence to be like, oh, fee split. Like, I got this. I'm just gonna blow through the water. Right. So sort of having that. Those guardrails was really nice. And then. Yeah. And then there was that change as well. So it was just sort of one more thing that made me be like, yeah, I don't think this is for me. I. This. I don't fit here. And that's okay, right?

Yeah, absolutely. Just even recognizing that. So the financial structure obviously changed. 40% pay cut, right. You were about to go on mat leave, Right? Like, I'm ready for that next change. I want to reprioritize. I want to, like, lean on my values and. And things that I actually care about and that are important to me now. And then you're diving into, like, the unknown and you stumble upon a hospital position, Right.

Yeah. So, yeah, I.

What was that? Like, that was sort of what. Exploring what you didn't know or what came to mind there? Because was it financial or sort of kind of. Yeah. Lead us through that.

Yeah, it was. It was kind of a mixed things again, like, Covid was happening the baby. Also, like, things in my personal life were really uncertain. And so I. For me, I just, like. I just want safety and stability. I also, like, I don't like to drive very far. And so we lived like, 10 minutes from the hospital. And so it was like, okay, I'm like, this is. It kind of checked, basically. It checked enough boxes. It was like, hey, safety, security, guaranteed income, close to my home. This. I liked the schedule. And it was. And I was kind of also Ready? I'm like, let's just try something else. Right? Like, I had done private practice for so long, and so I was like, I don't know. And so it was really nice because it wasn't outpatient, so it wasn't, like, too far outside my comfort zone. I knew someone that worked in the department and they had said, like, it's such a supportive team. And it was really nice, too, because I think, like, and I don't know if this is like, everywhere, but what I often find here is that, like, younger clinicians work in private practice because we're energetic and we can. We're like, yeah, I got this, you know, and then as maybe as you get older in your career. So it was really nice to go into that setting because suddenly I was the young one. Like, I was the baby physio. And so I got to work with. I called them like my work moms because they were literally my mom's age, and they just. They knew everything. They had done it for a million years. And I just felt like they kind of, like embraced me. And as I was coming back into work, totally, like, you know, like, mom brain couldn't remember anything. They just sort of helped me, like, get going again. And so honestly, it was like a super supportive environment and I really liked it. And to this day, like, I have such a, like, a heart, like, spot in my heart for that place because it was like the best way to get going again after my first maternity and also coming out of the pandemic and the uncertainty and all that sort of stuff.

So did you end up taking like a 12 month mat leave then? Because as obviously an independent contractor, we don't have that flex. Like, you don't have that sort of bonus, right?

Yeah. And so, yeah, my first mat leave I did. I took 12 months off for an added layer. And again, anyone who had a baby during the pandemic will appreciate how stressful that was because at the time, because, you know, we were making it up as we were going, there was no guaranteed mat leave. So I got laid off from my. From my job, and I. And I hadn't disclosed that I was pregnant yet. And so, you know, we're collecting these Covid EI benefits. And then I was talking to the EI people or CRA or whoever it was, and they're like, oh, well, you won't qualify for mat leave. Wow. And so there was just this added stress of like, okay, so do I get one?

You had a salaried position?

Yes. Yeah. Now, like, full Disclosure, they ended up changing that rules as we, as time went on. But. But in the moment, it was like, I don't know what to do. Like, I. I just felt so, like, vulnerable and so. And I think again, if you talk to any Covid mom, they will, they'll tell you similar stories. Like, I'm not the only one. And so I think again, like, having those experiences and the uncertainty, I was like, I just want a job where I'm going to show up, do my job, and they're going to pay me, and that's all I want right now.

You wanted something that was sort of like what you thought then would line up with your values, right?

Exactly. Yeah.

Go in. You could leave at a certain time. You were getting paid, you know, X amount and you were getting that, you know, paycheck to paycheck. You didn't have to question anything. And you took how long again, you said for matlab?

I took my first one. I took a year. Yeah, I was, I was off for 12 months. Yeah. Okay.

And then with that, you still didn't actually reap any of the benefits initially for like a mat leave. So you were kind of in that uncertain position. Right. Where a lot of people, I find, you know, go into these professions like Cairo Physio, and they're like, you don't think about that stuff. You don't think about future planning. Like, maybe I do want to have a kid or. And will my mat leave me three months? Like, personally, mine was three. And again, I said, like, I was pumping at work, trying to manage schedules. And then I feel like, I say this out loud often. I'm like, I felt sorry for the first patient I saw when I came back, what kind of state of mind I was in. It's interesting that you say that because you had all those factors and your fear was I. Or you're not even your fear. You're just kind of like, I don't want entrepreneurship. So what flipped?

Yeah, right. Yeah, I think, like, again, like, underneath all that, like, all of that was sort of a response to everything that was going on around me. Right. And I think, like, if I, if I. If I think back to, like. Because before I was a physio as a strength and conditioning coach, so I mean, I've always been invested in, like, exercise and movement and I like strength. I always say, I did. I've done a better job helping people with low back pain as a strength coach than I have as a physio. And so I think, like, that's that sort of like, DNA never went away. Right. And so I think, you know, as the world got re. Going again, as life stabilized, as we got through that first year of motherhood of just like, what am I doing? You know, I think, again, you just start to, like, reevaluate. And again, it was like, okay, like, this served a purpose for this time, and it was such a gift at the time. And then you get kind of through that into your. And you start to say, like, well, what do I value again? Right. And so for me, it was like, autonomy and, you know, like. And treating the patient population that I do really enjoy. Right. And again, that's no knock on people that work in the different reasons and.

Different for that purpose. Right?

Yeah, exactly. And so just realizing that, like, I, you know, I'm way more comfortable in a gym setting than I am anywhere else. And so, again, when that opportunity came up, it was. And again, it was like seven minutes from my house, and I was like, oh, my gosh, like, this is what I've said I've always wanted and I've always dreamed of, but I don't want it right now. Like, can we just wait a couple years? So I feel a bit more like getting going again. So. So the timing didn't feel good at all, but the opportunity was like, I've always wanted to try this. And so again, I have a really great support system. So they're like, just do it. Just jump in. You know, so. And so. So I did. Yeah. And again, I think it. At the time, it was like, having that. That structure and that support in place allowed me to, again, really valuably be like, what are my core values? Like, what do I really want out of my career?

So, okay, so a lot of people, like, you know, that idea of, like, structure, support. Like, you know, you have kids and you're kind of like, I always joke around, like, anybody who has a routine, like, goodbye for a while, maybe later. I don't know. Like, think I've come to that quite yet. You know, you have those, like, sleepless nights, but somehow you're functioning on three coffees the next day, whatever. You kind of figure it out as we both drink our coffees.

But yeah, yeah, coffee number three. Speaking of.

And so talk to me about that structure and support, because I think that is so key. And it's often a fear, right? Like, people are like all these, like, this anxious. Anxiousness in your head. And sometimes as owners hiring millennials, we're not really identifying with their fears or we're not really we're like, whatever. You have a job. Like, we're offering you this. And, like, what's the deal? Right? So talk to me about your support system that allowed you to make that decision.

