WEBVTT 00:00:01.671 --> 00:00:02.794 Paul, welcome to the show. 00:00:03.734 --> 00:00:04.657 Hey, thanks for having me. 00:00:04.676 --> 00:00:05.698 Exciting timing. 00:00:07.243 --> 00:00:08.964 Well, we just missed each other in person. 00:00:08.984 --> 00:00:10.625 We've been doing this in person, but then, 00:00:10.746 --> 00:00:11.705 you know, I mean, I like doing, 00:00:11.805 --> 00:00:12.987 I like doing things in person. 00:00:13.026 --> 00:00:13.506 Don't get me wrong. 00:00:13.567 --> 00:00:14.007 I really do. 00:00:14.087 --> 00:00:14.628 I used to do, 00:00:14.747 --> 00:00:16.208 I used to go to a conference and do. 00:00:16.768 --> 00:00:18.250 Fifteen, twenty episodes. 00:00:18.329 --> 00:00:19.670 I used to stack people like 00:00:20.071 --> 00:00:21.512 PTs or stacking patients 00:00:21.672 --> 00:00:22.373 one after the other. 00:00:22.812 --> 00:00:23.954 And then what I realized, it's like, 00:00:24.393 --> 00:00:25.655 you're there for another thing. 00:00:25.695 --> 00:00:26.815 Like you're, you're, you're, 00:00:26.955 --> 00:00:27.896 you're there doing your 00:00:27.937 --> 00:00:29.016 thing and I'm doing my thing. 00:00:29.277 --> 00:00:30.057 And both of us are looking 00:00:30.077 --> 00:00:31.278 at the clock and we're like, 00:00:31.318 --> 00:00:31.958 when's this thing going to 00:00:32.058 --> 00:00:33.340 end so I can get back to doing my thing. 00:00:33.359 --> 00:00:34.261 And now I'm like, you know what? 00:00:35.353 --> 00:00:36.372 Do it when everybody has like, 00:00:37.012 --> 00:00:38.353 twenty decent minutes in 00:00:38.374 --> 00:00:39.173 the day and we don't have 00:00:39.194 --> 00:00:40.414 to rush to the next meeting. 00:00:40.533 --> 00:00:41.473 Remember what that was like 00:00:41.493 --> 00:00:42.173 when we didn't have to rush 00:00:42.194 --> 00:00:43.655 to the next meeting, maybe like ten, 00:00:43.695 --> 00:00:44.155 fifteen years ago? 00:00:44.174 --> 00:00:44.655 Oh yeah, that was great. 00:00:44.674 --> 00:00:47.015 Yeah, that was a while ago. 00:00:47.354 --> 00:00:48.915 So what's your superhero backstory? 00:00:49.036 --> 00:00:51.975 Everybody that I talk to about you, 00:00:51.996 --> 00:00:54.237 where they bring you up and they go, 00:00:54.256 --> 00:00:55.356 this guy gets it, 00:00:55.676 --> 00:00:56.777 he's been in the profession, 00:00:56.796 --> 00:00:58.518 he's been around for a long time, like, 00:00:59.037 --> 00:01:00.658 help people get a little context. 00:01:01.740 --> 00:01:02.241 Yeah, 00:01:02.322 --> 00:01:04.403 I'll try to kind of think what 00:01:04.424 --> 00:01:05.325 they'll say about me. 00:01:06.587 --> 00:01:07.628 And I'll try to be modest. 00:01:07.647 --> 00:01:08.730 But the one thing that kind 00:01:08.750 --> 00:01:11.031 of always comes up is 00:01:11.052 --> 00:01:12.935 really my passion and my 00:01:13.155 --> 00:01:15.757 kind of narrow area of expertise, 00:01:15.798 --> 00:01:17.340 which is clinic retail. 00:01:17.960 --> 00:01:19.903 It doesn't sound, it sounds crazy. 00:01:20.242 --> 00:01:21.003 you know, 00:01:21.022 --> 00:01:22.343 one of the kind of the misnomers 00:01:22.364 --> 00:01:23.685 when it comes to clinic retail, 00:01:23.704 --> 00:01:24.846 it's like everybody kind of 00:01:24.867 --> 00:01:26.188 goes to retail selling 00:01:26.248 --> 00:01:27.789 stuff and it may maybe have 00:01:27.828 --> 00:01:29.570 a negative connotation. 00:01:30.272 --> 00:01:30.471 Yeah. 00:01:31.192 --> 00:01:32.394 But really what I found and 00:01:32.433 --> 00:01:34.396 the reason why I gravitated 00:01:34.436 --> 00:01:36.076 to that area is that I'm not a clinician. 00:01:36.096 --> 00:01:36.817 I'm not a PT. 00:01:36.837 --> 00:01:38.159 I've had the luxury of being 00:01:38.179 --> 00:01:40.161 around PTs for now, 00:01:40.221 --> 00:01:42.242 fifteen plus years through 00:01:42.263 --> 00:01:43.724 a couple of different jobs. 00:01:43.905 --> 00:01:44.745 And what I've learned is 00:01:45.543 --> 00:01:46.603 the area that I can bring 00:01:46.644 --> 00:01:48.343 the most is through 00:01:48.885 --> 00:01:50.885 providing education around 00:01:50.926 --> 00:01:52.706 professional products and 00:01:52.746 --> 00:01:53.906 what they can do clinically 00:01:54.468 --> 00:01:55.727 to help the patient in the 00:01:55.768 --> 00:01:57.228 clinic and also the patient 00:01:57.269 --> 00:01:58.849 at home and provide that 00:01:58.890 --> 00:02:00.611 continuity for the PT who 00:02:00.631 --> 00:02:01.311 wants to make sure their 00:02:01.350 --> 00:02:02.691 patients do their homework, 00:02:03.311 --> 00:02:04.873 adhere to their exercise program. 00:02:05.513 --> 00:02:06.713 And that's what I do pretty 00:02:06.733 --> 00:02:07.614 much every day now. 00:02:07.733 --> 00:02:09.115 And physical is a big part of it. 00:02:09.155 --> 00:02:10.216 I get to spend a lot of time 00:02:10.235 --> 00:02:11.235 with physical owners and 00:02:11.256 --> 00:02:12.396 their lead therapists on 00:02:12.456 --> 00:02:13.717 really talking about what I love, 00:02:13.757 --> 00:02:14.598 which is clinic retail. 00:02:15.326 --> 00:02:17.508 So step one of educating is 00:02:17.568 --> 00:02:19.390 probably untying knots that 00:02:19.431 --> 00:02:20.853 have been there, right? 00:02:21.252 --> 00:02:22.814 So a lot of PTs might 00:02:22.854 --> 00:02:23.975 hesitate to incorporate 00:02:24.036 --> 00:02:25.418 retail into their clinics, number one, 00:02:25.437 --> 00:02:26.359 because we're bleeding hearts, 00:02:26.378 --> 00:02:28.140 and I can say that because I'm one, 00:02:28.241 --> 00:02:28.420 right? 00:02:28.461 --> 00:02:29.102 We're bleeding hearts. 00:02:29.181 --> 00:02:29.581 Of course, 00:02:29.622 --> 00:02:30.783 I don't want to sell anybody anything, 00:02:30.804 --> 00:02:32.564 but I have no problem – 00:02:32.185 --> 00:02:32.944 giving you a link or 00:02:32.965 --> 00:02:33.545 something to look up on 00:02:33.626 --> 00:02:36.206 YouTube or on Amazon and go there. 00:02:36.747 --> 00:02:38.967 So what's the big untying of the knot? 00:02:38.987 --> 00:02:39.848 Before you can educate, 00:02:39.868 --> 00:02:40.609 you've got to make sure 00:02:40.628 --> 00:02:42.689 that they don't have misconceptions. 