WEBVTT 00:00:00.049 --> 00:00:01.772 Exactly. 00:00:02.193 --> 00:00:03.694 I should just hit record before we, 00:00:03.794 --> 00:00:05.658 before I start everything. 00:00:05.738 --> 00:00:06.480 It should just be, yeah, 00:00:06.540 --> 00:00:07.320 it just should be always 00:00:07.381 --> 00:00:08.382 recording at all times. 00:00:08.442 --> 00:00:10.726 That's, that's how you get the good stuff. 00:00:11.106 --> 00:00:12.388 And for clarity, just for you, 00:00:12.468 --> 00:00:13.952 I've already recorded your intro. 00:00:15.471 --> 00:00:17.112 But I did it at the end of the episode. 00:00:17.553 --> 00:00:18.333 That's where people are like, 00:00:18.414 --> 00:00:18.934 wait a minute. 00:00:19.033 --> 00:00:19.754 How do you know what you're 00:00:19.774 --> 00:00:20.574 about to talk about? 00:00:20.734 --> 00:00:20.975 I'm like, 00:00:21.015 --> 00:00:22.797 because I'll record it at the end 00:00:22.836 --> 00:00:23.516 of the episode. 00:00:24.277 --> 00:00:26.178 When do you write your note as a PT? 00:00:26.419 --> 00:00:28.359 At the end of the episode. 00:00:28.379 --> 00:00:29.681 I'm like, you'd never do that before. 00:00:30.861 --> 00:00:32.362 Jeremy, welcome to the show. 00:00:32.802 --> 00:00:33.643 I feel like I know you 00:00:33.683 --> 00:00:34.545 because I listen to you 00:00:34.585 --> 00:00:35.744 talk a lot and write. 00:00:36.045 --> 00:00:36.426 So I read. 00:00:36.445 --> 00:00:37.365 I have your voice in my head. 00:00:38.587 --> 00:00:40.527 How do you explain to people, 00:00:40.829 --> 00:00:42.310 because we'll get to what you used to do, 00:00:43.311 --> 00:00:44.256 How do you explain to people 00:00:44.277 --> 00:00:45.442 what you get to do now? 00:00:46.755 --> 00:00:46.994 Yeah, 00:00:47.054 --> 00:00:49.636 so what I do now is I run a digital 00:00:49.655 --> 00:00:50.216 marketing company. 00:00:50.235 --> 00:00:51.036 It's called Patch. 00:00:51.097 --> 00:00:53.076 We help primarily cash-based 00:00:53.116 --> 00:00:54.177 physical therapy clinics 00:00:54.597 --> 00:00:56.457 just do marketing better 00:00:56.698 --> 00:00:57.478 for the most part. 00:00:57.978 --> 00:00:59.098 So it's really anything on 00:00:59.139 --> 00:01:00.820 the digital landscape side of things. 00:01:00.840 --> 00:01:02.581 So everything from Google 00:01:02.600 --> 00:01:04.221 Ads to SEO to setting up 00:01:04.260 --> 00:01:05.981 backend systems through CRM, 00:01:06.102 --> 00:01:06.822 email marketing, 00:01:07.201 --> 00:01:07.902 really anything that 00:01:07.921 --> 00:01:09.483 doesn't involve the local 00:01:09.522 --> 00:01:10.582 marketing side of things, 00:01:11.243 --> 00:01:13.043 we help them do those things. 00:01:14.025 --> 00:01:14.905 Yeah, that's kind of what I do now. 00:01:16.123 --> 00:01:17.805 I love when I talk to the 00:01:17.864 --> 00:01:18.965 people that you probably 00:01:19.725 --> 00:01:21.768 like to serve and they're like, 00:01:21.888 --> 00:01:22.808 but I could do everything 00:01:22.847 --> 00:01:23.989 Jeremy just listed. 00:01:24.088 --> 00:01:25.310 And Jeremy's probably like, great. 00:01:25.829 --> 00:01:26.771 Go do why have it? 00:01:26.811 --> 00:01:27.150 Number one, 00:01:27.210 --> 00:01:28.251 why haven't you done that already? 00:01:28.831 --> 00:01:29.412 And number two. 00:01:31.126 --> 00:01:31.906 how hard could it be? 00:01:32.087 --> 00:01:33.087 It's not rocket science, 00:01:33.126 --> 00:01:34.387 but the question is, 00:01:34.888 --> 00:01:35.487 and I think someone 00:01:35.507 --> 00:01:38.968 reframed it really well, anybody can, 00:01:38.989 --> 00:01:41.590 just will they? 00:01:42.609 --> 00:01:44.551 When potential patients look at PTs, 00:01:44.570 --> 00:01:45.990 they're like, I could just Google this. 00:01:46.031 --> 00:01:47.230 It's like, great, why haven't you? 00:01:47.792 --> 00:01:48.652 Because you're looking for 00:01:48.691 --> 00:01:50.492 guidance or to someone to plan it out. 00:01:50.912 --> 00:01:51.653 When I did my last 00:01:53.049 --> 00:01:54.292 longer distance triathlon. 00:01:55.132 --> 00:01:55.813 I wanted to have a good 00:01:55.834 --> 00:01:56.935 experience on race day. 00:01:57.355 --> 00:01:58.096 And I know enough about 00:01:58.137 --> 00:01:59.438 triathlon that I could plan a training, 00:02:00.218 --> 00:02:01.060 uh, plan. 00:02:01.641 --> 00:02:02.941 And I hired someone because I was like, 00:02:03.043 --> 00:02:04.123 I want someone who's better 00:02:04.144 --> 00:02:04.805 than me to do it. 00:02:05.706 --> 00:02:06.647 Um, and they did. 00:02:06.686 --> 00:02:07.308 And I loved it. 00:02:07.328 --> 00:02:08.930 And I was happy to hand money over. 00:02:08.949 --> 00:02:09.770 That's like the one thing I 00:02:09.790 --> 00:02:11.332 want to talk about people too, is like, 00:02:12.903 --> 00:02:14.884 as PTs, we're such bleeding hearts. 00:02:14.925 --> 00:02:16.286 We have this Peace Corps 00:02:16.306 --> 00:02:18.106 gene that we're like, if it's not covered, 00:02:18.146 --> 00:02:19.187 how can I figure out a way 00:02:19.206 --> 00:02:21.329 to deliver it without getting paid? 00:02:21.348 --> 00:02:21.709 And I'm like, 00:02:22.348 --> 00:02:24.110 I'm not saying like hose people, 00:02:24.169 --> 00:02:26.311 but I'm saying if you're delivering value, 00:02:26.330 --> 00:02:27.692 did you ask your patient if 00:02:27.731 --> 00:02:28.651 they don't wanna pay? 00:02:30.376 --> 00:02:31.456 So we'll get to that. 00:02:31.497 --> 00:02:32.657 But first thing I want to talk about, 00:02:32.677 --> 00:02:33.457 let's go backwards now. 00:02:33.478 --> 00:02:34.459 That's what you get to do now. 00:02:34.938 --> 00:02:37.000 And I think you're in a 00:02:37.060 --> 00:02:37.980 perfect position to do that 00:02:38.020 --> 00:02:40.302 now because you were your customer, 00:02:40.383 --> 00:02:40.543 right? 00:02:40.582 --> 00:02:41.824 Like you built Ripple. 00:02:42.343 --> 00:02:43.485 We can talk about Ripple, which is... 00:02:45.145 --> 00:02:46.306 ridiculous name for a clinic 00:02:46.346 --> 00:02:47.266 but like maybe that's why 00:02:47.287 --> 00:02:47.907 you picked it because it's 00:02:47.926 --> 00:02:48.687 like doesn't make any sense 00:02:48.947 --> 00:02:49.788 why isn't it something 00:02:49.828 --> 00:02:50.668 something physical therapy 00:02:50.687 --> 00:02:51.228 it's like I don't know 00:02:51.247 --> 00:02:52.088 maybe because he wanted to 00:02:52.109 --> 00:02:53.269 say it was different you 00:02:53.288 --> 00:02:53.908 built ripple from the 00:02:53.949 --> 00:02:55.590 ground up what was it and 00:02:55.629 --> 00:02:56.629 then you scaled it 00:02:56.830 --> 00:02:58.531 automated it and then you 00:02:58.670 --> 00:03:00.192 sold it like this is like I 00:03:00.211 --> 00:03:00.991 want to know was that part 00:03:01.012 --> 00:03:02.132 of the plan or is that part 00:03:02.151 --> 00:03:03.612 of the journey like walk us 00:03:03.652 --> 00:03:04.853 through what growth looked 00:03:04.872 --> 00:03:06.593 like for ripple 00:03:07.526 --> 00:03:07.725 Yeah. 00:03:07.765 --> 00:03:09.826 So I started in, 00:03:09.947 --> 00:03:10.687 I guess like even a little 00:03:10.707 --> 00:03:12.528 bit of backstory about, about me. 00:03:12.588 --> 00:03:12.729 Yeah. 00:03:12.769 --> 00:03:13.688 So it was during COVID. 00:03:13.929 --> 00:03:14.990 Um, I'm actually, 00:03:15.030 --> 00:03:16.730 so I'm a massage therapist, 00:03:16.890 --> 00:03:18.211 strength and conditioning coach as well. 00:03:18.270 --> 00:03:19.931 So I'm not, I'm not a physical therapist. 00:03:20.552 --> 00:03:21.513 I get long story short. 00:03:21.712 --> 00:03:23.533 I moved to Boston, uh, 00:03:23.574 --> 00:03:25.354 because for PT school 00:03:25.655 --> 00:03:27.355 realized that PT wasn't for 00:03:27.395 --> 00:03:29.276 me because I had like, 00:03:29.356 --> 00:03:31.418 I worked as like a PTA job and. 00:03:31.973 --> 00:03:32.213 you know, 00:03:32.313 --> 00:03:33.555 it was at the hospital and 00:03:33.615 --> 00:03:35.235 inpatient physical therapy. 00:03:35.256 --> 00:03:35.536 And I was like, 00:03:35.575 --> 00:03:36.676 this is not what I thought 00:03:36.776 --> 00:03:37.737 I was signing up for. 00:03:37.777 --> 00:03:38.117 Basically. 00:03:38.138 --> 00:03:38.699 I thought I was going to be 00:03:38.718 --> 00:03:39.979 with athletes and doing a 00:03:39.998 --> 00:03:40.759 little bit more on like the 00:03:40.780 --> 00:03:41.539 AT side of things. 