About this episode
Anthony Wardsworth and Erica Wardsworth built Legacy's Angel Transportation in Dallas, Texas to four vans and a sedan in two years, pulling roughly 50 round trips a week out of a single facility. They won that account by diagnosing why a rider kept sliding out of his chair, buying him a new wheelchair with a working seatbelt, after which the facility dropped every other provider. Anthony, still a working first responder, spends his Monday off driving to every facility within 20 to 30 miles, and Google Ads work now brings in about as many private pay trips as the facilities do.
Key takeaways
- A rider kept sliding out of his wheelchair under the previous provider. Anthony asked the rehab's physical therapist why, bought a proper chair, and belted him in. The facility switched over entirely.
- Anthony keeps his first responder shifts and spends his Monday off on facility visits, roughly half a day covering sites within 20 to 30 miles of the office.
- Erica came out of post-acute brain injury case management, so the company deliberately takes TBI, stroke, and behavioral riders that Uber and taxi drivers will not carry.
- Google Ads and SEO work from Harry Chambers of Osborne Digital had the phone ringing the day the ads went live, and private pay now roughly matches facility volume.
- Erica pitches the facility ordering portal to receptionists who double as schedulers, framing it as getting them off the phone. She says that pitch alone has closed contracts.
Chapters
- 0:00 Introduction: The "Monday Visit" strategy.
- 1:00 The "Why": Starting Legacy's Angel in honor of family.
- 2:24 NEMT for patients with TBI, strokes, and behavioral needs.
- 4:42 Case Study: How solving a wheelchair problem won a facility contract.
- 8:51 The importance of a "care team" mindset in transport.
- 11:02 Scaling with Google Ads and SEO (Shoutout to Harry Chambers).
- 12:28 Getting into facilities with "Bingo Nights" and Pumpkin Painting.
- 15:20 The biggest challenges: Navigating insurance and market research.
- 18:15 Future Outlook: Doubling the fleet in the next two years.
- 22:19 Using the Bambi Facility Portal to simplify ordering.
- 24:45 Pro-tip: Using the "Broda chair" (the Cadillac of stretchers).
