January 9, 2025 • 37 mins
The long-term success of every small business starts with looking at its history and identifying the hits and misses along the way. In our premier episode for Season 3, hosts Austin Hankwitz and Jannese Torres sit down in person with Sherrice Rose, owner of Potentia Therapeutics in her clinic in Tampa, Florida. Together, they look back at her journey of buying an existing physical therapy clinic and making it her own. Hear the lessons she’s learned along the way and discover how studying her business's history helps her forge a path forward.
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Episode Transcript
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Speaker 1 (00:04):
Ruby.
Speaker 2 (00:06):
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(00:29):
revising any information presented. Listeners should verify statements before relying
on them. Welcome back everyone, and welcome to all our
new listeners. This is Mine the Business Small Business Success Stories,
a podcast brought to you by Into It QuickBooks and
Ruby Studio from iHeartMedia. I'm Jennise Torres, creator and host
(00:51):
of the award winning personal finance podcast Yokiero di Netro
and author of financially Lit, The Modern Latina's Guide to
level up your de netto and become financial.
Speaker 1 (01:01):
And I'm Austin Hankwitz, host of The Rich Habits podcast
and co founder of with S Ventures. But you may
instead recognize me for my short form videos about personal
finance and investing on TikTok.
Speaker 2 (01:10):
We're here for season three of the podcast, and Austin
and I are quite literally hitting the ground running from
where we left off last season. We're traveling all over Nashville, Tennessee,
and Tampa, Florida to talk with business owners in person
about the ups and downs of entrepreneurship.
Speaker 1 (01:24):
Denise, I know you're from Tampa. You actually just bought
a house right outside of Tampa. I've lived in Nashville
now for the last six years, so this is going
to be a lot of fun.
Speaker 2 (01:32):
But Austin, before we get into that, what have you
been up to since last season?
Speaker 1 (01:36):
Oh my goodness, what a great question. So my dad
got to celebrate his seventy ninth birthday. I celebrated a
three year anniversary with my girlfriend. The Rich Habits podcast
has been trending in the right direction. We launched like
this private community where we do live streams. Now, what
about you?
Speaker 2 (01:52):
That sounds like a super packed year, and I have
to say I've had one as well. I got engaged,
I got pregnant, I'm running a multiple six figure business.
My book came out, I went on a book tour,
and that's just the beginning of it. So twenty twenty
four was definitely a whirlwind.
Speaker 1 (02:11):
Let's go. That sounds like we've both been up to
some really exciting stuff now. I can't wait to kick
off this first episode. Jennise, me either.
Speaker 2 (02:19):
But before we meet our guests, Austin, do you remember
what it was like when you were just starting out
on your journey. Do you ever, like just look back
and reflect on those days and everything that's happened in between.
Speaker 1 (02:29):
I really do. The biggest lesson learned reflecting on those
early days was just how important consistency is when you're
starting a personal brand, when you're starting any sort of business,
Just the consistency that goes into it, showing up being
the best version of yourself every single day to do
good business, and just thinking about that and reflecting upon that,
(02:49):
and how important that was Deanie in the first twelve
to twenty four months of my business, I say, was
the big key differentiator there.
Speaker 2 (02:56):
Yeah. I think with the beginning of the year, it's
natural for us to want to look back as business
owners and see what worked and what didn't. I think
it's incredibly helpful to look back at those major milestones
and even mistakes, to remember those key lessons that you
learned and changes that you made or strategies that you implemented.
Speaker 1 (03:11):
That is one hundred percent correct. Your journey as a
business owner is its own story, so going back and
looking at how you and your business have developed from
the very beginning until now can be super helpful.
Speaker 2 (03:23):
Yeah. I think back to when I was first starting
out considering writing a book, how it wasn't even something
that was on my radar. And once I started talking
to my audience and realizing that there was this hunger
for some sort of resource that they could hold in
their hand versus like a podcast or social media content,
I knew it was time. And so, you know, it's
probably one of the hardest things I've done so far
(03:44):
as a business owner and a content creator, but it
really has paid dividends because now it allows my audience
to have an even deeper connection with my expertise as
a personal finance creator.
Speaker 1 (03:54):
You are so inspiring, Janie, and I cannot wait to
dig deeper into the book that you've published. But enough
about us, let's introduce our guest, Scharise Rose of Potentia Therapeutics.
Speaker 2 (04:08):
Charis has a doctorate of physical therapy after earning a
Bachelor of Science degree in microbiology from Louisiana State University.
After her education, she enjoyed working in a big hospital network,
but found herself wanting something with more flexibility. She also
noticed that therapy clinics tended to be overbooked and understaffed,
which created conditions for many patients that she found lacking.
(04:28):
After a move to Tampa, she was working in a
clinic that initially spoke to the more direct one on
one patient therapist scheduling, but over some time things shifted
and seemed to be trending in the direction of packing
schedules with multiple patients at a time. Determined to make
a change, Cherise took action. She bought out her former boss,
became the owner and clinic director, and renamed the clinic
(04:49):
Potentia Therapeutics.
Speaker 1 (04:51):
Cherise immediately set out to improve the business and bring
it up to her standards. She expanded the team from
three to sixteen therapists and created a culture of exem
employer patient care, and focused on better work life balance
for her employees. Charis has operated Potentia for the last
eight years, winning Tampa Magazine's coveted Best of South Tampa Award.
(05:11):
For the last six years in a row. Currently, Charise
and her team of highly trained physical therapists at Potentia
continue to practice evidence based physical therapy and wellness allowing
for precise diagnosis and skillful management of movement dysfunction.
Speaker 2 (05:25):
Cheris, We are here at Potential Therapeutics in the lovely
Tampa Bay area in your clinic. Welcome to mind the business.
So excited for you.
Speaker 3 (05:35):
To be here. Thank you.
Speaker 2 (05:37):
Now you have a very unique origin story, as you
bought this business from your boss.
Speaker 4 (05:41):
I sure did so tell us about that. Okay, well,
I'm a physical therapist, but I believe in wellness. So
my history is that I was pre med major in college,
but then physical therapy drew me in more because it's
more conservative and its care. It's more treatment based and
wellness based. So when I became a physical therapist, I
would look for clinics that yearn from that as well.
Speaker 3 (06:01):
And we have a weonness based model here in Tampa.
Speaker 4 (06:03):
My boss also had the same concept based out of California,
So this is the first clinic outside of California that
had that kind of concept, and so we wanted to
create a space that allowed the patient to have WEONUS
based treatments as well as PT visits. So we look
at the continuum of care with the patient injury based
treatment BOSS, so keeping them well for years to come,
(06:24):
preventing injuries versus the treatment symptoms that they exist. And
so we decided to create that space here. My boss
was here for four years and I ran the spot
for four years as a clinic director, and we had
great success here. I worked in clinics before where you're
seeing a patient for a treatment session for an hour,
but so maybe two patients one hour, three, an hour,
(06:44):
four an hour sometimes, which is to me kind of outdated.
So we'd yearned for a space where could see a
patient one on one patient care without being double booked,
so that patient had that quality care with that therapist
for an hour. We launched that here as the former clinic.
And so when he wanted to fold into to the
kind of issues existing with insurance based care, I want
(07:05):
to keep the same practicing one on one care, so
I decided to consider buying him out and launching my
own space. When he wanted to revert back to the
old ways of doing physical therapy.
Speaker 2 (07:17):
Yeah, so it sounds like there was a difference in
philosophies about how to approach your client experience, and so
would you say that's the main driver for wanting to
go into business for yourself versus wanting to continue to
work for someone else.
Speaker 3 (07:29):
That's right.
Speaker 4 (07:29):
I wanted to create a space that I can love
and thrive in. And for so many years we didn't
have a voice as therapist. We worked for big companies, hospitals,
large chains that maybe you were a number to the employer,
but not really a face or a name. And so
I want to create a space where the therapists actually
we're seen and heard and we could practice as the
clinches we wanted to be and thrive to be. And
(07:50):
so we did that in the space and I feel like, oh,
my therapists, my coworkers are my friends, They're a family
to me, and we create a space where patients feel
loved and cared for.
Speaker 2 (07:58):
You know, I really like that whole list approach because
in my own experience having physical therapy, I have felt
in the past like it's kind of just like they
want you in and out as quickly as possible, and
there's not really this emphasis on maybe like.
Speaker 3 (08:10):
Keeping you out of the office.
Speaker 2 (08:12):
It's almost like they want you to keep coming back,
which makes sense because you know every time you come
you get paid. But also if I'm not making modifications
in like how I'm taking care of myself, it's almost
like you're on a hamster wheel of just continuous care
where I don't necessarily want to be in pain all
the time forever.
Speaker 3 (08:29):
I agree with you.
Speaker 1 (08:30):
I think a really interesting statistic right now is that
there are about four million baby boomers that retire every
single year, and a lot of these baby boomers are
small business owners, and they don't really have these succession plans,
and so sometimes what happens is someone who is interested
in running a small business, a locally owned business, will
go and they'll buy this business, right And what's wild
(08:52):
about that is they have no idea nine times out
of ten how to run a business for themselves. So
I'm curious, what were some of the specific challenges that
you went through as it relates to taking over a business.
Speaker 3 (09:06):
Okay, yes, I'm a clinician first business owner.
Speaker 4 (09:08):
Second, so this was something I say fell into my
lap and it was just luck met opportunity at the
same time. But I also had a vision for this.
The funny story is that the name Potentia. I met
with my lawyer about four years prior to develop a LLC.