00:03:41.560 --> 00:03:41.700 So, 00:03:42.593 --> 00:03:43.775 I didn't end up going to DPT 00:03:43.794 --> 00:03:45.475 school and just kind of 00:03:45.776 --> 00:03:46.575 turned myself into this 00:03:46.596 --> 00:03:48.157 like hybrid provider, I guess, 00:03:48.197 --> 00:03:49.137 for lack of a better word, 00:03:49.176 --> 00:03:51.157 where I got my massage therapy license, 00:03:51.459 --> 00:03:53.218 took all the PRI, FRC, 00:03:53.300 --> 00:03:55.159 all of those certifications 00:03:55.721 --> 00:03:57.301 and just did this like, you know, 00:03:57.322 --> 00:03:58.322 kind of like strength 00:03:58.361 --> 00:04:01.304 training slash manual therapy, like, 00:04:01.324 --> 00:04:01.644 you know, 00:04:01.683 --> 00:04:02.924 personal training service in 00:04:02.963 --> 00:04:03.824 downtown Boston. 00:04:03.865 --> 00:04:04.925 So I was working at a clinic. 00:04:05.306 --> 00:04:06.045 It was going great. 00:04:06.105 --> 00:04:06.605 It was awesome. 00:04:06.645 --> 00:04:07.866 I had a full caseload. 00:04:07.907 --> 00:04:08.787 It was, you know, 00:04:08.907 --> 00:04:10.608 I was doing exactly what I wanted to do. 00:04:10.768 --> 00:04:11.408 COVID hit. 00:04:11.908 --> 00:04:13.449 clinic I was working at shut 00:04:13.509 --> 00:04:16.252 down um and so from that 00:04:16.291 --> 00:04:17.331 point you know I went 00:04:17.372 --> 00:04:19.593 self-employed worked like 00:04:19.653 --> 00:04:21.375 that coveted summer you 00:04:21.394 --> 00:04:22.435 know treating people 00:04:22.735 --> 00:04:24.276 outside in their homes 00:04:24.576 --> 00:04:25.718 wherever I could just to 00:04:25.798 --> 00:04:27.559 you know see the people I 00:04:27.579 --> 00:04:28.939 was seeing beforehand and 00:04:29.319 --> 00:04:30.461 things actually got busier 00:04:30.480 --> 00:04:31.761 for me during covid because 00:04:31.781 --> 00:04:33.783 I was providing that like one-on-one 00:04:34.543 --> 00:04:36.084 service and almost like this 00:04:36.125 --> 00:04:37.386 concierge type service. 00:04:37.425 --> 00:04:38.846 So, you know, I was like, 00:04:38.887 --> 00:04:40.148 I think I have something here. 00:04:40.588 --> 00:04:40.649 Um, 00:04:40.709 --> 00:04:42.029 obviously this is a weird time in the 00:04:42.069 --> 00:04:43.250 world, but you know, 00:04:43.271 --> 00:04:44.211 I'm going to kind of go all 00:04:44.331 --> 00:04:47.694 in and open up this standalone space, um, 00:04:47.735 --> 00:04:48.836 in downtown Boston. 00:04:48.855 --> 00:04:50.516 So that's where ripple was born. 00:04:50.637 --> 00:04:51.358 So we started that in 00:04:55.526 --> 00:04:56.386 know long story short with 00:04:56.406 --> 00:04:57.846 that is yeah three years 00:04:57.887 --> 00:04:59.487 kind of went by and was 00:04:59.507 --> 00:05:01.088 able to grow it to we had 00:05:01.148 --> 00:05:02.427 seven pts so we're fully 00:05:02.447 --> 00:05:03.588 cash based we didn't take 00:05:03.608 --> 00:05:04.588 any insurance or anything 00:05:04.629 --> 00:05:06.668 like that um you know we 00:05:06.689 --> 00:05:07.810 ended up we we had two 00:05:07.829 --> 00:05:09.509 locations and I sold it in 00:05:09.730 --> 00:05:11.670 uh november of last year so 00:05:11.690 --> 00:05:13.771 a few months ago and yeah I 00:05:13.790 --> 00:05:16.492 think like like you said um 00:05:16.692 --> 00:05:17.913 I was in a situation where 00:05:17.952 --> 00:05:19.052 like I hired a marketing 00:05:19.093 --> 00:05:20.773 company to do those things 00:05:20.793 --> 00:05:22.173 that you know I thought like 00:05:22.880 --> 00:05:24.562 I don't really know how to do this stuff. 00:05:24.601 --> 00:05:25.081 And like, 00:05:25.221 --> 00:05:26.742 I need to like grow this clinic 00:05:26.802 --> 00:05:28.543 and be a manager and pay the bills. 00:05:28.584 --> 00:05:30.264 So I hired a Boston based 00:05:30.303 --> 00:05:31.845 marketing company to do SEO 00:05:31.865 --> 00:05:33.925 and run Google ads and all that stuff. 00:05:34.005 --> 00:05:36.326 And kind of got burned by them, 00:05:36.367 --> 00:05:37.427 to be honest with you for 00:05:37.548 --> 00:05:38.887 ten thousand dollars later. 00:05:40.048 --> 00:05:40.449 And I was like, 00:05:40.709 --> 00:05:42.209 I got to figure this stuff out on my own. 00:05:42.350 --> 00:05:43.750 I suppose if I want this to work, 00:05:44.610 --> 00:05:46.252 ended up falling in love with it. 00:05:46.372 --> 00:05:47.531 And that's really like where 00:05:47.651 --> 00:05:48.952 our clinic was able to grow 00:05:49.012 --> 00:05:51.194 and kind of led me to the patch really. 00:05:54.346 --> 00:05:54.865 That's awesome. 00:05:55.266 --> 00:05:56.206 I think one thing that 00:05:56.226 --> 00:05:57.127 jumped out at me is that 00:05:57.187 --> 00:05:58.387 timeframe that you're talking about. 00:05:59.367 --> 00:06:00.487 A lot of people shrunk. 00:06:01.387 --> 00:06:02.728 A lot of people got real small. 00:06:02.749 --> 00:06:03.908 Do you know what I mean? 00:06:03.928 --> 00:06:04.629 Like a lot of people were like, 00:06:04.728 --> 00:06:06.089 I'm just going to be safe. 00:06:07.009 --> 00:06:08.509 And you did quite literally the opposite. 00:06:08.529 --> 00:06:09.471 Like you built something in 00:06:09.511 --> 00:06:10.151 the middle of what 00:06:10.170 --> 00:06:11.011 everybody else was shrinking. 00:06:11.891 --> 00:06:13.432 Did that feel, I mean, how was that like? 00:06:15.077 --> 00:06:16.098 it was it was just such a 00:06:16.319 --> 00:06:17.660 weird time right because it 00:06:17.680 --> 00:06:20.221 was you know one week mass 00:06:20.242 --> 00:06:21.523 mandates were lifted we're 00:06:21.583 --> 00:06:22.704 all good to go we're in the 00:06:22.723 --> 00:06:23.725 clear and then the next 00:06:23.764 --> 00:06:24.826 week everything was like 00:06:24.925 --> 00:06:26.146 rolled back and we can only 00:06:26.166 --> 00:06:27.088 have one person in the 00:06:27.127 --> 00:06:28.428 clinic at the time and it 00:06:28.468 --> 00:06:29.629 was just such a bizarre 00:06:29.790 --> 00:06:30.891 like time of year but 00:06:31.411 --> 00:06:31.591 Again, 00:06:31.630 --> 00:06:34.353 I think super lucky timing-wise 00:06:34.413 --> 00:06:35.634 where because we were doing 00:06:35.973 --> 00:06:37.355 the one-on-one care and the 00:06:37.415 --> 00:06:39.276 six-minute care and all of 00:06:39.317 --> 00:06:41.877 the PTs were seeing one 00:06:41.918 --> 00:06:43.259 patient in a private room, 00:06:43.540 --> 00:06:45.081 people gravitated to us 00:06:45.221 --> 00:06:47.341 more versus the insurance 00:06:47.382 --> 00:06:48.523 clinic that needed to have 00:06:48.802 --> 00:06:52.365 five or six people in there at a time. 00:06:52.466 --> 00:06:53.726 That's where people started 00:06:53.807 --> 00:06:55.127 seeking us out because they 00:06:55.148 --> 00:06:56.168 felt more comfortable 00:06:56.329 --> 00:06:58.170 coming to see us versus the 00:06:58.370 --> 00:06:59.391 traditional PT route. 00:07:00.781 --> 00:07:01.783 Yeah. 00:07:01.802 --> 00:07:02.324 I want to talk about a 00:07:02.363 --> 00:07:04.026 phrase that I'm not sure I understand. 00:07:04.086 --> 00:07:04.725 And I didn't look at, 00:07:04.886 --> 00:07:05.507 I didn't look it up on 00:07:05.567 --> 00:07:06.648 purpose because I figured, Hey, 00:07:06.668 --> 00:07:07.408 I'm going to talk to Jeremy. 00:07:07.428 --> 00:07:08.269 He's going to know what it means. 00:07:08.290 --> 00:07:09.310 He can just teach it to me better. 00:07:10.512 --> 00:07:12.173 The phrase is enterprise value. 00:07:12.435 --> 00:07:13.396 Like what is it? 00:07:13.555 --> 00:07:14.737 And then what, I mean, 00:07:14.817 --> 00:07:16.959 obviously I don't know what it is, 00:07:16.980 --> 00:07:18.021 or I haven't used that phrase before. 00:07:18.040 --> 00:07:18.661 Like, what is it? 00:07:18.761 --> 00:07:19.843 What should I and the 00:07:19.983 --> 00:07:21.144 audience like clinic owners 00:07:21.223 --> 00:07:21.764 know about it? 00:07:22.795 --> 00:07:23.937 Yeah, so enterprise value, 00:07:23.976 --> 00:07:25.737 if you had asked me a year ago, 00:07:25.877 --> 00:07:26.858 even like I would have no 00:07:26.939 --> 00:07:28.720 idea what you're talking about either. 00:07:28.740 --> 00:07:29.920 This is all stuff that I 00:07:29.961 --> 00:07:31.341 learned during like the 00:07:31.401 --> 00:07:32.682 sale of my business. 00:07:33.144 --> 00:07:34.725 And really what enterprise value is, 00:07:34.925 --> 00:07:36.947 is doing something to set 00:07:36.987 --> 00:07:39.629 your business up to have bigger, 00:07:39.749 --> 00:07:41.269 like long-term scale to it. 00:07:41.290 --> 00:07:43.610 So if you do go and sell that clinic, 00:07:44.391 --> 00:07:46.035 adding more enterprise value 00:07:46.074 --> 00:07:47.117 means that your clinic is 00:07:47.197 --> 00:07:48.699 worth more money if you do 00:07:48.740 --> 00:07:50.103 go and sell that that 00:07:50.142 --> 00:07:52.367 business so for me you know 00:07:52.427 --> 00:07:55.112 like again like i 00:07:55.720 --> 00:07:56.360 kind of got to the point 00:07:56.380 --> 00:07:57.641 where my clinic was automated. 00:07:57.701 --> 00:07:58.802 I had somebody approached me 00:07:58.862 --> 00:08:00.144 to sell the business. 