00:02:43.129 --> 00:02:43.730 What are the biggest 00:02:43.770 --> 00:02:45.151 misconceptions that PTs 00:02:45.170 --> 00:02:46.352 typically have and how do 00:02:46.372 --> 00:02:48.693 you help re-educate and overcome those? 00:02:49.639 --> 00:02:49.818 Yeah. 00:02:49.998 --> 00:02:51.039 The biggest one is, 00:02:51.240 --> 00:02:53.040 is they don't want to sell, right? 00:02:53.121 --> 00:02:55.182 It's, I didn't go to school, you know, 00:02:55.282 --> 00:02:56.824 I'm here to help people, you know, 00:02:56.864 --> 00:02:57.743 get better, right. 00:02:57.783 --> 00:02:59.185 And move better and pain-free. 00:02:59.786 --> 00:03:01.287 And so when you think of those things, 00:03:01.347 --> 00:03:02.366 it's, it's that, again, 00:03:02.407 --> 00:03:03.068 it goes back to that 00:03:03.127 --> 00:03:03.948 negative connotation. 00:03:03.987 --> 00:03:05.068 I don't want to sell stuff. 00:03:05.830 --> 00:03:07.811 And what the knot that we're 00:03:07.830 --> 00:03:09.271 trying to untie is really to 00:03:09.491 --> 00:03:10.192 to make sure that they 00:03:10.211 --> 00:03:10.812 understand they're in a 00:03:10.931 --> 00:03:12.432 unique position first off, right? 00:03:12.473 --> 00:03:14.353 In their communities, they're a respected, 00:03:14.432 --> 00:03:16.354 credible source for things 00:03:16.373 --> 00:03:17.794 that people need to feel better. 00:03:18.114 --> 00:03:19.675 And it's not just about rehab. 00:03:20.354 --> 00:03:21.914 It's an opportunity in that 00:03:22.074 --> 00:03:25.295 community to be that first 00:03:25.376 --> 00:03:27.997 line of whether it's for that rehab, 00:03:28.076 --> 00:03:29.137 these are the tools you need, 00:03:29.877 --> 00:03:32.799 Or it's educating them about 00:03:32.938 --> 00:03:33.979 how to use these things or 00:03:34.000 --> 00:03:34.740 bring these things to their 00:03:34.780 --> 00:03:36.942 household for their friends, their family, 00:03:37.981 --> 00:03:38.723 their kids. 00:03:39.242 --> 00:03:41.443 And right now we're in this 00:03:41.484 --> 00:03:43.165 crazy place of you can get 00:03:43.205 --> 00:03:44.425 everything the same day or 00:03:44.445 --> 00:03:45.467 the next day with Amazon. 00:03:45.526 --> 00:03:45.787 Right. 00:03:45.866 --> 00:03:47.828 So I think it's even more important. 00:03:47.888 --> 00:03:49.169 PTs are in the best position 00:03:49.209 --> 00:03:50.330 possible because of their training, 00:03:50.349 --> 00:03:51.311 their experience and really 00:03:51.330 --> 00:03:53.512 their passion to educate. 00:03:54.491 --> 00:03:56.753 individuals on how to bring 00:03:56.774 --> 00:03:58.435 the right products into 00:03:58.455 --> 00:03:59.657 their household and use 00:03:59.736 --> 00:04:00.717 them the right way you 00:04:00.737 --> 00:04:01.338 think about if you're 00:04:01.359 --> 00:04:02.038 buying something from 00:04:02.120 --> 00:04:03.580 amazon you don't get an 00:04:03.640 --> 00:04:04.681 educate you don't get a pt 00:04:04.701 --> 00:04:06.123 doesn't come with it so you 00:04:06.144 --> 00:04:07.506 might be using it wrong you 00:04:07.526 --> 00:04:09.187 might have uh you know 00:04:09.206 --> 00:04:10.248 wasted money on something 00:04:10.269 --> 00:04:11.270 that isn't the right thing 00:04:11.310 --> 00:04:12.151 for you or the right 00:04:12.390 --> 00:04:13.532 resistance level like with 00:04:13.572 --> 00:04:15.715 a theraband or a resistance product so 00:04:16.514 --> 00:04:16.915 It really, 00:04:17.675 --> 00:04:20.396 I feel more bullish about PTs 00:04:20.437 --> 00:04:22.156 being the source for this 00:04:22.197 --> 00:04:23.257 type of information and 00:04:23.338 --> 00:04:25.178 access to products than ever. 00:04:25.379 --> 00:04:25.978 It really is. 00:04:26.079 --> 00:04:27.660 It's a great time to be a PT 00:04:27.699 --> 00:04:28.959 and offer this as a service. 00:04:28.980 --> 00:04:31.321 So that knot they're untying 00:04:31.440 --> 00:04:33.781 is embracing the fact that 00:04:33.841 --> 00:04:35.182 they are this credible 00:04:35.262 --> 00:04:37.223 source that can provide 00:04:38.244 --> 00:04:39.485 access to great 00:04:39.524 --> 00:04:40.564 professional products that 00:04:40.584 --> 00:04:42.786 have been vetted by a PT. 00:04:42.906 --> 00:04:43.005 Yeah. 00:04:43.735 --> 00:04:45.035 That's what a PT does, right? 00:04:45.196 --> 00:04:46.675 Especially I'll give some 00:04:46.696 --> 00:04:48.237 love to my my running 00:04:48.317 --> 00:04:49.516 physical therapist when the 00:04:49.576 --> 00:04:50.797 new version of whatever 00:04:50.896 --> 00:04:53.278 shoe company comes out with 00:04:53.317 --> 00:04:54.519 the newest version, 00:04:54.598 --> 00:04:55.939 they're the first to go and 00:04:55.978 --> 00:04:57.360 dissect and try it out, 00:04:57.399 --> 00:04:58.579 put their feet in and take 00:04:58.600 --> 00:05:00.221 a look at what's there and, you know, 00:05:00.240 --> 00:05:01.240 be stripping it apart. 00:05:02.100 --> 00:05:03.541 And so you're a trusted source. 00:05:03.701 --> 00:05:04.262 So someone 00:05:06.055 --> 00:05:06.954 Thinking that someone's not 00:05:06.975 --> 00:05:08.776 going to go and look for an 00:05:08.855 --> 00:05:09.915 alternative or an additive 00:05:09.956 --> 00:05:11.055 solution to their pain or 00:05:11.076 --> 00:05:12.776 their discomfort, that's just foolish, 00:05:13.057 --> 00:05:13.257 right? 00:05:13.297 --> 00:05:14.956 So being the guide there and 00:05:14.976 --> 00:05:18.418 not just poo-pooing it is one step, 00:05:18.437 --> 00:05:20.237 but also getting PTs to 00:05:20.259 --> 00:05:21.238 understand that that S word 00:05:21.278 --> 00:05:22.678 is not a four-letter word, sell. 00:05:22.959 --> 00:05:23.939 Sell is a four-letter word, 00:05:23.959 --> 00:05:25.779 but not one of those four-letter words. 00:05:26.420 --> 00:05:28.122 So you talk a lot about how 00:05:28.202 --> 00:05:29.845 retail can actually enhance 00:05:30.386 --> 00:05:31.807 patient outcomes. 00:05:32.327 --> 00:05:33.550 Can you give us an example 00:05:33.589 --> 00:05:35.673 of maybe somebody in our 00:05:35.713 --> 00:05:36.733 profession that saw real 00:05:36.774 --> 00:05:38.536 results after implementing 00:05:38.637 --> 00:05:39.798 a retail strategy? 