WEBVTT 00:00:05.782 --> 00:00:08.044 Like, that's a cool, it's a serious intro. 00:00:08.144 --> 00:00:09.304 It's a little cheesy and corny, 00:00:09.484 --> 00:00:10.326 but I like it like that. 00:00:10.625 --> 00:00:11.367 It sets the tone. 00:00:12.287 --> 00:00:13.929 Sam Foster, welcome to the show. 00:00:13.948 --> 00:00:14.308 Thank you so much. 00:00:14.329 --> 00:00:17.150 Thanks for having me, Jimmy. 00:00:17.170 --> 00:00:18.472 I mentioned this before we hit record. 00:00:18.492 --> 00:00:20.294 The goal is what if I could do, I mean, 00:00:20.314 --> 00:00:21.335 that's a bold statement. 00:00:21.434 --> 00:00:23.556 I said, what if I, in four to five years, 00:00:23.576 --> 00:00:25.597 do a thousand of these PT 00:00:25.638 --> 00:00:27.199 Business Blueprint conversations? 00:00:27.219 --> 00:00:28.019 What if I could do a thousand? 00:00:28.359 --> 00:00:29.561 And that's two hundred a year. 00:00:29.902 --> 00:00:31.323 But also, if they're fifteen minutes, 00:00:31.663 --> 00:00:32.503 that's totally doable. 00:00:33.344 --> 00:00:34.805 And the goal of today's conversation, 00:00:34.826 --> 00:00:35.546 this whole series, 00:00:35.646 --> 00:00:37.829 is show other therapists 00:00:38.048 --> 00:00:38.990 who are working now, 00:00:39.229 --> 00:00:40.210 maybe they're in school, 00:00:40.490 --> 00:00:41.192 maybe they're thinking 00:00:41.212 --> 00:00:42.292 about becoming a PT, 00:00:42.573 --> 00:00:43.834 the thousand different ways 00:00:43.874 --> 00:00:44.975 that someone can provide 00:00:45.015 --> 00:00:45.756 physical therapy or the 00:00:45.795 --> 00:00:47.137 thousand different things a 00:00:47.176 --> 00:00:49.079 PT could do to help people 00:00:49.619 --> 00:00:50.720 and build a business around that. 00:00:50.820 --> 00:00:52.442 I also think that in our... 00:00:53.639 --> 00:00:54.820 Our hearts is this Peace 00:00:54.859 --> 00:00:55.859 Corps gene that we're like, 00:00:56.301 --> 00:00:57.180 I want to help people. 00:00:57.521 --> 00:00:58.502 It's like, how will you do that? 00:00:58.801 --> 00:01:00.182 I will open a practice like 00:01:00.203 --> 00:01:00.902 that's a business. 00:01:01.564 --> 00:01:02.204 That's a business. 00:01:02.243 --> 00:01:03.304 Like, let's say that word. 00:01:03.384 --> 00:01:04.265 And that's good because if 00:01:04.284 --> 00:01:05.126 your business thrives, 00:01:05.146 --> 00:01:06.126 you can help more people. 00:01:06.706 --> 00:01:09.688 So you're doing business in 00:01:09.727 --> 00:01:11.188 a little bit different way. 00:01:11.429 --> 00:01:13.030 Let's get your backstory first. 00:01:13.810 --> 00:01:14.990 How have you been a PT 00:01:15.131 --> 00:01:16.432 previous to what you do now? 00:01:17.227 --> 00:01:18.468 So I graduated PT school in 00:01:18.487 --> 00:01:20.067 two thousand fourteen background. 00:01:20.088 --> 00:01:21.789 Before that, I was a school teacher, 00:01:21.828 --> 00:01:23.069 got hit by a car on my bike, 00:01:23.129 --> 00:01:26.492 led me down the path to PT and loved it. 00:01:26.531 --> 00:01:27.972 Love outpatient PT, 00:01:28.033 --> 00:01:29.472 specialized in back pain, 00:01:29.894 --> 00:01:31.013 really successful in the 00:01:31.054 --> 00:01:34.075 local region and decided to 00:01:34.115 --> 00:01:35.537 try for a business idea 00:01:35.557 --> 00:01:36.557 that my husband and I had. 00:01:36.996 --> 00:01:37.798 And here we are today. 00:01:37.817 --> 00:01:39.319 Is he a PT as well or this 00:01:39.338 --> 00:01:40.739 is just like a like a combo? 00:01:41.359 --> 00:01:42.000 It's a combo. 00:01:42.040 --> 00:01:42.859 He's in construction. 00:01:43.301 --> 00:01:43.480 Good. 00:01:43.840 --> 00:01:45.341 I like that because. 00:01:46.603 --> 00:01:49.284 What he might lose in not being a PT, 00:01:49.305 --> 00:01:51.265 he makes up for in not being a PT, 00:01:51.605 --> 00:01:53.045 in not having a blind spot. 00:01:53.185 --> 00:01:53.465 All right, 00:01:53.504 --> 00:01:55.605 so what's the business that you went for? 00:01:55.626 --> 00:01:56.206 We opened Frostfire, Sauna, 00:01:56.286 --> 00:02:00.887 and Cold Plunge. 00:02:00.906 --> 00:02:01.427 Got it. 00:02:01.466 --> 00:02:03.387 So clinicians out there are going, okay, 00:02:03.727 --> 00:02:05.287 I hear Frostfire, cool. 00:02:05.347 --> 00:02:06.308 I like the logo behind you 00:02:06.347 --> 00:02:07.427 if you're watching my live stream. 00:02:07.787 --> 00:02:09.209 Looks very, very appealing. 00:02:09.528 --> 00:02:10.889 I hear Sauna and Cold Plunge. 00:02:11.389 --> 00:02:13.188 But from a PT perspective, 00:02:13.248 --> 00:02:14.490 not a patient perspective, 00:02:15.270 --> 00:02:16.310 what's the business look like? 00:02:17.081 --> 00:02:18.302 It's all about recovery. 00:02:18.383 --> 00:02:19.223 So it's getting people in 00:02:19.243 --> 00:02:21.526 the door to do the sauna, cold plunge, 00:02:21.686 --> 00:02:23.548 but while they're here, I'm coaching them, 00:02:23.948 --> 00:02:25.008 I'm educating them, 00:02:25.330 --> 00:02:27.191 and that's the door into, okay, 00:02:27.312 --> 00:02:28.953 I've had this ache, I've had this pain, 00:02:29.013 --> 00:02:29.973 what could I do about it? 00:02:30.234 --> 00:02:30.995 And that's how I bring 00:02:31.034 --> 00:02:32.135 people to the PT side. 00:02:32.377 --> 00:02:34.098 I call this and I'm going to have her on. 00:02:34.139 --> 00:02:34.878 I've said it for a while. 