WEBVTT

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All right.

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Early bird special.

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Man, Dave is a dad.

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He's getting old and now

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he's early to the show.

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Dave, we missed you on Tuesday.

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How's it going?

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Good morning.

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All is well.

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How about you?

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It's going great.

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So interesting stuff.

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I don't know if I'd call

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myself an entrepreneur,

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but I'm going to say the

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life of a business owner is never quiet.

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Before we started,

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we're going to bring Jimmy in.

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Before we started, I shared with Dave,

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I effectively built a business model.

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That plays to my strengths.

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Right.

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So what are my strengths?

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I've got social media.

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So a big chunk of our

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revenue profitability comes

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from social media income.

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But I also own property.

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It was always a dream of

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ours to own the building we

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were in for our physical therapy clinics.

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We own property in Florida.

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We've sold that.

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We own property here.

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And a big chunk of my

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business income is rental income.

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Well, I'm losing a big tenant.

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I just got a sixty,

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maybe ninety day notice on

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this tenant moving out.

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So now I'm like, well, shoot,

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let's say that's a third of my income,

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a big chunk of my profit.

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Where am I going to replace that?

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And this is the real

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challenge that business

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owners are dealing with.

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You know, whether it be,

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you lose a big referral source,

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you go under a big Medicare audit,

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like whatever,

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there's always big changes

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that are happening.

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So we're brainstorming,

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we're figuring it out.

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I'm like, well, I could, you know,

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replace that revenue, that rental income,

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obviously with another tenant.

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And that's kind of the sweet spot.

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We grabbed a realtor,

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we're working with a

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realtor for the first time,

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and we're gonna try and fill that space.

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I could sell the building, you know,

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use this as a time for an exit.

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They're doing tons of

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construction around us.

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We're right off the I-

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seventy five corridor.

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We've got a thirty six

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hundred seat convention

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center and hotel being

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built within the next

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twelve to eighteen months

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right next to us.

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Bunch of commercial properties coming in,

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bunch of retail.

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So this could be a good time

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to exit the building.

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This could be a good time to

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find a new tenant.

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That's going to take a bigger footprint.

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This could be a big time to, you know,

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just change my business again.

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Look at doing education,

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doing conferences.

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I talked to Jimmy about this,

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bringing people into like,

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turn it into a little mini

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business university for PTOTSOP.

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I don't know what we're going to do,

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but you guys will hear it

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as it develops live.

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Meritato University.

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I was going to say Dean Tony.

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T-U, Tony U.

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Learn from all my mistakes.

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I've got millions of them.

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But that's all a university is.

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I know they have pomp and circumstance,

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but when they say built on

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the shoulder of giants,

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it's built on the shoulder

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of giant mistakes.

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Wet t-shirt contest,

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like pitchers of beer.

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That's what the university was.

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That's what I remember.

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Started a fraternity.

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I was going to say with a potential tenant,

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I used to follow Grant Cardone.

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I don't anymore,

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but he's got some funny quotes.

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And one of his quotes is,

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who's got my money?

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So there's tenants nearby, Tony.

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You jokingly can kind of

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consider your area, look around.

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I feel like there's got to

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be someone that would want

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that space in your area

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that would pay the same

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dollar amount or you could

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bump it up a bit or whatever.

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Or maybe you give them some

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rent reduction for the

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first month or two or the

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first six months or whatever,

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or some period to lock somebody in.

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But there's got to be some

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healthcare provider nearby

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that is looking to ramp up.

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So that's one of the things

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we've brainstormed with the

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commercial realtor.

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We have kind of a unique situation.

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So we have two opposing

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hospitals on opposite

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corners of each other.

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It's almost like there used

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to be Walgreens and CVS

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across the street everywhere.

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These are two opposing hospitals.

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One hospital has a huge

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footprint in the area.

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They've been here since

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before I came around.

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The other guys just came in.

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They bought a section right off the exit.

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It's an emergency room.

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They have physician offices.

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But they're all full.

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They don't have a place for PT.

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They don't have a place for

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other services.

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And from what I understand,

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the construction costs

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right now are through the roof.

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It is so hard to even get a

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building built.

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They can come in,

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and this is what I was saying,

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a bigger footprint.

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They can come in and take my

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entire building.

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It's almost eleven thousand square feet,

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two floors.

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It was a spine center initially.

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So it's built for a medical

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center and just, man,

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just be my tenant for the

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next fifteen years.

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Like the other hospital

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rented seventy five percent

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of my building for five years.

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It was an amazing experience.

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I love hospital tenants.

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So I would like to and

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that's what we're going to try for.

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Get somebody who wants a

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footprint in this area to

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come in and just take the whole building.

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There's also a massage

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therapy school who is

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looking to come into the area.

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I wish I would have owned a

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massage therapy business school,

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but if I can't own it,

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maybe I can lease my space to them.

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Yeah, there's tons of opportunities.

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Be the Ray Kroc, right?

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Why own the business when

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you could own the ground

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the business is built on?

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I mean, right?

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Heck yeah.

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Real estate game.

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So Scott's here.

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Bo's here.

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We've got a lot of stuff

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that we can talk about.

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Where do you guys want to start?

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I would like to start on April first,

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which is two days ago.

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And we had we had talked on April first.

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Was that April first?

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Like April Fool's Day jokes.

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And this is me.

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I think I come off a little

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bit more risky or like, you know,

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communication adverse,

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like grip it and rip it.

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When it comes to April

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Fool's Day and your business,

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I'm actually the opposite.

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And here's why.

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It's either gonna go really,

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you got a one percent

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chance of it's going really, really well.

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a ninety eight percent

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chance or a ninety eight

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percent chance of it just

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like completely blowing up in your face.

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Another one percent chance

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of it just falling flat.

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Like it's you have to hit

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such a specific moving

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target to take a chance

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because everybody's trying

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to like fool everybody.

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And I'm like, it's twenty twenty five.

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This was possible.

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I gave a few examples on the

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live stream on Tuesday of

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like things we did in radio

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back in the day.

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Kids before the interwebs,

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it was easier to fool

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people because there's a fact check.

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Right.

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Like and like you got fooled

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and you told six people,

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watch out for that.

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And the other six thousand

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people in your life, you couldn't tell.

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So here's what happened.

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And like people are getting fired,

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like people have to be

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getting fired from these organizations.

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So which was first?

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Oh, is this one?

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OK, so Sword Health.

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goes on LinkedIn,

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not really a Chuckles platform, but hey,

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Tony and I are trying to

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make it more of a Chuckles platform,

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right?

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We're trying to get a little

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more levity on LinkedIn.

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Sword Health goes old school,

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guy with girlfriend looking

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over the shoulder meme and

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does competitor,

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he's dating high quality care,

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but he's looking over his

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shoulder at non-clinical coaches.

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So for those kids playing along at home,

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Sword and Hinge are Walgreens and CVS.

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Are they not?

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Like, am I missing something?

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Or maybe in the nuance,

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I'm sure if I invited the

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CEO of Hinge on the show,

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he has not yet responded.

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But they are taking shots at

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each other on social media with memes.

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And they're sort of like the same thing.

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Maybe Coke and Pepsi, like Miller Lite,

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weird great taste and less filling.

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I don't know.

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Like to me, from the outside,

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these two organizations look very similar,

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right?

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So Sword Health,

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shots fired on April first.

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But then... Okay, go ahead.

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This will be the timeline.

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All right, so that screenshot,

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that sword health making

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fun of hinge health,

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I thought it looked like

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they made it for them.

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They're throwing shade.

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Yeah, which...

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You guys probably would have

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thought that I created this meme.

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I don't create memes,

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but I basically have said

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verbally this type of meme

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for both of these companies, though.

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Look, look, look.

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This is someone.

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This is me coming from my

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communications background.

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Someone who makes multiple six figures.

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Eventually, this got to them,

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and they thought this was a good idea.

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For a multi-million dollar

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healthcare organization.

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I don't think that social

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media post went too high up

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in terms of getting approval.

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Well,

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then everybody that it should have

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gone through,

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they got fired or they

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should be getting fired.

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Like this is a bad move.

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And here's why.

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I'll give you the radio

00:08:50.048 --> 00:08:51.230
parallel because that's all I know,

00:08:51.289 --> 00:08:51.509
right?

00:08:51.831 --> 00:08:53.091
You don't get beat by the

00:08:53.131 --> 00:08:54.153
songs you don't play.

00:08:55.116 --> 00:08:56.278
You don't get beat by the

00:08:56.318 --> 00:08:57.379
jokes you don't tell.

00:08:57.440 --> 00:08:58.380
You don't get beat by the

00:08:58.441 --> 00:08:59.522
risks you don't take.

00:08:59.743 --> 00:09:01.465
Here, in this situation, in comms,

00:09:01.725 --> 00:09:02.145
you don't.

00:09:02.446 --> 00:09:03.827
This was a bad move.

00:09:04.467 --> 00:09:06.410
But wait, it gets better.

00:09:06.951 --> 00:09:09.715
Because the CEO for the

00:09:09.835 --> 00:09:11.116
other organization that

00:09:11.136 --> 00:09:12.719
they were throwing shade at, Hinge,

00:09:13.278 --> 00:09:14.179
came back.

00:09:14.961 --> 00:09:17.201
never answer like what are

00:09:18.903 --> 00:09:20.124
you teaching the read it

00:09:20.203 --> 00:09:22.205
read it let's let's go so

00:09:22.284 --> 00:09:24.145
this is daniel perez ceo

00:09:24.346 --> 00:09:25.687
and founder at hinge he's

00:09:25.706 --> 00:09:27.027
like when competitors act

00:09:27.206 --> 00:09:28.087
out it's often because

00:09:28.128 --> 00:09:30.428
they're losing never punch

00:09:30.469 --> 00:09:32.750
down like if this this was

00:09:32.789 --> 00:09:33.990
a this was a um

00:09:35.235 --> 00:09:36.976
this was a D minus,

00:09:37.418 --> 00:09:39.798
this is an F like D minus.

00:09:39.839 --> 00:09:41.360
Like if you're sword and you're,

00:09:41.541 --> 00:09:42.981
and you are behind, I don't even know.

00:09:43.001 --> 00:09:43.741
I'm not keeping score.

00:09:43.761 --> 00:09:44.743
I don't know what metrics

00:09:45.003 --> 00:09:45.724
we're looking at here.

00:09:46.283 --> 00:09:48.306
You punch up, you try to get,

00:09:48.365 --> 00:09:48.985
if you're Pepsi,

00:09:49.005 --> 00:09:50.726
you try to get Coke to take the bait.

00:09:51.028 --> 00:09:51.288
Right.

00:09:51.868 --> 00:09:53.269
And then they took the bait

00:09:53.448 --> 00:09:54.769
if they're ahead and Perez

00:09:54.789 --> 00:09:56.331
comes back and he essentially is like,

00:09:56.912 --> 00:09:58.192
okay, when competitors act out,

00:09:58.212 --> 00:09:59.533
it's often because they're losing.

00:09:59.974 --> 00:10:01.414
And then he goes on a diatribe of like,

00:10:01.634 --> 00:10:03.076
here's why we're great at hinge health.

00:10:03.777 --> 00:10:04.798
The last point matters.

00:10:04.837 --> 00:10:06.499
Healthcare is a trust business, blah, blah,

00:10:06.519 --> 00:10:06.938
blah, blah, blah.

00:10:07.198 --> 00:10:08.840
This is a statement most

00:10:08.860 --> 00:10:10.061
likely written by AI and

00:10:10.081 --> 00:10:11.561
then massaged by a comms professional.

00:10:11.782 --> 00:10:13.022
If we're keeping score at home,

00:10:13.523 --> 00:10:14.623
here's the other thing too.

00:10:15.464 --> 00:10:17.585
And it, you can never prove it,

00:10:17.764 --> 00:10:18.966
but all the comments below

00:10:19.005 --> 00:10:21.366
this post from other hinge employees are,

00:10:23.068 --> 00:10:24.250
This post went out and then

00:10:24.269 --> 00:10:25.370
a Slack message went out to

00:10:25.410 --> 00:10:26.652
everybody that said, jump on it.

00:10:26.892 --> 00:10:27.893
Go comment, go comment.

00:10:27.913 --> 00:10:28.354
Go comment.

00:10:28.634 --> 00:10:30.436
Everybody dog pile in a good way.

00:10:30.615 --> 00:10:31.496
I can never prove it,

00:10:31.917 --> 00:10:32.758
but I don't have to because

00:10:32.778 --> 00:10:33.577
I run a podcast.

00:10:33.639 --> 00:10:34.298
So it doesn't matter.

00:10:34.418 --> 00:10:35.279
But that's what happened.

00:10:35.419 --> 00:10:35.759
Trust me.

00:10:36.120 --> 00:10:37.782
CEO put out a message and everybody said,

00:10:38.082 --> 00:10:38.743
jump on it.

00:10:38.982 --> 00:10:40.424
And everybody started getting the feels,

00:10:40.784 --> 00:10:41.044
right?

00:10:41.946 --> 00:10:43.267
So you figure it would be done.

00:10:43.607 --> 00:10:46.029
Two crappy mistakes in one

00:10:46.070 --> 00:10:47.530
day separated by a few hours.

00:10:47.571 --> 00:10:48.331
Wait, there's more?

00:10:50.677 --> 00:10:51.677
We were in a chat.

00:10:51.697 --> 00:10:52.937
I was like, oh my God.

00:10:53.236 --> 00:10:55.038
And that's why I've got to say,

00:10:55.057 --> 00:10:56.857
I'm going to say her name

00:10:56.878 --> 00:10:57.837
because I didn't even know

00:10:57.898 --> 00:11:01.399
this was going on until Marla,

00:11:01.918 --> 00:11:03.399
is it Ranieri?

00:11:05.120 --> 00:11:05.960
She was the one who dropped

00:11:05.980 --> 00:11:06.779
in our DMs and was like,

00:11:06.840 --> 00:11:07.960
are you guys watching this?

00:11:08.019 --> 00:11:08.980
And I was like, Marla,

00:11:09.100 --> 00:11:10.220
I had no idea that this was

00:11:10.259 --> 00:11:12.541
going on in public because no, no, Dave,

00:11:12.740 --> 00:11:13.681
we're not done there.

00:11:14.120 --> 00:11:15.721
We get even dumber because

00:11:15.760 --> 00:11:16.961
the first person who shots

00:11:16.981 --> 00:11:18.802
fired doubled down on me.

00:11:18.942 --> 00:11:19.022
Yeah.

00:11:20.495 --> 00:11:20.794
Hold on.

00:11:20.835 --> 00:11:21.936
I got to get a better picture of that.

00:11:21.956 --> 00:11:22.177
Hang on.

00:11:22.636 --> 00:11:23.638
Let me get a different

00:11:23.658 --> 00:11:24.239
version of that because I

00:11:24.259 --> 00:11:25.919
got to edit the screenshot.

00:11:25.940 --> 00:11:28.081
But yes, they doubled down on the memes.

00:11:28.481 --> 00:11:31.225
They went with the wrong one.

00:11:31.784 --> 00:11:32.927
And I'm showing my age here.

00:11:33.086 --> 00:11:34.028
This is Drake.

00:11:35.028 --> 00:11:36.068
Doing the over-the-shoulder

00:11:37.129 --> 00:11:38.149
hand in the face and then

00:11:38.169 --> 00:11:39.830
the gotcha meme gets

00:11:39.889 --> 00:11:41.010
offended by an April Fool's

00:11:41.030 --> 00:11:42.051
post mentioning one of our

00:11:42.091 --> 00:11:42.931
competitors using

00:11:42.990 --> 00:11:43.831
non-clinical coaches

00:11:43.870 --> 00:11:45.091
instead of licensed clinicians.

00:11:45.131 --> 00:11:45.851
And he's like, all right,

00:11:46.331 --> 00:11:48.013
actually uses non-clinical

00:11:48.052 --> 00:11:49.153
coaches instead of licensed.

00:11:50.452 --> 00:11:51.614
You're mad at me calling you

00:11:51.693 --> 00:11:52.974
out for the thing that we're both doing.

00:11:54.758 --> 00:11:55.658
And then someone pointed out,

00:11:55.677 --> 00:11:56.578
this is Drake.

00:11:56.859 --> 00:11:57.979
Who was the guy in the Super Bowl?

00:11:58.259 --> 00:11:58.938
This is what I'm showing.

00:11:59.019 --> 00:11:59.719
Who was the guy who like?

00:12:00.279 --> 00:12:01.799
Kendrick Lamar.

00:12:02.139 --> 00:12:03.200
You used the wrong guy.

00:12:03.240 --> 00:12:04.341
Kendrick Lamar won.

00:12:05.280 --> 00:12:07.000
You used the Pepsi again.