00:05:40.781 --> 00:05:42.682 Yeah, I really have two. 00:05:43.622 --> 00:05:44.283 I'll keep it the two. 00:05:44.302 --> 00:05:45.362 There's actually three that 00:05:45.403 --> 00:05:46.343 I think are truly best 00:05:46.382 --> 00:05:48.283 practices that we always 00:05:48.403 --> 00:05:49.384 use to help people kind of 00:05:49.524 --> 00:05:50.624 uncross their arms when 00:05:50.644 --> 00:05:51.903 they're there Saturday 00:05:51.944 --> 00:05:53.464 morning learning about selling, right? 00:05:53.584 --> 00:05:54.564 Right. 00:05:55.045 --> 00:05:56.024 And the first one is 00:05:56.165 --> 00:05:57.665 something known as the Tyler twist. 00:05:57.764 --> 00:06:00.286 Tim Tyler, a great PT up in the Northeast, 00:06:00.526 --> 00:06:02.146 did a study with TheraBand 00:06:02.165 --> 00:06:05.307 Flex Bars many years ago about the 00:06:06.740 --> 00:06:08.341 effectiveness of just doing 00:06:08.362 --> 00:06:10.244 a basic eccentric exercise 00:06:10.264 --> 00:06:12.966 with the flex bar and doing 00:06:12.985 --> 00:06:15.569 it daily and doing the reps. 00:06:16.329 --> 00:06:17.029 And again, 00:06:17.069 --> 00:06:18.151 adhering to your exercise 00:06:18.190 --> 00:06:19.091 program with this. 00:06:19.512 --> 00:06:20.853 If anybody doesn't know what a flex bar is, 00:06:20.894 --> 00:06:22.175 it's just kind of think of like a 00:06:22.615 --> 00:06:24.677 a rubber kind of rod that 00:06:24.716 --> 00:06:26.317 you kind of move back and forth, 00:06:26.358 --> 00:06:27.779 kind of stretch it with your, 00:06:28.220 --> 00:06:29.281 your forearm and your 00:06:29.321 --> 00:06:32.744 wrists and do a nice little protocol. 00:06:32.783 --> 00:06:33.244 Yep. 00:06:33.264 --> 00:06:33.685 Yep. 00:06:35.005 --> 00:06:35.466 Exactly. 00:06:35.526 --> 00:06:35.665 So, 00:06:35.766 --> 00:06:37.327 and what it was done is the study 00:06:37.367 --> 00:06:38.928 showed it's extremely effective, 00:06:39.168 --> 00:06:40.490 not only relieving the pain, 00:06:40.509 --> 00:06:41.591 but providing, you know, 00:06:41.630 --> 00:06:42.612 the strengthening that's 00:06:42.672 --> 00:06:44.072 needed in an eccentric 00:06:44.112 --> 00:06:45.915 movement for tennis elbow, 00:06:45.975 --> 00:06:46.956 let it go up and kind of like this. 00:06:46.995 --> 00:06:48.757 And there's also a reverse version for, 00:06:49.177 --> 00:06:49.757 for medial. 00:06:50.298 --> 00:06:50.718 And again, 00:06:50.939 --> 00:06:52.519 the key thing there is that if the, 00:06:52.959 --> 00:06:54.021 in most patients that 00:06:54.060 --> 00:06:54.661 anybody that's ever 00:06:54.781 --> 00:06:55.982 suffered from tennis elbow, 00:06:56.221 --> 00:06:56.961 they'll do anything. 00:06:57.002 --> 00:06:57.942 And they've tried a bunch of 00:06:57.963 --> 00:06:58.762 things to get rid of it. 00:06:58.942 --> 00:06:59.302 And it's, 00:06:59.463 --> 00:07:00.524 it's there with them pretty much 00:07:00.624 --> 00:07:01.124 every day. 00:07:01.644 --> 00:07:04.326 And so in order to get better, 00:07:04.545 --> 00:07:05.867 you have to use that flex 00:07:05.887 --> 00:07:07.827 bar every day per the protocol. 00:07:08.247 --> 00:07:09.309 So you need to make that 00:07:09.329 --> 00:07:10.389 investment to have that 00:07:10.449 --> 00:07:11.970 twenty dollar product at home. 00:07:12.389 --> 00:07:13.130 And I can tell you, 00:07:13.591 --> 00:07:14.610 if you give that option to 00:07:14.651 --> 00:07:16.172 a patient to make that investment, 00:07:16.312 --> 00:07:16.973 they're going to do it a 00:07:17.033 --> 00:07:18.754 hundred times out of a hundred times. 00:07:18.894 --> 00:07:19.153 Right. 00:07:19.194 --> 00:07:19.353 So 00:07:20.040 --> 00:07:21.319 But that's what the study shows. 00:07:21.360 --> 00:07:23.641 So you can't have them come in every day. 00:07:23.821 --> 00:07:25.500 That's just not the reality with PT. 00:07:26.021 --> 00:07:26.980 So you need to be able, 00:07:27.021 --> 00:07:27.961 that patient needs to be 00:07:28.000 --> 00:07:28.540 able to make that 00:07:28.560 --> 00:07:31.221 investment so they have stake in the game, 00:07:31.601 --> 00:07:33.382 but also that they have 00:07:33.461 --> 00:07:34.622 access to the product to do 00:07:34.641 --> 00:07:36.023 their home exercise appropriately. 00:07:36.043 --> 00:07:38.523 So that's one aspect of it. 00:07:38.983 --> 00:07:40.583 The other one is my favorite, 00:07:41.163 --> 00:07:42.403 is Stop Pain Clinical. 00:07:42.444 --> 00:07:43.963 That's my day job, 00:07:44.444 --> 00:07:45.704 is that introducing them 00:07:45.824 --> 00:07:46.925 early to a topical pain 00:07:46.964 --> 00:07:48.264 relief product that 00:07:48.305 --> 00:07:49.384 provides temporary relief 00:07:49.665 --> 00:07:50.805 can really help them during 00:07:50.826 --> 00:07:52.026 those first one two and 00:07:52.047 --> 00:07:53.788 three visits that can be 00:07:53.987 --> 00:07:54.869 very difficult and 00:07:54.908 --> 00:07:56.149 challenging for a patient 00:07:56.189 --> 00:07:57.029 because we all know that 00:07:57.089 --> 00:07:58.932 those cases of after that 00:07:58.971 --> 00:08:00.091 first visit they're a 00:08:00.112 --> 00:08:00.872 little bit sore they're 00:08:00.892 --> 00:08:01.954 like oh man is this really 00:08:01.973 --> 00:08:03.214 doing more harm than good 00:08:03.235 --> 00:08:04.074 but you know they're using 00:08:04.134 --> 00:08:05.456 muscles that they they 00:08:05.475 --> 00:08:06.557 haven't used in a while and 00:08:06.576 --> 00:08:07.197 they're getting through the 00:08:07.257 --> 00:08:08.978 rehab so it gives you an 00:08:09.038 --> 00:08:10.158 immediate education 00:08:10.199 --> 00:08:11.660 opportunity to say hey this 00:08:11.699 --> 00:08:12.281 is something I'm going to 00:08:12.300 --> 00:08:13.701 give you in a case of a sample 00:08:14.523 --> 00:08:15.303 and it's going to help you 00:08:15.324 --> 00:08:16.084 with some pain relief that 00:08:16.103 --> 00:08:16.985 you're going to have during 00:08:17.004 --> 00:08:17.946 these early stages and 00:08:17.966 --> 00:08:19.848 maybe beyond and then the 00:08:19.887 --> 00:08:21.788 best part is that it starts 00:08:21.809 --> 00:08:23.170 to open up the conversation 00:08:23.230 --> 00:08:24.130 with the patient oh you 00:08:24.211 --> 00:08:25.432 have this available here 00:08:25.833 --> 00:08:27.074 and once the patient starts 00:08:27.194 --> 00:08:29.154 asking you questions you're 00:08:29.194 --> 00:08:30.776 never selling yeah it's 00:08:30.817 --> 00:08:31.838 really now just making sure 00:08:31.858 --> 00:08:32.738 that they have the ability 00:08:32.758 --> 00:08:33.698 to make their choice and 00:08:33.719 --> 00:08:34.759 the right choice for them 00:08:34.980 --> 00:08:36.761 for themselves and their household 00:08:37.282 --> 00:08:37.621 Yeah. 00:08:37.761 --> 00:08:37.961 Yeah. 00:08:38.101 --> 00:08:40.243 Education explaining when I 00:08:40.302 --> 00:08:42.163 moved the the goalpost from 00:08:42.322 --> 00:08:44.562 I need to do something to 00:08:44.602 --> 00:08:46.323 get someone else to do something right. 