00:02:34.899 --> 00:02:35.519 We just have a match 00:02:35.538 --> 00:02:36.379 schedule as a friend of mine, 00:02:36.439 --> 00:02:36.879 Megan Brown. 00:02:37.099 --> 00:02:38.379 I call this a Trojan horse. 00:02:39.001 --> 00:02:40.381 This is come in for the sauna, 00:02:40.401 --> 00:02:41.382 come in for the cold plunge, 00:02:41.421 --> 00:02:43.962 come in for what you think is recovery. 00:02:44.323 --> 00:02:45.643 Because if you're on these things, 00:02:45.663 --> 00:02:47.123 you're seeing the videos, this, that, 00:02:47.144 --> 00:02:47.804 and the other thing. 00:02:48.585 --> 00:02:48.965 And you're saying, 00:02:48.985 --> 00:02:50.504 come in for that under the 00:02:50.705 --> 00:02:53.385 eyes of a physical therapist. 00:02:53.445 --> 00:02:54.507 How'd you guys come up with this? 00:02:55.747 --> 00:02:58.349 We went to Asheville, North Carolina, 00:02:58.430 --> 00:02:59.730 had a wonderful experience 00:02:59.751 --> 00:03:01.352 with a sauna cold plunge, 00:03:01.391 --> 00:03:02.772 but it was after a four-day 00:03:02.793 --> 00:03:03.493 jiu-jitsu game. 00:03:03.713 --> 00:03:04.835 So I honestly didn't think I 00:03:04.854 --> 00:03:06.515 was going to be walking on a Monday, 00:03:06.816 --> 00:03:08.377 and I was bebopping around just fine. 00:03:08.578 --> 00:03:10.218 And I really attribute a lot 00:03:10.239 --> 00:03:11.479 of it to the sauna cold plunge, 00:03:11.800 --> 00:03:13.221 but also the community building. 00:03:13.441 --> 00:03:14.421 And that's what we wanted to 00:03:14.442 --> 00:03:15.723 bring was the community 00:03:15.742 --> 00:03:17.903 building of doing something difficult, 00:03:18.224 --> 00:03:20.225 surrounded by people you had just met, 00:03:20.787 --> 00:03:24.892 and working through – 00:03:23.008 --> 00:03:24.848 getting into an ice cold tub 00:03:25.269 --> 00:03:26.210 and working through three 00:03:26.229 --> 00:03:27.310 minutes there with people 00:03:27.349 --> 00:03:28.830 coaching you and cheering 00:03:28.850 --> 00:03:30.651 you on just like you would a marathon. 00:03:30.711 --> 00:03:31.673 People are cheering you on 00:03:31.693 --> 00:03:32.953 to be able to do it. 00:03:32.973 --> 00:03:33.633 And so it's community 00:03:33.653 --> 00:03:34.653 building and recovery. 00:03:34.933 --> 00:03:35.655 So talk to me more about the 00:03:35.675 --> 00:03:36.215 community building. 00:03:36.235 --> 00:03:37.014 Like, what's that like? 00:03:37.055 --> 00:03:37.254 Like, 00:03:37.795 --> 00:03:39.216 is this a monthly recurring 00:03:39.377 --> 00:03:40.717 membership for people? 00:03:40.796 --> 00:03:42.157 Is this a one-stop shop 00:03:42.177 --> 00:03:42.717 where I'm going to come in, 00:03:42.737 --> 00:03:43.579 I'm going to pay sixty 00:03:43.618 --> 00:03:45.098 bucks and I'm going to do the sauna, 00:03:45.118 --> 00:03:45.819 cold plunge, whatever? 00:03:46.519 --> 00:03:47.179 It's both. 00:03:47.218 --> 00:03:49.341 So we do one time, 00:03:49.741 --> 00:03:50.942 thirty dollar for an hour, 00:03:51.002 --> 00:03:52.002 forty for two hours, 00:03:52.262 --> 00:03:54.243 as much or as little sauna cold plunge. 00:03:54.463 --> 00:03:55.503 But the way we built it, 00:03:55.544 --> 00:03:56.444 we have a six person 00:03:56.465 --> 00:03:57.746 traditional sauna and two 00:03:57.786 --> 00:03:58.725 cold plunge clubs right 00:03:58.746 --> 00:03:59.426 next to each other. 00:03:59.787 --> 00:04:00.987 So you're actually always 00:04:01.027 --> 00:04:02.087 engaging with someone else. 00:04:02.367 --> 00:04:03.389 We do the memberships, 00:04:03.489 --> 00:04:04.349 if you know you love it, 00:04:04.530 --> 00:04:06.290 but the whole space is open 00:04:06.411 --> 00:04:07.290 and meant for people to 00:04:07.431 --> 00:04:08.551 constantly be interacting. 00:04:09.352 --> 00:04:12.372 So, so who's your, who are your avatars? 00:04:12.413 --> 00:04:14.093 I don't think you have one ideal customer, 00:04:14.174 --> 00:04:14.433 right? 00:04:14.473 --> 00:04:15.414 Like there's just, 00:04:15.514 --> 00:04:16.334 it might fit under like 00:04:16.454 --> 00:04:17.875 someone who's athletic, right? 00:04:17.915 --> 00:04:19.315 Like, I don't think my, you know, 00:04:19.617 --> 00:04:20.737 my grandmother is very active. 00:04:20.896 --> 00:04:21.497 She's ninety eight. 00:04:21.516 --> 00:04:23.077 Just by the way, Gammy's out in Oklahoma. 00:04:23.577 --> 00:04:24.399 I don't think she's your 00:04:24.459 --> 00:04:26.480 ideal person walking through the door. 00:04:26.519 --> 00:04:28.100 But are these like, like local, 00:04:28.180 --> 00:04:28.880 not just athletes, 00:04:28.901 --> 00:04:30.661 but like local sports teams? 00:04:31.401 --> 00:04:32.922 Is this like a triathlon 00:04:32.961 --> 00:04:34.622 team who like also says we're going to, 00:04:34.642 --> 00:04:35.322 we're going to throw down 00:04:35.343 --> 00:04:36.244 and we're going to go as a group? 00:04:37.269 --> 00:04:38.670 It's really all of the above, 00:04:38.750 --> 00:04:39.812 but more importantly, 00:04:39.872 --> 00:04:40.932 it's the person who doesn't 00:04:40.952 --> 00:04:43.214 have access to the cold plunge and sauna. 