00:12:07.041 --> 00:12:08.361
Look at Jimmy going like

00:12:08.481 --> 00:12:09.881
meta with putting all these

00:12:09.922 --> 00:12:10.741
pieces together, Tony.

00:12:10.763 --> 00:12:11.182
I love it.

00:12:11.442 --> 00:12:14.844
You used the second place guy.

00:12:14.903 --> 00:12:15.823
What are you doing?

00:12:16.183 --> 00:12:17.644
So yeah, so that's where I'm like,

00:12:18.044 --> 00:12:18.904
that's where I know this

00:12:18.924 --> 00:12:19.965
had to be approved because

00:12:20.005 --> 00:12:21.505
they did it again.

00:12:22.046 --> 00:12:24.106
Like once was bad, twice as much.

00:12:24.287 --> 00:12:25.807
So like, all right,

00:12:25.827 --> 00:12:26.827
this is comms at like a

00:12:27.427 --> 00:12:28.889
million dollar company level.

00:12:29.389 --> 00:12:31.190
People doing it, in my opinion,

00:12:31.210 --> 00:12:32.710
and it's all subjective, poorly.

00:12:33.051 --> 00:12:33.451
But hey, look,

00:12:33.471 --> 00:12:34.591
they got some attention out of it.

00:12:35.051 --> 00:12:36.451
No attention is bad attention, right?

00:12:38.432 --> 00:12:38.732
It is.

00:12:38.753 --> 00:12:39.214
So it's good.

00:12:41.535 --> 00:12:42.635
Moral of the story is the

00:12:42.716 --> 00:12:44.857
April Fool's post should be

00:12:44.957 --> 00:12:47.200
funny only and not negative, right?

00:12:47.220 --> 00:12:48.221
They shouldn't be attacking.

00:12:48.681 --> 00:12:49.201
Oh, yeah.

00:12:49.221 --> 00:12:50.221
This came out of left field

00:12:50.442 --> 00:12:51.482
to attack a competitor, no?

00:12:51.663 --> 00:12:53.664
Listen, I figured this out in high school,

00:12:53.825 --> 00:12:54.085
right?

00:12:54.225 --> 00:12:55.326
I wanted to be funny.

00:12:55.505 --> 00:12:57.268
What I realized was I wasn't that funny.

00:12:57.307 --> 00:12:57.927
I was fun.

00:12:58.067 --> 00:12:58.769
And there's a difference.

00:12:58.828 --> 00:12:59.649
That's a different topic.

00:13:00.370 --> 00:13:01.350
If you ever want to make

00:13:01.409 --> 00:13:02.471
someone and make fun of

00:13:02.490 --> 00:13:03.010
someone and you're in a

00:13:03.030 --> 00:13:04.350
room full of twenty people, you know,

00:13:04.370 --> 00:13:06.631
the best person to make fun of yourself,

00:13:07.111 --> 00:13:08.991
self-deprecation, self-deprecation.

00:13:09.272 --> 00:13:10.212
And both of these people

00:13:10.452 --> 00:13:12.533
decided to prove how they

00:13:12.552 --> 00:13:13.693
were taking the moral high

00:13:13.734 --> 00:13:16.333
ground to like they beat

00:13:16.354 --> 00:13:17.134
their chest so hard.

00:13:17.195 --> 00:13:18.414
So like, yeah, dangerous.

00:13:18.534 --> 00:13:18.914
Yes.

00:13:19.375 --> 00:13:21.855
Who who who lost worst?

00:13:23.296 --> 00:13:25.397
I would say it was Hinge.

00:13:26.390 --> 00:13:27.250
Because if they're leading,

00:13:27.711 --> 00:13:29.293
you just acknowledge the

00:13:29.332 --> 00:13:29.913
fact that there's a

00:13:29.952 --> 00:13:32.394
competitor with a D minus

00:13:32.433 --> 00:13:34.355
going to sword with the two

00:13:34.375 --> 00:13:35.216
different crappy memes.

00:13:35.395 --> 00:13:38.136
So this was gold for me for

00:13:38.177 --> 00:13:38.937
about twenty minutes.

00:13:39.217 --> 00:13:40.278
But I will have either of

00:13:40.298 --> 00:13:42.298
these CEOs or VPs of comms

00:13:42.318 --> 00:13:44.100
or anybody come on the show

00:13:44.200 --> 00:13:45.380
and tell me why I'm wrong

00:13:45.400 --> 00:13:46.581
and this was actually good ideas.

00:13:46.662 --> 00:13:46.922
I don't know.

00:13:48.812 --> 00:13:51.193
Yeah, I mean, I didn't see any other.

00:13:51.754 --> 00:13:54.176
There was one, Angie from Apex,

00:13:54.196 --> 00:13:55.397
they put a thing out saying

00:13:55.417 --> 00:13:56.138
that they were going to

00:13:56.378 --> 00:13:59.581
stop doing musculoskeletal ultrasound.

00:14:00.981 --> 00:14:03.524
Usually, didn't APTA,

00:14:03.543 --> 00:14:06.046
and I don't even know, like this is,

00:14:06.145 --> 00:14:07.486
I think, just as bad.

00:14:07.667 --> 00:14:08.888
I don't even know if it ever

00:14:08.947 --> 00:14:09.668
was confirmed.

00:14:09.828 --> 00:14:11.690
Was it an April Fool's or not?

00:14:12.330 --> 00:14:13.831
Like APTA had shared

00:14:13.892 --> 00:14:14.831
something a couple of years

00:14:14.871 --> 00:14:16.192
ago on April Fool's Day,

00:14:17.053 --> 00:14:18.875
and people were like this

00:14:18.916 --> 00:14:20.118
has got to be a joke is

00:14:20.138 --> 00:14:21.318
this a joke is this an

00:14:21.379 --> 00:14:23.201
april fools are you you you

00:14:23.221 --> 00:14:25.043
know teasing us and I don't

00:14:25.062 --> 00:14:26.544
even remember what it was

00:14:26.565 --> 00:14:28.166
it was some sponsor like

00:14:28.225 --> 00:14:31.009
business that was coming in paying apta

00:14:32.028 --> 00:14:32.989
It was crazy stuff.

00:14:33.109 --> 00:14:35.711
I think there's more to be

00:14:35.770 --> 00:14:37.292
lost than to be gained.

00:14:37.772 --> 00:14:39.613
That's a better way of saying it.

00:14:39.633 --> 00:14:41.474
There's a bigger, bigger chance of losing.

00:14:41.794 --> 00:14:42.355
Here's the thing.

00:14:42.455 --> 00:14:42.995
In comms,

00:14:43.515 --> 00:14:45.076
if you have a press release or a

00:14:45.157 --> 00:14:45.956
story you need to share,

00:14:46.057 --> 00:14:47.979
unless it's a house fire

00:14:48.019 --> 00:14:49.379
that is happening right now,

00:14:49.840 --> 00:14:51.600
do it the day before or the day after.

00:14:51.640 --> 00:14:52.481
Do it on April second.

00:14:52.682 --> 00:14:53.643
Don't do it on April first.

00:14:53.883 --> 00:14:54.702
Get out of the way.

00:14:54.822 --> 00:14:55.423
Or if you actually have

00:14:55.443 --> 00:14:56.684
something really funny and twisted,

00:14:57.164 --> 00:14:58.846
like a twist, like something to play with,

00:14:59.265 --> 00:15:00.126
do it on a different day

00:15:00.167 --> 00:15:03.089
when not everybody is doing that.

00:15:03.308 --> 00:15:04.750
The funniest post that I see

00:15:04.769 --> 00:15:07.611
that comes up every year is April first,

00:15:07.892 --> 00:15:08.932
the only day of the year

00:15:08.952 --> 00:15:10.494
when people actually read

00:15:10.754 --> 00:15:11.455
and review things

00:15:11.534 --> 00:15:12.655
critically that they find

00:15:12.696 --> 00:15:13.196
on the internet.

00:15:13.456 --> 00:15:14.517
That is the most accurate

00:15:14.616 --> 00:15:15.538
statement because

00:15:15.677 --> 00:15:17.359
everybody's break checking on April.

00:15:17.379 --> 00:15:18.559
But hang on, I'm not going to fall for,

00:15:18.600 --> 00:15:19.821
hang on, I'm not going to fall for this.

00:15:20.061 --> 00:15:20.221
Right.

00:15:20.841 --> 00:15:21.701
The next day and the other

00:15:21.922 --> 00:15:22.863
three hundred and sixty four,

00:15:23.243 --> 00:15:24.583
we sort of believe it at face value.

00:15:26.316 --> 00:15:27.596
There was one social media post,

00:15:27.616 --> 00:15:28.477
and then we can move on,

00:15:28.498 --> 00:15:29.418
but there was one social

00:15:29.438 --> 00:15:30.299
media post that caught my

00:15:30.320 --> 00:15:31.740
attention that was kind of funny,

00:15:32.160 --> 00:15:33.663
and it was that Jeff Bezos

00:15:33.702 --> 00:15:35.004
had acquired Hooters,

00:15:35.104 --> 00:15:36.644
the chain of Hooters locations.

00:15:36.825 --> 00:15:38.326
That's not that far out of

00:15:38.366 --> 00:15:39.807
the realm of possibilities, though.

00:15:40.388 --> 00:15:41.389
Exactly, exactly.

00:15:41.469 --> 00:15:42.090
But, you know,

00:15:42.309 --> 00:15:45.072
for other reasons or whatever,

00:15:45.832 --> 00:15:46.953
someone linked that and

00:15:47.033 --> 00:15:47.815
made that a thing.

00:15:48.700 --> 00:15:50.821
Now, did Hooters end up going bankrupt,

00:15:50.860 --> 00:15:51.041
though?

00:15:51.061 --> 00:15:52.620
I think that's why I was saying that,

00:15:52.681 --> 00:15:53.221
yeah.

00:15:53.321 --> 00:15:53.821
I think so.

00:15:54.181 --> 00:15:55.961
Okay, same thing, because I see it,

00:15:55.981 --> 00:15:57.322
and I'm like, is this for real?

00:15:57.361 --> 00:15:58.302
That was a while ago, though.

00:15:58.361 --> 00:15:59.283
I saw that a while ago.

00:15:59.322 --> 00:16:00.503
They were talking about how

00:16:00.543 --> 00:16:01.802
they're – because them and

00:16:01.863 --> 00:16:03.062
Red Lobster are even longer.

00:16:03.244 --> 00:16:04.504
Somebody bought Red Lobster, though,

00:16:04.543 --> 00:16:05.423
on a big loan.

00:16:05.464 --> 00:16:06.563
Yeah, yeah, they did.

00:16:06.703 --> 00:16:07.104
They did.

00:16:07.945 --> 00:16:08.184
All right,

00:16:08.205 --> 00:16:11.345
what do we got next on the agenda?

00:16:11.424 --> 00:16:12.966
How about that screenshot I

00:16:13.005 --> 00:16:15.686
sent you guys about the

00:16:15.907 --> 00:16:16.966
luxury personal training?

00:16:17.407 --> 00:16:17.626
Yeah.

00:16:18.403 --> 00:16:19.124
I'll get that.

00:16:19.144 --> 00:16:19.684
I'll let you.

00:16:19.705 --> 00:16:20.884
Yeah, I'll get up on screen.

00:16:20.924 --> 00:16:22.025
You start talking about it, Dave.

00:16:22.166 --> 00:16:22.346
Yeah.

00:16:22.405 --> 00:16:24.206
So I shared a post yesterday.

00:16:24.225 --> 00:16:24.866
I think it was,

00:16:24.907 --> 00:16:26.287
this is not my thing about it again,

00:16:26.326 --> 00:16:27.768
probably triggered by, you know,

00:16:27.888 --> 00:16:28.947
I lose a big tenant.

00:16:29.028 --> 00:16:30.649
Now I need to make up the revenue.

00:16:30.668 --> 00:16:32.570
Where's it going to come from?

00:16:32.769 --> 00:16:34.750
Also based on conversations.

00:16:35.110 --> 00:16:36.932
for the viewing audience my

00:16:36.993 --> 00:16:38.013
wife came back into the

00:16:38.033 --> 00:16:39.554
clinic she's this is her

00:16:39.595 --> 00:16:41.216
second week back in after

00:16:41.255 --> 00:16:42.777
seventeen years now she's

00:16:42.797 --> 00:16:43.857
been behind the scenes

00:16:43.918 --> 00:16:45.619
doing payroll and and other

00:16:45.658 --> 00:16:47.259
things but she hasn't been

00:16:47.279 --> 00:16:48.721
a therapist in the clinic

00:16:49.162 --> 00:16:50.462
and she came back as really

00:16:50.523 --> 00:16:52.384
running the front desk and

00:16:52.443 --> 00:16:53.865
so she's realizing she's

00:16:53.885 --> 00:16:54.985
like wait a minute you know

00:16:55.025 --> 00:16:56.947
when I left what felt like

00:16:56.967 --> 00:16:59.070
yesterday it was everything was on paper

00:16:59.730 --> 00:17:00.791
New client would come in.

00:17:01.230 --> 00:17:02.451
We'd take a photocopy of

00:17:02.471 --> 00:17:03.331
their insurance card.

00:17:03.351 --> 00:17:04.712
We take a photocopy of this,

00:17:04.752 --> 00:17:05.292
that and the other.

00:17:05.313 --> 00:17:06.032
Everything was done.

00:17:06.153 --> 00:17:09.755
Now it's like manual hunt and peck.

00:17:09.775 --> 00:17:11.756
You know, OK, I got to put in their name.

00:17:11.796 --> 00:17:12.916
I got to put in their date of birth.

00:17:12.936 --> 00:17:13.857
I got to do all this stuff.

00:17:13.917 --> 00:17:14.897
Why is AI?

00:17:14.917 --> 00:17:16.838
Why is technology not doing this for me?

00:17:17.479 --> 00:17:17.700
Why?

00:17:17.819 --> 00:17:19.180
And you guys could tell me

00:17:19.240 --> 00:17:20.000
Jimmy might know.

00:17:21.644 --> 00:17:23.807
I don't know of a single EMR

00:17:24.027 --> 00:17:25.848
in the physical therapy space.

00:17:25.929 --> 00:17:27.210
Guys, come at me, bro.

00:17:27.809 --> 00:17:29.171
I don't know of a single EMR

00:17:29.191 --> 00:17:30.011
in the physical therapy

00:17:30.051 --> 00:17:32.534
space where I can scan the insurance card,

00:17:32.994 --> 00:17:34.776
I can scan the driver's license,

00:17:35.155 --> 00:17:36.416
and it instantly creates

00:17:36.436 --> 00:17:37.758
the account for me.

00:17:38.838 --> 00:17:40.398
um do you guys know of that

00:17:40.479 --> 00:17:41.920
I mean we know in doctors

00:17:41.980 --> 00:17:43.539
offices dentist office like

00:17:43.579 --> 00:17:45.000
everybody everywhere else

00:17:45.039 --> 00:17:46.401
in the world this happens

00:17:46.861 --> 00:17:48.441
does it happen in pt I'm

00:17:48.500 --> 00:17:50.080
asking I've never seen it

00:17:50.101 --> 00:17:52.221
happen anywhere you have

00:17:52.241 --> 00:17:53.422
doctors where you can scan

00:17:53.442 --> 00:17:54.342
your insurance card and

00:17:54.402 --> 00:17:55.182
driver's license and it

00:17:55.221 --> 00:17:56.602
creates an emr account for

00:17:56.642 --> 00:17:57.982
you yeah it uses ocr I

00:17:58.002 --> 00:17:59.363
think that's what it is

00:17:59.423 --> 00:18:00.663
optimal character

00:18:00.742 --> 00:18:02.103
recognition turns it into

00:18:02.163 --> 00:18:04.284
text puts it straight into the emr like

00:18:05.223 --> 00:18:07.145
It just understands very

00:18:07.226 --> 00:18:09.448
simply what's the information available.

00:18:10.648 --> 00:18:14.270
Anyway, so she's coming in.

00:18:14.852 --> 00:18:16.272
Will, welcome to the show.

00:18:17.134 --> 00:18:18.273
And she's like, oh my gosh,

00:18:18.375 --> 00:18:20.615
how is anybody supposed to survive?

00:18:20.997 --> 00:18:22.116
Twenty minutes checking

00:18:22.196 --> 00:18:23.458
authorization to try and

00:18:23.478 --> 00:18:26.300
get a best guess of what

00:18:26.361 --> 00:18:27.582
reimbursement's going to be.

00:18:28.001 --> 00:18:29.002
We've got all these rules,

00:18:29.042 --> 00:18:30.104
all these regulations.

00:18:30.144 --> 00:18:31.104
We're not even touching the

00:18:31.144 --> 00:18:32.705
compliance side of it with...

00:18:33.226 --> 00:18:34.467
compliance officers and

00:18:34.507 --> 00:18:35.626
attorneys and all the other

00:18:35.666 --> 00:18:37.067
junk we're supposed to deal with.

