WEBVTT

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It's a late night.

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I forgot to turn off repeat on the intro.

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Happy Tuesday morning to you, Dave.

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Dave, Tony is playing chaperone right now.

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He's probably at the

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Smithsonian or maybe doing

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a lap around Lincoln Memorial.

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I think he's he's on a field

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trip with the with the young ones.

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Just you and I today.

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How long how many years do

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we have before you're doing

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chaperone duty at like, you know,

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this on field?

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Oh, my goodness.

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Yeah, I'm telling you, man,

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it's gonna go by so fast.

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Oh, man.

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He's already thirteen months.

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It's crazy.

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It is a little while.

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Wow.

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Thirteen months.

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Really?

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Well,

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here's a strategy you might want to

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make sure that you employ.

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I want to bring this in from

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the the the interwebs.

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Apparently there's a tick

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tock trend called adult tummy time.

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It's a thing.

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And apparently it says,

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here's why physical therapists like it.

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I love how one person gets

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to speak for all of us.

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But they're talking about

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this TikTok trend going on.

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And the idea is it's to combat tech neck,

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which I'm not sure how many tech neck.

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How many cases of tech neck

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are you seeing?

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Uh, yeah, a lot.

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And that adult tummy time is

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basically like a McKenzie extension bias.

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So I'm all for it.

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I mean,

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there's too many people that are

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sitting too much and

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slouched and all that.

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So if they're... Last night

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I was... I do the things that...

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are in these articles, right?

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Last night,

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we're watching the Knicks versus,

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oh my God, who did I play?

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Celtics, came back, they won.

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The Knicks and Celtics last night,

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and I'm doing mobility on

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the living room floor,

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and I was literally prone

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on elbows watching the game.

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So this, what this is talking about,

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actually, like I do,

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but not everyone does it.

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I'm not saying like I'm a

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glowing citizen by any means,

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but like in terms of mobility and stuff,

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like I'm getting my tummy time,

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absolutely.

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Just good spinal health, so this is good.

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um so I wanted to bring that

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in from tick tock all right

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what do you want to talk

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about first do you want me

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to talk about my

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personalized podcast pitch

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um that I used that I

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thought we could also spin

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and uh and use for clinics

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let's do that uh you the

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video that you sent about

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dutch rojas is that kind of

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the theme of it or is it different

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Yeah, it was a similar.

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Also, I'll just bring that video up.

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I'll hit play.

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I don't have to play the audio.

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But the idea was I was

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sitting around and I was

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looking at some different

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podcast guests and I was like, who, who,

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who have I wanted to get on the show?

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And maybe a cold DM or an

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email because maybe I know

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them were connected on LinkedIn,

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but I don't like know them, know them.

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Tony had given me a challenge a while ago,

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like start swinging for the fences.

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Like what are the odds

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someone like Alex Ramosi or

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Seth Godin comes on your show?

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Pretty small, but if they did,

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that would be like a complete steal,

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but they're not gonna come

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on your show unless you ask them.

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So I created this like personalized video

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I just said I was cruising on LinkedIn.

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I saw this guy and you

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followed Dutch Rojas, right?

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He's sort of this like

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healthcare guy who just

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loves spitting fire and

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bringing facts and

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spreadsheets and using data

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and just sort of like,

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I don't know about like

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just like a lot of people

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will bitch about

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healthcare Dutch is actually

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just bringing like receipts

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and being like, Hey,

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why don't we do like this?

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How come we're not doing like that?

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So he's got some really great ideas.

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And I was like, he'd be a killer guest.

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Maybe I'll DM him.

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And then I'm like,

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I'm not a creative writer.

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Well, I'll just use text to speech or,

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or I'll use AI.

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Right.

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But I'm like, I don't know.

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That feels like everyone's

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going to do that.

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Here's something anybody could do.

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that I felt like felt more personal.

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So I sort of looked up a

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little bit about him.

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I wrote a little bit of an outline.

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I used an app to edit a

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video and then I just

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talked into my phone.

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This is on one take.

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I was like, listen, you're great.

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I think you've got some really good views.

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I'd love to have you on our podcast.

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Let's go.

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I did share this publicly though.

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because we're friends on

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LinkedIn and LinkedIn's a

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place for business and

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we're talking about the

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healthcare business.

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So I shared it publicly and

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I was just like, listen,

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I'd love to have you on a

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podcast hosted by a former radio DJ.

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Oh yeah, that's me, let's do this.

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And the cool thing was,

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Dave included and a couple

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of other people,

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It chimed in.

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Oh, I'd see that.

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Oh, that'd be cool.

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So doing it in public

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allowed me to sort of say like, hey, look,

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I've got, you know,

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a little bit of street credit.

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A couple people would love

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to hear you on the show.

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Would you would like to join

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an hour or two later?

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Actually, on your under your comment,

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he dropped an email address.

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I fired that out and said, all right,

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let's get you.

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Let's book you on the show.

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And it worked.

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So that's cool if you have a podcast.

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But this show is like for

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people who own PT practices

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or health care practices.

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How could you use this?

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I don't think I would use it in public.

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Like,

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I don't think I would just like start

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posting on people's or

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sliding into people's DMs

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unless they were former patients.

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So I wanted to take the same tactic.

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And I was like, I don't know.

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What if you made like a

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thirty second video and

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just looked into the camera and said,

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how you been?

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Anything we can help with?

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Do you know anybody that

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might need our services?

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Anything.

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And then slide that into an

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email or a DM if you follow

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them on socials.

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Is that too weird?

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I was just going to ask.

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So we've done either

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automated or manual text

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messages or emails to

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reactivate previous patients.

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So we also will use things

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like the holiday cards, right?

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So we'll set a holiday card

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and it'll be like my family and I on it.

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It won't be too corporate-y.

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Those are reminders that we still exist.

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And if they have any aches

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or pains or whatever, like, hey,

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like you could contact us and reactivate,

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get an evaluation,

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continue treatment for a new thing,

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old thing, whatever it might be.

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So we've done your video

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that you're talking about.

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to reach out to previous patients.

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You're talking about reactivations.

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So we've done automated texts,

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automated emails, manual texts,

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manual emails.

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We've done the physical postcards,

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which is kind of like goodwill.

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Now we've got the baby,

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and so we're going to get him in there,

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of course.

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And that helps with just less corporate-y,

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more familial, relational feel.

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So you're talking about

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sending a video like this

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manually or mentioning the

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person by name.

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Maybe not.

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Maybe we could do it not by

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name and you just record it

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once and you send it to previous people.

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I think some people in the

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New York City area might

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think it's maybe too much,

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but I think it could work.

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I think it could work.

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I would love to hear Tony's

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insight on this maybe next

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week when he comes back.

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But I think it's a nice touch.

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And whether it's the actual

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physical therapist speaking

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into the camera,

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if it's the front desk person,

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whoever's like the most bubbly, you know,

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should probably do it.

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But if you're a person,

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if you're a patient who had back pain,

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and then now you're doing

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pretty good on your own,

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and then you get this video

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from your physical therapy

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practice where you were

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receiving treatment, I think it can,

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for the most part,

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continue to build goodwill.

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And the best part that

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you've even mentioned this

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entire time was

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You're reaching out to them.

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Hey, how's it going?

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Are you a hundred percent?

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Are you doing well?

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Just, you know, we thought of you,

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just wanted to send this video, you know,

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instead of like a cold text

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message or an email.

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But then you also said

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asking for like reviews or referrals,

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which is.

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Yeah.

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This is covering all the bases.

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It's like, hey, we're checking on you.

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How are you doing?

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Are you a hundred percent?

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If not, like, hey, let's get you back in.

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If you are a hundred percent, wonderful.

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Who might you know that

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would benefit from our

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services the way that you

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benefited from our services?

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I like doing it with whoever they saw.

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I don't know.

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Like,

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I feel like if they saw you and you

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were their PT, like,

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I love the idea of the front desk person.

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And,

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and some places do have that person

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who's sort of an icon.

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And some, and most places have like,

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you know, in the middle of the bell curve,

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they have places who are super nice.

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Hey,

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You know, saw you six months ago.

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How's it going?

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How'd that race turn out?

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I mean,

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I was taught like the smart health

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care providers will put

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notes in right about

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favorite sports teams, kids, kids,

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field dogs, things like that.

00:08:26.538 --> 00:08:29.120
The dog's name, the cat and dog's name.

00:08:29.500 --> 00:08:29.961
Bingo.

00:08:30.322 --> 00:08:32.224
How's Scruffaluffagus?

00:08:32.403 --> 00:08:33.705
How's Scruffaluffagus doing?

00:08:33.745 --> 00:08:34.245
Doing well?

00:08:34.686 --> 00:08:35.187
Doing good?

00:08:35.466 --> 00:08:36.548
Why don't you bring him by?

00:08:36.648 --> 00:08:37.990
I got a treat for him, you know?

00:08:38.750 --> 00:08:40.429
um you know I was thinking

00:08:40.470 --> 00:08:41.870
along the lines of again

00:08:41.910 --> 00:08:42.730
when tony had sort of

00:08:42.770 --> 00:08:43.671
challenged me I think it

00:08:43.691 --> 00:08:46.312
was a year ago um and and

00:08:46.331 --> 00:08:47.451
the prompt from tony a year

00:08:47.471 --> 00:08:49.133
ago this is podcast related

00:08:49.153 --> 00:08:50.052
but I'm twisting it back to

00:08:50.072 --> 00:08:52.212
a practice the podcast idea

00:08:52.253 --> 00:08:54.594
was take my top twenty

00:08:54.653 --> 00:08:56.173
guests that I could never

00:08:56.214 --> 00:08:58.154
get and build a website for

00:08:58.254 --> 00:09:00.975
each of them on my site and

00:09:01.176 --> 00:09:02.196
explain to the world who

00:09:02.216 --> 00:09:03.716
that person is right with a

00:09:03.755 --> 00:09:04.895
picture of them and here's

00:09:04.937 --> 00:09:06.336
why I'd want them on my show

00:09:07.337 --> 00:09:07.557
Right.

00:09:07.958 --> 00:09:09.621
And then figure out how to

00:09:09.662 --> 00:09:11.565
reach that person ten different ways.

00:09:12.884 --> 00:09:14.465
and then have that website

00:09:14.504 --> 00:09:15.666
be sort of like the last,

00:09:16.047 --> 00:09:16.846
the call to action.

00:09:16.866 --> 00:09:18.769
Like, this is why I want you,

00:09:18.808 --> 00:09:19.750
not because you're famous,

00:09:19.769 --> 00:09:20.610
but because I think you

00:09:20.629 --> 00:09:21.711
could really bring some insight.

00:09:22.272 --> 00:09:23.732
And then one of the lines from Alex Ramosi,

00:09:23.793 --> 00:09:25.234
I don't know why it's resonating with me,

00:09:26.134 --> 00:09:26.995
probably because I work in

00:09:27.054 --> 00:09:29.197
tech sales now or tech partnerships,

00:09:29.476 --> 00:09:29.957
which is like,

00:09:30.618 --> 00:09:33.059
if you're embarrassed about reaching out,

00:09:33.179 --> 00:09:34.160
like you're gonna be hungry.

00:09:34.500 --> 00:09:35.721
Like if you're starting out

00:09:35.761 --> 00:09:37.244
on zero and you're not doing anything,

00:09:38.403 --> 00:09:39.605
Some great advice from a

00:09:39.644 --> 00:09:41.267
former boss at a radio station.

00:09:41.366 --> 00:09:41.606
Again,

00:09:41.626 --> 00:09:42.687
it's applicable to pretty much

00:09:42.727 --> 00:09:43.668
anything if you have a business.

00:09:44.850 --> 00:09:46.030
I started at a radio station

00:09:46.071 --> 00:09:48.131
in Scranton and Wilkes-Barre,

00:09:48.952 --> 00:09:50.854
and the radio station was established,

00:09:51.355 --> 00:09:53.436
but my program director, Chris Lloyd,

00:09:53.456 --> 00:09:55.138
was like, here's what we have.

00:09:56.307 --> 00:09:57.187
We have no budget.

00:09:57.888 --> 00:09:58.188
None.

00:09:58.349 --> 00:09:59.668
Not one dollar for promotion.

00:09:59.948 --> 00:10:01.089
We have a vehicle that's

00:10:01.249 --> 00:10:02.610
wrapped with our logo on it.

00:10:02.769 --> 00:10:04.250
We can use as much gas as we

00:10:04.289 --> 00:10:05.450
want because we have a gas card.

00:10:05.691 --> 00:10:06.791
And we have a photocopier.

00:10:06.811 --> 00:10:07.451
We can make as many

00:10:07.490 --> 00:10:08.931
photocopies as we want with

00:10:08.971 --> 00:10:10.131
as many different colored papers.

00:10:11.292 --> 00:10:13.172
But of course,

00:10:13.852 --> 00:10:16.212
we made funny Beastie Boys

00:10:16.293 --> 00:10:18.274
sabotage-flavored flyers.

00:10:18.913 --> 00:10:19.433
Or whatever,

00:10:19.453 --> 00:10:21.235
like we made up fake

00:10:21.775 --> 00:10:23.317
commercials or something like that.

00:10:23.376 --> 00:10:24.778
And then we're just like, we don't care.

00:10:25.599 --> 00:10:26.899
Motion creates emotion.

00:10:27.000 --> 00:10:28.019
And I feel like picking up

00:10:28.039 --> 00:10:30.081
your phone and texting

00:10:30.121 --> 00:10:31.523
someone is a thing to do.

00:10:32.222 --> 00:10:34.183
I felt like that video for me,

00:10:34.224 --> 00:10:35.684
because it fits my personality.

00:10:35.764 --> 00:10:36.046
Tony,

00:10:36.186 --> 00:10:37.225
we talked about this in a previous

00:10:37.265 --> 00:10:37.586
episode.

00:10:37.886 --> 00:10:38.246
Tony's like,

00:10:38.307 --> 00:10:39.087
I'm not going to the Better

00:10:39.128 --> 00:10:40.067
Business Bureau and shaking

00:10:40.087 --> 00:10:40.769
hands for two hours.

00:10:40.928 --> 00:10:41.589
Not my jam.

00:10:41.929 --> 00:10:42.509
It's not his jam.

00:10:42.690 --> 00:10:43.850
Good, don't do that.

00:10:43.870 --> 00:10:45.152
He doesn't need to do it anymore.

00:10:45.888 --> 00:10:46.368
Doesn't need to,

00:10:46.388 --> 00:10:48.109
but he did do other things

00:10:48.369 --> 00:10:49.269
like Tony's idea.

00:10:49.289 --> 00:10:50.350
And I keep seeing people pop

00:10:50.431 --> 00:10:51.951
up where you accompany a

00:10:52.032 --> 00:10:54.153
patient to a follow-up

00:10:54.173 --> 00:10:55.052
video with their physician

00:10:55.113 --> 00:10:56.494
after that physician referred him to you.

00:10:56.894 --> 00:10:57.955
That is fantastic.

00:10:58.447 --> 00:10:59.548
That's like Taylor Swift

00:10:59.587 --> 00:11:00.769
playing someone's wedding

00:11:00.948 --> 00:11:02.090
because they asked, well,

00:11:02.110 --> 00:11:03.511
she's not doing it every day.

00:11:04.032 --> 00:11:05.474
Tony wasn't doing that for every patient,

00:11:05.514 --> 00:11:07.335
but doing it for a few

00:11:08.096 --> 00:11:09.236
could resonate for years.

00:11:09.677 --> 00:11:11.278
I've seen people still I've

00:11:11.578 --> 00:11:12.519
been caught in threads

00:11:12.539 --> 00:11:13.600
where people like I did that and oh,

00:11:13.620 --> 00:11:14.701
my God, it was amazing.

00:11:14.982 --> 00:11:16.083
So I think this whole theme

00:11:16.104 --> 00:11:18.046
would really be personalized touch.

00:11:18.086 --> 00:11:18.785
And how can you make it

00:11:18.826 --> 00:11:21.688
personalized in a mass text

00:11:21.749 --> 00:11:23.169
message sort of world?

00:11:23.951 --> 00:11:24.892
and I think that resonates I

00:11:24.912 --> 00:11:25.533
think it's different I

00:11:25.572 --> 00:11:26.352
think this is why bell

00:11:26.373 --> 00:11:27.815
bottoms come in and then

00:11:27.835 --> 00:11:28.916
they go out again because

00:11:28.956 --> 00:11:29.876
everyone's doing it when

00:11:29.897 --> 00:11:30.697
everyone's doing it it gets

00:11:30.798 --> 00:11:32.740
old do the other thing so I

00:11:32.759 --> 00:11:33.340
don't know I feel like

00:11:33.379 --> 00:11:34.902
that's a way to separate

00:11:34.922 --> 00:11:37.764
yourself the the best way

00:11:37.825 --> 00:11:39.785
to truly separate yourself

00:11:39.986 --> 00:11:41.868
and to to do things that

00:11:41.927 --> 00:11:44.171
don't scale would be to say

00:11:45.884 --> 00:11:46.945
things like you're making a

00:11:46.965 --> 00:11:48.225
video per person which it

00:11:48.245 --> 00:11:49.285
takes more effort it takes

00:11:49.326 --> 00:11:50.246
more effort for that for

00:11:50.267 --> 00:11:51.486
that video to be uploaded

00:11:51.527 --> 00:11:52.528
or to be sent or whatever

00:11:52.908 --> 00:11:53.707
but if I'm going to send

00:11:53.727 --> 00:11:54.969
jimmy mckay a video I'm

00:11:54.989 --> 00:11:56.389
going to mention I don't

00:11:56.448 --> 00:11:57.490
know I'll mention podcasts

00:11:57.529 --> 00:11:58.669
I'll mention you know jimmy

00:11:58.769 --> 00:12:00.051
I know you're in a you're

00:12:00.071 --> 00:12:01.350
in a men's uh ice hockey

00:12:01.390 --> 00:12:02.251
league you just posted a

00:12:02.292 --> 00:12:03.131
story the other day with

00:12:03.152 --> 00:12:04.211
like the cage you know the

00:12:04.251 --> 00:12:05.692
mask on that you had your

00:12:05.812 --> 00:12:07.693
your helmet and mask like I would

00:12:08.274 --> 00:12:09.274
I would mention those things

00:12:09.294 --> 00:12:11.155
so that you knew it was not

00:12:11.255 --> 00:12:12.537
a canned message.

00:12:12.576 --> 00:12:14.999
You knew it was completely made for you,

00:12:15.359 --> 00:12:16.279
just like the video you

00:12:16.299 --> 00:12:17.240
made for Dutch Rojas.

00:12:17.260 --> 00:12:18.682
It was completely for him,

00:12:20.442 --> 00:12:21.504
extremely well done.