00:04:43.495 --> 00:04:44.415 So a lot of the teams have 00:04:44.475 --> 00:04:46.137 access to cold plunge, not the sauna. 00:04:46.458 --> 00:04:48.720 But I'm finding it's more the thirty, 00:04:48.759 --> 00:04:49.139 forty, 00:04:49.180 --> 00:04:51.062 fifty year old who's still very active, 00:04:51.122 --> 00:04:52.322 but the aches and pains are 00:04:52.343 --> 00:04:54.103 starting to set in or the 00:04:54.144 --> 00:04:55.404 person who wants to explore 00:04:55.444 --> 00:04:56.425 something different like 00:04:56.466 --> 00:04:57.646 cold plunging or sauna. 00:04:57.706 --> 00:04:58.927 And they just don't have the 00:04:59.348 --> 00:05:00.949 tools or the understanding 00:05:00.970 --> 00:05:01.870 of how to do it safely. 00:05:01.911 --> 00:05:03.411 And they want to talk with someone. 00:05:03.432 --> 00:05:04.572 They want me there to coach them. 00:05:05.040 --> 00:05:05.940 So how do they do this? 00:05:06.000 --> 00:05:08.142 Let's say we'll put me and 00:05:08.523 --> 00:05:09.824 my triathlon buddies. 00:05:10.004 --> 00:05:11.165 There's five of us. 00:05:11.225 --> 00:05:12.307 There's six of us total. 00:05:12.908 --> 00:05:13.708 Do we book a time? 00:05:13.728 --> 00:05:14.028 Like, hey, 00:05:14.048 --> 00:05:14.990 we know we're going on a long 00:05:15.050 --> 00:05:15.971 ride on Saturday. 00:05:16.391 --> 00:05:18.692 Do we then on Sunday morning book an hour, 00:05:18.892 --> 00:05:19.394 and then we're going to 00:05:19.434 --> 00:05:23.117 come in and then use the 00:05:23.137 --> 00:05:25.779 place like it's our rehab facility, 00:05:25.920 --> 00:05:30.902 like our – 00:05:28.187 --> 00:05:30.028 You can book it or you do drop-in. 00:05:30.187 --> 00:05:31.348 So I've had a good amount of 00:05:31.389 --> 00:05:32.309 business with drop-in 00:05:32.348 --> 00:05:33.809 because especially with 00:05:33.848 --> 00:05:34.809 being a parent myself, 00:05:34.889 --> 00:05:35.649 you never know when you're 00:05:35.670 --> 00:05:36.370 going to get that hour. 00:05:37.029 --> 00:05:38.029 And so the drop-in 00:05:38.050 --> 00:05:39.350 appointments have been popular. 00:05:39.709 --> 00:05:40.990 The booking's nice if you're 00:05:41.011 --> 00:05:41.911 doing group appointments 00:05:41.930 --> 00:05:42.670 because it's really easy 00:05:43.011 --> 00:05:43.930 for people to say, oh, 00:05:43.971 --> 00:05:45.391 I'm going to bring two of my friends. 00:05:45.872 --> 00:05:46.812 And with our memberships, 00:05:46.851 --> 00:05:48.291 it's cheaper to bring a friend. 00:05:48.672 --> 00:05:49.793 But most importantly, 00:05:49.992 --> 00:05:51.012 we want to be available. 00:05:51.192 --> 00:05:52.593 We're open seven days a week 00:05:52.733 --> 00:05:54.733 because fitness happens all the time. 00:05:54.973 --> 00:05:56.053 Injuries happen all the time. 00:05:56.394 --> 00:05:57.995 And so that availability is important. 00:05:58.035 --> 00:05:59.615 And there's always myself and my husband. 00:05:59.675 --> 00:06:01.137 We call ourselves our guides. 00:06:01.336 --> 00:06:02.637 The guides are there to 00:06:02.677 --> 00:06:03.619 guide you through how to do 00:06:03.678 --> 00:06:04.559 solder cold plunge. 00:06:04.879 --> 00:06:05.360 On site. 00:06:05.600 --> 00:06:07.040 But long term, you guys can't. 00:06:07.081 --> 00:06:08.581 You've got to phase yourself 00:06:08.622 --> 00:06:09.182 out of the business. 00:06:09.201 --> 00:06:09.882 You've got to teach other 00:06:09.903 --> 00:06:10.663 people to do that, right? 00:06:10.742 --> 00:06:11.103 I'm guessing. 00:06:11.122 --> 00:06:12.845 We're going to hire someone 00:06:12.865 --> 00:06:13.764 to become the guide. 00:06:13.925 --> 00:06:16.906 And I will matriculate into only PT. 00:06:17.146 --> 00:06:17.968 When I walk in. 00:06:19.553 --> 00:06:20.093 What's it like? 00:06:20.134 --> 00:06:21.035 Let's say me and my five 00:06:21.074 --> 00:06:22.435 buddies have it for an hour. 00:06:22.555 --> 00:06:22.776 Right. 00:06:22.815 --> 00:06:23.776 We were booked like that. 00:06:23.797 --> 00:06:24.617 We know there's space. 00:06:24.677 --> 00:06:24.858 Right. 00:06:24.877 --> 00:06:25.898 Because one person might be 00:06:25.937 --> 00:06:26.639 easy to sneak in, 00:06:26.658 --> 00:06:28.160 but six of us probably not so much. 00:06:28.699 --> 00:06:29.360 What's it look like? 00:06:29.380 --> 00:06:29.800 Are you do it? 00:06:29.821 --> 00:06:30.822 Is this like white glove? 00:06:30.862 --> 00:06:31.661 Like walk in? 00:06:31.723 --> 00:06:32.663 Here's a towel. 00:06:33.124 --> 00:06:34.845 Here's, you know, lemon water. 