Will Humphries is back.
Will, I tried, like,
if I tried to give you a hype intro,
I don't know that I would ever be able to,
there's very few people I
say have more energy than me.
Will Humphries is one of them.
I don't know if I have your energy,
but I try to.
I love your energy, man.
I think when we got together,
it was just like we started
vibing in such a way the
walls were shaking.
We're like, let's go.
Let's do this thing.
So I saw you at PPS.
That was not that long ago, but still,
it was still a few months ago.
Like what is up?
And I feel every time I talk to you,
you're not even, you're not like,
you're not changing the
color on something.
You're like, and I'm over and doing this.
Giantly different thing now.
Like what possibly are you doing now?
So my finally,
so here's the thing I've
been building companies
since I sold my practice in,
I sold my PT practice,
had five locations exited.
I have been on a mission to
find ways to do one thing, Jimmy.
Free you up.
I want PT, OT,
SLP owners to be free
because they are so
compressed with
responsibilities and not just owners,
leaders, anyone who's like, man,
I am drowning in it.
Even if you're not like
considering yourself a leader,
if you are a PT and you're
passionate or an OT and
you're super committed.
yeah, man, you're who they want to help.
So I started a medical
billing company that you heard about.
I've built that up.
I have someone else running it.
I spend maybe a couple hours
a year on that.
Smart.
It was, you know what?
I built, here's my concept, Jimmy.
I read a book called Who Not
How by Dan Sullivan.
And it was all about like
anything we do in life is
about building around
people versus ideas.
So my old biller who used to work for me,
who merged twenty six
locations in Arizona, became available.
And I said, hey,
Let's do a business.
You do medical billing.
It's not the thing I want to do forever,
but it'll get me started in
this B to B physical therapy space.
And she's like, let's go.
That was five years ago.
I spent,
I spent very little time in it and
it continues to grow as it
does a great job.
Now,
what that's turned into is my current
company in Jimmy.
I am obsessed about this thing.
I've cleared the field in a
sense because although I
still do coaching privately
for certain groups,
my passion is in virtual
assistants to help free people up.
And here's my vision.
I want to bring
four hundred and forty-four
families out of poverty
from the Philippines as
they free up physical therapy,
occupational therapy,
and speech entrepreneurs.
I'm going to pause and let
that sink in because I love
how you started with that.
Number one, you set it up with the book,
right?
People, right?
You start with people.
Who, not how.
Who's going to solve this, not how.
But you're saying this is
the who and here's the how.
So like this could have been
an episode on virtual assistants,
but Will, of course,
comes at it from a different way,
which is like all those
pain points you have and you,
there's two options.
You could go to a Facebook,
a physical therapy Facebook
group and bitch about it,
which is always an option.
And people always take that option.
For sure.
I'm sure you feel good when
you hit enter and everybody,
twelve people like your post.
Or you could try to solve the problem.
Well, yeah.
And here's the thing is,
because here's the deal.
I'm not like here to promote that,
even though I did,
because I'm just passionate.
You want to know what's in my heart.
That's what's in my heart.
But not everybody is meant
to have virtual assistants.
But what everyone is meant
to do is to finally establish boundaries.
There's this thing in psychology, Jimmy,
that I read and it blew my freaking mind.
And I wanted to tell the entire industry.
It's that there's this
diagnosable mindset called
the healer mindset, which, of course,
most people,
healthcare providers fall into.
And it's characterized by
human beings who are very caring,
that want to be healers for others,
who on the extreme side
can't establish boundaries
for themselves.
They are always putting themselves last.
They are the victim mindset
people as well.
It's like, well,
no one works harder than me.
And by the way, Jimmy, this couldn't,
I could have had this
diagnosis tattooed on my chest.
Like that's who I am, you know,
please hear all these different things.
But when you establish
boundaries and we work through who,
not how I have been very gifted, not,
not me gifted,
but like blessed with
people who have stepped into my life,
who have given me this rare
opportunity to find balance.
And I am all about that for PT OTSLPs.
Cause like there's no better
human beings on the planet,
in my opinion,
they need boundaries they
need space but they need
the right who's they need
coaches they need all those
things some need vas
virtual assistants but some
but all and everyone needs
a jimmy mckay we need these
who's yeah you're not going
to just resist that but
like we need these who's to
get the knowledge that we
can knowledge is power break us free
And help us like take charge
of a life in a way that we
never even dreamed possible
if we're just willing to
let go and do it.
We talked about this, of course,
before we hit record,
which is like you need –
and you actually added to it.
You need – I always say you
need how people – you need
wow people and how people.
Like Jimmy can come up with
a crazy idea and then he
leaves and everybody in the room goes,
how the hell are we going to do that?
I'm like, I need a how person.
Yeah, you're right.
But you also added a third person,
which is like you have –
You have people, idea people, wow people,
how people are the doers.
And then you have thinkers,
which are important too.
The problem that you and I both, I think,
agree with is if the thinkers,
if we move at the speed of thinkers,
we don't get done.
Howard Hughes wasn't
starting his wacky airplane
company waiting for thinkers, right?
Steve Jobs was like, thinkers are fired.
Like I want do people and
wow people and everybody
else needs to get out.
Exactly.
And what's cool to me is
that they have actually decoded this
Patrick Lencioni is the guru
of business books.
He wrote The Five
Dysfunctions of the Team,
He is one of the world's
most successful coaches of all time.
He wrote a book in a concept
called The Six Working Geniuses.
Oh, somebody told me about this last year.
We have to get into this,
because there's a lot of
personality tests.
There's Meyer Briggs.
There's all these things.
This isn't that.
But what he identified is
that there are six types of
talents in a business.
In order for a company to thrive,
for any organization to thrive,
there are different people.
So what you call the wow
person would be his ideator, someone who,
and, and galvanizer,
you and I are both ideator galvanizers.
We have come,
we come up with constant
ideas and we can inspire people to them.
Like that's our gift.