I didn't know what the LC would be, but I
knew the name would be Potentia at some point. And
then four years later came opportunity with my former company
(09:29):
to buy them out and change that name to Potentia.
So it was always in my mind that would create
my own space in some kind of way, but I
didn't know how I would do it. So fast forward
to four years later, when the other company was here,
I decided to buy them out. I did not know
much about business, but I did have a lot of
patients of mine and friends and family in the business
world and finance and.
Speaker 3 (09:50):
In hospital administration that can help me.
Speaker 4 (09:52):
So I met with two gentlemen before designed to buy
the company when was a CEO of a hospital retired
for ten years, worked in the business for thirty years
or more. And my husband's uncle who's a VP of
a large bank. And met with both of them and
talked about my ideas for the business here, and they
looked at all my data, my numbers, and said it's possible.
(10:13):
So I think one thing I took away from that
situation is that knowing to have a team around you that.
Speaker 3 (10:19):
Knows what they're doing, so know how to hire your
team that supports you. And that's what I did well.
Speaker 4 (10:24):
I think I just found people in my circle who
were my champion and also believe in the concept and
also gave me the truth.
Speaker 1 (10:34):
So that makes a lot of sense. Now. Tactically speaking,
you take over in existing business. That business has customers,
it has protocol, it has existing software. Talk to me
about how you adapted to some of these changes that
might have been different, and then how did you keep
your customers since they were so I'm sure used to
something different.
Speaker 4 (10:54):
Funny story is that we did have Yes, we maintained
the same space. So one thing we did well was
we did not move. We had the same space. We
just changed the name our signage and patients who were
former patients of ours for years would drive by and say,
you know, I need therapy, but that name looks different,
but I think I went there four years ago. And
so they walk in and they become our patient again
(11:15):
and say, that's sure. You know she was my therapist.
We had new therapists at the time, but they believed
in what we did before and knew that we had
quality care, and so I maintain my address, my fax numbers,
my phone numbers, so if they called the same number
even though it was formerly the other name, they knew
it was still therapy.
Speaker 3 (11:31):
And so my patients just followed us. We did not
maintain some insurers.
Speaker 4 (11:36):
We only kept Medicare and Tricare based on reimbursement purposes.
A lot of the insurers don't pay very well when
it comes to reimbursements, so we had to make sure
we were getting enough for our patient visits, to maintain
a clinic space and to not fold, and so we
decided to defer some insurance contracts which weren't open at
the time, and kept on two contracts with that said,
(11:56):
those people who were patients of ours who had at
Neblue Crossbow Shield signa knew that we were great therapists
and decided to go cash pay with us and stay
with us so they would pay higher rates for better care.
A patient of mindset to me, he says, Listen, why
would I go to another site and another physicallypity clinic
if I'm paying for my copay for that hour, but
I'm double booked to other patients, So use me for
(12:17):
an hour. You get me better in one visit. That's
one visit a week versus three busits a week somewhere
else where. I'm not feeling better. So he chose to
stay with us, and that's what most people do all
the time with our clinic space.
Speaker 1 (12:27):
Talk to me about the branding, right, I think a
lot of small business owners listening right now are either
trying to figure out the name or their business. Maybe
they just acquired a business that exists and they want
to rebrand it. How did you approach rebranding this existing
business and what does the new branding mean to you?
And what type of customers do you hope to attract
with this branding.
Speaker 4 (12:49):
Yes, I can start with the name Potentia means power
in Latin. I was looking for a nice, strong name
and I could draw all kinds of patients to our clinic.
So I wanted patients to feel powerful in their treatments
and powerful in their advocacy for their health. I think
having that branding potential, just being powerful and the way
they apply themselves as therapists and how we treat our
patients was like builtimin Cole.
Speaker 2 (13:09):
That's amazing. It really is about empowering the Yes, yes,
I love that. So you're obviously working here previously as
an employee. What's it feel like to get your first
paycheck as an owner and how does that change? What
did you have to adjust in order to make that transition?
Speaker 4 (13:25):
Well, I know, launching the clinic in the first year,
you know, you want to make sure you're doing well,
you're staying profitable, and making sure that you have all
the teas, cross eyes, dot it, and I just made
sure I wanted to take care of my employees first
and the business first. So like I definitely paid myself,
maybe less than I would have paid myself initially, but
once that first year past, I knew that we can
(13:45):
be successful in the business and everyone would win.
Speaker 3 (13:47):
And I want to make sure everyone's.
Speaker 4 (13:49):
Taking care of so when the business thrives and when
everyone is happy, we all thrive.
Speaker 1 (13:53):
Considering. This episode is very much focused on reflecting over
the last several years of the business owner. Now you've
been in the space for I think you said it
was eleven years and you've owned it for seven. Yes,
So kind of staying on this theme of reflecting back,
can you share with me as we reflect back? Call
it seven years ago before this was a Sharis owned clinic. Right,
You're just about to walk into this new amazing chapter
(14:16):
of your life. What emotions were going on in your head?
How did you feel, what were you scared of? What
were you excited about? Walk me through the feeling of day.
Speaker 3 (14:26):
One day one.
Speaker 4 (14:29):
Day one was actually pretty transitional. It was a quick turnaround.
I remember closing as the previous business on a Thursday
and then opening us the next business on a Tuesday.
There's really no change in like the space. But I
knew that I wanted it to succeed. I must say
I'm a type of individual who jumps in first and
think second. I assume there's going to be a yes.
I never expect to know if there's a no. I
(14:49):
try to convince someone that it should be a yes.
So I just was very optimistic in jumping in the clinic.
I just thought we have the tools. I mean, in
this for almost twenty years and there is no quality care,
and as long as we have all the administraty of
tools in place, then we can succeed. I know there's
a little bit of fear, maybe a little bit of fear,
but to me that drives me that means I should
(15:10):
be attempting it, attempting to get over that fear and
try to succeed in that area. I knew that I
have a family at a nine month old at the time,
my son and my husband in my corner, and I
knew that this is the right time to take a
leap of faith. I mean it's always a challenge. I
mean starting a new practice during a business. I knew
that my quality care was there. I mean, I knew
that we had the hands on skills, we had team
(15:32):
in place at the time, and if everything would fall
into place.
Speaker 1 (15:36):
I've heard that a lot with other small business owners
and entrepreneurs, this mantra of build an amazing product and
your customers will come. Yes. Right, the word of mouth
is going to happen. If you have a great product,
people will come.
Speaker 3 (15:48):
That's right.
Speaker 1 (15:48):
And so it sounds like that's what you really leaned
into as a small business owner. It might take, you know,
a couple of weeks or a couple months, but it's
eventually going to turn into a thriving business, which it
has today.
Speaker 3 (15:58):
That's right, I agreed.
Speaker 4 (15:59):
I just that you know, having the previous business and
being the clink director for that business.
Speaker 3 (16:03):
I knew that the model was working.
Speaker 1 (16:07):
Is the current business as it is today what you
had expected it was going to turn into? Or did
you have other expectations or desires for the business in
the beginning, then you realized, wait a second, that was silly.
We should actually do this instead.
Speaker 4 (16:21):
It's so funny. This client grew fast than I thought
it would grow. The biggest growth was through the pandemic.
And I to tell you why. During the pandemic, I
think people had to approach their life and mortality and
they realized, wait, am I doing the right things of
my life to be successful, to be happy, to be healthy.
We are essential workers as physical therapists, so we stayed
opened in the pandemic, so we were able to work
in the pandemic, and so we were like sometimes the
(16:42):
first person someone saw all day, all week, and we
made their day and we had a safe space. That's
when we grew the most, honestly, is during that time,
and people started thinking about their own health and being
empowered by it.
Speaker 2 (16:54):
So I think one of the unique things when you're
buying a business is you're also buying the forensic analysis
that comes with us, right, So you get to look
at what's been going on with the books, procedures, what
have we been doing, what services have we been selling.
I'm curious, once you started kind of digging down, did
you find anything that maybe raised some red flags for
(17:15):
you or did you see some stuff that like, Okay,
this is working, we should continue doing this.
Speaker 4 (17:19):
Yes, I think what I learned is that as far
as reimbursement, so you know, insurance drives a lot of healthcare,
and so in our space, we had a hybrid based clinic.
We had insurance based and cash bay clinics. So we
wanted to maintain that space and make it reasonable for
patients to come and see us, even that they had
no insurance. Sort of fee schedule that was pretty average
compared to all the other FEA schedules out there in
(17:41):
the world, which is other pet clinics had the same
pricing point for evaluations, follow up visits. And then we
had to increase that fee schedule and raise the rates
you know, every year or so a little bit.
Speaker 3 (17:52):
To help with inflation, of help with.
Speaker 2 (17:54):
Costs of real estate here exactly, but not getting any
cheaper exactly.
Speaker 4 (17:58):
We doubled in size, and so we have had to
make up for the double rent, and so we did
raise the rates and the fee schedule. We also did
make sure we maintain that patient care within those rate
changes so that we don't price gout anyone out of
our clinic space.
Speaker 3 (18:13):
So that was important. One thing I.
Speaker 4 (18:14):
Learned is that we had a billing company that was
doing a great job for us, but not the best job,
so there's lost revenue. Let's say you complete a patient
note and there's like a mistake made that patient note,
Well you can you can change that on the back
end and resubmit for insurance and get that billing collected
on the back end. So the billing company wasn't informing
us at all times in a timely fashion when some
(18:34):
mistakes were made. So we decided that company wasn't for us.
They weren't able to keep up with our demand. Sometimes
in a month we may see seven hundred patients come
through the door. So we want to make sure we
can maintain that care and with our billing as well.