00:06:34.944 --> 00:06:35.105 Like, 00:06:35.165 --> 00:06:37.086 I feel like I'm is it like it like 00:06:37.125 --> 00:06:39.088 just what I'm looking at the logo, 00:06:39.168 --> 00:06:40.908 the vibe behind you and how 00:06:40.928 --> 00:06:41.468 you're describing it. 00:06:41.509 --> 00:06:43.130 It feels very much like higher end. 00:06:44.011 --> 00:06:46.992 spa than it does like you're 00:06:47.031 --> 00:06:48.372 walking in immediately 00:06:48.411 --> 00:06:49.451 you're and I can take you 00:06:49.552 --> 00:06:50.391 on a tour in a little bit 00:06:50.432 --> 00:06:52.132 but wellness recovery 00:06:52.153 --> 00:06:53.492 beverages we've got hot 00:06:53.512 --> 00:06:54.452 teas that are locally 00:06:54.512 --> 00:06:58.613 brewed retail for sauna and 00:06:59.533 --> 00:07:01.514 bath recovery aids you come 00:07:01.595 --> 00:07:03.435 in you've got the towel the 00:07:03.535 --> 00:07:05.156 robes it's a luxurious 00:07:05.196 --> 00:07:06.696 experience but it's also an 00:07:06.776 --> 00:07:07.855 educational experience so 00:07:07.875 --> 00:07:09.036 we wanted to push those two 00:07:09.076 --> 00:07:10.476 together the last thing we 00:07:10.536 --> 00:07:11.596 want is it to feel clinical 00:07:13.283 --> 00:07:14.663 I think that's your smartest move. 00:07:14.884 --> 00:07:16.725 I think this is where, again, 00:07:16.785 --> 00:07:17.725 I think you're a sucker 00:07:17.745 --> 00:07:18.966 punch or a Trojan horse, 00:07:19.007 --> 00:07:20.387 which is the front of your 00:07:20.468 --> 00:07:21.588 organization looks very 00:07:21.629 --> 00:07:24.550 much like the spa and spas 00:07:24.589 --> 00:07:26.351 don't sell bath bombs. 00:07:26.372 --> 00:07:27.291 They don't sell towels. 00:07:27.312 --> 00:07:28.413 They sell an experience. 00:07:28.452 --> 00:07:30.394 Like I want to feel in this 00:07:30.533 --> 00:07:31.935 hour and then hopefully the 00:07:31.995 --> 00:07:33.415 hour or two after that, 00:07:33.857 --> 00:07:35.437 this thing that I went through. 00:07:36.218 --> 00:07:37.980 if I have this issue or this problem. 00:07:38.459 --> 00:07:39.620 So, okay. 00:07:39.641 --> 00:07:42.223 So walk in very much like white glove, 00:07:42.262 --> 00:07:43.725 like I'm getting an experience. 00:07:44.524 --> 00:07:45.826 You mentioned some add-ons. 00:07:45.906 --> 00:07:46.706 Are you going to add 00:07:46.786 --> 00:07:49.028 something like massage? 00:07:49.108 --> 00:07:50.569 Do you offer that now? 00:07:51.050 --> 00:07:51.850 We don't offer it now. 00:07:51.870 --> 00:07:53.432 We have Norma Tech recovery boots. 00:07:53.452 --> 00:07:54.934 So we do the compression massage. 00:07:55.293 --> 00:07:56.074 It's a dollar a minute, 00:07:56.115 --> 00:07:57.675 but probably not doing the 00:07:57.696 --> 00:07:58.958 massage therapy because I 00:07:58.978 --> 00:08:00.038 want to go into the manual 00:08:00.079 --> 00:08:01.500 therapy of the PT side. 00:08:01.519 --> 00:08:02.961 So it's really going to be 00:08:03.100 --> 00:08:04.721 If you need those services, here, 00:08:04.762 --> 00:08:05.601 come talk to me. 00:08:05.641 --> 00:08:07.461 Here are the cash-based packages. 00:08:08.161 --> 00:08:08.583 That's cool. 00:08:08.762 --> 00:08:09.783 What else haven't I asked? 00:08:09.822 --> 00:08:10.882 What else is there that 00:08:10.923 --> 00:08:13.644 maybe you haven't gotten to show off yet? 00:08:13.663 --> 00:08:14.184 The culture. 00:08:14.764 --> 00:08:16.125 We are downtown Lynchburg. 00:08:16.285 --> 00:08:19.466 We have a mural by a local artist. 00:08:19.745 --> 00:08:21.625 We're ingrained in downtown Lynchburg. 00:08:21.685 --> 00:08:23.326 We received a grant through 00:08:23.367 --> 00:08:24.567 Launch Lynchburg that 00:08:24.646 --> 00:08:26.048 funded us to be in the 00:08:26.088 --> 00:08:27.468 downtown on Main Street, 00:08:27.807 --> 00:08:28.927 and we are part of the 00:08:28.947 --> 00:08:30.009 culture of our downtown 00:08:30.028 --> 00:08:31.129 that's beginning to thrive. 00:08:32.107 --> 00:08:32.707 So smart. 00:08:32.788 --> 00:08:33.828 So talk about that grant, 00:08:33.869 --> 00:08:35.249 like even just briefly, like, hey, 00:08:35.389 --> 00:08:36.250 you paid attention. 00:08:37.090 --> 00:08:38.090 Remember that guy back in 00:08:38.110 --> 00:08:38.770 like the eighties and 00:08:38.811 --> 00:08:40.931 nineties who would be on TV in the, 00:08:41.052 --> 00:08:41.731 in the suit coat, 00:08:41.751 --> 00:08:43.192 but it had question marks all over it. 00:08:43.572 --> 00:08:44.493 And he would like sell the 00:08:44.533 --> 00:08:45.153 book that was like, 00:08:45.352 --> 00:08:46.433 there's money out there. 00:08:46.474 --> 00:08:47.374 If you know how to apply, 00:08:47.394 --> 00:08:50.394 this is like pre-internet, right? 00:08:50.455 --> 00:08:51.535 And essentially his whole pitch was like, 00:08:51.556 --> 00:08:52.155 there's money there. 00:08:52.196 --> 00:08:53.035 So like you were smart 00:08:53.056 --> 00:08:54.817 enough to go look like, know about it, 00:08:55.057 --> 00:08:57.577 apply for it, apply well and win it. 00:08:58.202 --> 00:08:58.342 Yeah, 00:08:58.363 --> 00:09:00.323 I'm constantly on the Internet and 00:09:00.364 --> 00:09:01.764 websites and looking for 00:09:02.184 --> 00:09:04.566 ways like APTA and VPTA, 00:09:04.586 --> 00:09:06.547 which is our local Virginia PTA. 00:09:06.706 --> 00:09:07.847 There's scholarships that 00:09:08.028 --> 00:09:08.947 that are available. 00:09:08.967 --> 00:09:10.048 There's money available. 00:09:10.408 --> 00:09:11.708 So for the local downtown 00:09:11.729 --> 00:09:12.870 Lynchburg Association, 00:09:13.129 --> 00:09:14.951 there was an application to 00:09:14.990 --> 00:09:16.230 do a Zoom interview, 00:09:16.471 --> 00:09:17.591 which quickly led to eight 00:09:17.631 --> 00:09:19.413 weeks of business classes, 00:09:19.633 --> 00:09:21.614 which led to a Shark Tank style pitch. 