Yeah, and. Yeah, and I mean so fully. Like, I recognize. And I. And I. I always say I'm like, I don't know how other people do this. I have. I have, like, an amazing support system. So my parents live very close to us. They're very involved. Like, they have been cheering me on. Um, they help with childcare. I always joke. I'm like, my kids like their grandparents more than they like me. Like, on the days we don't see them, my son's like, when is grandma coming over? You know, I'm like, sorry, I'm home. You know, So I have. I have really good, like, supports in that way. My husband is phenomenal. He. He's a jack of all trades. Like, he. And. And again, like, he is invested into the business as much as I am. And so, you know, he helps behind the scenes. We trade off. He works shift work, which also, again, while. So which part of what makes this work is that. Is that I wanted a job where we can trade off because we don't. Like, Saturday is not Saturday in our household. Right. It rotates every eight days. So we. We, like. We kind of just embrace this, like, chaotic, like, schedule that we live, and we make it work for us. So, yeah, I have a lot of. For me, it comes in the form of family. And then I would also say my caseload, that even though I was gone from private practice for over a year, I think it was. Was it even two years maybe? You know, they were so kind, and, like, they would Google me and they. Me. And they'd ask where I was. And so I feel like even my clientele is sort of part of that support system because, like, when I have to call and say, like, hey, my kids are sick, like, I can't come in, they're like, oh, that's okay. Like, they're. They're parents, too. They get it, you know? So I am really fortunate. Like, I have a really strong support system to make this all go.

Yeah, that's awesome. Like, I didn't know. Like, I mean, we know each other pretty well, but I didn't know that. And I know your husband went back to school, so that was a huge thing as well. Right?

Yep. He's almost done. One more week.

That's huge. Right? And, like, embracing the chaos that comes with the initial portion of entrepreneurship, but obviously embracing Life and having children all, you know, adds to the pile there. But what's interesting is what you said is like, even for two years you were in the hospital doing your thing, taking it on, taking on that new challenge, enjoying it, but you were slowly leaning towards what you knew was like your true passion. You just had to kind of sort through the rest of it to figure it out.

Totally, yeah.

And talk to me about like, what did you do during those two years that your patients could still find you even though like you were some branding yourself, it seems. Is that right?

I wasn't, I wasn't. I had started like an Instagram page and like, I mean, don't go scroll back to the bottom. It's very embarrassing content. It's terrible. And so I had done that because I was like, well, I should. That's what everyone's doing. But I wasn't really committed to it. And then honestly, like, I don't really know and I, and I think I again, I think where I am in terms of location has helped a lot. Like when, when I started practicing in my area, I think there was like four physios down here. So I am in, I live in like the fastest growing area, slash quadrant of my city. So yeah, so it's, you know, like just longevity, I think helps. And then yeah, I think just like, if you make meaningful connections with people, like they, they will remember you, they will look for you. Right. And my clients knew I was going on matli. That wasn't a surprise to them. And they said like, will you tell me when you're back? You know, and so, and it, you know, but I had left the practice, so a lot of it was just like, like, you know, fingers crossed, come find me. And so I, you know, I mean, obviously like when I did decide to launch, like we got a website up, you know, I made sure my name was all over the website so if they googled me they could, you know, even intentional things. Like I didn't, I, I had never changed my, my practice name to like my married name. And so they were like, I, I didn't switch that so that like they could still find me sort of things. So part of it was that and I, but I just always. We have a silly saying in our family that like, no one cares how much you know, unless they know that you care. And so I think like, that's always kind of been the way that I've approached my practice. And so I feel like, especially coming out of the pandemic, like people just were looking for good care. They were looking for meaningful connection. They were looking to be seen as a. As a person, not just a case. And so I think, like, this, the things that I had planted in my caseload, like, years ago, it was starting to see, like, the fruit of that, like, down the road when I went out on my own. And so I was really fortunate. I had a lot of people. They're like, I just googled you and you came up, you know, And I was like, wow, okay, that's. That's phenomenal.

So, yeah, community networking, the connection that you do, even without necessarily forcing it in a way. Right? Like, and a lot of people, you'll probably agree, like, they'll resort to digital online presence and, you know, only focus on Google reviews and only focus on certain forms of marketing. But, like, what you're saying, this stuff doesn't cost anything. It's just more having a conversation and maybe mentioning, like, how's your son doing? Or how's your daughter doing? Or, like, how's your mom? And so all of that, you know, whether it comes naturally in your case or for some people they work on, it doesn't go away. It's some. It's a feeling that you're giving someone, right? Which we know is the most important thing when they come to see you. It's not about their pain. It's about feeling. Right?

So absolutely amazing.

Like, I didn't know that about it. Like, that gap there. So when you decide, okay, I. This is not for me. I'm stepping away. What's that timeline like, like, what is. Okay, now I'm opening in the gym. This opportunity has come up. What's the thought process there to make this decision, man.

Yeah. I mean, it's funny because, like, now, three years later, it's such a blur, right? But when you. I'm trying to think to, like, back to, like, when you're in it. I think. I think, like, part of it was just not thinking too much about it. I am an overthinker, and I can completely, like, convince, like, walk myself out of my own decision and be like, this is the worst idea. I'm not doing it. You know? And so it was just, again, I had people in my corner that were like, cheering me on, that were like, you can do this, and your clients love you. They will. They'll find you. You know, like. And so I had people that kind of, like, you know, cheer me on in that sense. And then I think part of it was just, like, curiosity, you know, of like, well, what. What Happens if I do do this, like, what. What. What is going to happen? You know, and also realizing that, like, as much as, like, yes, we have to be fiscally responsible. And there, you know, you are. You are responsible for things. Like, really, at the end of the day, though, if it really blew up, you could just walk away. You know, like, if you're. You know, if you really needed to, you can just shut your business and leave. Right. And especially in our field, like, it's. If one thing the pandemic proved, like, our. Our profession is kind of, you know, like, pandemic proof or recession proof. Right. Like, people will always need us in some capacity, and especially if you provide good care. I do really believe that, like, that is your number one business tool. And so it was kind of just a curiosity of, like. And also just like, I kind of wanted to have fun at my job. You know, I was like, I want.

I want to have fun.

I want to see what happens. So.

So you wanted to almost lose the routine or structure, right? Like, the. The monotony of the job, I should say.

Yeah. And again, if you had. If you had asked me that, like, coming out of mat leave, I would have been like, no, I want that. And then after, like, you know, kind of getting going again, it was like, okay, I'm a little sick of this. Let's go. Let's go explore. Like, and I think, again, like, talk to anyone who's in our field. We are. We are lifelong learners. Right. It's partly why we got into the field. And so I feel like at that point, I was ready for a challenge. Like, I wanted to push myself clinically again. Um, and I wanted to push myself in, like, ways that I didn't really, like, even. I honestly, I didn't really know what I was getting into, if I'm honest. Thankfully, a lot of us are like, it's so true.

