How Dr. Jason Won Balances Business and Life as a Physical Therapy Entrepreneur

Rockstars, thanks for tuning in today. Our guest is Dr. Jason Wan. He has a desirable, personally branded PT business that I believe is cutting edge to our industry and is an example to why this is the best time in the history of physical therapy to become a pt. He's taking advantage of all these technologies to grow a business in a very simple but beautiful way. He's leveraging something called a unique selling proposition or a usp. He's going to talk about it throughout the episode. That's the main focus of this, how identifying what that is is going to allow you to not just get more profitable, but to hire easier, to get free with more profitability and maintain that homework balance. We're going through a whole bunch of resources, but the coolest thing is how he's taken that business to six continents. So listen closely for these tools and tips around this thing called the unique selling proposition and, and enjoy the show. Rockstar. We're so excited to have Dr. Jason Wong with us in today's episode. Jason, thanks for being on the show, man.

Yeah, thanks so much, Will. I really appreciate it.

The topic today is identifying our unique differentiators. So could you set the table a little bit as to why this is a problem in our industry and private practice?

Absolutely. Well, as we know, like back before the pandemic, PTs were already still like a dime a dozen. There's tons of PTs and the San Francisco Bay Area, there's PTs all across the United States. How do you truly differentiate yourself amongst the market where, you know, you don't want to be like a small fish in a super big pond, you want to be like the big fish in a very small pond. So how do you kind of make that work for yourself so that that version of or kind of understanding and defining what your unique selling proposition is, how they, how you differentiate yourself not just through like, I guess, what features you have, what advantages you can give to your ideal of like a target audience, but also what is going to be, you know, how you're, how you're building your brand, how are you personifying yourself? I think is, is huge. So a mixture of like personal branding plus understanding the usp, which is your unique selling proposition, I think is what allows you to charge more for your services, allows you to stand out above the market and also be able to scale your business at full.

Yeah, I don't think most of us are trained in that in school. I know when I started my private practice, Jason, I was like oblivious to that. And if anyone asked me what my unique Differentiator was as a private practice owner, I would've told them, oh, it's my quality care, right?

Sure, yeah.

That's not a differentiator at all. Especially when we're all saying that how do you measure that? What does that even. I mean, I guess there are ways, but in ways that are meaningful for our clients, I don't think it's something that really is useful. Let's talk about your path, because, rockstars, what you guys don't know about Dr. Jason Wan is that he has a really cool business model that's very different. So let's kind of maybe jump forward now. Describe your business so that people who are in that private practice space and in the grind of it can get some idea of how you've taken that lesson and applied it to your life to live a really cool life with your business.

Yeah, well, I mean, I've gotten my business to the point where I've scaled it to the point where I have, I have like a fulfillment team, I have like community managers, I have other coaches that are kind of working in the business. And it's a really cool differing factor of like trying to treating the whole person rather than just kind of treating, you know, a specific symptom. You, you have to see that as time goes on, eventually your program, you have to continue to adapt it over and over and over again because people are going to catch on to what your USP is. You have to make it even further unique. Maybe you start a different business and maybe you catch on to like, you know, the AI fad and whatnot. And so you have to continue to adapt at the times. But I think where I started was I quit my corporate job because I was seeing 15 to 30 patients a day, super burnt out after just two years. And then the pandemic is what really kind of pushed me into that direction of doing things more from an online basis. I started off just strictly just starting an online program through people being attracted to me. I was doing a lot of powerlifting. I was bodybuilding. People are like, okay, cool. He's a really unique mixture of helping people with pain, strength and mobility. But he's also like, he, he does personal training. He's, he's super strong himself. And so I kind of caught onto that and I started just treating people like on a weekly basis at some point. Got very saturated. I couldn't take on more than, you know, 15 to 21 to 1 calls within a week.

Sorry to interrupt, but those are remote, not in person.