00:09:21.894 --> 00:09:23.654 We won a thousand dollars for a grant. 00:09:24.096 --> 00:09:25.736 So you had to earn it. 00:09:25.897 --> 00:09:26.258 Got it. 00:09:26.597 --> 00:09:28.799 We earned it, but we also, you know, 00:09:29.139 --> 00:09:30.660 it was twenty five very 00:09:30.701 --> 00:09:32.842 persistent people out of what, 00:09:32.883 --> 00:09:35.004 seventy thousand people that live here. 00:09:35.424 --> 00:09:36.846 So it took some persistence 00:09:36.865 --> 00:09:37.586 and some learning, 00:09:37.667 --> 00:09:38.847 but we knew it was 00:09:38.868 --> 00:09:40.129 available because we looked for it. 00:09:41.129 --> 00:09:42.230 What was what was the 00:09:42.330 --> 00:09:44.751 overview of your pitch? 00:09:44.792 --> 00:09:45.773 Bringing recovery and 00:09:45.812 --> 00:09:48.754 wellness to Lynchburg, Virginia. 00:09:48.794 --> 00:09:49.655 This is a trick question. 00:09:49.716 --> 00:09:50.557 We already know the answer. 00:09:50.976 --> 00:09:51.778 Do you think if you had 00:09:51.817 --> 00:09:53.219 pitched a PT clinic, it would have won? 00:09:55.793 --> 00:09:56.754 People don't want more clinical situations, 00:09:56.774 --> 00:09:56.974 but I did. 00:09:56.994 --> 00:09:59.394 Yeah, exactly. 00:09:59.615 --> 00:09:59.815 Right. 00:09:59.875 --> 00:10:00.434 But you did, 00:10:00.495 --> 00:10:01.554 but you didn't because you 00:10:01.634 --> 00:10:03.154 framed it differently, right? 00:10:03.254 --> 00:10:04.495 So someone would say, well, 00:10:04.514 --> 00:10:05.895 this isn't traditional PT. 00:10:05.956 --> 00:10:07.155 And I would say, you're right. 00:10:08.115 --> 00:10:09.056 But I would say you're going 00:10:09.076 --> 00:10:10.395 to get people who might not 00:10:10.416 --> 00:10:11.697 have walked into a clinic, 00:10:11.996 --> 00:10:12.917 a traditional clinic, 00:10:13.376 --> 00:10:13.836 and you're going to get 00:10:13.876 --> 00:10:14.697 eyes on them and you're 00:10:14.716 --> 00:10:15.817 going to be able to whisper in their ear, 00:10:15.856 --> 00:10:16.918 which supposedly is what we 00:10:16.957 --> 00:10:18.077 want to get paid for in the future, 00:10:18.138 --> 00:10:18.357 right? 00:10:18.398 --> 00:10:19.337 The stuff between our ears 00:10:19.357 --> 00:10:20.097 and not necessarily, 00:10:20.118 --> 00:10:21.077 not just what we do with 00:10:21.118 --> 00:10:22.798 our hands or what we offer people. 00:10:22.818 --> 00:10:23.979 Go ahead. 00:10:25.668 --> 00:10:26.169 No, no, keep going. 00:10:26.669 --> 00:10:27.912 We're doing spinoffs like 00:10:28.072 --> 00:10:29.493 sauna and stretch where we 00:10:29.514 --> 00:10:30.914 can tailor it to their needs. 00:10:30.934 --> 00:10:32.256 You know, it's led by a PT. 00:10:32.297 --> 00:10:34.719 So all of this really truly is marketing, 00:10:35.080 --> 00:10:36.321 but it's marketing because 00:10:36.341 --> 00:10:37.482 I'm doing something I love 00:10:37.523 --> 00:10:39.365 that I believe in for the community. 00:10:39.705 --> 00:10:40.907 But eventually these people 00:10:40.927 --> 00:10:42.087 will come to trust me for 00:10:42.107 --> 00:10:43.009 the PT side of things. 00:10:43.349 --> 00:10:44.688 I think if you had done this, 00:10:44.869 --> 00:10:45.629 even if you had done 00:10:45.690 --> 00:10:46.850 everything the same way, 00:10:47.289 --> 00:10:49.549 but you did it in a clinical environment, 00:10:49.629 --> 00:10:50.711 I don't think it would work. 00:10:51.110 --> 00:10:52.510 Because that's not what I expect there. 00:10:52.910 --> 00:10:54.892 And Seth Godin's a famous business guy. 00:10:54.912 --> 00:10:55.871 You're familiar with Seth Godin. 00:10:56.172 --> 00:10:57.032 He writes books about 00:10:57.072 --> 00:10:58.532 business that are really, like for me, 00:10:58.631 --> 00:10:59.913 that are really short and simple. 00:10:59.993 --> 00:11:00.893 So I can feel like I've read 00:11:00.932 --> 00:11:01.332 a lot of books. 00:11:01.653 --> 00:11:02.352 Super smart guy. 00:11:02.852 --> 00:11:03.774 And he said, 00:11:04.234 --> 00:11:05.594 he sort of had a riff once 00:11:05.653 --> 00:11:09.315 where I like sushi and I like McNuggets. 00:11:09.914 --> 00:11:12.336 but I don't expect sushi at McDonald's. 00:11:12.876 --> 00:11:15.278 So when you walk into a PT clinic, 00:11:15.318 --> 00:11:17.860 you do sort of for better or for worse. 00:11:17.900 --> 00:11:18.841 And I think it's changing, 00:11:18.961 --> 00:11:19.902 but it's not totally there. 00:11:20.143 --> 00:11:21.964 I don't expect the paint I see behind you. 00:11:22.083 --> 00:11:23.865 I don't expect a cool, like that logo. 00:11:24.184 --> 00:11:26.307 I don't expect to see to your right. 00:11:26.386 --> 00:11:27.567 I think was like a relaxed, 00:11:27.648 --> 00:11:28.548 chill chair that you have 00:11:28.568 --> 00:11:29.710 like the Norma tech boots on. 00:11:30.429 --> 00:11:32.091 That's we sort of hide that 00:11:32.130 --> 00:11:33.711 and we do we white coat it. 00:11:34.351 --> 00:11:36.592 And we sort of hide behind 00:11:36.673 --> 00:11:37.293 some of those things. 