We're like, thank God I didn't know that.

Yeah, yeah. Otherwise, like, I would have never signed up for this. So.

And then you look at it and you're like, well, thank God, because it's such a great and beautiful journey. There's lots of the ups, and then there's a lot of downs, but, like, overall, the trajectory is so amazing. Right?

So, yeah, totally.

So you decide to step away, and you're like, okay, I'm going to do this. And so. And you were really liking that gym setting because your experience was an athletic therapist, right?

Strength coach. But, yeah.

Sorry. I'm sorry.

So that's good.

And you said you could walk away, no problem. Like, you know, financially it was okay. What was the space like? And like tell us a little bit about, you know, what that space was initially that you were going into. Because I think that's the first factor in this decision.

Yeah. Oh, absolutely. And like again, as like someone who's like low risk, like low commitment, if I'm honest, you know, at least at that time.

Yes.

Yeah. But again, those are my values, right? I'm like, yeah, I. That is a hill I will die on every time. But like for the rest of it, maybe not. Yeah, so it was so I. So my, my practice is beta based out of. It's called Evolve Strength. So shout out to Evolve. They have a few locations. They actually just opened one up in Vancouver. So if you're in Vancouver, you should go check them out. Downt I have, I want to go visit it. It looks beautiful. So like my business definitely piggybacks off of their business. So they are a gym. So there's 30,000 square feet. It's a beautiful facility. It's like high end equipment. It's also a powerlifting gym. So you know, weightlifting, CrossFit, like powerlifting. It's not really your typical like, for lack of a better word, like Globo gym. There's no mirrors. You know, it's a very different clientele, so it's a different mindset and how their business functions is that, that, that's part of their business. And then the other part of it is they basically like sublease to smaller clinicians like myself. So technically it's a license. It's like, it's like a mall, right? You walk in and there's 30 practitioner rooms and so you can get your nails done. There's laser therapy, there's Cairo, there's massage. Like there's like everything. There's even a hearing place in there and respiratory therapists, like it's everything. And so, so I, it was for me as a solopreneur especially, it was like it was a very feasible way to get started. So I just started with renting a room. I am now like the longest running tenant that they've had in this facility. I opened when they opened, so it's been really fun to like grow with them as well. Our. The evolve that I'm in is it's women owned. So that's been really fun too. Which especially in like the gym world is very rare. And so it's just been a really supportive environment. And then it was again, I'm really comfortable in A gym setting. I really like it. We have, we have unlimited access to all the equipment. So my overhead was really low. I bought three pound weights and some thera bands to get started and that was it.

And then like as we grow, right, like your startup was like a hundred bucks plus your rent, which is half, approximately.

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I won't disclose the full amount just because I do have a pretty good deal. Again, I was the first tenant in there, but it was very affordable and so it was really like. And she was very kind. I was the first one to, or second one to sign on, I think. And so I signed a one year lease. I was like, okay, I'm gonna do this for a year and see what happens. And, and so, you know, it was again, it was, it was, it was the right situation for me and I felt really comfortable in that setting and I understood how Evolve worked because the original Evolve was actually in Edmonton and it opened when I was a student in physio school. So I went there as like a member and so I felt it was very full circle. Yeah, it was. And it was really ironic because we used to drive past this where it is now. We used to drive past it because we live in the area. And I would say to my husband, like, I just wish there was an evolve there. I just wish there was an evolve there. And then like it happened. And it was crazy. So, and so again it was like, even though the timing felt terrible, the opportunity was like, I'm like, I've literally wanted this for years. And so we jumped in.

Amazing. So it was like, you're good. You're like, okay, I'm low risk. I have a little one, you know, maybe I wouldn't have more kids. Right, we know that you have another, a little one too and you know, two under the age of five. Right. So yeah, tiny kids. Yeah, yeah, yeah. He's in school, almost done. So there's a lot going on at home and you do have the support system, but it's like one room. You know, you have a bunch of practitioners that maybe you're going to do some referrals with. You work in a gym setting, which is that a big referral system for you. Like when you first started for Example, the first month.

Yeah.

Patients you think you were seeing in that room.

Yeah. So I actually distinctly remember this because again, this is how I talked myself into it. I was like, in order to, like, cover my costs and not drown, I had to see 13 patients a month. And so I was like, okay, I need 13 appointments. That was my goal. Get 13 appointments. By my second or third week, I was seeing 13 a week. And so I was like. I was like, oh, this might work. Okay, great.

Right, Lindsay? Like, you were.

Yeah, it was. And I was. And I was still working at the hospital, so I was doing my three days at the hospital and I was working, like, it was kind of probably the equivalent to like two and a half days, like, there to get it started. And so, yeah, So, I mean, in theory, I was working six days a week at the same time. My husband was off work at that time. And so it was like. It was. There was like, again, all these added stresses. And so I think it was just kind of like, Kate, blinders on. Like, just go, like, just keep walking forward. It's not going to be perfect. You don't know what you're doing, but just keep walking forward. And so originally, like. And again, I credit this to, like, I had, like, I had. I had really, like, talked to a lot of people before I had launched. And I actually had talked to another physio. He owned several clinics in Edmonton, but they were functioning out of Evolve. And I just called. I just. And he was so kind. I just, through a friend, got his email and I was like, hey, can I ask you some questions about Evolve and how you made your business work? And so he was so kind. He, like, jumped on a call with me and he just was like. And I just asked him questions and he kind of was like, okay, here's what you need to know. Like, think about this. Don't be surprised by this. Like, he was really, really helpful in terms of, like. And I honestly accredit a lot of my success to that conversation with him. Because as time has gone on and I've watched other practitioners come and go, I'm like, oh, man. Like, like, I would have done that. You know, I would have assumed that if it wasn't, I want to know.

So, like, because now it's sort of like, we want the work life balance. We have kids, we're busy, we're being the CEO at home, which is a whole other task in itself. Yeah, reproductive. It's like the Reproductive labor is 250k, they say. So if you're A full time mom. Yeah, that's what you should be paid. Crazy, right? And now you're doing technically two full time jobs. Right? And so talk to me about that. Like, what was that conversation? Like, what was like two tidbits that you got out of it. They were like, yeah, thank God he told me that. Because that's why that person didn't sustain for more than six months in this clinic or in the.