00:12:21.563 --> 00:12:23.184
You hit on all the great points.

00:12:24.346 --> 00:12:26.167
He can't say no to come on.

00:12:26.187 --> 00:12:28.048
And like I said to you and

00:12:28.448 --> 00:12:29.210
Tony in messaging it,

00:12:30.548 --> 00:12:31.889
I sort of did it in public, too.

00:12:31.950 --> 00:12:32.971
So now he's sort of like, all right,

00:12:33.510 --> 00:12:34.572
we got to do it.

00:12:34.652 --> 00:12:34.831
Now,

00:12:35.212 --> 00:12:36.594
I want to wow the hell out of him when

00:12:36.614 --> 00:12:37.153
he shows up.

00:12:37.214 --> 00:12:38.674
So he's like, okay, this was a good idea.

00:12:38.715 --> 00:12:39.155
And you will.

00:12:39.275 --> 00:12:39.576
You will.

00:12:39.596 --> 00:12:40.177
You will.

00:12:40.216 --> 00:12:41.817
Because then you got a friend for life.

00:12:41.957 --> 00:12:42.597
Here's something I was

00:12:42.618 --> 00:12:43.538
trying to figure out this morning.

00:12:44.299 --> 00:12:46.181
You're mentioning I posted a story.

00:12:46.240 --> 00:12:47.121
I was playing men's beer

00:12:47.142 --> 00:12:47.822
hockey last night.

00:12:47.863 --> 00:12:48.643
We lost, by the way.

00:12:48.663 --> 00:12:49.224
I know.

00:12:49.563 --> 00:12:50.345
And it was until like one

00:12:50.365 --> 00:12:51.065
o'clock in the morning.

00:12:51.544 --> 00:12:52.346
But we're talking about this

00:12:52.426 --> 00:12:53.147
personalization.

00:12:54.405 --> 00:12:59.629
I got a DM in LinkedIn from the gains gods,

00:12:59.950 --> 00:13:00.831
an Instagram account.

00:13:01.370 --> 00:13:01.892
Never heard of them.

00:13:02.532 --> 00:13:03.592
They made a comment on my

00:13:03.653 --> 00:13:05.114
post of my story.

00:13:06.335 --> 00:13:09.277
And it says from the rink to the mic,

00:13:09.577 --> 00:13:11.798
passion, grit, and a dash of chaos, beer,

00:13:11.839 --> 00:13:12.740
league, hockey vibes,

00:13:12.779 --> 00:13:14.760
and podcast wisdom coming at you.

00:13:15.221 --> 00:13:16.582
And I was like, hold on a minute.

00:13:16.602 --> 00:13:19.865
And there's no, there, there's no ask.

00:13:19.945 --> 00:13:20.865
They're not even asking.

00:13:20.926 --> 00:13:21.866
Hey guys,

00:13:23.038 --> 00:13:24.479
And then in my comments on a

00:13:24.578 --> 00:13:26.919
previous post from the Game Gods,

00:13:27.519 --> 00:13:28.159
who have more than a

00:13:28.179 --> 00:13:30.100
hundred thousand followers on Instagram,

00:13:30.821 --> 00:13:32.101
only my cast can go from

00:13:32.142 --> 00:13:33.142
beer leak intensity to

00:13:33.182 --> 00:13:35.023
dropping life lessons on

00:13:35.462 --> 00:13:37.344
selflessness in the same breath.

00:13:37.884 --> 00:13:38.484
Love the range.

00:13:39.245 --> 00:13:40.644
Talk about a growth strategy.

00:13:41.024 --> 00:13:41.826
Two comments.

00:13:42.446 --> 00:13:42.686
right?

00:13:42.746 --> 00:13:44.349
That were both personalized.

00:13:44.389 --> 00:13:45.850
Now look at worse.

00:13:45.910 --> 00:13:48.173
Are they actually trying to build rapport?

00:13:48.212 --> 00:13:48.413
And like,

00:13:48.433 --> 00:13:49.735
this is how you build a relationship.

00:13:49.816 --> 00:13:50.115
Wow.

00:13:50.716 --> 00:13:51.557
Who would have thought at no

00:13:51.618 --> 00:13:52.239
point did they say,

00:13:52.339 --> 00:13:54.120
follow me for whatever, or like,

00:13:54.581 --> 00:13:55.503
that's the best part.

00:13:55.543 --> 00:13:56.323
If they had done that,

00:13:56.344 --> 00:13:57.345
I would have been like, I'm out.

00:13:58.225 --> 00:13:59.147
all they did was drop two

00:13:59.167 --> 00:14:00.027
comments here's the thing

00:14:00.086 --> 00:14:01.388
at worst I've got to go to

00:14:01.408 --> 00:14:02.528
who the game gods are

00:14:02.889 --> 00:14:03.590
hundred and thirty six

00:14:03.649 --> 00:14:05.230
thousand followers and I'm

00:14:05.270 --> 00:14:06.871
like you know what you

00:14:06.912 --> 00:14:08.173
earned you earned my

00:14:08.212 --> 00:14:09.254
attention I love these two

00:14:09.274 --> 00:14:10.575
phrases right pay attention

00:14:11.054 --> 00:14:12.856
spend time you earned it I

00:14:12.897 --> 00:14:13.616
had to give you five

00:14:13.677 --> 00:14:14.457
seconds to check out who

00:14:14.477 --> 00:14:15.918
you were right the game

00:14:15.958 --> 00:14:16.980
gods they're all about

00:14:17.460 --> 00:14:18.421
making videos for people

00:14:18.441 --> 00:14:19.422
you probably watch anyway

00:14:20.022 --> 00:14:21.243
teaching agencies to scale

00:14:21.503 --> 00:14:22.443
to twenty thousand dollars

00:14:22.464 --> 00:14:24.065
a month so they that

00:14:26.980 --> 00:14:28.081
It works though.

00:14:29.341 --> 00:14:30.102
You could be a client for

00:14:30.123 --> 00:14:31.183
them that they're going to,

00:14:31.203 --> 00:14:32.345
they're going to slowly

00:14:32.945 --> 00:14:34.787
build some rapport and

00:14:35.368 --> 00:14:37.669
maybe you'll pay them for their service.

00:14:37.690 --> 00:14:38.090
Eventually.

00:14:38.129 --> 00:14:38.429
That's,

00:14:38.831 --> 00:14:40.152
would you say that that's the ultimate,

00:14:40.192 --> 00:14:41.173
like what's it for them?

00:14:42.241 --> 00:14:42.642
Yes.

00:14:42.982 --> 00:14:44.583
And you know that it's repeatable, right?

00:14:44.803 --> 00:14:46.206
Or they paid someone to do

00:14:46.225 --> 00:14:47.167
this over and over and over

00:14:47.187 --> 00:14:47.947
and over again, right?

00:14:48.168 --> 00:14:50.149
Like they're doing the quick research.

00:14:50.249 --> 00:14:50.629
Yeah,

00:14:50.649 --> 00:14:52.871
but they connected you with podcasts

00:14:52.991 --> 00:14:53.812
and ice hockey.

00:14:53.893 --> 00:14:55.313
And that takes a little more

00:14:55.374 --> 00:14:55.975
understanding.

00:14:55.995 --> 00:14:57.596
You can't outsource that to someone,

00:14:58.177 --> 00:14:58.677
you know,

00:14:58.777 --> 00:15:01.440
in another country to do a VA to do that.

00:15:01.460 --> 00:15:02.139
I mean, maybe,

00:15:02.561 --> 00:15:03.741
but you got to have a little

00:15:04.142 --> 00:15:04.923
insight into like,

00:15:05.143 --> 00:15:06.705
I'm reaching out to this dude, Jimmy McKay,

00:15:06.745 --> 00:15:07.625
and I'm connecting his

00:15:07.686 --> 00:15:09.827
range of podcasting and

00:15:09.847 --> 00:15:10.788
this ice hockey thing,

00:15:10.808 --> 00:15:12.110
which was only a twenty

00:15:12.129 --> 00:15:13.551
four hour story that you're posting.

00:15:13.951 --> 00:15:14.211
Correct.

00:15:14.272 --> 00:15:15.293
I don't talk about ice hockey.

00:15:15.552 --> 00:15:16.594
Ninety nine point nine nine

00:15:16.614 --> 00:15:17.215
nine percent of time.

00:15:17.254 --> 00:15:18.056
It was just that story.

00:15:18.336 --> 00:15:19.116
So look at it this way.

00:15:20.734 --> 00:15:21.595
What would you, you said,

00:15:21.615 --> 00:15:22.475
what would the ultimate goal?

00:15:22.615 --> 00:15:22.716
Well,

00:15:22.735 --> 00:15:24.017
the ultimate goal is if they're like

00:15:24.256 --> 00:15:24.937
an agency,

00:15:25.017 --> 00:15:26.097
they want a client and every

00:15:26.138 --> 00:15:26.899
one of those clients can be

00:15:26.918 --> 00:15:27.818
worth a lot of money to them.

00:15:27.839 --> 00:15:28.460
That's valuable.

00:15:28.899 --> 00:15:30.461
But the, the steps, right?

00:15:30.782 --> 00:15:31.341
So you, I love,

00:15:31.422 --> 00:15:32.722
I love using this parallel of dating.

00:15:33.344 --> 00:15:35.125
So the step was not,

00:15:35.264 --> 00:15:36.285
I'm going to message and

00:15:36.326 --> 00:15:37.606
get married to Jimmy.

00:15:38.047 --> 00:15:39.268
That that's too big of a leap.

00:15:39.327 --> 00:15:39.708
Of course.

00:15:40.649 --> 00:15:41.710
For the first one is I'm

00:15:41.730 --> 00:15:43.831
going to read it and go, who is this?

00:15:44.251 --> 00:15:45.232
There's a pickup line.

00:15:45.253 --> 00:15:45.933
A pickup line should be

00:15:45.994 --> 00:15:47.174
funny and intriguing and

00:15:47.195 --> 00:15:48.255
make you want to be like, okay,

00:15:48.556 --> 00:15:49.657
you got eight seconds.

00:15:49.716 --> 00:15:50.898
I'm going to give you eight more seconds.

00:15:52.259 --> 00:15:52.879
You're leaning in.

00:15:53.159 --> 00:15:54.280
You clicked on the profile.

00:15:54.421 --> 00:15:55.062
You're leaning in.

00:15:55.081 --> 00:15:56.322
All right.

00:15:56.403 --> 00:15:56.984
Who are you?

00:15:57.024 --> 00:15:57.563
Let me, let me.

00:15:57.624 --> 00:15:57.844
Okay.

00:15:57.884 --> 00:15:58.144
Who are you?

00:15:58.404 --> 00:16:00.267
So the pickup line leads to

00:16:00.527 --> 00:16:01.908
the first drink or the

00:16:01.947 --> 00:16:02.948
first fifteen minutes.

00:16:03.288 --> 00:16:04.370
If that goes well,

00:16:05.091 --> 00:16:06.292
you should ask for let's go

00:16:06.331 --> 00:16:08.072
get coffee or something low stakes,

00:16:08.273 --> 00:16:10.054
low investment from the other person,

00:16:10.115 --> 00:16:10.315
right?

00:16:10.794 --> 00:16:11.875
I click on their profile.

00:16:12.115 --> 00:16:13.817
Maybe I'll scroll and watch a few videos.

00:16:14.258 --> 00:16:15.678
And then after a while,

00:16:15.859 --> 00:16:16.799
the goal of watching the

00:16:16.820 --> 00:16:17.900
videos would get you to go,

00:16:17.921 --> 00:16:18.280
you know what?

00:16:18.400 --> 00:16:18.780
This is good.

00:16:18.821 --> 00:16:20.062
I don't want to miss this.

00:16:20.322 --> 00:16:21.403
So I'm going to save this

00:16:21.442 --> 00:16:22.683
phone number or make an

00:16:22.703 --> 00:16:23.504
appointment to see this

00:16:23.544 --> 00:16:24.745
person again and have a date.

00:16:25.166 --> 00:16:26.606
And then after a while, if I'm like,

00:16:26.626 --> 00:16:27.087
you know what?

00:16:27.447 --> 00:16:28.788
And I ever run into an ideal

00:16:28.828 --> 00:16:30.770
client for the games gods,

00:16:31.471 --> 00:16:32.770
How would you not suggest them?

00:16:32.931 --> 00:16:33.871
Because you're like, you know what?

00:16:34.192 --> 00:16:35.392
I watch these guys every day

00:16:35.412 --> 00:16:36.393
and they put the videos and

00:16:36.413 --> 00:16:37.273
it sounds like,

00:16:37.493 --> 00:16:38.832
just go download their

00:16:38.873 --> 00:16:40.913
guide or go follow them yourself.

00:16:41.394 --> 00:16:42.934
So this was a really,

00:16:42.995 --> 00:16:44.514
really stupidly simple

00:16:44.575 --> 00:16:47.275
example of earning attention and rapport.

00:16:47.696 --> 00:16:49.216
And I think that because

00:16:49.236 --> 00:16:49.937
we're healthcare providers,

00:16:49.956 --> 00:16:50.517
we overlook it.

00:16:53.191 --> 00:16:54.091
And you're, you're mentioning,

00:16:54.172 --> 00:16:54.993
not that we have like the

00:16:55.033 --> 00:16:55.874
biggest audience ever,

00:16:56.114 --> 00:16:57.274
but you're mentioning it right now.

00:16:57.534 --> 00:16:58.375
Like we talk about things

00:16:58.395 --> 00:16:59.397
that are like remarkable,

00:16:59.456 --> 00:17:01.578
meaning it's worth making a remark about.

00:17:02.159 --> 00:17:02.700
Correct.

00:17:02.921 --> 00:17:04.142
And this,

00:17:04.261 --> 00:17:06.384
this is remarkable or depending

00:17:06.423 --> 00:17:07.545
on your definition of remarkable,

00:17:07.605 --> 00:17:09.106
somewhat remarkable because

00:17:09.567 --> 00:17:10.387
you're even bringing this

00:17:10.468 --> 00:17:11.788
up and there's folks watching live.

00:17:11.808 --> 00:17:12.529
There's folks that are going

00:17:12.549 --> 00:17:13.391
to watch or listen to this

00:17:13.411 --> 00:17:17.255
on the recording and gains, gains, God,

00:17:17.275 --> 00:17:17.535
what is it?

00:17:17.575 --> 00:17:18.236
Gains, God's.

00:17:18.496 --> 00:17:19.695
The gains gods like they're

00:17:19.895 --> 00:17:20.416
they're just they're

00:17:20.457 --> 00:17:21.616
getting they're getting

00:17:21.696 --> 00:17:24.938
free exposure because of their approach,

00:17:25.057 --> 00:17:28.538
which was a great human base,

00:17:28.578 --> 00:17:29.939
like natural,

00:17:30.519 --> 00:17:32.880
like little just dropping a little nugget,

00:17:33.539 --> 00:17:34.820
dropping another little nugget,

00:17:35.560 --> 00:17:37.781
not not asking for anything big,

00:17:37.961 --> 00:17:38.781
not asking for anything.

00:17:39.392 --> 00:17:41.074
No ask, not even an ask.

00:17:41.134 --> 00:17:41.913
Like some people would say like,

00:17:41.953 --> 00:17:42.855
you need to have an ask in there.

00:17:42.954 --> 00:17:43.875
Do you?

00:17:44.036 --> 00:17:45.057
Look at the email I got this

00:17:45.116 --> 00:17:45.978
morning from a guy by the

00:17:45.998 --> 00:17:46.678
name of Seth Godin,

00:17:46.698 --> 00:17:47.459
who's written an email

00:17:47.499 --> 00:17:48.980
every day for a bajillion years,

00:17:49.099 --> 00:17:49.740
knows what he's doing.

00:17:50.701 --> 00:17:51.803
You're saying, hey, Jimmy,

00:17:51.843 --> 00:17:53.163
you've got a decent sized audience.

00:17:53.564 --> 00:17:54.605
Everybody does now.

00:17:55.286 --> 00:17:56.125
Everybody does.

00:17:56.626 --> 00:17:59.608
So Seth was getting at the fact that

00:18:00.700 --> 00:18:01.701
Sixty five million people

00:18:01.721 --> 00:18:03.040
have uploaded a video to YouTube.

00:18:03.461 --> 00:18:04.182
In nineteen eighty,

00:18:04.201 --> 00:18:05.863
there were eight movie

00:18:05.883 --> 00:18:08.304
studios producing mass market movies.

00:18:08.943 --> 00:18:11.486
Now there are kids doing, you know,

00:18:12.306 --> 00:18:13.547
Dreamweaver or whatever

00:18:13.606 --> 00:18:14.527
programs make movies.

00:18:14.547 --> 00:18:15.067
I don't know how to make

00:18:15.448 --> 00:18:16.248
crazy cool videos.

00:18:16.888 --> 00:18:19.150
More than ten million people

00:18:19.170 --> 00:18:21.530
have uploaded a song to Spotify this year,

00:18:21.911 --> 00:18:22.491
this year.

00:18:23.586 --> 00:18:24.406
I worked in radio.

00:18:24.686 --> 00:18:25.768
There wasn't a chance in

00:18:26.008 --> 00:18:27.409
hell that you were getting

00:18:27.449 --> 00:18:29.769
your song to a record company.

00:18:29.789 --> 00:18:30.390
I mean, you could,

00:18:30.410 --> 00:18:30.950
but it's just going to be

00:18:30.970 --> 00:18:32.790
in a box at the front desk.

00:18:33.371 --> 00:18:34.951
The barrier to entry,

00:18:35.451 --> 00:18:36.211
and I've said this before

00:18:36.231 --> 00:18:36.813
in front of people,

00:18:37.252 --> 00:18:38.212
especially healthcare providers,

00:18:38.232 --> 00:18:39.153
and they're like, I don't understand.

00:18:39.334 --> 00:18:40.493
The barrier to entry,

00:18:40.673 --> 00:18:42.095
the distance between you

00:18:42.454 --> 00:18:43.935
and your ideal patient or

00:18:43.976 --> 00:18:45.836
client or audience is the

00:18:45.996 --> 00:18:47.057
thickness of the glass in

00:18:47.076 --> 00:18:47.656
your cell phone.

00:18:48.637 --> 00:18:50.637
And if you are too lazy to tap on it,

00:18:51.019 --> 00:18:51.739
if you don't knock...