00:08:00.324 --> 00:08:01.886 I kind of thought that, you know, 00:08:01.946 --> 00:08:02.906 I knew I wanted to go all 00:08:02.987 --> 00:08:04.788 in with Patch and, you know, 00:08:04.807 --> 00:08:06.709 eventually either wanted to step away or, 00:08:06.870 --> 00:08:07.089 you know, 00:08:07.110 --> 00:08:08.612 find somebody to buy this thing 00:08:08.632 --> 00:08:09.312 or take it over. 00:08:10.553 --> 00:08:12.514 So when I got approached for 00:08:12.896 --> 00:08:13.735 the sale of the business, 00:08:14.377 --> 00:08:15.778 I I was kind of forced to 00:08:15.817 --> 00:08:16.778 start learning all these 00:08:16.817 --> 00:08:17.978 things of like what is 00:08:18.019 --> 00:08:19.100 enterprise value what can I 00:08:19.160 --> 00:08:21.240 do to set myself up um you 00:08:21.261 --> 00:08:22.040 know it's adding key 00:08:22.060 --> 00:08:23.101 employees it's having 00:08:23.122 --> 00:08:24.262 back-end systems all these 00:08:24.283 --> 00:08:25.343 different things so it's 00:08:25.382 --> 00:08:26.363 really anything you can do 00:08:26.403 --> 00:08:28.504 to increase the value of of 00:08:28.545 --> 00:08:29.466 what your clinic is worth 00:08:30.545 --> 00:08:32.787 um that that probably 00:08:32.847 --> 00:08:34.568 requires people stopping 00:08:34.629 --> 00:08:35.668 pausing and taking and 00:08:35.708 --> 00:08:36.570 being able to look at take 00:08:36.610 --> 00:08:37.769 stock of something now and 00:08:37.789 --> 00:08:38.610 look down the future 00:08:40.153 --> 00:08:42.836 I feel like not all but a 00:08:42.895 --> 00:08:44.197 lot of people are like 00:08:44.457 --> 00:08:46.619 they're so underwater or 00:08:46.639 --> 00:08:47.600 they're so up to their 00:08:47.679 --> 00:08:49.861 eyeballs in the now that 00:08:49.902 --> 00:08:50.802 that's something I'm never 00:08:50.842 --> 00:08:52.283 gonna do and we know like 00:08:52.323 --> 00:08:54.405 with retirement accounts a 00:08:54.466 --> 00:08:55.606 little bit now helps a lot 00:08:55.647 --> 00:08:57.248 later and there is a point 00:08:57.268 --> 00:08:59.370 when you can't catch up so 00:09:00.010 --> 00:09:00.910 what advice would you give 00:09:00.931 --> 00:09:02.712 to someone who's like in it 00:09:02.753 --> 00:09:04.333 now and is like hey I'm not 00:09:04.374 --> 00:09:06.255 planning on selling but like maybe 00:09:07.586 --> 00:09:08.668 what advice would you give to them? 00:09:08.708 --> 00:09:09.350 Like, Hey, like, 00:09:09.711 --> 00:09:10.894 like I want you to scare them a little, 00:09:10.933 --> 00:09:11.875 like you need to pay 00:09:11.895 --> 00:09:13.239 attention to this or else 00:09:13.278 --> 00:09:14.903 there will be a point in 00:09:14.923 --> 00:09:16.005 the sand where you've gone 00:09:16.046 --> 00:09:17.509 too far and now it ain't possible. 00:09:18.148 --> 00:09:18.528 Totally. 00:09:18.827 --> 00:09:18.969 Yeah. 00:09:18.989 --> 00:09:20.389 I think, I think the biggest thing, right. 00:09:20.409 --> 00:09:21.210 And this is what I talk with 00:09:21.230 --> 00:09:22.270 a lot of clinic owners 00:09:22.350 --> 00:09:23.412 inside of patch about is 00:09:23.932 --> 00:09:24.773 you need to start like 00:09:24.852 --> 00:09:26.234 figuring this stuff out now, 00:09:26.274 --> 00:09:27.794 because eventually you're 00:09:27.815 --> 00:09:28.654 just going to like, 00:09:28.674 --> 00:09:29.275 you're not going to want to 00:09:29.316 --> 00:09:30.196 run the clinic anymore. 00:09:30.235 --> 00:09:30.976 You're not going to want to 00:09:30.996 --> 00:09:32.258 be a therapist or like, 00:09:32.498 --> 00:09:33.378 you're going to want to try 00:09:33.398 --> 00:09:34.759 to do something else. 00:09:35.299 --> 00:09:36.500 And if you don't start 00:09:36.600 --> 00:09:39.121 slowly chipping away at building systems, 00:09:39.523 --> 00:09:39.722 you know, 00:09:39.743 --> 00:09:41.203 having a key employee in place 00:09:41.244 --> 00:09:42.063 that you can take a 00:09:42.124 --> 00:09:43.504 vacation if you want to, 00:09:43.565 --> 00:09:44.905 and things don't totally crumble. 00:09:45.586 --> 00:09:45.746 Um, 00:09:46.267 --> 00:09:47.028 Then, you know, 00:09:47.087 --> 00:09:48.889 not only you're going to work, you know, 00:09:49.089 --> 00:09:49.428 ten, 00:09:49.489 --> 00:09:50.929 fifteen years on building this 00:09:50.990 --> 00:09:52.510 business and you're going 00:09:52.530 --> 00:09:53.370 to have nothing to show for 00:09:53.410 --> 00:09:54.231 it at the end of the day. 00:09:54.552 --> 00:09:56.212 That sucks, obviously. 00:09:56.253 --> 00:09:56.493 Right. 00:09:56.692 --> 00:09:58.333 And I always tell people to 00:09:58.374 --> 00:09:58.995 like it doesn't matter if 00:09:59.014 --> 00:09:59.754 you're trying to sell the 00:09:59.794 --> 00:10:02.136 business or automate the business. 00:10:02.157 --> 00:10:03.738 So you have like time and 00:10:03.857 --> 00:10:04.898 location and freedom. 00:10:05.019 --> 00:10:06.339 You're doing the same exact thing. 00:10:06.379 --> 00:10:07.559 The process of both of those 00:10:07.600 --> 00:10:08.780 things are exactly the same. 00:10:08.801 --> 00:10:09.541 Doesn't mean you have to 00:10:09.581 --> 00:10:10.221 sell the business. 00:10:10.822 --> 00:10:12.724 But I think the end goal should be, again, 00:10:12.764 --> 00:10:13.683 like if you want to take a 00:10:13.744 --> 00:10:15.066 couple week vacation and 00:10:15.105 --> 00:10:15.946 the clinic still makes 00:10:15.985 --> 00:10:17.226 money and it runs and you 00:10:17.246 --> 00:10:18.488 don't need to step in and 00:10:18.528 --> 00:10:20.070 hop in Slack or answer emails, 00:10:20.470 --> 00:10:21.510 that's really the goal at 00:10:21.530 --> 00:10:22.250 the end of the day. 00:10:22.591 --> 00:10:23.152 So, you know, 00:10:23.712 --> 00:10:25.033 regardless of what your end goal is, 00:10:25.053 --> 00:10:26.634 that's what you should be shooting for. 00:10:27.215 --> 00:10:27.416 Yeah. 00:10:27.475 --> 00:10:29.197 You said part of Ripple's 00:10:29.236 --> 00:10:30.857 success was built on digital marketing. 00:10:31.139 --> 00:10:32.019 You said you got burned and 00:10:32.058 --> 00:10:32.940 you figured out sort of how 00:10:32.960 --> 00:10:33.701 to do it yourself. 00:10:33.760 --> 00:10:34.541 Hey, how hard could this be? 00:10:35.546 --> 00:10:36.505 The difference between you 00:10:36.546 --> 00:10:37.426 and someone else saying, well, 00:10:37.446 --> 00:10:38.307 how hard can it be is you 00:10:38.326 --> 00:10:39.986 went and did it like you researched it, 00:10:40.086 --> 00:10:41.346 which again is not for everybody. 00:10:41.787 --> 00:10:42.028 Right. 00:10:42.067 --> 00:10:42.827 Somebody asked me to do 00:10:42.947 --> 00:10:43.888 something outside of my domain. 00:10:43.908 --> 00:10:44.567 I would just never do it 00:10:44.587 --> 00:10:46.048 because I don't want to. 00:10:46.149 --> 00:10:47.068 Like, that's that's the thing. 00:10:47.089 --> 00:10:48.229 I don't want to learn about plumbing. 00:10:48.249 --> 00:10:49.129 I want to hire someone to 00:10:49.149 --> 00:10:50.068 put in a bathroom for me, 00:10:50.529 --> 00:10:52.190 but I'll learn about how to mow my lawn. 00:10:52.269 --> 00:10:52.809 I'll do that. 00:10:52.870 --> 00:10:53.090 Right. 00:10:53.110 --> 00:10:54.389 So like figuring out what you're good at, 00:10:54.429 --> 00:10:55.311 what you like to do. 00:10:55.910 --> 00:10:57.350 You said it was really built 00:10:57.410 --> 00:10:58.671 digital marketing with that email, 00:10:58.691 --> 00:10:59.412 that SEO. 00:10:59.892 --> 00:11:00.692 Why do you think so many 00:11:00.731 --> 00:11:02.331 clinics ignore this? 00:11:02.412 --> 00:11:03.312 Like even if we're like, 00:11:03.352 --> 00:11:04.673 this is important and they agree. 00:11:06.583 --> 00:11:07.445 Why do they ignore this? 00:11:07.525 --> 00:11:09.469 And then also what's working now? 00:11:09.629 --> 00:11:10.711 Like what's the next thing 00:11:10.730 --> 00:11:11.751 from email and SEO that 00:11:11.831 --> 00:11:12.634 someone should be at least 00:11:12.653 --> 00:11:13.895 be paying attention to? 00:11:13.936 --> 00:11:15.158 Yeah, totally. 