Yes. So there you know, a lot. I still do some in person care just cause I, I, I love just the interaction with people in San Francisco. But the vast majority of my clients are from fully online. I've treated everyone from almost every single continent besides Antarctica. So pretty much the cool thing about PT is that you can make it your own. You can have physical therapy as like the background. You can have a DPT to create that authority. And I am a board certified orthopedic specialist as well. But you can kind of different like I am, you know, I consider myself like a pain relief coach. I blend strength training and one of my unique selling propositions is, you know, I really put habits at the forefront and you really have to personify that. I don't think in the world, you know, you identify. It's like I don't identify as almost anybody that has better habits than me. And that's like a separating factor where, you know, 97% of diseases and pain out there is all modifiable if you just change your life. So I teach people how to automate exercise into their life and so that way they don't have to worry when their life gets busy. They still stay pain free in that way by incorporating movement.

That is so cool. Yeah. Guys, if you're not watching this, you're listening to this. He's wearing a tank top and he's ripped. So he practices what he preaches. He is obviously drawing this attention for people because he's found something he's really passionate about. But I love what you said, Jason, about you were very passionate about this lifestyle already. And so for you to be in a position where you were able to help people in chronic pain, it's like you took that physical therapy background and didn't let the conformity of a traditional business model limit you. And maybe that's where Covid helped. But like you didn't like just go, okay, how many brick and mortar buildings do I want to open? It was forced in some degree to start doing things online and now it opened up this incredibly profitable business. Cash pay, I'm assuming. Yeah. And then you're scaling this and you're working with people in six of the seven continents. I mean, that to me is what's so exciting. And I hope Rockstar, as you're listening, this is, it's breaking through barriers for you around what it is that we are able to do. Right. So you defined your unique selling proposition, your usp as happiness and overcoming chronic pain. Your website, which is really cool website, it's flexwithdrj.com and on there, it's a really good example. Rockstars, if you go and just check this out, because he walks through all sorts of storylines that just kind of paints this experience that people have with physical therapy. But it's almost like it could be for the physical therapist as well. Which I really love is like, yeah, therapists are in that same position. So you work with. Chronic pain is a big part of what you do. Is that correct?

Yeah, exactly. And that's part of my storyline, which was I got through two car accidents that actually left me in a state of just pretty bad neck and back pain throughout five, six years of my life. And at the same time, we want to support each other's. You want to support each other's businesses, you want to support each other all pts as a whole. At the same time, your USP is a product of your own experiences. You create some polarity around what sort of things didn't work for you, but what truly has worked for yourself. And when you can actually say that I personified it, I'm the one that got out of chronic pain through lifestyle changes, habit formation, people really lock onto that and they really buy into that. I mean, I had one person that was just kind of essentially, she was pretty much, very much pre sold on working with me. She's just like, name your cost and I'll work with you. Because she listened to every single one of my podcast episodes and she was able to be like, wow, I really identify with everything that you've said and I really lock onto your usp. So what is it that you offer? So it's pretty cool that as you market yourself in that way and just, I wouldn't say spread yourself out thin, but over time, started off on Instagram, then transitioned like Facebook, YouTube, podcasts, right? Then you become more omnipresent, right? You develop that authority, that stage in which then all of a sudden, you're not really having to fight for your next client. Your clients are just simply coming in and filling out an application.

That's amazing. How would you guide people who are listening to this on defining. How does someone define their unique selling proposition? Like, how do they go about that process?

