It's a late night.
I forgot to turn off repeat on the intro.
Happy Tuesday morning to you, Dave.
Dave, Tony is playing chaperone right now.
He's probably at the
Smithsonian or maybe doing
a lap around Lincoln Memorial.
I think he's he's on a field
trip with the with the young ones.
Just you and I today.
How long how many years do
we have before you're doing
chaperone duty at like, you know,
this on field?
Oh, my goodness.
Yeah, I'm telling you, man,
it's gonna go by so fast.
Oh, man.
He's already thirteen months.
It's crazy.
It is a little while.
Wow.
Thirteen months.
Really?
Well,
here's a strategy you might want to
make sure that you employ.
I want to bring this in from
the the the interwebs.
Apparently there's a tick
tock trend called adult tummy time.
It's a thing.
And apparently it says,
here's why physical therapists like it.
I love how one person gets
to speak for all of us.
But they're talking about
this TikTok trend going on.
And the idea is it's to combat tech neck,
which I'm not sure how many tech neck.
How many cases of tech neck
are you seeing?
Uh, yeah, a lot.
And that adult tummy time is
basically like a McKenzie extension bias.
So I'm all for it.
I mean,
there's too many people that are
sitting too much and
slouched and all that.
So if they're... Last night
I was... I do the things that...
are in these articles, right?
Last night,
we're watching the Knicks versus,
oh my God, who did I play?
Celtics, came back, they won.
The Knicks and Celtics last night,
and I'm doing mobility on
the living room floor,
and I was literally prone
on elbows watching the game.
So this, what this is talking about,
actually, like I do,
but not everyone does it.
I'm not saying like I'm a
glowing citizen by any means,
but like in terms of mobility and stuff,
like I'm getting my tummy time,
absolutely.
Just good spinal health, so this is good.
um so I wanted to bring that
in from tick tock all right
what do you want to talk
about first do you want me
to talk about my
personalized podcast pitch
um that I used that I
thought we could also spin
and uh and use for clinics
let's do that uh you the
video that you sent about
dutch rojas is that kind of
the theme of it or is it different
Yeah, it was a similar.
Also, I'll just bring that video up.
I'll hit play.
I don't have to play the audio.
But the idea was I was
sitting around and I was
looking at some different
podcast guests and I was like, who, who,
who have I wanted to get on the show?
And maybe a cold DM or an
email because maybe I know
them were connected on LinkedIn,
but I don't like know them, know them.
Tony had given me a challenge a while ago,
like start swinging for the fences.
Like what are the odds
someone like Alex Ramosi or
Seth Godin comes on your show?
Pretty small, but if they did,
that would be like a complete steal,
but they're not gonna come
on your show unless you ask them.
So I created this like personalized video
I just said I was cruising on LinkedIn.
I saw this guy and you
followed Dutch Rojas, right?
He's sort of this like
healthcare guy who just
loves spitting fire and
bringing facts and
spreadsheets and using data
and just sort of like,
I don't know about like
just like a lot of people
will bitch about
healthcare Dutch is actually
just bringing like receipts
and being like, Hey,
why don't we do like this?
How come we're not doing like that?
So he's got some really great ideas.
And I was like, he'd be a killer guest.
Maybe I'll DM him.
And then I'm like,
I'm not a creative writer.
Well, I'll just use text to speech or,
or I'll use AI.
Right.
But I'm like, I don't know.
That feels like everyone's
going to do that.
Here's something anybody could do.
that I felt like felt more personal.
So I sort of looked up a
little bit about him.
I wrote a little bit of an outline.
I used an app to edit a
video and then I just
talked into my phone.
This is on one take.
I was like, listen, you're great.
I think you've got some really good views.
I'd love to have you on our podcast.
Let's go.
I did share this publicly though.
because we're friends on
LinkedIn and LinkedIn's a
place for business and
we're talking about the
healthcare business.
So I shared it publicly and
I was just like, listen,
I'd love to have you on a
podcast hosted by a former radio DJ.
Oh yeah, that's me, let's do this.
And the cool thing was,
Dave included and a couple
of other people,
It chimed in.
Oh, I'd see that.
Oh, that'd be cool.
So doing it in public
allowed me to sort of say like, hey, look,
I've got, you know,
a little bit of street credit.
A couple people would love
to hear you on the show.
Would you would like to join
an hour or two later?
Actually, on your under your comment,
he dropped an email address.
I fired that out and said, all right,
let's get you.
Let's book you on the show.
And it worked.
So that's cool if you have a podcast.
But this show is like for
people who own PT practices
or health care practices.
How could you use this?
I don't think I would use it in public.
Like,
I don't think I would just like start
posting on people's or
sliding into people's DMs
unless they were former patients.
So I wanted to take the same tactic.
And I was like, I don't know.
What if you made like a
thirty second video and
just looked into the camera and said,
how you been?
Anything we can help with?
Do you know anybody that
might need our services?
Anything.
And then slide that into an
email or a DM if you follow
them on socials.
Is that too weird?
I was just going to ask.
So we've done either
automated or manual text
messages or emails to
reactivate previous patients.
So we also will use things
like the holiday cards, right?
So we'll set a holiday card
and it'll be like my family and I on it.
It won't be too corporate-y.
Those are reminders that we still exist.
And if they have any aches
or pains or whatever, like, hey,
like you could contact us and reactivate,
get an evaluation,
continue treatment for a new thing,
old thing, whatever it might be.
So we've done your video
that you're talking about.
to reach out to previous patients.
You're talking about reactivations.
So we've done automated texts,
automated emails, manual texts,
manual emails.
We've done the physical postcards,
which is kind of like goodwill.
Now we've got the baby,
and so we're going to get him in there,
of course.
And that helps with just less corporate-y,
more familial, relational feel.
So you're talking about
sending a video like this
manually or mentioning the
person by name.
Maybe not.
Maybe we could do it not by
name and you just record it
once and you send it to previous people.
I think some people in the
New York City area might
think it's maybe too much,
but I think it could work.
I think it could work.
I would love to hear Tony's
insight on this maybe next
week when he comes back.
But I think it's a nice touch.
And whether it's the actual
physical therapist speaking
into the camera,
if it's the front desk person,
whoever's like the most bubbly, you know,
should probably do it.
But if you're a person,
if you're a patient who had back pain,
and then now you're doing
pretty good on your own,
and then you get this video
from your physical therapy
practice where you were
receiving treatment, I think it can,
for the most part,
continue to build goodwill.
And the best part that
you've even mentioned this
entire time was
You're reaching out to them.
Hey, how's it going?
Are you a hundred percent?
Are you doing well?
Just, you know, we thought of you,
just wanted to send this video, you know,
instead of like a cold text
message or an email.
But then you also said
asking for like reviews or referrals,
which is.
Yeah.
This is covering all the bases.
It's like, hey, we're checking on you.
