The Levels

Joey Allbritton
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Are you navigating the complexities of growing your physical therapy practice alone and seeking ways to avoid common pitfalls while maximizing your impact? "The Levels Podcast" is a podcast dedicated to helping you navigate the complexities of the physical therapy industry and emerge successful. Hosted by Dr. Joey Allbritton and Dr. Robbie Woelkers, two seasoned professionals with firsthand experience in transforming challenges into triumphs, this podcast dives deep into the heart of the physical therapy industry. From opening clinics to scaling businesses, we cover it all. Our episodes unpack the real stories behind successful practices, offering insights, strategies, and the motivation needed to thrive in today's competitive landscape. Join us as we explore innovative solutions to common problems, discuss industry trends, and provide you with the tools to enhance patient care and grow your business. Whether you're just starting out or looking to expand, "The Levels Podcast" equips you with the knowledge and confidence to make informed decisions and stay ahead of the curve. Tune into "The Levels Podcast" and be part of a community committed to elevating the Physical Therapy profession. Together, we can create lasting change and shape the future of healthcare.

  1. 3d ago

    The 7 Reasons Physicians Stop Referring to Your Clinic…

    🎯 WORKSHOP — The Predictable Referrals System Workshop | August 27th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/TMP-join If a physician used to send you patients and stopped, it is almost never random. It is almost always one of seven specific, fixable things inside your own clinic system. In this video, Dr. Robbie Woelkers breaks down all seven reasons physician referrals dry up, from slow access and admin friction to the silent killer most clinics never see coming: only sending bad outcomes back to the referring doc while your success stories never make it into the chart. He also covers the 72-hour priority slot rule, a three-touchpoint communication cadence (eval within 24 hours, progress every 4-6 visits, discharge always), and why ignoring referral coordinators, MAs, and office managers costs you more referrals than ignoring the physician ever could. This is for PT clinic owners who are already getting some physician referrals but watching volume flatten or fade, and want a concrete system to reverse it. By the end, you will have a self-scored audit across all seven categories and a clear picture of exactly where your referral relationship broke down and what to fix first. TIMESTAMPS: 00:00 Why physicians stop referring to your clinic 00:50 Why referrals are still one of the best patient sources 01:14 Robbie’s background and why this matters 01:52 The 7-part physician referral self-audit 02:57 Reason 1: Slow access 04:30 How to create priority eval slots for MD referrals 05:09 Reason 2: Admin friction 06:25 How to become easier for physician offices to work with 07:08 Reason 3: No communication 08:34 The MD referral communication cadence 09:47 Reason 4: Patient experience and compliance 11:10 Why the first 30 days matter 12:24 How cancels and no-shows damage referral trust 13:10 Reason 5: Only bad news returns 14:25 How to send patient wins back to physicians 15:08 Reason 6: Ignoring gatekeepers 16:25 Why gatekeepers can make or break referrals 17:00 Reason 7: Becoming invisible or replaced 18:06 How to build a simple visibility system 18:51 Final self-audit: where your referral system is leaking 19:28 How to join the Physician Referral Workshop Join 1,800+ PT clinic owners inside our free Skool community, where we post new trainings every week covering hiring, marketing, sales, operations, and profitability. Everything is free and built specifically for private-practice owners. https://skool.com/rehabceos