00:11:15.197 --> 00:11:17.100 So I think the reason it 00:11:17.120 --> 00:11:18.503 worked for me is because 00:11:19.417 --> 00:11:20.216 know clearly like I said at 00:11:20.236 --> 00:11:21.518 the beginning I'm not like 00:11:21.538 --> 00:11:22.918 your standard clinician 00:11:22.958 --> 00:11:24.639 where I think a lot of pts 00:11:24.659 --> 00:11:25.840 that I talk with like 00:11:26.200 --> 00:11:27.880 they're clinicians at heart 00:11:27.900 --> 00:11:28.721 they're not really like 00:11:28.782 --> 00:11:30.022 business owners maybe they 00:11:30.042 --> 00:11:31.023 just like kind of stumbled 00:11:31.082 --> 00:11:32.744 into this because they want 00:11:32.764 --> 00:11:33.744 to give a little bit better 00:11:33.783 --> 00:11:34.884 care especially on our end 00:11:34.904 --> 00:11:35.865 with like the cash based 00:11:35.904 --> 00:11:39.606 pts so like for them going and like 00:11:40.086 --> 00:11:42.167 Removing time away from the 00:11:42.287 --> 00:11:44.006 actual treating side of 00:11:44.048 --> 00:11:45.788 things and giving that care 00:11:46.248 --> 00:11:47.469 to sit in front of a 00:11:47.548 --> 00:11:49.389 computer and learn SEO or 00:11:49.429 --> 00:11:50.870 the inner workings of Google Ads, 00:11:51.370 --> 00:11:53.051 that is not appealing to 00:11:53.130 --> 00:11:55.432 most PTs that I speak with. 00:11:56.091 --> 00:11:56.611 For me, 00:11:57.293 --> 00:11:58.754 I loved diving into that stuff 00:11:58.793 --> 00:12:00.615 because my heart wasn't 00:12:01.155 --> 00:12:03.618 totally in the clinician side of things. 00:12:03.898 --> 00:12:04.837 I was more than happy to 00:12:04.899 --> 00:12:06.919 pass off all of my patient 00:12:06.940 --> 00:12:08.181 care to my staff PT, 00:12:08.500 --> 00:12:09.841 and I can go and figure out 00:12:09.922 --> 00:12:11.302 this marketing side of things. 00:12:11.703 --> 00:12:12.903 So I think most PTs don't 00:12:12.984 --> 00:12:14.065 end up doing this because 00:12:14.085 --> 00:12:15.326 they just don't really like doing it. 00:12:15.346 --> 00:12:16.706 And that's totally okay. 00:12:17.047 --> 00:12:17.947 As a business owner, 00:12:18.028 --> 00:12:18.928 you have so many other 00:12:18.969 --> 00:12:19.828 things to worry about. 00:12:19.870 --> 00:12:21.149 You've got to fulfill. 00:12:21.169 --> 00:12:22.291 You've got to be a good leader. 00:12:22.311 --> 00:12:23.751 You've got to do all the local marketing. 00:12:23.772 --> 00:12:24.432 And I think that's what a 00:12:24.673 --> 00:12:25.673 you know an actual pt 00:12:25.774 --> 00:12:28.254 actually loves doing um so 00:12:28.294 --> 00:12:29.556 I think that's why that's 00:12:29.615 --> 00:12:30.515 that's where like kind of 00:12:30.535 --> 00:12:31.496 patch comes in and I think 00:12:31.537 --> 00:12:32.937 we've we fit very nicely in 00:12:32.957 --> 00:12:34.158 a lot of businesses because 00:12:34.458 --> 00:12:35.418 we kind of handle all the 00:12:35.458 --> 00:12:36.700 stuff that needs an 00:12:36.759 --> 00:12:38.721 industry expert to do and 00:12:38.740 --> 00:12:39.861 it's always the stuff that 00:12:39.902 --> 00:12:41.082 people like clinic owners 00:12:41.102 --> 00:12:42.363 just don't want to do so 00:12:42.923 --> 00:12:43.984 that's you know kind of my 00:12:44.004 --> 00:12:45.245 thought process on you know 00:12:45.325 --> 00:12:48.106 why I think most pts don't do this stuff 00:12:49.042 --> 00:12:51.043 In terms of what I'm seeing moving forward, 00:12:51.763 --> 00:12:53.842 I think AI is obviously the 00:12:54.182 --> 00:12:55.384 big buzzword with all this 00:12:55.423 --> 00:12:56.183 stuff coming through. 00:12:57.104 --> 00:12:57.943 It's been really interesting. 00:12:57.984 --> 00:12:59.184 I think it's still too early 00:12:59.225 --> 00:13:00.845 to tell in terms of the AI 00:13:00.865 --> 00:13:01.424 and how it's going to 00:13:01.445 --> 00:13:03.466 affect Google Ads or SEO. 00:13:04.025 --> 00:13:04.285 Obviously, 00:13:04.306 --> 00:13:05.886 when you Google something right now, 00:13:06.326 --> 00:13:07.986 Google will spit you out 00:13:08.167 --> 00:13:10.248 almost like an AI script of 00:13:10.607 --> 00:13:11.988 some of the key points that 00:13:12.008 --> 00:13:13.828 it's then crawled on the internet. 00:13:14.793 --> 00:13:15.653 For local services, 00:13:15.714 --> 00:13:16.734 it seems like it's still 00:13:16.754 --> 00:13:17.654 like everything's about the 00:13:17.735 --> 00:13:20.017 map still in your SEO ranking. 00:13:20.076 --> 00:13:21.216 So I don't see that being 00:13:21.256 --> 00:13:22.538 disrupted just yet. 00:13:22.878 --> 00:13:24.559 But I think at the end of the day, 00:13:24.580 --> 00:13:26.061 it's all about content and 00:13:26.081 --> 00:13:27.341 putting really good content 00:13:27.402 --> 00:13:28.923 out there on all of the 00:13:28.962 --> 00:13:30.644 platforms because that's 00:13:30.663 --> 00:13:31.764 what OpenAI is going to do. 00:13:31.784 --> 00:13:32.565 It's going to pull from your 00:13:32.605 --> 00:13:34.025 Instagram account, your Facebook, 00:13:34.385 --> 00:13:35.447 all the blogs that you write, 00:13:35.466 --> 00:13:36.467 your website quality. 00:13:36.868 --> 00:13:37.928 And then that's what's going 00:13:37.948 --> 00:13:39.129 to be like your traditional 00:13:39.309 --> 00:13:41.130 SEO in two or three years from now. 00:13:41.794 --> 00:13:42.534 Yeah. 00:13:42.554 --> 00:13:43.956 The basics still kind of are 00:13:43.975 --> 00:13:44.515 going to apply. 00:13:44.535 --> 00:13:45.875 Exactly. 00:13:45.895 --> 00:13:47.756 Bring bring value and value follows. 00:13:48.437 --> 00:13:50.157 I was in radio for fifteen years, 00:13:50.837 --> 00:13:51.697 decade and a half. 00:13:52.278 --> 00:13:53.238 One of the worst questions 00:13:53.258 --> 00:13:55.359 you could ask a band is 00:13:55.458 --> 00:13:56.558 where did you get the band name? 00:13:56.778 --> 00:13:57.679 But as I'm sitting here, 00:13:58.240 --> 00:13:59.480 you were talking about like gaps, 00:13:59.519 --> 00:14:02.100 like was patched like a way 00:14:02.120 --> 00:14:03.821 to like patch a hole or 00:14:03.860 --> 00:14:04.981 patch a gap or it was 00:14:05.001 --> 00:14:05.501 something different. 00:14:06.485 --> 00:14:07.466 Yeah, there you go. 00:14:07.505 --> 00:14:08.506 You nailed it right there. 00:14:08.527 --> 00:14:11.849 Yeah, that's like we have like, you know, 00:14:11.889 --> 00:14:13.630 if anybody books a demo call with us, 00:14:13.650 --> 00:14:15.532 we send them over like a document of like, 00:14:15.572 --> 00:14:17.053 here's what Patch does basically. 00:14:17.494 --> 00:14:18.695 And like the image on the 00:14:18.735 --> 00:14:19.936 front of it is like a 00:14:20.015 --> 00:14:21.878 bucket with all these holes 00:14:21.937 --> 00:14:23.619 that are like indicative of like, 00:14:23.918 --> 00:14:24.820 if you're not running ads 00:14:24.840 --> 00:14:26.061 or sending a newsletter and 00:14:26.100 --> 00:14:27.402 like Patch comes in and 00:14:27.942 --> 00:14:29.663 literally patches those holes for you. 00:14:29.683 --> 00:14:30.625 So that's exactly it. 00:14:31.937 --> 00:14:32.898 I was trying not to ask the 00:14:32.918 --> 00:14:34.198 band where they got their name, 00:14:34.239 --> 00:14:35.580 but I had to ask because I was like, 00:14:35.600 --> 00:14:36.421 this one looks obvious. 00:14:38.042 --> 00:14:38.702 Maybe I should have asked 00:14:38.722 --> 00:14:39.383 Nickelback because I still 00:14:39.403 --> 00:14:40.484 don't know where the hell that came from. 00:14:43.506 --> 00:14:44.288 Now that you launched Patch, 00:14:46.408 --> 00:14:47.671 after you book one of those calls, 00:14:48.331 --> 00:14:49.390 What are a few of the 00:14:49.431 --> 00:14:50.652 mistakes we talked about, you know, 00:14:50.711 --> 00:14:51.611 not paying attention to or 00:14:51.652 --> 00:14:53.113 not doing SEO or email marketing? 00:14:53.533 --> 00:14:54.373 What are some of the other 00:14:54.413 --> 00:14:55.552 mistakes that you see? 00:14:55.572 --> 00:14:56.494 And this is where you get to 00:14:56.514 --> 00:14:57.653 look like a genius, right? 00:14:57.673 --> 00:14:58.453 Because you come in and 00:14:58.494 --> 00:14:59.715 typically it's like, hey, 00:14:59.735 --> 00:15:00.615 let me take a wild guess. 00:15:00.695 --> 00:15:02.216 You have this problem and this problem. 00:15:02.576 --> 00:15:03.535 What are the typical ones 00:15:03.556 --> 00:15:04.576 that other people out there 00:15:04.615 --> 00:15:05.417 are maybe listening while 00:15:05.437 --> 00:15:06.037 they're driving in their 00:15:06.057 --> 00:15:08.258 car and they're going, oh, that's me. 00:15:08.577 --> 00:15:09.638 OK, got it. 00:15:09.758 --> 00:15:10.979 What's the typical what's 00:15:11.019 --> 00:15:11.859 the low hanging fruit? 00:15:13.102 --> 00:15:15.063 Yeah, I always start of like, you know, 00:15:15.183 --> 00:15:16.424 I still think and I'm 00:15:16.485 --> 00:15:17.466 obviously a big believer in 00:15:17.566 --> 00:15:18.966 email marketing still to 00:15:18.986 --> 00:15:19.687 this day because it's 00:15:19.706 --> 00:15:21.568 something that like you own that list. 00:15:22.089 --> 00:15:22.249 You know, 00:15:22.269 --> 00:15:23.750 you're not at risk of like TikTok 00:15:23.769 --> 00:15:25.091 being shut down and totally 00:15:25.150 --> 00:15:26.572 losing all of your distribution. 