00:08:46.344 --> 00:08:47.703 That's hard, right? 00:08:48.144 --> 00:08:49.744 When I changed it to I make suggestions, 00:08:49.764 --> 00:08:50.443 you make decisions. 00:08:50.484 --> 00:08:51.644 So my only goal in this 00:08:51.664 --> 00:08:53.664 situation is to achieve understanding. 00:08:53.924 --> 00:08:54.465 I want to make sure you 00:08:54.504 --> 00:08:55.445 understand what I'm saying. 00:08:55.504 --> 00:08:56.024 And then you're going to 00:08:56.044 --> 00:08:56.725 make that decision. 00:08:56.784 --> 00:08:57.846 And I'm going to remove 00:08:57.885 --> 00:08:58.966 myself from that outcome. 00:08:59.245 --> 00:09:00.666 When I explain that to PTs, 00:09:00.686 --> 00:09:01.285 they're like they get a 00:09:01.306 --> 00:09:02.066 little better at it. 00:09:02.405 --> 00:09:03.947 Then I explain I give my dad example. 00:09:03.986 --> 00:09:05.187 My dad was a New York City fireman. 00:09:06.006 --> 00:09:07.827 They didn't really have to sell stop, drop, 00:09:07.847 --> 00:09:09.990 and roll or call nine one one. 00:09:10.009 --> 00:09:11.910 If there's a fire, their job was just like, 00:09:12.111 --> 00:09:13.032 make sure you understand it 00:09:13.251 --> 00:09:14.072 and make sure you understand it. 00:09:14.092 --> 00:09:14.753 We're going to hit you with 00:09:14.773 --> 00:09:16.815 it in school billboards, the whole nine. 00:09:17.174 --> 00:09:17.895 When you move that, 00:09:17.936 --> 00:09:20.337 it becomes less about selling again, 00:09:20.378 --> 00:09:22.259 this bad thing and more about explaining. 00:09:22.379 --> 00:09:24.139 And then ultimately we make suggestions. 00:09:24.620 --> 00:09:25.721 They're going to make decisions. 00:09:25.861 --> 00:09:27.643 And I think PT's grasp on that. 00:09:27.663 --> 00:09:28.663 We're okay with educating. 00:09:29.576 --> 00:09:29.836 Yes. 00:09:29.937 --> 00:09:31.197 And think about like it's 00:09:31.298 --> 00:09:32.837 also the everybody thinks 00:09:33.057 --> 00:09:34.698 Amazon is the most convenient thing. 00:09:34.778 --> 00:09:34.918 No, 00:09:34.958 --> 00:09:37.239 the most convenient thing is to be able 00:09:37.278 --> 00:09:39.080 to purchase that item that 00:09:39.100 --> 00:09:40.559 can help you at that moment. 00:09:41.039 --> 00:09:41.721 Right at that moment, 00:09:41.740 --> 00:09:43.260 because then you can immediately say, 00:09:43.541 --> 00:09:44.620 think about like a TheraBand. 00:09:45.341 --> 00:09:46.361 Most people look at a 00:09:46.761 --> 00:09:48.042 clumped up piece of rubber 00:09:48.062 --> 00:09:48.763 and they're thinking like, 00:09:48.783 --> 00:09:49.802 what do I do with this thing? 00:09:49.822 --> 00:09:51.582 And they but they now can 00:09:51.663 --> 00:09:52.803 actually get that product 00:09:52.823 --> 00:09:53.344 when they need it. 00:09:53.943 --> 00:09:55.325 and immediately learn the 00:09:55.424 --> 00:09:56.264 best way to use it. 00:09:56.544 --> 00:09:56.924 Bingo. 00:09:57.264 --> 00:09:58.024 And then you go to Amazon 00:09:58.044 --> 00:09:59.265 and there's things that are close. 00:09:59.645 --> 00:10:00.446 Like my buddy would be like, 00:10:00.505 --> 00:10:01.586 make sure you get this tool 00:10:01.605 --> 00:10:02.486 for this project that I'm 00:10:02.506 --> 00:10:03.307 on and there's two. 00:10:03.326 --> 00:10:05.668 And I'm like, which one is it, right? 00:10:05.687 --> 00:10:06.587 Is there a difference? 00:10:06.648 --> 00:10:07.307 And he's like, oh no, 00:10:07.388 --> 00:10:08.168 if you bought that one, 00:10:08.207 --> 00:10:09.548 we wouldn't be able to do the job, 00:10:09.589 --> 00:10:09.849 you know? 00:10:09.908 --> 00:10:10.408 So it's like, 00:10:10.548 --> 00:10:11.729 make sure they get the right 00:10:11.769 --> 00:10:12.850 thing in the right time. 00:10:12.889 --> 00:10:14.450 And then that added bonuses, 00:10:14.950 --> 00:10:15.990 they're going to know how 00:10:16.051 --> 00:10:17.931 to use it appropriately and 00:10:17.971 --> 00:10:18.831 what to avoid. 00:10:18.951 --> 00:10:20.652 That you become part of that 00:10:20.812 --> 00:10:22.472 experience because you're the Yoda, 00:10:22.493 --> 00:10:23.052 you're the guide. 00:10:23.958 --> 00:10:24.759 Yes, exactly. 00:10:24.779 --> 00:10:25.801 You want to remove as many 00:10:25.880 --> 00:10:27.001 barriers as possible. 00:10:27.022 --> 00:10:28.923 Kind of goes back to not only adherence, 00:10:28.943 --> 00:10:30.085 but now we're talking about 00:10:30.164 --> 00:10:31.466 outcomes because the sooner, 00:10:31.865 --> 00:10:32.927 if there's any disruption, 00:10:32.966 --> 00:10:34.249 let's say they bought the 00:10:34.369 --> 00:10:35.990 right red TheraBand that 00:10:36.009 --> 00:10:37.150 they were supposed to from 00:10:37.230 --> 00:10:38.673 Amazon and it arrives a day 00:10:38.692 --> 00:10:40.914 and a half later or two days later, 00:10:41.034 --> 00:10:41.654 it's delayed. 00:10:42.416 --> 00:10:43.216 Now there's a gap. 00:10:43.496 --> 00:10:44.398 There's now like, oh, 00:10:44.437 --> 00:10:45.639 do they remember exactly 00:10:45.678 --> 00:10:47.660 the right technique, the right form? 00:10:48.140 --> 00:10:49.201 So the fact that they're leaving 00:10:50.023 --> 00:10:51.083 Your your office, 00:10:51.104 --> 00:10:52.784 your clinic with the 00:10:52.845 --> 00:10:54.046 product they need to be 00:10:54.066 --> 00:10:55.447 able to walk home or get 00:10:55.486 --> 00:10:56.586 home and actually do the 00:10:56.668 --> 00:10:58.869 exercise that's going to 00:10:58.889 --> 00:10:59.589 make sure there's more 00:10:59.629 --> 00:11:01.610 continuity with what they 00:11:01.650 --> 00:11:02.370 did in the clinic. 