Now,
hell on earth for me is getting the
job done called tenacity.
Believe it or not, Jimmy,
there are people who are super talented.
They just want to be told
what they just not told what to do,
but they want to be said, Hey, listen,
Here's the, here's the vision.
Hit that target.
Get us there.
And they're like, heck yeah.
And they're the ones who
will overcome mountains to get us done.
What are the first two?
Galvanizers, ideators.
So yeah,
let me go through the concept
really quick because all of
you guys listening, this is so important.
Stop whatever you're doing
and pay close attention.
This will maximize your leadership,
your business.
Even if you're an employee
of a company and you're just like,
why is this pertaining to me?
Figure out who you are and
who the other people are.
Yeah,
because every painful part of a
company is missing one of
these components.
There are six.
The first is called the wonderer.
This is the person who, and by the way,
this is a highly,
these aren't just random terms, guys.
This has been highly
researched and proven with
tens of thousands of
companies over the last thirty years.
So go get the book.
Easy read.
You can listen to the book
in three hours on Audible.
So the concept is simple,
and the test is like ten bucks.
So like the wanderer is the
person who goes out and
just wonders why everything
is the way that it is.
Why is,
why do we have to like go upstairs?
Couldn't we do something else?
Like they just wonder,
they challenge the status quo.
Their whole existence comes
across a little bit.
I have a son who's a wanderer as his top,
his top genius.
And I, as a teenager,
I just thought he was rebellious.
Why do we have to go to church?
Why do we have to do this?
Why do I have to go to school?
he was just wondering.
He wasn't trying to push against me.
Yeah, it wasn't this.
No, he was just curious about it.
See, that bleeds into the next genius.
This is the ideator.
This is the brilliant person
who can think of millions of ideas.
That's me and you.
We can go on a whiteboard for hours and go,
oh, oh my gosh,
like I'm in love with my whiteboard.
It's like a weird relationship.
So I quite literally, like you and I,
When we have a wonderer go,
unless we're a green wonderer ourselves,
I'll explain that in a second.
But if a wonderer goes,
why do we have to use stairs?
You and I go, well,
what if we catapulted each
other up the stairs?
Right, right, right.
Created an escalator.
We are inventors.
No joke.
I bought a house a year and
a half ago and I have a
pool in the backyard and my
dad was a fireman.
I was like,
how cool would it be to have a
fire pole to get down?
Yes.
And my friends were like, uh,
and I was like, but I mean, come on.
I know the insurance probably has an issue,
but how cool.
Yeah.
And it's so funny about us.
is that half of our ideas
are so brilliant and half
of them are crap.
Oh, yeah, totally.
And we don't know the
difference unless we work
with the next person, which is called, oh,
it's a discerner.
The discerner has a natural
gift of quality.
It's not something that is learned.
My wife is a discerner.
Taste.
Yes, when she would walk into a room.
My father-in-law told me
this before I married her.
He said, when she was a little girl,
I played this game at the
mall where we would walk
her into a store and I'd say,
what's the nicest thing here?
And she'd walk around, whether it was,
you know,
a store that sold China or art
or furniture.
And she'd say, that's the nicest thing.
And he said,
every single time it was the
most expensive thing in the store.
You could smell it.
So I've been very blessed
because when I partner with
a partner in one of my businesses,
I don't have any more.
I'm done.
Virtual Rockstar is where
I'm here to stay.
But when I was growing these
concepts to find myself,
I found a who that had a special talent.
But then I didn't know I was
doing this until I took the
six working geniuses.
But every one of my partners
is a discerner.
They come to me for ideas
and they'll tell me those three suck.
That's the one.
And then the discerner takes
it to the next person.
who's the galvanizer.
The galvanizer, once the idea,
that's you and me again.
Yeah, let's go.
Let's go.
Because everyone has two geniuses.
This has been, so everyone has two greens,
two yellows and two reds.
Let me explain that really quick.
The two greens are our
natural abilities that feed
our soul that we could do all day long.
Yellow, we're capable and able to do it.
But the only thing,
and it doesn't drain our soul,
but it doesn't feed it.
And that's the danger is
that we want to spend time
in our green because that's
where we're the most useful.
Now, then there's the red.
The red drains our souls.
And they've been challenged
by experts in the six working geniuses.
Like, why don't people have three?
Doesn't someone just have one?
They have done this so many
hundreds or tens of thousands of times.
It's always boiled down to,
there's always two of the six pieces.
So now we're talking about the galvanizer.
The galvanizer is you and I, again,
I'm agreeing on ID eight
inventor and on galvanized galvanizing,
where I love to get on stage and be like,
Hey team, there's the, where we're going.
Let's we can do it.
We sell,
we sell the groups and sell to people.
We say, listen,
this is what we're about
because we're naturally passionate and
love to be able to get
everyone going now we're
the last two now the last
two so if you think about
like this the first two
were high level idea
creation the middle two are
the vetting of the idea and
the rallying behind the
idea the last two is where
the idea where the rubber
meets the road and the job
gets done yes this it
starts with they use a term
I hate called enabler
I think of enablement as a negative thing,
but they don't use that.
This is someone who enables
another human being to be successful.
Think of this as a coach.
Got it.
Someone who's like a direct report,
like a clinical director
who will sit down with that
PT and be like, who's just magical.
Like they just seem to get
the PT skill set in.
They're just good at training.
They're good at like one on
one interactions versus one
to many like you and me.
And then there's that last
person called tenacity.
Tenacity.
If they have a good idea and
they're bought in and they
have a good enabler to support them.
And you're like, let's just say like,
for an example, they're going from,
they're going from A to B.
They will make that happen
come hell or high water.
They will move mountains.
They will do it.
They are just so good at
getting it done in a way
that no one else can do.
So we all have two greens, two yellows,
two reds.
The test takes ten minutes,
has transformed my businesses.
I have coached, uh, one of my partners,
Michelle Bambenek.
She coaches companies on this concept.