00:18:38.008 --> 00:18:41.150
She's realizing she went into a coma.

00:18:41.509 --> 00:18:42.529
Seventeen years ago,

00:18:42.589 --> 00:18:43.431
woke up today in a

00:18:43.471 --> 00:18:44.550
completely different world.

00:18:45.310 --> 00:18:47.913
And so I shared a post real quick.

00:18:47.992 --> 00:18:48.692
I just said, hey,

00:18:49.053 --> 00:18:50.733
can you deliver a ten

00:18:50.794 --> 00:18:52.013
minute one to one

00:18:52.233 --> 00:18:55.336
experience profitably for thirty dollars?

00:18:55.635 --> 00:18:57.317
And that just came because I said, look,

00:18:57.497 --> 00:18:57.997
Medicare

00:18:58.457 --> 00:18:59.738
In an ideal world is paying

00:18:59.798 --> 00:19:01.318
about thirty dollars a unit.

00:19:02.318 --> 00:19:04.480
And if I can wipe out all of

00:19:04.519 --> 00:19:07.461
the frustration, all of the regulation,

00:19:07.761 --> 00:19:09.242
most of the documentation,

00:19:09.262 --> 00:19:09.942
there's still state

00:19:09.962 --> 00:19:10.903
guidelines I would need to

00:19:10.943 --> 00:19:12.704
follow and just say, hey,

00:19:12.765 --> 00:19:13.984
if I can build a model that

00:19:14.025 --> 00:19:15.226
delivers ten minutes face

00:19:15.246 --> 00:19:16.006
to face time with the

00:19:16.047 --> 00:19:18.188
therapist for thirty bucks profitably.

00:19:19.113 --> 00:19:20.253
Why don't I just build that?

00:19:20.653 --> 00:19:22.134
Why don't we just make this

00:19:22.173 --> 00:19:24.535
simplified down to its core component?

00:19:24.976 --> 00:19:25.496
And of course,

00:19:26.016 --> 00:19:28.537
Dave came in with the other

00:19:28.676 --> 00:19:29.577
end of the spectrum.

00:19:29.678 --> 00:19:30.978
I am not trying to deliver

00:19:31.057 --> 00:19:33.358
Dave's level of patient

00:19:33.378 --> 00:19:34.680
experience for thirty bucks.

00:19:34.839 --> 00:19:36.039
So what did you think?

00:19:36.099 --> 00:19:37.141
Where'd your mind go with it?

00:19:38.270 --> 00:19:38.891
Hold on, hold on.

00:19:38.911 --> 00:19:40.152
Before we share the luxury

00:19:40.172 --> 00:19:40.771
personal training.

00:19:40.852 --> 00:19:42.472
So yeah, so with this model,

00:19:42.952 --> 00:19:44.294
I wrote and I commented,

00:19:44.733 --> 00:19:45.413
I got a little love.

00:19:45.453 --> 00:19:46.494
I got a few likes from you

00:19:46.555 --> 00:19:48.115
and maybe Jimmy and someone

00:19:48.154 --> 00:19:48.935
else or a few others.

00:19:48.976 --> 00:19:50.836
But I mean,

00:19:50.856 --> 00:19:51.997
we kind of talked about this before.

00:19:52.457 --> 00:19:56.519
One is that is not the client, patient,

00:19:56.558 --> 00:19:58.660
consumer that I'm looking to serve.

00:19:58.740 --> 00:20:00.780
I'm not looking to have just

00:20:00.901 --> 00:20:02.701
someone come in for thirty bucks.

00:20:03.182 --> 00:20:04.863
I believe that if this was the model,

00:20:05.782 --> 00:20:06.403
everyone's paying out of

00:20:06.443 --> 00:20:07.384
pocket which is great the

00:20:07.423 --> 00:20:08.325
money hits the bank account

00:20:08.345 --> 00:20:09.365
in a couple days that is

00:20:09.404 --> 00:20:11.267
great there's no revenue

00:20:11.307 --> 00:20:12.467
cycle management there's no

00:20:12.666 --> 00:20:13.587
uh software or anything

00:20:13.607 --> 00:20:16.130
that we need for that um

00:20:16.150 --> 00:20:17.851
but the no-show cancel

00:20:17.891 --> 00:20:18.830
rates would be high I

00:20:18.851 --> 00:20:19.811
believe for people that are

00:20:19.852 --> 00:20:21.133
coming in kind of whenever

00:20:21.173 --> 00:20:23.013
they want uh I jokingly

00:20:23.054 --> 00:20:23.994
said it would be a chaotic

00:20:24.035 --> 00:20:25.335
zoo like why would you even

00:20:25.355 --> 00:20:26.276
schedule appointments if

00:20:26.316 --> 00:20:27.297
it's ten minute visits so

00:20:27.336 --> 00:20:28.497
it's like it would pro it

00:20:28.557 --> 00:20:29.278
would have to be like a

00:20:29.458 --> 00:20:30.618
like a walk-in like like

00:20:30.798 --> 00:20:31.719
some of these like urgent

00:20:31.759 --> 00:20:32.720
cares now where it's like

00:20:32.960 --> 00:20:33.840
you just walk in and

00:20:34.361 --> 00:20:34.520
You know,

00:20:34.540 --> 00:20:35.382
you don't even have a scheduled

00:20:35.402 --> 00:20:35.862
appointment.

00:20:35.922 --> 00:20:36.903
So you're going to have like

00:20:37.022 --> 00:20:38.503
times in a clinic where

00:20:38.544 --> 00:20:41.185
it's like crazy busy and the therapists,

00:20:41.445 --> 00:20:42.625
their heads are going to be spinning.

00:20:42.665 --> 00:20:43.386
They're going to have to

00:20:43.426 --> 00:20:44.607
write more notes unless

00:20:44.627 --> 00:20:45.969
you're using HippoScribe or whatever.

00:20:47.148 --> 00:20:47.670
There's just more

00:20:47.690 --> 00:20:48.789
administrative components.

00:20:49.090 --> 00:20:50.030
You're going to have to be

00:20:50.191 --> 00:20:52.472
incredible with marketing.

00:20:52.492 --> 00:20:53.153
You're going to have to run

00:20:53.173 --> 00:20:53.953
a ton of Facebook ads.

00:20:53.973 --> 00:20:55.474
You're going to have to run, you know,

00:20:55.615 --> 00:20:57.016
offers and promotions and

00:20:57.056 --> 00:20:58.277
things like that to get people in.

00:20:59.765 --> 00:21:01.984
uh to generate enough of

00:21:02.045 --> 00:21:05.105
these uh ten minute uh what

00:21:05.125 --> 00:21:06.105
is it it's ten minute ten

00:21:06.125 --> 00:21:08.227
minute slots uh you know

00:21:08.267 --> 00:21:10.166
per hour on the hour every

00:21:10.207 --> 00:21:12.247
day every week every month

00:21:12.547 --> 00:21:13.467
uh you're gonna have to get

00:21:13.567 --> 00:21:15.127
more humans to actually

00:21:15.167 --> 00:21:15.988
come into your brick and

00:21:16.028 --> 00:21:17.627
mortar office regardless of

00:21:17.907 --> 00:21:18.667
typically they're coming in

00:21:18.688 --> 00:21:19.607
for three or four units or

00:21:19.627 --> 00:21:20.628
coming in for forty five or

00:21:20.969 --> 00:21:22.068
sixty minutes or whatever

00:21:22.689 --> 00:21:23.788
and you're treating however

00:21:23.808 --> 00:21:24.868
many patients through

00:21:25.009 --> 00:21:27.650
medicare or insurance or whatever um

00:21:28.450 --> 00:21:29.510
If everyone's paying out of pocket,

00:21:29.911 --> 00:21:30.751
awesome, great.

00:21:30.872 --> 00:21:33.295
But you're actually gonna

00:21:33.315 --> 00:21:34.536
have to have more humans

00:21:34.796 --> 00:21:35.896
cross your threshold,

00:21:36.798 --> 00:21:38.539
actually get dressed, drive, park,

00:21:39.000 --> 00:21:40.161
then come into your office

00:21:40.662 --> 00:21:42.262
and come in and all that.

00:21:42.303 --> 00:21:44.885
So I think it would be a challenge.

00:21:45.625 --> 00:21:46.727
I think it could be built.

00:21:46.926 --> 00:21:47.688
I think it could be built,

00:21:47.948 --> 00:21:48.669
but it doesn't make sense

00:21:48.689 --> 00:21:50.310
when you add it up and you're like,

00:21:51.461 --> 00:21:52.083
that's like a hundred and

00:21:52.103 --> 00:21:53.084
eighty dollars per hour.

00:21:53.984 --> 00:21:55.625
I believe in most states,

00:21:55.967 --> 00:21:57.147
it's so much easier to just

00:21:57.167 --> 00:21:57.848
charge a hundred and eighty

00:21:57.868 --> 00:22:01.311
dollars and find four, five, six, seven,

00:22:01.332 --> 00:22:01.573
eight,

00:22:01.593 --> 00:22:03.213
whatever people per day on average

00:22:03.875 --> 00:22:04.955
to treat.

00:22:05.477 --> 00:22:06.718
And then it's two different

00:22:06.778 --> 00:22:07.598
patient experiences.

00:22:07.659 --> 00:22:08.319
It's two different

00:22:09.385 --> 00:22:10.326
It's two different services.

00:22:10.708 --> 00:22:11.628
Yeah.

00:22:11.648 --> 00:22:12.109
There it is.

00:22:13.571 --> 00:22:14.051
Go ahead, Jamie.

00:22:14.071 --> 00:22:14.772
I want to be in the middle.

00:22:14.792 --> 00:22:17.056
It's neither here nor there.

00:22:17.436 --> 00:22:19.019
It's a different option.

00:22:19.138 --> 00:22:19.900
It literally is like,

00:22:19.960 --> 00:22:21.422
do you want this or that?

00:22:22.150 --> 00:22:22.951
Which one fits you?

00:22:23.090 --> 00:22:25.212
Because people value different things.

00:22:25.252 --> 00:22:27.054
Some people want ninety

00:22:27.094 --> 00:22:28.815
minutes of you listening to

00:22:28.875 --> 00:22:30.856
me talk about my day and

00:22:30.876 --> 00:22:31.498
then listen and then a

00:22:31.538 --> 00:22:32.659
little bit of the rubsies

00:22:32.778 --> 00:22:33.338
and a little bit of the

00:22:33.398 --> 00:22:34.559
exercise and move on.

00:22:34.619 --> 00:22:36.000
And some people want if you

00:22:36.020 --> 00:22:37.041
can do it in fifteen minutes,

00:22:37.061 --> 00:22:38.103
I'll pay triple the price.

00:22:38.703 --> 00:22:40.484
So I think the answer is it

00:22:40.505 --> 00:22:42.626
depends on what value is

00:22:42.666 --> 00:22:44.827
being decided by the decision maker.

00:22:45.632 --> 00:22:46.893
And to Tony's point,

00:22:46.932 --> 00:22:47.894
which the first time Tony

00:22:47.933 --> 00:22:49.055
ever said it was like, oh yeah,

00:22:49.075 --> 00:22:49.535
that makes sense.

00:22:50.055 --> 00:22:51.776
Understand who the decision maker is,

00:22:51.856 --> 00:22:52.096
right?

00:22:52.136 --> 00:22:53.617
Like this is where I get to

00:22:53.637 --> 00:22:55.318
be hard on our profession by saying like,

00:22:55.798 --> 00:22:56.400
you keep saying the

00:22:56.420 --> 00:22:57.661
insurance companies are bad.

00:22:57.681 --> 00:22:58.781
I'm like the insurance companies,

00:22:59.886 --> 00:23:02.188
If nothing else, they're consistent.

00:23:02.428 --> 00:23:04.809
They don't show their hand.

00:23:04.869 --> 00:23:06.250
They plaster it on the wall.

00:23:06.289 --> 00:23:07.171
They put it in a contract.

00:23:07.191 --> 00:23:07.971
They write it down.

00:23:08.611 --> 00:23:09.551
So you have to understand

00:23:09.652 --> 00:23:10.913
what is being valued.

00:23:10.952 --> 00:23:12.713
So I agree with Dave and I

00:23:12.733 --> 00:23:13.433
agree with Tony.

00:23:13.693 --> 00:23:14.835
That's why I'm in the middle of this.

00:23:14.855 --> 00:23:16.015
No, you got to pick a side.

00:23:16.816 --> 00:23:17.195
Well, no,

00:23:17.236 --> 00:23:19.096
I don't because I think you can offer,

00:23:19.156 --> 00:23:20.417
but you could have three of

00:23:20.438 --> 00:23:21.978
these slots a day and five

00:23:21.998 --> 00:23:22.759
of the ones that Dave is

00:23:22.798 --> 00:23:23.939
talking about are vice versa.

00:23:24.038 --> 00:23:26.119
And you can change according

00:23:26.180 --> 00:23:26.921
to the demand.

00:23:27.798 --> 00:23:28.298
Now, you're right.

00:23:28.358 --> 00:23:29.380
You're absolutely right.

00:23:29.440 --> 00:23:30.779
And the thing that I love

00:23:30.819 --> 00:23:33.221
about these posts and these questions is,

00:23:33.682 --> 00:23:34.001
you know,

00:23:34.321 --> 00:23:36.163
it gives us the freedom to just

00:23:36.202 --> 00:23:38.364
think creatively, think outside the box.

00:23:38.403 --> 00:23:41.464
Like every single objection you raise,

00:23:41.525 --> 00:23:44.026
Dave, is one hundred percent accurate.

00:23:44.346 --> 00:23:45.446
But every single one of

00:23:45.487 --> 00:23:47.907
those objections has a solution to it.

00:23:48.387 --> 00:23:49.128
You know, and you're right.

00:23:49.189 --> 00:23:50.409
More bodies in the clinic.

00:23:50.429 --> 00:23:51.910
So I need a bigger clinic, more.

00:23:52.390 --> 00:23:54.290
So I need better automation.

00:23:55.152 --> 00:23:55.711
You know, again,

00:23:55.992 --> 00:23:57.433
I would default to if

00:23:57.513 --> 00:23:59.295
Planet Fitness can operate

00:24:00.095 --> 00:24:01.236
a multimillion dollar

00:24:01.276 --> 00:24:03.057
business at fifteen dollars a month.

00:24:03.136 --> 00:24:05.219
How are you telling me that I can't do it?

00:24:05.358 --> 00:24:06.859
Because no one shows up a

00:24:06.940 --> 00:24:08.461
session because no one

00:24:08.480 --> 00:24:10.182
shows up to Planet Fitness.

00:24:11.843 --> 00:24:13.023
How do we build that model?

00:24:13.284 --> 00:24:14.765
So then I say, OK,

00:24:14.904 --> 00:24:15.724
I'm going to do a thirty

00:24:15.766 --> 00:24:17.666
dollar for a one on one or

00:24:17.686 --> 00:24:19.028
I'm going to do one hundred and twenty.

00:24:19.824 --> 00:24:20.663
Come whenever you want.

00:24:20.924 --> 00:24:22.204
One hundred and twenty for the month,

00:24:22.345 --> 00:24:24.246
you know, and I'm hoping you don't come.

00:24:24.425 --> 00:24:25.067
But that's OK,

00:24:25.086 --> 00:24:26.227
because that's the business

00:24:26.587 --> 00:24:27.928
model that I am building.

00:24:28.568 --> 00:24:30.009
I don't need you to come.

00:24:30.128 --> 00:24:32.391
I don't want you to come by the membership,

00:24:32.431 --> 00:24:33.391
by the treadmill that you

00:24:33.431 --> 00:24:34.352
never walk on for a

00:24:34.392 --> 00:24:36.252
thousand dollars or pay me

00:24:36.272 --> 00:24:37.732
one hundred and fifty for a month.

00:24:38.012 --> 00:24:40.335
Never come to my clinic like that is OK.

00:24:40.375 --> 00:24:41.734
That is a business that's

00:24:41.775 --> 00:24:42.955
filling a need within the

00:24:42.996 --> 00:24:44.537
demographic that wants to pay for it.

00:24:45.439 --> 00:24:46.859
Um, but you know,

00:24:46.900 --> 00:24:48.361
this is the fun part of business.

00:24:48.381 --> 00:24:50.063
Like I'm a creative at heart.

00:24:50.202 --> 00:24:51.182
I don't care about the money

00:24:51.202 --> 00:24:51.963
in the bank account.

00:24:52.023 --> 00:24:53.545
As long as I have enough to pay the bills,

00:24:54.205 --> 00:24:56.186
I love creating new things

00:24:56.227 --> 00:24:57.387
that are valuable to

00:24:57.468 --> 00:24:59.028
somebody out there in the community.

00:24:59.489 --> 00:25:00.829
You're more of a business person.