00:15:27.773 --> 00:15:28.572 And I think, you know, 00:15:28.634 --> 00:15:30.134 most of the clinic owners I talk to, 00:15:30.174 --> 00:15:31.075 they're not doing something 00:15:31.134 --> 00:15:33.976 as simple as sending out like a weekly, 00:15:34.017 --> 00:15:35.457 biweekly, monthly newsletter, 00:15:35.518 --> 00:15:36.318 just like with clinic 00:15:36.359 --> 00:15:37.860 updates to stay top of mind. 00:15:38.779 --> 00:15:40.402 with their list. 00:15:40.442 --> 00:15:41.121 All clinic owners, 00:15:41.142 --> 00:15:42.342 they're doing all these workshops. 00:15:42.363 --> 00:15:43.063 They're doing a really good 00:15:43.083 --> 00:15:44.625 job of generating leads, 00:15:44.884 --> 00:15:45.645 but then they don't do 00:15:45.745 --> 00:15:47.567 anything with those leads afterwards. 00:15:47.606 --> 00:15:50.208 So a very simple newsletter 00:15:50.308 --> 00:15:52.691 and then quarterly, every six months, 00:15:52.711 --> 00:15:53.831 just like reactivation 00:15:53.871 --> 00:15:54.852 campaign to try to get 00:15:54.893 --> 00:15:56.073 those people back in the door. 00:15:57.495 --> 00:15:58.655 That's a really easy way to 00:15:58.696 --> 00:15:59.917 generate tens of thousands 00:15:59.956 --> 00:16:01.057 of dollars for your business. 00:16:01.557 --> 00:16:02.958 And most, again, 00:16:02.979 --> 00:16:04.620 clinics aren't doing something like that. 00:16:05.750 --> 00:16:06.490 A lot of what we do 00:16:06.551 --> 00:16:07.251 obviously is like the 00:16:07.292 --> 00:16:09.292 backend system side of things too. 00:16:09.312 --> 00:16:11.052 So, you know, we build everything out. 00:16:11.092 --> 00:16:12.072 We build out like custom 00:16:12.092 --> 00:16:13.653 CRMs for all the businesses 00:16:13.673 --> 00:16:14.413 that we work with. 00:16:14.774 --> 00:16:15.934 Same sort of issue, right? 00:16:16.014 --> 00:16:17.095 Of you're doing these 00:16:17.134 --> 00:16:18.436 workshops or gathering 00:16:18.475 --> 00:16:19.316 these leads from these 00:16:19.355 --> 00:16:21.057 events or whatever you may be doing. 00:16:21.336 --> 00:16:22.037 And then they're kind of 00:16:22.256 --> 00:16:23.658 going into nowhere 00:16:23.758 --> 00:16:25.938 basically of like what some 00:16:25.979 --> 00:16:27.240 people are on this piece of paper. 00:16:27.360 --> 00:16:28.880 Other people are in this Google doc. 00:16:29.160 --> 00:16:30.500 Some people are in Squarespace. 00:16:30.822 --> 00:16:32.101 So we just try to centralize 00:16:32.162 --> 00:16:33.082 all of that by building out 00:16:33.123 --> 00:16:34.543 a CRM and then you can 00:16:34.623 --> 00:16:35.484 follow up with people and 00:16:35.504 --> 00:16:36.203 make it really easy. 00:16:36.744 --> 00:16:38.424 I'll give, I'll give people the example. 00:16:38.504 --> 00:16:39.985 Like I think before we, 00:16:40.206 --> 00:16:40.865 this is why we should hit 00:16:40.885 --> 00:16:41.647 record immediately. 00:16:41.667 --> 00:16:41.866 It's like, 00:16:41.947 --> 00:16:42.866 cause some of that good stuff 00:16:42.886 --> 00:16:44.107 just gets lost and talk about, 00:16:44.868 --> 00:16:46.349 I put things in funny stories, right? 00:16:46.369 --> 00:16:47.690 Cause stories resonate with people. 00:16:48.688 --> 00:16:50.091 Is your goal to just run 00:16:50.111 --> 00:16:50.913 around and get a bunch of 00:16:50.952 --> 00:16:52.054 girls' phone numbers or is 00:16:52.075 --> 00:16:53.197 it to do something with them? 00:16:53.457 --> 00:16:54.620 So like, congratulations, 00:16:54.980 --> 00:16:55.861 you walked out of the bar 00:16:55.881 --> 00:16:57.144 tonight with fifteen phone numbers. 00:16:58.057 --> 00:16:59.479 Okay, but now what? 00:16:59.558 --> 00:17:01.158 Like, do you want to go on fifteen dates? 00:17:01.578 --> 00:17:02.159 So do you think you need to 00:17:02.179 --> 00:17:03.159 do something with that? 00:17:03.200 --> 00:17:04.259 Like, maybe you need to send a text. 00:17:04.680 --> 00:17:05.681 Maybe you need to send a follow-up. 00:17:06.000 --> 00:17:06.780 How can you be different? 00:17:07.221 --> 00:17:08.142 And a lot of times it's like, 00:17:08.221 --> 00:17:09.541 don't get stuck on that one KPI. 00:17:09.642 --> 00:17:09.882 It was like, 00:17:09.902 --> 00:17:11.702 we got twelve hundred email addresses. 00:17:12.442 --> 00:17:12.863 Awesome. 00:17:13.384 --> 00:17:13.824 What do we get? 00:17:13.844 --> 00:17:14.604 Think like a PT. 00:17:14.943 --> 00:17:15.624 What are we going to do with it? 00:17:16.045 --> 00:17:17.144 Oh, we're going to send them a newsletter. 00:17:17.484 --> 00:17:19.385 And I get nervous when someone says, 00:17:21.205 --> 00:17:22.186 I hate the word blast. 00:17:22.866 --> 00:17:23.767 Can we blast this out? 00:17:23.866 --> 00:17:25.028 And I'm like, can we not? 00:17:25.884 --> 00:17:27.326 Like, cause that just sends flake. 00:17:27.365 --> 00:17:28.425 Like to me, that's like fling. 00:17:28.486 --> 00:17:30.146 That's like ready fire aim. 00:17:30.186 --> 00:17:30.967 I'm like, okay. 00:17:31.247 --> 00:17:33.827 Like I read your emails and 00:17:33.968 --> 00:17:36.169 I get lots of emails and 00:17:36.989 --> 00:17:38.009 there's something to be said for like, 00:17:38.049 --> 00:17:39.630 just show up in their inbox and just make, 00:17:39.670 --> 00:17:40.471 even if they never open it, 00:17:40.490 --> 00:17:41.530 your name and a subject line, 00:17:41.631 --> 00:17:42.590 you showed up and that's, um, 00:17:42.611 --> 00:17:43.592 that's a ping. 00:17:43.652 --> 00:17:44.432 That's one little touch. 00:17:45.692 --> 00:17:47.012 But if you earn my trust, 00:17:47.272 --> 00:17:48.253 actually it's a unique time 00:17:48.273 --> 00:17:49.074 that we're talking and I 00:17:49.114 --> 00:17:51.394 believe it's ten years. 00:17:52.890 --> 00:17:54.130 Seth Godin has written a 00:17:54.170 --> 00:17:57.211 blog post every day for ten years. 00:17:57.531 --> 00:17:59.031 He's written a sentence. 00:17:59.192 --> 00:18:00.913 He's written twenty seven pages. 00:18:01.232 --> 00:18:02.272 He's on every day for ten years. 00:18:02.634 --> 00:18:03.854 When I see Seth Godin pop up 00:18:03.894 --> 00:18:06.994 in my email box more often than not, 00:18:07.055 --> 00:18:08.075 I open it not every day. 00:18:08.175 --> 00:18:08.536 I can't. 00:18:08.935 --> 00:18:09.895 Seth, ten years. 00:18:09.935 --> 00:18:10.476 Come on, bro. 00:18:10.695 --> 00:18:11.136 He knows it. 00:18:11.576 --> 00:18:12.277 But he's like, I'm here. 00:18:13.317 --> 00:18:14.978 And so when Seth Godin has 00:18:14.998 --> 00:18:16.097 never blasted everything, 00:18:16.137 --> 00:18:17.578 he's never flung something out. 00:18:17.679 --> 00:18:18.739 He's never just had to do it. 00:18:18.959 --> 00:18:20.180 He decided this is my medium. 00:18:21.314 --> 00:18:22.294 and I'm gonna show up, 00:18:22.614 --> 00:18:24.035 but he leads with value first. 00:18:24.375 --> 00:18:26.214 So I agree with you, but I would, 00:18:26.295 --> 00:18:27.195 and I'm sure you would, 00:18:27.476 --> 00:18:28.496 I wanna know your thoughts on this. 00:18:29.096 --> 00:18:30.396 It doesn't need to be, 00:18:30.537 --> 00:18:32.096 I worked with a client once who was like, 00:18:32.156 --> 00:18:33.337 it needs to be an update of 00:18:33.518 --> 00:18:34.357 everything we're doing. 00:18:34.417 --> 00:18:35.698 And I was like, that feels too wide. 00:18:36.137 --> 00:18:37.798 Like that's the newspaper. 00:18:39.319 --> 00:18:40.480 Can you teach me something? 00:18:40.579 --> 00:18:41.340 Make me laugh? 00:18:41.520 --> 00:18:42.622 Make me raise my eyebrows? 00:18:42.642 --> 00:18:43.761 I always call it the eyebrow test. 00:18:43.883 --> 00:18:44.643 Like, didn't know that. 00:18:44.663 --> 00:18:45.403 That's cool. 00:18:47.265 --> 00:18:49.605 So when I hear someone say, just blast it, 00:18:49.645 --> 00:18:51.867 like it is cringe mode to me. 00:18:52.208 --> 00:18:53.209 And I'm sure you call it that. 00:18:53.249 --> 00:18:54.588 So you must know that 00:18:54.628 --> 00:18:55.750 because I open your emails 00:18:56.109 --> 00:18:57.371 more often than not. 00:18:57.832 --> 00:18:58.912 So how do you approach, like, 00:18:59.573 --> 00:19:00.792 what am I going to do when 00:19:00.873 --> 00:19:01.953 I actually do hit send? 00:19:01.993 --> 00:19:02.473 How do you, 00:19:02.634 --> 00:19:03.615 what is your process for 00:19:03.634 --> 00:19:05.135 yourself and for what you 00:19:05.536 --> 00:19:06.136 teach other people? 00:19:06.942 --> 00:19:07.242 Yeah, 00:19:07.323 --> 00:19:09.124 I think it's a great point and 00:19:09.483 --> 00:19:10.384 something I'm always 00:19:10.424 --> 00:19:11.285 thinking about as well 00:19:11.305 --> 00:19:12.846 because people's inboxes 00:19:12.925 --> 00:19:14.106 are so valuable too. 00:19:14.146 --> 00:19:15.248 And how do you get to that 00:19:15.288 --> 00:19:17.429 point where you are that 00:19:17.469 --> 00:19:18.509 person where I am going to 00:19:18.568 --> 00:19:19.829 open this more often than not? 00:19:19.950 --> 00:19:20.971 Again, not every time, 00:19:21.010 --> 00:19:22.791 but I think the number one 00:19:22.832 --> 00:19:24.432 thing for that is you've 00:19:24.452 --> 00:19:26.493 got to lead with value first, right? 