She's certified in the six
working geniuses.
And outside of healthcare,
this is taking on a whole
new world for companies across the world.
It is such a cool concept
because it's not about my
thinker or feeler.
It's like, hey,
this is where I get energy.
This is where I don't.
Who on our team,
we need a green in all of
these capabilities.
So that's how you solve
these things as we grow.
I am not going to knock this
boss but I had a boss who
would probably look at this
in the past and he would
probably say this is crap
totally good I remember I
was working for a large
healthcare company and he
sat me down and he's like
jimmy we need you to get
better at spreadsheets and
I was like okay he's like
if you ever want to be vp
of communications here you
need to be better at
paperwork and spreadsheets and I was like
okay, can I ask a question though?
And he's like, sure.
And I said, the spreadsheet people,
are they getting better at
like talking and giving
presentations and doing
videos and podcasts?
And he's like, absolutely not.
And I was like, does that seem fair?
Like, and not even like fair,
like Jimmy needs to do extra work,
but like,
Why don't we let them be
really good at that and me
be really good at this?
And then we're both happy.
And also you're happy
because you're getting the most done.
Like if you give me a spreadsheet,
like I'm like,
he doesn't like me because
this is the worst.
This is the worst thing on the planet.
But the funny thing is,
if you put spreadsheet
people in front of a camera,
sometimes I'm generalizing.
They're like, I am stressed out.
I don't want to do it.
Why are you asking me to do this?
And I get that.
And I remember like during
this conversation, he was like, no,
you have to understand
spreadsheets rule the world.
And I'm like, I shouldn't work with you.
I'm out on the wrong team.
I love that story because
it's so paralleled into a
clinical setting that we
see all the time.
This was a big mistake I
made as a leader is that if
you're an owner and you own
an outpatient clinic,
your inclination is to take
your best employee and promote them,
which makes sense.
But the problem is usually
at a clinical level,
our best employee is a tenacity.
That's someone who's like
really good at patient care.
They may or may not have a
skillset in enablement,
which is more of a director skill.
So what I love about this
versus like your
Myers-Briggs and I get why
people poo poo these things
because there's been so many, you know,
by the way, they're all great.
A lot of great companies use them.
That's why I try to separate
this out from other things
because it's less about
like the person and more
about the organization.
And I put this through my
family and it totally like
healed relationships.
And like when we're looking to hire now,
I don't hire anyone.
Listen, in the last three years,
I've hired over two hundred
people across my companies.
When I put this test into place,
our retention skyrocketed
because I knew what the
tasks were for the job and
I knew the mindset,
especially for leadership.
If I've got a leader who's
going to be leading a group of people,
they better be galvanizers.
Yeah.
So do you give the test before someone,
when they apply?
I don't work with somebody
unless I know what their geniuses are.
This isn't a personality test.
This is what can I count on you for?
And what can I not just in work?
Outside of work,
I don't care if you're a feeler thinker.
You know, I don't care about that crap.
This is also, like you said, retention.
Because they can't wait to
get to work because all
they're doing is green stuff.
They're feeding their souls.
Yeah.
They're like, I will come to work early.
Why?
Because I'm doing green stuff.
And by the way,
when we're all doing our own green stuff,
because my green is
different than someone else's green,
the job gets done.
And we love it.
Well, and if you ask me,
so tenacity is one of my reds.
If you ask me to go through
and get the job done on a
front-facing level,
let's say that spreadsheet
example came up,
I hate it.
Like I can't even put words
in my mouth and I hate it so much.
I don't like, I like spreadsheets.
I don't like building out.
No, I don't.
Yeah.
It's like solving like just
the detail work of that kind of stuff.
And by the way,
that doesn't mean I'm better or worse.
No, it doesn't.
It's not equally,
but like if you have a tenacity enabler.
Um,
that's usually not the person you want
directing your clinic.
You know, you want at least an enabler,
probably a galvanizer.
So oftentimes it's really
interesting because I've
seen high level multimillion.
Uh,
there's one company I was consulting
that is the third largest
pest control company in the country.
They make hundreds of
millions of dollars a year.
And they were making
decisions that were just so
confusing to them.
It's like whenever you were
as an owner go or a leader go,
why is this not working?
They put this into place and it's like,
it's so simple.
It's because they're not meant to do X, Y,
or Z.
And then they change their
vetting process and
everything has exponentially climbed.
So it's a powerful concept.
Well,
that's the cool thing is it's a concept.
It's a lens that you can run
things through.
So you can stop and you all
have a central language.
Like, hang on a second.
Why isn't this working?
Like, okay, well, who's the who?
Do we have the right people?
Oh, this person's not of this.
They're of this.
Got it.
Found the problem.
Now fix it and get it done.
Totally.
Yeah.
It's amazing too,
because when people learn
this about themselves,
it unlocks other aspects of their lives.
So they're at work.
Oh my gosh, I'm a enabler or whatever,
like whatever my greens are.
Let's say it's me.
It's an ideation guy and a,
and a galvanizer, my wife and I.
actually increased our
relationship and decreased
our arguments because when
she's a discerner and she's
tenacity see to me to give
some something for someone
to do at home would feel
weird but when she's
wanting to support me she's
like just tell me what you
need yeah and I'm like you
know what you could really
do to help me would be to
help me like do these four
things and then she gets
them done and she gets
energy and she's like what
else do you need and I'm
like you have no idea what
that meant to me
so in return she gets stuck
all the time like in
certain areas and I'll come
up with ideas and she's
like well those three are
crap but those other three
were really helpful thank
you will so like just
having this knowledge base
about where we feed our
energy helps us in any
inner any group whether
it's a work group a family
unit a church group us
whatever we do it's so
important to know where
people get their energy so
when we're looking at a project
we know who should be in charge of what.
And it just gets done ten times better,
Jimmy.
It's awesome.
Better, faster, more efficient, happier,
all the things.
All right.
So you're leveraging this or
part of this concept, I imagine,
when you're building Virtual Rockstar.