Yeah, yeah. I think there was like, if I. Because what I remember the conversation, there was two big things that I took away from it. One, he said like, because of the system that we work, and I think this is just good business advice in general. He's like, work on your relationship with evolve. He's like, the reality is like, their successes will be your successes and you know, their shortcomings will be your shortcomings. And so making sure that like, and he also said, like, how are you adding value to their, to their business? You know, and so having that mindset of like, okay, what am I going to bring to the table? Because. And there is, there's going to be things down the roads that I need from them. Right. And so working on that relationship and that. And that actually was easy for us. Again, I think there was an alignment of values there. And so that's just been fun to see it grow and to see them succeed too. Right. And then the, the other thing that he had said was that like, don't assume that you can run your entire business from the population that's going to come in through the gym memberships. And that's the assumption, right? Like, well, I'll just treat the gym people right. And, and he said, and, and he had said that like less than 30% of their clients came from inside the building. He's like, you need to be looking outside of the building. And so that has been like, well, it's not a secret anymore. But that has been like our secret weapon of recognizing that like, like, especially with the style of gym, that it is a lot of those people, like, they're high level power lifters. They're high level, high level weightlifters. Like, we have people in the gym that are literally going to worlds for their sport, right? And a lot of them have a care team, right? And so if you're gonna assume that you're just gonna like march in there and like, I will, you know. And so again now with that said, like our, our percentage of our caseload has grown that we are collecting people from the gym, but making sure that like, again, don't assume that you will. And then looking broader and looking at like your bigger community of how are we gon and and the cool things have been see is like people will come in to see us for physio and maybe they're recovering from ACL surgery or maybe they're just, they've got that chronic low back and they're like, okay, I need to make some changes. And then we can walk them to the front desk and be like, hey, sign up for a membership. Right? We don't have any financial reward from it, but we're bringing people in that like have like minded sort of goals. And so again we're showing our landlords like hey, we're also adding value. And so it's been a really fun like collaboration in that way too. And then also like our patients reap the rewards too because now they have access to like a world class union facility and they can come in and do their rehab. And maybe we're with another client but we see them out on the gym floor and you can like, hey, great job. You know, so it again it's kind of like we've built this little mini community within a larger community and that's been really fun.

Yeah, it's a win, win, win. And I think people don't see that like it's all often like, how can I just grab from that population? Right, but you're not in returning because there is that benefit, like a mutual benefit. What are maybe like one or two avenues? Because you talk about outside of the facility. That's a big one. You marketed really well outside of that facility. So you were working two and a half days, you were seeing 13 patients by a week, by month, two, one room working probably full days and that, and that half. What were the two things that you're like, thank God I did those things because that is what, you know, took me to that next level.

Yeah. Oof. That's a good question. I think like very early on and again I had help with this. I think I established my brand well. And again I think that that was the culmination of like I knew what my values were and like especially as a solopreneur, like your values are you right because. Or your values are the business value because it's just you. Right. So really like your business is just an expression of yourself. And so I think I knew what my core values were and I knew what I wanted my brand to speak. And again I had help with this. I have a dear friend who's like, she's an athletic therapist turned copywriter who now is, like, works for this very swanky digital marketing, blah, blah, blah. So, like, I can't take credit for this, but I think what it is is just like, learning to, like, draw on the people that are in your corner and be like. And ask for help. Right. And I'm always surprised, like, people love helping people, so not be afraid to ask for help. And so I think she really helped me sort of solidify what I wanted my brand to be. And I did make an investment in that. Like, I. I did make an investment to have the website done professionally. Like, I tried to figure it out myself, and it was just overwhelmed. So I think, again, I really sort of solidified that early on, and I. And. And I feel like that sort of helped set the tone and the direction that I wanted this thing to go.

So, like, almost, you know, I always say this because I heard this, I think, from Rick one time, and it stuck with me. Is the stuff you're not good at or you don't like doing because you're procrastinating. That's usually like, yeah, that's the stuff that you don't like doing you're not good at. Like, just. Yes, right. So, yeah, yeah, you did that with your branding. That really worked well because you were, like, focusing on evolve, but also outside, which is fantastic. You had a lot of community networking happening naturally. You know, your personality and charisma. Right. And then you were also sort of outsourcing the stuff that you're like, oh, I'm not really good at this, and I want to make money intrigue. So this is a new thing. I need to, like, start bringing in the money, the revenue, and enough that it would give you sway to open more days. Is that correct? Like, you wanted that.

You wanted more days eventually, yeah, my goal was that. And it was. And it was. This was not easy. Like, I think I. I remember having many conversations with my husband of him being like, lindsay, you got to give something up. You got like, you can't do everything. You're burning out. You just started. But, you know, and that, like. And part of it's that fear, right? Of like, okay, is this really going to work? And so my goal, goal was to eventually transition to, like, just being there, because working the six days a week with a one and a half year old was a lot. And at the same time, my husband then became a first responder. So that's when we switched to this, like, shift schedule stuff, which anyone who functions in that knows how hard it is, especially from a parenting perspective. Right. And so it was like, okay, I. Yeah, the things. And again, I. This was advice that was given to me of, like, like, what makes you money? Like, what are you good at? Right. And so I'm like, I'm good at treating. I'm good at making patient connections. I'm good cultivating that relationship. So it was like, the things that I just can't figure out and I don't even want to figure out. I did. I hired and outsourced it, and it allowed me to, like, preserve my energy, especially in that first year when it was just, I'll be honest, like, it was a grind. It was such a grind.

Yeah.

Yeah. And so. And then also, like, you know, it allows you to, again, move on to the next thing. Right. Because if there's one thing as being a solopreneur, like, the two, the to do list is never done. Right. Like, there's just so many things that you have to work through. And so, yeah, getting the right help at the right time will save you so much.

So, yeah, it's an investment.

Right.

You see the roi, you might not see it right away, obviously.

Yeah.

And sometimes there. That there's that fear, like, oh, am I spending too much? Like, do I have the funds to do it? Right. In your case, you had that low risk. You were investing in terms of the lease, which is usually the biggest portion that, you know, people are scared to bite off. You started in that, you know, in a smaller capacity, which was fantastic. And you knew that eventually you had to turn over to maybe that five days, which, again, gives you work life balance. So what were, like, a couple other things that maybe you're currently outsourcing? Yeah. What are some. Some of those right now that you're doing besides. So branding.

Yeah. In. In the fall. And it was. In hindsight, I'm like, I don't even know why I didn't do this, like, earlier. And again, this was something that you had really, like, sort of, like, pushed me to do. And it was the best advice I think I've gotten in a long time about outsourcing our admin. So up until, I want to say, August maybe of just 2024, like, I was the phone. So even if I wasn't in the clinic, I was picking it up, which, if you have little kids, you can appreciate how absolutely ridiculous that is, because I literally would be. I'm not even joking. Like, I'd be nursing a baby and, like, Fulcrum physiotherapy you know, and it was just like, it was so. It was stupid in hindsight, and it was so stressful. So. So we brought on, like, a virtual, like, phone company, and they're much like us. They're a small, like, like, women led moms working from home. And again, it was just like an alignment of values. And again, like, for us, it cost was a concern, and so it fit our budget and they were willing to work with us on that. And it's been so helpful. And I think, like, having. I didn't even realize how much of a stressor that was. And again, in hindsight, I'm like, I'm ridiculous for not seeing it, but, like, having that taken care of had, like, our. I honest think that was like one of the turning points of, like, our growth just went like, like through the roof. Right. Because instead of trying to answer a phone while driving down Deerfoot, you know, like, it. It just. It meant that that was off my plate. And we. And again, like, we weren't missing calls. Our. Our patients were taken well care of and. And our schedule started to fill. So that's been a huge thing. And we hope to sort of expand our administrative support as well. And then. Yeah, outsourcing. What else did we outsource? I think that was the biggest one. And then I. That was my big one. And then I. I think the thing that's coming for us and like, sort of what my next project is, is I do want to bring on some marketing help. I mean, marketing is, like, especially for me. Like, it's overwhelming. I'm trying to learn it. But, like, I also, like, I. I didn't go to school to be a marketer. And so we're trying to find, like, again, like, somebody that fits with us and sort of our values to take that on. We've had tremendous growth, especially in the last six months, and so we want to, like, capitalize on that. But also then realizing, like, okay, we, like, we literally just took on a second room. It's going to open in March, and so we're hoping to double in size. And I'm just realizing, like, okay, well, I can't double my capacity when it comes to marketing. So you making that investment? I think I anticipate that that will be a huge. A huge help to us as well.