I think that's a great question. I kind of stumbled upon it because people were telling me what I didn't know. They were like, man, I don't know a lot of people that are, you know, I'm not. Not as a gloating factor. I don't see as many people as. As ripped as you. I don't see a lot of parents that are as disciplined as you, that has a specific journey in which, like, you overcame your own chronic neck and back issues and now you're just, you're just a person that, that personifies everything. So you can go based on, like, what you're already comfortable. Like, like kind of play to your strengths, you play to your strength. What is unique about what you're doing in your life that keeps you healthy, that keeps you pain free, that you keeps. That could be one angle. Another way is just kind of like, okay, seeing what the market kind of is out there and let's say there's somebody that's doing something and simply that's how the market goes. It's like you see a product and all you do is you simply make one small tweak to that product and you can differentiate yourself as such. I don't mind that angle. The problem with that is that that was something that I just couldn't, I couldn't be passionate into that thing. Right. It could be profitable. But are you going to actually enjoy doing it in that specific way? If you take somebody else's business model, tweak it yourself, is it, is it something that you're going to actually be proud of, that you can be happy about, that you'd be super passionate? Like, I, when I'm on sales calls, which I still take sales calls, but I have a team of salespeople now, I really speak with so much passion to the point where it's like, I'm closing 70, 80% of people, like, right on the spot and they're just like, I can see your passion. This is what I want. Let's work with you. Because if you don't have that passion, you people are going to see that in your posts, in your stories. They're going to see that if they get onto a consultation with you and you don't want to just be a fraud and making a ton of money. You want to really stand behind your business and something you can be truly passionate about.

I like that. I think you said that's really powerful is this idea about how passion is a clue, a breadcrumb trail of our unique selling proposition. If we're passionate about it, then we can talk about it, we can sell it. And Rockstars, as you're listening, my experience has been something that Jason personified, which is that our passion is almost always defined in our past pain. So past pain usually sets that foundation for us. It's like we have to dig in there and see what it is because when we've hurt and we've overcome something, we are super passionate about it. But we can get so like mind numbed with day to day working in our businesses. And before this call, you mentioned something very clearly to me. You're like, yeah, one of the things I'm really big on is making sure I work on the business. And I'm sure you could speak into that in a couple of angles. But what does that mean for you now to work on your business?

For sure. I'm definitely still at a place where I'm wanting and I'm yearning to scale my business. But I always tell even my team that some of my team, they make commissions off of certain backend offers and all that. But you don't want to be in a business where you're being sucked dry out of your time, where you're like you're being taken away from your family. Right? And that's potentially. I'm not saying that I wasn't at that place. I was in a place of like 2021. I was pretty depressed, pandemic, hardly getting any clients at that time. People were really skeptical, losing their jobs. So there were times where you had to just suck it up and just like break through those barriers of I'm not going to be that 85% statistic of businesses that fail within their two years. I was like, I'm too stubborn for that. I don't care what happens, I'm going to push through. And I did started getting a lot of clients, started developing some authority, got some social proof and then started to build this business. And now where I'm at, where I'm saying I'm working on the business is I'm now more so managing the four sectors of business. I have an operations team, I have a couple of people in sales, I have people in the fulfillment team so that I don't have to do as much of the customization and programming for my clients. Although I still enjoy it, so I still do it because. But I now have like, you know, two other therapists that are really passionate about my philosophy and how I do things. So they're able to carry on the fulfillment. All I do is kind of bring them in and then eventually where I want to be. Cause I'm currently managing like the sales team, fulfillment operations, even marketing is I do want to be at a place where I have a sales lead, I have fulfillment leads, I have people that like know the sops of everything that I do. They can take my brain and essentially you know, they, they can compel those other therapists to do the work, for example. And essentially we're just building this business that can be very passionate about. And the more that we scale, I'm, I'm more passionate less about the revenue. I'm more passionate about really helping, you know, thousands, if not millions of people, if that's possible.

Yeah, it's such a cool experience to watch that from this side of the, the, the episode because I've seen it with other people in my world. I've had my own experience around that. When, when there's enough profitability, this whole new world of possibility starts to break through. We get enough profits. But it's not just profitability financially. I like how you said when you're working on your business, you also strongly mentioned the balance between family and business in that. And I think that's something that PT owners, business owners in general just have a hard time understanding is that the purpose of the business is always to feed the home. And so if it's pulling us out of the home to an unhealthy degree, then it's natural purpose isn't being lived. And so where you found success, starting with your passion and really breaking through in your messaging. And really when we're talking about that unique selling proposition, we're talking about your ability to put language around it and then build around it as, as you're, as the people are hearing it. But then you're growing it from a place of like, yeah, now we're profitable, I can step back. But you're also protecting that family time. How have you been able to manage your family time during this whole journey? Because you got two little kids, you're, you know, you're doing the bedtime routines right now, getting them potty trained. Like, what does that look like for you now?