00:25:00.849 --> 00:25:02.070
You're a real business person.

00:25:02.131 --> 00:25:03.251
You want real money in your

00:25:03.311 --> 00:25:04.173
real bank account.

00:25:04.252 --> 00:25:04.913
That is awesome.

00:25:05.874 --> 00:25:06.795
And I think that's why we

00:25:06.815 --> 00:25:08.036
can approach it from such

00:25:08.115 --> 00:25:08.957
different angles.

00:25:09.357 --> 00:25:11.118
I just love the creative process.

00:25:11.138 --> 00:25:12.079
I love brainstorming.

00:25:12.119 --> 00:25:13.642
Before we got on today, I was talking,

00:25:14.001 --> 00:25:15.923
I said exactly the same words to my PTA.

00:25:15.963 --> 00:25:17.865
I was like, hey, we can do this.

00:25:18.836 --> 00:25:19.477
For, you know,

00:25:19.537 --> 00:25:22.038
four people at twenty five dollars,

00:25:22.377 --> 00:25:23.097
they can come in.

00:25:23.137 --> 00:25:24.398
They don't even need one on

00:25:24.558 --> 00:25:26.219
one because I'm not billing insurance.

00:25:26.259 --> 00:25:27.319
So who the hell cares?

00:25:27.440 --> 00:25:27.859
Like what?

00:25:28.180 --> 00:25:29.621
They just need to feel good.

00:25:29.641 --> 00:25:30.780
They want to pay twenty five

00:25:30.820 --> 00:25:33.981
dollars to satisfy something internally,

00:25:34.041 --> 00:25:35.281
whether I touch them or not

00:25:35.362 --> 00:25:36.962
spend ten minutes with them or not.

00:25:38.202 --> 00:25:39.743
But then I'm like, or or.

00:25:40.463 --> 00:25:41.424
We could do one Medicare

00:25:41.444 --> 00:25:42.986
visit for a hundred dollars for an hour,

00:25:43.426 --> 00:25:43.727
you know,

00:25:43.846 --> 00:25:44.968
four to five people in the

00:25:45.008 --> 00:25:46.189
clinic versus one person.

00:25:46.249 --> 00:25:47.250
Like, yeah, we,

00:25:47.369 --> 00:25:49.090
we see those same exact

00:25:49.132 --> 00:25:50.432
comparisons and we discuss

00:25:50.452 --> 00:25:51.453
them every single day.

00:25:52.094 --> 00:25:53.174
I just think like,

00:25:53.755 --> 00:25:56.857
this is the redneck party bus.

00:25:57.218 --> 00:25:58.500
So a couple of months ago,

00:25:58.740 --> 00:25:59.881
one of my friends rented

00:25:59.921 --> 00:26:02.482
like this beautiful Hummer limo and

00:26:03.362 --> 00:26:04.723
We had more fun when we went

00:26:04.784 --> 00:26:06.726
on the redneck party bus, you know,

00:26:06.826 --> 00:26:08.627
so both of them exist.

00:26:08.768 --> 00:26:10.390
Both of them are available.

00:26:11.230 --> 00:26:12.592
It just depends on what's

00:26:12.632 --> 00:26:14.934
the experience you're looking to deliver.

00:26:15.836 --> 00:26:17.758
So this discussion was going on when Jim,

00:26:17.778 --> 00:26:18.338
because I don't have any

00:26:18.378 --> 00:26:19.640
kids and I work from home,

00:26:19.680 --> 00:26:20.381
so I was still in bed,

00:26:20.421 --> 00:26:21.741
but I was looking at what

00:26:21.782 --> 00:26:22.603
Dave and Tony were saying

00:26:22.623 --> 00:26:23.263
in the group chat this

00:26:23.324 --> 00:26:24.285
morning about the photos.

00:26:25.006 --> 00:26:26.126
And it made me think of the

00:26:26.186 --> 00:26:27.689
first time one of my bosses

00:26:27.808 --> 00:26:30.352
in radio had said, just go the other way.

00:26:30.372 --> 00:26:31.232
I'm like, what do you mean?

00:26:31.534 --> 00:26:33.536
Like for every fancy limo,

00:26:33.935 --> 00:26:35.258
it's like instantly you'd be like,

00:26:35.397 --> 00:26:37.220
where's the absolute

00:26:37.359 --> 00:26:38.422
opposite of the spectrum?

00:26:38.442 --> 00:26:39.742
Where's the redneck party bus?

00:26:40.183 --> 00:26:40.663
There was a...

00:26:41.424 --> 00:26:41.986
I don't know if they were

00:26:42.006 --> 00:26:42.666
the first to do it.

00:26:42.686 --> 00:26:43.728
They were the first that I noticed.

00:26:43.748 --> 00:26:45.250
There's a restaurant called Carrabba's.

00:26:46.010 --> 00:26:47.713
It's a franchise, but it's not super huge.

00:26:48.414 --> 00:26:49.195
Fake Italian food.

00:26:49.496 --> 00:26:51.019
Yeah, fake Italian food.

00:26:51.819 --> 00:26:52.601
Like Olive Garden.

00:26:52.780 --> 00:26:52.980
Go ahead.

00:26:53.000 --> 00:26:53.602
Like Olive Garden.

00:26:53.682 --> 00:26:54.844
They're a little better than Olive Garden.

00:26:54.884 --> 00:26:55.605
I got to be honest there.

00:26:55.785 --> 00:26:56.145
I agree.

00:26:56.246 --> 00:26:56.526
I agree.

00:26:56.546 --> 00:26:57.488
A little better than Olive Garden.

00:26:57.807 --> 00:26:59.067
But Olive Garden solves the problem.

00:26:59.127 --> 00:26:59.989
I love their breadsticks.

00:27:00.048 --> 00:27:01.388
It's a little like crack.

00:27:01.429 --> 00:27:02.368
I need more of their breadsticks.

00:27:02.750 --> 00:27:04.430
But Carrabba's did something

00:27:04.549 --> 00:27:05.430
a little different outside

00:27:05.450 --> 00:27:06.171
just Olive Garden.

00:27:06.431 --> 00:27:07.550
They took the wall down.

00:27:07.871 --> 00:27:09.612
They made the invisible visible.

00:27:09.692 --> 00:27:11.031
Now you can look into the kitchen.

00:27:11.652 --> 00:27:13.173
So then you go to the other side.

00:27:13.252 --> 00:27:13.932
What's a thing that

00:27:14.012 --> 00:27:15.534
everybody sees and it's ugly?

00:27:15.614 --> 00:27:16.433
Put the wall up.

00:27:17.114 --> 00:27:18.938
Make the small big, the big small.

00:27:19.038 --> 00:27:20.440
Make the black white, the white black.

00:27:20.701 --> 00:27:22.523
So you could be doing this thing,

00:27:22.544 --> 00:27:23.565
which is like, PTs,

00:27:23.865 --> 00:27:25.689
this is where the bar is so low.

00:27:25.990 --> 00:27:26.931
Understand that the people

00:27:26.990 --> 00:27:28.653
watching and listening to us right now

00:27:29.772 --> 00:27:30.814
You're probably the top one

00:27:30.854 --> 00:27:31.773
percent of our profession.

00:27:32.295 --> 00:27:33.394
I'm not even talking about your skill.

00:27:33.654 --> 00:27:34.336
I'm talking about the fact

00:27:34.355 --> 00:27:35.717
that you are taking free time.

00:27:36.037 --> 00:27:37.258
I'm not trying to like kiss your ass.

00:27:37.577 --> 00:27:39.358
You're taking free time to be like, OK,

00:27:39.398 --> 00:27:40.660
how could I be a little bit better?

00:27:40.680 --> 00:27:41.460
There's no guarantees.

00:27:41.480 --> 00:27:42.500
Listening to these Yahoo's

00:27:42.520 --> 00:27:44.261
twice a week is going to make me better,

00:27:44.281 --> 00:27:44.821
but I'm going to give it a

00:27:44.842 --> 00:27:45.942
shot to find the nugget.

00:27:46.323 --> 00:27:48.244
The bar is so damn low.

00:27:49.105 --> 00:27:50.306
In terms of most people are

00:27:50.326 --> 00:27:51.007
coming in going,

00:27:51.126 --> 00:27:52.189
I just want to go into the

00:27:52.269 --> 00:27:53.490
model that worked twenty

00:27:53.529 --> 00:27:54.951
five years ago and hope

00:27:54.971 --> 00:27:56.492
that it works out and bitch

00:27:56.532 --> 00:27:57.253
when it doesn't,

00:27:57.494 --> 00:27:59.537
because the only constant is change.

00:27:59.936 --> 00:28:00.137
All right.

00:28:00.178 --> 00:28:00.897
Javier wants to know,

00:28:00.938 --> 00:28:01.499
how do you think your

00:28:01.538 --> 00:28:03.661
turnover rate would be in that model?

00:28:03.721 --> 00:28:03.882
Yeah.

00:28:03.922 --> 00:28:04.803
What do you think about that?

00:28:05.406 --> 00:28:07.827
So I assume he means turnover in staff.

00:28:09.008 --> 00:28:09.288
Oh, really?

00:28:09.347 --> 00:28:10.288
I can tell you right now.

00:28:10.327 --> 00:28:11.028
I took it impatient.

00:28:11.048 --> 00:28:12.888
Like I took it like finding new customers.

00:28:12.949 --> 00:28:13.588
Let's take both.

00:28:13.689 --> 00:28:15.229
Let's approach it from both perspectives.

00:28:15.409 --> 00:28:17.329
From a staff perspective, like Dave,

00:28:17.730 --> 00:28:20.210
Dave would never come into my building,

00:28:20.250 --> 00:28:21.630
come into my clinic and be

00:28:21.711 --> 00:28:24.270
happy and fulfilled and do what he wants.

00:28:24.651 --> 00:28:25.631
I can't even tell you how

00:28:25.651 --> 00:28:26.471
many therapists I've

00:28:26.511 --> 00:28:28.031
employed over how many

00:28:28.071 --> 00:28:29.692
years that could never

00:28:29.751 --> 00:28:31.613
handle or enjoy the model

00:28:31.633 --> 00:28:32.712
that I'm talking about.

00:28:33.597 --> 00:28:35.318
But the guy that's out there right now,

00:28:35.479 --> 00:28:37.200
he's been with me eleven, twelve years.

00:28:37.619 --> 00:28:39.621
We both thrive in that environment.

00:28:39.681 --> 00:28:42.142
We love having the mixture of, you know,

00:28:42.201 --> 00:28:43.982
three people are paying out of pocket.

00:28:44.163 --> 00:28:45.864
One person is doing insurance.

00:28:45.903 --> 00:28:48.204
Another person is coming in pro bono.

00:28:48.244 --> 00:28:50.506
Like we we just love having

00:28:50.546 --> 00:28:52.006
humans in the clinic and

00:28:52.126 --> 00:28:53.767
the capacity there.

00:28:53.826 --> 00:28:55.147
So to Javier's point,

00:28:55.647 --> 00:28:56.448
I'm never going to hire a

00:28:56.468 --> 00:28:57.449
therapist who wants to

00:28:57.469 --> 00:28:59.349
deliver a sixty minute one on one visit.

00:29:00.069 --> 00:29:01.010
I don't like that.

00:29:01.211 --> 00:29:02.592
I don't want to build that business.

00:29:02.951 --> 00:29:04.492
That therapist and my model

00:29:04.532 --> 00:29:06.232
would absolutely quit in

00:29:06.374 --> 00:29:07.913
twenty eight days and they

00:29:07.933 --> 00:29:09.855
would attack me for being a horrible,

00:29:09.994 --> 00:29:10.955
you know, quote,

00:29:10.996 --> 00:29:13.897
mill or worse in the profession.

00:29:14.738 --> 00:29:16.179
From a patient perspective,

00:29:16.618 --> 00:29:19.220
the whole idea is to, you know,

00:29:19.440 --> 00:29:20.421
give them what they want

00:29:20.461 --> 00:29:21.201
and then get them out.

00:29:21.300 --> 00:29:23.482
Like turnover is an element

00:29:23.542 --> 00:29:25.243
in the profit model and that's OK.

00:29:26.884 --> 00:29:28.405
I, again, I buy a car.

00:29:28.546 --> 00:29:29.826
The car sits in my driveway

00:29:29.886 --> 00:29:30.826
probably ninety eight

00:29:30.866 --> 00:29:32.028
percent of my time because

00:29:32.067 --> 00:29:33.628
I don't use my car other

00:29:33.648 --> 00:29:35.170
than coming here to work

00:29:35.210 --> 00:29:36.771
every now and then, which isn't that far.

00:29:37.451 --> 00:29:39.512
But I still paid for the entire car.

00:29:39.713 --> 00:29:42.255
You know, I didn't do Uber to get to work.

00:29:42.355 --> 00:29:43.115
I bought the car.

00:29:43.455 --> 00:29:45.096
There's lots of lots of things like that.

00:29:45.577 --> 00:29:46.638
And then the other part of

00:29:46.739 --> 00:29:47.598
it is going back and

00:29:47.659 --> 00:29:48.880
everybody's going to hate this.

00:29:49.440 --> 00:29:50.641
I remember having these

00:29:50.681 --> 00:29:53.143
conversations with new hires, with people,

00:29:53.363 --> 00:29:54.624
therapists that were coming in.

00:29:54.644 --> 00:29:55.384
And I said, hey, guys,

00:29:55.984 --> 00:29:56.965
I don't expect you to be

00:29:57.006 --> 00:29:58.166
with me for forty years

00:29:58.446 --> 00:29:59.347
like that's not the

00:29:59.387 --> 00:30:01.269
business I expect you to

00:30:01.309 --> 00:30:04.272
come in work a year maybe

00:30:04.313 --> 00:30:05.913
three but if you're not

00:30:05.973 --> 00:30:07.295
developing and improving

00:30:07.336 --> 00:30:09.057
and growing beyond what my

00:30:09.116 --> 00:30:11.239
business can offer you are

00:30:11.338 --> 00:30:12.820
not the therapist that I

00:30:12.881 --> 00:30:13.882
want to bring into the

00:30:13.922 --> 00:30:15.742
business I want somebody

00:30:16.022 --> 00:30:17.404
who is going to turn over

00:30:17.944 --> 00:30:20.185
I don't want to keep giving retention,

00:30:20.266 --> 00:30:20.506
you know,

00:30:20.566 --> 00:30:22.425
raises of three percent just

00:30:22.465 --> 00:30:24.207
because you've been alive with me.

00:30:24.666 --> 00:30:25.326
I want you to come.

00:30:25.666 --> 00:30:26.487
I want you to improve.

00:30:26.727 --> 00:30:28.028
And I want you to get the heck out,

00:30:28.147 --> 00:30:29.268
go somewhere else.

00:30:29.867 --> 00:30:31.769
Turnover can be built into

00:30:31.808 --> 00:30:32.769
the business model,

00:30:32.788 --> 00:30:34.388
whether it's staff or customers,

00:30:34.848 --> 00:30:36.730
if you do it right.

00:30:36.910 --> 00:30:38.029
I have an interesting

00:30:38.049 --> 00:30:39.190
question that just came to mind.

00:30:40.211 --> 00:30:41.191
In using everything that

00:30:41.671 --> 00:30:42.871
most of what Tony just said,

00:30:43.531 --> 00:30:44.771
are PT mills good?

00:30:45.663 --> 00:30:48.584
because they get people in and out.

00:30:48.763 --> 00:30:49.963
And the goal is hopefully you can,

00:30:50.884 --> 00:30:51.944
in as many visits as

00:30:51.984 --> 00:30:53.164
possible in a short amount of time,

00:30:53.664 --> 00:30:54.805
get them to self-sustaining

00:30:54.845 --> 00:30:55.765
or back on their way.

00:30:56.425 --> 00:30:57.226
In that model,

00:30:57.365 --> 00:30:59.125
that's sort of what Tony was saying.

00:30:59.165 --> 00:31:00.267
It's like, hey, let's get them in,

00:31:00.346 --> 00:31:01.007
get them moving,

00:31:01.106 --> 00:31:02.146
and then get them out the door.

00:31:02.186 --> 00:31:04.327
They shouldn't be here for six weeks.

00:31:04.347 --> 00:31:05.188
They shouldn't be here for

00:31:05.228 --> 00:31:06.667
an hour times eight weeks.

00:31:07.228 --> 00:31:08.067
That's a nice little twist.

00:31:08.107 --> 00:31:09.348
We should do a twisted episode.

00:31:09.388 --> 00:31:10.989
We have to defend PT Mills.

00:31:11.328 --> 00:31:13.869
That would get some LOLs on YouTube,

00:31:13.910 --> 00:31:14.109
right?