  2. Aug 11

    If I Started a PT Clinic From Zero, Here’s How I’d Get 100 Physician Referrals

    🎯 WORKSHOP — The Predictable Referrals System Workshop | August 27th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tmp-join If everything you built disappeared tomorrow, how would you earn your first 100 physician referrals again? In this video, Dr. Robbie Woelkers shares the exact roadmap he would follow to rebuild a PT clinic’s referral network from zero. He breaks down how to identify the right opportunities, build meaningful physician relationships, and create a system that keeps your clinic visible throughout the year. Whether you’re opening a new clinic or rebuilding an inconsistent referral pipeline, this gives you a practical place to start without relying on random drop-ins, cookies, or luck. TIMESTAMPS: 00:00 Rebuilding a PT clinic from zero 01:35 Start with the right niche 04:21 Identify your best referral partners 10:53 Research before you reach out 11:58 Become impossible to ignore 19:15 Win over the entire office 21:25 Become their favorite resource 22:25 Organize your referral relationships 25:07 Create content physicians value 29:12 Build a 12-month referral plan 34:00 The complete referral cadence 34:51 The Predictable Referrals System Workshop Want more like this? Join 1,800+ PT clinic owners inside our free Skool community. We drop new trainings every week covering hiring, marketing, sales, operations, and profitability. Come in and see what other clinic owners at your revenue level are working on. https://skool.com/rehabceos

  3. Aug 4

    Physician Referrals Aren’t Dead… Your Strategy Is

    🎯 WORKSHOP — The Predictable Referrals System Workshop | August 27th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tmp-join Physician referrals aren't dead. The way most PT clinic owners pursue them is. If your current strategy is showing up unannounced, dropping off food, and hoping a doctor remembers your name, you're doing exactly what you hate when a sales rep does it to you. You hide. You tell your front desk you're not available. You avoid them entirely. Physicians do the same thing to you. In this video, Dr. Robbie Woelkers breaks down a three-step framework called Call, Solve, and Send. It flips the power dynamic by leading with reciprocity instead of requests. You'll see the exact script for a first visit that opens with their problems, not your pitch, and how sending referrals to physicians first is what turns you from a vendor into a partner they actually want to work with. This isn't theory. It's a repeatable weekly system built around a short list of 10 to 25 practices, a structured first-visit conversation, and the operational fixes that make physicians notice when your clinic is different from every other one chasing their business. TIMESTAMPS: 00:00 Why physician referrals are not dead, but the strategy is 00:57 Robbie’s background and why the cookie-cutter strategy fails 01:25 What this video will cover 01:50 What PTs do to physicians vs. what reps do to you 03:30 Why clinics get commoditized into the cookie crowd 03:40 The Call, Solve, Send framework 03:53 Step 1: Call ahead and respect their time 04:30 Step 2: Show up to find problems, not pitch 05:34 Step 3: Lead with reciprocity 06:13 Recap: call, solve, send 06:31 Why reciprocity changes the referral dynamic 07:31 The exact script for the first visit 08:05 The pattern interrupt that lowers resistance 08:49 What to ask about their current PT referral experience 09:19 Follow-up questions that uncover real pain points 09:49 How to offer referrals before asking for them 10:31 Why this separates you from cookie-cutter vendors 11:02 How to turn the strategy into a system 11:11 Building your list of target practices 11:25 How many offices to call each week 11:57 Running the intro, questions, and reciprocity framework 12:37 Why feedback loops matter 13:36 How to circle back after fixing a problem 14:22 How to join the Physician Referral Workshop 15:07 Final reminder: call ahead, bring value, and send first Want more like this? Join 1800+ PT clinic owners inside our free Skool community. We drop new trainings every week covering hiring, marketing, sales, operations, and profitability. Come in and see what other clinic owners at your revenue level are working on. https://skool.com/rehabceos