00:18:52.776 --> 00:18:54.497
not going to show up so get

00:18:54.537 --> 00:18:55.878
over yourself so and it

00:18:55.898 --> 00:18:56.578
doesn't need to be these

00:18:56.598 --> 00:18:58.339
ways like I said tony was

00:18:58.520 --> 00:18:59.260
he's like I'm never going

00:18:59.280 --> 00:18:59.821
to go to the better

00:18:59.882 --> 00:19:00.821
business bureau and shake

00:19:00.863 --> 00:19:02.002
hands and hand out business

00:19:02.022 --> 00:19:03.023
cards good don't but

00:19:03.124 --> 00:19:04.065
understand what you are

00:19:04.105 --> 00:19:05.987
comfortable with and then

00:19:06.047 --> 00:19:09.229
do that you had an idea too

00:19:09.249 --> 00:19:11.050
for tony which I you shared it with me

00:19:12.728 --> 00:19:13.288
The graphic.

00:19:13.307 --> 00:19:16.550
Should I bring that up?

00:19:16.830 --> 00:19:17.711
I want you to real quick.

00:19:18.051 --> 00:19:19.313
I wanted Tony on this,

00:19:19.472 --> 00:19:20.933
but he's busy this whole week.

00:19:21.974 --> 00:19:22.915
This is a great topic.

00:19:22.935 --> 00:19:24.376
This thing just happened in

00:19:24.416 --> 00:19:26.739
my neighborhood on Sunday.

00:19:27.700 --> 00:19:28.160
Pizza Wars.

00:19:28.180 --> 00:19:29.040
Can we bring up the graphic?

00:19:29.221 --> 00:19:30.060
This is a...

00:19:32.403 --> 00:19:33.144
Let's bring up the graphic.

00:19:33.845 --> 00:19:35.145
This is a marketing idea for

00:19:35.226 --> 00:19:37.086
your physical therapy practice,

00:19:37.586 --> 00:19:38.386
your company.

00:19:39.147 --> 00:19:40.867
It doesn't matter, PT, OT, SLP.

00:19:40.907 --> 00:19:41.008
Okay,

00:19:42.269 --> 00:19:44.150
so this just happened on Sunday in

00:19:44.190 --> 00:19:44.990
Bay Ridge, Brooklyn.

00:19:45.830 --> 00:19:47.791
There were twelve different pizzerias.

00:19:47.932 --> 00:19:49.752
You pay thirty six dollars.

00:19:49.833 --> 00:19:51.153
I didn't do it, but, you know,

00:19:51.913 --> 00:19:53.173
I think I'd have to have a

00:19:53.213 --> 00:19:54.055
big appetite to actually

00:19:54.075 --> 00:19:55.134
make thirty six or forty

00:19:55.154 --> 00:19:56.036
dollars worth of pizza.

00:19:57.036 --> 00:19:58.457
You pay thirty six bucks and

00:19:58.497 --> 00:20:01.078
you can go to all twelve places,

00:20:01.460 --> 00:20:02.539
all twelve pizzerias that

00:20:02.559 --> 00:20:03.461
are all walkable.

00:20:03.500 --> 00:20:04.882
They're on third half, fourth half,

00:20:04.902 --> 00:20:07.044
fifth half in Beverage, Brooklyn.

00:20:07.463 --> 00:20:08.304
You pay thirty six bucks,

00:20:08.324 --> 00:20:09.565
you get a wristband or whatever.

00:20:11.227 --> 00:20:11.807
You walk around,

00:20:12.166 --> 00:20:13.728
you eat pizza from any of these places,

00:20:13.748 --> 00:20:14.868
you get one plain slice

00:20:14.888 --> 00:20:15.750
from any of these places

00:20:16.130 --> 00:20:17.711
and then you vote on who's

00:20:17.750 --> 00:20:18.511
the best pizza place.

00:20:18.672 --> 00:20:20.093
Also, a couple of things,

00:20:20.133 --> 00:20:23.836
because it was the what,

00:20:23.875 --> 00:20:25.076
the third of May.

00:20:25.797 --> 00:20:26.978
it was the whole star wars

00:20:27.018 --> 00:20:28.220
theme you know like may the

00:20:28.539 --> 00:20:29.661
I'm sorry it was may fourth

00:20:29.681 --> 00:20:30.521
may the fourth be with you

00:20:30.541 --> 00:20:31.942
so it was on may fourth on

00:20:32.083 --> 00:20:33.664
this pizza wars this past

00:20:33.704 --> 00:20:36.208
sunday so a little bit up

00:20:36.228 --> 00:20:37.929
so it was we talk about

00:20:37.949 --> 00:20:39.371
technology a lot we talk

00:20:39.391 --> 00:20:40.852
about marketing and we talk

00:20:40.872 --> 00:20:42.012
about like digital ads

00:20:42.032 --> 00:20:43.875
sometimes this is obviously

00:20:44.256 --> 00:20:45.336
the physical world so the

00:20:45.356 --> 00:20:46.218
reason why I'm bringing this up

00:20:47.195 --> 00:20:47.636
I thought,

00:20:48.277 --> 00:20:51.460
could there be... All these pizza places,

00:20:51.800 --> 00:20:52.981
it was all organized by the

00:20:53.001 --> 00:20:54.282
Fifth Avenue Business

00:20:54.702 --> 00:20:56.065
Improvement District or whatever.

00:20:58.186 --> 00:20:59.969
It included Justin Brandon

00:21:00.009 --> 00:21:01.089
and other politicians and

00:21:01.109 --> 00:21:01.829
there's other logos.

00:21:01.849 --> 00:21:02.871
There's other people that

00:21:03.092 --> 00:21:04.673
helped make this and make

00:21:04.692 --> 00:21:05.773
this graphic and support

00:21:05.794 --> 00:21:07.015
and actually bring this thing to life.

00:21:07.796 --> 00:21:10.278
But I was thinking, could there be...

00:21:11.730 --> 00:21:12.932
therapy wars could there be

00:21:12.991 --> 00:21:14.093
pain wars could there be

00:21:14.173 --> 00:21:15.295
health wars could there be

00:21:15.394 --> 00:21:17.798
something where we have

00:21:17.877 --> 00:21:19.640
patients walk around from

00:21:19.961 --> 00:21:20.882
you know well concierge

00:21:20.922 --> 00:21:21.863
pain relief we don't have

00:21:21.883 --> 00:21:22.964
an office here in in bay

00:21:22.984 --> 00:21:24.006
ridge but there's serica

00:21:24.026 --> 00:21:25.667
physical therapy there's

00:21:25.708 --> 00:21:27.049
game changer there's

00:21:27.931 --> 00:21:29.211
one-on-one or JAG.

00:21:29.291 --> 00:21:31.773
There's professional PT.

00:21:31.794 --> 00:21:33.154
There's Spear now in the area.

00:21:33.174 --> 00:21:34.836
There's PT of the City.

00:21:35.176 --> 00:21:36.817
There's a place called TLC

00:21:36.857 --> 00:21:37.638
Physical Therapy.

00:21:38.240 --> 00:21:38.940
Millennium.

00:21:38.980 --> 00:21:39.319
I mean,

00:21:39.921 --> 00:21:41.642
there's at least twelve physical

00:21:41.682 --> 00:21:42.563
therapy places nearby.

00:21:42.843 --> 00:21:43.443
It's not going to have the

00:21:43.503 --> 00:21:45.925
same ring because you hear

00:21:45.945 --> 00:21:47.366
Pizza Wars and you understand it.

00:21:47.467 --> 00:21:49.087
It's like if Jimmy McKay and

00:21:49.107 --> 00:21:50.229
Tony Meritato were coming

00:21:50.269 --> 00:21:52.070
to Bay Ridge this past Sunday,

00:21:52.810 --> 00:21:53.832
we would have done Pizza Wars.

00:21:53.872 --> 00:21:54.673
It would have been like you

00:21:54.692 --> 00:21:55.673
get to see all the places.

00:21:55.713 --> 00:21:56.693
We get to walk around.

00:21:57.517 --> 00:21:58.009
We would have...

00:21:59.126 --> 00:21:59.946
had a great time,

00:22:00.708 --> 00:22:02.308
but all these pizza places

00:22:02.328 --> 00:22:02.949
got a whole bunch of

00:22:03.048 --> 00:22:04.630
eyeballs on their businesses.

00:22:04.650 --> 00:22:05.750
They got more foot traffic.

00:22:05.770 --> 00:22:07.192
There was multiple places on

00:22:07.251 --> 00:22:10.673
the Bay Ridge Facebook

00:22:10.693 --> 00:22:11.554
groups where they were saying,

00:22:12.294 --> 00:22:12.855
people were posting,

00:22:12.934 --> 00:22:13.835
why is there such a big

00:22:13.875 --> 00:22:15.096
line at Gino's today?

00:22:15.115 --> 00:22:15.655
What's going on?

00:22:15.715 --> 00:22:16.977
Why is there such a big line

00:22:17.017 --> 00:22:19.598
at Pepino's and Firefly Pizza?

00:22:19.638 --> 00:22:19.759
Like,

00:22:19.778 --> 00:22:21.138
why is there like a line out the door?

00:22:21.179 --> 00:22:22.200
There's never a line out the

00:22:22.220 --> 00:22:23.221
door at this place or this

00:22:23.260 --> 00:22:23.820
place or whatever.

00:22:24.260 --> 00:22:25.362
And then people are arguing

00:22:25.402 --> 00:22:27.103
in the comments of like, no, no, like,

00:22:27.583 --> 00:22:28.804
Elegante pizza is the best.

00:22:28.844 --> 00:22:30.326
No, Vesuvio's pizza is the best.

00:22:30.346 --> 00:22:32.327
This and that.

00:22:32.347 --> 00:22:33.648
I know this is a lot easier with pizza.

00:22:33.848 --> 00:22:36.951
Could there be a community-based,

00:22:36.971 --> 00:22:38.973
so all the physical therapy, maybe chiro,

00:22:38.993 --> 00:22:39.914
maybe massage, whatever,

00:22:39.954 --> 00:22:41.076
we all team up together

00:22:42.259 --> 00:22:43.740
And we say, hey, we're going to try to,

00:22:43.819 --> 00:22:46.741
you know, we'll get people to opt in,

00:22:46.781 --> 00:22:47.642
their name, their phone number,

00:22:47.682 --> 00:22:48.242
their email.

00:22:48.782 --> 00:22:49.482
With their permission,

00:22:49.502 --> 00:22:50.163
we're going to share all

00:22:50.183 --> 00:22:51.183
their contact information,

00:22:51.203 --> 00:22:52.184
which doesn't happen with

00:22:52.224 --> 00:22:53.125
these pizza places because

00:22:53.145 --> 00:22:54.666
they don't care about leads.

00:22:54.686 --> 00:22:56.907
They don't care about actual customers.

00:22:57.127 --> 00:22:58.128
They just sell slices and

00:22:58.148 --> 00:22:59.209
they know people are going

00:22:59.229 --> 00:23:01.671
to walk by and get, you know, pizza.

00:23:01.990 --> 00:23:03.971
Could this work, Jimmy, up near you?

00:23:04.372 --> 00:23:05.393
Could this work if you,

00:23:05.512 --> 00:23:06.513
back when you used to live

00:23:06.574 --> 00:23:07.934
in the Upper West Side, I think,

00:23:09.378 --> 00:23:10.419
How could we make this work

00:23:10.638 --> 00:23:11.799
as a community-based thing?

00:23:12.140 --> 00:23:12.819
We've got to name it.

00:23:13.200 --> 00:23:14.000
I threw out some names.

00:23:14.079 --> 00:23:14.901
Pain wars,

00:23:15.000 --> 00:23:16.601
physical therapy wars is kind of long.

00:23:17.040 --> 00:23:19.382
Health wars, which kind of sounds weird.

00:23:20.761 --> 00:23:21.803
Tony probably would say this

00:23:21.863 --> 00:23:22.982
is like a weird idea,

00:23:23.143 --> 00:23:23.962
and he wouldn't want to do it.

00:23:24.502 --> 00:23:25.963
But how could this approach

00:23:26.003 --> 00:23:27.483
be used for therapy practices?

00:23:28.084 --> 00:23:30.625
So I would take all the idea,

00:23:31.964 --> 00:23:33.026
and I would just change the name.

00:23:33.145 --> 00:23:34.046
I don't think it would be wars.

00:23:34.226 --> 00:23:35.105
I think it would be more of

00:23:35.125 --> 00:23:35.705
a scavenger hunt.

00:23:36.346 --> 00:23:37.406
This is scavenger hunt.

00:23:38.226 --> 00:23:38.486
Right.

00:23:39.146 --> 00:23:40.327
The health care providers in

00:23:40.347 --> 00:23:41.528
your neighborhood are

00:23:41.628 --> 00:23:43.069
subjectively good or bad,

00:23:43.871 --> 00:23:44.891
just like pizza places.

00:23:45.071 --> 00:23:46.492
Like I knew where I liked

00:23:46.512 --> 00:23:48.094
Freddy and Peppers on

00:23:48.233 --> 00:23:49.595
seventy fourth and Amsterdam.

00:23:50.016 --> 00:23:51.176
That was the best pizza in the city.

00:23:51.777 --> 00:23:52.498
It was around the corner

00:23:52.518 --> 00:23:53.278
from Levain Bakery.

00:23:53.317 --> 00:23:54.598
So you get a cookie the size of your head.

00:23:54.778 --> 00:23:55.539
And I was like, boom, boom,

00:23:55.720 --> 00:23:56.280
I'm done for the night.

00:23:56.828 --> 00:23:57.911
Now there's fifty bajillion

00:23:58.211 --> 00:23:58.932
places in the city.

00:23:59.232 --> 00:24:00.055
Are any of them bad?

00:24:00.275 --> 00:24:02.199
Not not if you're in your New York.

00:24:02.278 --> 00:24:03.180
No, most of them are good,

00:24:03.902 --> 00:24:05.304
but they're not really your

00:24:05.344 --> 00:24:06.246
competition because some

00:24:06.266 --> 00:24:07.929
people like yours better

00:24:07.949 --> 00:24:09.090
than others for no other

00:24:09.111 --> 00:24:10.133
reason that they just like it.

00:24:11.327 --> 00:24:12.607
So could you combine forces

00:24:12.627 --> 00:24:14.209
with people that are your competition?

00:24:14.288 --> 00:24:15.949
So I don't like this idea anymore.

00:24:15.969 --> 00:24:17.309
I love this idea.

00:24:17.750 --> 00:24:18.490
I want someone,

00:24:18.730 --> 00:24:20.290
a group of someones to come

00:24:20.371 --> 00:24:20.911
in and be like,

00:24:21.151 --> 00:24:23.411
we did this and here's how we did it.

00:24:23.590 --> 00:24:25.112
So as you were talking about this,

00:24:25.491 --> 00:24:26.991
so let me see if I can reframe.

00:24:27.311 --> 00:24:28.532
You paid thirty six bucks

00:24:28.553 --> 00:24:29.113
and then you could go to

00:24:29.232 --> 00:24:30.093
any of those pizza places

00:24:30.113 --> 00:24:32.013
and get a slice for a whole day.

00:24:33.123 --> 00:24:33.363
Yeah.

00:24:33.482 --> 00:24:35.625
Like if I now think this is

00:24:35.704 --> 00:24:37.487
not an expensive proposition,

00:24:37.547 --> 00:24:38.146
this is cheap.

00:24:38.807 --> 00:24:40.148
This is if you're a family,

00:24:40.749 --> 00:24:41.670
this is your whole day.

00:24:41.690 --> 00:24:42.750
Or if you have friends in town.

00:24:43.652 --> 00:24:44.873
It's probably it's probably

00:24:44.913 --> 00:24:45.653
thirty six dollars per

00:24:45.713 --> 00:24:46.894
person or per adult, though.

00:24:46.974 --> 00:24:47.295
Yeah.

00:24:47.315 --> 00:24:47.595
Yeah.

00:24:47.654 --> 00:24:48.395
In New York, though.

00:24:48.496 --> 00:24:49.316
I mean, that's you know,

00:24:49.356 --> 00:24:50.196
that's that's a meal.

00:24:50.217 --> 00:24:50.297
Yeah.

00:24:50.678 --> 00:24:52.239
But now there's the element

00:24:52.278 --> 00:24:54.039
of this is why breweries

00:24:54.059 --> 00:24:55.101
have beer flights.

00:24:55.481 --> 00:24:57.182
I'm going to be, you know, sophisticated.

00:24:57.202 --> 00:24:58.243
I want to try a little bit of this,

00:24:58.263 --> 00:24:58.984
a little bit of that.

00:24:59.704 --> 00:25:01.346
So I would say to make this

00:25:01.385 --> 00:25:02.227
work for healthcare,

00:25:02.307 --> 00:25:03.027
I'm thinking about- It

00:25:03.047 --> 00:25:03.867
always goes back to beer.

00:25:04.087 --> 00:25:05.087
Always goes back to beer with you.

00:25:05.107 --> 00:25:05.828
Always goes back to beer.

00:25:05.848 --> 00:25:08.691
Well, yeah.

00:25:08.730 --> 00:25:10.092
So I'm thinking about in my hometown.

00:25:10.711 --> 00:25:13.894
And so I can answer on behalf of Tony,

00:25:14.433 --> 00:25:15.095
I think anyway,

00:25:15.134 --> 00:25:16.434
or at least slanted towards Tony,

00:25:16.454 --> 00:25:17.895
because I'm not in a big city right now.

00:25:17.915 --> 00:25:19.136
I'm a little upstate New York City.

00:25:19.557 --> 00:25:21.137
And I've got my buddy, John Denoyles,

00:25:21.538 --> 00:25:22.878
at Resolve Physical Therapy.

00:25:23.319 --> 00:25:25.260
And he just built like a recovery room,

00:25:25.800 --> 00:25:26.582
like a very like-

00:25:27.301 --> 00:25:28.564
rehab to perform me josh

00:25:28.865 --> 00:25:30.165
josh funk vibe recovery

00:25:30.185 --> 00:25:31.929
move red light compression

00:25:32.189 --> 00:25:34.491
how do you get them in you

00:25:34.531 --> 00:25:35.513
actually combine efforts

00:25:35.534 --> 00:25:36.634
with the massage place down

00:25:36.654 --> 00:25:37.576
the street the chiropractor

00:25:37.596 --> 00:25:40.380
that's what I'm talking about gold's gym

00:25:41.157 --> 00:25:42.318
I want to break down right now.

00:25:42.358 --> 00:25:43.579
So your buddy's place,

00:25:43.660 --> 00:25:44.720
and if there's three, four,

00:25:44.740 --> 00:25:46.060
five other places nearby,

00:25:46.320 --> 00:25:47.561
we create a name for it,

00:25:48.442 --> 00:25:49.722
whatever they agree to the name is.

00:25:50.144 --> 00:25:51.483
We got to think of a price.

00:25:52.545 --> 00:25:55.287
With the prospective client's permission,

00:25:56.448 --> 00:25:58.749
all the practices get to share Jimmy,

00:25:58.868 --> 00:26:00.829
McKay, his phone number, his email.