00:31:15.407 --> 00:31:17.189
And I was just going to add to that in,

00:31:17.709 --> 00:31:18.950
not that I'm in favor of Mills,

00:31:19.009 --> 00:31:20.431
but to partially defend

00:31:20.471 --> 00:31:21.830
them now as a teaser for if

00:31:21.891 --> 00:31:23.271
we could do that as a full episode.

00:31:23.892 --> 00:31:25.113
And Tony will say it all the time.

00:31:25.613 --> 00:31:27.554
They also are the low-cost option.

00:31:27.814 --> 00:31:28.214
Sure.

00:31:28.234 --> 00:31:30.276
So they have wide accessibility.

00:31:31.316 --> 00:31:32.737
They take a lot of insurances.

00:31:33.116 --> 00:31:34.718
They will get you booked.

00:31:35.077 --> 00:31:38.059
Now, the whole one-on-one,

00:31:38.480 --> 00:31:39.259
like billing units,

00:31:39.319 --> 00:31:40.000
and is it actually

00:31:40.080 --> 00:31:40.941
one-on-one care all the

00:31:40.980 --> 00:31:41.740
time when it's supposed to

00:31:41.760 --> 00:31:42.561
be one-on-one care?

00:31:42.602 --> 00:31:43.862
That's a whole other argument.

00:31:43.922 --> 00:31:44.843
That's a whole other component.

00:31:44.942 --> 00:31:45.942
Yeah, there's legality.

00:31:46.022 --> 00:31:46.884
And then there's like

00:31:48.104 --> 00:31:49.064
there's are you delivering

00:31:49.084 --> 00:31:50.125
what's promised, right?

00:31:50.144 --> 00:31:51.605
Like legally, like that's where Tony said,

00:31:51.625 --> 00:31:52.746
like you have to be legal.

00:31:52.846 --> 00:31:54.125
Like you have to if you are

00:31:54.165 --> 00:31:55.567
saying I am providing whatever,

00:31:55.727 --> 00:31:57.186
like all the all the things

00:31:57.207 --> 00:31:58.528
that have to be there need to be there.

00:31:58.948 --> 00:31:59.728
But then we put an

00:31:59.768 --> 00:32:01.068
assumption on patients that

00:32:01.088 --> 00:32:04.089
they want sixty minutes one on one.

00:32:04.490 --> 00:32:05.430
No one else in the room.

00:32:05.690 --> 00:32:07.590
No one within one hundred yards of us.

00:32:08.371 --> 00:32:09.652
Noise-canceling headphones.

00:32:09.672 --> 00:32:10.833
You have to be staring at me

00:32:10.873 --> 00:32:11.574
the entire time.

00:32:11.594 --> 00:32:13.035
I'm watching every move with

00:32:13.095 --> 00:32:14.236
lasers and everything.

00:32:14.296 --> 00:32:15.537
Patients don't – I'm going

00:32:15.636 --> 00:32:16.116
to go on a limb here.

00:32:16.317 --> 00:32:17.577
Most of them don't care about that.

00:32:17.758 --> 00:32:19.319
They want to be better afterwards.

00:32:19.599 --> 00:32:20.760
How do you do that is up to you.

00:32:21.553 --> 00:32:24.374
So going back last week or Tuesday,

00:32:25.775 --> 00:32:26.275
somebody,

00:32:26.414 --> 00:32:27.455
I'm not going to mention names

00:32:27.476 --> 00:32:28.316
because we might do an

00:32:28.355 --> 00:32:29.116
interview with him.

00:32:29.957 --> 00:32:31.298
You know, he got really offended.

00:32:31.317 --> 00:32:32.439
He got really fired up.

00:32:32.838 --> 00:32:34.259
Somebody was talking about a

00:32:34.500 --> 00:32:36.059
large corporate clinic and he said,

00:32:36.160 --> 00:32:37.240
we don't do any of the

00:32:37.260 --> 00:32:38.240
stuff you're talking about.

00:32:38.301 --> 00:32:39.461
And it's true.

00:32:40.162 --> 00:32:41.563
I think too many of us still

00:32:41.583 --> 00:32:43.023
have this idea in our head

00:32:43.064 --> 00:32:44.565
that large corporate

00:32:44.625 --> 00:32:45.884
immediately means ten

00:32:45.924 --> 00:32:47.965
patients an hour per therapist, you know,

00:32:47.986 --> 00:32:48.467
with no help.

00:32:49.247 --> 00:32:50.929
I don't think that's the case these days.

00:32:50.989 --> 00:32:52.230
I think they have figured

00:32:52.351 --> 00:32:54.012
out the model that works for them.

00:32:54.073 --> 00:32:55.714
Hence, they're still in business.

00:32:56.155 --> 00:32:57.136
The other part that's

00:32:57.176 --> 00:32:58.419
interesting about this, though,

00:32:59.319 --> 00:33:00.500
is I also think that it's a

00:33:00.560 --> 00:33:01.982
great proof of concept.

00:33:02.544 --> 00:33:03.885
If you strip out the

00:33:03.925 --> 00:33:05.227
regulation and you say, OK, fine.

00:33:05.928 --> 00:33:07.328
Forget everything about

00:33:07.388 --> 00:33:08.788
compliance regulation, all that stuff.

00:33:09.229 --> 00:33:09.490
Look,

00:33:09.970 --> 00:33:11.549
no matter how much therapists

00:33:11.569 --> 00:33:13.651
watching this here say, I hate that.

00:33:13.711 --> 00:33:14.471
It wore me out.

00:33:14.592 --> 00:33:15.571
I can't handle that.

00:33:16.192 --> 00:33:18.993
It was a model that continued to sustain.

00:33:19.653 --> 00:33:21.734
And so now we look at that and we say, OK,

00:33:21.815 --> 00:33:22.894
maybe it wasn't perfect.

00:33:23.234 --> 00:33:24.195
How do we refine it?

00:33:24.256 --> 00:33:25.115
How do we improve it?

00:33:25.175 --> 00:33:26.297
How do we make it better?

00:33:26.896 --> 00:33:27.517
And then, of course,

00:33:27.537 --> 00:33:30.137
you go to other models like, all right,

00:33:30.258 --> 00:33:31.238
CrossFit, you know,

00:33:31.278 --> 00:33:32.817
people are paying two hundred and fifty,

00:33:32.857 --> 00:33:33.938
three hundred dollars a month.

00:33:33.958 --> 00:33:35.519
They're in class twice a

00:33:35.558 --> 00:33:36.999
week with twenty other people.

00:33:37.398 --> 00:33:39.558
Like, how do I pull that element in?

00:33:39.778 --> 00:33:41.279
I shared a I think it's

00:33:41.319 --> 00:33:43.240
strong something with kids

00:33:43.859 --> 00:33:46.161
where it was showing these kids, you know,

00:33:46.221 --> 00:33:48.580
toddlers and young kids

00:33:48.980 --> 00:33:51.321
pushing sleds and doing like great,

00:33:51.561 --> 00:33:52.761
awesome fitness stuff.

00:33:53.402 --> 00:33:53.823
And I'm like, OK,

00:33:54.002 --> 00:33:55.243
so if you have a pediatric

00:33:55.263 --> 00:33:56.645
practice that can't sustain

00:33:56.685 --> 00:33:58.307
with Medicaid reimbursement,

00:33:58.828 --> 00:34:00.049
what if you open the door

00:34:00.089 --> 00:34:01.192
to some of these other

00:34:01.231 --> 00:34:03.034
things and allow some of

00:34:03.074 --> 00:34:04.935
these new models to come in?

00:34:05.136 --> 00:34:07.660
Last one, I'll say we rock the spectrum.

00:34:08.161 --> 00:34:10.143
We talked about this franchise before.

00:34:11.083 --> 00:34:12.186
A mom had a child.

00:34:12.525 --> 00:34:13.947
The child was on the spectrum.

00:34:13.987 --> 00:34:16.291
The child was getting OTPT services.

00:34:16.451 --> 00:34:18.893
The mom couldn't afford more services.

00:34:19.594 --> 00:34:21.197
The founding story is mom

00:34:21.217 --> 00:34:22.699
buys some of the equipment

00:34:22.818 --> 00:34:23.920
and then realizes, hey,

00:34:24.081 --> 00:34:26.304
I can make this accessible to everyone.

00:34:26.784 --> 00:34:28.164
She she rents a space.

00:34:28.324 --> 00:34:29.847
She puts like ten or eleven

00:34:29.927 --> 00:34:31.347
core pieces of equipment

00:34:31.387 --> 00:34:32.929
that the OTs and PTs were

00:34:32.989 --> 00:34:33.769
using with their kids.

00:34:34.250 --> 00:34:36.192
And then she just charges an access pass.

00:34:36.552 --> 00:34:37.333
Fifteen dollars.

00:34:37.373 --> 00:34:37.773
Come in.

00:34:38.032 --> 00:34:38.753
Use the equipment.

00:34:38.793 --> 00:34:40.235
There's no clinicians,

00:34:40.715 --> 00:34:42.556
but you can do what your PT

00:34:42.597 --> 00:34:44.179
or OT wants you to do.

00:34:44.918 --> 00:34:46.059
I just bought the equipment

00:34:46.099 --> 00:34:47.721
that we can all share, you know.

00:34:47.782 --> 00:34:49.882
And so these models are out there.

00:34:49.902 --> 00:34:51.364
They've they've proven to be

00:34:51.425 --> 00:34:53.106
successful worldwide.

00:34:53.606 --> 00:34:54.706
We just need to adopt the

00:34:54.806 --> 00:34:56.266
one that resonates with us.

00:34:56.706 --> 00:34:58.586
My model doesn't resonate with Dave.

00:34:58.927 --> 00:35:00.768
Dave's model doesn't resonate with me.

00:35:01.148 --> 00:35:02.688
But that's the beauty is we

00:35:02.728 --> 00:35:04.068
can do whatever we want to do.

00:35:04.889 --> 00:35:06.429
And this was a topic of discussion, too,

00:35:06.449 --> 00:35:07.590
before I try to approach it.

00:35:08.750 --> 00:35:10.030
Tony, like very Yoda,

00:35:10.070 --> 00:35:11.690
like when people are like, OK,

00:35:11.831 --> 00:35:13.070
let's go along your premise.

00:35:13.170 --> 00:35:14.731
I'll accept for a moment

00:35:14.751 --> 00:35:16.211
that mills equal bad.

00:35:17.273 --> 00:35:19.032
How do you how do you define a mill?

00:35:19.072 --> 00:35:21.134
Is it more than three locations?

00:35:21.713 --> 00:35:21.893
Ten?

00:35:22.967 --> 00:35:24.608
Like where where's the Mason

00:35:24.668 --> 00:35:25.849
Dixon line of a mill?

00:35:25.929 --> 00:35:26.670
And everybody kept coming

00:35:26.710 --> 00:35:28.731
back with these like wildly subjective.

00:35:29.192 --> 00:35:29.411
Well,

00:35:29.452 --> 00:35:31.653
as soon as it's not sixty minutes and

00:35:31.713 --> 00:35:32.494
one on one care.

00:35:32.514 --> 00:35:33.034
So I was like, OK,

00:35:33.054 --> 00:35:34.335
so sixty one minutes is OK,

00:35:34.356 --> 00:35:35.217
but fifty nine is not.

00:35:35.277 --> 00:35:35.777
Is that the line?

00:35:35.976 --> 00:35:37.018
Well, that's not what I'm saying.

00:35:37.057 --> 00:35:38.259
I'm like, scroll, scroll, scroll.

00:35:38.278 --> 00:35:39.739
That's exactly what you're saying.

00:35:40.159 --> 00:35:41.782
If you can't show me what a mill is,

00:35:42.121 --> 00:35:43.222
how can you say it's bad?

00:35:43.682 --> 00:35:45.543
Like, we define what rules – like,

00:35:45.583 --> 00:35:47.023
you know, drunk drivers are bad.

00:35:47.405 --> 00:35:49.606
At this blood alcohol level, no bueno.

00:35:49.885 --> 00:35:51.365
At this one, that's fine.

00:35:51.485 --> 00:35:52.967
You continue on your way, sir.

00:35:53.226 --> 00:35:54.146
So you have to define it

00:35:54.166 --> 00:35:55.307
before you can make it bad.

00:35:55.728 --> 00:35:57.108
So I don't know what a mill is then.

00:35:57.168 --> 00:35:58.449
If I just – if I'm Tony's

00:35:58.489 --> 00:35:59.090
wife – by the way,

00:35:59.110 --> 00:35:59.650
I love the fact that we

00:35:59.670 --> 00:36:00.610
don't know Tony's wife's name.

00:36:00.710 --> 00:36:01.630
I never want to know Tony's

00:36:01.650 --> 00:36:02.931
wife's name until she comes

00:36:02.990 --> 00:36:03.731
on the show because right

00:36:03.751 --> 00:36:06.893
now she is this amorphous being that just,

00:36:06.932 --> 00:36:07.672
like, dropped in,

00:36:07.713 --> 00:36:11.695
but she didn't have the curse –

00:36:09.726 --> 00:36:10.547
Of knowledge anymore.

00:36:10.929 --> 00:36:11.929
She dropped in like she was.

00:36:11.969 --> 00:36:12.791
Seventeen years ago.

00:36:12.831 --> 00:36:13.791
And she sees all this stuff.

00:36:13.851 --> 00:36:15.454
And so all the stupid stuff.

00:36:15.474 --> 00:36:15.994
We're doing now.

00:36:16.414 --> 00:36:17.335
She's able to spot.

00:36:17.637 --> 00:36:18.378
From a mile away.

00:36:18.398 --> 00:36:20.900
In two seconds.

00:36:20.920 --> 00:36:21.521
Real quick.

00:36:21.541 --> 00:36:22.302
So Javier.

00:36:22.322 --> 00:36:23.304
Thank you again.

00:36:23.364 --> 00:36:23.804
So he said.

00:36:24.025 --> 00:36:25.405
I don't mind the thought.

00:36:25.847 --> 00:36:26.807
But I haven't come across.

00:36:26.867 --> 00:36:28.130
Any young PTs.

00:36:29.025 --> 00:36:30.927
I think we have the problem identified.

00:36:31.547 --> 00:36:32.588
Young PTs,

00:36:32.628 --> 00:36:34.889
that would be okay with that volume.

00:36:35.050 --> 00:36:38.331
I only see older PTs being

00:36:38.351 --> 00:36:40.094
in the game for it.

00:36:40.293 --> 00:36:42.135
And this goes back to my

00:36:42.175 --> 00:36:44.097
previous post a while ago.

00:36:44.556 --> 00:36:46.498
Did we outgrow the profession?

00:36:46.539 --> 00:36:47.280
And it doesn't mean that the

00:36:47.320 --> 00:36:48.179
profession is bad.

00:36:48.239 --> 00:36:49.001
It doesn't mean like I'm

00:36:49.041 --> 00:36:50.922
above and you're below or the profession.

00:36:51.402 --> 00:36:52.344
I'm just saying...

00:36:53.143 --> 00:36:54.025
Maybe that's true.

00:36:54.085 --> 00:36:54.346
You know,

00:36:54.907 --> 00:36:57.251
I am not on the university campuses.

00:36:57.931 --> 00:36:59.414
I haven't been for a very long time,

00:36:59.454 --> 00:37:00.054
thank goodness.

00:37:00.536 --> 00:37:01.838
I'd be that creepy old man.

00:37:01.998 --> 00:37:03.599
I'm a creepy old man.

00:37:05.333 --> 00:37:05.932
What?

00:37:06.052 --> 00:37:06.634
I was that guy.

00:37:06.653 --> 00:37:07.934
I was the second career guy back.

00:37:08.014 --> 00:37:10.135
I was in school.

00:37:10.416 --> 00:37:11.536
But that being said,

00:37:11.597 --> 00:37:13.777
so if the universities are

00:37:13.797 --> 00:37:16.559
breeding a culture of clinician,

00:37:16.780 --> 00:37:18.740
new grad clinician who is

00:37:18.900 --> 00:37:20.641
of the mindset that and

00:37:21.141 --> 00:37:23.483
don't persecute me, I am a doctor.

00:37:24.123 --> 00:37:25.005
I only do this.

00:37:25.144 --> 00:37:25.985
I only do that.

00:37:26.085 --> 00:37:26.766
This is, you know.

00:37:27.425 --> 00:37:28.007
Then that's where the

00:37:28.027 --> 00:37:28.987
profession is going to go.

00:37:29.106 --> 00:37:29.807
And that's fine.

00:37:29.987 --> 00:37:32.809
Like it can go there if if, you know,

00:37:33.251 --> 00:37:34.030
I don't want to go there.

00:37:34.251 --> 00:37:35.932
So I'm happy to leave the profession.

00:37:36.012 --> 00:37:37.014
I'm happy to hang up my

00:37:37.054 --> 00:37:40.556
shingle or retire my licensure.

00:37:40.637 --> 00:37:43.179
You know, like I have zero marriage.