  4. Jul 29

    The Sales System That Took My PT Clinic to $1.8M in 18 Months

    🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-join If Robbie took over your clinic tomorrow, this is the sales system he would install. In this training, Dr. Robbie Woelkers walks through the Transformational Selling Blueprint, a clinic-wide system designed to improve the way patients move from first inquiry to evaluation, plan of care, progress note, graduation, referral, and return. You’ll see where most clinics lose patient commitment, why more leads do not always fix a sales problem, and how to create a process your front office and providers can actually follow. This is for clinic owners who want a clearer, more consistent sales process across the full patient journey. TIMESTAMPS: [00:00] The Transformational Selling Blueprint [01:05] Why this is Robbie’s full clinic sales system [01:38] The clinic setup: four providers and two admins [02:51] Why most providers struggle with sales [03:12] Commission breath vs. selling from your own pocket [04:37] Money beliefs, pricing bias, and provider hesitation [05:38] Convincing vs. persuasion [07:01] Why Robbie calls it transformational sales [07:56] The moral obligation to help more patients [08:48] Where clinic sales systems break down [09:29] The infinity loop of the patient journey [09:38] Reach, registration, and reputation operating systems [11:20] Why more leads do not fix a broken system [12:40] Working backward from your evaluation goal [13:25] How conversion rate changes lead volume needed [14:08] Speed to lead and why response time matters [14:13] The 5x5x5 follow-up method [17:31] The law firm example: one case vs. seventy cases [20:37] Why systems beat star performers [21:17] The three C’s of intake: conversation, call control, confidence [21:58] The patient framework for intake calls [23:18] How to open with the purpose of the call [24:15] Agitating the problem [24:31] Physical, participation, and personal impact [26:42] The DIRT framework: duration, impact, root cause, trigger moment [27:36] Transitioning from the problem to the goal [28:26] “What did you like?” vs. “What would you change?” [29:58] Intensifying the patient’s goal [31:05] Explaining the cost of inaction [31:41] Asking permission to sell [31:59] Presenting the new opportunity [32:21] Selling the future, not the features [34:38] The rules of two for scheduling [35:37] Using intake forms to improve arrival rate [36:56] Registration recap and conversion targets [37:45] Custom plans of care [38:40] Diagnosing a clinic with 55 leads and low plan-of-care conversion [39:26] Why only six patients signed up [40:28] Selling the 10 pieces of a custom plan of care [42:53] Connecting the problem to the payoff [44:42] Physical exam and test-treat-retest [45:15] The Trust Trinity: belief in you, the process, and the outcome [46:50] Creating a custom plan of care [47:30] Pain, priming, performance, and prevention [49:15] Why six-visit packages lose patients after pain improves [50:22] Frequency x duration x revenue per visit [51:31] Getting the patient to say the timeline [52:20] What to say when the patient thinks it will take longer [53:20] What to say when the patient thinks it will take fewer visits [54:05] Frequency and clinic capacity math [54:49] Why three-times-a-week care improves completion [56:00] Why patients drop off when visits are too spread out [57:28] Perceived likelihood of achievement [58:32] Handling schedule conflicts and plan objections [59:23] Partner, spouse, family, and driver objections [61:15] Moving into the financial conversation [62:44] Presenting the price anchor [62:52] Prepay-in-full and the 20% discount [63:50] Half today, half later, and payment options [65:15] How insurance clinics can still use price anchoring [66:00] Collecting patient responsibility upfront [66:48] Pre-booking the full plan of care [67:45] The routine visit script [68:35] Pre-framing the progress note [69:12] Re-enrolling patients into the plan of care [69:45] Graduation, celebration, and proof [70:20] How to ask for better reviews [70:58] The handshake referral strategy [71:32] Teaching patients how to return [72:05] Reach sales vs. reputation sales [72:25] Join the Transformational Sales Workshop Join 1,800+ PT clinic owners inside our free Skool community, where we post new trainings every week covering hiring, marketing, sales, operations, and profitability. Everything is free and built specifically for private-practice owners. https://skool.com/rehabceos