00:11:02.711 --> 00:11:04.513 And there's no there's less 00:11:04.613 --> 00:11:06.094 risk for disruption because 00:11:06.114 --> 00:11:07.094 they have everything they 00:11:07.114 --> 00:11:07.835 need to get started. 00:11:08.177 --> 00:11:09.378 Yeah, time is of the essence. 00:11:09.437 --> 00:11:11.258 Now, for someone who's just starting out, 00:11:11.337 --> 00:11:12.339 they're still listening to 00:11:12.359 --> 00:11:14.259 this episode ten minutes in, right? 00:11:14.539 --> 00:11:15.659 And they're like, OK, 00:11:15.679 --> 00:11:16.480 you've convinced me to at 00:11:16.519 --> 00:11:17.880 least sniff around this 00:11:17.961 --> 00:11:19.682 idea of retail in my clinic space. 00:11:20.142 --> 00:11:21.261 What's the easiest way to 00:11:21.442 --> 00:11:23.043 integrate retail into a 00:11:23.082 --> 00:11:25.344 clinic visit without making 00:11:25.384 --> 00:11:26.583 it feel like a pitch? 00:11:26.644 --> 00:11:27.164 That's the thing. 00:11:27.365 --> 00:11:28.345 That's the thing I think 00:11:28.644 --> 00:11:29.424 clinicians don't want to do 00:11:29.445 --> 00:11:30.525 is they don't want to feel icky. 00:11:31.426 --> 00:11:32.886 Yeah, well, first off, well, 00:11:32.947 --> 00:11:33.667 it's a key thing. 00:11:34.027 --> 00:11:35.427 And I would say 00:11:36.376 --> 00:11:38.118 Right out of the gate, engage your team. 00:11:38.518 --> 00:11:39.339 Get them involved. 00:11:39.418 --> 00:11:40.239 Make sure that they 00:11:40.298 --> 00:11:42.019 understand what we're doing, 00:11:42.201 --> 00:11:43.120 why we're doing it, 00:11:43.301 --> 00:11:44.621 and also how we're going to do it. 00:11:45.241 --> 00:11:46.043 And then make sure they're 00:11:46.062 --> 00:11:47.783 involved with kind of doing 00:11:47.803 --> 00:11:49.485 the rigor up front of what 00:11:49.524 --> 00:11:50.346 are the right things we 00:11:50.365 --> 00:11:51.346 want to focus in on. 00:11:51.485 --> 00:11:52.267 And when you're talking 00:11:52.287 --> 00:11:53.547 about integrating it into 00:11:53.567 --> 00:11:54.427 the patient visit, 00:11:55.227 --> 00:11:56.288 it is about making sure 00:11:56.308 --> 00:11:58.409 that it adds to the visit, 00:11:58.630 --> 00:12:00.532 that it's going to help with the outcome, 00:12:01.011 --> 00:12:01.631 and it's going to help the 00:12:01.672 --> 00:12:02.493 patient feel better. 00:12:02.913 --> 00:12:03.894 And it's not something that 00:12:03.913 --> 00:12:04.875 you are trying to force. 00:12:04.894 --> 00:12:05.836 You don't want to do that. 00:12:05.875 --> 00:12:06.635 You want to make sure that 00:12:06.655 --> 00:12:08.538 your entire team says, yes, 00:12:08.577 --> 00:12:10.519 when we're treating this type of patient, 00:12:10.940 --> 00:12:12.380 we're going to integrate 00:12:12.701 --> 00:12:14.082 these one or two things 00:12:14.462 --> 00:12:15.964 throughout the visit to 00:12:16.105 --> 00:12:17.385 make sure they have the 00:12:17.485 --> 00:12:19.126 best visit possible. 00:12:19.668 --> 00:12:20.788 And then it builds over time 00:12:20.828 --> 00:12:21.870 because really the key 00:12:21.889 --> 00:12:23.071 thing is once they go home 00:12:23.091 --> 00:12:24.010 and do that first thing you 00:12:24.051 --> 00:12:25.373 introduced them to, they come back. 00:12:26.033 --> 00:12:27.134 And now it might be time to 00:12:27.173 --> 00:12:29.695 assess and progress to something else. 00:12:29.875 --> 00:12:32.096 Maybe think of like balance and stability. 00:12:32.115 --> 00:12:33.216 You might have started 00:12:33.277 --> 00:12:34.136 pretty basic at the 00:12:34.177 --> 00:12:35.217 beginning just to get them 00:12:35.258 --> 00:12:36.177 comfortable and moving, 00:12:36.739 --> 00:12:37.538 whether it's rehab or 00:12:37.578 --> 00:12:39.179 whatever the situation may be. 00:12:39.730 --> 00:12:41.030 So then you're really 00:12:41.051 --> 00:12:42.030 getting in this cadence and 00:12:42.051 --> 00:12:42.812 your team is getting in 00:12:42.831 --> 00:12:44.773 this cadence of what's the plan? 00:12:44.993 --> 00:12:47.214 Like what's the strategy for this patient? 00:12:47.615 --> 00:12:48.595 And products and tools 00:12:48.615 --> 00:12:49.755 should always be part of it. 00:12:49.956 --> 00:12:50.456 And they should be 00:12:50.495 --> 00:12:53.177 thoughtful about how do I replicate this? 00:12:53.197 --> 00:12:54.258 And how does the patient 00:12:54.558 --> 00:12:55.759 replicate this in the best, 00:12:55.839 --> 00:12:57.559 safest way possible at home? 00:12:58.160 --> 00:12:59.000 And we keep building 00:12:59.081 --> 00:13:00.022 throughout the process. 00:13:00.101 --> 00:13:01.663 I would say integrate things 00:13:01.682 --> 00:13:02.942 that you certainly have 00:13:03.024 --> 00:13:04.283 done your due diligence on 00:13:04.323 --> 00:13:05.184 to make sure they're the 00:13:05.325 --> 00:13:06.384 right product that you feel 00:13:06.445 --> 00:13:07.086 strongly about. 00:13:07.686 --> 00:13:09.147 And they add to the visit 00:13:09.307 --> 00:13:10.927 and really are never a commercial. 00:13:11.269 --> 00:13:11.948 You don't want to be 00:13:12.389 --> 00:13:13.250 somebody that just adds 00:13:13.450 --> 00:13:15.390 shampoo to the salon 00:13:15.431 --> 00:13:16.772 treatment just to sell shampoo. 00:13:16.792 --> 00:13:17.572 That's not what it's about. 00:13:17.613 --> 00:13:19.453 It's got to enhance what you're doing. 00:13:19.813 --> 00:13:20.115 Yeah. 00:13:20.174 --> 00:13:21.315 Love the way you put that. 00:13:21.375 --> 00:13:22.615 Now, you don't have to use their name, 00:13:22.635 --> 00:13:24.157 but is there somebody that comes to mind, 00:13:24.216 --> 00:13:25.018 a clinic that maybe, 00:13:25.337 --> 00:13:26.038 as you mentioned before, 00:13:26.099 --> 00:13:27.700 had their arms crossed and 00:13:27.740 --> 00:13:28.799 was sort of anti, 00:13:28.879 --> 00:13:29.860 then maybe they uncrossed 00:13:29.880 --> 00:13:30.541 their arms and they 00:13:30.561 --> 00:13:32.123 embraced and made a major 00:13:32.143 --> 00:13:34.004 shift in retail strategy 00:13:34.063 --> 00:13:35.445 and did see results like that? 00:13:36.775 --> 00:13:37.535 Well, yeah, what I found, 00:13:37.797 --> 00:13:39.836 I won't have to name any names, but early, 00:13:40.097 --> 00:13:40.658 I'll name one, 00:13:40.677 --> 00:13:42.018 but it'll be in a very positive way. 00:13:42.077 --> 00:13:44.919 But here's the common thread 00:13:45.159 --> 00:13:46.921 that we see is that most 00:13:47.360 --> 00:13:48.581 clinics that come to us, 00:13:48.600 --> 00:13:49.802 we have this with Hyperice, 00:13:49.822 --> 00:13:52.043 we have a mastermind that 00:13:52.062 --> 00:13:53.182 we kind of take multiple 00:13:53.222 --> 00:13:53.964 clinics through this 00:13:54.024 --> 00:13:55.183 process to kind of get over 00:13:55.283 --> 00:13:56.044 what you're talking about. 