So we changed companies and that was a big change
we had to make, and we had to make sure
we were not leaving any money on the table basically
(18:55):
and not missing reversements.
Speaker 2 (18:56):
Yeah, that's a great attitude to have, and I think
it's important to know as a business owner, you're going
to go through different growth seasons and there's just going
to be some support that maybe got you to where
you are, but is not going to necessarily be able
to get you to that next phase. You know. It's
just about kind of making sure that at the end
of the day, you're getting the support that you need
so you can provide the optimal experience for your clients.
Speaker 3 (19:17):
That's right.
Speaker 4 (19:18):
It's all that takes all of it, not just the
personal care, health care, but like knowing that it's a
business and if I could, I would treat everyone for free.
Speaker 3 (19:26):
Would I would? But then we would not have a
clinic and we wouldn't be able at a hobby.
Speaker 4 (19:31):
You could treat me for fresh Yes, I'll do that
any time, but you know, we would have a clinic.
You know, we would have four walls and yeah, so
we had to maintain some business aspects.
Speaker 2 (19:46):
Coming up on mine the business small business success stories.
Speaker 4 (19:49):
You live and breathe the business. It's like your baby.
It's like you know, you want to protect it. You
have to protect the palace at all costs. You whatever
that may be. Just protect the palace. We'll be right back.
Welcome back to mind the business.
Speaker 1 (20:11):
So I've been an entrepreneur for going on five years now,
and I've made countless mistakes. Okay, so you're going on
now year seven, year eight, what are some mistakes that
Reflecting back, thinking man, that was goofy right, what are
the mistakes that you had made and what did you
learn from them?
Speaker 4 (20:29):
I think not catching the billing mistakes early was one
thing I would have like, because I can't collect that
money now it's gone.
Speaker 3 (20:36):
How long did that go on before you guys are
read on something? Maybe a few years? I think a
few years.
Speaker 4 (20:41):
I mean, now could we collect that money? You have
a year after finding an insurance claim to like get
that money. So if you see a patient, you have
a year to finish that note and you get the collections.
And so this is beyond a year that these things
were happening, so we couldn't go back in time and collect.
So you know, it is what it is at the
time back and that was one mistake we made. You know,
(21:03):
just making sure that I maintain growth and profitability as
well as take care of my employees, that's important. So
if we get collect as such as we can through
our fee schedules and through insurance and thinking smarter, working
smarter and harder.
Speaker 3 (21:17):
That that helps.
Speaker 1 (21:18):
What's a strategy for balancing growth and profitability? Again, you're
on year seven, year eight. I'm sure you do a
great job of is it monthly? Is it quarterly? Is
it annually? Sitting down with the finance team and going
through the books understanding how much you're spending on marketing
versus how much you're profiting per new visit new clients.
(21:39):
Walk us through that.
Speaker 4 (21:40):
Okay, So we have a monthly meeting. Michell and I
and my office assistant we meet once a month to
go over numbers. Sometimes you go over numbers with the
company we work with the billing company, and we go
over collections and you know, lost revenue and how to
collect the revenue. My accountant I meet with every three
months quarterly to go over our accounting numbers, like how
we're doing I buy this new machine? Can I raise
(22:02):
my fee schedule? Should I raise my fee schedule? Can
I pay my therapis a little bit more? And how
much can I pay them? So these questions I asked
the team so that we try to profit and not
save our losses, keep them smaller than larger we have losses,
and that we did see a change happened with the
two hurricanes. It was unprecedented times. We had two hurricanes
that was not planned. So we definitely had to pivot
(22:23):
through those times and figure out, Okay, well, you're not
seeing patience in those weeks, and so that's not money
coming in. So we had to figure out how to
save for rainy day, which is a lot of rain
actually a rainy day.
Speaker 1 (22:38):
It sounds like an ongoing theme of the success you've
experienced with this business is surrounding yourself with a good team,
good partners and employees, good accountants, good mentors, good financing people. Right,
everything comes around this idea of surrounding yourself with a
team of people who have your back. We're going to
be very honest with you and then also encourage you
(23:00):
when you might be, you know, having a hurricane day.
Speaker 2 (23:03):
So, as someone who has now been in the driver's
seat of this business for seven years, you've seen a lot,
You've seen a pandemic, you've seen inflation. How has the
information that you've collected in the past served you going forward,
because I imagine it not every year looks the same, No.
Speaker 4 (23:21):
Every years looks the same. And just knowing that reimbursement
can take a long time. For instance, if you file
a claim with Medicare, you may not get paid for
three to four weeks.
Speaker 3 (23:29):
Wow, you know.
Speaker 4 (23:30):
And you know, sometimes there's a mistake made, you might
have to wait two or three months to get that claim.
So it's it's very cyclical. It's it's kind of like
up and down when collections are concerned. You know that
maybe in December and January things shut down in the government,
so you have this holiday kind of like schedule where
you might not get a lot of response from insurance
(23:50):
companies are from the government because they're also on vacation
and enjoying their holidays. So that means that if they're closed,
we're closed. Reimbursement it depends of like they're getting to
our you know, our documentation, getting to our charting and
paying us in a timely manner.
Speaker 3 (24:04):
So that may slow down in the first quarter.
Speaker 4 (24:06):
So we learned that we have to like maybe not
do big projects in the fourth court of the.
Speaker 3 (24:11):
Year, maybe just like you know, hold on to like
our cash.
Speaker 2 (24:13):
And that makes a lot of sense, yea, And you
only know that with information, right, That's why I only
you can know that by being able to look back
and see, ooh, this is a seasonal thing. We need
to be mindful of what time of year this is,
to be strategic about how we deploy cash and also
just what we take on as a business. Yes, so
what's the biggest surprise that you have had in this
(24:35):
small business owner journey?
Speaker 4 (24:37):
I did know growth this fast and that you have
to be all in. So like my laptop is always
with me vacations, it's always with me.
Speaker 3 (24:45):
I traveled with it.
Speaker 4 (24:46):
We went to London recently with my family and it
was time for payroll, so that laptop came with me.
I made sure you know to do payroll in London,
and just make sure like I can take care of
business when I'm away. So you still have to vacation
and take time for yourselves. But also your business is
always on your mind and to know that never shuts down.
It's always like part of your life and you have
to be all in at all times. So I think
(25:06):
you live and breathe the business.
Speaker 1 (25:07):
You know.
Speaker 3 (25:07):
Someone always says it's like your baby.
Speaker 2 (25:08):
It is.
Speaker 4 (25:09):
It's like your baby. It's like you know you want
to protect it. My coworker Meredith, she says, protect the palace.
You have to protect the palace at all costs, you
whatever that may be. Just protect the palace from unhappiness
from the IRS.
Speaker 3 (25:22):
IRAS's exactly exactly. Irs.
Speaker 4 (25:25):
Protect the palace from just like you know, keep it joyful.
Just protect it from hurricane. Yes, and just make sure
you steer clear of things that could maybe pull you
off the path of like success.
Speaker 1 (25:34):
Yeah.
Speaker 2 (25:34):
Well, and I can imagine that being able to run
payroll from London. It's only possible in this modern era
because of programs like into a quicks Oh yes, can
you imagine having to like sit there and physically write
and mail tracks like back in the day. I'm just like,
I'm so glad I'm a business owner in this modern era.
Speaker 3 (25:51):
Oh, we love into it. You use it daily and
we love it.
Speaker 1 (25:54):
Let's actually dig into that. As you know, Intwit QuickBooks
is great for record keeping. With intwit QuickBooks, I manage
my businessiness in one place. I track money in and out.
I'm running payroll just like you. I make and accept
payments all in one integrated platform. And the best part
is it's all recorded. I can go back and look
at what I spent on marketing in my first year
and how much that might have positively impacted my business,
(26:16):
and say, should I spend more this year? How is
that trending? What decisions should I make? So do you
have any strategies for looking at your business's performance week
by week, month by month, or year over year so
that you can keep going with what's working and improve
where things need to be tweaked up a little bit?
Speaker 4 (26:32):
Oh yes, looking at into it quick books and the
way it helps us. We look at collections on a
weekly basis, daily basis to see like how well we're
doing a daily, weekly, monthly and we know if there's
going to be a slow month coming. We can look
at previous history, last year's data compared to this year's
data and see well how we do. Then we can
see also growth factors like how well we've grown from
last year to this year. I know as we are
(26:52):
a hybrid based clinic, have an insurance for Medicare and
Tricare and cash pay visits as well, cash pay every
day with into it right versus getting collections from insurance
would be mailed to us or direct deposit too, So
having that real time cash through QuickBooks so important to
maintain the space and know that we're going to get
that payment.
Speaker 1 (27:11):
I would also imagine it helps with sort of real
time understanding of cash flow, right because you mentioned and
I think a lot of people listening can empathize with
the fact that sometimes you send an invoice to Nison
doesn't get paid for sixty days, right, So you know,
having this real time visibility could be really important for
someone in your shoes.
Speaker 4 (27:28):
Oh yes, oh yes, and making sure we have we
able to pay our vendors and making sure we're getting
paid as well. Is there important to have that convenience
through QuickBooks. It's been successful for us to maintain that flow.
And yes, accuracy, accuracy, I think that's a key term here, right, accuracy, Yeah.
Speaker 1 (27:45):
Accuracy and visibility.
Speaker 3 (27:46):
Yes, yes, I agree with that.
Speaker 1 (27:48):
Something we talked about earlier when you first walked into
this new chapter of your life of owning this business
was optimism, right, very optimist, Nick, not very fearful, just
very excited about the future. Now fast forward seven eight
years into the future, do you find yourself still very
optimistic and how has that sort of translated in risk taking?