Absolutely. So you got in, you started getting busy, and then did you have your second mat leave while you were at evolve?

Yeah, so that was kind of another point where it sort of like, forced my hand to grow. So we decided, like, we Wanted to have a second kiddo. So what year? Got to think about the years now. So I was gonna say. Yeah, I'm trying to. Like, it's funny how when you're a mom, like, the dates are a blur. So, yeah, 20, 23, I was pregnant. And so it was like, okay. I. Like, I'm either. I either have to shut it down, right? Because I. I really wanted some time off. Yeah. And then it was. It was that this is sort of this, like. Like, fork in the road. Can you shut it down and, like, wrap it up? Or you have to hire your first contractor and. And bring in. Bring on a team member. And so, like, that decision I struggled with for my months. Like, and I'm talking. And honestly. And I. I think, again, it was just like, the fear, right? Of, like, you know, no one cares about your business as much as you do. Just, like, no one loves your children as much as you do, right?

Yeah.

Except for maybe their grandparents. But anyways, so. And so just that, like, anxiety of, like. And then also, like, the control, right? Like, I. When it's just you. You can control every little aspect. Like, I am that nut bar. That's like, I want the towels folded a certain way. And so, you know, like, realizing that, like, you should let go of that and that's okay. If the towels are folded a little bit different than you want, like, it's.

Not extra revenue necessary.

Not.

Not, like, maybe something. I don't know.

I don't know. Yeah, I still go in and fix them every day, but it's fine. It's so pathetic, but it's true. And so, yeah, so I think you're right.

Like, that's what I say, baby.

Yeah. Yeah, it is your baby. And so I think just like. But then also realizing that, like, really, again, boiling it down to your core values. Like, what do I care? I want my. I want clients to be seen. I want them to be cared for. I want us to identify their goals, and I want to actually help them. Like, I always say, like, my mission is to be known as the most helpful clinic in the city. Like, it doesn't mean that we're the best. It doesn't mean that we're more skilled. It doesn't mean that we pump out more, like, revenue or whatever. I'm like, I want us to be known as that when you came here, you got the help that you. You needed, and that might mean not coming here, right? Like, and so if we can just be people's first touch point, like, it's even in our name. Right. Fulcrum. It's like the point in which the access, like. Like, rests. Right. And it's like, I want it to be like, that we are your touchpoint, that when you come and see us, that we get you on the trajectory that gets you towards your goals, and that can look like anything. And so I think it's like, if you talk to any clinician, like, they kind of want that too, you know? And so it was realizing that, like, all of that anxiety and fear was really just like, it was sort of my own insecurities of, like, like, is this enough? Am I enough? Can this be enough? Right. For somebody else to come and do too.

You were in that fork in the rope. Because I remember talking to you at that point, and you're like, yeah, I think that was one of our initial conversations where we said, I'm not doing that great. And I. You were just in the middle. I think you were only six months and maybe even less.

Yeah.

And you were sort of like, you know, I think I want to go back to the hospital. Was like, well, we're not doing this.

Like, yeah, yeah.

But what was that fear? Like, what was it? Was it financial? Was it what, like, what was that.

Yeah.

That kept lingering in your head that your husband said to you, stop worrying about this. Stop worrying about this.

Yeah, yeah. Because you were doing well, right?

Like, you were there.

Yeah, like. Well, like, we were. We were surviving at that point. Like, I, again, I had been myself. I had made my first hire, and that was, like, a huge, huge learning curve. Like, it. That was like, probably one of the hardest. Like, just, again, like, way out of anything I had done before. And. And again, also, like, I was very pregnant at the time, which, you know, that's. You're never thinking quite clearly at that point. And then it was, like, bringing on this person and trying to figure out, like. And there's also, like, so many of the things that you do automatically you don't realize, like, oh, I should probably should have told them that that's how that works. Right. So there's a. Yeah, the training aspect. Right. And so it was a huge learning curve. And I'm so grateful. That person, they were very kind as we sort of stumbled our way through it. And so it was. It was challenging, though. Like, we did. And when I looked. Actually looked back at my stats this morning, it was like, oh, yeah, we did. Like, we. We hit a bump in the road. So when I did go off, the baby came early. I went on mat leave, and it was like, things really sort of died down, and it was kind of this, like, oh, crap. Like, I don't know what to do. And so. But you're also kind of in, like, baby bliss mode because you're so distracted by that. And in hindsight, thank goodness I was, because when I look back, I'm like, wow, we weren't doing that great. We. It was kind of actually a little bit, like, not. Not great there for a while. And so we were kind of like, how many. So the month. Yeah, the month that I went on. On. On Matly. So January, like, it was decent. And then February, like, again, the first week I went. I let, Like, I went on leave, and we. I think it was like a. It was almost a 40% drop in revenue. Yeah. So it was, like, shocking.

Huge. There was no syndromes, no training necessarily to replicate the style your patients were used to.

Totally. And also just, like, my own, like, ignorance of, like, knowing how. And this. The individual that was, like, that we had first hired, like, they were. They were very young in their career. I had no idea how to mentor someone. I didn't even know, like, what to expect from them. And so, like, again, huge learning curve. And also just, like, I didn't realize I was old and out of touch with current society. So I was like, what do you mean? You don't think, like, me, like, you know, it's. It's so. It's just understanding those, like, cultural differences and that, like. Like, generational difference. It was just, like, such a huge learning curve. And in hindsight, thank goodness I was distracted by a baby, because I think I would have been way more stressed out about it, but it was just kind of like, okay, let's just keep going. Like, just keep walking forward. Keep treading water, you know, and then. But by the time I came out of that, like, newborn fog, as I call it, it was the reality of, like, I think I said this to you. I'm like, this is an expensive hobby, and it's. It's like we are at a fork in the road. Like, we're either wrapping this up or we have to pivot. We have to start to, like, drive some growth here. And so it was. I always. And I credit that my first conversation with you, because I was very much at this place of, like, I might just walk away from this. And then having someone with your story who under you. You were the first person I talked to that I was like, oh, my gosh, she understands what I'm experiencing. Like, she totally gets it. And Just having you say, like, you can do this. Like, this. You. This is. This is an option. And so that was, again, like, another sort of pivotal and. And, like, turning point for us was like, okay, like, this is. This could work. We just have to keep going, so.