I don't want to skip over an
easy thing because I think
a virtual assistant is a
relatively new concept.
And for some people listening,
this might be the first
time someone's actually explained it.
And I understand what both
of those words mean,
virtual and assistant.
But lay it down for people.
Don't go.
Don't feel like you're going
to go too basic.
Go basic.
What is it?
And then what will it allow people to do?
Dot, dot, dot.
And that will lead to
helping four thousand four
hundred and forty four people.
Yes.
So start with the super basic.
Yeah,
so the first thing I'll say about
what it is before we go
granular is that it is the
second fastest growing
trend in healthcare next to AI.
It is projected across the
next ten years that virtual assistants,
and I'll explain what that is,
are meant to offload
healthcare costs and dramatically improve,
not laterally,
improve the patient care experience.
So what is it?
Especially in the physical therapy, OT,
SLP space, what is it?
It's any non-clinical role
in a business can be
supported and possibly run
by someone overseas.
And there's a lot of initial
concerns people have about that.
But let me go really granular.
My clients range from people
who have just one person
who's like a personal
assistant who goes through
and totally cleans up their emails,
taking them from three
hours to thirty minutes a day.
and running their personal
calendar and all those things,
all the way to clients who
have six locations,
who have over twenty virtual assistants.
When you walk into a clinic,
there's a monitor there,
they interact with one of my team members,
but they're mine in all the
ways you don't want an employee,
because I own the relationship,
I own the liability, all those things,
but they are my clients'
employees in all the ways
that you would want an employee.
They wear the company's shirt,
they report to you, all those things.
And so when, in those companies,
those larger ones who are really that,
that particular client saves,
two hundred and fifty
thousand dollars a year of pure profits.
And he says the customer
service has improved where
his percentage of arrival
has increased because this
is life changing money.
Jimmy, when someone picks up the phone,
when they, you know, when you walk in,
it's a screen you worry about,
especially older patients
in rural communities being like, what?
But like, first of all,
all of them have perfect English.
And I have a whole guarantee around that.
So when they walk in and
there's someone whose life
is being pulled out of
poverty because of that job.
When that screen turns on,
how do you think they show up?
They are ready to go.
Jimmy, they are like, oh, hi, Mrs. Smith.
It's so good to see you again.
How's life treating you today?
Anyway,
they're just so passionate that it
makes up for any of the perceived loss.
But that's not the thing I'm
trying to pitch here.
It's just the possibility of
All of my clients,
almost all of my clients
start with a non-patient
facing role like insurance verification,
medical billing authorization.
And that's really where this started.
I was finding people
overseas for my billing company.
I thought I'd never hire
overseas because that's the
kiss of death for billing
companies is that they outsource overseas,
right?
But I realized it's not the people,
it's the companies that
just are trying to do this
mass profit thing.
Recruiting is my favorite
skill that I love.
So I said, well,
let's just set it up for my
own companies.
And after hiring over fifty
people directly,
people started asking me to do it.
And I was like, no, I'm too busy.
I've got three other companies.
And they said, please, we'll pay you.
Yeah, I like money.
Well,
it's more the idea that people were
desperate for that support
to the point where no one's
ever asked me.
And I just so I piloted it.
And literally people who coached with me.
are in my billing company
said will this is the best
thing you've ever done for
us because you're out there
and you just find these
amazing people I just bring
them in and they say their
favorite thing isn't the
money savings it's the fact
that all of their american
employees work harder when
these filipinos show up and
they are like so bent on
doing the best job possible
and they every day thank
you for for today's or
anything else that you need
from me before I go right
So that's what it is.
So we have all sorts of roles.
Here's how people get rolling with us.
If they're like even a little bit curious,
we get on a discovery call.
We find out if their
situation is appropriate for a VA.
Not everyone is.
And we're really big on not
selling it if it's not a fit.
No, it's not worth it.
It's not worth it.
We're trying to bring people
out of poverty, not create confusion.
And when we get,
when we get someone on the call,
If we find a good fit,
we'll usually find the
first hire to make it
really easy for them.
And once they learn how to
work with a virtual
assistant and we give them
all the tools they need to learn that,
and we give them support.
Once they learn,
that's our fastest growing client.
The way we're growing is
someone who has one VA who
goes to like five.
Right.
They just immediately,
they start every time that
front desk quits, they're like, oh,
no worries.
I'll call virtual rockstar.
And with it, we can replace,
we can get someone in there
in less than five days.
Just five business days, just super fast.
The big opportunities are
where the biggest fear is, right?
Well, there's probably a lot of,
I probably have so much
onboarding and yeah,
and that's where Wilkoms is like, right.
I figured it out.
I'm going to take that where
you are and where you want to go.
I have the bridge.
It's smooth.
It's flat.
I've done it before.
Relax.
Yeah, it's so true.
And again, I just,
I think I was so surprised.
that we've grown so fast.
We literally, in the last year and a half,
we brought on over a
hundred practices across the country,
and we're now rapidly
expanding outside of physical therapy.
We have orthopedic surgeons,
we have dental offices.
I'm hyper-focused just in outpatient care,
but I'll take,
if someone's an inpatient environment,
I can help
like our bread and butter is
specifically physical
therapy outpatient clinics
we can we can do so much
with that space and so yeah
it's been great because the
filipinos will cry when
they get the job you know
we're years into this
business now and we have a
ninety eight percent
retention very few people
leave not just the virtual
assistants but the
companies very few leave
and to me it's I've
I call it like this,
not since becoming a PT
have I done something that
has touched my life this way.
Yeah.
It's a gift.
And here's the biggest thing I'll end on.
I'm just the virtual
assistant thing is that we
decided when we started this company,
we were going to flip the
script on how these
companies operate because
usually they're going and
getting people in the
Philippines for one to
three dollars an hour and
then they're charging eight to ten.
We are paying our Filipinos
between seven and ten dollars an hour
And our charge is twelve.