(28:10):
Do you see yourself taking big risks today were you're
taking big risks in the beginning, and those risks could
be anything like hiring new people, expanding into a new space,
things like that.
Speaker 4 (28:20):
I think I took more risk early on because we
just launched the business. It was a smaller clinic path
of size, less rent, and we had a therapist who
are amazing, and we had to prove our products. So
I think I took more over then to like kind
of develop the clinic and make sure that we were
providing the best lighting, are the best atmosphere, and the
best marketing. And we definitely had marketing lunches with our
(28:40):
doctors and we're out there in the market getting people
to know who we were, and yeah, that was fun.
The first three four years of launching was just bring
our name out there. I think I'm less risky now.
I'm more trying to fine tune everything because I think
there's more to lose because I have more therapists on staff.
Speaker 3 (28:59):
I have family.
Speaker 4 (29:00):
I think about I have coworkers who are like my family,
and they have children, they have husbands, and I want
them to have a stable job and a stable career
and to protect our palace.
Speaker 3 (29:08):
So I think I take less.
Speaker 4 (29:09):
Risk now than I did before, but I'm still looking
to the future. For instance, I would love to launch products.
I have ideas for products, you know, maybe launch something
that I think we need in the world, like an
ergonomic device or something like that.
Speaker 3 (29:21):
I have that on my plate in my mind. I
want to write a book.
Speaker 4 (29:24):
Things like that could be kind of like passive income
for the clinic, but the active income is more seing
patients and I want to protect that. I think one
risk I took was expanding the clinic. So from four
years we took the wall down and jumped across to
the pandemic, so that was pretty risky. So I think
that I want to make sure to grow the clinic.
We continue to like change our kind of method of
(29:45):
working and expanding our clinic space and our therapists and
our team, and.
Speaker 3 (29:49):
We love it.
Speaker 1 (29:50):
So it sounds like in the beginning it was more
of financial risks, right, pulling the rent, going out there,
getting your name out there, taking people at the lunch
dodent and marketings like that, where today it seems like
reputational risk is what you're focused on. Yeah, right, making
sure that your reputation stays five stars out of five stars,
like it is right now.
Speaker 4 (30:09):
Yes, we want to make sure our patients feel cared for.
My coworkers are feel cared for by me and by
our team. We tend to work well together and we
want to maintain that as well. So we have a
village we want to protect. And I feel like one
thing I have at point out is that we have
work life balance.
Speaker 3 (30:24):
A lot of right therapists are off a day of
the week or two.
Speaker 4 (30:27):
Some work part time because they want to because their parents,
and some want to work full time, but they work
maybe four ten hour days. So I encourage a hybrid
schedule as well. We have that balance. Our team is
pretty much the same team we started with.
Speaker 2 (30:39):
Wow, so sounds like you're really good at not only
protecting the palace but protecting the village too.
Speaker 5 (30:44):
That's right.
Speaker 3 (30:45):
Thank you for saying that. I do love my village
and I hope they know that.
Speaker 4 (30:48):
But I just want to grow with them, and I
see how we can be a great neighborhood clinic that
people feel comfortable coming too. We have patients who come
here just for coffee in the lobby, they have no
patient visit. They want to come have coffee engage with
us and that's amazing.
Speaker 3 (31:01):
We love that.
Speaker 2 (31:02):
Yeah, that is a unique uh loyalty that you've built
into your client.
Speaker 1 (31:06):
Because that's all.
Speaker 3 (31:07):
Thank you.
Speaker 2 (31:09):
What is the biggest lesson you've learned about yourself in
this entrepreneurial journey.
Speaker 4 (31:13):
The bigest lesson I'm going about myself is that you
can't do it all. You know, you have to delegate.
And I know for me, my calendar is full. So
like as far as my social life, my personal life,
and my professional life. You want to be balanced. So
balance is important. And so in a day, I may
have certain task scheduled, but I realize that's my calendar.
(31:34):
I may from myself in my mind. No one has
this calendar but me. I can change any time, so
and I do.
Speaker 1 (31:40):
So.
Speaker 4 (31:41):
The way I kind of moved through life and with
task is that I have a conveyor belt. It's a
conveyor belt. If it doesn't get taken care of today,
it's on the belt, right, it comes back around at
some point. No need to stress, we need to worry
about it. It'll happen in due time. You can do
it all, but it has to be not at the
same time, not at the same time, giving yourself some
grace that I give yourself some grace.
Speaker 1 (32:00):
That's something I certainly struggled with in the beginning as
an entrepreneur. Was I saw online all these people working
twenty four hours a day and seven days a week,
going hard and doing all these crazy things. I'm like,
that's what I have to do to be successful. And
it took me a very long time to realize that
is not the definition of success. Happiness is the definition
of success for me at least. And so to your
(32:20):
point of giving yourself grace, Oh, I wasn't able to
meet with this person, or I wasn't able to get
this specific business task done. It's on the conveyor belt.
It's going to come back around. We've got tomorrow, the
week after, and the many more years to come. As
it relates to being an entrepreneur, So having that balance
to your point between work and life and relationships is
the most important thing.
Speaker 4 (32:39):
I concur I just think giving yourself grace and knowing
that to take out other people, you have to take
care of self and so that's not stable and important
to you, then it can all fold.
Speaker 2 (32:48):
I think that's a great reminder of again how important
mindset is the conveyor belt gives me this reassurance that
those things that are for us as entrepreneurs will wait
for us until we're ready to get back to them.
Cheri's this has been an incredible conversation. I am so
excited to continue to follow your growth here in the
Tampa Bay area. I predict multiple clinics because what you're
(33:11):
doing here is very unique and very needed, as you
can tell by the fact that you have a wait list.
So we're we're seeing lots of success here at Potential Therapeutics.
And thank you so much for being on the show.
Speaker 3 (33:21):
Thank you so much for having me. I appreciate you
guys so much.
Speaker 1 (33:29):
What a cool journey that Cherise has embarked on and
absolutely succeeded with. What is your biggest takeaway from our conversation, Janis.
Speaker 2 (33:37):
Well, I really loved how as somebody who's buying an
existing business, you actually have data to make future decisions
on right. You actually have sales data, marketing data, all
types of information that I didn't have as an entrepreneur
when I first started because I'm starting business from scratch.
So there is actually a big benefit to buying an
existing business and We're also going to talk about later
(34:00):
on in the season about how you can use this
data to make decisions. And I think us obviously is
making a bunch of great decisions because she has had
nothing but success in the past seven years as.
Speaker 1 (34:10):
An owner, no kidding, Oh my goodness, you know. I
think my biggest takeaway from our conversation, and I find
myself as a small business owner kind of going through
this myself right now, is this idea between financial risk,
like she was taking big financial risk in the beginning
as it relates to expanding, hiring, marketing, you know, meeting
new people, doing these things that you can definitely burn
(34:30):
a hole in your pocket if you're not careful, versus
now reputational risk. Right as small business owners, we want
to make sure our reputation is at the very top
of all of our focus and everything that we do,
because at the end of the day, if your reputation suffers,
your clients begin to suffer, your customers begin to suffer,
and the business suffers. And so just balancing that financial
risk and now that's sort of matured into a reputational
(34:53):
risk focused business model, I think is genius and I
think a lot of people are going to take away
some really really important editits around that.
Speaker 2 (35:01):
There were a lot of gems dropped in this season, Opener.
I cannot wait to dive into the rest of our episodes,
but that's it for today. You can find me on
social media at Joketothenedo podcast and you.
Speaker 1 (35:12):
Can find me at Austin Hankwitz. You can follow into
quick QuickBooks on all social media at QuickBooks. To get
the tools you need to start, run and grow your business,
head to QuickBooks dot com today.
Speaker 2 (35:23):
Don't forget to follow this show wherever you listen to
podcasts so you can stay up to date on future episodes.
Speaker 1 (35:28):
We also want to hear from you, so be sure
to leave us a rating and a review. See you
next time. Coming up on this season of Mind the
Business small business success stories. You don't want to be
scrambling and then realize that the website's not available or
your logo is copying somebody else.
Speaker 5 (35:47):
At the beginning, we were diying it and it just
became so overwhelming with managing a food truck and also
a restaurant. But actually in QuickBooks they have a marketplace
where you can find a CPA final bookkeeper.
Speaker 3 (35:58):
My biggest question was I, how can I grow this?
How can I scale this? How can I come down
on this? Like Wire supplies this this month.
Speaker 4 (36:04):
If a client loves you or a customer loves you,
is always the five stars.
Speaker 2 (36:08):
But if they will hate you, they will just hate
you everywhere and it will sting you.
Speaker 4 (36:13):
AI is able to make it sound a little bit
warmer because there's no body language, there's no tone when
you're writing email.
Speaker 5 (36:20):
They're the saying that success is when opportunity meets preparation.
Speaker 1 (36:25):
So we've always been geared to grow.
Speaker 4 (36:28):
I think once you're in it and it starts to
become your livelihood and there are people depending on you,
you're running payroll.
Speaker 3 (36:35):
That's the hard part.
Speaker 1 (36:38):
Money movement services are provided by Intoit Payments, Inc. Licensed
as a money transmitter by the New York State Department
of Financial Services.
Speaker 2 (36:45):
This podcast is a production of iHeartMedia's Ruby Studio and
Into It QuickBooks. Our executive producer is Molly Sosha, Our
supervising producer is Nikiyah Swinton, and our writer is Eric Leja.