00:11:37.312 --> 00:11:38.053 And I'm not saying don't 00:11:38.094 --> 00:11:39.214 break out a stethoscope or 00:11:39.254 --> 00:11:40.134 blood pressure cuff. 00:11:40.835 --> 00:11:42.274 I'm saying give people an 00:11:42.315 --> 00:11:43.196 environment they would like 00:11:43.235 --> 00:11:44.576 to relax in because isn't 00:11:44.596 --> 00:11:46.017 that step one and getting 00:11:46.057 --> 00:11:47.658 someone to open up and move. 00:11:48.583 --> 00:11:48.744 Right, 00:11:48.803 --> 00:11:49.825 and I think that's the wave of the 00:11:49.884 --> 00:11:50.206 future. 00:11:50.525 --> 00:11:52.528 When we are enabling and 00:11:52.567 --> 00:11:53.708 empowering people to pay 00:11:53.729 --> 00:11:54.769 for their own health care 00:11:55.110 --> 00:11:57.172 through cash-based and take 00:11:57.751 --> 00:11:59.494 the initiative to take care of themselves, 00:11:59.793 --> 00:12:00.575 we have to give them an 00:12:00.595 --> 00:12:02.316 experience that is customer 00:12:02.336 --> 00:12:03.216 service oriented. 00:12:03.717 --> 00:12:05.318 And it cannot be something 00:12:05.499 --> 00:12:06.879 like they're fearful of 00:12:06.980 --> 00:12:08.221 pain or they're fearful of 00:12:08.302 --> 00:12:09.363 the presentation. 00:12:09.643 --> 00:12:11.224 It's got to be an enjoyable experience. 00:12:11.825 --> 00:12:12.905 I also think... 00:12:14.190 --> 00:12:15.650 The subtle thing that you're 00:12:15.692 --> 00:12:17.113 doing that I noticed anyway 00:12:17.212 --> 00:12:18.634 is I feel like a lot of 00:12:18.673 --> 00:12:19.975 times when you walk into a clinic, 00:12:20.015 --> 00:12:20.916 it's very much something's 00:12:20.956 --> 00:12:22.837 going to happen to me, right? 00:12:22.857 --> 00:12:23.958 Something's going to happen to me. 00:12:24.259 --> 00:12:24.559 Someone, 00:12:24.679 --> 00:12:26.081 you are going to do something to 00:12:26.160 --> 00:12:27.582 me and that thing will make 00:12:27.623 --> 00:12:29.024 me feel better where I 00:12:29.063 --> 00:12:30.404 think you're essentially 00:12:30.446 --> 00:12:31.927 saying you come in here and 00:12:31.966 --> 00:12:33.008 you're going to do stuff. 00:12:33.168 --> 00:12:34.009 We're going to do stuff. 00:12:34.028 --> 00:12:35.429 I'm going to walk you through stuff. 00:12:35.831 --> 00:12:36.650 Then you'll feel better. 00:12:36.691 --> 00:12:37.631 It changes it a little bit 00:12:37.652 --> 00:12:39.193 from passive to active. 00:12:40.030 --> 00:12:41.831 Yes, and I think it's more approachable. 00:12:41.851 --> 00:12:42.692 And that's how we have to do 00:12:42.711 --> 00:12:43.451 the cold plunging. 00:12:44.113 --> 00:12:45.293 The person is choosing to 00:12:45.312 --> 00:12:46.033 put themselves in an 00:12:46.133 --> 00:12:47.894 uncomfortable situation, but at all times, 00:12:47.933 --> 00:12:48.594 they're in control. 00:12:49.014 --> 00:12:49.975 You're choosing to get in. 00:12:49.995 --> 00:12:51.014 You're choosing when to get out. 00:12:51.315 --> 00:12:52.875 And honestly, by framing it that way, 00:12:53.296 --> 00:12:54.876 I'm seeing people really 00:12:54.897 --> 00:12:57.417 surpass what my recommendations are. 00:12:57.437 --> 00:12:58.697 They're going for the three minutes. 00:12:58.717 --> 00:12:59.857 They're going for the colder. 00:12:59.878 --> 00:13:01.119 They're getting more smiles 00:13:01.158 --> 00:13:01.818 and more benefit. 00:13:02.119 --> 00:13:03.580 Our Google reviews are off 00:13:03.600 --> 00:13:04.700 the chart five star, 00:13:05.059 --> 00:13:06.561 and people are wanting to leave reviews, 00:13:06.581 --> 00:13:07.980 because honestly, it works, 00:13:08.181 --> 00:13:09.062 but they're empowered. 00:13:09.581 --> 00:13:10.442 And I think that's why 00:13:10.462 --> 00:13:12.104 they're there to leave the 00:13:12.163 --> 00:13:14.125 review and to have that good experience. 00:13:14.145 --> 00:13:15.407 Where are you in the stage of this? 00:13:15.427 --> 00:13:17.229 How long you've been open? 00:13:17.308 --> 00:13:18.129 October fourteenth. 00:13:18.149 --> 00:13:18.990 We opened the doors. 00:13:19.049 --> 00:13:21.011 So we're brand new. 00:13:21.032 --> 00:13:21.131 Yeah. 00:13:21.152 --> 00:13:23.453 Yeah, that's great. 00:13:24.034 --> 00:13:26.177 What surprised you even the 00:13:26.256 --> 00:13:27.238 month that you've been open 00:13:27.258 --> 00:13:28.057 or not even a month that 00:13:28.077 --> 00:13:28.578 you've been open? 00:13:28.639 --> 00:13:29.759 What surprised you that you 00:13:29.799 --> 00:13:30.581 didn't see coming? 00:13:30.841 --> 00:13:31.822 What was the surprise? 00:13:32.400 --> 00:13:33.822 how much benefit people are 00:13:33.841 --> 00:13:35.442 getting from the sauna cold plunge, 00:13:35.643 --> 00:13:36.403 the reactions. 00:13:36.663 --> 00:13:37.583 When they walk through the 00:13:37.604 --> 00:13:38.504 door when they're done, 00:13:38.804 --> 00:13:39.945 the smiles are bigger. 00:13:40.346 --> 00:13:41.446 People are reporting they're 00:13:41.466 --> 00:13:42.147 sleeping better. 00:13:42.407 --> 00:13:44.807 It's neat to watch the research in action. 