00:19:26.594 --> 00:19:28.174 The emails that I send out for Patch, 00:19:28.855 --> 00:19:29.955 I send two out. 00:19:30.135 --> 00:19:31.135 The Tuesday ones are kind of 00:19:31.155 --> 00:19:31.836 just my thoughts, 00:19:31.876 --> 00:19:33.518 kind of like the Seth Godin one, 00:19:34.337 --> 00:19:35.278 where I'm just kind of 00:19:35.298 --> 00:19:36.599 writing about what I'm thinking about. 00:19:36.680 --> 00:19:38.020 And then the Friday ones are 00:19:38.040 --> 00:19:39.240 all the content that I 00:19:39.280 --> 00:19:40.682 consumed that I really 00:19:40.721 --> 00:19:41.762 liked that I think other 00:19:41.843 --> 00:19:44.084 clinic owners will also like as well. 00:19:44.104 --> 00:19:47.105 So I'm just building some 00:19:47.686 --> 00:19:48.807 reciprocity with people. 00:19:48.826 --> 00:19:48.926 Great. 00:19:50.676 --> 00:19:51.377 And, you know, 00:19:51.397 --> 00:19:52.778 I'm not like I'm not like saying like, 00:19:52.818 --> 00:19:53.339 hey, you know, 00:19:53.400 --> 00:19:54.119 perhaps is running this 00:19:54.340 --> 00:19:56.041 huge deal today or like, you know, 00:19:56.182 --> 00:19:57.242 you got to move forward 00:19:57.262 --> 00:19:58.545 today or anything like that. 00:19:58.585 --> 00:19:59.746 Like those type of blasts. 00:19:59.766 --> 00:20:01.086 Like I'm only do I'm like 00:20:01.267 --> 00:20:03.028 very picky about when I'm doing that. 00:20:03.348 --> 00:20:05.171 And we look at like clinics the same way, 00:20:05.211 --> 00:20:05.510 too. 00:20:05.530 --> 00:20:06.291 And that's a lot of people 00:20:06.311 --> 00:20:07.393 that come to patch where 00:20:07.653 --> 00:20:09.115 they sign up with us and they're like, 00:20:09.454 --> 00:20:10.236 I want to run this deal. 00:20:10.276 --> 00:20:11.017 I want to run this deal. 00:20:11.457 --> 00:20:11.636 Like, well, 00:20:11.656 --> 00:20:13.198 you've never sent an email to 00:20:13.238 --> 00:20:14.298 your list before. 00:20:14.719 --> 00:20:16.219 This blast that you're about 00:20:16.259 --> 00:20:16.960 to send is not going to 00:20:16.980 --> 00:20:17.920 work because you have no 00:20:17.960 --> 00:20:18.799 trust with your list. 00:20:19.020 --> 00:20:20.320 You've provided no value. 00:20:20.740 --> 00:20:21.781 And maybe they met you at a 00:20:21.842 --> 00:20:23.442 workshop six months ago, 00:20:23.502 --> 00:20:25.002 but they have no idea who you are. 00:20:25.343 --> 00:20:26.903 And if you say, hey, buy my thing, 00:20:27.044 --> 00:20:27.964 that's the first touchpoint 00:20:27.984 --> 00:20:29.244 you've had with them in six months. 00:20:29.766 --> 00:20:30.726 Yeah, it's not going to work. 00:20:31.066 --> 00:20:31.786 It's cringy. 00:20:31.906 --> 00:20:32.267 Like it's. 00:20:33.027 --> 00:20:34.607 you know, Seth, uh, not Seth Godin, 00:20:34.968 --> 00:20:35.749 which is the opposite. 00:20:35.808 --> 00:20:36.548 Gary V is probably the 00:20:36.608 --> 00:20:37.430 opposite of Seth Godin. 00:20:37.509 --> 00:20:38.411 There's two people who are 00:20:38.431 --> 00:20:39.070 probably more different, 00:20:39.090 --> 00:20:40.531 but they probably say the same stuff. 00:20:40.571 --> 00:20:41.913 If you boil it down just different, 00:20:41.972 --> 00:20:42.854 how they say it is differently. 00:20:43.594 --> 00:20:46.455 Um, Gary's famous book is, uh, jab, jab, 00:20:46.496 --> 00:20:47.217 jab, right hook. 00:20:47.916 --> 00:20:49.837 The idea is jabs are like Gibbs. 00:20:49.877 --> 00:20:51.378 Like here's a thing that I 00:20:51.419 --> 00:20:52.000 thought you might like. 00:20:52.059 --> 00:20:52.539 Here's the thing. 00:20:52.859 --> 00:20:53.361 Here's the thing. 00:20:53.401 --> 00:20:53.901 Here's the thing. 00:20:53.941 --> 00:20:54.401 Here's the thing. 00:20:54.721 --> 00:20:55.781 By the time Gary says, 00:20:55.922 --> 00:20:57.262 I have a book for sale. 00:20:57.763 --> 00:20:58.084 You're like, 00:20:58.163 --> 00:20:59.625 I feel like I owe him to buy it. 00:20:59.664 --> 00:21:00.726 Even if I'm not going to read it, 00:21:00.746 --> 00:21:02.086 like I owe this guy. 00:21:02.125 --> 00:21:02.666 Like that is, 00:21:03.428 --> 00:21:05.589 building cred with someone. 00:21:05.670 --> 00:21:06.730 I have a shelf full of Gary. 00:21:06.971 --> 00:21:08.212 I've read half of them, but I'm like, 00:21:08.272 --> 00:21:10.355 I'm going to, but at that point I've just, 00:21:10.736 --> 00:21:11.977 he's given me so much. 00:21:12.017 --> 00:21:13.157 I feel like I owe it to him. 00:21:13.699 --> 00:21:15.661 So if, but if Gary came in hot, 00:21:15.780 --> 00:21:16.662 even if he had the greatest 00:21:16.701 --> 00:21:17.682 book in the world and just said, 00:21:17.742 --> 00:21:18.304 buy my book, 00:21:20.765 --> 00:21:21.766 I don't know who you are, dude. 00:21:21.806 --> 00:21:23.426 Like we met once, right? 00:21:23.467 --> 00:21:25.588 Let's get married to a girl 00:21:25.608 --> 00:21:26.509 that you got her phone 00:21:26.529 --> 00:21:27.550 number six months ago and 00:21:27.570 --> 00:21:28.692 then just texted in hot. 00:21:29.132 --> 00:21:30.452 Let's go on a vacation together. 00:21:30.773 --> 00:21:32.075 Who, what are you? 00:21:32.134 --> 00:21:34.195 You skipped some steps, man, 00:21:34.537 --> 00:21:35.577 which is super obvious in 00:21:35.597 --> 00:21:36.699 the relationship example. 00:21:37.318 --> 00:21:38.400 But I think I hold people's 00:21:38.460 --> 00:21:39.141 feet to the fire. 00:21:39.221 --> 00:21:40.020 It's the same thing. 00:21:40.060 --> 00:21:41.982 If you do it in your business, super weird, 00:21:42.282 --> 00:21:42.923 super cringy. 00:21:43.284 --> 00:21:44.204 And then you're like email 00:21:44.224 --> 00:21:44.925 marketing doesn't work. 00:21:45.984 --> 00:21:47.406 uh no signing doesn't work 00:21:47.666 --> 00:21:48.728 no dude you did it wrong 00:21:48.807 --> 00:21:49.769 like there's a right way to 00:21:49.808 --> 00:21:50.990 do it and a wrong way to do 00:21:51.049 --> 00:21:52.632 it and you did it one of the wrong ways 00:21:53.439 --> 00:21:54.038 Totally. 00:21:54.058 --> 00:21:55.739 And I think the data analogy is perfect. 00:21:55.798 --> 00:21:56.259 It's like, all right, 00:21:56.279 --> 00:21:57.559 you've got all these phone numbers, 00:21:57.579 --> 00:21:58.500 you've got all these leads. 00:21:58.519 --> 00:22:00.500 And then if you're not 00:22:00.539 --> 00:22:01.980 putting them into a CRM and 00:22:02.020 --> 00:22:03.161 then sending them some sort 00:22:03.181 --> 00:22:05.401 of nurture email sequence to talk about, 00:22:05.480 --> 00:22:06.320 especially again, 00:22:06.641 --> 00:22:07.902 in the cash-based world for us, 00:22:08.182 --> 00:22:09.721 we have a lot of education to do. 00:22:09.882 --> 00:22:11.862 So if we're not telling them about like, 00:22:11.922 --> 00:22:12.061 hey, 00:22:12.102 --> 00:22:14.262 here's the difference between in and 00:22:14.303 --> 00:22:14.923 out of network, 00:22:14.962 --> 00:22:16.222 and here's why our service 00:22:16.242 --> 00:22:17.282 is a little bit more expensive, 00:22:17.323 --> 00:22:18.523 but this is what you get with it. 00:22:18.963 --> 00:22:20.384 So if you're not educating your 00:22:21.183 --> 00:22:22.904 patient base on those things 00:22:23.065 --> 00:22:24.545 and then you say hey book 00:22:24.585 --> 00:22:26.405 this evaluation or come get 00:22:26.465 --> 00:22:28.086 married to us and spend two 00:22:28.125 --> 00:22:29.326 thousand plus dollars on 00:22:29.366 --> 00:22:30.727 this package it's not gonna 00:22:30.767 --> 00:22:32.067 happen right and that's 00:22:32.107 --> 00:22:33.188 where you there's there's 00:22:33.208 --> 00:22:34.307 just steps to all that and 00:22:34.327 --> 00:22:35.088 I think a lot of clinics 00:22:35.509 --> 00:22:36.648 it's very low hanging fruit 00:22:36.709 --> 00:22:37.670 but it's just something 00:22:37.690 --> 00:22:39.210 that gets missed now the 00:22:39.430 --> 00:22:40.990 other side of that spectrum 00:22:41.090 --> 00:22:42.391 is if you mentioned a 00:22:42.510 --> 00:22:44.172 reactivation campaign and I 00:22:44.192 --> 00:22:45.372 don't I hope this is 00:22:45.432 --> 00:22:46.393 listened to by people who 00:22:46.432 --> 00:22:47.032 know what we're talking 00:22:47.053 --> 00:22:48.292 about and don't I want you 00:22:48.333 --> 00:22:49.354 to be like what these guys 00:22:49.374 --> 00:22:50.213 are just talking gibberish 00:22:50.913 --> 00:22:52.836 A reactivation campaign is 00:22:54.597 --> 00:22:55.798 reaching out to someone you 00:22:55.818 --> 00:22:57.180 went to high school with and being like, 00:22:57.200 --> 00:22:57.560 hey, man, 00:22:57.641 --> 00:22:58.981 I saw that post about your kids. 00:22:59.001 --> 00:22:59.962 I haven't talked in ten years, 00:23:00.423 --> 00:23:01.944 but we had this connection before. 