WEBVTT

00:00:20.356 --> 00:00:20.957
You know it's going to be a

00:00:20.996 --> 00:00:21.818
good show when I press the

00:00:21.859 --> 00:00:23.501
intro twice by accident.

00:00:23.801 --> 00:00:25.865
That's when it's going to be a good show.

00:00:26.707 --> 00:00:27.748
Good morning to you guys.

00:00:27.969 --> 00:00:29.211
Got a pretty packed show.

00:00:29.312 --> 00:00:30.855
I'm pretty excited for this one.

00:00:30.875 --> 00:00:31.376
Guys, how you doing?

00:00:32.874 --> 00:00:33.274
Awesome.

00:00:33.354 --> 00:00:34.075
Beautiful day.

00:00:34.896 --> 00:00:35.795
Banger for you.

00:00:35.856 --> 00:00:36.476
Special guest.

00:00:36.517 --> 00:00:37.857
We haven't done this a ton,

00:00:37.938 --> 00:00:38.819
but I feel like when we do,

00:00:38.859 --> 00:00:41.420
it adds a little extra element, right?

00:00:41.441 --> 00:00:42.301
Because we like to step on

00:00:42.320 --> 00:00:43.021
each other's toes,

00:00:43.502 --> 00:00:44.283
and we're good at that.

00:00:44.703 --> 00:00:45.404
But then we bring an extra

00:00:45.444 --> 00:00:46.905
person in to step on our toes,

00:00:46.945 --> 00:00:47.524
and it's even better

00:00:47.545 --> 00:00:48.405
because we get to fawn all

00:00:48.466 --> 00:00:49.006
over that person.

00:00:49.646 --> 00:00:50.487
A banger for you.

00:00:50.726 --> 00:00:51.628
Will Boyd in the house.

00:00:52.289 --> 00:00:53.570
Going to dive headfirst into

00:00:53.590 --> 00:00:55.451
the wild world of paid ads.

00:00:55.591 --> 00:00:56.070
I feel like...

00:00:57.012 --> 00:00:58.073
everybody's a guru if you

00:00:58.173 --> 00:00:59.335
ask them you can do it

00:00:59.395 --> 00:01:01.277
right you can do it wrong

00:01:01.457 --> 00:01:02.457
you could just blow a bunch

00:01:02.478 --> 00:01:03.780
of money and and aim it's

00:01:03.859 --> 00:01:05.462
it's simple not easy so

00:01:05.481 --> 00:01:06.563
let's bring somebody in who

00:01:06.643 --> 00:01:07.984
who does it regularly uh

00:01:08.004 --> 00:01:08.825
ladies and gentlemen

00:01:08.846 --> 00:01:10.106
welcome to the uh the show

00:01:10.528 --> 00:01:11.808
will boyd will boyd on the

00:01:11.849 --> 00:01:12.530
program there he is hey

00:01:12.549 --> 00:01:15.813
guys I feel like a good

00:01:15.853 --> 00:01:16.855
morning long time listener

00:01:16.894 --> 00:01:17.596
first time caller

00:01:17.876 --> 00:01:18.917
There we go.

00:01:18.956 --> 00:01:20.537
We love it when people get

00:01:20.558 --> 00:01:22.478
the cheesy cliches that Jimmy loves.

00:01:23.900 --> 00:01:24.239
Will,

00:01:24.521 --> 00:01:26.322
you do and you've been doing a lot of

00:01:26.361 --> 00:01:26.742
things.

00:01:26.981 --> 00:01:28.522
When we were in PT school,

00:01:28.582 --> 00:01:29.644
I believe at the same time,

00:01:30.924 --> 00:01:31.926
I graduated in sixteen.

00:01:31.945 --> 00:01:33.326
And I just remember I feel

00:01:33.346 --> 00:01:34.587
like that was like the I don't know,

00:01:34.647 --> 00:01:35.528
it felt like it was the

00:01:35.567 --> 00:01:37.670
digital Wild West of PT because.

00:01:38.688 --> 00:01:40.490
This went from people saying

00:01:40.531 --> 00:01:41.953
you should never or should

00:01:42.052 --> 00:01:43.435
always and those never and

00:01:43.515 --> 00:01:44.896
always things sort of went away.

00:01:45.236 --> 00:01:46.177
Like never start your own

00:01:46.218 --> 00:01:47.319
practice at a PT school.

00:01:48.060 --> 00:01:49.040
And that was dissolving.

00:01:49.120 --> 00:01:50.322
And this whole online thing

00:01:50.341 --> 00:01:52.103
was a fad and then not so much.

00:01:52.704 --> 00:01:53.906
So like give people the

00:01:53.947 --> 00:01:54.908
thirty thousand foot view

00:01:54.927 --> 00:01:55.909
because that was nine and a

00:01:55.968 --> 00:01:58.412
half nine years ago or so.

00:01:59.320 --> 00:02:00.501
Yeah, Teal, you know,

00:02:00.802 --> 00:02:02.802
the long story short is just like you,

00:02:02.822 --> 00:02:03.822
Jimmy, I was in PT school.

00:02:03.843 --> 00:02:04.822
I actually knew of you, Jimmy,

00:02:04.843 --> 00:02:08.344
because you were the OG

00:02:08.384 --> 00:02:09.965
podcaster in the PT space.

00:02:09.985 --> 00:02:11.126
There might have been somebody before,

00:02:11.165 --> 00:02:11.866
but you were the one who

00:02:12.286 --> 00:02:13.286
took it to the next level.

00:02:15.026 --> 00:02:16.127
uh really gave me an

00:02:16.147 --> 00:02:16.828
inspiration I started a

00:02:16.867 --> 00:02:18.068
blog and I made it two

00:02:18.109 --> 00:02:19.490
posts in and was like I I

00:02:19.569 --> 00:02:20.531
hate writing this is taking

00:02:20.651 --> 00:02:22.032
it was pretty chat gbt like

00:02:22.072 --> 00:02:23.171
now yeah yeah but I was

00:02:23.271 --> 00:02:25.313
like man and I didn't feel

00:02:25.334 --> 00:02:26.253
like an expert and I love

00:02:26.274 --> 00:02:26.935
that you were interviewing

00:02:26.974 --> 00:02:28.294
people that seems like a

00:02:28.335 --> 00:02:30.317
great format so I jumped on

00:02:30.336 --> 00:02:31.097
that train we started a

00:02:31.137 --> 00:02:32.217
podcast called the nobody's

00:02:32.258 --> 00:02:35.159
podcast back in the day uh and that

00:02:35.680 --> 00:02:36.639
you know got us into this

00:02:36.699 --> 00:02:37.501
world of meeting people

00:02:37.561 --> 00:02:39.300
like tony and dave back

00:02:39.320 --> 00:02:40.722
when uh you know twitter

00:02:40.921 --> 00:02:41.981
was really the main place I

00:02:42.002 --> 00:02:42.782
knew how to connect with

00:02:42.901 --> 00:02:45.603
pts um the same as you

00:02:45.622 --> 00:02:48.484
graduated in school here in

00:02:48.544 --> 00:02:50.805
pittsburgh and um from pt

00:02:50.824 --> 00:02:52.064
school and then treated for

00:02:52.104 --> 00:02:52.905
a year and a half but

00:02:52.965 --> 00:02:55.325
during that time um I you

00:02:55.346 --> 00:02:56.627
know you guys run practice

00:02:56.646 --> 00:02:58.206
well tony and dave in

00:02:58.227 --> 00:02:59.646
particular run practices I

00:02:59.667 --> 00:03:00.888
worked at a private practice and

00:03:02.257 --> 00:03:03.138
had rotations there.

00:03:03.157 --> 00:03:04.620
And I just watched the

00:03:04.659 --> 00:03:05.822
practice owner all day.

00:03:05.921 --> 00:03:06.361
His thing was,

00:03:06.382 --> 00:03:06.923
we got to get more new

00:03:06.962 --> 00:03:07.623
patients in the door.

00:03:07.644 --> 00:03:08.204
We got to get more new

00:03:08.245 --> 00:03:09.066
patients in the doors.

00:03:09.545 --> 00:03:11.808
And this was when I was on that rotation.

00:03:11.848 --> 00:03:14.592
And he would take me to BNI meetings.

00:03:14.632 --> 00:03:16.675
We would go to community events.

00:03:16.694 --> 00:03:17.955
We do all these things that were great.

00:03:18.537 --> 00:03:20.258
And, you know, I was just like, Hey man,

00:03:20.278 --> 00:03:20.419
do you,

00:03:21.460 --> 00:03:22.020
silly question.

00:03:22.039 --> 00:03:22.881
Do you ever use the internet

00:03:22.901 --> 00:03:23.721
to get patients?

00:03:23.800 --> 00:03:24.721
And he's like, ah, it doesn't,

00:03:24.860 --> 00:03:25.281
doesn't work.

00:03:25.681 --> 00:03:26.122
Love it.

00:03:26.162 --> 00:03:26.382
Love it.

00:03:26.421 --> 00:03:26.942
Doesn't work.

00:03:27.162 --> 00:03:27.681
It doesn't work.

00:03:27.722 --> 00:03:28.181
And I was like,

00:03:28.201 --> 00:03:29.522
that seems really interesting.

00:03:29.562 --> 00:03:30.402
Cause like I found this

00:03:30.443 --> 00:03:31.923
place by going on Google

00:03:31.962 --> 00:03:34.903
and typing practices near me, you know,

00:03:34.924 --> 00:03:35.705
to like find it.

00:03:35.824 --> 00:03:37.604
And so I was like, that,

00:03:37.625 --> 00:03:39.806
that seems very contradictory.

00:03:39.866 --> 00:03:39.945
And

00:03:40.866 --> 00:03:43.308
um you know the the uh

00:03:43.329 --> 00:03:44.631
competitor in me was like

00:03:45.371 --> 00:03:46.473
that seems dumb I'm gonna

00:03:46.492 --> 00:03:47.533
try to prove that wrong and

00:03:47.753 --> 00:03:48.574
I couldn't get buy-in from

00:03:48.615 --> 00:03:50.076
that but I you know we were

00:03:50.097 --> 00:03:51.698
in a group of uh greg todd

00:03:51.938 --> 00:03:52.800
shout out to greg todd way

00:03:52.840 --> 00:03:53.560
back in the day had a

00:03:54.473 --> 00:03:55.335
online entrepreneur group.

00:03:55.375 --> 00:03:56.376
And we jumped in there and a

00:03:56.395 --> 00:03:57.015
lot of people starting

00:03:57.036 --> 00:03:57.776
their own practices.

00:03:57.796 --> 00:03:58.538
And I got some, you know,

00:03:58.617 --> 00:04:00.498
I convinced someone to let

00:04:00.538 --> 00:04:01.580
me spend like a hundred

00:04:01.599 --> 00:04:02.621
bucks of my own money to

00:04:02.981 --> 00:04:04.383
run some traffic for them

00:04:04.402 --> 00:04:04.983
to see if I could get

00:04:05.022 --> 00:04:05.723
patients in the door.

00:04:05.783 --> 00:04:06.944
And sure enough,

00:04:06.965 --> 00:04:08.727
you can get patients from the internet.

00:04:08.947 --> 00:04:10.048
It's not as easy as it sounds,

00:04:10.087 --> 00:04:10.729
but you could do it.

00:04:10.949 --> 00:04:13.411
And I, from then on, I was like, oh man.

00:04:13.431 --> 00:04:15.793
And that person was, hey,

00:04:15.812 --> 00:04:16.494
can I keep paying you?

00:04:17.637 --> 00:04:18.598
yes the answer to that is

00:04:18.617 --> 00:04:19.939
always yes the answer was

00:04:19.978 --> 00:04:20.959
yes and it was a lot more

00:04:20.978 --> 00:04:21.540
than I was going to make

00:04:21.579 --> 00:04:22.639
per hour as a physical

00:04:22.680 --> 00:04:23.860
therapist and I just had a

00:04:23.880 --> 00:04:25.041
light bulb moment of like

00:04:26.747 --> 00:04:27.726
What do I what am I really

00:04:27.766 --> 00:04:28.528
interested right now?

00:04:28.588 --> 00:04:29.788
Is it is it great patient

00:04:29.807 --> 00:04:31.267
care or is it securing kind

00:04:31.288 --> 00:04:32.028
of my financial?

00:04:32.249 --> 00:04:33.069
I had one hundred fifty

00:04:33.108 --> 00:04:34.168
thousand dollars doing loan debt.

00:04:34.189 --> 00:04:35.829
I'm sure a lot of listeners out there,

00:04:35.870 --> 00:04:36.050
too.

00:04:36.089 --> 00:04:36.589
And I thought,

00:04:37.290 --> 00:04:38.209
what am I more concerned

00:04:38.250 --> 00:04:39.029
about being a great

00:04:39.370 --> 00:04:40.670
practitioner or getting

00:04:40.711 --> 00:04:42.370
into a good financial position?

00:04:42.550 --> 00:04:45.232
And I just kind of made the pivot there.

00:04:45.252 --> 00:04:47.093
And so we create a marketing agency.

00:04:47.612 --> 00:04:48.372
We start working with small

00:04:48.392 --> 00:04:49.052
practice owners.

00:04:49.093 --> 00:04:49.713
We learned that small

00:04:49.733 --> 00:04:52.033
practice owners don't have the, you know,

00:04:52.213 --> 00:04:53.533
two thousand dollar a month budget.

00:04:53.754 --> 00:04:55.055
And so we realized, OK, we

00:04:56.134 --> 00:04:57.076
We can work with some clients,

00:04:57.096 --> 00:04:58.076
but really the best we do

00:04:58.156 --> 00:04:59.278
is to train people in-house,

00:04:59.918 --> 00:05:00.658
turn it into a coaching

00:05:00.699 --> 00:05:01.379
program like you see.

00:05:01.418 --> 00:05:04.541
And then we didn't love it.

00:05:04.781 --> 00:05:05.341
Honestly,

00:05:05.382 --> 00:05:06.562
we just had a moment where I

00:05:06.603 --> 00:05:08.084
think a great one is Chris Miller,

00:05:08.105 --> 00:05:08.545
for example.

00:05:08.564 --> 00:05:10.045
I've been following his post

00:05:10.065 --> 00:05:11.247
to you about what's going on.

00:05:11.927 --> 00:05:13.267
And kind of a similar moment

00:05:13.288 --> 00:05:13.928
where it's like we had

00:05:14.108 --> 00:05:15.230
success on the outside and

00:05:15.389 --> 00:05:16.531
inside things were going fine.

00:05:17.351 --> 00:05:19.752
It's just like we didn't love the model.

00:05:19.773 --> 00:05:21.153
We didn't love what we were.

00:05:21.634 --> 00:05:22.915
We also learned that the

00:05:22.956 --> 00:05:23.896
problem that we were fixing

00:05:24.858 --> 00:05:25.817
that we were setting out to solve,

00:05:25.858 --> 00:05:26.358
which was getting new

00:05:26.379 --> 00:05:28.339
patients in the door was we

00:05:28.360 --> 00:05:29.180
were working with a lot of

00:05:29.220 --> 00:05:30.980
practice owners who had sales issues,

00:05:31.201 --> 00:05:32.180
had front desk issues,

00:05:32.742 --> 00:05:33.982
had retention issues.

00:05:34.281 --> 00:05:36.242
So we could drive people to them, but if,

00:05:36.663 --> 00:05:37.403
but if we weren't able to

00:05:37.423 --> 00:05:38.283
help train them to solve

00:05:38.303 --> 00:05:39.704
those next three or four problems,

00:05:40.285 --> 00:05:42.406
our retention would just go, you know,

00:05:42.466 --> 00:05:42.766
plummet.

00:05:42.826 --> 00:05:43.966
And so we realized we're not

00:05:44.026 --> 00:05:45.627
solving a Legion issue business.

00:05:45.668 --> 00:05:47.269
We're a, we're a full on,

00:05:47.288 --> 00:05:48.369
that's where you see like Joey,

00:05:48.668 --> 00:05:49.930
for example, with what he's doing, it's,

00:05:50.449 --> 00:05:51.529
it's full on and it's got to

00:05:51.550 --> 00:05:52.511
be and we were realizing

00:05:52.550 --> 00:05:53.750
that back then and the

00:05:53.790 --> 00:05:55.012
thing that alex loved the

00:05:55.031 --> 00:05:56.713
most my business partner he

00:05:56.733 --> 00:05:57.432
just loved talking about

00:05:57.452 --> 00:05:59.213
finances and it turned out

00:05:59.314 --> 00:06:00.293
a lot of our practice owner

00:06:00.593 --> 00:06:02.295
clients didn't know a lot

00:06:02.334 --> 00:06:03.535
about finances go figure

00:06:03.555 --> 00:06:04.456
it's not like you guys know

00:06:04.516 --> 00:06:05.355
you start business no one

00:06:05.375 --> 00:06:06.175
makes you go to a business

00:06:06.196 --> 00:06:08.716
finance class and so we

00:06:08.757 --> 00:06:09.858
started training people on

00:06:09.898 --> 00:06:11.358
the financial side and over

00:06:11.377 --> 00:06:12.139
the last three years that's

00:06:12.178 --> 00:06:12.819
all we've been doing is

00:06:12.838 --> 00:06:15.279
helping not just pt practices but

00:06:16.382 --> 00:06:17.322
any kind of business owner

00:06:17.882 --> 00:06:19.524
out there usually doing, you know,

00:06:19.543 --> 00:06:20.264
like a couple hundred

00:06:20.303 --> 00:06:21.603
thousand a year in revenue up to,

00:06:21.983 --> 00:06:23.103
we've got clients doing thirty,

00:06:23.144 --> 00:06:23.944
forty million dollars a

00:06:23.964 --> 00:06:24.944
year doing their kind of

00:06:25.045 --> 00:06:26.004
financial coaching and

00:06:26.064 --> 00:06:27.365
fractional CFO work for them.

00:06:27.404 --> 00:06:28.665
So that's where we've gone

00:06:28.685 --> 00:06:29.745
and that's where I'm at today.

00:06:29.786 --> 00:06:31.625
But to say all that is I

00:06:31.646 --> 00:06:32.565
head up our marketing and

00:06:32.605 --> 00:06:33.927
advertising and sales side

00:06:33.947 --> 00:06:34.406
of the company.

00:06:34.447 --> 00:06:36.507
And so we spend anywhere

00:06:36.547 --> 00:06:38.208
from forty five thousand a

00:06:38.247 --> 00:06:39.348
month up to sixty thousand

00:06:39.367 --> 00:06:40.127
dollars a month on paid

00:06:40.187 --> 00:06:41.228
advertising every single month.

00:06:41.247 --> 00:06:41.567
All right.

00:06:42.307 --> 00:06:43.329
I've got I've got one

00:06:43.369 --> 00:06:44.869
question before Dave goes tactical.

00:06:45.942 --> 00:06:47.221
you went from a clinical

00:06:47.322 --> 00:06:49.223
degree to a clinical role

00:06:49.523 --> 00:06:50.882
to a non-clinical role I

00:06:50.903 --> 00:06:52.463
did the same thing did you

00:06:52.504 --> 00:06:53.723
face or do you still face

00:06:53.824 --> 00:06:55.345
like guilt on that decision

00:06:55.524 --> 00:06:56.925
and I asked this for a

00:06:56.985 --> 00:06:57.865
friend and that friend is

00:06:57.946 --> 00:07:02.307
me I I did in the beginning

00:07:02.947 --> 00:07:04.406
and then honestly like the

00:07:04.586 --> 00:07:05.788
financial side just

00:07:06.610 --> 00:07:07.911
know if I just explained it

00:07:07.951 --> 00:07:10.653
to someone the financial uh

00:07:10.673 --> 00:07:12.173
difference it was like oh

00:07:12.194 --> 00:07:13.214
yeah that makes sense right

00:07:13.235 --> 00:07:15.016
like it but yes internally

00:07:15.057 --> 00:07:16.036
there's some guilt I I

00:07:16.117 --> 00:07:17.177
still think like I keep my

00:07:17.237 --> 00:07:18.478
license and honestly I feel

00:07:18.519 --> 00:07:19.379
the most guilty about

00:07:19.459 --> 00:07:21.882
keeping my license so I

00:07:21.901 --> 00:07:22.601
feel more guilty if

00:07:22.622 --> 00:07:23.502
someone's like hey man can

00:07:23.543 --> 00:07:24.803
you I want to come over can

00:07:24.824 --> 00:07:26.045
you like treat my shoulder

00:07:26.504 --> 00:07:27.326
that's when I feel the most

00:07:27.365 --> 00:07:28.307
guilty where I'm like

00:07:30.105 --> 00:07:31.026
technically I can.

00:07:31.627 --> 00:07:32.870
Am I the person you want me to?

00:07:32.930 --> 00:07:33.089
Like,

00:07:33.170 --> 00:07:34.733
you're better off driving four hours

00:07:34.752 --> 00:07:36.014
to go see Tony and, you know,

00:07:36.334 --> 00:07:36.975
outside Dayton.

00:07:36.995 --> 00:07:41.041
Yeah, definitely in the beginning.

00:07:41.081 --> 00:07:41.622
And now, you know,

00:07:41.702 --> 00:07:42.764
I think I've just kind of

00:07:42.803 --> 00:07:44.466
come to a peace with like,

00:07:45.660 --> 00:07:47.100
Everyone's got, you know,

00:07:47.120 --> 00:07:47.841
as long as you find like

00:07:47.901 --> 00:07:48.701
the value that you wanna

00:07:48.721 --> 00:07:50.021
bring and you're happy with it,

00:07:50.482 --> 00:07:51.283
things are gonna work out.

00:07:51.302 --> 00:07:52.442
So, but yes, to answer your question,

00:07:52.463 --> 00:07:53.603
there's still hints of that.

00:07:53.644 --> 00:07:53.863
Yeah.

00:07:53.884 --> 00:07:54.603
Yeah.

00:07:54.624 --> 00:07:55.084
All right, Dave,

00:07:55.125 --> 00:07:56.105
you were excited for this one.

00:07:56.144 --> 00:07:57.206
You're firing up the group chat.

00:07:57.225 --> 00:07:58.485
You were like, I got questions.