Speaker 1 (36:56):
Our head of post production is James Foster, and our
mixing engineer is all Vitrulins of Audiography
Ruby.
Speaker 2 (00:06):
The views, information, and opinions expressed during this podcast are
solely those of the individuals involved and do not represent
those of Into It QuickBooks or any of its cornerstone
brands or employees. This podcast does not constitute financial, legal,
or other professional advice or services. No assurance is given
that the information is comprehensive, accurate, or free of errors,
and the information presented is for information purposes only. Into
It QuickBooks does not have any responsibility for updating or
(00:29):
revising any information presented. Listeners should verify statements before relying
on them. Welcome back everyone, and welcome to all our
new listeners. This is Mine the Business Small Business Success Stories,
a podcast brought to you by Into It QuickBooks and
Ruby Studio from iHeartMedia. I'm Jennise Torres, creator and host
(00:51):
of the award winning personal finance podcast Yokiero di Netro
and author of financially Lit, The Modern Latina's Guide to
level up your de netto and become financial.
Speaker 1 (01:01):
And I'm Austin Hankwitz, host of The Rich Habits podcast
and co founder of with S Ventures. But you may
instead recognize me for my short form videos about personal
finance and investing on TikTok.
Speaker 2 (01:10):
We're here for season three of the podcast, and Austin
and I are quite literally hitting the ground running from
where we left off last season. We're traveling all over Nashville, Tennessee,
and Tampa, Florida to talk with business owners in person
about the ups and downs of entrepreneurship.
Speaker 1 (01:24):
Denise, I know you're from Tampa. You actually just bought
a house right outside of Tampa. I've lived in Nashville
now for the last six years, so this is going
to be a lot of fun.
Speaker 2 (01:32):
But Austin, before we get into that, what have you
been up to since last season?
Speaker 1 (01:36):
Oh my goodness, what a great question. So my dad
got to celebrate his seventy ninth birthday. I celebrated a
three year anniversary with my girlfriend. The Rich Habits podcast
has been trending in the right direction. We launched like
this private community where we do live streams. Now, what
about you?
Speaker 2 (01:52):
That sounds like a super packed year, and I have
to say I've had one as well. I got engaged,
I got pregnant, I'm running a multiple six figure business.
My book came out, I went on a book tour,
and that's just the beginning of it. So twenty twenty
four was definitely a whirlwind.
Speaker 1 (02:11):
Let's go. That sounds like we've both been up to
some really exciting stuff now. I can't wait to kick
off this first episode. Jennise, me either.
Speaker 2 (02:19):
But before we meet our guests, Austin, do you remember
what it was like when you were just starting out
on your journey. Do you ever, like just look back
and reflect on those days and everything that's happened in between.
Speaker 1 (02:29):
I really do. The biggest lesson learned reflecting on those
early days was just how important consistency is when you're
starting a personal brand, when you're starting any sort of business,
Just the consistency that goes into it, showing up being
the best version of yourself every single day to do
good business, and just thinking about that and reflecting upon that,
(02:49):
and how important that was Deanie in the first twelve
to twenty four months of my business, I say, was
the big key differentiator there.
Speaker 2 (02:56):
Yeah. I think with the beginning of the year, it's
natural for us to want to look back as business
owners and see what worked and what didn't. I think
it's incredibly helpful to look back at those major milestones
and even mistakes, to remember those key lessons that you
learned and changes that you made or strategies that you implemented.
Speaker 1 (03:11):
That is one hundred percent correct. Your journey as a
business owner is its own story, so going back and
looking at how you and your business have developed from
the very beginning until now can be super helpful.
Speaker 2 (03:23):
Yeah. I think back to when I was first starting
out considering writing a book, how it wasn't even something
that was on my radar. And once I started talking
to my audience and realizing that there was this hunger
for some sort of resource that they could hold in
their hand versus like a podcast or social media content,
I knew it was time. And so, you know, it's
probably one of the hardest things I've done so far
(03:44):
as a business owner and a content creator, but it
really has paid dividends because now it allows my audience
to have an even deeper connection with my expertise as
a personal finance creator.
Speaker 1 (03:54):
You are so inspiring, Janie, and I cannot wait to
dig deeper into the book that you've published. But enough
about us, let's introduce our guest, Scharise Rose of Potentia Therapeutics.
Speaker 2 (04:08):
Charis has a doctorate of physical therapy after earning a
Bachelor of Science degree in microbiology from Louisiana State University.
After her education, she enjoyed working in a big hospital network,
but found herself wanting something with more flexibility. She also
noticed that therapy clinics tended to be overbooked and understaffed,
which created conditions for many patients that she found lacking.
(04:28):
After a move to Tampa, she was working in a
clinic that initially spoke to the more direct one on
one patient therapist scheduling, but over some time things shifted
and seemed to be trending in the direction of packing
schedules with multiple patients at a time. Determined to make
a change, Cherise took action. She bought out her former boss,
became the owner and clinic director, and renamed the clinic
(04:49):
Potentia Therapeutics.
Speaker 1 (04:51):
Cherise immediately set out to improve the business and bring
it up to her standards. She expanded the team from
three to sixteen therapists and created a culture of exem
employer patient care, and focused on better work life balance
for her employees. Charis has operated Potentia for the last
eight years, winning Tampa Magazine's coveted Best of South Tampa Award.
(05:11):
For the last six years in a row. Currently, Charise
and her team of highly trained physical therapists at Potentia
continue to practice evidence based physical therapy and wellness allowing
for precise diagnosis and skillful management of movement dysfunction.
Speaker 2 (05:25):
Cheris, We are here at Potential Therapeutics in the lovely
Tampa Bay area in your clinic. Welcome to mind the business.
So excited for you.
Speaker 3 (05:35):
To be here. Thank you.
Speaker 2 (05:37):
Now you have a very unique origin story, as you
bought this business from your boss.
Speaker 4 (05:41):
I sure did so tell us about that. Okay, well,
I'm a physical therapist, but I believe in wellness. So
my history is that I was pre med major in college,
but then physical therapy drew me in more because it's
more conservative and its care. It's more treatment based and
wellness based. So when I became a physical therapist, I
would look for clinics that yearn from that as well.
Speaker 3 (06:01):
And we have a weonness based model here in Tampa.
Speaker 4 (06:03):
My boss also had the same concept based out of California,
So this is the first clinic outside of California that
had that kind of concept, and so we wanted to
create a space that allowed the patient to have WEONUS
based treatments as well as PT visits. So we look
at the continuum of care with the patient injury based
treatment BOSS, so keeping them well for years to come,
(06:24):
preventing injuries versus the treatment symptoms that they exist. And
so we decided to create that space here. My boss
was here for four years and I ran the spot
for four years as a clinic director, and we had
great success here. I worked in clinics before where you're
seeing a patient for a treatment session for an hour,
but so maybe two patients one hour, three, an hour,
(06:44):
four an hour sometimes, which is to me kind of outdated.
So we'd yearned for a space where could see a
patient one on one patient care without being double booked,
so that patient had that quality care with that therapist
for an hour. We launched that here as the former clinic.
And so when he wanted to fold into to the
kind of issues existing with insurance based care, I want
(07:05):
to keep the same practicing one on one care, so
I decided to consider buying him out and launching my
own space. When he wanted to revert back to the
old ways of doing physical therapy.
Speaker 2 (07:17):
Yeah, so it sounds like there was a difference in
philosophies about how to approach your client experience, and so
would you say that's the main driver for wanting to
go into business for yourself versus wanting to continue to
work for someone else.
Speaker 3 (07:29):
That's right.
Speaker 4 (07:29):
I wanted to create a space that I can love
and thrive in. And for so many years we didn't
have a voice as therapist. We worked for big companies, hospitals,
large chains that maybe you were a number to the employer,
but not really a face or a name. And so
I want to create a space where the therapists actually
we're seen and heard and we could practice as the
clinches we wanted to be and thrive to be. And
(07:50):
so we did that in the space and I feel like, oh,
my therapists, my coworkers are my friends, They're a family
to me, and we create a space where patients feel
loved and cared for.
Speaker 2 (07:58):
You know, I really like that whole list approach because
in my own experience having physical therapy, I have felt
in the past like it's kind of just like they
want you in and out as quickly as possible, and
there's not really this emphasis on maybe like.
Speaker 3 (08:10):
Keeping you out of the office.
Speaker 2 (08:12):
It's almost like they want you to keep coming back,
which makes sense because you know every time you come
you get paid. But also if I'm not making modifications
in like how I'm taking care of myself, it's almost
like you're on a hamster wheel of just continuous care
where I don't necessarily want to be in pain all
the time forever.
Speaker 3 (08:29):
I agree with you.
Speaker 1 (08:30):
I think a really interesting statistic right now is that
there are about four million baby boomers that retire every
single year, and a lot of these baby boomers are
small business owners, and they don't really have these succession plans,
and so sometimes what happens is someone who is interested
in running a small business, a locally owned business, will
go and they'll buy this business, right And what's wild
(08:52):
about that is they have no idea nine times out
of ten how to run a business for themselves. So
I'm curious, what were some of the specific challenges that
you went through as it relates to taking over a business.
Speaker 3 (09:06):
Okay, yes, I'm a clinician first business owner.
Speaker 4 (09:08):
Second, so this was something I say fell into my
lap and it was just luck met opportunity at the
same time. But I also had a vision for this.
The funny story is that the name Potentia. I met
with my lawyer about four years prior to develop a LLC.
I didn't know what the LC would be, but I
knew the name would be Potentia at some point. And
then four years later came opportunity with my former company
(09:29):
to buy them out and change that name to Potentia.