Well, I think one is you have to kind of create boundaries. I think my wife, you know, thankfully my wife has been the absolute most supportive of quitting a six figure job that was very like stable and I was going to get a pension, you know, after five years to pursuing my passions of just doing things online and building my own brand. So I think one is just having your partner or your spouse just be extremely supportive and just be like, hey, there are going to be some dark times. That's how it is. It's like when you start from zero and you have no experience with business, that's how it's going to be. But I am going to learn through experience. I will support this family and I just need your love and support to do that. For me. She was filming things for me. She was creating documents for my clients. She was, what else was she doing? She was, she was, she was one of my first salespeople. She was like DMing people, right? So it's, it's quite amazing to have like a spouse that, that supportive. And then I think that at this point in life where I now have a one year old and a three year old, your time is still not your own. So you still have to separate it. I'm very kind of, I guess Google driven. So a lot of times I'll like set reminders for myself. I'll create gaps. I even have now, I've, I've just brought this on. But I have a VA and an assistant that now manages my email and my schedule and my calendar. She knows it just as well as myself, as if she was living in my body. So it's now I say I just send her a quick message, be like, hey, break out at least two hours of just time spending with my son. And I don't want anybody to touch that. She'll write DM me, she'll be like, do not book. So that none of my other team members really book anybody onto my schedule. So having those kind of separations and having that clarity and that transparency with your schedule, there's a really good book for anybody that's trying to open up more time for themselves. We call it buy back your time by Dan Martell. Really insightful book. It's one of the main books that helped me to start delegating, to start creating standard operating procedures so that I'm not doing everything in the business and then I can eventually kind of step away. As long as your team members can do at least 80% of the capacity and the accuracy of, of what you do, that's a win right there. They'll never maybe be able to do it as well as you unless they do. And of course you're just like, that's a win. They can do it better than I can. But as long as you do 80% of that capacity, you really open up your time and eventually you can start to have a better balance on quality of life.

Yeah, I love that. My virtual assistant, I was on the line with her right before this and she was prepping me for our episode. The virtual assistant thing is such a big deal. It's the second fastest growing trend in healthcare for a reason. But I like that you talked about not just the concept of a va, but using that person to support the bigger vision of, like, putting boundaries in place. And so I really, really hope people are listening to this. And Rockstars, as you're listening, I just want to ask you, do you have the right boundaries in place? Like as you're driving or working out or as you're walking, like, think about where your energy is. If you're, look, there's no such thing as, like perfection, right? I'm sure, Jason, you still probably go through periods where you're overwhelmed, right?

Oh, obviously it still happens weekly, but you work through it. And that's the point of scaling a business. And you kind of put that internal pressure on yourself as an entrepreneur to have that. Sometimes my wife has to remind me, jay, look how far you come. Let's just sit back on the couch for a bit and just have some dessert, watch some Netflix. And I'm like, yeah, I deserve this. And let's just go to the zoo and let's just take a day off and I'll tell my va. Please do that. Clear out my meetings and let's go ahead and just have family time. But yeah, there are definitely still dark times. And like I said, I'm preparing. Anybody that's in business, that's starting their own business, not part of the 9 to 5 setting, you really have to essentially dive deep into, find that unique selling proposition. You have to get good at sales, you have to get good at understanding business ethics and creating again, this usp where you create an USP in order to drive the revenue and people pay for the value that you would give. Right. Because the average thing that I see on the Instagram bios is more like a hundred dollar evals and like, you know, $150 evals, maybe sometimes less.

Yeah.

And for me, for me, I'm like, hey, if like my time, is that worth it? And if you can create coursework and a community and you can build something so robust that people are so excited about it, people are going to pay less about the future. So you're going to pay more about the outcome and the potential support and vision of what they're, what they're going to get out of it. And then, you know, then you can start charging in the thousands. Right. And then therefore, you can serve one person wholeheartedly versus serving like 20 people for the same exact cost.