How are you doing?
Are you a hundred percent?
If not, like, hey, let's get you back in.
If you are a hundred percent, wonderful.
Who might you know that
would benefit from our
services the way that you
benefited from our services?
I like doing it with whoever they saw.
I don't know.
Like,
I feel like if they saw you and you
were their PT, like,
I love the idea of the front desk person.
And,
and some places do have that person
who's sort of an icon.
And some, and most places have like,
you know, in the middle of the bell curve,
they have places who are super nice.
Hey,
You know, saw you six months ago.
How's it going?
How'd that race turn out?
I mean,
I was taught like the smart health
care providers will put
notes in right about
favorite sports teams, kids, kids,
field dogs, things like that.
The dog's name, the cat and dog's name.
Bingo.
How's Scruffaluffagus?
How's Scruffaluffagus doing?
Doing well?
Doing good?
Why don't you bring him by?
I got a treat for him, you know?
um you know I was thinking
along the lines of again
when tony had sort of
challenged me I think it
was a year ago um and and
the prompt from tony a year
ago this is podcast related
but I'm twisting it back to
a practice the podcast idea
was take my top twenty
guests that I could never
get and build a website for
each of them on my site and
explain to the world who
that person is right with a
picture of them and here's
why I'd want them on my show
Right.
And then figure out how to
reach that person ten different ways.
and then have that website
be sort of like the last,
the call to action.
Like, this is why I want you,
not because you're famous,
but because I think you
could really bring some insight.
And then one of the lines from Alex Ramosi,
I don't know why it's resonating with me,
probably because I work in
tech sales now or tech partnerships,
which is like,
if you're embarrassed about reaching out,
like you're gonna be hungry.
Like if you're starting out
on zero and you're not doing anything,
Some great advice from a
former boss at a radio station.
Again,
it's applicable to pretty much
anything if you have a business.
I started at a radio station
in Scranton and Wilkes-Barre,
and the radio station was established,
but my program director, Chris Lloyd,
was like, here's what we have.
We have no budget.
None.
Not one dollar for promotion.
We have a vehicle that's
wrapped with our logo on it.
We can use as much gas as we
want because we have a gas card.
And we have a photocopier.
We can make as many
photocopies as we want with
as many different colored papers.
But of course,
we made funny Beastie Boys
sabotage-flavored flyers.
Or whatever,
like we made up fake
commercials or something like that.
And then we're just like, we don't care.
Motion creates emotion.
And I feel like picking up
your phone and texting
someone is a thing to do.
I felt like that video for me,
because it fits my personality.
Tony,
we talked about this in a previous
episode.
Tony's like,
I'm not going to the Better
Business Bureau and shaking
hands for two hours.
Not my jam.
It's not his jam.
Good, don't do that.
He doesn't need to do it anymore.
Doesn't need to,
but he did do other things
like Tony's idea.
And I keep seeing people pop
up where you accompany a
patient to a follow-up
video with their physician
after that physician referred him to you.
That is fantastic.
That's like Taylor Swift
playing someone's wedding
because they asked, well,
she's not doing it every day.
Tony wasn't doing that for every patient,
but doing it for a few
could resonate for years.
I've seen people still I've
been caught in threads
where people like I did that and oh,
my God, it was amazing.
So I think this whole theme
would really be personalized touch.
And how can you make it
personalized in a mass text
message sort of world?
and I think that resonates I
think it's different I
think this is why bell
bottoms come in and then
they go out again because
everyone's doing it when
everyone's doing it it gets
old do the other thing so I
don't know I feel like
that's a way to separate
yourself the the best way
to truly separate yourself
and to to do things that
don't scale would be to say
things like you're making a
video per person which it
takes more effort it takes
more effort for that for
that video to be uploaded
or to be sent or whatever
but if I'm going to send
jimmy mckay a video I'm
going to mention I don't
know I'll mention podcasts
I'll mention you know jimmy
I know you're in a you're
in a men's uh ice hockey
league you just posted a
story the other day with
like the cage you know the
mask on that you had your
your helmet and mask like I would
I would mention those things
so that you knew it was not
a canned message.
You knew it was completely made for you,
just like the video you
made for Dutch Rojas.
It was completely for him,
extremely well done.
You hit on all the great points.
He can't say no to come on.
And like I said to you and
Tony in messaging it,
I sort of did it in public, too.
So now he's sort of like, all right,
we got to do it.
Now,
I want to wow the hell out of him when
he shows up.
So he's like, okay, this was a good idea.
And you will.
You will.
Because then you got a friend for life.
Here's something I was
trying to figure out this morning.
You're mentioning I posted a story.
I was playing men's beer
hockey last night.
We lost, by the way.
I know.
And it was until like one
o'clock in the morning.
But we're talking about this
personalization.
I got a DM in LinkedIn from the gains gods,
an Instagram account.
Never heard of them.
They made a comment on my
post of my story.
And it says from the rink to the mic,
passion, grit, and a dash of chaos, beer,
league, hockey vibes,
and podcast wisdom coming at you.
And I was like, hold on a minute.
And there's no, there, there's no ask.
They're not even asking.
Hey guys,
And then in my comments on a
previous post from the Game Gods,
who have more than a
hundred thousand followers on Instagram,
only my cast can go from
beer leak intensity to
dropping life lessons on
selflessness in the same breath.
Love the range.
Talk about a growth strategy.
Two comments.
right?
That were both personalized.
Now look at worse.
Are they actually trying to build rapport?
And like,
this is how you build a relationship.
Wow.
Who would have thought at no
point did they say,
follow me for whatever, or like,
that's the best part.
If they had done that,
I would have been like, I'm out.
all they did was drop two
comments here's the thing
at worst I've got to go to
who the game gods are
hundred and thirty six
thousand followers and I'm
like you know what you
earned you earned my
attention I love these two
phrases right pay attention
spend time you earned it I
had to give you five
seconds to check out who
you were right the game
gods they're all about
making videos for people
you probably watch anyway
teaching agencies to scale
to twenty thousand dollars
a month so they that
It works though.
You could be a client for
them that they're going to,
they're going to slowly
build some rapport and
maybe you'll pay them for their service.
Eventually.
That's,
would you say that that's the ultimate,
like what's it for them?
Yes.
And you know that it's repeatable, right?
Or they paid someone to do
this over and over and over
and over again, right?
Like they're doing the quick research.
Yeah,
but they connected you with podcasts
and ice hockey.
And that takes a little more
understanding.
You can't outsource that to someone,
you know,
in another country to do a VA to do that.
I mean, maybe,
but you got to have a little
insight into like,
I'm reaching out to this dude, Jimmy McKay,
and I'm connecting his
range of podcasting and
this ice hockey thing,
which was only a twenty
four hour story that you're posting.
Correct.
I don't talk about ice hockey.