00:26:00.990 --> 00:26:02.111
Everyone gets to get the

00:26:02.171 --> 00:26:03.152
lead information so that

00:26:03.172 --> 00:26:04.452
they can all contact you later.

00:26:05.373 --> 00:26:06.953
And you have to pay what price?

00:26:07.134 --> 00:26:08.834
And then you and I,

00:26:08.874 --> 00:26:11.335
we get to go to PT in the park.

00:26:11.775 --> 00:26:12.076
Okay.

00:26:12.316 --> 00:26:13.056
PT in the park.

00:26:14.496 --> 00:26:16.717
I'm thinking in this area of where I live,

00:26:16.997 --> 00:26:18.278
there's two things that are big.

00:26:18.758 --> 00:26:19.397
One is hiking.

00:26:19.897 --> 00:26:21.999
So it could be like a hike or a trail,

00:26:22.739 --> 00:26:22.939
right?

00:26:22.979 --> 00:26:23.539
Health trail.

00:26:24.599 --> 00:26:25.641
uh, exercise trail,

00:26:26.121 --> 00:26:28.303
or we have a lot of wineries up here too.

00:26:28.383 --> 00:26:29.203
So it's a tour.

00:26:29.324 --> 00:26:31.144
It always goes back to alcohol, but we do,

00:26:31.164 --> 00:26:32.266
they do wine tours up here

00:26:32.306 --> 00:26:33.386
where you like rent a limo

00:26:33.406 --> 00:26:34.346
for the day and they bring

00:26:34.366 --> 00:26:35.188
you to six and like,

00:26:35.508 --> 00:26:36.068
don't worry about it.

00:26:36.088 --> 00:26:37.609
We provide food and we'll

00:26:37.730 --> 00:26:38.570
bring you from place to place.

00:26:38.590 --> 00:26:39.451
You don't have to worry about it.

00:26:40.152 --> 00:26:41.792
I like, originally I was going to say,

00:26:41.813 --> 00:26:42.472
make it free,

00:26:42.673 --> 00:26:44.015
but I don't want to make it free.

00:26:44.375 --> 00:26:44.634
I want,

00:26:44.835 --> 00:26:46.195
I want people to pay for a little bit,

00:26:46.476 --> 00:26:48.178
but then I want to sprinkle in some love,

00:26:48.198 --> 00:26:48.958
which is, Hey,

00:26:48.978 --> 00:26:51.200
if they're paying and they're,

00:26:52.138 --> 00:26:53.079
Now there's a little bit of

00:26:53.119 --> 00:26:53.839
money to work with.

00:26:54.140 --> 00:26:55.020
Give them something.

00:26:55.320 --> 00:26:56.362
You could give them like a

00:26:56.422 --> 00:26:58.923
free recovery room session

00:26:59.423 --> 00:27:01.664
or a physical object, a T-shirt,

00:27:01.785 --> 00:27:02.286
something.

00:27:03.086 --> 00:27:04.827
So even if this is your

00:27:04.867 --> 00:27:06.368
rotisserie chicken at Costco,

00:27:06.588 --> 00:27:08.049
you make no money on this,

00:27:08.210 --> 00:27:09.290
but you break even or even

00:27:09.411 --> 00:27:10.991
lose a little bit of money, right?

00:27:11.352 --> 00:27:12.313
You still had people.

00:27:12.472 --> 00:27:13.313
This is even better than

00:27:13.333 --> 00:27:14.193
just clicking your website.

00:27:14.394 --> 00:27:15.674
They stood in your facility.

00:27:15.694 --> 00:27:16.734
This is not what I felt.

00:27:16.836 --> 00:27:18.517
You walk into John's Resolve

00:27:18.537 --> 00:27:19.257
Physical Therapy.

00:27:19.576 --> 00:27:20.718
This is not what you think of.

00:27:20.917 --> 00:27:21.898
There are no beige walls.

00:27:22.038 --> 00:27:22.102
Bye.

00:27:22.846 --> 00:27:23.887
He's got squat racks and

00:27:23.907 --> 00:27:25.308
he's got big heavyweights.

00:27:25.328 --> 00:27:26.250
And he's got like, you know,

00:27:26.630 --> 00:27:27.810
the stuff that you feel like, Oh,

00:27:27.830 --> 00:27:29.051
this is what's physical therapy.

00:27:29.071 --> 00:27:29.792
I didn't realize this was

00:27:29.833 --> 00:27:30.472
physical therapy.

00:27:31.013 --> 00:27:32.194
I don't know if John can pay for that.

00:27:32.674 --> 00:27:32.894
Right.

00:27:32.954 --> 00:27:34.016
Besides doing something like this.

00:27:34.336 --> 00:27:36.178
So maybe like a card that you get stamped.

00:27:36.198 --> 00:27:36.938
And when you get them all,

00:27:36.958 --> 00:27:38.278
you're entered to win the grand prize,

00:27:38.299 --> 00:27:39.259
which is something awesome

00:27:39.299 --> 00:27:42.123
from all five or six stops on the tour.

00:27:42.363 --> 00:27:44.003
This is a pub crawl iPad or whatever.

00:27:44.023 --> 00:27:44.724
Right.

00:27:44.744 --> 00:27:46.326
Bars realize this a long time ago.

00:27:46.385 --> 00:27:47.826
People don't love one bar.

00:27:48.067 --> 00:27:49.268
They'll check out bunches of bars.

00:27:49.327 --> 00:27:50.469
Look, I got beer at that bar.

00:27:50.710 --> 00:27:51.529
I got beer at that bar.

00:27:51.549 --> 00:27:51.650
Yeah.

00:27:52.111 --> 00:27:52.270
Yeah.

00:27:52.711 --> 00:27:53.971
But you don't go for the

00:27:53.990 --> 00:27:54.751
beer or the vodka.

00:27:55.051 --> 00:27:56.791
You go for the vibe.

00:27:56.811 --> 00:27:59.012
You go for the ambiance or whatever.

00:27:59.353 --> 00:28:00.932
So Scott loves the idea.

00:28:01.333 --> 00:28:03.834
So I think you try it.

00:28:04.253 --> 00:28:05.555
I don't think you make it too complicated.

00:28:05.654 --> 00:28:08.736
Five maybe organizations make them varied.

00:28:09.096 --> 00:28:10.276
It could be two PT clinics

00:28:10.316 --> 00:28:11.976
if they're different and even better.

00:28:12.277 --> 00:28:13.237
Like how great would that be?

00:28:13.297 --> 00:28:13.396
Yeah.

00:28:13.856 --> 00:28:15.517
Right.

00:28:15.537 --> 00:28:17.357
My second idea was something we did.

00:28:17.518 --> 00:28:18.317
And I don't I've got like

00:28:18.397 --> 00:28:19.618
eighty five percent of the idea.

00:28:19.719 --> 00:28:20.638
Maybe you or someone

00:28:20.659 --> 00:28:21.838
watching can help me bring it home.

00:28:22.519 --> 00:28:23.640
In northeast Pennsylvania,

00:28:23.700 --> 00:28:24.799
when I worked in radio,

00:28:24.859 --> 00:28:25.819
we had a radio group.

00:28:26.279 --> 00:28:28.201
We there's there was also

00:28:28.240 --> 00:28:28.820
like there was always

00:28:28.941 --> 00:28:30.040
always like a Coke and a Pepsi.

00:28:30.102 --> 00:28:31.261
So there were two radio groups,

00:28:31.521 --> 00:28:33.481
two newspaper groups and two TV groups.

00:28:33.942 --> 00:28:34.123
Right.

00:28:34.323 --> 00:28:35.403
And we all had like it was

00:28:35.462 --> 00:28:36.143
access and allies.

00:28:36.163 --> 00:28:36.303
Right.

00:28:36.343 --> 00:28:36.903
Alliances.

00:28:37.103 --> 00:28:37.282
Right.

00:28:37.683 --> 00:28:39.644
So we we paired with our TV group.

00:28:39.683 --> 00:28:40.683
They wanted to do this thing

00:28:40.723 --> 00:28:42.365
called the Million Pound Meltdown.

00:28:43.439 --> 00:28:44.701
where they said in five years,

00:28:45.060 --> 00:28:45.922
Northeast PA is gonna get

00:28:46.041 --> 00:28:46.942
healthy and we're gonna

00:28:46.962 --> 00:28:48.345
lose a million pounds together.

00:28:49.026 --> 00:28:50.086
So then the goal of the TV

00:28:50.106 --> 00:28:50.807
spots where they were

00:28:50.847 --> 00:28:51.848
always sharing like health

00:28:51.888 --> 00:28:54.673
tips or visit this physical

00:28:54.692 --> 00:28:56.775
therapist or whatever, get checked up.

00:28:57.236 --> 00:28:58.396
And the idea was you'd log

00:28:58.436 --> 00:28:59.919
into their website, boom,

00:28:59.999 --> 00:29:01.040
they already won the minute

00:29:01.060 --> 00:29:01.761
you made an account.

00:29:02.221 --> 00:29:04.584
to log how much weight you were losing,

00:29:05.045 --> 00:29:05.244
right?

00:29:05.305 --> 00:29:06.906
And then you could share how you did it.

00:29:07.027 --> 00:29:08.048
And it felt like you had,

00:29:08.127 --> 00:29:09.709
it felt very gamified.

00:29:10.089 --> 00:29:11.030
So the radio station would

00:29:11.050 --> 00:29:12.132
play the promos and we had

00:29:12.152 --> 00:29:13.212
stuff on our website and

00:29:13.252 --> 00:29:15.335
we'd have our DJs get into, you know,

00:29:15.394 --> 00:29:15.894
videos,

00:29:15.934 --> 00:29:17.036
but we'd put our own spin on them.

00:29:17.717 --> 00:29:19.557
right we were doing like we

00:29:19.577 --> 00:29:21.598
were doing uh crowd surfing

00:29:21.838 --> 00:29:22.818
right push-ups or something

00:29:22.858 --> 00:29:23.819
like ridiculous like that

00:29:23.839 --> 00:29:24.819
but to put our own spin on

00:29:24.880 --> 00:29:26.580
it I feel like if you make

00:29:26.601 --> 00:29:28.842
it in a thing nobody loses

00:29:29.221 --> 00:29:30.201
I know that you think that

00:29:30.221 --> 00:29:31.343
the person who has a pt

00:29:31.363 --> 00:29:32.103
clinic down the street is

00:29:32.123 --> 00:29:33.983
your enemy they just rift

00:29:34.163 --> 00:29:35.463
off like you obviously know

00:29:35.503 --> 00:29:36.704
them and you know what

00:29:36.724 --> 00:29:37.484
they're good at what

00:29:37.505 --> 00:29:38.326
they're not good at and

00:29:38.346 --> 00:29:38.925
hopefully they know what

00:29:38.965 --> 00:29:39.865
you're good at what you're

00:29:39.885 --> 00:29:41.207
not good at so I don't

00:29:41.227 --> 00:29:42.146
think they're your enemy I

00:29:42.186 --> 00:29:43.748
think pp wars is a great idea

00:29:45.239 --> 00:29:46.740
And ultimately the consumer,

00:29:46.980 --> 00:29:48.942
the neighborhood family or

00:29:48.962 --> 00:29:50.003
individual that's gonna

00:29:50.023 --> 00:29:50.865
bounce around to all these

00:29:50.904 --> 00:29:53.008
therapy offices, Cairo, massage, whatever,

00:29:53.748 --> 00:29:55.049
they're gonna check out all the spaces.

00:29:55.069 --> 00:29:56.090
They're gonna check out all the offices.

00:29:56.111 --> 00:29:56.832
They're gonna meet some of

00:29:56.852 --> 00:29:58.634
the team from all the places, right?

00:29:59.414 --> 00:30:00.556
And guess what'll happen?

00:30:00.855 --> 00:30:02.998
whoever is the best that has

00:30:03.038 --> 00:30:05.319
the cleanest place, like the nice design,

00:30:05.380 --> 00:30:08.382
the welcoming people, the warm atmosphere,

00:30:08.682 --> 00:30:10.304
the best follow-ups on text

00:30:10.344 --> 00:30:12.085
and email and touching base

00:30:12.144 --> 00:30:12.885
and maybe sending them

00:30:12.925 --> 00:30:13.826
mailers or whatever,

00:30:14.166 --> 00:30:15.448
whoever does all that the best,

00:30:16.758 --> 00:30:18.719
wins that person and takes

00:30:18.739 --> 00:30:21.239
that resident and turns

00:30:21.259 --> 00:30:22.499
them into a patient client

00:30:22.839 --> 00:30:24.180
potentially for a couple

00:30:24.220 --> 00:30:25.920
months or a couple years or lifetime,

00:30:26.119 --> 00:30:27.040
because it's all about

00:30:27.060 --> 00:30:28.300
lifetime value and

00:30:28.361 --> 00:30:29.921
exchanging like the value

00:30:29.941 --> 00:30:30.862
exchange of their dollar

00:30:31.122 --> 00:30:32.021
for whatever they get.

00:30:32.561 --> 00:30:33.961
And whoever does all that

00:30:33.981 --> 00:30:36.563
the best can potentially

00:30:36.883 --> 00:30:38.584
win those new patients and

00:30:38.624 --> 00:30:40.923
clients in perpetuity as

00:30:40.963 --> 00:30:41.743
long as they're great,

00:30:42.204 --> 00:30:43.644
as long as they have a valuable offering.

00:30:45.051 --> 00:30:46.633
Um, I'm trying to think of the timing.

00:30:47.413 --> 00:30:48.275
Would you do it?

00:30:48.335 --> 00:30:49.935
Cause where I am, like, you're not,

00:30:49.955 --> 00:30:51.696
you're not walking around in a weekend.

00:30:51.737 --> 00:30:52.178
You can't,

00:30:52.577 --> 00:30:53.759
this needs to be like a week or two,

00:30:53.778 --> 00:30:54.559
like health week.

00:30:55.858 --> 00:30:57.038
So I, I was all,

00:30:57.118 --> 00:30:57.940
I'm glad you brought this

00:30:58.039 --> 00:31:00.119
up and I was already thinking of timing.

00:31:00.160 --> 00:31:01.421
So obviously may is good.

00:31:01.500 --> 00:31:02.560
Cause it's like spring.

00:31:02.621 --> 00:31:04.541
It's like, it was kind of, it was nice out,

00:31:04.582 --> 00:31:06.102
but it, you know, it could be rainy.

00:31:06.162 --> 00:31:06.741
It could be nice.

00:31:06.761 --> 00:31:07.403
It's not going to be good.

00:31:07.442 --> 00:31:08.282
It's not going to be crazy hot.

00:31:08.303 --> 00:31:09.883
It's not going to be, you know, very cold.

00:31:10.743 --> 00:31:12.203
I thought because they did the,

00:31:12.584 --> 00:31:14.244
where you're where, by the way,

00:31:14.265 --> 00:31:14.964
I don't know if I mentioned it.

00:31:15.244 --> 00:31:16.585
they were doing the the star

00:31:16.605 --> 00:31:17.786
wars like may the fourth be

00:31:17.806 --> 00:31:18.625
with you and they also said

00:31:18.685 --> 00:31:20.226
wear your jedi robes and

00:31:20.246 --> 00:31:21.586
your sith capes and wear

00:31:21.606 --> 00:31:23.166
your costumes for star wars

00:31:23.467 --> 00:31:24.207
which I don't have any star

00:31:24.227 --> 00:31:25.468
wars costumes but there

00:31:25.488 --> 00:31:26.968
were people doing that so

00:31:27.028 --> 00:31:28.788
that made me think of what

00:31:28.827 --> 00:31:30.068
are the other things and

00:31:30.108 --> 00:31:30.949
when are physical therapy

00:31:30.989 --> 00:31:32.068
practices the slowest

00:31:32.469 --> 00:31:33.549
there's and this is not

00:31:33.609 --> 00:31:35.170
great timing this is not

00:31:35.230 --> 00:31:36.190
always great timing because

00:31:36.230 --> 00:31:37.530
it's hot and because people

00:31:37.550 --> 00:31:39.111
are traveling families are traveling but

00:31:40.147 --> 00:31:40.887
Physical therapy practices

00:31:40.928 --> 00:31:42.630
are the slowest in July and August,

00:31:42.670 --> 00:31:43.349
especially August.

00:31:43.369 --> 00:31:45.211
So what if you did Christmas in July?

00:31:46.051 --> 00:31:47.833
But then again, it's pros and cons.

00:31:47.853 --> 00:31:48.333
It's trade-offs.

00:31:48.353 --> 00:31:49.012
Because there's some people

00:31:49.032 --> 00:31:49.634
that are traveling.

00:31:49.653 --> 00:31:50.493
There's some people that are away.

00:31:50.594 --> 00:31:51.634
Or it's going to be crazy hot.

00:31:51.934 --> 00:31:53.455
It could be ninety-two,

00:31:53.516 --> 00:31:54.636
ninety-five degrees here in

00:31:54.676 --> 00:31:56.478
Brooklyn in July.

00:31:56.837 --> 00:31:57.979
You could do Christmas in July.

00:31:58.219 --> 00:31:59.138
We bounce around all these

00:31:59.159 --> 00:32:00.259
physical therapy practices.

00:32:00.861 --> 00:32:02.642
That's the scavenger hunt, whatever it is.

00:32:03.461 --> 00:32:04.702
you give gifts you wear your

00:32:04.722 --> 00:32:05.763
santa costumes you wear

00:32:05.804 --> 00:32:07.346
your you know elf costumes

00:32:07.365 --> 00:32:08.846
whatever but it's gonna be

00:32:08.906 --> 00:32:09.728
hot so you're not gonna

00:32:09.907 --> 00:32:10.489
you're probably not gonna

00:32:10.528 --> 00:32:11.829
want to I would just throw

00:32:11.849 --> 00:32:13.932
that out as a potential

00:32:14.011 --> 00:32:15.433
reason to have it but then

00:32:15.993 --> 00:32:16.795
I mean ideally it would

00:32:16.855 --> 00:32:17.915
probably be better for like

00:32:17.935 --> 00:32:18.817
september or something I

00:32:18.836 --> 00:32:20.358
don't know well let's

00:32:20.439 --> 00:32:22.099
change what I was asking so

00:32:22.220 --> 00:32:24.281
this was one day and you

00:32:24.301 --> 00:32:25.022
were saying this was one

00:32:25.063 --> 00:32:25.784
neighborhood so the whole

00:32:25.824 --> 00:32:26.805
thing was walkable right

00:32:28.294 --> 00:32:29.976
So what I'm asking is like,

00:32:30.676 --> 00:32:31.739
would you do this if you

00:32:31.759 --> 00:32:33.161
were going to do the health trail,

00:32:33.240 --> 00:32:34.863
the town of Montgomery or

00:32:34.903 --> 00:32:36.204
the Orange County health trail?