Yeah, totally. It's so funny. You know, my question to you now is, what came first for you? Maybe it was a little bit of both at the same time. Was it, was it about defining your unique selling proposition or was it boundaries? Like did you find that the unique selling proposition created enough success for you to where you were able to get on top of your business and then create boundaries? Or did you need to create boundaries to identify your unique selling proposition? It feels like a little chicken and egg to me. I wonder what your journey was like on that.

Yeah, that's a great question. I think. Why? I, I, I don't think that anybody gets really good at business or scales a business without having mentors. So I think a call to action for anybody that's listening right now is you don't just learn by yourself because you can learn by yourself, but it probably will take you years, It'll take you years of free YouTube videos and even then like will you succeed? So if you want to speed up the curve, if you want to get from like chapter one and get to like chapter 20 at the end of the book as fast as possible, I don't doubt that I've spent well over six figures on different mentorships and coaching in order to get to where I am today. And that was well, every single time it was well worth the investment. Right? So you have to invest in yourself and have somebody that's done it already and having them as a mentor to speed up that learning curve. So I guess when it comes to the USP versus where it kind of started, I think that initially I already hired a coach really early on and this coach was from the uk. They were all about fitness businesses and I still keep in touch with some of them today and I've met a lot of entrepreneurs I still keep in touch with from that program. Five years ago and I, we were developing already like essentially like a usp, like what are, what are people's, what are people's problems? Can you agitate that problem within your post? Right. To agitate this and then, and then provide a solution after which is a common PAS type of posting problem agitation solution and there's many other formulas for copy. But you know, once I started to put it out there and as long as I was being very passionate about myself once I was posting out of the sheer passion of just like what I do, people start to lock on. They, they buy, they buy you, they don't buy the program, right? So don't, don't, don't get that twisted. They buy your brand and they buy who you are and they trust you. They don't trust the program. But once they trust you, whatever program that you are selling, they're going to be behind that especially if you've given.

Value in advance, yeah, that's such a cool thing. The coaching angle is such a big one. It's when I promote a lot of. I've never in my 20 years, ever not had a coach. After I found my coach, it was the same journey as people who are listening know. And so I've. I've become such a big believer in it. Jason, just to kind of punch that with you, that whenever I'm doing anything new, the first thing I do is go, all right, who's the best coach I can find? I'm actually at a point now where I'm really big on finding coaches because I'm so coached over the years that I find coaches who don't have as much. They have a really good knowledge base on the. Like, a podcast. I have a podcast coach. She's amazing. She all. She has built her own podcast. She's helped other people do that. She just started her own coaching program. She's charging way too little, and I. And I got to catch.

I got to catch her now or her price are low.

Oh, she's amazing. I'll give you her information. And it was one of those things where, like, I'm actually coaching her to raise prices, and I'm going to pay those prices. But literally, I found these people that I can. I've been such a great recipient of coaching. I'm helping people who are starting in coaching develop that with them, and I'm getting the discount. But, I mean, I've paid six figures as well, and at one point, I had three coaches at one time. Like, it's just there's. It's such an immediate return on investment. So I love that you said, don't worry about necessarily figuring out if you're gonna set those boundaries or get the Unique Selling Proposition. Like, just get a coach to help you do all of them in the right time for you. And that just takes a lot of the stress out because we are so busy and we have so many things going on, and we're overwhelmed with kids. So I think, at the end of the day, how do you define success around that when you. I mean, the USP or the Unique Selling Proposition is very easy to define because you're growing financially. Like, that's your income and all those things. But how do you define success with the boundaries while you're growing your business? Like, what does that look like for Jason?