00:07:58.947 --> 00:07:59.547
Will's got answers.

00:07:59.567 --> 00:08:00.968
Of course, of course.

00:08:01.028 --> 00:08:01.627
Where do we start?

00:08:02.233 --> 00:08:03.194
Well, I mean, real quick,

00:08:03.254 --> 00:08:04.153
I'm just so pumped to have

00:08:04.194 --> 00:08:06.115
Will on here going from the

00:08:06.134 --> 00:08:07.415
Nobody's podcast where I

00:08:07.475 --> 00:08:09.516
think you guys were being

00:08:09.576 --> 00:08:12.197
like super humble and you're still humble,

00:08:12.497 --> 00:08:14.079
but like massive success.

00:08:14.218 --> 00:08:15.319
And I love to see what you

00:08:15.379 --> 00:08:16.199
and Alex are building with

00:08:16.220 --> 00:08:17.141
CEO Finance Academy.

00:08:18.120 --> 00:08:20.021
awesome to hear about into

00:08:20.081 --> 00:08:21.182
kind of following your progress.

00:08:21.201 --> 00:08:22.041
But at the same time,

00:08:22.343 --> 00:08:23.023
you're still running

00:08:23.242 --> 00:08:24.663
Facebook ads or paid ads

00:08:24.702 --> 00:08:25.504
for practice owners?

00:08:25.603 --> 00:08:25.923
Is it?

00:08:26.283 --> 00:08:27.463
Are you mostly just doing

00:08:27.803 --> 00:08:29.704
the pelvic floor conditions,

00:08:29.845 --> 00:08:31.365
pelvic floor Facebook ads?

00:08:31.425 --> 00:08:32.785
Are you doing ads for

00:08:33.306 --> 00:08:34.667
outpatient ortho practices?

00:08:34.687 --> 00:08:35.947
Like what's the conditions

00:08:36.006 --> 00:08:37.048
for the practice and like

00:08:37.067 --> 00:08:37.967
different types of practices?

00:08:38.620 --> 00:08:40.202
Yeah, so for full context,

00:08:40.582 --> 00:08:43.326
I probably have seven

00:08:44.246 --> 00:08:45.207
consulting done for you,

00:08:45.227 --> 00:08:46.308
kind of advertising clients

00:08:46.328 --> 00:08:47.789
that I've kept for a long time.

00:08:47.809 --> 00:08:50.153
But we do outpatient ortho,

00:08:51.033 --> 00:08:53.735
subpelvic floor, and we can get into it.

00:08:53.796 --> 00:08:56.139
But kind of for ortho side,

00:08:56.158 --> 00:09:00.041
we're doing a little bit more of the –

00:08:58.863 --> 00:09:03.063
offers for modality type stuff,

00:09:03.144 --> 00:09:03.784
which has been working

00:09:03.865 --> 00:09:05.044
really well to get people in the door.

00:09:05.945 --> 00:09:07.225
So we can go into kind of

00:09:07.546 --> 00:09:08.365
what that's been like.

00:09:08.485 --> 00:09:10.246
But yeah, seeing everything,

00:09:10.366 --> 00:09:11.267
I don't do a ton of,

00:09:11.706 --> 00:09:12.488
I still have somebody who

00:09:12.528 --> 00:09:15.749
does geriatric kind of

00:09:15.769 --> 00:09:17.509
in-home or some mobile PT stuff.

00:09:17.528 --> 00:09:18.750
So still see all of it.

00:09:19.110 --> 00:09:20.929
If you wanted to go like big volume,

00:09:20.990 --> 00:09:22.071
obviously Joey's the guy,

00:09:22.431 --> 00:09:23.071
Joey and Robbie are the

00:09:23.091 --> 00:09:24.312
guys on like big volume,

00:09:24.331 --> 00:09:25.172
but I still have great

00:09:25.192 --> 00:09:27.173
insight into like some

00:09:27.232 --> 00:09:28.253
niche stuff and what we're doing.

00:09:30.326 --> 00:09:30.427
Yeah,

00:09:30.447 --> 00:09:32.807
and Tony has got the Shockwave and

00:09:33.028 --> 00:09:34.048
some other modalities and

00:09:34.089 --> 00:09:35.769
some other technology and equipment.

00:09:35.809 --> 00:09:37.929
So what do you see working right now?

00:09:37.970 --> 00:09:40.851
Is it specifically certain headlines,

00:09:40.871 --> 00:09:41.532
certain hooks?

00:09:42.412 --> 00:09:43.613
I always like to nerd out on

00:09:44.072 --> 00:09:45.033
what's actually working.

00:09:45.072 --> 00:09:47.653
So images instead of video

00:09:47.754 --> 00:09:48.914
ads on Facebook or Meta.

00:09:49.315 --> 00:09:50.294
Is it mostly, you know,

00:09:50.315 --> 00:09:51.255
Facebook and Instagram?

00:09:51.316 --> 00:09:53.057
Are you are you doing some, you know,

00:09:53.076 --> 00:09:53.657
some Google ads?

00:09:53.677 --> 00:09:55.096
But for the most part, like just curious,

00:09:55.116 --> 00:09:56.477
like what's actually working?

00:09:56.937 --> 00:09:57.999
I've had so I've had

00:09:58.038 --> 00:09:59.938
different folks and I don't

00:09:59.979 --> 00:10:01.220
know if I've heard it's the

00:10:01.240 --> 00:10:01.879
New York City area.

00:10:02.139 --> 00:10:03.321
Like just I've had certain

00:10:03.400 --> 00:10:06.201
marketers and folks take

00:10:06.221 --> 00:10:07.142
different stabs at it.

00:10:07.261 --> 00:10:08.042
And sometimes it works,

00:10:08.062 --> 00:10:08.682
sometimes it doesn't.

00:10:08.702 --> 00:10:09.182
But overall,

00:10:09.243 --> 00:10:11.104
it's like it's a loss every

00:10:11.144 --> 00:10:13.205
time in terms of the total spend.

00:10:13.705 --> 00:10:15.205
And it has been like the

00:10:15.245 --> 00:10:16.046
most was like ten K.

00:10:16.985 --> 00:10:17.907
last year or the year before

00:10:17.927 --> 00:10:19.047
or something where we get

00:10:19.086 --> 00:10:20.408
like one patient, you know,

00:10:20.427 --> 00:10:21.369
that pays out of pocket or

00:10:21.389 --> 00:10:22.349
has out of network insurance.

00:10:23.269 --> 00:10:25.630
So it's, it's, I need to maybe use you.

00:10:25.650 --> 00:10:26.530
Maybe I need to find someone

00:10:26.571 --> 00:10:28.292
else or Joey or Robbie or whatever.

00:10:28.392 --> 00:10:29.273
Maybe they're targeting is

00:10:29.373 --> 00:10:29.932
off or whatever.

00:10:29.993 --> 00:10:31.874
But what do you see working right now?

00:10:31.894 --> 00:10:32.794
Like what specifically?

00:10:33.618 --> 00:10:34.458
Yeah, I think so.

00:10:34.918 --> 00:10:35.658
A couple of things before we

00:10:35.678 --> 00:10:36.419
get into tactics,

00:10:36.440 --> 00:10:37.541
because I do think there

00:10:37.561 --> 00:10:38.741
are some things that matter a lot,

00:10:38.782 --> 00:10:39.902
because I can just say, hey,

00:10:39.922 --> 00:10:41.123
do these headlines and do this,

00:10:41.263 --> 00:10:42.764
and you'll still not have success.

00:10:42.783 --> 00:10:43.605
And I think that's a really

00:10:43.644 --> 00:10:44.304
big thing here.

00:10:44.706 --> 00:10:46.606
I will say, Dave, man,

00:10:46.687 --> 00:10:47.807
I have tried New York City

00:10:49.249 --> 00:10:50.409
at least ten times for

00:10:50.450 --> 00:10:51.831
different practices in New York City,

00:10:52.191 --> 00:10:54.092
not a single one has been profitable.

00:10:54.332 --> 00:10:55.653
And so now, at this point,

00:10:55.673 --> 00:10:56.975
I've just told folks in New York City,

00:10:57.014 --> 00:10:58.336
like, I'm not the guy to help you.

00:10:58.657 --> 00:10:59.716
I'm not saying it can't be doable,

00:11:00.398 --> 00:11:02.278
by no means the end all be all, but man,

00:11:02.360 --> 00:11:04.140
it is just, it's so competitive.

00:11:04.881 --> 00:11:08.884
It's so... The CPM is more

00:11:08.924 --> 00:11:11.326
expensive than most other metros.

00:11:12.312 --> 00:11:13.673
And even when you're setting parameters,

00:11:13.714 --> 00:11:14.313
like you can set where

00:11:14.333 --> 00:11:15.034
people live and where

00:11:15.054 --> 00:11:16.254
you're geographically targeting,

00:11:16.575 --> 00:11:17.816
it's so transient with

00:11:17.875 --> 00:11:18.876
commuters that you might

00:11:18.897 --> 00:11:19.756
get someone who sees that.

00:11:19.777 --> 00:11:21.337
And you can do like people only live here,

00:11:21.357 --> 00:11:22.097
but they're restricting

00:11:22.119 --> 00:11:22.879
that more and more now.

00:11:22.938 --> 00:11:23.719
So you get somebody who's

00:11:24.179 --> 00:11:25.200
maybe lives in Queens,

00:11:25.240 --> 00:11:26.780
but works in Staten Island.

00:11:26.801 --> 00:11:27.522
I don't know.

00:11:27.542 --> 00:11:27.741
Right.

00:11:27.822 --> 00:11:29.042
And they see the ad when

00:11:29.062 --> 00:11:31.102
they're in Staten Island.

00:11:31.183 --> 00:11:32.283
And it's like, hey, come in.

00:11:32.443 --> 00:11:33.125
I live in Queens.

00:11:33.144 --> 00:11:33.764
And you're like, oh,

00:11:33.784 --> 00:11:35.125
you're wasting my money on these leads.

00:11:35.166 --> 00:11:35.586
It's like that.

00:11:36.351 --> 00:11:38.092
only get so granular on on

00:11:38.192 --> 00:11:39.573
you know the the geofencing

00:11:39.653 --> 00:11:41.615
side of that and so um I've

00:11:41.635 --> 00:11:43.917
just found that uh uh it's

00:11:44.037 --> 00:11:45.398
it's it's just for your

00:11:45.418 --> 00:11:46.418
sake it's a super tough

00:11:46.438 --> 00:11:47.840
market on the facebook side

00:11:47.980 --> 00:11:49.821
and I just I'd have lower

00:11:49.841 --> 00:11:50.922
expectations but to get

00:11:50.942 --> 00:11:52.182
into tactics and what's

00:11:52.202 --> 00:11:53.903
working biggest thing is uh

00:11:53.923 --> 00:11:54.725
do you know what your sales

00:11:54.745 --> 00:11:55.784
process is and how are you

00:11:55.804 --> 00:11:56.485
putting people in your

00:11:56.525 --> 00:11:58.167
sales process and I say

00:11:58.187 --> 00:11:59.067
that because you get people

00:11:59.086 --> 00:12:00.048
who are like can you send

00:12:00.067 --> 00:12:01.109
me images can you send me

00:12:01.129 --> 00:12:02.409
videos can you send me headlines

00:12:02.909 --> 00:12:03.490
And I can.

00:12:03.971 --> 00:12:05.052
But if you set it up to just

00:12:05.091 --> 00:12:06.592
run a campaign that's like,

00:12:06.653 --> 00:12:08.455
I just want people to see it, guess what?

00:12:08.674 --> 00:12:09.475
It's not going to turn into

00:12:09.495 --> 00:12:10.517
people coming into your door.

00:12:10.917 --> 00:12:12.378
The algorithms are so smart

00:12:12.398 --> 00:12:13.980
that if you don't tell it what you want,

00:12:15.721 --> 00:12:16.341
it's going to give you

00:12:16.361 --> 00:12:17.123
whatever you tell it.

00:12:17.482 --> 00:12:18.604
So if you say, I want impressions,

00:12:18.663 --> 00:12:19.124
it's going to give you

00:12:19.163 --> 00:12:19.965
incredible impressions.

00:12:19.985 --> 00:12:20.505
And you're going to go,

00:12:20.525 --> 00:12:21.626
why didn't get any patients from it?

00:12:21.726 --> 00:12:22.687
You didn't tell Facebook

00:12:22.707 --> 00:12:24.009
that you wanted to get patients from it.

00:12:24.548 --> 00:12:26.311
And so this is where the tactical side,

00:12:26.350 --> 00:12:26.610
I think,

00:12:26.711 --> 00:12:28.231
is it's so worth if you're going

00:12:28.251 --> 00:12:29.212
to go spend money on this.

00:12:30.153 --> 00:12:31.575
that you do learn a little

00:12:31.615 --> 00:12:33.056
bit about the foundations

00:12:33.115 --> 00:12:34.738
of it to understand how to

00:12:34.758 --> 00:12:35.677
get the best out of it

00:12:35.697 --> 00:12:37.259
because if you don't you

00:12:37.279 --> 00:12:38.880
can go have chat gpt make

00:12:39.061 --> 00:12:39.860
five thousand different

00:12:39.902 --> 00:12:40.961
images all the coolest

00:12:40.981 --> 00:12:42.604
videos I've got a guy who

00:12:43.183 --> 00:12:44.965
you know spent I don't even

00:12:44.985 --> 00:12:45.785
know how much it had to be

00:12:45.865 --> 00:12:46.966
thousands of dollars on a

00:12:47.006 --> 00:12:48.748
great tv commercial style

00:12:48.788 --> 00:12:50.369
video I want to put it on

00:12:50.809 --> 00:12:52.191
facebook and and it's so

00:12:52.211 --> 00:12:53.010
great spend all this money

00:12:53.051 --> 00:12:53.652
it's going to bring people

00:12:53.672 --> 00:12:55.332
in the door and I just told

00:12:55.352 --> 00:12:55.813
him I was like

00:12:56.732 --> 00:12:58.234
I can't, I won't put money in.

00:12:58.254 --> 00:12:59.073
You can do it on your own.

00:12:59.254 --> 00:13:00.073
I won't put money into this

00:13:00.094 --> 00:13:00.835
because it won't work.

00:13:01.075 --> 00:13:02.134
Like it's not the right

00:13:02.154 --> 00:13:04.596
platform for something like this.

00:13:05.176 --> 00:13:05.956
It doesn't have a call to

00:13:05.995 --> 00:13:06.736
action of where you want to

00:13:06.756 --> 00:13:08.397
send someone into your sales process.

00:13:08.837 --> 00:13:10.618
So it looks great.

00:13:10.937 --> 00:13:11.899
You're getting a lot of people going,

00:13:11.918 --> 00:13:12.818
that was a great video.

00:13:13.038 --> 00:13:13.318
And I said,

00:13:13.339 --> 00:13:14.379
do you want people to like your

00:13:14.399 --> 00:13:14.960
video or do you want

00:13:14.980 --> 00:13:15.700
patients in the door?

00:13:15.759 --> 00:13:16.179
Difference.

00:13:16.220 --> 00:13:17.120
There's a difference there.

00:13:17.221 --> 00:13:18.701
There's a psychology difference there.

00:13:18.740 --> 00:13:19.822
Do you want to be liked or

00:13:19.841 --> 00:13:20.562
do you want to make money?

00:13:23.052 --> 00:13:23.792
Yeah, to your point, Jimmy.

00:13:23.812 --> 00:13:24.513
So Dave,

00:13:24.533 --> 00:13:25.852
I guess before we get into tactics

00:13:25.873 --> 00:13:26.332
and headlines,

00:13:26.393 --> 00:13:27.214
I think the one thing is

00:13:28.193 --> 00:13:28.913
before I say all that,

00:13:28.933 --> 00:13:29.695
because I've had this

00:13:29.875 --> 00:13:30.855
happen before where someone goes,

00:13:30.875 --> 00:13:31.495
you told me I could do

00:13:31.514 --> 00:13:32.336
these headlines and I could

00:13:32.735 --> 00:13:33.615
I could write this ad copy

00:13:33.635 --> 00:13:34.296
and it didn't work.

00:13:34.416 --> 00:13:35.736
And it's like, well,

00:13:35.756 --> 00:13:36.836
do you have the technical

00:13:36.876 --> 00:13:38.817
mechanics down for this to

00:13:38.898 --> 00:13:40.278
even possibly work?

00:13:40.479 --> 00:13:40.639
Right.

00:13:40.658 --> 00:13:41.899
And I know, Dave, you're up on that.

00:13:41.918 --> 00:13:42.580
But I think if someone's

00:13:42.600 --> 00:13:44.620
listening and they're not aware of that,

00:13:45.000 --> 00:13:46.721
you're going to go and set a you know,

00:13:46.740 --> 00:13:47.841
someone might go and said, I spent.

00:13:48.442 --> 00:13:48.601
you know,

00:13:48.621 --> 00:13:49.642
a thousand dollars this month on

00:13:49.662 --> 00:13:50.282
Facebook ads.

00:13:50.702 --> 00:13:51.923
And I set it to link clicks

00:13:52.102 --> 00:13:52.903
and I got a lot of clicks.

00:13:52.962 --> 00:13:53.602
I didn't get any,

00:13:53.822 --> 00:13:55.043
I didn't get any patients.

00:13:55.063 --> 00:13:56.524
I said, well, yeah,

00:13:56.543 --> 00:13:57.903
you told Facebook you wanted link clicks.

00:13:58.124 --> 00:13:59.904
Facebook's gonna go get you link clicks.

00:13:59.985 --> 00:14:01.245
They're not gonna go get you

00:14:01.644 --> 00:14:03.025
actual people in the door.

00:14:03.446 --> 00:14:04.086
And if you're listening,

00:14:04.105 --> 00:14:05.466
is there a setting to get patients?

00:14:05.485 --> 00:14:06.647
There's not a setting to get patients,

00:14:06.687 --> 00:14:07.506
but there's like an opt-in

00:14:07.527 --> 00:14:08.506
to track for someone to

00:14:08.547 --> 00:14:09.886
give you their name, email, phone number,

00:14:10.407 --> 00:14:11.248
book in, right?

00:14:11.268 --> 00:14:12.288
There's nuances to that.

00:14:12.307 --> 00:14:13.048
So Dave,

00:14:13.067 --> 00:14:14.227
we can get into the technical piece.

00:14:14.288 --> 00:14:15.328
I just think if someone's

00:14:15.469 --> 00:14:16.308
listening to this,

00:14:16.849 --> 00:14:18.210
It is absolutely worth going

00:14:18.250 --> 00:14:19.890
and spending a day on YouTube.

00:14:20.892 --> 00:14:21.951
Trust me, for your budget,

00:14:22.273 --> 00:14:23.594
it is worth spending a day on YouTube.

00:14:23.933 --> 00:14:25.955
How do I run a lead form campaign?

00:14:25.995 --> 00:14:27.375
How do I run a conversion

00:14:27.436 --> 00:14:28.677
campaign on Facebook?

00:14:29.136 --> 00:14:30.057
Because if you don't,

00:14:32.418 --> 00:14:33.340
it really doesn't matter.

00:14:33.399 --> 00:14:35.441
I mean, it can matter and it will matter.

00:14:35.500 --> 00:14:35.721
Obviously,

00:14:35.761 --> 00:14:37.263
if you just say absolutely nonsense,

00:14:37.283 --> 00:14:37.883
it's going to matter.

00:14:37.942 --> 00:14:39.244
But in terms of getting the

00:14:39.344 --> 00:14:40.325
outcome that you want,

00:14:41.647 --> 00:14:43.027
You can be the best copywriter.

00:14:43.148 --> 00:14:44.447
You can be the best whatever.

00:14:44.488 --> 00:14:46.067
The algorithms are so intelligent.

00:14:46.087 --> 00:14:47.688
You've probably seen this, Dave, on Google,

00:14:47.749 --> 00:14:47.869
right?

00:14:47.908 --> 00:14:48.908
If you just do link clicks,

00:14:49.089 --> 00:14:49.950
I get a bunch of link clicks.

00:14:50.049 --> 00:14:51.049
But if you start optimizing

00:14:51.090 --> 00:14:52.250
for phone calls, guess what?

00:14:52.770 --> 00:14:53.770
You start getting phone calls.

00:14:53.931 --> 00:14:54.850
The algorithms start looking

00:14:54.870 --> 00:14:55.490
for people who have a

00:14:55.551 --> 00:14:57.292
history of doing these activities.

00:14:57.871 --> 00:14:58.871
And so before you get into

00:14:58.892 --> 00:15:00.572
headlines and copy, you know,

00:15:00.592 --> 00:15:02.533
which I love all that stuff,

00:15:03.053 --> 00:15:04.333
I just see ninety plus

00:15:04.374 --> 00:15:05.214
percent of people fail

00:15:05.254 --> 00:15:06.174
because they don't even do

00:15:06.215 --> 00:15:07.274
the back end little

00:15:07.315 --> 00:15:08.674
technical pieces that set

00:15:08.715 --> 00:15:10.216
you up for those things to work.

00:15:11.157 --> 00:15:12.777
Then paid ads don't work.

00:15:12.798 --> 00:15:13.317
Paid ads don't work.

00:15:13.697 --> 00:15:14.177
Exactly.

00:15:14.197 --> 00:15:15.078
Then you air quote it and

00:15:15.119 --> 00:15:15.778
paid ads don't work.

00:15:15.798 --> 00:15:17.120
Yeah.

00:15:17.159 --> 00:15:17.399
So Dave,

00:15:17.460 --> 00:15:18.120
I know I didn't answer your

00:15:18.140 --> 00:15:18.721
question directly.

00:15:18.760 --> 00:15:19.642
I just want to give a caveat there.

00:15:19.662 --> 00:15:20.902
No, no, no, no, no.

00:15:21.062 --> 00:15:22.243
Of course it needs to be

00:15:22.302 --> 00:15:23.364
prefaced with that for sure.