00:13:56.164 --> 00:13:56.325 So, 00:13:57.384 --> 00:13:59.706 but it's almost universal that they're 00:13:59.806 --> 00:14:00.966 at a point of 00:14:01.746 --> 00:14:02.967 where they're struggling, they're like, 00:14:03.469 --> 00:14:05.350 we know we're surrounded by 00:14:05.410 --> 00:14:06.471 reminders that we can be 00:14:06.552 --> 00:14:07.653 better at what we're doing 00:14:08.614 --> 00:14:11.677 and they just need somebody 00:14:11.716 --> 00:14:12.518 to kind of guide them 00:14:12.557 --> 00:14:14.239 through to make sure that 00:14:14.278 --> 00:14:15.460 they have the kind of the 00:14:15.500 --> 00:14:16.562 quick reminders of what 00:14:16.581 --> 00:14:17.101 we're talking about, 00:14:17.182 --> 00:14:18.764 little tips and best practices, 00:14:18.803 --> 00:14:20.345 but also kind of knock down 00:14:20.384 --> 00:14:22.047 these preconceived notions 00:14:22.067 --> 00:14:24.109 that it is about selling because revenue, 00:14:24.208 --> 00:14:25.910 I always say, is a byproduct of this. 00:14:26.410 --> 00:14:26.951 Just yes, 00:14:27.091 --> 00:14:29.312 just do this and good things will 00:14:29.333 --> 00:14:30.193 come financially. 00:14:30.533 --> 00:14:31.554 But it really always kind of 00:14:31.695 --> 00:14:32.916 we kind of ground everybody 00:14:32.936 --> 00:14:34.116 in this right from the beginning. 00:14:34.238 --> 00:14:34.898 The first meeting, 00:14:34.957 --> 00:14:35.558 I would do something 00:14:35.599 --> 00:14:36.418 similar to what we're the 00:14:36.438 --> 00:14:37.500 conversation we're having 00:14:37.559 --> 00:14:39.402 with a group of ten clinics and say, hey, 00:14:39.422 --> 00:14:40.623 guys, first off, 00:14:40.682 --> 00:14:41.383 let's talk about what 00:14:41.423 --> 00:14:42.384 challenges you're facing. 00:14:42.524 --> 00:14:42.965 And of course, 00:14:42.985 --> 00:14:43.924 they say the same ones we 00:14:43.945 --> 00:14:44.885 hear every single time. 00:14:45.567 --> 00:14:46.467 And then we just kind of 00:14:46.528 --> 00:14:47.729 work through it in a 00:14:47.808 --> 00:14:49.210 discussion conversation and 00:14:49.230 --> 00:14:50.250 develop those strategies. 00:14:50.951 --> 00:14:51.350 First off, 00:14:51.370 --> 00:14:53.072 let's all level set on the fact 00:14:53.091 --> 00:14:54.371 that we're here to do good, right? 00:14:54.392 --> 00:14:55.371 We're here to do good. 00:14:56.653 --> 00:14:59.833 And this is not about selling products. 00:14:59.874 --> 00:15:03.335 So my favorite is Rolf Schultz. 00:15:03.595 --> 00:15:04.914 And I shouldn't say favorite. 00:15:04.934 --> 00:15:05.676 I don't have favorites. 00:15:05.716 --> 00:15:07.355 But the most recent one, 00:15:07.475 --> 00:15:09.057 we did our first cohort for 00:15:09.076 --> 00:15:10.136 the Clinic Retail 00:15:10.177 --> 00:15:12.258 Mastermind down in Texas. 00:15:13.238 --> 00:15:15.379 and extremely engaged. 00:15:15.460 --> 00:15:17.041 He reached out pretty much 00:15:17.100 --> 00:15:19.562 weekly with us over a 00:15:19.623 --> 00:15:21.504 quarter towards the end of the year. 00:15:21.945 --> 00:15:23.746 And they had ideas, they had creativity, 00:15:23.767 --> 00:15:25.788 they had some challenges along the way. 00:15:26.269 --> 00:15:27.950 And we just kept chipping away at it. 00:15:28.169 --> 00:15:31.533 And then the results really blew away, 00:15:31.673 --> 00:15:33.554 I think, anybody's expectations. 00:15:33.575 --> 00:15:34.696 And the best part about it 00:15:35.336 --> 00:15:36.937 is that I saw them grow. 00:15:37.518 --> 00:15:38.398 every week of the way. 00:15:38.437 --> 00:15:38.778 So yeah, 00:15:38.818 --> 00:15:40.078 maybe their arms were a little bit 00:15:40.119 --> 00:15:40.499 crossed, 00:15:40.519 --> 00:15:42.000 but it was more about how do we 00:15:42.039 --> 00:15:42.820 figure this out? 00:15:43.400 --> 00:15:44.221 And we were able to take it 00:15:44.280 --> 00:15:46.022 step by step with very easy, 00:15:46.142 --> 00:15:46.822 kind of simple, 00:15:46.881 --> 00:15:48.482 repeatable steps throughout the process. 00:15:48.763 --> 00:15:49.884 And now their team's off and running. 00:15:50.364 --> 00:15:50.764 Love that. 00:15:50.844 --> 00:15:53.304 If a clinic wanted to get started today, 00:15:53.804 --> 00:15:55.546 what's the one thing they should do? 00:15:55.586 --> 00:15:56.547 The first thing they should 00:15:56.567 --> 00:15:58.246 do right now to see immediate impact. 00:15:58.307 --> 00:15:59.028 And then I'm also going to 00:15:59.048 --> 00:15:59.687 ask a follow-up question. 00:16:00.067 --> 00:16:01.849 What's the deal with that mastermind? 00:16:01.869 --> 00:16:03.169 How does someone find out more about that? 00:16:03.830 --> 00:16:05.870 Yeah, the first thing I would do is... 00:16:07.717 --> 00:16:09.219 I'll try not to be biased here. 00:16:09.798 --> 00:16:11.580 So this will be just kind of, I'll do two. 00:16:11.860 --> 00:16:13.380 The first one is always look 00:16:13.421 --> 00:16:14.861 for ways to add something 00:16:14.881 --> 00:16:17.243 during the first visit with that patient. 00:16:17.263 --> 00:16:18.943 So I always say the easiest one, again, 00:16:18.984 --> 00:16:21.345 the biased one is stop paying clinical. 00:16:21.384 --> 00:16:22.085 Make sure you're setting 00:16:22.105 --> 00:16:23.605 that expectation about 00:16:24.666 --> 00:16:25.807 having access to topical 00:16:25.846 --> 00:16:26.866 pain relief and using one 00:16:26.927 --> 00:16:27.687 after their visit. 00:16:27.707 --> 00:16:30.168 So that's the best way to get started. 