We run fifteen to twenty percent margins.
I'm very transparent because
any time I can give back to the Filipino,
I can.
So when we hire,
this is truly life changing
money for them.
Filipino makes in the
Philippines less than a
dollar per hour on average.
So when you walk in with twelve,
they lose their mind.
Yeah, they actually have a life.
And ninety five percent of
our employees are single
mothers who have lots of
family support to support
their kids who work your
hours when you want them to,
who show up and cry because
they can still be there in
the morning to send their
kids off to school and then
they sleep while their kids
are at school and then they
take their kids back and
are with them and tuck them into bed.
Then they go to work.
And when they go to work,
our relationship with the
employers and the employees
is some of the most
touching things I've seen.
It's, it's,
it's akin to like being a mentor.
It's just beautiful.
Wow.
So where are you on the, on the,
on the journey to four
thousand four hundred forty four,
like ballpark it?
We're about two hundred
virtual assistants in right now.
So, I mean,
four thousand four hundred forty,
is there a, is there a special, is, is,
is quad, is quad four, is that,
what's the,
is there something special
there that I'm not seeing?
Is there?
Yeah, I, I wanted to make an, uh,
I wanted to do something big.
I've been wanting to do
something big for a long time.
What's that?
It's not a small number.
It's a large number.
I wanted to make a dink in
the world the way that Apple does.
I wanted to do something
that was so significant,
but I wanted to be in healthcare.
Jimmy, here's the actual vision.
The reason that's so
important is that four
thousand four hundred and
forty four virtual
assistants will mean that I
have around a thousand to
two thousand entrepreneurs
working with me.
If I have one to two
thousand entrepreneurs working with me,
I want to take that group
and start to take,
with all that money and
freedom that they have,
I want to start changing healthcare.
I want to start creating a movement.
I'm trying to do it now, but again,
we're so limited with where we are.
I want a group,
that's the whole point of
Virtual Rockstar is to take
them out of poverty,
free up these entrepreneurs
with time and money.
Right.
And together figure out how
we are going to change regulations,
fight insurance companies.
Because at that point,
we'll have enough time and
money to do so.
So what are some of the things,
talk about the outcome outcome.
If you're an owner who is like, eh,
and then you're like, okay, I'll try it.
Now you have,
what do they do with their
time and money?
What do you mean?
Like what they're doing now?
Oh,
what do they do when they have extra
time?
Are they hiring more clinicians?
Are they opening more locations?
Are they just, you know,
we're just paying people more?
Like what do they get to do
now that they're like, oh shoot,
the downstream is like more money, less,
more money, more time.
What are they doing with it?
You know what's so funny, Jimmy?
I've actually had so many
times people who are like,
you asked me that.
What am I supposed to do now?
What am I supposed to do?
Like,
I've got all this time on my hands
and we're making more money
than we've made.
What am I supposed to do with my time?
And I just laugh because it
sounds like I'm lying.
Like, you know,
that literally I've
answered this question
dozens and dozens of times.
The short answer is depends
on your vision.
But an easy answer is to be
the leader you were born to be by.
And that's not just an
inspirational thing.
We don't even know when
we're so busy in our
businesses that our job is
to hold the culture and the
vision of the company.
So when we have time on our
hands and we're feeling
like we're taking care of
our bodies and ourselves
and we're finally taking
care of our families in a
way where we're not
spreading ourselves so thin
that we're just passing out
over and over again at night,
that we actually have time to breathe.
Then it's like,
use that time to dream and
envision the future and to
build what is meant to be built.
And if you don't know what that is,
then join me and you, Jimmy,
on making a movement in the
physical therapy space and
fight insurance companies.
That's the whole thing is if
people don't know what to do,
that's the thing I'm
building with their time
and money is a purpose.
But for some people,
I've had people literally
tell me that they just
became really involved in
coaching their kids' football teams.
I've had other people tell
me that they've taken up hobbies.
Other people travel the world.
I try to get all of my
clients to take a month off
every year and travel the world.
If they,
if that's because I know it sounds,
it sounds like, you know, that's,
that's like wasteful.
It's,
it's not people come back from those
months with the most
Look,
physical therapy owners in particular
are the best people on the planet.
They're so full of charity.
You give them some time to
breathe and some money,
they're going to come back
with some life-changing ideas.
Ideas, energy.
Well, they make it mandatory in Europe.
They make you leave.
Do not come to work.
They do it in a lot of places in academics,
right?
Well, they give the option sabbatical,
right?
Because they understand,
they've researched it.
When they come back,
when that person comes back,
they're actually more than.
Yes.
Just grinding people like
old brake pads does not
actually get the most out of that person.
No, our American culture is so bad.
In physical therapy, we get it the worst.
When I sold my practice,
I'll never forget one of my
coaches saying,
listen,
that is probably the hardest
industry I've ever, ever coached him.
And this was a guy who's
been in every industry and it's true.
So if you're listening to
this and you're a leader or
an owner and you're even
somewhat profitable,
you are way better and more
powerful as a leader than
you can imagine.
Cause I will tell you as
someone who sold his
practice and started for others,
every other company I've
started is exponentially easier.
It's just, it's a grind.
And that's,
that's why I want to give back.
It's like,
Hey,
I believe that I'm a product of
fortune and blessings from heaven,
literally.
I am not that smart organically.
I just believe if I had that opportunity,
my job is to make sure
everyone else can get freed up.
So hit me with just more
like things that you
wouldn't expect a virtual
assistant to be able to handle.
Yeah.
Like number one,
the front desk on a screen, I was like,
wow, I think I'm pretty forward thinking.
I don't know that I would
have been bold enough to say, yeah,
we're gonna do that.
five years ago or excuse me
ten years ago in my
practice I would have
laughed at you yeah there's
no it wasn't there yet yeah
no it's it is literally in
by the end of this decade
everyone's going to have a
screen at the front and it
will either be AI or it
will be a virtual assistant
right a hundred percent I
know that sounds insane
it's like because you know
again I was in a rural
Republican community in Arizona
And there was like old,
older people's like,
there's no way we're it's,
it's the whole self
checkout aisle of the grocery store.
