Super pumped to have one of my buddies, Michael Tancini from Ground to Overhead Physical Therapy, on the show today. We actually connected way back in 2015 via email. Funny story about that in the episode and it's been awesome watching his journey. Michael jumped straight into private practice right out of school, built his business, moved it cross-country, and rebuilt it. We dig into the challenges of starting out, the importance of niche expertise (especially his CrossFit background), the reality of entrepreneurial ups and downs, and how getting structure and support was a total game-changer for him, especially when he was feeling isolated and stressed despite hitting financial goals. Michael gets real about almost taking another job because the grind was getting to him, and how finding the right framework finally helped him enjoy the process again.

Michael shares his story from PT school inspiration (shout out Kelly Starrett!) to navigating clinical rotations he hated, which fueled his desire to build something different. He talks launching Ground Overhead PT immediately post-grad, first in San Diego within Invictus, facing networking hurdles, and then making the strategic move back home to North Carolina for family and a better fit. We cover the shock of seasonal business slumps, the feeling of being "on an island" without support, and the stress that comes with figuring out the business side alone. He candidly discusses hitting the six-figure mark but still feeling overwhelmed, leading him to join our Mastermind. He breaks down how that investment provided crucial structure, improved his sales confidence (converting 7 out of 8 leads right away!), reduced stress massively, and put him in a much better headspace and financial position, especially navigating the uncertainty of 2020. It's a great look at the power of mentorship, community, and playing the long game.

🔑 Key Takeaways:

• ✔️ Starting a cash practice right out of school can work if you have deep niche expertise (like Michael's CrossFit background).
• ✔️ Building relationships and networking is key, but can be challenging when relocating or facing established competition.
• ✔️ Understand your local market's seasonal trends to anticipate and manage cash flow fluctuations (like Chapel Hill's summer dip).
• ✔️ Hitting revenue milestones isn't enough; structure and support are vital to avoid burnout and entrepreneurial isolation.
• ✔️ Shifting your sales mindset from "taking money" to genuinely helping solve problems makes the process feel authentic and effective.
• ✔️ Investing in coaching/mastermind provides invaluable structure, shortcuts, and a crucial support system – it's not an expense, it's an investment.
• ✔️ Use slower periods strategically to build additional revenue streams like telehealth and programming.
• ✔️ Playing the "long game" requires building a solid foundation, systems, and a financial buffer for peace of mind.

🧠 Pro Tip:

Stop thinking of sales as a dirty word or something you have to trick people into. Reframe it: You're not just taking someone's money, you're guiding them towards a solution they need and helping them avoid the often worse alternative (misinformation from other providers, ineffective treatment, giving up activities they love). When you truly believe you offer the best path forward, confidently communicating your value becomes an ethical service, not aggressive selling.

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