Absolutely. And I know that, you know, a part of it is, like, the personality. Right. And a part of it is, like, you had gone through all the other experiences where, like, we go through associate ships, we go through, okay, let's work in a hospital. Let's work for so and so. Let's work for, you know, corporate. And you stumble on certain pivot points or forks in the road, if you want to call it. It's very easy to go back.

Back.

It's very easy to fall into those. This seems comfortable tracks. But you were there, right? And so that decision, not an easy one, but you had everything sort of set out in front of you. It just. You needed someone to see it for you, right? To say, okay. And so when you decided that what was one of the challenges you encountered, you're like, I'm doing this. What was that first challenge that you saw a little bit of a win, where you're like, I see a little bit of light in the end of the tunnel now.

Yeah, I think, like, making system changes and then learning to have hard conversations, which are hard. Yeah, I. I don't like conflict. I mean, I don't know too many people that do. And I think. And I think for myself, like, I always, like, especially through my mat leave and bringing on, like, our first team member. It was like, this constantly, this battle inside of me of, like, okay, am I just trying to control things that I need to, like, let go of? Or is this, like, are we compromising on our core values? And sometimes you don't really know the difference. Especially as a solopreneur, you don't really know the difference until you're on the other side of it. And so, like, learning that, like, okay, this is something I need to, like, relax. Like, the towels. We can let the towels go, you know, but, like, okay, no, like, patient care must come first. And I have to go in and have a card conversation with this person about this and. And learning how to do that. Right. And. And that was really challenging, and that's something that I'm not good at, and I would still say I'm probably never going to be great at, but it's just learning that, like, the. And the more you do it, it's like any skill, the more you do it, the more you will learn how to have those conversations and then, yeah, creating system changes, like even for yourself, like, like sort of like, you know, retraining your habits, right. Of how you're gonna approach things or look at things. It was even hard for me and I think, think that's where it's been helpful to like have those systems set up and that you're like, okay, I just like having someone show you how to like put them into your business so that when you do go meet with your team and be like, well, this is how we do it. You know, it's like you can say that with confidence and then also just the assuredness of like, you, you might know what you're doing a little bit by that point.

So what was one big system? Like, so for me, I'll tell you because when I went back after my little Bria, my little one, she's almost four now, but I went back so sorry. The first my. With my older one, Shiloh, went back after three months. It was horrible, horrible experience and I had to gain change. It was like everything had to be changed. Right. Because I had no idea what I was doing and I had lost a complete idea of like what my vision was. And so, you know, put the work in. When Bria came along, I took an eight month master matloof, but I had systems in place so I knew exactly what was happening. Like, I had a clinic director, I had a clinic manager, I had meetings on. So what were your systems that allowed you to keep a pulse on the clinic while you were at home on mat? Because from my understanding, you are just working Saturdays still, right?

Yeah, I just added like a short shift on Tuesdays because I'm still not ready to miss bedtime yet. But. Yeah, so you think.

But like you're working, let's say one day a week.

Patience, basically.

What was that system that you're like, I can still grow and I can still keep a pulse of my practitioners.

Yeah. So one of the things actually it sort of was like accidental, if you will, with, with the use, with the addition of our off site admin, they set us up on a Slack channel and it's basically like a live chat right. Between us and them throughout the day. And so we've also been able just what I mean, I have my computer open on my kitchen table like all day and so, you know, as things are coming up, I'm just kind of checking in. Right. Like you can still make dinner and, and do that or change the diaper and do that. So just kind of keep like. But that's been really helpful. Um, and then also just like, I think creating the type of relationships with my clinicians. It's been interesting to see like, the team grow because we're all moms. Like, we're all in the same life stage. We, like, between the four of us now, there's two, four, there's seven kids between the four of us. And they're all under the age of six. And so, like, you know, we. Yeah, like, my contractors text me at 9 o' clock at night after bedtime. And I get it. Like, that's the only time you have in the day. And So I think 1. Cultivating relationships. And then I do try to, like, regardless of what's gone on, I check in with them on a weekly basis and just being intentional to be like, do you need anything? Because I'm not there. Right. And so emails or phone calls, mostly text. Some of them prefer phone calls. So I think it's just like figuring out what they like and kind of. And again, like, timing wise, I'm pretty flexible because, like, I get it, our schedules as moms is like, you work when the kids are sleeping and so. And then we. And again, I. This is something that's in progress. But realizing that, like, I've always been trying to do, like, I want to do these events where we all get together and we all have lunch together. And realizing that, like, at the stage of life that they're in, they really don't want that. Like, that is so stressful to them. When I'm like, come back to work for an extra hour and they're like, I don't have childcare or so. And so has dance or like. And so being intentional. But when we do pull everybody in, trying to really add value and then also being like, I will not ask of this, this, this of you a lot, you know.

Culture. And that's because we really talk about culture and like, cultivating that. But what I love hearing from you is your culture is the fact that I'm happy to be here. You can touch base with me week to week through text, through a call. And they appreciate that. But they're okay with you being like, I don't want to see you after work necessarily, because I don't have time. It's more stressful. And it's such a refreshing way to think in some, some cases. Because if you're hiring someone who you know is a mom, right. And like, has a couple of kids or what, whatever the case is, don't be Offended that they maybe you don't want to come out. Maybe to them that's less stressful. And creating that culture around almost each person in a way. Right?

Yeah.

Like their love language or their work language. I say, right. It's, it's simple.

Yeah, yeah, yeah, totally. Yeah. And, and so I think it's just like been like part of that's been like through learning and then also thinking like, well, what would I want? Right. And I'm like, yeah, I don't want to be. We, we tried to hold like do a Christmas party and I literally just sent out a survey and I gave them like four options and one of them was like, don't ask anything extra of me right now. It was literally the most common answer.

I love that you did. Yeah, I love them.

So it was like, I'm like, okay, I will get your Christmas gifts, but we're not doing a Christmas party this year because you're the moms and Christmas is hectic for moms. Right. So. So yeah, it's, it's. I think it's just like, it's, it's like getting to know my team and what. And like how. And I, and I also try to think of it. I'm in a really interesting situation because I'm actually on my team right now. I am the youngest in age and also the youngest in experience. Wow. And so it's, it's an interesting dynamic in that sense. And so my approach has always been like, they don't need. And I'm in a. And I think I'm fortunate. I, you know, they don't need me to case manage. They don't need me to like teach them anything new about their job. My job is to like give them the environment and the tools for them to go do their thing. And so I mean that's my preferred style of leadership of like, how can I make this, how can I make this easier for you? Right.

And that's change. Right. Because your leadership and all that. And I was going to ask you that. It's like, have you noticed that that's changed pre kids because you were in practice before and then now having your own practice and having two young ones. How has your leadership style changed and how is your personal, your career changed? Like your ambition?