00:15:23.683 --> 00:15:25.024
I think like the last couple

00:15:25.065 --> 00:15:26.186
of Facebook campaigns we had,

00:15:26.206 --> 00:15:27.385
we were optimizing just like,

00:15:27.647 --> 00:15:28.986
I think similar to the,

00:15:29.006 --> 00:15:30.087
the Google campaigns we run,

00:15:30.128 --> 00:15:31.109
like either for,

00:15:31.349 --> 00:15:32.188
I think for the most part

00:15:32.208 --> 00:15:33.309
conversions or phone calls,

00:15:33.350 --> 00:15:34.990
or in some cases, like for us,

00:15:35.350 --> 00:15:37.011
the conversion would, depending on the,

00:15:37.673 --> 00:15:39.533
uh, the, even on the Google ads,

00:15:40.014 --> 00:15:41.754
the conversion is either they actually,

00:15:42.134 --> 00:15:43.155
they converted into a phone

00:15:43.196 --> 00:15:44.616
call or the conversion was

00:15:44.636 --> 00:15:45.557
they went to our website

00:15:45.616 --> 00:15:46.837
and they filled out a lead form.

00:15:46.878 --> 00:15:47.458
So it's still a lead.

00:15:47.479 --> 00:15:49.379
Like we just, we want leads, right?

00:15:49.419 --> 00:15:50.660
We want lead, we want lead flow,

00:15:50.681 --> 00:15:51.421
we want lead volume.

00:15:51.640 --> 00:15:52.581
And so we're okay if it's,

00:15:52.662 --> 00:15:53.662
sometimes it's a phone call,

00:15:53.701 --> 00:15:55.363
sometimes it's a website

00:15:55.403 --> 00:15:57.284
form opt-in or form fill or whatever.

00:15:58.144 --> 00:15:58.504
But yeah,

00:15:58.544 --> 00:16:00.046
those things certainly make sense.

00:16:00.066 --> 00:16:02.368
So in terms of like what

00:16:02.408 --> 00:16:03.649
else you're seeing or

00:16:03.708 --> 00:16:04.889
things that are surprising

00:16:04.969 --> 00:16:06.029
or flopping or whatever,

00:16:06.090 --> 00:16:06.870
like where do you want to

00:16:06.890 --> 00:16:07.370
take it from here?

00:16:07.754 --> 00:16:08.634
yeah so what we've been

00:16:08.654 --> 00:16:09.355
seeing working really well

00:16:09.395 --> 00:16:10.576
I've got a couple people

00:16:10.596 --> 00:16:12.058
doing this one guy in

00:16:12.239 --> 00:16:14.721
arizona um we're running uh

00:16:14.782 --> 00:16:16.724
shockwave ads so uh running

00:16:16.783 --> 00:16:18.605
ads to uh shockwave for

00:16:18.645 --> 00:16:21.389
body specific uh part so uh

00:16:21.428 --> 00:16:22.629
we've got shockwave going

00:16:22.669 --> 00:16:24.552
for uh tennis elbow

00:16:25.052 --> 00:16:26.774
shockwave for uh plantar

00:16:26.794 --> 00:16:28.636
fasciitis and shockwave for

00:16:30.379 --> 00:16:32.322
knee pain and then so that's

00:16:32.342 --> 00:16:32.823
been going really well.

00:16:32.844 --> 00:16:33.927
Literally it's just images

00:16:34.187 --> 00:16:35.370
of a practitioner with the

00:16:35.389 --> 00:16:38.195
shockwave wand over the body part.

00:16:39.653 --> 00:16:40.335
And that's been working.

00:16:40.355 --> 00:16:41.855
I've tested that against a

00:16:41.895 --> 00:16:43.035
lot of different stuff.

00:16:43.056 --> 00:16:44.456
And it's just a picture of the,

00:16:44.697 --> 00:16:46.399
I think what, what it does for people is,

00:16:46.418 --> 00:16:48.820
and I, and I try to stress this to folks.

00:16:48.860 --> 00:16:50.380
I, you know, I'm a come from a fan of like,

00:16:51.062 --> 00:16:52.802
what do I believe in rehab, which is like,

00:16:53.043 --> 00:16:55.445
obviously exercise getting better,

00:16:55.504 --> 00:16:56.946
like mobility sizing.

00:16:57.426 --> 00:16:58.767
I think about what do I want as a,

00:16:59.246 --> 00:16:59.868
as a patient?

00:17:00.207 --> 00:17:00.908
I don't want to do any of that.

00:17:01.149 --> 00:17:01.908
I want someone to just make

00:17:01.928 --> 00:17:02.429
me feel better.

00:17:02.610 --> 00:17:02.809
Right.

00:17:02.929 --> 00:17:05.412
And so I think of like,

00:17:06.071 --> 00:17:07.173
do I know what I need to do?

00:17:07.333 --> 00:17:07.512
Right.

00:17:07.532 --> 00:17:08.473
But it's like, what do I want?

00:17:08.513 --> 00:17:09.074
If someone's like, hey,

00:17:09.094 --> 00:17:10.855
would you rather have this

00:17:10.894 --> 00:17:11.915
be fixed passively or not?

00:17:11.935 --> 00:17:12.615
It's just the same as us.

00:17:12.635 --> 00:17:13.557
Would you rather make income

00:17:13.576 --> 00:17:14.458
passively or actively?

00:17:14.478 --> 00:17:15.417
Well, I'd rather pass it.

00:17:15.738 --> 00:17:15.837
Right.

00:17:15.857 --> 00:17:16.519
It's like, cool.

00:17:16.558 --> 00:17:17.179
Well, hey,

00:17:17.219 --> 00:17:18.059
let me draw you in with like

00:17:18.079 --> 00:17:20.382
what's possible down the road for this.

00:17:20.422 --> 00:17:21.061
You know, it's like, hey,

00:17:21.102 --> 00:17:21.842
what's the thing that

00:17:21.883 --> 00:17:22.663
piques their interest?

00:17:22.722 --> 00:17:24.203
It's really all we're doing is saying, hey,

00:17:24.263 --> 00:17:25.345
shockwave is just a medium.

00:17:25.384 --> 00:17:26.986
And it's a it's a it's I

00:17:27.006 --> 00:17:27.665
don't say it's a gimmick

00:17:27.685 --> 00:17:28.247
because it can work,

00:17:28.287 --> 00:17:29.907
but it's a it's a it's a.

00:17:30.867 --> 00:17:31.528
a magnet, right,

00:17:31.548 --> 00:17:32.828
that catches your eyes and goes, oh,

00:17:32.848 --> 00:17:33.848
that's new, I don't know what that is.

00:17:33.868 --> 00:17:35.369
Oh, maybe that's the fix, right?

00:17:35.930 --> 00:17:36.569
And really what we're doing

00:17:36.589 --> 00:17:37.670
is getting people to say, oh,

00:17:38.009 --> 00:17:39.310
I have knee pain, or hey,

00:17:39.431 --> 00:17:40.490
I have plantar fasciitis.

00:17:40.611 --> 00:17:41.631
What is this new thing that

00:17:41.671 --> 00:17:42.852
might be able to help me with that?

00:17:42.912 --> 00:17:43.832
And I always joke,

00:17:43.852 --> 00:17:44.551
if it were me and I had to

00:17:44.571 --> 00:17:45.272
start a practice tomorrow,

00:17:45.313 --> 00:17:46.073
I'd start an E-STEM

00:17:46.113 --> 00:17:47.252
practice or a shockwave

00:17:47.292 --> 00:17:48.374
practice that just happens

00:17:48.394 --> 00:17:49.433
to have physical therapy.

00:17:49.993 --> 00:17:50.535
Because I know I could

00:17:50.555 --> 00:17:51.454
acquire patients really

00:17:51.494 --> 00:17:53.436
fast and then help talk to them,

00:17:53.457 --> 00:17:54.538
get to build those relationships.

00:17:54.577 --> 00:17:56.000
It would just be a break

00:17:56.059 --> 00:17:57.540
even front end magnet to

00:17:57.560 --> 00:17:59.522
get people into the door to do that.

00:17:59.983 --> 00:18:00.904
And I know that goes against

00:18:01.825 --> 00:18:03.567
a lot of the like what's

00:18:04.607 --> 00:18:06.930
Ethical, not ethical or, you know, well,

00:18:06.990 --> 00:18:08.109
is that evidence based practice?

00:18:08.170 --> 00:18:08.711
And again,

00:18:08.730 --> 00:18:10.011
it's the difference between business and,

00:18:10.132 --> 00:18:11.853
you know,

00:18:11.873 --> 00:18:13.013
what's the right treatment plan

00:18:13.054 --> 00:18:13.554
for someone?

00:18:14.134 --> 00:18:15.375
And I just look at for me,

00:18:15.615 --> 00:18:16.895
if what I know on the front

00:18:16.935 --> 00:18:18.237
end side of if I had to go

00:18:18.297 --> 00:18:19.597
in and scale something fast,

00:18:19.617 --> 00:18:21.058
it would be through

00:18:21.239 --> 00:18:22.299
modalities from the sense

00:18:22.339 --> 00:18:23.340
of I would draw people in

00:18:23.381 --> 00:18:24.761
with modalities because it

00:18:24.781 --> 00:18:25.582
gets people interested.

00:18:25.602 --> 00:18:26.143
They're hooked on.

00:18:26.163 --> 00:18:26.242
Now,

00:18:26.262 --> 00:18:27.182
you might say that's not my ideal

00:18:27.223 --> 00:18:27.503
patient.

00:18:28.290 --> 00:18:28.830
Different story.

00:18:28.871 --> 00:18:30.192
Totally, totally could believe that.

00:18:30.231 --> 00:18:32.492
But that's something to think about.

00:18:34.074 --> 00:18:34.773
Not the end all be all,

00:18:34.794 --> 00:18:35.854
but that's the route I would go.

00:18:36.013 --> 00:18:37.454
So for context, just to give you an idea,

00:18:37.515 --> 00:18:39.476
we get leads for about for

00:18:39.496 --> 00:18:40.616
a ninety seven dollar

00:18:40.896 --> 00:18:42.958
shockwave treatment session.

00:18:43.518 --> 00:18:43.678
Right.

00:18:43.698 --> 00:18:44.877
We get leads for about forty

00:18:44.917 --> 00:18:45.939
five to fifty bucks.

00:18:46.159 --> 00:18:47.559
About one out of three comes in.

00:18:48.099 --> 00:18:50.621
So we lose about fifty dollars on that.

00:18:50.681 --> 00:18:51.381
So it costs about one

00:18:51.401 --> 00:18:52.061
hundred fifty dollars.

00:18:52.082 --> 00:18:52.642
Get them in the door.

00:18:52.682 --> 00:18:53.741
But they pay ninety seven

00:18:53.801 --> 00:18:55.022
for the shockwave treatment.

00:18:55.123 --> 00:18:56.703
treatment and then the

00:18:56.743 --> 00:18:57.884
clinic it depends on the

00:18:57.903 --> 00:18:58.944
clinic in terms of upsell

00:18:58.984 --> 00:18:59.904
rate but you know we're

00:18:59.924 --> 00:19:00.965
looking at usually one out

00:19:01.006 --> 00:19:02.846
of three if it's cash one

00:19:02.866 --> 00:19:03.846
out of three ends up in a

00:19:03.987 --> 00:19:05.548
sort of a cash plan if it's

00:19:05.567 --> 00:19:07.009
uh like insurance and it's

00:19:07.088 --> 00:19:07.888
usually closer to one out

00:19:07.929 --> 00:19:08.910
of one you know one out of

00:19:08.950 --> 00:19:10.871
two one point one five that

00:19:10.911 --> 00:19:11.810
end up converting into a

00:19:11.851 --> 00:19:13.172
plan of care and so that

00:19:13.211 --> 00:19:15.732
becomes kind of our break even uh

00:19:17.144 --> 00:19:18.286
Technically, it's a loss leader,

00:19:18.326 --> 00:19:19.747
but it's really a kind of

00:19:19.767 --> 00:19:20.587
break even if you look at

00:19:20.607 --> 00:19:21.368
all things considered.

00:19:21.429 --> 00:19:22.250
So that's been working

00:19:22.289 --> 00:19:23.371
really well on that front.

00:19:23.411 --> 00:19:24.451
So if you're ortho and you

00:19:24.490 --> 00:19:26.192
have shockwave or you have

00:19:26.712 --> 00:19:28.035
Graston or Easton or

00:19:28.095 --> 00:19:30.036
something like putting that image up,

00:19:30.436 --> 00:19:30.876
again, though,

00:19:30.997 --> 00:19:31.718
you can do all that if you

00:19:31.738 --> 00:19:32.417
don't have the technical

00:19:32.438 --> 00:19:34.599
background to tell them what you want,

00:19:34.619 --> 00:19:35.480
which is a lead to get an

00:19:35.560 --> 00:19:36.241
email phone number.

00:19:36.761 --> 00:19:37.663
You just get a lot of people going,

00:19:37.682 --> 00:19:39.503
this looks cool and go, hey.

00:19:40.144 --> 00:19:40.444
And you go, hey,

00:19:40.464 --> 00:19:41.685
I don't have any patients from it,

00:19:41.746 --> 00:19:42.546
and it doesn't work.

00:19:42.586 --> 00:19:44.527
So you can have all the cool images.

00:19:44.906 --> 00:19:45.906
I will say, historically,

00:19:46.126 --> 00:19:47.167
what's honestly worked the best,

00:19:47.208 --> 00:19:48.847
and this just blows people's mind,

00:19:48.887 --> 00:19:51.909
whatever you're advertising, in my time,

00:19:51.949 --> 00:19:53.269
historically, the number one thing,

00:19:54.049 --> 00:19:56.510
and Joey and I are still in

00:19:56.530 --> 00:19:57.691
some ad accounts at the same time,

00:19:57.711 --> 00:19:58.471
and I still see some of my

00:19:58.571 --> 00:19:59.991
old ads from three years ago running,

00:20:00.011 --> 00:20:01.232
which just blows my mind.

00:20:01.633 --> 00:20:03.133
It's literally a color background,

00:20:03.252 --> 00:20:04.513
so just the Facebook square.

00:20:05.902 --> 00:20:07.183
color like purple or

00:20:07.223 --> 00:20:08.605
whatever and it just says

00:20:09.066 --> 00:20:10.166
ninety seven dollar or

00:20:10.347 --> 00:20:11.828
whatever the offer is right

00:20:11.849 --> 00:20:12.810
just literally written out

00:20:13.010 --> 00:20:14.373
for people with this who

00:20:14.413 --> 00:20:16.134
live in this area and

00:20:16.555 --> 00:20:18.798
highest uh like return on

00:20:18.817 --> 00:20:20.359
investment are just the dumbest

00:20:21.060 --> 00:20:22.761
You can go to all the chat GPT stuff,

00:20:22.821 --> 00:20:23.883
all the crazy stuff.

00:20:24.843 --> 00:20:25.604
I still have an ad that's

00:20:25.624 --> 00:20:27.164
been running for four and a

00:20:27.325 --> 00:20:30.626
half years for pelvic floor

00:20:30.646 --> 00:20:31.406
that just says,

00:20:31.426 --> 00:20:32.667
a ninety seven dollar

00:20:32.728 --> 00:20:33.989
pelvic floor assessment for

00:20:34.048 --> 00:20:36.530
women in blank area who are

00:20:36.550 --> 00:20:37.932
dealing with leakage,

00:20:38.451 --> 00:20:40.573
incontinence and pain with

00:20:40.613 --> 00:20:42.815
intercourse or pain with intimacy.

00:20:42.914 --> 00:20:43.174
Right.

00:20:43.654 --> 00:20:44.776
Four and a half years still

00:20:44.796 --> 00:20:47.616
driving in over, you know,

00:20:47.656 --> 00:20:49.097
for six hundred dollars a month,

00:20:49.198 --> 00:20:50.759
still driving in over like

00:20:50.818 --> 00:20:53.401
seventy leads a month and cranking away.

00:20:53.421 --> 00:20:55.961
So just because he can test

00:20:56.103 --> 00:20:57.123
all different creators, all the stuff,

00:20:57.143 --> 00:20:58.304
sometimes it's just the dumbest,

00:20:58.324 --> 00:21:00.845
simplest thing that that can do the best.

00:21:00.865 --> 00:21:01.066
So, Dave,

00:21:01.625 --> 00:21:02.646
that's that's what's working on

00:21:02.686 --> 00:21:03.747
the ortho shock wave side.

00:21:06.088 --> 00:21:07.209
I still think that's one of

00:21:07.249 --> 00:21:09.190
the best plays if you have

00:21:09.230 --> 00:21:11.192
that and you and it goes with your

00:21:12.958 --> 00:21:13.999
know company values in the

00:21:14.038 --> 00:21:14.839
sense of like if you're

00:21:14.859 --> 00:21:15.861
like we're all sports

00:21:15.881 --> 00:21:16.500
performance we don't

00:21:16.520 --> 00:21:17.241
believe in that don't you

00:21:17.261 --> 00:21:19.123
know obviously I would

00:21:19.144 --> 00:21:20.104
never encourage someone to

00:21:20.124 --> 00:21:20.984
go against kind of like

00:21:21.125 --> 00:21:22.046
what your brand image is

00:21:22.066 --> 00:21:22.826
and what you want to be but

00:21:23.307 --> 00:21:24.087
if you were just hey I just

00:21:24.127 --> 00:21:24.868
need more patients in the

00:21:24.888 --> 00:21:25.388
door and I don't really

00:21:25.429 --> 00:21:27.371
care that's what I'll do I

00:21:27.391 --> 00:21:28.652
can hear the evidence-based

00:21:28.672 --> 00:21:30.012
practice clinicians saying

00:21:30.133 --> 00:21:31.914
but it's not evidence-based

00:21:31.994 --> 00:21:33.556
and I would say uh it's

00:21:33.596 --> 00:21:34.196
hard to provide

00:21:34.217 --> 00:21:35.218
evidence-based practice if

00:21:35.298 --> 00:21:37.398
no one's in your clinic

00:21:37.460 --> 00:21:38.440
right and then also

00:21:39.451 --> 00:21:40.852
Keep it simple, stupid, right?

00:21:40.951 --> 00:21:41.372
What do you do?

00:21:41.412 --> 00:21:43.472
We buy houses, as in, take cash,

00:21:44.032 --> 00:21:45.032
insert town, right?

00:21:45.093 --> 00:21:45.252
Like,

00:21:46.213 --> 00:21:47.273
sometimes we can be our own worst

00:21:47.334 --> 00:21:48.855
enemy and overthink this thing.

00:21:48.894 --> 00:21:49.674
There's so many people who

00:21:49.694 --> 00:21:50.496
would come in when I was in

00:21:50.536 --> 00:21:53.517
radio with all these ornate ideas for ads,

00:21:53.676 --> 00:21:55.218
especially radio ads, one-dimensional.

00:21:55.897 --> 00:21:57.298
And it was always, well,

00:21:57.598 --> 00:21:58.159
I shouldn't say always.

00:21:58.358 --> 00:21:58.959
Most of the time,

00:21:59.038 --> 00:22:00.420
it was the simplest thing

00:22:00.500 --> 00:22:01.420
that cut through.

00:22:01.800 --> 00:22:03.580
Great taste, less filling.

00:22:03.800 --> 00:22:04.942
Miller Lite, the end.

00:22:06.363 --> 00:22:07.144
What else you got, Dave?

00:22:07.604 --> 00:22:08.184
Yeah, we'll hear.

00:22:08.945 --> 00:22:10.106
Tony, any thoughts,

00:22:10.126 --> 00:22:12.309
any feedback on the shockwave ads?

00:22:12.329 --> 00:22:13.872
I mean, he's describing your offer.

00:22:14.553 --> 00:22:15.753
I know, I know shockwave,

00:22:16.153 --> 00:22:17.336
Matt duro and the team over there.

00:22:17.375 --> 00:22:19.038
I know they've I thought

00:22:19.077 --> 00:22:21.039
they used to say they would pitch like,

00:22:21.359 --> 00:22:21.560
you know,

00:22:21.580 --> 00:22:23.041
make it a forty nine dollar offer.

00:22:23.682 --> 00:22:24.944
But but Tony, any questions,

00:22:24.984 --> 00:22:26.066
any any feedback for Will?

00:22:26.769 --> 00:22:27.970
The thing I would love to get,

00:22:28.049 --> 00:22:29.770
since you're the finance guy, Will,

00:22:30.451 --> 00:22:32.353
how do you help clinicians?

00:22:32.413 --> 00:22:36.435
I mean, I come from this very conservative,

00:22:36.496 --> 00:22:37.537
I can't spend money,

00:22:37.596 --> 00:22:38.917
I've got to save everything.

00:22:39.278 --> 00:22:40.298
I'd rather save a hundred

00:22:40.318 --> 00:22:41.901
bucks than earn a hundred bucks.

00:22:41.921 --> 00:22:42.121
Yeah.

00:22:42.480 --> 00:22:43.941
how do you help clinicians

00:22:44.000 --> 00:22:45.981
rationalize okay whatever

00:22:46.102 --> 00:22:47.701
the the equipment is that's

00:22:47.741 --> 00:22:49.982
a big expense to say I'm

00:22:50.002 --> 00:22:51.143
gonna buy this and you're

00:22:51.163 --> 00:22:52.363
the first person outside of

00:22:52.403 --> 00:22:53.682
me that I've heard say look

00:22:53.722 --> 00:22:54.442
if I was starting a

00:22:54.482 --> 00:22:56.284
practice today I would buy

00:22:56.324 --> 00:22:57.584
a piece of this technology

00:22:57.703 --> 00:22:58.683
and it would be my full

00:22:58.723 --> 00:22:59.964
business it's a business in

00:23:00.005 --> 00:23:01.505
a box that I'm buying and I

00:23:01.545 --> 00:23:02.964
build everything around

00:23:03.384 --> 00:23:05.385
shockwave nufit biodex

00:23:05.445 --> 00:23:06.685
whatever it is that I'm getting

00:23:07.425 --> 00:23:08.467
How do you help them with

00:23:08.487 --> 00:23:09.508
the financial and the

00:23:09.587 --> 00:23:11.650
emotional aspect of I'm

00:23:11.670 --> 00:23:12.871
going to invest this huge

00:23:12.911 --> 00:23:14.251
amount of money and I'm

00:23:14.291 --> 00:23:15.232
going to have to pay for

00:23:15.313 --> 00:23:16.594
ads on top of it.