I'll share something just more personal for me. And I think everybody has their own personal agenda and reason for why they would Start a business and some people that are motivated strictly by just the money and scaling, that's fine. I mean I think that's your personal, if that's your personal thing, that's fine. I mean I started my business because I just wanted to have more impact beyond just San Francisco Bay Area. I just felt the innate need that I had something that was really unique about me which was really preaching habits and prevention. Right. There was something that in 2019 it was just all about fixing a knee pain, fixing this versus I love to fix the entire body. I am more passionate, I have better habits than 99% of people in the world. So this is what I'm going to push it to the world is if you develop better habits and you can exercise consistently, you can sleep better, you can eat better and I teach all those things in my program is that you can have a completely pain free life, be able to help your family and be more serviceable and contribute to your family. So my whys was like I've been shared this pretty openly. Like my dad passed in 2008 when I was 19 years of age and I had to come home every single week when I was going to college. Not necessarily just to visit family, but just to understand that my dad's going to, he's not going to be here within the next year or so. So I just came home every single day. At some point he started to lose his functional mobility. I had to get him off the couch, had to do a whole bunch of things that I don't think any other 19 year old person would want to do. And that was one of the reasons, he's one of the reasons why I started this business because I want to make sure that parents that see me and come across my page are seeing a version that they want to become and I want them to become that because I don't want them to go through the things that I did right. It sucks very much to lose a spouse, let alone lose a role model like that. And if you want to be more present with your kids, if you want to have the strength and capacity to do things with them and not be sidelined by it. I really felt passionate about sharing my own hurts in order to motivate people to get them off, off the couch and to realize that if I don't change my lifestyle now, I'm going to pay, pay it forward later, I'm going to regret this later. So I'm all big about that, having that preventative portion. And that's why I think again My program, it tends to sell people really well. But at the same time, clients get such good results because I am leading by example. I'm not just textbook. I'm literally doing everything that I tell them. And they're like, as long as I do everything and I start to live a life that's similar to Dr. J's, there's no doubt that I can get there too. And I think that's really cool about, you know, what, what I'm currently doing now.

It's so very articulate. So sorry to hear about your dad and, and what, what a personification of what we're talking about. Because the unique selling proposition isn't a technique or a tactic. It's a legitimate, from the heart expression of what defines you, right? And, and how you want to impact the world. And that's why it sells so well, is because you are, number one, an example of the thing that you preach. But then you also have this incredible, like, why that you can articulate. And so as people are listening, like, what are the pains that you've gone through? Like, what are the things that you've experienced in the back of your lives that you're maybe keeping close to the chest that you could really lean into from a place of, like, defining a purpose that you could draw endless energy when those dark times come as a business owner. And not just that, but then create a business around it. Because again, what's cool about what you've built, Jason, is that this business model it for me. When you're standing up there as Dr. J on your website, there's this whole brand around you as an individual, right? Differentiating yourself immediately with your story. Like, no one else here has anything even close to that in terms of unique ability unless they've done the work. But your business being built around it is, like, it's all about, number one, promoting the industry. Because you're Dr. Jay, right? You're. You're not some service that gets referred out to. You're a doctor in the community. And then you have this unique clarity that is drawing those people in. And I just think that's something that when people come to me, they oftentimes are looking for virtual assistants, which is my main business. Or I do coaching on recruiting, and I'm all. And they're always like, what? How do I find them? How do I hook em? I'm like, man, that's the wrong question, right? The right questions have to define with like, what is it that I stand for? And then. Cause I'm guessing when you started bring on other pts. It's not like you were gonna conform to how they wanted to do things. You mentioned they're super passionate about your way of doing things. How did you find those individuals?

You know, some of them are long friends from before I even started my business. So, um, definitely there's already, already some know, like, and trust. There's also a vetting process of like, hey, like, once you do things here, like, there's a specific course and agenda that you have to do. If we're cranking out this amount of clients at this success rate, it's like, if you're not willing to adapt with the current philosophies that we have, then you're not the best fit for this. Right. So it's just that screening out process and you have to, you know, when it comes to hiring, which is probably for another, like, podcast episode.

Yeah, for sure.