00:32:36.805 --> 00:32:37.787
Maybe expand it a little bit

00:32:37.807 --> 00:32:39.208
bigger where I am, make it countywide,

00:32:39.229 --> 00:32:39.808
because then you could get

00:32:39.828 --> 00:32:41.030
things like batting cages

00:32:41.612 --> 00:32:43.855
or facilities like that, CrossFit,

00:32:43.875 --> 00:32:44.154
whatever.

00:32:44.736 --> 00:32:44.915
Yeah.

00:32:46.417 --> 00:32:47.618
another angle there's an

00:32:47.699 --> 00:32:48.680
instagram account I think

00:32:48.700 --> 00:32:50.461
called battle bus this dude

00:32:50.482 --> 00:32:51.503
just drives around to

00:32:51.544 --> 00:32:52.984
parking lots outside gyms

00:32:53.145 --> 00:32:55.087
or like at five k's and

00:32:55.107 --> 00:32:56.068
he's got a pull-up bar

00:32:56.368 --> 00:32:58.131
mounted in the back like a

00:32:58.592 --> 00:33:00.073
socket of his of his van

00:33:00.413 --> 00:33:01.275
and he just takes videos of

00:33:01.295 --> 00:33:02.695
people doing pull-ups and

00:33:02.715 --> 00:33:03.596
that's his whole instagram

00:33:03.617 --> 00:33:04.458
account because some people

00:33:04.478 --> 00:33:06.240
do a lot some people don't whatever like

00:33:06.780 --> 00:33:08.221
I like that angle of making

00:33:08.241 --> 00:33:09.222
it a challenge.

00:33:09.303 --> 00:33:10.084
So there needs to be a

00:33:10.223 --> 00:33:12.425
challenge at each thing you need to have.

00:33:12.746 --> 00:33:13.506
It's almost like when you go

00:33:13.526 --> 00:33:14.567
to like a lake at like a

00:33:14.626 --> 00:33:15.907
public park and they've got

00:33:15.928 --> 00:33:16.848
that whole loop around the

00:33:16.888 --> 00:33:18.049
lake and each every couple

00:33:18.069 --> 00:33:18.569
of hundred yards,

00:33:18.590 --> 00:33:20.051
there's like an exercise station.

00:33:21.438 --> 00:33:22.097
Be the station.

00:33:22.578 --> 00:33:23.878
What am I coming here for?

00:33:23.919 --> 00:33:25.519
It's not to check out your space.

00:33:25.579 --> 00:33:27.401
No one wants to check out your PT clinic.

00:33:27.780 --> 00:33:29.701
They want a purpose for them.

00:33:30.162 --> 00:33:32.343
So my question, my next question,

00:33:32.364 --> 00:33:33.243
going back to when,

00:33:33.564 --> 00:33:34.944
would you do this over a weekend?

00:33:35.045 --> 00:33:36.105
Would you do this over a week?

00:33:36.125 --> 00:33:37.306
Would this be month-wide?

00:33:38.694 --> 00:33:39.674
Because if it's too long,

00:33:39.714 --> 00:33:40.976
I feel like it's too ambiguous.

00:33:41.316 --> 00:33:42.175
If it's too short,

00:33:42.195 --> 00:33:43.656
the window might open and close too fast.

00:33:43.737 --> 00:33:44.817
Or do you do it once a month?

00:33:46.738 --> 00:33:49.118
Maybe a weekend, maybe Saturday, Sunday,

00:33:49.179 --> 00:33:50.898
maybe Friday through Sunday.

00:33:50.999 --> 00:33:51.278
I don't know.

00:33:51.298 --> 00:33:53.500
The thing with the different

00:33:53.519 --> 00:33:55.161
places and little mini challenges,

00:33:55.901 --> 00:33:57.501
golf driving range is one

00:33:57.521 --> 00:33:58.701
that you can objectively see.

00:33:58.741 --> 00:34:01.722
Can I hit it a certain distance?

00:34:02.323 --> 00:34:03.023
A batting cage,

00:34:03.064 --> 00:34:05.384
you could just set up a short...

00:34:08.393 --> 00:34:10.094
temporary wall and like you

00:34:10.114 --> 00:34:11.175
just got to hit it over the wall.

00:34:11.195 --> 00:34:12.476
If you're at a physical therapy office,

00:34:12.496 --> 00:34:13.115
I think it's a little bit

00:34:13.155 --> 00:34:13.655
more challenging.

00:34:13.675 --> 00:34:14.117
I don't know.

00:34:14.257 --> 00:34:16.637
Do you do something like boring,

00:34:16.657 --> 00:34:17.298
like planks?

00:34:17.338 --> 00:34:18.559
Like how long can you hold a

00:34:18.579 --> 00:34:19.340
plank or can you hold a

00:34:19.380 --> 00:34:20.440
plank for a minute or something?

00:34:21.001 --> 00:34:21.800
So what about choose your

00:34:22.222 --> 00:34:22.922
choose your own adventure?

00:34:22.942 --> 00:34:23.742
I think I talked about the

00:34:23.762 --> 00:34:25.384
combine idea where like if

00:34:25.403 --> 00:34:27.045
you wanted to treat volleyball players,

00:34:28.054 --> 00:34:30.416
create five objective tests

00:34:30.976 --> 00:34:31.878
that volleyball players

00:34:31.898 --> 00:34:33.498
should be good at and then

00:34:33.559 --> 00:34:35.320
test them and then chart

00:34:35.340 --> 00:34:36.862
them and then rank them and

00:34:36.882 --> 00:34:37.782
make it like a combine.

00:34:38.103 --> 00:34:38.782
So maybe it could be like,

00:34:38.802 --> 00:34:39.943
you walk in like, who are you?

00:34:40.143 --> 00:34:40.644
I'm a swimmer.

00:34:40.764 --> 00:34:40.965
All right.

00:34:41.005 --> 00:34:42.365
So it's going to be something overhead,

00:34:42.545 --> 00:34:42.786
right?

00:34:42.846 --> 00:34:43.606
Or I'm a runner.

00:34:43.646 --> 00:34:43.827
All right.

00:34:43.847 --> 00:34:44.947
It's going to be in dirt, whatever.

00:34:45.027 --> 00:34:45.869
How fast can you run a trail?

00:34:45.909 --> 00:34:46.208
I don't know.

00:34:46.628 --> 00:34:48.331
This is where you have to, have to,

00:34:48.371 --> 00:34:48.670
have to,

00:34:48.710 --> 00:34:50.351
have to be creative and actually

00:34:50.391 --> 00:34:51.693
think from their point of view,

00:34:52.173 --> 00:34:52.974
because this is hard.

00:34:53.014 --> 00:34:54.394
What's too easy and too cheesy.

00:34:54.474 --> 00:34:54.976
Don't do that.

00:34:55.396 --> 00:34:56.476
What's too impossible.

00:34:56.556 --> 00:34:57.577
I'm never even going to start.

00:34:57.876 --> 00:34:58.518
Don't do that.

00:34:58.717 --> 00:34:59.818
You got to find that Goldilocks,

00:34:59.838 --> 00:35:02.039
that middle.

00:35:02.119 --> 00:35:02.338
Yeah.

00:35:03.480 --> 00:35:04.380
I love it.

00:35:04.440 --> 00:35:04.760
What else?

00:35:05.400 --> 00:35:06.121
What did we not cover?

00:35:06.141 --> 00:35:07.742
We talked about like

00:35:08.181 --> 00:35:09.802
potential approaches and

00:35:09.842 --> 00:35:12.804
timelines and what do they get out of it?

00:35:12.905 --> 00:35:13.704
I didn't even think of a

00:35:13.744 --> 00:35:15.346
scavenger hunt or a hike or, you know,

00:35:15.425 --> 00:35:16.865
those are the things you

00:35:16.885 --> 00:35:17.487
brought to the table.

00:35:17.527 --> 00:35:18.206
So thank you for that.

00:35:18.246 --> 00:35:18.666
I love that.

00:35:18.987 --> 00:35:19.728
What else are we missing?

00:35:22.472 --> 00:35:23.132
The name, yeah.

00:35:23.192 --> 00:35:24.532
I mean, personalize it to your area.

00:35:24.552 --> 00:35:27.655
This is where, like, being location-based,

00:35:27.695 --> 00:35:28.795
like Orange County Health

00:35:29.755 --> 00:35:31.797
Tour or something like that, you know,

00:35:32.097 --> 00:35:33.036
that where I think is being

00:35:33.077 --> 00:35:34.358
good because it feels like it's local.

00:35:35.418 --> 00:35:36.539
My former professor in Pete's...

00:35:38.512 --> 00:35:38.893
Yeah.

00:35:39.092 --> 00:35:41.134
I, something, this is personal though.

00:35:41.193 --> 00:35:41.893
Scavenger hunts.

00:35:42.233 --> 00:35:42.914
I don't like them.

00:35:43.155 --> 00:35:44.275
I like challenges.

00:35:44.494 --> 00:35:45.996
Like I, you know what I mean?

00:35:46.096 --> 00:35:47.516
Like I'd rather go on a

00:35:47.615 --> 00:35:48.797
challenge than a hunt.

00:35:48.916 --> 00:35:49.916
Like, cause I know it's cheesy.

00:35:49.936 --> 00:35:51.838
And when you do it at like at conferences,

00:35:51.858 --> 00:35:53.057
like go get your badge

00:35:53.117 --> 00:35:53.978
stamped and everything.

00:35:54.119 --> 00:35:55.719
I don't get any, I'm like, I'm out.

00:35:56.079 --> 00:35:57.260
I'm not playing your silly game.

00:35:57.780 --> 00:35:59.061
But if it was like, go when I was at,

00:35:59.460 --> 00:36:00.201
when I was at conference

00:36:00.221 --> 00:36:01.501
with blaze pods and they

00:36:01.521 --> 00:36:02.802
had a dry erase board and

00:36:02.842 --> 00:36:03.601
we were doing the same,

00:36:03.702 --> 00:36:04.342
everybody was doing the

00:36:04.362 --> 00:36:05.483
same blaze pods challenge.

00:36:05.503 --> 00:36:06.143
And I wanted to see if I

00:36:06.163 --> 00:36:06.903
could beat the score.

00:36:07.244 --> 00:36:07.684
I did that.

00:36:08.003 --> 00:36:08.704
Like, cause that was a,

00:36:09.125 --> 00:36:10.106
I feel like I had effort

00:36:10.306 --> 00:36:11.407
versus just show up and get

00:36:11.427 --> 00:36:12.208
your badge stamped.

00:36:12.228 --> 00:36:13.688
I'm like, no, I don't like that.

00:36:13.728 --> 00:36:14.048
That's corny.

00:36:14.068 --> 00:36:15.851
But I get the reason why,

00:36:15.871 --> 00:36:16.411
but that's what I mean

00:36:16.431 --> 00:36:17.692
about being a little lazy.

00:36:18.132 --> 00:36:19.092
Well, it's a scavenger hunt.

00:36:19.112 --> 00:36:20.735
Just come stop in our office

00:36:20.755 --> 00:36:21.695
and get your badge stamp.

00:36:21.775 --> 00:36:21.996
No,

00:36:22.036 --> 00:36:23.456
you got to give me a reason to get there.

00:36:23.856 --> 00:36:25.697
And getting my badge stamped helps you,

00:36:25.757 --> 00:36:26.197
not me.

00:36:26.498 --> 00:36:27.338
So, but yeah,

00:36:27.378 --> 00:36:28.777
if I want to try out your new

00:36:29.297 --> 00:36:30.257
Norma tech boots,

00:36:30.297 --> 00:36:31.998
or I want to try out your new blaze pod,

00:36:32.039 --> 00:36:33.079
you're, you know, Oh,

00:36:33.099 --> 00:36:34.139
you're a baseball player.

00:36:34.219 --> 00:36:34.559
Oh, look,

00:36:34.599 --> 00:36:36.699
it's may check out your reaction time.

00:36:36.739 --> 00:36:37.139
We've got the,

00:36:37.280 --> 00:36:38.760
we've got our blaze pod wall.

00:36:39.159 --> 00:36:40.119
Come and see where you stack

00:36:40.179 --> 00:36:41.721
up against everybody in orange County.

00:36:41.800 --> 00:36:43.001
Like that is different.

00:36:43.141 --> 00:36:44.121
I might, I might just be like,

00:36:44.161 --> 00:36:44.581
I'll try that.

00:36:44.601 --> 00:36:45.800
I want to see where, where do I,

00:36:45.880 --> 00:36:46.601
where do I stack up?

00:36:46.981 --> 00:36:48.081
I'll give you one more twist.

00:36:50.398 --> 00:36:53.380
I was a kid swim coach in PT

00:36:53.400 --> 00:36:54.000
school because one of my

00:36:54.039 --> 00:36:56.181
professors was like tied to

00:36:56.820 --> 00:36:57.461
the swim team.

00:36:58.001 --> 00:36:59.342
They were called the Holy Mackerels.

00:36:59.641 --> 00:37:00.483
Talk about a team that

00:37:00.563 --> 00:37:01.422
understood the assignment.

00:37:01.663 --> 00:37:02.342
Everyone's gonna be the

00:37:02.402 --> 00:37:04.764
sharks or the whales or the whatever,

00:37:04.963 --> 00:37:05.603
barracudas.

00:37:05.804 --> 00:37:07.324
They were the Holy Mackerels,

00:37:07.644 --> 00:37:09.846
best swag in Northern Virginia swimming.

00:37:10.646 --> 00:37:12.686
To do a fundraiser,

00:37:13.128 --> 00:37:15.568
she would do probably a two-hour window,

00:37:16.010 --> 00:37:17.630
amazing race challenge.

00:37:18.110 --> 00:37:19.851
So now it's not a scavenger hunt.

00:37:20.152 --> 00:37:22.152
She would sit at the final destination,

00:37:22.193 --> 00:37:23.653
which was the pool, right?

00:37:24.034 --> 00:37:25.615
And then all the teams,

00:37:25.675 --> 00:37:27.836
she'd have all their phone

00:37:27.876 --> 00:37:29.918
numbers ready to go,

00:37:30.239 --> 00:37:32.059
and she'd text the clues out to them.

00:37:33.123 --> 00:37:33.262
Now,

00:37:33.302 --> 00:37:35.043
to make sure that they got and did the

00:37:35.083 --> 00:37:35.423
clue,

00:37:35.643 --> 00:37:36.885
they had to take a picture of them

00:37:37.164 --> 00:37:38.025
at the location.

00:37:38.045 --> 00:37:39.306
The answer was a location,

00:37:39.606 --> 00:37:40.686
a historical location

00:37:40.746 --> 00:37:41.686
somewhere around the area.

00:37:42.487 --> 00:37:43.688
So they would submit their answer.

00:37:43.708 --> 00:37:44.389
They would drive to that

00:37:44.429 --> 00:37:45.949
location and do it.

00:37:46.190 --> 00:37:47.670
There were challenges along the way,

00:37:47.949 --> 00:37:49.251
like video yourself

00:37:49.570 --> 00:37:50.692
shooting three free throws

00:37:50.731 --> 00:37:51.811
in a row and we'll take off

00:37:51.831 --> 00:37:52.853
five minutes of your time.

00:37:53.193 --> 00:37:53.994
And then ultimately,

00:37:54.034 --> 00:37:56.074
whoever could achieve getting back,

00:37:56.474 --> 00:37:57.494
you gamify it.

00:37:57.855 --> 00:37:58.695
I know it's hard.

00:38:00.009 --> 00:38:00.949
But getting people to pay

00:38:00.989 --> 00:38:02.411
attention and spend time,

00:38:03.251 --> 00:38:04.891
the low-hanging fruit's been done, right?

00:38:04.911 --> 00:38:05.893
The easy stuff's been done.

00:38:06.132 --> 00:38:07.353
Hanging a sign outside your

00:38:07.673 --> 00:38:08.914
facility is done.

00:38:09.735 --> 00:38:10.655
CJ agrees with me.

00:38:11.117 --> 00:38:11.757
Incentivize.

00:38:11.896 --> 00:38:12.958
Leaderboards, incentives.

00:38:13.077 --> 00:38:13.918
It's about recognition.

00:38:13.938 --> 00:38:14.878
Yeah, it's about recognition.

00:38:15.159 --> 00:38:16.340
Dude, we're big, dumb animals.

00:38:16.400 --> 00:38:17.481
We like to see where we are.

00:38:17.840 --> 00:38:18.382
As kids,

00:38:18.442 --> 00:38:19.702
watch kids run a hundred yards and

00:38:19.722 --> 00:38:20.202
look at each other.

00:38:21.601 --> 00:38:23.123
Based off of what CJ just said,

00:38:23.302 --> 00:38:24.204
and you were just saying a

00:38:24.264 --> 00:38:25.565
minute or two ago about you

00:38:25.605 --> 00:38:26.545
like to do the challenge

00:38:26.585 --> 00:38:27.867
instead of the badge scanning.

00:38:28.307 --> 00:38:29.670
I agree on the same way.

00:38:30.250 --> 00:38:31.010
What percentage of the

00:38:31.050 --> 00:38:32.713
population is that way?

00:38:32.992 --> 00:38:34.434
You and I, I'm very competitive.

00:38:34.534 --> 00:38:34.755
You're,

00:38:35.255 --> 00:38:36.577
I think you're somewhat competitive

00:38:37.038 --> 00:38:38.760
in terms of you, you want to challenge,

00:38:38.780 --> 00:38:40.501
you wanted to do the blaze pod thing,

00:38:40.981 --> 00:38:41.702
but not do the

00:38:41.922 --> 00:38:43.403
passive like I'm gonna go

00:38:43.443 --> 00:38:44.726
around scan my badge plus

00:38:45.065 --> 00:38:46.206
you scan the you scan my

00:38:46.226 --> 00:38:47.407
badge and it gives you my

00:38:47.487 --> 00:38:48.248
probably my contact

00:38:48.268 --> 00:38:48.909
information then you're

00:38:48.929 --> 00:38:49.929
gonna like send me emails

00:38:49.969 --> 00:38:51.331
later so yeah it's a

00:38:51.391 --> 00:38:52.552
participation trophy I just

00:38:52.572 --> 00:38:53.893
showed up whatever what

00:38:53.934 --> 00:38:55.114
percentage of the popular

00:38:55.375 --> 00:38:56.755
and maybe a therapy

00:38:56.795 --> 00:38:57.496
practice doing this

00:38:57.516 --> 00:38:58.898
approach that's who they're

00:38:58.918 --> 00:38:59.659
looking for they're looking

00:38:59.679 --> 00:39:00.840
for active individuals not

00:39:00.980 --> 00:39:03.041
passive that's patients and clients

00:39:03.853 --> 00:39:04.514
Listen,

00:39:04.554 --> 00:39:05.695
if you aren't here to do the Sixty

00:39:05.735 --> 00:39:06.835
Second Squat Challenge,

00:39:07.135 --> 00:39:08.195
you're going to hate PT.