00:37:43.639 --> 00:37:44.639
It's not my religion.

00:37:44.960 --> 00:37:45.621
No problem at all.

00:37:46.527 --> 00:37:48.509
But I would say,

00:37:49.088 --> 00:37:50.150
I think the profession

00:37:50.170 --> 00:37:52.612
would do well to attract

00:37:53.193 --> 00:37:55.315
more young clinicians who

00:37:55.375 --> 00:37:57.697
have been fitness influencers,

00:37:58.077 --> 00:37:59.538
CrossFit coaches, you know,

00:37:59.577 --> 00:38:00.938
have been in that world

00:38:01.380 --> 00:38:02.581
because they also see the

00:38:02.621 --> 00:38:04.382
value in that different model.

00:38:05.063 --> 00:38:07.025
And I think when we go back and we look at,

00:38:07.125 --> 00:38:08.985
okay, am I building dependency?

00:38:09.085 --> 00:38:10.867
Am I breeding dependency?

00:38:11.268 --> 00:38:12.528
Because this is a hot button

00:38:12.568 --> 00:38:13.670
for a lot of clinicians.

00:38:13.710 --> 00:38:13.931
Like,

00:38:14.570 --> 00:38:15.630
If I, quote,

00:38:15.811 --> 00:38:18.072
ignore my patient and make my

00:38:18.112 --> 00:38:18.992
patient do their own

00:38:19.092 --> 00:38:21.532
exercise from the outside, look it in.

00:38:21.672 --> 00:38:22.913
I look like a bad therapist.

00:38:23.253 --> 00:38:25.273
But if I do it intentionally to say, hey,

00:38:25.614 --> 00:38:26.713
this person's not going to

00:38:26.733 --> 00:38:28.755
have my hands when they go home.

00:38:29.054 --> 00:38:30.014
They're not going to have me

00:38:30.074 --> 00:38:31.795
with them the next time they flare up.

00:38:32.175 --> 00:38:35.157
My job is not to make them dependent on me,

00:38:35.177 --> 00:38:36.516
but rather to teach them

00:38:36.617 --> 00:38:38.557
what needs to be done and how to do it.

00:38:39.217 --> 00:38:40.838
This is a completely different world,

00:38:41.358 --> 00:38:41.759
you know,

00:38:42.018 --> 00:38:43.400
and once you're you're you're

00:38:43.440 --> 00:38:44.340
empowering them is what

00:38:44.460 --> 00:38:45.900
you're once once you

00:38:45.960 --> 00:38:48.882
realize that and consciously accept.

00:38:49.081 --> 00:38:52.344
OK, like I'm going to say in Dave's model,

00:38:52.744 --> 00:38:53.324
which I have,

00:38:53.543 --> 00:38:54.423
I have patients out there

00:38:54.463 --> 00:38:55.164
for twenty years.

00:38:55.945 --> 00:38:57.646
There are people who are dependent on me.

00:38:57.786 --> 00:38:58.527
I've done that.

00:38:58.668 --> 00:39:00.009
I understand it like but

00:39:00.048 --> 00:39:01.110
they're paying me out of pocket.

00:39:01.269 --> 00:39:02.650
Insurance isn't paying me for it.

00:39:03.771 --> 00:39:05.273
I also think there's great

00:39:05.313 --> 00:39:07.195
power and great honor in

00:39:07.255 --> 00:39:08.416
being the therapist who

00:39:08.496 --> 00:39:10.818
builds independence, resilience,

00:39:10.938 --> 00:39:13.981
strength and, you know, sees the person,

00:39:14.021 --> 00:39:14.802
teaches them a couple of

00:39:14.842 --> 00:39:15.804
things and then lets them

00:39:15.844 --> 00:39:16.463
go on their own.

00:39:17.204 --> 00:39:19.146
But I can understand how

00:39:19.206 --> 00:39:21.086
from a therapist perspective, you're like,

00:39:21.106 --> 00:39:21.947
you're ignoring them.

00:39:21.967 --> 00:39:23.228
You're not giving them, you know,

00:39:23.268 --> 00:39:23.708
whatever.

00:39:24.088 --> 00:39:24.309
No,

00:39:24.489 --> 00:39:26.630
I am empowering them to be independent.

00:39:26.690 --> 00:39:27.690
I'm kicking them out of the

00:39:27.730 --> 00:39:29.471
nest so that they can learn

00:39:29.490 --> 00:39:30.512
how to fly on their own.

00:39:30.911 --> 00:39:32.271
So let's go through this, you know,

00:39:32.351 --> 00:39:33.373
in police talk,

00:39:33.393 --> 00:39:34.413
because I watched enough

00:39:34.574 --> 00:39:36.213
SVU to consider myself an

00:39:36.273 --> 00:39:37.855
expert on police procedure.

00:39:38.655 --> 00:39:39.695
It would be like evidence

00:39:39.835 --> 00:39:41.376
chain of custody.

00:39:41.476 --> 00:39:42.737
It's like, this is the gun.

00:39:42.958 --> 00:39:43.838
Who has had the gun?

00:39:44.338 --> 00:39:45.119
So the first...

00:39:45.838 --> 00:39:47.239
The first touch point,

00:39:47.619 --> 00:39:48.559
because Javier is talking

00:39:48.579 --> 00:39:51.501
about new versus older therapists, right?

00:39:51.981 --> 00:39:52.702
So I want to call this

00:39:52.742 --> 00:39:53.961
conversation for a minute.

00:39:55.182 --> 00:39:56.043
That's not what was in the

00:39:56.083 --> 00:39:58.063
brochure conversation, right?

00:39:58.503 --> 00:39:59.304
So if you're a PT,

00:39:59.324 --> 00:40:00.364
what's the famous story of

00:40:00.385 --> 00:40:01.405
where you came into PT?

00:40:01.625 --> 00:40:03.306
I was a midfielder and I

00:40:03.365 --> 00:40:05.387
tore my ACL my senior year

00:40:05.766 --> 00:40:07.126
and went to PT and fell in

00:40:07.166 --> 00:40:07.967
love with the process.

00:40:08.047 --> 00:40:08.347
Got it.

00:40:09.106 --> 00:40:10.768
So you were sold one thing.

00:40:10.949 --> 00:40:11.568
You bought in,

00:40:12.230 --> 00:40:14.072
cue the harp music and the heart eyes,

00:40:14.192 --> 00:40:14.452
right?

00:40:14.532 --> 00:40:15.532
That's where you bought in.

00:40:16.094 --> 00:40:18.396
Or a career fair that you

00:40:18.456 --> 00:40:20.177
heard what that person's day was like.

00:40:20.217 --> 00:40:21.358
Or maybe you were impatient

00:40:21.418 --> 00:40:22.260
and you were watching your

00:40:22.300 --> 00:40:23.221
mom go through something

00:40:23.240 --> 00:40:23.880
traumatic or your

00:40:23.900 --> 00:40:25.503
grandmother broke her hip, right?

00:40:26.063 --> 00:40:27.985
So it depends on what brochure

00:40:28.746 --> 00:40:30.148
you looked at first and you

00:40:30.208 --> 00:40:31.590
expected the profession to

00:40:31.650 --> 00:40:32.891
look and feel just like that.

00:40:32.911 --> 00:40:33.152
You're like,

00:40:33.172 --> 00:40:34.514
if I show up and I do

00:40:34.554 --> 00:40:35.394
everything you tell me and

00:40:35.434 --> 00:40:36.315
pass all the tests,

00:40:36.777 --> 00:40:37.958
I get to just show up and

00:40:37.978 --> 00:40:39.099
be on this conveyor belt.

00:40:39.661 --> 00:40:42.043
And I get now at different stages,

00:40:42.083 --> 00:40:42.583
different things.

00:40:42.603 --> 00:40:43.786
This is what my day looks like.

00:40:43.826 --> 00:40:45.047
And this is what everything looks like.

00:40:45.248 --> 00:40:45.467
Right.

00:40:46.289 --> 00:40:47.809
Or is it you tripped across

00:40:47.909 --> 00:40:49.992
a university's website and, look,

00:40:50.032 --> 00:40:51.233
become a physical therapist,

00:40:51.273 --> 00:40:52.393
and our pass rate is this,

00:40:52.414 --> 00:40:53.253
and the average physical

00:40:53.293 --> 00:40:54.614
therapist is the third

00:40:54.635 --> 00:40:55.596
happiest profession and

00:40:55.615 --> 00:40:57.137
makes this much money, right?

00:40:57.516 --> 00:40:58.418
Maybe that was the first

00:40:58.458 --> 00:41:00.559
brochure that you ingested

00:41:00.599 --> 00:41:01.559
or consumed and now said,

00:41:01.579 --> 00:41:03.181
this is what I will now expect.

00:41:03.521 --> 00:41:04.101
Here's the thing.

00:41:05.103 --> 00:41:06.364
Those are all just messages.

00:41:07.677 --> 00:41:07.856
Right.

00:41:07.896 --> 00:41:08.878
Those are those are all

00:41:08.938 --> 00:41:10.079
versions of the truth.

00:41:10.699 --> 00:41:10.860
Right.

00:41:10.900 --> 00:41:12.641
So if you're expecting it to

00:41:12.681 --> 00:41:14.684
be easy and show up and

00:41:14.724 --> 00:41:16.746
when you get there, it isn't like that,

00:41:16.766 --> 00:41:17.708
because by the time you

00:41:17.967 --> 00:41:18.989
ingested that brochure in

00:41:19.009 --> 00:41:20.349
high school and became a

00:41:20.429 --> 00:41:21.711
doctor of physical therapy,

00:41:21.731 --> 00:41:22.632
however many years later,

00:41:22.952 --> 00:41:24.554
I got news for you.

00:41:24.775 --> 00:41:25.715
The world changed.

00:41:25.878 --> 00:41:26.860
The world changed.

00:41:27.119 --> 00:41:27.860
It changed.

00:41:28.159 --> 00:41:29.360
And it's constantly changing.

00:41:29.621 --> 00:41:30.461
So I could see where the

00:41:30.481 --> 00:41:31.302
young therapist would be

00:41:31.342 --> 00:41:33.282
pissed or confused or

00:41:33.443 --> 00:41:34.543
people who were in the

00:41:34.583 --> 00:41:35.844
profession on that conveyor

00:41:35.864 --> 00:41:37.045
belt are now pissed that

00:41:37.146 --> 00:41:38.947
they have to change and adapt.

00:41:39.246 --> 00:41:40.827
I understand why you're angry.

00:41:41.128 --> 00:41:41.869
It doesn't matter.

00:41:41.889 --> 00:41:42.909
It doesn't matter.

00:41:42.929 --> 00:41:44.010
It's not going to change anything.

00:41:44.210 --> 00:41:45.271
You have to adapt.

00:41:46.007 --> 00:41:46.766
just because it was in the

00:41:46.786 --> 00:41:47.827
brochure doesn't make it true.

00:41:48.467 --> 00:41:49.867
I would love to hear from Dave.

00:41:50.248 --> 00:41:52.668
So Dave has been in baseball a long time,

00:41:52.949 --> 00:41:53.248
right?

00:41:53.849 --> 00:41:56.710
So when you think of like in baseball,

00:41:56.769 --> 00:41:58.130
you've got your batting coach,

00:41:58.150 --> 00:41:59.110
your pitching coach,

00:41:59.130 --> 00:42:00.469
and then you've got the

00:42:00.710 --> 00:42:02.070
coach and the team manager

00:42:02.090 --> 00:42:03.271
and you've got all these other people,

00:42:03.791 --> 00:42:05.452
but there's still this whole team.

00:42:05.891 --> 00:42:07.492
Like every single individual

00:42:07.811 --> 00:42:09.672
on the team doesn't have a

00:42:09.733 --> 00:42:11.793
dedicated person every single time.

00:42:11.853 --> 00:42:11.972
Now,

00:42:12.032 --> 00:42:13.353
some of them might have outside

00:42:13.373 --> 00:42:15.134
trainers that they work with exclusively.

00:42:15.873 --> 00:42:19.096
But within your model,

00:42:19.215 --> 00:42:20.795
and I struggle with this every day,

00:42:20.956 --> 00:42:21.956
am I a coach?

00:42:22.597 --> 00:42:25.077
Am I a healer?

00:42:25.257 --> 00:42:26.378
What am I even?

00:42:26.798 --> 00:42:27.239
I don't know.

00:42:27.318 --> 00:42:28.039
Most of the time,

00:42:28.179 --> 00:42:29.820
I just want to be an educator.

00:42:30.521 --> 00:42:31.481
Most of the time,

00:42:31.681 --> 00:42:33.422
I just want to teach people

00:42:33.981 --> 00:42:35.443
and then let them go do it

00:42:35.523 --> 00:42:36.943
from a baseball perspective.

00:42:37.023 --> 00:42:38.103
I was in the batting cages

00:42:38.143 --> 00:42:40.125
pitching to my players last night.

00:42:40.786 --> 00:42:41.166
I'm like,

00:42:41.902 --> 00:42:42.864
I'm going to give you the pitches.

00:42:43.043 --> 00:42:44.204
We're going to work on your batting.

00:42:44.585 --> 00:42:45.405
And then you're going to go

00:42:45.545 --> 00:42:46.465
hit off the tee or you're

00:42:46.485 --> 00:42:47.465
going to do something else

00:42:47.487 --> 00:42:49.447
to work on what I just showed you.

00:42:50.208 --> 00:42:50.949
How do you look?

00:42:51.088 --> 00:42:52.530
Do you make any comparisons

00:42:52.550 --> 00:42:53.730
between like your history

00:42:53.769 --> 00:42:54.851
as a baseball player,

00:42:55.050 --> 00:42:56.251
working with coaches and

00:42:56.291 --> 00:42:57.713
trainers versus what you're

00:42:57.753 --> 00:42:59.193
doing as a physical therapist?

00:43:01.244 --> 00:43:01.905
Not too much.

00:43:02.025 --> 00:43:03.005
I mean, I think at the end of the day,

00:43:03.045 --> 00:43:04.849
I think I look at what we

00:43:04.889 --> 00:43:07.231
do or what I am as a service provider.

00:43:07.311 --> 00:43:09.034
So some people,

00:43:09.054 --> 00:43:10.074
we go to someone's home and

00:43:10.094 --> 00:43:12.418
they kind of are yearning for the healer.

00:43:13.139 --> 00:43:14.740
Maybe we go into that mold.

00:43:14.800 --> 00:43:15.862
Maybe we fit that mold.

00:43:15.882 --> 00:43:16.443
Maybe we don't.

00:43:17.684 --> 00:43:20.585
where someone is on Park Ave

00:43:20.626 --> 00:43:22.085
or Fifth Ave in Manhattan,

00:43:22.146 --> 00:43:24.346
and they're looking for a professional.

00:43:24.365 --> 00:43:24.865
They're looking for a

00:43:24.905 --> 00:43:26.065
physical therapist that comes in.

00:43:26.106 --> 00:43:27.007
They're clean-shaven.

00:43:27.027 --> 00:43:28.306
Then we've got a button-up collar,

00:43:28.606 --> 00:43:29.126
whatever.

00:43:29.387 --> 00:43:30.226
And oftentimes,

00:43:30.327 --> 00:43:31.947
we're going to fit that if

00:43:31.967 --> 00:43:32.927
that's what they're looking for.

00:43:34.327 --> 00:43:37.228
Sometimes someone needs more

00:43:37.288 --> 00:43:38.809
of the touchy-feely stuff.

00:43:39.528 --> 00:43:41.128
And sometimes we'll kind of

00:43:41.768 --> 00:43:43.730
mold into or fit the mold

00:43:43.750 --> 00:43:45.289
of what someone like that is looking for.

00:43:47.284 --> 00:43:48.085
I don't know if we're always

00:43:48.105 --> 00:43:48.744
going to say we're one

00:43:48.764 --> 00:43:49.344
thing or the other.

00:43:49.425 --> 00:43:50.545
We're not going to say like we're always,

00:43:50.746 --> 00:43:50.925
you know,

00:43:50.965 --> 00:43:53.867
we're healers or we're just therapists or,

00:43:53.947 --> 00:43:55.108
you know, we're professionals.

00:43:55.188 --> 00:43:56.829
We want to be professionals, right?

00:43:56.929 --> 00:43:57.309
Like we just,

00:43:57.490 --> 00:43:58.170
we always want to be

00:43:58.210 --> 00:43:59.231
consummate professionals.

00:44:00.291 --> 00:44:00.913
But at the end of the day,

00:44:00.932 --> 00:44:01.873
we're delivering our service.

