Today on the Podcast: Stop Trading Time For Money w/ Greg Todd, PT
Listen Now:
—
Are You and Your PT Staff Just Surviving or Actually Winning?
In this episode, Neil Trickett, PT, sits down with Greg Todd, PT, a physical therapist turned multi-business entrepreneur, to challenge the standard clinic model and explore a better way forward for practice owners and their teams.
Greg shares what he believes most clinic owners are getting wrong and how to shift toward a model where both owners and employees gain more time, more income, and more fulfillment.
After five years of working on the WTA tour with pro tennis players, burnout hit. When his boss said “NO” to him taking time off, he was forced into entrepreneurship. He launched 3 businesses, and he succeeded with his own PT practice. One practice turned into
three, which combined have generated $30M+ in revenue to date.
In 2009, Greg launched Smart Success Healthcare, a coaching and consulting company that’s been responsible for training 1000s of healthcare professionals (PTs, OTs, Dietitians, FitPros, and 15 more specialties) to successfully start and scale online businesses.
Greg’s goal is to transform the lives of 10,000 healthcare providers, freeing them from burnout and financial constraints so they can positively impact healthcare and enjoy a fulfilling life and career.
Key Takeaways From the Episode
Rethink the Standard Clinic Setup
Greg Todd believes most clinics are built to wear out their staff instead of lifting them up. He encourages owners to rethink how they structure roles and expectations.
Start by focusing on:
- Giving Pts more control over their career paths
- Moving away from time-based productivity and toward value creation
- Preventing burnout and turnover through smarter systems
Greg puts it simply. People want to win. If your employees feel like they are stuck or not progressing, they will start looking for a way out.
💗 Connect with Greg on Instagram: https://www.instagram.com/gregtoddpt
📚 Claim Your Free Market2Grow Book by Neil Trickett, PT
What do the top 10% of PT clinics do to grow, hire, and profit better than anyone else? Learn when you claim your FREE Market2Grow book (for PT & Rehab Owners only).
Click here to download: Market2Grow.Net
Listen Above or Read The Summary Here:
How to Help Your PT Team Win
Not every employee is driven by the same thing. Greg and Neil break down how to build systems that support individual motivators while improving the business as a whole.
Suggestions include:
- Creating multiple growth paths: leadership, marketing, education, or mentoring
- Offering flexible bonus structures and small-scale revenue shares
- Assigning roles based on strengths rather than uniform job descriptions
Greg also introduces the concept of four levels of value:
- Implementers: focused on task completion
- Unifiers: boost morale and teamwork
- Communicators: share your message and values
- Creators: drive revenue and build systems
Once you know where each team member fits, you can align their role for maximum engagement and productivity.
What Is the Revenue Share or Intrapreneur Model for PT?
Instead of hiring staff to just fill slots in a schedule, Greg uses a model where certain employees are treated as intrapreneurs. They share in profits and are encouraged to think like business owners.
Here is how it works:
- PTs earn a base salary and a performance-based share of revenue
- They take initiative in retaining patients and growing services
- You get higher engagement, longer retention, and better overall performance
It is a win-win structure that rewards value, not just time.
How PT Entrepreneurship Changed Greg’s Life
Greg shares how burnout nearly cost him his health and family. He had a prestigious job working with pro athletes, but when his boss refused to let him take time off, he chose a different path.
He started one practice, then another, then a third. Altogether, they have generated more than 30 million dollars in revenue. He went on to coach thousands of healthcare professionals through his company, Smart Success Healthcare.
Today, Greg credits entrepreneurship with not just improving his career, but also saving his marriage and giving him time with his kids.
No More PT Discharge: Memberships Over Transactions
Greg challenges one of the most accepted ideas in PT: patient discharge. He suggests that 40 to 50 percent of patients should stay involved in the clinic long term through a membership model.
This approach allows patients to:
- Continue improving their health over time
- Stay connected to your clinic
- Receive ongoing education and support
And for your clinic, it means:
- Recurring, predictable income
- Stronger patient loyalty
- Less pressure to constantly attract new patients
You are not just selling appointments. You are offering a long-term transformation.
What You Can Do Now for Your PT Clinic
Here is how you can start applying Greg’s ideas in your clinic:
- Review your team and talk to them about their goals and strengths
- Introduce a hybrid compensation model with base pay plus small incentives
- Launch a simple wellness membership program
- Identify your best employees and explore intrapreneur opportunities
You do not have to burn out to grow. You can build a clinic model that supports your lifestyle and the lifestyles of your team.
Common Questions Practice Owners Ask About This Topic:
- How do I grow my clinic without working more hours?
- What is a revenue share model, and how do I implement it?
- How do I retain staff long-term?
- How do I keep patients involved after their plan of care ends?
- How can I build real wealth as a PT?
All of that and more is covered in the episode. Be sure to listen to or watch the full conversation.
Don’t Forget To Subscribe!
You can listen to this episode and subscribe to others anywhere you get your podcasts by clicking here. Or, if you prefer, watch full episodes on YouTube! Go to playlist
PS –
See how the right marketing ideas can help you grow your Physical Therapy or Chiropractic clinic