00:39:08.677 --> 00:39:10.157
And I'm not going to spend my time on you.

00:39:10.557 --> 00:39:11.318
I'm not going to spend my

00:39:11.358 --> 00:39:12.699
time convincing you to like

00:39:12.739 --> 00:39:13.838
the thing that I'm really good at.

00:39:14.820 --> 00:39:17.340
Look what Pizza Wars did.

00:39:17.862 --> 00:39:19.422
We're big weirdos.

00:39:19.722 --> 00:39:20.742
We're dressing up like

00:39:20.862 --> 00:39:22.244
Wookiees and eating pizza.

00:39:22.563 --> 00:39:24.144
And that filters out ninety

00:39:24.184 --> 00:39:25.565
nine point nine percent of the population,

00:39:25.806 --> 00:39:26.545
except in a place like

00:39:26.585 --> 00:39:28.126
Manhattan or Brooklyn.

00:39:28.246 --> 00:39:29.268
You can pull that off.

00:39:29.568 --> 00:39:30.429
because there's lots of

00:39:30.469 --> 00:39:32.250
people so one percent or

00:39:32.371 --> 00:39:33.672
point one percent is a lot

00:39:33.711 --> 00:39:35.213
of people so this is where

00:39:35.273 --> 00:39:36.393
if you make it for everyone

00:39:36.414 --> 00:39:37.855
you make it for no one like

00:39:38.315 --> 00:39:39.215
that's where I think a lot

00:39:39.235 --> 00:39:40.237
of like conferences strike

00:39:40.297 --> 00:39:40.998
out where they're like just

00:39:41.038 --> 00:39:42.639
come sketch scan your badge

00:39:42.679 --> 00:39:43.980
at these five locations and

00:39:44.001 --> 00:39:45.121
you might win a prize

00:39:45.782 --> 00:39:48.503
Oh, I, when I see everybody zigging,

00:39:48.983 --> 00:39:49.543
I zag.

00:39:49.583 --> 00:39:51.204
I think a lot of people are like, I got,

00:39:51.264 --> 00:39:51.983
I get what you're doing.

00:39:52.003 --> 00:39:52.503
It's cool,

00:39:52.583 --> 00:39:53.684
but I'm not into it because it

00:39:53.704 --> 00:39:54.443
doesn't feel like it's real.

00:39:54.463 --> 00:39:54.864
It's fake.

00:39:55.364 --> 00:39:56.704
But if you make it a real challenge,

00:39:57.025 --> 00:39:58.806
I like, I like that angle.

00:39:59.045 --> 00:40:00.626
And if the, if the things are good,

00:40:01.505 --> 00:40:02.005
I don't know, man,

00:40:02.025 --> 00:40:03.527
I'm thinking massage places too.

00:40:03.567 --> 00:40:05.106
They want to get it, get in on the action,

00:40:05.266 --> 00:40:05.467
right?

00:40:05.487 --> 00:40:06.248
They've got something.

00:40:06.827 --> 00:40:07.927
I don't like,

00:40:07.947 --> 00:40:10.668
does it need to be completely related to,

00:40:11.268 --> 00:40:12.110
to the place like the

00:40:12.130 --> 00:40:13.431
massage challenge like how

00:40:13.490 --> 00:40:15.492
relaxed can you get in like

00:40:15.512 --> 00:40:17.815
no but it could be it could

00:40:17.835 --> 00:40:19.536
be something you know what

00:40:19.556 --> 00:40:20.257
I mean like yeah I don't

00:40:20.277 --> 00:40:21.858
know it just it's it's

00:40:22.018 --> 00:40:24.280
getting it's finding the

00:40:24.360 --> 00:40:26.523
ideal client or customer in

00:40:26.543 --> 00:40:28.244
your neighborhood to come

00:40:28.344 --> 00:40:29.726
step foot into your place

00:40:29.806 --> 00:40:31.487
that's the whole point then

00:40:31.547 --> 00:40:32.748
after that it's up to you

00:40:33.289 --> 00:40:34.449
correct but you have to

00:40:34.489 --> 00:40:35.431
meet that threshold

00:40:36.271 --> 00:40:37.273
You have to meet a minimum

00:40:37.293 --> 00:40:38.173
threshold of like,

00:40:38.574 --> 00:40:40.016
is that worth me walking or

00:40:40.056 --> 00:40:41.458
driving there and spending

00:40:41.998 --> 00:40:44.041
twenty minutes and a little bit of like,

00:40:44.242 --> 00:40:45.762
you know, I know like I'm pretty outgoing,

00:40:45.782 --> 00:40:46.063
but I'm like,

00:40:46.083 --> 00:40:47.385
I'm going to walk in there like, hi,

00:40:47.405 --> 00:40:49.268
I'm here for the health tour.

00:40:49.288 --> 00:40:49.967
I don't really know what I'm

00:40:49.989 --> 00:40:50.489
supposed to do.

00:40:50.509 --> 00:40:51.871
I'm supposed to walk in like

00:40:52.331 --> 00:40:53.632
make sure it's like this is

00:40:53.672 --> 00:40:55.034
where like investing is.

00:40:55.454 --> 00:40:56.554
Because if you... Okay,

00:40:56.795 --> 00:40:57.795
now let's go objectively.

00:40:58.195 --> 00:40:59.456
If you know,

00:40:59.876 --> 00:41:01.396
and you should know some of these numbers,

00:41:01.617 --> 00:41:02.817
although these numbers might be new,

00:41:03.356 --> 00:41:04.297
for every hundred people

00:41:04.318 --> 00:41:05.498
that walk in cold,

00:41:05.797 --> 00:41:06.858
how many do you get to a

00:41:06.898 --> 00:41:07.759
completed plan of care?

00:41:07.878 --> 00:41:08.559
If that's your thing.

00:41:09.298 --> 00:41:10.179
If a hundred people walk in

00:41:10.199 --> 00:41:12.139
your massage spa,

00:41:13.293 --> 00:41:15.516
A hundred walk in, how many do you get,

00:41:15.536 --> 00:41:16.777
do you walk out with a package?

00:41:16.936 --> 00:41:17.697
Like, I don't know,

00:41:17.717 --> 00:41:18.657
are you tracking that number?

00:41:18.918 --> 00:41:20.518
Because if you can, you're like,

00:41:20.699 --> 00:41:21.659
we're good at conversions.

00:41:21.920 --> 00:41:22.601
And if you are,

00:41:22.780 --> 00:41:23.722
then you need a thousand

00:41:23.742 --> 00:41:24.782
people to walk in your door.

00:41:25.302 --> 00:41:26.563
So this is the way,

00:41:26.583 --> 00:41:28.264
let's give people a reason.

00:41:28.905 --> 00:41:30.547
Existing and having a clinic

00:41:30.567 --> 00:41:31.606
and having a physical space

00:41:32.027 --> 00:41:35.250
is not reason enough to get

00:41:35.269 --> 00:41:36.610
me to walk in and check you out.

00:41:36.670 --> 00:41:37.552
I'm very sorry.

00:41:37.972 --> 00:41:38.831
I know it feels like a lot

00:41:38.873 --> 00:41:40.293
of effort on your part, but it's not.

00:41:40.313 --> 00:41:42.114
Yeah.

00:41:43.797 --> 00:41:46.699
uh love it any either

00:41:46.800 --> 00:41:48.882
continuation or new topic

00:41:48.942 --> 00:41:51.184
for the next fourteen

00:41:51.204 --> 00:41:52.166
fifteen minutes what do you

00:41:52.186 --> 00:41:53.947
got anything else um the

00:41:53.987 --> 00:41:55.028
only thing I would say is I

00:41:55.048 --> 00:41:56.150
was asking you a question

00:41:56.170 --> 00:41:57.731
as a practice owner and

00:41:57.751 --> 00:41:58.632
this is like completely

00:41:58.672 --> 00:41:59.612
self-serving because it has

00:41:59.632 --> 00:42:00.753
to do with my job but I

00:42:00.773 --> 00:42:01.835
mean it's I'm honestly

00:42:01.876 --> 00:42:03.717
curious so if you're a practice owner

00:42:05.217 --> 00:42:06.639
Number one, I asked a question on LinkedIn,

00:42:06.699 --> 00:42:08.139
how often are you doing a

00:42:08.179 --> 00:42:09.139
financial assessment?

00:42:09.579 --> 00:42:10.320
And most people,

00:42:10.559 --> 00:42:11.860
what do you think the results would be?

00:42:12.041 --> 00:42:14.641
I was like, never, rarely, sometimes,

00:42:14.742 --> 00:42:16.922
often.

00:42:16.983 --> 00:42:17.983
Well, are people,

00:42:18.103 --> 00:42:19.422
are therapy practice owners

00:42:19.523 --> 00:42:20.443
actually gonna answer that

00:42:20.463 --> 00:42:21.684
question honestly when they

00:42:21.724 --> 00:42:25.025
do a LinkedIn poll or not?

00:42:25.126 --> 00:42:28.567
It's the internet.

00:42:29.007 --> 00:42:29.927
What they might say is

00:42:30.226 --> 00:42:31.288
annually when they speak to

00:42:31.307 --> 00:42:31.807
their accountant,

00:42:31.947 --> 00:42:33.949
but the real answer is gonna be never.

00:42:34.780 --> 00:42:36.302
A lot of people were putting sometimes.

00:42:36.481 --> 00:42:38.103
That was the most, so it was like never.

00:42:38.965 --> 00:42:39.005
No.

00:42:39.025 --> 00:42:39.664
Oh, sorry, sorry, sorry.

00:42:39.744 --> 00:42:40.545
Rarely, it was rarely.

00:42:40.565 --> 00:42:41.786
A lot of people were, so it was never,

00:42:41.827 --> 00:42:42.847
rarely, sometimes, often.

00:42:43.088 --> 00:42:44.028
A lot of people put rarely.

00:42:45.079 --> 00:42:45.860
And I was like, okay.

00:42:45.880 --> 00:42:46.601
So then that,

00:42:47.181 --> 00:42:49.402
that is absolutely a safe way

00:42:49.443 --> 00:42:49.963
of being like,

00:42:50.063 --> 00:42:51.443
I'm not saying I do it all the time.

00:42:51.463 --> 00:42:52.164
Like how often do you work

00:42:52.224 --> 00:42:53.184
out every single day?

00:42:53.204 --> 00:42:54.826
It's like sometimes rarely.

00:42:54.865 --> 00:42:55.065
Yeah.

00:42:55.226 --> 00:42:55.505
Yeah.

00:42:55.525 --> 00:42:56.005
Three times a week.

00:42:56.166 --> 00:42:56.407
Rarely.

00:42:57.407 --> 00:42:59.588
Then my question was if

00:42:59.668 --> 00:43:01.469
someone offered for free,

00:43:02.070 --> 00:43:03.751
cause we offer this for free to Thelus,

00:43:04.110 --> 00:43:05.592
should we not be offering it for free?

00:43:05.612 --> 00:43:06.932
Should it be two hundred and fifty bucks?

00:43:06.952 --> 00:43:08.293
So it feels like it's

00:43:08.353 --> 00:43:11.094
something we offer access to.

00:43:11.195 --> 00:43:12.675
to a financial analyst who

00:43:12.715 --> 00:43:14.096
will review your last two

00:43:14.135 --> 00:43:15.275
years of finances.

00:43:16.036 --> 00:43:16.876
And they're a specific

00:43:16.896 --> 00:43:19.277
financial analyst in this area.

00:43:19.338 --> 00:43:21.077
Like they look at practices of all types.

00:43:21.717 --> 00:43:23.699
And we have a bunch of data

00:43:24.119 --> 00:43:25.380
that we can benchmark you

00:43:25.500 --> 00:43:26.659
against people that are like you.

00:43:26.980 --> 00:43:28.721
similar setting similar size

00:43:28.740 --> 00:43:29.882
similar revenue and then

00:43:29.902 --> 00:43:31.001
you can see where you stack

00:43:31.061 --> 00:43:32.862
up we had one practice who

00:43:32.882 --> 00:43:33.983
was at I don't want to say

00:43:34.003 --> 00:43:34.784
it's too many statistics

00:43:34.804 --> 00:43:35.443
because jimmy's bad at

00:43:35.483 --> 00:43:36.525
keeping secrets but they

00:43:36.545 --> 00:43:37.724
were they were they were

00:43:37.925 --> 00:43:39.766
well below average on two

00:43:39.806 --> 00:43:41.306
different categories and

00:43:41.327 --> 00:43:42.268
they were and but here and

00:43:42.447 --> 00:43:43.628
the thing was it's like we

00:43:43.668 --> 00:43:44.449
can tell you you're below

00:43:44.528 --> 00:43:45.248
average we don't know where

00:43:45.449 --> 00:43:46.369
unless we dive in a little

00:43:46.409 --> 00:43:47.250
deeper we don't know where

00:43:47.289 --> 00:43:48.431
the leak is coming from

00:43:48.871 --> 00:43:50.751
But that's important information to know.

00:43:51.170 --> 00:43:52.492
And the final thing I'll say is,

00:43:53.092 --> 00:43:53.972
usually if people are at

00:43:54.012 --> 00:43:56.092
least open to doing a financial analysis,

00:43:56.413 --> 00:43:57.652
they know that they have a problem.

00:43:58.253 --> 00:43:59.972
They're just nervous about like, God,

00:44:00.112 --> 00:44:02.733
if I undo this can of worms, man,

00:44:02.753 --> 00:44:03.773
I'm gonna have to go all in.

00:44:04.273 --> 00:44:05.313
So my question would be,

00:44:06.775 --> 00:44:09.474
is this financial look-see here,

00:44:10.074 --> 00:44:11.695
is that valuable to someone

00:44:11.876 --> 00:44:14.376
if it was done well for free?

00:44:14.396 --> 00:44:15.956
I mean, there is effort.

00:44:15.976 --> 00:44:17.496
You gotta give them access and yada, yada,

00:44:17.516 --> 00:44:18.157
yada, but-

00:44:19.898 --> 00:44:20.858
yeah but I mean ultimately

00:44:20.878 --> 00:44:21.960
you guys are using this for

00:44:22.079 --> 00:44:24.802
lead generation to get

00:44:24.842 --> 00:44:26.143
potential candidates to

00:44:26.282 --> 00:44:28.063
sign up for othellas so

00:44:28.623 --> 00:44:30.226
correct it's a lot it's a

00:44:30.266 --> 00:44:31.246
loss leader and then you're

00:44:31.266 --> 00:44:32.186
going to convert however

00:44:32.226 --> 00:44:33.708
many to switch to othellas

00:44:33.748 --> 00:44:34.849
so you guys can map that

00:44:34.929 --> 00:44:36.429
out and you probably should

00:44:36.590 --> 00:44:37.210
because you want to have a

00:44:37.311 --> 00:44:39.132
wide open net at the top so

00:44:39.152 --> 00:44:40.612
you want to probably offer

00:44:40.632 --> 00:44:42.655
that for free or you charge

00:44:43.195 --> 00:44:44.635
something just to improve

00:44:44.675 --> 00:44:45.916
show up rates like when you

00:44:45.996 --> 00:44:47.096
when they book the actual

00:44:47.155 --> 00:44:48.336
assessment or maybe they

00:44:48.356 --> 00:44:48.956
have to like speak to

00:44:49.016 --> 00:44:50.257
someone to qualify for the

00:44:50.297 --> 00:44:51.498
assessment there's a couple

00:44:51.677 --> 00:44:52.797
like you know potential

00:44:52.858 --> 00:44:54.079
checkpoints there either

00:44:54.099 --> 00:44:55.798
way to like qualify to make

00:44:55.838 --> 00:44:57.940
sure are they legit are

00:44:57.960 --> 00:44:59.340
they serious and are you

00:44:59.380 --> 00:45:00.360
actually going to show up

00:45:00.981 --> 00:45:02.880
Because with some of this,

00:45:02.900 --> 00:45:05.222
there's like AEs, like account executive,

00:45:05.262 --> 00:45:07.181
and there's like, what is it?

00:45:07.222 --> 00:45:08.222
The business development

00:45:08.282 --> 00:45:10.043
person that can close the

00:45:10.063 --> 00:45:10.742
account or whatever.

00:45:11.043 --> 00:45:11.483
SDR.

00:45:11.882 --> 00:45:13.423
So sales development rep.

00:45:13.483 --> 00:45:15.923
So it depends on like that

00:45:16.003 --> 00:45:19.025
flow of like from whatever

00:45:19.045 --> 00:45:19.605
you want to call this,

00:45:19.625 --> 00:45:21.646
like demo or assessment to...

00:45:23.905 --> 00:45:24.806
financial health assessment.

00:45:25.007 --> 00:45:27.829
And then they got to fully switch.

00:45:27.889 --> 00:45:28.449
Like, yeah,

00:45:28.489 --> 00:45:29.150
that's why there's like

00:45:29.190 --> 00:45:29.929
multiple touch points.

00:45:29.969 --> 00:45:31.351
So I would say you probably

00:45:31.371 --> 00:45:32.452
want to have it free on the front end.

00:45:33.251 --> 00:45:35.072
My question to you is what

00:45:35.112 --> 00:45:36.514
would you need to see or

00:45:36.634 --> 00:45:38.635
what words or image might

00:45:38.655 --> 00:45:40.396
you see as you're scrolling by?

00:45:41.197 --> 00:45:42.378
Or if you're at a conference

00:45:42.398 --> 00:45:44.199
and you never met me, but I was like,

00:45:44.219 --> 00:45:44.318
yeah,

00:45:44.338 --> 00:45:45.420
we do this for practices where we

00:45:45.440 --> 00:45:45.820
just bust.

00:45:46.121 --> 00:45:48.061
This is, this is, this is bar rescue.

00:45:48.242 --> 00:45:49.382
Like the line in bar rescue

00:45:49.443 --> 00:45:50.963
is this bar is agreed to it.

00:45:51.864 --> 00:45:52.945
open their doors and bust

00:45:53.005 --> 00:45:53.726
open their books.

00:45:53.766 --> 00:45:54.045
It's like,

00:45:54.106 --> 00:45:55.726
we need to see the insides if

00:45:55.766 --> 00:45:56.608
you want success.

00:45:57.047 --> 00:45:57.869
And this doesn't mean, I mean,

00:45:57.909 --> 00:45:59.090
on Bar Rescue, they're always like,

00:45:59.449 --> 00:46:00.451
we're six months away from

00:46:00.490 --> 00:46:01.771
closing because we're doing so poorly.