00:44:02.032 --> 00:44:03.715
And to loop back around with

00:44:03.755 --> 00:44:08.378
like the ten minutes for, you know,

00:44:08.398 --> 00:44:09.797
thirty dollars versus what

00:44:09.818 --> 00:44:11.559
we do is we're providing a

00:44:11.599 --> 00:44:14.541
service and we want to have

00:44:15.481 --> 00:44:16.882
big enough margins to be

00:44:16.922 --> 00:44:17.682
profitable to be

00:44:17.722 --> 00:44:18.663
sustainable so that we can

00:44:18.702 --> 00:44:19.623
pay our therapist whatever

00:44:19.664 --> 00:44:21.344
they want whatever they

00:44:21.405 --> 00:44:22.605
demand whatever they

00:44:23.344 --> 00:44:24.686
actually deserve in the

00:44:24.726 --> 00:44:26.327
marketplace because if they

00:44:26.367 --> 00:44:26.907
can't get it with me

00:44:26.927 --> 00:44:27.626
they're going to go get it

00:44:27.646 --> 00:44:29.867
with someone else and also

00:44:29.887 --> 00:44:31.188
a service where sometimes

00:44:31.369 --> 00:44:32.048
there's a little bit of

00:44:32.068 --> 00:44:33.010
that tony there's a little

00:44:33.030 --> 00:44:34.949
bit of like yes they stay

00:44:34.969 --> 00:44:36.271
with us for potentially

00:44:36.291 --> 00:44:38.251
long periods of time so we are

00:44:39.579 --> 00:44:40.981
optimizing oftentimes for

00:44:41.001 --> 00:44:42.302
the lifetime value of the

00:44:42.342 --> 00:44:43.161
patient or client.

00:44:44.182 --> 00:44:46.023
They come to us for an episodic issue,

00:44:46.563 --> 00:44:47.864
ankle pain, back pain, whatever,

00:44:48.284 --> 00:44:49.144
and then they stay with us

00:44:49.204 --> 00:44:52.527
and they do tune-ups, maintenance visits,

00:44:52.827 --> 00:44:55.108
wellness, some personal training, hybrid,

00:44:55.128 --> 00:44:56.128
whatever you wanna call it.

00:44:56.849 --> 00:44:57.530
Some people are gonna be

00:44:57.570 --> 00:44:58.891
independent and they're like, hey,

00:44:58.971 --> 00:44:59.891
I just need you to help me

00:44:59.931 --> 00:45:01.731
with my pain and then I'm

00:45:01.751 --> 00:45:02.773
gonna go back to my trainer

00:45:02.793 --> 00:45:03.934
at Equinox or whatever, right?

00:45:04.134 --> 00:45:04.673
Okay, that's fine.

00:45:05.173 --> 00:45:05.875
And then some people stay

00:45:05.894 --> 00:45:07.295
with us for three, four, five years,

00:45:07.655 --> 00:45:07.876
right?

00:45:08.635 --> 00:45:10.036
we have a service we deliver

00:45:10.056 --> 00:45:11.639
a service we are optimizing

00:45:11.699 --> 00:45:13.760
for the high margin so that

00:45:13.800 --> 00:45:14.740
we can pay we can get

00:45:14.762 --> 00:45:16.583
aggressive with paid ads we

00:45:16.603 --> 00:45:17.724
can get aggressive with

00:45:18.143 --> 00:45:20.106
mail promotions and paying

00:45:20.126 --> 00:45:21.467
our therapist a high rate

00:45:21.487 --> 00:45:24.610
per visit uh and keeping

00:45:24.750 --> 00:45:25.871
some of amount of these

00:45:25.911 --> 00:45:27.913
clients for the long term

00:45:27.932 --> 00:45:29.974
uh that optimize the long

00:45:29.994 --> 00:45:31.135
term the lifetime value of

00:45:31.195 --> 00:45:32.036
some of those clients

00:45:33.099 --> 00:45:34.820
And some of that cash we use

00:45:34.860 --> 00:45:36.882
for the paid promotions, the paid ads,

00:45:37.143 --> 00:45:38.563
compensating our therapists and all that.

00:45:38.603 --> 00:45:40.766
So I'm not sure if that

00:45:40.826 --> 00:45:41.425
answers your question,

00:45:41.447 --> 00:45:42.086
but that's how I kind of

00:45:42.106 --> 00:45:43.668
look at it in terms of like what we are,

00:45:43.728 --> 00:45:44.449
what we deliver.

00:45:44.989 --> 00:45:46.570
No, we're not necessarily healers.

00:45:46.590 --> 00:45:47.530
We're not Reiki.

00:45:47.771 --> 00:45:49.172
We're not pretending to do, you know,

00:45:50.112 --> 00:45:52.414
I'm healing you with my energy,

00:45:52.454 --> 00:45:53.496
with my positive energy.

00:45:53.635 --> 00:45:54.476
Positive vibes.

00:45:55.324 --> 00:45:59.106
Yeah, so we're not necessarily healers.

00:45:59.847 --> 00:46:02.206
We do say we're Dr. Mo, we're Dr. Dave,

00:46:02.226 --> 00:46:03.268
we're Dr. Chris, whatever,

00:46:03.307 --> 00:46:04.487
like doctors in physical therapy.

00:46:04.527 --> 00:46:05.528
We're not gonna pretend like,

00:46:05.849 --> 00:46:07.289
we don't say we're physicians.

00:46:07.509 --> 00:46:08.570
We don't say we're MDs.

00:46:08.909 --> 00:46:09.710
We are therapists.

00:46:10.650 --> 00:46:11.471
We are professionals.

00:46:12.251 --> 00:46:13.391
Sometimes maybe we're healers.

00:46:14.072 --> 00:46:14.711
At the end of the day,

00:46:15.271 --> 00:46:15.952
we're professionals.

00:46:15.972 --> 00:46:17.472
We're professionals delivering a service.

00:46:19.059 --> 00:46:20.500
Yeah, I just thought of something, Dave,

00:46:20.539 --> 00:46:21.601
like what you're saying there.

00:46:21.621 --> 00:46:22.481
And I asked this question.

00:46:22.501 --> 00:46:23.282
I'll make an official

00:46:23.322 --> 00:46:24.784
LinkedIn poll when the live

00:46:24.804 --> 00:46:25.304
stream is over.

00:46:25.344 --> 00:46:26.264
But if the physical therapy

00:46:26.304 --> 00:46:27.746
profession had an animal mascot,

00:46:28.146 --> 00:46:29.987
what should it be?

00:46:30.007 --> 00:46:31.168
I think some of them would

00:46:31.208 --> 00:46:33.050
like to be rigid, non-changing,

00:46:33.090 --> 00:46:33.831
like a mule.

00:46:34.291 --> 00:46:35.271
I think some people would

00:46:35.291 --> 00:46:36.152
want to just walk in and

00:46:36.172 --> 00:46:36.893
just be brilliant.

00:46:36.913 --> 00:46:37.713
Like I know the answer.

00:46:37.733 --> 00:46:38.775
I'm going to tell you what the answer is,

00:46:38.795 --> 00:46:39.856
like an owl, right?

00:46:39.896 --> 00:46:40.335
Traditionally,

00:46:40.356 --> 00:46:42.237
if we're going to go stereotyping animals,

00:46:42.277 --> 00:46:43.177
I don't want PETA showing

00:46:43.219 --> 00:46:44.619
up on the podcast.

00:46:44.940 --> 00:46:46.201
But I would say a chameleon,

00:46:46.300 --> 00:46:48.141
like within a range.

00:46:48.976 --> 00:46:51.657
Within a range, you can or need, should be,

00:46:51.958 --> 00:46:53.018
should, not could, should,

00:46:53.057 --> 00:46:55.018
you need to be certain

00:46:55.039 --> 00:46:56.380
things for certain people.

00:46:56.679 --> 00:46:56.920
If,

00:46:57.619 --> 00:46:58.840
but all of us are going to be different

00:46:58.860 --> 00:46:59.420
chameleons.

00:46:59.440 --> 00:47:00.722
And I'm sure my buddy Emery,

00:47:00.742 --> 00:47:02.063
who's a zoology major,

00:47:02.443 --> 00:47:02.983
could tell me there's

00:47:03.043 --> 00:47:03.742
thirty seven different

00:47:03.762 --> 00:47:04.543
kinds of chameleons.

00:47:04.563 --> 00:47:05.844
Some change color, some do this.

00:47:06.465 --> 00:47:08.065
If it's outside your range, like, look,

00:47:08.126 --> 00:47:10.226
Dave and Tony are both PTs.

00:47:10.246 --> 00:47:11.306
They're both chameleons.

00:47:11.367 --> 00:47:11.606
Right.

00:47:11.987 --> 00:47:13.668
But it's too far of a

00:47:13.708 --> 00:47:14.909
stretch for Dave to want to

00:47:14.929 --> 00:47:15.628
do Tony's model.

00:47:15.809 --> 00:47:16.710
So don't do that.

00:47:17.809 --> 00:47:18.190
Don't do that.

00:47:18.210 --> 00:47:18.831
And vice versa.

00:47:18.911 --> 00:47:19.811
Don't do that.

00:47:20.152 --> 00:47:21.012
So there's a range.

00:47:21.333 --> 00:47:22.153
See what fits in it.

00:47:22.474 --> 00:47:24.114
Maybe your first job at a PT school.

00:47:24.135 --> 00:47:25.896
I mean, if I got some of this advice,

00:47:25.936 --> 00:47:26.898
maybe I'd still be in a clinic.

00:47:27.498 --> 00:47:29.139
But because I went to a few jobs, I'm like,

00:47:29.219 --> 00:47:29.980
nope, nope, nope.

00:47:30.079 --> 00:47:31.380
I'm out doing this weird other thing.

00:47:31.782 --> 00:47:32.362
I'm weird.

00:47:32.442 --> 00:47:33.182
Like, don't don't worry.

00:47:33.382 --> 00:47:34.083
You're not like me.

00:47:34.123 --> 00:47:34.483
You're better.

00:47:35.405 --> 00:47:37.246
But I think chameleon should be our mascot,

00:47:37.286 --> 00:47:38.286
which is what can you be

00:47:38.327 --> 00:47:39.248
for that person in front of you?

00:47:40.019 --> 00:47:40.920
So hundred percent agree.

00:47:41.081 --> 00:47:42.400
I've never agreed with Jimmy

00:47:42.440 --> 00:47:45.422
McKay more than this, then chameleon,

00:47:45.862 --> 00:47:47.704
because you have to be, you,

00:47:47.744 --> 00:47:49.505
you absolutely have to be a chameleon,

00:47:50.045 --> 00:47:51.365
especially like,

00:47:51.545 --> 00:47:52.206
I think you have to be

00:47:52.586 --> 00:47:53.766
maybe less of a chameleon.

00:47:54.027 --> 00:47:54.708
Maybe you could push back.

00:47:54.768 --> 00:47:55.708
Maybe it's another episode,

00:47:55.989 --> 00:47:57.510
maybe less of a chameleon with a,

00:47:57.610 --> 00:47:59.130
with Tony's model or with

00:47:59.150 --> 00:48:00.050
an insurance model.

00:48:00.251 --> 00:48:00.690
And you just,

00:48:00.891 --> 00:48:02.791
you accept like any insurance

00:48:03.172 --> 00:48:04.052
and here's the service,

00:48:04.092 --> 00:48:05.554
take it or leave it with us.

00:48:05.934 --> 00:48:07.496
We have people that are like, oh, well,

00:48:07.516 --> 00:48:09.376
if I'm paying two, three, whatever,

00:48:09.396 --> 00:48:11.259
hundred dollars per visit,

00:48:11.619 --> 00:48:12.699
they have higher expectations.

00:48:12.719 --> 00:48:15.081
They have higher desires.

00:48:15.101 --> 00:48:17.023
They're going to make their voices heard.

00:48:17.043 --> 00:48:18.806
They're going to demand certain things.

00:48:18.826 --> 00:48:20.827
Sometimes that actually disqualifies them,

00:48:20.867 --> 00:48:22.088
but it's a whole other conversation.

00:48:22.748 --> 00:48:24.150
I a hundred percent agree, chameleon.

00:48:26.135 --> 00:48:28.297
I was on Facebook yesterday.

00:48:28.559 --> 00:48:30.280
I think I shared a post

00:48:30.320 --> 00:48:32.364
yesterday and somebody who

00:48:32.744 --> 00:48:34.487
I love her to death, but she said,

00:48:35.527 --> 00:48:36.188
and I can't believe

00:48:36.228 --> 00:48:37.391
somebody is still saying this,

00:48:38.132 --> 00:48:39.934
people in my area won't pay cash.

00:48:40.860 --> 00:48:42.340
Everyone in my area won't pay cash.

00:48:42.360 --> 00:48:46.043
I think we've disproven that, you know,

00:48:46.864 --> 00:48:47.724
a hundred percent,

00:48:47.784 --> 00:48:49.385
but I'm not going to change your mind.

00:48:49.425 --> 00:48:50.686
I'm not going to try to change your mind.

00:48:51.606 --> 00:48:52.447
It's a false belief.

00:48:53.106 --> 00:48:53.907
Yeah, it is.

00:48:53.947 --> 00:48:54.728
Are they bartering?

00:48:54.768 --> 00:48:55.989
Are they bartering with, with,

00:48:56.088 --> 00:48:57.090
with vegetables that they

00:48:57.110 --> 00:48:57.670
grow in their garden?

00:48:57.710 --> 00:48:59.110
How are they getting gasoline?

00:48:59.351 --> 00:49:00.411
They won't pay cash.

00:49:00.492 --> 00:49:00.711
Okay.

00:49:01.721 --> 00:49:04.422
And then this morning though, I did share,

00:49:04.501 --> 00:49:06.103
and I know we're coming close to the end.

00:49:06.262 --> 00:49:08.344
I did share a post and I'm curious to see,

00:49:09.264 --> 00:49:10.545
we've established Dave's

00:49:10.704 --> 00:49:11.945
customer is the client.

00:49:12.005 --> 00:49:13.106
My customer is still the

00:49:13.146 --> 00:49:13.927
insurance company.

00:49:15.387 --> 00:49:16.588
I shared a post where I was like, you know,

00:49:16.608 --> 00:49:17.668
what's interesting to me,

00:49:18.188 --> 00:49:19.228
there are third party

00:49:19.248 --> 00:49:20.570
payers right now that

00:49:20.630 --> 00:49:21.530
require you to get

00:49:21.570 --> 00:49:23.710
authorization after you do the evaluation,

00:49:23.751 --> 00:49:24.672
if you want to continue to

00:49:24.711 --> 00:49:25.391
treat the patient.

00:49:25.911 --> 00:49:27.193
And I think anybody who

00:49:27.393 --> 00:49:29.213
watching this right now, hearing this,

00:49:30.153 --> 00:49:32.096
You probably already know if

00:49:32.255 --> 00:49:33.097
Anthem Blue Cross Blue

00:49:33.117 --> 00:49:34.998
Shield Medicare Advantage requires auth,

00:49:35.079 --> 00:49:37.400
I submit auth through AIM, A-I-M,

00:49:37.960 --> 00:49:38.762
what are you going to get?

00:49:39.123 --> 00:49:40.704
You're going to get an approval for four.

00:49:40.983 --> 00:49:42.545
You're going to get an approval for six.

00:49:42.585 --> 00:49:44.427
Like that's the typical approval.

00:49:44.807 --> 00:49:46.128
I think one time in the

00:49:46.168 --> 00:49:47.369
history of the universe,

00:49:47.409 --> 00:49:48.811
I got an approval for twelve.

00:49:49.231 --> 00:49:50.032
But generally,

00:49:50.052 --> 00:49:51.793
you're going to get four or six.

00:49:52.844 --> 00:49:54.525
So if I'm getting

00:49:54.806 --> 00:49:56.186
automatically the algorithm

00:49:56.226 --> 00:49:57.668
is spitting out, we'll give you four,

00:49:57.688 --> 00:49:58.369
we'll give you six.

00:49:58.389 --> 00:49:58.929
And then, of course,

00:49:58.949 --> 00:50:01.130
I can request more and I'll get two,

00:50:01.510 --> 00:50:01.851
you know,

00:50:01.891 --> 00:50:05.673
but that should be assigned to us to say,

00:50:05.853 --> 00:50:06.195
OK,

00:50:06.275 --> 00:50:08.596
the systems on the third party payer

00:50:08.675 --> 00:50:10.757
side are set up and designed to say, OK.

00:50:11.157 --> 00:50:12.518
This is what we are approving.

00:50:12.557 --> 00:50:13.918
This is what we are expecting.

00:50:13.958 --> 00:50:15.179
This is what we were doing.

00:50:15.798 --> 00:50:15.978
Now,

00:50:16.139 --> 00:50:18.099
where I find it funny is what do you

00:50:18.139 --> 00:50:19.420
think those therapists

00:50:19.480 --> 00:50:21.300
requesting their plan of

00:50:21.360 --> 00:50:23.320
care visit number is?