00:13:45.028 --> 00:13:46.288 You know, you expect it to work, 00:13:46.668 --> 00:13:47.208 but honestly, 00:13:47.249 --> 00:13:48.190 I'm pinching myself because 00:13:48.210 --> 00:13:49.230 it's working so well. 00:13:49.451 --> 00:13:50.311 That's what surprised me. 00:13:50.671 --> 00:13:50.971 Yeah. 00:13:51.432 --> 00:13:53.293 What is advice you would 00:13:53.332 --> 00:13:55.114 give to someone else who is 00:13:55.134 --> 00:13:55.754 either going to open 00:13:55.793 --> 00:13:57.835 something similar or just open in general, 00:13:57.855 --> 00:13:59.235 like just become a business owner? 00:13:59.275 --> 00:14:00.057 Anything you would want to 00:14:00.096 --> 00:14:01.356 whisper in your ear six, 00:14:01.457 --> 00:14:01.998 eight months ago? 00:14:03.889 --> 00:14:05.230 number one is go for it but 00:14:05.270 --> 00:14:07.172 you're a strong pt we're 00:14:07.231 --> 00:14:09.552 smart and use the tools we 00:14:09.613 --> 00:14:11.234 have in a creative way if 00:14:11.274 --> 00:14:12.573 you want a creative outlet 00:14:12.894 --> 00:14:14.495 you make it create the 00:14:14.514 --> 00:14:15.375 world you want to treat in 00:14:15.395 --> 00:14:16.916 because it's available to 00:14:16.936 --> 00:14:19.258 you so you're making me 00:14:19.298 --> 00:14:20.498 think that there's two ways 00:14:20.538 --> 00:14:21.458 to go about this well 00:14:21.479 --> 00:14:22.219 there's a lot more in two 00:14:22.259 --> 00:14:23.078 ways but like there's two 00:14:23.099 --> 00:14:24.259 quick ways right you could 00:14:24.320 --> 00:14:26.301 open a clinic and then try to make it 00:14:27.596 --> 00:14:29.278 like an experience, like you're doing it, 00:14:29.599 --> 00:14:30.700 you're doing it the other way. 00:14:30.779 --> 00:14:31.379 You're opening the 00:14:31.399 --> 00:14:33.402 experience and sort of suckering them in, 00:14:33.501 --> 00:14:35.663 suckering them in to a 00:14:35.703 --> 00:14:36.423 clinical environment, 00:14:36.464 --> 00:14:37.764 like getting them in front of a PT. 00:14:38.025 --> 00:14:39.527 I think the other way is harder. 00:14:40.447 --> 00:14:42.349 I think if you start a traditional clinic, 00:14:42.389 --> 00:14:43.870 it's harder to change that 00:14:43.909 --> 00:14:45.071 than it is the direction 00:14:45.091 --> 00:14:45.711 that you're going. 00:14:45.731 --> 00:14:46.272 Yeah. 00:14:46.292 --> 00:14:48.533 I, I want the people off the streets. 00:14:48.553 --> 00:14:49.774 I want the tourists. 00:14:49.815 --> 00:14:50.775 And so I, 00:14:51.347 --> 00:14:52.389 I wouldn't say it's easier, 00:14:52.428 --> 00:14:53.409 it's just different. 00:14:53.970 --> 00:14:54.230 Yeah. 00:14:54.530 --> 00:14:55.532 But to me, 00:14:55.572 --> 00:14:57.472 it feels more welcoming in the 00:14:57.513 --> 00:15:02.076 sense that it's just more approachable. 00:15:02.096 --> 00:15:04.599 It doesn't mean the other way is wrong. 00:15:04.619 --> 00:15:04.799 Yeah, 00:15:04.860 --> 00:15:05.941 I didn't mean it was... So let me 00:15:06.000 --> 00:15:06.480 reframe. 00:15:06.941 --> 00:15:07.241 I think... 00:15:08.644 --> 00:15:09.865 I think taking a traditional 00:15:09.884 --> 00:15:11.567 clinic and being creative 00:15:12.006 --> 00:15:13.687 is crazy hard because I 00:15:13.727 --> 00:15:15.129 think it's so much in a box 00:15:15.549 --> 00:15:18.993 where I think the way you're going, 00:15:19.393 --> 00:15:20.433 which is swimming upstream 00:15:20.453 --> 00:15:20.955 when everybody else is 00:15:20.975 --> 00:15:21.836 swimming downstream, 00:15:24.037 --> 00:15:26.298 allows for more latitude and creativity. 00:15:26.318 --> 00:15:28.120 I would a hundred percent agree with that. 00:15:28.181 --> 00:15:29.701 And people notice you more. 00:15:29.902 --> 00:15:30.482 I agree with that. 00:15:31.160 --> 00:15:32.861 Yeah, I think when you open a PT clinic, 00:15:32.881 --> 00:15:34.582 and this is not rigid, 00:15:34.602 --> 00:15:35.683 like you can do it differently, 00:15:35.984 --> 00:15:36.605 but people have 00:15:36.664 --> 00:15:37.784 expectations and they might 00:15:37.825 --> 00:15:38.765 never come inside. 00:15:39.145 --> 00:15:40.307 But when I see that logo and 00:15:40.326 --> 00:15:41.847 you're saying I'm offering recovery, 00:15:44.230 --> 00:15:45.210 that communicates something 00:15:45.269 --> 00:15:46.671 different in my mind. 00:15:46.730 --> 00:15:48.052 Yeah, I agree with you. 00:15:48.072 --> 00:15:48.972 And our logo is Relax and Feel Good. 00:15:48.993 --> 00:15:49.133 I mean, 00:15:49.173 --> 00:15:50.133 what PT clinic sells t-shirts that 00:15:50.153 --> 00:15:51.094 says Relax and Feel Good? 00:15:51.114 --> 00:15:51.734 It's great. 00:15:51.754 --> 00:15:57.238 It's a paradigm shift, right? 00:15:57.582 --> 00:15:59.924 Yeah, whereas I'm trying to think, 00:15:59.985 --> 00:16:01.865 what do PT clinics do with T-shirts? 00:16:01.926 --> 00:16:03.126 The only consistent thing 00:16:03.206 --> 00:16:04.407 I've seen PT clinics do 00:16:04.427 --> 00:16:05.447 with T-shirts is give them 00:16:05.488 --> 00:16:08.509 upon graduation, right? 00:16:09.370 --> 00:16:10.410 Which is such a weird thing. 00:16:10.530 --> 00:16:12.052 When would you graduate from relaxing? 00:16:12.072 --> 00:16:14.693 You would never graduate 00:16:14.714 --> 00:16:16.975 from relax and recovery. 00:16:16.995 --> 00:16:17.155 Right. 00:16:17.176 --> 00:16:17.655 This is a lifetime. 00:16:17.676 --> 00:16:18.135 This is part of a habit. 