  5. Jul 21

    Stop Buying New Patients — Turn 1 Patient Into 8 With This System

    🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-join The most valuable patient in your clinic right now may not be a new patient. It may be the one you are about to graduate. In this video, Dr. Robbie Woelkers breaks down why most clinics are overlooking the patients who already know, like, trust, and have gotten results from them. Instead of constantly chasing more leads, more ads, more SEO, more social posts, and more time spent trying to acquire new patients, Robbie shows how graduation can become one of the most powerful growth systems inside your practice. Most clinics let patients get better, leave quietly, and disappear. No clear closure. No review. No referral. No return. Robbie explains how elite clinics do it differently. They turn graduation into an intentional experience that starts on visit one, gets future-paced throughout the entire plan of care, and ends with a moment worth remembering. That experience creates the proof your clinic needs to unlock the four R’s: results, reviews, referrals, and returns. You will learn how to pre-frame graduation during the evaluation, how to create a celebration around the patient’s transformation, how to capture proof through photos and reviews, and how to educate patients on the right way to refer friends and family back to your clinic. This is for clinic owners who want to stop relying only on paid acquisition and start building a reputation engine that turns successful patients into advocates. TIMESTAMPS: [00:00] Why your most valuable patient is the one about to graduate [00:35] The three things this video will cover [01:18] Why most clinics think they just need more new patients [02:34] The overlooked patients who already know, like, and trust you [03:15] Every discharge is a decision [04:05] Why patients leave without reviews, referrals, or returns [05:00] Reach marketing vs. reputation marketing [06:30] How one patient can become two, four, eight, and beyond [08:10] The four R’s: results, reviews, referrals, and returns [09:24] Why most clinics do not educate patients on referrals [10:35] The metrics that reveal where your patient journey is breaking [11:25] Why graduation starts on visit one [12:10] Pre-framing pain, priming, performance, and prevention [13:32] How to explain graduation during the evaluation [14:42] Future pacing throughout the full plan of care [15:55] Why patients remember moments, not appointments [17:20] Creating a graduation experience patients actually feel [18:40] What most clinics get wrong on discharge day [19:32] How elite clinics celebrate patient wins [20:45] Turning transformation into something impossible to ignore [21:50] Showing patients who they became, not just what improved [22:55] Graduation bells, photos, wall of fame, and patient spotlights [24:10] Why proof builds provider confidence [25:00] How to ask for better reviews [25:52] The handshake referral strategy [26:58] Why returns are one of the strongest trust signals [27:30] The post-graduation letter [28:35] Building a reputation operating system [29:05] Join the Transformational Sales Workshop Join 1,800+ PT clinic owners inside our free Skool community, where we post new trainings every week covering hiring, marketing, sales, operations, and profitability. Everything is free and built specifically for private-practice owners. https://skool.com/rehabceos

  6. Jul 14

    The Real Reason Patients Drop Off After Visit 4

    🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-join If a patient has ever said, “Let’s just try a few visits and see how it goes,” the problem is usually not the price, the schedule, or the plan itself. The problem is belief. In this video, Dr. Robbie Woelkers breaks down why patients hesitate to commit to a full plan of care during the evaluation, and what great providers do differently to fix it. Most clinicians hear “I want to try a few visits” and assume they need to prove themselves in the first one, two, or three sessions. That creates pressure, rushed treatment, and a weak commitment from the patient. Robbie explains the real objection underneath that phrase: the patient does not fully believe yet that the plan will work for them. You will learn the Trust Trinity, the three beliefs every patient needs before they commit: belief in the provider, belief in the process, and belief that the outcome is actually possible for them. Robbie also walks through how to stretch the gap between the patient’s current problem and their desired payoff, how to move from surface-level symptoms into personal motivation, and how to use the phases of rehab to give patients a clear roadmap. Then he gets tactical. You will see how to ask better evaluation questions, use the DIRT framework, explain pain, priming, performance, and prevention, and get patients aligned on duration, frequency, and outcome before you ever ask them to commit. This is for clinic owners and providers who want patients to stop “trying a few visits” and start fully committing to the plan that actually gets them the result. TIMESTAMPS: [00:00] Why patients say, “Let’s just try a few visits” [00:47] The three things this video will cover [01:13] Why providers feel pressure to prove themselves [02:04] The real reason patients hesitate to commit [02:34] Why “trying a few visits” means the patient is not committed [03:09] The Trust Trinity: provider, process, and personal belief [04:56] Why the plan must feel possible for the patient [05:44] Problem to payoff: the first step in the evaluation [06:43] How to create a level-three conversation [08:33] The DIRT framework: duration, impact, root cause, trigger moment [10:15] How to stretch the gap during the evaluation [11:28] The secret question that connects the goal to the patient’s life [12:22] Why bigger gaps create bigger motivation [13:04] Selling the future, not the features [14:00] Why patients need a clear roadmap [15:00] Using test, treat, and retest to build belief [17:56] The four phases of rehab: pain, priming, performance, prevention [20:14] Why patients drop off after pain improves [21:13] How to explain the priming phase before patients quit [22:36] Why “trying” language weakens commitment [24:49] How to present the recommended plan [25:13] What to say when the patient guesses the timeline [27:16] How to align frequency, duration, and outcome [28:05] Perceived likelihood of achievement [29:46] The real risk objection behind “let’s try a few” [30:24] Anticipation vs. anxiety in patient decision-making [31:05] Why great providers sell the future [32:09] Action steps for your next 10 evaluations [33:00] Join the Transformational Sales Workshop Join 1,800+ PT clinic owners inside our free Skool community, where we post new trainings every week covering hiring, marketing, sales, operations, and profitability. Everything is free and built specifically for private-practice owners. https://skool.com/rehabceos