Ninety nine point nine nine
nine percent of time.
It was just that story.
So look at it this way.
What would you, you said,
what would the ultimate goal?
Well,
the ultimate goal is if they're like
an agency,
they want a client and every
one of those clients can be
worth a lot of money to them.
That's valuable.
But the, the steps, right?
So you, I love,
I love using this parallel of dating.
So the step was not,
I'm going to message and
get married to Jimmy.
That that's too big of a leap.
Of course.
For the first one is I'm
going to read it and go, who is this?
There's a pickup line.
A pickup line should be
funny and intriguing and
make you want to be like, okay,
you got eight seconds.
I'm going to give you eight more seconds.
You're leaning in.
You clicked on the profile.
You're leaning in.
All right.
Who are you?
Let me, let me.
Okay.
Who are you?
So the pickup line leads to
the first drink or the
first fifteen minutes.
If that goes well,
you should ask for let's go
get coffee or something low stakes,
low investment from the other person,
right?
I click on their profile.
Maybe I'll scroll and watch a few videos.
And then after a while,
the goal of watching the
videos would get you to go,
you know what?
This is good.
I don't want to miss this.
So I'm going to save this
phone number or make an
appointment to see this
person again and have a date.
And then after a while, if I'm like,
you know what?
And I ever run into an ideal
client for the games gods,
How would you not suggest them?
Because you're like, you know what?
I watch these guys every day
and they put the videos and
it sounds like,
just go download their
guide or go follow them yourself.
So this was a really,
really stupidly simple
example of earning attention and rapport.
And I think that because
we're healthcare providers,
we overlook it.
And you're, you're mentioning,
not that we have like the
biggest audience ever,
but you're mentioning it right now.
Like we talk about things
that are like remarkable,
meaning it's worth making a remark about.
Correct.
And this,
this is remarkable or depending
on your definition of remarkable,
somewhat remarkable because
you're even bringing this
up and there's folks watching live.
There's folks that are going
to watch or listen to this
on the recording and gains, gains, God,
what is it?
Gains, God's.
The gains gods like they're
they're just they're
getting they're getting
free exposure because of their approach,
which was a great human base,
like natural,
like little just dropping a little nugget,
dropping another little nugget,
not not asking for anything big,
not asking for anything.
No ask, not even an ask.
Like some people would say like,
you need to have an ask in there.
Do you?
Look at the email I got this
morning from a guy by the
name of Seth Godin,
who's written an email
every day for a bajillion years,
knows what he's doing.
You're saying, hey, Jimmy,
you've got a decent sized audience.
Everybody does now.
Everybody does.
So Seth was getting at the fact that
Sixty five million people
have uploaded a video to YouTube.
In nineteen eighty,
there were eight movie
studios producing mass market movies.
Now there are kids doing, you know,
Dreamweaver or whatever
programs make movies.
I don't know how to make
crazy cool videos.
More than ten million people
have uploaded a song to Spotify this year,
this year.
I worked in radio.
There wasn't a chance in
hell that you were getting
your song to a record company.
I mean, you could,
but it's just going to be
in a box at the front desk.
The barrier to entry,
and I've said this before
in front of people,
especially healthcare providers,
and they're like, I don't understand.
The barrier to entry,
the distance between you
and your ideal patient or
client or audience is the
thickness of the glass in
your cell phone.
And if you are too lazy to tap on it,
if you don't knock...
not going to show up so get
over yourself so and it
doesn't need to be these
ways like I said tony was
he's like I'm never going
to go to the better
business bureau and shake
hands and hand out business
cards good don't but
understand what you are
comfortable with and then
do that you had an idea too
for tony which I you shared it with me
The graphic.
Should I bring that up?
I want you to real quick.
I wanted Tony on this,
but he's busy this whole week.
This is a great topic.
This thing just happened in
my neighborhood on Sunday.
Pizza Wars.
Can we bring up the graphic?
This is a...
Let's bring up the graphic.
This is a marketing idea for
your physical therapy practice,
your company.
It doesn't matter, PT, OT, SLP.
Okay,
so this just happened on Sunday in
Bay Ridge, Brooklyn.
There were twelve different pizzerias.
You pay thirty six dollars.
I didn't do it, but, you know,
I think I'd have to have a
big appetite to actually
make thirty six or forty
dollars worth of pizza.
You pay thirty six bucks and
you can go to all twelve places,
all twelve pizzerias that
are all walkable.
They're on third half, fourth half,
fifth half in Beverage, Brooklyn.
You pay thirty six bucks,
you get a wristband or whatever.
You walk around,
you eat pizza from any of these places,
you get one plain slice
from any of these places
and then you vote on who's
the best pizza place.
Also, a couple of things,
because it was the what,
the third of May.
it was the whole star wars
theme you know like may the
I'm sorry it was may fourth
may the fourth be with you
so it was on may fourth on
this pizza wars this past
sunday so a little bit up
so it was we talk about
technology a lot we talk
about marketing and we talk
about like digital ads
sometimes this is obviously
the physical world so the
reason why I'm bringing this up
I thought,
could there be... All these pizza places,
it was all organized by the
Fifth Avenue Business
Improvement District or whatever.
It included Justin Brandon
and other politicians and
there's other logos.
There's other people that
helped make this and make
this graphic and support
and actually bring this thing to life.
But I was thinking, could there be...
therapy wars could there be
pain wars could there be
health wars could there be
something where we have
patients walk around from
you know well concierge
pain relief we don't have
an office here in in bay
ridge but there's serica
physical therapy there's
game changer there's
one-on-one or JAG.
There's professional PT.
There's Spear now in the area.
There's PT of the City.
There's a place called TLC
Physical Therapy.
Millennium.
I mean,
there's at least twelve physical
therapy places nearby.
It's not going to have the
same ring because you hear
Pizza Wars and you understand it.
It's like if Jimmy McKay and
Tony Meritato were coming
to Bay Ridge this past Sunday,
we would have done Pizza Wars.
It would have been like you
get to see all the places.
We get to walk around.
We would have...
had a great time,
but all these pizza places
got a whole bunch of
eyeballs on their businesses.
They got more foot traffic.
There was multiple places on
the Bay Ridge Facebook
groups where they were saying,
people were posting,
why is there such a big
line at Gino's today?
What's going on?
Why is there such a big line
at Pepino's and Firefly Pizza?
Like,
why is there like a line out the door?
There's never a line out the
door at this place or this
place or whatever.
And then people are arguing
in the comments of like, no, no, like,
Elegante pizza is the best.
No, Vesuvio's pizza is the best.
This and that.
I know this is a lot easier with pizza.
Could there be a community-based,
so all the physical therapy, maybe chiro,
maybe massage, whatever,
we all team up together
And we say, hey, we're going to try to,
you know, we'll get people to opt in,
their name, their phone number,
their email.