Yeah, I mean that's. Oh, that's such a huge question. Yeah, I think again my leadership style has changed dramatically. I think it's also shifted as the team has shifted. Like again, originally it was, it had to be very hands on. It had to be Very direct. There was a lot of coaching, there was a lot of sort of like managing. Sometimes it felt like parenting. That had to happen, you know. And then as our team has grown and stuff like that and I, and it, it's. And I wish I understood to like to better understand it. But as our sort of, our etho has a change too and like we have this collection of moms that are all, you know, we're all type A, you know, we all like love our jobs and love our kids and work is a break for us, but then we go home and we're full time moms. So I think it's just like as that has sort of happened organically, just trying to find ways of like again, I don't need to micromanage these people. I need to like give them the tools for them to thrive. And so like whether we're doing like our quick check ins in the week or we're having a more formal meeting, I, it's, I always finish with like, how else can I make this easier for you? You know, what else do you need? And a lot of times I think, yeah, which like as anyone who's a mom who like if someone said that to you, you might start crying and be like, that's so kind, you know. And so it's just like recognizing that like if I can do that. And sometimes it's like the silliest things, it's like, can we get one pound weights? Yeah, let's get one pound weights. You know, like, and the fact that.

I'm able to maybe like openly say that to you because sometimes the environment doesn't allow for that. We've all worked in places where you're a little bit nervous this to kind of present, you know, or like say something that you might get the no on something really simple. So you hired your fourth physio.

Yep.

And a year ago you were thinking, was it a year ago you were thinking of like shutting it down? So crazy here.

Yeah.

Let me ask you with the fourth hire and you know, with it being like sort of like a crew of moms and like not intentionally but just how it's worked out. Right, right.

Yeah.

Do you find that sort of like now resonated with the team where like they are now recruiting people for you because you've been so accommodating it seems and so in tune with what they need? Like are they almost doing that for you in some ways the recruiting?

Yeah, it's, it's kind of interesting because we're all like, we're all in similar life stages, but we're all four completely different personalities. And even like subscribers, subs and even like subspecialties, I would say as well. I don't necessarily think they're like, it's. I wouldn't say it's so much recruitment. I think it's just like, it's really solidified our culture and it's really sort of organically created. This like, team of like, collaboration. Like, so, like, like not to like, you know, it's February. Every four minutes, one of your kids is getting sick, you know. And so like, as you know, there's, there's like, we have no hesitation of like, hey, so and so. Okay, so and so's kid is like throwing up. Okay, I'm not coming in tomorrow. Okay. Who can take my patients? You know what I mean? And so. And then just being like, yeah, okay, throw them into so and so schedule. Okay, great. That and so that I think, I think again, it's sort of furthered our culture of like understanding that, like where it's kind of all hands on deck and that it's, you know, it's like we're balancing a lot between work and home. So.

And it's almost like you're, you know, where there's that old school type type of leadership where like, you're here and then everybody else is sort of like doing their parts. It seems like you guys are really at the that same level. So it's almost intentional that you've done it that way where like, I, I see your life parallel in mine. Let's work together on the same level rather than meeting up here. So what are some, like, you know, someone who's about to hire, for example, a mom, often they will say like, oh, this person can only work at 7am Till 1, right. Because they have to pick up their kids and all these sort of things. Right. And so what are one or two boundaries that you set for yourself, your lifestyle, you know, just so that you can be present at home. Yeah. As an entrepreneur, you can do. I mean, you can work all night.

Oh yeah. Sometimes you do. Like, like, and, and I'll be honest, like, I, I forget who said it, but I saw it like somewhere. I heard it somewhere. And they're like, balance is seasonal. And I think that's so true of like, like that. You know, we all want work life, balance. And it's like, like, it's like the, it's. It's just like rehab is not linear. Right. It's like there are seasons where you're like, okay, for the next week, I am working till midnight at night and getting up to nurse in the middle of the night and getting up at 6, right? But it's like recognizing that, like, okay, that's not going to be every week, right? So I think I. And I think also, like, on the receiving end, as someone who's maybe like, making that higher is recognizing that, like, like, it's also. That is also seasonal. There'll. There'll be seasons where you're. Where your contractor or your employee, like, is. Is more available than others. And so I think having those conversations patients about, like, and we did. We talked about it as a team. Like, hey, it's February. Flu season is here. Like, let's just make sure that we're like, not, like, don't let patients slip through the cracks. Like, like, be, like, be willing that people are gonna, like, show up in your schedule unexpected. And so we have a system in place of, like, if it's a super complex case, they're expected to, like, make contact with each other and have a quick little text conversation or quick little phone conversation about, like, hey, this is the person. This is what we're looking for. We also so stress that, like, in your plan, make sure that your plan is really clearly sort of like, if you know. If you know that you were going to do this next appointment or whatever, make sure that's stipulated so that if someone's picking up your chart unexpectedly, that's laid out.

So, yeah, I think it's, like, major collaboration happening. And I love how this. It's February, and so does that give you that boundary at home where, like, you're not getting constant text messages?

I think it helps a lot. I think the clinicians also like it because it gives them some autonomy. Like, no one's sort of micromanaging them. And it's been interesting to see, like, again, we've, like, February has been a really, like, inconsistent month. Just between sickness and the weather here has been horrendous. And so, you know, it's allowed us to sort of just, like, keep moving forward as things have done it. And they. And again, like, my contractors are phenomenal. Their caseload, like, matters to them. And so they want to take care of their patients. And so they want to make sure that people aren't just getting, like, dropped and stuff like that. So a lot of our systems have been organic and that, like, you know, we sort of set the precedent of, like, make sure communication is happening, make sure patients aren't just, like, dropped and Forgotten about and then through that, through things that work for them again, like whether it is texting at 10 o' clock at night because that's the only time you had that day, or like leaving a note in the case file because again, you work, you know, you did it from home or whatever, so far it's been working okay. You know, and I'm sure, like anything. And I always say this whenever I'm rolling something out, I'm like, this is version one. We're going to reevaluate in a month or two months, and then we're going to fix it. And so I think also them. And again, I think as a parent, you get that as a parent, your kids are constantly changing and you're constantly having to adapt. And so if you take that approach with your business and even with your team of, like, we're going to try all this for now, and in a month we're going to see if it's working and then we might have to change it. And so if everyone, if we all remember in a month from now that this was a trial, when you go to make those changes, it's not as painful because you've had that conversation up.

Front and it's like, people are included in that conversation, which is totally.

Yeah, yeah. And especially as a mom, like, the last thing you want, I think, from your job is to be told, like, you will do this. Because a lot of times you're thinking, will I? You know, so. So I think just like, again, trying to recognize that, like, you know, if you give them some autonomy and some freedom and some support, like, it's great. It really works well.

Well, it's the simple things that people want, right?

Yeah, totally.