  7. Jul 7

    Why Your 6, 10, and 20 Visit Packages Are Killing Your Profit

    🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-join If your clinic is still selling six, ten, or twenty-visit packages, the problem is not that patients do not want care. The problem is that the model may be quietly crushing your margins. In this video, Dr. Robbie Woelkers breaks down why the standard visit-package model is broken for cash-pay and hybrid physical therapy practices. He shows how clinics can collect more money upfront, sell more visits, and still end up with almost no profitability because every bigger package comes with a bigger discount. Robbie walks through the math first: revenue per visit, cost per visit, operating expenses, and why discounting a $200 visit down to $140 can leave you dangerously close to your actual cost of fulfillment. Then he explains why the six-visit package creates a clinical and sales problem: it often gets patients out of pain, but not all the way back to performance. Then he introduces the better model: custom plans of care. Instead of selling preset boxes, Robbie shows how to build a plan around the patient’s actual goal, using frequency, duration, and revenue per visit to create a custom plan of care total. You will see how to price those plans, how to protect your margins, how to use a 20% prepay-in-full offer correctly, and how to present multiple payment options without racing yourself to the bottom. This is for clinic owners who want to stop guessing at package pricing and start selling plans that make sense for the patient, the provider, and the business. TIMESTAMPS: [00:00] Why the 6, 10, and 20-visit package model is broken [00:25] The cash-pay clinic profitability problem [02:30] How bigger packages can create smaller margins [04:00] Revenue per visit vs. package price [04:40] How to calculate your cost per visit [06:08] Using cost per visit to protect a 35% margin [08:43] How to audit your current package pricing [09:50] The four phases of rehab: pain, priming, performance, prevention [11:42] Why six visits usually only solve the first problem [16:10] The pressure six-packs put on therapists [17:27] Why custom plans of care work better [19:04] Connecting the plan to the patient’s dream outcome [21:07] Building the plan with frequency and duration [23:20] The four payment options for custom plans [23:33] Prepay in full and the 20% discount [24:20] Half upfront, half later, and monthly payments [26:36] How to reverse-engineer pricing from cost per visit [27:34] Frequency x duration x revenue per visit [28:42] Using price anchoring correctly [29:32] What to say when patients push back on price [31:28] How this applies to insurance, hybrid, and out-of-network clinics [32:17] Get the calculator and join the workshop Join 1,800+ PT clinic owners inside our free Skool community, where we post new trainings every week covering hiring, marketing, sales, operations, and profitability. Everything is free and built specifically for private-practice owners. https://skool.com/rehabceos