00:23:17.134 --> 00:23:18.915
But it's going to give me

00:23:19.317 --> 00:23:20.758
the long term growth and

00:23:21.018 --> 00:23:23.019
the revenue I need on the other side.

00:23:24.416 --> 00:23:25.258
Yeah, that's a great question.

00:23:25.397 --> 00:23:26.959
And, you know, I think I'd say, well,

00:23:27.058 --> 00:23:27.660
you're in business,

00:23:27.799 --> 00:23:29.421
so you're gonna have to get used to risk,

00:23:29.582 --> 00:23:29.821
right?

00:23:29.961 --> 00:23:31.462
Like that's just a part of

00:23:31.482 --> 00:23:33.025
the game and it sucks, right?

00:23:33.065 --> 00:23:33.484
Like that's,

00:23:34.306 --> 00:23:36.007
if it were easy and it were

00:23:36.047 --> 00:23:38.269
for risk averse people,

00:23:38.429 --> 00:23:40.131
we'd have many more business owners,

00:23:40.171 --> 00:23:40.351
right?

00:23:40.371 --> 00:23:42.873
And so, but that being said,

00:23:43.114 --> 00:23:44.153
I think to your point though, Tony, it's,

00:23:44.835 --> 00:23:46.336
if we look at it in like stages.

00:23:46.496 --> 00:23:47.557
So for Alex and I,

00:23:47.576 --> 00:23:48.277
like we didn't start

00:23:48.317 --> 00:23:49.617
spending fifty thousand

00:23:49.637 --> 00:23:50.598
dollars on advertising a

00:23:50.659 --> 00:23:51.499
month right out the gate.

00:23:51.638 --> 00:23:52.740
We started with five hundred

00:23:52.859 --> 00:23:53.461
and a thousand.

00:23:53.881 --> 00:23:54.080
Right.

00:23:54.701 --> 00:23:56.301
And you get better with what

00:23:56.342 --> 00:23:57.502
budget you have to start.

00:23:57.542 --> 00:23:58.644
And so for that case, I would say, like,

00:23:58.963 --> 00:24:00.505
don't go buy the new fit right away.

00:24:00.565 --> 00:24:01.405
Don't go buy the whatever

00:24:01.445 --> 00:24:02.987
the most expensive thing is right away.

00:24:03.406 --> 00:24:04.587
Like if it's about getting

00:24:04.607 --> 00:24:05.448
people in the door through

00:24:05.468 --> 00:24:07.128
the modality side, you know,

00:24:07.229 --> 00:24:08.009
what can you afford?

00:24:08.250 --> 00:24:08.710
Like, I don't know.

00:24:08.769 --> 00:24:10.171
I don't know how much a shockwave is or,

00:24:10.330 --> 00:24:12.173
you know, but Graston tools aren't

00:24:12.932 --> 00:24:14.153
crazy expensive you know

00:24:14.213 --> 00:24:16.256
relative to rice they're

00:24:16.276 --> 00:24:17.036
really expensive but

00:24:17.076 --> 00:24:18.057
relative to like a new fit

00:24:18.076 --> 00:24:20.759
not that expensive and you

00:24:20.878 --> 00:24:22.680
know hey like uh could you

00:24:22.720 --> 00:24:23.820
start there right and like

00:24:24.141 --> 00:24:25.061
and dial in your sales

00:24:25.102 --> 00:24:26.083
process how effective are

00:24:26.103 --> 00:24:27.263
you getting uh talking with

00:24:27.284 --> 00:24:27.903
those initial people

00:24:27.923 --> 00:24:28.625
indoors so someone like you

00:24:28.664 --> 00:24:29.565
tony it's like hey that's

00:24:29.605 --> 00:24:31.066
less of a risk you know how

00:24:31.106 --> 00:24:31.926
to talk to people you know

00:24:31.946 --> 00:24:32.948
how to uh you know what

00:24:32.968 --> 00:24:34.709
your sales process is so if

00:24:34.749 --> 00:24:35.289
someone's like I'm gonna

00:24:35.329 --> 00:24:36.150
open a clinic and this is

00:24:36.210 --> 00:24:37.111
my plan I'd be like well I

00:24:37.131 --> 00:24:38.011
hope you have investing and

00:24:38.051 --> 00:24:38.852
funding because that's a

00:24:38.932 --> 00:24:39.853
lot of risk on a lot of

00:24:39.893 --> 00:24:40.733
things that you don't know

00:24:41.834 --> 00:24:43.115
on a holistic scale if

00:24:43.134 --> 00:24:44.015
they're going to work or not.

00:24:44.935 --> 00:24:46.056
Whereas if you've been

00:24:46.096 --> 00:24:47.016
proven what you're doing

00:24:47.036 --> 00:24:48.936
and you slowly go into that,

00:24:48.957 --> 00:24:50.377
that's what you're going to do.

00:24:51.317 --> 00:24:52.358
You can ease your way into

00:24:52.378 --> 00:24:53.558
that and you can grow into that,

00:24:53.959 --> 00:24:55.099
which goes against a lot of people,

00:24:55.119 --> 00:24:57.080
which is I don't want to be patient.

00:24:57.101 --> 00:24:58.701
We got to have patience in this.

00:25:00.362 --> 00:25:02.343
Tony, I think on that end,

00:25:04.461 --> 00:25:05.021
It's like, well,

00:25:06.482 --> 00:25:08.064
I would say maybe if that's

00:25:08.084 --> 00:25:09.403
the way that you start, it's like, hey,

00:25:09.625 --> 00:25:11.066
start with friends and family,

00:25:11.965 --> 00:25:13.527
save your money, save the cash.

00:25:13.666 --> 00:25:14.928
So that way you can hedge

00:25:14.948 --> 00:25:16.608
your bet on these things and say, hey,

00:25:17.068 --> 00:25:17.930
I might not get a return on

00:25:17.970 --> 00:25:19.351
this new fit for three months,

00:25:19.391 --> 00:25:20.832
but I've saved up, you know,

00:25:20.932 --> 00:25:22.073
three thousand dollars a

00:25:22.113 --> 00:25:23.773
month for the last six months.

00:25:24.054 --> 00:25:25.134
And I can I can ride that

00:25:25.194 --> 00:25:26.955
out until it starts to become profitable.

00:25:28.354 --> 00:25:30.015
But how well do we convert

00:25:30.035 --> 00:25:30.695
people in general?

00:25:31.236 --> 00:25:32.436
How many leads do we get in general?

00:25:32.696 --> 00:25:33.698
And if you don't know those

00:25:33.718 --> 00:25:35.038
things and you don't track those things,

00:25:35.779 --> 00:25:38.301
then I mean, you're just gambling really,

00:25:38.342 --> 00:25:39.202
which is fine.

00:25:39.222 --> 00:25:39.903
I got, you know,

00:25:40.163 --> 00:25:41.263
there's a whole industry of gambling,

00:25:41.304 --> 00:25:42.664
but like probably not the

00:25:42.684 --> 00:25:43.346
way you want to do it if

00:25:43.365 --> 00:25:44.165
you're running the business.

00:25:44.205 --> 00:25:45.907
So that's the way we think about it.

00:25:46.407 --> 00:25:47.009
I think one of the

00:25:47.048 --> 00:25:48.490
interesting things on this, though,

00:25:48.529 --> 00:25:50.070
that never gets discussed

00:25:50.211 --> 00:25:53.074
is the smart use of leverage.

00:25:53.933 --> 00:25:56.536
When I buy a physical product,

00:25:56.615 --> 00:25:58.938
something that has a tangible value,

00:25:59.459 --> 00:26:01.059
I can leverage credit.

00:26:01.259 --> 00:26:02.681
I can borrow money for it.

00:26:02.780 --> 00:26:04.083
Now we get into, okay,

00:26:04.123 --> 00:26:05.083
what's the interest rate?

00:26:05.143 --> 00:26:06.644
What kind of return can I expect?

00:26:07.244 --> 00:26:08.546
If I get an eighty thousand

00:26:08.586 --> 00:26:09.905
dollar piece of equipment

00:26:09.925 --> 00:26:11.186
that I'm spending a

00:26:11.227 --> 00:26:14.248
thousand dollars a month on, you know,

00:26:14.388 --> 00:26:15.808
I'm leveraging other

00:26:15.868 --> 00:26:18.390
people's money correctly to

00:26:18.431 --> 00:26:19.691
scale and grow the business.

00:26:20.310 --> 00:26:21.372
And I can put a dollar

00:26:21.412 --> 00:26:22.972
amount return on that investment.

00:26:22.992 --> 00:26:24.212
Whereas if I'm just trying

00:26:24.232 --> 00:26:26.755
to do everything on a bootstrap budget,

00:26:27.454 --> 00:26:28.414
I don't have leverage.

00:26:28.434 --> 00:26:30.536
I don't have other financial

00:26:30.576 --> 00:26:31.576
means to do this.

00:26:32.156 --> 00:26:33.317
It's really hard.

00:26:33.357 --> 00:26:35.858
It's way harder, I think, than to invest.

00:26:36.775 --> 00:26:37.275
like you said,

00:26:37.515 --> 00:26:38.955
leverage those business

00:26:38.996 --> 00:26:41.616
philosophies appropriately.

00:26:42.537 --> 00:26:43.938
I just, I think it's awesome.

00:26:44.038 --> 00:26:45.038
I love hearing this.

00:26:45.258 --> 00:26:45.518
So,

00:26:45.577 --> 00:26:47.278
but I want to turn it back to Dave and

00:26:47.358 --> 00:26:48.098
see what's next.

00:26:48.700 --> 00:26:49.640
Well, I got a question for you, Tony,

00:26:49.660 --> 00:26:51.181
if that's right.

00:26:51.221 --> 00:26:51.861
Cause I'm in this league.

00:26:51.921 --> 00:26:52.661
I watch every day.

00:26:53.080 --> 00:26:53.641
I'm always curious,

00:26:53.661 --> 00:26:54.622
keeping up with you guys.

00:26:54.801 --> 00:26:55.362
I love the,

00:26:56.122 --> 00:26:57.962
so many times I side with Dave on the,

00:26:58.042 --> 00:26:59.663
like, don't go the digital route side.

00:26:59.723 --> 00:27:00.044
It's like,

00:27:00.703 --> 00:27:01.644
been there done that so many

00:27:01.684 --> 00:27:03.767
times and you don't make

00:27:03.787 --> 00:27:04.647
any money while you get

00:27:04.688 --> 00:27:05.890
there but I also understand

00:27:05.950 --> 00:27:06.911
tony long term it's like

00:27:06.951 --> 00:27:08.271
yeah like so I'm super

00:27:08.291 --> 00:27:09.032
fascinated to be in this

00:27:09.133 --> 00:27:09.854
and I love jimmy in the

00:27:09.874 --> 00:27:11.315
middle who's just like he

00:27:11.355 --> 00:27:12.375
just knows that he knows

00:27:12.415 --> 00:27:13.257
that he knows the little

00:27:13.277 --> 00:27:14.258
buttons to push for each of

00:27:14.298 --> 00:27:17.181
you to get you guys but

00:27:17.221 --> 00:27:18.201
like so tony you've been

00:27:18.241 --> 00:27:20.084
posting a ton on your

00:27:20.104 --> 00:27:21.566
facebook profile or your uh

00:27:21.586 --> 00:27:22.446
your business page right

00:27:22.467 --> 00:27:23.186
and it's growing right

00:27:24.048 --> 00:27:24.868
and I know you put a ton of

00:27:24.909 --> 00:27:26.809
time into it where do you

00:27:26.829 --> 00:27:27.871
see that going because I'm

00:27:27.891 --> 00:27:28.871
always like I watch and I

00:27:28.911 --> 00:27:29.652
see and I'm fascinated I'm

00:27:29.692 --> 00:27:30.692
like where's this going

00:27:30.893 --> 00:27:31.553
because I see the

00:27:32.073 --> 00:27:33.253
bajillions or trillions of

00:27:33.273 --> 00:27:34.515
views and I think like hey

00:27:34.535 --> 00:27:35.336
like are you making money

00:27:35.395 --> 00:27:36.836
off that like how's that

00:27:36.876 --> 00:27:37.997
working like what's going

00:27:38.037 --> 00:27:39.919
on with that um because I

00:27:39.959 --> 00:27:41.420
love the content in my mind

00:27:41.559 --> 00:27:43.540
like as the the the content

00:27:43.560 --> 00:27:44.342
creator in me is like this

00:27:44.402 --> 00:27:45.382
is awesome like I love it

00:27:45.402 --> 00:27:46.423
we're getting out there the

00:27:46.462 --> 00:27:47.483
business owner in me is like

00:27:48.512 --> 00:27:49.413
I don't know where it's headed.

00:27:49.452 --> 00:27:50.733
And I guess I'm curious for you, like,

00:27:51.193 --> 00:27:52.015
and maybe it's a playground,

00:27:52.055 --> 00:27:52.875
but I'm just curious to learn more.

00:27:52.894 --> 00:27:53.015
Yeah.

00:27:53.055 --> 00:27:54.556
Where are you headed with that?

00:27:54.615 --> 00:27:56.336
It's a playground, a hundred percent.

00:27:56.415 --> 00:27:58.076
And it's one of those things for listeners,

00:27:58.116 --> 00:28:01.138
for context, you know, I had put all my,

00:28:01.318 --> 00:28:03.380
my time into the YouTube basket.

00:28:03.500 --> 00:28:04.619
I did everything for YouTube.

00:28:04.640 --> 00:28:05.519
I've got thousands and

00:28:05.559 --> 00:28:06.861
thousands of YouTube videos.

00:28:07.580 --> 00:28:09.642
And then around October of

00:28:09.682 --> 00:28:11.242
two thousand twenty four, I was like,

00:28:11.702 --> 00:28:14.523
I need to get on this TikTok, Instagram.

00:28:15.064 --> 00:28:15.903
By accident,

00:28:16.344 --> 00:28:17.684
I didn't even realize when I

00:28:17.724 --> 00:28:18.944
posted something to Instagram,

00:28:18.964 --> 00:28:20.525
which I hadn't done for like three years,

00:28:20.585 --> 00:28:22.766
it kicks over to Facebook business page.

00:28:23.526 --> 00:28:24.266
All of a sudden,

00:28:24.445 --> 00:28:25.747
I got five hundred thousand

00:28:25.787 --> 00:28:27.406
views on an organic post on

00:28:27.446 --> 00:28:28.446
Facebook business page.

00:28:28.467 --> 00:28:28.968
I'm like, oh,

00:28:29.008 --> 00:28:30.268
maybe I'll do something with this.

00:28:30.948 --> 00:28:32.388
and this is just my mode

00:28:32.429 --> 00:28:35.351
like forever I plant seeds

00:28:35.411 --> 00:28:36.571
I see what happens you guys

00:28:36.612 --> 00:28:37.913
saw I shared the the

00:28:37.972 --> 00:28:39.354
screenshots my facebook

00:28:39.394 --> 00:28:41.275
groups of you know whatever

00:28:41.615 --> 00:28:43.096
tens of thousands of people

00:28:43.176 --> 00:28:44.277
in it and I had no idea

00:28:44.297 --> 00:28:46.179
when I started I'm still

00:28:46.219 --> 00:28:47.579
not monetizing and taking

00:28:47.640 --> 00:28:50.241
advantage I just love doing this stuff so

00:28:51.266 --> 00:28:52.967
with the Facebook business

00:28:53.007 --> 00:28:54.387
page because it gained

00:28:54.428 --> 00:28:56.710
traction kind of accidentally.

00:28:56.730 --> 00:28:57.549
I was like, well,

00:28:57.569 --> 00:28:59.432
let me focus a little more time on this.

00:29:00.031 --> 00:29:01.252
I am playing with it.

00:29:01.353 --> 00:29:02.314
It went from, I think,

00:29:02.374 --> 00:29:04.214
five thousand followers to

00:29:04.275 --> 00:29:06.215
sixteen thousand pretty quickly.

00:29:06.316 --> 00:29:07.737
It's it's averaging over a

00:29:07.777 --> 00:29:08.958
million views a month.

00:29:09.038 --> 00:29:10.900
And this last month was like

00:29:11.000 --> 00:29:12.401
one point eight million views.

00:29:12.941 --> 00:29:15.182
I'm trying a long form content on there,

00:29:15.222 --> 00:29:16.663
but everything is still organic.

00:29:17.523 --> 00:29:19.846
I still don't understand how

00:29:19.865 --> 00:29:21.426
to take something that is

00:29:21.547 --> 00:29:22.646
proven effective

00:29:22.788 --> 00:29:24.888
organically and turn it

00:29:24.949 --> 00:29:25.769
into something that

00:29:25.828 --> 00:29:27.269
actually puts money in my pocket.

00:29:27.810 --> 00:29:28.611
I'll do anything.

00:29:28.671 --> 00:29:29.251
I don't care.

00:29:30.471 --> 00:29:33.094
But it is still a playground

00:29:33.273 --> 00:29:34.355
that is starting to show

00:29:34.394 --> 00:29:35.776
signs of maybe something

00:29:35.816 --> 00:29:36.736
that could be more.

00:29:37.356 --> 00:29:38.477
I just don't know what to do with it.

00:29:39.238 --> 00:29:39.518
And Dave,

00:29:39.577 --> 00:29:40.638
how much does that drive you nuts?

00:29:42.602 --> 00:29:43.321
It drives me nuts.

00:29:43.442 --> 00:29:44.343
But at the same time,

00:29:44.542 --> 00:29:45.923
we all know Tony has one of

00:29:45.943 --> 00:29:46.865
the most creative minds.

00:29:47.045 --> 00:29:48.666
For me, I'll speak about myself.

00:29:49.106 --> 00:29:49.847
I think Tony has one of the

00:29:49.867 --> 00:29:51.808
most creative minds of

00:29:51.868 --> 00:29:53.150
anyone that I probably know.

00:29:53.430 --> 00:29:54.151
And when he posts these

00:29:54.171 --> 00:29:56.633
insightful questions,

00:29:56.653 --> 00:29:57.953
he puts out these questions

00:29:57.973 --> 00:29:59.214
to us or the internet and

00:29:59.555 --> 00:30:00.976
therapists at large on

00:30:01.017 --> 00:30:02.798
LinkedIn originally or

00:30:02.958 --> 00:30:04.259
Facebook at the same time.

00:30:05.759 --> 00:30:07.342
It's super fascinating to follow.

00:30:07.521 --> 00:30:09.222
And I do feel the same way, Will.

00:30:09.303 --> 00:30:09.742
It's like...

00:30:10.523 --> 00:30:12.605
Like, what is this for?

00:30:12.885 --> 00:30:15.048
There's got to be something.

00:30:15.328 --> 00:30:16.730
Here's something, Will, maybe,

00:30:17.490 --> 00:30:19.292
is when people sign up for

00:30:19.333 --> 00:30:20.354
Tony's Learn Medicare

00:30:20.394 --> 00:30:21.034
Billing course at

00:30:21.074 --> 00:30:23.195
LearnMedicareBilling.com,

00:30:24.453 --> 00:30:26.234
people convert probably way

00:30:26.255 --> 00:30:27.236
higher than like any other

00:30:27.296 --> 00:30:29.738
course or academy or program or whatever.

00:30:29.837 --> 00:30:32.500
And Tony is being so

00:30:32.799 --> 00:30:34.381
hospitable and nice with

00:30:34.580 --> 00:30:36.061
keeping it like still five

00:30:36.102 --> 00:30:36.883
hundred bucks or whatever.

00:30:37.222 --> 00:30:39.523
It should be two to five grand, ten grand.

00:30:39.584 --> 00:30:41.685
It's just massive value.

00:30:42.266 --> 00:30:43.606
And people convert.

00:30:43.646 --> 00:30:44.647
And then when people ask,

00:30:44.708 --> 00:30:45.848
like in these different

00:30:45.929 --> 00:30:48.391
groups on Facebook, like billing,

00:30:48.411 --> 00:30:49.090
like Medicare billing

00:30:49.131 --> 00:30:49.872
questions and stuff,

00:30:50.551 --> 00:30:52.134
Like, people will post, like, oh,

00:30:52.233 --> 00:30:54.134
you should check out Tony

00:30:54.154 --> 00:30:56.017
Meritato's Learn Medicare billing course.

00:30:56.037 --> 00:30:56.577
Like, it's awesome.

00:30:56.657 --> 00:30:58.318
And people will just, like,

00:30:58.378 --> 00:31:00.401
organically and naturally mention it.

00:31:00.421 --> 00:31:00.942
Right.

00:31:01.021 --> 00:31:01.942
And then those people then

00:31:02.002 --> 00:31:03.304
go and convert easily,

00:31:03.403 --> 00:31:04.224
and Tony's not even running

00:31:04.265 --> 00:31:04.885
paid ads to it.

00:31:04.905 --> 00:31:05.865
So maybe, Will,

00:31:06.227 --> 00:31:07.827
do you think that when Tony

00:31:07.867 --> 00:31:10.452
is posting these very –

00:31:11.192 --> 00:31:14.413
neutral, insightful, clever questions?

00:31:14.773 --> 00:31:15.693
Should there be a call to

00:31:15.733 --> 00:31:17.095
action at the bottom or be like, hey,

00:31:17.115 --> 00:31:18.535
this post is sponsored by

00:31:18.595 --> 00:31:19.776
or powered by

00:31:20.056 --> 00:31:21.717
LearnMedicareBilling.com or

00:31:22.237 --> 00:31:23.417
drop a link of the course

00:31:23.498 --> 00:31:24.938
in the first comment or something?

00:31:25.598 --> 00:31:26.459
I feel like he needs to

00:31:26.499 --> 00:31:27.440
juice it a little bit,

00:31:27.779 --> 00:31:28.819
but then maybe that takes

00:31:28.839 --> 00:31:30.740
away the mystique of his clever,

00:31:30.840 --> 00:31:31.801
insightful questions.

00:31:31.821 --> 00:31:32.342
What do you think, Will?

00:31:33.740 --> 00:31:34.680
Yeah, I think so.