Even, like we talk about this, me and you, is like, even before the compensation they want, actually, the rest of it, which we fail to recognize, like, we. And it's not just moms, like people in general. Right. They want. Yeah, yeah. A certain level of compensation. But it doesn't have to be absurd if you are alive, if you're able to give them the autonomy. Right. And that's the beauty of our professions. You can have autonomy. And I think the really neat thing, Lindsay, that you've done is like, like your values for all of your practitioners are patient care first. So any of conversations, any sick days, anything is like, it doesn't matter because your underlying value is all the same. So you're really speaking the same language, Right?

Totally.

So let me ask you just to wrap up because you're killing it, like a Few really good tips for other people that are in that position where they're like in the fourth, you know, that a fork in the road, they're like, I could just go back to that comfort zone or maybe I just want to stick around. Maybe I do want to take that step, but I don't really know what to do. And I feel lost. Right. And I feel nervous because of money and like, you know, I have kids at home and maybe like, my husband's back at school or I don't have a support system. So what keeps you energized and focused?

Oh, oh, my gosh. I. It sounds cliche, but I honestly think my kids help with that because I think for me, I can see the benefit of, like, by having this project, if you want to think of it that way, also gives me the freedom to be the mom that I want to be. And again, I think that comes down to knowing your values. And especially as a solopreneur, understanding yourself and what you want at the end of the day, I think will help you make those big decisions. So if, you know, this is what I'm striving, striving for. This is what I want my outcome to be, or this is what I want my day to look like. And working backwards helps. Right? Like, I don't, I don't mind act like met, like, you know, doing emails and answering texts, like after bedtime because I got to be at home with my kids that day and I got to do preschool drop off and I, you know, like, whatever, like whatever it is, you know, and so I think understanding what you want and then. And then again recognizing that, like there's opposite, like there's seasons to that. Right? Like, you might not every day is going to look like that, but if you're having more of those days and not of those days, it's. It's in my mind, it's worth it.

Yeah, absolutely. And I love that because I think it gives you sort of perspective. Like, you know, that daunting feeling like this is going to go on forever. It's not. Right. But sometimes we need to be reminded.

Yeah. Yeah. And then just like not every night you're going to be up with your kids, but not every day is going to be like, you know, pulling your hair out with your business either. So there's, there's seasons.

If you had to go back in time, time, what you would tell yourself, oh, man. What would you do differently to build your practice?

Oh, man. I mean, that's a long list. Because there's been lots of mistakes along the way. I think I. And again, this is more, I think like a. Like a personality flaw or trait or whatever you want to call it, is that I. I'm getting better at it. But I really. I'm an overthinker, so I will. There'll be a problem in front of me, and I'll think and I'll think and I'll think and I'll. And I'll research and I'll process and I'll, you know, and it'll. And I'll go for an end forever. And then it's like, okay, you should have hired that person a month ago, but you waited, and now they're not available. You know, So I think part of execution. Yeah. Like, learning to make decisions faster. Okay. Which. And I'll be honest, I, like, I was. That was something we had talked about as well. About, like, you know, sometimes it's a sprint, right? You have to make that. You have to get through your process, make that decision quicker, and you're not always going to get it right. Like, I can give you an example that happens. Happened in December. I was like, yeah, that was a sprint in the wrong direction. So, you know, but it's like, but. But again, no one died. You'll recover. Right? So. But I think just like, understanding. Yeah. Understanding what your barriers will be, because that will just come out in your business.

Absolutely. And I think that's the thing, like, going back to that concept of, like, taking small bites. Like, you started with 1, 1 room, 2 and a half days, built, build those connections and then, you know, you don't always have to necessarily, like, some people start with, like, you know, working at the hospital and doing the entrepreneurship journey. It's okay. Like, you can start a different. Different spot and then growing, growing, growing. But having a little bit of the roadmap is important. Right. And having the person that kind of kicks you in the butt or is you're.

Yeah, yeah, exactly.

I think that's great because it allowed you to get to one room. Now two rooms. You have four physios. Like, and we know those bumps along the road, like, me and you have talked about them, and everybody encounters them different. It's differently, but it's very similar at the same time. Right?

Totally.

And we know that in our community because when we talk to people, you're like, oh, my God, you're going through the same thing. Like your person left to now what are you going to do? Right. Like, I went through that a month ago. So I like, that you said, like going, doing it fast is important. It is important. Right. And then having the confidence of community, people around you that are PT people doing it the same way that you're doing it and have been across that. Yeah, that in that journey.

Yeah.

What last thing to finish off because I know you have to get to your kiddos too. What advice would you give to other moms that are like, okay, I am ready to jump in. This is what I'm gonna do.

Yeah. One, you can do it. Like, just like, don't believe the doubt in your head. You can definitely do it. Being a mom gives you a tremendous skill set that allows you to be a great entrepreneur. And then also like, you don't have to do it like everyone else. Right. Just like you parent, like the way that you parent and your kids are unique and the way you run your house is unique, your business will be that too. And that's okay. And so just, you know, comparison is the thief of all joy. Right. And so it's just like, don't compare yourself to the clinic down the street. Don't compare yourself to the person who's been doing it 20 years longer than you have been or whatever. Right. It's like, you know, know your values, know what you want and, and what you're willing to sacrifice for and what you're not and just keep taking one step at a time.

That's amazing. I love that you left off with that. And so from six months ago to now, you said you dropped 40% of your MATLAB. What has your growth been?

So 2024 ended up being a good year overall. We sort of. It sort of again, September was sort of a turning point for many, many reasons. That's also when we started working with you guys. So we ended up having a 7% growth rate like on average across the year. So that was really good. And then again, January, we had a great month. We have, literally it's, we've more than doubled this January what we were doing last January. And our trend, we've opened up more hours, we've added the second room. So like our revenue potential has also doubled. And so it's, we're, we're trending in the right direction. So it's, it's, it's fun.

Yeah, awesome. You've done a lot of things, right. A lot and lot a lot. And had a family along the way and, you know, just done such amazing things. And I think you've worked yourself out of that self doubt which is the most important thing. There's always going to be those things along the way and then you're always have me to be like, don't worry, you can do it.

Yeah, yeah, you got this. Get going.

Awesome. Lindsay, thank you so much for being with us today. I know this is going to resonate with a lot of people out there because a lot of us are in that same position where we just want to, you know, go for our careers and have that, you know, that beautiful family. And I think you're just a great example of that. So thank you so much. Where do you want to touch base?

Yeah, for sure. So I am on Instagram. Like I said, you're not allowed to look at the old posts so you can find me Lindsay. So L I N D S E Y dot Physio. You can also find our practices Fulcrum Physio. We're located in Calgary so fulcrum physio.com but yeah, that's probably the best ways to get a hold of me. If you're in the seaton area, you can come check us out at Evolve strength Seaton. If you're near and evolve you should just go check it out because I swear they're like it's a physio's dream. Physio chiro dream. So I'm gonna charge evolve for my free marketing now. But anyways, you're an entrepreneur.

It's always been in you awesome much Lindsey. We'll talk soon then.

Okay, thanks Manju.

Bye Bye.

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