00:23:01.964 --> 00:23:02.184 Remember, 00:23:02.224 --> 00:23:02.986 I used to sit next to you in 00:23:03.006 --> 00:23:03.425 social studies, 00:23:03.987 --> 00:23:04.907 and I just wanted to say 00:23:04.928 --> 00:23:05.808 I'm glad you're doing well. 00:23:06.249 --> 00:23:06.910 And then shut up. 00:23:08.305 --> 00:23:09.506 Or in business, it might say, 00:23:09.865 --> 00:23:11.007 just checking in on how you're doing. 00:23:11.626 --> 00:23:13.048 Are you still running marathons? 00:23:13.067 --> 00:23:13.988 Because I remember that about you. 00:23:14.788 --> 00:23:15.788 Is there anything I can help with? 00:23:16.189 --> 00:23:16.848 Then shut up. 00:23:17.690 --> 00:23:19.790 But that's different because 00:23:19.810 --> 00:23:20.911 you already have that. 00:23:20.971 --> 00:23:23.471 It's the reactivation campaign. 00:23:23.491 --> 00:23:26.213 You've hopefully earned it to do that. 00:23:26.834 --> 00:23:28.875 You must see people find so 00:23:28.914 --> 00:23:30.155 much money under their 00:23:30.276 --> 00:23:32.257 couch cushions in reactivation campaigns. 00:23:32.297 --> 00:23:32.876 It's sitting there. 00:23:34.053 --> 00:23:35.013 A hundred percent to like 00:23:35.054 --> 00:23:36.875 tens of thousands of dollars every, 00:23:37.296 --> 00:23:39.096 you know, every quarter or so, you know, 00:23:39.136 --> 00:23:40.178 when you do these in this, 00:23:40.198 --> 00:23:41.378 where like you need to do 00:23:41.419 --> 00:23:42.881 them like tactfully though, 00:23:42.901 --> 00:23:43.961 you can't just say like, okay, 00:23:44.001 --> 00:23:44.541 I'm going to run this 00:23:44.602 --> 00:23:45.782 reactivation campaign. 00:23:45.863 --> 00:23:47.223 It's what's going on. 00:23:47.304 --> 00:23:49.705 Like, you know, like right now in Boston, 00:23:49.726 --> 00:23:49.866 right? 00:23:49.886 --> 00:23:50.988 Like it's finally nice out 00:23:51.028 --> 00:23:52.469 the Boston marathons going on. 00:23:52.509 --> 00:23:52.749 So it's like, 00:23:53.128 --> 00:23:54.250 let's lean into like running 00:23:54.289 --> 00:23:55.191 a little bit and let's find 00:23:55.230 --> 00:23:56.711 all the runners that are on our list. 00:23:56.731 --> 00:23:57.532 Cause we have all that 00:23:57.633 --> 00:23:59.013 organized and here's 00:23:59.054 --> 00:24:00.695 everybody that we have, you know, the. 00:24:01.115 --> 00:24:03.097 We met at a running event or they came in, 00:24:03.137 --> 00:24:04.058 you know, whatever it might be. 00:24:04.839 --> 00:24:05.780 And let's do our 00:24:05.840 --> 00:24:07.382 reactivation campaign 00:24:07.682 --> 00:24:08.763 around our runners because 00:24:08.784 --> 00:24:10.085 it's very timely right now. 00:24:10.184 --> 00:24:11.586 Everybody's trying to get outdoors. 00:24:11.626 --> 00:24:13.608 It's spring Boston marathons going on. 00:24:13.669 --> 00:24:14.670 Let's reach out to them 00:24:14.710 --> 00:24:16.151 about running related injuries. 00:24:16.451 --> 00:24:18.032 Let's talk about that in our newsletter, 00:24:18.373 --> 00:24:20.015 educate people, our content, 00:24:20.095 --> 00:24:21.016 our Instagram posting 00:24:21.036 --> 00:24:21.797 should be about that. 00:24:21.817 --> 00:24:23.258 And you're not just like, 00:24:24.124 --> 00:24:24.644 you're not just like 00:24:24.723 --> 00:24:25.805 throwing stuff out there 00:24:25.845 --> 00:24:26.924 willy nilly and hoping that 00:24:26.944 --> 00:24:27.885 people take you up on it. 00:24:27.925 --> 00:24:28.586 There's gotta be a little 00:24:28.605 --> 00:24:29.527 bit of strategy to it. 00:24:29.967 --> 00:24:31.887 You're saying hope with the 00:24:31.928 --> 00:24:33.048 people it will resonate 00:24:33.087 --> 00:24:34.068 with and it will not 00:24:34.148 --> 00:24:35.048 resonate with everybody. 00:24:35.108 --> 00:24:35.829 Like go into it. 00:24:36.269 --> 00:24:36.670 There's no, 00:24:36.710 --> 00:24:37.750 it will resonate with everybody 00:24:37.769 --> 00:24:38.330 for anything. 00:24:39.310 --> 00:24:40.511 If you're saying the thing 00:24:40.551 --> 00:24:42.051 that they're thinking or feeling, 00:24:42.452 --> 00:24:43.252 cause they're watching the 00:24:43.313 --> 00:24:44.594 new Nike commercial around 00:24:44.634 --> 00:24:45.634 Boston or the billboards 00:24:45.653 --> 00:24:46.595 that I'm sure are going up 00:24:46.634 --> 00:24:47.434 around the marathon. 00:24:48.055 --> 00:24:49.875 And they're thinking like, man, 00:24:49.915 --> 00:24:51.156 I wish I was running again this year. 00:24:52.439 --> 00:24:54.029 And could you do a campaign? 00:24:54.069 --> 00:24:55.459 They go, if you're not running this year, 00:24:56.650 --> 00:24:57.309 You got three hundred and 00:24:57.349 --> 00:24:58.871 sixty four days like 00:24:58.911 --> 00:24:59.791 sending a message out the 00:24:59.832 --> 00:25:01.731 day after the marathon to 00:25:01.852 --> 00:25:03.192 steal all the hype of the 00:25:03.252 --> 00:25:05.634 race and be like three 00:25:05.653 --> 00:25:06.494 hundred sixty four days 00:25:06.535 --> 00:25:07.214 until we run again. 00:25:07.674 --> 00:25:08.194 Are you going to be on the 00:25:08.215 --> 00:25:08.915 starting line or not? 00:25:09.435 --> 00:25:12.037 Like then shut up and shut 00:25:12.116 --> 00:25:14.739 up and it will not resonate 00:25:14.759 --> 00:25:15.159 with everybody. 00:25:15.338 --> 00:25:16.159 You might send a thousand 00:25:16.219 --> 00:25:18.019 emails and you might get three, 00:25:18.559 --> 00:25:19.340 but that's three more than 00:25:19.361 --> 00:25:20.121 you had yesterday. 00:25:20.201 --> 00:25:21.521 And it costs you nothing. 00:25:21.582 --> 00:25:22.902 And for the people that don't respond, 00:25:23.222 --> 00:25:24.002 they're like that. 00:25:24.083 --> 00:25:24.462 I get it. 00:25:24.742 --> 00:25:25.304 That's just not me. 00:25:25.324 --> 00:25:25.743 And that's cool. 00:25:26.731 --> 00:25:27.772 That's not me, but that's cool. 00:25:27.792 --> 00:25:28.973 That's, that did not bother me. 00:25:29.694 --> 00:25:29.994 Right. 00:25:30.055 --> 00:25:31.336 I wish more owners wouldn't 00:25:31.435 --> 00:25:32.336 understand that, that, 00:25:32.376 --> 00:25:33.898 that value that you earn is 00:25:35.420 --> 00:25:36.421 it's quantifiable. 00:25:37.961 --> 00:25:38.303 Yeah. 00:25:38.323 --> 00:25:38.462 Yeah. 00:25:38.482 --> 00:25:40.084 And I think a lot of, a lot of it too is, 00:25:40.104 --> 00:25:40.144 is, 00:25:40.915 --> 00:25:41.676 You know, we don't like, 00:25:41.717 --> 00:25:42.857 you shouldn't be worried about like, oh, 00:25:42.877 --> 00:25:43.919 I'm bothering this person. 00:25:43.939 --> 00:25:44.839 I'm bothering this person. 00:25:45.059 --> 00:25:46.122 It's like we're bleeding hearts. 00:25:46.201 --> 00:25:47.883 Yeah, I know. 00:25:48.483 --> 00:25:49.265 But it's, uh, 00:25:49.285 --> 00:25:51.527 we provide so much value though, of like, 00:25:51.807 --> 00:25:52.949 yeah, like I remember, 00:25:53.088 --> 00:25:55.991 like I reached out to one guy, you know, 00:25:56.051 --> 00:25:57.012 when I was running ripple, 00:25:57.053 --> 00:25:58.375 it was like six or eight months. 00:25:58.394 --> 00:25:58.954 I was just following up. 00:25:58.974 --> 00:25:59.576 Hey, what's going on? 00:25:59.615 --> 00:26:01.196 How's the shoulder need anything? 00:26:01.557 --> 00:26:02.519 Nothing, nothing, nothing. 00:26:02.951 --> 00:26:04.933 And then finally he responded back. 00:26:04.953 --> 00:26:06.275 It's like, Hey, sorry, I've been traveling, 00:26:06.295 --> 00:26:06.954 whatever it might be. 00:26:07.336 --> 00:26:09.156 And then like, he came in and, you know, 00:26:09.217 --> 00:26:11.358 six months later, he's, you know, like he, 00:26:11.378 --> 00:26:12.119 he like pulled me aside. 00:26:12.140 --> 00:26:12.359 He's like, 00:26:12.480 --> 00:26:13.861 thanks for staying on top of me. 00:26:13.881 --> 00:26:14.021 Like, 00:26:14.102 --> 00:26:15.603 I appreciate you continuing to reach 00:26:15.722 --> 00:26:17.384 out because what we do is 00:26:17.904 --> 00:26:19.165 life-changing for a lot of people. 00:26:19.205 --> 00:26:20.907 And I think we forget that it should be, 00:26:21.288 --> 00:26:22.648 that should be like, you know, 00:26:22.669 --> 00:26:23.349 you should talk about that 00:26:23.369 --> 00:26:24.009 in your messaging when 00:26:24.029 --> 00:26:24.770 you're marketing as well. 00:26:24.790 --> 00:26:26.612 Uh, Jeremy, we're going to play a game. 00:26:26.632 --> 00:26:27.373 Are you ready for game time? 00:26:27.393 --> 00:26:28.114 Let's do it. 00:26:35.469 --> 00:26:36.108 All right, game time. 00:26:36.130 --> 00:26:37.711 We're going to play marketing myth busters, 00:26:37.770 --> 00:26:39.372 physical therapy, healthcare edition. 