  8. Jun 30

    The Exact Framework to Take Patients From "I'll Think About It" to Paid in Full

    🎯 WORKSHOP — Transformational Sales Workshop | July 30th at 12pm EST. Reserve your seat: https://workshop.therehabceos.com/tsl-learn If patients are hesitating after the evaluation, the problem is not that they do not value care. It is the way the plan of care is being presented. In this video, Dr. Robbie Woelkers breaks down exactly how to take a patient from anxious, uncertain, and doubtful to excited about investing in their recovery. Dr. Robbie Woelkers walks through the psychology first: why patients need to feel the gap between where they are now and where they actually want to go. Getting out of pain is not the dream outcome. Getting back to work, sport, sleep, travel, training, or life without limitation is what makes the plan matter. Then he gets tactical. You will see how to uncover the real problem, connect it to the patient’s personal outcome, use test-treat-retest to build belief, prescribe frequency and duration with confidence, handle schedule and partner objections, and present payment options without sounding awkward or pushy. This is for clinic owners and providers who know their patients need care, but struggle to get them fully bought into the plan. Watch it, use the framework in your next evaluation, and see how much easier the sales conversation becomes when the patient understands what they are actually investing in. TIMESTAMPS: 00:00 How to go from awkward to irresistible when presenting a plan of care 00:43 What a custom plan of care actually means 01:36 The 3 layers of the patient problem: physical, participation, personal 04:04 How to “dig in the dirt” without sounding awkward 05:34 The trigger moment: when the patient decides enough is enough 06:43 Problem and paradise: connecting pain to the dream outcome 07:17 What to ask when a patient has already tried other care 09:55 How to uncover the real long-term goal 11:16 Future pacing: helping patients see what recovery gives them back 12:12 Why providers lose control of the evaluation 12:49 Pain, priming, performance, and prevention 14:18 Using test-treat-retest to build belief during the exam 15:18 The trust triangle: you, your process, and whether it works for them 15:34 How to turn the exam into a custom plan of care 16:16 Letting the patient help define the timeline 17:52 What to say when the patient thinks it should only take two weeks 19:02 How to prescribe frequency without guessing 20:18 Why plan of care completion changes with visit frequency 21:25 How to explain two times per week vs. three times per week 23:15 Building agreement around frequency and duration 25:28 Asking if the patient actually believes the plan will work 26:57 The 4 things that must align before payment 29:28 How to handle partner objections before they become payment objections 31:02 How to ask permission to sell 32:28 Presenting the package without rushing the price 34:30 How to use a price anchor 36:21 The 4 payment options Robbie recommends 37:48 How to frame insurance, cash, and out-of-network options 39:10 Why you need to collect payment and pre-book the full plan 40:02 Full recap of the custom plan of care framework 42:43 How to join the upcoming workshop Join 1,800+ PT clinic owners inside our free Skool community, where we post new trainings every week covering hiring, marketing, sales, operations, and profitability. Everything is free and built specifically for private-practice owners. https://skool.com/rehabceos

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About

Are you navigating the complexities of growing your physical therapy practice alone and seeking ways to avoid common pitfalls while maximizing your impact? "The Levels Podcast" is a podcast dedicated to helping you navigate the complexities of the physical therapy industry and emerge successful. Hosted by Dr. Joey Allbritton and Dr. Robbie Woelkers, two seasoned professionals with firsthand experience in transforming challenges into triumphs, this podcast dives deep into the heart of the physical therapy industry. From opening clinics to scaling businesses, we cover it all. Our episodes unpack the real stories behind successful practices, offering insights, strategies, and the motivation needed to thrive in today's competitive landscape. Join us as we explore innovative solutions to common problems, discuss industry trends, and provide you with the tools to enhance patient care and grow your business. Whether you're just starting out or looking to expand, "The Levels Podcast" equips you with the knowledge and confidence to make informed decisions and stay ahead of the curve. Tune into "The Levels Podcast" and be part of a community committed to elevating the Physical Therapy profession. Together, we can create lasting change and shape the future of healthcare.

Information

  • Creator
    Joey Allbritton
  • Years Active
    2024 - 2026
  • Episodes
    78
  • Rating
    Clean
  • Copyright
    © Copyright 2026 Joey Allbritton
  • Show Website
    The Levels

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