With their permission,
we're going to share all
their contact information,
which doesn't happen with
these pizza places because
they don't care about leads.
They don't care about actual customers.
They just sell slices and
they know people are going
to walk by and get, you know, pizza.
Could this work, Jimmy, up near you?
Could this work if you,
back when you used to live
in the Upper West Side, I think,
How could we make this work
as a community-based thing?
We've got to name it.
I threw out some names.
Pain wars,
physical therapy wars is kind of long.
Health wars, which kind of sounds weird.
Tony probably would say this
is like a weird idea,
and he wouldn't want to do it.
But how could this approach
be used for therapy practices?
So I would take all the idea,
and I would just change the name.
I don't think it would be wars.
I think it would be more of
a scavenger hunt.
This is scavenger hunt.
Right.
The health care providers in
your neighborhood are
subjectively good or bad,
just like pizza places.
Like I knew where I liked
Freddy and Peppers on
seventy fourth and Amsterdam.
That was the best pizza in the city.
It was around the corner
from Levain Bakery.
So you get a cookie the size of your head.
And I was like, boom, boom,
I'm done for the night.
Now there's fifty bajillion
places in the city.
Are any of them bad?
Not not if you're in your New York.
No, most of them are good,
but they're not really your
competition because some
people like yours better
than others for no other
reason that they just like it.
So could you combine forces
with people that are your competition?
So I don't like this idea anymore.
I love this idea.
I want someone,
a group of someones to come
in and be like,
we did this and here's how we did it.
So as you were talking about this,
so let me see if I can reframe.
You paid thirty six bucks
and then you could go to
any of those pizza places
and get a slice for a whole day.
Yeah.
Like if I now think this is
not an expensive proposition,
this is cheap.
This is if you're a family,
this is your whole day.
Or if you have friends in town.
It's probably it's probably
thirty six dollars per
person or per adult, though.
Yeah.
In New York, though.
I mean, that's you know,
that's that's a meal.
Yeah.
But now there's the element
of this is why breweries
have beer flights.
I'm going to be, you know, sophisticated.
I want to try a little bit of this,
a little bit of that.
So I would say to make this
work for healthcare,
I'm thinking about- It
always goes back to beer.
Always goes back to beer with you.
Always goes back to beer.
Well, yeah.
So I'm thinking about in my hometown.
And so I can answer on behalf of Tony,
I think anyway,
or at least slanted towards Tony,
because I'm not in a big city right now.
I'm a little upstate New York City.
And I've got my buddy, John Denoyles,
at Resolve Physical Therapy.
And he just built like a recovery room,
like a very like-
rehab to perform me josh
josh funk vibe recovery
move red light compression
how do you get them in you
actually combine efforts
with the massage place down
the street the chiropractor
that's what I'm talking about gold's gym
I want to break down right now.
So your buddy's place,
and if there's three, four,
five other places nearby,
we create a name for it,
whatever they agree to the name is.
We got to think of a price.
With the prospective client's permission,
all the practices get to share Jimmy,
McKay, his phone number, his email.
Everyone gets to get the
lead information so that
they can all contact you later.
And you have to pay what price?
And then you and I,
we get to go to PT in the park.
Okay.
PT in the park.
I'm thinking in this area of where I live,
there's two things that are big.
One is hiking.
So it could be like a hike or a trail,
right?
Health trail.
uh, exercise trail,
or we have a lot of wineries up here too.
So it's a tour.
It always goes back to alcohol, but we do,
they do wine tours up here
where you like rent a limo
for the day and they bring
you to six and like,
don't worry about it.
We provide food and we'll
bring you from place to place.
You don't have to worry about it.
I like, originally I was going to say,
make it free,
but I don't want to make it free.
I want,
I want people to pay for a little bit,
but then I want to sprinkle in some love,
which is, Hey,
if they're paying and they're,
Now there's a little bit of
money to work with.
Give them something.
You could give them like a
free recovery room session
or a physical object, a T-shirt,
something.
So even if this is your
rotisserie chicken at Costco,
you make no money on this,
but you break even or even
lose a little bit of money, right?
You still had people.
This is even better than
just clicking your website.
They stood in your facility.
This is not what I felt.
You walk into John's Resolve
Physical Therapy.
This is not what you think of.
There are no beige walls.
Bye.
He's got squat racks and
he's got big heavyweights.
And he's got like, you know,
the stuff that you feel like, Oh,
this is what's physical therapy.
I didn't realize this was
physical therapy.
I don't know if John can pay for that.
Right.
Besides doing something like this.
So maybe like a card that you get stamped.
And when you get them all,
you're entered to win the grand prize,
which is something awesome
from all five or six stops on the tour.
This is a pub crawl iPad or whatever.
Right.
Bars realize this a long time ago.
People don't love one bar.
They'll check out bunches of bars.
Look, I got beer at that bar.
I got beer at that bar.
Yeah.
But you don't go for the
beer or the vodka.
You go for the vibe.
You go for the ambiance or whatever.
So Scott loves the idea.
So I think you try it.
I don't think you make it too complicated.
Five maybe organizations make them varied.
It could be two PT clinics
if they're different and even better.
Like how great would that be?
Yeah.
Right.
My second idea was something we did.
And I don't I've got like
eighty five percent of the idea.
Maybe you or someone
watching can help me bring it home.
In northeast Pennsylvania,
when I worked in radio,
we had a radio group.
We there's there was also
like there was always
always like a Coke and a Pepsi.
So there were two radio groups,
two newspaper groups and two TV groups.
Right.
And we all had like it was
access and allies.
Right.
Alliances.
Right.
So we we paired with our TV group.
They wanted to do this thing
called the Million Pound Meltdown.
where they said in five years,
Northeast PA is gonna get
healthy and we're gonna
lose a million pounds together.
So then the goal of the TV
spots where they were
always sharing like health
tips or visit this physical
therapist or whatever, get checked up.
And the idea was you'd log
into their website, boom,
they already won the minute
you made an account.
to log how much weight you were losing,
right?
And then you could share how you did it.
And it felt like you had,
it felt very gamified.
So the radio station would
play the promos and we had
stuff on our website and
we'd have our DJs get into, you know,
videos,
but we'd put our own spin on them.
right we were doing like we
were doing uh crowd surfing
right push-ups or something
like ridiculous like that
but to put our own spin on
it I feel like if you make
it in a thing nobody loses
I know that you think that
the person who has a pt
clinic down the street is
your enemy they just rift
off like you obviously know
them and you know what
they're good at what
they're not good at and
hopefully they know what
you're good at what you're
not good at so I don't
think they're your enemy I
think pp wars is a great idea
And ultimately the consumer,
the neighborhood family or
individual that's gonna
bounce around to all these
therapy offices, Cairo, massage, whatever,
they're gonna check out all the spaces.
They're gonna check out all the offices.
They're gonna meet some of
the team from all the places, right?