So it was always in my mind that would create
my own space in some kind of way, but I
didn't know how I would do it. So fast forward
to four years later, when the other company was here,
I decided to buy them out. I did not know
much about business, but I did have a lot of
patients of mine and friends and family in the business
world and finance and.
Speaker 3 (09:50):
In hospital administration that can help me.
Speaker 4 (09:52):
So I met with two gentlemen before designed to buy
the company when was a CEO of a hospital retired
for ten years, worked in the business for thirty years
or more. And my husband's uncle who's a VP of
a large bank. And met with both of them and
talked about my ideas for the business here, and they
looked at all my data, my numbers, and said it's possible.
(10:13):
So I think one thing I took away from that
situation is that knowing to have a team around you that.
Speaker 3 (10:19):
Knows what they're doing, so know how to hire your
team that supports you. And that's what I did well.
Speaker 4 (10:24):
I think I just found people in my circle who
were my champion and also believe in the concept and
also gave me the truth.
Speaker 1 (10:34):
So that makes a lot of sense. Now. Tactically speaking,
you take over in existing business. That business has customers,
it has protocol, it has existing software. Talk to me
about how you adapted to some of these changes that
might have been different, and then how did you keep
your customers since they were so I'm sure used to
something different.
Speaker 4 (10:54):
Funny story is that we did have Yes, we maintained
the same space. So one thing we did well was
we did not move. We had the same space. We
just changed the name our signage and patients who were
former patients of ours for years would drive by and say,
you know, I need therapy, but that name looks different,
but I think I went there four years ago. And
so they walk in and they become our patient again
(11:15):
and say, that's sure. You know she was my therapist.
We had new therapists at the time, but they believed
in what we did before and knew that we had
quality care, and so I maintain my address, my fax numbers,
my phone numbers, so if they called the same number
even though it was formerly the other name, they knew
it was still therapy.
Speaker 3 (11:31):
And so my patients just followed us. We did not
maintain some insurers.
Speaker 4 (11:36):
We only kept Medicare and Tricare based on reimbursement purposes.
A lot of the insurers don't pay very well when
it comes to reimbursements, so we had to make sure
we were getting enough for our patient visits, to maintain
a clinic space and to not fold, and so we
decided to defer some insurance contracts which weren't open at
the time, and kept on two contracts with that said,
(11:56):
those people who were patients of ours who had at
Neblue Crossbow Shield signa knew that we were great therapists
and decided to go cash pay with us and stay
with us so they would pay higher rates for better care.
A patient of mindset to me, he says, Listen, why
would I go to another site and another physicallypity clinic
if I'm paying for my copay for that hour, but
I'm double booked to other patients, So use me for
(12:17):
an hour. You get me better in one visit. That's
one visit a week versus three busits a week somewhere
else where. I'm not feeling better. So he chose to
stay with us, and that's what most people do all
the time with our clinic space.
Speaker 1 (12:27):
Talk to me about the branding, right, I think a
lot of small business owners listening right now are either
trying to figure out the name or their business. Maybe
they just acquired a business that exists and they want
to rebrand it. How did you approach rebranding this existing
business and what does the new branding mean to you?
And what type of customers do you hope to attract
with this branding.
Speaker 4 (12:49):
Yes, I can start with the name Potentia means power
in Latin. I was looking for a nice, strong name
and I could draw all kinds of patients to our clinic.
So I wanted patients to feel powerful in their treatments
and powerful in their advocacy for their health. I think
having that branding potential, just being powerful and the way
they apply themselves as therapists and how we treat our
patients was like builtimin Cole.
Speaker 2 (13:09):
That's amazing. It really is about empowering the Yes, yes,
I love that. So you're obviously working here previously as
an employee. What's it feel like to get your first
paycheck as an owner and how does that change? What
did you have to adjust in order to make that transition?
Speaker 4 (13:25):
Well, I know, launching the clinic in the first year,
you know, you want to make sure you're doing well,
you're staying profitable, and making sure that you have all
the teas, cross eyes, dot it, and I just made
sure I wanted to take care of my employees first
and the business first. So like I definitely paid myself,
maybe less than I would have paid myself initially, but
once that first year past, I knew that we can
(13:45):
be successful in the business and everyone would win.
Speaker 3 (13:47):
And I want to make sure everyone's.
Speaker 4 (13:49):
Taking care of so when the business thrives and when
everyone is happy, we all thrive.
Speaker 1 (13:53):
Considering. This episode is very much focused on reflecting over
the last several years of the business owner. Now you've
been in the space for I think you said it
was eleven years and you've owned it for seven. Yes,
So kind of staying on this theme of reflecting back,
can you share with me as we reflect back? Call
it seven years ago before this was a Sharis owned clinic. Right,
You're just about to walk into this new amazing chapter
(14:16):
of your life. What emotions were going on in your head?
How did you feel, what were you scared of? What
were you excited about? Walk me through the feeling of day.
Speaker 3 (14:26):
One day one.
Speaker 4 (14:29):
Day one was actually pretty transitional. It was a quick turnaround.
I remember closing as the previous business on a Thursday
and then opening us the next business on a Tuesday.
There's really no change in like the space. But I
knew that I wanted it to succeed. I must say
I'm a type of individual who jumps in first and
think second. I assume there's going to be a yes.
I never expect to know if there's a no. I
(14:49):
try to convince someone that it should be a yes.
So I just was very optimistic in jumping in the clinic.
I just thought we have the tools. I mean, in
this for almost twenty years and there is no quality care,
and as long as we have all the administraty of
tools in place, then we can succeed. I know there's
a little bit of fear, maybe a little bit of fear,
but to me that drives me that means I should
(15:10):
be attempting it, attempting to get over that fear and
try to succeed in that area. I knew that I
have a family at a nine month old at the time,
my son and my husband in my corner, and I
knew that this is the right time to take a
leap of faith. I mean it's always a challenge. I
mean starting a new practice during a business. I knew
that my quality care was there. I mean, I knew
that we had the hands on skills, we had team
(15:32):
in place at the time, and if everything would fall
into place.
Speaker 1 (15:36):
I've heard that a lot with other small business owners
and entrepreneurs, this mantra of build an amazing product and
your customers will come. Yes. Right, the word of mouth
is going to happen. If you have a great product,
people will come.
Speaker 3 (15:48):
That's right.
Speaker 1 (15:48):
And so it sounds like that's what you really leaned
into as a small business owner. It might take, you know,
a couple of weeks or a couple months, but it's
eventually going to turn into a thriving business, which it
has today.
Speaker 3 (15:58):
That's right, I agreed.
Speaker 4 (15:59):
I just that you know, having the previous business and
being the clink director for that business.
Speaker 3 (16:03):
I knew that the model was working.
Speaker 1 (16:07):
Is the current business as it is today what you
had expected it was going to turn into? Or did
you have other expectations or desires for the business in
the beginning, then you realized, wait a second, that was silly.
We should actually do this instead.
Speaker 4 (16:21):
It's so funny. This client grew fast than I thought
it would grow. The biggest growth was through the pandemic.
And I to tell you why. During the pandemic, I
think people had to approach their life and mortality and
they realized, wait, am I doing the right things of
my life to be successful, to be happy, to be healthy.
We are essential workers as physical therapists, so we stayed
opened in the pandemic, so we were able to work
in the pandemic, and so we were like sometimes the
(16:42):
first person someone saw all day, all week, and we
made their day and we had a safe space. That's
when we grew the most, honestly, is during that time,
and people started thinking about their own health and being
empowered by it.
Speaker 2 (16:54):
So I think one of the unique things when you're
buying a business is you're also buying the forensic analysis
that comes with us, right, So you get to look
at what's been going on with the books, procedures, what
have we been doing, what services have we been selling.
I'm curious, once you started kind of digging down, did
you find anything that maybe raised some red flags for
(17:15):
you or did you see some stuff that like, Okay,
this is working, we should continue doing this.
Speaker 4 (17:19):
Yes, I think what I learned is that as far
as reimbursement, so you know, insurance drives a lot of healthcare,
and so in our space, we had a hybrid based clinic.
We had insurance based and cash bay clinics. So we
wanted to maintain that space and make it reasonable for
patients to come and see us, even that they had
no insurance. Sort of fee schedule that was pretty average
compared to all the other FEA schedules out there in
(17:41):
the world, which is other pet clinics had the same
pricing point for evaluations, follow up visits. And then we
had to increase that fee schedule and raise the rates
you know, every year or so a little bit.
Speaker 3 (17:52):
To help with inflation, of help with.
Speaker 2 (17:54):
Costs of real estate here exactly, but not getting any
cheaper exactly.
Speaker 4 (17:58):
We doubled in size, and so we have had to
make up for the double rent, and so we did
raise the rates and the fee schedule. We also did
make sure we maintain that patient care within those rate
changes so that we don't price gout anyone out of
our clinic space.
Speaker 3 (18:13):
So that was important. One thing I.
Speaker 4 (18:14):
Learned is that we had a billing company that was
doing a great job for us, but not the best job,
so there's lost revenue. Let's say you complete a patient
note and there's like a mistake made that patient note,
Well you can you can change that on the back
end and resubmit for insurance and get that billing collected
on the back end. So the billing company wasn't informing
us at all times in a timely fashion when some
(18:34):
mistakes were made. So we decided that company wasn't for us.
They weren't able to keep up with our demand. Sometimes
in a month we may see seven hundred patients come
through the door. So we want to make sure we
can maintain that care and with our billing as well.
So we changed companies and that was a big change
we had to make, and we had to make sure
we were not leaving any money on the table basically
(18:55):
and not missing reversements.