00:46:02.012 --> 00:46:02.873
It doesn't need to mean that.

00:46:02.913 --> 00:46:04.193
It's like, we want to expand,

00:46:04.213 --> 00:46:05.695
but we can't get past this plateau.

00:46:05.974 --> 00:46:06.815
Can't figure out why.

00:46:07.215 --> 00:46:08.237
Well, it's people,

00:46:08.757 --> 00:46:10.418
according to Marcus Limonis, it's people,

00:46:10.677 --> 00:46:11.838
product, process.

00:46:12.159 --> 00:46:13.641
This could just be a process problem.

00:46:14.447 --> 00:46:15.748
but it's uncomfortable because it's money.

00:46:16.208 --> 00:46:17.230
Let's look into this money.

00:46:17.469 --> 00:46:19.170
It's like, eh, it feels a little shady.

00:46:20.371 --> 00:46:21.952
Because as soon as you do it, you're like,

00:46:22.333 --> 00:46:24.775
oh, now look, warts and all, here I am.

00:46:25.076 --> 00:46:26.115
Most of the time people know

00:46:26.155 --> 00:46:26.956
that there's a problem.

00:46:27.396 --> 00:46:28.338
I'm speaking from experience.

00:46:28.777 --> 00:46:29.398
And we're just like,

00:46:29.818 --> 00:46:31.940
I'll look at that later.

00:46:32.300 --> 00:46:33.380
But the longer you wait with

00:46:33.400 --> 00:46:34.461
a financial issue,

00:46:34.621 --> 00:46:35.822
the deeper the boat sinks.

00:46:36.023 --> 00:46:37.483
So I'm trying to figure that out.

00:46:37.945 --> 00:46:39.545
We have pretty good conversion rates

00:46:41.512 --> 00:46:42.413
most of the time because the

00:46:42.472 --> 00:46:43.373
right people show up.

00:46:43.914 --> 00:46:45.554
Like I even, I look at them,

00:46:45.755 --> 00:46:47.235
I look at them deep in their eyes,

00:46:47.516 --> 00:46:48.317
but on a Zoom screen.

00:46:48.597 --> 00:46:49.117
And I say like,

00:46:50.097 --> 00:46:50.998
you knew this was a problem,

00:46:51.018 --> 00:46:51.458
I'm guessing.

00:46:51.478 --> 00:46:52.300
And they're like, yeah.

00:46:53.253 --> 00:46:53.855
Like now we're getting to

00:46:53.875 --> 00:46:54.494
the emotion of it.

00:46:54.514 --> 00:46:55.655
Like, yeah, I did.

00:46:55.735 --> 00:46:56.436
I didn't know where to start.

00:46:56.456 --> 00:46:57.538
And I go, that's what we're here for.

00:46:57.998 --> 00:47:00.179
Like you say, hire a physical therapist.

00:47:00.239 --> 00:47:01.201
I know there's a problem with my hip.

00:47:01.221 --> 00:47:01.940
I just didn't know where to start.

00:47:01.961 --> 00:47:03.222
You're like, that's what I'm here for.

00:47:03.722 --> 00:47:05.965
That's what a financial analyst is like.

00:47:06.005 --> 00:47:06.746
You sat around.

00:47:06.786 --> 00:47:07.565
I know you were scared.

00:47:08.047 --> 00:47:10.648
The funny thing is it's usually,

00:47:10.728 --> 00:47:11.349
not all the time,

00:47:11.769 --> 00:47:13.190
usually not as bad as they

00:47:13.231 --> 00:47:14.032
originally thought.

00:47:14.351 --> 00:47:16.717
And that's the case with most things too,

00:47:17.077 --> 00:47:17.277
right?

00:47:17.577 --> 00:47:18.480
The big scary monster under

00:47:18.500 --> 00:47:19.300
the bed is bigger and

00:47:19.340 --> 00:47:20.664
scarier because you let

00:47:20.704 --> 00:47:21.746
them live there long enough

00:47:21.766 --> 00:47:22.887
in the dark that in your mind,

00:47:22.907 --> 00:47:23.969
they got bigger and scarier.

00:47:25.742 --> 00:47:27.264
So I'll give you my reason

00:47:27.344 --> 00:47:31.487
as to why I started an outsourced,

00:47:32.007 --> 00:47:32.989
using an outsourced

00:47:33.650 --> 00:47:34.710
out-of-network insurance

00:47:35.130 --> 00:47:36.753
billing company that takes

00:47:36.793 --> 00:47:38.873
ten percent and charges two

00:47:38.893 --> 00:47:39.715
hundred fifty dollars per

00:47:39.775 --> 00:47:41.016
month for their custom

00:47:41.657 --> 00:47:43.798
in-house electronic medical record.

00:47:43.838 --> 00:47:45.820
That is actually like it's terrible.

00:47:45.860 --> 00:47:47.282
Like it looks like Craigslist, but.

00:47:48.413 --> 00:47:49.514
Yeah, it looks like Craigslist.

00:47:49.554 --> 00:47:50.293
You have to pay two hundred

00:47:50.313 --> 00:47:51.213
fifty bucks a month for it.

00:47:51.434 --> 00:47:52.875
They take ten percent of

00:47:53.275 --> 00:47:54.596
overall billing and collections.

00:47:55.195 --> 00:47:56.516
Why would any physical

00:47:56.556 --> 00:47:57.896
therapist ever sign up for that?

00:47:58.657 --> 00:47:59.117
Here's why.

00:47:59.697 --> 00:48:01.239
Because some of the out of

00:48:01.259 --> 00:48:03.480
network insurance payers pay two fifty,

00:48:03.500 --> 00:48:04.599
three fifty, four fifty,

00:48:05.300 --> 00:48:06.181
four hundred fifty dollars

00:48:06.340 --> 00:48:07.260
per visit for a sixty

00:48:07.280 --> 00:48:11.342
minute visit where once the individual,

00:48:11.382 --> 00:48:13.503
the insurance beneficiary, the patient,

00:48:13.963 --> 00:48:15.125
once they hit their out of network

00:48:15.902 --> 00:48:17.262
deductible, whatever that might be.

00:48:17.322 --> 00:48:18.163
Sometimes it's five hundred

00:48:18.182 --> 00:48:18.983
bucks or a thousand bucks.

00:48:19.003 --> 00:48:20.302
Sometimes it's ten grand and

00:48:20.322 --> 00:48:21.083
they're never going to hit it.

00:48:21.123 --> 00:48:22.583
So it depends on the plans.

00:48:22.664 --> 00:48:23.684
Every single plan is different.

00:48:24.625 --> 00:48:25.784
But this insurance bill are

00:48:26.025 --> 00:48:27.545
only bills for physical

00:48:27.565 --> 00:48:28.606
therapy practices that do

00:48:28.826 --> 00:48:29.865
out of network insurances.

00:48:29.905 --> 00:48:31.606
So he does not do anything in network.

00:48:31.646 --> 00:48:32.746
He does not do Medicare.

00:48:33.146 --> 00:48:34.367
Obviously, he doesn't do Medicaid.

00:48:34.748 --> 00:48:36.248
He doesn't do like eleven

00:48:36.288 --> 00:48:37.528
ninety nine and any any of

00:48:37.548 --> 00:48:38.429
these others that are the

00:48:38.509 --> 00:48:39.469
in network plans on the

00:48:39.509 --> 00:48:41.670
heat bills at network plans only.

00:48:42.864 --> 00:48:44.485
But once the individual hits

00:48:44.525 --> 00:48:45.985
their out-of-network deductible,

00:48:46.266 --> 00:48:48.206
their cost per visit sometimes,

00:48:48.606 --> 00:48:49.327
or oftentimes,

00:48:49.867 --> 00:48:52.929
can drop down to their in-network copay.

00:48:53.210 --> 00:48:54.891
So if Jimmy's got a thousand

00:48:54.911 --> 00:48:56.010
dollar deductible for

00:48:56.050 --> 00:48:57.052
out-of-network insurance,

00:48:57.371 --> 00:48:59.652
and he's got Cigna, and we say, Jimmy,

00:48:59.672 --> 00:49:00.494
it's gonna be two hundred

00:49:00.514 --> 00:49:02.175
dollars for the first five visits,

00:49:02.235 --> 00:49:03.414
and then on the sixth visit,

00:49:03.715 --> 00:49:05.175
it's gonna be your in-network copay.

00:49:05.275 --> 00:49:06.396
You look at your insurance card,

00:49:06.456 --> 00:49:07.597
if your in-network copay is

00:49:07.978 --> 00:49:09.818
thirty dollars, on the sixth visit,

00:49:10.378 --> 00:49:11.699
your cost per visit is just

00:49:11.780 --> 00:49:13.460
thirty dollars and the same

00:49:13.521 --> 00:49:15.121
thing thirty dollars onward

00:49:15.161 --> 00:49:15.902
for the rest of that

00:49:15.961 --> 00:49:17.842
calendar year so once they

00:49:17.862 --> 00:49:18.483
hit the out of network

00:49:18.543 --> 00:49:20.184
deductible then they can

00:49:20.244 --> 00:49:21.525
actually in terms of cost

00:49:21.605 --> 00:49:23.286
and accessibility your cost

00:49:23.306 --> 00:49:24.465
per visit is going to be

00:49:24.686 --> 00:49:25.547
the same as if you were

00:49:25.567 --> 00:49:27.347
going down the street to

00:49:27.547 --> 00:49:29.148
the mill that is treating

00:49:29.208 --> 00:49:30.268
three four five patients

00:49:30.309 --> 00:49:31.590
per hour at that busy

00:49:31.670 --> 00:49:32.909
office that you said you

00:49:32.929 --> 00:49:35.572
didn't like so that's why

00:49:35.632 --> 00:49:37.213
we switched I heard from

00:49:37.413 --> 00:49:38.313
friends and colleagues that

00:49:38.353 --> 00:49:39.434
were using this biller

00:49:40.034 --> 00:49:41.755
billing company telling me

00:49:41.795 --> 00:49:42.556
exactly that they're like

00:49:42.576 --> 00:49:43.637
this company this company

00:49:43.677 --> 00:49:45.418
mckenzie google patient you

00:49:45.438 --> 00:49:46.219
know patients that work at

00:49:46.260 --> 00:49:47.039
google and linkedin all

00:49:47.059 --> 00:49:48.422
these bigger companies it

00:49:48.461 --> 00:49:49.623
pays well pays two hundred

00:49:49.663 --> 00:49:50.603
something bucks per visit

00:49:50.623 --> 00:49:52.405
whatever and I heard all

00:49:52.445 --> 00:49:53.885
this and that's why I

00:49:53.925 --> 00:49:55.228
started using them like I I

00:49:55.268 --> 00:49:56.409
didn't I didn't switch now

00:49:56.429 --> 00:49:57.630
you're working with you're

00:49:57.670 --> 00:49:58.971
speaking with practice

00:49:58.990 --> 00:49:59.550
owners that are going to

00:49:59.871 --> 00:50:01.293
switch from web pt or some

00:50:01.313 --> 00:50:02.893
other you know emr to

00:50:03.014 --> 00:50:03.914
othellas potentially

00:50:04.795 --> 00:50:06.396
Those are the things that did it for me.

00:50:06.436 --> 00:50:07.478
It was like, those are the,

00:50:08.858 --> 00:50:09.778
when I had friends and

00:50:09.798 --> 00:50:10.920
colleagues where I knew

00:50:11.679 --> 00:50:13.360
they're showing me like EOBs or they're,

00:50:13.601 --> 00:50:14.342
they're showing me like,

00:50:14.581 --> 00:50:16.182
here's exactly what some of

00:50:16.202 --> 00:50:17.242
these plans can pay.

00:50:17.864 --> 00:50:18.483
Right.

00:50:18.523 --> 00:50:20.364
Which is more than what some

00:50:20.625 --> 00:50:22.085
cash pay self-pay practice

00:50:22.126 --> 00:50:24.027
owners can charge in most

00:50:24.067 --> 00:50:25.708
major metros out of pocket,

00:50:25.748 --> 00:50:26.628
like truly out of pocket.

00:50:26.648 --> 00:50:27.989
Does that make sense?

00:50:28.369 --> 00:50:29.831
Like why, why that was so appealing?

00:50:30.512 --> 00:50:31.271
Mm-hmm.

00:50:31.413 --> 00:50:31.893
Yeah, yeah.

00:50:31.913 --> 00:50:32.353
Just to be clear,

00:50:32.373 --> 00:50:32.952
you don't have to switch

00:50:33.213 --> 00:50:35.414
EMRs with what we do.

00:50:35.474 --> 00:50:36.976
So we're just doing purely finances.

00:50:37.036 --> 00:50:37.775
And we have some people who

00:50:37.795 --> 00:50:38.836
just come for the financial help.

00:50:38.856 --> 00:50:39.297
Oh, my bad.

00:50:39.356 --> 00:50:40.597
My bad.

00:50:41.097 --> 00:50:44.298
I thought Athelas was an EMR as well.

00:50:45.119 --> 00:50:45.699
We have one.

00:50:45.800 --> 00:50:46.501
You don't have to use it.

00:50:46.641 --> 00:50:47.521
It's like Apple.

00:50:47.880 --> 00:50:48.442
You have an iPhone.

00:50:48.461 --> 00:50:49.081
It doesn't mean you have to

00:50:49.101 --> 00:50:50.563
have a MacBook.

00:50:50.762 --> 00:50:51.123
You can.

00:50:51.523 --> 00:50:52.364
You don't have to.

00:50:52.384 --> 00:50:54.244
So then if I sign up for

00:50:54.284 --> 00:50:55.965
Athelas or someone else signed up for it,

00:50:56.306 --> 00:50:57.286
you just take a percentage

00:50:57.326 --> 00:50:58.146
of the savings or what?

00:50:59.016 --> 00:51:02.382
a percentage of what you get

00:51:02.402 --> 00:51:04.525
back from insurance.

00:51:04.545 --> 00:51:05.206
So skin in the game.

00:51:06.989 --> 00:51:07.130
Yeah.

00:51:07.510 --> 00:51:09.574
So if I'm not getting back

00:51:11.753 --> 00:51:13.253
let's say I'm not getting back,

00:51:14.414 --> 00:51:16.114
let's say I'm using WebPT, but I'm not,

00:51:16.155 --> 00:51:17.155
let's say I'm using WebPT

00:51:17.175 --> 00:51:18.875
just to knock on them briefly.

00:51:20.056 --> 00:51:21.376
And Othellus plugs in,

00:51:21.396 --> 00:51:22.456
we do the financial assessment,

00:51:22.536 --> 00:51:23.215
and then let's say

00:51:23.255 --> 00:51:24.275
potentially you guys say, oh, well,

00:51:24.295 --> 00:51:24.456
you know,

00:51:24.476 --> 00:51:25.197
based off of everything you're doing,

00:51:25.217 --> 00:51:25.916
if you don't change anything else,

00:51:25.956 --> 00:51:26.637
if you don't change your coding,

00:51:26.657 --> 00:51:27.436
your billing, your documentation,

00:51:27.456 --> 00:51:28.456
whatever, whatever, you're missing out on,

00:51:28.476 --> 00:51:29.416
you know, you're missing out on, you know,

00:51:29.436 --> 00:51:30.177
you're missing out on, you know,

00:51:30.197 --> 00:51:30.617
you're missing out on,

00:51:30.637 --> 00:51:31.157
you're missing out on,

00:51:31.237 --> 00:51:31.777
you're missing out on,

00:51:31.797 --> 00:51:32.398
you're missing out on,

00:51:32.418 --> 00:51:32.838
you're missing out on,

00:51:32.858 --> 00:51:33.358
you're missing out on,

00:51:33.378 --> 00:51:33.838
you're missing out on,

00:51:33.858 --> 00:51:34.297
you're missing out on,

00:51:34.318 --> 00:51:34.757
you're missing out on,

00:51:34.777 --> 00:51:35.199
you're missing out on,

00:51:35.219 --> 00:51:35.639
you're missing out on,

00:51:35.659 --> 00:51:36.139
you're missing out on,

00:51:36.159 --> 00:51:36.639
you're missing out on,

00:51:36.659 --> 00:51:37.119
you're missing out on,

00:51:37.139 --> 00:51:37.739
you're missing out on, you're

00:51:38.157 --> 00:51:38.356
No,

00:51:38.396 --> 00:51:39.858
we take a – just like most billing

00:51:39.898 --> 00:51:40.378
organizations,

00:51:40.418 --> 00:51:41.217
we take a percentage of

00:51:41.237 --> 00:51:42.798
everything billed from the

00:51:42.818 --> 00:51:43.699
relationship forward.

00:51:43.719 --> 00:51:46.159
So you pay – But you're

00:51:46.179 --> 00:51:47.920
going to now be my biller as well though.

00:51:48.320 --> 00:51:48.501
Correct.

00:51:48.521 --> 00:51:48.802
Correct.

00:51:48.961 --> 00:51:51.061
Because if I'm doing WebPT

00:51:51.182 --> 00:51:52.342
and TheraBill because they

00:51:52.362 --> 00:51:53.063
bought TheraBill.

00:51:53.163 --> 00:51:54.344
So if I'm using TheraBill,

00:51:54.684 --> 00:51:55.844
I no longer use TheraBill.

00:51:56.144 --> 00:51:57.284
I have to use Athelas for my

00:51:57.344 --> 00:51:58.945
billing and my revenue cycle management.

00:51:59.554 --> 00:52:01.054
Cameron, right, correct.

00:52:01.135 --> 00:52:03.115
So you can use any EMR you want.

00:52:03.135 --> 00:52:04.317
I shouldn't say any EMR you

00:52:04.336 --> 00:52:07.278
want for May the fourth.

00:52:07.438 --> 00:52:09.079
Beware of absolutes.

00:52:09.099 --> 00:52:10.001
Is Cameron on your team?

00:52:10.221 --> 00:52:11.061
He's a fellow?

00:52:11.222 --> 00:52:12.663
Cameron is one of the newest

00:52:12.682 --> 00:52:13.222
members on our team.

00:52:13.262 --> 00:52:13.623
Cameron's,

00:52:13.643 --> 00:52:15.043
I'm going to get him on the podcast.

00:52:15.164 --> 00:52:15.605
This guy,

00:52:15.764 --> 00:52:16.704
it comes from a different part of

00:52:16.726 --> 00:52:17.065
health care.

00:52:18.134 --> 00:52:19.635
Dude's wild.