And guess what'll happen?
whoever is the best that has
the cleanest place, like the nice design,
the welcoming people, the warm atmosphere,
the best follow-ups on text
and email and touching base
and maybe sending them
mailers or whatever,
whoever does all that the best,
wins that person and takes
that resident and turns
them into a patient client
potentially for a couple
months or a couple years or lifetime,
because it's all about
lifetime value and
exchanging like the value
exchange of their dollar
for whatever they get.
And whoever does all that
the best can potentially
win those new patients and
clients in perpetuity as
long as they're great,
as long as they have a valuable offering.
Um, I'm trying to think of the timing.
Would you do it?
Cause where I am, like, you're not,
you're not walking around in a weekend.
You can't,
this needs to be like a week or two,
like health week.
So I, I was all,
I'm glad you brought this
up and I was already thinking of timing.
So obviously may is good.
Cause it's like spring.
It's like, it was kind of, it was nice out,
but it, you know, it could be rainy.
It could be nice.
It's not going to be good.
It's not going to be crazy hot.
It's not going to be, you know, very cold.
I thought because they did the,
where you're where, by the way,
I don't know if I mentioned it.
they were doing the the star
wars like may the fourth be
with you and they also said
wear your jedi robes and
your sith capes and wear
your costumes for star wars
which I don't have any star
wars costumes but there
were people doing that so
that made me think of what
are the other things and
when are physical therapy
practices the slowest
there's and this is not
great timing this is not
always great timing because
it's hot and because people
are traveling families are traveling but
Physical therapy practices
are the slowest in July and August,
especially August.
So what if you did Christmas in July?
But then again, it's pros and cons.
It's trade-offs.
Because there's some people
that are traveling.
There's some people that are away.
Or it's going to be crazy hot.
It could be ninety-two,
ninety-five degrees here in
Brooklyn in July.
You could do Christmas in July.
We bounce around all these
physical therapy practices.
That's the scavenger hunt, whatever it is.
you give gifts you wear your
santa costumes you wear
your you know elf costumes
whatever but it's gonna be
hot so you're not gonna
you're probably not gonna
want to I would just throw
that out as a potential
reason to have it but then
I mean ideally it would
probably be better for like
september or something I
don't know well let's
change what I was asking so
this was one day and you
were saying this was one
neighborhood so the whole
thing was walkable right
So what I'm asking is like,
would you do this if you
were going to do the health trail,
the town of Montgomery or
the Orange County health trail?
Maybe expand it a little bit
bigger where I am, make it countywide,
because then you could get
things like batting cages
or facilities like that, CrossFit,
whatever.
Yeah.
another angle there's an
instagram account I think
called battle bus this dude
just drives around to
parking lots outside gyms
or like at five k's and
he's got a pull-up bar
mounted in the back like a
socket of his of his van
and he just takes videos of
people doing pull-ups and
that's his whole instagram
account because some people
do a lot some people don't whatever like
I like that angle of making
it a challenge.
So there needs to be a
challenge at each thing you need to have.
It's almost like when you go
to like a lake at like a
public park and they've got
that whole loop around the
lake and each every couple
of hundred yards,
there's like an exercise station.
Be the station.
What am I coming here for?
It's not to check out your space.
No one wants to check out your PT clinic.
They want a purpose for them.
So my question, my next question,
going back to when,
would you do this over a weekend?
Would you do this over a week?
Would this be month-wide?
Because if it's too long,
I feel like it's too ambiguous.
If it's too short,
the window might open and close too fast.
Or do you do it once a month?
Maybe a weekend, maybe Saturday, Sunday,
maybe Friday through Sunday.
I don't know.
The thing with the different
places and little mini challenges,
golf driving range is one
that you can objectively see.
Can I hit it a certain distance?
A batting cage,
you could just set up a short...
temporary wall and like you
just got to hit it over the wall.
If you're at a physical therapy office,
I think it's a little bit
more challenging.
I don't know.
Do you do something like boring,
like planks?
Like how long can you hold a
plank or can you hold a
plank for a minute or something?
So what about choose your
choose your own adventure?
I think I talked about the
combine idea where like if
you wanted to treat volleyball players,
create five objective tests
that volleyball players
should be good at and then
test them and then chart
them and then rank them and
make it like a combine.
So maybe it could be like,
you walk in like, who are you?
I'm a swimmer.
All right.
So it's going to be something overhead,
right?
Or I'm a runner.
All right.
It's going to be in dirt, whatever.
How fast can you run a trail?
I don't know.
This is where you have to, have to,
have to,
have to be creative and actually
think from their point of view,
because this is hard.
What's too easy and too cheesy.
Don't do that.
What's too impossible.
I'm never even going to start.
Don't do that.
You got to find that Goldilocks,
that middle.
Yeah.
I love it.
What else?
What did we not cover?
We talked about like
potential approaches and
timelines and what do they get out of it?
I didn't even think of a
scavenger hunt or a hike or, you know,
those are the things you
brought to the table.
So thank you for that.
I love that.
What else are we missing?
The name, yeah.
I mean, personalize it to your area.
This is where, like, being location-based,
like Orange County Health
Tour or something like that, you know,
that where I think is being
good because it feels like it's local.
My former professor in Pete's...
Yeah.
I, something, this is personal though.
Scavenger hunts.
I don't like them.
I like challenges.
Like I, you know what I mean?
Like I'd rather go on a
challenge than a hunt.
Like, cause I know it's cheesy.
And when you do it at like at conferences,
like go get your badge
stamped and everything.
I don't get any, I'm like, I'm out.
I'm not playing your silly game.
But if it was like, go when I was at,
when I was at conference
with blaze pods and they
had a dry erase board and
we were doing the same,
everybody was doing the
same blaze pods challenge.
And I wanted to see if I
could beat the score.
I did that.
Like, cause that was a,
I feel like I had effort
versus just show up and get
your badge stamped.
I'm like, no, I don't like that.
That's corny.
But I get the reason why,
but that's what I mean
about being a little lazy.
Well, it's a scavenger hunt.
Just come stop in our office
and get your badge stamp.
No,
you got to give me a reason to get there.
And getting my badge stamped helps you,
not me.
So, but yeah,
if I want to try out your new
Norma tech boots,
or I want to try out your new blaze pod,
you're, you know, Oh,
you're a baseball player.
Oh, look,
it's may check out your reaction time.
We've got the,
we've got our blaze pod wall.
Come and see where you stack
up against everybody in orange County.
Like that is different.
I might, I might just be like,
I'll try that.
I want to see where, where do I,
where do I stack up?
I'll give you one more twist.
I was a kid swim coach in PT
school because one of my
professors was like tied to
the swim team.
They were called the Holy Mackerels.
Talk about a team that
understood the assignment.
Everyone's gonna be the
sharks or the whales or the whatever,
barracudas.