Speaker 2 (18:56):
Yeah, that's a great attitude to have, and I think
it's important to know as a business owner, you're going
to go through different growth seasons and there's just going
to be some support that maybe got you to where
you are, but is not going to necessarily be able
to get you to that next phase. You know. It's
just about kind of making sure that at the end
of the day, you're getting the support that you need
so you can provide the optimal experience for your clients.
Speaker 3 (19:17):
That's right.
Speaker 4 (19:18):
It's all that takes all of it, not just the
personal care, health care, but like knowing that it's a
business and if I could, I would treat everyone for free.
Speaker 3 (19:26):
Would I would? But then we would not have a
clinic and we wouldn't be able at a hobby.
Speaker 4 (19:31):
You could treat me for fresh Yes, I'll do that
any time, but you know, we would have a clinic.
You know, we would have four walls and yeah, so
we had to maintain some business aspects.
Speaker 2 (19:46):
Coming up on mine the business small business success stories.
Speaker 4 (19:49):
You live and breathe the business. It's like your baby.
It's like you know, you want to protect it. You
have to protect the palace at all costs. You whatever
that may be. Just protect the palace. We'll be right back.
Welcome back to mind the business.
Speaker 1 (20:11):
So I've been an entrepreneur for going on five years now,
and I've made countless mistakes. Okay, so you're going on
now year seven, year eight, what are some mistakes that
Reflecting back, thinking man, that was goofy right, what are
the mistakes that you had made and what did you
learn from them?
Speaker 4 (20:29):
I think not catching the billing mistakes early was one
thing I would have like, because I can't collect that
money now it's gone.
Speaker 3 (20:36):
How long did that go on before you guys are
read on something? Maybe a few years? I think a
few years.
Speaker 4 (20:41):
I mean, now could we collect that money? You have
a year after finding an insurance claim to like get
that money. So if you see a patient, you have
a year to finish that note and you get the collections.
And so this is beyond a year that these things
were happening, so we couldn't go back in time and collect.
So you know, it is what it is at the
time back and that was one mistake we made. You know,
(21:03):
just making sure that I maintain growth and profitability as
well as take care of my employees, that's important. So
if we get collect as such as we can through
our fee schedules and through insurance and thinking smarter, working
smarter and harder.
Speaker 3 (21:17):
That that helps.
Speaker 1 (21:18):
What's a strategy for balancing growth and profitability? Again, you're
on year seven, year eight. I'm sure you do a
great job of is it monthly? Is it quarterly? Is
it annually? Sitting down with the finance team and going
through the books understanding how much you're spending on marketing
versus how much you're profiting per new visit new clients.
(21:39):
Walk us through that.
Speaker 4 (21:40):
Okay, So we have a monthly meeting. Michell and I
and my office assistant we meet once a month to
go over numbers. Sometimes you go over numbers with the
company we work with the billing company, and we go
over collections and you know, lost revenue and how to
collect the revenue. My accountant I meet with every three
months quarterly to go over our accounting numbers, like how
we're doing I buy this new machine? Can I raise
(22:02):
my fee schedule? Should I raise my fee schedule? Can
I pay my therapis a little bit more? And how
much can I pay them? So these questions I asked
the team so that we try to profit and not
save our losses, keep them smaller than larger we have losses,
and that we did see a change happened with the
two hurricanes. It was unprecedented times. We had two hurricanes
that was not planned. So we definitely had to pivot
(22:23):
through those times and figure out, Okay, well, you're not
seeing patience in those weeks, and so that's not money
coming in. So we had to figure out how to
save for rainy day, which is a lot of rain
actually a rainy day.
Speaker 1 (22:38):
It sounds like an ongoing theme of the success you've
experienced with this business is surrounding yourself with a good team,
good partners and employees, good accountants, good mentors, good financing people. Right,
everything comes around this idea of surrounding yourself with a
team of people who have your back. We're going to
be very honest with you and then also encourage you
(23:00):
when you might be, you know, having a hurricane day.
Speaker 2 (23:03):
So, as someone who has now been in the driver's
seat of this business for seven years, you've seen a lot,
You've seen a pandemic, you've seen inflation. How has the
information that you've collected in the past served you going forward,
because I imagine it not every year looks the same, No.
Speaker 4 (23:21):
Every years looks the same. And just knowing that reimbursement
can take a long time. For instance, if you file
a claim with Medicare, you may not get paid for
three to four weeks.
Speaker 3 (23:29):
Wow, you know.
Speaker 4 (23:30):
And you know, sometimes there's a mistake made, you might
have to wait two or three months to get that claim.
So it's it's very cyclical. It's it's kind of like
up and down when collections are concerned. You know that
maybe in December and January things shut down in the government,
so you have this holiday kind of like schedule where
you might not get a lot of response from insurance
(23:50):
companies are from the government because they're also on vacation
and enjoying their holidays. So that means that if they're closed,
we're closed. Reimbursement it depends of like they're getting to
our you know, our documentation, getting to our charting and
paying us in a timely manner.
Speaker 3 (24:04):
So that may slow down in the first quarter.
Speaker 4 (24:06):
So we learned that we have to like maybe not
do big projects in the fourth court of the.
Speaker 3 (24:11):
Year, maybe just like you know, hold on to like
our cash.
Speaker 2 (24:13):
And that makes a lot of sense, yea, And you
only know that with information, right, That's why I only
you can know that by being able to look back
and see, ooh, this is a seasonal thing. We need
to be mindful of what time of year this is,
to be strategic about how we deploy cash and also
just what we take on as a business. Yes, so
what's the biggest surprise that you have had in this
(24:35):
small business owner journey?
Speaker 4 (24:37):
I did know growth this fast and that you have
to be all in. So like my laptop is always
with me vacations, it's always with me.
Speaker 3 (24:45):
I traveled with it.
Speaker 4 (24:46):
We went to London recently with my family and it
was time for payroll, so that laptop came with me.
I made sure you know to do payroll in London,
and just make sure like I can take care of
business when I'm away. So you still have to vacation
and take time for yourselves. But also your business is
always on your mind and to know that never shuts down.
It's always like part of your life and you have
to be all in at all times. So I think
(25:06):
you live and breathe the business.
Speaker 1 (25:07):
You know.
Speaker 3 (25:07):
Someone always says it's like your baby.
Speaker 2 (25:08):
It is.
Speaker 4 (25:09):
It's like your baby. It's like you know you want
to protect it. My coworker Meredith, she says, protect the palace.
You have to protect the palace at all costs, you
whatever that may be. Just protect the palace from unhappiness
from the IRS.
Speaker 3 (25:22):
IRAS's exactly exactly. Irs.
Speaker 4 (25:25):
Protect the palace from just like you know, keep it joyful.
Just protect it from hurricane. Yes, and just make sure
you steer clear of things that could maybe pull you
off the path of like success.
Speaker 1 (25:34):
Yeah.
Speaker 2 (25:34):
Well, and I can imagine that being able to run
payroll from London. It's only possible in this modern era
because of programs like into a quicks Oh yes, can
you imagine having to like sit there and physically write
and mail tracks like back in the day. I'm just like,
I'm so glad I'm a business owner in this modern era.
Speaker 3 (25:51):
Oh, we love into it. You use it daily and
we love it.
Speaker 1 (25:54):
Let's actually dig into that. As you know, Intwit QuickBooks
is great for record keeping. With intwit QuickBooks, I manage
my businessiness in one place. I track money in and out.
I'm running payroll just like you. I make and accept
payments all in one integrated platform. And the best part
is it's all recorded. I can go back and look
at what I spent on marketing in my first year
and how much that might have positively impacted my business,
(26:16):
and say, should I spend more this year? How is
that trending? What decisions should I make? So do you
have any strategies for looking at your business's performance week
by week, month by month, or year over year so
that you can keep going with what's working and improve
where things need to be tweaked up a little bit?
Speaker 4 (26:32):
Oh yes, looking at into it quick books and the
way it helps us. We look at collections on a
weekly basis, daily basis to see like how well we're
doing a daily, weekly, monthly and we know if there's
going to be a slow month coming. We can look
at previous history, last year's data compared to this year's
data and see well how we do. Then we can
see also growth factors like how well we've grown from
last year to this year. I know as we are
(26:52):
a hybrid based clinic, have an insurance for Medicare and
Tricare and cash pay visits as well, cash pay every
day with into it right versus getting collections from insurance
would be mailed to us or direct deposit too, So
having that real time cash through QuickBooks so important to
maintain the space and know that we're going to get
that payment.
Speaker 1 (27:11):
I would also imagine it helps with sort of real
time understanding of cash flow, right because you mentioned and
I think a lot of people listening can empathize with
the fact that sometimes you send an invoice to Nison
doesn't get paid for sixty days, right, So you know,
having this real time visibility could be really important for
someone in your shoes.
Speaker 4 (27:28):
Oh yes, oh yes, and making sure we have we
able to pay our vendors and making sure we're getting
paid as well. Is there important to have that convenience
through QuickBooks. It's been successful for us to maintain that flow.
And yes, accuracy, accuracy, I think that's a key term here, right, accuracy, Yeah.
Speaker 1 (27:45):
Accuracy and visibility.
Speaker 3 (27:46):
Yes, yes, I agree with that.
Speaker 1 (27:48):
Something we talked about earlier when you first walked into
this new chapter of your life of owning this business
was optimism, right, very optimist, Nick, not very fearful, just
very excited about the future. Now fast forward seven eight
years into the future, do you find yourself still very
optimistic and how has that sort of translated in risk taking?
