The NEXTLEVEL Owner

Paul Martin, Martin Healthcare Advisors
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Straight talk on building, growing and exiting your physical therapy business. Hosted by Paul Martin of Martin Healthcare Advisors, this show is for PT business owners who want to build something worth more than a job. Whether you're opening your next clinic, running multiple sites, planning an eventual exit, or building a more profitable business that runs without you, each episode gives you the numbers, the strategy and the real moves that drive value. No fluff, no jargon. Just the guidance PT business owners need to reach the NEXTLEVEL.

  1. 2d ago

    Acquirers Don’t Buy Your PT Clinics. They Buy This.

    Acquirers don’t buy your PT clinics. They buy your cash flow. Paul Martin, Founder and President of Martin Healthcare Advisors, joins host Neil Trickett of Practice Promotions on the Practice Marketing Podcast to explain what acquirers are really paying for, why about 80% of the price is typically goodwill, and why the books have to be clean from day one. You will also hear how EBITDA multiples change with business size, when to move from a bookkeeper to a fractional CFO, the three month test for owner dependency, and what the market looks like right now for PT businesses. Chapters 0:00 Acquirers buy cash flow 0:30 Meet Paul Martin 1:16 From 3 clinics to 21 4:20 When to start preparing 6:30 Why waiting until you want out is too late 7:28 Why transitioning to a partner or staff rarely works 9:56 What acquirers are really paying for 15:14 EBITDA multiples by business size 18:02 The bookkeeping mistake that lowers your value 19:30 Bookkeeper, fractional CFO or CFO 23:38 The three month test for owner dependency 25:36 How marketing systems raise your multiple 29:40 Recruiting and retention as a value driver 34:06 The market for PT businesses right now 36:16 What to work on this year 37:40 How to learn more Talk with Paul: https://calendly.com/mhameetings/30min Website: https://www.martinhealthcareadvisors.com Watch on YouTube: https://www.youtube.com/@martinhealthcareadvisors

  2. Oct 21

    The Exit Myth That Can Take 20 Years to Pay You

    Is an ESOP a real exit for a PT business owner? Not in the way that matters most: who carries the risk. In this episode, Paul Martin explains why an exit is an exchange of risk, and why the alternatives to a third party transition leave you holding it.Paul covers ESOPs (employee stock ownership plans), EOTs (employee ownership trusts), staff buyouts, passing the business to your kids, and paying your team more and stepping back. He also explains why a transition to a third party puts the bulk of your value in your bank account at closing, and when it is not the right answer. 00:00 An exit is an exchange of risk 00:58 How a third party moves the risk 02:12 ESOP: price, cost and the money 05:40 EOT: employee ownership trust 07:33 Staff buyouts: who funds it 10:35 Passing it to kids, or stepping back 11:57 The options side by side 13:03 See your real numbers Want to see what each option would pay you, and how much risk you would still carry? Book a call with Paul: https://martinhealthcareadvisors.com/book-a-call Paul Martin is Founder and President of Martin Healthcare Advisors. He grew his own PT business from three clinics to 21 and transitioned it in 1996, and has advised PT business owners for over 27 years.

  3. Oct 19 ·  Bonus

    Bonus: Join Paul at PPS 2026, Ask The Expert Session on Succession Planning

    Paul Martin, Founder and President of Martin Healthcare Advisors, is leading an Ask The Expert Session at the APTA Private Practice Annual Conference. Bring your questions on succession planning and the real risks and rewards of each option for PT business owners. Friday, November 13 · 2:00 PM · Broadmoor Hall E Visit Martin Healthcare Advisors at booth 907.

  4. Oct 16

    Welcome to The NEXTLEVEL Owner: Grow or Exit Your PT Business

    Thinking about growing your PT business, or what comes after? The NEXTLEVEL Owner is a podcast for physical therapy business owners, hosted by Paul Martin, Founder and President of Martin Healthcare Advisors. Paul grew his own PT business from three clinics to 21 and transitioned it to a larger company in 1996. He then founded Martin Healthcare Advisors in 1999 to help PT owners grow, prepare, and exit with the best partner and the best terms. On the show, Paul talks with PT business owners and the leaders of the companies acquiring them. You’ll hear what buyers look for, the mistakes that cost owners the most, and how to make informed decisions early. Follow The NEXTLEVEL Owner on Spotify so you never miss an episode. Learn more: martinhealthcareadvisors.com