00:16:30.188 --> 00:16:31.830 The other one is if you're 00:16:31.870 --> 00:16:34.270 giving away TheraBand, stop now. 00:16:35.379 --> 00:16:37.279 And if you take that one 00:16:37.340 --> 00:16:38.380 head on with your team, 00:16:38.681 --> 00:16:39.282 and there's going to be a 00:16:39.322 --> 00:16:40.602 lot of uncomfortable, oh, 00:16:40.842 --> 00:16:42.224 they're already paying so much. 00:16:42.543 --> 00:16:44.985 And what I would say to them, 00:16:45.046 --> 00:16:46.326 if you can get over that hurdle, 00:16:46.346 --> 00:16:48.048 which we would help them do, 00:16:48.268 --> 00:16:49.308 everything else is smooth 00:16:49.328 --> 00:16:50.249 sailing because it's the 00:16:50.288 --> 00:16:51.149 most important one. 00:16:51.190 --> 00:16:52.811 You think about if you're given something, 00:16:52.890 --> 00:16:53.650 if you're a patient and 00:16:53.671 --> 00:16:55.773 you're given one or two TheraBands. 00:16:56.113 --> 00:16:56.993 and they're clumped up and 00:16:57.013 --> 00:16:57.994 they're cut off of a roll 00:16:58.033 --> 00:16:58.774 right in front of you. 00:16:59.053 --> 00:16:59.894 If you get those, 00:17:00.274 --> 00:17:01.235 are you truly going to 00:17:01.315 --> 00:17:02.894 value those and understand 00:17:02.934 --> 00:17:04.095 the true utility and the 00:17:04.295 --> 00:17:05.415 amazing things you can do 00:17:05.455 --> 00:17:07.036 with an elastic resistance band? 00:17:07.536 --> 00:17:09.936 So if you can get your team over that hump, 00:17:10.596 --> 00:17:11.698 again, you're going to be in a great, 00:17:11.798 --> 00:17:12.738 great position to win. 00:17:14.246 --> 00:17:14.766 Yeah. 00:17:14.786 --> 00:17:15.486 And then what's the deal 00:17:15.506 --> 00:17:16.267 with that mastermind? 00:17:16.307 --> 00:17:16.946 How does that I mean, 00:17:17.027 --> 00:17:17.727 I've never heard of this. 00:17:17.787 --> 00:17:19.428 I've known I know, Eric, I just met you. 00:17:19.448 --> 00:17:19.988 What's the deal? 00:17:20.448 --> 00:17:20.688 Yes, 00:17:20.708 --> 00:17:23.128 I've known Eric from with Hyperice and 00:17:23.709 --> 00:17:24.890 normal tech for many years, 00:17:25.549 --> 00:17:26.911 and we've always had this 00:17:26.951 --> 00:17:27.990 kind of shared passion 00:17:28.030 --> 00:17:30.152 around helping helping clinics. 00:17:30.951 --> 00:17:33.614 with their cash-based services and retail. 00:17:33.674 --> 00:17:36.016 So what we do is we kind of 00:17:36.056 --> 00:17:38.117 meet with groups of clinics at a time. 00:17:38.137 --> 00:17:39.558 We try to find eight to ten 00:17:39.638 --> 00:17:41.181 that reach out to us to 00:17:41.221 --> 00:17:42.181 reserve their spot. 00:17:42.342 --> 00:17:43.722 And over the course of kind 00:17:43.742 --> 00:17:44.824 of like a six-week period, 00:17:44.864 --> 00:17:45.824 we take them through 00:17:46.164 --> 00:17:47.486 one-hour sessions where 00:17:47.506 --> 00:17:48.747 they are typically on there 00:17:48.767 --> 00:17:50.347 themselves or they can send 00:17:50.407 --> 00:17:52.289 a proxy if they have a conflict, 00:17:52.309 --> 00:17:53.391 but we record everything. 00:17:53.951 --> 00:17:54.791 We go through it, 00:17:54.832 --> 00:17:56.113 we provide feedback and 00:17:56.153 --> 00:17:57.034 tools to kind of get 00:17:57.054 --> 00:17:57.794 through this and put 00:17:57.814 --> 00:18:01.277 together a great system for 00:18:01.457 --> 00:18:02.538 their clinic retail. 00:18:02.897 --> 00:18:04.740 And we did one, 00:18:05.240 --> 00:18:07.602 the initial cohort back in Q four, 00:18:07.622 --> 00:18:09.663 which Rolf Schultz was a part of. 00:18:10.203 --> 00:18:12.705 And they all were great, engaged, 00:18:12.726 --> 00:18:13.125 showed up. 00:18:13.185 --> 00:18:14.207 I think everybody had 00:18:14.267 --> 00:18:15.607 perfect attendance for the most part. 00:18:15.647 --> 00:18:16.909 So that was really nice to see. 00:18:17.289 --> 00:18:18.911 And so now we're looking at 00:18:19.270 --> 00:18:20.132 adding another ten, 00:18:20.192 --> 00:18:21.192 which I think we have. 00:18:21.613 --> 00:18:23.354 uh already um because we 00:18:23.374 --> 00:18:24.334 just came off of brand 00:18:24.374 --> 00:18:25.674 triumph and we had a lot of 00:18:25.714 --> 00:18:27.115 interesting parties so we 00:18:27.155 --> 00:18:27.996 have ten but we're gonna 00:18:28.016 --> 00:18:29.596 look at doing a a parallel 00:18:29.696 --> 00:18:30.917 one so we can run multiple 00:18:31.077 --> 00:18:32.739 at the same time and then 00:18:32.759 --> 00:18:33.660 we're looking at doing a 00:18:33.700 --> 00:18:36.040 kind of a a larger virtual 00:18:36.101 --> 00:18:37.121 kickoff where we can have a 00:18:37.221 --> 00:18:38.501 longer format where people 00:18:38.521 --> 00:18:39.643 can just pick one evening 00:18:40.262 --> 00:18:41.644 and get two to three hours 00:18:41.683 --> 00:18:43.125 of a boot camp done with us 00:18:43.625 --> 00:18:44.605 so but the one that's most 00:18:44.644 --> 00:18:45.326 important is the 00:18:45.905 --> 00:18:48.508 this kind of weekly mastermind. 00:18:48.988 --> 00:18:50.429 And the way to do that is 00:18:50.890 --> 00:18:51.589 just all you have to do is 00:18:51.609 --> 00:18:52.810 go fill out a quick form 00:18:52.851 --> 00:18:54.271 and it reserves a spot for them. 00:18:54.311 --> 00:18:57.574 And it's S-T-O-P-A dot I-N 00:18:58.275 --> 00:18:59.494 forward slash mastermind. 00:18:59.816 --> 00:19:01.977 And I'll make sure you have that as well. 00:19:02.457 --> 00:19:03.698 But that's the easiest way to do it. 00:19:04.439 --> 00:19:04.878 Smart. 00:19:05.199 --> 00:19:05.940 I mean, just smart. 00:19:06.240 --> 00:19:06.460 I mean, 00:19:06.640 --> 00:19:07.740 you said at the beginning of the show, 00:19:07.800 --> 00:19:08.040 right? 00:19:08.161 --> 00:19:09.122 Even if people didn't believe you, 00:19:09.162 --> 00:19:09.521 they're like, 00:19:09.541 --> 00:19:10.742 this guy sells stuff for a living. 00:19:10.762 --> 00:19:11.502 He's going to sell me. 00:19:11.523 --> 00:19:12.084 Yeah. 00:19:12.806 --> 00:19:14.508 You said my real job is education, 00:19:14.788 --> 00:19:15.730 and you just said we're 00:19:15.750 --> 00:19:16.750 doing a mastermind, 00:19:16.810 --> 00:19:18.073 which is PTs are very 00:19:18.113 --> 00:19:18.794 comfortable with this 00:19:18.814 --> 00:19:20.095 because that's college, right? 00:19:20.134 --> 00:19:20.655 A mastermind, 00:19:20.675 --> 00:19:21.237 you get a bunch of people 00:19:21.257 --> 00:19:22.157 together who don't know something, 00:19:22.557 --> 00:19:23.219 and you walk through as a 00:19:23.278 --> 00:19:25.602 cohort for mutual success. 