00:26:39.852 --> 00:26:42.173 I'm going to throw out some advice. 00:26:42.213 --> 00:26:43.836 You're going to let me know 00:26:43.855 --> 00:26:45.156 if it's a myth or a must, 00:26:45.237 --> 00:26:45.977 and then you can give a 00:26:46.017 --> 00:26:46.798 quick explanation. 00:26:47.117 --> 00:26:48.378 I'm going to say, here's a bold statement, 00:26:48.419 --> 00:26:48.699 Jeremy. 00:26:48.858 --> 00:26:50.221 Email marketing is dead. 00:26:50.340 --> 00:26:51.862 Is that a myth or is it true? 00:26:52.932 --> 00:26:53.471 Total myth. 00:26:53.592 --> 00:26:54.353 I think everything we just 00:26:54.373 --> 00:26:55.972 talked about just dispelled that as well. 00:26:56.012 --> 00:26:57.493 I think it's one of the only 00:26:57.554 --> 00:26:58.634 platforms where you still 00:26:58.875 --> 00:27:00.255 own all that information. 00:27:00.715 --> 00:27:02.316 It's easy to reach out to 00:27:02.336 --> 00:27:05.178 people and people value their inbox. 00:27:05.198 --> 00:27:06.498 So you need to be inside of it. 00:27:06.518 --> 00:27:07.278 They do. 00:27:07.358 --> 00:27:08.378 I need to be inside of you. 00:27:08.459 --> 00:27:09.579 That's what a marketer says. 00:27:09.599 --> 00:27:13.781 That's how you sell something right there. 00:27:13.801 --> 00:27:14.082 Jeremy, 00:27:14.102 --> 00:27:15.741 you need to post on social every 00:27:15.821 --> 00:27:16.643 single day. 00:27:16.742 --> 00:27:18.544 Is that myth or is that must? 00:27:19.203 --> 00:27:19.944 I think myth. 00:27:20.045 --> 00:27:21.826 I think especially right now, 00:27:21.865 --> 00:27:23.667 I think it's quality over 00:27:23.688 --> 00:27:24.568 quantity right now. 00:27:26.289 --> 00:27:27.830 But I think the days of not 00:27:27.851 --> 00:27:28.892 being on social media, 00:27:29.051 --> 00:27:29.752 being on social media is 00:27:29.792 --> 00:27:30.653 non-negotiable now. 00:27:30.753 --> 00:27:32.675 So you don't need to be posting every day, 00:27:32.836 --> 00:27:34.057 but you need to have 00:27:34.136 --> 00:27:35.657 quality content up there 00:27:35.678 --> 00:27:36.638 that people resonate with. 00:27:37.640 --> 00:27:38.861 You don't need marketing if 00:27:38.881 --> 00:27:40.021 you're referral-based. 00:27:41.363 --> 00:27:43.064 I think like to a point, sure. 00:27:43.263 --> 00:27:44.163 Like it depends on how big 00:27:44.183 --> 00:27:44.644 you want to get. 00:27:45.384 --> 00:27:46.144 I think that's how you need 00:27:46.164 --> 00:27:47.944 to like build your company 00:27:48.085 --> 00:27:49.566 off of your word of mouth 00:27:49.586 --> 00:27:50.405 and referrals and get your 00:27:50.445 --> 00:27:51.145 brand out there. 00:27:51.566 --> 00:27:52.306 But if you want to grow, 00:27:52.346 --> 00:27:53.646 eventually you have to lay 00:27:53.686 --> 00:27:55.708 into the paid advertising side of things. 00:27:56.008 --> 00:27:57.147 Referrals are marketing. 00:27:57.188 --> 00:27:58.228 It's just a different way though. 00:27:58.248 --> 00:27:59.229 That was, I mean, that's the thing. 00:27:59.949 --> 00:28:00.689 I don't do marketing. 00:28:00.729 --> 00:28:01.749 I just do referrals and I'm like, 00:28:01.828 --> 00:28:02.809 I got news for you, my man. 00:28:02.849 --> 00:28:04.250 That is a different way to do it. 00:28:04.269 --> 00:28:06.671 A hundred percent. 00:28:06.711 --> 00:28:07.171 Last myth. 00:28:07.211 --> 00:28:08.451 You should hire an agency as 00:28:08.551 --> 00:28:09.652 soon as you open your clinic. 00:28:11.161 --> 00:28:12.221 Again, I think myth, 00:28:12.321 --> 00:28:13.163 I think it always boils 00:28:13.202 --> 00:28:15.005 down to what your goals are. 00:28:15.085 --> 00:28:16.926 But again, like somebody brand new, 00:28:17.326 --> 00:28:18.788 they are just starting. 00:28:18.847 --> 00:28:20.970 You need to nail down your 00:28:21.009 --> 00:28:22.050 local network first. 00:28:22.451 --> 00:28:23.692 We could do all the marketing in the world, 00:28:23.712 --> 00:28:24.252 but if you don't have any 00:28:24.292 --> 00:28:25.314 trust in the community or 00:28:25.334 --> 00:28:25.835 the neighborhood, 00:28:26.496 --> 00:28:27.036 it's going to be really 00:28:27.076 --> 00:28:27.836 hard to grow that. 00:28:27.856 --> 00:28:29.137 You have bigger fish to fry. 00:28:29.518 --> 00:28:30.419 Spend your time, money, 00:28:30.439 --> 00:28:31.440 and effort into building 00:28:31.460 --> 00:28:32.461 your local network first, 00:28:32.842 --> 00:28:34.083 then start running ads afterwards. 00:28:34.622 --> 00:28:35.143 All right, Jeremy, 00:28:35.502 --> 00:28:36.964 you're off the hot seat for myth or must. 00:28:37.045 --> 00:28:37.806 Last thing we do though on 00:28:37.846 --> 00:28:39.387 the show is called the parting shot. 00:28:40.028 --> 00:28:41.410 It's your chance to be prolific. 00:28:41.490 --> 00:28:43.212 You could bring up a mic drop moment, 00:28:43.252 --> 00:28:44.153 a quote, whatever. 00:28:44.594 --> 00:28:45.255 What do you want to burn 00:28:45.275 --> 00:28:46.676 into people's brain as we wrap up? 00:28:47.932 --> 00:28:49.051 Yeah, I think at the end of the day, 00:28:49.772 --> 00:28:51.972 I think clinic owners especially, 00:28:51.992 --> 00:28:53.173 so I'm talking specifically 00:28:53.193 --> 00:28:54.354 to clinic owners here or 00:28:54.473 --> 00:28:55.634 future clinic owners, 00:28:56.194 --> 00:28:58.015 I think there's a really 00:28:58.035 --> 00:28:59.895 big opportunity in the next 00:28:59.996 --> 00:29:02.537 handful of years to grow 00:29:02.656 --> 00:29:04.497 something that has enterprise value, 00:29:04.557 --> 00:29:05.837 that it can be something 00:29:05.877 --> 00:29:06.938 that you can automate, 00:29:07.317 --> 00:29:09.179 you can make a good amount 00:29:09.219 --> 00:29:10.278 of money doing it. 00:29:10.660 --> 00:29:13.203 And I think the shift in the 00:29:13.243 --> 00:29:14.586 healthcare world is really 00:29:14.646 --> 00:29:15.848 moving in putting physical 00:29:15.909 --> 00:29:17.271 therapists in a really good spot. 00:29:17.792 --> 00:29:21.558 So if you are a clinic owner leaning into 00:29:22.506 --> 00:29:24.346 building your clinic to a 00:29:24.406 --> 00:29:25.586 handful of clinicians, 00:29:25.787 --> 00:29:27.387 something that doesn't rely 00:29:27.468 --> 00:29:28.587 on you treating every 00:29:28.627 --> 00:29:29.929 single day to pay the bills 00:29:30.509 --> 00:29:31.989 and leveraging digital 00:29:32.028 --> 00:29:33.730 marketing to do all of those things. 00:29:34.130 --> 00:29:35.611 It's a very viable option. 00:29:35.671 --> 00:29:37.711 I think anybody can do that right now. 00:29:38.270 --> 00:29:40.612 And it's not as scary, 00:29:41.152 --> 00:29:42.272 it's a risk for sure, 00:29:43.212 --> 00:29:44.192 but it's a fun risk at the 00:29:44.212 --> 00:29:45.153 end of the day. 00:29:45.814 --> 00:29:46.794 If someone's nodding along 00:29:46.814 --> 00:29:47.375 and they're still listening 00:29:47.394 --> 00:29:48.674 and they're like, all right, fine, Jeremy, 00:29:48.714 --> 00:29:49.615 you got me, call me. 00:29:50.296 --> 00:29:50.996 How does someone reach you? 00:29:52.025 --> 00:29:52.224 Yeah, 00:29:52.285 --> 00:29:55.667 patchsystem.com is our agency's website. 00:29:55.688 --> 00:29:57.250 You can follow me on Instagram as well, 00:29:57.630 --> 00:29:58.911 underscore Jeremy DuPont. 00:29:58.990 --> 00:30:00.031 I've got a podcast, 00:30:00.152 --> 00:30:01.673 Jeremy on Marketing Podcast. 00:30:01.713 --> 00:30:02.795 So that's where you can find me. 00:30:03.335 --> 00:30:04.476 Jeremy, appreciate it. 00:30:04.496 --> 00:30:05.436 We'll have you back soon. 00:30:05.497 --> 00:30:06.157 I feel like we could just 00:30:06.357 --> 00:30:07.940 touch on all these different things. 00:30:07.980 --> 00:30:09.840 And here's the job security 00:30:09.861 --> 00:30:10.701 for people like you and me. 00:30:11.222 --> 00:30:12.604 The world keeps changing and 00:30:12.624 --> 00:30:14.766 we change how we communicate with people. 00:30:14.806 --> 00:30:14.986 It's like, 00:30:15.226 --> 00:30:15.747 Yeah, that sucks, 00:30:15.767 --> 00:30:16.950 but it's pretty good for us. 00:30:16.970 --> 00:30:17.390 You know what I mean? 00:30:18.092 --> 00:30:18.471 Exactly. 00:30:18.492 --> 00:30:19.273 Yeah, three months from now, 00:30:19.294 --> 00:30:19.894 we're having a totally 00:30:19.914 --> 00:30:21.096 different conversation probably. 00:30:21.116 --> 00:30:21.739 Yeah, wild. 00:30:21.959 --> 00:30:22.319 It's wild. 00:30:22.400 --> 00:30:23.622 Jeremy from Patch, appreciate your time, 00:30:23.642 --> 00:30:23.781 man. 00:30:23.823 --> 00:30:24.123 Thank you. 00:30:24.143 --> 00:30:25.085 Thanks, man.