00:31:35.599 --> 00:31:36.401
Hopefully it's a safe space.

00:31:36.421 --> 00:31:36.980
I'll just tell you what I

00:31:37.000 --> 00:31:37.800
see from the outside.

00:31:37.840 --> 00:31:39.560
Like if that's, if that's cool.

00:31:39.601 --> 00:31:40.981
So I feel like, and this is,

00:31:41.102 --> 00:31:41.781
if you're watching, you know,

00:31:41.801 --> 00:31:44.602
if you're a listener, I think, you know,

00:31:45.122 --> 00:31:46.442
I would say all of us here

00:31:46.462 --> 00:31:48.343
are a little bit more experienced,

00:31:48.363 --> 00:31:49.583
like further along in your

00:31:49.663 --> 00:31:51.523
business journey, you know, than, than,

00:31:51.584 --> 00:31:51.784
you know,

00:31:51.804 --> 00:31:52.644
say someone who's starting out

00:31:52.663 --> 00:31:53.544
and you're watching this, right.

00:31:53.564 --> 00:31:55.224
The way I see with Tony now

00:31:55.404 --> 00:31:57.125
is at the beginning, I was like,

00:31:57.865 --> 00:31:58.644
how does he do all these things?

00:31:58.664 --> 00:31:59.384
There's all this stuff.

00:31:59.464 --> 00:32:01.286
And then, you know, I realized Tony's,

00:32:02.246 --> 00:32:03.647
so far along in his journey

00:32:03.688 --> 00:32:04.508
that from the outside

00:32:04.548 --> 00:32:05.409
tony's what it looks like

00:32:05.489 --> 00:32:06.369
is like tony's got his

00:32:06.410 --> 00:32:07.471
clinic that kind of runs

00:32:07.730 --> 00:32:08.791
with or without him I know

00:32:08.833 --> 00:32:09.313
recently you've been

00:32:09.333 --> 00:32:11.075
jumping back in but and so

00:32:11.194 --> 00:32:12.395
I think from a like a I

00:32:12.415 --> 00:32:13.477
could be guessing financial

00:32:13.517 --> 00:32:14.758
stability point tony's at a

00:32:14.778 --> 00:32:15.699
place where he can play and

00:32:15.739 --> 00:32:17.279
he can just it's just all

00:32:17.319 --> 00:32:18.381
fun right where dave you

00:32:18.422 --> 00:32:19.462
and I and jimmy I you know

00:32:19.522 --> 00:32:20.123
I don't know where you're

00:32:20.143 --> 00:32:21.003
at jimmy with this but like

00:32:21.163 --> 00:32:21.865
it's like hey I got it

00:32:22.184 --> 00:32:24.185
I got to secure my financial

00:32:24.246 --> 00:32:25.988
and focus is so important right now.

00:32:26.028 --> 00:32:27.127
Like in order to do that,

00:32:27.228 --> 00:32:28.128
like when someone comes to

00:32:28.148 --> 00:32:29.470
me and they're like, well,

00:32:30.150 --> 00:32:31.030
I think I might have a wait list.

00:32:31.070 --> 00:32:32.352
I need to open up digital products.

00:32:32.372 --> 00:32:32.872
And I go, no,

00:32:32.892 --> 00:32:33.633
you need to learn how to run

00:32:33.673 --> 00:32:34.712
a business and you need to scale.

00:32:34.853 --> 00:32:35.834
Like you got to figure that out.

00:32:35.973 --> 00:32:36.674
And they go, I don't want to.

00:32:36.694 --> 00:32:38.435
And I go, well, just like Tony mentioned,

00:32:38.635 --> 00:32:39.355
it was two days ago.

00:32:39.395 --> 00:32:41.337
I think as well, the valley is between,

00:32:41.357 --> 00:32:42.097
you can do it with one

00:32:42.137 --> 00:32:43.078
person and you can be

00:32:43.118 --> 00:32:44.519
profitable or you got to get to five.

00:32:45.099 --> 00:32:46.560
your choice but don't but

00:32:46.580 --> 00:32:47.461
don't go the digital like

00:32:47.801 --> 00:32:48.582
the digital route's not

00:32:48.602 --> 00:32:49.502
going to get you in terms

00:32:49.563 --> 00:32:51.263
of like the the cash flow

00:32:51.284 --> 00:32:52.805
that you really want or

00:32:52.845 --> 00:32:54.305
become a content creator I

00:32:54.345 --> 00:32:55.385
would just say don't you

00:32:55.405 --> 00:32:56.125
know my advice would be if

00:32:56.145 --> 00:32:56.866
you're in this place where

00:32:56.886 --> 00:32:57.967
you want to get financial

00:32:58.567 --> 00:33:00.169
security like you don't do

00:33:00.189 --> 00:33:01.148
both like there are

00:33:01.209 --> 00:33:02.130
exceptions or it's always

00:33:02.150 --> 00:33:03.891
going to be exceptions vast

00:33:03.911 --> 00:33:04.770
majority of people it's not

00:33:04.790 --> 00:33:06.392
going to work and so that's

00:33:06.412 --> 00:33:07.153
where again it comes back

00:33:07.192 --> 00:33:08.212
to like what's the end goal

00:33:08.252 --> 00:33:09.354
and I think for this dave

00:33:09.394 --> 00:33:10.335
with like tony it's like

00:33:11.242 --> 00:33:11.843
Do you want to make it a

00:33:11.863 --> 00:33:12.703
business or do you want it

00:33:12.743 --> 00:33:13.743
to stay up on side project?

00:33:13.784 --> 00:33:14.903
Because if we drive traffic

00:33:14.923 --> 00:33:16.105
to this and we can get

00:33:16.144 --> 00:33:17.125
people there and sign up,

00:33:17.365 --> 00:33:17.984
it's going to turn into a

00:33:18.025 --> 00:33:19.885
business really fast of like, right now,

00:33:19.945 --> 00:33:21.707
think about quality of care.

00:33:21.926 --> 00:33:22.727
Can you maintain that

00:33:22.747 --> 00:33:24.607
quality with a hundred

00:33:24.748 --> 00:33:27.028
signups every time versus twenty?

00:33:27.229 --> 00:33:27.388
Right.

00:33:27.608 --> 00:33:28.709
And what if it gets to two hundred?

00:33:28.788 --> 00:33:29.450
And how do we do that?

00:33:29.490 --> 00:33:30.269
And so I think, Dave,

00:33:30.289 --> 00:33:30.910
that's the thing where I

00:33:30.950 --> 00:33:32.070
watch because I'm with you.

00:33:32.310 --> 00:33:32.790
I'm always like.

00:33:33.939 --> 00:33:34.259
God,

00:33:34.278 --> 00:33:35.401
there's so much opportunity here when

00:33:35.421 --> 00:33:36.342
I watch what Tony is doing.

00:33:36.362 --> 00:33:39.585
And I'm like, where's it going?

00:33:39.605 --> 00:33:40.506
I got a crazy close.

00:33:40.546 --> 00:33:41.847
Like, Tony, have you ever I mean,

00:33:41.887 --> 00:33:42.868
this is just my original

00:33:42.949 --> 00:33:44.529
idea that I'm just having right now live.

00:33:45.431 --> 00:33:46.172
Have you ever thought about

00:33:46.211 --> 00:33:47.012
converting your courses

00:33:47.053 --> 00:33:49.255
into consulting services by by chance?

00:33:49.536 --> 00:33:51.998
Says Christian in the live stream, who's,

00:33:52.038 --> 00:33:52.538
by the way,

00:33:52.959 --> 00:33:55.781
a CEO of of staff med health partners.

00:33:56.799 --> 00:33:57.843
Dude's got ten thousand

00:33:57.863 --> 00:33:58.644
followers on LinkedIn.

00:33:59.205 --> 00:33:59.547
Weird.

00:34:00.148 --> 00:34:01.952
Getting attention leads to stuff.

00:34:02.114 --> 00:34:02.654
So have you ever thought

00:34:02.674 --> 00:34:03.557
about doing something like that?

00:34:03.678 --> 00:34:04.539
You've done this before.

00:34:05.375 --> 00:34:05.955
Yeah,

00:34:06.215 --> 00:34:08.577
and I'm not interested in going that

00:34:08.617 --> 00:34:08.918
route.

00:34:08.978 --> 00:34:09.717
I don't want to be the

00:34:09.757 --> 00:34:10.978
consultant or the coach or

00:34:11.018 --> 00:34:12.079
those things right now.

00:34:12.840 --> 00:34:16.681
And to Will's point, I think you have to.

00:34:16.722 --> 00:34:18.402
We all have to understand ourselves,

00:34:18.521 --> 00:34:19.862
understand our personalities,

00:34:19.922 --> 00:34:21.824
understand our matrix.

00:34:21.864 --> 00:34:22.965
I've got friends that make

00:34:23.045 --> 00:34:24.264
way more money than me,

00:34:24.826 --> 00:34:26.085
and they're no happier than me.

00:34:26.847 --> 00:34:27.947
There's a threshold.

00:34:27.967 --> 00:34:29.088
You need to make enough money.

00:34:29.108 --> 00:34:30.007
You need to feel safe.

00:34:30.047 --> 00:34:31.168
You need to feel comfortable.

00:34:32.128 --> 00:34:34.090
And I've always been one of

00:34:34.130 --> 00:34:36.610
those people that even in competition,

00:34:36.851 --> 00:34:38.110
this will drive Dave crazy.

00:34:38.911 --> 00:34:40.132
I was in martial arts.

00:34:40.172 --> 00:34:41.032
I was a boxer.

00:34:41.253 --> 00:34:42.713
I did shoot wrestling and

00:34:43.132 --> 00:34:43.974
Muay Thai fighting.

00:34:44.693 --> 00:34:46.094
I never got to the point

00:34:46.155 --> 00:34:47.914
where I wanted to like, quote,

00:34:48.014 --> 00:34:49.695
finish the other person.

00:34:50.235 --> 00:34:51.597
I wanted them to do well,

00:34:52.036 --> 00:34:52.697
even though they were

00:34:52.717 --> 00:34:53.617
trying to punch me in the

00:34:53.657 --> 00:34:54.938
face as hard as they could.

00:34:55.818 --> 00:34:56.938
I wanted to win,

00:34:57.398 --> 00:34:58.539
but I didn't want to like

00:34:58.639 --> 00:35:00.179
destroy the other person.

00:35:00.239 --> 00:35:00.320
Yeah.

00:35:00.579 --> 00:35:02.840
And if I got second, it was like, OK,

00:35:03.001 --> 00:35:03.641
I did pretty good.

00:35:03.782 --> 00:35:05.481
You know, so like that's my nature.

00:35:05.501 --> 00:35:05.641
Now,

00:35:05.681 --> 00:35:07.242
my wife is one hundred percent the

00:35:07.382 --> 00:35:08.184
other direction.

00:35:08.503 --> 00:35:10.925
She will just drive you into the ground.

00:35:10.965 --> 00:35:12.346
She she played basketball at

00:35:12.385 --> 00:35:14.226
Wheeling Jesuit and played

00:35:14.266 --> 00:35:15.266
sports her whole life.

00:35:16.288 --> 00:35:18.528
She wants to win and win decisively.

00:35:19.349 --> 00:35:21.289
So with that being in my nature,

00:35:21.929 --> 00:35:22.851
I'm kind of the same way.

00:35:22.891 --> 00:35:23.311
Like, all right,

00:35:23.351 --> 00:35:24.751
I got enough money in the bank account.

00:35:24.791 --> 00:35:25.632
I can pay my bills.

00:35:25.672 --> 00:35:26.873
My kids are taken care of.

00:35:26.913 --> 00:35:27.913
Like, we're comfortable.

00:35:28.094 --> 00:35:29.853
I don't need a bigger house, a newer car.

00:35:30.275 --> 00:35:31.135
I like what I've got.

00:35:31.574 --> 00:35:33.215
Now I just want to enjoy, like,

00:35:33.315 --> 00:35:35.257
play with these things, see what works.

00:35:35.317 --> 00:35:36.137
And truly,

00:35:36.197 --> 00:35:39.079
my passion is if I put something

00:35:39.099 --> 00:35:40.980
that is working and successful,

00:35:41.440 --> 00:35:42.440
I want to show other people

00:35:42.501 --> 00:35:44.302
how they can do it also for themselves.

00:35:44.722 --> 00:35:45.762
I don't need to grow my

00:35:45.802 --> 00:35:47.284
business or do those things.

00:35:47.925 --> 00:35:49.047
I want to be the testing

00:35:49.086 --> 00:35:51.188
ground that other people can learn from,

00:35:51.588 --> 00:35:52.389
but I don't want to be the

00:35:52.429 --> 00:35:53.572
coach or the advisor.

00:35:53.652 --> 00:35:54.672
I don't want the stress and

00:35:54.713 --> 00:35:56.233
pressure of those kinds of

00:35:56.295 --> 00:35:57.114
responsibilities.

00:35:57.376 --> 00:35:57.735
Yeah.

00:35:57.775 --> 00:35:59.117
Tony is secretly Canadian

00:35:59.137 --> 00:36:00.219
because he just loves ties.

00:36:00.418 --> 00:36:01.360
He's just okay with kind.

00:36:02.400 --> 00:36:03.161
But we're mentioning that.

00:36:03.202 --> 00:36:04.222
I was talking about this the other day.

00:36:04.242 --> 00:36:05.123
I've still got the back of

00:36:05.143 --> 00:36:06.182
the envelope thing.

00:36:06.684 --> 00:36:06.824
Will,

00:36:06.844 --> 00:36:08.844
have you ever heard of six types of

00:36:08.905 --> 00:36:09.585
working genius?

00:36:09.626 --> 00:36:10.666
It's just another one of

00:36:10.686 --> 00:36:11.827
these like personality things.

00:36:11.847 --> 00:36:12.387
It's pretty cool.

00:36:12.407 --> 00:36:13.068
It's a quick read.

00:36:13.867 --> 00:36:15.228
It's not so much about personality.

00:36:15.289 --> 00:36:16.690
It's more about what Tony's talking about,

00:36:16.730 --> 00:36:17.871
which is like they

00:36:17.911 --> 00:36:18.570
essentially said there's

00:36:19.052 --> 00:36:20.373
six types of tasks.

00:36:21.106 --> 00:36:21.327
Yeah.

00:36:21.347 --> 00:36:21.586
Right.

00:36:21.927 --> 00:36:23.768
And each of us are good at two.

00:36:24.449 --> 00:36:25.750
We're OK at two and we're

00:36:25.849 --> 00:36:27.489
really off awful at two.

00:36:27.630 --> 00:36:28.451
But what it means in terms

00:36:28.510 --> 00:36:29.371
of it's not skill,

00:36:29.492 --> 00:36:30.791
it's does it give you energy?

00:36:31.152 --> 00:36:32.413
Does it suck energy out of

00:36:32.452 --> 00:36:33.753
you or is it meh?

00:36:33.853 --> 00:36:35.114
I could do it if I have to.

00:36:35.655 --> 00:36:36.574
And looking at Tony,

00:36:36.594 --> 00:36:38.155
he's like self-aware enough

00:36:38.175 --> 00:36:39.376
to know that ain't it.

00:36:39.597 --> 00:36:41.498
Like so someone like like

00:36:41.538 --> 00:36:44.358
someone like Claudia Christian, sorry,

00:36:44.659 --> 00:36:45.519
coming in and saying this

00:36:45.719 --> 00:36:46.601
Christian's probably right.

00:36:47.382 --> 00:36:48.266
Tony could do it.

00:36:48.608 --> 00:36:49.534
Tony self-aware enough

00:36:49.554 --> 00:36:50.780
feeling if I did that,

00:36:51.681 --> 00:36:52.822
six months in I'd be

00:36:52.961 --> 00:36:55.362
miserable to do it so tony

00:36:55.543 --> 00:36:58.025
is wise enough to know uh

00:36:58.204 --> 00:36:59.364
self-aware enough to know

00:36:59.704 --> 00:37:01.166
uh himself I am just

00:37:01.186 --> 00:37:01.706
getting to the

00:37:01.766 --> 00:37:03.206
self-awareness part and I'm

00:37:03.226 --> 00:37:04.168
writing I'm writing them

00:37:04.208 --> 00:37:05.208
down and figuring out but

00:37:05.228 --> 00:37:06.009
then the funny part is when

00:37:06.028 --> 00:37:07.170
you figure out your own dna

00:37:07.469 --> 00:37:08.429
you can look back at all

00:37:08.449 --> 00:37:09.331
the things that didn't work

00:37:09.351 --> 00:37:10.570
and you're like well duh

00:37:10.690 --> 00:37:12.652
like of course then you'd

00:37:12.672 --> 00:37:13.592
give that test the people

00:37:13.632 --> 00:37:15.094
you work with and you find

00:37:15.134 --> 00:37:16.335
people who are not like you

00:37:16.775 --> 00:37:17.875
and then you like you link

00:37:17.914 --> 00:37:18.795
up like lego blocks

00:37:19.166 --> 00:37:20.648
And it's because I've been

00:37:20.708 --> 00:37:21.748
on the other side of that.

00:37:21.829 --> 00:37:23.369
I've overcommitted so many

00:37:23.429 --> 00:37:25.251
times in my fifty years of life.

00:37:25.451 --> 00:37:25.630
Right.

00:37:25.731 --> 00:37:27.072
And then I feel guilty and

00:37:27.092 --> 00:37:28.313
then I've let people down

00:37:28.353 --> 00:37:29.253
and then I've dropped the

00:37:29.293 --> 00:37:31.474
ball that I finally learned.

00:37:31.835 --> 00:37:32.896
I'm just not going to do that.

00:37:33.036 --> 00:37:36.157
You know, there's nothing on that side.

00:37:37.097 --> 00:37:38.559
Will, question for you.

00:37:38.818 --> 00:37:40.699
So I talked to you, gosh,

00:37:40.740 --> 00:37:41.621
this was probably a couple

00:37:41.641 --> 00:37:42.521
of years ago now.

00:37:43.521 --> 00:37:44.782
And I was blown away because

00:37:44.822 --> 00:37:46.204
you said you guys pretty

00:37:46.224 --> 00:37:48.965
much just stopped all organic stuff.

00:37:49.005 --> 00:37:50.606
You stopped going on interviews.

00:37:50.646 --> 00:37:52.067
You stopped doing all these other things.

00:37:52.086 --> 00:37:53.307
So this is a huge treat to

00:37:53.327 --> 00:37:54.148
have you here today.

00:37:55.068 --> 00:37:56.751
and you just went to paid

00:37:56.831 --> 00:37:59.536
ads um some of the content

00:37:59.556 --> 00:38:01.059
I'm seeing these days is

00:38:01.259 --> 00:38:03.222
the combination we need the

00:38:03.262 --> 00:38:04.423
paid ad to get the message

00:38:04.443 --> 00:38:05.525
in front of the consumer

00:38:05.565 --> 00:38:08.130
then what happens is the consumer goes

00:38:08.567 --> 00:38:09.768
and looks for the organic

00:38:09.809 --> 00:38:11.331
content to better

00:38:11.510 --> 00:38:13.353
understand the service provider,

00:38:13.393 --> 00:38:14.755
what they're doing, who they are,

00:38:14.815 --> 00:38:15.936
what the culture is.

00:38:16.757 --> 00:38:18.199
What can you speak to that

00:38:18.239 --> 00:38:20.802
about in regards to needing

00:38:20.862 --> 00:38:22.625
both the paid and the organic?

00:38:22.644 --> 00:38:24.827
Yeah, that's a great question.

00:38:26.731 --> 00:38:29.253
It kind of comes again to what, you know,

00:38:29.293 --> 00:38:29.793
kind of where you're at,

00:38:29.813 --> 00:38:31.014
what stage of things you're at,

00:38:31.054 --> 00:38:32.954
but let's just, you know, in this case,

00:38:32.994 --> 00:38:34.635
I'd say like one,

00:38:35.175 --> 00:38:36.215
do you mind your cashflow

00:38:36.235 --> 00:38:37.155
and know what you can even

00:38:37.195 --> 00:38:39.097
afford to spend on paid advertising?

00:38:39.117 --> 00:38:40.577
If the answer is, is I don't know,

00:38:40.637 --> 00:38:41.858
or I can't then organics away,

00:38:41.878 --> 00:38:42.277
you gotta go.

00:38:42.878 --> 00:38:43.637
The reality is,

00:38:43.657 --> 00:38:44.858
and Jimmy's probably seen

00:38:44.878 --> 00:38:45.938
this from his radio days

00:38:45.978 --> 00:38:47.440
all the way to now is like, yeah, the,

00:38:47.480 --> 00:38:47.579
the,

00:38:48.579 --> 00:38:50.702
We had the phase of you

00:38:50.742 --> 00:38:51.682
pretty much had to pay for

00:38:51.742 --> 00:38:52.664
high-end distribution.

00:38:52.884 --> 00:38:54.505
I had to get onto radio, TV,

00:38:54.965 --> 00:38:55.847
and that was very costly

00:38:55.867 --> 00:38:56.668
because they were the ones

00:38:56.688 --> 00:38:58.590
who controlled distribution.

00:38:58.610 --> 00:39:00.291
Distribution got opened up, right?

00:39:01.072 --> 00:39:02.092
And everyone was like, hey,

00:39:02.213 --> 00:39:03.173
we can get on this.

00:39:03.273 --> 00:39:04.976
And we had the golden age of organic,

00:39:05.036 --> 00:39:06.717
and it's still relatively there.

00:39:07.378 --> 00:39:07.978
But now it's gotten more

00:39:07.998 --> 00:39:10.159
sophisticated and it's like, hey,

00:39:10.179 --> 00:39:12.041
to win it organic for a lot of times,

00:39:12.061 --> 00:39:13.222
you have to put a lot of time into it.

00:39:13.242 --> 00:39:13.702
I think of, Tony,

00:39:13.722 --> 00:39:14.884
how much time you put into

00:39:15.123 --> 00:39:15.784
your organic stuff.

00:39:15.804 --> 00:39:16.565
And I know you might say,

00:39:17.085 --> 00:39:18.186
I don't edit a lot or do stuff,

00:39:18.206 --> 00:39:18.927
but like it's still time.