They were the Holy Mackerels,
best swag in Northern Virginia swimming.
To do a fundraiser,
she would do probably a two-hour window,
amazing race challenge.
So now it's not a scavenger hunt.
She would sit at the final destination,
which was the pool, right?
And then all the teams,
she'd have all their phone
numbers ready to go,
and she'd text the clues out to them.
Now,
to make sure that they got and did the
clue,
they had to take a picture of them
at the location.
The answer was a location,
a historical location
somewhere around the area.
So they would submit their answer.
They would drive to that
location and do it.
There were challenges along the way,
like video yourself
shooting three free throws
in a row and we'll take off
five minutes of your time.
And then ultimately,
whoever could achieve getting back,
you gamify it.
I know it's hard.
But getting people to pay
attention and spend time,
the low-hanging fruit's been done, right?
The easy stuff's been done.
Hanging a sign outside your
facility is done.
CJ agrees with me.
Incentivize.
Leaderboards, incentives.
It's about recognition.
Yeah, it's about recognition.
Dude, we're big, dumb animals.
We like to see where we are.
As kids,
watch kids run a hundred yards and
look at each other.
Based off of what CJ just said,
and you were just saying a
minute or two ago about you
like to do the challenge
instead of the badge scanning.
I agree on the same way.
What percentage of the
population is that way?
You and I, I'm very competitive.
You're,
I think you're somewhat competitive
in terms of you, you want to challenge,
you wanted to do the blaze pod thing,
but not do the
passive like I'm gonna go
around scan my badge plus
you scan the you scan my
badge and it gives you my
probably my contact
information then you're
gonna like send me emails
later so yeah it's a
participation trophy I just
showed up whatever what
percentage of the popular
and maybe a therapy
practice doing this
approach that's who they're
looking for they're looking
for active individuals not
passive that's patients and clients
Listen,
if you aren't here to do the Sixty
Second Squat Challenge,
you're going to hate PT.
And I'm not going to spend my time on you.
I'm not going to spend my
time convincing you to like
the thing that I'm really good at.
Look what Pizza Wars did.
We're big weirdos.
We're dressing up like
Wookiees and eating pizza.
And that filters out ninety
nine point nine percent of the population,
except in a place like
Manhattan or Brooklyn.
You can pull that off.
because there's lots of
people so one percent or
point one percent is a lot
of people so this is where
if you make it for everyone
you make it for no one like
that's where I think a lot
of like conferences strike
out where they're like just
come sketch scan your badge
at these five locations and
you might win a prize
Oh, I, when I see everybody zigging,
I zag.
I think a lot of people are like, I got,
I get what you're doing.
It's cool,
but I'm not into it because it
doesn't feel like it's real.
It's fake.
But if you make it a real challenge,
I like, I like that angle.
And if the, if the things are good,
I don't know, man,
I'm thinking massage places too.
They want to get it, get in on the action,
right?
They've got something.
I don't like,
does it need to be completely related to,
to the place like the
massage challenge like how
relaxed can you get in like
no but it could be it could
be something you know what
I mean like yeah I don't
know it just it's it's
getting it's finding the
ideal client or customer in
your neighborhood to come
step foot into your place
that's the whole point then
after that it's up to you
correct but you have to
meet that threshold
You have to meet a minimum
threshold of like,
is that worth me walking or
driving there and spending
twenty minutes and a little bit of like,
you know, I know like I'm pretty outgoing,
but I'm like,
I'm going to walk in there like, hi,
I'm here for the health tour.
I don't really know what I'm
supposed to do.
I'm supposed to walk in like
make sure it's like this is
where like investing is.
Because if you... Okay,
now let's go objectively.
If you know,
and you should know some of these numbers,
although these numbers might be new,
for every hundred people
that walk in cold,
how many do you get to a
completed plan of care?
If that's your thing.
If a hundred people walk in
your massage spa,
A hundred walk in, how many do you get,
do you walk out with a package?
Like, I don't know,
are you tracking that number?
Because if you can, you're like,
we're good at conversions.
And if you are,
then you need a thousand
people to walk in your door.
So this is the way,
let's give people a reason.
Existing and having a clinic
and having a physical space
is not reason enough to get
me to walk in and check you out.
I'm very sorry.
I know it feels like a lot
of effort on your part, but it's not.
Yeah.
uh love it any either
continuation or new topic
for the next fourteen
fifteen minutes what do you
got anything else um the
only thing I would say is I
was asking you a question
as a practice owner and
this is like completely
self-serving because it has
to do with my job but I
mean it's I'm honestly
curious so if you're a practice owner
Number one, I asked a question on LinkedIn,
how often are you doing a
financial assessment?
And most people,
what do you think the results would be?
I was like, never, rarely, sometimes,
often.
Well, are people,
are therapy practice owners
actually gonna answer that
question honestly when they
do a LinkedIn poll or not?
It's the internet.
What they might say is
annually when they speak to
their accountant,
but the real answer is gonna be never.
A lot of people were putting sometimes.
That was the most, so it was like never.
No.
Oh, sorry, sorry, sorry.
Rarely, it was rarely.
A lot of people were, so it was never,
rarely, sometimes, often.
A lot of people put rarely.
And I was like, okay.
So then that,
that is absolutely a safe way
of being like,
I'm not saying I do it all the time.
Like how often do you work
out every single day?
It's like sometimes rarely.
Yeah.
Three times a week.
Rarely.
Then my question was if
someone offered for free,
cause we offer this for free to Thelus,
should we not be offering it for free?
Should it be two hundred and fifty bucks?
So it feels like it's
something we offer access to.
to a financial analyst who
will review your last two
years of finances.
And they're a specific
financial analyst in this area.
Like they look at practices of all types.
And we have a bunch of data
that we can benchmark you
against people that are like you.
similar setting similar size
similar revenue and then
you can see where you stack
up we had one practice who
was at I don't want to say
it's too many statistics
because jimmy's bad at
keeping secrets but they
were they were they were
well below average on two
different categories and
they were and but here and
the thing was it's like we
can tell you you're below
average we don't know where
unless we dive in a little
deeper we don't know where
the leak is coming from
But that's important information to know.
And the final thing I'll say is,
usually if people are at
least open to doing a financial analysis,
they know that they have a problem.
They're just nervous about like, God,
if I undo this can of worms, man,
I'm gonna have to go all in.
So my question would be,
is this financial look-see here,
is that valuable to someone
if it was done well for free?
I mean, there is effort.
You gotta give them access and yada, yada,
yada, but-
yeah but I mean ultimately
you guys are using this for
lead generation to get
potential candidates to
sign up for othellas so
correct it's a lot it's a
loss leader and then you're
going to convert however
many to switch to othellas
so you guys can map that
out and you probably should
because you want to have a
wide open net at the top so
you want to probably offer
that for free or you charge
something just to improve
show up rates like when you
when they book the actual
assessment or maybe they
have to like speak to
someone to qualify for the
assessment there's a couple
like you know potential
checkpoints there either
way to like qualify to make
sure are they legit are
they serious and are you
actually going to show up
Because with some of this,
there's like AEs, like account executive,
and there's like, what is it?