You never like prefer that,
but it's the studies and
the trends are so past.
Like, here's,
what's funny outside of healthcare.
This is so far down the road.
Every time I go to a business conference,
that's not healthcare.
Everyone already has it as a
virtual assistant.
So the thing that would
shock you in the operation of a business
bookkeeping.
People have all their books run by VAs.
They have all of their
payroll being run by VAs.
They have anything administrative.
The bigger shocker I think
that people don't realize
is the whole personal assistant.
Because for a virtual
assistant to run your money, your email,
and your calendar seems
like you would never do
that with someone overseas.
That seems like a big distrust.
And that's why we have some
guarantees in our company
to prevent that.
But it's one of those things where
giving your life to a VA,
literally your email, your calendar.
I am not allowed to touch my calendar.
She set this meeting up as me with you.
And I got debriefed on it
over the weekend with an email like, hey,
this is what you got coming up Monday.
And so it's just been
freeing in a way that's indescribable.
But yeah, social media is a big one.
I have a podcast as well.
I've got a social media.
It's the entire thing is
being run by virtual assistants.
I've got a team of people
who are doing it in the
Philippines that work just
for me full-time, and they are brilliant.
I've got a full-time website
developer I have on my team,
a full-time videographer I
have on my team.
Once you get into it,
you unlock what it's...
Because it isn't hard, Jimmy,
but it is a different
muscle to work with an overseas employee,
and that's what we
specialize in helping people do.
Right.
Well that, yeah,
I imagine you're sitting
around going like, yes.
And like, well, hold on a second.
If we can do this,
why couldn't we do this and this?
And you're like, we can.
Okay, great.
Let's test it out.
Yes.
It feeds on itself.
Like if you take a little
extra work to work with
your first virtual assistant,
we help you define the best role.
If you're not sure what that looks like,
we have like a menu of
skills that you pick and we
find the best person.
And then what we're the best
at is finding those people.
So once you get that person
and they're on your team,
All of a sudden you've
learned how to do it and
now you've got some more
time and a little extra money.
So then you go, okay.
What else can I be doing?
What else can I do?
And then it starts, that's how it grows.
Do you know who Alex Ramosi is by the way?
Oh yeah.
Yeah.
So I was with him last weekend.
You're hanging out.
Did he wear the nasal strip?
The whole time.
He's always wearing that breathing thing.
The whole time.
And it was powerful because, uh,
I got a chance to coach
with him for a while and he was just like,
yeah, man, this is, this is,
this is the future for healthcare.
He's like, um,
He's like in our team alone,
we have them doing cold outreach.
Like he's like,
he just went through the
vision of what he's been
building on with the
virtual assistant space for a while now.
So yeah, it's pretty weird.
If someone's thirty six
minutes into this podcast
and they're like, fine, take like,
what do I do?
What's the baby step?
Because, of course,
like even if they want to
take one step forward,
before they leap into the
complete deep end and go
completely in there,
what do you suggest people do?
Do they go take a look at your website?
What's step one?
Go to virtualrockstar.com.
Virtualrockstar.com.
Go to the bottom.
There's two things.
Number one,
you can get all sorts of
information there on that.
You can learn about our industry events.
We just had our first
full-time big industry event March first.
We specialize in that stuff.
At the bottom of the first page,
there's a calendar you can
jump on to talk to Tony Williams.
And here's the thing.
You don't have to even like
if you just want to find
out if it's for you,
this is a good chance for
you to discover what it is,
because literally ninety
nine percent of people who
first reach out are like,
I don't know if this is a fit for me.
Yeah, yeah, yeah.
It's like they don't know.
So so we don't have people.
We literally this is another thing, Jimmy.
No one signs any agreements
with me until after we have
already found the virtual assistant.
And the reason I do that,
and it's so backwards in my industry,
they sign this and then
we'll go find you somebody.
I'm like, no,
I'm going to put the risk on me.
If we can't introduce you to
someone that you
immediately fall in love with,
like an A player,
then don't sign up with me.
I don't care.
I'd rather make it like Alex or Mosey says,
make an offer so good that
people feel safe that they know.
Yeah.
So yeah, that's how they'd find out.
Go to the website, learn about it, go down,
click on a discovery call.
You can message me directly
if you want at virtualrockstar.com.
Most of the information will
probably be my VA.
But if you're like really needing help,
she'll mark it and I'll call you.
Got it.
Uh, you're going,
we're gonna try to turn
this episode around quick
because you're going to
Florida pretty soon.
Yes.
I am so excited, Jimmy,
because at the end of, at the end of,
in two weeks,
I'm going to the P three PT
millionaire conference.
This is a powerful
conference that is so much
more than recruiting.
It's all about, um, money.
and how we can not just
recruit great people, but build them,
retain them.
How can we be more profitable?
We have some of the biggest
names in the industry going.
I know we wanted to get you there,
but you already had plans.
It was so funny because when
we were talking as a group, they're like,
well, Jimmy, of course,
is already doing eight other things.
But we've got like Jacob
from Comprehend Health,
and we've got the
PTBilling.com team there to
help us with all things financial.
These guys are also powerful leaders.
We have rehab CEOs.
Two amazing guys who are
making phenomenal waves in the industry.
Just breaking down the
barriers for people.
Just incredible guys.
Who should come?
If someone was going to come to this,
who's the ideal person?
What are they stressed with?
What do they want to solve
to be in that room for two days?
Yeah, look guys, I'll tell you right now,
the way I got to where I
was to hear was through
coaching and conferences
and books that there's,
there's only those three things books.
Now I would say podcasts and books.
So you're on the right path
by doing this right now and
listening to this, but conferences,
there's not enough in our industry.
I try to go to one every
quarter now and have for years.