00:19:25.922 --> 00:19:27.183 If people wanted to reach you directly, 00:19:27.924 --> 00:19:28.905 Paul, and wanted to find out more, 00:19:28.945 --> 00:19:29.846 not just about the mastermind, 00:19:29.866 --> 00:19:30.827 but about Stop Paying Clinical, 00:19:30.867 --> 00:19:32.170 where would you send them? 00:19:32.430 --> 00:19:33.671 I would actually do it 00:19:33.691 --> 00:19:36.531 through that same email or that same link, 00:19:36.551 --> 00:19:40.413 that stopa.in forward slash mastermind. 00:19:40.894 --> 00:19:42.115 And if for some reason they 00:19:42.134 --> 00:19:43.435 just want to reach out and talk to me, 00:19:43.455 --> 00:19:44.537 they certainly can call me. 00:19:44.757 --> 00:19:46.356 Seriously, I know it's going to be crazy, 00:19:46.376 --> 00:19:47.478 but they can call me anytime. 00:19:47.718 --> 00:19:48.798 We take pride in the fact of 00:19:48.818 --> 00:19:51.279 being available whenever people need us. 00:19:51.339 --> 00:19:53.201 So do you want me to give my 00:19:53.240 --> 00:19:53.820 number right now? 00:19:54.182 --> 00:19:55.102 If you're going to give your number, 00:19:55.122 --> 00:19:55.903 I'll give them my number. 00:19:55.923 --> 00:19:56.442 Yeah, go for it. 00:19:56.980 --> 00:19:57.119 Yeah, 00:19:57.180 --> 00:19:59.682 it's a four four zero three nine six 00:20:00.221 --> 00:20:01.643 four three six one. 00:20:02.383 --> 00:20:04.304 And they can text that number. 00:20:04.324 --> 00:20:06.184 They can call and we can 00:20:06.285 --> 00:20:07.105 jump right into a 00:20:07.165 --> 00:20:08.645 conversation about clinic 00:20:08.685 --> 00:20:09.606 retail or anything else 00:20:09.626 --> 00:20:10.907 that I can do to help out. 00:20:10.988 --> 00:20:11.268 Love it. 00:20:11.288 --> 00:20:11.867 All right, Paul, 00:20:11.887 --> 00:20:12.769 we have a tradition on the show. 00:20:12.788 --> 00:20:14.650 It's called the parting shot. 00:20:15.170 --> 00:20:16.150 It's your last chance for a 00:20:16.210 --> 00:20:18.010 mic drop moment, a soapbox statement. 00:20:18.372 --> 00:20:19.852 What's one one idea, 00:20:19.992 --> 00:20:21.133 one concept you'd want to 00:20:21.173 --> 00:20:22.493 leave with the audience as we wrap up? 00:20:24.036 --> 00:20:24.276 Right. 00:20:24.576 --> 00:20:25.096 So, Mike, 00:20:25.155 --> 00:20:26.176 I got to get a mic drop while 00:20:26.196 --> 00:20:27.436 you're setting some and 00:20:27.537 --> 00:20:28.458 setting me up for either 00:20:28.498 --> 00:20:29.438 success or failure. 00:20:29.498 --> 00:20:29.718 Right. 00:20:29.758 --> 00:20:32.759 So I would say right now 00:20:33.880 --> 00:20:35.099 it's all about creativity 00:20:35.299 --> 00:20:36.861 and people want to have fun 00:20:37.320 --> 00:20:38.020 right at work. 00:20:38.040 --> 00:20:40.541 And they certainly have the 00:20:40.561 --> 00:20:41.643 good days and the bad days. 00:20:41.702 --> 00:20:41.843 But 00:20:42.403 --> 00:20:43.223 The key thing that I would 00:20:43.243 --> 00:20:44.464 challenge everybody with is 00:20:44.525 --> 00:20:46.827 make clinic retail fun, engage your staff, 00:20:46.887 --> 00:20:47.929 empower your staff, 00:20:48.269 --> 00:20:49.451 not just your clinical staff, 00:20:49.490 --> 00:20:51.212 your entire team, your front desk, 00:20:51.673 --> 00:20:53.474 and say, hey, guys, get creative. 00:20:53.836 --> 00:20:54.836 Come up with an idea. 00:20:55.176 --> 00:20:56.499 Throw something crazy out there. 00:20:56.558 --> 00:20:57.160 Decorate. 00:20:57.599 --> 00:20:58.740 know right come up with a 00:20:58.760 --> 00:21:00.663 fun theme we've got some uh 00:21:00.682 --> 00:21:01.763 we're going into spring so 00:21:01.784 --> 00:21:03.806 we've got um people running 00:21:04.066 --> 00:21:05.307 and being more active we've 00:21:05.326 --> 00:21:06.347 got golfers and we've got 00:21:06.387 --> 00:21:07.368 the masters coming whatever 00:21:07.528 --> 00:21:08.609 time this podcast airs I 00:21:08.630 --> 00:21:10.112 don't know but think about 00:21:10.132 --> 00:21:11.173 what's going on around you 00:21:11.192 --> 00:21:12.114 over the next several you 00:21:12.134 --> 00:21:13.515 know several weeks and 00:21:13.595 --> 00:21:15.277 challenge your team to be creative 00:21:16.518 --> 00:21:17.458 When patients come in, 00:21:17.498 --> 00:21:18.598 they see something different, 00:21:18.618 --> 00:21:20.760 meaning they ask questions. 00:21:21.201 --> 00:21:22.040 Get them to ask questions. 00:21:22.082 --> 00:21:24.242 And you guys can text me a 00:21:24.282 --> 00:21:25.784 quick image of that creativity, 00:21:26.545 --> 00:21:27.384 and I'll make sure that 00:21:27.404 --> 00:21:29.145 there's nice prizes for everybody. 00:21:29.547 --> 00:21:31.107 And that's where Hyperice comes in. 00:21:31.147 --> 00:21:32.148 They'll chip in with us, 00:21:32.169 --> 00:21:32.848 and you know all the great 00:21:32.868 --> 00:21:33.609 things that they have. 00:21:33.650 --> 00:21:34.951 So that's my mic drop moment 00:21:35.010 --> 00:21:36.551 is be creative. 00:21:37.152 --> 00:21:38.653 Send in some images of your 00:21:38.712 --> 00:21:41.194 team really going above and beyond, 00:21:41.315 --> 00:21:42.516 and we'll make sure to take care of them. 00:21:43.165 --> 00:21:44.386 I think that also ties this 00:21:44.406 --> 00:21:45.347 whole episode up with the bow, 00:21:45.367 --> 00:21:46.709 which is like, make it yourself. 00:21:46.749 --> 00:21:48.289 So by you adding creativity, 00:21:48.549 --> 00:21:49.391 Paul's telling you, 00:21:49.691 --> 00:21:50.951 do your own version of this. 00:21:50.971 --> 00:21:51.893 There's no real wrong. 00:21:51.932 --> 00:21:53.453 If you believe in it and this is your way, 00:21:53.513 --> 00:21:55.255 do it that way. 00:21:56.016 --> 00:21:57.376 Paul Timko from Stop Pain Clinical. 00:21:57.396 --> 00:21:58.857 Appreciate the time. 00:21:59.417 --> 00:22:00.578 And thanks for making this 00:22:00.939 --> 00:22:01.720 pretty clear and pretty 00:22:01.740 --> 00:22:02.381 easy to understand. 00:22:03.101 --> 00:22:03.682 No, appreciate it. 00:22:03.701 --> 00:22:04.481 Thank you for the time and 00:22:04.501 --> 00:22:05.103 the opportunity. 00:22:05.163 --> 00:22:05.423 Love it.