00:39:18.947 --> 00:39:19.628
You're out there filming,

00:39:19.648 --> 00:39:20.148
you're recording.

00:39:20.188 --> 00:39:22.389
So a lot of these people do, you know,

00:39:22.409 --> 00:39:23.431
they have teams in-house or

00:39:23.490 --> 00:39:24.612
using virtual assistant

00:39:24.632 --> 00:39:26.012
teams to go through this stuff.

00:39:26.773 --> 00:39:28.355
And so to me, I'm always looking at it.

00:39:28.375 --> 00:39:29.635
You're paying one way or another, right?

00:39:29.675 --> 00:39:30.597
You're either paying in time.

00:39:30.617 --> 00:39:31.436
This is the one thing I

00:39:31.498 --> 00:39:32.318
really... Say that again.

00:39:32.418 --> 00:39:32.938
Say that again.

00:39:33.478 --> 00:39:34.199
yeah you're paying one way

00:39:34.219 --> 00:39:34.820
or another you're paying

00:39:34.840 --> 00:39:35.521
with money you're paying

00:39:35.541 --> 00:39:36.842
with time and I think a lot

00:39:36.862 --> 00:39:38.063
of people don't value their

00:39:38.123 --> 00:39:38.842
time and again when you

00:39:38.862 --> 00:39:40.063
don't have excess capital

00:39:40.425 --> 00:39:41.826
or cash time is the

00:39:41.865 --> 00:39:42.766
resource you have and you

00:39:42.786 --> 00:39:43.606
got to spend it right and

00:39:43.626 --> 00:39:44.327
you got to go spend the

00:39:44.347 --> 00:39:45.748
time but a lot of times

00:39:45.789 --> 00:39:46.570
people don't you know

00:39:46.630 --> 00:39:47.650
people say hey what do you

00:39:47.670 --> 00:39:48.771
charge an hour for treating

00:39:48.791 --> 00:39:50.612
a patient two hundred bucks

00:39:50.652 --> 00:39:51.753
three hundred bucks okay

00:39:52.827 --> 00:39:53.246
Two hundred bucks.

00:39:53.646 --> 00:39:54.467
How much time did you spend

00:39:54.507 --> 00:39:55.867
on organic content this month?

00:39:56.248 --> 00:39:57.307
Oh, probably like twenty.

00:39:57.728 --> 00:39:57.788
OK,

00:39:57.907 --> 00:39:59.527
so you spent six thousand dollars worth

00:39:59.608 --> 00:40:03.009
of time to go build that organic content.

00:40:03.389 --> 00:40:04.668
Did you get more back in return?

00:40:05.048 --> 00:40:06.449
Oh, we got some likes on our Instagram.

00:40:06.690 --> 00:40:07.909
And I go, well, that's to me,

00:40:07.949 --> 00:40:08.869
that's the that is the

00:40:08.929 --> 00:40:10.889
poorest waste of time and

00:40:10.929 --> 00:40:12.371
resources that I can think of.

00:40:12.851 --> 00:40:13.911
If you're not measuring it,

00:40:14.431 --> 00:40:15.210
you're not even counting

00:40:15.451 --> 00:40:16.931
what's it going to cost in terms of time.

00:40:17.050 --> 00:40:18.672
People are just so I've just

00:40:18.711 --> 00:40:19.791
found owners are just so

00:40:20.572 --> 00:40:22.293
adamant that time is free.

00:40:22.675 --> 00:40:24.617
And I have to stress that time is not free,

00:40:24.657 --> 00:40:24.836
man.

00:40:24.896 --> 00:40:26.278
Time is very expensive.

00:40:26.880 --> 00:40:28.621
And the compounding of time

00:40:28.922 --> 00:40:29.922
is even more expensive.

00:40:30.123 --> 00:40:31.965
If you do that for an entire

00:40:32.005 --> 00:40:33.807
year and you spend six

00:40:33.827 --> 00:40:34.608
thousand dollars a month of

00:40:34.628 --> 00:40:36.911
your time on organic content and you get

00:40:38.021 --> 00:40:39.061
four thousand likes that

00:40:39.101 --> 00:40:40.001
year and two hundred new

00:40:40.021 --> 00:40:41.583
followers and maybe one new

00:40:41.603 --> 00:40:43.565
patient objectively if you

00:40:43.585 --> 00:40:44.324
had to look at it would you

00:40:44.344 --> 00:40:45.085
go that was a good use of

00:40:45.146 --> 00:40:46.927
time and everyone would go

00:40:47.027 --> 00:40:48.226
no that's a terrible use of

00:40:48.248 --> 00:40:49.327
time right but when you're

00:40:49.407 --> 00:40:50.228
in it you're like oh that's

00:40:50.248 --> 00:40:51.128
what I can do I can do this

00:40:51.148 --> 00:40:53.610
so to me it's it's like I

00:40:53.650 --> 00:40:55.032
think I love organic if

00:40:55.052 --> 00:40:56.092
you're gonna do it go all

00:40:56.132 --> 00:40:57.733
in on it get serious about

00:40:57.773 --> 00:40:59.034
it the way that you do tony

00:40:59.153 --> 00:41:00.956
like spend time go ahead

00:41:00.976 --> 00:41:02.556
understand what business

00:41:02.876 --> 00:41:04.257
you want to be in

00:41:05.338 --> 00:41:06.501
right, like understand,

00:41:06.981 --> 00:41:08.182
and then triple down on it.

00:41:08.262 --> 00:41:10.947
I mean, how many people laughed at me?

00:41:10.987 --> 00:41:12.789
I mean, classmates, I started this podcast,

00:41:13.070 --> 00:41:15.213
my podcast in PT school,

00:41:15.233 --> 00:41:16.815
so I was in class, right,

00:41:17.177 --> 00:41:17.958
with people who should have

00:41:17.978 --> 00:41:18.858
been excited around me.

00:41:18.878 --> 00:41:20.402
But it's funny, the people closest to you

00:41:21.342 --> 00:41:22.342
sort of all look at that

00:41:22.402 --> 00:41:23.623
weird thing that you're doing, like,

00:41:23.784 --> 00:41:25.503
you know, like it's like a dog turd.

00:41:25.543 --> 00:41:27.385
They're like, that's weird.

00:41:27.664 --> 00:41:28.864
And then the funny part is

00:41:28.925 --> 00:41:30.306
five years later, if you have success,

00:41:30.326 --> 00:41:30.965
those are the people who said,

00:41:31.106 --> 00:41:32.065
I knew it from the beginning, man.

00:41:32.567 --> 00:41:32.907
I knew it.

00:41:33.007 --> 00:41:34.146
Did you see the same thing

00:41:34.166 --> 00:41:35.347
when you were sort of

00:41:35.668 --> 00:41:36.547
choosing your own path?

00:41:36.887 --> 00:41:37.987
Did you see people like sort

00:41:38.007 --> 00:41:39.068
of maybe like look at you like,

00:41:39.628 --> 00:41:40.829
wouldn't it just be smarter

00:41:41.289 --> 00:41:42.190
to go work in a clinic?

00:41:42.210 --> 00:41:43.449
It feels more secure.

00:41:43.570 --> 00:41:45.530
And you're like, yes, secure.

00:41:45.570 --> 00:41:47.130
But like, I'd hate, I know I'll hate it.

00:41:47.570 --> 00:41:48.831
I'm secure in that I won't love it.

00:41:49.519 --> 00:41:50.320
Yeah.

00:41:50.420 --> 00:41:51.420
I was just so open about it.

00:41:51.701 --> 00:41:52.721
I don't think anybody really

00:41:52.762 --> 00:41:53.641
like said anything.

00:41:54.222 --> 00:41:55.083
We never forget.

00:41:55.103 --> 00:41:56.103
We had a lecture in class.

00:41:56.202 --> 00:41:56.882
There's a business.

00:41:57.443 --> 00:41:58.123
This guy was doing a,

00:41:58.704 --> 00:41:59.664
this great guy came and did

00:41:59.684 --> 00:42:01.505
like a business budgeting class,

00:42:01.545 --> 00:42:04.987
which in hindsight, no one has, you know,

00:42:05.027 --> 00:42:06.648
like zero percent attention

00:42:06.688 --> 00:42:07.628
span going to that.

00:42:07.748 --> 00:42:08.608
And, you know, he's like, you know,

00:42:08.628 --> 00:42:09.829
he comes in with a funny question,

00:42:09.869 --> 00:42:11.130
who here wants to get a PT

00:42:11.150 --> 00:42:12.030
job right out of school?

00:42:12.050 --> 00:42:12.351
And, you know,

00:42:12.371 --> 00:42:13.411
expected all hands to go up.

00:42:13.451 --> 00:42:14.150
Mine didn't go up.

00:42:14.632 --> 00:42:15.211
And he just goes,

00:42:16.889 --> 00:42:17.768
Did you not hear the question?

00:42:17.789 --> 00:42:18.929
I was like, oh, no, I heard it.

00:42:19.409 --> 00:42:21.710
And he's like, are you being funny?

00:42:21.751 --> 00:42:22.471
And I was like, no.

00:42:22.510 --> 00:42:23.371
And he's like, why are you here?

00:42:23.391 --> 00:42:23.911
And I go, I don't know.

00:42:23.931 --> 00:42:24.731
I've been asking the same

00:42:24.751 --> 00:42:26.193
question to myself for a while.

00:42:26.932 --> 00:42:27.333
I love it.

00:42:27.353 --> 00:42:30.034
And so people knew.

00:42:30.074 --> 00:42:31.914
People knew I was going to go a different.

00:42:32.775 --> 00:42:34.615
I was pretty furious at my

00:42:34.655 --> 00:42:35.436
school at the time when

00:42:35.456 --> 00:42:36.277
they wouldn't help me.

00:42:36.376 --> 00:42:37.237
I had a question in that

00:42:37.498 --> 00:42:38.538
same class of like, hey,

00:42:39.719 --> 00:42:40.579
if I can negotiate my

00:42:40.619 --> 00:42:41.659
salary up for five thousand

00:42:41.699 --> 00:42:42.360
dollars this year,

00:42:42.380 --> 00:42:43.980
what are some good questions I can ask?

00:42:44.019 --> 00:42:44.681
How can I do that?

00:42:45.521 --> 00:42:46.101
it doesn't seem like an

00:42:46.121 --> 00:42:46.963
appropriate question to be

00:42:47.043 --> 00:42:47.864
asking at this time.

00:42:47.983 --> 00:42:49.005
You know, you want to get a good job.

00:42:49.065 --> 00:42:49.284
And I said,

00:42:49.465 --> 00:42:50.226
I have one hundred fifty

00:42:50.266 --> 00:42:51.407
thousand dollars student loan debt.

00:42:51.487 --> 00:42:52.748
You bet your ass every five

00:42:52.768 --> 00:42:53.670
thousand dollars makes a

00:42:53.730 --> 00:42:54.630
big difference if I know

00:42:54.650 --> 00:42:55.731
how to negotiate that.

00:42:55.771 --> 00:42:56.893
Like, it might not matter to you,

00:42:57.273 --> 00:42:58.135
but it matters to me.

00:42:58.414 --> 00:42:58.534
Like,

00:42:58.574 --> 00:43:00.498
that's maybe a year sooner that I

00:43:00.518 --> 00:43:02.559
could buy a house or, you know,

00:43:02.679 --> 00:43:04.001
and I was just like I was I was like,

00:43:04.742 --> 00:43:05.643
I was essentially at that point,

00:43:05.663 --> 00:43:07.403
I was like, screw you guys.

00:43:08.666 --> 00:43:09.346
Whatever you tell me,

00:43:09.405 --> 00:43:10.146
I'm doing the opposite.

00:43:10.367 --> 00:43:11.768
That's not the business they were in.

00:43:12.048 --> 00:43:13.210
They were in the business of

00:43:13.329 --> 00:43:14.791
churning out people who

00:43:14.811 --> 00:43:15.931
could pass the NPTE.

00:43:15.952 --> 00:43:16.552
And that's fine.

00:43:17.052 --> 00:43:18.333
And as soon as you understand that,

00:43:18.614 --> 00:43:19.494
in my opinion anyway,

00:43:20.096 --> 00:43:21.297
stuff gets a lot more clear.

00:43:21.396 --> 00:43:22.637
It gets easier.

00:43:22.657 --> 00:43:23.639
Sorry, simpler, not easier.

00:43:24.119 --> 00:43:25.018
yeah but then you start to

00:43:25.039 --> 00:43:26.619
go well do they understand

00:43:26.639 --> 00:43:28.420
their consumer right and

00:43:28.501 --> 00:43:29.461
you go no they don't like

00:43:29.902 --> 00:43:30.481
and they were playing in

00:43:30.501 --> 00:43:31.302
the model where there was

00:43:31.342 --> 00:43:32.123
such higher demand than

00:43:32.163 --> 00:43:35.204
supply and uh uh and now

00:43:35.244 --> 00:43:36.005
it's like you know it's

00:43:36.085 --> 00:43:37.744
awakening like is it worth

00:43:37.844 --> 00:43:39.585
it and so I anytime

00:43:39.606 --> 00:43:40.146
someone's like should I go

00:43:40.166 --> 00:43:41.186
to pt school and I say well

00:43:41.847 --> 00:43:42.827
you know what does it look

00:43:42.847 --> 00:43:44.168
like cost-wise if it's over

00:43:44.208 --> 00:43:45.588
like seventy five thousand

00:43:45.628 --> 00:43:47.250
dollars I go I probably

00:43:47.269 --> 00:43:48.911
wouldn't do it right and

00:43:48.931 --> 00:43:50.010
they're like oh but but you

00:43:50.030 --> 00:43:50.731
know I get a doctorate

00:43:50.751 --> 00:43:51.472
degree and I go yeah

00:43:52.858 --> 00:43:53.699
like let's just let's just

00:43:53.739 --> 00:43:54.780
run the math here right and

00:43:54.820 --> 00:43:55.481
I get it it's hard when

00:43:55.501 --> 00:43:57.061
you're twenty two or

00:43:57.081 --> 00:43:57.702
whatever right you don't

00:43:57.802 --> 00:43:58.623
you're just like I just I

00:43:58.742 --> 00:43:59.403
don't even know what to do

00:43:59.443 --> 00:44:01.065
next so it's a tough I'm

00:44:01.085 --> 00:44:03.387
glad I got accepted like oh

00:44:03.407 --> 00:44:05.027
my god I won I got accepted

00:44:05.527 --> 00:44:06.188
yeah and that's why I tell

00:44:06.208 --> 00:44:06.728
people all the time you

00:44:06.748 --> 00:44:07.889
don't don't win the

00:44:07.929 --> 00:44:09.811
interview at a job or pt

00:44:09.831 --> 00:44:10.911
school or anything you

00:44:10.952 --> 00:44:11.873
learn from the interview

00:44:11.992 --> 00:44:13.614
and you decide like you

00:44:13.634 --> 00:44:14.273
wouldn't be there unless

00:44:14.293 --> 00:44:15.315
they wanted you or are

00:44:15.375 --> 00:44:16.675
considering you as well you

00:44:16.695 --> 00:44:17.416
don't win interviews

00:44:18.217 --> 00:44:21.039
Tony, to answer your question directly,

00:44:21.798 --> 00:44:22.278
if you can,

00:44:22.438 --> 00:44:23.139
I would take whatever your

00:44:23.159 --> 00:44:24.360
best organic content is.

00:44:24.481 --> 00:44:25.880
I would start potentially

00:44:25.922 --> 00:44:26.722
putting money behind it in

00:44:26.782 --> 00:44:28.242
terms of paid because it's

00:44:28.262 --> 00:44:29.382
a game of distribution.

00:44:29.543 --> 00:44:30.744
You're hoping with organic

00:44:30.764 --> 00:44:31.505
that it's going to get shared.

00:44:31.525 --> 00:44:32.485
People are going to share it

00:44:32.505 --> 00:44:33.025
to the right people.

00:44:33.286 --> 00:44:33.965
You also don't know who

00:44:33.985 --> 00:44:34.746
they're going to share it to.

00:44:34.947 --> 00:44:36.047
So those millions of people

00:44:36.067 --> 00:44:37.088
you get on your Facebook post,

00:44:38.349 --> 00:44:39.108
how many of them are

00:44:39.168 --> 00:44:40.389
actually... And again,

00:44:40.429 --> 00:44:42.030
this comes back to what's the end goal,

00:44:42.090 --> 00:44:42.990
right?

00:44:43.632 --> 00:44:44.572
If I want the metrics and I

00:44:44.592 --> 00:44:45.172
want it to be good...

00:44:46.157 --> 00:44:47.318
go ham, do whatever, right?

00:44:47.338 --> 00:44:48.239
But if it's like, hey,

00:44:49.240 --> 00:44:50.320
I want this content to lead

00:44:50.340 --> 00:44:51.983
to like where Dave's world

00:44:52.003 --> 00:44:53.724
in mind where it's like, well,

00:44:53.784 --> 00:44:54.824
I want this to end to a

00:44:54.945 --> 00:44:55.786
financial outcome for me

00:44:55.806 --> 00:44:57.146
because I'm putting time into this.

00:44:57.726 --> 00:44:59.148
Then you have to look at, well,

00:44:59.168 --> 00:44:59.809
does it make sense that a

00:44:59.829 --> 00:45:00.869
million people see it or

00:45:01.030 --> 00:45:02.451
two thousand of the right people see it?

00:45:02.791 --> 00:45:03.972
And what would you rather have?

00:45:04.072 --> 00:45:04.913
And I'd rather have two

00:45:04.952 --> 00:45:05.994
thousand of the people who

00:45:06.054 --> 00:45:06.994
are in that pocket

00:45:07.394 --> 00:45:08.375
We need that problem that

00:45:08.394 --> 00:45:09.376
this content can move them

00:45:09.416 --> 00:45:10.056
in a direction.

00:45:10.815 --> 00:45:11.777
I would spend money every

00:45:11.797 --> 00:45:13.217
day versus time to hope I

00:45:13.257 --> 00:45:14.697
find that through organic.

00:45:14.717 --> 00:45:16.539
But people are like, you love ads.

00:45:16.858 --> 00:45:18.059
I don't care what works.

00:45:18.199 --> 00:45:19.340
I just found it's distribution,

00:45:19.619 --> 00:45:20.340
getting a message in front

00:45:20.360 --> 00:45:21.460
of the right people.

00:45:21.481 --> 00:45:22.380
We have these platforms that

00:45:22.400 --> 00:45:23.322
allow us to do it.

00:45:24.021 --> 00:45:25.623
And I think the big thing is

00:45:25.702 --> 00:45:26.943
you'll just see is, well,

00:45:26.963 --> 00:45:28.184
I did it once and it didn't work.

00:45:28.204 --> 00:45:29.005
It's like, yeah,

00:45:29.264 --> 00:45:31.286
I tried to do a PT eval first time.

00:45:31.485 --> 00:45:32.786
It was pretty bad, right?

00:45:32.806 --> 00:45:34.047
Like it took me like a lot

00:45:34.068 --> 00:45:36.148
of iterations to like figure out like,

00:45:36.168 --> 00:45:36.989
what's my flow?

00:45:37.268 --> 00:45:38.389
What do people respond to?

00:45:38.869 --> 00:45:40.490
Oh, I can't say, oh, your arm looks,

00:45:40.630 --> 00:45:42.311
you know, oh, your arm looks deformed.

00:45:42.552 --> 00:45:43.393
Whoa, can't say that.

00:45:43.413 --> 00:45:44.313
That's terrible, right?

00:45:44.353 --> 00:45:45.893
Like that gets a bad response.

00:45:45.914 --> 00:45:46.875
And, you know,

00:45:46.934 --> 00:45:48.574
you just have to take it serious,

00:45:48.635 --> 00:45:49.295
I think is the thing.

00:45:49.335 --> 00:45:50.076
Like whatever you're going to do,

00:45:50.096 --> 00:45:51.097
you got to take it serious.

00:45:51.695 --> 00:45:53.097
So I know Dave's doing

00:45:53.297 --> 00:45:55.460
Google and I think a little Facebook.

00:45:55.661 --> 00:45:57.983
What are you seeing on other platforms?

00:45:58.003 --> 00:45:59.445
Like anyone doing LinkedIn,

00:45:59.626 --> 00:46:00.827
anyone doing something like

00:46:00.867 --> 00:46:02.628
Thumbtack or Angie's List

00:46:02.730 --> 00:46:03.389
or any of those?

00:46:03.409 --> 00:46:05.413
I was going to ask Will if

00:46:05.492 --> 00:46:06.434
he's doing any YouTube ads, but yeah.

00:46:06.454 --> 00:46:07.414
What do you got, Will?

00:46:07.596 --> 00:46:08.275
Yeah, YouTube.

00:46:08.315 --> 00:46:08.436
Yeah.

00:46:08.896 --> 00:46:10.838
So we do for our financial company.

00:46:11.597 --> 00:46:12.697
For PT side of stuff,

00:46:13.679 --> 00:46:14.278
here's what I've seen.

00:46:14.778 --> 00:46:15.699
I've seen a lot of people

00:46:15.739 --> 00:46:17.519
try YouTube ads to varying

00:46:17.539 --> 00:46:18.420
degrees of success.

00:46:18.519 --> 00:46:19.239
I'll just say there's

00:46:19.300 --> 00:46:20.340
probably a reason that a

00:46:20.380 --> 00:46:21.740
lot of the bigger groups

00:46:21.780 --> 00:46:23.402
that do advertising aren't

00:46:23.442 --> 00:46:26.943
doing YouTube or TikTok, really,

00:46:27.163 --> 00:46:28.822
or LinkedIn in particular.

00:46:29.342 --> 00:46:30.824
LinkedIn for PT to get new patients,

00:46:31.043 --> 00:46:31.423
for me,

00:46:32.264 --> 00:46:33.864
it's just so expensive in terms of

00:46:33.905 --> 00:46:34.945
impressions and getting in

00:46:34.965 --> 00:46:35.806
front of the right people.

00:46:35.865 --> 00:46:36.585
And it's not really...

00:46:37.896 --> 00:46:39.237
I just haven't found it to work well.