The business development
person that can close the
account or whatever.
SDR.
So sales development rep.
So it depends on like that
flow of like from whatever
you want to call this,
like demo or assessment to...
financial health assessment.
And then they got to fully switch.
Like, yeah,
that's why there's like
multiple touch points.
So I would say you probably
want to have it free on the front end.
My question to you is what
would you need to see or
what words or image might
you see as you're scrolling by?
Or if you're at a conference
and you never met me, but I was like,
yeah,
we do this for practices where we
just bust.
This is, this is, this is bar rescue.
Like the line in bar rescue
is this bar is agreed to it.
open their doors and bust
open their books.
It's like,
we need to see the insides if
you want success.
And this doesn't mean, I mean,
on Bar Rescue, they're always like,
we're six months away from
closing because we're doing so poorly.
It doesn't need to mean that.
It's like, we want to expand,
but we can't get past this plateau.
Can't figure out why.
Well, it's people,
according to Marcus Limonis, it's people,
product, process.
This could just be a process problem.
but it's uncomfortable because it's money.
Let's look into this money.
It's like, eh, it feels a little shady.
Because as soon as you do it, you're like,
oh, now look, warts and all, here I am.
Most of the time people know
that there's a problem.
I'm speaking from experience.
And we're just like,
I'll look at that later.
But the longer you wait with
a financial issue,
the deeper the boat sinks.
So I'm trying to figure that out.
We have pretty good conversion rates
most of the time because the
right people show up.
Like I even, I look at them,
I look at them deep in their eyes,
but on a Zoom screen.
And I say like,
you knew this was a problem,
I'm guessing.
And they're like, yeah.
Like now we're getting to
the emotion of it.
Like, yeah, I did.
I didn't know where to start.
And I go, that's what we're here for.
Like you say, hire a physical therapist.
I know there's a problem with my hip.
I just didn't know where to start.
You're like, that's what I'm here for.
That's what a financial analyst is like.
You sat around.
I know you were scared.
The funny thing is it's usually,
not all the time,
usually not as bad as they
originally thought.
And that's the case with most things too,
right?
The big scary monster under
the bed is bigger and
scarier because you let
them live there long enough
in the dark that in your mind,
they got bigger and scarier.
So I'll give you my reason
as to why I started an outsourced,
using an outsourced
out-of-network insurance
billing company that takes
ten percent and charges two
hundred fifty dollars per
month for their custom
in-house electronic medical record.
That is actually like it's terrible.
Like it looks like Craigslist, but.
Yeah, it looks like Craigslist.
You have to pay two hundred
fifty bucks a month for it.
They take ten percent of
overall billing and collections.
Why would any physical
therapist ever sign up for that?
Here's why.
Because some of the out of
network insurance payers pay two fifty,
three fifty, four fifty,
four hundred fifty dollars
per visit for a sixty
minute visit where once the individual,
the insurance beneficiary, the patient,
once they hit their out of network
deductible, whatever that might be.
Sometimes it's five hundred
bucks or a thousand bucks.
Sometimes it's ten grand and
they're never going to hit it.
So it depends on the plans.
Every single plan is different.
But this insurance bill are
only bills for physical
therapy practices that do
out of network insurances.
So he does not do anything in network.
He does not do Medicare.
Obviously, he doesn't do Medicaid.
He doesn't do like eleven
ninety nine and any any of
these others that are the
in network plans on the
heat bills at network plans only.
But once the individual hits
their out-of-network deductible,
their cost per visit sometimes,
or oftentimes,
can drop down to their in-network copay.
So if Jimmy's got a thousand
dollar deductible for
out-of-network insurance,
and he's got Cigna, and we say, Jimmy,
it's gonna be two hundred
dollars for the first five visits,
and then on the sixth visit,
it's gonna be your in-network copay.
You look at your insurance card,
if your in-network copay is
thirty dollars, on the sixth visit,
your cost per visit is just
thirty dollars and the same
thing thirty dollars onward
for the rest of that
calendar year so once they
hit the out of network
deductible then they can
actually in terms of cost
and accessibility your cost
per visit is going to be
the same as if you were
going down the street to
the mill that is treating
three four five patients
per hour at that busy
office that you said you
didn't like so that's why
we switched I heard from
friends and colleagues that
were using this biller
billing company telling me
exactly that they're like
this company this company
mckenzie google patient you
know patients that work at
google and linkedin all
these bigger companies it
pays well pays two hundred
something bucks per visit
whatever and I heard all
this and that's why I
started using them like I I
didn't I didn't switch now
you're working with you're
speaking with practice
owners that are going to
switch from web pt or some
other you know emr to
othellas potentially
Those are the things that did it for me.
It was like, those are the,
when I had friends and
colleagues where I knew
they're showing me like EOBs or they're,
they're showing me like,
here's exactly what some of
these plans can pay.
Right.
Which is more than what some
cash pay self-pay practice
owners can charge in most
major metros out of pocket,
like truly out of pocket.
Does that make sense?
Like why, why that was so appealing?
Mm-hmm.
Yeah, yeah.
Just to be clear,
you don't have to switch
EMRs with what we do.
So we're just doing purely finances.
And we have some people who
just come for the financial help.
Oh, my bad.
My bad.
I thought Athelas was an EMR as well.
We have one.
You don't have to use it.
It's like Apple.
You have an iPhone.
It doesn't mean you have to
have a MacBook.
You can.
You don't have to.
So then if I sign up for
Athelas or someone else signed up for it,
you just take a percentage
of the savings or what?
a percentage of what you get
back from insurance.
So skin in the game.
Yeah.
So if I'm not getting back
let's say I'm not getting back,
let's say I'm using WebPT, but I'm not,
let's say I'm using WebPT
just to knock on them briefly.
And Othellus plugs in,
we do the financial assessment,
and then let's say
potentially you guys say, oh, well,
you know,
based off of everything you're doing,
if you don't change anything else,
if you don't change your coding,
your billing, your documentation,
whatever, whatever, you're missing out on,
you know, you're missing out on, you know,
you're missing out on, you know,
you're missing out on,
you're missing out on, you're
No,
we take a – just like most billing
organizations,
we take a percentage of
everything billed from the
relationship forward.
So you pay – But you're
going to now be my biller as well though.
Correct.
Because if I'm doing WebPT
and TheraBill because they
bought TheraBill.
So if I'm using TheraBill,
I no longer use TheraBill.
I have to use Athelas for my
billing and my revenue cycle management.
Cameron, right, correct.
So you can use any EMR you want.