00:52:19.655 --> 00:52:20.195
But he's saying what

00:52:20.215 --> 00:52:21.958
platform you grow into versus out of,

00:52:22.277 --> 00:52:24.099
which is we see some people who are like,

00:52:24.760 --> 00:52:24.981
listen,

00:52:25.001 --> 00:52:26.442
we could save you this based on

00:52:26.461 --> 00:52:27.702
our analysis, right?

00:52:27.722 --> 00:52:28.985
We're not trying to, you know,

00:52:29.045 --> 00:52:30.425
we can only make suggestions,

00:52:30.485 --> 00:52:31.005
not decisions.

00:52:31.867 --> 00:52:32.907
But the idea is there are

00:52:32.947 --> 00:52:34.650
some people who are like, listen,

00:52:35.271 --> 00:52:36.070
we're only gonna be able to

00:52:36.110 --> 00:52:38.233
save you three percent or a little bit,

00:52:38.273 --> 00:52:39.213
we can give a number.

00:52:40.034 --> 00:52:41.496
but it's the ease and the

00:52:41.556 --> 00:52:43.036
simplicity to get there.

00:52:43.416 --> 00:52:44.918
So that's sort of what we, you know,

00:52:44.938 --> 00:52:46.159
I'm using air quotes on a podcast,

00:52:46.179 --> 00:52:46.900
what we sell,

00:52:46.940 --> 00:52:48.561
which is we might be right

00:52:48.601 --> 00:52:50.822
there with what another RCM

00:52:50.862 --> 00:52:51.722
platform is doing,

00:52:52.443 --> 00:52:54.445
but it's less work and time

00:52:54.525 --> 00:52:55.505
on your team's part.

00:52:56.347 --> 00:52:58.628
which is a hidden cost savings.

00:52:58.668 --> 00:52:58.829
I mean,

00:52:58.929 --> 00:53:00.329
I talked to so many office managers

00:53:00.809 --> 00:53:02.590
and like once the owner

00:53:02.710 --> 00:53:04.251
isn't on the call or just away from it,

00:53:04.271 --> 00:53:04.610
they're like,

00:53:04.710 --> 00:53:06.092
I'm so frustrated with this thing.

00:53:06.632 --> 00:53:07.733
This thing is such a pain.

00:53:08.432 --> 00:53:09.233
And a lot of times it's the

00:53:09.333 --> 00:53:10.074
office manager who's

00:53:10.134 --> 00:53:11.114
actually driving the bus on this.

00:53:11.153 --> 00:53:11.833
Cause they are the ones that

00:53:11.853 --> 00:53:12.614
have to interact with it.

00:53:12.635 --> 00:53:14.034
And they're like, this thing sucks.

00:53:14.114 --> 00:53:15.416
It takes up so much of my time.

00:53:15.795 --> 00:53:17.817
Smart owners understand that

00:53:17.836 --> 00:53:18.757
their office managers

00:53:18.817 --> 00:53:20.057
sucking up too much time,

00:53:20.878 --> 00:53:21.818
getting one thing paid.

00:53:22.039 --> 00:53:22.478
Hey, we got,

00:53:22.518 --> 00:53:23.539
we got that a hundred dollars.

00:53:23.898 --> 00:53:24.219
Oh great.

00:53:24.298 --> 00:53:25.219
It took me six hours.

00:53:26.347 --> 00:53:26.688
Oh,

00:53:26.708 --> 00:53:28.568
this is why insurance companies do this.

00:53:28.628 --> 00:53:29.929
Cause they know people aren't dumb.

00:53:29.949 --> 00:53:31.489
They're big, they're big, dumb animals,

00:53:31.509 --> 00:53:32.550
but they're not stupid with

00:53:32.570 --> 00:53:33.489
their own time and effort.

00:53:33.889 --> 00:53:34.289
So it's like,

00:53:34.530 --> 00:53:35.869
even if we didn't save you any money,

00:53:36.391 --> 00:53:36.590
right?

00:53:36.710 --> 00:53:38.050
Even if it was the same,

00:53:38.831 --> 00:53:39.710
it's the simplicity.

00:53:39.791 --> 00:53:41.512
And that's what you try to sell with.

00:53:41.532 --> 00:53:42.891
That's why I always have my

00:53:43.512 --> 00:53:45.092
B to C value pyramid, right?

00:53:45.112 --> 00:53:47.132
You sell simplicity or

00:53:47.253 --> 00:53:49.253
reduces effort or avoids hassles.

00:53:49.574 --> 00:53:52.074
It doesn't always have to reduce cost.

00:53:52.454 --> 00:53:53.534
Sometimes it does.

00:53:54.375 --> 00:53:55.996
But if you can get to that deeper thing,

00:53:56.016 --> 00:53:57.097
so that's why I brought this up.

00:53:57.117 --> 00:53:58.338
This wasn't to do just a pitch.

00:53:58.898 --> 00:54:00.980
It was what do owners need

00:54:01.019 --> 00:54:02.201
to see not to get them to

00:54:02.240 --> 00:54:03.081
switch to a Thales?

00:54:03.722 --> 00:54:04.702
That's that's getting married.

00:54:04.722 --> 00:54:05.643
That's too far down the line.

00:54:05.663 --> 00:54:07.063
It's a big commitment just

00:54:07.103 --> 00:54:08.905
to go on that first date and like, listen,

00:54:08.965 --> 00:54:10.226
let us plug into your EMR.

00:54:10.786 --> 00:54:11.708
Let us do the health assessment.

00:54:11.728 --> 00:54:12.547
We'll do it for free.

00:54:12.648 --> 00:54:13.389
If you like what you see,

00:54:13.409 --> 00:54:14.289
we'll go on the second date.

00:54:14.889 --> 00:54:17.052
If you don't, hey, shake hands.

00:54:17.293 --> 00:54:18.414
We're going to go date someone else.

00:54:18.994 --> 00:54:20.056
Keep using dating analogies.

00:54:20.275 --> 00:54:21.356
So that's my question is like,

00:54:21.777 --> 00:54:23.398
I want to know what

00:54:23.438 --> 00:54:24.601
practice owners actually

00:54:24.681 --> 00:54:26.623
care about and what words to use.

00:54:26.842 --> 00:54:28.085
I want to use their words.

00:54:28.945 --> 00:54:31.007
So that's sort of what I'm thinking about.

00:54:32.556 --> 00:54:33.617
Before parting shots,

00:54:34.838 --> 00:54:35.940
I think it's a travesty

00:54:35.980 --> 00:54:37.081
that Jimmy McKay does not

00:54:37.121 --> 00:54:40.063
get paid per word when he

00:54:40.103 --> 00:54:40.903
mentions Othellus.

00:54:40.923 --> 00:54:43.266
So the CEO of Othellus, every time, I mean,

00:54:43.286 --> 00:54:44.485
Jimmy's got a huge following,

00:54:45.086 --> 00:54:46.307
an immense amount of trust

00:54:46.427 --> 00:54:47.909
for ten plus years of doing this.

00:54:47.949 --> 00:54:49.931
Plus, this goes out to PT Pinecats.

00:54:49.971 --> 00:54:50.170
Plus,

00:54:50.190 --> 00:54:51.411
this goes out to Learn Medicare Billing.

00:54:52.373 --> 00:54:55.114
He deserves a dollar amount

00:54:55.275 --> 00:54:56.576
per time he mentions

00:54:56.635 --> 00:54:58.356
Othellus in a positive light.

00:54:58.376 --> 00:54:58.838
And obviously,

00:54:58.978 --> 00:54:59.637
it's always mentioned in a

00:54:59.679 --> 00:55:00.159
positive light.

00:55:00.559 --> 00:55:02.106
Listen, I appreciate that.

00:55:02.168 --> 00:55:02.911
I want to get someone from

00:55:02.971 --> 00:55:03.936
Othellos on the show like

00:55:04.775 --> 00:55:06.556
These people have varied backgrounds.

00:55:06.615 --> 00:55:07.036
I was actually,

00:55:07.076 --> 00:55:08.097
this is one of our board members.

00:55:08.177 --> 00:55:09.458
This was not me plan saying this,

00:55:09.918 --> 00:55:11.237
but this guy Hamant just

00:55:11.259 --> 00:55:12.239
wrote this book on scale.

00:55:12.358 --> 00:55:13.239
You, you and Tony,

00:55:13.280 --> 00:55:14.199
if we ever did book club,

00:55:14.320 --> 00:55:15.380
which I don't think we're, I don't know.

00:55:15.400 --> 00:55:17.722
I'm a little bit of a reader, but he,

00:55:17.762 --> 00:55:18.661
this guy's on our board.

00:55:18.681 --> 00:55:21.023
He were, I mean, and this,

00:55:21.143 --> 00:55:22.204
the cool part was this is

00:55:22.344 --> 00:55:23.485
how AI and the new

00:55:23.525 --> 00:55:24.445
generation of upstarts are

00:55:24.465 --> 00:55:25.565
creating the economy of the future.

00:55:26.586 --> 00:55:28.228
This was written a few years ago,

00:55:28.367 --> 00:55:29.268
but because I learned about

00:55:29.307 --> 00:55:30.648
Hamant when I started with Athelas,

00:55:30.768 --> 00:55:31.369
I went and read it.

00:55:31.608 --> 00:55:32.949
So it's from a few, few years ago.

00:55:33.210 --> 00:55:33.911
Cool part is,

00:55:34.918 --> 00:55:35.838
It's like I'm opening up

00:55:35.958 --> 00:55:37.059
envelopes that he sealed a

00:55:37.099 --> 00:55:38.239
few years ago and like

00:55:38.398 --> 00:55:39.880
sixty eight percent of what

00:55:39.900 --> 00:55:41.239
he said was going to happen did.

00:55:41.280 --> 00:55:42.360
That's where you're like, OK,

00:55:42.380 --> 00:55:43.940
this guy knows what's going on.

00:55:43.981 --> 00:55:45.902
Yeah.

00:55:45.922 --> 00:55:48.123
So maybe I'll get paid by the word.

00:55:48.182 --> 00:55:49.003
Daniel, there we go.

00:55:49.023 --> 00:55:49.384
I would love it.

00:55:49.423 --> 00:55:50.324
He knows I talk a lot.

00:55:51.443 --> 00:55:53.045
As a capitalist, I want to see it happen.

00:55:54.072 --> 00:55:54.974
All right, let's do parting shots.

00:55:54.994 --> 00:55:56.233
We'll go, we'll go, yeah,

00:55:56.655 --> 00:55:57.715
we'll go parting shot.

00:55:58.036 --> 00:55:58.755
Um, the going,

00:55:58.775 --> 00:56:00.137
just going back to the pizza wars,

00:56:00.217 --> 00:56:01.657
just that's the way my

00:56:01.697 --> 00:56:03.438
brain thinks is like, how, like,

00:56:03.798 --> 00:56:06.041
how could we do a new promotion?

00:56:06.121 --> 00:56:07.822
How could we do something, you know,

00:56:07.862 --> 00:56:08.742
new marketing, new,

00:56:09.222 --> 00:56:11.364
new approach to getting in

00:56:11.385 --> 00:56:12.445
front of more patients and

00:56:12.465 --> 00:56:14.867
clients and consumers and

00:56:15.086 --> 00:56:15.867
nearby residents.

00:56:15.887 --> 00:56:19.389
Uh, that's the way I'm always thinking,

00:56:19.489 --> 00:56:19.630
like,

00:56:19.869 --> 00:56:21.690
I'm always interested in like how

00:56:21.791 --> 00:56:23.853
other businesses are advertising and

00:56:24.954 --> 00:56:26.155
Why do they wrap their vans

00:56:26.175 --> 00:56:27.516
and trucks in a certain color?

00:56:27.996 --> 00:56:29.918
Does that work or does it not work?

00:56:31.398 --> 00:56:32.280
How many times you walk by a

00:56:32.300 --> 00:56:33.800
business and there's a QR

00:56:33.840 --> 00:56:36.083
code and I'm thinking of

00:56:36.342 --> 00:56:38.324
how many times was that QR code scanned?

00:56:38.344 --> 00:56:39.585
That's the way my brain thinks.

00:56:40.326 --> 00:56:40.485
Uh,

00:56:40.545 --> 00:56:42.947
so hopefully this was just me throwing

00:56:42.967 --> 00:56:43.268
this out.

00:56:43.369 --> 00:56:45.670
You barely had any heads up about this,

00:56:45.690 --> 00:56:46.630
the, the pizza wars.

00:56:46.731 --> 00:56:48.092
I wanted to make sure it was

00:56:48.152 --> 00:56:48.833
right before the show.

00:56:48.893 --> 00:56:50.414
I sent the screenshot, uh,

00:56:50.494 --> 00:56:52.235
for a marketing idea and you, uh,

00:56:52.596 --> 00:56:53.597
you took it and ran with it.

00:56:54.018 --> 00:56:55.018
So I think it was a good one

00:56:55.038 --> 00:56:55.619
for the audience and

00:56:55.639 --> 00:56:56.780
hopefully they got some value out of it.

00:56:57.215 --> 00:56:57.376
Yeah,

00:56:57.416 --> 00:56:59.237
that's why we could have called this

00:56:59.257 --> 00:57:02.021
whole episode Steal This Strategy, right?

00:57:02.041 --> 00:57:02.702
And that's what I want my

00:57:02.742 --> 00:57:03.541
segment to be because

00:57:03.643 --> 00:57:04.443
that's what I'm doing.

00:57:04.483 --> 00:57:05.605
That's what you should be doing.

00:57:05.625 --> 00:57:06.846
And it doesn't need to just be marketing.

00:57:07.146 --> 00:57:08.628
It's like, why is this workflow?

00:57:09.949 --> 00:57:12.050
Why is McDonald's so efficient?

00:57:12.130 --> 00:57:13.632
Well, they understand their workflow.

00:57:13.733 --> 00:57:13.893
Huh.

00:57:14.273 --> 00:57:16.153
What could I steal from that or learn?

00:57:16.315 --> 00:57:17.414
Learning is another word for stealing,

00:57:17.514 --> 00:57:17.835
knowledge.

00:57:18.376 --> 00:57:19.476
And take this and run with

00:57:19.516 --> 00:57:20.376
it in my own business.

00:57:20.858 --> 00:57:22.599
Now, here's the hard part too,

00:57:23.139 --> 00:57:24.579
is this is where Tony might

00:57:24.619 --> 00:57:26.942
chime in and say, if you're treating,

00:57:27.601 --> 00:57:29.003
and you're a business owner,

00:57:30.143 --> 00:57:31.003
you're doing neither of

00:57:31.023 --> 00:57:31.804
those things a hundred

00:57:31.824 --> 00:57:32.244
percent of the time.

00:57:32.264 --> 00:57:33.425
And that's when things get hard.

00:57:33.846 --> 00:57:34.987
But smart people would

00:57:35.067 --> 00:57:36.228
understand to delegate.

00:57:36.628 --> 00:57:38.648
And I forget who is just doing this.

00:57:38.809 --> 00:57:40.530
I think it was Will Humphries.

00:57:41.190 --> 00:57:43.733
He said, don't just delegate tasks.

00:57:44.775 --> 00:57:46.940
Delegate authority to make

00:57:46.981 --> 00:57:47.804
those decisions.

00:57:48.224 --> 00:57:48.987
Quick example,

00:57:49.688 --> 00:57:52.396
Zappos is the Amazon of shoes online.

00:57:53.717 --> 00:57:55.719
The CEO of Zappos years ago

00:57:55.838 --> 00:57:56.898
realized that all of his

00:57:56.920 --> 00:57:57.880
employees were coming to

00:57:57.920 --> 00:57:58.920
him because the procedure

00:57:58.940 --> 00:58:00.802
was if someone needed a refund,

00:58:01.063 --> 00:58:02.023
he had to approve it.

00:58:02.563 --> 00:58:03.485
And finally he was like,

00:58:03.704 --> 00:58:04.766
I'm approving all these things.

00:58:05.146 --> 00:58:05.445
Listen,

00:58:05.485 --> 00:58:06.447
I'm just going to give you the authority.

00:58:06.626 --> 00:58:07.827
It's less than a thousand dollars.

00:58:08.108 --> 00:58:08.929
Make people happy.

00:58:09.068 --> 00:58:10.469
Your goal is your, your,

00:58:10.570 --> 00:58:12.572
your duty is make people happy.

00:58:13.052 --> 00:58:14.012
If it's more than a thousand bucks,

00:58:14.032 --> 00:58:15.094
come to me or go to your manager.

00:58:15.333 --> 00:58:17.054
It's less, make them happy.

00:58:17.235 --> 00:58:19.657
And then explain to me, explain just here.

00:58:19.697 --> 00:58:20.797
I did this and here's why.

00:58:20.838 --> 00:58:21.599
And here's what happened.

00:58:22.239 --> 00:58:23.460
give them authority.

00:58:23.800 --> 00:58:24.699
So a business owner,

00:58:24.860 --> 00:58:26.380
I'm very sorry to have to tell you this.

00:58:27.242 --> 00:58:27.942
You have to,

00:58:27.981 --> 00:58:29.443
you are the authority on how

00:58:29.483 --> 00:58:30.523
you will communicate market

00:58:30.563 --> 00:58:31.463
and develop your business.

00:58:31.963 --> 00:58:33.625
No one's coming from you for

00:58:33.644 --> 00:58:35.585
you to help you unless you ask.

00:58:36.085 --> 00:58:37.007
And they're only showing up

00:58:37.047 --> 00:58:38.786
unless you give them something of value.

00:58:39.407 --> 00:58:40.327
We'll be back on Thursday.

00:58:41.068 --> 00:58:43.590
Tony will still be on a chaperone duty,

00:58:44.190 --> 00:58:45.811
but we'll get him a DMS and

00:58:45.831 --> 00:58:46.952
we'll think of some really good topics.

00:58:47.012 --> 00:58:48.112
And if you have some, send them to us.

00:58:48.391 --> 00:58:49.273
What do you got Dave?

00:58:50.030 --> 00:58:50.831
We need more topics.

00:58:51.291 --> 00:58:52.751
We just need more topics

00:58:52.853 --> 00:58:53.592
between now and then.

00:58:53.612 --> 00:58:54.032
And we'll get them.

00:58:54.132 --> 00:58:54.472
We'll get them.

00:58:54.572 --> 00:58:56.213
We'll send them to each other and DM.

00:58:56.333 --> 00:58:56.655
We got it.

00:58:56.695 --> 00:58:56.994
All right.

00:58:57.394 --> 00:58:58.355
We'll see you on Thursday.

00:58:58.596 --> 00:58:59.835
Check out the Dave Kittle Show,

00:58:59.956 --> 00:59:01.956
Learn Medicare Billing, and PT Pinecast.

00:59:02.557 --> 00:59:04.077
May the sixth be with you.

00:59:04.159 --> 00:59:04.438
I don't know.

00:59:04.458 --> 00:59:04.878
That doesn't work.