You just got to. Yeah, you just got to be like, it's just like speed to lead. It's like you have to be speed to fire when you, when you need to. Right. If you don't feel like they're passionate about it, you got to cut. You got to cut it right away and be able to like, move on with somebody else. But I guess, yeah, when it comes to training the team, they lock onto that philosophy. They see the passions that I have. And it's the same thing, like selling to a lead, which is a potential customer, versus selling to your. Your pts as well and selling to your team is that they feel my conviction. Right. There's something by Alex Hermosi and I think and Dean Graziosi. There's a video I always refer to which is called Conviction over commission. And you. The thing here is that if you don't stand by it, if you don't have a strong enough. Why, if you're on a sales call or if you know you're. You're trying to sell it like through stories or what, whatever your promotional medium is, people are gonna look right through that. They're gonna be like, oh, God, this guy's super salesy. This guy is not passionate. But when you're speaking with conviction, you could be like a subpar, like salesperson, but still be absolutely floored. They'll just buy whatever you want because your conviction is conveyed beyond the dollar value. And I think that, you know, that's why, like, okay, you sell a program for like $5,000, $10,000. It's like people are going to be absolutely convicted once they hear your tonality and once they see how excited you are about your program. Like, I, I feel horrible when people don't buy my program because then I know they aren't going to get as good a result on their own. And I feel really crappy about that. And so when people feel that it's not like you're being like, buy my program. Buy my program being super salesy, they're just like, dude, I would feel so bad if you didn't just put your foot beyond the, beyond the line and just make the decision to work with me. Because once you do, you'll realize within the two to three weeks that this was the best decision ever.

Yeah. And you hire for that. Like you're looking for people who are going to see that philosophy. But where we get in trouble on the hiring, this is going back to the unique selling proposition is if we don't really know what makes us different, then we're going to be hiring based on the fogged mirror rule, which means if they fogged a mirror, let's bring them in. And so when you know what you stand for, I do think it makes it much easier to charge more, develop a new business model, get better clients and get better team. Because like you said, it's an art. It's not like any of us have this clarity and it just filters. But I will tell you, the current company I've been building has been the easiest business I've ever started because I have my unique selling proposition. And I said this to my wife this morning. No kidding. I'm like, this company is building itself because all I do is stand in that passion like you do. And by the way, you kind of remind me of the PT version of Alex or Mosey. Just saying it out there. I love that guy. He's from Phoenix as well.

I do love this stuff as well. Super smart guy though.

He's, he's the real deal. I've been following people forever in this. If you don't know who that is, guys, YouTube, he's jacked. Big beard, just kind of shoots very clean and straight. His little tidbits I've been like scrolling, kind of get entertaining and then I'll get like two tidbits and I'm like, it changes my business. There's one thing I won't go into detail, but I was scrolling and I saw something he said. It was like a 30 second deal. I made that change the next day and I increased my profitability by 3% over the next two months.

It was like, that's amazing.

Yeah. So we should get more offline about, like, you know, those things, but I just think there's something about the clarity. It's not that it's not hard because I get that from you, but you're also like, it's really clear when I'm meeting someone who has what I consider to be a business that feeds their life and not the other way around. And that's truly what you've built here with that. So if someone was going to get started. This is a really important question. If you're, you know, a lot of people that listen to my show are people who are like PTs, who are looking to start businesses. A lot of them have businesses, but some are just like trying to get into it. What advice would you give, like, someone who is thinking about starting a business or a practice in general? Like, anything at all that you. That comes to mind that would be best practices for them to consider doing it? Because most people I talk to, they want to do it, but they're scared of doing it.

Well, obviously I feel like we can go for days on that subject too. Like, where does something get started? I mean, one is definitely just writing pen to paper, your USP and being like, what is my differentiating factor? What is my why? What is something that I can be compelled by? That's one. I think number two is just more of a mindset thing. But you have to fail your way to success.

I struggled with that so much because I was a straight A student all throughout PT school, Davis, everywhere that I went, it was just like there was no way I was going to fail anything. And getting used to failure, as in you didn't know crap about business and you just had to just learn on the fly. It's just failing a ton, just over and over and over again. But as long as you didn't quit.

