Sep 2, 2026 · 45 min · 10 segments
James Pratt has built one of the most unusual small-group PT models I've come across. His 7,200 sq ft headquarters has around 950 members, can coach 30 people an hour and still gives every member…
James PrattGuestStuartHost
I would just say this, like we ask aggressively, and there are probably some people that we, there are gonna be some people that are turned off by that.
And there are gonna be some people that are saying, oh, you're just looking for business, or you're always asking for referrals, and you're going to get that.
And the message to my staff always is that if we get a referral 10% of the time that we ask, that's a home run.
So if you ask 10 people for a referral at the end of a program and you get one referral, that's a huge win.
So understand that when you ask nine times out of 10, you're going to get a no, but that is still fantastic.
I would just say this, like we ask aggressively, and there are probably some people that we, there are gonna be some people that are turned off by that.
And there are gonna be some people that are saying, oh, you're just looking for business, or you're always asking for referrals, and you're going to get that.
And the message to my staff always is that if we get a referral 10% of the time that we ask, that's a home run.
So if you ask 10 people for a referral at the end of a program and you get one referral, that's a huge win.
So understand that when you ask nine times out of 10, you're going to get a no, but that is still fantastic.
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