What’s happening at Indie.

More than 60% of Rehab to Perform's 120-person staff came through the practice before they ever received a job offer. Josh Funk didn't get there by outspending competitors on job boards. He built a hiring system modeled on the patient acquisition funnel he'd already proven worked.

Ben Carlson took over his father's physical therapy practice. It had been shrinking for nearly a decade. The partners wanted him to modernize marketing. Two weeks of staff interviews showed that was the least of his concerns.

Most MSK and rehab clinics don't have a demand problem. They have a capture problem. Here's where the leakage actually happens — and why most practices never see it.