00:46:39.317 --> 00:46:40.677
For us and like a B to B service,

00:46:40.918 --> 00:46:41.679
it works fine.

00:46:41.978 --> 00:46:43.239
But for a B to C standpoint,

00:46:43.539 --> 00:46:44.481
it's not really something I

00:46:44.501 --> 00:46:46.822
would recommend just from a cost.

00:46:47.123 --> 00:46:48.344
Like you can essentially

00:46:48.384 --> 00:46:49.164
just might as well,

00:46:49.483 --> 00:46:50.784
ten X the cost versus what

00:46:50.804 --> 00:46:51.545
you'd pay on Facebook or

00:46:51.565 --> 00:46:52.646
Instagram for the same outcome.

00:46:53.166 --> 00:46:54.467
You go, wow, we'll get professionals.

00:46:58.103 --> 00:46:59.143
One of the tough things with that,

00:46:59.244 --> 00:46:59.985
and just for context,

00:47:00.005 --> 00:47:02.286
so with like LinkedIn or Google,

00:47:02.327 --> 00:47:04.409
it's like if you try to get

00:47:04.548 --> 00:47:06.050
so granular on the

00:47:06.110 --> 00:47:07.411
targeting that you want to do,

00:47:07.431 --> 00:47:08.293
it sounds great, right?

00:47:08.313 --> 00:47:11.655
These are the two thousand perfect people.

00:47:11.675 --> 00:47:12.717
The algorithm goes, hey,

00:47:12.737 --> 00:47:13.456
there's only two thousand

00:47:13.476 --> 00:47:14.938
people like we're humans.

00:47:15.318 --> 00:47:17.019
We do worse with excess data,

00:47:17.099 --> 00:47:18.121
like at a certain threshold.

00:47:18.181 --> 00:47:19.382
I can't do any better with data.

00:47:20.150 --> 00:47:21.012
Like it's the opposite with

00:47:21.032 --> 00:47:21.632
these algorithms.

00:47:21.693 --> 00:47:22.634
If you give them less data,

00:47:22.713 --> 00:47:23.474
the worst they perform.

00:47:23.715 --> 00:47:25.916
So they need enough data to like do this.

00:47:25.976 --> 00:47:26.938
And so if you were to limit

00:47:26.958 --> 00:47:28.018
it to two thousand people and you're like,

00:47:28.039 --> 00:47:28.599
these are perfect people,

00:47:28.619 --> 00:47:29.320
I'm going to get these people.

00:47:29.780 --> 00:47:30.942
The algorithm essentially is going to go.

00:47:31.782 --> 00:47:32.382
I don't even know how to

00:47:32.402 --> 00:47:33.605
spend your money because I

00:47:33.644 --> 00:47:34.706
can't learn enough from

00:47:34.766 --> 00:47:35.847
these two thousand people

00:47:35.867 --> 00:47:36.668
to make decisions.

00:47:36.788 --> 00:47:37.668
And so that's where LinkedIn

00:47:37.688 --> 00:47:38.369
gets really tough because

00:47:38.389 --> 00:47:39.751
you get super granular like, hey,

00:47:39.990 --> 00:47:41.273
I'm going to pinpoint these people.

00:47:43.014 --> 00:47:43.996
And at this point, honestly,

00:47:44.016 --> 00:47:46.800
like the AI targeting is getting so good.

00:47:46.820 --> 00:47:48.981
You just, it bases off your copy.

00:47:49.242 --> 00:47:50.164
So that's why in your copy,

00:47:50.204 --> 00:47:51.125
if you're running local ads,

00:47:51.144 --> 00:47:51.885
the things I see for

00:47:52.186 --> 00:47:53.547
biggest issues sound silly

00:47:53.588 --> 00:47:55.469
is people do not put their

00:47:55.510 --> 00:47:56.512
location where they're at.

00:47:58.344 --> 00:47:58.686
Big one.

00:47:58.865 --> 00:48:00.748
So I've had in the last week,

00:48:00.788 --> 00:48:02.951
I've already seen three physical therapy,

00:48:03.192 --> 00:48:04.032
local clinic ads.

00:48:04.132 --> 00:48:05.295
One was in Jacksonville, Florida.

00:48:05.655 --> 00:48:06.235
I'm in Pittsburgh.

00:48:06.876 --> 00:48:08.900
One was in Phoenix.

00:48:09.621 --> 00:48:10.242
I'm in Pittsburgh.

00:48:10.862 --> 00:48:12.224
One was in somewhere in Washington.

00:48:12.925 --> 00:48:14.027
I'm in Pittsburgh, right?

00:48:14.206 --> 00:48:14.927
So like, you're like,

00:48:15.728 --> 00:48:16.690
you know and they didn't

00:48:16.730 --> 00:48:17.731
even say where they where

00:48:17.771 --> 00:48:18.893
their clinic was located in

00:48:18.932 --> 00:48:19.893
the app I mean so I had to

00:48:19.934 --> 00:48:20.735
click it I was like oh is

00:48:20.755 --> 00:48:21.835
this a pittsburgh one click

00:48:21.916 --> 00:48:23.998
nope it's not right uh and

00:48:24.077 --> 00:48:25.619
so really basic things like

00:48:25.960 --> 00:48:27.121
uh setting yourself up for

00:48:27.161 --> 00:48:28.603
like are you even putting

00:48:28.862 --> 00:48:30.224
the the town name that you're in

00:48:32.126 --> 00:48:32.686
uh you know it's gonna make

00:48:32.706 --> 00:48:33.367
a huge difference but to

00:48:33.407 --> 00:48:34.106
answer your question

00:48:34.547 --> 00:48:35.907
thumbtack I've seen people

00:48:35.927 --> 00:48:39.027
have decent success um more

00:48:39.047 --> 00:48:40.108
hit or miss I find it more

00:48:40.148 --> 00:48:41.248
for home services people

00:48:41.289 --> 00:48:42.548
crush on that so we have a

00:48:42.568 --> 00:48:43.208
lot of clients who are in

00:48:43.248 --> 00:48:44.650
home services and thumbtack

00:48:44.769 --> 00:48:46.670
is angie's list is huge for

00:48:46.851 --> 00:48:49.030
uh her I forget what the

00:48:49.050 --> 00:48:49.951
other one's called door

00:48:50.391 --> 00:48:52.231
next door or something um

00:48:52.552 --> 00:48:54.873
they crush uh bark bark is one of them

00:48:55.538 --> 00:48:55.818
Bark.

00:48:55.978 --> 00:48:56.659
Yeah.

00:48:56.679 --> 00:48:57.880
For PT, not as much.

00:48:59.641 --> 00:49:00.621
But Google ads and Facebook

00:49:00.641 --> 00:49:01.442
just tried and true.

00:49:01.643 --> 00:49:03.724
TikTok for a while was working.

00:49:04.123 --> 00:49:06.166
I have found TikTok is just,

00:49:09.728 --> 00:49:11.329
it hasn't been as consistent on my end,

00:49:11.489 --> 00:49:12.471
at least just from what I've seen.

00:49:12.771 --> 00:49:14.291
So kind of tried and true.

00:49:14.492 --> 00:49:15.413
Some of the platforms too,

00:49:15.452 --> 00:49:16.474
TikTok's ad platform is

00:49:16.494 --> 00:49:17.914
just further behind than

00:49:17.954 --> 00:49:19.315
say Facebook or Instagram

00:49:19.896 --> 00:49:20.556
and is consistent.

00:49:21.527 --> 00:49:22.188
much as it sucks,

00:49:22.228 --> 00:49:23.128
it's still the best one out

00:49:23.148 --> 00:49:24.648
there in terms of like sophistication.

00:49:25.009 --> 00:49:25.929
And then Google and YouTube

00:49:25.949 --> 00:49:26.648
are kind of behind it.

00:49:26.708 --> 00:49:30.028
But yeah.

00:49:30.090 --> 00:49:30.869
We probably got time for one

00:49:30.889 --> 00:49:31.389
more question.

00:49:31.409 --> 00:49:32.090
What do you got for Will?

00:49:33.289 --> 00:49:34.469
Dave, I got one last question for you,

00:49:34.610 --> 00:49:34.690
man.

00:49:34.710 --> 00:49:35.610
What's working on the Google

00:49:35.690 --> 00:49:36.411
ad side for you?

00:49:36.710 --> 00:49:37.331
I know you're,

00:49:37.791 --> 00:49:39.050
are you optimizing for calls?

00:49:39.570 --> 00:49:40.391
Last time I remember is

00:49:40.431 --> 00:49:42.032
probably months ago,

00:49:42.052 --> 00:49:43.992
you pulled up your screenshots and stuff.

00:49:44.751 --> 00:49:46.711
Are you, who are you targeting on Google?

00:49:46.911 --> 00:49:47.873
What's working for you?

00:49:48.592 --> 00:49:49.893
And what are you optimizing for?

00:49:51.313 --> 00:49:55.938
Yeah, so we're optimizing for conversions.

00:49:56.478 --> 00:49:57.440
In terms of the campaigns,

00:49:57.500 --> 00:50:00.043
we have home physical therapy.

00:50:00.103 --> 00:50:01.704
So that's either we get

00:50:02.465 --> 00:50:03.485
people that respond to that ad.

00:50:03.585 --> 00:50:05.007
It's either they're older,

00:50:05.068 --> 00:50:07.110
they have walking mobility issues,

00:50:07.769 --> 00:50:09.871
or they're very busy.

00:50:09.932 --> 00:50:11.233
And I got a little thumbs up there.

00:50:13.282 --> 00:50:14.103
They're very busy,

00:50:14.143 --> 00:50:15.465
like a busy professional.

00:50:16.045 --> 00:50:17.385
They just don't want to take

00:50:17.405 --> 00:50:22.269
their kids to an office or themselves.

00:50:22.309 --> 00:50:23.110
Like they try to go to an

00:50:23.150 --> 00:50:24.070
office and they can't get

00:50:24.090 --> 00:50:25.711
like a seven or eight a.m.

00:50:25.731 --> 00:50:26.572
appointment or they can't

00:50:26.592 --> 00:50:27.594
get like a seven or eight p.m.

00:50:27.614 --> 00:50:27.994
appointment.

00:50:28.534 --> 00:50:30.436
And I have therapists that do those times.

00:50:30.956 --> 00:50:32.199
And we go to them.

00:50:32.239 --> 00:50:33.039
We go to their apartment.

00:50:34.101 --> 00:50:35.902
We're running lower back

00:50:35.922 --> 00:50:37.644
pain sciatica leads as well.

00:50:37.666 --> 00:50:38.686
That's a different campaign.

00:50:38.706 --> 00:50:40.309
We have another campaign for neck pain.

00:50:41.730 --> 00:50:43.572
I have a campaign for Parkinson's.

00:50:43.893 --> 00:50:44.733
And that is...

00:50:45.614 --> 00:50:47.056
Uh, that's actually a downloadable.

00:50:47.097 --> 00:50:49.121
It's like a, it's like a PDF, um,

00:50:49.201 --> 00:50:50.483
about like a healthier

00:50:50.722 --> 00:50:51.724
lifestyle or something.

00:50:52.485 --> 00:50:53.606
Um, so they get like a,

00:50:53.626 --> 00:50:55.811
that's actually like a, uh, actually you,

00:50:55.971 --> 00:50:57.293
you helped me with that, um, with,

00:50:57.432 --> 00:50:58.474
with building out the, uh,

00:50:58.494 --> 00:51:00.177
the go high level account and all that.

00:51:00.436 --> 00:51:00.617
Um,

00:51:01.619 --> 00:51:03.940
I think that's that's the

00:51:03.981 --> 00:51:05.463
most part of the different

00:51:05.483 --> 00:51:06.244
campaigns that we're running.

00:51:06.264 --> 00:51:09.367
And I just I basically turn

00:51:09.387 --> 00:51:10.427
that up and down based off

00:51:10.467 --> 00:51:12.030
of like my therapist

00:51:12.050 --> 00:51:13.371
availability and demand and all that.

00:51:13.851 --> 00:51:17.434
And so the last I checked, it was like

00:51:18.916 --> 00:51:20.097
say I can pull up an email

00:51:20.317 --> 00:51:21.978
of one of the recent

00:51:21.998 --> 00:51:24.340
reports but the the

00:51:24.659 --> 00:51:27.061
conversion amount is kind

00:51:27.101 --> 00:51:28.222
of like in the one hundred

00:51:28.322 --> 00:51:29.483
two hundred dollar range

00:51:30.264 --> 00:51:31.605
which I'm fine with because

00:51:31.664 --> 00:51:33.186
that and that might sound

00:51:33.266 --> 00:51:34.507
more expensive or you know

00:51:34.527 --> 00:51:35.688
crazy compared to other

00:51:35.788 --> 00:51:38.110
owners or other other

00:51:38.289 --> 00:51:40.311
practices out there but like again

00:51:42.088 --> 00:51:45.693
I've used now this same exact ad login,

00:51:45.713 --> 00:51:48.119
the same ad profile for

00:51:48.579 --> 00:51:49.681
five or six years or something,

00:51:49.820 --> 00:51:51.483
and just basically turn it up or down.

00:51:51.503 --> 00:51:53.126
And then if we're good, if...

00:51:54.487 --> 00:51:55.527
If I have therapists that

00:51:55.608 --> 00:51:56.409
like they don't have any

00:51:56.469 --> 00:51:57.208
openings or whatever,

00:51:57.248 --> 00:51:58.688
then we just turn all the

00:51:59.028 --> 00:52:00.730
ads down to like a dollar a day budget.

00:52:00.769 --> 00:52:02.289
So I've never paused the campaigns.

00:52:02.349 --> 00:52:03.550
I've never paused them ever

00:52:04.291 --> 00:52:06.190
because I was told like if you do that,

00:52:06.231 --> 00:52:07.311
if you turn them off or whatever,

00:52:07.692 --> 00:52:08.592
then you turn it back on.

00:52:08.851 --> 00:52:10.092
Things can be wacky or whatever.

00:52:10.132 --> 00:52:12.393
So like, you know, Ron Miller,

00:52:12.572 --> 00:52:13.693
he helped me with this guy

00:52:13.713 --> 00:52:14.634
that set him up five,

00:52:14.653 --> 00:52:15.554
six something years ago.

00:52:16.974 --> 00:52:17.735
Everything has been.

00:52:18.715 --> 00:52:20.657
good, I will comment and say,

00:52:20.677 --> 00:52:21.577
and I don't know what you're saying,

00:52:21.617 --> 00:52:23.599
but I would say that it's

00:52:23.639 --> 00:52:24.579
getting more expensive.

00:52:24.599 --> 00:52:26.760
But I also heard Alex Ramosi say, you know,

00:52:26.840 --> 00:52:28.081
people complain about leads, right?

00:52:28.422 --> 00:52:29.362
Every owner complains about

00:52:29.403 --> 00:52:30.603
leads and lead costs right now.

00:52:31.385 --> 00:52:32.126
And he says,

00:52:33.626 --> 00:52:34.927
the leads will never be

00:52:34.967 --> 00:52:36.228
cheaper than today.

00:52:36.409 --> 00:52:37.329
Like moving forward,

00:52:37.369 --> 00:52:38.891
like the leads will always

00:52:38.931 --> 00:52:40.112
be more expensive, right?

00:52:40.652 --> 00:52:40.893
So

00:52:42.889 --> 00:52:44.010
Barring any technological

00:52:44.190 --> 00:52:48.893
crazy happenings like Facebook interest.

00:52:48.914 --> 00:52:49.574
It's like inflation.

00:52:49.614 --> 00:52:50.596
I hear it all the time.

00:52:50.615 --> 00:52:51.655
Advertising is getting expensive.

00:52:52.777 --> 00:52:53.297
So are eggs.

00:52:54.617 --> 00:52:55.099
Wait a month.

00:52:55.199 --> 00:52:56.519
Are you waiting for it to go down?

00:52:56.659 --> 00:52:59.161
Hey, it's going to be.

00:52:59.221 --> 00:52:59.380
Dave,

00:52:59.400 --> 00:53:00.681
thanks for sharing that because I'm

00:53:00.742 --> 00:53:01.983
just curious what you're running.

00:53:02.003 --> 00:53:03.403
We have time for one quick last question.

00:53:03.543 --> 00:53:04.304
I'm super fascinated.

00:53:04.364 --> 00:53:05.666
Jimmy, I got a question for you.

00:53:06.266 --> 00:53:07.905
So I came into this world with digital.

00:53:08.126 --> 00:53:09.927
You were back when radio was

00:53:09.967 --> 00:53:11.987
still like a primary advertiser,

00:53:12.007 --> 00:53:13.128
still is for a lot of places, but like,

00:53:13.387 --> 00:53:14.248
what did it cost to like

00:53:14.327 --> 00:53:16.047
put ads on the radio back then?

00:53:16.088 --> 00:53:16.949
Like I think if Dave and I,

00:53:17.048 --> 00:53:18.429
we can set our own budgets, right?

00:53:18.449 --> 00:53:18.768
We can go,

00:53:18.809 --> 00:53:20.608
we can spend as little as a dollar a day.

00:53:21.150 --> 00:53:22.510
I'm assuming with radio stuff,

00:53:22.570 --> 00:53:23.690
it was like fixed costs.

00:53:23.949 --> 00:53:24.530
How did that, like,

00:53:24.570 --> 00:53:25.451
I'm super curious how that worked.

00:53:25.891 --> 00:53:26.871
Oh, it was let's make a deal.

00:53:26.951 --> 00:53:28.471
I mean, so it depended on market size.

00:53:28.610 --> 00:53:30.411
It depended on where, what station.

00:53:30.891 --> 00:53:32.072
Like here's something that's

00:53:32.092 --> 00:53:32.931
going to make you go bananas.

00:53:33.072 --> 00:53:35.032
Have you heard of the company Arbitron?

00:53:36.626 --> 00:53:37.847
Arbitron were the people

00:53:37.867 --> 00:53:39.088
that used to put boxes on

00:53:39.148 --> 00:53:40.467
top of TVs and they would

00:53:40.588 --> 00:53:42.148
like monitor what station

00:53:42.168 --> 00:53:43.208
you were actually watching.

00:53:44.228 --> 00:53:46.168
And that was an objective way of doing it,

00:53:46.668 --> 00:53:46.869
right?

00:53:47.068 --> 00:53:48.329
You got a box, you attached it,

00:53:48.349 --> 00:53:49.730
they paid you like eleven

00:53:49.769 --> 00:53:51.130
dollars to like do that.

00:53:51.550 --> 00:53:53.170
That was the Nielsen ratings, right?

00:53:53.530 --> 00:53:54.170
Yeah.

00:53:54.210 --> 00:53:55.690
Arbitron was for radio.

00:53:56.090 --> 00:53:58.012
Arbitron would send out diaries,

00:53:58.052 --> 00:53:58.931
the little books that you

00:53:58.952 --> 00:54:00.731
had to fill out for like the SATs,

00:54:00.751 --> 00:54:01.552
like your essay book,

00:54:01.833 --> 00:54:02.592
and they would just mail

00:54:02.612 --> 00:54:03.432
them out to zip codes.

00:54:04.032 --> 00:54:05.454
If you got an Arbitron book,

00:54:05.693 --> 00:54:06.394
you essentially were

00:54:06.434 --> 00:54:08.556
representing forty thousand,

00:54:08.675 --> 00:54:09.697
ninety thousand people.

00:54:10.036 --> 00:54:12.077
And you would write down on Monday,

00:54:12.219 --> 00:54:13.039
I listened to this radio

00:54:13.079 --> 00:54:15.059
station for one hour.

00:54:15.641 --> 00:54:16.400
Right.

00:54:16.460 --> 00:54:19.402
So if your brother in law

00:54:19.943 --> 00:54:22.144
got an Arbitron book and they wrote that,

00:54:22.184 --> 00:54:23.226
I listened to that guy's

00:54:23.266 --> 00:54:24.746
radio station one hundred

00:54:24.786 --> 00:54:26.208
and sixty eight hours a week.

00:54:26.807 --> 00:54:28.329
You just won the lottery and

00:54:28.349 --> 00:54:29.389
you would be dumbfounded.

00:54:29.630 --> 00:54:30.831
The return rate on those

00:54:30.871 --> 00:54:31.711
books because they were

00:54:31.731 --> 00:54:33.733
paying people like eight dollars a week.

00:54:34.713 --> 00:54:35.173
to do that.

00:54:35.474 --> 00:54:36.293
So you want to talk about

00:54:36.313 --> 00:54:38.775
like my bonus and my radio

00:54:38.815 --> 00:54:40.277
stations rankings that I

00:54:40.317 --> 00:54:41.317
then turn that over to a

00:54:41.376 --> 00:54:42.637
sales team to then go say

00:54:42.878 --> 00:54:44.199
we're number one in males,

00:54:44.278 --> 00:54:46.519
eighteen to twenty five or women,

00:54:46.559 --> 00:54:47.740
twenty five to thirty four.

00:54:48.300 --> 00:54:49.601
So that's where I learned quick.

00:54:49.862 --> 00:54:50.643
You either sell by the

00:54:50.682 --> 00:54:51.483
numbers and you die by the

00:54:51.523 --> 00:54:53.585
numbers or you sell by image.

00:54:53.644 --> 00:54:55.666
And I watched really skilled

00:54:55.706 --> 00:54:56.666
salespeople walk in.

00:54:56.985 --> 00:54:58.206
Here's a quick story I've told us before.

00:54:58.226 --> 00:54:59.007
It's fast, I promise.

00:55:00.119 --> 00:55:00.800
I got brought up because I

00:55:00.820 --> 00:55:02.081
was the afternoon guy and I

00:55:02.101 --> 00:55:03.423
was the I ran the radio station,

00:55:03.443 --> 00:55:04.764
this rock radio station in

00:55:04.844 --> 00:55:05.846
northeast Pennsylvania.

00:55:05.885 --> 00:55:06.085
Right.

00:55:06.106 --> 00:55:07.907
Fifty thousand watt flamethrower.

00:55:08.528 --> 00:55:10.510
And we walked into this guy's restaurant.