This is for people who are
PT leaders and owners who
are feeling pressure from
not getting reimbursed enough.
who are just like getting so
frustrated in their
business because they don't
have the flexibility to put
the time and attention on recruiting.
If you want the tips and
tricks that are going to accelerate you,
I was at Alex Ramosy's
thing last weekend.
Like that's literally,
this is how you do it.
And here's what's powerful.
You're going to become
friends with all the CEOs
of all these companies.
We're going to talk, we're going to,
we're going to help you wherever we can.
You might decide some of
those services are for you.
I don't care.
Don't sign up for anything.
The relationship is what
matters most because who we
are in five years is a
matter of who we are, who we know,
and what we read.
And what we listen to.
So go get to know some of
the most important people
in our industry and go
learn like three or four
things that you'll take
back and immediately break
free of some degree of your limitations.
Uh, you're on YouTube for your podcast.
Willpower podcast,
wherever podcasts are heard.
Um, before we do parting shots, just like,
what have you gotten out of
being this weird thing?
Podcast hosts,
which wasn't a thing a
couple of years ago.
Now it's like a thing.
Yeah, it has totally changed my life.
I know it sounds, everything does,
by the way, but this is- Has it though?
Because I feel like you were
a podcast host before podcasts.
Do you know what I mean?
I feel like you were you,
there weren't podcasts, now there are.
You're like, oh, I'll put it through this,
a microphone.
Well, yeah, I've done YouTube.
I have a YouTube channel
with hundreds of subscribers.
And so it's not that big,
but it's one of those
things where I've been
doing YouTube videos from
since twenty twenty and
slowly growing that channel.
But the reason I do a
podcast is because I
actually don't have an
attention span for podcasts.
It's really hard for me to listen to them.
So I finally had a coach two
years and three years ago.
Go, you're a moron.
Podcasts are vital just
because you're one of the
few people that aren't able
to focus on those.
Most people.
It's a huge way to help people.
And in that timeframe, I mean,
I love that I've built an audience.
I love that I get to serve the industry.
I've changed.
The podcast is now going to
be the whole purpose is to free you up.
I have my first season coming out,
my second season coming out
over the summer,
where all we're focusing on
is helping provide
resources to free people's time up.
That's it.
But the,
the main thing I've gotten out of
it is for me, the more people I know,
the smarter I become.
And that has been so great because, man,
I am a work in progress and
I can get all the help I can.
So getting all these genius
personalities teaching me
everything that I can
possibly think of to help
be a better leader has made
me a better father, a better husband.
And I've gotten business out of it.
Lots of people will come up on the show,
get to know me and be like,
virtual assistants, tell me about that.
And then they turn into clients.
Funny how that works.
Yeah.
I mean, Oprah said it.
People want to be seen, heard,
and understood.
Simon Sinek was like,
people want to know you.
Then they'll know you.
Then they'll like you then.
And only then might they trust you.
And we do business.
We hang out with socially
with people we trust.
And seeing someone sign on
the side of the road is different.
Have you ever heard of seven, eleven,
four?
No.
seven eleven four I forget
who I'm not not giving
credit to him I just can't
remember who they are as my
ring light went out there
we go um seven eleven four
is a concept that says
someone has to see uh spend
seven hours with you over
eleven instances four
different ways before
they'll begin to trust you
so it's like seven hours is
a lot but it could be like
It could be like, you know, a billion,
ten minute interactions
like reels has been a great way.
Short form content.
You're like seven hours of reels.
I look at some of my reels,
the length of time when you
multiply small views over, you know,
small time over over a lot of views.
People are watching and that can be words,
pictures,
hearing from other people about
you or something that you taught them.
It adds up.
And if you can get to seven, eleven, four,
seven hours, eleven different instances,
at least four different ways.
And those ways could be in person.
I mean, you can get a lot in person,
right?
Someone watches you for an hour on stage,
hangs with you at the bar for two hours.
Over the next few months, they read a book,
they watch a podcast or
five or listen like that.
That gets to seven quickly.
This all all these things add up.
Clinicians.
Oh, YouTube's too big.
I don't need it in my local community.
Second largest search engine
on the planet.
People are YouTubing,
people looking at your
Google business profile,
but looking at your
channels now without even
thinking about this.
So if you want to be the PT
of choice in your community,
this is not just for people
who want to be an
international or national brand.
This is for pretty much any industry.
Yeah.
And Jimmy, first of all,
I didn't know that first part.
I love that you taught me that.
Another example of growing
off of someone else's knowledge base.
The whole social media thing
that you just went into,
That is what I coach now.
It's a heavy part of what I
coach now for recruiting.
Big time.
Ninety nine percent of
companies are out there
just putting ads out, doing nothing else.
And they think, well,
I don't know social media.
I don't like social media.
That's the fastest growing
virtual assistant that I'm
hiring for to actually go
in there and just post every day for you.
And it doesn't have to be
magic because no one else
is doing anything.
You just have to.
The bar's low.
Yeah.
How do you think like everybody's like,
well,
your radio background made you a
major podcast successful.
I was like,
I think my radio background made me,
made me personally feel safe to start,
but the success came from sixteen,
seventeen hundred episodes.
That's where, I mean, I hate to.
You are intimidating.
If you're starting,
like when I was starting my PT podcast,
I was thinking about you as the standard.
I couldn't think about it because you're,
You are so naturally good at
those things that it's like, oh crap,
if I think in my mind I
have to be Jimmy McKay to start a podcast,
I don't think I ever would have done it.
But you can't be Jimmy McKay,
but nobody could be Will.
Do you know what I mean?
I'm not trying to be like,
I thank you for that.
Yeah,
that's the whole point is that
everyone's voice matters.
And some people have an
organic talent like Jimmy does.
And like repetition is king.
Again,
the consistency for everyone
listening is like,
it sounds like you're
really promoting people to
start their own podcast,
which I would agree.
Although like you,
I tried to talk most people
out of starting it unless it was right.