(28:10):
Do you see yourself taking big risks today were you're
taking big risks in the beginning, and those risks could
be anything like hiring new people, expanding into a new space,
things like that.
Speaker 4 (28:20):
I think I took more risk early on because we
just launched the business. It was a smaller clinic path
of size, less rent, and we had a therapist who
are amazing, and we had to prove our products. So
I think I took more over then to like kind
of develop the clinic and make sure that we were
providing the best lighting, are the best atmosphere, and the
best marketing. And we definitely had marketing lunches with our
(28:40):
doctors and we're out there in the market getting people
to know who we were, and yeah, that was fun.
The first three four years of launching was just bring
our name out there. I think I'm less risky now.
I'm more trying to fine tune everything because I think
there's more to lose because I have more therapists on staff.
Speaker 3 (28:59):
I have family.
Speaker 4 (29:00):
I think about I have coworkers who are like my family,
and they have children, they have husbands, and I want
them to have a stable job and a stable career
and to protect our palace.
Speaker 3 (29:08):
So I think I take less.
Speaker 4 (29:09):
Risk now than I did before, but I'm still looking
to the future. For instance, I would love to launch products.
I have ideas for products, you know, maybe launch something
that I think we need in the world, like an
ergonomic device or something like that.
Speaker 3 (29:21):
I have that on my plate in my mind. I
want to write a book.
Speaker 4 (29:24):
Things like that could be kind of like passive income
for the clinic, but the active income is more seing
patients and I want to protect that. I think one
risk I took was expanding the clinic. So from four
years we took the wall down and jumped across to
the pandemic, so that was pretty risky. So I think
that I want to make sure to grow the clinic.
We continue to like change our kind of method of
(29:45):
working and expanding our clinic space and our therapists and
our team, and.
Speaker 3 (29:49):
We love it.
Speaker 1 (29:50):
So it sounds like in the beginning it was more
of financial risks, right, pulling the rent, going out there,
getting your name out there, taking people at the lunch
dodent and marketings like that, where today it seems like
reputational risk is what you're focused on. Yeah, right, making
sure that your reputation stays five stars out of five stars,
like it is right now.
Speaker 4 (30:09):
Yes, we want to make sure our patients feel cared for.
My coworkers are feel cared for by me and by
our team. We tend to work well together and we
want to maintain that as well. So we have a
village we want to protect. And I feel like one
thing I have at point out is that we have
work life balance.
Speaker 3 (30:24):
A lot of right therapists are off a day of
the week or two.
Speaker 4 (30:27):
Some work part time because they want to because their parents,
and some want to work full time, but they work
maybe four ten hour days. So I encourage a hybrid
schedule as well. We have that balance. Our team is
pretty much the same team we started with.
Speaker 2 (30:39):
Wow, so sounds like you're really good at not only
protecting the palace but protecting the village too.
Speaker 5 (30:44):
That's right.
Speaker 3 (30:45):
Thank you for saying that. I do love my village
and I hope they know that.
Speaker 4 (30:48):
But I just want to grow with them, and I
see how we can be a great neighborhood clinic that
people feel comfortable coming too. We have patients who come
here just for coffee in the lobby, they have no
patient visit. They want to come have coffee engage with
us and that's amazing.
Speaker 3 (31:01):
We love that.
Speaker 2 (31:02):
Yeah, that is a unique uh loyalty that you've built
into your client.
Speaker 1 (31:06):
Because that's all.
Speaker 3 (31:07):
Thank you.
Speaker 2 (31:09):
What is the biggest lesson you've learned about yourself in
this entrepreneurial journey.
Speaker 4 (31:13):
The bigest lesson I'm going about myself is that you
can't do it all. You know, you have to delegate.
And I know for me, my calendar is full. So
like as far as my social life, my personal life,
and my professional life. You want to be balanced. So
balance is important. And so in a day, I may
have certain task scheduled, but I realize that's my calendar.
(31:34):
I may from myself in my mind. No one has
this calendar but me. I can change any time, so
and I do.
Speaker 1 (31:40):
So.
Speaker 4 (31:41):
The way I kind of moved through life and with
task is that I have a conveyor belt. It's a
conveyor belt. If it doesn't get taken care of today,
it's on the belt, right, it comes back around at
some point. No need to stress, we need to worry
about it. It'll happen in due time. You can do
it all, but it has to be not at the
same time, not at the same time, giving yourself some
grace that I give yourself some grace.
Speaker 1 (32:00):
That's something I certainly struggled with in the beginning as
an entrepreneur. Was I saw online all these people working
twenty four hours a day and seven days a week,
going hard and doing all these crazy things. I'm like,
that's what I have to do to be successful. And
it took me a very long time to realize that
is not the definition of success. Happiness is the definition
of success for me at least. And so to your
(32:20):
point of giving yourself grace, Oh, I wasn't able to
meet with this person, or I wasn't able to get
this specific business task done. It's on the conveyor belt.
It's going to come back around. We've got tomorrow, the
week after, and the many more years to come. As
it relates to being an entrepreneur, So having that balance
to your point between work and life and relationships is
the most important thing.
Speaker 4 (32:39):
I concur I just think giving yourself grace and knowing
that to take out other people, you have to take
care of self and so that's not stable and important
to you, then it can all fold.
Speaker 2 (32:48):
I think that's a great reminder of again how important
mindset is the conveyor belt gives me this reassurance that
those things that are for us as entrepreneurs will wait
for us until we're ready to get back to them.
Cheri's this has been an incredible conversation. I am so
excited to continue to follow your growth here in the
Tampa Bay area. I predict multiple clinics because what you're
(33:11):
doing here is very unique and very needed, as you
can tell by the fact that you have a wait list.
So we're we're seeing lots of success here at Potential Therapeutics.
And thank you so much for being on the show.
Speaker 3 (33:21):
Thank you so much for having me. I appreciate you
guys so much.
Speaker 1 (33:29):
What a cool journey that Cherise has embarked on and
absolutely succeeded with. What is your biggest takeaway from our conversation, Janis.
Speaker 2 (33:37):
Well, I really loved how as somebody who's buying an
existing business, you actually have data to make future decisions
on right. You actually have sales data, marketing data, all
types of information that I didn't have as an entrepreneur
when I first started because I'm starting business from scratch.
So there is actually a big benefit to buying an
existing business and We're also going to talk about later
(34:00):
on in the season about how you can use this
data to make decisions. And I think us obviously is
making a bunch of great decisions because she has had
nothing but success in the past seven years as.
Speaker 1 (34:10):
An owner, no kidding, Oh my goodness, you know. I
think my biggest takeaway from our conversation, and I find
myself as a small business owner kind of going through
this myself right now, is this idea between financial risk,
like she was taking big financial risk in the beginning
as it relates to expanding, hiring, marketing, you know, meeting
new people, doing these things that you can definitely burn
(34:30):
a hole in your pocket if you're not careful, versus
now reputational risk. Right as small business owners, we want
to make sure our reputation is at the very top
of all of our focus and everything that we do,
because at the end of the day, if your reputation suffers,
your clients begin to suffer, your customers begin to suffer,
and the business suffers. And so just balancing that financial
risk and now that's sort of matured into a reputational
(34:53):
risk focused business model, I think is genius and I
think a lot of people are going to take away
some really really important editits around that.
Speaker 2 (35:01):
There were a lot of gems dropped in this season, Opener.
I cannot wait to dive into the rest of our episodes,
but that's it for today. You can find me on
social media at Joketothenedo podcast and you.
Speaker 1 (35:12):
Can find me at Austin Hankwitz. You can follow into
quick QuickBooks on all social media at QuickBooks. To get
the tools you need to start, run and grow your business,
head to QuickBooks dot com today.
Speaker 2 (35:23):
Don't forget to follow this show wherever you listen to
podcasts so you can stay up to date on future episodes.
Speaker 1 (35:28):
We also want to hear from you, so be sure
to leave us a rating and a review. See you
next time. Coming up on this season of Mind the
Business small business success stories. You don't want to be
scrambling and then realize that the website's not available or
your logo is copying somebody else.
Speaker 5 (35:47):
At the beginning, we were diying it and it just
became so overwhelming with managing a food truck and also
a restaurant. But actually in QuickBooks they have a marketplace
where you can find a CPA final bookkeeper.
Speaker 3 (35:58):
My biggest question was I, how can I grow this?
How can I scale this? How can I come down
on this? Like Wire supplies this this month.
Speaker 4 (36:04):
If a client loves you or a customer loves you,
is always the five stars.
Speaker 2 (36:08):
But if they will hate you, they will just hate
you everywhere and it will sting you.
Speaker 4 (36:13):
AI is able to make it sound a little bit
warmer because there's no body language, there's no tone when
you're writing email.
Speaker 5 (36:20):
They're the saying that success is when opportunity meets preparation.
Speaker 1 (36:25):
So we've always been geared to grow.
Speaker 4 (36:28):
I think once you're in it and it starts to
become your livelihood and there are people depending on you,
you're running payroll.
Speaker 3 (36:35):
That's the hard part.
Speaker 1 (36:38):
Money movement services are provided by Intoit Payments, Inc. Licensed
as a money transmitter by the New York State Department
of Financial Services.
Speaker 2 (36:45):
This podcast is a production of iHeartMedia's Ruby Studio and
Into It QuickBooks. Our executive producer is Molly Sosha, Our
supervising producer is Nikiyah Swinton, and our writer is Eric Leja.
Speaker 1 (36:56):
Our head of post production is James Foster, and our
mixing engineer is all Vitrulins of Audiography
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