00:55:10.530 --> 00:55:12.152
He owned like a chain of restaurants,

00:55:12.273 --> 00:55:13.753
local chain in northeast Pennsylvania.

00:55:14.094 --> 00:55:15.096
Never wanted to advertise.

00:55:16.516 --> 00:55:17.255
John Crawford,

00:55:17.376 --> 00:55:18.856
my sales manager at the time, was like,

00:55:19.016 --> 00:55:19.597
this is Jimmy.

00:55:19.657 --> 00:55:20.456
I'm bringing him in because

00:55:20.496 --> 00:55:21.496
I want you to see the guy

00:55:21.516 --> 00:55:22.237
who's going to be talking

00:55:22.257 --> 00:55:24.257
about your restaurants every single day.

00:55:24.277 --> 00:55:25.077
And this guy was like,

00:55:25.757 --> 00:55:27.278
nobody listens to that radio station.

00:55:27.498 --> 00:55:28.539
They listen to another station.

00:55:28.958 --> 00:55:30.840
John closed his book, right?

00:55:31.179 --> 00:55:31.940
Looked like he was starting

00:55:31.960 --> 00:55:33.719
to pack up and goes, all right, yeah,

00:55:33.780 --> 00:55:34.400
no worries, man.

00:55:35.260 --> 00:55:36.460
Tomorrow at five o'clock, though,

00:55:36.481 --> 00:55:37.400
I want you listening to

00:55:37.440 --> 00:55:38.280
Jimmy because Jimmy's going

00:55:38.300 --> 00:55:40.001
to tell everybody your

00:55:40.041 --> 00:55:41.121
restaurant has rats.

00:55:41.382 --> 00:55:42.621
And he goes, you can't do that.

00:55:42.661 --> 00:55:43.443
You can't do that.

00:55:43.463 --> 00:55:44.063
You can't do that.

00:55:44.083 --> 00:55:44.842
He goes, don't worry about it.

00:55:46.670 --> 00:55:50.317
Nobody listens to Jimmy.

00:55:50.356 --> 00:55:51.239
And they go, all right, all right,

00:55:51.318 --> 00:55:52.782
all right, sit down, sit down, sit down.

00:55:52.802 --> 00:55:53.222
That's right.

00:55:53.543 --> 00:55:55.246
So we're talking, we're negotiating.

00:55:55.666 --> 00:55:57.170
So in terms of how much it costs,

00:55:59.030 --> 00:56:00.512
That's like some mafia negotiation.

00:56:00.532 --> 00:56:03.353
I want some mafia level stuff.

00:56:03.373 --> 00:56:04.094
Did you have minimums?

00:56:04.135 --> 00:56:05.096
Like it couldn't go below a

00:56:05.115 --> 00:56:05.476
certain minimum?

00:56:05.496 --> 00:56:06.175
Oh, yeah, yeah, yeah.

00:56:06.197 --> 00:56:07.097
So they had guardrails.

00:56:07.637 --> 00:56:07.858
I mean,

00:56:08.297 --> 00:56:09.679
I'm going to say our guardrail was

00:56:09.699 --> 00:56:10.579
like a dollar a second.

00:56:10.599 --> 00:56:12.221
So you wanted a sixty second ad spot.

00:56:12.280 --> 00:56:13.202
And that was also like we

00:56:13.222 --> 00:56:14.023
were on the sixties.

00:56:14.543 --> 00:56:16.465
Nobody's running a sixty second ad now.

00:56:16.585 --> 00:56:16.945
Yeah.

00:56:17.085 --> 00:56:17.264
I mean,

00:56:17.664 --> 00:56:19.106
I started when I was doing podcast

00:56:19.146 --> 00:56:20.666
advertising ten years ago,

00:56:20.686 --> 00:56:22.108
I was like a sixty or a thirty.

00:56:22.507 --> 00:56:23.449
Now I'm doing tens or

00:56:23.489 --> 00:56:25.489
fifteens like because I'd

00:56:25.550 --> 00:56:27.471
rather do I'd rather do volume.

00:56:28.192 --> 00:56:28.512
So, I mean,

00:56:28.572 --> 00:56:30.213
I haven't said this like publicly.

00:56:30.233 --> 00:56:31.213
I think I've said it to Tony or Dave,

00:56:31.233 --> 00:56:33.094
like for nine and a half years,

00:56:33.153 --> 00:56:34.315
I've essentially averaged

00:56:34.375 --> 00:56:35.275
two episodes a week.

00:56:35.376 --> 00:56:36.916
I'm going to five now

00:56:36.936 --> 00:56:38.677
because I've also got.

00:56:39.536 --> 00:56:41.739
virtual assistants or editors that I mean,

00:56:41.840 --> 00:56:42.961
I edited the first nine

00:56:43.021 --> 00:56:45.385
hundred and seventy episodes myself.

00:56:45.684 --> 00:56:46.385
And then if I had someone

00:56:46.405 --> 00:56:48.389
like Will or Tony or Dave around me,

00:56:48.409 --> 00:56:50.492
they'd be like, why are you doing that?

00:56:50.512 --> 00:56:50.771
I'm like, well,

00:56:50.791 --> 00:56:51.532
because I'm the only person

00:56:51.552 --> 00:56:52.375
who can do it right and

00:56:52.894 --> 00:56:54.818
take two hours to teach one

00:56:54.858 --> 00:56:55.798
other person to do it for.

00:56:56.420 --> 00:56:57.440
That and you could be doing

00:56:57.521 --> 00:56:58.360
you could be recording two

00:56:58.380 --> 00:56:59.561
episodes while they're

00:56:59.601 --> 00:57:00.402
editing the other one.

00:57:00.663 --> 00:57:01.664
So I figured that out.

00:57:01.684 --> 00:57:02.623
But yeah, I mean,

00:57:02.664 --> 00:57:03.744
in northeast Pennsylvania,

00:57:03.925 --> 00:57:05.525
that was the seventieth biggest.

00:57:05.666 --> 00:57:08.628
It's also DME like marketing area.

00:57:08.927 --> 00:57:10.188
We were like market seventy

00:57:10.268 --> 00:57:10.969
or something like that.

00:57:11.349 --> 00:57:12.070
So we were I mean,

00:57:12.351 --> 00:57:13.170
my realization was making

00:57:13.331 --> 00:57:14.291
we were gross in five or

00:57:14.311 --> 00:57:16.773
six million a year, which wasn't bad.

00:57:16.873 --> 00:57:18.454
And we had four stations in one building.

00:57:19.275 --> 00:57:20.576
So I went from running – I went from being,

00:57:20.615 --> 00:57:20.735
like,

00:57:20.755 --> 00:57:22.036
the number two at a station to

00:57:22.117 --> 00:57:23.317
running a station to

00:57:23.356 --> 00:57:24.438
running two stations.

00:57:24.757 --> 00:57:25.438
I'll tell – that's a story

00:57:25.478 --> 00:57:26.018
for a different time,

00:57:26.059 --> 00:57:27.400
how I sort of stole a radio station.

00:57:28.579 --> 00:57:29.740
And, like, for good reason, though,

00:57:29.760 --> 00:57:31.362
to save my staff, I stole it.

00:57:32.182 --> 00:57:33.543
To me, there's got to be – like,

00:57:33.563 --> 00:57:34.744
that's – I would love to

00:57:34.764 --> 00:57:35.523
tune into an episode.

00:57:35.543 --> 00:57:36.284
I'd want to keep you guys posted.

00:57:36.304 --> 00:57:36.644
I'll tell that.

00:57:36.684 --> 00:57:38.726
It was bad, but it was also good.

00:57:38.826 --> 00:57:38.965
Like,

00:57:39.407 --> 00:57:41.347
I had to steal the radio station from

00:57:41.427 --> 00:57:43.128
one person to save three.

00:57:43.309 --> 00:57:43.688
And I was like,

00:57:43.829 --> 00:57:45.590
I'll do that trolley

00:57:45.610 --> 00:57:46.490
problem math every day.

00:57:46.530 --> 00:57:47.130
I'd still do it.

00:57:47.871 --> 00:57:48.572
So –

00:57:48.951 --> 00:57:49.190
One day,

00:57:49.291 --> 00:57:50.833
I'd love to hear a background

00:57:50.873 --> 00:57:52.114
story on like how

00:57:52.215 --> 00:57:53.436
advertising and marketing

00:57:53.476 --> 00:57:54.637
and that kind of side of

00:57:54.657 --> 00:57:56.239
things has changed from that world of,

00:57:56.980 --> 00:57:57.820
and probably what it is now.

00:57:58.221 --> 00:57:59.702
Radio still is obviously going on,

00:57:59.762 --> 00:58:01.103
just how they've adjusted

00:58:01.143 --> 00:58:01.844
or how they're doing it.

00:58:01.864 --> 00:58:03.085
Yeah, no, I was looked at,

00:58:03.106 --> 00:58:04.728
because when this thing came out,

00:58:05.608 --> 00:58:07.170
I was twenty eight and I was

00:58:07.190 --> 00:58:08.010
like I did the math real

00:58:08.030 --> 00:58:08.771
quick and I was like, oh,

00:58:08.851 --> 00:58:09.692
time and space aren't going

00:58:09.711 --> 00:58:10.251
to matter anymore.

00:58:10.952 --> 00:58:12.092
And local radio relies on

00:58:12.172 --> 00:58:13.054
time and location.

00:58:13.914 --> 00:58:15.574
So I did the middle aged white guy thing.

00:58:15.695 --> 00:58:16.436
I tried law school.

00:58:16.675 --> 00:58:16.856
Nope.

00:58:16.956 --> 00:58:17.675
Try business school.

00:58:18.556 --> 00:58:19.056
Also, nope,

00:58:19.458 --> 00:58:21.119
because I didn't have my DNA down yet.

00:58:21.239 --> 00:58:22.318
Knew those things should

00:58:22.338 --> 00:58:23.340
have known those things would work.

00:58:23.500 --> 00:58:23.980
And PT.

00:58:24.039 --> 00:58:24.340
All right.

00:58:24.380 --> 00:58:25.001
This seems good.

00:58:25.300 --> 00:58:26.882
Then I got to school and I was like, shit,

00:58:26.942 --> 00:58:28.043
this was should have also

00:58:28.063 --> 00:58:30.985
been a nope in a clinic anyway, all day.

00:58:31.005 --> 00:58:31.864
And it should have been a nope.

00:58:31.885 --> 00:58:32.985
So, yeah, we can talk about that.

00:58:34.574 --> 00:58:35.574
So Will,

00:58:35.815 --> 00:58:37.614
we finished the show with parting shots.

00:58:37.635 --> 00:58:38.976
We'll go around the table.

00:58:39.056 --> 00:58:40.536
Let's start with you though.

00:58:41.097 --> 00:58:43.018
What is your parting shot for today?

00:58:45.318 --> 00:58:47.500
If you're gonna run paid traffic,

00:58:48.559 --> 00:58:50.021
take it serious and spend

00:58:50.721 --> 00:58:51.641
the couple hours learning

00:58:51.661 --> 00:58:52.702
the backend side of stuff.

00:58:52.722 --> 00:58:54.722
So that way, if you have great copy,

00:58:54.963 --> 00:58:56.224
great images,

00:58:56.264 --> 00:58:57.324
they're actually pay off for

00:58:57.344 --> 00:58:58.445
you big time.

00:58:58.465 --> 00:58:59.304
So I'll talk to you.

00:58:59.804 --> 00:59:01.246
Do the simple stuff, man.

00:59:02.858 --> 00:59:04.579
All right, guys, I'm going to say, Will,

00:59:04.878 --> 00:59:06.039
I would love,

00:59:06.079 --> 00:59:07.701
and I think everybody agrees,

00:59:07.760 --> 00:59:09.202
to have you back when we do

00:59:09.242 --> 00:59:10.682
an episode with Dave where

00:59:10.702 --> 00:59:11.463
we're talking about

00:59:11.943 --> 00:59:13.204
building the financial

00:59:13.244 --> 00:59:14.186
structure within the

00:59:14.226 --> 00:59:16.746
business so that we can sell it,

00:59:16.807 --> 00:59:18.469
we can do something with it.

00:59:18.509 --> 00:59:20.429
Like we're putting all this time, effort,

00:59:20.469 --> 00:59:22.311
money into building an asset,

00:59:22.851 --> 00:59:24.213
but it has to have value

00:59:24.253 --> 00:59:25.833
that goes beyond just us,

00:59:25.893 --> 00:59:26.713
whether it's an exit

00:59:26.733 --> 00:59:28.014
strategy or whatever.

00:59:28.434 --> 00:59:29.536
We need to get you back on

00:59:29.576 --> 00:59:30.376
to talk about that.

00:59:31.653 --> 00:59:32.474
Scott thinks that Will

00:59:32.494 --> 00:59:33.577
should have a weekly segment.

00:59:33.836 --> 00:59:35.039
We've also did things in

00:59:35.079 --> 00:59:36.900
radio where we record a segment.

00:59:36.920 --> 00:59:38.483
You could always just do a

00:59:38.543 --> 00:59:39.804
moment with Will and then

00:59:39.824 --> 00:59:40.945
just look at it.

00:59:40.985 --> 00:59:41.766
Hey, guys,

00:59:41.786 --> 00:59:43.228
here's my weekly moment with Will.

00:59:43.710 --> 00:59:44.610
I'll represent the blog

00:59:44.650 --> 00:59:45.851
community for everyone out there.

00:59:48.478 --> 00:59:49.380
I love it.

00:59:49.420 --> 00:59:51.581
My parting shot is look more

00:59:51.621 --> 00:59:53.043
into understanding or

00:59:53.063 --> 00:59:54.844
knowing the value of your time.

00:59:55.184 --> 00:59:56.626
I think Will put it really well.

00:59:56.786 --> 00:59:58.849
And maybe reach out to Will, Alex,

00:59:58.889 --> 01:00:00.630
and get a little insight

01:00:00.650 --> 01:00:02.913
from what they help other practice owners,

01:00:02.932 --> 01:00:03.893
other business owners about.

01:00:04.833 --> 01:00:05.795
And even the thing that you

01:00:05.815 --> 01:00:06.576
mentioned earlier about the

01:00:06.596 --> 01:00:07.396
things that like suck your

01:00:07.456 --> 01:00:08.577
energy versus give you

01:00:08.617 --> 01:00:09.798
energy and like the things

01:00:09.838 --> 01:00:10.719
that suck your energy,

01:00:10.780 --> 01:00:12.161
you could probably outsource.

01:00:12.222 --> 01:00:12.402
Right.

01:00:12.442 --> 01:00:14.304
So on the show, we talked about like,

01:00:14.563 --> 01:00:16.226
you know, having a cleaning person or,

01:00:16.306 --> 01:00:16.465
you know,

01:00:16.525 --> 01:00:17.626
paying someone to do other

01:00:17.646 --> 01:00:18.728
things around your home or

01:00:18.889 --> 01:00:20.050
whatever it might be or

01:00:20.070 --> 01:00:21.251
your clinic like that.

01:00:21.831 --> 01:00:23.152
And Tony painted his clinic,

01:00:23.193 --> 01:00:23.932
the inside of his clinic,

01:00:23.972 --> 01:00:24.893
not too long ago.

01:00:25.255 --> 01:00:26.195
But he did it with his family.

01:00:26.396 --> 01:00:28.356
So that gave him energy.

01:00:28.376 --> 01:00:30.840
That gave the family a task

01:00:30.920 --> 01:00:32.800
or a job or something to do together.

01:00:33.141 --> 01:00:34.922
So it didn't suck Tony's energy.

01:00:34.943 --> 01:00:36.143
It was something that they did together.

01:00:36.264 --> 01:00:36.625
Great.

01:00:37.264 --> 01:00:38.485
But if you're like a single

01:00:38.505 --> 01:00:39.786
practice owner and you're

01:00:39.847 --> 01:00:40.847
super busy and you need to

01:00:40.887 --> 01:00:41.907
work on your finances,

01:00:41.927 --> 01:00:42.768
you need to talk to Will

01:00:42.829 --> 01:00:46.050
and Alex at CEO Finance Academy,

01:00:47.032 --> 01:00:48.932
and you're valuing your

01:00:48.972 --> 01:00:50.454
hourly rate at a certain dollar amount,

01:00:50.835 --> 01:00:51.675
and it probably makes sense

01:00:51.695 --> 01:00:52.956
to outsource the painting

01:00:53.036 --> 01:00:54.217
because that's going to

01:00:54.237 --> 01:00:54.978
suck the energy from you.

01:00:54.998 --> 01:00:57.880
So think about your hourly rate,

01:00:57.920 --> 01:00:59.181
your hourly value,

01:00:59.740 --> 01:01:00.481
and what types of things

01:01:00.501 --> 01:01:01.561
you can get off your plate.

01:01:01.581 --> 01:01:02.382
Because like Will said,

01:01:02.663 --> 01:01:03.463
you're either paying with

01:01:03.483 --> 01:01:04.443
your money or you're paying

01:01:04.463 --> 01:01:05.864
with your time and effort.

01:01:06.385 --> 01:01:06.565
Yeah.

01:01:07.242 --> 01:01:09.704
I would say, is it my turn, do I go,

01:01:09.724 --> 01:01:10.346
or is it Tony's turn?

01:01:11.092 --> 01:01:12.373
Yeah, all right, I'll go.

01:01:12.432 --> 01:01:12.612
Yeah,

01:01:13.673 --> 01:01:15.394
understand what business you're in

01:01:15.434 --> 01:01:16.335
and check your ego.

01:01:16.576 --> 01:01:17.976
Like, I can do that.

01:01:18.018 --> 01:01:19.378
How hard can Facebook ads be?

01:01:19.539 --> 01:01:21.039
Watch, look, I got an ad up.

01:01:21.360 --> 01:01:22.181
Look, look, I clicked.

01:01:22.240 --> 01:01:22.721
There's the ad.

01:01:22.760 --> 01:01:23.181
There it is.

01:01:23.822 --> 01:01:24.623
But check your ego.

01:01:25.123 --> 01:01:26.885
Is it performing well, right?

01:01:26.945 --> 01:01:27.844
So actually,

01:01:28.405 --> 01:01:29.387
someone just shared a great

01:01:29.527 --> 01:01:30.567
graphic that goes around

01:01:30.586 --> 01:01:31.148
every once in a while with

01:01:31.168 --> 01:01:32.688
a Dunning-Kruger effect, right?

01:01:33.269 --> 01:01:33.769
I am dumb.

01:01:33.869 --> 01:01:34.530
I'm so smart.

01:01:34.570 --> 01:01:35.291
I'm a genius.

01:01:35.391 --> 01:01:37.072
Or Valley of Despair.

01:01:37.472 --> 01:01:38.414
It's like, we're all really...

01:01:39.233 --> 01:01:40.313
repeated beginners, right?

01:01:40.353 --> 01:01:41.155
Lifelong learners.

01:01:41.195 --> 01:01:41.574
It's like, well,

01:01:41.594 --> 01:01:43.195
you got to be dumb every once in a while.

01:01:43.255 --> 01:01:44.175
This new thing that came out,

01:01:44.215 --> 01:01:44.856
I started working with our

01:01:44.916 --> 01:01:45.755
company with AI.

01:01:46.556 --> 01:01:47.576
I was like, hi, I'm Jimmy.

01:01:47.715 --> 01:01:48.117
I'm dumb.

01:01:48.277 --> 01:01:49.157
Teach me about AI.

01:01:49.237 --> 01:01:51.317
And in a month, you know, Hormozy says,

01:01:51.396 --> 01:01:52.737
if you're willing to be bad

01:01:52.757 --> 01:01:54.197
at something for a hundred days,

01:01:54.378 --> 01:01:56.219
you will beat everybody

01:01:56.358 --> 01:01:57.739
like be bad at a hundred days.

01:01:57.998 --> 01:01:58.219
Right.

01:01:58.318 --> 01:01:58.978
And what are you willing to

01:01:58.998 --> 01:02:00.079
be bad at a hundred days at

01:02:00.360 --> 01:02:01.679
the things that give you energy,

01:02:01.719 --> 01:02:02.940
the things you're curious about,

01:02:02.960 --> 01:02:04.681
but maybe not good at just yet.

01:02:06.226 --> 01:02:06.865
All right, guys.

01:02:06.905 --> 01:02:07.666
And that's the show.

01:02:07.746 --> 01:02:08.847
I've probably known Will for

01:02:08.887 --> 01:02:11.088
about ten years now on social media.

01:02:11.208 --> 01:02:12.028
I've never,

01:02:12.248 --> 01:02:14.550
never to this day ever heard

01:02:14.630 --> 01:02:16.170
anybody say anything negative.

01:02:16.731 --> 01:02:18.632
Everything has been positive.

01:02:18.711 --> 01:02:19.411
Like, Will,

01:02:19.512 --> 01:02:20.813
you were just an amazing person.

01:02:20.853 --> 01:02:23.333
Thank you so much for coming, joining us.

01:02:23.514 --> 01:02:24.574
Jimmy, wrap it up.

01:02:24.614 --> 01:02:25.514
Forward tease.

01:02:25.574 --> 01:02:27.675
We've actually just got an email scandal.

01:02:27.715 --> 01:02:29.597
We've got the dirt on Will Boyd.

01:02:29.617 --> 01:02:30.438
Tune in Tuesday.

01:02:30.797 --> 01:02:32.298
I usually block them all.

01:02:32.318 --> 01:02:33.498
That's why you never hear anything back.

01:02:33.518 --> 01:02:34.280
This is how you get people

01:02:34.300 --> 01:02:34.920
to tune in to you.

01:02:35.019 --> 01:02:36.181
You give them something.

01:02:36.221 --> 01:02:37.780
We've got breaking news on Tuesday,

01:02:38.101 --> 01:02:39.061
but you have to tune in on

01:02:39.101 --> 01:02:40.123
Tuesday to find out what we

01:02:40.143 --> 01:02:40.603
found out about.

01:02:41.762 --> 01:02:42.903
Now, Will, thanks for having me, guys.

01:02:42.963 --> 01:02:44.364
I really appreciate it.

01:02:44.405 --> 01:02:54.170
Thanks, Will.

01:02:54.190 --> 01:02:54.630
That was fun.