Because what I didn't want
them to do was go through
all the work and then get
to episode six and be like,
I don't like it.
So the first time, like,
I want to start a podcast.
I'm like, why?
And they're like, money.
And I'm like, wrong answer.
Or like, fame.
And I'm like, hate to break it to you.
Also wrong answer.
But if they're like,
I have so much to say and I
don't know where to put it, right answer.
Let me show you how.
Or I really just, you know, my-
Yeah.
Like,
like my professional organization
does great work,
but I feel like I have something to add.
I'm like, great.
That's right.
Answer.
So it's almost like I fight clubbed them.
I'm like, if you're telling me like,
just cause you showed up,
doesn't mean I'm going to
sell you something.
I'm like, I'm sorry.
Cause I don't want to, cause over,
over time people would go
podcasting didn't work.
I tried it.
I'm like,
but you went in with the wrong reason.
It's like saying PT doesn't work.
What was the outcome?
My wife made me go, well,
of course you weren't going
to be successful because
you didn't want to go there.
You didn't understand the outcome.
Yeah,
I think that's so powerful because like,
again, I believe that people,
I thought like when I joined,
when I started my podcast, I thought like,
oh, I've missed the boat.
Dude,
it is like the studies on this is like,
oh no,
it's becoming so much more of an
industry than they ever
could have predicted.
This is such a,
it's not early adapter like you,
but I give you so much credit for.
is the courage to start this
when it wasn't as known to
be such a important thing.
You were a student?
I was a second year PT student.
I was,
I could not wait to tell you all the
things I had no idea about.
That's why I was like,
I can't wait to tell you how dumb,
how dumb I am about this, but Hey,
I've got this guy on my show.
And in we're both going to know stuff.
And I think that was, that was,
I was sort of just useful.
Yeah.
Honest.
Yeah.
Obama has a great quote.
When he was asked in front
of somebody to a bunch of
college students,
he said he was being asked, like,
what should they be?
And the person asking the
question wanted him to give like a job,
like go be a coder, go be a whatever.
But of course, you know,
public speakers who are
good are good at twisting and he goes,
be useful.
You're always going to have
a job if you're like, well,
what can I do here?
Look around the room.
My grandmother always said,
when you go to someone's house,
knock with your elbows,
meaning bring a gift.
Always be able to knock on
the door with your elbows.
But take that knock with
your elbows idea and what
could you put it into?
Which is like, how could I be useful here?
I don't know anything about coding,
but what could I do here?
Hey,
and that starts with asking questions.
What, what's your biggest problem?
And like,
what's your next biggest problem?
What's your twenties biggest problem?
Oh, I can help with that.
Great.
Help it start with that.
See, it's okay.
My gosh, we just have to,
I know we're getting close out of time,
but you said something that
was so big for a recruiting emphasis.
I just want to hit it.
Jimmy is,
is that so many times when I used
to do private coaching for
recruiting and I've helped
over a hundred companies
across the country, I,
the biggest thing I had to
turn around was that they're like,
what do I need to do to hire?
I'm like, Oh my gosh, you're so far away.
Cause like when we were able
to show them that, um,
recruiting was really about
service and how like what
they should do is find out
from their ideal hires what
their pain points are be or
the right questions is what
you said like what is it
that bothers you and then
from there what's so
shocking is most of the
people I've worked with in
the physical therapy space
in particular they're so
powerful but they are so
blind to their their
amazing power right that
that's me that's the main
reason why I don't think
they start podcasts so my
thought is like yeah if
they think that they could
actually serve people
whether it's patients or
the next generation of PTs and they don't,
if they want to even,
but they don't know how,
just go ask questions like you said,
and then build solutions.
Now the easiest solution, not the easiest,
I should say,
but the most obvious
solution would be like
social media and podcasting.
Cause it's like,
if they could establish a podcast,
let's say that a student
debt is something that most
PTs are freaking out about.
And you believe that you could,
even if you don't know the answer,
but you wanna help that answer,
you start a podcast.
By the way,
I'm giving away something right
now that if someone did this,
they would never,
ever have to worry about
recruiting again.
Start a podcast about
helping students solve
their financial concerns.
It will go to every student organically.
Everyone who listens to it
is going to want to work
with you because they'll
spend the seven hours that
Jimmy just taught me.
And then they'll work for
you and love you.
And they'll come on already
bought in versus trying you
out like a pair of pants
for the first year.
We all know how that feels
when people quit.
Correct.
So like,
I just think that what you said
there is so brilliant.
I just wanted to punch it.
Well, thank you.
I always love when people
point out my brilliance.
Last thing we do on an
episode is called the parting shot.
So Will, what's your,
what's your parting shot?
What's the, what's your mic drop moment?
The thing you want to leave
with the audience today?
Yeah.
The most important leader in
any room is the person who loves the most,
the most influential,
powerful leader loves the most.
What does that look like?
Love looks like service.
When I walked in to Alex
Ramosi with his tens of
millions of subscribers and
everyone was stargazed by what he was,
when he got off stage at
the end of the second day, his wife,
Layla, who's a little bit of a celebrity,
but not much comparatively,
she's the actual CEO of his
multi-hundred million dollar company.
She got on stage and you could feel it,
the leadership.
She jumped on stage and the answers,
the way she answered it was so lovingly.
She served people so openly.
That...
was like a magnet.
You just were drawn to her
and you'd want to follow her.
So my parting shot is that if you're stuck,
ask yourself, what does love look like?
What does service look like
in this problem?
It will shift the mindset
and the solutions will come.
Yeah, magically,
that's stuff that starts to appear.
Will, have fun in Florida.
We'll share the link to that.
And then Will Power Podcast.
And let's do something, I don't know,
something soon.
I'll talk to your people.
I have a feeling we are
going to be crossing lots
of paths based on our discussion.
Fingers crossed.
Will Humphries,
appreciate you coming on the show again,
Will.
Thank you, Jimmy.