  5. Oct 15

    How to Build a PT Leadership Team Like a Championship Coach

    Most PT business owners have heard the advice: build a business that can run without you. If you own multiple clinics, that's the wrong question. In most of today's larger transactions, the owner isn't going anywhere. Acquirers want you to stay three years or longer. So the real question is: when a partner walks in the door, do they have to build the leadership around you, or is it already there?In this episode, Paul Martin uses lessons from football, from Bill Walsh's 49ers to Nick Saban's coaching tree to the Steelers' three head coaches since 1969, to show how great organizations build leadership that wins year after year. Then he shares three steps to build that same leadership in your PT business: own the roles, write down your systems, and build your bench. Chapters 0:00 The owner isn't going anywhere 1:40 The question acquirers really ask 2:20 Your business as a football team 3:53 Bill Walsh's Standard of Performance 5:00 Nick Saban and the coaching tree 6:00 Steelers: 3 coaches since 1969 6:50 Chiefs, Eagles and the best leadership 7:52 Takeaway 1: Own the roles8:24 Takeaway 2: Write down your systems 8:48 Takeaway 3: Build your bench 9:16 Keep it or partner, it pays off Have a question about your leadership team or where your business stands today? Book a call with Paul: https://calendly.com/mhameetings/30min Watch the video on YouTube: https://www.youtube.com/@martinhealthcareadvisors Also on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-nextlevel-owner/id6806039160 New episodes every Wednesday. Follow the show so you never miss one.

  6. Oct 10

    The PT Acquirer Most Owners Don’t Know Exists

    If you're only talking to private equity backed acquirers, you may be missing a new type of acquirer in physical therapy: the family office. One has done five transactions in about fifteen months, and it plays by very different rules. In this episode, I break down how a family office compares to a strategic partner backed by private equity, and the three questions that tell you which one fits your transition.0:00 The Acquirer Most Owners Don't Know About0:29 Why PE Backed Strategic Partners Still Work Well1:22 What Is A Family Office?2:25 Five Transactions In Fifteen Months3:45 Difference 1: Time Horizon4:31 Difference 2: Structure4:58 Difference 3: Fit5:34 More Types Of Acquirers Means A Better Outcome6:10 Which Partner Fits You?Wondering which type of partner fits you and your practice? Let's talk: https://calendly.com/mhameetings/30min

  7. Sep 30

    Is AI About to Change How PT Practices Transition?

    Can AI replace your advisor when you transition your PT practice? It's the biggest financial decision most owners will ever make, and too many walk into it as the only person at the table who has never done it before. I joined Mikulas Zach on Consulting Rainmakers to talk about where AI is already changing PT clinics, how we use it at Martin Healthcare Advisors, and what it still can't do for you. We also cover the timing mistake that catches most owners off guard, and what I think could make a transaction move twice as fast. If you're thinking about a transition in the next few years, this one's for you. 0:00 Introduction 0:55 From Gettysburg Football to 21 Clinics 2:54 Why MHA Serves Only Physical Therapy 3:57 The Biggest Mistake Owners Make When Selling 4:40 Investment Banker Meets Main Street Broker 8:08 How AI Is Changing PT Clinics 10:11 What Hosting a Podcast Teaches You 12:14 What Drives New Business: Conferences, Referrals, Video 14:17 Advice for Young Entrepreneurs 18:11 Why Exit Planning Starts 7 to 10 Years Out 22:29 Goals for the Next 12 to 24 Months 24:45 Where to Find Paul Book a call with me: https://calendly.com/mhameetings/30minWebsite: https://www.martinhealthcareadvisors.comLinkedIn newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7501665222571687936Watch on YouTube: https://www.youtube.com/@martinhealthcareadvisors

  8. Sep 23

    How Do Acquirers Value Your PT Practice? The 5 Drivers of Quality of Earnings

    Two PT practices with the same earnings can end up with very different results: one gets a strong offer, the other gets none. The difference is almost always the quality of your EBITDA. In this episode, Paul Martin, President of Martin Healthcare Advisors, explains how acquirers value a practice using two numbers, EBITDA and the multiple. On $1 million of EBITDA, the gap between a 4x and a 6x multiple is $2 million. What moves that multiple is how much an acquirer trusts your earnings to keep coming after you step back. Paul covers the five drivers that raise or lower your multiple, why a quality of earnings review is the moment every weak spot shows up, and how to get your numbers ready well before you go to market. Want to talk through what drives your practice's value? Book a call with Paul: https://calendly.com/mhameetings/30min Chapters:0:00 Same earnings, different offers 0:38 EBITDA in plain English 1:30 The multiple: a $2M difference 2:34 What quality of earnings means 3:42 1. Clean, accurate financials 5:26 2. Adjustments you can defend 6:34 3. How much it depends on you 8:34 4. Concentration and bus risk 9:26 5. Predictability and growth 10:42 Getting ready before you go to market

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Straight talk on building, growing and exiting your physical therapy business. Hosted by Paul Martin of Martin Healthcare Advisors, this show is for PT business owners who want to build something worth more than a job. Whether you're opening your next clinic, running multiple sites, planning an eventual exit, or building a more profitable business that runs without you, each episode gives you the numbers, the strategy and the real moves that drive value. No fluff, no jargon. Just the guidance PT business owners need to reach the NEXTLEVEL.

Information

  • Creator
    Paul Martin, Martin Healthcare Advisors
  • Years Active
    2026
  • Episodes
    17
  • Rating
    Clean
  • Copyright
    © Paul Martin, Martin Healthcare Advisors
  • Show Website
    The NEXTLEVEL Owner