00:16:18.155 --> 00:16:23.700 That's why we sell memberships. 00:16:23.740 --> 00:16:25.140 It's a habit of taking care of yourself. 00:16:25.854 --> 00:16:27.321 What's the rough square footage? 00:16:27.341 --> 00:16:28.206 How much did you need? 00:16:28.813 --> 00:16:30.134 Fifteen hundred. 00:16:30.154 --> 00:16:31.495 And it's honestly now we're 00:16:31.515 --> 00:16:32.576 finding it's a little small. 00:16:32.596 --> 00:16:33.356 We could have had more, 00:16:33.397 --> 00:16:35.578 but there's ways to expand. 00:16:35.619 --> 00:16:37.080 But I don't want it to be. 00:16:37.100 --> 00:16:37.200 Yeah. 00:16:37.220 --> 00:16:37.299 Yeah. 00:16:37.340 --> 00:16:38.681 Go small and need to go big 00:16:38.740 --> 00:16:39.760 rather than go big and then 00:16:39.880 --> 00:16:41.422 panic and then need to back down. 00:16:42.182 --> 00:16:43.844 What's what's success look 00:16:43.884 --> 00:16:46.044 like for you a year from now, 00:16:46.145 --> 00:16:47.326 which would be your first year, 00:16:47.866 --> 00:16:49.207 three years from now, 00:16:49.687 --> 00:16:50.568 because that's the mark. 00:16:50.589 --> 00:16:51.969 If your business can last three years, 00:16:51.989 --> 00:16:53.470 you got like, you know, a chance. 00:16:53.831 --> 00:16:55.611 And then maybe five years from now, 00:16:55.672 --> 00:16:57.293 what's one, three and five look like? 00:16:57.393 --> 00:16:58.553 Like shoot for the stars, man. 00:16:59.033 --> 00:16:59.874 Yeah, year one, 00:17:00.014 --> 00:17:01.955 we've hired at least one to two people, 00:17:01.995 --> 00:17:02.634 man in the front. 00:17:02.715 --> 00:17:03.475 I'm doing all PT. 00:17:04.194 --> 00:17:05.674 Year two, we've expanded. 00:17:05.694 --> 00:17:07.134 I'm still doing all PT, 00:17:08.175 --> 00:17:09.336 but I've expanded to the 00:17:09.355 --> 00:17:10.215 next door location, 00:17:10.256 --> 00:17:11.135 which is another fifteen 00:17:11.175 --> 00:17:13.616 hundred square foot space. 00:17:13.717 --> 00:17:14.676 Year three, 00:17:15.057 --> 00:17:17.217 we are hopefully bringing in 00:17:17.317 --> 00:17:18.997 sensory deprivation, float, 00:17:19.217 --> 00:17:20.438 some mindset coaching, 00:17:20.617 --> 00:17:22.157 more on the mindfulness part. 00:17:23.077 --> 00:17:25.398 And when do you have another location? 00:17:25.598 --> 00:17:27.979 Is that in the forecast? 00:17:28.455 --> 00:17:29.435 Not right now. 00:17:29.455 --> 00:17:30.856 I just want to expand right here. 00:17:30.916 --> 00:17:31.596 I want to knock it out of 00:17:31.616 --> 00:17:32.417 the park right here. 00:17:32.837 --> 00:17:33.157 Cool. 00:17:33.357 --> 00:17:34.397 What didn't I ask that you 00:17:34.417 --> 00:17:35.699 wish other PTs would know 00:17:35.818 --> 00:17:36.558 about what you're doing? 00:17:40.520 --> 00:17:40.641 Oh, 00:17:40.661 --> 00:17:41.901 something that I think is really 00:17:41.941 --> 00:17:42.422 important. 00:17:42.721 --> 00:17:43.521 As a PT, 00:17:43.561 --> 00:17:45.042 sometimes we only collaborate with 00:17:45.083 --> 00:17:46.163 people in the medical field. 00:17:46.583 --> 00:17:47.963 We are part of our communities. 00:17:48.163 --> 00:17:49.984 We are part of the business community. 00:17:50.025 --> 00:17:52.445 We are part of the local community. 00:17:52.486 --> 00:17:53.726 So no matter where we are, 00:17:53.945 --> 00:17:54.826 be ingrained in that 00:17:54.866 --> 00:17:56.326 community because that's 00:17:56.386 --> 00:17:57.288 who supported me through 00:17:57.307 --> 00:17:57.867 this whole thing. 00:17:58.327 --> 00:17:59.828 I have flowers you can't see 00:17:59.888 --> 00:18:02.029 here from a patient of mine. 00:18:02.049 --> 00:18:05.330 I have people coming in to say, hey, 00:18:05.550 --> 00:18:06.171 what about this? 00:18:06.211 --> 00:18:07.051 Have you thought about this 00:18:07.092 --> 00:18:09.353 from the yoga community? 00:18:09.373 --> 00:18:11.314 Collaboration with all 00:18:11.354 --> 00:18:12.493 people who promote wellness 00:18:12.513 --> 00:18:13.294 and success in the 00:18:13.334 --> 00:18:15.816 community is vital to your success. 00:18:16.415 --> 00:18:16.915 I love that. 00:18:16.976 --> 00:18:18.036 Last thing we do on episodes, 00:18:18.076 --> 00:18:19.237 we call it the parting shot. 00:18:20.356 --> 00:18:22.038 What's an idea, mic drop moment, 00:18:22.057 --> 00:18:22.718 soapbox statement? 00:18:22.738 --> 00:18:23.298 What would you want to leave 00:18:23.318 --> 00:18:23.858 with the audience? 00:18:34.058 --> 00:18:35.440 You're capable of doing 00:18:35.539 --> 00:18:37.362 whatever's in your dreams, 00:18:37.461 --> 00:18:38.282 but you got to do it. 00:18:38.782 --> 00:18:40.744 So go after it. 00:18:40.785 --> 00:18:41.325 Don't wait. 00:18:42.645 --> 00:18:43.987 Fortune favors the bold. 00:18:44.448 --> 00:18:45.588 Fortune favors the bold. 00:18:45.689 --> 00:18:46.650 One of my favorite lines. 00:18:47.630 --> 00:18:49.632 Sam at Frostfire in Lynchburg, 00:18:49.692 --> 00:18:50.532 appreciate you coming on 00:18:50.553 --> 00:18:52.454 the show in one of our 00:18:52.494 --> 00:18:54.615 first couple of PT Business 00:18:54.635 --> 00:18:55.336 Blueprint episodes. 00:18:56.337 --> 00:18:56.897 Thank you so much. 00:18:56.917 --> 00:18:57.578 It was a pleasure.