I shouldn't say any EMR you
want for May the fourth.
Beware of absolutes.
Is Cameron on your team?
He's a fellow?
Cameron is one of the newest
members on our team.
Cameron's,
I'm going to get him on the podcast.
This guy,
it comes from a different part of
health care.
Dude's wild.
But he's saying what
platform you grow into versus out of,
which is we see some people who are like,
listen,
we could save you this based on
our analysis, right?
We're not trying to, you know,
we can only make suggestions,
not decisions.
But the idea is there are
some people who are like, listen,
we're only gonna be able to
save you three percent or a little bit,
we can give a number.
but it's the ease and the
simplicity to get there.
So that's sort of what we, you know,
I'm using air quotes on a podcast,
what we sell,
which is we might be right
there with what another RCM
platform is doing,
but it's less work and time
on your team's part.
which is a hidden cost savings.
I mean,
I talked to so many office managers
and like once the owner
isn't on the call or just away from it,
they're like,
I'm so frustrated with this thing.
This thing is such a pain.
And a lot of times it's the
office manager who's
actually driving the bus on this.
Cause they are the ones that
have to interact with it.
And they're like, this thing sucks.
It takes up so much of my time.
Smart owners understand that
their office managers
sucking up too much time,
getting one thing paid.
Hey, we got,
we got that a hundred dollars.
Oh great.
It took me six hours.
Oh,
this is why insurance companies do this.
Cause they know people aren't dumb.
They're big, they're big, dumb animals,
but they're not stupid with
their own time and effort.
So it's like,
even if we didn't save you any money,
right?
Even if it was the same,
it's the simplicity.
And that's what you try to sell with.
That's why I always have my
B to C value pyramid, right?
You sell simplicity or
reduces effort or avoids hassles.
It doesn't always have to reduce cost.
Sometimes it does.
But if you can get to that deeper thing,
so that's why I brought this up.
This wasn't to do just a pitch.
It was what do owners need
to see not to get them to
switch to a Thales?
That's that's getting married.
That's too far down the line.
It's a big commitment just
to go on that first date and like, listen,
let us plug into your EMR.
Let us do the health assessment.
We'll do it for free.
If you like what you see,
we'll go on the second date.
If you don't, hey, shake hands.
We're going to go date someone else.
Keep using dating analogies.
So that's my question is like,
I want to know what
practice owners actually
care about and what words to use.
I want to use their words.
So that's sort of what I'm thinking about.
Before parting shots,
I think it's a travesty
that Jimmy McKay does not
get paid per word when he
mentions Othellus.
So the CEO of Othellus, every time, I mean,
Jimmy's got a huge following,
an immense amount of trust
for ten plus years of doing this.
Plus, this goes out to PT Pinecats.
Plus,
this goes out to Learn Medicare Billing.
He deserves a dollar amount
per time he mentions
Othellus in a positive light.
And obviously,
it's always mentioned in a
positive light.
Listen, I appreciate that.
I want to get someone from
Othellos on the show like
These people have varied backgrounds.
I was actually,
this is one of our board members.
This was not me plan saying this,
but this guy Hamant just
wrote this book on scale.
You, you and Tony,
if we ever did book club,
which I don't think we're, I don't know.
I'm a little bit of a reader, but he,
this guy's on our board.
He were, I mean, and this,
the cool part was this is
how AI and the new
generation of upstarts are
creating the economy of the future.
This was written a few years ago,
but because I learned about
Hamant when I started with Athelas,
I went and read it.
So it's from a few, few years ago.
Cool part is,
It's like I'm opening up
envelopes that he sealed a
few years ago and like
sixty eight percent of what
he said was going to happen did.
That's where you're like, OK,
this guy knows what's going on.
Yeah.
So maybe I'll get paid by the word.
Daniel, there we go.
I would love it.
He knows I talk a lot.
As a capitalist, I want to see it happen.
All right, let's do parting shots.
We'll go, we'll go, yeah,
we'll go parting shot.
Um, the going,
just going back to the pizza wars,
just that's the way my
brain thinks is like, how, like,
how could we do a new promotion?
How could we do something, you know,
new marketing, new,
new approach to getting in
front of more patients and
clients and consumers and
nearby residents.
Uh, that's the way I'm always thinking,
like,
I'm always interested in like how
other businesses are advertising and
Why do they wrap their vans
and trucks in a certain color?
Does that work or does it not work?
How many times you walk by a
business and there's a QR
code and I'm thinking of
how many times was that QR code scanned?
That's the way my brain thinks.
Uh,
so hopefully this was just me throwing
this out.
You barely had any heads up about this,
the, the pizza wars.
I wanted to make sure it was
right before the show.
I sent the screenshot, uh,
for a marketing idea and you, uh,
you took it and ran with it.
So I think it was a good one
for the audience and
hopefully they got some value out of it.
Yeah,
that's why we could have called this
whole episode Steal This Strategy, right?
And that's what I want my
segment to be because
that's what I'm doing.
That's what you should be doing.
And it doesn't need to just be marketing.
It's like, why is this workflow?
Why is McDonald's so efficient?
Well, they understand their workflow.
Huh.
What could I steal from that or learn?
Learning is another word for stealing,
knowledge.
And take this and run with
it in my own business.
Now, here's the hard part too,
is this is where Tony might
chime in and say, if you're treating,
and you're a business owner,
you're doing neither of
those things a hundred
percent of the time.
And that's when things get hard.
But smart people would
understand to delegate.
And I forget who is just doing this.
I think it was Will Humphries.
He said, don't just delegate tasks.
Delegate authority to make
those decisions.
Quick example,
Zappos is the Amazon of shoes online.
The CEO of Zappos years ago
realized that all of his
employees were coming to
him because the procedure
was if someone needed a refund,
he had to approve it.
And finally he was like,
I'm approving all these things.
Listen,
I'm just going to give you the authority.
It's less than a thousand dollars.
Make people happy.
Your goal is your, your,
your duty is make people happy.
If it's more than a thousand bucks,
come to me or go to your manager.
It's less, make them happy.
And then explain to me, explain just here.
I did this and here's why.
And here's what happened.
give them authority.
So a business owner,
I'm very sorry to have to tell you this.
You have to,
you are the authority on how
you will communicate market
and develop your business.
No one's coming from you for
you to help you unless you ask.
And they're only showing up
unless you give them something of value.
We'll be back on Thursday.
Tony will still be on a chaperone duty,
but we'll get him a DMS and
we'll think of some really good topics.
And if you have some, send them to us.
What do you got Dave?
We need more topics.
We just need more topics
between now and then.
And we'll get them.
We'll get them.
We'll send them to each other and DM.
We got it.
All right.
We'll see you on Thursday.
Check out the Dave Kittle Show,
Learn Medicare Billing, and PT Pinecast.
May the sixth be with you.
I don't know.
That doesn't work.