00:50:23.822 --> 00:50:26.422
Twelve, eighteen, twenty four, thirty six,

00:50:26.501 --> 00:50:28.123
you know, which, of course,

00:50:28.163 --> 00:50:28.882
I think it's funny that

00:50:28.902 --> 00:50:30.663
it's always twelve, eighteen, twenty four,

00:50:30.702 --> 00:50:31.264
thirty six.

00:50:31.583 --> 00:50:32.583
It's never seventeen.

00:50:32.623 --> 00:50:33.483
It's not six.

00:50:33.704 --> 00:50:35.985
You know, it's these round numbers, you

00:50:37.418 --> 00:50:39.702
I think that is our biggest sign to say,

00:50:39.742 --> 00:50:41.083
hey, the algorithms,

00:50:41.123 --> 00:50:42.925
which really is what insurance is,

00:50:43.286 --> 00:50:44.367
they're looking at charts,

00:50:44.387 --> 00:50:45.449
they're looking at numbers,

00:50:45.811 --> 00:50:47.713
where do we expect this to fall?

00:50:49.454 --> 00:50:50.494
they're telling us this is

00:50:50.534 --> 00:50:51.914
what we're here to buy.

00:50:52.014 --> 00:50:53.235
And it's like a customer.

00:50:53.496 --> 00:50:56.376
So if you take a customer who says, hey,

00:50:56.697 --> 00:50:58.197
I want to buy a widget,

00:50:58.757 --> 00:51:00.478
how much is that going to cost me?

00:51:00.597 --> 00:51:02.338
Versus the customer who says,

00:51:02.898 --> 00:51:04.360
I'll pay you ten bucks for a widget.

00:51:04.420 --> 00:51:05.320
What are you going to give me?

00:51:06.041 --> 00:51:09.061
Dave's world, the customer is saying,

00:51:09.702 --> 00:51:10.922
I need to feel better.

00:51:11.101 --> 00:51:12.182
I need to walk better.

00:51:12.262 --> 00:51:13.202
I need to do better.

00:51:13.722 --> 00:51:14.784
What is it going to cost me?

00:51:15.503 --> 00:51:17.144
My world, third party payer is,

00:51:18.400 --> 00:51:20.001
I'm deciding what can I give

00:51:20.021 --> 00:51:21.782
for ten dollars, you know?

00:51:21.842 --> 00:51:23.583
And so obviously my world is

00:51:23.664 --> 00:51:26.105
incentivized by its nature

00:51:26.686 --> 00:51:29.027
to find the lowest possible

00:51:30.307 --> 00:51:31.809
widget that I could deliver

00:51:31.849 --> 00:51:33.389
at the lowest possible cost

00:51:33.431 --> 00:51:35.891
to satisfy the dollar

00:51:35.931 --> 00:51:37.012
amount being offered.

00:51:37.052 --> 00:51:39.474
Whereas Dave's world is

00:51:39.534 --> 00:51:40.956
incentivized to give the

00:51:41.056 --> 00:51:42.876
highest possible value to

00:51:42.956 --> 00:51:45.119
deliver the the exceptional experience.

00:51:45.878 --> 00:51:46.659
And I'm OK with that.

00:51:46.938 --> 00:51:48.900
You know, again, I am OK with that.

00:51:48.960 --> 00:51:49.960
I am very happy as a

00:51:50.000 --> 00:51:51.601
therapist delivering the

00:51:51.760 --> 00:51:54.862
lowest possible cost to

00:51:54.981 --> 00:51:56.523
secure the income that I

00:51:56.583 --> 00:51:59.523
agree to accept for what I am delivering.

00:51:59.963 --> 00:52:00.224
You know,

00:52:00.264 --> 00:52:01.523
and I think we need providers at

00:52:01.563 --> 00:52:04.244
both ends of that.

00:52:04.324 --> 00:52:05.985
Agreed.

00:52:06.065 --> 00:52:06.385
All right.

00:52:06.405 --> 00:52:07.606
Are we doing closing thoughts,

00:52:08.027 --> 00:52:08.786
farting shots?

00:52:10.179 --> 00:52:11.278
Parting shots.

00:52:11.358 --> 00:52:12.659
I want to come back to the

00:52:12.778 --> 00:52:14.780
luxury personal training on Tuesday.

00:52:14.800 --> 00:52:16.320
We ran out of time.

00:52:16.340 --> 00:52:17.519
We didn't share that image.

00:52:18.239 --> 00:52:19.701
We can preview it.

00:52:19.760 --> 00:52:20.380
I'll go.

00:52:20.521 --> 00:52:21.181
I'll go first.

00:52:21.481 --> 00:52:21.940
Yeah, there we go.

00:52:21.960 --> 00:52:22.760
A little teaser.

00:52:22.981 --> 00:52:23.521
I'll go first.

00:52:24.722 --> 00:52:27.282
I felt like a chameleon back in twenty.

00:52:29.242 --> 00:52:30.663
Sixteen, I had, you know,

00:52:30.682 --> 00:52:31.902
initial had failed and I was like,

00:52:31.983 --> 00:52:33.443
I got to do and I was kind

00:52:33.463 --> 00:52:34.342
of scrambling for a couple

00:52:34.362 --> 00:52:35.123
of different jobs.

00:52:36.184 --> 00:52:37.963
I was doing an outpatient pediatric.

00:52:38.523 --> 00:52:39.144
part-time job,

00:52:39.264 --> 00:52:42.206
I was doing sensory integration and stuff,

00:52:43.088 --> 00:52:46.190
stuff that my wife is great with.

00:52:46.331 --> 00:52:47.152
I was doing coverage for a

00:52:47.192 --> 00:52:49.514
buddy's one-on-one outpatient office.

00:52:49.534 --> 00:52:51.094
So that was out of network and self-pay.

00:52:51.635 --> 00:52:52.396
And then eventually,

00:52:52.476 --> 00:52:53.916
I was doing the home visits

00:52:53.956 --> 00:52:54.717
through another company.

00:52:55.018 --> 00:52:56.398
So at some point, I was doing two,

00:52:56.420 --> 00:52:57.641
three jobs at the same time.

00:52:58.141 --> 00:52:59.422
And I absolutely was a chameleon.

00:53:00.443 --> 00:53:01.923
And the folks that I think,

00:53:01.983 --> 00:53:03.005
the therapists out there,

00:53:03.085 --> 00:53:04.907
anyone that's a health care

00:53:04.927 --> 00:53:05.586
provider or whatever,

00:53:06.387 --> 00:53:08.889
if you're able to be nimble

00:53:09.369 --> 00:53:11.869
and navigate different

00:53:11.909 --> 00:53:12.911
experiences learn from

00:53:12.951 --> 00:53:13.851
different experiences even

00:53:13.891 --> 00:53:14.911
if you have to take a job

00:53:14.951 --> 00:53:15.791
or you're working somewhere

00:53:16.391 --> 00:53:17.211
and there's too many

00:53:17.271 --> 00:53:18.492
patients booked per hour or

00:53:18.572 --> 00:53:19.992
per day or whatever like

00:53:20.554 --> 00:53:21.293
you got to learn from that

00:53:21.414 --> 00:53:22.534
and and and if you don't

00:53:22.554 --> 00:53:23.434
like it find something

00:53:23.454 --> 00:53:24.295
that's different it's out

00:53:24.335 --> 00:53:25.034
there like if you don't

00:53:25.054 --> 00:53:25.996
like tony's model find

00:53:26.016 --> 00:53:26.655
something that's different

00:53:26.675 --> 00:53:27.657
if you don't like my model

00:53:28.177 --> 00:53:28.916
and you don't like that you

00:53:28.936 --> 00:53:30.478
got to like confirm and you

00:53:30.498 --> 00:53:31.797
know you got to book your

00:53:31.818 --> 00:53:33.219
own patients and build your own schedule

00:53:34.018 --> 00:53:35.519
like then you got to find

00:53:35.619 --> 00:53:37.001
like Tony's model and you

00:53:37.021 --> 00:53:37.782
have a front desk person,

00:53:37.822 --> 00:53:38.702
like Mrs. Meritato,

00:53:38.722 --> 00:53:39.324
who's going to book your

00:53:39.344 --> 00:53:40.164
business for you or whatever.

00:53:40.505 --> 00:53:41.545
So like, you know,

00:53:41.786 --> 00:53:43.246
you got to find what's best

00:53:43.266 --> 00:53:43.907
for you out there.

00:53:44.487 --> 00:53:44.648
Um,

00:53:45.048 --> 00:53:46.409
and you can only do that sometimes

00:53:46.449 --> 00:53:48.110
through resistance or

00:53:48.210 --> 00:53:51.293
issues and challenges and, uh, you know,

00:53:51.434 --> 00:53:53.135
things that are not great in the,

00:53:53.376 --> 00:53:54.056
in the short term,

00:53:54.175 --> 00:53:55.418
but in the longterm you learn from it.

00:53:55.478 --> 00:53:55.777
So, um,

00:53:56.378 --> 00:53:57.679
uh I cannot believe like

00:53:57.699 --> 00:53:58.599
because I used to consider

00:53:58.619 --> 00:53:59.760
myself and I would say in

00:53:59.780 --> 00:54:00.719
my head like that I was

00:54:00.760 --> 00:54:01.681
like a chameleon at that

00:54:01.721 --> 00:54:02.701
time twenty sixteen twenty

00:54:02.740 --> 00:54:03.402
seventeen going through

00:54:03.422 --> 00:54:04.842
that transition I cannot

00:54:04.862 --> 00:54:06.682
believe that jimmy said

00:54:06.722 --> 00:54:07.943
chameleon as the physical

00:54:07.963 --> 00:54:10.364
therapy mascot uh and yes

00:54:10.385 --> 00:54:11.865
uh he is a hundred percent

00:54:11.905 --> 00:54:13.766
right with that we should

00:54:13.786 --> 00:54:14.907
make a flag we should be

00:54:14.987 --> 00:54:15.987
I'll create our logo

00:54:18.184 --> 00:54:18.784
I would reiterate,

00:54:18.824 --> 00:54:19.865
my parting shot would be

00:54:20.887 --> 00:54:22.489
make sure you understand

00:54:22.509 --> 00:54:24.010
that you're selling a

00:54:24.050 --> 00:54:24.992
solution for the problem

00:54:25.012 --> 00:54:26.114
that the person you're

00:54:26.153 --> 00:54:27.536
trying to help actually has.

00:54:28.115 --> 00:54:29.398
I mean, I learned this in really,

00:54:29.577 --> 00:54:31.199
really different context

00:54:31.219 --> 00:54:31.820
when I was working for

00:54:31.880 --> 00:54:33.382
Mount Sinai and working at

00:54:33.402 --> 00:54:35.085
a rehab innovation lab.

00:54:35.204 --> 00:54:35.985
I worked in a lab.

00:54:36.717 --> 00:54:37.577
That's weird, right?

00:54:37.677 --> 00:54:38.597
Even to say out loud now.

00:54:38.878 --> 00:54:40.099
But it was a great experience.

00:54:40.139 --> 00:54:40.958
And most of the time,

00:54:41.278 --> 00:54:42.358
these technology companies

00:54:42.378 --> 00:54:44.059
would come in to help these

00:54:44.259 --> 00:54:46.320
disabled people with this solution.

00:54:46.940 --> 00:54:48.239
And David Petrino,

00:54:48.280 --> 00:54:49.219
who is the physio who was

00:54:49.239 --> 00:54:50.199
in charge of the lab, would be like,

00:54:50.500 --> 00:54:51.320
how many people on your

00:54:51.360 --> 00:54:52.300
board of directors or in

00:54:52.320 --> 00:54:53.601
your organization have that

00:54:53.621 --> 00:54:55.161
disability and live with it every day?

00:54:55.300 --> 00:54:57.501
And often the answer was round and zero.

00:54:57.862 --> 00:54:58.422
And then he would bring

00:54:58.442 --> 00:54:59.302
those people in and say,

00:54:59.561 --> 00:55:00.382
here's a great solution.

00:55:00.402 --> 00:55:01.342
It's going to solve all your problems.

00:55:01.362 --> 00:55:02.501
It's going to be a billion dollar idea.

00:55:02.862 --> 00:55:03.483
And they would say that

00:55:03.583 --> 00:55:04.523
isn't even in our top

00:55:04.623 --> 00:55:05.943
thirty problems every day.

00:55:06.282 --> 00:55:07.943
Like, I don't care about this problem.

00:55:08.463 --> 00:55:09.445
Never mind your solution.

00:55:09.465 --> 00:55:10.164
Like, think about that.

00:55:10.405 --> 00:55:11.065
I don't care about what you

00:55:11.085 --> 00:55:11.945
think is a problem.

00:55:12.327 --> 00:55:14.047
So what are you solving?

00:55:14.327 --> 00:55:15.608
Who do you want to solve it for?

00:55:15.688 --> 00:55:16.568
And then work backwards.

00:55:16.588 --> 00:55:17.630
It's actually a lot easier

00:55:17.650 --> 00:55:18.530
when you do that instead of

00:55:18.550 --> 00:55:20.010
trying to jam your model

00:55:20.471 --> 00:55:21.771
down someone else's pocketbook.

00:55:23.041 --> 00:55:23.681
All right, guys.

00:55:23.721 --> 00:55:25.340
Kendrick, thank you so much.

00:55:25.382 --> 00:55:26.181
Kendrick's here from the

00:55:26.222 --> 00:55:27.362
mental health space.

00:55:27.641 --> 00:55:27.961
Listen,

00:55:28.021 --> 00:55:28.922
whenever you have a choice to go

00:55:28.942 --> 00:55:30.222
with Drake or Kendrick,

00:55:30.282 --> 00:55:32.123
you go with Kendrick, people.

00:55:32.163 --> 00:55:33.603
You go with Kendrick.

00:55:33.623 --> 00:55:33.983
Kendrick,

00:55:34.023 --> 00:55:36.403
can you comment also live how you

00:55:36.443 --> 00:55:37.123
heard about this?

00:55:37.563 --> 00:55:39.643
I'm curious as to how you,

00:55:39.864 --> 00:55:41.045
you're in the mental health space.

00:55:41.385 --> 00:55:41.864
Wonderful.

00:55:41.925 --> 00:55:42.405
Welcome in.

00:55:43.045 --> 00:55:43.945
Let us know how you found us,

00:55:44.025 --> 00:55:45.126
whether it was PT Pinecast

00:55:45.166 --> 00:55:46.025
or Learn Medicare Billing

00:55:46.065 --> 00:55:46.706
or Dave Kittle Show.

00:55:47.141 --> 00:55:48.382
Yeah, we need more people like that.

00:55:48.503 --> 00:55:50.023
And while we're waiting on that,

00:55:50.063 --> 00:55:51.764
as soon as Kendrick does that,

00:55:51.804 --> 00:55:52.764
we'll wrap the show.

00:55:52.824 --> 00:55:55.385
But, you know,

00:55:55.425 --> 00:55:58.326
the greatest advantage we have,

00:55:58.385 --> 00:55:59.467
which is also probably the

00:55:59.487 --> 00:56:01.286
greatest detriment we have,

00:56:01.847 --> 00:56:04.027
is the fact that we can do anything.

00:56:04.548 --> 00:56:04.869
You know,

00:56:04.929 --> 00:56:06.688
we can do anything within the profession,

00:56:06.809 --> 00:56:09.010
everything from pediatric to geriatric,

00:56:09.030 --> 00:56:10.751
from neuro to ortho, from everything.

00:56:10.951 --> 00:56:12.871
healing and Reiki to, you know,

00:56:13.411 --> 00:56:15.432
no scientific clinical stuff.

00:56:16.353 --> 00:56:17.813
There are therapists that

00:56:17.853 --> 00:56:19.414
can do everything.

00:56:19.454 --> 00:56:20.755
Um,

00:56:21.554 --> 00:56:23.856
we don't have definitive direction with

00:56:23.896 --> 00:56:25.996
that, but we also have then the freedom.

00:56:26.697 --> 00:56:29.918
So, all right, guys, what,

00:56:29.938 --> 00:56:31.199
what the line from Jurassic park,

00:56:31.219 --> 00:56:32.039
your scientists were so

00:56:32.079 --> 00:56:33.139
concerned of if they could,

00:56:33.179 --> 00:56:34.780
they didn't stop to think if they should.

00:56:35.389 --> 00:56:36.630
Yes, exactly.

00:56:37.371 --> 00:56:37.751
All right.

00:56:37.771 --> 00:56:40.054
We'll let Kendrick leave a comment later.

00:56:40.215 --> 00:56:41.076
I'm going to wrap it up.

00:56:41.155 --> 00:56:43.217
Come back Tuesday, Thursday, every morning,

00:56:43.318 --> 00:56:44.219
eight thirty a.m.

00:56:44.398 --> 00:56:44.920
Eastern.

00:56:45.420 --> 00:56:47.862
We will see you guys on the next episode.