There was no reason to say that I was not going to succeed because I felt like I was very good at what I do. So just fail your way to success and then just realize that you have to be able to put yourself out there. I don't care if you have zero followers or even a hundred thousand followers, but if you're not willing to just put the camera out there. Video nowadays is king, right? Content is king. So if you're not willing to video your podcast or just video your perspective on certain modalities and things and express your opinion, then people are never going to learn about you. They're not going to learn about you just strictly through a written post. I think video is huge when it comes to scaling your business nowadays. And then I guess lastly is sales. I mean, sales at the end of the day is the lifeline of your business. I've had pts that are like, jay, I want to grow a business, but I don't want to be salesy. I'm like, well, you don't have to be salesy if you're being. If you're convicted about what you do, right. You don't appear, you don't be, you don't appear salesy. Nobody says to me that, like, oh, I felt pressured and I used to do that back in the day when I was struggling with clients. But that conviction and just getting very affluent with like, learning how to persuade, getting good at, like sales psychology, I think that that goes that that if not is one of the most important, in my opinion is learning sales psychology, becoming more emotionally intelligent, being able to empathize with people while you're on the call and making people and persuading people to make that emotional decision around the life that they can have is absolutely critical. Because if you don't express, they're not a hundred percent certain and bought in on the emotional side of things, then you'll have to charge really low prices for your stuff. And therefore you're going to tap out quicker that way, versus if you take on a $7,500 client, it's going to be a lot easier, but you have to just compel that person and be absolutely convicted. And again, sales is huge.

Love that. Yeah, if you're already in it, it's the three Ds. Death, divorce and disease will usually motivate people to make a change. But if you're getting started in it, don't be scared by that because you're getting the tidbits here with Dr. Jason Wan. So that was incredible advice.

I think I'm going to ask the listeners to do is to follow you. I think the best way to learn because a lot of people heard you say things like, if you're not doing video podcasting, I'm like, well, I guarantee most people are like, I don't even know how to start a podcast. Everyone should have a podcast. Everyone should have a social media following you. And I obviously live in that space. But I don't think people who are listening realize how that unlocks the door. Once you get your unique selling proposition of how you can message and get out there to people. There's so many people who aren't doing it. They're doing surveys and finding it like, this is the best time ever to start a podcast, right? It's like all these things for you. I would like for them to follow you. I think it's the best way they could do that. How can they follow you? I'll put everything in the show notes, of course, but just if someone's listening, how can they follow you and get more from you?

My handle on almost all platforms is Flex with Dr. J. So Flex with and in the forward, Dr. J A Y, you can follow me on Instagram, TikTok, YouTube. You'll probably find me on podcast if you type that in as well. My advice also is, if you're just starting off, probably start with just mastering absolutely. Just one medium first and not spreading yourself out then, because then you're going to drive yourself crazy. So if you want to start with Instagram, great. Instagram, you can go viral, you can start reels, you can get a lot of views that way and start a small following. But I also have a Facebook group, too. So if you type that you've typed in FlexDrj, feel free to join my group. Be able to see the types of coursework and live trainings and things that we're doing and how essentially that a lot of these mediums become the platform, almost like a boiling pot to simmer people before they're ready to buy. And I think that's, again, that's the beauty of business. That's the beauty of having more impact on the world. So I'm genuinely excited to be on this podcast and just to share these things, because it's different from just talking about chronic pain. This is talking about how other PTs can truly have an impact on other people's lives. Yeah.

And I think when people can learn about different models like yours that are wildly more successful, when they better their business, they better the industry and they better the population. So thank you so much, Jason, for being on the show. It's been a pleasure to have you.

Yeah, thank you so much, Will.

Hey, Rockstars. Are you having a challenging time recruiting, retaining or training your people? Then, man, am I excited to tell you about the Rockstar Summit, guys. This is my personal event that we are launching on March 1st and 2nd. It is going to be two full days of nothing but workshops on how to solve recruiting, training and retaining problems. It's very heavy on the recruiting side. We're going to show you where to find candidates that no one else is accessing so that you can get a leg up in the industry and grow the business that you deserve. So, Again, that's March 1st and 2nd. Please go to www.rockstar-summit.com to learn all about the details. I will be there in person teaching some of the classes, but we have experts from across the country coming as well. You do not want to miss it. I hope to see you.